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In this episode, Daniel and Ron Apke dive deep into the pros and cons of outsourcing marketing versus keeping it in-house for land flipping businesses. 

They share their personal experiences, emphasizing the importance of control when it comes to lead generation. While outsourcing can save time and effort, the Apkes warn that it often leads to a loss of flexibility and customization, making it harder to adapt your strategy as your business grows. 

They also highlight the risks of depending too heavily on third-party services and stress the value of being hands-on with your marketing to ensure it aligns with your long-term goals.

Through insightful discussions and examples, like the success Nick U. achieved by sending personalized postcards with a machine, the Apkes underscore how in-house marketing allows for quick pivots and real-time adjustments.

The episode provides a fresh perspective on balancing the benefits of outsourcing with the crucial need for control and flexibility in your business strategy.

Whether you're just starting out or scaling your land investing business, this episode will give you the tools to make smarter decisions and avoid common pitfalls. Don't miss it!

Watch or listen to the full episode below! ⬇️

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Dan A.: Welcome back guys. Got an exciting episode coming for you guys today. And today’s episode is about in house. Marketing versus outsourcing your marketing. So learning how to do it yourself versus going to someone else who knows how to do it. And it’s going to give you the leads for money in exchange. As always guys, I’m Daniel Apke.

I got Ron Apke here as well. Ron, I’m excited for this episode.

Ron A.: Yeah, I think it’s a hot topic right now. And there’s a lot that goes into deciding how to do this. What’s the best? So yeah, excited to get to this one.

Dan A.: Let’s just first define what we’re talking about. What does this subject even mean? So when we’re saying in house marketing, We’re talking about figuring out how to get leads yourself, right?

So whether that’s mail. doing it yourself, setting up the system, sending out the mail. I’m not saying you need to send it out from your own printer at home. I’m just saying doing it at a scale where you’re really in charge of getting your leads, right? Texting. Same thing falls there. Cold calling.

You’re the one cold calling. And then outsourcing your marketing is what I’m referring to is when you go to like a lead generation company, it’s what they call themselves and you go there and you pay them a service fee for them to get you the leads. Then their argument and their Position in the market is we, this is all we do.

We know how to get you great leads from cold calling and texting that type of stuff. So that’s what we’re going to focus on today. Just talk about the two and really best practices for both, and then give you our opinion on, on what to do as well.

Ron A.: Yeah. Let’s, let’s get rolling here. What where you want to start, Dan, as far as we can start with outsourcing maybe first, I don’t know.

Dan A.: Yeah, that’s fine. So let’s just talk about outsourcing and what it is.

Ron A.: Yeah, so you are going to tell them, you’re going to get them a list, not always get them a list. Sometimes you’ll tell them an area you want to target. But typically with our business, like with a lot of companies that that you can outsource whatever to, like you’ll get them the list and then they’ll get you the leads.

And so yeah, that’s what that looks like as far as outsourcing. They’re going to cold call, they’re going to text for you, they’re going to get you leads. There’s a lot of different services for this. There’s a lot of services. Do texting and cold calling. So yeah, that’s essentially, they’re going to get you leads.

You’re going to follow up with them and then get the deals. But Adam, go ahead.

Dan A.: They’re just talking about, he’s talking about going from really essentially. They get you leads, right? They’re trying to get you qualified sellers who own land in this business. So they’re trying to get you qualified sellers and they’re sending you over the leads and your job is to call them, negotiate and close the deal.

So really anything before that negotiation is they’re taking that off your plate.

Ron A.: Yeah, they’re getting you interested sellers. I think that’s where some of them and you can work with them too to make, help, help, make sure they’re a little more qualified for sure, but their whole thing is like how they’re measuring is getting you interested sellers.

Some of it can be some BS leads, that kind of stuff. But overall they’re trying to get you interested sellers. That’s a big KPI for them.

Dan A.: And that’s the biggest difference between services that do cold calling that do texting and are sending you leads. It’s like, okay, let’s define a lead here. How many, like, how many leads does it take for me to close a deal?

But that’s that’s on you. But if it’s eye to eye, so how many leads does it take to close a deal? That’s kind of on you. But if you’re comparing it between different marketing companies that are getting you leads and you’re doing it, that’s gonna, you’re going to see the same results a lot of times because it’s based on your ability to close them.

But the quality of leads is on them, right? What they’re sending you, are they sending you a bunch of crap leads that don’t have a chance of closing? Are they sending you ones that are actually on the border and these guys are interested in and you’re getting some deals from it. So those are the things you need to analyze.

And then you have the follow up approach or the second approach, which is in house, and that’s what most people do in this business. It is changing, but a lot of people are doing in house still, before it was only in house, right? Before people were cold calling, texting. Wholesaling, it’s a lot of lead.

And I think that’s where this evolved to a little bit, but in general, a lot of people are still sending out their own texts. A lot of people are still sending out their own mail in general, and we’ll get to pros and cons in in a moment. The one that people aren’t really doing, Ron, is setting up their own mail.

Own cold calling services. That’s one that’s underutilized in house. I think

Ron A.: yeah, I I agree as far as not people aren’t hiring Vas that we’re saying.

Dan A.: Yeah, there’s outsource for cold calling people are just going to lead gen companies and letting them do it

Ron A.: Yeah most people aren’t in house cold calling.

I think that’s the biggest thing I think there’s a gap in that too dan where you have more control because I think as we get into pros cons all This stuff one of the things with outsourcing is you have less control I think being able to hire two, three people to cold call for you is extremely valuable.

You can get it done really cheap and heavy, ton of leads coming in. Have more control when you’re changing, like, okay, what is a lead guys and figure it out opposed to, I don’t want to say it’s a shortcut hiring these companies, but it, I just think to really scale up the business, I think you need more in house personally, but we can get all into that in the future.

Dan A.: Yeah. I think the the reason people aren’t, They’re doing cold calling themselves, and they’re going to outsources because of fear, really, and they don’t know cold calling, right? Cold calling’s a little scarier than an understanding cold call. It’s a little more management than sending out a text, right, in terms of, like, learning how to do it.

Texting’s still a lot to Bring in house like it’s it’s it’s work You’re gonna have to figure out your systems and machine to respond and it’s a lot of work for sure texting Cold callings even more I think and I think that’s why people are a little bit scared of it because they’re scared to cold call They’re scared to hire VAs to cold call for them.

I just think things get a little I think it’s mainly fear and and they just don’t understand It is what’s holding them back

Ron A.: Yeah, that’s fair. I think that’s and it’s hard, yeah, like it’s a person that you have where texting is a platform or one VA or something like that. Like for you to hit a lot of people cold calling, you’re probably going to need three, two, three people or something cold calling under you.

I think the, the, some people, the people that are cold calling or doing cold calling themselves are the people that come in with not much funds behind them. And it’s just the only option and they’re grinders and I love it. And they end up getting deals and doing really well. But that is a great place to learn is when you don’t have any option.

You know what I mean? You know, you want to get into this business, but financially you don’t have the option at this point. So you pick up the phone, you start dialing 50, a hundred people a day, and eventually you’re going to come up with a deal. A

Dan A.: hundred percent. So, let’s get into some well actually let’s talk about hybrid first because a lot of people do some Outsourced and some themselves and the reason is because in general you don’t want to rely on another company holding up your company, right?

So it’s one thing to say, okay I want to outsource my cold calling fully and that’s the only place I’m getting all my leads when you do that That company goes under or they stop getting good leads for you. Your business is completely now reliant on someone else and you never really want that. You don’t know how to get leads yourself.

You don’t know how to qualify leads yourself. You don’t know the skills behind it because you outsourced it. When you’re looking at business in general and sustainability, that’s a very bad thing and you can do it. And there are people that do it, but just know there’s risk associated with that. As soon as cold calling dries up or something happens or the regulations change or, you know, direct mail is what everyone was doing a few years ago.

And that’s the only thing people were doing. And now there’s cold calling and texting and all that. As soon as direct mail dried up, what did people do? Okay. They’re going to texting follow ups. Cold calling, things like that, being in control enables you to have a much more sustainable and much more profitable business because you’re not paying someone else for those services.

You’re keeping them in house because they’re making money somehow. So if you learn it yourself, you can keep the margins, of course, which makes sense. But the hybrid approach is what a lot of people are doing. It’s, I don’t find many people just cold calling. I don’t find many people just you know, outsourcing all of their marketing in general.

Usually when someone’s outsourcing, it’s a hybrid run.

Ron A.: Yeah. I think some people are using cold calling services that they’re a hundred percent relying on for sure. They are, but I’m just saying mostly across. Yeah, for sure. Yeah, hybrid approach is definitely the best way. If you’re like, I, our, our most common and our probably most push marketing strategy is direct mail with follow up texts.

And that would be not a hybrid. That’d be relying on you for the most part. But yeah, overall, I think a hybrid approach is definitely good. You do not like Dan said, to reiterate, you do not want to be reliant, fully reliant, your lead volume, fully reliant on someone else’s company. Because there’s just too much that can happen if you have to make a change.

Also, not even if they go under. If you have to make a change, like if it’s not working out, like you are, if they get an hire someone else, you don’t know who’s actually working on your account a lot of the times. So if they hire someone else and then performance goes down, it’s kind of like those answering services, Dan.

Like if you’re fully reliant on the answering service and you can’t turn off call forwarding where like you. You don’t have control that phone number that people are calling. Like it can get really bad, really, really quick. That’s why I always suggest people when they have answering services is to have a call forwarding, but yeah, being overly reliant on a company is definitely not a good thing.

And I like doing everything in house in terms of like texting, Coke, that kind of stuff. But a hybrid is definitely the way to go if you don’t want to do that.

Dan A.: Yeah, and I get it because it’s a lot of time to manage people and processes and stuff So I get there’s room for it and I do like it. I know they’re working for people as well But you just like Ron said you got to be cautious There are so like I’m saying there’s several pros with this approach to going full You know full outsource in general So if someone if you’re only getting your leads from someone from a league generation service then some of the like you’re you’re not going to spend time trying to Figure out your marketing, pricing mail sending out text.

You’re not going to be training VAs to call. So there are advantages like that. The question is, if you do it in house, One, you probably will do it better if you actually put your time and money to it. It’s rare that you outsource something and they care about it more than your own business, right? So that’s one.

Two, they’re making money off of it. And three, you have no control, but the pros are you don’t need to manage anything, Ron. That’s the biggest one is just management gone and they take over it and just send you the leads.

Ron A.: Before we get back to the episode, hit the subscribe button below. Turn on your notifications.

If you haven’t already, we bring this content to help you guys become better land investors to have an amazing 2025 and land investing other than that. Let’s get back to the episode. Yeah. I mean, yeah, I agree to some extent for sure. But Yeah, losing control is definitely a big one on the con side. But yeah, it’s going to be less time involved but they are not going to care as much about your leads.

It’s going to be hard. Like what I really don’t like about it is the inability to really make adjustments. I think that’s where it gets very, like we can make such quick adjustments on our marketing and it gets, it’s much more. to teach a cold calling or maybe they don’t even have that option where like I want to, this is not a lead.

Stop sending me these leads. Like that’s what I want to be able to do when I’m outsourcing something or when I have someone getting me leads, like redefining what a lead is. I think that’s one of the biggest things. And I was talking to someone, maybe it was last week or something. And he was texting.

He’s like, I can’t do that. Like he’s, I think he was using a services like do it yourself. Texting software. He’s like, I have too many leads coming. None of these leaks leads make sense. And it’s not really, it’s taking him more time than if he was doing it himself. I almost feel like,

Dan A.: yeah. And there’s little things that you want to adjust in business that they just won’t allow because their systems and processes aren’t built for it.

For example, if you go to a wholesale industry and you’re trying to use a. Cold caller for your land business, they’re not going to have the right data for you. You can send them the data, of course, and a lot of companies do that, do accept that. But like for land, you don’t want all these bad leads with bad data.

You want the land portal data and to go and have good road frontage, have no wetlands on or very little wetlands and, and flood zone and the slopes eliminated because you’re using proprietary AI filters to remove that. And when those things come up, you can adjust your businesses quick, right? You can target, for example you can target specific properties based on road frontage for subdivides.

That’s hard to do if you’re outsourcing it to a lead generation company. It’s yeah, you can go to them and say, listen, I’m looking for 500, 000 properties. Here’s my list. Try to get me leads with this, but you need to adjust the script when you do things like this. And there’s so much control There’s so much control factors that you lose from not being able to do that.

So when you want to target different things and try different, it gets very hard. Yeah. It’s easy to go and say, give me 40 to 60, 000 property or whatever you 20 to 50, 000 acquisition properties. Here’s my list. I’m buying all land. But when you get targeted and when you really want to make money and control things, changing up your marketing strategy is extremely important for scale.

And that’s where you get very, very limited with these approaches.

Ron A.: I think one thing, like when you’re, interviewing, like let’s say you do want to outsource your leads, whatever. But when you’re talking to these companies, when you’re like, you got to like, they’re going to sell you the dream. Like that, that’s the biggest thing with these companies.

You really got to dig in as you’re doing this, cause you start throwing, you, you start with them and then they start sending over BS leads, that kind of stuff, like it can get bad really fast, just waste a lot of time, make sure you’re doing when you are vetting companies that you are outsourcing. Like you gotta be very, very strict with it and make sure you believe in them, what they’re doing.

Get. Testimonials, talk to people who have used the service and that’s the best way to like try to not make a big mistake, but there’s still a chance it doesn’t work out for you and your business. So just make sure you’re highly vetting because you are going to lose control. They have control of your marketing and it can get not just expensive, it just can become a really big headache.

Dan A.: Yeah, and I’m going back to the basics, guys, just to remind you like this, we’re not against it, but when you’re talking about the Basics, the fundamentals of what you’re doing here. You’re taking a major pillar of your business and giving it to someone else, giving all control to someone else. A major pillar.

Ron A.: What we do for our businesses, as opposed to like outsourcing everything, it’s all right, let me hire someone for three months to teach me how to do this. And then we kind of do it like, that’s what, that’s what I like. If it’s teach me how to hire, vA team, three people. It’s a cold call, that kind of stuff or how to manage this opposed to like just throwing everything at them and here you do this.

I’m relying on you. I I’m at your mercy. Like that’s what it feels like off of you. Yeah, a hundred percent. That’s why I like, like everything we do every time we pay for a coach or anything like that, it’s like, we are learning how to do something. So we are not relying on someone else. Well,

Dan A.: it’s like ads.

So we outsource ads for some of our businesses too. But I, I was doing ads before outsourcing. I know the ads. So if I need to bring it back, that’s fine. I can look at them every week. I have the same access. I know what they’re doing exactly what moves are making. We have control. And we have, yeah, we, we have control at that point.

And that’s only, and keep in mind ads is only one way we’re getting our leads, right? We still have direct traffic. We still have SEO. We still have all these other things going on. So it’s not the whole pillar. What we’re saying is when you take the whole. marketing pillar, give it to someone else without having other methods.

It gets very shady. I don’t mind doing that for part of it and be like, all right, but I still have this, this, and this strategy going on, or I still have this. I’m still getting leads through this way, but when you’re doing the whole thing is when it’s just from a fundamental business perspective, it gets scary.

I understand the pros, I really do, but just going to the basics, Ron, think about what we’re saying here. You’re giving control to someone else and your business is reliant on that.

Ron A.: I feel like some people do it and it’s probably not a blank. It’s definitely not a blanking statement, but some people would do from the start, like do it from a like.

This is not my fault. If it doesn’t work on this, like, I think some of it is like a mindset thing. Like this isn’t, if this doesn’t work, it’s not on me. It’s on this or that. I, I do think there’s some mindset of just like throwing some and throwing someone, giving someone full responsibility to something like that.

And it like takes responsible responsibility off you from a mindset perspective. I don’t know if there’s anything to that though, Dan.

Dan A.: It’s a good point. Curious on that. Well, people are always looking for external factors. And I think that’s what you’re saying here is they’re looking to blame someone else almost But on top of that, so like I want to talk about making quick pivots because I’m going to talk about some of the pros of keeping in house marketing essentially, and getting your leads in house.

So for example, in our community right now, what’s one of the hardest things to do?

Ron A.: Sending mail yourself.

Dan A.: Sending mail yourself. From your house. And these handwritten letters, right? And all this different stuff, postcards, and having mail flexibility. That’s the ultimate control. Because now you’re not even using a mail house, you are the mail house.

Obviously. There’s lots of work involved in that. There’s lots of time. There’s lots of money spent. There’s lots of sweat hours spent figuring that out, setting up the systems, buying the equipment, setting up the equipment, fixing the equipment, still have cost of goods sold, all this stuff, right? But those adjustments, like when you, when you have it in house and you’re doing little adjustments like that and testing different things out, for example, Nick, Kay, they’re doing this in house stuff.

Nick just sent out a thousand or something post or Valentine’s Day pink envelopes. Handwritten from a machine that he bought so he’s not handwriting himself. The machine has a little pen in it and it’s going And it’s drawing it out with this pen sticking out of it like a printer and nick got four deals from Less than a thousand mailers, like actual acquisitions, I believe.

And correct me if I’m wrong, Nick, but you have been crushing it with that, right? So you look at the pivot and then you get these results because you’re adapting and you’re, you are in control. And it’s just when you, when, when you outsource something to another company, they’re incentivized by clear processes, right?

Because they want to go from you, A, to B, to customer B, to customer C, to customer D, E, Y, X, all these different customers and do it the same. Because that’s how you scale a business, right? You want to be, have a process to do it the same just about on every single customer. But the same doesn’t produce the best results.

The best results is testing and trying new things yourself to stand out from the market. So that’s one of the things I like about it is, is like when you have in house control you can adapt, you can try these things which you cannot do when you don’t have control because they’re going to call the same per, the same phone numbers with the same script across the same board and they’re not going to adapt to you and what you’re looking for and your business strategies and your Subdivide goals and all this stuff.

They want to streamline. That’s the key word here. Streamline. When you’d say in house, you’re not streamlining anything. You’re adapting and you’re changing in your, yes, you’re streamlining your main business, but it’s, it’s streamlined to your business, not the masses.

Ron A.: Yeah, that’s a good point. It’s a. I love what they’re doing with those letters.

Like, I think there’s a ton of I think there’s a ton of value in what they’re doing with those letters. And they have, like you said, ultimate control. I think that’s what it is. Like, you have ultimate control. There is a time money. There’s a lot of other things that go into that that I think a lot of people don’t fully realize.

But overall, like you have ultimate control and you can pivot really fast. Like you can make adjustments on the fly. What color envelope am I going to use this week? What’s going to go, what kind of font am I going to use on my envelope? There’s so many pivots as you can make fast. And that is one of the other huge, huge pros of.

Having marketing in house is the quick pivoting and that’s, that’s how we run businesses, Dan. That’s how we do business. Our employees know how fast we move things and change things because it’s just, it’s quick decisions. It doesn’t have to go through a funnel of people to make a decision or through some other company.

It’s through us and we just make the quick ones and a lot of times it works out, sometimes not, obviously.

Dan A.: Yeah, like we said, guys, pros and cons to both sides. The hybrid approach is usually the best. I would not 100 percent rely on someone else getting your leads if I were you but there is something to that if you are looking to save time and you’re kind of half in, half out and those you know, if you’re really trying to limit what you’re doing and setting up in the business, there’s something to that as well because it does work and like using these lead generation services, if you know how to close a deal, they will get you leads, right?

100%. But we’re, but I’m trying to have you zoom out a little bit from the right now and zoom out into 12, 24, 36 months, because you want to do this for, you know, to get out of your job, to get millions of dollars of cash, to do all whatever your goals are. Right? So we got to zoom out a little and stop looking like right now.

Let’s look at the longevity of it and try to make a sustainable business to produce. Predictable revenue. Essentially, Ron is what it is. You can’t predict revenue based off someone else’s company. I’m bringing you all your acquisitions.

Ron A.: Yeah. A hundred percent. Other than that, guys, hopefully you like that.

If you guys are watching on YouTube, hit the subscribe button below, leave us a comment. We read them all. We’ll respond to them all. If you’re listening on Spotify or Apple, share with a friend. Other than that, thank you so much. We’ll see you guys next time.

Dan A.: Thanks for joining guys.

Ron A.: As always, thank you for

Dan A.: joining.

Please do us a huge favor and like, and subscribe our YouTube channel and share this with a friend. It really means the world to Ron and I, but more importantly, it could help change the life of someone else. Thanks for joining and we’ll see you next episode.

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_background_privacy_mode='false' _background_video_fallback='false' _background_slideshow_gallery='false' _background_slideshow_loop='false' _background_slideshow_slide_duration='false' _background_slideshow_slide_transition='false' _background_slideshow_transition_duration='false' _background_slideshow_background_size='false' _background_slideshow_background_size_tablet='false' _background_slideshow_background_size_mobile='false' _background_slideshow_background_position='false' _background_slideshow_background_position_tablet='false' _background_slideshow_background_position_mobile='false' _background_slideshow_lazyload='false' _background_slideshow_ken_burns='false' _background_slideshow_ken_burns_zoom_direction='false' _background_hover_background='false' _background_hover_color='false' _background_hover_color_stop='false' _background_hover_color_stop_tablet='false' _background_hover_color_stop_mobile='false' _background_hover_color_b='false' _background_hover_color_b_stop='false' _background_hover_color_b_stop_tablet='false' _background_hover_color_b_stop_mobile='false' _background_hover_gradient_type='false' _background_hover_gradient_angle='false' _background_hover_gradient_angle_tablet='false' _background_hover_gradient_angle_mobile='false' _background_hover_gradient_position='false' _background_hover_gradient_position_tablet='false' _background_hover_gradient_position_mobile='false' _background_hover_image='false' _background_hover_image_tablet='false' _background_hover_image_mobile='false' _background_hover_position='false' _background_hover_position_tablet='false' _background_hover_position_mobile='false' _background_hover_xpos='false' _background_hover_xpos_tablet='false' _background_hover_xpos_mobile='false' _background_hover_ypos='false' _background_hover_ypos_tablet='false' _background_hover_ypos_mobile='false' _background_hover_attachment='false' _background_hover_repeat='false' _background_hover_repeat_tablet='false' _background_hover_repeat_mobile='false' _background_hover_size='false' _background_hover_size_tablet='false' _background_hover_size_mobile='false' _background_hover_bg_width='false' _background_hover_bg_width_tablet='false' _background_hover_bg_width_mobile='false' _background_hover_video_link='false' _background_hover_video_start='false' _background_hover_video_end='false' _background_hover_play_once='false' _background_hover_play_on_mobile='false' _background_hover_privacy_mode='false' _background_hover_video_fallback='false' _background_hover_slideshow_gallery='false' _background_hover_slideshow_loop='false' _background_hover_slideshow_slide_duration='false' _background_hover_slideshow_slide_transition='false' _background_hover_slideshow_transition_duration='false' _background_hover_slideshow_background_size='false' _background_hover_slideshow_background_size_tablet='false' _background_hover_slideshow_background_size_mobile='false' _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=9E23DPcSzVs[/embedpress]