Anthony WeilerI teach people how to flip vacant land in rural America for an average profit of $25k-$50k per deal

Direct Mail Mistake That Costs THOUSANDS

3 Apr 2025 · 1 min

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1:10

In this video, the speaker critiques the common practice of sending mass direct‑mail blasts to every property owner in a county when trying to flip land. While such broad campaigns can generate some responses, they only succeed if the marketer has thousands of dollars to waste on unqualified leads. The speaker advocates an 80/20 approach: focus the limited marketing budget on the 20% of prospects that generate 80% of deals. By analyzing his own land‑flipping data, he identified key demographic signals—out‑of‑state or out‑of‑county ownership, owner age, and length of ownership—that predict motivated sellers. He urges marketers with constrained capital to collect and leverage these data points to target their mailings strategically, thereby improving return on ad spend.

Chapters

They just market to the masses. I've seen this so many times. Most people who teach stuff out there say just pull the list of everyone within a county and just send out a mass blast. And does that work? Surprisingly, yeah, it does work, but that only works if you have thousands of dollars of capital to just burn. Most people who own the land aren't going to want to sell. We are sending out offers to people who are not actively looking to sell and hoping to find people who are motivated. So if that's the case, we should probably follow what is called an 80/20 approach. So 20% of our efforts lead to 80% of our results. And when I was taking a look at data within my own land flipping business, I was like, "Huh, all the deals that I got, most of them were from a specific demographic in terms of were they out of state or were they out of county? What was their age? How long did they own the property for?" Those are pieces of data that you want to gather and then be hyper-focused. So again, really take that into consideration and think about, okay, if I only have a certain amount of capital to work with, how can I be more strategic with the marketing dollars that I have to yield a higher return on my ad spend?