This 37 acre lot in Greenville,SC sat on the market for over a year and people passed it over. We saw something everyone missed. We got in for $310k, spent about $100k in development and are exiting at $800k. In this video I walk the actual property on the ground and break down every decision we made, road access, perk testing, how we built out the home sites, how we raised the capital with none of our own money, and the exact deal math. Watch it here: Youtube Link

Every piece of marketing you do has one job, to get the phone ringing. So when a lead comes in, you're holding the only thing your entire marketing budget was built to produce. A lead gets back to you while you're at work, driving or eating lunch. You commit to reach out the evening and you feel everything is working, then the seller does not answer. Respond within an hour and you're about seven times more likely to qualify that lead than if you wait a day. Five minutes gives us roughly three times the ability to close compared to letting it sit. What's important to note is that connections often don't happen on the first attempt. They happen around the third or fourth day, this is when your competition quits leaving the opportunity open for you. Internally in your business, you need to be tracking cost per deal rather than just cost per lead. Your response time greatly impacts that cost and it's something you can change for free. Vote below: When a new lead comes in, how fast does someone talk to them?

Whether you run cold calling, texting or direct mail, at some point you put a price in front of a seller. You either give a specific number, or a range. Most people pick based on what feels right, instead, it should be backed by data. It comes down to how tightly clustered land prices are in the acreage band you're targeting. If it's a narrow window, one number lands close enough for most owners on your list. If prices are scattered, one number is wildly wrong for half of them. The only owners who accept a number that's too high are the ones whose land is worth less than your number. So the marketing looks like it's working. You're chatting to sellers, you get contracts, then the comps come back and nothing closes. That was never a marketing problem. Mail is where this has the biggest impact because the number is printed and you're committed. On a call you can adjust based on the research you've done. Pull sold comps in your acreage band. Strip the outliers first, because MLS data mislabels houses as land and junk parcels drag the floor down. Next, you compare your highest price per acre to your lowest. If the high value is roughly double the low value, it's narrow enough for one number, eg. $3,000 to $6,000 an acre. If the variance is higher, like $3,000 to $15,000, a single number won't hold. Vote below. What does your marketing put in front of the seller?

I’ll be using Stride for CRM which has texting built in. Has anyone implemented marketing direct from Stride here I can peer benchmark with? I have time with Stride this week and can share what I uncover as well.

Most people pick a marketing channel based on what they've seen someone else do. That's a mistake. Every channel has a completely different cost structure, lead volume requirement, and ROI profile. What works at $50K/year doesn't work at $500K/year and vice versa. Here's what the numbers actually look like for texting at a $50K/month profit goal, assuming texting: Deals to close: 3 Close rate: 60% Deals to lock up: 5 Records texted per month: 100,000 Texters needed: 2 Monthly cost: ~$8,520 Cost per closed deal: ~$2,840 ROAS: 704% That's the math built backwards from your goal. Not a guess. Not what worked for someone else in a different market at a different scale. Inside Deal Engine we built a full calculator that covers texting, direct mail, and cold calling side by side. Plug in your profit goal, close rate, and average deal size and it tells you exactly what each channel costs to run, how many leads you need per day, and what your ROAS looks like. Which channel are you currently running and are you actually tracking your cost per deal? Drop it in the comments.