Cookies ending with $150,000 land deal with Josh Pierce

In this episode, Ajay and I sit down with Josh Pierce, a fast-rising land investor who built a high-performance business from scratch in less than two years. Josh never had zero experience, no capital (literally funding credit cards, thereby running a team of nine people and earning six figures a month.

What makes Josh particularly fascinating is his unconventional but very effective way of gaining the trust of the seller. He sent a food cookie box. No joke. This “Cookie Closer” approach helped him win deals that most land investors would lose.

We dig into everything from his transition from fitness coaching to land investment, what he learned from taking huge risks, building and expanding the team, and his unique insights to build trust with the seller. Josh also shared the fact that texting and direct emails, his recruiting strategies, and most new land turners are completely wrong.

If you are seriously considering expanding your land investment business, or just want a new way to reach sellers, you need to hear this.

Links and resources

Key Points

In this episode, you will:

• Learn how Josh went from zero to $400,000 in his first year by using a credit card for his business and hiring VAS in 6 weeks.
• Discover the “Cookie Closers” strategy, which is to send a $50 high-end cookie box to the seller as a “transaction insurance” to build trust and complete more transactions.
• Understanding the diversity from direct mail to texting helps Josh maintains 7x ROA on both channels while reducing the risk of key people.
• Explore Josh’s recruiting strategy, which is to start with a generalist who can “build a fire” instead of a professional role and then expand based on business bottlenecks.
• See how to focus on the customer journey and always do what you say creates trust, which allows sellers to choose you over a higher offer.

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