Episode 6: Overcoming Objections and Team Building - Inside a 7-Figure Land Business
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Nov 5, 2024
Dive into the world of land investing as hosts share their recent wins, including a new subdivision project, while navigating setbacks from hurricanes. Learn about the AIOL method for overcoming sales objections, emphasizing empathy in negotiations. They're introducing TBT Shorts, offering actionable team-building strategies aimed at boosting efficiency. The discussion also uncovers common deal killers, emphasizing the importance of clear communication and defined roles to ensure successful transactions.
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question_answer ANECDOTE
Subdivision Success
Justin Piche successfully listed a new subdivided property near Auburn, Alabama.
The first four lots under contract will cover most of his bank loan.
volunteer_activism ADVICE
Cross-Training
Cross-train team members to handle multiple roles.
This mitigates risk and creates flexibility if someone is unavailable.
volunteer_activism ADVICE
AIOL Sales Method
Use the AIOL method (Acknowledge, Isolate, Overcome, Loop) to handle sales objections.
Acknowledge the objection's validity, isolate it, overcome it by focusing on the seller's problem, and loop back to the initial question.
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🎙️ Welcome back to The Ground Game Podcast! 🎙️
In Episode 6, hosts Clay Hepler and Justin Piche tackle the critical topic of deal killers in the land investing business. They share their personal experiences with wins and losses, discuss the importance of effective communication and overcoming objections, and introduce a new segment focused on actionable team-building tactics.
In this episode, Clay and Justin cover:
Wins and Losses: The hosts share their recent successes and challenges in their businesses, highlighting the importance of transparency in the entrepreneurial journey.
Quarterly Goals Update: Justin and Clay provide an update on their quarterly goals, discussing the progress made and the strategies in place to achieve them.
Introduction of TBT Shorts: Learn about the new segment, TBT (Team Building Tactics), where Clay and Justin will share actionable strategies for enhancing team performance and efficiency.
Deal Killers: Dive deep into the common pitfalls that can derail land deals. Clay and Justin discuss critical factors such as easements, property characteristics, and the importance of involving all stakeholders in the selling process.
Effective Communication Techniques: Discover the AIOL method (Acknowledge, Isolate, Overcome, Loop) that Clay uses to train his sales team in handling objections and maintaining productive conversations with sellers.
Building a Strong Team: Understand the significance of training and upskilling team members to ensure they can identify opportunities and manage leads effectively.
Real-World Examples: Justin shares a story about a deal that fell through due to unforeseen circumstances, emphasizing the need for thorough due diligence and communication.
This episode is packed with valuable insights and practical advice that can help you navigate the complexities of land investing. Whether you're a seasoned investor or just starting out, this conversation is a must-listen!
Hosts:
Clay Hepler: A seasoned real estate entrepreneur driven to build an eight-figure land flipping and development business. Justin Piche: A former US Navy submarine officer turned real estate entrepreneur, passionate about building high-performing teams.
Listen now on Apple Podcasts, Spotify, and wherever you get your podcasts!
The Ground Game Podcast