Value Time, Leverage Supply & Demand, Create Passive Income - Nite Cap with the Land Geek Guys!

And we're live. What's up, everybody? We made it. Mike, can you hear me?

We are live. Perfect.

Awesome. Okay, we made it that we had some tech. We had some technical difficulties. I'm gonna see if I can improve my. My bandwidth on my end. And we have a cool nightcap tonight. We have a special nightcap. Mike, tell them what's going on.

Yeah, so tonight we have some recent flight school graduates. Right? So I guess. Is it alumni? Is there a plural? I'm so bad. Yes, it's the alumni flight school alumni. So we thought it'd be cool to.

Bring a few on here. A few of.

Two of the people who recently flight school. Just talk about the experience, see if they're experiencing some successes, see if they have any questions, anything. You know, basically grab a beverage of their favorite choice. It doesn't have to be a scotch. I just prefer that it could be coffee, water, tea, milk, beer, anything. And let's talk some land investing. It's what we do.

We.

And so they're getting a first taste of the fact that we just sort of make this up as we go along. So welcome, guys.

Kind of the beauty of it.

Yeah, thanks.

Yeah, it's the. It's the improv show. So we have three people, three here tonight from. From the February flight school, I think it was. So we have Brian Lark, Jeremy Pier, and Andrew Socorro. And these guys were gracious enough to come on tonight and share some time with us. And I'm just gonna. I'm just gonna hit you guys with a couple questions, first off. And the first one is four months ago, you really knew nothing about land investing. And Andrew Socorro, Tell me what. Tell me in just a few words what has happened in four months? And just. I don't know, your. Your biggest takeaways from the last four months in this program.

Yeah.

Got a college education in four months.

Better. No kidding.

Real world land investing. I love it. Happen to be in business anyway, so it kind of fits. Like, I'm coming from a different arena or industry that was more challenging. It was actually pretty easy for me to catch on, and especially on the sales side. But in running a business, too, which.

I've done before, but filling all the.

Other parts with the intake and.

Trying.

To scale, of course, and handling calls.

When you market your product, market the.

Land, I've learned quite a bit. And it's a testament to flight school because I did get the toolkit. And it's kind of like. It's great if you want to, like, really, you know, Get a jump start on getting right into doing it, kind of. And I've mentioned it before, I think, like, it's like a paint by number, but better, more filled in details. And I actually really enjoyed it.

It was great.

And heard some. I met some good people like Jeremy and Brian and others, and which will probably continue to stay in touch with each other, which is kind of cool too. And so for me, it's more of a. Okay, so this is something I've learned. I'm always going to be able to have it, but don't give up on it.

Right?

So continue. And that's what we got. The box of the land geek stuff that you sent out, Scott, which is really cool, which I don't know if you notice on the side of it, it talks about, you know, keeping up. Three years from now, you're going to do something that a lot of people don't do.

I thought that was kind of cool.

You know, seeing that kind of phrase.

So flight school really gave me that jump start that I felt like I needed, you know, gave me that foundation. You know, you fire a cannon from a canoe, you don't have that foundation.

Right.

Flight school gives you that. So it's kind of cool and I'm just plugging it away, but I mean it from the heart. It was awesome. These guys will probably say the same thing.

Fire a cannon. Cannon from a canoe.

You can't fire a cannon from a canoe. Right? You can.

Got it.

You got to have something stable.

You know, I feel like when we had Larry Oberstreet on and we quickly realized that he was overshadowing us. Like, Andrew got that mic. Like, get that podcast voice. Here we go again. Like, he's. He's really. Shut up.

This is like second nature.

Yes, my friends, they'll. Don't laugh if they ever see this.

Oh, that's awesome.

Hey.

Well, the person who is responsible for it all is here. Mark Podolski, the. The Godfather has tuned in. Mark, thanks for joining us. He says. So, Mark, tell us about our audio. We've been having audio issues lately. Last week I was way too loud. Tonight, he says Andrew's a little fuzzy, but Mark is happy to have everybody here. And. And Andrew, that could be me.

It's me.

I. I don't know. But Mark's are happy everybody here. And, you know, I would, I would encourage you guys. I don't know if you. You've been able. I, I know, Brian, you've been at a virtual boot camp in the past, but you guys talk about connections. And you talk about the connections you made during this flight school, and those connections can be really meaningful connections for. For the long term. Not only business, but you might make some personal connections as well. And I would encourage anybody who's walking, watching to please try to attend our boot camp in Las Vegas, because there you're going to feel a major connection with a hundred other people in the room who are speaking your language. And that's. That's a. That's a pretty amazing thing. Mark says everybody sounds fuzzy. Something's up.

Great.

Oh, boy. Boy. Used to it anyway. They fuzzy, but readable. Lovable.

Let's see if that helps. Can you guys still hear me or not?

Yeah.

All right.

I can hear you fine, Scott.

All right, cool. Well, we can hear each other fine, Mark. So we're just going to continue the conversation. We'll see what happens. But, Brian Lark, how about you tell us about what are some highlights the last four months? Tell us how far you've come. Tell us what your thoughts are on the flight school program and. Oh, he said that fixed it. So it was my issue. Awesome. Thank you. So, Brian, tell us a little bit about your experience in flight school and how things are going for you in the land business.

Sure.

So I would say I'm a pretty motivated person. I'm self motivated. I don't need somebody to make me do something. But it's always helpful to have a plan. And I read Dirt Rich and that was the beginning of a plan. And then I transitioned into the investors toolkit, and that was a little bit better, more in depth, and that helped. And I knew that I needed some accountability. And so having a plan. And I see Scott just jumped on with us. And I think that I'm the kind of person that if I'm not careful, I'm going to get overwhelmed with everything. And I want to try to do everything and I want to try to make everything perfect before I go to step two. And so the thing I feel like that helped out with flight school was that. Not sure what just happened there.

I love it.

Mayfield down.

Yeah.

But the thing that happened with flight school that was so helpful was that Scott was able to really try to hone us in on do this one thing this week. The next week. It was do this one thing this week. Having a plan was great, but the whole thing centers around land investing. I was just thinking just a minute ago that really the investing is, if not more, it's at least as much in yourself as it is in land. When you think about some of the things that Warren Buffett would say, the best investment you can make is the investment in yourself. And I agree with that. I think that, you know, the cost for the flight school, for me at least, was well worth the training and the effort and the time. And so, you know, just knowing that I've taken 16 weeks to invest in myself and my future and my family's future has been a huge, huge help for me.

So.

Yeah.

Wow.

Very well said. That's awesome. I don't know if it's just me, but when Scott Todd shows up, get a little nervous, like, what's going on now? We're suddenly sitting in the bleaches together.

Like we're in the Lord of the Rings movie.

It's like the high school room when the teacher goes out of the classroom, then the teacher comes back. You got to start, you know, making sure that you're saying the right things and doing the right thing.

Exactly.

Sitting among us.

So Scott Todd comes on the call. Scott Todd, nice to have you here, by the way. Nice, nice for you to join us on Nightcap. And you just come here, take over.

I mean, I come in, I'm just trying to get my own view together. Next thing you know, I'm changing everybody's view. I'm putting them in stadium view. I don't even know what I'm doing. I'm just messing around with it. Just trying to see people and next thing, running the show around here. But that wasn't the intent. Sorry. And listen, I'm always. I'm always excited to be on Nightcap. I mean, you know, like, you know, you know, it's all good, man.

All good. So we have the. We have some graduates from your February class here, Scott. As you can see, we were just getting some input from them. We have one more to hear from. But then we were going to talk about some deals. And I think it's going to be a good feeling for you, too, when you get to the point where you start seeing the students doing deals and really digging deeper into the business.

The goal of flight school is to help people build passive income. The whole thing is that it comes down to execution, and there's some portion of it that's absolutely luck. And I have been ranting and raving now for weeks about this book called the Psychology of Money. And in the Psychology of Money, the author, I have it right over here, Morgan Housel basically says, you know, that yes, there's some element of luck in everything that we do. And, you know, it's on any random kind of mailing that somebody's going to accept our offer and come back. I mean, Mike and Scott, you know, you guys have been around for a while. We know the one guy, he. He had like $15,000 in his bank account, and he thought, well, I'm gonna mail some offer letters out. I think what he'd get like a 640 acre property for $15,000. Was that skill or was it luck? I mean, it was just the luck of the draw. And I've had properties where it's just luck. But the thing is, is that you create the luck. It's not that any of us are just lucky. The thing is that you create the luck by showing up by mailing consistently and pushing yourself there to in your actions. I saw right before I jumped on here that I Bull. Yeah. Another classmate from this group basically said, hey, we just got our first sale. I think they bought it for 1500 and I forgot all the numbers on it. But it doesn't matter what the numbers are. You see, the thing is, is that they did it one time, and if they did it one time, they can do it 50 million times. Okay. Like, if you do something one time, you can do it again and again and again and again and again. And I think that the biggest. The biggest challenge in the whole thing is just understanding that you can do it, get out of your own way and just build your own luck. And the way you do that is you show up.

Awesome. Well, thank you for showing up, Scott. My pleasure.

My pleasure to be here.

I don't know if you had anything to do with this, but we have a really goofy setup right now on Skype. We're all sitting. Ever since you came on, were you aware that you did this?

All I did was like, what's, what's wrong with it?

So if you go to. Just go to YouTube.com thelandgeeks featured and you'll see that.

I move my arm.

You can see my back, like in this really strange Lord of the Rings setting. It's really strange. Anyway.

Well, Yeah, no, that was good. I think he faded out a little bit there. But I don't think we heard from Jeremy yet, did we? No, we heard a little from Brian.

Got a chance to talk yet?

Yeah. Let's say a little bit about your story. Yeah. So now you. Yeah, we got Scott Todd listening. Go ahead. Go. Jeremy.

Scott was our teacher for the past few months. He's a great teacher. He's extremely knowledgeable. I know he just wants nothing but success. For all of us. So good to see you, Scott.

Good to see you.

So a little bit of my story. I've never ran a business before. I bought the toolkit last year, late last year, kind of a do it yourselfer. So I tried doing it myself for a couple months and there's a lot of information to absorb in the mirror in there. So it's still extremely valuable. And I probably still would have been successful if I hadn't went through the toolkit, but I think it would have taken me a lot longer, like, probably years longer, to be honest. So I signed up for flight school and, you know, I'm happy I did. So I'm a little bit like Brian. Like, I want to have all my I's dotted and my T's crossed. I move on to step two. But with flight school, you don't really get a chance to do that, you know, Scott, Tide kind of makes you jump in the deep end of the pool. You kind of got to figure things out as you go. So one thing that cemented the reality for me was, I think it was, it was week four. He said, we're taking next week off. When we come back on week six, you have to own a property. I was like, oh my God. Week six, I have to own a property. And I did. And I figured out a way to buy one and, you know, made it happen. And I'm like, okay, like I own a property. Like, this is real. And then I've only had one sale so far, but second one hopefully is coming next week. And, you know, that's where I'm at.

That's incredible. That's a great story.

Yeah, you know that definitely. It's all about the grit, the determination, staying consistent. And I see you have the grit shirt on. So, Bossman, you had some pre programmed questions. What was next on your mind?

No, you know, I think we had. What is your biggest takeaway? We touched on those. Does anybody want to brag a little bit? What's your biggest win or even a small win? Like, you know what, wins are relative. You know what I tell people? I talk to people all the time. Scott, Todd in office hours. And Mike, you know, they're all, they're they're maybe a little bit upset about the fact they haven't sold the property. But listen, they've bought 10 properties or they've bought five properties. Like they put an asset in their asset column. They're buying something for 25 cents on the dollar. And you will sell that thing. You might not have sold it in a month, but you will sell that thing. You will triple or quadruple or more of your money. So there are all sorts of relative wins. You guys may have had an awesome property acquisition. You may have may have had an awesome sale. You maybe just, you know, grew to know something about yourself that you didn't know before that was a win. So let's talk about wins. Andrew, biggest win from flight school for you.

I've got two. I'll narrow it down to one. In fact, if you don't mind, can I just real quick add on to what Jeremy said about the week between. Basically, Scott gave us two weeks to acquire a piece of land and I waited till probably the day before the next class and we had to do it, but a little procrastination. But it really worked out because I ended up getting four landarbs from Tate Litchfield. So I was like, okay, you know, I did not expect that. I wanted to like buy some wholesale. Next thing I know I'm talking to Tate and it's like, okay, this is how it works. And I've learned so much from those four. Just because I'm paying, you know, like I told Mike on one of the office hours, you know, it's cost of acquisition, right? If I don't turn around and sell them right away, I feel it because I'm coming out of my pocket every time I don't turn it around. One of those four. I mean I've got two of them set up now and two more. I'm still just really trying to get set up. But the point is, is like I jumped right in and after procrastinating. So it really helps with the structure and the accountability. Scott, that you put with the class is awesome. So one of my favorite one though that I. Back to your question, Scott, or.

Having.

A mind blank here, Mr. Bossman, call you that because I got sidetracked. So I actually turned it like quick. Like within like a week I got mailer back. Someone wanted to purchase or me to purchase their property. And I thought, and after realizing, I think, oh, I may be priced at a little high. And I'm like. Because that was a really quick turnaround. And I'm thinking to myself, all right, don't second guess it.

Oh, there goes my speaker.

Alright, don't second guess it. Because some buying something I think is better than not having that even though it. And I didn't, I didn't like overkill, like give them like double what I thought would be, it would just be just a little Bit higher. And come to find out then the very next class is when Scott started talking about where, you know, it's going from maybe four times turn around to about three, because it's getting a little bit harder to buy it at the lower cost that we were anticipating. So I'm like, okay, maybe I didn't overpay for it then. So I listed it, marketed it, and then within a couple days, I had somebody actually say, yeah, I'll go ahead and take your terms. What's it about? So I got right on the phone. That's a little tip, too, that I learned from flight school, is that you don't want to slam it through, so to speak. You want a date, you want to get the digits right. Right. It's just one of those things where I really took my time with this one, but not a ton of time. And it was great. And it's set up so from intake, from the response from the letter to turning around and setting it up on terms I believe was just under two and a half weeks.

Nice.

I think that's pretty quick for me for a new guy.

Absolutely.

That's.

That's my favorite. Yeah.

That's awesome. Thank you for sharing that. Brian, how about you?

You know, I've been fortunate to. To be able to purchase a pretty significant amount of property and sold a pretty significant amount in a short time. I would say that my biggest takeaway, though, and biggest win, so to speak, was understanding how to value my time. And one thing that Scott talks about in class is you have to value your time and your time, you know, don't work on $10 projects. Let somebody else do that. And you really, Scott, you did a great job with that. Thank you for helping us with that. And, you know, I just got finished having a walk with my family, and one of the things I was sharing with my wife was, you know, I've got to place a higher value on my time. And if I see myself as a $30 an hour worker, then I'm going to make $30 an hour. But I've got to see myself as more than that. And that's helped me prioritize what I do and what I don't do.

So that was a big.

Was a big win for me.

Awesome.

Mike and Scott, I'll tell you, you guys are hitting on something that's. I think a lot of times people miss is it's not necessarily, yes, you're gonna walk away from flight school with knowledge and walk away, you know, something. Something tangible that you can go and do. It's like learning how to fish. But I think that, though, one thing that we never really talk about in flight school is the fact that what you really get is you get. You get. You find things in there that could just be life lessons. Like, Brian touched on one right there. Brian touched on one, which was value your time. And Andrew talked about getting on the phone, and that getting on the phone isn't just about flight school. It's about into. Like, today is so easy just to text someone all the time. And, you know, like, I'll tell my wife, like, she'll be like, oh, let me text them. I'm like, text them, call them. You know, like, you know, forget the texting, because it doesn't necessarily come across the way that you want. So there's so many life lessons that you can pick up in flight school. And I think that that's really where you grow, right? Like, it's not necessarily the fact that you learn something, which you do, but if you're growing as a person and you took just one nugget there, I mean, if Brian takes that one nugget or anybody takes that nugget of valuing your time, all of a sudden you'll start to see that, as Mark says, you can always make more money, but you can't make more time. Well, the thing is that if you're doing these little tasks, then ultimately you're giving up on the more important, bigger things in your life. And, you know, I. I remember telling my dad once, my dad, I was telling him, like, he's like, you know, I don't know why you mow your yard or don't mow your yard. And I, you know, I mow my yard. And I'm like, well, dad, because I value my time, you know, like. And that's a hard conversation to have with your dad. And I said, you know, like, you're mowing your yard, and I'm living life, man. I'm on the boat. And he's like, well, you know, you know, it's. You got the money for that? And I'm like, it's not about the money, dad. It's. It's like the lawn service is like 100 bucks a month, okay? But if it takes me eight hours a month to mow the lawn, well, then what is that hundred dollars a month really cost me, right? Like, what is my time worth versus somebody else's time? And when you can leverage someone else's time, all of a sudden you have so much more in life, and you know, like, my daddy passed away at the age of 70, and I look at that and I go, how many hours of his life did he spend mowing his lawn? Where. If I don't do that and I live past 70, which I hope I do, and I live past 70, it's found time, baby.

Right?

You know, like, it's. It's gained time, something that, like, my dad didn't have. So I think that that's kind of the. Some. Some of the life lessons that you can learn in flight school. I'm glad you shared that, Brian.

Well, I'll add to that as well. And I think my tendency, based on my previous life in history, is that, sure, I can find somebody to hire to cut my grass, but my tendency is to still go back to those menial tasks. And I think the thing that flight school helped me to really get a better hold of was don't keep focusing on those tasks. You've got to find a higher priority, you know, put the big rocks in first, so to speak. So. So that's. That's helpful for me.

Yeah. I love it.

Thank you very much, Brian. I. I fixed the problem. You guys are going to get a kick out of this when you go back and watch on YouTube. But for a while there, we looked like we were in the setting of Middle Earth, sitting out in the forest. I don't know why it happened or how it happened or whatever, but it's very strange. And even Peter Kapil commented, this must be a weird site for people just joining in the stream. So I did fix it. I'm not. I'm not a Skype.

I sort of liked it. I thought maybe that's how we should do the next roundtable.

Yeah, it was very strange, but I fixed it. We're back on the Brady Bunch grid now. We're no longer in the Middle Earth. Middle Earth forest grid.

I don't.

Sitting on a. Like, outdoors somewhere, maybe.

I.

It's a setting you got to choose. You're on together mode. You have to switch over to grid.

Go to large grid and see if that helps. All right, Jeremy.

Got it.

Jeremy, even though you're a Tigers fan, let's hear from you. Favorite win.

I just. I want to agree with Brian and Scott Todd were saying, as far as valuing your time, I'm definitely a do it yourselfer. So, Scott Todd, you sent us that one podcast about Gary. Gary Boomershine. I think his wife.

Yeah, Gary.

Yeah. So that one really hit it on the mark for me. That kind of really Totally changed my mindset. So I'm used to doing everything myself. I'm like, I'm the cheapest person I can hire because I'm free, right? I cause $0 to hire to mow my lawn, you know, to send out emails, to send out mailers, to work on a spreadsheet. And really my time is worth more than that. So that was definitely a mental shift for me. So I hired some VAs to do that. For the first time in my life. I didn't think I'd hire someone to allusource simple tasks like that, but I did, and thank God I did. And one other thing that I did because I realized when you encounter a task you don't want to do, you kind of avoid it or pretend it doesn't exist. And one thing I was doing, I'd go watch Netflix for an hour. So I actually got rid of my Netflix back in April. Like, you know, I'm avoiding making this phone call, avoiding talking to this person. I'm avoiding calling the county. So I went out and did those things. You know, you gotta get comfortable being uncomfortable. And I just kind of force myself to do it. And that's how maybe more successful.

Well, I'm sure Netflix loves this story.

That's great.

I mean, they're probably raising my rate right now.

I mean, I watched everything during the pandemic, right.

What do I need to know for it? Yeah, exactly.

Watch Tiger King.

You're good. Yeah, There you go. I love that we're touching on the fact that this is more than buying land and selling land. It really is. I mean, it is personal growth. And I've grown so much as a result of this business and the people that I've learned from and the people that I've met. Chris Merklein couldn't be here tonight, but he did share a win. And this is kind of cool because he's like, I have several cash deals, which is okay, but what I'm really excited about is my first terms deal. And that, that's, that's kind of neat. Like, you know, it's small potatoes, but it's nice to know that he's going to have $99 a month coming in for the next 60 months at some crazy yield. Like he said, he has 383% yield on here. So that.

That's possible.

That's a crazy number. But let's, let's talk to that for a minute. Because I talk to people all the time, Scott Todd. Like, they're like, well, I want, I Want to do cash deals. I want to, you know what? I don't want to do this financing stuff. Like 99 bucks a month. Like I got to do that, I got to do that so many times to get to the point where it's substantial. But listen, like one deal, and I remember it too, taking in my first deal for $115 a month for 48 months or whatever it was like there's this type of, I don't know, there's this mindset shift that comes with those terms. Deals. Like, they're really exciting, aren't they?

Yeah. I'll tell you what, when I got going, I, I, I didn't have a lot of confidence in terms of the, the sell through of land, right? Like, I mean, I bought a, my first Property was a 40 acre property in the middle of, of Nevada. I'd never even heard of this town or this county at all. And I didn't know if I was saying it correctly. Bought this 40 acre track. And I'm like, who is going to buy this? Like, I believe that somebody would, but I couldn't imagine who that this person would be or why. And so I'm like, price $99 down and 99amonth. And it sold, and it sold pretty fast. And I'll tell you what, that was the most exciting $99 ever made my entire life. Okay. Like, I was jumping for joy. You would have thought I won the lotto. Honestly, like you, the neighbors probably thought like, what happened to this guy? $99. And right then and there, I declared in my mind, I am forever gonna be the $99 king. $99 down, $99 a month. That was gonna be my deal. And then I realized, like, that's not really gonna cut it. That's not gonna get me there. And I have to get a little bit more aggressive with my terms. But see, the thing is that, let's say it starts off small, right? Let's say that you did 10 of these deals. Well, now you're at $1,000 a month. Even at the terrible deal that I did. Let's say that you did the $99 on everything or $100 on everything. You do 10 of these deals. What do you have a thousand bucks? Well, what in your life could you replace? What expense could you replace for $1,000? Could you, is that your car? I mean, I'm not going to judge you if you're driving $1,000 a month car. Or maybe, heck, maybe you drive a $2,000 a month car. Think about it this way, though. That's a very nice vacation. Every year, $1,000 a month is $12,000 a year. Come in the door, where are you going on vacation for $12,000 a year, that's a very nice vacation. And so off you go on vacation. Well, then you keep doing this whole thing. It becomes $3,000 and it becomes $10,000. And you know, in your mind, you think, okay, well, there's got to be some upward limit on this thing, right? You know, like, there's got to be some. Some upward mobility. But the. But the thing is that the limit is what you put on it, because I'm still buying land, I'm still selling land, and guess what? I'm getting more than $99 a month for these things. So as your confidence level grows, your note portfolio grows, and then all of a sudden, you don't even. I mean, the whole conversation of passive income. I mean, we get excited with the passive income up until some point, and then after it reaches some point, you're like, I don't know, you can estimate it, but at the end of the day, the number just kind of goes away and fades away because it just becomes the new normal, and it just becomes revenue in your business. So there's a lot that you can do. But these notes, they build up fast. They build up fast, and they are life changing.

Awesome. I agree. I love it. I love terms, deals. You know what? I talked to a guy recently. He's like, scott, I'm tired. I've done 50 cash deals in the last year. I've made a lot of money, but I have to. I have to rinse and repeat and do those cash deals over and over again. He doesn't have terms coming in. He's like, I think that's a flaw.

I think that everybody wants the cash, but the problem with the cash is that, first of all, the biggest problem with the cash is that every month you got to get up and go do it again. And I'll tell you what, when the pandemic hit last year, none of us remember. Remember how you felt last year when the pandemic hit. We didn't know what was coming. And remember the government said we're gonna just shut down for two weeks to flatten the curve, right? Well, you know, I mean, I was scared. I'll be honest with you. I was scared. I was terrified. I'm like, here we go. And I don't know. I don't know where this is gonna go. And for. For us, I mean, it went in a very favorable manner. But the thing is, is that what, what if, what if everybody stopped working, which a lot of people did. And what if there was no money coming in the door? Well, there will still be people that are working. There will still be people that would pay their bills. And guess what? I'm thinking this too. I'm thinking there's no way that 100% of my note portfolio is going to wipe out. And there's no way, no way at all. And I'm doing some thought through it. Well, what if this happens? Or what if 50% stop paying? Okay, 50% stop paying. But think about this. What if the land market dried up and there were no more cash sales this, this week or this month? What would you do? And even my sales team, they were like, well, if we don't sell anything, we still get our no payments. I'm like, you got it right. So you build that safety in there and that mailbox, money becomes safety. And the safety is what equates to freedom.

Yeah. Mark just said when your passive income exceeds your fixed expenses, you're free. And you guys will get there. That's exciting. Like Andrew and Jeremy and Brian. If you guys just keep doing what you're doing, spend an hour or two a day on this, you will get there. Some of you know, Andrew, you might be a year faster than Jeremy, but times coming either way, you guys will get there. Just, just. It's absolutely amazing the paradigm shift that happens in your life when that occurs. Right?

It's a team sport too. We don't. We pick each other up, you know, conversation wise. It doesn't matter if I'm a year. He's a year ahead of me with, as far as we talk, two years from now. Where you're at doesn't matter. Keep positive and keep moving forward.

Exactly right. Exactly right. And that's the power of this community, which you guys have picked up in flight school. Right? You guys have made connections in flight school that are gonna be long lasting, not, you know, you'll be able to do deals together. I'm not afraid to say I've made money with Mike Zaino. Mike.

You have. I have lots of money.

John Sinkovich, here's a question for you. Mike or Mike, Talk to this. John Simkich is at flight school currently. He, he's moving along, has not stopped mailing and he's getting responses back. However, every. Everyone who has responded has countered with retail value. So any words for John, Any words of wisdom for John, then we can.

Go on his offer letters, everybody. He's gotten mostly counteroffers and retail. To me, it's just keep mailing. I mean, this. Not. Not every mailer is a knockout of the park. I think we said this many times before, but it's the consistency. I think Scott, Todd, this might have been on the last. We were just doing a Q and A he was talking about. And you could talk about this and more. Scott talking about the credit card companies, right? They just keep barraging you and hitting you, and you, you get those, right? So it's similar, right? If you. It's the consistency. If they would have, if they would have just mail out once Citibank or something, right, Scott, like, that wouldn't work, right? The fact that they're there showing up day to day, over and over. So I think there's some wisdom from that lesson that Scott was teaching on the last Q and A that would apply here. Keep mailing. Keep executing. You know, it's not going to come from one mailer, it's not going to come from two mailers. It's going to come from daily mailing or weekly mailing.

The law of large numbers.

Yeah, absolutely.

I think, you know, like, recently we mailed out some offer letters. And, you know, what happened was, I mean, I used to buy these one properties for like $3,000. I mean, even at the end of last year, I was buying some of these properties for $3,000. And then we started selling through them very quickly. And so whenever we start burning through the sales, we start yielding. Okay. And we don't really. I've never really talked about this, but what happens is if we start, if we're in an area and they start the, like, they start flying off the shelf, if you will, I start yielding the price. And what I mean by that is I start raising the price and I raise it. I raise it until the point where the sales dry up, okay? So it's supply and demand. And so I do leverage supply and demand. People will call me and if, if I have these properties and I see that, man, we're getting a lot of interest for these things. We start to raise the price up because I can always adjust the price back down. So we started yielding these properties and we started getting upward of like $18,000 for these things. And we were selling them for 12. So we started yielding the price up. And then what happened was we realized, like, okay, the market changed. Okay, the market changed us. And we knew that because we were getting a lot of interest at our price. So it's just like when you mail. If you get a lot of interest from your mailings, well, guess what, You. You probably overpriced it. Well, if you're getting a lot of interest from your buyers at a lower price, you might be on the low side. So we start yielding that back up again. And then what happened was we started getting a higher price point. Now, we slowed down the sales by doing that a little bit, but now we're getting top, top dollar for it. So then all of a sudden, now we start to reframe this and go, well, we were selling these for 12, and we were buying them for three. Okay. But now we're selling them for 18.

Wow.

You see, our price point just changed. So now somebody will call up and they'll say, hey, I'm counter offering you at what seemed like it was close to retail a few years back, and it hurts to pay that price. But we realize that the market changed. And so I would buy one. I would buy one at a little bit of a higher price to try it. Like, worst case scenario, Okay, I get stung a little bit. But as long as you think you can get a higher price for it, you will get that higher price.

I love it. Yielding word of the night. Yielding?

Yeah, we've never talked about yielding. So.

There'S content on this show.

Glad I showed up tonight.

Yes.

Yeah, it makes sense, though.

Awesome.

Get that from that rental car company I worked for, because that's what they would do, right? Like, you would start to get a lot of interest in the cars and reservations would start to mount up. So then you would yield the price higher.

Okay.

To the point that. Because with rental cars, with anything you rent, obviously it's about supply and demand, right? So, like, it's the same thing with airlines. Airlines do the same thing with seats. So as the plane is empty, they have their price. But as the plane starts to fill up again. And you see the thing about. Okay, the thing about any rental, whether it's airline, hotel, or rental car, the thing is that on the day it expires, right? So like, if the plane flies empty it, they're hurt. So they will keep a price, a base price on the. On the airline seat and the same thing for a hotel room. They'll keep that same price, a base price. And then what will happen is as the rooms or the seats or the cars become more in demand, their systems automatically begin to raise the price, and they call that yielding. And they do that in order to maximize the profitability of the inventory. That's about to expire. Because if, if tonight expires or at the end of tonight, if that room sits empty, then they lost revenue for that day. So. And they can't get it back. So there you go. A little inside.

It's awesome.

Good stuff. Good stuff. As always. Askew says, is this how responsible men think? Amazing. Well, that's not nice to hear. That's very nice. All of you, take that to heart. Let's see. Roman says, I want to learn how to be an expert on hiring experts to work on my business. That's great, Roman. That's, that's a vision for the future right there.

That's a great way to put it, though. I like that. An expert in hiring experts. That's, that's well put.

Very well put. Let's see. Selling yourself short time versus money doesn't work. Hyperinflation is where it's going to. Another comment from Jason. Just like vacancies, if your vacancy is 0%, you're not charging enough.

Okay.

I like it. Awesome. I do have another win to share. The, the Marshalls, they maybe couldn't be here tonight, but they had a win to share. So, you know, and Scott, here's a perfect example of somebody who. This is the perfect example of grit. Right? Like Rachel and Lucas Marshall. They're in this flight school class and they're just churning away and they're mailing and. Right. And then eventually they get their first property and they're struggling a little bit with sales and, and we've had conversations with them about that. We had conversations with them about it at boot camp and, and that type of thing. But, but listen, they, they, they pushed through the dip and they got their first sale four months from the date we joined flight school. They bought a property at fifteen hundred dollars. And now listen to these numbers. They sold on terms for 299 down and 119amonth for 50 months for a total of $6249. So their money's out in 10 months. Their yields 117%. And it was the first conversation they had with a Facebook lead. They were open, disclosed everything, told him what to expect during and after the down payment. By the way, this was a property in a flood zone with a wash and on a Facebook ad that didn't get much traction. So I think, you know, the moral of the story there, there are a few morals there. And, and they, you know, came up with a killer deal. So congrats to them and congrats for persisting through the dip. It shows that they all sell, right? It's got a wash through it. Well, it's what, a seasonal creek, Seasonal stream? Yes, they all sell.

You know what's funny about that is. And I, I think I remember, I think I could be wrong, but I feel like I remember that they were looking at that property in flight school. I might be wrong, you might be right. I feel like that's one that they brought up on a question or something and asked about it. And sometimes what happens is when you look at a property like that and you look at it and you're like, oh man, this one has a wash on it and it's never gonna sell or it's in a flood zone. I remember them talking about the flood zone. Like, oh my gosh, it's in a flood zone. Well, okay, that doesn't mean it's not gonna sell. Okay. I mean the first property that I bought was a 40 acre property with a illegal road through it. Cause everybody just drives across the desert, okay. Like literally it's like at a diagonal. And you know, I kind of thought the same thing, well, who's ever going to buy this thing? But I believe that somebody would. And I just put it out there and sure enough, somebody bought the property and they've almost, excuse me, they've almost paid off their note for it. But essentially what's important to understand is that if you're hesitant, you know, like, oh man, this one is in a flood zone. Well then until you believe it's going to be more challenging for you to find that buyer and to sell it because you're going to have that self doubt. And that self doubt will come through in your marketing. It'll come through when you're talking to people and you're looking at it and you're like, we're going to be stuck with this thing forever. And that's just not the case. Just, just go. I'll buy any property for the right price.

Awesome. Well, we're coming. Well, we started late. We're coming. Close to an hour. But a few things. The next flight school starts June 30th. So anybody who is interested, you guys can get on the langie.com schedule. Call myself or Mike, we'll talk about it. If you guys have a problem to solve, maybe you need more time in your life. Maybe you need more financial security, which is where we were a few years ago. Let's talk about it and strategize for you how we can help you with that. But so Flight School June 30th we have a boot camp Las Vegas boot camp coming up August 12th through the 15th, August 13th through the 15th in Las Vegas, live. First live boot camp in a year and a half, which will be very exciting. So try to attend that if you can as well. Let's. Should we close on one more question? How about if we just hit each of you guys with, if you were talking to somebody who was on the fence about this, you know what, what would you say, Brian, like. And Brian, you know this, I love the conversations we've had because I think we've had three or four conversations, right? And each conversation, like, there's a little bit of a leap of faith for you to go to the next level. To go to the next level. And it's been pretty neat to watch you and to watch how far you've come in a short period of time. So, you know, I've had conversations with you and I've told you, you know, this is, this is what I think is going to happen, and this is why I recommend it. But why would you, what would you say to somebody if you were telling them, you know, if it was on the other foot?

Yeah, probably a lot. But I would say.

Primarily don't doubt yourself and don't doubt the plan. The plan works. It's been crafted very carefully over time, and it does work. If there's somebody watching right now, that's like, yeah, I'm, that's too good to be true. You know, there's a lot of people that say, well, if it's that good, why isn't everybody doing it? Well, it's probably because not everybody has the courage to take a step. And I would just say, you know, it's well worth it. It's been well worth it for me. I've replaced my income in one month. And so that's been probably an anomaly just with cash sales and term sales. I don't expect that to be every month going forward, at least in the nearby future. But I would say it's possible you can do this.

And.

The deals are out there. I think what Scott Todd said early earlier tonight, you know, it's a lot of luck, but you have to work for your luck. And I think there's a lot of to that. And it's not going to happen if you just kind of watch. And one more thing before I forget, I did look at the boot camp in Las Vegas, and I don't know if you guys were aware, but I tried to make a reservation for the hotel where it's being hosted. And I think they're out of rooms.

So just.

Oh, man.

Yeah, that was just last week when I tried to call the.

So those.

Those rooms were out.

So did you ask. Did you ask for the land geek room block?

I did, and they said, yeah, well.

We'Ll have to see if we can expand that. We'll get on that tomorrow first thing.

Yeah.

And if it.

If it does expand, let me know because, I mean, that would be a. That'd be a trip we would be willing to take. It's not too far away from here.

All right, well, great to see you in person. Yeah.

And.

Yeah.

And if I could share maybe one. One last thing. And this is. This is something I'm super excited about. Just for the naysayers, for the doubters. You know, I had a. Had a property that I bought. Five acres. I bought it for a thousand dollars, I believe I talked to Mike Zano at one point. I'm about this, and I was struggling with, well, somebody wants to buy it wholesale. Should I do a wholesale or should I wait sell it for terms? I ended up passing up on a wholesale deal, and I ended up selling that property on terms to a guy. And here's the catch. The guy gave me a $2,000 deposit or down down payment. So I bought it for a thousand. He gave me a $2,000 down payment, and I ended up selling it on terms for 12,000. So it was, you know, it's a hard waiting.

It was waiting.

And I can't say that every decision is going to be like that or every deal. I don't expect every deal to be like that. I mean, it'd be great if they did. But I just say that not, you know, certainly not to brag, because I'm just following a recipe that somebody else put together somebody else's cake. I'm just baking it, you know. But I would just say that to encourage the people that are kind of on the fence. You asked about the people that are on the fence. It's worth digging into, but you got to put in the work.

That's awesome. I mean, Mike, Sandy, what do you call this? It's a golden nugget. If you're consistent and if you just keep mailing, you are going to have these golden nuggets in your business.

One or two a year. I think if it's consistent, you're going to have something that's going to be like, just make you go, what? Like, it's just going to happen, you know, for consistency. You know, the Base hits we talk about are like Scott Todd was talking about those $99 a month. 109. Whatever. But hey, those jaw dropping gold nuggets definitely show up in your mailbox if you consistently mail.

Mark actually chimed in Brian, he says the, the spots have opened up again for the block. Weston made a mistake. So I would call tomorrow and looks like we're good to go. Jeremy Peer, any last words? Just for somebody who's tuning in. Maybe they're wondering if they should take the leap with flight school.

Yeah, absolutely. Side note, this business may not be for everyone if you're willing to put in consistent effort time and time again. And you have to have a lot of patience. This is not something where you're gonna buy something today and sell it tomorrow. You're gonna buy something three, four weeks from now and sell it two or three months from now. And I don't know if that's always the case. I know you always shoot for. I don't know what the regular numbers are because I'm still new to this. But you definitely have to have a lot of patience and set long term goals. So that's a follow up to what Brian was saying. So, Brian, you seem to be having.

A lot of luck.

And he's being modest about it.

Yeah.

But yeah, if someone's on the fence about doing this, I would say if you're willing to, if you're. If you want to get out of a regular day job or have some passive income that can change your life, I would say, you know, the flight school is definitely worthwhile for me.

Awesome. Thank you, Andrew. Anything you want to say at the end here?

I guess I'll just finish it with. It's one of the opportunities that you get that it's all on you.

Right.

A lot of your day job, other opportunities, whatever you have to invest or make money. You got some factors that you have to tell yourself. Just focus on what you can control and kind of forget about the rest. Well, this is truly what you can fully control, which is the great part about it. You know, your success or failure rides solely on what effort and what you put towards this business.

Awesome. Well, I appreciate all you guys coming on. This is our first ever Mike Zano, the fff. The flight school featurette.

Yes.

You don't like?

You don't like.

Well, I don't know how there's three Fs in that.

The flight school. Oh, wait, I don't either.

You have a drink.

So far I've only had. Yeah, so it's the FF.

First flight school featurette. So, yes. Ff.

That's what it is.

First flight school featurette for fun.

There you go.

Yes.

The quintuple F. Well, I love that.

This happened because this is massive action. We're all about it. We were talking about this on the roundtable a few weeks ago, and boom, here it is. This is something that I was looking forward to, and I'm really happy you guys came on here. It's definitely encouraging. It'll help somebody who's on the fence change their life and, you know, and pay it forward in that regard. It's all about inspiration. You know, this is totally possible. We're all coming from different walks of life and we're following the recipe, I think. Brian, you said it's not. It's not my recipe or my cake. How'd you say that? I'm baking it. I like that. That was a quote of the night. Say that again. It's not my cake or it's not my recipe, but I'm baking the cake. You said something. It was perfect.

Something like that. Yeah.

I loved it.

Somebody else's recipe. I'm just baking the cake.

That's it.

Love it.

That's it. Perfect quote of the night. And of course, the word of the night. Yielding.

That's going to be a. Scott Toddism. Scott Todd, did you know we have a new segment on Nightcap?

I didn't know that.

Yeah, yeah.

Next. Next week, we'll feature that. Feature that word.

All right.

All right.

I'll give you some other words you can feature, too.

Choice first. All right, on that note, everybody, if you have a drink left, raise your glass, which I don't. And I'd like to cheers to you guys. Congrats on taking massive action these last four months and moving forward in the ways that you have. It's awesome. So cheers forever Grace, guys. Thanks, everybody. Thanks, Scott Todd, for coming.

Thank you.

My pleasure.

Guys.

He'S really upset. He can't get on this.

We've locked him out on purpose.

You should ruin him.

On the last.

The very last class of our flight school. Who did he give that to, you?

Scott Bossman?

Yeah, he's giving me a hard time, Mike. He said we never invite him on. Never invite him on Nightcap anymore.

So we've had him on, but not for a while. You're right.

Yes, he's upset. All right, thanks.

Wait a minute.

What is this?

My first visit to Nightcap since the Halloween episode.

Okay, folks, we've got to go now.

We got to hear it.

All right, take care, guys.