Transcript:Steven Jack Butala:Jack and Jill here.Jill K DeWit:Hi.Steven Jack Butala:Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala.Jill K DeWit:And I'm Jill DeWit, broadcasting from the Valley of the Sun.Steven Jack Butala:Today is Jill Friday and she's going to talk about land mailer panic.Jill K DeWit:I have a funny story I'm going to share.Steven Jack Butala:Before we get into it, let's take a question posted by one of our members on the land investors.com online community, it's free.Back in the day, it was nearly impossible to find land without a mailing address, like 123 Main Street. To solve this, we consolidated and manipulated 150 million-unit database and put it all in one place so all you need to do is type in the state, the county, and the assessor's parcel number, and get all the information or just about all the information you need to make a pretty well-educated decision about whether or not you want to buy a property. It's called parcelfact.com. Check it out. We use it every day. We use it on the Thursday call. It's how we actually make acquisition decisions every single day.Jill K DeWit:I love it. It's always running on my computer, open and in the background.So Kevin wrote, "Hello, everyone. I've been part of Land Academy..." Oh, you put this in here- on.Steven Jack Butala:Just to get it started off.Jill K DeWit:Oh, oh, I'm like, "This looks familiar." Okay, let me preface this. Let's just do the show. I'm going to... Because this question is why I'm doing this show today.Steven Jack Butala:So I think you should read the question and then just do the show.Jill K DeWit:All right, so here's the question that Kevin posted the other day:"Hi, everyone. So I've been part of Land Academy for four months now and I just sent out my 50,000th..." So 50,000 mailers went out. "I've gotten seven deals so far, working on a few more. I just sold one property and I have three listed. Anyway, at this point I'm trying to think about how to improve at picking counties and improve pricing. Where do I go from here? Does anyone have any thoughts? Thanks."So let's go into the thing and then I'm going to talk about how this all played out.Steven Jack Butala:Today is Jill Friday, she's going to talk about land mailer panic. This is the meat of the show.Jill K DeWit:So I read this and I felt like Kevin was panicking a little bit about his mailer yield. And if you're in Land Academy, you saw the communication that Kevin and I had back and forth in Discord on this.So I wrote him back and I said, "Hey, Kevin." I said, "I'm really glad you're concerned about this and you're thinking about mailer yield." And I said, "I have to ask you though, are you really working these deals? You sent out 50,000 mailers and it's been in four months, which is great. There's still so much that's coming back at you."There's two points. I said, "Kevin, first of all, I still have people coming back to me from mailers that are over 10 years old. So in four months you don't really have a good handle on how effective these mailers are."And number two, my point is, are you really working these callers? Because you got to work them. If you just wait..." So I asked him, I said, "Is what you're counting yield, is it only the signed purchase agreement sent back?" Because there's so much juice and all these phone calls that if you don't answer the phone or have somebody answering the phone and working these sellers and getting a number out of them, you're leaving deals on the table.So Kevin wrote me back and it's like... Well it was very sweet. He's like, "Hi, Jill." It was really nice. He's like, "I'm happy to hear from you." He's like, well first of all, "I've actually got more deals now-"Steven Jack Butala:That's nine.Jill K DeWit:"... than since I posted that."And second of all, he said, "I do not talking on the phone. It's not my thing. I know that I'm not effectively working these calls that come back and getting num...