Today is episode number 2002. Isn’t that crazy?

That’s nuts.

I know.

We’re going to talk about the five pro tips that Jill and I have kind of lived by for pricing your land-flipping mailer. This is a really hot topic on the internet and in our Land Academy Discord channel among our group exactly. It’s really interesting because we have some new people right now, pricing is always a hot topic, and we’re getting a lot of orders at offers to owners.

Community Question

I’m hearing from our guys, the mailing company that Jill and I own, and there’s a pretty wide variance between how offers are getting priced by people who are within Land Academy and people who are not. My guys are ending up having to have a pretty detailed conversation about how pricing should go. I figured we’d just loop it into the podcast. Each week on the show, we answer a question from our Land Academy member Discord form and take a deep dive into a land-related topic by popular request from our Land Academy community. Let’s take a question, Jill.

Sid wrote, “Blind offers work. I just had a great conversation with the seller because, one, this is interesting. I was the fifth offer in six months, but all were neutral letters with no price.”

That tells me, I’m going to take these as I go here. It tells me that he’s getting a lot of offers, or his seller now has got a lot of offers from people who are not in our Land Academy group. Other groups out there are, I think, incorrectly instructing people on how to buy land.

Then what they went on to say was that any phone calls she made were not returned, and since I was the only blind offer of X price, she decided to call. Isn’t that great? Then number two, she was amazed that I answered the phone and was the same guy that sent the letter. After explaining who we are, procedures, etc., we agreed to a price. Still need boots on the ground to confirm, but there should be another one entitle by the end of the week. The moral is to keep mailing legitimate blind offers and answer the phone. That’s so true.

Jill and I, we say this stuff, we’ve been doing this now almost ten years.

Nine years of Land Academy. Fifteen years of deals together, and then you have 10 or 15 before me.

This experience is one that we experience in our land office every week, but when your father says something or when your spouse says something, you’re like, “Whatever. He’s just talking again.”

What?

If somebody else says it, like Sid, one of our members, you start to listen.

Can we just explain it real quick for a minute for people just to make sure everyone knows what we’re talking about? When we’re sending what we’re doing, Land Academy, everything that we’re doing here, land flipping, in case you’re new and you’re just catching up here. We create deals, we are acquisition machines, and we know how to create a deal. How do we do that? We are reaching out to the seller before it’s on the MLS, before anything, when it’s just a little thought in the back of their mind. They’re getting an offer in the mail from us to buy the property.

We’re getting up pretending the yellow letter is like, “Call me.” Nope. I want to buy your house, they’re not getting that. That’s a neutral letter. Are they getting out, “I love your property. I’d love to buy between 4 and 14,000.” I’m not doing that, it doesn’t make any sense. They’re getting real specific, and we’re going to talk more about that today, well thought out and planned. The area was planned. The APN scheme was planned. The pricing was planned. Exactly who we’re hitting was planned.

The right people are getting these offers for a dollar amount, and they’re picking up the phone and they’re calling back, saying, “I just got the offer. You want to buy my property for $8,995.61.” I had no idea it was worth that much. How did you get that number? Or, “Can we do this now? I’d forgotten about it. Someone still had that kind of thing.” That’s what it is. I just want to remind everyone. If I have time, I can slow this down. Here’s how this is important, and again, as I mentioned before, Jackson’s been doing this for going on 30 years now. It’s not by accident.

We’ve tested, tried, and done all kinds of things over the years, and we’re here to save you. That’s what Land Academies is about. But all that happens if you send a neutral letter saying, “I want to buy your house.” Call me, or “I want to buy your land. Call me,” especially those of you who own your house, you get these letters. You’re going to get a million calls from the wrong people, and they’re going to want to talk to you. Everybody has a number in their head, and I call it their “make me move” number.

That’s the last thing you want, to spend weeks of your time talking to people that you have no interest in buying their land at whatever price they dreamed up because they just think it should be worth four times what they paid for it a year ago or something. That’s not a real kind of thing. The second thing is I still hear people talking about doing a range. Here’s what happens when you send a person a letter with a range on it. You see the lower number, I want to buy your property, I want to buy your land, somewhere between $4,000 and $10,000, let’s just say, an acre.

The last thing you want is to spend weeks of your time talking to people that you have no interest in buying their land at whatever price they dreamt up. Share on X

First of all, they’re not going to do the math, they cannot do the math. If they do the math, all they’re going to do is take the higher number. I see 10,000 acres and I’ve got three acres, so we’re talking 30,000. What you’ll see is the bottom number, 3,000 times 9 or 4,000 times 9, that’s 12 grand, that’s what I’m going to spend. There’s a huge gap between $12,000 and $30,000. What you’re probably trying to do is buy for $12,000 and sell for $30,000.

That makes sense. We got that out of the way. The main thing is here, like Sid just pointed out, there’s a whole other layer of why this is good and important. These people are sending neutral letters, no price. This person’s like, “Whatever, you’re wasting my time. I’m not going to call you, you’re not even giving me any information about what you’re thinking.” Then she picks up the phone and calls, and Sid answers the phone, he’s a real person. This is his own company, and he’s ready to go and he has his checkbook out. That’s how we do deals. That’s what we’re going to help you do.

We have a ten-step process to buy a piece of real estate and resell it as fast as possible without altering the asset in any way. I didn’t pull that out of a hat. It’s because of 30 years of experience of making mistakes. Let’s just call it refining the process, but it was part of that. Part of that is making mistakes and failing. Whoever is sending out these offers that are neutral, it’s 1998 for them, because I tried sending out neutral letters without an acceptable response. That’s the truth of it. I know it’s great when a successful member like Sid sends us in and tells the truth, tells a personal experience. This happens to us all the time. People call us back and say, “I couldn’t get anybody to call me back.”

You’re right.

#1: Pricing Will Never Be Perfect

We’re going to talk about pricing. Within that, we’re going to talk about answering your phone. Today’s topic is five pro tips for pricing your land-flipping mailer. I’m not going to reel down the five, but I will tell you, number one is this. Jill, I’d love your comment on this. It will never be perfect pricing, and your analysis of pricing is that it won’t reach a point where you say, “That’s it. I’m wiping my hands. It’s where I want it to be.” Believe it or not, I took an art class in college, which was far from my favorite class.

One of the things that I took away from that, forever obviously, is that a true artist is never done. They only just run out of time. Throughout the years, I’ve heard a lot of people say in a lot of different businesses, “I’m not done with this, but I hit my deadline and I’m turning it in.” That’s never been more true in my current life than doing a mailer. Even to this day, I don’t sit and say, “I’m done with this mailer. Now it works for me. I think we’re going to get the most yield and this is going to be the best-performing manner we’ve ever had.” It just doesn’t happen that way.

Doesn’t every sporting event say, “No, we didn’t win. We just ran out of time.” That’s kind of the same thing.

I saw an interview with Sting, the creator and the former lead singer of The Police. He was working on one of his non-Police records after his Police career as an independent artist, and he said, “It’s been a year and a half, and I’m staring at the same twelve songs, and I saw I had to give myself a deadline.” Then he turned it in, and that record kind of sucked, but that’s not the point.

Don’t share which one it was.

I saw an interview with George Lucas, the guy, a lot of years ago, the creator of Star Wars and Industrial Light & Magic. He said, “We’re never done. We just have to turn this stuff in to whoever ordered it. We’re never done with making this clip perfect in animation or anything.” I think he created the animation company too, Pixar. It’s never going to be done. When it is done, I usually crack a beer. It’s just like, “It’s going on in the mail. Let’s see what happens.”

This is good.

#2: Huge Mail Volume

Number two. Huge mail volume. If you’re new at this because it’s the first time you’ve ever listened to a land-related or real estate-related podcast, these are golden tips here. A huge mail volume is required for your success. We called it internally reckless mailing after a guy joined Career Path, which is a mastermind class that Jill and I teach once or twice a year. This was several career paths ago, and he said it because he was a very profitable operation. He was making actually more money than us. It was six actually a year.

Huge mail volume is required for your success. Share on X

All of us in the whole group, including Jill and I, were like, “What guy? Hold on, maybe my process is not perfected yet, which is true. I’m always trying to improve it. What’s your secret?” He said, “Reckless mailing. Sometimes I’ll send out 19,000 letters and not get a deal. Then I’ll send out a 1200-unit mailer and I’ll get six deals out of it.” This is exactly what happened to Jill and what has happened to us in my entire career. A huge mail volume is required.

I mean, relentless mail. I’m oversimplifying because this is a podcast. I’m not saying send out neutral letters or just sort of skip over pricing or don’t go through the steps in the Academy. I’m not saying that at all. I’m just saying do all that stuff and do it correctly. If you send out a lot of mail, you’re going to get a bunch of deals. It might not be in the order you want. I’m re-hearing now people saying rumblings of, “I’m going to test this. I sent out 200 mailers. I just want to see what’s going to happen.”

Let’s just explain to you. One thousand units is not huge mail. Some people might be confused on that. That’s not enough. Make it count. Do five. I say, what’s your minimum?

Five is my rock-bottom minimum. Five thousand. I’d rather see 25,000.

Let’s help people listening. In a perfect world, I’m starting out, I’m doing 5,000 units a month. That’s what I budgeted and that’s what I think I could handle volume-wise. I split it into two. I do it like the first of the month and the middle of the month, 2,500, 2,500. That’s my schedule. I’ve planned it out for myself. Now, in those 5,000 units, how many areas should I be hitting?

If you’re new, three. Three to five, but three. Still, bear in mind, though, now you’re sending out a small mailer in three separate places. There’s no replacement for fire for effect. Tens of thousands of units in the mail will make you wealthy. If it’s done correctly, I’m telling you.

Thank you.

Like I said earlier, there’s a ten-step process. I like to think about it as you’ve got some cash. You do all this stuff, you get your offers in the mail, you spend that cash on a piece of real estate, or you use our money or somebody’s money in our group, deal funding, and 30 days later, you get cashback only more. If you send out tens of thousands of offers, you are dramatically increasing your chance of having that happen.

All kinds of things can happen in between, good and bad. If you’re just doing a lot of deals, sending out a lot of mail, the chances of some really good things happening, it’s not quite exponential, but they really dramatically increase from experience, I can tell you, which leads everybody to this question, “Jack, what’s the yield? If I send out 7,000, am I going to get a deal where I make 30, 50, $80,000? No, I don’t know. Maybe.” “Then is it 10,000?” “Maybe it might be 200.”

As I always say, make it count. Here’s what I think. I’ve been talking about this a lot. I’ve been doing a lot of calls recently, helping new people come in and answering questions about this. I’m like, look, let’s just assume you do it all wrong. Like, do everything like assume the worst is going to happen. Assume you’re going to send 10,000 out and you’re only going to get one deal. I will get more than that, but just the way we do it. I know, but let’s just say it took you 10,000 to get one. That’s a lot. It cost me like $7,500 a mail.

Follow me on this one here. Let’s just say, though, the one thing you did right was you made sure that you’re only going to buy property or to buy for $30,000 to try to sell for like $80,000 or $90,000. Buy for 30, sell for 80, 90. I got one deal out of it and I screwed it all up and I only sell it for $72,000 or whatever it is. Hold on, I bought it for 30, I sold it for 72. Do I care that I spent $7,500 on it? Not really. I did it all wrong, by the way. I screwed up. So what?

Look how much money you made, look how much you learned, and by the way, there’s probably going to be some more juice coming from that mailer once you get rolling too. It’s not just the first wave. When you see how many people call you back after the expiration date or the day before your expiration date or heck, like we’ve had ten years after your expiration date. You cannot go back and redo your yield. You just forget about it. If you did nothing but say, “I’m going to make sure if I get one deal, it’s going to pay for everything,” and then you’re okay and you move on.

I calculate our yield in the most basic sense at the end of the year. Honestly, it’s not even them because we still get offers. We’ve been mailing and sending mail forever. Millions of offers we’ve caused all over the place, but Mailer Yield is applying that concept to any other business that you could buy or start.

That’s the best.

Apply it from an ROI standpoint. I like to use a convenience store. You open a convenience store, you buy a convenience store that’s breaking even. If you’re opening it, you’re not breaking even for quite some time. What’s your yield on that? What’s your ROI? It doesn’t compare to this. People ask about yield and volume requirements for one reason, one reason only in my ten years of instructing with Jill. They don’t have enough money to get into this business.

You should save up and wait then. There’s nothing wrong with that.

Get a money partner because, done correctly, I’m 30 years into this, and Jill and I, Land Academy, is ten years old this year.

Not nine. It’s close enough.

Thanks for correcting me, Jill. Thank you. I appreciate you correcting me. Especially when the camera’s on.

Sorry.

Jill and I started Land Academy in 2014. It was launched in 2015.

That’s where I go by, sorry.

You decide how old it is this year.

Sorry about that.

#3: Follow Through

Number three, all of this pricing and implementing a mailer in general won’t be effective if the person who’s answering the phone doesn’t follow through. That’s as nice as I can say that, which is why I chose Sid’s question earlier. Let me give you an example. If you’re a trained chef and early in the morning, you get up and you go to a market with all farmer ingredients, and it’s the greatest stuff ever.

You bring it back, and it’s now 6:00 in the morning. You create a menu for that day, and it’s a fantastic, fabulous, world-class menu, but you don’t put those ingredients together and you use a ton of salt. Oversalt everything so it just tastes like salt. That was all wasted. Going to the market, getting those perfect ingredients, and spending time on the perfect lettuce or whatever it ends up being. I’m not a food person. Jill actually probably has a lot to say about this.

No, I have nothing to say anymore. No. I was looking at the timing like, “Do I tell my team to edit that?” I won’t do that, but no, I’m just going to sit on my hands over here.

I think this should be called the correct Jack episode.

No. I’m just sitting on my hands. I like food. If you say I like food.

I might utilize this. This never happens. There we go. Look, if you have the greatest ingredients in anything that goes from manufacturing, you can buy the greatest high grade, whatever your manufacturing, put it all together. If you put it together wrong, the best ingredients in the world aren’t going to matter. It’s the same thing with a mailer and the same thing with this business. You do a perfect mailer, which doesn’t exist, but you do an amazing mailer. You do everything you’re supposed to do. You’d run the red, green, and yellow tests.

You find a place to send mail, you diversify it to 3 to 5 locations, zip codes and counties, and price your mailer really well. Get a second set of eyes on it because that’s what your peer group here in Land Academy is for. Get it out in the mail, and if you don’t return the calls, you’re not going to make a deal. I know this is about pricing, but I cannot talk about this without saying you need somebody like Jill, hopefully, it’s you. Or you need a business partner like Jill. That’s going to take the raw data that you spent so much time putting together in pricing and turn that into a real estate deal. That’s the real magic here.

In a perfect world, they’re answering the phone right then. That’s my thing. You need a live body on the end of the phone the minute the first person calls in.

This is me kissing and making love.

Thank you.

That’s how you have a marital argument in the show, by the way.

There you go.

Should be about 60 seconds. We talk about all of this in Land Academy. We talk about it on our Thursday member webinar for our members. Please make sure that you’re not just doing a great mailer and it’s going out into the universe and never coming back.

No one’s there to receive them.

Sid just said it. Whoever those people are, I’ll tell you what happened with Sid’s mailer. Not with Sid’s mailer, the question before this, and all those 5 or 8 people that called or sent mail out. What happened is they sent them a mailer out according to some other group on the Internet’s instruction. It was a neutral mailer. It said, “I’m interested in buying your land. Give me a callback.” They did. See the first wave of mail hit. Everybody’s interested in selling their land. Trust me, all pieces of land are for sale with very few exceptions.

Pretty much everything’s for sale. Come on, I always look at this. I don’t care if it’s your childhood home and you disinherited and remodeled it. You probably have a make-me-move number. It might be a big number. We all have a number like, you know what, if somebody paid me this, I’d move and start over.

They got excited, the person who did the NutriMailer got real excited. He’s got ten messages waiting from their answering service or however it is. Then message by message and call by call, that person got discouraged. “Really, Mr. Smith, you want to sell your land? Tell me a little bit about it.” An hour goes by. “What’s your price?” “I’d love to sell that for $13.2 million when you think it’s worth about 13 grand.” That’s an hour and a half wasted. Next call. The same thing happens. “No, you know what? I’m going to actually do what my instructor said. I’m going to make the call smaller and get to the price earlier in the conversation.” You just end up being disappointed earlier in the call. Correct me if I’m wrong. Any of those.

No, you’re good. Again, I’m not correcting you today. You know what? This is your get-out-of-jail-free card today. You should save it up, by the way. This should ravel and like a Tinder out the show about like, “You know what? I’m not liking your hair color lately.” I’ll say, “Okay.”

Literally, this is a strange self-manifestation here. I really just looked at this Far Side comic on Facebook because I was looking for some stuff, and it was two married people staring into the camera, just like you’re looking at right now. He turns to him and says, “I’ve spent nineteen years listening to you correct me and comment about everything that I say.” She said, “twenty years.”

That’s good. I like that.

Silence.

Number one, can I recap?

Sure.

Number one, it’s not going to be perfect. You have to cut yourself off because you have to end and you have to get it out there, knowing you’re going to adjust it. Two, volume. That’s one of the things we talk about often within our community, what solves all these problems is more mail. Then three, perfect pricing is always stood if you don’t have somebody answering your phone and the right person answering the phone.

Perfect pricing is always dead if you don't have the right person answering the phone. Share on X

#4: Professional Help

Number four is to get professional help. It’s something that comes up in our personal lives, and Jill says it to me all the time. “You need professional help.” Sometimes she’s right. Sometimes she’s wrong.

It’s not about that. You’re saving that one up.

All kidding aside, well as appropriate, no.

Thanks.

All kidding aside, that’s why you joined the Land Academy. You have a bunch of peers who are going to say, “I’m not sure that this is the best way. You don’t think you priced this right.” Justify why you’re sending a mailer to central Vermont, let’s say, “Show me the numbers, show me the data on how you got to this point,” because there’s no guessing here. That ten-point plan that I was telling you about addresses all these issues. We don’t guess.

The data tells us where to send land and the data tells us how much to send it out for, how to price it. We don’t guess almost all cases were. You should be able to back up and justify. If another set of eyes, Jill and I do this to each other all the time in a healthy way, will you please take a look at this before I send it out? Always another set of eyes in a big and it might be that you chose the wrong place to send out mail, to which I would say, “The next time you do this, ask for help earlier.”

Remember, I was just thinking about how we have this super cool couple. They finished Career Path and they joined Land Academy Pro, and they were going off on a tangent and they were struggling. They had a private consulting session, which we do there at the level of pro where that’s included. They had a private consulting session where the outcome was, “Why don’t you go? Let’s look at how you’re picking the areas.”

They pivoted and picked a different area, and now all of a sudden floodgates. That’s all it took. Sometimes that kind of professional help helps too. It’s not just my pricing is off, it might be that I’m having trouble figuring out how to troll, and how to pick these areas. Just that part, I’ve got the pricing down, but I’m not picking the really best areas yet. All of that, we can help you with, no matter what.

#5: Delivery Schedule

Number five. None of this is going to happen unless you have a delivery schedule. Unless you break out the components of doing this mailer, even if you can sub your mailer out to offer some owners, which I highly recommend if you’re brand new or if you’re at our level, it seems to be those two types of people where that dish doesn’t want to do it. I don’t want to do a mailer anymore. All the heavy lifting. I price every single one of our mailers personally, but I pick the area, I test it, triple, quadruple test it to make sure it works for us.

Then I send it to office owners through this product we have called Concierge Data. They do it, they do the mailer, and they send it back to me for pricing. That’s exactly what I would recommend. None of that, and I mean none of that would get done or does not get done in my case, unless it’s in a calendar, each one of those steps. You just have to stay on track with the delivery schedule. I’ve never talked to anybody who sat around and said “I’ve accomplished just about everything I wanted to in my life. I just got up and did whatever I wanted. If you’re successful, it’s because you have a schedule.

Thank you.

You had a concept of what’s possible in your mind and you had, for us, it’s Microsoft 365. A calendar system that everybody can see and the people that work for you need to know what you expect in a calendar. Not by talking. You cannot talk to that many people. You have to have a delivery schedule that’s implemented and everybody knows what you’re doing. Can you imagine if I did a 40,000-unit mailer and Jill didn’t know when it was going out and had no idea where I was sending it? Could she get through it?

Not that that’s happened.

Could she get through it? Yeah, but that’s not good.

It’s helpful to be prepared. That’s true. We know because I’ll be prepared for it. When I know the area of what’s coming, I’ll start working on all the next steps. I’ll have everything else lined up so I’m ready to go when those deals come in.

Here’s my question to you, Jill. What do you think I missed? Are there more than five things about really pricing a mailer or doing a successful mailer?

No, these are the pro tips. This is a step that you need to know past the basics. This is like, “What do we talk about? Like, more mail.” This is stuff that we talked about even with our Career Path alumni calls and things too. How much are you guys sending? What are you finding? What nuances or whatever? What’s your schedule? A lot of it is scheduling? Honestly, I think number five, I’m glad you saved that for the last, is the hardest thing, no matter what level anyone is at.

I know that people leave Career Path and they’re fired up, ready to go, and then they do it, running out of deals, and then they get back on them, and you cannot do that. If you send in a mailer, answer the calls, buy the property, sell the property, and then start up all the way fresh, that’s not going to work. You need to be in constant moment and always have things going through the system. That’s what we do, and that’s how you sleep really well at night.

It’s great that you brought this up during the Career Path, which is eight weeks. It’s every Wednesday, usually. Sometimes it’s on a different day, depending on how Jill feels when she schedules it. The Wednesday morning is office hours. It’s two hours of talking about deals with the whole group, just whatever you want to talk about, MIT pricing, whatever. Then there’s a guided module that we take a little break for approximately two hours after that, every week for eight weeks, and the eighth module is like, you’re supposed to fly out of the nest.

It’s called Career Path for a reason, you want to make this your career. Most of the people have already done mailers. They’ve proven the concept to themselves pretty dramatically. They’re making some money, but they want to times it or times ten or add zeros, as Jill puts it. These aren’t new people, but something happens at the end of the eighth week where people just don’t want it to end. It’s for what you’re saying, that they want it to be like, “Wait a minute. In module two, we talked about this and this.” I’m like, maybe we should have talked about it.

You need to do it now. You need to take action. That’s the whole thing.

I don’t bring this up to criticize anyone. I bring it up because it’s the hardest part.

It’s going on your own.

You have to stick to the schedule. You have to create a schedule. As an entrepreneur, you’re not sticking to the schedule. Create it, implement it, and then deal with the outcomes. I would say the vast majority of people never create the schedule in the first place. You’re already ahead. Create it, stick to it, and then deal with what’s going to happen. Those are all built into these five points.

As an entrepreneur, you need to stick to the schedule, create it, and implement it. And then deal with the outcomes. Share on X

No, I think you covered it great. I don’t have any questions about getting into the nitty-gritty, which I’m sure we’ve done a lot, and we can do it again. We’ll do more about that. This is a good point to bring this up too. If you have some comments and you want to know more, can we do a deep dive again into something? If you’re watching this on YouTube, put it in the comments or send us a note. We are happy to talk even more about individual pieces of this, maybe how we do it, how we stay on track, and what your calendar looks like. Whatever it is, we can do that.

Land Gals

Jill has something inspirational to share. What’s going on with land gals? Let’s say.

Last week’s episode 2001 was Samantha Lathus and me talking about some stuff about the land gals, and we’re working on it. I cannot do a whole lot, but here’s what I can say. We have some good stuff coming that we’re going to release here in the next couple of months, weeks/months that they’re going to be not only Land Academy. Let’s just say a level between the self-study and our Career Path is coming in the middle there because you’ve been asking for it. I think we have a solution for you.

That’s coming up. Maybe some additional coaching opportunities, some one-on-one stuff. It’s going to be pretty darn cool. That’s what we’re working on. Then for the land gals, some whole different things that we’ve got. I’m really excited about that. Then we’ll have a Career Path coming in the fall. I guess my inspirational thing is right now I just want to talk about staying on track through the summer. Like, what’s yours, what’s going on in our world. It’s the end of April. Last fall, if you don’t know us, you do now. We’re getting antsy.

We are in Arizona now, which is our main place for the year, but anybody who knows Arizona knows you don’t want to be here in June, July, or August. You just want to, so we take our sweet RV and we hit the road like we’ve done for the last two or so years. You will see us doing the next couple of shows in a couple of weeks, we’ll be showing up on the road. We’re planning that and it’s really easy to “Kids are out of school. We’re on summer break. All these vacations.” It’s very easy to do that with your land business. Just kind of like, “No, take a break.”

Guess what happens? Your bank balance will take a break too. Seriously. What’s interesting is what we’ve been doing is what I hope you’re doing and you should be doing, stocking up, man. It’s still April. It’s not too late. Bye. That’s one of the things Samantha and I talked about last week. She’s like, “We’re low on inventory keeps. I’m selling out.” I’m like, every year it’s like a repeat thing. We’ve been watching and following trends and seasonality and things like that. Those of us who are in this, in Land Academy, like stock up when you can, because when the nice weather comes, people want to be out and buy their own property to camp on and fish on and build or whatever.

They can get to it, by the way, in the pretty times of the year. You want to have a lot of property available to sell for those people. It’s not too late, you should be stocking up and you need to make sure whatever it is, and it’s tied back to your schedule. It’s not just motivation. It’s just sticking to your schedule and making it easy on yourself. If you need to bring some help, bring in some help to do your schedule. What if you do your own mailers throughout the year, but in the summertime your way of taking a break is I’m going to use concierge data.

I’m not going to do my own mail. That’s a huge break. If you do stuff like that, you could be brand new to Land Academy and have a ten-hour work week, I’m not kidding, and do everything you need to do by using concierge data, have Pat live or something like that answering your phones, and all you’re doing is the front-end stuff. You do two hours a day, five days a week, you could get this done and then you probably have someone helping you close the deals like a transaction coordinator, like I do. So what?

You bring in some help, as I said, and that’s how you take a break in the summer and then not lose any momentum. That’s my inspiration. I want you to think about doing that, and what will probably happen if this goes like I think come fall, you’re going to go like, “Why would I change this then? I don’t have to go back to my 40-hour week. I could stay at my ten-hour week.” You’re doing math.

My actual inspirational talk is almost very similar to yours.

Let’s pivot to you. What do you want to share with us right now?

What I want to share is this has happened three times in my life. This will be the fourth. My professional life. We’re coming into the fourth recession, the real estate recession of my professional life. I can tell you they’re all very similar. What’s going to happen in this recession is the same thing that happened in the last three. The only variable is how long will it last and how deep will it go, but your response to both of those things should be almost the same. If you’re concerned about your schedule and it’s hard to do, take a yellow piece of paper, a yellow pad of paper, and there are twelve months in a year, and there’s, I think, eight months left in this year.

Take a look at what you want to accomplish in eight months. Divide it all up by 8 or 12 or however you look at it. If you believe it takes 10,000 units to buy a piece of property that you want, make sure you send out eight to 10,000 or whatever those numbers are a month. Make sure you’re sending it to places where you can make whatever amount of money you want at the end of the year. If it’s 100,000 or 200,000, divide that by the number of months, and that tells you how much mail you need to send. Do your data on every Monday.

Your deadline is next Monday to get offers to owners to get it in the mail or whatever those little steps are. It’s not hard. You are fifteen minutes away from planning out the rest of your year when it comes to what we’re talking about here. You know what’s hard in life? Not this. What’s hard in life is raising children and paying a mortgage, working with your spouse, living with your spouse at times, having a podcast with your spouse, and making up for an argument right on camera with your spouse.

Sharing a bathroom with your spouse. Let’s see, where should we go?

Keep going.

What else?

Doing a mailer and organizing your professional life and being an entrepreneur, for me, has always been the easiest part of my life.

Time out. What’s the moral of this? Is there a silver liner at all?

Yeah, doing a mailer. This is not hard. You just have to be organized. I know new things can be straight. I just dusted off an old drum set that I’ve been meaning to get back to more for, like, exercise reasons than actually learning to be a great drummer because that ship sailed. I know that’s not going to happen, but I still have to relearn everything because it’s been so long, and I literally just before the show did all that. If it’s new, or if it’s bringing it back into your life, it is a little intimidating. I’m a little intimidated by the whole thing, but it’s going to take. It’ll take some saddle time, the right attitude, and a schedule. Within a week, I’ll be back into it. It’s probably better than I was before.

You got this.

Join us next Wednesday for another interesting episode. You are not alone in your real estate ambition.

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We are Jeff and Jill. Information and inspiration.