In this episode, Scott Bossman and Mike Zaino bring back the original two-person Nite Cap format for a candid conversation about land deals, mistakes, and how the business has evolved since 2018. They walk through live deal reviews, pricing, road access, land arbitrage, negotiation, and the systems and technology that have made the business more efficient.
The team also shares lessons from deals that didn’t go as planned, including why due diligence matters, how to handle difficult negotiations, and why consistent follow-up can turn cold leads into sales. The biggest takeaway: land investing still works, but staying consistent and adapting to better tools can dramatically improve the way you operate.
Tune in as the team discusses:
- How land investing has changed since Scott and Mike started Nite Cap in 2018.
- The technology and software that have replaced manual county research and complicated spreadsheets.
- Why due diligence is easier today and why investors still need to verify information themselves.
- A live Apache County deal review covering pricing, owner financing, road access, and market research.
- The difference between legal access, actual access, paper roads, and easements.
- How to negotiate when a seller expects full retail value for their property.
- Why investors should focus on building a “river of nickels” instead of maximizing every individual deal.
- How land arbitrage can create strong returns by controlling property with minimal upfront capital.
- Strategies for rekindling conversations with cold Facebook leads and following up with previous buyers.
- Why consistency not intensity is what keeps a land business growing over the long term.
TIP OF THE WEEK
Scott Bossman: Don’t be afraid to negotiate. Ask questions, understand the seller’s situation, and get comfortable making offers that work for your business.
Mike Zaino: Focus on velocity and consistency. Get a reasonable return, create the cash flow, and move on to the next deal instead of waiting for the absolute highest price.
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