Show Notes: https://retipster.com/132-callan-faulkner/?utm_source=youtube&utm_medium=social&utm_campaign=podcast&utm_content=cgwOSdnYog8 Land Investing Knowledge Base: https://retipster.com/category/land-investing/?utm_source=youtube&utm_medium=social&utm_campaign=podcast&utm_content=cgwOSdnYog8 Land Investing Masterclass: http://landinvestingmasterclass.com/?utm_source=youtube&utm_medium=social&utm_campaign=podcast&utm_content=cgwOSdnYog8 Join Our Community: https://retipster.com/follow/?utm_source=youtube&utm_medium=social&utm_campaign=podcast&utm_content=cgwOSdnYog8 Callan Faulkner runs a company called REI Optimize, which is a high-end, done-for-you CRM and technology implementor for land investors. I met Callan earlier this year at a real estate investing conference. As I was listening to her talk about her ideas and experiences, I kept having all of these “Wow” moments where it hit me that she has some really fascinating ideas and seems to know how to use marketing mediums that the average land investor isn't using. We’ll ask Callan what's working best for her and her clients, and she'll explain some new ways to get deals, with or without direct mail! Links and Resources: Callan's Website: https://retipster.com/go/reioptimize/yt-cgwOSdnYog8 Pebble (formerly REI Conversion): https://retipster.com/go/pebble/yt-cgwOSdnYog8 (REtipster Affiliate Link) PRYCD: https://retipster.com/go/prycd/yt-cgwOSdnYog8 (REtipster Affiliate Link) DataTree: https://retipster.com/go/datatree/yt-cgwOSdnYog8 (REtipster Affiliate Link) Launch Control: https://retipster.com/go/launchcontrol/yt-cgwOSdnYog8 (REtipster Affiliate Link) Direct Skip: https://retipster.com/go/directskip/yt-cgwOSdnYog8 (REtipster Affiliate Link) Robot Ink Marketing: https://retipster.com/robotink FreshSales: https://retipster.com/freshsales MapRight: https://retipster.com/go/mapright/yt-cgwOSdnYog8 00:00 – Who is Callan Faulkner? 01:07 - When and how did you decide to get into the land business? 02:15 - What are the best practices for direct mail, and how to eliminate the bad ones? 09:31 - How to take advantage of your list with a lower vs. bigger budget? Callan breaks down her direct mail approach in phases 13:45 - The Pros and Cons of Texting - Should it be done in addition to direct mail or instead of direct mail? 22:11 - Text Marketing Strategies: How do you write effective text messages for sales? 24:52 - How much of a time commitment does texting require? 26:34 - How many texts would you need to send to get one deal? 29:09 - What time of day should you aim to send your Follow-Up text messages? 29:55 - How much does a text message really cost? 32:35 - How do you get a Virtual Assistant who thinks critically and understands this process? 36:53 - How to compose a property in five minutes? 42:28 - How to reach out to someone who is not tech-savvy and doesn’t leave any opportunities on the table? 47:14 - What are the different ways you can market to people? 52:10 - Why it is so important to Follow Up with leads and how to do it effectively 58:34 - What is the biggest bang for your marketing buck? 01:04:18 - What is BANT, and how can it streamline lead qualification? 01:07:25 - Callan explains her process for finding a specialized land agent 01:16:00 - Stick to your core market area of expertise or expand your target market? 01:19:40 - How do you know if you have found the right market? 01:26:53 - How to build a Texting Strategy? A step-by-step guide by Callan 01:32:11 - If somebody is just getting started and can only afford one person to hire, who is the most important component of this process? 01:33:02 - How do I get the best out of my virtual assistant? 01:38:04 - How to reach out to Callan? 01:42:01 - How to find the show notes?