In this episode, the team tackles one of the biggest fears new and even experienced land investors face: “What if I get stuck with a property I can’t sell?” Scott, Mike, and Jon unpack why this fear is so common, how beginner biases distort judgment, and why “slow-moving” land rarely means “unsellable.” They share real stories about odd parcels, washes, floodplains, steep lots, and even rock slabs that still sold for great profits — all because they were bought right and marketed correctly. Through mindset shifts, practical strategies, and creative exit options, the team shows listeners why buying right means you never truly get stuck in this business.
Tune in as the team discusses:
- Why nearly all new investors fear getting stuck with a parcel — and why that fear goes away after your first few sales.
- How unrealistic expectations (price, terms, ads, timing) sabotage early momentum.
- The role of consistent marketing — and why one ad is never enough.
- How buyer avatars help you sell even “weird” or “challenging” parcels.
- Why your personal bias (“I wouldn’t buy this”) doesn’t matter — because the right buyer sees value differently.
- Handling properties with washes, slopes, floodplains, or quirks — and how to turn them into selling points.
- Creative exit strategies: wholesaling, bundling properties, repositioning ads, and adjusting terms.
- How negotiating counteroffers works — and why you shouldn’t feel pressured to take every deal.
- Why buying right (at 25–35¢ on the dollar) protects you even if a parcel takes time to sell.
- Psychological wins: sometimes moving one property wholesale is all you need to regain confidence and momentum.
TIP OF THE WEEK
“If your land isn’t selling, don’t blame the land — check your marketing. Adjust the ad angle, refine your pricing, increase posting frequency, and try new buyer avatars. Ninety-nine percent of the time, it’s a marketing problem, not a land problem.” — Scott Bossman
“Use the challenges to your advantage. If a property has a wash, slope, or quirk, negotiate it down when buying — and flip it into a selling point when you list it. The right buyer will see opportunity where others see obstacles.” — Mike Zaino
“If a property isn’t selling, don’t assume it’s the property — assume it’s the marketing. Rework your ads, pitch different angles, and keep posting. One ad is never enough. Consistency wins every time.” — Jon Burnett
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