Descripción
Show Notes: https://retipster.com/277-katie-desmarais/?utm_source=youtube&utm_medium=social&utm_campaign=podcast&utm_content=7IYN9tk595s
Most land investors think success comes from pricing, data, and marketing…
But after talking with Katie Desmarais, it’s clear that sales conversations, leadership, and team development are what separate struggling operators from scalable land investing businesses.
In this episode, Katie breaks down how she transitioned out of the day-to-day grind, trained her team to operate independently, and improved land deal conversions through better communication and sales systems.
We also talk about:
- Why most land investors become the bottleneck
- How to build trust with sellers
- The right words that move deals forward
- Coaching, accountability, and leadership
- Why overfiltering leads can hurt your business
- How to create a land business that supports your lifestyle
If you’re building a land investing business and want better systems, stronger sales skills, and more consistent deal flow, this episode is packed with practical insights.
0:00 - Katie returns to the podcast
1:57 - Becoming less involved in operations
3:22 - Leadership through EOS systems
5:05 - Coaching teams through mistakes
9:11 - Katie’s current role in the business
11:46 - Leadership vs sales leadership
13:07 - Why operators become bottlenecks
15:19 - Coaching land investors differently
17:07 - Building a business around lifestyle
19:56 - Sales skills in land investing
21:24 - The coaching turning point
25:08 - Why overfiltering leads hurts
28:25 - Can you create seller motivation?
30:36 - Property improvements that add value
32:30 - The right words in sales
34:00 - Reviewing sales calls and scripts
37:59 - Building trust with sellers
40:00 - Rapport, trust, and authority
46:15 - Balancing speed vs preparation
47:38 - Confidence, empathy, and listening
52:34 - Katie’s start in land investing
55:00 - Knowing if coaching is right for you
1:00:12 - From beginner to full-time investor
1:01:58 - Fast sales improvement examples
1:04:00 - How to work with Katie & Ajay
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