Product Updates
Outreach Campaigns That Actually Get Responses
By OGLandman
The problem with cold outreach
Most mineral acquisition outreach fails for the same reason: one touch. You send a letter, the owner doesn't respond, and you move on. But the owner didn't say no — they said nothing. Maybe they didn't open the letter. Maybe they're not ready to sell today but will be in six months. Maybe they need to talk to their family first.
The teams that close the most deals aren't sending better letters. They're following up more consistently.
Multi-touch sequences
A multi-touch sequence combines mail, voicemail, and follow-up over a defined period. A typical sequence might look like this: Week 1, send the initial offer letter. Week 3, drop a voicemail referencing the letter. Week 5, send a follow-up letter with updated comparable sales. Week 7, second voicemail. Week 10, final letter.
The key is automation. If you're managing this manually — tracking who got which touch, when the next one is due, whether they responded — you'll drop the ball after 50 owners. Scout automates the sequence: set it up once, assign owners, and the system handles timing and tracking.
Mail that gets opened
Handwritten envelopes outperform printed labels. If you're sending to a targeted list of 50 owners in a section, hand-address the envelopes. For larger campaigns, use a handwriting font on the envelope — not Comic Sans, but a realistic script that doesn't look like bulk mail.
Keep the letter to one page. Lead with the property description so the owner immediately knows this is about their minerals, not a scam. Include a specific offer or range. Owners who see a real number are more likely to call back than owners who see 'we'd like to discuss your minerals.'
Voicemail that gets callbacks
Keep voicemails under 30 seconds. State your name, that you sent a letter about their minerals in [county], and your phone number. Repeat the phone number. That's it.
Don't pitch on voicemail. The goal is a callback, not a sale. The more you say, the easier it is for the owner to decide they're not interested without ever talking to you. Keep it short enough that they have to call back to find out what this is about.
Measuring what works
Track response rates by campaign, not by individual letter. A single letter might get a 2-3% response rate. A five-touch sequence to the same owners might get 8-12%. The sequence is what converts, not any single touch.
Scout logs every touch and every response, so you can see exactly which sequence step generated the callback. Over time, you'll learn which intervals work, which letter templates perform, and how many touches your typical deal requires before the owner engages.
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