In this episode of the Land Maverick Podcast, I had a fascinating conversation with Joe Roberts, delving into the intricacies and strategies of cold calling in the land business. Joe, an expert in this field, shared valuable insights that set his approach apart from generic real estate cold call companies, shedding light on how to effectively use cold calling as a tool for land investment and acquisition.

Episode Highlights

• Joe Roberts discusses the uniqueness of his company, Land Caller, and its specialized focus on the land business as opposed to general real estate cold calling.
• Emphasizing the importance of client customization in cold calling scripts to optimize lead quality over quantity.
• Joe explores the psychology behind cold calling leads versus direct mail leads and their different impacts on potential sellers.
• The conversation touches upon different pricing models for cold calling services and how Land Caller's model offers a flat fee for dedicated campaign management.
• Joe elaborates on the importance of quality control in cold calling, including skip tracing and TCPA litigator scrubbing.
• There's a discussion about the effectiveness of personalizing cold calls to communicate client values, and whether aspects like owning a nonprofit or being veteran-owned influence the effectiveness of calls.
• Joe shares insights into the cost-efficiency of cold calling compared to direct mail and texting, highlighting the labor intensiveness of these strategies.
• Challenges faced by new land investors or those with full-time jobs in effectively utilizing cold calling services are discussed.
• The conversation also covers the necessity of follow-ups in the cold calling process and the importance of a full-time position for handling leads and negotiations.
• The sustainability of long-term client relationships in the cold calling business is debated, considering the potential for in-house training and management.

Resources Mentioned

• Land Caller: Joe Roberts' company specializing in cold calling for the land business. (https://landcaller.com/)
• Books for training in negotiations: "How to Win Friends and Influence People" and "Never Split the Difference."