Texting Blueprint: Double Your Land Flipping Pipeline & Boost Sales
Texting Blueprint: Double Your Land Flipping Pipeline & Boost Sales
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September 27, 2023In the fast-evolving world of land flipping, strategies that worked well 16 months ago may not be enough to stay competitive today.
A prime example is texting—an approach that, until recently, wasn’t widely used in land investing but has now become a crucial tool for generating deals.
If you’re a land investor and you’re not utilizing texting in your marketing efforts, it’s time to rethink your strategy. Texting has become an essential way to reach potential sellers, especially for those who may not have the large capital required for traditional direct mail marketing.
One of the biggest advantages of texting is its accessibility. While direct mail campaigns can require budgets of $5,000 to $10,000, texting opens up the business to those with smaller funds.
Even with a minimal budget of a few hundred dollars, investors can send thousands of texts and engage with potential sellers efficiently.
This strategy has proven its effectiveness over the years, and in this blog post, we’ll break down how to use texting to scale your land investing business, the pros & cons and how to get started if you haven’t used it yet!
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Why Texting is Powerful
Instantaneous Reach: Texting allows you to reach thousands of people in a short period. You can send out 3,000 to 5,000 texts in a few hours and start getting responses almost immediately.
Direct & Controllable Lead Flow: Unlike direct mail campaigns, which can take weeks for responses, texting offers an immediate response rate. You can send a batch of texts and control the flow of leads as needed—scaling up or down based on your current business needs.
Cost-Effective: Texting can be more affordable than mailing. For those on a budget, it offers a lower financial entry point while still providing results.
Forms of Texting
Texting for land investing is all about generating leads and driving those conversations to phone calls, where the real deals happen. There are two primary forms of texting:
Cold Texting: This strategy involves reaching out to people who haven’t heard from you before. You’ll need to skip trace or buy data and send an introductory message asking if they’re interested in selling their land.
This method is ideal for generating large numbers of leads quickly, but you’ll need to spend more time qualifying them.
Warm Texting: This involves texting leads who’ve already received mail from you, serving as a follow-up to remind them of your offer and nudge them into action. Warm texting combines with direct mail for higher quality leads.
The upfront cost is higher (mail + data + texting), but the return on investment is better, as warm leads are more likely to close.
Step by Step: How to Get Started
Step 1: Get the Right Data
Start by purchasing or skip tracing high-quality property owner data from reliable sources like The Land Portal.
Step 2: Choose a Texting Platform
Use platforms like Launch Control, which offer automation tools for large-scale campaigns.
Step 3: Develop a Texting Funnel
Organize your leads into categories (cold, warm, short-term follow-up, long-term follow-up) and automate responses based on these tags.
Step 4: Set Clear Goals
Determine how many leads you need, and work backward. For example, if you need 10 deals and your average deal close rate is 1 in 1,500 texts, you’ll need to send 15,000 texts.
Step 5: Prepare Your Response System
Texting leads generates a lot of responses—have a plan to efficiently manage these, whether through virtual assistants (VAs) or an organized CRM system.
Texting PROS
Fast Results
If you need deals quickly, texting is an immediate way to generate leads and start conversations with sellers.
Scalable
You can easily increase or decrease your volume based on your needs, making it a flexible tool.
Multiple Touchpoints
For warm texting, it boosts the effectiveness of direct mail by providing a second follow-up.
Texting CONS
Operational Strain
High response rates can overwhelm small teams. Expect a 15-20% response rate, meaning 3,000 texts could yield 300-400 responses, which requires significant follow-up.
Lower Quality Leads
Texting can generate a lot of unqualified leads, so you’ll need strong systems to weed out cold prospects.
More Time-Intensive
Unlike direct mail, where you receive a smaller number of high-quality calls, texting requires more back-and-forth communication.
Optimizing Texting for Scalability
To maximize efficiency, your systems and processes are crucial. Here are a few things we do in our own land flipping business that help us manage and scale using the texting strategy.
Use Tags and Funnels
Organize leads based on their level of interest (e.g., cold, warm, follow-up). This allows you to automate responses and manage large volumes effectively.
Automate Where Possible
Automating follow-up texts ensures no leads slip through the cracks and keeps leads engaged over time.
Hire Virtual Assistants
If your response volume is high, consider hiring virtual assistants to manage initial text replies and funnel leads that are ready to talk on the phone.
Is Texting Right For Your Land Business?
Texting is a powerful tool for scaling your land business, especially if used in conjunction with other marketing methods like direct mail. It offers a faster, cheaper way to generate leads, but it comes with its own set of challenges. By setting up the right systems and processes, you can efficiently manage the responses and turn texting into a lucrative lead-generation method.
Watch the video below ⬇️ for an in-depth look into how to use texting to double your land flipping leads and scale your business!
Listen to the Latest Podcast
View Transcript here
Hey everyone, welcome back to the Real Estate Investing Podcast. Today’s topic we’re talking about seller financing for your land deals. I’m your host, Dan Apke, joined with Ron again. Welcome, Ron.
Ron (00:25)
Yeah, happy to be here. Happy to talk about this topic. I think it’s an important one just with different ways to offload your land, different strategies for sure. So I’m excited to get into this.
Daniel Apke (00:35)
Yeah. And that’s what we, we talk about, you know, quite a bit different disposition strategies because traditionally we buy and flip, but there are other strategies on the disposition side, like seller financing and other options as well. but I want to start with like being transparent here where this hasn’t been our, our main strategy in the past, just because.
buying and flipping has, mean, I’ve always liked my cash upfront rather than waiting or getting interest. Like that wasn’t my business model. That wasn’t my plan going into this. My plan was to be financially free as fast as possible. And I thought the fastest way there and I still believe is through buying and flipping right away. But there’s a lot of different things you can do with Southern financing. And there’s a lot of advantages that we can get into.
Ron (01:18)
Yeah, exactly. So yeah, I’m excited to and yeah, just going from it like the market has, think selling properties has been more difficult over the last maybe eight, 12 months, maybe a little more than that even. Selling properties has been a little more difficult. So that’s something that we have started to offer where not, let’s talk about how we do that. Cause we don’t necessarily hold notes or anything like that. So you have the strategy of offering owner financing and then selling the note.
And then you have the option also, Dan, of holding the note and having cash flow for five, seven, 10 years, whatever that note looks like.
Daniel Apke (01:53)
Exactly. And the point of selling the note would be to get rid of it quicker and then flip it. But you get about, and there’s a company called paperstack.com paper s t a c I think it is.com. Let me confirm that. Yeah, there’s on paperstack.com and there’s other places you can dispose of them as well and sell your notes. But the reason for doing that is if you want cash now and if you have margins in it. But that being said, you’re usually only paid about
80 % or so plus or minus, you five to 10 % of unpaid principal balance. So you do like you’re going to be selling it essentially at 80 % value. You can get a, you know, you can typically sell it for more when you’re selling on solid financing, because it does open the pool of buyers quite a bit. And a lot of them are, I don’t want to say unqualified buyers, but they’re not cash buyers. So they they’ll go up, you know, dollar amount so you can get more per for your land.
Ron (02:47)
Yeah, for sure. think it’s a do you suggest everyone who’s trying to sell land to put that in an offer like hers that or to put that when you’re selling or wait a few months to see how it goes first or if that’s my kind of gut with something like this is not doing it right off the bat, not putting that on your listing right off the bat. Even though it could help you sell it right away. There’s more logistics with even if you are selling in the note, there’s a lot more logistics when you’re selling on terms.
Daniel Apke (03:11)
Absolutely. think there are, but if you do use a company or someone who’s actually going to buy it, a lot of times they’ll help you with the logistics quite a bit. They’ll provide you the documents and all that stuff and any other information you need and how to form the agreement essentially between you and the buyer.
Yeah, there’s a lot that goes into this. mean, you have the interest rate, all the different documents, the deed of trust, or however you guys are going to position this. There’s a lot of different moving parts and pieces. So it can get a little confusing, but it’s one of those things you do one or two times and it’s not a big deal at all. And you can put, use the buyer of the note because that’s the person obviously who’s buying it from you. And they’re going to want it a specific way. They’re going to want their certain documents and everything protected. So they’re protected, right?
And that’s why you want to work with them while you’re forming this agreement. I would just leverage the, whoever’s buying the note as much as possible because they’re buying it. They’re going to want to have it positioned a certain way.
Ron (04:09)
Yeah. And I think a lot of people, when they’re talking about this strategy, thinking about this strategy, they think more long-term because I don’t know how many people realize that you can sell notes like this as far as like, you know, we’ll sell it for 80%. But it is a way to get cash fast because you’re going to end up selling the note and putting that learning that. I think it’s something we need to add to our education for sure. Dan, at least the process, not necessarily the process of holding it, but the process of selling via what, what does that look like?
How do you do that? I think that’s really important. Like Dan said, you get about 80 % of the notes total, not the total value without interest, right Dan? So the sale price, you get about 80 % of the sale price. Yeah, but not that. But yeah, I think offering it is definitely valuable and once you do it one, two, three times and you’re gonna have the same note buyer. Like if you know what your note buyer wants, your note buyer wants X percent of interest.
Daniel Apke (04:49)
That’d be nice if it was with interest. Yeah, it’s not.
Ron (05:07)
they want the seller or the buyers to be qualified with this. What does the qualification look like, Dan? Because that’s one thing I’ve seen. I talked to someone the other day. He said he wasn’t charging any interest on his notes and he wasn’t doing a credit report. So when you do something like that, your buyer of notes, if you’re trying to sell your note, you’re gonna have literally no buyers.
Daniel Apke (05:17)
Mm-hmm.
Yeah, and you’re in the game of financing. You’re not in the game. Because what some people do, they try to get the person to essentially default on the loan by getting unqualified buyers, getting them under contract at, you know, whatever 10 % interest, not making them pay, put anything down. You know, you want 20 to 30 % minimum down payment. more the more qualified, the more percentage, the more qualified the person is. We’re in the game of this is the game of debt.
It’s not in the game of, you know, foreclosing on this note and taking it back over. You know, I just think a lot of people use that as their strategy. I don’t think that’s the way to go. So I think having you want to have a portfolio easy to manage. I think having a good qualification process, a high down payment, a qualified buyer with good credit, I think they think like six 20 or so was the minimum that the guy suggested. I need to look back at my notes, but I think it was low 600 drawn minimum credit for.
Ron (06:26)
Mm-hmm.
Daniel Apke (06:28)
doing this.
Ron (06:29)
It’s not legal what you’re saying as well as far as just taking it over. Like it’s unethical, it’s not legal. Like going through the true foreclosure process is not just like getting you to take it over and you can go resell it for full amount again. Foreclosure process, like there is a process for foreclosing if it’s done correctly where it’s not just you taking over the land and you just own the land 100 % again.
Daniel Apke (06:33)
It’s a bad, bad strategy.
Ron (06:54)
Yeah, if you’re relying on that in your business, one, like it opens you up for lawsuits, opens you up for other stuff. But it’s just not the right way, in my opinion, to get unqualified buyers take their money for a year and then try to take the land back, essentially when they don’t pay for a month or two months or whatever the number is. It is. In my opinion, this strategy is more so for opening up your buyer poll opposed to
Like, I don’t really like it as a long-term cash flow play because you eventually lose the land. Like, it’s not like it’s evergreen or like a rental property where you’re building equity and everything like that. You lose the land once they pay off this note. And just whatever it is, 9%, 10%, that’s what you get. That’s what you make essentially over whatever year, amount of years it is. You’re essentially a bank. I like this strategy more so for expanding your buyer pool and being able to sell notes.
Daniel Apke (07:39)
paid off. Yeah.
Yeah, but what you can also do is, I mean, if you have the property at a good price, a lot of times you can recoup a lot of your debt or your what you paid for it off that down payment. That’s when it gets really neat is, OK, you’re buying it for 30, $30,000, selling it for $70,000 and the down payment is 30. And then you just have a note of 12 % sitting there for five years and you’re going to get X amount of money. That’s when it’s cool. But yeah, biggest when we look at people that are in our community,
Ron (08:16)
Mm-hmm.
Daniel Apke (08:22)
We look at people and what they want to achieve out of the community, what their goals are. And generally their goal is cashflow. And like building a note company for cashflow is going to take you a lot of notes to get financially free where you want to go. You can flip one property a month and get $20,000, whatever that number is, and really, really, really sustain a heavy amount of cashflow. would take you 30 notes, 40, 50 notes to get there, which is a lot of managing.
I’m not against it. I think a hybrid could be cool. And if you’re not worried as much about immediate cashflow could be really good as well. But I’m not in the game of collecting 10 % interest drawn. I don’t think that’s attractive to me. That’s what we leverage investors for annual 15, 12, 15 % interest. I don’t like that. I don’t think that’s huge. Like if you have a ton of money and you’re putting it aside and you want 10%, great, that’s awesome.
I have another portfolio where I do some of that in stocks and lower interest stuff, But this business is about getting you out of your job. That’s what people are coming. They want to make more money. You’re not in the game of 10%. The game of 10 % is weak. It’s not going to get you anywhere. So I just think that people who coming in usually want the cash flow and that’s why you want to look at flipping it, getting that 20, 30, 40, $50,000 of cash, putting it back to use and rinse and repeat.
Ron (09:41)
It has to be such a such a big, big volume to make it work doing it like that, where you are you’re a bank like you are a bank and banks need so much capital behind them to be able to give out these loans and stuff like that, where they make they make a very, very small percent. If you’re doing like it’s the same business as far as that. I think what intrigues people, what catches people’s eyes with staying on terms and doing that is to predictability of it where
If you’re flipping a deal, don’t know if you’re flipping, like you don’t know if you’re gonna deal this month or not a deal this month, you said $20,000. But if you have $20,000 of notes that you’re collecting every month, it’s very, very predictable, which intrigues people. how much are those notes actually worth? Those notes might be worth 300, 400, $600,000. I don’t know in that situation. that’s what I think what people like so much about it.
Daniel Apke (10:33)
In paperstack.com, I’m just browsing through here. So they have unpaid principal balance of $41,000. It’s for sale for 33.9, Deed of Trust. And it tells you the kind of deed, the debt, type of, I guess, the type of person who took the loan out and their credit and stuff like that.
So there’s one. it’s anywhere from really 50 to 80 % is what I’m seeing, Ron. They have unpaid principal balance here, 12 % debt, $500,000. And they’re selling that one for 500, actually, because it just has really good terms on it, looks like. So I’m just scrolling through and seeing what they’re about. yeah, it’s usually 50 to 80 % seems average. If you have really good people taking out the loan, so it looks like it can get closer to 100%, Ron.
Ron (11:23)
Yeah, I mean if yeah for sure if it’s a if it’s if they’re more qualified I think you definitely can I think it’s probably the value of the property as well. All that stuff kind of goes into it. But yeah I mean 80 % is just from the few times we’ve done it. That’s what we’ve gotten. We haven’t really ever tried to really go and try to sell it on a wider wider right. But yeah I mean if people have the ability to buy.
I don’t know 11 % interest notes like there’s a lot of value in that and I think it is very scalable for sure as far as selling it like that. That’s where I like if you start I’d be interested if you go to something like paper stack and try to sell notes like how easy that is what that process looks like. I don’t know that much about that.
Daniel Apke (12:08)
I want to play around with it and test it out because it looks like ITB is the word that we’re talking about and that’s investment to balance. So that’s your the total cost of it, your investment to the total unpaid principal balance, like we’re saying. And just it all depends on on the risk of the debt, because I do see a lot of 100 percent, but I also see a lot of 30, 40 percent. And why is it cheaper? Because the risk people want to buy good quality, highly secured assets. And if the notes not secured well and the notes has high risk, it
drops the ITB essentially it looks like.
Ron (12:40)
That makes sense.
Daniel Apke (12:42)
Cool. Anything else to add here,
Ron (12:44)
I don’t think so. like I said earlier, like we’ll add some education on this. think it’s important where not necessarily we’re gonna teach how to hold notes or anything like that for that kind of cashflow, but where it is another way for you to offload your property is by selling on terms essentially and selling the note. But yeah, nothing else then.
Daniel Apke (13:03)
Yeah, and it’s like, for example, if I have a property I’m buying for $50,000, I’m selling for $100,000, you always want to evaluate what you’re giving up in return, the trade-offs, right? You always want to evaluate your trade-offs. So if I can just sell that and flip and make $50,000, but it’s going to take me five months, if I add a note to that and add an option for seller financing,
Can I bring that five months to two months and save three months? Right. And then flip the note. So maybe for I’m selling it on the market for a hundred thousand dollars, but on a note, I can sell it for one 10 and then.
I can sell it in two months instead of five months maybe. So you always want to look at that, the time and then the money it brings, but then out of $110,000, maybe you only get what’s 110 times 0.8, you’ll get 88 out of that, but it’s also saving you three months instead of $12,000 difference right there. So you want to always look at the trade-off, see what’s going on and evaluate it and make a decision for yourself.
Ron (13:55)
Absolutely. Yeah, absolutely. If you guys are watching on YouTube, hit the subscribe button below. If you’re listening on Spotify or Apple, leave us a review. Share it with a friend, really helps us. Other than that, thank you so much. We’ll see you next time. Bye.
Daniel Apke (14:06)
Thanks for joining, guys.
Watch the Full Episode Here
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nft_price_typography_letter_spacing_tablet='false' nft_price_typography_letter_spacing_mobile='false' nft_price_typography_word_spacing='false' nft_price_typography_word_spacing_tablet='false' nft_price_typography_word_spacing_mobile='false' nft_last_sale_color='false' nft_last_sale_typography_typography='false' nft_last_sale_typography_font_family='false' nft_last_sale_typography_font_size='false' nft_last_sale_typography_font_size_tablet='false' nft_last_sale_typography_font_size_mobile='false' nft_last_sale_typography_font_weight='false' nft_last_sale_typography_text_transform='false' nft_last_sale_typography_font_style='false' nft_last_sale_typography_text_decoration='false' nft_last_sale_typography_line_height='false' nft_last_sale_typography_line_height_tablet='false' nft_last_sale_typography_line_height_mobile='false' nft_last_sale_typography_letter_spacing='false' nft_last_sale_typography_letter_spacing_tablet='false' nft_last_sale_typography_letter_spacing_mobile='false' 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eael_tooltip_section_border_radius='false' eael_tooltip_section_distance='false' eael_tooltip_section_padding='false' eael_tooltip_section_box_shadow_box_shadow_type='false' eael_tooltip_section_box_shadow_box_shadow='false' eael_tooltip_section_box_shadow_box_shadow_position='false' eael_tooltip_section_width='false' eael_ext_content_protection='no' eael_ext_content_protection_type='false' eael_ext_content_protection_role='false' eael_ext_content_protection_password='false' eael_content_protection_cookie='false' eael_content_protection_cookie_expire_time='false' eael_ext_content_protection_message_type='false' eael_ext_content_protection_message_text='false' eael_ext_content_protection_message_template='false' eael_ext_content_protection_message_text_color='false' eael_ext_content_protection_message_text_typography_typography='false' eael_ext_content_protection_message_text_typography_font_family='false' eael_ext_content_protection_message_text_typography_font_size='false' 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_background_hover_slideshow_background_position='false' _background_hover_slideshow_background_position_tablet='false' _background_hover_slideshow_background_position_mobile='false' _background_hover_slideshow_lazyload='false' _background_hover_slideshow_ken_burns='false' _background_hover_slideshow_ken_burns_zoom_direction='false' _border_border='false' _border_width='false' _border_width_tablet='false' _border_width_mobile='false' _border_color='false' _box_shadow_box_shadow_type='false' _box_shadow_box_shadow='false' _box_shadow_box_shadow_position='false' _border_hover_border='false' _border_hover_width='false' _border_hover_width_tablet='false' _border_hover_width_mobile='false' _border_hover_color='false' _box_shadow_hover_box_shadow_type='false' _box_shadow_hover_box_shadow='false' _box_shadow_hover_box_shadow_position='false' _mask_switch='false' _mask_shape='false' _mask_image='false' _mask_notice='false' _mask_size='false' _mask_size_tablet='false' _mask_size_mobile='false' _mask_size_scale='false' _mask_size_scale_tablet='false' _mask_size_scale_mobile='false' _mask_position='false' _mask_position_tablet='false' _mask_position_mobile='false' _mask_position_x='false' _mask_position_x_tablet='false' _mask_position_x_mobile='false' _mask_position_y='false' _mask_position_y_tablet='false' _mask_position_y_mobile='false' _mask_repeat='false' _mask_repeat_tablet='false' _mask_repeat_mobile='false' hide_desktop='false' hide_tablet='false' hide_mobile='false' _attributes='false' custom_css='false']https://www.youtube.com/watch?v=DvOHFGZsmu0[/embedpress]
