Description

Tune in as the team discusses:

• Why nearly all new investors fear getting stuck with a parcel — and why that fear goes away after your first few sales.
• How unrealistic expectations (price, terms, ads, timing) sabotage early momentum.
• The role of consistent marketing — and why one ad is never enough.
• How buyer avatars help you sell even “weird” or “challenging” parcels.
• Why your personal bias (“I wouldn’t buy this”) doesn’t matter — because the right buyer sees value differently.
• Handling properties with washes, slopes, floodplains, or quirks — and how to turn them into selling points.
• Creative exit strategies: wholesaling, bundling properties, repositioning ads, and adjusting terms.
• How negotiating counteroffers works — and why you shouldn’t feel pressured to take every deal.
• Why buying right (at 25–35¢ on the dollar) protects you even if a parcel takes time to sell.
• Psychological wins: sometimes moving one property wholesale is all you need to regain confidence and momentum.

TIP OF THE WEEK
“If your land isn’t selling, don’t blame the land — check your marketing. Adjust the ad angle, refine your pricing, increase posting frequency, and try new buyer avatars. Ninety-nine percent of the time, it’s a marketing problem, not a land problem.” — Scott Bossman

“Use the challenges to your advantage. If a property has a wash, slope, or quirk, negotiate it down when buying — and flip it into a selling point when you list it. The right buyer will see opportunity where others see obstacles.” — Mike Zaino

“If a property isn’t selling, don’t assume it’s the property — assume it’s the marketing. Rework your ads, pitch different angles, and keep posting. One ad is never enough. Consistency wins every time.” — Jon Burnett

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