Most people pick a marketing channel based on what they've seen someone else do. That's a mistake. Every channel has a completely different cost structure, lead volume requirement, and ROI profile. What works at $50K/year doesn't work at $500K/year and vice versa. Here's what the numbers actually look like for texting at a $50K/month profit goal, assuming texting: Deals to close: 3 Close rate: 60% Deals to lock up: 5 Records texted per month: 100,000 Texters needed: 2 Monthly cost: ~$8,520 Cost per closed deal: ~$2,840 ROAS: 704% That's the math built backwards from your goal. Not a guess. Not what worked for someone else in a different market at a different scale. Inside Deal Engine we built a full calculator that covers texting, direct mail, and cold calling side by side. Plug in your profit goal, close rate, and average deal size and it tells you exactly what each channel costs to run, how many leads you need per day, and what your ROAS looks like. Which channel are you currently running and are you actually tracking your cost per deal? Drop it in the comments.

Kanrae Chen closed a deal in Glynn County, GA this week. Bought it for $60,000, sold it for $82,000, and walked away with $11,800 in profit. Under contract May 4th, closed June 2nd. A month, start to finish. The marketing channel was texting. Nothing fancy, nothing complicated. Just showing up every day and doing the work. Here's the thing about that win. It didn't come from a video Kanrae watched once and filed away. It came from being in a room where people are actually doing deals right now, talking through what's working, and calling each other out when something isn't. In Kanrae's own words, this is a people game. You have to be on the phone daily, and you have to be sincere when you're on it. That's not a lesson you get from a course library. That's a lesson you get from being around people who are living it. A course library gives you information and leaves you alone with it. This community gives you the information, then puts you next to people applying it in real time. That's the difference. Proof that it works, sitting next to you in the same room, asking the same questions you're asking, is not. If you've got a deal right now that feels stuck, or you're still chasing your first one and don't know what's in the way, comment "STUCK" below. I'll reach out directly. And if you want to see this kind of thinking applied specifically to sales and closing, that's what Sales Decoded is for. Live July 27th at 7pm ET, $7.27 to get in: landman.io/sales-workshop. Congrats, Kanrae. On to the next one.

If you'd have to guess, you don't have a business yet. Here's why that question matters more than acres owned, deals closed, or how much data you pulled this year. Those are activity numbers. You can pull 40,000 records, make a pile of offers, own 300 acres, and still not pay yourself a dime. I've watched people build something that looks impressive on Instagram and quietly becomes a prison they can't pay themselves out of. Only one number actually runs a land business: contracts signed, to net profit, to what you take home. And contracts are manufactured. Not found. You don't need a hotter market or a better list. You need to run your math backwards from the money. Say your income goal is $60,000 a month. Divide by your average net per deal, call it $20K. That's 3 closings. Add roughly 30% due-diligence fallout and you need 4 to 5 signed contracts. Divide by a 10% close rate and you're at 40 to 50 offers a month. That's 12 offers a week. Twelve offers a week is a $60K month. Most investors run this forwards. "How much can I spend on marketing?" Operators run it backwards, so every input is a decision instead of a hope. This exact math is broken down at Sales Decoded on July 27. You'll build your own offer number live, off your real income goal, before we touch anything else. Register for your seat here: Sales Decoded It's $7.27. Get it? July 27th? 😊 Get ready to sweat, we will help you rebuild your ENTIRE sales function from scratch.

A seller turns down your cash number. You hang up, mark the lead dead, and blame the market. Here's the problem with that. A cash offer is only one of three ways to convert a seller. When they take your cash number, they're trading equity for convenience. Plenty of sellers won't make that trade. When they won't, most investors quit instead of changing the exchange. Run this on your own pipeline this week. Step 1: Pull five dead leads from the last 90 days. Only ones where the seller said no to price. Step 2. Call them back with a different exchange. Two options: If they wanted more money, offer the extended close: "I've been thinking about your property. I can get closer to your number, I just need more time to close. Give me 180 days." You list it while under contract and make the market. Know your state's wholesaling laws first, and always tell the seller you're marketing their property. If they had no urgency, ask the seller financing questions: "Do you have a tax problem?" and "Do you need this money today?" A seller with a big gain might not want a lump sum. Almost nobody makes this offer. Step 3. Report back here. The exact words the seller said. Whether the conversation reopened or stayed dead. One member ran this on a live Wisconsin deal recently — seller at $90K, retail around $130K, no spread for cash. The extended close turned this from a "NO" to a signed deal If you're not sure which exchange fits a lead you're looking at, drop the situation below. Price, acreage, what the seller said. I'll tell you which offer I'd bring back to them.

You get a seller on the phone. It's going fine. Then they ask, "So what's your offer?" You throw out a number, they push back. You defend it, they go quiet and a deal you could have closed slips away. The rule that fixes most of it: Never give your number before you have theirs. You can't negotiate off a price you don't have, and whoever says a number first sets the anchor. Ask more than once if need be, most won't give it up on the first try. The ones who close just keep asking. If they dodge, use the ballpark: "If I came back with something that started with a 4, are we in the right range, or way off?" They'll tell you where they really are without feeling like they gave anything up. That's one move. There's a whole system behind it, and that's what I'm building the next workshop around. Where does the seller get away from you?