Jack Thursday – What Mailer Size Should I Send? (LA 1542)
Jack Thursday – What Mailer Size Should I Send? (LA 1542)
Transcript:
Steven Butala:
Steve and Jill here.
Jill DeWit:
Howdy.
Steven Butala:
Welcome to the Land Academy Show, entertaining land investment talk. I’m Steven Jack Butala.
Jill DeWit:
And I’m Jill DeWit, broadcasting from sunny Scottsdale, Arizona.
Steven Butala:
Today. Jill and I talk about … Well, it’s Jack Thursday. What mailer size should I send? This is an endless top five question that Jill and I get. If we get five new people in a month, we answer this question five times.
Jill DeWit:
So let’s do the math. If you get 50 people a month, how many times does it come up?
Steven Butala:
Five zero.
Jill DeWit:
Uh-huh (affirmative).
Steven Butala:
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 if you’re already a Land Academy member. Please join us on Discord. And maybe you can ask this question there and everyone will help you.
Jill DeWit:
You are a stinker.
Steven Butala:
This might be the shortest episode in the history of the Land Academy Show.
Jill DeWit:
You are a stinker. Okay. Rebecca wrote, “Hi everyone. When we previously posted our lots on Facebook Marketplace, Facebook gave us an option to add keywords in an SEO section.”
Jill DeWit:
Recently, I’m not seeing that area when I post lots. Has anyone experienced something familiar or similar with Facebook? The SEO keywords really gave us a lot of interest from buyers in our lots. We have not been getting as much interest now that the SEO area’s gone. Any input would be great. Thanks everyone.”
Steven Butala:
Very familiar with the Facebook marketing, and not as familiar with Marketplace. I have two points here. Number one, sometimes stuff on Facebook changes.
Jill DeWit:
Yeah.
Steven Butala:
Sometimes it’s not there, but it’s only not there for an hour because they’re working on that module. So stick with it. I can guarantee you this, SEO and keywords are the very center of how Facebook generates revenue and income. So chances are they’ve replaced it with something or they’re working on it to make it better. Socially, I think Facebook is stupid. I think all the stuff that you hear on talk shows-
Jill DeWit:
Here we go.
Steven Butala:
… and radio and how-
Jill DeWit:
Here we go.
Steven Butala:
… it’s just the bane of the world, I believe that.
Jill DeWit:
Here we go.
Steven Butala:
I think it promotes all kinds of terrible stuff. As a marketing device, there’s nothing better. So if you have a product or you want to sell something, I don’t care if you’re selling jackknives out of your-
Jill DeWit:
Trunk.
Steven Butala:
Yeah, out of your garage. There’s no better place to effectively sell anything, including land, than Facebook and Facebook Marketplace specifically. So if you don’t know about it or it’s not in your regular way to market property, I would stop what you’re doing and really go look at it.
Jill DeWit:
Okay, now don’t hold back. Please really share what you’re trying to say.
Steven Butala:
Facebook for business is amazing. Facebook socially, get a life.
Jill DeWit:
Steven.
Steven Butala:
I mean it.
Jill DeWit:
Oh gosh. Anyway.
Steven Butala:
Number two.
Jill DeWit:
I like it, when used properly. I don’t use it for political reasons.
Steven Butala:
You really want to know-
Jill DeWit:
Hold on a moment.
Steven Butala:
… what your high school classmates are doing right now? I don’t.
Jill DeWit:
Okay.
Steven Butala:
I have new friends.
Jill DeWit:
All right. Well, now I use it for my current friends too to see what they’re doing, because we might be in another state.
Steven Butala:
That’s what texting is for.
Jill DeWit:
We might be in another state though, but I get it. Okay, fine. Whatever.
Steven Butala:
Number two. And no one talks about this and I don’t know why. There’s metadata you can embed in graphics that CEO will capture. I love all the Adobe products, and they’re complicated to use, but once you learn how to use them they’re just amazing. The sky’s the limit.
Steven Butala:
So you can embed metadata keywords and everything in any graphic, and SEO will pick it up. And it’s really, really, really, really helpful, especially with real estate, because there’s so many graphics and pictures involved.
Jill DeWit:
And Rebecca?
Steven Butala:
So please, please research that and implement that.
Jill DeWit:
I agree with him. But before you quit your day job to learn this full time, please go on Upwork or Fiverr or somewhere like that. Find someone that knows it and they’re already doing it for somebody else, and hire them for $50 a week to do this for you.
Steven Butala:
Great advice, great advice.
Jill DeWit:
There, there. Thanks.
Steven Butala:
Today’s topic. It’s already Jack’s Thursday, I’ve already had a little bit of rant time.
Jill DeWit:
Yes, you have.
Steven Butala:
What mailer size should I send? This is why you’re listening.
Jill DeWit:
Someday, I’m going to sit here and I’m going to just reach over and I’m going to put a helmet on. My helmet right now is … I have a helmet because it matches my Vespa, but I don’t have it here with me. So someday, yes, I will watch me. On some Thursday, I’m going to sit down with a helmet on. Because that’s what’s needed.
Jill DeWit:
Or maybe that clear plastic shield that used to be in all the banks and the grocery stores that they’re hopefully tearing down right now. There’s a lot of those for sale really cheap or free alongside the road.
Steven Butala:
Very often … Do you mind if I do the show?
Jill DeWit:
Sorry. I just had to get that off my chest. I’m sorry, there’s a show? Oh, oops, sorry.
Steven Butala:
Very often people come to us and say … Or come to me for some reason, not so much Jill, and say, “I’ve listened to all 1,538 podcasts, and I really appreciate it and thank you and I learned a lot.”
Jill DeWit:
Wow.
Steven Butala:
This is one of those shows where you’re going to learn more than normal.
Jill DeWit:
I was going to say, or nothing.
Steven Butala:
For land, if you’re a note-taker, take notes here. If it’s priced properly, you should be able to buy one property for every 1,500 mailers you send out. Those numbers going to vary dramatically in the East Coast versus the West Coast, the desert versus where there’s trees and things like that. But in general, if it’s priced correctly, the average of those numbers should be about 1,500.
Jill DeWit:
Do I send exactly 1500 then?
Steven Butala:
It depends. Ask us. Go onto Discord.
Jill DeWit:
We are.
Steven Butala:
If you’re in Michigan, you should send way more. If you’re in Nevada, you should send 1,500 or less. You can probably get away with sending less. I do micro mailers and I don’t price it at 20 or 30% of the retail price. I price it at 60 or 70%. And we buy property all day long, probably one for two or 300.
Steven Butala:
And so the more experience that you have, and the more that you ask everybody out to look at your mailer and … Not us, because we don’t have time to do that, but people on Discord. Or get yourself a partner. If you’re a Jill, get yourself a Jack who really is comfortable doing this and you’re going to do incredibly well.
Steven Butala:
If you want to buy two properties, send out 3,000. If you want to absolutely ensure your success. And we have a personal friend who I’m reviewing her mailer right now said, “Screw it. I want to be successful at this. I’m sending out 10,000.”
Jill DeWit:
Yep. That’s what I was going to say.
Steven Butala:
That’s just for land. Hold on a second, okay. That’s for land. I’m very serious now. I’m not joking around. Jill always wants to make light of it.
Jill DeWit:
No, I don’t. No, I was going to add, at the end of the day, if you’re going to pick one, don’t go light, go heavy. The more you send, the more opportunities you’re going to have.
Steven Butala:
The only reason I get away with successful micro mailers is because I absolutely know what I’m doing. If you’re new at this, do not do that.
Jill DeWit:
Right. You’ll be disappointed.
Steven Butala:
It will ensure your success. The math is staggering on this. You send out 10,000 mailers, it’s going to cost five grand. You’re going to buy two or three properties and probably make a hundred to $150,000 if you do it in the right areas.
Steven Butala:
That’s for land. For houses, it’s between three and 5,000 or you buy a unit. And so then you’re going to go buy a $300,000 house and probably sell for 320, 340, 350-ish. So it takes more money to do those types of assets, but you’re going to sell it. If it’s priced right you’ll sell it the first week for sure, in the right area.
Jill DeWit:
And it’s so much easier to pick those areas because-
Steven Butala:
So much data.
Jill DeWit:
There’s so much data with really accurate, what’s happening last month, last week, days on the market. In that zip you can pull up the list of the houses and look at them, and know that mine looks just like all those kind of thing.
Steven Butala:
Yeah.
Jill DeWit:
Yeah.
Steven Butala:
Jill’s right. We don’t talk about it a lot, but we have a company called House Academy.
Jill DeWit:
It’s true.
Steven Butala:
Which we haven’t been focusing on right now-
Jill DeWit:
We need to bring it back.
Steven Butala:
… because of this market. When the market levels off, that’s the time you want to go start buying houses again. Let’s say you’re by trailer parks, that’s your whole thing. Or RV parks, or hospitals.
Jill DeWit:
Or hotels.
Steven Butala:
Or hotels. What I would do is get yourself a great database. There’s lots of them out there now, where you can sign out the owner of a trailer park and they’re address and their phone number. It’s not cheap, the data’s not cheap. And you have to build your own database. You’re going to hire a VA to input it and stuff, because downloading it is very expensive. It’s not like downloading the land data that we have.
Steven Butala:
And you love New Mexico. Why wouldn’t you send an offer to every single trailer park owner in New Mexico. And you buy one and you know you’re going to just make hoards of money on it if you buy correctly.
Jill DeWit:
Right.
Steven Butala:
It’s a different type of mailer. I’m not sure I would attach a price to it. That’s the kind of [inaudible 00:09:42] thing where you send, “Look, we are invested in New Mexico and in trailer parks there. We want to really have a serious discussion about buying yours, and we do pay well.” Everyone’s going to call you back on that.
Jill DeWit:
Well, and it’s a smaller dataset. You can handle it.
Steven Butala:
That’s exactly right.
Jill DeWit:
Right.
Steven Butala:
So all of these data sets, please really listen to this, including land are finite. There are 150 million properties in this country.
Jill DeWit:
And we’ve just about mail them off. Just kidding.
Steven Butala:
150 million properties in this country. Some of them are lands, some of them are houses, some of them are hospitals and some of them are trailer parks and everything in between. So you can see, if you really sit down and think about this, you will buy a property if you mail it correctly and intelligently and thoughtfully. Not slapping it together, but writing and checking your mail merge and going through the steps, you will buy whatever you want.
Steven Butala:
The variable is how much mail is it going to take for me to buy a trailer park? Why not just mail them all? There’s not that many. There are 55,000 nursing homes in this country. I have sent mail to every single one, or faxes, multiple times a year.
Jill DeWit:
Right.
Steven Butala:
Not lately, because it’s easier to buy and sell land.
Jill DeWit:
Ah, thank goodness. That’s a job for another girl.
Steven Butala:
Oh, Jill. It sound like I just boss you around all day and tell you to do stuff. Believe me, it’s the opposite. I get told what to do. And it’s just, you couldn’t let me have a serious moment on the show.
Jill DeWit:
I’m sorry. Nope. Have you met me?
Steven Butala:
I’ve never been more serious about anything, and Jill’s got to crack me up and everybody else.
Jill DeWit:
Sorry. Anyway. Did you get it out?
Steven Butala:
Yes.
Jill DeWit:
Okay, good.
Steven Butala:
Yes.
Jill DeWit:
Happy you could join us today. Five days a week you could find us right here on the Land Academy Show.
Steven Butala:
Tomorrow on the Land Academy Show is Jill Friday. And she is going to talk about when it’s appropriate to get a transaction coordinator and why.
Jill DeWit:
Cool.
Steven Butala:
You are not alone in your real estate ambition.
Jill DeWit:
I’m sorry. Was that really … Was that a big …
Steven Butala:
No, it’s fine.
Jill DeWit:
You were building to something big and I just-
Steven Butala:
No, that was it.
Jill DeWit:
Okay.
Steven Butala:
Look, the fact is this, is this really works with any database, for any product type. There are people who do it for manufacturing companies.
Jill DeWit:
Yeah. Exactly. You need to send out a few thousand offers to property owners like us, check out offers and the number two, owners.com. So it’s offers2owners.com. No setup fees, for your mail merge, exceptional service. And now, including, just released for everyone, concierge data and pricing. It’s awesome. We should know by the way, because it’s our company. Give Offers 2 Owners a call today.
Jill DeWit:
We’re Steve and Jill.
Steven Butala:
We’re Steve and Jill. Information-
Jill DeWit:
And inspiration-
Steven Butala:
To buy undervalued property.
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