Land Investing Online

Today, Ron Apke is going to walk users through how to use the Single Skip Trace button in The Land Portal to find potential properties for sale across the U.S.

The Skip Trace Button provides contact information for the property owners in a given area.

One strategy land flippers are taking advantage of is calling neighboring & landlocked properties to see if the owners are interested in selling. This technique has proven to be very successful for those who have utilized it and we want to pass it along!

Follow the steps below to learn how you can start utilizing this fantastic tool.

If you haven’t already signed up for The Land portal, get your FREE 14 day trial HERE

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Login to The Land Portal

After you’ve logged into The Land Portal, your screen should look like the example below.

Find your Property

Do a search for your piece of land & zoom in until you can see the property outlines.
For the sake of this tutorial, we are using a property in Tuscaloosa County, Alabama. 

A dark outline will appear around the parcel when you hover over it.
When clicked, a white information box will appear on the left hand side of the screen.

Skip Trace Button

In the top right of the white box, you will see a Skip trace button. 

Clicking on this button will result in a box popping up on your screen like the image below.
Feel free to rename the Property Name and then click Place order.

You should now see a white box that says “Single Skip Tracing” on the top. 

Under “Skip Trace Data” you will see the property owner and two phone numbers.

The first phone number is their primary contact number. 
If you don’t reach them with this number, try the second. 

Delving Deeper

Next we are going to dig even deeper into the property data and see if we can get any more information. 

Start by backing out of the Skip Trace window and head over to the property information to the left of the map. You should see a Skip Tracing Information drop down. 

Now that you’ve used the Skip Trace feature on this property, you can now quickly access this information listed in the red circle under Skip Trace Information in the example below.

In this same window, click on CSV next to Full Result. 
You should see it in the information box under the phone numbers. 

Click on this to export the CSV file.

Open the CSV file in Excel or another spreadsheet based software.
After opening the file, you should see the property owners’ information populated
underneath the top row.

For the sake of this tutorial, we have blocked out the information for privacy purposes.

Now that you have access to valuable property owner information, it’s up to you to start the marketing process; send out blind offer letters, cold call or text as many property owners as you’d like! 

Prefer to follow along on Youtube? Watch the video below!

Curious about using The Land Portal?
We offer a 14 day FREE trial so that you can become apart of our user-friendly,
all-encompassing land flipping platform!

Check it out HERE!

Listen to the Latest Podcast

View Transcript here

Dan: Hey, everyone. Welcome back to the real estate investing podcast. Today’s topic. We’re talking about getting more leads for your land investing business. I’m your host, Dan Apke joined again by my brother and business partner, Ron Apke. It’s a huge topic of conversation in the community, just in land in general, in real estate in general, acquisitions drive your business.

So everyone wants the most leads possible. Everyone’s good quality leads. And that’s how you close deals. That’s how you buy into equity. That’s how you make money in this business. Leads is always going to be the number one issue for newer people. I think. It’s always going to be the number one, you know, motivating factor of the quote unquote success of their business at the time, the health of their business.

And it’s just a huge thing to discuss. I’m excited for this one.

Ron: Yeah. And I think so many people, it’s been a hot topic and you’ve talked about it quite a bit with quality of leads needs to be like what you’re tracking opposed to leads where so many people, and you said it yesterday in the podcast or whenever that wasn’t, the podcast is if you want the most leads texts, like send, send a thousand text messages a day, something like that, and you’re going to get a ton of leads, but it’s going to be difficult.

So I think we can go a couple of ways with this episode.

Dan: Yeah. And like you said, Uh, quality of leads, but another, like the main measure point is the, is converted leads. So it’s how many leads are you actually converting into deals? That’s the, I mean, that’s what drives the business. It doesn’t matter if you get a thousand leads versus two leads, but you convert one of them and you convert no of the thousand.

So it’s all about how you’re converting leads. But the good thing is there’s a lot of solutions for different skillset people. I mean, there’s different ways to market and reach out to landowners anywhere from. texting, cold calling and mail. Those are the three primaries right now.

Ron: Yeah, for sure. And they’re going to all get you different volume of leads.

And I think one of the main things newer people have difficulty with or struggle with, and a lot of it’s a mental, I think is the amount or lack there of leads that you get with mailing. And that’s why you need to be so efficient with the way you’re talking to these people and taking advantage. We always talk.

The, the cost of a mail lead depends on what you qualify it as is much more expensive than the cost of a texting lead. But that being said, the conversion of a mail lead is going to be way higher. So that I think is where one of the number one things that newer people struggle with is the lack of leads, quote unquote, leads for mail.

Dan: Yeah. And there’s a, uh, like we can get into so much in this episode. I mean, let’s just talk about, let’s talk about the three options real quick just to open up the, the introduction, I think. So we’re going to talk about texting. We’re going to talk about cold calling and we’re going to talk about mail.

And let’s just talk about the differences of leads that you get and then also just the background of the methods.

Ron: For sure. So let’s just start with mail because that’s what we do the most of, I think. The way we do it is sending blind offers. So we’re offering someone over a piece of mail, like we want to buy your five acres for 000, whatever the number is, it doesn’t matter.

And what that does in terms of leads in terms of sellers is filters out a ton of people who, whatever, they’re offended by our letter. They’re mad at our letter. They have no interest in selling. It filters out such a wide, Variety of people. Sometimes people say like, does it filter out too many people? Am I too low on my offer price?

That’s why that offer price is so important. But that is the thing with mail is it filters out nine, like 99 percent of people, honestly, like you get a 1 percent response rate.

Dan: Exactly. And mail mail is all about the efficiency of it. It’s not about the quantity of leads or anything like that. It can be very frustrating and you can feel very slow.

Because you’re not getting a lot of leads, but it is, and it still is the, the King in my mind, in terms of just the efficiency aspect of it. And now it depends too. Cause mail is also the best for bad salespeople. So I obviously don’t encourage you to avoid sales in general and acquisitions getting on the phones and being aggressive, but mail is the best for that.

Cause there’d be less of that. You’ll get more deals with less phone time, less conversations, everything like that. We had Justin on yesterday. He had a really cool thing where he just cold calls people for, you know, mental training to get his rhythm down, to feel more confident on the phones, that type of stuff.

And I always recommend attack your set. Don’t avoid the problem. Go after him first, become a, go from a D minus salesperson to a B and that’s very possible. So I wouldn’t choose one of these based on that, but male is always going to be the most, um, the slowest in terms of your actual quote unquote leads, depending on what you define them as, but it will be some of the highest in terms of.

What really matters, which is converted leads.

Ron: And we’ve talked about it before, and I think we still believe it. Like mail is probably the more risky route. Like mail is a bigger learning curve because you need to take advantage of all the leads you get. And that’s the important thing. And that’s why mail is so efficient.

Mail is so efficient because how few leads you get and how qualified the leads are. But it also can be like, if you mess up or you don’t, you’re not, you’re not answering the phone for these leads. Like you’re, you’re going to struggle to close. You’re going to hurt your close rate because you might close 20, 30, 40 percent of your qualified leads from mail where with texting, it might be 1%, 2%.

Dan: Exactly. And also, We’re on the conversation yesterday, moving from mail to cold calling. We’re on a call with Josh yesterday, and he was talking about how he’s using that one click skip trace button on the land portal on the software, the land portal that replaced data tree. And Josh is having tremendous success with that.

Just calling neighbors around his property. Then we showed him about, you know, calling landlocked properties behind his, cause he has the road frontage property, calling landlocked ones behind and getting that for cheap because they’re landlocked. And we went into all that. That’s a type of cold calling.

That’s, that’s more so with cold calling, there’s just the wide cold calling in terms of just shotgunning a whole area. And then there’s precision cold calling when you have a property or an area and you want more around that specific one and you’re calling your neighbors, you’re calling the landlocked ones behind you.

I love option number two option. Number one’s great too, but let’s bring this back to leads because Option option two is very high precision. So I think, yeah, it’s a sniper. And I think you can definitely wrap up some deals. Like you call 20, 30 people and do that.

Ron: Hundred percent, you know, an area well enough and you start picking up the phone, like,

Dan: or neighboring properties.

Ron: Like you need to be creative with this stuff. Like it’s not a black and white lawyer. Like you can do that. And some people are like, and Josh is one. He’s like, I just want to send mail. I don’t want to text. And then he is very, very precise with the way he cold calls. And he understood when he cold calls someone either.

They’re landlocked and he’s cold calling because he has the property with access. So that’s easier to get, or he is cold calling because he knows the area so well and he knows what he can sell it for. Yeah, exactly. So he’s very sniper approach and just having those conversations. I think it can add, I don’t know, some people, it will add a million dollars a year to their profit without a doubt.

Dan: Yeah. And that’s a good way to get leads. Like really like you were talking about leads here. That’s a really, really good way to get leads. Like cold call the properties behind you that don’t have access. You have the road frontage. There you go. There’s more leads. So simple cold call your neighbor properties that are vacant, simple.

Um, the landlocked ones are going to have a higher conversion because it’s landlocked property and landlocked properties are more likely to sell in general. But let’s talk about. General cold calling. So forget about the neighbors, landlocked properties, all that stuff. General cold calling for getting more leads is great.

Getting more leads when you’re cold calling are much easier to quantify and decide if you’re the one actually cold calling. I’m not even saying a service. There are services that do that, but if you’re the one actually cold calling and you’re a good cold caller, you will be able to qualify the leads eventually very, very well.

And it will be, it’s somewhere in between male and Texting, I think, because you’re on the phone with them. You can ask them the specific questions. You can gauge their interest. You can see if they’re ready to move forward. You can have, you know, start to finish conversation with them.

Ron: Yeah, you, you can really build that relationship.

And that’s kind of going forward to what we talked about with, uh, uh, Justin yesterday and like the relationship aspect of you have, are you, if you’re the first point of contact, like it might be rough at first in terms of like, they might be pissed, they’re getting cold, cold, whatever it is, but like, if you can mediate the situation and just get to the point and just build that relationship, there’s so much value in it.

And there’s so many deals out there that people are getting mail. People are getting texts. Like it’s happening for sure. But there are like, there are little tweaks in your business that can scale you up. So, so fast.

Dan: Yeah. And cold calling is one that yes, you’ll get a lot of quote unquote leads at first, but if you don’t know what you’re doing, the leads are not going to be qualified.

It’s going to be just like texting as well, but you want more leads. Dylan last night on the call again said he bought one deal from a cold calling service and has another in the works that he’s buying or it’s entitled, I think something. So cold calling has been around for so long. It’s not like it just doesn’t work for certain industries.

Like cold calling is always going to work to an extent, but then it goes from a cold call to a warm call, essentially. So you call it your, your, if you’re using someone else, they qualify them. And then it’s kind of warm. You already had a touch point with them. So someone else is doing that cold calling, getting the interest and then sending to you, and then it’s more of a warm call and you’re not, Filtering through thousands of them.

I need to see what, uh, how many leads they’re getting a day, but I think it’s somewhere between like Yeah. Two to five. Yeah. Something like that. Leads a day.

Ron: He said he’s saying busy. He said he’s filling up his leads. It just,

Dan: Yeah, you take a few days off. You got 20, 20 calls.

Ron: Yeah, for sure. And like, it’s especially bigger deals.

Like it, there’s so many different strategies that go in based on what your goal is. Like if your goal is to buy for 20, 000, sell for 40, 000, mail is probably the best thing. If you’re trying to do project based things, maybe it’s more sniper approach, but the combination of mail and cold calling and texting, honestly, and it just varies what you’re doing.

Like what we know so well is mail, how it works, the numbers behind it at scale. Like, it’s not like we get a deal every 22, 2, 500 mailers or so. It’s not like you’re going to send 2, 200 mailers. You’re guaranteed a deal. Like you might not get the, Oh, your first 6, 000 mailers. And I think that’s the tough reality.

That’s some people have to spend a hundred percent. It’s very expensive.

Dan: But it’s hard to deal on your neck and 30 grand profit.

Ron: A hundred percent. And Justin, who we had on yesterday, like he, he. Was breaking even barely his first six months with one deal. And then he’s also averaging 38, 000 a profit. Yeah.

So now, now he’s made 280, 000 in the last four months, a hundred percent. And it’s so easy to quit sometimes, I think, but you just need to look internally. I think we need to talk about that.

Dan: Leads will be why you quit

Ron: a hundred percent lack of lack of leads, lack of leads, lack of deals,

Dan: and maybe that’s something we should address more.

Cause we know how mail works. Like we just know you’re going to get deals from mail. You’re going to be a very profitable business from it. Eventually. It’s hard at first to overcome the mail costs and everything like that. But these services, I mean, aren’t cheap either. If you, if you want to pick up the phone and dial yourself, go for it.

That’s very difficult to do.

Ron: I’m interviewing Deshaun later today. So that’ll be on sometime coming up. Deshaun who cold called his way to sending mail now.

Dan: Yeah, exactly. So we got, if you want to cold call, get your first deal. You can definitely do it. Or you can hire a cold calling service, which is. You know, 2, 500 bucks a month.

So 2, 500 bucks a month, you know, 3, 500 mailers, 4, 000 mailers, which would guarantee, which will not guarantee you a deal, but it will get you deal eventually. And you’ll be breaking even off a lot less leads, but that’s, that’s the reality of it. So cold calling your 2, 500 bucks a month. If you want to outsource it, um, if you’re doing it yourself, obviously it’s pretty much free texting.

We haven’t gotten to texting yet. So, so far we’ve done, did we start with mail? \

Ron: Talked about mail. Talked about cold calling. Yeah. Texting something that. Like, it’s just a high, high volume of quote unquote leads. And the hardest thing with texting is defining leads because it is over, obviously a text message.

Everyone knows what a text message is. And these people are sarcastic there. Uh, they lead you on, they do so many different things and it’s really, really hard. Even for a VA, you need your systems in place. If you can qualify leads correctly over text, it can be very efficient if you’re not the one doing it all.

But if you’re the one responding to these over a thousand text messages, you might get 150 responses, like 20 percent 200 responses. 20 percent is not unheard of with just responses. How many of those are leads? Probably very, very few. Then you got to figure out out of those 200 responses, what are leads?

And that is the hardest thing.

Dan: Yeah, exactly. And I would say like. Texting is definitely operationally the hardest in my mind, because you have to do, you’re doing the qualifying. Cold calling services will do the qualifying for you, which we didn’t touch on services like good versus bad services. Don’t expect every service to be the same service.

There’s going to be very bad services and very good services. So do your due diligence on cold calling services if you do use one. They’re not all equal like anything. So I just want to throw that out there. Texting is all on you though. Your texting is not working. It’s on you. Um, just because you’re, you’re sending, you’re selecting your county, you’re sending the text, you’re qualifying your text, and then you’re following up with them.

Nothing is on someone else. Cold calling, at least the service gives you the lead. So you’re not doing as much. That being said, operationally, it’s just a lot on your business, especially at first. Um, it’s something like you want more leads. It’s great. It’s just tough.

Ron: Yeah. And a lot of people who maybe had a little bit of struggle with mail, like that’s what they look to.

And then they come back to mail because they’re like, this is just too much. I can’t like, it’s a lot. If you put time, effort, Money operations into it. It can be, it can be a moneymaker. And some people, Matt’s done some big deals with texting. A lot of people have done big deals with texting, but you don’t realize how much work is behind getting those.

Dan: Yeah. And texting, uh, we implemented and I thought of this idea when we were creating the courses, the follow up strategy and the follow up strategy to mail. So you’re following up based on your mail is highly, highly effective. I still really, really believe in that you sent a mail, boom, two weeks later, three weeks later, whatever it is.

They get a text saying, Hey, did you see my piece of mail? I’m interested in buying your property, whatever that, that verbiage is that you come up with, but it’s just a little, another poke on the same exact person. And the more you poke the same person multiple times, the more they’re going to think of you when they’re ready to sell.

And it’s just, you know, that’s, that’s the land flipping business acquisition and sales wise is no different than any other business. Like it’s going to, you got to touch people multiple times. If you want it highly efficient at this, like we’re talking about leads, you want to get leads. Not everyone’s going to see a piece of paper their first time and want to sell that.

You want to keep getting them, catering them, sending them texts, cold calling, this different stuff. And that’s especially necessary in saturated markets. I’m not saying you can still send just mail. Justin yesterday made 280, 000 off only sending mail. He said he’s starting the text. I think. Did he say that?

Ron: I think maybe selective cold calling. I don’t remember. Honestly, I should remember because we just did it yesterday. But yeah, I mean, all of his deals so far have been for male, but he is very relationship specific. He’s doing things a little differently, but it’s all blind offers. It’s all that stuff. And-

Dan: So you don’t need it as well.

Ron: Yeah, he he was looking for different strategies after four or five months and then it started to click. That’s what happens. Like it clicks at some point. Yeah. And then, like we talked about yesterday with him, like he’s not worried really about mail cost. He’s just like, how does he scale? Not worried about competition either.

Yeah. He just wants to convert leads. Like that is his KPI that he looks at is how many leads are, is out of the 10 leads he gets, how many is he converting in the deals? And that is Justin’s number. He doesn’t care about really anything else on top of that.

Dan: Yeah. And the difference between just going back real quick, the difference between a mailing lead, a blind offer lead, as they see the number.

They have the price and they’re calling you based on that. So if we just define a lead as someone who’s interested in defining or in selling their land, if that’s the definition, then you’re going to get people who want market value. So all of a sudden out of your 10, 000, you know, let’s just say 1000 out of sudden out of your 1000 list, you have, you know, 50 people that want to sell their land.

You know, but they don’t know the price. Yeah. So that’s how texting and a lot of cold calling leads.

Ron: Where would you define a lead as like, in my opinion, I was just thinking about that as you’re talking, like with us teaching double closing now, it’s like anyone who wants to sell at 70 percent of market value or less.

It’s kind of what I’m thinking.

Dan: Yeah. And it depends the business model, but for what we teach, like. For what we teach a lead is someone who wants to sell, who is highly motivated to sell their land and has good land really.

Ron: Yeah.

Dan: And by highly motivated, they need to, you can double close with that questionable land.

You can, yes. But someone, but it needs to still be decent obviously, but someone who is highly motivated to sell. Is the biggest thing because if they’re highly motivated to sell a lot of times there, you can get that price. So it’s all about their actual motivation. And then the good land comes in kind of second, you can do different things, but I mean, at least half decent, you know, we’re not selling F land or D land.

Ron: Sometimes people will jerk you around and feel like they’re not motivated, but they actually are internally. And they’ll kind of say like, I don’t need to sell this. So it is hard to define for sure, but within your business, Especially if you’re doing texting, you need to define what a lead is. It’s not someone calling and cussing you out necessarily.

Like, it’s not like you can’t ever close those people. Maybe you price that 10 percent of market value and you can go up to 60. I don’t know. Um, but you need to define in your business what a lead is. For sure.

Dan: You have to define in your business what a lead is. And you got to get to the point and give them, you know, make sure they’re motivated to sell under market value as, as quick as possible.

Um, there, there are people who would jerk you around. That’s what texting for a long time. You’re doing due diligence, you give them an offer and then they’re like, Oh, you’re out of your mind. And you just do that 50 to a hundred times. So you’ll have to come up with your own process on what you define a lead and how you get to that point of, of deciding if they’re a leader or not.

Ron: Yeah, for sure. And I think closing

this out, Dan, shoot, I just had a thought. Um, you need to define a lead also for your different marketing strategies. Like a lead needs to be a little bit more. Defined for male versus all this other stuff, but at the same time also. So you need, when you’re evaluating, like what’s going on in your business, if you are, you cannot like, you cannot miss leads for mail, especially like you need mail.

That’s how I see. And I, we’ve dove into so many people’s businesses from like their day to day, what they’re doing, how they’re responding to people, how fast they’re responding to people. If they’re responding to people who don’t leave voicemails and there’s so many different things like, okay, we’re missing leads here.

There’s no doubt about it. How many of those were deals? And like, that’s digging up that part of people’s businesses. It’s so apparent to why there is kind of a gap in where they are from where they want to be.

Dan: Exactly. And if you’re not good at sales or I’m going to just call it sales because we’re acquiring a property.

We’re talking to sellers. We’re trying to buy it. It’s sales. If you’re not good at sales, work on it, you know, work on it over and over again, get a sales mentor. It is the biggest pillar. If you just take disposition sales, you know, due to the title and everything. If you take everything in this business and all the pillars.

It’s the most important. It will get you deals that other people can’t get. It will get you deals that other people would not have got. You know, you send out 2, 000 worth of mail, 1, 500 worth of mail just takes one deal. If you can just get one deal out of those, that maybe wouldn’t have happened or one deal every 10, 000 mailers that maybe wouldn’t have happened.

You set yourself apart because one deal in this business is 25 a profit.

Ron: For sure. Well, guys, thank you so much for listening. If you guys have not already, if you’re listening on YouTube, if you’re watching on YouTube, hit the subscribe button below. If you’re listening on Apple or Spotify, share this with a friend, leave us a review, anything like that.

It really helps. Other than that, thank you so much. We’ll see you next time. Thank you guys.

Dan: As always, thank you for 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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