Christian OsgoodCEO, Multifamily Strategy · CEO at Multifamily Strategy

Speed to Lead Land Sales Secret

4 Apr 2026 · 1 min

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In this segment, the speaker emphasizes that rapid response—specifically within 60 seconds—is critical when handling land buyer inquiries. Prospective buyers typically browse multiple listings (often 20 or more) on platforms like Zillow or Land.com and submit simultaneous information requests. If a competitor answers these requests within the 60‑second window while the speaker’s team replies later, the competitor secures the relationship, leaving the speaker with virtually no chance to re‑engage. Recognizing this, the speaker’s organization hired two additional virtual assistants to ensure they can meet the 60‑second response metric, illustrating how operational scaling is required to maintain competitiveness in land sales and, by extension, any business reliant on timely lead follow‑up.

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The biggest thing that helped was speed to lead, how quickly you respond to them. Because when someone buys land, this is like very specific to land, but it literally applies to every other business. When someone buys land, they go on Zillow or they go on land.com. They, they're not just picking one piece of land and say, oh, request more information. They're going request, request, request, request, request, request, request, like 20 times. 20 different properties. And if the 20 different businesses this request went to, and if someone responds, if my competitor is responding within 60 seconds and I respond next day, they already started the relationship. I'm dead in the water. Like there is no chance I'm going to come and restart a relationship if they've already had like multiple calls within 24 hours. Right? So the day we learned this, we had literally had to hire 2 extra virtual assistants to meet this 60-second metric.