Does More Information Bring Better Leads? The Equation To Get More Sales

Hey, it's Mark Podolski, the land Geek, with your favorite niche website, www.thelandgeek.com. and on this week's roundtable podcast, we've got the nightcapmeister, Scott Bossman. Scott, how are you?

Good, Mark. How are you?

I'm good, I'm good.

Excellent.

We've got the big papa. I love it when you call me Big Papa. Tate Litchfield. Tate, how are you?

I'm good. Happy to be back on the show this week.

Fantastic. Fantastic. We've got the technician, Eric Peterson. Eric, how are you? I'm good, good. Good to see you. We got Bearland. Aaron Williams, Bearland.

Hey, everybody.

Good to see you. We've got the most dangerous woman in the country, the terrorist hunter, Mimi Schmidt. Hi, Mimi.

Hi. How's it going?

Good. Good to see you. And of course, last but certainly not least, you know you love them, the Brain, the professor Scott Todd from scotttodd.net, landmodo.com and most importantly, about automating your Craigslist and your Facebook postings. Postingdomination.com thelandgeek. Today's podcast is sponsored by flight school, led by Scott Todd. So if you want to learn how to really go up that mountain of land investing with the Sherpa, the Brain, the professor Scott Todd, schedule a call. All you have to do is go to the landgeek.com training, get on a call with the nightcap meister, Scott Bossman. Odds are he'll be sober. And the zen master, Mike Zaino. So this week's roundtable discussion, Bearland Aaron, is what?

Well, it's been brought to my attention that there's a little bit of debate as far as land moto ads go. Is it best to put more, like, a lot of detail in, kind of tell everything about the property, you know, just give them everything so that they, you know, that decision to really. Or all that information to really make a decision on whether to contact you or not. Or is it best to, you know, create some mystery, you know, leave a little bit out to kind of create that. That mystery, so to speak, to make them want to contact you.

Right, right. So when you're creating your land moto ads, is best practice typically going to be give more information or. And I think we could all agree on a Craigslist ad, you want to give less information. Correct. Everyone's sort of shaking their head, but I'd love to hear what everyone's doing with their land moto ads. And also if Scott Todd has some analytics on this as well, the nightcap meister, Scott Bossman.

What.

What's your take on this?

So I have been as detailed as possible on Landmodo, and, you know, possibly may need to change that.

I don't know.

I think the reason for me being as detailed as possible, I think, is because there. There is so much land being presented there that I want the customer who lands on my page to be as informed as possible. However, maybe that's not encouraging them to reach out to me if. If I'm laying it all out on the table. So I think that's. This is a good discussion, and I'm hoping to walk away with something useful.

Yeah. How about the technician? I feel like he would have a technical way of doing this, Eric.

So I think that, you know, I guess I look at my marketing as, you know, kind of who is the audience and who am I talking to? So, first of all, I think that the people that are on Land Moto, and looking at land there, number one, they're looking for land. Number two, they have a certain level of understanding of, you know, buying land and the way that we sell land on terms and things like that. So I think ultimately, they're an educated buyer, and therefore, I think it's important to give them all the information they need, from, you know, coordinates to details on the property, the type of zoning photos, all those kinds of things, because they're already. They're your target audience. They're who you want to talk to. So by providing the information they need and hopefully some calls to action, they're gonna reach out to you and know already what they need to know about that property. So they should be that much better of a lead for you.

Yeah, I like that. That you know your audience on Landmodo, and therefore, that's gonna help guide you and how you're gonna craft that ad. Mimi, what's your take on that?

I have run marketing ads on Land Moto and Facebook, too, and I noticed definitively that the leads are much better if there's more information on those two platforms. If you give them the information on where it is and all of that, then they don't ask you. You get these leads that are just somebody asking you a question that you could have put in the details. Right. And so I find I'm chasing a lot of leads where people I could have just given them the information in the ad, and they aren't good leads. So I've definitely tried this both in Laymoto and on Facebook, and more information brings better leads.

More information equals better Leads and more sales.

I definitely have so many more sales from longer, more detailed property descriptions than I do from the more general. Not on Craigslist, but.

So the equation would be more information plus better leads equals more sales. Am I doing that wrong?

Definitely.

Okay, barelyn. Aaron, do you concur with Mimi?

I concur mostly with Mimi. I do tend to put more information in my Land Moto ads, and I get a high quality of lead from Land Moto and I. A lot of those leads actually do convert. I kind of disagree on the Facebook side, and I know this discussion isn't really Facebook, but in I only degree disagree for our business, because what works for Mimi works for Mimi. You know what I mean? So I'm not like, saying that, you know, you're wrong, but like Facebook, when we've put less information, it's worked out better. Now, I will agree leads aren't the quality, but I found that people on Facebook are. They don't read, you know, basically like the ad on Facebook. They read what's above the fold to use kind of an old, you know, printing kind of thing. Or I guess it's still a web applicable thing. But because I would make these big ads on Facebook and put, like, all the information, you know, and what falls below the fold, I would end up answering again and again and again on messenger because people just don't read. But, you know, I. Out of those high quantity of leads, they would still result in a sale. So I guess it just depends on what, you know, how you want to approach it. You know, like I said, she's not wrong. It's just different.

I applaud you for, you know, even just, you know, disagreeing with Mimi out of.

Just.

Wait a second here. Above my home. So, Mimi, how would you respond to that as far as the Facebook side of it?

I do find that some people just don't read right. And they ask those same questions, which is fine. But a lot of them do. Some do read, some don't. But I'm finding on the short leads, they're just not working as well. I'm just getting questions that I could have given them.

There's just. They're just better leads on Facebook.

Okay.

Yeah. Big Papa Tay Litchfield, what's your take?

You know, on Land Moto, I can't say we do too much different compared to Craigslist. I mean, we might have a little bit more general information about the property compared to Craigslist, but for the most part, we're just providing kind of general information, zoning But I'm not getting overly detailed into anything. And we still have a really good sales rate off Landmoto. I get a ton of leads. We're selling on there constantly. I don't know. I do feel like Landmoto, if you're going to go big and detailed, that's probably the better place to do it compared to another platform.

Yeah. So, Scott, Todd, what's. What's your take? And do you have any analytics on this, or is it all just sort of intuitive? Wait, you're on. You're on mute, Scott.

Sorry.

Sorry.

I've never done any analytics on whether it's a long ad or a short ad. I've never done anything like the length. But what I can tell you is that I think that the fact that the buyer on there is a more sophisticated land buyer, right. There's people on there that are looking. They kind of know what they're looking for. It's not like, see on Craigslist. The thing about Craigslist is that really, when you think about how people find land on Craigslist, they can go specifically looking for land. That's not uncommon for them to do. However, there's a pattern interrupt that is taking place on there. Because theoretically, they could be on there looking at other things. Like they could be looking at RVs, and they type into the search engine. RV search engine mean Craigslist search. And they type in RV. So all of a sudden they're looking for RVs. And then because you used RV in your description, bam, you pop up to the top. Okay, well, when that happens, now it's a pattern interrupt, meaning that I wasn't expecting land to pop up. So now I'm an unsophisticated buyer. I don't even know that that it's even possible to buy land for no money or for low money down, you know, and owner finance that people still think you have to have a bank and good credit and all this other stuff to go buy land. They don't even realize. So that pattern interrupt becomes kind of like, wow, what? How affordable is this? You know, when they get over to Land Moto, we kind of have already pattern interrupted them. You know, these are people that are coming to the site. They're specifically looking for land. They have googled something. I mean, there's many different ways that they come to Land Moto. One is that they've googled something and the SEO kicks in. So maybe they're certain, searching for Castilia county land, we pop up there, or a specific listing pops up there and what you want to do is to me, you want to add more detail in there because this is somebody that's already sophisticated about the process of buying the land they've gone through and they know what they want. They've searched it somehow, whether it's on Google, in our own search engine or on. Or they've gone in and said, hey, I want land in this county or this specific place. So they've searched it out somehow. Now they're looking for more details. So that because they're more sophisticated, you know, there's. Then it becomes two approaches, right. Like you could. To me, I would want to give them more information. And the reason I would want to give them more information is because ultimately from the user experience, I think it's a better experience. I'm talking from like the Lanmoto side of me now is saying from the user experience, I think you want to give them more information because it just makes it friendlier for them. On the other side, you know, if your goal is to kind of pillage them and try to get their email address, well, then you want to leave some mystery into it, like a more mystery. But to me, if you do like whatever you do, I would say provide more information because they are more sophisticated and then they will raise their hand and produce a lead for you.

Yeah, I like that and I like that idea. Then, you know, Eric kind of brought it up as well. It's kind of like the difference between going to the bizarre, right, or the mall and just you kind of looking around and seeing what catches your eye. Might go here, I might go there and you know, versus I definitely want to go to this area here and get clothes. Now what kind of clothes I get, I don't know what's going to catch my eye necessarily. Might be a 10 acre shirt in Colorado, might be a 2 acre pair of shorts in Arizona, but it's still close, essentially. Scott Bossman, I'd be curious, have you ever split, tested on land Moto and seen which would win as far as it's the same property? It's pretty much everything's the same except you give more information. You give less information in those two ads.

I've not done that on land Moto. I have done that on Facebook. I would have to agree with Mimi that I seen. Seems like I get better leads leaving more information on Facebook. I have not yet done that on Landmoto just because my mindset was that as everyone has stated, people on land Moto are looking for land and I want to be as detailed as Possible. So I have not split test on Landmoto.

Okay, Eric, have you split tested?

Not side by side. So I will pull ads from time to time and rework them, but no, I haven't simultaneously run the same property with two completely different ads.

Okay, Mimi, have you. Yeah, you have. And what was the result?

I have definitively tried longer ads versus shorter ads, and my longer ads always fare better.

Okay. I mean, that's. That's pretty much the definitive marketer's answer. I'm not sure if we need to spend much more time then on the subject, but Bear land. Aaron's kind of got that look on his face like. Well, I still could disagree.

Oh, you know, I totally agree with Mimi, because I shouldn't. I can't say I've specifically side by side split test, but I have front to back split test. And by that, I mean I've gotten a property, and while it was brand new, I put it on Land Moto before. I had a lot of great copy for it, that sort of thing. I just threw it up there to get it up, right. To get some exposure. And then once I got some. Some nice copy for it, maybe filled out some more of the information, I went back and deleted that ad and wrote a new long ad for it. And I can say that those initial short ads got very little traction, and the long ad produced a lot more results than the initial short ad did. So I concur with Mimi.

All right. All right. Tate.

Yeah, I would. I would agree with him both, you know, that's pretty much what we do too, and what we've seen as well.

All right, great. And for those of you that aren't familiar with the. The vision of Land Moto, because for a while, there was, you know, the land, you know, lands of America land. And farm.com was there land flip.com. and then what happened? Landhub.com Costar came in, bought all of them, and jacked up the prices. So Scott looked at this and said, this is wrong, and started Land Moto and is. I mean, Scott, what's the price difference?

Well, I mean, it's really like comparing apples and oranges, ultimately, because the lands, as we call them, the Land Watch Land Land and Farm, lands of whatever, they don't have really unlimited packages. So they teeter it based on the number of properties you have, which is kind of cool. I mean, it's cool. However, my old plan with Land and Farm used to be unlimited properties for $50 a month. Okay, unlimited $50 a month. And then all of A sudden they came in. They're like, hey, no, you can't do that anymore. You can't do unlimited. In fact, we're going to limit you. You can have, like, for me, it was 50 properties. I had 50 properties on there. I actually had like 60. And they're like, well, our package is either you can go for 50 or you can go for, I think, 75 or 100. And I'm like, okay, well, what's that gonna be? And immediately it went from like $50 a month to 180amonth. And then a year ago, when they contacted me to try to get me back, it was now for 50 properties. It was $660 a month for 50 properties. So again, if you're not gonna do 50 properties up there, well, then the price is gonna come down. Lanmoto basically does a couple different things. One, Lanmodo is unlimited properties. You can do unlimited at the platinum plan, which actually gets you on the deal of the week. The email out to the. To the buyers list. 7,200 people, I think, on there at last count. So it goes out to the buyers list. And essentially the. What is it? That's. Annually is 497 a year. 497 a year. So $41 a month versus, you know, potentially 650 listings. And I really don't know where their. Their lower tier starts at. I think it's. I think you can do something for like 80 bucks a month on the lands. I think you're dealing with like 10 properties or maybe five properties. I don't really know the exact amount. But the other thing too, to mark is that land Moto isn't. Is not a. Is not a profit center at all, in fact, because it's there to support the land investors. Every dollar of revenue that comes in, literally every dollar of revenue that comes in goes back out into advertising. So it's. The revenue is deployed back out for traffic generation and then all of the development, all of the. The operational cost is all supported by me. So what we're doing is we're just trying to drive the traffic back there and grow the list and grow the number of properties. Today we have over 850 properties listed on there, and it's continuing to grow every day. We're getting nice traction on the number of new properties there. The other thing that I really love about it, and this is why we designed it to be this way, is that there obviously is a network for wholesale properties. And so when you have a free account with Lanmoto you can actually log in. So you go create your free account@lanmoto.com pricing. You go there, you create a free account. And when you do that, you will actually be able to see properties that are available for wholesale as well. And so, you know, if you want to buy some land wholesale in a county, you can search by that county, look at just the wholesale properties available and you know, pick up some land wholesale as well. So the sales avenue is not just for retail sales. You can sell potentially to other whole, you know, on a wholesale basis. It's all about moving the money. I mean, you used to say all the time, like money loves speed. How do you do it in the land business? Wholesale, some. If you need to go create more money and go buy some more properties.

Yeah.

I feel like we should ask Scott Bossman to contact Aileen d' Agostin and create a land moto jingle. If you don't want to get screwed by the lands.

I think she would be more than happy to do that.

What, Mimi, what I've noticed, land moto is built around our segment of land. Right. The $30,000 and under. Specifically what we're marketing towards where all the lambs, they put out a monthly report. I don't know if you've ever looked at it. It's very interesting. Whereas our segment, the top states are what? Arizona, New Mexico, Nevada. Right. Their top state is Texas. Their market's different than ours. It's much more broad and much higher dollar land than what we're selling. And so the clientele on land motors much more tuned to what we're selling.

Yeah, no, that's a great point. And I love that Scott's adopted the Jeff Bezos model of we're just reinvesting, reinvesting, reinvesting. And one day we'll figure out how to make a profit. And for years everybody was scoffing at Jeff Bezos this 99 year strategy, just long term. And then it kind of worked out. Scott Todd.

I mean, I guess theoretically it could, however, like, it could, right? Like, but I think, I think that. And I've had conversations with the lands because the lands, the lands in general, like land hub and land flip, they really are all focused on, they're focused really on the realtors, the brokers.

Right.

Like the land brokers, I mean, go on land watch and sort by price and you'll notice like they've got properties that are like $100 million ranches in Texas.

Okay.

So they're not worrying about the individual land investor. In fact, they told us very clearly with their price moves, we don't care about you because, you know, a broker who's going to make, you know, sell property for $100 million, $600 a month for him is nothing, right? Like it's, it's chump change the commission he's going to get. That said, for us, it's a lot of money, you know, like for us, it's a lot of money. And you know, there's other, there's other platforms out there in terms of people who are trying to fill the marketplace or fill the void in the marketplace with that. And you know, I think that we have a good strategy. I mean, there's one that he charges $200 a month, okay. And I look at him like, maybe we should be charging $200 a month, but I don't really want to do that. And the other thing that you'll never going to find is you're never going to find land investors like us who will be able to get kind of spacing in the land's email blast for $41 a month. It's just not going to happen.

No. These are all really good points and I think this was a really good roundtable discussion. And especially just knowing definitively what is going to work on landmodo.com as far as the best practices of creating your ad. And it's so important when you first start just having that knowledge and not going in blind and not trying to figure it out. Because look, as I always like to say, you can always make more money, but you can't get more time. I mean, this is a tremendous time saving strategy on creating your marketing. So that leads us to. And Eric Peterson is heaving a huge sigh of relief because Zaino is not on the roundtable today. It's time for the tip of the week. A website resource, a book, maybe a quote, something actionable for the art of passive income listeners to go improve their businesses, improve their lives. Mimi Schmidt is taking the gavel. Mimi, what do you got?

So I'll send the link. It's kind of different, so I'm okay if you guys make fun of me. I got it in my email from Leadpages. It's an Excel spreadsheet and it has all the different holidays in November and December. And it has a plan for you to build out your marketing strategy so that you're ahead of the game. Because what I notice is, I think, oh, Black Friday is like in two days, what am I going to do? Right? And so it helps you A month ahead, start to plan out what your strategy is for Black Friday and Small Business Saturday Cyber Monday. What is some Giving something Tuesday. Right. So I'm trying to get to the chat and I'll post it for you guys so you can look at it. You know what? I don't know if it's going to let me on my. Oh, here it is to everyone. Okay. So it's stored in a Google Drive.

Oh, this is fantastic.

So, but we'll.

We'll let. We'll let Eric take a potshot at it.

I'm sure you can take pot shots at it. You can put the dates in there too. And there's a timeline in there too, so you can look at it. Kind of down with your dates or you can look at. There's a second tab that kind of has more visuals online too, because we have a lot of holidays like Black Fridays in less than two weeks. So I got to make sure I'm ready for any promotions that I want to run coupons or, you know, only available today. Right. For. For Black Friday. Get this parcel of land. I got to decide what my promotions are going to be and start to have my ad posters and my ad copywriters ready. And then person do I need additional pict for. For those holidays. Right. That are a little different than my normal land pictures for my posting. So it's just, you know, is that time of year raising awareness. Do you see it? I see. I see Eric squeezing.

I think it's great. Eric, what do you think? I like it.

I mean, it's a useful piece of information. I think we got to make sure to put that link in the. In the show notes so people can get to it. But no, it's great.

Yeah. You know, so funny is I can see on Tate's face right now, he's like, who discounts? Like, he's like, I don't put anything on sale.

It's funny because Eric and I were talking about this this morning, and if anything, I'm raising prices for the holidays. Maybe get the cost of entry a little bit lower, but discounts, mishcounts.

You don't think you're gonna leave money on the table?

Me? No, because I'm raising my prices.

Well, you could always use it for urgent to create urgency, though. Yeah.

Yeah, definitely. No, I like this calendar. I'm actually gonna use it. I think it's called. It came up on mine as the Holiday Hustle. Yeah, the Holiday Hustle calendar.

Yeah.

Yeah. I feel like this should be another roundtable Topic. Maybe next week. As far as how often you should be running, you know, big, big specials. Right? Because will you be training your buyer's list to just wait because they know there's another deal coming down the pike, Right? Or does it just not matter? Something to think about another topic. Anyways, I think this is a great tip of the week, and I want to thank all the listeners for putting up with all our shenanigans on the roundtable podcast. And hopefully you're getting a lot of value if you are. The biggest favor you can do us is just these three little things. You got to subscribe, rate, and review the podcast. Send us a screenshot of that review. To support the landgeek.com we're going to send you for free our $97 passive income launch kit course. Don't forget December flight school is filling up fast, and you got to talk to the nightcap meister, Scott Bossman or the zen master, Mike Zaino. Just go to the landgeek.com training, have a strategy call with them, and they'll. They'll tell you what, what's going to be best for you at this point in your land investing journey. All right. Are we doing this?

Let's do a mark. Ready?

One, one, two, three. Yeah. My hat I'm wearing is Internet connection. Is Telluride. Telluride hat.

Awesome.

Like that Scott connection.

He's still not getting it.

He's still not getting. Him and Bearland are, like, on this sharing the same bandwidth.

What'd I miss? I'm sorry.

See, it's just now coming in, man.

You're coming out, man.

What was your Internet connection, bro?

Is it that low? Is that bad?

You're, like, way behind everybody.

I don't know. I don't know. We're laggy here in Wisconsin. We don't get the same signal up here up north here.

It must freeze, man. Like, it must just be cold.

That's just like the Internet itself just freezes.

Yeah, everything slows down.

Molasses Internet.

My voice slows down. My movements dial up. That's why I need to fast because my digestive system slows down. It's not good.

Yeah, I mean, that reminds me, like, you know, boot camp is coming up, and it's gonna be interesting to see Scott get off that plane and just thaw out.

Right?

That's gonna be really fun to watch. Like, we should record that. I'm sorry.

Like, where's he going to thaw out at? I don't understand.

San Antonio. Be way warmer than then where he lives now.

Listen, man, I go there and I freeze. I don't know what. Too cold, man.

I'm bringing shorts.

Like 50s jacket weather.

It's terrible weather.

I thought.

I swear Mimi brought her kids and she's like, I think it was Mimi's kids.

And.

And they were like. I'm like, where are your kids? And she's like, oh, they're in the pool. And I'm like, are you crazy?

What?

They're.

And it's heated, too.

I'm like, no, you can't pay me enough, man.

That's right. Those Schmidt kids aren't soft.

They were so floating. That resort was awesome.

I'm pretty sure that before this podcast, you referred to Tate, Bearland and myself as being soft and smellowy.

Look, this podcast is gonna start devolving. Thanks, everyone. Coming on.

Thanks, Mark.

Let freedom ring.

Bye.