Episode 8: The Super Power of an In-House Sales Team

24 snips

Nov 19, 2024

Brian DeSirey, the sales manager for Justin Piche's team and a key player in land investing, shares his insights on the power of in-house sales teams. He discusses strategies to build an effective buyer’s list and the importance of a structured disposition process to expedite property sales. The conversation also touches on navigating common sales challenges, negotiating with realtors, and the role of key performance indicators in tracking success. Overall, Brian emphasizes adaptability and communication as vital components for a thriving sales team.

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INSIGHT

Disposition Bottleneck

Land investors often focus on acquiring properties, neglecting the crucial disposition process.
Efficient disposition maximizes profits by ensuring quick sales and fast closings.

ANECDOTE

Justin's Success

Justin Piche sold 23 of 24 lots in a development, achieving 100% profit on each.
This generated $200,000 in gross profit, contributing to over $500,000 earned in the quarter.

ADVICE

Firing Framework (BUILD)

Use the "BUILD" framework before firing: Bring expectations in writing, Understand barriers, Identify improvement needs, Log performance issues, and Discuss/document feedback.
Ensure you've provided adequate support and opportunities before terminating an employee.

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🎙️ Welcome Back to The Ground Game Podcast! 🎙️

In Episode 8, hosts Clay Hepler and Justin Piche explore the transformative power of having an in-house sales team, focusing on the disposition process in land investing. Joined by special guest Brian DeSirey, Justin's sales manager, they discuss strategies to maximize sales potential and streamline operations.

Key Highlights:

Quarterly Goals Update: Clay and Justin share their progress, revealing successes and challenges in reaching their ambitious financial targets.
The Importance of Disposition: The hosts address common excuses for slow sales, emphasizing the need for a structured process to ensure properties are sold quickly and efficiently.
Meet Brian DeSirey: Brian shares his journey from the early days of Justin's business to becoming a key player in the disposition process, detailing the skills and strategies that have contributed to his success.
Building a Buyer’s List: Discover effective strategies for creating and maintaining a robust buyer’s list, including how to engage potential buyers and tailor marketing efforts to attract the right audience.
Negotiating with Realtors: Brian provides insights on the dynamics of working with realtors, including how to negotiate commissions effectively and the advantages of having an in-house sales team.
Key Performance Indicators (KPIs): The hosts outline essential metrics for tracking the performance of the disposition team, such as lead response times and the effectiveness of various marketing strategies.
Real-World Examples: Justin shares insights from his current projects, illustrating the importance of adaptability and strategic decision-making in navigating challenges.
Actionable Takeaways: The episode concludes with practical advice on when to hire a disposition manager and how to structure their compensation for long-term growth.

This episode is filled with valuable insights and actionable strategies to help you leverage an in-house sales team for your land investing business. Whether you're starting out or refining your processes, this conversation is a must-listen!

Hosts:

Clay Hepler: A seasoned real estate entrepreneur focused on building an eight-figure land flipping and development business.
Justin Piche: A former

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