7-Point County Checklist to Find Profitable Land Deals FAST | Land Investing & Flipping Guide 2025

Happy Wednesday. So, I'm actually gonna do something a little bit different. I was originally going to talk with somebody today, but um, I was talking to Kay Walker. We actually decided like, I think today is a great day to create a new offer letter. So, what we're actually going to do is I'm going to sit here and create a new offer letter right live with you guys. You guys are going to see everything. Um, it's going to be actually an offer letter that I'm actually going to use. Um, and then we're actually going to go ahead and do a um, mail merge and everything like that. So, I'm getting some information now, gathering it all together, and then I'm going to go ahead and piece all that together. Um, and then I will uh, we'll share everything right here.

So, I'm actually just pulling up my like Regis address, things like that. I'm going to get everything ready to go. So, you guys are going to see everything live, which is going to be awesome. Um, um, the only thing I'm going to probably have is like mail merge for certain things. But uh, yeah, we're going to look this in. We're going to set it all up and then hell, maybe we'll maybe I'll just set it up and mail it. We'll see. Maybe we'll even pull some data today. We'll see where we're at. So, I'm just waiting for K to walk in, hop in. I'm just looking up my information right now and uh, we'll go from there.

So, basically, you know, obviously the first thing that we got to set up um, I could share. I I don't know if I want to do that. Um, I could share an old letter that we were using just show you kind of like what it looks like. I'm not going to go into like all the details of whatever, but um, I'll show you guys that and then uh, USA. Sorry, I'm just logging into things right now. Uh, verification code. Come on. Fill the code. All right. Go. Okay. Got my address up, all that stuff. So, my account, my company details right here. Okay, cool. So, this is going to be good. Um, so, yeah, what we're going to do is we're going to go ahead and we're going to create this thing. We're going to set everything up today. Um, so the first thing. There we go. That's my Addie. There's my address right there. Okay, cool.

Um, so we are actually, so our business is actually registered with Google and everything like that. So I'll show you guys that. Okay, cool. So I'll show you guys. Let me share my screen right now. So, share screen. That's the one. Okay, cool. So, this is our business right here, Cashland USA. So, you can see here's our address. Here's all our stuff is all right there. Um, you know, we basically we registered with Google. We got everything set up. So, now it's actually really great. I could set the rest of my stuff up um as we go. So, this is something that actually, you know, Kay actually did too and she recommended it. So, I had gotten it done as well and it's it's honestly totally worth it. I actually don't have any reviews on here yet. Not that I am not adding them, it's just we haven't really asked for them either. Um, but that's something I got to continue set up.

So, Oh, sweet. Here she is. What's up, K? What's up, Dennis? I'm struggling as usual with my uh my internet. Like I came to the office today and I was like, I am like prioritizing high priority with your like with Wi-Fi and I got the Ethernet cord to the port direct to the laptop. I'm like, I'm not playing games and it's still acting crazy. So like I'm on my phone right now. I'm rebooting my laptop because I know we want to share screen but like we'll get there. So I'm just on my mobile phone right now. Yeah, that works. It's all good. Um, yeah.

All right. Somebody just asked a question mark. Can you briefly explain the difference between a virtual office and versus a private mailbox? So, basically, a virtual office like this looks like a legit business. So, it looks like you know, we have an office, we have a space, we have a spot that we actually go to, right? So, it makes it look like you're a better, you know, a normal business versus like if you have like a um post office.net or virtual, what is it? Virtual mailbox or whatever all those things they tend to like I postal or something like that. Yeah. Yeah. When you look them up, it's like a Staples or like a this or that. So, it's not like it doesn't look like it's cash for land or like a business like you're renting a suite. It just looks like a regular old like Staples or UPS store or something like that. So, when people are questioning like, is this guy legit or not? It kind of raises a question, right? If they are or aren't, right? K, you your business actually operates out of the office, right? So, you actually have the office space and everything like that. So, and since since I'm on my mobile device, I can kind of walk around and show everyone the office space in my little in-house mail house I have going on. Um, but yeah, so there's there's like the virtual office that you just pay for address that's going to be under a hundred bucks a month. And typically, Yep. And and there's tiers to that, right? So, you can have like a I postal, which is a very cheap version of it, like what Dennis was talking about. It's usually at a UPS store. Usually like a a wear PMB number 78257 in the address. It's not professional. If someone Googles it, a million other businesses come up. That is something you want to stay away from 100%. Um, and then you can have a virtual office at a more prestige building like a Regis or something like that and it's going to cost a little bit more, but you're going to be other legit brick-and-mortar businesses like insurance companies and things like that are also in that building. Law firms, banks, um, and and you can get Google verified with with those. So, that's that's the next tier.

Now, if you physically want a place to work, then you can most of those companies like Regis, they have other packages where you can get like a pass to come into the office or you can get like a true dedicated office and sign like a lease, which is really cool because it includes everything. Your internet, even though mine is bootleg sometimes. Um, you know, uh, the utilities, everything is included. And so, you're just kind of like moving all your stuff in, which is really nice. And it's low cost compared to like going to get a commercial space, you know, outfitting it. That can that can creep up to a couple like over a million dollars very very quickly when you have to build out an office space. So, um, I started at home with just a virtual office um for the business that is labeled on all the letters that go out and that is in a different part of Charlotte. Um, I go there to pick up the mail um sometimes when we have packages but they forward it to the physical address I'm at now. This address is a the dispo side of my business and it's totally separate address everything from the address and name on the letter that gets sent out like totally different very very separate two different businesses. Um, but yeah, I can show you guys around this office. They they they vary in price, but um, I have four of them here. And this is the one I work out of. As you can see it. It's like my little printer, my whiteboard, all my crap on it. And it's Florida ceiling windows, which is really nice. And it's right city center, so it's really cool. Um, yeah. So, they're like, this is my my office space. Um, turn this camera around. Let's see. I don't know how to do that on that thing. Okay, front camera, back camera. All right, here we go. All right. So, this is Hold on. All right. I don't know if um I don't know if you guys can see. Yeah. Or if you can hear me. Yeah, you're good. Go for it. Let's see. Guys, let me know if I'm frozen or if you can see me or if you can't see me. No, we can see you. You're good. Can you hear us or No, she can't hear us. I'm gonna jump out and jump back into the stream because I'm not sure. Yeah, I just said Okay, she's out. Um, so, yeah. So, we're going to work on today. We're going to start doing a mailer. So, um, there she is. Hey, sorry. We see you. We hear you. You're good. All right. Perfect. I had to disconnect the the terrible Wi-Fi here. So, um, yeah, but I'm back. All right. So, this is like the virtual office space. There's a upstairs and the downstairs. This is the main floor here. And there's other offices here. It's my office there. Um, these guys buy homes. I hear them co-calling sometime. Um, this is another office that we're taking over. They're just kind of getting it done in there. Um, and this is reception area. Usually there's someone there that meets and greets folks. Conference rooms that you can rent out, which is really cool. Um, and then this office and this office belong to me as well. This is kind of like our two-part mail house. All right, let's get in here. All right. Uh, this how this looks. Our meter machines are in here. And so this is where once my guy that does the mail, he does it. He preps it and he puts it here. And then he'll come in and run it through the meter machine and then drop it off at the post office. Yeah. Yep. And that's how you get all your stamps and everything like that. Right. That is your stamp. That is the stamp. Exactly. And it's really the machines are really fast and they date it and everything. So, and this is And this is the room where all the supplies are, everything like that. And this is actually where like everything gets folded, inserted, all that all that good stuff in here. So, nice. Yep. So, that's our little our little mailhouse setup in office here. That's it. That's it. Yeah. Yeah. That's awesome. That's that's the way to be because now you can stay nimble. Yep. And and we have full control over everything that we do and we have full flexibility. So changing a template on when we can do you know um changing envelopes, designs, whatever we can do. And so that's really really helpful. Have you have you like toyed around with doing like different offer like different envelopes? Yeah. Design. Yeah. And it's a balance. It's a balance between being able to really do something unique but also be able to do it like repetitively, right? And good quality. And it doesn't cost like extremely extremely expensive to be honest with you. Like the best the best performing and easy cost-efficient letter is like the number 10 envelope to be honest with you and kind of being creative in that space because you stay under that that weight and side limit where you're not paying more than like the the 72 cents for the first class mail. Um, but we we pay 69 cents cuz we have the meter machine. So, it's a little bit cheaper, but soon as you go over a certain amount of ounces or a certain size, then you're in a different tier and you're paying, you know, you'd be paying $1.90 something for each letter. Like, it gets really expensive. So, you kind of want to balance the design with kind of like the weight and the size of the envelope. Um, when you're kind of doing everything, we've tested a lot of different things, like a lot of different things. And you can do the bulky mail and you can do the the big envelopes. So, just make sure that like don't do that unless you are like 100% sure about your market selection and who you're mailing to like because you end up just wasting a lot of money. Yep. Yeah. In time. Totally. Yeah. Because we've tried um we actually spent my god I think I spent like $15,000 this year on um we tried the handwritten letters. Did not work out. Oh, really? I probably got my response rate was complete trash. Complete trash. Did you do it like with the machine or did you send it to like ballpoint? No, we did ballpoint. Yeah, I think there's I think there's there's something different there because I know people who do the handwritten from home and they do get a much higher response rate. Um, I think ballpoint they their their font is kind of small to be honest with you. And I notice their mail I can't read it. That was the big thing. You can't read it and their mail takes a long time to get out. Like I we get all of our return mail so we get an idea when it goes out and when we get the percentage that comes back and like we had return mail from ballpoint from like six, seven months ago come in. Like Jesus Christ. Like where where has this been? You know what I'm saying? God. Yeah. It's not great. It's not great. But I do think handwritten envelopes with a first class stamp. Um, there's something to that because other people do it in the community. They have the machine. The machine does cost a few thousand dollar and it is a little slower, but they people do get response rates because it's not it is about what's inside the envelope. But I do think like half the battle is getting someone not to throw it away and to actually open the envelope, right? So that's the biggest thing. Um, I don't think Ballpoint has it quite down yet to be honest with you. Um, in my opinion when it comes to that. So, yeah.

All right. So, let's build this thing. Let is let's build an offer letter. So, yes. Yes. Yes. Yes. We're on I'm going to just use Google because it's easy. Um, where do we start, K? What are we gonna do here? How are we going to make this offer letter stand out? How are we gonna like how are people gonna want to sell to us? Yeah, I think format is is really, really big. Um, I think when someone opens your letter, you don't want them guessing who you are or why you're contacting them, I think, is important. And I think, uh, merge fields, I'm just throwing stuff out there. We we can unpack it. Um, I think merge field with unique information about their parcel in them is super important to have on that first page. APN, county, city, acreage size that that they see. Um, very important. Their first name, their last name, their address that I feel like needs to be customized and on that front page. Yeah, I agree totally. Like I could show you guys like this was our one of our older letters that we had and this is you know, we're we changed this multiple times but this one got us a lot of money. This this simple very simple letter. Um, we some colors, some things stood out, everything like that. It worked right but now like this was last year's letter like this was 320 24 and we've changed so many things since then. Um, and now I'm changing a lot of things now again. So, I want to go back and I want to change it all again. So, I want to create a letter today with K and make this new, make this fresh. So, um, do you have like a template you use or what do you start with typically? Um, I usually always starting from my last version and I'm just adjusting and refining. So, if you want to bring up your last version, we can kind of go from there. Let's do that. Yeah. Yep. We can kind of go from there. And let me bring up let me see if I can get in on my desktop, too. Let me just do this. Make a copy. All right. So, yeah, I made a copy. So, this way, it's always best to make a copy. This way, you don't mess anything up. So, do is my letter is not set up for um a whatchamacallit my letter is not set up to do um double window. Okay. So, that's another thing like yours are all double windows, right? Yeah. And the reason I do that is because it becomes really funky when you're doing it from home to align Yeah. Align the letter exactly with the envelope and try to like make sure those are like aligned. So, that's that's why I do the double the double uh window. Yeah, it's the way to go. Honestly, it's way easier to do that. So, yeah, and then when they open the letter too, they see their name, they see their address, that front top fold. So, there's like three folds and top, middle, and last. That top fold of your letter should have like their personal information, the parcel information, all that stuff, in my opinion, should have that. Your return address, your logo, all of that should be like, yeah, in that main top part of your letter. I'm going to look up double window template. Let's see. Downloadable double window template. No, that's not it. Um, If I can successfully get into uh into my It's number 10, right? Number 10. Yep. Very common, very cheap to buy a bulk envelope. It's our envelopes. Double window letter. And I can I can shoot over mine to you too, Dennis. Yeah, you can use if you already have that because I've never really window. We've always done a um printed handwritten letter front, you know. Yeah, let me let me shoot you in Discord really quick. You could even text it to me or email, whatever you want. Okay. Any any exciting land deals going on in your world? No, I'm fighting with the county to try to get um a water study back. But like, my gosh, it's been I sent in all my paperwork over a month ago and they haven't even gotten back to me to tell me to pay. I'm like, what is going on? I I can't even like I've called them. I've emailed them. I do everything. I call them twice a week. I email twice a week and they won't send anything. They're like, "You have to wait till we get everything sent over." I was like, "You're killing me." Like, I'm probably going to lose the deal because I I need to get the water study done before I could get the survey done before I could pie the land. So, if I don't have the water study, then there's no point of me doing the deal. Like, there's no point of me spending money on the survey or anything like that. So, I'm like at this point where it's like I'm stuck. I can't do anything with it. Um, so it is what it is. I mean, that that one sucks. We had another one that's similar. I can't get the county on the phone. They're both in Texas and, you know, after the whole big storm, it's been like a whole crazy whatever. But, um, we have that and then we have some other subdivides that we're just kind of toying around with. Um, that's pretty much it. But no, nothing too crazy. A couple like, you know, regular flips, things like that have come along. Um, you know, buy for 60, sell for 120, things like that. Make like a 40 grand net spread, things like that. Um, that's pretty much awesome. Yeah, it's been it those are the best, right? Um, but it's been uh not that it's been slow, it's just I but it's been slow by my own purposes because I'm chang I've did a lot of different things and I'm separating um right now with my partner so I'm going out on my own. So we haven't been mailing the past two months because we're separating. So ah yeah yeah. So I don't want to muddy up the waters by getting another deal and be like hey let's let's keep rolling you know. Exactly. Exactly. Okay. Yeah. I emailed that over to you too. So, you rock. Pull that up. [Music] Oh, my laptop is working. Look at you. I know. Small wins. I celebrate all the wins. Let's go file. And that is like my most recent refined letter right there. So, you got the gold. You want me to share that? You sure? Yeah, I I don't care. It'll change by tomorrow anyways, right? Yeah. Yeah, it's fine. Uh, what the heck? Why Why am I not allowed to share not rename version history open? Duh. You dumbass. Browse. Yeah. And that's the other thing, too, is we're going all range now. Like, we're not even bothering with any like just single direct blind offers anymore. We're just doing all range. It's just it's I've noticed like a better way like it's been better for us for the most part. Um, yeah, in my in the past and stuff like that. So, I'm just going to stick with that. It works. I love it. You know, like it's so funny. You hear so many different things. Like I was just listening to uh Seth Williams had a podcast on and he had Femi on um and I was listening to it and you know Fem's like blind offers work for him. He loves them. And then like Seth was like he just had a mastermind with like you know some investors and they were just saying like blind just doesn't work anymore you know so different different opinions about that I guess but there so many other things that go into like it doesn't work right there so many other factors so oh man it's not this isn't working it's throwing it all off are you not are you not able to um share it no no it's the thing is it's like uh I'll show it to you. Okay. So, you see how it's throwing it all off from I uploaded into Google Docs. Oh, yeah. You probably just need to keep it in Word. Yeah. I don't even know if I have Word on this computer because I only use Google Docs. Let's see. Yep. I I like Words. I do my mail merge through Word. Yeah. I don't even have Word on here. Oh, no. We're doing great today. We're doing great. I feel like this is last time, too. We did the same thing. Yeah, we're like the tech challenge, you know, podcast here. Yeah, I know. Okay. All right. So, it's not the end of the world. I mean, pretty much just you have Let's go fit. Let's adjust a few things. Yeah, you get the idea, right? You just have to kind of adjust some things. It's, you know what, it's showing it up as an image. That's what it is. See, these are all Okay, it's showing up as an image. That's weird. I can convert it to a PDF just so you can have it like ups and see a clear image of it. Yeah, I'm just going to send that to you, too. Yeah. Okay. As we struggle, as we struggle here, you know, guys, no preparing here. We just we're we we just This is how like business is Can you give her I I would love to give her control, but her computer keeps acting up. The internet. Yeah. Yeah. Yeah. So, if I give her control, it'd be tough. I know. I I have tech coming in here and I'm getting like uh ports activated that are exclusive to my office. And so, like I'll be I'll be rolling next week, Dennis. There we go. Be rolling next week. Well, we could do a two-part of this, you know, doesn't have to be all today. Yeah, I I definitely wanted to like create the letter, right? And then I wanted to show how I uh pull my campaign from Pebble and then how I do the mail merge. Okay. Um, Yeah. So, maybe we do that on part two because yeah, I don't want us freezing up and everything. Yeah, we could do that. It's no big deal. I think we could even just talk about today just go over the offer letter, what it should look like, key points, maybe change some things, and then uh from there we could then next week kind of like redo it all. Okay, let's see this file. See export. There we go. Okay, let's try this. I just exported as a PDF. I'm going to file upload. Browse. Nope. Now it won't let me open it. Love it. I think I got it though. I got the PDF. I'm emailing it to you. Sweet. We're not as challenged as we appear. I promise you. Promise you offscreen. Much better. I know. It's so funny because it's like when you go to try to show something and then it doesn't work. It's like I swear it's the worst. Yeah. Yeah. That's always how it goes though, honestly. It's like the pressure is on, you know? Yeah. It really it really sucks too when you're like trying to do math on like you know like when you're live just like never mind. I just sent you the uh the the PDF. Okay. Waiting for it to come down. Let's do this. Let's go new. Wrong one. Let's go new uh file upload. That this is actually the other one I converted. I didn't get yours. Yeah, see it's screwed up here too. That's me. Okay, that one I converted the other one into it. So, let's go new file upload PDF9. Yep, that's the baby. Should be one a fresh one in your email if you refresh it. And that should be I just got it. Okay, perfect. There she is. There it is. Okay. Yep. Open with Now, let's see. Google Docs. Let's see if this messes it all up. It shouldn't. It does. Yeah. Yeah, it does. That's so weird. Why don't It does. That's Can you open it? Do you have a PDF opener? Open here. Yeah, I can just open it. Okay. Yeah. Yeah. Yeah. Just so we could view it, talk through it. Yeah. So, all right. So, I like that. So, in your offer letter, do you see this in the window? No. Right. No, you only see that that side where it says the return address and then the the name and then the mailing address. That's the only part they see. Yes, that's it. Right. Because when you look at a double window, double window letter 10. So, images. Yeah. So, that's what that's what you're seeing right there. Boom. Boom. Yep. That's it. Okay. And it took me a while to line that up, believe me. You know what? Like I'm surprised there isn't a template. You know, there probably is. There probably is. Yeah, I'm sure there is. But, you know, that's something you got to find. Okay. So, you have up here you have all your pertinent information. Have you played around with the sizing of this stuff? Yeah, I have. And I find like this is the perfect size, the perfect color, like Yeah. So, you want things that going to like draw their attention like highlighted is like please have this code when reaching out. Super important, right? Um, so when they call, they know like before I even ask them, they're giving me the code so it works. Like because I used to have it non-highlighted at the bottom somewhere and we I moved it probably four or five times and I'm like, now this is the spot that works with the little highlight. So, yeah, makes sense. What about size-wise? Have you toyed around with size and stuff like that? Because um like personally I've found most of our clients are typically 55 plus and a lot of times like getting glasses on things like that like that's a thing like if you're on answer force and they're calling up sometimes it's like they're getting their glasses they're doing their things like whatever if you make it big enough that they don't need to get their glasses it speeds up the calls on answer force too. So, okay. It's a minor thing but like one less thing for them to not call you right because they can't read it because they don't have their glasses. They could just throw it away. Like seriously, like that's what happens sometimes. People are like they're just like that. So, yeah, just the thought it's like it's it it's like you try to balance putting in the pertinent information that you want to communicate in size and color and not making it too long, right? And so you're kind of balancing all those things. Um, and you continue to refine it, right? And so I found like this is my upto-date most version of it. You see the the little blue writing there that says please note, you know, it talks about like our initial pricing and because you know people be like why did you offer me this? Um, and that kind of explains that to them like this is broad pricing. When we talk to you um, we we'll have a firm offer for you, you know, when we speak to you. Um, there's a second page too. Now, this is what I call a um a dynamic page because the things change, the merge fields change, and that's what I print in house. I have my second doublesided color page, which is a static page, which doesn't change. It doesn't have any of that information. No, that's just the back page of that that So, I print that inhouse. Yep. Um, so, I just print that inhouse. But the I'll send you the other one, but I get that printed professionally um and then sent in. It's already trifolded. It's on really thick nice paper and it has like the road map and and the FAQs. I Yeah. So, we get that order about once every quarter in case I want to change that up a little bit. And that just makes it easier for us on our printing, on everything. And in the supply room there, there there's a bunch of them in these little boxes. Be getting delivered on like pallets because we we order a good amount at a time. And that I can I can show you that uh PDF too. And that also gets inserted in the number 10 envelope. Um, so it's really good quality color thick paper and it just really comes across very professional. Even when we print it in house, we use um 20 lb paper which makes it not see-through, which is really nice. Our envelopes are not see-through. Rocket Print, their envelopes are see-through. I get the return mail, it looks like you know. Um, and so I just think it come it comes across just better when even your materials look better. They don't look as cheap. Um, and so when we send that and we add a few different things to it, too. We add like some stickers on the outside of the envelope sometime on the back. If it's, you know, New Year's in January, we're always saying happy new year with a little logo and happy new year from us. um during the holiday season, you know, during November and December, we we throw something in there um to just personalize it. So, we just we we try to just keep refining and keep making sure that people don't throw our away. You know what I'm saying? I mean, nothing like it's kind of crazy because if you since you are doing this in house, there's little things you could do to make it so people open it, right? Very quickly. Yeah. You could like you could stuff inside it. Like you could order bulk like a thousand pieces or 10,000 pieces of something that cost you a penny each and like throw it inside just to make it lumpy and then people are you know what's huge is that like even like my business card. It's a little business card with my face on it. It feels very personal. Putting that inside is huge. It is huge because people say that they feel like they're calling you and it's it feels like something is in the envelope, right? And it's still under that weight limit where you're still getting that first class mail price. Um, and that's super cheap to order like a bunch of Don't get the cheap ones, guys. Like, spend money on the quality, you know, like like business cards. Um, they go a long way and it just it speaks to how professional you look. And so, I think there is that handwritten envelope way, but then there's also a way to look professional and um, and still come across as human, I think. And that's that's where I like to lean because if you're you're telling me you have $150,000 to buy my piece of land, yeah, I want to seem like a small business, but I want to see I can afford it, too. Right. Right. So, that's kind of what kind of what I'm aiming for when when we do the mail um and we to get the seller to call us back. Yeah, it makes a lot of sense. Now, what what's your cost per letter right now? Um, with everything $1.11. That includes postage. That includes um both letters, color, both sides. Um, that includes whatever additional whatever stuff we put in it, marketing other material we put in it and any kind of stickers or anything like that that are everything is custom. Everything is nothing's like Amazon buy it, stick it. No, everything is custom to that state and to our business to our logo. You have you gotten like a um a uh um what the hell do they call them? The heat printers, the thermal printers. You pick one of those up. You can get a thermal printer and print out your own stickers and everything like that on the fly. 100 bucks and you get rolls of it. It's only black and white, but like if you wanted to personalize stuff, like you could totally like personalize that. Like imagine putting a letter like, you know, hey K or hey blah blah blah. Just set up a merge field. Boom. Print it out like a thousand stickers and stick them on. Yeah. As long as an email. It's a million ways to do this. And you know, we're so behind in the land industry. As a realtor, there's a million websites of marketing Like realtors love to leave little baggies and give little gifts when people buy a home, you know, like the little the little uh covers for the drinks or the keychains or the calendars or the magnets or the Exact Exactly. Like everyone has those. You see that? Yep. Exactly. We I had a a big block party. We had like 250 people here the other day. So, I bought a couple hundred of these and I was giving them out to everybody. So, every every single person had these around their drink and everybody's like, "Who is this?" I'm like, "Oh, it's my cleaning business." And they're like, "That's your business?" I was like, "Yeah." They're like, "You clean around here?" I'm like, "Yes." Like, "We'll call you." I've gotten so many like people coming from the freaking party just from these stupid cooies. Yeah. I feel like your cleaning business like you're so creative in the marketing and everything over there. Bring it. Yeah. Bring it to the land because it's literally that's what I need to do. I know. It's just it's like for some reason we think in land like we have to be like super cheaper marketing or not creative and it's just like other industries like realtor have been doing this this for a long time. Like the stuff is out there. You just kind of have to like start thinking outside of the box. It's a million different ways to be creative with mail. A million. Believe me. And people just have to kind of like throw their sauce on it and be creative. Um, everybody tries to do m like a ton of volume. So they try to fight like my their rates basically. They're like, "Okay, how much volume could I get out there to get contracts in?" When instead like if you just focus on really good marketing. You don't need to get the volume out there. You just need to have a good supply like a good presence. You have a good presence, you're going to do really well. It's that's really it. I I agree. 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tracked and I run it through Chat GBT, which counts the houses, and we get like like whatever. I just make sure it's within 20% of what they said the delivery rate is. And then they get a $20 bonus for every booked house that we get from their efforts. Right. So these kids are making I I tracked it out the other day. I have like KPIs on there. They're making like $28 per hour just walking and putting out door hangers. Yeah.

You're giving them you're giving them opportunity like teaching them some work ethic. That's great. Like that's really really good. And it it's like for us we're like wait this is crazy. It's so it's such an easy simple thing and it works way better than like the Google ads of this or that. Like I talked to my friend who runs a cleaning business. His client acquisition is $650 per client who runs Google ads. I was like dude we're 154. He's like what? Huge difference. And he's a coach. He teaches other people how to start a cleaning business. So I was like you didn't learn from him, right? Yeah. No, I did not. No. So funny. I actually had a cleaning business coach and I fired her. I I actually got rid of her. I said, "Everything you told us to do made us zero dollars. Everything that I went against the grain and did made us money." So, I I fired her and she ended up refunding me because No, that was nice of her. It was. It was because she knew she was right. She knew I was right. So, anyways, side tangent back on topic. Um, okay. So, yeah. Why do we do this? Side tangents all the time. This is how we do. This is how we do. All right. So, letter. Let's get back to your letter. So, next week, I think I have somebody scheduled for next week. I'll move them and I'll um let's do this me and you next week and let's like create this full letter like soup to nuts and do merge field. Let's do the whole nine. Okay. Yeah, I think that'd be cool. Yeah, it'd be really cool. So, I'll just have to I'll just download I'll I'll use my other computer. I have Word on my other computer. So this one I try to keep very little things on it because like this is the one I do like a lot of like Zooms and stuff on. So I try to least amount of stuff on it and then I have another computer that has all like the data, the apps and all that stuff. So um okay, so your letter you've done a whole bunch of stuff I see. You know, you're very personal with your name, your North Carolina base, 100% womenowned, all this stuff. This is great stuff because this is what some people want to see. And y it's not going to appeal to everybody, but the ones that it do does appeal to are going to call you about it. It's that simple. Yeah.

I don't I don't I don't think you can appeal to everyone. I think if that is your goal, then then you will fail because you you you just can't be so plain vanilla that you appeal to everyone. you have to have some kind of niche or something, you know, unique about you. And other people aren't going to like it, but some people are like, we get a lot of calls and they they appreciate the woman owned business. Even when they're like calling to tell us to take us off the uh don't mail them anymore. They're like, you know, they're like, I see that you're a womanowned business and I love that and all the power to you, but I'm not selling my land, you know. So, so it does it it is that that personal touch that I think is uh is important there. Yeah, it's great. It's everybody should find something that's their personal touch. Doesn't have to be You can't go saying you're a womanowned business because you're not Kay, right? Kay is Yeah. Yeah. Don't be lying on these things. But and then like when they when they call they're like, "Oh, K." I'm like, "Yeah, it's K." They're like, "Oh, Miss K." And then they're they're very surprised that I answer and we have conversation and we talk and it's you know it's it's it's like I know everyone doesn't want to answer the phone but it's not a lot of volume when you have a lot of quality. You know what I'm saying? Like if you you're not using or anything, right? No. No, I'm not. Um so because I can time I can time my mail pretty good. If we drop it on Monday, 80% of the call from the mail will come um Wednesday, Thursday, Friday. Like, it's just the science of it. Period. If I'm going on vacation, I know not to drop it till I'm back. You know what I'm saying? And that's just how it works. So, I'm like I I'm okay taking the calls. You know, it's during business hours. It's not on the weekend. Um and there's not a lot. Like literally, I think last month it was last 30 days on my dashboard, I think we had like 37 calls. No, it's not a lot. They're high quality leads, you know what I'm saying? And um and they're there are parcels that you want to buy and market you want to buy. So like volume is not the game here. It's just not the game. So yeah.

When you're doing this, are you So you're answering the calls. Are you like taking notes or are you doing this all like having something like transcribe it like open phone? I use open phone and it has the the recording AI feature set up on it which is really great. So sometime I'm driving whatever that way they can like give the reference code say all the stuff they're going to say and I can always just go back to it um to to just reference it. Yeah. Which is super helpful if anybody's taking calls have it recorded because you're going to have to go back to it. I can show you too like I use it for my problem is I can't use open foam for my land business. I I have it for my other business. So, I can show you, but it's awesome. Like, the way it comes in, um, it's going to load, whatever. So, the way it comes in, it's awesome. And then you could just like I don't have to take notes for any clients to the call. You just answer and just say, "Hey, blah, blah, name, phone number, you know, your phone number comes up. Name, email, what's your address, da da, all that stuff." And for this, it's like the same thing. Oh, great. Okay. Hey, what's your APN? What's your code? Actually, all you really need is reference code. The only thing I need is the reference code soon as they give it to me because I load and I think we should do an episode on that too. Um, but I load everything into my CRM. Like everything that gets mailed out is in the CRM. So if soon as they put the reference code in, I know everything that all the data that you put from land insights like zoning, wetlands, road run, all of that is right there in my CRM as soon as you put the reference code in. So you see everything and I have now that everyone comps I also have the um priced comp, I have land insights comp and I have land portal comp. So I have all three of what these systems think it's worth. You know what I'm saying? Obviously you go in and check. But if all of them are pretty close, that gives you a good idea of like, okay, that's that's probably about the right number. Um, but everything is in the CRM. So, even if I'm driving or whatever, I'm on my phone, I can kind of just plug that in and get an idea of like, do I is this something I like really really want, I have the confidence price score in there, so I know if it's like 95%. I'm like, okay, it's pretty right. Um, but all of that is I I think people don't use their CRM to its fullest potential. I don't even use it to my fullest potential. No. But as far as like campaign creation and all of that data in one place, it is extremely extremely helpful. Not only for your operation, the ease of operation, but for tracking purposes, too, to be honest with you. Yeah, I agree. I agree totally. It It really does. If you actually put everything in there and use it as like a data repository, it works. And if you don't have the money for Pebble, like you don't necessarily need it, right? You could do it yourself on like Google Sheets. obviously be a little more time intensive or whatever, but like as long as you have all the data somewhere, doesn't matter where, as long as it exists somewhere and then you create a reference code that associates everything. Like you could start doing, you know, specific numbers like two means North Carolina because whatever it is, like whatever you want to do, however you want to do this, doesn't matter. But like you could say like there's 50 states. Okay, assign a number to every state. Great. Your first two numbers are the states. So 02 would be North Carolina. 43 could be whatever county that is in North Carolina. And just start creating that stuff. And then what I would do is I always do like um 00 like the uh um the date I mailed it, the county, the state, and then four digit. So 00001. And then what I did too is I would sort the list by smallest to biggest. Mhm. So when a reference code came in that was like 00001 I knew it was a smaller parcel. But when a reference came in that was like a,250 that's probably like over 100 acres, right? You kind of start realizing like your reference code kind of gives you an indication of what size property this is. So when you get that reference code, you're talking to this person, if it's like a 001, it's like, okay, it's probably worth like 15 20k. Let me talk to them. But if I'm busy, like whatever. Like it's not the end of the world. But if somebody calls and it's like a 1,5 I'm going to sit down. I'm going to take my time because this could be like 100 something acres and they're calling me. Probably a big call. Let me let me talk kind of thing. Exactly. Yeah. So so important. Whatever system you have, you don't have to use Pebble. I think Pebble the lowest one is like what like 180 a month or something like that, right? Yes. It's a little pricey for a CRM. um in our industry. Let me say that because you go outside of our industry. That's I had you go to Salesforce, you're you know, you pay quite a bit. I was paying like two grand a month for Salesforce back in the day. Yeah. A couple years ago. Yeah. It's crazy. Yeah. Enterprise level, it does a million things. You're probably not You're probably going to do two things in it. Like for our industry, it is it is expensive. I I think it's worth it weight to be honest with you. Um just everything you can do in it. Being able to recognize patterns in your in your business is the key to really doing well and and not just like staying in operations, but like growing and making sure you don't fall behind. Because if you send out a campaign, you need to know like, okay, all the deals we got last month, what size were they? Where did they come from? You know, like you have to be able to kind of like what are the demographics of the seller? Where are the size location? What's the proximity to a major city? What's proximity to what kind of mail? What kind of mail did I send them? How many times did I have to mail them? Right? Like stuff like that is is very important. Um I know we we had three signed PAs uh this week off this, you know, 600 uh mailer. I was just going over some numbers. I'm like, man, they were all small. I could quickly see like one was half acre, one was two acres, one was like 1.5 acres. All in three different states, though. One South Carolina, one Georgia, one North Carolina, you know. So I'm just like and I'm you know I'm getting my data ready for this for this month and I'm just like oh snap I was going to skip the smaller acreages cuz I just did them like a month or so ago and I'm just like nope looking at that I'm just like nope going knowing recognizing the patterns of what's working well is really really important for you to know what your next step is going to be right in your business. So whatever method is, if it's an Excel sheet, if it's Pebble, if it's Stride, if it's whatever CRM you're using, make sure you're just tracking those things and and you can look back in the last 30, 60, 90 days and say, "What has been working? What has not been working? What's my average deal size? What are the deal that took up all my time?" And I hate them, right? Like know those two. So don't do them anymore. Yeah. What counties tough to work in? Yeah. Like in Georgia, there's like Green County, Georgia. You know, I don't like it. I just don't like it because there is this like waterfront like little area. I think it's Okanasi. I don't know how to say it. But it throws the pricing off of everything and it's like it's it's HOA. It's I already know. I'm not working it. Like I I don't do it. Yeah. Yeah.

So, I gota I actually got to run. I got to go pick up my daughter from uh camp. But, um this is good. So, next week I'm going to move. Uh, I have somebody scheduled for next week. I'm gonna move them and then let's do part two where let's actually I'm gonna get let's be organized. Let's be organized. Let's be organized. This was actually funny because Kate texted me last night and she's like, "Hey, blah blah." I'm like I'm like getting in bed. I'm like, "Yeah, let's do it. Fine. Let's let's just" and then this morning I text her. I'm like, "Let's just do an offer letter. Let's go. Let's let's" I'm like I'm like, "Perfect. That's great." And I pull a campaign and we're just like, "Sorry guys, next week to go like quick, but it did not. Internet will be popping next week. We're gonna we're gonna get it together. Let's do it. So, all right. All right. I'll see you guys later. Thank you for Kay for hanging out. And then let's do part two next week. We're actually going to create the actual offer letter and do a merge field. Um, hell, I can bring data if you want and whatever you want to do, however you want to work it. So, all right. Sounds good. Thank you. Thanks. Thanks everyone. See you later. Bye.