EVERY Call is an Opportunity

Today, we’re addressing a common misconception that can dramatically impact your success in land investing: blaming the pricing of your mailer for not securing a deal, instead of focusing on honing your seller communication skills. Remember, EVERY call from a seller is a golden opportunity to make a deal (and to learn and improve).

Over and over again I see investors quickly attribute a lack of deals to improperly priced mailers. However, the truth is that the way you talk to sellers can make or break your success. It’s not just about the numbers; it’s about building rapport, understanding the seller’s needs, and negotiating effectively.

Here’s my controversial opinion: there’s no such thing as a failed mailer. Priced too low? Apologize, win them over with your charm and sincerity, and offer a more accurate price. Priced too high? Same strategy – apologize, win them over, and renegotiate. It’s all about being personable, talking to your sellers, and working out a new deal. Believe it or not, we’ve messed up a number of times over the years as we were becoming the pros we are today.

But I have to tell you – you would be SHOCKED at how far an apology gets you. I have won over sellers and made deals happen that I wouldn’t have normally had it I had just chalked it up to bad pricing and called it a failed mailer. I took the time to apologize, listen to the seller, have a real personable conversation, and make a new deal. (Don’t forget the most important part of this – answer your phone!)

This is something that I LOVE talking about in Career Path (next session starts February 14th!). We absolutely talk about pricing a mailer correctly in the first place, but we also dive deep into the art of seller communication. We get to spend so much time working on how to navigate conversations, negotiate deals, and yes, even how to price your mailers correctly from the get-go.

Don’t let a mispriced mailer or a lack of negotiation skills hold you back. Let us help you turn every call into an opportunity and every opportunity into a deal.

Interested in Career Path?

Career Path Session 9 starts February 14th. We have just a few seats left. If you are even remotely interested, please book with us ASAP so we can help you decide if it’s a good fit.

Here are the steps to apply:

1. Fill out the application here
2. Schedule a call with Jill here.

More information on dates, timing, and what is included can be found here.