Cold Calling For Land Flipping: When To Outsource And How

do you really know what you're getting yourself into?

I just happened to do one land deal and the light bulb went off that like, this is so much easier.

I think people really need to understand if you're just getting started, you have 30 to 50 people that you could talk to for the month.

You doing the cold calling actually yourself, like I wouldn't put that on my worst enemy. I was like, I can do this better. I can set up how I want it.

Scott, for example, really, really blew up his business using your services.

Within 30 days he had like $60K or $70K worth of profit.

What's going on everybody? Welcome to today's episode. I'm very excited here to have Kevin Kuhn, the owner of Land Talk Pros, today talking about his cold calling services. And Kevin, man, I've known you for 3 years now, I think, is when we started talking and just evaluating deals and working together on stuff. But I'd love for you to start things off just telling people about your background and how you got started within land flipping.

Yeah, definitely. So how I got started, I actually started out doing houses for an investor. He was actually down in Houston. I'm actually in the Tennessee area. So I literally started off cold calling people just like, hey, how do I talk to people? Hello? And then obviously over the 5 years working with him, like, I basically ran his entire company for him. So I did houses and Yeah, it was very— it's a grind, like very competitive compared to land. It was crazy. I think we did like over 100 deals. But yeah, I just happened to do one land deal and the light bulb went off that like, this is so much easier and there's so much less competition. I don't have to like have someone go out and walk in this house and figure out repair costs and ARV and all this kind of crazy stuff. So yeah, started my land business almost or over 3 years ago, a little bit after I think you started your land business. And so yeah, started my land business, got into following a program, kind of doing mailers, those kind of things. And with when I did the houses, we had done texting and cold calling. So we had like cold callers. I was training them. Wow. And then texting, we had like, oh gosh, I think we had like 5, 6 texters. Like we were texting thousands of people a day. So I, when I got into land, I was like, okay, mail is what everyone's telling me to do. So I was doing mail and then my wife's like, she's like, hey, are you working? Like, dude, this is a real thing. After I said no, she's like, I'm sure. People know, or once you get Anthony's course, with mailing, it's definitely a great thing to do. But there is like that window of like 2 to 3 weeks where it's going out. And so that's why my wife was like, hey, like, this is real. Like, you're actually doing— you're not just sitting at home all day. Well, but anyway, right, that kind of going forward. So the first year I did just mail, and then I was like, that isn't really how I'm set up. Like, I'm more of someone likes to talk to people on the phone.

Yeah.

Leads coming in every day. Like, I like being active. Like, I can't just sit on the couch and be like, okay, let's hope someone calls in today. So that being said, I reached out to some of the cold calling texting platforms out there to just outsource it. So, you know what I mean? Like, I was like, hey, I don't really want to get into that again. So I talked to them. And just kind of noticed it wasn't how I liked it. It was like these long terms of like, hey, let's do it for 6 months or 12 months.

Yeah.

And it actually becomes affordable that you can like pay for this, especially like, you know, when you're getting started, like money's tight, you have to like make sure you're moving the correct way. So yeah, then I was just like, hey, I'll just do this for myself. I'll train a cold caller, do that. And then do a texture as well. So I did that for myself and then a couple friends in the group, they're like, hey, I hear you're doing this for yourself. Cause like I texted them and they're like, hey, can we jump in? And then it just kind of snowballed. Now it's just what, what we're at now where we're doing for, I think around 25, 30 people. Wow. Continue, continues to grow.

So yeah, that's awesome. So you had originally started with, um, focusing on houses and you were cold calling yourself though?

Yeah, for the first, he made me for the first week to do cold calling just to like see what it's like.

Yeah.

And it's definitely, it does give you compassion for now my cold callers because I know what it's like and for training them, I know how to train them better because like I've done that cold calling. So I know it's getting 100 nos and then someone's like, yeah, I'm actually interested in selling. And then so I think it was definitely good because a lot of people don't ever do it and they don't know how difficult it is. And doing cold calling yourself is, I would say, one of the worst jobs on the planet.

Well, dude, I can definitely relate. I have over 5 years of B2B tech sales experience and I was an SDR/BDR. And for people who don't know, that's sales development representative or business development representative. And I would have a list of accounting managers, CFOs within accounting departments, controllers, and I would just have an autodialer and just rip calls all day, every day, like hundreds of calls a day, then automated emails and texts. And yeah, for people who don't understand, it is an absolute grind, which is why a lot of people don't recommend cold calling themselves starting off. Like I tell people, if you're going to do cold calling, don't like outsource it first unless you have a background with cold calling because it just beats you up mentally if you don't have experience with it. Like it's, it's low capital, but man, time intensive and you could get eaten alive if you're not able to build credibility within those first few seconds. And just handle hundreds of nos, like you said, and hopefully get a yes at the end of the day. For sure.

Yeah, definitely. And even, even like, so you doing the cold calling extra yourself, like, I wouldn't put that on my worst enemy. So like, yeah, if you're really tight on a budget and you have no money at all, like, yes, of course, like, try to get some leads that way. But even like, hey, I'm going to get a VA myself and I'm going to train them I'm going to coach them, I'm going to manage them. That is a grind in itself. Like, getting in the cold calling business itself isn't one I would even suggest for people as well because there's just so much and you have to make sure they're calling all the time, make sure like they're having conversations, we're reviewing their calls, etc., etc., etc. Anyways.

Yeah, that, that's a good point because I was on a list of questions I actually had for you in terms of What are problems that you think you see with people who try to build out cold callers themselves and then they go to someone like yourself that already has stuff like that built in? And what are some common problems that you see?

Yeah, I think one is just the turnover because the job itself is very difficult and it's very demanding and you have to have the right person that like, hey, I'm going to get said no to probably 100 times today. And when they say yes, I've got to be on the ball to like answer, ask the right questions. And obviously we have a script and all that stuff to follow, but you've got to still build rapport with them and get that information. So the turnover is a big thing. Training them is really important, like having weekly calls with them, like, yeah, sitting in on their calls and be like, hey, you could have said it like this or this or things like that. So, and then just, just managing, you know what I mean? Like it's a whole nother business. Like you got into doing land, so you had the land business. Now you're doing cold calling. It's a whole new business. So like, it's just more stress on you, I would say.

Yeah, it's always interesting too when I'm speaking to clients, when I'm working with them one-on-one and they're like, Anthony, I only want to work on this like an hour a day, but they try to build out their own cold calling team or text messengers as well. And I'm like, do you really know what you're getting yourself into? Because like you just said, you have to do scripts and those scripts are always going to be getting refined. You have to deal with turnover, so you have to have a playbook and SOPs. You have to be auditing calls, you have to make sure that their data entry is on point as well too. Like there's so, there's so many things that, that go into play with that. And so I think it just makes complete sense to outsource to a marketing agency like yourself. And that's why people who I work with one-on-one, especially people just getting started, like, look, you don't have any of that in place. And if you want to build your own team at some point, you know, that's fine. You could do that. But starting off, it just makes absolute sense working with a marketing agency like yourself. And if you are planning to work on it just a couple hours a day, good luck building that yourself. You're, you're going to want to work with an agency that can handle that for you. But, um, one thing I wanted to ask you is, so this sounded like this all happened organically because you were shopping around and you couldn't find something that you like.

I didn't— this whole Land Talk Pros business was not a plan. Like, I wasn't planning on doing this. I was just doing land investing but like when I talked to, pretty much I talked to the owners, I think of all these companies.

Yeah.

And I was just like, I hate how they have it set up. And like, I was like, I can do this better. I can set up how I want it, which probably in turn is how your, your members want it as well. Yeah. So that's why I do it. Um, literally, so just like full transparency, like we do either month-to-month agreements. So like you're just paying monthly. Or a 3-month agreement. 3 months is the max we go, which is kind of insane because most, most of those companies— and I'm sure, I think you've had some with some of those companies out there where—

yeah, I've been locked into a 6-month contract.

6-month contract, like, that's a long time to like, hopefully these guys are doing what they say.

Yeah, right. So what if, what if someone like, let's say I approach you, I'm like, Kevin, like, I'm already all in. What if I want to do 6 months to a year with you? Is that something that I still lock in, or is it just like, hey, I only do month to month or 3-month contracts?

Yeah, honestly, I haven't. I've done like, we've got had people that say, hey, I just want to pay for the full 3 months, and then I'll definitely give them a discount. But to another like transparency thing, and like I like to be totally transparent with everything I do, like I don't make a lot of money like in this business. Like it's probably not a great thing to say, like I literally charge couple hundred extra bucks so that it makes sense for me. I just like helping people out. And that's another part of Land Talk Pros that these other cold calling or texting businesses don't do. They're not in land businesses. They're not doing deals every month like I am. So not only obviously you have Anthony's community and getting ahold of Anthony, but like, if you can't get ahold of Anthony, you can reach out to me. Like I've helped out tons of people just like how many Anthony, like we're kind of on the same page. And like, I just like seeing people being successful. And I hate people that are like, just take your money and then you never hear from them again. So, um, for people obviously that Anthony has sent me in the past or other people, like, they're gonna not only get the leads, but it's not gonna be like, hey, good luck with that lead, we'll see how that turns out. It's gonna be like, hey Kevin, I got this lead, I'm kind of new, um, so-and-so, whatever it might be. Like, I've done— and it drives my wife insane, but like, That's why my businesses are successful because I help people out. And to be honest, I really don't shut off my phone much. I'm trying to do a 2-hour window of my 24 hours a day, which is still kind of insane. And that's a whole nother bag of issues. But anyways, I will help you like, hey, if we need to comp this or how to pitch this, double closing, whether it be a buy or flip. And Anthony talks about all this, obviously, in this program. But anyways, I'm here to help you. So not only is it like turnkey where they pull the data, skip trace it, aka get the phone numbers, hand it off to us. We literally have everything set up in the background. And also we have a CRM system through monday.com that we pay for as well. So when you're getting started, like you're trying to budget, you're not trying to spend a lot of money. So it's nice to have like, obviously it's not super robust, but it's nice to at least have it all in one spot. It's not, in some Excel spreadsheet or some notes on your computer of like, hey, I've got John Smith and I've got 10 other people on this deal that I got to call back to. So that's a cool thing that we do as well.

So yeah, absolutely. And if I didn't know you, I probably wouldn't recommend your service because I'm like, this is so reasonably priced. This almost doesn't seem— this doesn't seem legit. But I've known you forever. We go back and forth on deals all the time and comping stuff out together. And I would love for you to speak about people who have seen results, because there's a handful of clients like Scott, for example, really, really blew up his business using your services. I know a few others that have used your service as well, Chris and a few others. But talk, talk about some of the results people have gotten using your services.

Yeah. So like, I'll start with like Chris. So he was— he's a PE teacher, so he's obviously working, going to school, and then he does like football and that kind of stuff.

Yep.

Now he actually does coaching as well. So like, it's kind of funny, like he actually sends me people now from his coaching. And I actually taught Chris everything he knows. They laugh, which is totally fine because Chris is an awesome guy. But he did, I think, I want to say last year as a PE teacher, like I think he made like $200K in profit or more than that. Wow. No, he's not even doing that much marketing himself. Obviously he's doing, I think, like coaching and some other stuff on the side now too. So, um, so we've got Chris and then, um, Scott that we talked about. Like, literally, I think within 30 days he had like $60K or $70K worth of profit in deals already. So, um, it's definitely there. I will say, um, And it's not for everyone. I will say that. You do have to be able to follow up with people. If you're one of those people like, hey, I get a lead and I'm not going to call them back for 2 days or 3 days, and I get a voicemail, I'm never going to call them again. This isn't for you. Which, so you have to do— this is a business. This isn't a get rich scheme. Land investing, it's still a business. It's very profitable, obviously, as me and Anthony say for that, but you have to call up with these people, you have to follow up with them. So the people that I see that are successful, you don't have to be amazing over the phone. Like, you can be an introvert. Like, a lot of the people we sell to are mostly older people in general, so they've owned land for 20, 30 years, and they love talking on the phone. So talking isn't a hard thing. So like, it's not like I've got to pitch them or like you're going to talk about their grandkids, you're going to talk about whatever they want to talk about, which is totally fine. So really, when you're calling out to most of these people, I'd say 90, 95% of them, they want to talk on the phone anyways. So like, that's half the battle. So, um, and then I would just say, yeah, so Scott, Chris, obviously I've got other people, um, like Ryan. He wasn't with your community, but he was a guy that literally watched no modules, was in no education, I kind of literally just took him under my wing and I'm like, "Okay, here's how you're going to double close every single deal." And that's the thing. I didn't buy anything. I think he had 7 deals in 2 months. Whoa. Yeah. So just from cold calling through me. So just cold calling alone. So yeah. Wow.

So where do you think people— you touched on this a little bit. Where do you think people mess up the most when it comes to leveraging your services? It sounds like, you know, lack of follow-up or what exactly are kind of common trends you see people fail if they leverage your services? Like, what are some things that are just not doing right?

Yeah, honestly, it's just honestly like maybe having like we have monday.com, so that's totally free for you. But having like, I know Anthony has a CRM. Having a good CRM is really, really important, especially with texting and cold calling. Mail, not as much because you don't have so many leads coming in. But on a daily basis, you're going to be having leads coming in. So yeah, you've got to have a system in place of, hey, if this person doesn't answer, how do I follow back up with them? What's that look like? And, um, in Anthony's education, he goes in depth with that. And obviously I can help out with that kind of stuff as well. But the follow-up is the important thing. And what we call the in-house is Savage follow-up. So you have to be savage. Like, people that are savage are the people that get the most deals. They're the hustlers. They're persistent. I've had ladies, gentlemen, whoever I've talked to that I'll call every single month. And when in 8 months, I've got a lady in South Carolina, I think it's been going on 6 or 7 months. She's like, I get 20 letters in the mail every single month, Kevin. But literally, I think she called me a couple of months ago and she's like, I— the first person I thought of was you because you called me a month and I have rapport with her, that kind of thing. So that's what's important. Like with cold calling and texting, like maybe you don't get the deal right now, but if you put yourself in the right spot where you're following up with these people, it just builds into this snowball. Yeah. Of like, hey, in 3 months I'm getting deals from 2 months ago that were leads coming. So yeah, just the follow-up is the big thing. And then obviously just following up, I think, is honestly the biggest thing to cold calling or texting.

Yeah, I completely agree. And I would love for you to kind of unpack that a little bit because when people hear like, oh, it's in the follow-up, like, oh, I called him yesterday and then that's it though. Like they call them once and that's done. Help, help people understand what you mean by following up effectively or being a savage with follow-ups, as you mentioned.

Yeah, yeah. So every seller— like, not every seller is going to be like, hey, let me sign something right today for you, I'm going to sell it at 50 cents on the dollar, or whatever it might be. Yeah. So things come up where they're like, hey, I'm definitely interested in selling, but maybe not right at this moment. Okay, so then you've got to put up a a follow-up in our system that says, hey, if they say call back in 2 months, that means I'm calling back in a month. So I create my path. I don't go on what they say. Hey, call back in 2 weeks. I'm probably going to call back in a week, to be honest. So I want to be ahead of everyone else out there. And most land investors compared to house people are crazy. Their follow-ups are nuts. Land people are very lazy. I'm just going to be honest with you. It's like probably 100 land investors I've worked with. I mean, probably 70 to 80. Obviously, Anthony probably can attest to this too. Like, we get it kind of easy because land's a lot easier than like, yeah, it's like, hey, we got a deal now, let's send out a signed agreement and they're going to sign it. Like, so we get kind of lackadaisical, if you will. So following up is just like, hey, they might not be ready right now. So you've got to set up, hey, I'm going to call them, whatever CRM you're using, Anthony's, just even in monday.com, or even if you're using Excel spreadsheets, like you've got to have something saying, hey, on this day, I've got to reach back out to that person or send them a text or whatever it might be. So, um, yeah, I don't know if that answered the question or not, but yeah, yeah, that, that for sure answers the question.

And I do appreciate that. So what are some things like with the script itself? Like what can people expect when they get a lead? Is there specific information that you guys are collecting? Like how— like, let's say I receive a lead from you guys. How should I be— how do I navigate that? And I think a lot of people struggle with that as well, too. Like what, what is some key information that you guys gather?

Yeah, so we obviously gather the owner's name. So first and last name, phone number, best time to call them back. And honestly, that's even for my own land business. Like, obviously I have cold callers. We just call them back as soon as possible. Like, they may say, hey, call me back tomorrow. I'm still probably gonna call them back later because, like, just know, like, a lead— every lead is worth money. So, like, I want to be on top of them. But yeah, so phone number, name, parcel number, acreage, um, time they'd like to be called back, and then obviously all the notes. And within all the notes is basically Hey, why are they looking interested in selling? So what kind of motivation? What are they? I want to sell because I've got medical bills. I want to get rid of it really quick. Or, hey, this happened, or I bought it to build on it. And honestly, I just— it's been sitting there for 20 years. I haven't even seen Lillian in 10 years.

So like, yeah, the typical stuff.

Yeah, it gives you that information background. So like when you first see that lead, you're like, Okay, here's how I'm going to kind of go about calling out to them. So you already have the motivation there. Um, and then what I do for my own land business, once I get the lead, I will, um, basically kind of look at it. And if they've got a number— some people obviously have no idea what they want for it, or they say they don't. Obviously there's kind of deep down in there you're gonna get that right from them. But so what I do first is just call out and kind of go over all the information. Hey, Mr. Seller, I know one of my callers had spoke to you about this 15 acres. What's the story? That's what I always leave. What's the story?

I like that. That's pretty open.

Very open-ended. And they can go, they can take it wherever they want to go. Right. Hey, I see you own 15 acres. How much do you want for it? I don't talk about price. I don't talk about numbers. Right. I want to build rapport with them. I want them to see me—

so important—

as another person and someone that, hey, I live down the street, I'm their neighbor, uh, they know me. That's one really big thing. Another, like, kind of like little nugget is like, you want to build that rapport with them. You don't want to just be like, let's talk about this land for 2 minutes and then jump off the phone. Yeah, you want those 5, 10 20, 30 minutes. Like, I've had hour-long calls with people, but I know when they're ready to sell, you know who they're going to sell to? Not that person that sent them the letter or someone else calling me because they trust me. I mean, I've had people invite me to grandkids' birthday parties and like, like the craziest stuff. And yeah, I can't even go to your grandson's birthday, but anyways, but yeah, so yeah.

Yeah, for sure. Well, I appreciate that. I think one thing as well too is KPIs are very important when it comes to this business. Do you guys send KPIs or how do you guys track KPIs right now so people know like, okay, Kevin's team is doing X, Y, and Z for me right now other than just seeing the leads in monday.com?

Yeah. So we've got— I've got a whole backend team, obviously a quality control manager, and basically they're managing like the callers to make sure they're working, making sure they're doing the amount of dials, the getting the amount of leads. And then every month, and we can send it off more than that, but it's like, hey, how many calls did your caller make? How many people did we talk to? How many leads? So it's all in just a link within monday.com that we set up for them so they can see all that stuff. And if you do need a recording, obviously I didn't try to make this a business of like the best software in the world of like this huge dashboard. Like, I want it like affordable. It makes sense. You're successful, you're getting deals at a good price. So yeah, if you need the recordings, we can totally get those to you. Um, I know people have asked in the past and that, that's not an issue either. But yeah, all the KPIs, like how many did we call, how many did we connect with, who was not interested, all that kind of good stuff.

So yeah, right on. Yeah, because I think that is very important to have, just as you know, from a metric standpoint, like how many calls, how many leads do you get. So that leads me to my next question. What are you guys seeing out there right now in terms of the market? Because as you know, we hear all sorts of different types of things from other people. People are getting out of the business, people are jumping back into the business. Some people are like, man, it's going great. Like, what are some things that you guys are seeing since you have just a team of cold callers calling for dozens of people? What are you guys currently seeing right now?

Yeah, honestly, it hasn't changed much for us in almost now I think I'm over a year. I can't remember the exact start date, but not much has changed. Like, people are still wanting to sell land. Like, there's always people inheriting land, so there's always going to be those deals out there. And that's what I love about land rather than houses. And another, like, tidbit, just like, if you're coming from houses, just joining Anthony's group, like, there's no Zillow for land. Like, you can't go in 'Hey, my land's worth $300,000, or my house is worth $300,000, so you better give me $300,000.' There's nothing like that. Obviously, they get like a county appraisal, which doesn't really mean anything.

The county is normally far off. Yeah.

And you can definitely use that as an advantage if it's way below when you comp it out, and you're like, 'Hey, it's actually worth double that, but this guy doesn't know that.' So like, I'm gonna be like, 'Hey, your county says it's worth $50,000. I'm giving you literally market value of what the county says. So there's those kind of tidbits as well. But honestly, the cold calling business hasn't changed that much. Who knows where AI goes with, like, AI cold calling? That's something like I've been talking to people about, which I don't really think it's ever going to become a thing just because people don't like— whenever we get enough calls as is, you know, I mean, I would say If we've got one little AI guy that can call 1,000 people all at once, that sounds like a nightmare for everyone. A cell phone and not— I mean, do not buy this. Yeah, yeah. Um, but yeah, it's always going to evolve, obviously, but I haven't seen a lot of change. Like, there's still just a ton of people looking to sell their land, whether it's medical bills or they inherit it or it's just something that's been in their family and they're just like, Honestly, like I just need some money for something else or I wanna buy a home or whatever it might be. So yeah.

Yeah, for sure. A lot of time too boils down to timing as well that I think people don't realize for sure. Yeah. So one of the big things that is always talked about as well too with cold callers, and I'd love to get your professional take on this, is that like, oh, they have an accent, that's a turnoff. People aren't gonna want to talk to them. Or like they have to be an American cold caller. Can you speak to that? Like what are some things you'd have to say on that?

Yeah, so all our cold colors are in Egypt, so they do have a little bit of an accent. Like when I did houses, we all had Philippine cold colors, and I didn't, I didn't see as good of results with the Philippine colors as I do with the Egypt cold colors. So I think a lot of people have that concern, but you would be surprised. Like when people want to sell their land, they don't really care. They want to just give the information. And really all the cold caller is doing is like gathering the information and then handing it off to us, the land investor. It's our job to call back out to them, build that rapport, like kind of do the due diligence and that kind of stuff of like, hey, this is who you're— you're working with me. Like, obviously I have a team member that's calling out to you to gather the information. Um, honestly, you can do American cold callers, but Obviously, it's really, really expensive. It doesn't make sense, honestly. I've seen other services, they're like, yeah, we'll have American cold caller and we'll call 2,000 times. I'm like, that's crazy because we call over— I think we do— we've talked to over at least 250 people a day. We're doing 600 a day. $3,000 a month sounds like I could do that in a week. So I was like, okay, yeah, I don't know if these people in the back end, like the investors, understand like that's not very much at all. But anyways, yeah, so yeah, that is definitely a worry. But honestly, like we're still getting deals. I'm getting deals. All the people are getting deals. And at the 4, like when you're starting off, or even if you're like, I've got guys that are, you know, I mean, have been in the business. I've got one guy, he's been in the business for 7 years of land investing.

So I know who you're talking about.

Yeah, double what I have. And he's like, I still do cold calling. Cold calling's still a great thing. And cold calling, I think, will become— mailing's definitely changing, like I'm sure talked about. But texting and cold calling are always going to be a part of this business. And to get in quicker, get the leads quicker, get the deal quicker, that's especially when you're first starting, like you just want to get your return on, get that money so then you can start marketing and really scaling.

Yeah, it's all about a game of multipliers, right? You want to be able to try to double your money every time you get a deal or something similar within that regard. Now you brought up text messaging too, because I always space on that whenever I talk to you about your services. So you guys also do texting as well too. Now how exactly does that work? Do I have to have my own account? Do they have to have like what? Help me understand how to get set up.

How we have it set up right now is so some people have used, so I started off with Launch Control. So it's a large platform for texting. Obviously after a year I figured out all the bad things about it that I didn't like about it. So, so I push everyone to SmarterContact. It's honestly the best platform. Just like just some quick, quick tidbits like so Launch Control and SmarterContact, they're kind of competitors. They're both very compliant, which is very important when you're texting. You don't want to be getting sued by people. I have a younger brother that has a multimillion-dollar business and they did millions and millions of text messages. They were sued multiple times. That's not what I want to be a part of. So that's why I like Launch Control and SmarterContact. But the big difference between Launch Control and SmarterContact is the area. So like when you start off with Launch Control, you're locked into that marketing area. So say I want to do Alabama. So you're locked into Alabama now. Hey, I want to go to Georgia or maybe in the Midwest or wherever. You're still on that area code. So your response rate obviously is going to go down because they're seeing that area code. So that's one big thing. And then the templates alone, like building the templates in Launch Control are a nightmare. Like they are very like they make it so difficult and it sounds so generic by the time you're done with it. It's like Why would any— like, literally, when I was doing Launch Control and I did over 100,000 text messages with Launch Control, I was in the grocery store one day and I literally thought to myself, if I got this text message that I'm sending 1,000 people every day, would I even respond? And my answer was no. And that's when I literally said, hey, let's try SmarterContact and Launch Control. I ran them both at the same time. So the templates in SmarterContact are super simple. There's only a couple of different words you can't obviously use. You can make them on the fly. They have AI generators that can generate them quickly, and then you can actually remove the opt-out language as well, which is a real nice thing because when you get a text message, you see, hey, stop if blah, blah, blah, right? You know, right away, hey, this is— someone's blowing up a lot of people here. It's not just me. So obviously, if they're interested in selling their land, they're still going to respond. But there's just a lot of tidbits of, um, smart contact. So long-winded question, yes, you do have to have, um, account with— if you want to do Launch Control, that's fine. I have a couple people, um, kind of like what we talked about Chris earlier, he still goes— he believes by Launch Control even though I tried to talk to Launch Control every single time I talked. So I'm like, your, your, uh, response rate would triple like mine did. Once I went to SmarterContact. Um, so yeah, SmarterContact is the account that you would set up. Um, and then we basically jump in there and then we send out all the text messages, respond back and forth all day, handling any of that. And then once we get a qualified lead, we shoot it over just like our cold calling business to monday.com. So for instance, the guys that are doing texting and cold calling with me, yeah, we'll just have basically a channel that says, hey, This is a texting, this is a cold calling.

Nice. Okay.

Know where it came from. But yeah.

Nice. Okay. And I was curious to know too, with how those two kind of work simultaneously with cold calling and texting, do you guys both target the list at the same time or what does that look like being set up? Just so if I were to get set up, I can understand expectations.

Yeah. So, so one main thing to kind of clear up, like, so there are two different services with LandTalk Pro. So like So there's the cold calling side and then the texting side. So we don't interchange them. We probably could, but it'd be kind of just a nightmare on our end just to manage everything. So obviously our cold calling platform is a totally different software than SmarterContact. So like, I didn't want that. So yeah, we have the part-time texter, the full-time texter. Part-time is 10,000 text messages a month. Which is still a lot of text messages.

Solid.

Yeah. Getting started full-time is 20,000. If you want to do more, we can totally do more. And then the cold calling is— so we've got the part-time, full-time. And then for the full-time tech or cold callers, it's 6,000 to 8,000 records, basically just meaning, hey, when I pull this record from whatever whatever software you're using to pull the record and get the phone number. Jim Smith, he's got 3 phone numbers. That's considered 1 record.

So, okay, nice.

So for a full-time, it's going to be 6,000 to 8,000 records, which that's a ton of people that you're calling out to. That's like, yeah, we at least 4, maybe 5 counties that we're calling out to. And then the lead flow for the full-time is 30 to 50 leads a month. That you'll be getting is kind of what we see. And like, if we're not hitting those numbers, we'll add another cold caller on your system. So like, I've got watching everything in the background being like, yeah, are we hitting these numbers? Because if you're not successful, I'm not successful. And that's why I started this business. So we have literally multiple times been like, hey, this, it's just not performing that well. We need to get another cold caller on it. Or Hey, we need to reach out to Jim and be like, hey, we need some more, maybe some new data. Like we've called this.

Yeah.

That like we're just, we're getting voicemails. We're not getting ahold of people, but I'll put, we'll put more cold callers on there. So 30 to 50 leads, 6 to 8,000 records. Part-time caller is 3 to 4,000 records and then 20 to 30 leads, which is still great, especially if you're—

solid.

Yeah. And like I said, pricing. Is either monthly or a 3-month agreement. And honestly, it's the cheapest out there. And that's kind of—

yeah, yeah, it definitely is. And one of the reasons why I always recommend your services, especially for people just getting started off, you get how many? 30 to 50 leads you're talking about?

30 to 50 leads a month. Yeah.

Yeah. I think people really need to understand if you're just getting started, you have 30 to 50 people that you could talk to for the month to where you can understand how to comp out leads correctly. You can understand what sellers' objections are, what your talk track is. Certain things of how you can navigate that you wouldn't be familiar with. And if you're starting with like a direct mail campaign spending thousands of dollars and if you— Yeah, if you mess that up and you don't know how to handle an objection or even how to comp it out properly when it comes back, you're kind of SOL at that point. So I love your services for that, whether you're brand new or experienced and you just don't want to build a team yourself because there's so much stuff that goes into that. One last thing I wanted to ask you as well too, because it's been brought up a handful of times, I was like, I got to ask Kevin, this is that is at any point, do you guys ever plan on doing like acquisition manager outsourcing? Because that has been such a big thing that people struggle to find and that they're looking for. And I'm just like, I gotta ask him this.

Yeah, yeah, we've actually— so, um, so I have, um, kind of like a partner in the, the LandTalk Pro space in Egypt, and we have talked about that of like, hey, we need to do— because this is what everyone has problem is The problem is going out to them and locking up the deal, which in land investing in general, that's just a problem I think with everyone. It's hard to like, once you get good at it, like, hey, I'm going to hand this off to someone else now to do it. It's very hard to do that. So yeah, that's something that I've definitely thought about and something I want to add to it. But obviously Anthony knows I've got a lot of balls in the air. Stuff going on with, um, multiple things. But yeah, it's definitely something we've talked about numerous times.

So yeah, for sure. Well, I'm excited if you ever decide to take that on, but yeah, I know you have so much on your plate, but I think you, I think your service is great. You've given a ton of value for, for my clients and plenty of other people as well too. I think the word has just spread. So I'm really excited and happy for all the success that you've gotten, what you're giving to people. So what, um, You know, for people who don't know, for people in my community, we'll have, uh, we have a link for Kevin's services. They could schedule what, like a 15 or 30-minute call with you, or—

It's normally like 30 to 45 minutes because like, I know what I probably had. I don't know, pretty much everyone that talks to me and probably everyone that talks with Anthony, like they understand that like we're in this to help you out and be successful. And I hate to say this, a lot of these courses and other things, that's not really the case. Like, that's why me and Anthony have been good friends for a long time. And like, we're in it to like make you successful. Like, I get excited about that. I like when other people get deals. Like, I'm not like jealous of like someone making a bunch of money. Like, I'm happy for them. And like, I know what the financial freedom has done for me and being at home. We both have small children. It's nice. Like, hey, I just want to take the day off and go to the playground with them, or a doctor comes up, or I just don't want to do a whole lot today. That, that can be— anyways, that all being said, yeah, I think just like we're both in that same mindset of like, how do we get these people successful so then can scale it and do what they want with it?

So yeah, for sure.

Well, is there—

I've, I've learned a ton today, Kevin. I already knew a lot about your services, but I think this helps clear up a lot for people who are considering cold calling or text messaging, whether they should do it themselves or schedule a call with you to learn more or just work with you at that point. But are there any final thoughts or anything else you want to say before we wrap things up?

Yeah, I would just say, yeah, if you're on the fence about it and you're like, hey, I would like to get leads a little bit quicker and maybe my budget's a little tighter, literally just book a call with me. Anthony knows I'm a little anal about getting back to people right away. And obviously, it's a curse and a kind of good thing because I expect that from other people as well. I do like to get to people. So if you're booking a call with me, I'm going to show up and I'm going to literally tell you everything there is about cold calling or land investing. And obviously with the help of Anthony and me kind of helping teaming up together, it's kind of a win-win for most people.

Yeah, absolutely. Well, Kevin, I appreciate your time, man. I think this has been a huge help. And, uh, appreciate everyone staying until the end and we'll see you guys in the next one.

Thanks so much, guys.

All right, take care, dude. That was good.

That was really good. Yeah. Yeah.

I call, stop the recording.