Sending blind offers consistently can make or break your success in real estate. Yet, many investors hesitate, unsure of the impact volume truly has. Steven Jack Butala and Jill DeWit dive into why increasing your blind offer outreach leads to more deals—and bigger profits. They break down real-life examples, share common mistakes investors make, and explain how a steady stream of offers keeps your pipeline full. If you’ve ever wondered how many offers you should send, this episode lays it all out.

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How Blind Offers Can Make Or Break Your Real Estate Success

Why Sending Blind Offers Directly Ties To Success

This is episode number 2,128. Jill and I are talking about why the number of blind offers you send directly ties to your success. I have a bunch of examples and analogies of different types of businesses that will probably make you chuckle to yourself. Here’s a little taste. If I own a convenience store, and it’s doing great. It’s open seven days a week. I’m going to close it for Monday, Tuesday, Wednesday, and Thursday. I’m going to expect the exact same amount of money that I make just to cut staff. You would never do that but you would skip two months of sending mail out. Don’t know why.

Good point. I like it like this. If they don’t know you want to buy, this is not going to work.

This is your business model for reaching sellers.

You need to let them know, “Here I am. My checkbook’s open. I want to buy this. Here’s the price.”

All week this week, Jill and I are talking about staying ahead of the land market in 2025. Each day on the show, we answer a question from our Land Academy member discord forum and take a deep dive into land-related topics by popular requests.

Cris and Chris wrote, “We got our first deal back and I’m curious what the rest of the community thinks about this. Would you do this deal?” I love it. It is in blank County, Tennessee. I’ve got the API and I’ve got the address. It’s 1.84 acres. The father is alive, yes and no. These are the eight days. They’re going through the eight days on the property. One of them is alive. What’s the situation with this seller here? The father is on the deed, but he passed thirteen years ago and he left the property as an inheritance to the son who’s also on the deed and alive. The attributes has got Creek access.

There’s fish in there, good bass, catfish, and panfish. This is cool and affordable. The offer is $13,597. Now home comps in the area are averaging around $300,000. Remember, it’s 1.84 acres, so just under two acres. They think $30,000 an acre seems to be the comp in the area for them and they want to buy this again for $13,000. Five for $13,000 and sell for like $60,000 because they’re almost two acres. They have access and they could spot a buildable side of the property. Afraid, a little. It’s an early deal and its uniquely shaped property along the Creek Road. The topography is kind of strange.

The Importance Of Community Support In Land Deals

Let’s just drill directly. This is their first deal. They posted it and now want everybody’s opinion. I put this in here because it’s a great example of what you can expect if you’re brand new so that you can get some help. You’re just not on your own, is my point.

This is good. They went all the way through. They did all the eight days and they even went through and reached out to some local agents to get some agent’s opinions on this deal.

The agents say they can get $45, 000 or $50,000 for it pretty quickly on a $13,000 acquisition.

This is good. I’m suspecting because I didn’t see this in Discord yet that the responses are, “Let me know if you need money.”

They are. There are a lot of people that have some very valid concerns, in my opinion, but none of that would stop me personally from doing this deal. The update was this, a lot of people piped in just like Jill said. Here’s what they said, “The only buildable section or area of the property seemed to be on the South end of the property. The Asian that drove by said it looked a little bit rocky and getting a septic installed might be a concern.”

“The only other thought we had was to buy it cheap enough to possibly amend our offer lower so we could sell it to a neighbor on the market who still might want to own it, which happens all the time.” That said, at this point, I don’t think it’s worth our time for that low. Two real estate agents have said that they think they could sell it for an appraised value of $20,000, even with the wetlands and the slope challenges.

I looked at the deal and I think this passed my test because it’s a very interesting piece of property in a great area if you’re buying it so inexpensively for $13,000. My sales pitch to Jill would be, “Let’s buy it. Let’s list it and forget about it.” We’ll resell it for $45,000 to $55,000 and somebody will just bring in an offer.

What I would do too is allow time. When an offer comes in and we accept it, allow them time to do and pay for their own septic if they’re going to build something there.

Check to see if you can get an alternative system in there because if the municipality lets it. The world is still tied to tests, which is ridiculous. If you read the show with any consistency, you know how Jill and I feel about per tests from like 1920.

I talked to a guy. He was like he’s not really living off the grid but his property that we reached out to, it was a ranch property. He has water trucked in and I can’t remember what it was, but his tank was so large that he’s like, “We go a month.” Maybe even a kid in there, I can’t remember. He’s like, “We just have it delivered with propane and water brought in. I have no trouble. I can take showers like I want to, do laundry, cooking and everything that we do. We do a month no problem.”

It freaks people out.

If you really try at it, then you can go like 90 days. People do freak out about it. It’s not a big deal.

The Crucial Role Of Consistent Outreach In Business

Our topic, Why the Number of Blind Offers You Send Directly Ties to Your Success. I alluded to it and I could have a number of examples. Jill’s probably got a bunch too. My immediate response to this is, it’s a question. It’s the response that I got. Jill and I have a section of our company called Land Academy Pro.

There are people that spend a bunch of money. It’s $10,000 plus a month. Included that is a mandatory number of mail. Use it or lose it, they have to spend with offers to owners, which is the mailing company Jill and I own. I asked them. This is after they’ve been a part of this for more than a year and a half because we just started it. “Why are you folks so successful? Why do you always have 7 or 10 escrows open on the acquisition side?” They all said in unison, “It’s because we’re forced to send the mail every single month.”

If you own any type of company and you’re having success and you limit the number of customers that can walk through your door or place an order. If you’re doing any type of web sales, let’s say you’re doing online commerce or eCommerce for Amazon or eBay or anything. If your stuffs not posted up there, you’re not going to sell it.

They won’t know.

You buy a piece of property and you don’t post it. You’re not going to sell it. You send out a mailer half the time, you’re going to buy half the property or less. This is no mystery in this. This falls under one of the philosophical things that I live my life by. We all know what to do to be incredibly successful, healthy and be in good relationships. A vast majority of us do not do them. We are all supposed to get up this morning and work out. A very small percentage of us did it.

I did not.

I did because I didn’t have any feelings about it. I don’t give myself a choice. You can send the mail out or not. I know it works. I know sending out the mail works. It makes us crazy successful. That said, I play a few little games about sending more mail out. Sometimes less mail out. Sometimes, I don’t know how successful these mailers are going to be or what the response is going to be. I can tell you with personal experience. Jill’s getting hammered now.

It’s comical.

I’m not happy about it. I don’t walk around the house patting myself on the back with the girl that I love is in pain.

You’re like, “Let’s talk about dinner. Got to take a call.”

This has been happening for weeks. How long has it been? It feels like three weeks.

A little over a week.

We’re doing some great deals. It’s going to be very financially successful, but there’s a point where “Geez.”

The Challenges And Rewards Of High Volume Business

Careful of what you wish for. Here’s what I was going to say too, though. This is a good point that you brought up because the best possible situation you could be is I’m in now. My phone is blowing up. I’m probably missing some great deals. I’m doing my best to keep up. I’m buying and taking in everything that I can possibly manage and that’s the best. You don’t make mistakes.

That’s really what you want. You want a fire hose. I know it’s hard. You need to send out whatever you think you can handle. Probably double that with you’re the first mailer and have a consistent weekly or bi-weekly amount that goes out. Dial it back if you’re not to gauge that you’re getting the responses that you want.

When we teach Career Path, I always ask everybody, “Why are you successful? You made a million dollars last year? What’s the secret?” “I send a lot of mail out.” “Where do you send it?” “I don’t know. I just make sure I send mail out constantly and recklessly.” The other people in Career Path are like, “Really? That’s how it takes?” “Yes.” To which I say, “You don’t send out without consistency?”

What happens often, people do this and you can’t do that. They’re new and they’re getting started. They don’t have a system or their system is like all the way, like, “I just want to get this one deal done and then I’ll do it again.” You’re never going to get anywhere. It has to be an ongoing rotation, property coming in and property getting sold. All different things going through at the same time. That’s how you’re successful.

This is an expense for your business. The real reason people don’t send out a ton of mail is because they can’t stand watching $5,000 go out of their bank account. I understand that. Maybe there’s a different business for you.

Seeing Land Acquisition As An Inventory Expense

I have a question. Why do people call it marketing? People look at sending mails and marketing expenses. I look at it as acquiring inventory. For me, it’s an inventory expense. It’s like I have to have candy bars on the shelf in my liquor store to sell them. I don’t have a coupon for a candy bar on the shelf to sell, just to say, “Do you want to buy that? Great. I’ll mail it to you.” No. The candy bar is right there.

People look at sending mails as marketing expenses. If you look at it as acquiring inventory, it’s an inventory expense. Share on X

You’re purchasing inventory.

I don’t see it as marketing so I’m like, “I was making sure I’m not using the term wrong.”

There’s no right or wrong way. An accountant with disagree with you but it doesn’t matter.

What does an accountant call it? Is it marketing?

It’s marketing.

Now I know where it came from.

You can book it however you want. It doesn’t matter. I don’t want to get into accounting or any of that stuff. You’re not wrong. There are a lot of people attracted to this business who I don’t think have ever owned by leaps and bounds. Most successful people who join Land Academy have already or currently owned businesses. They understand that there’s a bunch of money upfront.

There’s some money that you have to spend to keep it going. As Jill said, call it inventory. You will reap amazing benefits 1 or 2 years down the road. There’s a certain type of personality. We always have 1 or 2 of them in Land Academy at any given time that will send out a mailer and do four deals and do amazingly well. It’s like the guy in high school that everybody wanted to kiss. There’s just always a couple of people like that.

There's some money that you have to spend to keep the business going. Share on X

Was that you?

I’m not going to answer that. That kiss? No. Probably something else, though.

I don’t want to know. I’ll ask after.

I didn’t suffer from a lack of attention in high school.

Got it.

Positive and negative. Please send the mail out. Don’t get mad that nothing’s happening in this business. Did you send out the mail? No.

Please send the mail out. Don't get mad that nothing's happening in this business if you did not send out the mail. Share on X

Did you answer the phone? All that makes sense. It’s silly. Join us next week for five more interesting Land Academy episodes Monday through Friday. We’ll see you then.

You are not alone in your real estate ambition. We are Jack and Jill. Information and inspiration by undervalued property.