Show Notes: https://retipster.com/277-katie-desmarais/?utm_source=youtube&utm_medium=social&utm_campaign=podcast&utm_content=7IYN9tk595s Most land investors think success comes from pricing, data, and marketing… But after talking with Katie Desmarais, it’s clear that sales conversations, leadership, and team development are what separate struggling operators from scalable land investing businesses. In this episode, Katie breaks down how she transitioned out of the day-to-day grind, trained her team to operate independently, and improved land deal conversions through better communication and sales systems. We also talk about: - Why most land investors become the bottleneck - How to build trust with sellers - The right words that move deals forward - Coaching, accountability, and leadership - Why overfiltering leads can hurt your business - How to create a land business that supports your lifestyle If you’re building a land investing business and want better systems, stronger sales skills, and more consistent deal flow, this episode is packed with practical insights. 0:00 - Katie returns to the podcast 1:57 - Becoming less involved in operations 3:22 - Leadership through EOS systems 5:05 - Coaching teams through mistakes 9:11 - Katie’s current role in the business 11:46 - Leadership vs sales leadership 13:07 - Why operators become bottlenecks 15:19 - Coaching land investors differently 17:07 - Building a business around lifestyle 19:56 - Sales skills in land investing 21:24 - The coaching turning point 25:08 - Why overfiltering leads hurts 28:25 - Can you create seller motivation? 30:36 - Property improvements that add value 32:30 - The right words in sales 34:00 - Reviewing sales calls and scripts 37:59 - Building trust with sellers 40:00 - Rapport, trust, and authority 46:15 - Balancing speed vs preparation 47:38 - Confidence, empathy, and listening 52:34 - Katie’s start in land investing 55:00 - Knowing if coaching is right for you 1:00:12 - From beginner to full-time investor 1:01:58 - Fast sales improvement examples 1:04:00 - How to work with Katie & Ajay #landinvesting #landflipping #landinvestor #realestateinvesting #retipsterpodcast #landsales #salestraining #landbusiness #realestatebusiness #leadership #entrepreneurship #vacantland #ruralland #landdevelopment #landdeals #landbuying #landclosersacademy #realestatestrategy #businessgrowth #landcoaching *📊 Manage Land Deals Like a Pro with Stride CRM* https://go.retipster.com/stride/yt-7IYN9tk595s *Land Portal: The Data Edge Every Land Investor Needs* https://go.retipster.com/landportal/yt-7IYN9tk595s (REtipster Affiliate Link) *🙋🏻‍♂️ Get the REtipster Newsletter (It's FREE)!* https://welcome.retipster.com/newsletter/?utm_source=youtube&utm_medium=social&utm_campaign=podcast&utm_content=7IYN9tk595s *🚀 Land Investor’s Action Plan (Free 5-Day Course!)* https://tools.retipster.com/land-investing-action-plan/?utm_source=youtube&utm_medium=social&utm_campaign=podcast&utm_content=7IYN9tk595s *⚠️ Land Buyer’s Survival Guide (Free 5-Day Course!)* https://tools.retipster.com/survival-guide/?utm_source=youtube&utm_medium=social&utm_campaign=podcast&utm_content=7IYN9tk595s *👉 10X Your Income from Land Investing* https://welcome.retipster.com/webinar-invite/?utm_source=youtube&utm_medium=social&utm_campaign=podcast&utm_content=7IYN9tk595s *😀 Join the REtipster Forum!* https://forum.retipster.com/?utm_source=youtube&utm_medium=social&utm_campaign=podcast&utm_content=7IYN9tk595s *🛠️ All My Favorite Tools and Resources 🛠️* https://retipster.com/resources/?utm_source=youtube&utm_medium=social&utm_campaign=podcast&utm_content=7IYN9tk595s