Welcome. This is the Real Estate Investing Mastery Podcast.

All right. welcome everybody.

Joe McCall here.

There's some things I want to talk about because I'm seeing some people, not a lot,

but some people really struggle in this land investment game.

These mistakes I'm going to be talking about for you today are the things that you need to be focusing on.

You got to understand something here.

We are not in the real estate investing business. We're not in the land investing business. We're not in the wholesaling business. What are business are we in? We're in the marketing business. So mistake number one, stopping your marketing too early. How many of you, let me ask you, have sent some mail in the past, but you stopped? Or you made a few calls and you thought, man, this just

doesn't work. I want you guys to start thinking of marketing as an investment instead of an expense.

That makes sense? So I told you before, I did 58 deals in a 12-month period. 93% of those deals

came from follow-up. Came from three to four months of marketing. It came after seven to eight

touches. We just got a call a week ago in one of our markets that we're in from a seller that kept our letter for three years, three years. And then she called us and said, hey, I decide I want to sell my property now. Are you still interested? Do you think that maybe because we're still in the game that we got that call, it came in.

If we would have quit, it would have been a deal that we lost or she would have never been able to get us. Consistency is the most important key in this business. You've got to be consistently doing the market. Okay? You've got to keep the momentum going. If you're just dabbling, you're like, I'm just going to try this for a month and see if it works. And if it doesn't, I'm going to quit and do something else.

Don't even start.

You've got to be committed to do this for at least three to six months of continuous marketing without stopping consistently. Not a 30-day test. This consistency will compound over time. Pro is when it gets difficult. Professionals will double down and do more marketing. Amateurs will quit. Mistake number two, being inconsistent with your marketing. You send mail one month and then you stop the next month. And then you do it the next month after that. You send it and then you stop. You make calls for a week and then you stop making any calls. You're on again, you're off again. It eliminates all of your momentum. Kind of related to what I was talking about before, being consistent without slowing down without stopping. You need to do what I call setting it and forgetting it. And sometimes like it's too much. You want to do all of this stuff, all this marketing every day, but you're too busy. Life gets in the way and you just can't do it all yourself. You need to automate your marketing cadence with virtual assistance or done for you services or something like that. And I like to call this marketing done for you in spite of you. It can be a software. It can be a mailhouse. It could be, you know, you're hiring VAs to do cold calling for you or whatever, but it's something that consistently is getting done all the time. And automation can solve this. That was mistake number

two, kind of related to number one. The other big mistake that I see, giving up too early after a no from a seller or after rejection. This is huge. You do the market. Okay, John, I'm doing the market. I'm getting the leads. It's all coming in. But like, I've talked to 20 sellers and they've all said no. I've made 20 offers and they've all said no.

You cannot give up too early after a no.

No means not yet. You need to make sure you're following up consistently with these sellers. I can't tell you how many times I've sent an offer three times to the sellers or more. And they finally call me back and say, yeah, I got your offer. I said, oh great, you know, did you get the other offers and sent? No, this is the first time I've gotten your offer. Well, I don't know what happened.

They, yeah, I got your offer. I said, oh, great. You know, did you get the other offers and sent? No, this is the first time I've gotten your offer. Well, I don't know what happened. They might have gotten it before. Maybe they threw it away, but they got that fourth offer that I sent to the third offer that I sent. They're finally ready. They're like, yep, okay, I'm ready to sell now. Maybe they just were busy. Maybe they were traveling, something happened, and they lost your letter or your offer, and now they're finally

ready. I'm ready to sell now. Maybe they just were busy. Maybe they were traveling. Something happened and they

lost your letter or your offer and now they're finally ready. They tried listing it with an agent,

hasn't sold yet. They took somebody else's offer who canceled on them or backed out and they're like,

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