In this episode of the Hive With Us Podcast, host Daniel Martinez welcomes back Clay Hepler, an experienced land investor specializing in midmarket land strategies. They dive into a detailed breakdown of a recent deal, sharing insights and lessons learned throughout the process.

Chapters

Chapter 1: Introduction and Overview (0:00 - 1:58)

Daniel Martinez introduces returning guest Clay Hepler, highlighting his expertise in midmarket land investment strategies. They set the stage for an in-depth discussion about a recent deal that Clay worked on, promising valuable insights for listeners.

Chapter 2: The Greek Seller and Building Rapport (1:59 - 4:58)

Clay Hepler recounts the story of an 84-acre tract deal involving a Greek seller who initially ghosted them due to personal stress. He emphasizes the importance of persistence and building rapport, explaining how they eventually reconnected with the seller through a gentleman who spoke better English. Clay underscores the significance of understanding the seller’s motivations and establishing trust.

Chapter 3: Navigating a Bidding War and Closing the Deal (4:59 - 6:58)

Clay shares the challenges they faced when the deal entered a bidding war with two other land investors and a real estate broker. He explains how they overcame this by focusing on building a strong relationship with the seller, ultimately closing the deal by addressing the seller's key motivations and concerns directly.

Chapter 4: Sales Process and Team Management (6:59 - 9:26)

The discussion shifts to the sales process and the importance of tracking metrics such as talk time, calls, and offers. Clay highlights the balance between measuring effort and focusing on results, emphasizing that success in sales comes from a combination of both. They also touch on the significance of outcome-based management and maintaining a performance-driven culture within the team.

Chapter 5: Lessons Learned and Closing Thoughts (9:27 - End)

Daniel and Clay wrap up the conversation by reflecting on the lessons learned from the deal. They discuss the importance of understanding seller motivations, building rapport, and maintaining persistence in the face of challenges. Clay shares where listeners can find more information about his work, including his social media profiles and the Landman Accelerator course.

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