How to Create Urgency for Land Buyers

So today is sales scenario Thursday, and I thought that we could talk about the sst. Yeah, I thought we could talk about creating urgency for buyers when you have a buyer on the hook. What are a few ways to create urgency to get them to put that down payment on the card, the cod, while you're on the phone with them or in the Facebook chat or email or whatever. So if any of the audience has suggestions regarding how to create urgency, please throw them in the chat, fellas. Mike Zano, how do you create urgency?

Well, I'm gonna go the devil's advocate in the other direction for a second here.

Oh, boy.

Why did you do that to me?

Just because it was part of the same topic, I think.

Look it, by answering this question, I'm going to talk about something completely different.

No, no, thank you. Not something different.

Thanks for bringing the topic. Scott Boston.

Matt, do you try to convince people to sell you their property?

It can't be done.

True.

So do you try to convince people to buy your property?

I really try hard not to, because.

To me, it's a matter of. To me, ultimately, there are some persuasive techniques, and we can talk about those for sure. That if someone is right there ready to buy and they're having maybe a lack of confidence in you, they feel like Maybe they're not 100% sure it's an online transaction, but if it's someone who's truly not, if someone's just sort of. Just sort of looking and they're not.

True.

I don't. I believe on. In heavy marketing and bringing the next buyer, the one that's really going to buy it, rather than wasting time on the one who's not. But again, there are times where there are people. Right. Honestly, that. And we can talk about this too, that are they really want it, but they're just a little bit unsure about, you know, who you are and are you legit? And there's ways you can do that as well. But to start the conversation off, I'd say that if someone's truly not really interested, you. You really don't want to convince them. You don't want to push them. So it's. So that I think, well, that's the far end of the spectrum, though. Is that fair?

Yeah.

Multiple marketing channels bring multiple potential buyers, and one of them will buy your product.

Okay.

All right.

So, Zaino, But I'm a gentleman on the phone. Right?

Okay, gentlemen.

And. And I'm very interested in this property. Right?

Yes.

But listen, I got to talk to my wife first, wait, I have to go out and see the property next week. But I'm really interested in this property is everything I'm looking for. Can I camp on the land? Check. Can I hunt on the land? Check. Are there restrictions? No. I can build whatever I want. Yes. Yeah, so listen. Oh, so you love the property, but there. Yeah, so in that instance, you're talking to a guy that on paper, he loves the property. He loves every, every Google, every Google Earth overlay image that you, that you have presented to him. He loves the back taxes, he loves the location, he loves everything. How do you create urgency for that guy? Because you want him to buy, he wants it.

But you take away the risk. You let him know the very true reality is that there are people that will buy this property sight unseen. I know you want to go see the property, but that's why we offer you a money back guarantee. We'll hold the property for you, but you got to show us you're serious, you know, documentation fee or whatever it might be. You could have a $99 dog fee. Pay that dog fee, we'll hold the property for three, four, five days, whatever it is. That way you don't go out there, you don't fall in love with the property and somebody else who is just, you know, ready to buy. Doesn't just click right when you're making the phone call to me to say, mike, we love it. Someone else is pressing ka ching buy and they buy the property and now you don't get it. I hate to see that happen to you. I've seen it happen to other people just like you. So why not take the risk free option, secure the property, go look at it. If you don't love it, I'll refund you.

Nice. I love the refund. Right?

I don't love it, but it's a good tactic.

I mean, I don't love refunding. It's a good tactic. But like, I'm on Mike's side of this, right? There is a lot of people you can waste a lot of time talking to. A lot of people who are the perfect fit on paper, right? Who is calling me at work at 10:50 at night. Honestly, people like, go get your connect and sell somewhere else. Yeah, I'm a sales guy. I answer the phone, but I'm definitely on the side of like, if you're a good buyer, isn't just a good buyer on paper. I mean, they are somebody who is willing to pull the trigger. I'm fine with saying we have a money Back guarantee. I'm fine with all of that. Right. But at a certain point, I'm not going to chase you. If you want to go look at the property, I'll work with you. Give me $100 down, I'll refund it. I'll let you have 48 hours. Like, I'll make something up. That does take away all that risk. But at the end of the day, it's not that hard to sell property right now. And I got 100 people lined up behind you. It is what it is. So, you know, two years ago, when I was pretty new, I'd give you three weeks to go look at the property in hopes maybe, God, you buy one. Now, I'm unlikely to give you really any concessions because the stuff is selling. It's like the market's in my favor, not yours. Right. So, I mean, we want to work with people, and sometimes that's just a lot of conversations to build that trust. But you need to be careful that you don't tie up properties for somebody who's a tire kicker. But he sounds good and looks good on paper. Right. When somebody else is going to come along and you're going to go, yeah, that's tied up. And they're like, okay, well, I'm going to go to Matt Forbes site and I'm going to go buy his, because I'm ready right now. So there's a. There's some. Some give and take there.

I mean, you said it right there. Forbes. It seems to be a seller's market right now. Right. And it is. That is an urgency at its base right there. I mean, how many conversations does our team have with potential buyers? Who. I just, you know, we just had one earlier today. He wants to go see the property in three weeks. Listen how the property's flying off the shelves right now. There's no guarantee that thing's gonna be here in three weeks. Like, it's just a matter of numbers. It's. It's a matter of. Yeah, it's a matter of frequency. These things are selling quick right now. It's not gonna be there in three weeks.

So, you know, I'm super passive about those guys. I'm like, hey, that sounds really, really good. Yeah, I'm not gonna hold it for you. Just give me a call before you go out. Exactly. Just to make sure that it's not sold. All right, no problem. But, like, honestly, between you and I, I have a decent chance of selling this in the next three weeks. So, like, it's all good. Right? And it's not gonna stop you from going out this way when we have another property. It would make sense for you, you know, but I have properties where I have a list of people who are, who they know when I call, either they take out their credit card or I go to the next person on the list. Like they want a very specific thing that I usually have that I don't have right now. Like that's that kind of a market. So, yeah, no, I'm not going to mess around with somebody who's, you know, not sure about buying something on the Internet. Like, I'll do your best to make, you know, to make you feel good, but at a certain point, Bye. Bye.

I think that's a great topic for next week, buying on the Internet. And yeah, it's a tough one, right? How to put your buyers at ease. I love it. Quick, quick story about, about a guy I had on the hook an urgency. So I don't buy many properties in Wisconsin, but I came across an opportunity so I did it. I'll throw it out there. Talking to a gentleman from New York, he's like, yeah, I'm really interested in that property in Wisconsin. Oh well, I'm getting like literally 20 leads a day on this thing. Like, dude, I can't promise you it's gonna be around. He's like, I really want to go visit the property. He got in his car with his wife and his 2 year old on a Friday night and they drove straight through to Wisconsin to see this property. I'm like, listen, I hope you really like it when you get there because I can't guarantee you're gonna like it when you get there. And guess what? He was so excited about the property. He got there, he loved it, he bought it and it was nuts. But you can't. I mean, my only way of conveying urgency to him was, you know, listen, I'm getting 20 leads a day on this thing and if you want it, you know, drop the down payment. We have a 90 day money back guarantee. And listen, if you want to drop the down payment and go visit the property, awesome. He's like, no, I'm going to wait. I'm going to go visit the property first and then I'll put the down payment on. Okay. Anyway, interesting story.

No problem. Yeah, I get that. I had, I had a super nice older couple, very timid about buying something over the Internet. Took a while and then they, you know, they finally pulled the trigger and they, and they went out to the property and they didn't like, it. And I'm like, no problem. Like, my sales system's like, I don't know what to do. And I'm like, what do you mean you don't know what to do? You know exactly what to do. Give them their money back.

Yeah.

You know what they said? Keep our money. Keep our money. And see, the next one that we like that you have, we'll just apply it to that.

Oh, that's awesome.

I was like, that's really great. And then I'm like, ann, how the hell do we do that? Like, how do we account for that? She's like, I have no idea. And I'm like, oh, God, here we go. Like, we gotta account for that. I don't know what to do with it. Like, oh, my God. Like, I'm waiting for them to be like, well, we gave you our down payment. Have somebody be like, what are you talking about? And then we have to, like, remember, you know, those weird. One of those weird ones. But, yeah, that happens. That's.

That's funny. People love adventure, right? Like, we've had people before. I've offered them, hey, you know, when you're out there, I would love some pictures of these couple properties you're taking a look. Taking a look at. I'll give you 50 bucks.

I've done that.

And they email back and they're like. Or they text back and they're like, you know what? We didn't like the property, but we had an amazing time. No need to pay us, Okay?

I had a guy. I had a guy in Apache. I never worked in Apache. And he's like, I think I want to. You know, he's like, I think I want to buy that property. And I'm like, cool. This was super early on, right? And he's like, I'll drive out there. And I'm like, could you take pictures? Like, I'll pay you or I'll take it off part of the down payment. Like, you know, whatever. Like, I'll give you money for it. He's like, oh, okay. And so we think it's just like regular Apache. We don't really know much about the area. This is sort of that. We've never had pictures taken or anything out there. He's like, oh, my God. It's next to a well, and it has access to the well. And I've seen this stuff before. And he spent 45 minutes educating me on Apache. This guy knew everything. He lived, like an hour away. He knew everything and then wouldn't take my money for the photos or the video he did. It was like he just likes talking about dirt. And he knew a hell of a lot more about it than I did.