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OnlyLandFans Podcast Ep. 93
Ever wonder how to turn cold calls into hot land deals? Michael Singletary, a serial entrepreneur who transformed from salon owner to land mogul, just dropped some serious knowledge bombs on scaling land businesses through effective cold calling systems.
Ready to discover how this self-proclaimed "systems and process guy" went from knowing nothing about real estate at 45 to building a thriving land empire and data company? Let's dive into the game-changing insights he shared!
The Three Pillars of Successful Cold Calling
Michael breaks down cold calling success into what he calls "ADD" - Agent, Data, and Dialer. Here's why each component is crucial:
1. The Agent
Must have excellent English (C1 or C2 classification)
Needs proper personality profiling
Should follow conversation pillars rather than rigid scripts
Requires continuous training and real-time feedback
2. The Data
Quality matters more than quantity
Focus on "right person contact" over hit rates
Fresh data consistently outperforms older databases
Multiple data sources often yield better results
3. The Dialer
Requires proper setup and monitoring
Needs constant adjustment based on performance metrics
Should maintain optimal connection ratios
Must be managed actively throughout campaigns
The Real Truth About Follow-Up
Think land owners aren't motivated? Think again! Michael revealed that 70% of their current deals come from leads that are 6+ months old. The secret? Their approach to follow-up calls is completely different from what most investors do.
Instead of the typical "Are you ready to sell yet?" approach, Michael's team:
Focuses on building genuine relationships
Takes detailed notes about personal situations
Leads with human connection rather than sales pitch
Maintains consistent 30-day follow-up cycles
What It Really Takes to Get Started
For those ready to jump into cold calling, Michael shared that you'll need:
Minimum budget: $2,500/month
Commitment timeframe: 6 months
Realistic expectations: Timeline for first deals
Proper systems and processes
The Million-Dollar Mindset Shift
One of the most powerful takeaways? Michael's perspective on lead quality. "A lead is somebody that has motivation," he explains. "I don't care if they're asking a million dollars for a $500,000 property. If I know there's motivation there, that's a lead."
Ready to Level Up Your Land Game?
If you're fired up about implementing these strategies in your land business, Michael recommends starting with:
Getting clear on your budget and timeline
Mastering one marketing channel before adding others
Building proper follow-up systems
Focusing on relationship-building over quick wins
Want to hear more gold from Michael, including his insights on scaling virtual teams and leveraging data for better deals? Catch the full episode on the OnlyLandFans podcast!
P.S. While you're reading this, our members are closing deals. Time to get in on the action!
Enjoy the show!
With a lifetime of experience as a serial entrepreneur, Michael has successfully built and exited multiple multimillion-dollar ventures. He began his real estate journey in 2013 and has since closed over 500 single-family transactions, while raising over $10 million in private capital to fund his renovation and new construction projects.
With the ability to source great data in 2019, Michael launched Skip Force to provide real estate professionals with access to this valuable resource at wholesale prices. In just three short years, Skip Force has grown to serve over 1,000 customers and has developed a revolutionary product that helps real estate professionals to maximize the effectiveness of their telecommunications marketing campaigns. With Michael's leadership and expertise, the company has quickly become a leading provider of data-driven solutions for the real estate industry.
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