Our Members Love Mixed Mailers Here is Why (CFFL 0178)
Our Members Love Mixed Mailers Here is Why
Jack Butala: Our Members Love Mixed Mailers Here is Why. Every Single month we give away a property for free. It’s super simple to qualify. Two simple steps. Leave us your feedback for this podcast on iTunes and number two, get the free ebook at landacademy.com, you don’t even have to read it. Thanks for listening.
Jack Butala:
Jack Butala for Land Academy. Welcome to our cash flow from land show. We show you how to buy property for half of what it’s worth and resale it the very next day. Get there first. Great information and instruction from Jack. That’s me.
Jill DeWit:
Inspiration from Jill. That’s me.
Jack Butala:
Here’s some funny stuff that happened to us recently.
Jill DeWit:
Why is it the best sushi we find is in the desert? I am very confused. Have you noticed this? We are having difficulty …
Jack Butala:
We go back and forth between Los Angeles and Scottsdale. In leaps and bounds there’s better sushi here in Arizona.
Jill DeWit:
I can’t figure it out. A, I wanted to make my point which is that and, B, I want to ask anybody in the South Bay, shoot me an email please because I don’t know where to go. I’m clearly not finding it.
Jack Butala:
We have a great business idea for you. Put it on a conveyor belt and it’s like auctioning food off.
Jill DeWit:
It’s true.
Jack Butala:
It’s like auctioning dinner. You just can’t stop yourself from pulling stuff off that sushi conveyor belt.
Jill DeWit:
I know. I have yet to find it.
Jack Butala:
It’s a call to action.
Jill DeWit:
It is. It’s rolling right by you. That’s maybe why we tell everybody out there everywhere, because it’s rolling right by them. Someone’s going to grab it off the conveyor belt.
Jack Butala:
If you really need to sell it and don’t care what the price is, auction it off.
Jill DeWit:
There you go. It will sell.
Jack Butala:
That’s a very cute perception. I didn’t think about that.
Jill DeWit:
Thank you.
Jack Butala:
It’s fish in the desert.
Jill DeWit:
What the heck? We used to make jokes about it. We’re like, are we crazy? We should not be eating any kind of seafood here in the desert. We’re pretty fair from the ocean. Not that far. Here we are in California. I’m like, I can find good fish but I can’t find sushi specifically.
Jack Butala:
That’s a good question.
Jill DeWit:
Thank you.
Jack Butala:
In this episode Jill and I talk about why our members love mixed mailers and what they are. Jill, great show today. Before we start let’s take a question posted by one of our members on successplant.com, our free online community.
Jill DeWit:
Aaron asked, similar to Land Academy member Luke I’d be interested to hear how you’re approaching a mixed mailer. Nice. I’m interesting in doing the same but I haven’t quite figured out the optimal logistics. Would love to hear more about your approach there.
Jack Butala:
Turns out I have the answer on this Jill. Here’s my regular mailer. A mixed mailer is when you send a large mailer out, several thousand offers to property owners that you’ve identified but you mix it up. For houses it’s different, sub divisions, for land it’ll be different counties. You mix it all up. What’s the benefit to that? If you do it right you’ll get the same response, which is buy a piece of land for every about one hundred letters that you send out. It’s usually a little bit better than that but we’re conservative. For houses, if you do it right, you’ll buy a house for every two thousand or less offers you send out. Why is a mixed mailer even better let’s say you pick five subdivisions instead of one.
Don’t do this right in the beginning but you got your feet wet, you’ve turned a few deals, let’s say maybe eight, ten properties and you’ve got the logistics worked out and you know what’s going to happen when the people call back and on and on. You got all that worked out, you want to do a mixed mailer. It really dramatically increases the sellability of the property. You have different property. Would you rather have five simple five acre properties in the exact same county, right next to each other, which can happen? Or would you rather have five different properties in five counties that you can post and they’re completely different. They look different and you’re appealing to five different types of buyers. That’s a step three situation. It’s not a step one situation but it works. Frankly that’s what we do here. We don’t send just one mailer out.
Jill DeWit:
I love [inaudible 00:04:18] it helps you identify different areas. You might go, this area is really great for this type of property over here. Now I’m going to circle back around and do more in this area. It’s a good way to do that also.
Jack Butala:
The other thing that you can do which really helps and there’s a sub group in our Land Academy for our pro members, where you jump, and that’s what I think really Aaron’s getting here. We know Aaron and Luke. They are jumping on each others mailers. Luke might be the master mailer and some of the other members might add on a thousand units of their own and put it all into one mailer and because the mailer’s so large now you get a cheaper rate and you get the experience of the person that’s, in this case, it’s Luke. Luke’s very experienced in sending these mailers out. Not as much as we are but very experienced. There’s a good chance it’s not to get done incorrectly the first time out of the box. Jumping on someone else’s bandwagon that’s a little bit smarter, or more experienced than you are. That’s what Land Academy is. Jump on our bandwagon.
Jill DeWit:
That’s our new slogan. Jump on our bandwagon. Wait, just on our bandwagon as we ride on the social media or the advertising tails of somebody else.
Jack Butala:
Let’s see if we throw on six more cliches. Don’t fall off the bandwagon. No, don’t fall off the wagon.
Jill DeWit:
Don’t fall off the wagon. Wait. Work on your beach bank balance.
Jack Butala:
Don’t burn a bridge when you come to it.
Jill DeWit:
There you go.
Jack Butala:
If you have a question or you want to be on the show, call 800-725-8816 or maybe even have a good joke you want us to share. We’ll give you credit.
Jill DeWit:
Yeah, please.
Jack Butala:
Today’s topic is our members love mixed mailers and here’s why. This is the meat of the show. We’ve already described it. Mixed mailers really diversify. When is diversification bad, Jill? Never.
Jill DeWit:
Diversification is bad at the same time that too much data is bad.
Jack Butala:
Diversify and spread out your risk and buy different kinds of property instead of all like kind property. There’s a lot of different ways to go. Some of our members they just love working one area forever because they get to know everybody at the county, they get to know all the buyers in the area. There’s nothing wrong with that either, but if you really want to expand that amount of business that you’re running through your business there, you have to spread out. Doing a mixed mailer is, again, it’s step three or four. It’s not step one, but once you’ve figured it all out it’s a great thing.
Jill DeWit:
I like when someone is doing a good job advertising and they’re all over the place and they’re driving traffic to their website and then when you pull up their website, like you were just saying, they have a variety of different things. They might have a beautiful two acre cabin property and then they have a five acre over here and then they have a three acre over here and an one acre in the middle of something else. That’s the best. I think it’s easier. You’re goal is drive people to your website and then from there let them shop. I think that’s fantastic.
Jack Butala:
The fastest way to do that is this, because everybody has to start somewhere. We’ve all started with one property. All of us. If you, let’s say, buy a twenty acre property in Northern Nevada, you get it out on Land Watch, [inaudible 00:07:43] all over the place. Now you’re jumping on the website’s back, using their SEO and customers are going to start looking at that property and then you’re going to drive them back to your own stuff. One property at a time and you build it up. You should jumping on the back of people like Land Academy and Land Watch and everything else to get there as fast as you can go.
Jill DeWit:
Exactly.
Jack Butala:
This is the if then segment of the show. If you do X then Y will happen. If you logically mail out offers in more than one county or subdivision at a time then you will buy different properties at the same time which sell at the same time so you have multiple transactions going on at the same time. Now you’re making two to three, to four times the money within the same time frame. Jill, is that clear?
Jill DeWit:
What? Sorry.
Jack Butala:
Is it too complicated?
Jill DeWit:
Doing my nails right here. Just kidding.
Jack Butala:
If you have different properties, now you’re phone’s ringing off the hook. If you have one property in five completely different markets, houses, land, or whatever, now your phone’s ringing off the hook. You got five separate buyers. You’re attracting five separate buyers and you’re selling five properties at the same time. That is how it becomes, let’s move out of the basement operation and into an office because …
Jill DeWit:
Can’t keep up. You’ve hired your sister. Now you’re hiring your mom. We’ve seen our members do that. They got their kids cooking the dinners now. That happens.
Jack Butala:
All good problems to have.
Jill DeWit:
It really is.
Jack Butala:
If you have any questions or you want to be in the show call 800-725-8816. Jill, my favorite part of the show, do you have some inspiration for us?
Jill DeWit:
Quote, there is always room at the top. Have you heard that?
Jack Butala:
Yeah.
Jill DeWit:
You know who said it first?
Jack Butala:
Yes, I have.
Jill DeWit:
Seriously?
Jack Butala:
Yeah, I’ve heard it. It’s lonely at the top too.
Jill DeWit:
Who do you think said it? This is even more fun. Who do you think said it?
Jack Butala:
Let me guess. Cher?
Jill DeWit:
Oh, my goodness. How about a U.S. Senator from the 2800’s? I’m not kidding.
Jack Butala:
How is being a senator at the top? That’s the bottom.
Jill DeWit:
I think it’s cool. Daniel Webster, who was a U.S. Senator in the 1800’s of the state of Massachusetts in case anybody’s checking my facts. He was also the fourteenth and nineteenth secretary of state, said that. There’s always room at the top.
Jack Butala:
He’s the dictionary guy, isn’t he?
Jill DeWit:
No relation. No, that would’ve popped right up.
Jack Butala:
He’s probably British or something. Now I gotta look stuff up.
Jill DeWit:
Now we gotta look more stuff up. Here is my inspiration and why i brought up that quote. People think that, that’s already full. The top is full. There’s already all these people up there. What can I possibly bring to the table?
Jack Butala:
Nothing permanent.
Jill DeWit:
Maybe all of the money’s already gone and allocated. No it’s not. There’s always room at the top. Whatever you want to do, bring it. However big you want to get, bring it. There is room.
Jack Butala:
Everything changes all the time. What was cool two years ago is not cool now. Half priced property never goes out of style but how you present it might, or where you contact your buyers has. When I started, 1999, I’m not going to sound like an old man. eBay had just started. Google was non-existent. This is the first of the eBook. Things have really changed now. The way that you sale a property is, we used to call it press release. You announce it all over these already established venues for you. That’s how you sell it fast. Same thing with houses.
Jill DeWit:
It’s funny that you bring that up, the old days. I have picked up properties where some of the owners of the properties still had an old file from the ’60’s and it is exactly what you’re saying. I should actually publish that on our website. There’s some cool stuff to see but they have the ads showing the people. It’s like a cartoon drawing of the golfing and what the sub division’s going to look like someday when they selling it back then. That’s how they did it. It’s so cool to see and it’s so different now. I think what was really cool too, and I think that’s part of what attributed to our growth so quickly was, you started this Jack when people didn’t know you could buy property online.
Jack Butala:
Yeah, and how cheap it was. We still sell property to people that they’re, how do you do that? It’s so cheap. What’s wrong with it?
Jill DeWit:
Right. I remember when people would say what do you mean you bought a car on eBay? Or sold a car or something like that? More and more people are now realizing that that can happen.
Jack Butala:
This is whole new generation now. This is decades ago that we started this and we’re still right there, up front. They just buy stuff differently.
Jill DeWit:
The one thing that I’ve learned over the years, the main thing is, you have to roll with it. If you think you’re going to dig your heels in and say, I’ve always run an ad at the penny saver, that tells people something right there about me.
Jack Butala:
I was that guy.
Jill DeWit:
I’ve always run an ad in the penny saver or the little coffee news. I still have the coffee news in the dry cleaners. I’m not changing. Well then, yeah, things might move past you.
Jack Butala:
I was that guy for a few years. I refused to believe that the world was moving forward and that there was only one way to sell property, and it was eBay. That was silly. Now we’re doing great.
Jill DeWit:
Exactly.
Jack Butala:
Buying it never changed. It will. How we buy property will change. I guarantee it.
Jill DeWit:
There’s already some changes how we buy it. It gets easier and easier. I love it.
Jack Butala:
I had a conversation with a guy recently. There is room at the top because it’s always changing. That’s the point, but I had a conversation with somebody recently, we were laughing, because I hear this more and more from whole sell house guys. It’s just not how it used to be. What they’re saying is during the downturn you could buy a house for ten thousand dollars from a bank who foreclosed on it. It was easy. It was posted on the internet and they’re lazy. What they’re saying is I’m really stupid, Steve. I was laughing with my buddy about this because we’re killing it, buying houses all the time. He’s like, yeah, i don’t know.
Jill DeWit:
I love it. I know exactly who you’re talking about.
Jack Butala:
You were there.
Jill DeWit:
I know. I think that the point too was, so what if the dollar amounts change, the margins didn’t change. He’s like, what’s the big deal?
Jack Butala:
Great. We used to pay eighty thousand and make a hundred and fifty. Now we pay a hundred and ninety and we make two hundred and twenty. It’s the same dollars. Maybe not necessarily the same percentage but it’s the same good use of resources, money and time. Join us in another episode where Jake and Jill discuss how to use information. That’s me.
Jill DeWit:
Inspiration. That’s me.
Jack Butala:
To get just about anything you want.
Jill DeWit:
We use it everyday to buy property for half of what it’s worth and sell it immediately.
Jack Butala:
Get there first. Good show Jill. I thought Prince said that or something, there’s always room at the top. Not a senator. If you’re a senator and you’re listening to this show, stop it.
Jill DeWit:
Thank you for bringing up Prince because does he have some quotes?
Jack Butala:
Yeah, I’m sure he does.
Jill DeWit:
Are they appropriate quotes?
Jack Butala:
I think one of them is F Sony.
Jill DeWit:
I won’t use that quote, but I think that would be fun for another show. Maybe I’ll go look up something inspirational about a musician and maybe Prince or Bowie or something. That would be really cool.
Jack Butala:
I don’t want to be at the top anyway. Do you?
Jill DeWit:
No. You know what? I want to be just below the top.
Jack Butala:
That’s what I want.
Jill DeWit:
Not enough where all the attention’s on me but just enough that I can pretty much do whatever I want. That’s what I want.
Jack Butala:
If you’re at the top, everybody’s watching what you’re doing and the whole thing.
Jill DeWit:
You do not want to be number one at all?
Jack Butala:
You want to be with your own flair but a little below the radar.
Jill DeWit:
You remember when we used to say that we used to be totally under the radar? That went away. That didn’t work.
Jack Butala:
There’s a time I guess to be completely under the radar too.
Jill DeWit:
We do that sometimes.
Jack Butala:
You’re a pilot. Can you fly under the radar?
Jill DeWit:
Of course you can.
Jack Butala:
How does that work?
Jill DeWit:
Turn things off. Define what you’re talking about.
Jack Butala:
How do you get off the radar? When you’re flying an airplane how do you get off of radar?
Jill DeWit:
You do have instruments that are on, period, but like we all know planes that have gone MIA, they have turned things off. Do you know what I’m talking about?
Jack Butala:
There’s a radar though, like at a airport. How do you fly below that radar?
Jill DeWit:
You can turn things off.
Jack Butala:
The radar’s detecting your instruments?
Jill DeWit:
Yes. That’s a whole other show. That’s a good point though. Who came up with that quote.
Jack Butala:
There’s a lot of cliché slinging and I’ve gotten some interesting comments about that. Most of them are like this. Can you please stop using so many cliches you idiot?
Jill DeWit:
It’s endearing. Jack, that’s you.
Jack Butala:
You know why they say that is because they’re probably writers and as writers the talk is, if you use a cliché then you’re just being lazy. You really should be able to describe yourself better than that and more concisely and on and on. I’m here to get the message out.
Jill DeWit:
Do you want to know something funny about that?
Jack Butala:
I don’t want to complicate stuff.
Jill DeWit:
My mom used to say that’s why you shouldn’t swear, because it made you look less knowledgeable.
Jack Butala:
I don’t need any help with that.
Jill DeWit:
I know.
Jack Butala:
I look less knowledgeable already without that language.
Jill DeWit:
No, because if you’re just using the same f-ing whatever, or word, duh, duh, that was her way of saying don’t swear because that makes you look not as smart. You should be able to come up with some words. That stuck with me.
Jack Butala:
You know what? That’s probably good advice to tell your kids when they’re little for sure. Don’t swear.
Jill DeWit:
I know. You know what, I don’t but my kids do, but they don’t do it in front of me. They know that and if they do they catch themselves and I appreciate that.
Jack Butala:
Why do you cut me so much slack on that then?
Jill DeWit:
You’re baked. It’s over.
Jack Butala:
It’s over?
Jill DeWit:
It’s over.
Jack Butala:
Hopeless?
Jill DeWit:
Yeah.
Jack Butala:
Let’s go buy something for half price today and resell it. Jack and Jill, information and inspiration.
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