This One Habit Is Killing Your Land Flipping Business

You're doing all the right things in your land business. Researching properties, analyzing comps, creating detailed spreadsheets. But you're still not seeing results. There's a silent killer that's sabotaging 87 of your land investors and has nothing to do with your market, your marketing, or your money. This one mental habit is the difference between those who build seven figure land portfolios and those who never close their first deal. And in today's episode, we are revealing exactly what it is and how you can overcome it to finally start closing deals. All right, Nightcap, fellas. Cheers.

What's up?

Cheers.

That was quite the intro.

Pulling out all the stops tonight.

Yeah, yeah, we're not messing around. So Nightcap plus, the Art of Passing Income podcast. We're combining them. Yeah, it's really fun. So for those of you that don't know who we are, Dude Buddy, who are we?

So we are a group of land investors. Well, we are land geek, right?

We are an amazing community.

This is the community that this gentleman, Mark Kudolski, the land geek, created. And we are a community of land investors who. What do we do? We buy land at a deep discount and we turn around and sell it. We like to sell the land for cash or owner finance the land. Because when we own or finance the land, it creates a steady monthly passive income stream for us, which can eventually lead to time freedom.

Right? This is all about solving not just your money problems, but your time problems without having to deal with the typical headaches of real estate, of renters, rehabs, renovations, or rodents. How do you get to total freedom? And so in today's episode, we're talking about overcoming analysis paralysis. How to take action and close and. And really rise above the. The people that get started, they have big dreams. They realize, oh, this isn't as easy as, you know, I thought it would be, and end up quitting. So we should just kind of introduce ourselves, right? We're here with John Handsome Rob Burnett. John, how are you?

I'm fantastic. I just had spaghetti. It's great. Enjoying Tuesday? It's like 65 degrees in northern Idaho. I'm wearing a T shirt. Life is very good.

Yeah, that's amazing. We got the Zen master Breathe in the mailing without the marketing. Mike Zano. Mike, how are things in Massachusetts?

It's going good. I didn't have spaghetti, but I had a burger and it was amazing.

Nice. Homemade Laura burger or.

Yeah, no, homemade by Laura.

Nice, Nice. And we got Dude Buddy, the nightcap. Oh, gee. Scott Bossman. How are Things in Alaska. On Alaska. We can't hear you. Yeah, you're muted. This is like a silent film now with Scott. We got audio problems. All right, so while he's trying to fix his stuff up, John Burnett, you've been doing this a while. When you first started, how did you overcome analysis paralysis?

Yeah, I feel like when I first started, I was Mr. Analysis Paralysis. Like, that was my superpower. And so, I mean, as far as ways that I overcame it, one way was marrying my wife. Like, that helped a lot because she is, like, Valerie is a massive. A massive action taker. And so, like, I showed her the land investing model. I listened to a podcast. Mark, you were on Kevin Bupp's podcast, and that's the one that. That's one of the ones that I listened to. Made a lot of sense to me, and I showed it to Valerie, and she's like, we need to do this right now. And. And, you know, we talked about it, thought about it, and. And pushed forward pretty dang quickly.

I.

Think, like, for me, one of the things I did a lot was really lean heavily on the coaches, right? So when you're stuck in analysis paralysis, like, you know, I would look at a property, and I'd be like, what's this line? What's this line running across the property? Right? And just having somebody that I could ask and say, what is this? And they're like, it's nothing. You don't need to worry about it.

Like, buy it. Right?

So.

So that was really helpful for me. I think just being around other people that are going through the same thing, leaning on the coaches, asking advice. If I had a question or an issue, then I had people I could lean on. And then just having a model so that I can. I'm actually following what, like, what people have been doing that have a proven track record. Right. Gave me a lot of confidence in a way that I wouldn't have had just doing it by myself. So those are, I guess, my initial thoughts around that.

So for you, overcoming analysis paralysis was marrying the right woman number one, which we can't, by the way, replicate. Like, we all can't just go out and marry.

Yeah, yeah. There's only one of her, and she's.

Only one of her.

Yeah. But I.

What I think was interesting, though, is that that yin and yang, right, where you might be more methodical, here's. You know, it's nice to have somebody in your life. It's like, no, this makes sense. Let's do it. And pushes you forward. We all need that person in our life. And then number two, relying on experts, people who've already gotten a road rash in the business and just following that recipe and say, okay, these people have done it. I can do it. And I can accelerate just by asking more questions and getting these people breathe confidence into me. I can write that check for a piece of land and it's going to sell, it's going to cash flow. Did I understand that correctly? I mean, I kind of got. Because I saw Mike journaling and I'm like, what's he writing?

I'm taking notes for what I'm gonna say. This is so. And I like what John's saying. I'm learning.

Every time I start talking, Mike starts taking notes.

Yeah, yeah, yeah. When John speaks, everyone listens. Remember would age myself. But remember those E.F. hunt commercials? Yeah, yeah. Literally like half the audience right now doesn't understand that joke. But that's okay. Of the millions who are watching right now, streaming live. But anyways, Zen Master, what are your thoughts? Overcoming analysis paralysis.

I think it's real and I think there's two things that I always tell people is important when you start and continue in the business. It's consistency and commitment. Those two will overcome analysis. Analysis paralysis. Because what happens if you start to overthink things, right? And you're not, you're not taking the necessary actions each day. So if you just set up a certain amount of tasks you do each day for the business and you stay consistent with it, you will have results. That's one of the reasons why the flight school works so well. It's a blueprint, it's a curriculum. It's something that you can dial into. Bless you. And that's why you have success. Right? I always tell people, don't worry. Once you get into the training, we're going to walk you through it step by step. That step by step process where you just learn something and apply it. Learn, apply. That consistency and the commitment to that process definitely overcomes analysis paralysis.

So two Cs. Consistency and commitment. And then we've got our M Ms. mailing and marketing.

Which by the way is that mailing and marketing, Right. This consistency of those two is what makes this whole business work, right?

No, 100%. And really when you get down to the essence of it, it's marketing. Marketing. Because when you're mailing, you're marketing for deal flow and then you're actually marketing for those properties.

They say that too. Now after hearing you say that, I think you're 100, right? Probably. Because the first letters in those both. Mark.

There.

There it is. I never even. Never even occurred to me. Yeah, yeah. Amazing. I wanted to thank Mark and Mark.

That's the answer. Mark and Mark.

Mark and Mark. Yeah, exactly. It's the answer to all your financial problems. Marketing.

And marketing.

Mailing. Marketing. So doing. Dude, buddy, nightcap. OG I thought that was really.

Pretty.

Cool of you not to journal while John was speaking and actually listening and fully being engaged. See, now. Now he's taking notes. Now, I'm afraid when he's right, when he's writing about me, I have a feeling it's like, Mark's a jerk.

Remember that. You're on mute now.

You're on mute.

I think the note just said, remember to stop taking notes.

I have a meeting journal, and every.

Time I have any type of meeting, I journal about it. So it helps me engage, and then I can follow up with you guys and have important questions later.

Okay.

Can I give you the tip of.

The week, please, so you don't have.

To write down notes?

It's.

It's called granola AI, and it doesn't write that down. Yeah, you write that down. Granola. Like, I eat granola AI, the note taker. And it'll listen to your audio and on the audio that you're on, and then you can engage with it and take notes.

It's awesome.

Yeah.

Dude, buddy, what about you? How do you overcome analysis paralysis?

Can you hear me better now?

Yeah.

Yeah.

Okay, good. Yeah, sorry. So a big thing with me and. And we'll. What I talk to people about is just try to find ways to take the emotion out of this. Right? There are a lot of emotions as somebody makes a big decision to try something new in life. There's fear and there's uncertainty and there's confusion and there's doubt, and there's all this maybe regret. Maybe like, oh, God, I shouldn't have done that. Like, so, like, try to take the emotion out. As Tom Cruise says in Maverick. Just, Just. Just don't think. Just do. Right?

And Yoda.

Well, you're right, it is Yoda. But it's also it. You know, it's try or try not. It's do or do not. There's no try. That's Yoda.

Come on.

Come on. But anyway, no, it's okay. So what I do love about this business is there are ways that you can take the emotion out of it by relying on the structure, relying on the instruction from your coaches. Right. Maybe forcing some deadlines for Yourself. There's a term called a forcing function. Benjamin Hardy talks about it in his first book, Right. So it's a willpower doesn't work. And maybe he didn't coin that. I don't know if he did, but he talks about it in that book. And a forcing function is basically you are, you are enacting a deadline for yourself or some other function for yourself to force yourself to get something done. Right? So if you're a little bit nervous about sending out your first mailing, if you're perseverating about the pricing and that's Mike's favorite word, and, you know, just, just nervous.

And the nightcap show right now sets. That's a mic drop for subterranean.

Just set a deadline for yourself that you're going to mail tomorrow morning at 8am and you're just going to send out your first batch of mailers. You're going to get it done, and you don't have to be perfect. You're going to take imperfect action and you're going to refocus and reframe and pivot based on the results that you get. And it's simply that you're refocusing and reframing and pivoting based on the results. And that's also. You can also take the emotion out of that. Instead of thinking, oh, I really screwed up on that mailing, think to yourself, oh, I really learned something about that area. I learned that my pricing is wrong, but that's a data point for me to get to know the area better. Right. So there are all sorts of ways, I think, to take the emotion out of it and to not obsess about your emotional journey, you know, obsess about the steps that need to be taken. The mailing and marketing. Just do mail today and market today.

Yeah, I, I love that. I love the, the, the force function of that as well. And practically speaking, I actually been doing this for years where the force function is. If it's in my calendar, I do it. So it's like I've dedicated this time to do it. And to your point, like, I don't overthink it, I just do it. Because in the calendar. And really, it's. To your point, I'm gonna get a rep in. I'm gonna get better at whatever I'm doing, number one. Number two, the. I'm gonna be able to pivot based on those results. And so I remember thinking in the beginning when I was really stressed out with the pressure of the business because I had, you know, a baby at home, I had a wife that didn't work. All the pressure was on me. And money's going out. Money's going out. When he's going out, no money's coming in yet. And the emotional piece of it was, you know, I would sort of, like, catastrophize, like, okay, it looks like I'm never gonna be able to buy a piece of property, and now we're gonna have to sell the house and live, you know, in a, you know, under a bridge and figure all that out. So. But after I got through with the emotional ups and downs of it, I just sort of reframed it. Like, this is learning money. That's all it is. It's learning money. This is. I'm investing in myself to learn and get better. And as soon as I did that, like, it took all the pressure off. And just, like, if I went to school, yeah, I'm investing in the education, but I'm investing myself ultimately. And so I. When I took that out, it really helped the analysis paralysis. JB Handsome Rob, what are your thoughts?

Yeah, I agree.

I think it's helpful.

Like, I mean, I. I kind of see the same. Because I. I have the same general perspective. Like, Scott gave the example, too, of, like, when you mail. Like, I had this one county that I mailed to, and I had a. I had a friend who was buying properties there for $2,000. I was like, if he can do it, I can do it. I couldn't do it, right? So I sent so many dang mailers just, like, trying to get my pricing right and incrementally built it up and then ended up doing, you know, a bunch of deals in that county and did well. Right. And so. But I spent a decent amount of time mailing before I got that price point to where it needed to be, right? And so it was like, it was an education. It was growth, right? And when you see it that way, then it doesn't feel as big. Like you don't have to hit a home run every time, right? You're just pushing forward. You're taking the next step. So, yeah, and I like the. I like the done beats. Perfect phrase like that. That's one that I've repeated so many times over and over and over again. It's one that you. That Scott. Scott Todd would just, like, beat into our brains with his bat. And. And it's. I just think it's such a good. It's such a good reminder that it's just important to take action. Like, it doesn't have to be perfect. Just get it done right.

Yeah.

I mean, one of the other Scott Todd phrases I love is, you know, move your feet. Just keep moving. Don't stay still. You know, done beats perfect. Move your feet. Zen master.

Yeah.

What are your thoughts?

A few thoughts. First of all, you guys going with this Yoda and who's the other one that you quoted?

Tom Cruise.

Tom Cruise. I was thinking Bruce Lee. You guys also Enter the Dragon. He's like, don't think, feel. But I have a new phrase because of you guys. It's don't overthink. Male. Don't overthink.

Ah.

Now here's something that is a very simple way to come over. Analysis paralysis. And we do teach this and we embrace this. We embody. This is if you have a VA come in and starts to handle your mailing, handle your marketing, well, then you removed yourself from the equation. What better way to remove. You remove the analysis paralysis is just hand it off to somebody who will do it over and over for you once you train them.

Yeah, that's.

I want you to say that's.

That's the goal.

I got a mic drop last week.

All these years, I've got 10 over 10 years, never got a mic drop. That might have been my mic drop moment.

That's a mic drop. That's literally a mic drop. Your name's Mike. It's a microphone.

Only one mic per show. One mic dropper show.

Yeah, you get all the mic drop. Oh, man, so funny. Dude, dude, buddy, don't say anything real cool that we have to do a mic drop on. So just give us like a very plain vanilla answer. What are your thoughts.

On what exactly was the question? Sorry, I'm monkeying around over here. I'm trying.

I was perseverating on what Mike was saying as far as the, you know, like hiring, like hiring a VA to get those jobs, like get yourself out of that piece as well.

Yeah, yeah. And that's intimidating as well. Right? Because especially if you've never been an entrepreneur before, you've never, you know, you know, you. You're taking on a new. You're taking on a new venture. What's so funny? Mike. And look at him.

I'm just enjoying the nightcap.

He's so giggly. Yeah.

Anyway, I looked at John, John looked at me, then Mark looked at John. I think it all happened at the same time.

I'm sorry, here's what, here's, here's. Here's another thing I think we should emphasize tonight. And John Already touched. Touched on it, but it is the community. So what I would recommend is find someone in our community that is at a similar point in their journey and connect with them and talk to them and brainstorm with them and, you know, talk about the business together, Talk about why you're doing this together. Hold each other accountable. That's huge. Right. Mike Zanel was my accountability buddy really early on. Your buttery, My buttery, my buttery. And you know, Mike and I, I think helped push each other to be better land investors. Right. And we kept each other on track and we also, you know, made some money together along the way, which is always fun and motivating. So, so find somebody that you connect with and maybe it's yours, maybe it's your spouse, maybe it's your son, maybe it's your daughter. But, but I think that's another way to overcome the analysis is when you can rely on somebody else to, you know, partner up with for brainstorming and to determine how to become more efficient and to determine how to, how to better do deals.

I love that in psychologically, there's a lot of science about doing that as well, having that accountability buddy and the butteriness of it all.

All as well.

And then there's a, a website called Focus Mate. And what Focus Mate does is you meet with a stranger and you for five minutes, you tell them what you're going to do, they tell you what they're going to do. And literally you work in tandem together via zoom. And psychologically, just having that person right there who's holding you to account of what work you're going to do, you stay more focused and they stay more focused. And then the last five minutes, what'd you get done? They tell you. Yeah, so it's, you know, I really liked what, what you said.

That's pretty cool.

Yeah, that's cool. I'm full of tips tonight. I got granola, I got big focus mate. And the night's still relatively young and we're only still. What's that?

We're only still in the first half hour.

We're swimming. Yeah, exactly. John Burnett, if you were going to talk to somebody who's stuck in analysis paralysis, what's the first lever you would pull to help them get out of it?

I think that, I don't know when I think back on, On kind of early land investing for me, like, part of it is just like Scott was saying, like, you follow the schedule. Right? So like we, like when I went through, when I, when I was being trained on land investing, it's like, okay, this week we're mailing. Like, you have to mail, right? And so you kind of don't have much of it, and it dips into that accountability piece you were talking about. But I just found, like, every new phase I jumped into in the business, it's kind of that, like, little pit in your gut, right? Like that you feel those butterflies. Like, I remember, like my first mailers, like, I mean, we stuffed them in envelopes herself and stamped them and addressed them. And I remember standing BY that, that P.O. box or that. Or sorry, the post office box, right? And just holding it and dropping it in. It was, it was like this crazy moment for me, right? And then it got easier and easier, right? Like, you just have to push past that initial step. Same thing, like you post an ad on Facebook and your mouse just like hovers over that little button, right? And then you click it. And there's just something like just taking that step is, is hard at the outset, but as you follow the schedule, as you push forward, it just gets easier and easier and easier. And so for me, like, I. I feel like a completely different person when I started this business, right? And I think it's just, just taking the steps, doing things over and over and over again. It's built massive confidence. And I've just effectively, like the analysis, paralysis, all that worry, I've just proved it wrong over and over and over and over and over again. And at a certain point, you just kind of stop worrying so much, right? You know?

No, it's so true and it's so funny. I remember years ago, Mike was on the podcast and I had a theory why he was so successful. Because he's a firefighter, and when everyone else is running away from the fire, he has to have the courage to go in and fight it. And so from that perspective.

Everything else.

Seems kind of easy in a way. It's like, well, you know, I can send out this mailer. No one's gonna die. I can, I can do this marketing. No one's gonna die. And I always, you know, thought about that as far as, like, what a tremendous advantage that is when someone has that mental fortitude, if you will, where the rest of us mortals that aren't in that situation on a daily basis, we have to fight our own, our own stuff. We don't maybe have that perspective on a day to day basis that Mike has. And Mike, I'd be curious if you still feel that way or if you think I'm full of hot air. You're like, no, I'm nervous and anxious all the time. Doesn't matter.

I think you're hitting on a really important point. I think if you look at analysis paralysis, it's all about the fear of making a decision and possibly a bad decision. But if you realize that, you know, it's all about recovery anyways. On a fire scene, there's never, like, the best decision. There's just a decision. And what stands out, a good firefighter from someone who's not so good is their ability to make a decision, and then whatever happens, adapt from there. So I think the same thing here is, you know, you could be afraid to mail because maybe it's wrong. But we've seen people, you know, all the stories over the years, people mailing, wrong office, it doesn't matter. You've made contact with a person who owns a piece of property, they reach out to you. You're not committed to that number. You can have a conversation with them. You're looking for that. So the. You know, I think that's the biggest thing about it, Mark, is like, if you look at analysis paralysis, it's because people are worried about making that decision, because maybe it's wrong, but it doesn't matter. There's no. Tate always says it. I love it. There's no land emergencies. Nothing is. You can't. There's nothing you can't recover from. And if you do something, we can change that and make it better. But if you do nothing, you. You really. There's nothing to change. Right? So I think it's that.

Yeah.

And I always say this, that coaching is 80% mental and 20% how to. And. And really helping another person get out of their own way so that they don't have that analysis paralysis. And just saying, yeah, you got this. I've done this. You're. You're on the right track and pushing them, propelling them forward at a much faster rate so that they're not sort of in that. That pit of despair that, you know, John was saying, like, when you first start, you kind of feel all these pits when. When you're doing something novel or new and money's on the line for the first time, and you don't have 100 confidence. And to John's point, the more you do it, the more confidence you have. And then you become a coach. Dude, buddy.

I'm busy.

You're literally, like, just.

He's not tech guy.

He's. He's literally bored of the conversations now.

Not at all. Not at all. I'M just making sure. So Mark, if you remember, there's a big, big giveaway here at the end of the show. So I'm reminding people to fill out the form that is in the comments section of the event in YouTube or Facebook. There's a link to a Google.

We get to go see the. The fire truck.

Yeah, exactly. We're going to have.

What is the. What is the giveaway?

So the giveaway is we have two giveaways tonight. Actually. One person gets two, three. What's that?

Surprise to Mark. Here we go. So we're giving away.

Yeah. Two, two, two free years. Geek pay. And the other person gets two free years. LG pass. It's a lot of years. It's not me. I was just told to do it.

Two years. Not two months.

Two years.

What a giveaway. That giveaway reeks of desperation.

Years.

Free software. I don't see this anywhere else in the marketplace.

Approved.

Approved.

Okay, I guess we're doing this.

Well, total despair, Dakota.

I'm really happy for whoever wins two years.

We gotta buy her watches. We gotta buy her our participants on here.

Yeah, yeah.

Kidding.

Well, I thought this was a great topic.

Well, you know, Lark, we didn't hear much from you though. Like if you were to sum up the show. Give us the Land Geek. You know, what are the methods that the Land Geek would use to overcome paralysis by over analysis.

I mean, I think I. I kind of mentioned it that I just put it in my calendar.

Yeah.

And I do it and now so I do that in my calendar. I also like using ClickUp. You can use ClickUp, you can use Asana, you can use Trello. But I like using one of these project management softwares where I get to hit complete. So I have my to do and I get to hit complete. That feels so good to me. Mike probably still uses a pen and paper and just process things out to do it todoist.

It makes todoist a beautiful sound. When you complete something, the sound is so.

Yeah, yeah. So that, that's really how I. I overcome it. It's just like I write it down, I have to do it. And I do. I really do that with everything in my life, personally and business. Where I wake up and I'm going to work out. I'm gonna, you know, meditate and do my breath work. I'm gonna get my stuff done for me first play through the oxygen mask and then go to my calendar and go to my ClickUp and just knock out what I have to do. I don't think about it. I use Mark AI and got a different answer. I love that.

I should have asked Mark AI. We could compare the two. It'd be fun.

That's what we have to do. When Mark gets off, we have to bring Mark AI on. Mark AI rumored likes whiskey and wine.

Yeah. I mean, yeah, just not. Just not.

Combined.

Liquor says, enter to win a signed bundle of Dirt Rich one and Dirt Rich too.

So this is where the form is. There's a little confusion on where is the form for the giveaway. So look. Look where it says enter to win a signed bundle of Dirt Rich one and Dirt Rich two. That's the form we need to fill out.

Okay.

It's the form we're filling out today.

Rich one, we mean LGPass and dirt rich two means.

Yeah, We'll get this all situated by the time, you know, another 30 minutes is up. We'll. We'll direct everyone to the form.

No.

No worries. No worries. John, I. I'd be curious if is VAL is still that person in your life that's kind of pushing you on those. On those. In those areas where you're a little nervous or have you gotten to a point where, like, you're not as nervous anymore?

I mean, I'm definitely not as nervous anymore. I think, like, I don't know, there's just been. Yeah, it's. It has definitely gotten easier, and I just kind of push forward now. I think it's been helpful. Like Scott was saying virtual assistants or. No, that was Mike. Mike said it. Mike drop. But he was talking about virtual assistants. That was actually a big, pivotal moment for me. When I hired an intake manager. It put me in a position of discomfort because I had all these properties pushing forward and coming to the point of me needing to make a decision and having to make that decision right then, that was really helpful. And I made a lot of money off of those deals, and it forced me to make that decision. When you naturally, you know, you just naturally procrastinate, right? When you're in analysis paralysis, when you are worried about a specific area of your business, you can work on anything you want, right? You'll focus on, like, I'm gonna build the best website ever, but you've never mailed, Right. Or I'm gonna. I'm gonna get a great logo or something like that. You can focus on all these other areas. But, you know, for me, like, having virtual assistants was really helpful having, you know, Valerie and being able to talk to her about what's going on in the business. Was helpful having accountability with friends. I mean, I. Friends that I've been meeting with every week for five years, just talking about our land businesses. And it's so helpful. Right. It just, it just keeps you pushing forward, you know, and, and make sure that, that you're not, you're not letting things go. So.

Yeah, no, I, I love that. And Mike, like.

Yeah, he was writing down. I just learned something really important there that I. No, I didn't. I recognize something. Why? It was very insightful. He said something there.

What was it?

Was it.

Was it when I quoted you the mic drop?

If you have a va, Right. Think about it. The hard thing about making a decision is that, you know, we'll let other things populate our mind. You know, there's a. There's a decision has to be made. But we start thinking about this, this, this, this. A VA is like that alarm clock saying, I need the answer to this. I need the answer to this. I need. They only want the answer. Like, are you going to buy the property like John said? Are you going to buy the property where if it was just John or just us, we might be like, well, let me look at over here.

It's.

Well, like, you're not focusing on it because you're not. You're nervous to make the decision, but the VA keeps hitting you up. You're going to buy it, you're going to buy it, you're going to buy it, and you have to make a decision. So the VA is huge. That was a really deep point he made.

Yeah. You know what's funny is the one thing I procrastinate now is taxes. I still don't like paying property taxes, even though LG Pass makes it really easy and it's kind of fun to get, to get through it. But like, when I first initially get those tax bills, it's no fun. That's. That's, I think, the one thing I still procrastinate on. And so if I can get my VA to go into LG Bass and pay those taxes, that's that perfect. That's the other thing. It's like, what, what don't you like, do you have the VA do it?

The property tax code goes in the scanner to a Google Drive folder and the VA gets a, an email to go enter it. That's. That's how it is. Yeah, it's amazing. Once you start. Start outsourcing that stuff.

Mike, is there anything you procrastinate with anymore?

See how they set themselves up there, John? Like, you're Gonna set me up like that? Mark gave Scott a lay. You gotta give me a layup.

Oh, work on it.

I did quote you right there. Mark's acting like he still touches tax bills. And then Scott up there with the answer. Mark, you know you have everything. You're the ambitiously lazy land geek. You have everything outsourced and delegated. You are unbelievable.

Well, I appreciate that.

Thank you. Don't fool us that you're still dealing with tax bills over there.

It's not the last time.

No, no, not today. But like in a day, like back in the day.

Mark, should we take some questions from the group?

Absolutely.

Mark.

Sorry, this is.

We're in the second half, so we start to pick at each other a little bit. I know that usually you. So we're just. We're having fun.

No, I. I like to be the scab. Of the four, you just pick.

Yeah, yeah.

My new nightcap nickname. The scab.

The scab. Yeah.

Worst superhero ever.

Any tips, Mark, or resources on raising private equity to fund deals?

Any types of research on raising private equity to fund deals? Well, I think the first tip is, why would someone fund you? Do you have a track record?

Are you.

Are you competent?

Right.

That's the first thing. It's like, if I'm in my first year in this business, I'm probably not going to go out and take other people's money because that's a big responsibility. And I want to make sure that I've got my systems and my processes in my team to a point where this is predictable. So if you're still in the unpredictable part of the business, I would predictably look for other places to raise funds. It might be family, it might be friends, But I'm not going to go out to sophisticated investors and in work in that realm there for sure. Because I want patient capital when I first start. And maybe my marketing, my sales systems aren't that good yet. So I would say once you have that track record, then absolutely. You want to start asking people for advice.

Right.

Because if you ask somebody for advice, hey, I'm doing X, Y, and Z. Here's what I've done. Here are the returns I'm looking for to give an investor. What advice would you give me on structure? And they say, oh, I'd be interested in giving you money. But if you go in and you say, hey, I'm looking at this, this deal, would you want to fund me? They'll give you advice. So if you ever ask for money, you get advice. When you ask for advice you get money. That would be my.

Write that down, Mike. That is that down.

That is my mic drop.

That was your mic. That was the mic drop. Mike didn't even hear it.

Well, I did, but I also was focused on the patient capital. I love the way that, you know, I love the way you described that. You know that that's pretty cool. It's important.

Yeah, it's very important. Yeah. Because that's a. That's a different relationship when you have a. An investor and you're taking their money and you're managing money, it's. It's a completely different relationship. And the level of fiduciary responsibility goes through the roof. So you really better be really got your thing down before you do that. Otherwise, start small, build up. If you need money. There's cat, there's, there's. There's better places for capital than, Than private equity at that point, I think too. James Peterson started his first week of flight school. Let's go. We're happy you're here too, James. By the way.

Is it me?

But when you see James, do you think Jim or is it. Do you definitely say James?

I mean, I think I got James.

And they'll until profit. Otherwise, I'm saying James.

Okay.

Yeah, Yeah. I feel like the gym to James. Like there's a. There's a bigger gap between the one. I mean, it's because they're both one syllable. Like Jonathan to John. Right, like that makes sense. Three syllables. The one we're saving. Everybody's in trouble. Right. But James.

Yeah, no, for sure, for sure.

You're right. All about the syllables.

Michael.

Michael.

Yeah.

And Mike. You save a syllable, you save a syllable.

You do.

Marcus.

Yeah.

So no, I was Marcus. I was Mark J. When I'm in trouble, Mark J. Oh.

No one ever called you mj.

Okay, well, if you saw my basketball playing, no one ever called me mj. And I tried really hard.

By the way, Mark, look at this deal. Dakota Skyhook closed. First retail deal, $10,500 purchase, $35,000. Sold for $35,000 on terms with 1,000 down. 500amonth for 70 months. That's great. Dakota's gonna get their money back in what, 18 months? Less than that, 15, 16 months. That's a pretty sweet deal.

That's a sweet deal.

That's a great deal.

And cash. She could sell that note.

Wow.

To raise more capital to buy more money.

Yeah, exactly. Probably sell that note for 17.

Plus she already gets thousand down. She's almost doubled her money selling that note.

Yeah, she doesn't want to wait. But that thousand, that 500amonth or 70 months, that moves the needle.

Wow, this is amazing.

That's amazing.

This was last week's topic, Mark, wasn't it? About how if you want to raise cash, you sell on terms. This is it right here.

This right here. Yeah.

Awesome. A lot of wins happening. A lot of wins. First mailer back this morning from J.H. pretty exciting seller. Countered the offer. Working on the next steps from Hobson Investments. Just finalized sales on eight lots in Izard County.

I think that's Krista Hobson.

That's Krista. Yeah.

Yeah. I love it.

He's doing well. Lots of wins happening.

Yay. I love it.

Yeah, it's awesome.

All right.

Oh, I love the name. The Trash Lead.

The Trash Lead.

I don't see that one.

That's better than the scab. Any advice on when you start first start to build sops.

And beats perfect right away?

I mean, yeah, I, I mean, I think, I think that my advice is that done beats perfect, right. And iterate. Right. Like, I mean, I think I mentioned it on a previous podcast, but the, the principle of like anti fragility, right. So what you do is you. So basically throughout nature, like, I mean, you think about working out, right? Like when you work out, your muscles tear and they get stronger and stronger. Your body is antifragile, right. As it breaks, it grows in strength. And so it's the same thing when you delegate and you are building out your procedures, right? So you're going to start out with some things that's imperfect. You're not going to anticipate everything that could potentially happen. And so then when something goes wrong, then go back and adjust and change. And then when something else goes wrong, keep on doing that. And as you iterate, it's just going to get better and better and stronger and stronger.

I love that I don't have it. Between Scott's earlier examples and him now with this anti fragility, I don't know how I'm going to contribute.

This is so, so deep.

It's like quoting Robert Green's Principles of Power or something. Like, what do I have to do?

Give us some Eastern wisdom.

The Wu way.

So for those of you that don't know Wu, it's effortless effort.

Effortless effort. Yes. Well, wow. Lots of things to think about from what John just said and what was said earlier, but it seems. Yeah, pretty deep.

Okay, Mike, answer the question. Yeah, Johnson. Right away, John.

So, yes, by the way, I'M sending.

You the seem to leave the Anti Fragility book tomorrow.

Thank you for it.

So.

You have to document how you do things. Right. Even if you're not going to have a virtual assistant do it. If you follow your own self, you might identify some real issues, like things that you could, you know, reposition, put in a different order. So I think the first thing is, just like we used to always talk about, Mark, just record yourself doing something, whatever that process is, and then you can watch it from there and, and refine it. Because you don't want to create an SOP and hand it off to a virtual assistant unless you truly understand, you know, how long it takes you and what the deliverable is. Or else you could be. Is my big word. And I abdicate. Abdicating. Is it abdicating?

Abdicating.

Well, if you abdicate in New England we use a G, John. Okay.

There's.

There's Watergate and then there's. Abdicate.

Abdicate. It's just the accent. It was a C, but.

Right.

Isn't that what happened? If you don't understand something and you outsource it too soon, it's dangerous. That's an easy way to say it because you could overpay. You could just not get what you're looking for. I don't think the VA has the whole answer. You have to train them to give you the answer.

Nice. I mean, you could, like, you can just go to chat GPT now I have it right at your sop. You could record yourself doing what you're doing. Upload that chat GPT Right. You at sop it is abdicate. Incredible.

Mark, what are your thoughts on chat?

I love that he didn't believe us.

Mark, what are your thoughts on the energy consumption it takes to. To utilize AI?

Oh, are we really going there now?

Is this a new thing that just came out?

No, it's just like, it's got me thinking. This week I've been using the AI a lot, but then I keep reading more and more and more about how much energy it takes.

I think John was AI and that's why he's gone. Yeah.

So now I went to go use it a few times today. I'm like, I really shouldn't. I really shouldn't use it. I'm a little nervous. I'm.

I think there's other things that we should probably be tackling first before, for we have, like, the world's intelligence in the palm of our hand and we're worried about the power usage of it, like, maybe, I don't know, stop mining so much crypto. Give that, give that, give that to the, you know.

Oh, now I feel bad again. Okay, great. I just feel horrible today. Feel horrible.

No, I'm, I'm not like, I, I. Look, I, I do crypto too. I have a crypto market. My issue.

Yeah, it's going to get better.

There's so many things.

There's technologies being developed. It's going to make it.

John's back.

John's back.

John, what happened? John left as soon as I started. I was looking at.

So Cindy mentioned scribe, and so I was looking at scribe and then when I clicked back into the tab, I clicked the little X and.

Oh.

And left.

So Scribe's a good tool.

It looks great. I don't use it, but I think I might. Thank you, Cindy.

Yeah, it's a good tool.

I also like that I'm on the bottom left now instead of the bottom right. It's a nice position shift.

Yeah. Now. Now you're Peter Brady and.

Oh, man.

Mike. Yeah, there you go. Mark can be Marsha.

What would Masha Brady do right now with land investing?

Tango works really well.

That could be.

That could be an episode.

Never heard of Tango.

Wow. Look how geeky we're getting.

I know. It takes two.

Yeah, it's fun to engage with the community.

Yeah. Tango. I'm going to look that one up.

Awesome.

That's what I was saying.

A lot of winds happening. It's pretty cool. Once again, just a little reminder, we're going to be doing a giveaway here in about 10 minutes. Fill out the form. How many comments section?

How many entries?

It's actually the Dirt Rich form, so sorry if we confused you, but go to the form that says enter to win a copy of Dirt Rich. You're actually winning something that's a little bit more of a time horizon than the book. Dirt Rich. You're getting a two year subscription to LG Pass or two year subscription to Geek pay.

You struggling not to say better?

No.

Did you hear that?

No way.

Oh, my God.

I was trying to carefully find what? Stop. Dude, now you're throwing me under the bus.

But he created both of them, so it's okay.

You're trying to sabotage my relationship with Mark. You're.

I'm just, I'm just pressing it. I'm sorry.

I know. It's okay.

That relationship cannot be sabotaged. Oh, just, Just.

Ah.

John, can you throw me something here?

All right.

I'm on a different side now.

Yeah, it's John and I.

Now it's me and. Me and Scott.

Yep.

Yeah.

I love that.

All right. Did everybody find the form? Hopefully everybody found the form. Any parting words of advice? Mark, Mike, John, overcoming analysis paralysis. I think we've. We've covered that topic pretty well.

Yeah.

Any. Any other. Any other things you guys want to cover tonight before we do the big. The big giveaway?

John's thinking, Mike's thinking.

I'm thinking.

I.

Reviewing my notes.

You know. What'd your note say?

I get all granola. I got everything in here, Mark.

Oh, my God.

What's in there?

It's everything from tonight that we talked about. So if I want to go back and review it tomorrow and take away the tidbits and the. And the tips. Granola, AI patient capital, anti fragility. It's all here.

Tango, scribe, scribe.

Click up. Tango, dot, dot, do. Takes two.

Wow.

I said earlier, nobody laughed, so I gotta repeat it.

It's better the second time. Yeah, more wins. Bob got his first deal from mailing. Nice low, Leo. Sorry. Got his. He's in week five of flight school. Bought five parcels.

Oh.

He's working on marketing at the moment. All five are Land Arm Properties.

Land Our. We should just do a whole episode of Land Arbitrage.

Yeah, for sure.

So great.

It's just pure genius.

We can even get the yield calculator out and get real geeky with it.

Yeah, let's do that.

Yeah.

Yeah.

Is that fun?

I don't know how to share the screen, though, on this to do that.

Yeah, I'm sure there's. I'm sure we can figure that out. I could do it by hand back here.

You know who loves doing that is Tate. We should have Tate on. Yeah, he loves that calculator for sure. It's like your fourth child.

All right, we're gonna give everybody a couple more minutes to fill out the form. Let's see. See how many entries we've gotten here. Oh, boy.

All right, fellas, listen, I'm late for dinner.

All right? We'll kick you out. Go say hi.

Get out of here.

I will.

And that way you don't have to be here to endure the. The pain of the giveaway.

That. Really, honestly.

Is that what it is?

That's. Yeah. I won't be able to eat.

It wasn't me.

Not it.

It wasn't me. Yeah, that memo is going out tomorrow.

Okay.

Yeah, but I love you guys.

Love you.

Let freedom ring.

Let freedom ring.

All right, let's do some shots.

Yeah, let's give away More stuff. What else can we give away?

How many things can we give away? 10 minutes? That would be fun. But yeah, Any. Any remaining questions that we could entertain here for the last few minutes before the giveaway? You guys throw them up there in the chat. If you're new to the business. Throw. Throw up a chat. Throw up a question. We're, we're glad to be of help with any questions that you folks may have. Here's a comment from James Landarb to me, seems similar to how car dealerships floor plan their inventory. Oh, is that a correct analogy?

I don't know how they flow.

I don't know either.

I don't understand.

The simplest way is that you can control a property from another investor through an agreement. Remember, real estate's all about control. So you control the property with an agreement, small payment, and you can turn around, sell it on another agreement for a larger payment, typically close to double. So you will make, you know, a nice spread each month. That's the arbitrage. So I don't know if that's how the car dealerships do it, but that's our description of it here.

Love it. Love it. Billy Swinton says he's getting LG Pass tonight. Is it possible to get a demo? There are demo videos, I believe, on the web page inside the site too, Right.

Once you're logged into the software, aren't there all videos?

Yeah, if anybody signs up for LGPass, I think you get your first month free. And there are a ton of support videos under the Support tab. Go to Support videos and it'll teach you how to use the tool. A lot of really great functionality in that tool that some people don't realize is all there. So I love the property packs, property tax feature, that's for sure. Especially in March and November of the year when you guys get to the point where you own 20, 30, 40 more properties in one county and you can go into LG Pass and just kind of enter the price and make a little check mark next to it and click Send. Send the check to the county. Man, we've saved a lot of time doing that, so it's pretty. Pretty awesome. Here's a question. Do you filter properties that are near roads? So we don't get landlocked properties? So that's a good question. Do you filter before email or you filter after email? I think it's maybe a little bit of both. But what do you think, John?

I agree. I concur. I'd say a little bit of both. So I Mean, I generally am trying to focus on properties that have road access. You know, for me, like, my big three criteria are I want there to be access. Right. Ideally legal and physical. Some kind of recreation potential is always a plus. An ability to build is a plus. Right. I'm okay with off grid. Off grid. It's great, right? If I've got all three of those, then it's like I can market that really effectively. If one of or two of those three are missing, then whatever's left has to be extremely strong. Right. And so generally I just want to. I want to try to focus on ones that. That have road access.

That's awesome. Mike, anything to add?

Well, typically the areas we focus on are really, by definition, subdivisions, and pretty much all of them are going to have road access. So, you know, it's part of the reason we target certain properties. But if you were to go into a slightly different area, you want to go a little bit off script, as they say, then you might run into this issue.

All right, awesome. Once again, a reminder. The form that you all need to fill out to enter the giveaway is in the comments section of the YouTube video. I'm sorry, the YouTube event or the Facebook event. It. And sorry for the confusion, but it says enter here for a chance to win signed copies of Dirt Rich. That is the form we need to fill out for tonight's giveaway. We'll give you guys all a couple more minutes to do that. I see some people are still looking for the form. Druiz, let me know if you found it. And then we have a couple other comments. Steve Morrison's what's up? Stephen had a great week last week. Sold five properties in one week.

They were his first sales. That's great.

That's a good week. That's a good week. Man, I wish they were all like that. That's awesome, though. Congrats to you. Keith Phillips. Just getting started in flight school. Keith and Becky. Nice to see you guys. We've got a bunch of kids. A bunch of kids. Well, so does John Burnett. Actually, so do I and so does Mike. We got too many kids. What do we got? Six plus five, plus four. That's a lot of kids.

That's 15 kids.

That's 15 kids. Yeah, we've got a bunch of kids and love giving them jobs to do in our businesses. They want to know what they can do. So you're just getting started. What could the kids do when you're just getting started in flight school? Now, back in 2015, when we were Licking and sticking and stuffing envelopes. My kids were doing that great job for the kids.

The youngest daughter was so. Huh.

But now, I don't know, things become a little bit more systematized and automated.

Yeah, it depends how old neighbor letters.

I think it really depends how old the kids are. We don't have any ages here, so that's, that's dependent.

Yeah, I think you're exactly right. I mean we've had, we have a 15 year old going through flight school right now.

Right.

So if they're in their teens and they're like motivated to learn the business, have them learn with you.

Yeah, for sure.

You can have them invest too. Right? Like, I mean even just kind of a name only, you know, they got 20 bucks that they've saved up. Just say put it in this and then they can share whatever your returns are. They could share a piece of that or something like that. Like you can use it as a teaching moment. And you know, it's been fun just seeing my kids. My son like draws subdivisions now. Like it's, it's. He's nine.

Right.

But it's. Yeah, it's fun just seeing him grow up and just kind of seeing it and see, see what she could do.

Very cool.

That's awesome. Well, this is a topic I think for another show, but we have 13 properties in inventory, new flight school graduate and we need help getting sales. So maybe we should have a. So also want to show on land arb. And then we'll have a show on maybe marketing. Get a show on sales.

Well, it's interesting, Scott. I just got a box from my buddy Jay Manley. He's, he's, he's actually Dakota Skyhook with that deal he posted earlier.

Oh, okay. Yeah.

And he had been, you know, you've been struggling for a while. You know, average, you know, he had these properties, hasn't have a sale and just kept, we just kept talking about consistency, consistency, consistency. So True North Ventures is the same here. All these properties sell. It's just a matter of staying consistent with that marketing and then the time will come.

Yes, consistently market and market many places. I think it's time for the giveaway.

Yes, do it.

So, all right, we got a good.

Are we allowed to win?

Nope, Nope. No winning for you, John.

What if Mitchell Zaino wins?

I don't know.

I've entered each of each of my six kids is entered. Just full disclosure. I hope that's okay.

All right, Here we go. First, first to win two free years of LG Pass.

This is huge, guys.

All right.

Okay. D.J. fleming. Donna Fleming 2. D.J. is a faithful follower of. Of Land. Geek and. And Nightcap. She is awesome. She's always got a smile on her face. I love dj. So there. That's. That's awesome. I'm glad that she won that. And they're probably coming to the end of flight school, so. Dj, we got. We got to talk about how things are going. Hope hopefully you're doing well. So, Donna. Donna. DJ Flemmy. One LG Pass. Pretty.

Pretty cool. All right. That's amazing.

And then Geek Pay. Two free years. Geek Pay.

We ready?

Here we go. This is a big giveaway. It's a big thing. Big deal. We got. Okay, hold on. I just put the last names in the. In the. In the drawing.

Tool.

So it is Billy Swinton.

All right, Billy.

Sweating. He just said that he was gonna get. He was gonna get. Oh, he's gonna get L.G. you get Geek Pay tonight. And L.G. pass.

He gets. He gets Geek Pain for free. And then, yeah, you can invest in LG Pass. So. So two for years. Billy Swinton of Geek Pay. That was awesome, guys. That was a lot of fun. Thanks for tuning in. Hopefully you got a little bit of value out of all of the hijinks. And is it backwards? Hat time. Signing off. Come on, John.

John.

Oh, well, guys. Well, here's to overcoming over analysis by over paralysis. By.

This is over analysis by over paralysis.

Thank you. Here's to overcoming that in the land business. Just. Just do. Don't think. Don't think. Just do. Cheers.

Cheers.

Cheers.

Thanks, everybody. See you next week.