Cold Calls, Hot Land Deals: Joe Roberts Unveils His Cold Calling Strategies for Land Investors | 168

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In this episode, I'm talking with Joe Roberts, the founder of LandCaller.com.

Joe is a former Marine Cobra helicopter pilot who began investing in real estate while on active duty. He started acquiring single-family and small multifamily rentals before switching to flipping vacant land in 2021. Joe left the Marine Corps after 11 years in 2023 to pursue real estate full-time.

0:00 - Introduction to Cold Calling in Land Investing
4:20 - Why Joe Chose Cold Calling
9:23 - Using Cold Calling with Other Marketing Channels
12:49 - The Challenges of Cold Calling with VAs
15:24 - Building a List for Cold Calling
17:04 - Cost Comparison: Cold Calling vs. Direct Mail
18:28 - Prepping the List for Cold Calling
20:06 - Lead Generation vs. Negotiation
25:14 - Average Number of Leads and Variables
25:44 - Leads to Deals Ratio
26:21 - Preparing for the Second Call
27:31 - Building Relationships
29:25 - Handling Irate Phone Calls
38:06 - Different Types of Land Buyers
39:17 - Flexible Deal-making Approaches
40:56 - How to Outsource a Cold Caller
43:28 - Benefits of Outsourcing Cold Calling
47:10 - Cost of Outsourcing a Cold Caller
51:13 - SMS and Direct Mail Campaigns
52:22 - Challenges and Limitations
54:10 - Following Up with Warm Leads
1:00:10 - Knowledge of Cold Callers
1:03:20 - Best Practices for Cold Calling
1:05:26 - Importance of CRM Systems
1:07:40 - Overcoming Shyness and Introversion
1:09:12 - Visualization and Training Thoughts
1:12:41 - Applying Visualization to Different Areas
1:16:25 - Personal Identity
1:17:00 - Starting a Unique Company
1:19:27 - The Power of Collaboration

In this conversation, we discuss the opportunity in cold calling to find acquisition opportunities for vacant land.

Up to this point, cold-calling has not been a widely used marketing medium among land investors. The first time I heard about the idea, it sounded like the last thing I ever wanted to try, but part of my apprehension at the time was tied to my misunderstandings about how cold calling works.

The truth is that cold calling can be incredibly fertile ground for land investors. As I think we’ll find in this conversation, there’s a compelling case for cold calling in the land business.

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