It is Jill Friday and she’s going to talk about land mailer panic.

I have a funny story I’m going to share.

Working The Phones: The Key To Unlocking Land Deals

Before we get into it, let’s take a question posted by one of our members on the LandInvestors.com online community. It’s free. Back in the day, it was nearly impossible to find land without a mailing address like 123 Main Street. To solve this, we consolidated and manipulated 150-million-unit database and put it all in one place, so all you need to do is type in the state, the county, and the assessor’s parcel number, and get all the information or about all the information you need to make a pretty well educated decision about whether or not you want to buy a property. It’s called ParcelFact.com. Check it out. We use it every day. We use it on the Thursday call. It’s how we make acquisition decisions every single day.

I love it. It’s always running on my computer, open in the background. Kevin wrote, “Hello, everyone. I have been part of Land Academy for four months now and I sent out my 50,000 mailers. I have gotten seven deals so far and working on a few more. I sold one property and I have three listed. At this point, I’m trying to think about how to improve at picking counties and improve pricing. Where do I go from here? Does anyone have any thoughts? Thanks.” Let’s go into the thing and then I’m going to talk about how this all played out.

It is Jill Friday, she’s going to talk about land mailer panic. This is the meat of the show.

I read this and I felt like Kevin was panicking a little bit about his mailer yield. If you are in Land Academy, you saw the communication that Kevin and I had back and forth in Discord on this. I wrote him back and I said, “I’m glad that you are concerned about this and you are thinking about mailer yield. I have to ask you though, are you working these deals? You sent out 50,000 mailers and it’s been in four months, which is great. There’s still so much that’s coming back at you. There are two points. First of all, I still have people coming back to me from mailers that are over ten years old.”

“In four months, you don’t have a good handle on how effective these mailers are. Number two, my point is, are you working these callers? You got to work them. When you’re counting yield, is it only the signed purchase agreement sent back? There’s so much juice in all these phone calls that if you don’t answer the phone or have somebody answering the phone and working these sellers and getting a number out of them, you are leaving deals on the table.” Kevin wrote me back and it was very sweet. He’s like, “Jill, I’m happy to hear from you. I have got more deals now since I posted that.”

Second of all, he said, “I do not like talking on the phone. It’s not my thing. I know that I’m not effectively working these calls that come back and getting numbers out of them. It’s not my thing.” I wrote Kevin back and I said, “I’m so glad to hear that your percentages are improving and they are going to continue to improve. That’s what’s going to happen and I understand. Not everyone does love to answer the phones and work on these people but you got to find someone and that’s why Jack has me.”

The Math Of Land Investing: Turning A Small Investment Into Big Returns 

Let’s do the math. That’s beautiful. Thank you, but the whole air to this is this failed.

It didn’t.

He came back and said, “It’s nine deals now and counting and I’m looking at several other ones.” Let’s say in the end, he does ten deals out of this 50,000-unit mailer. That’s one property for 5,000 units. Five thousand mailers sent out, I will buy one property. That’s what we have been publishing for years. That’s 3,000 to 5,000 properties, and it’s his first mailer and he is 4 months into this. His next mailers are going to be even better I’m sure.

There’s no failure here, and I will prove it and this is exactly how it’s supposed to go. Five thousand mailers costs about $25,000 to $30,000 total to get it out the door. He’s done ten deals or he is doing ten deals. He’s got the equity to do ten deals. If he’s making $20,000 a transaction, that’s $200,000. Now he spent $25,000 or $30,000 to make $200,000. How is that failing?

True. I love it when you give it to us like that because that makes so much sense. It’s not failing and that’s my whole point. The residual, what’s out there, and what’s going to come back is amazing. People are sitting on your letters. They are on the fridge maybe the end of the year or maybe next spring. You don’t know. It may be when somebody loses a job and they go, “Where’s that letter? Where’s that offer? I got to sell this.”

This is a grand slam home run in the bottom of the night to win the pennant. This is not any version of failure. Spend $30,000 to make $200,000 in six months.

The reason I want to talk about this is because people panic. You don’t look at the numbers like we are looking at the numbers and the yield can take a little bit of time. That’s why people go, “Shoot.” The point is, give it time and you have to show up and do your best and try to find deals there. My last point is if you are not good at answering the phones and you don’t want to answer the phone, I want you to have PATLive or somebody like that.

If you don't answer the phone, you're leaving deals on the table. Share on X

Maybe you hire somebody, or know somebody, or connect with somebody in our group. Form a partnership. That happens all the time. If someone is good at phones and not good at data, you guys start your own little sub thing. Good for you. Now you guys are killing it together, but you got to answer the phone. Talk to these people and get to the bottom of it.

This is a whole other show, and there’ve been many shows on this, do they want to sell and what’s their number? Then you go from there. I was telling Kevin in my note, like, “I don’t let these people go until I get a number from them. I got to have a number. I don’t care what it is.” If you want to sell, you have a number. What is it? You have to have that attitude and you are going to get a lot more deals, which is awesome.

Celebrating Success And Embracing The Land Investing Journey

This is not passive income. That’s what’s going on here. That’s exactly what’s happening, I can tell you.

I even argue that, “Is passive income really passive income?” I don’t care if you have the best tenant or you have the best portfolio. Stuff happens. Even if you call it passive income, you are working those payments every month, or you have a staff that works those payments and customer service and all that stuff every month. That’s my argument. It’s not passive. Somebody’s got to show up.

This is education in a community for you to start at your own company, and to be independently wealthy within 24 to 60 months, depending on how hard you work and for you to send out 50,000 mailers for your first four months is a pretty serious indication to me that you are willing to work hard. You are taking this seriously. You’ve capitalized it correctly. You are in it and you are willing to do what it takes. You are honest enough to say, “I don’t like answering the phone.” Which by the way, neither do I.

I ultimately got so sick of it that I was lucky enough to find somebody like Jill who does embrace that. Truly not just answer the phone, but embrace the whole part of all of it and then now we times ten it. This is a great example of a huge success. It was a little bit sad for me to go through Discord and not have it be in the success story section.

I’m going to put a little note. As we are wrapping up this episode, I’m going to send Kevin a little note. I want to make sure that he reads or watches this.

If you do, can you ask him to be on the show? This should be celebrated. Not like, “What did I do wrong?”

I will put that in Discord, too. I will get him. Congratulations, Kevin, as we are having a little meeting about you. You are doing everything right. I’m going to reach out to you. By now, we have communicated.

I bet you $1 if he hopefully comes on the show. He’s going to say, “Yes. Now, I bought seventeen.”

Save it Kevin. Whatever the real yield is, save it for when we have you on the show. Don’t tell us ahead of time. This is awesome. Happy to join us five days a week. You can find us here on the show.

Join us in the next episode for another interesting episode because you are not alone in your real estate ambition.

That’d be fun. Everybody loves to hear other people probably more than us.

For sure. Everybody wants the truth. That’s what they want. They want to hear somebody’s real experience. This is great. This is terrible. I love doing the mailer. I hate doing the phone, or in my case, I don’t want to do any of it. I want to outsource it all and be the ringleader.

Understood.

We are Jack and Jill. Information and inspiration to buy undervalued property.