The Closers Podcast
The Closers Podcast is a show built for land investors, curative title operators, and sales-driven entrepreneurs who are done consuming and ready to close.
The Closers Podcast
Nick Staley | The Closers Podcast Ep. 2
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Nick Staley went from having no phone experience and genuinely believing that words on the phone didn't matter to signing 18 purchase agreements in a single month at 21 years old. His land business runs on 200,000 texts per month, a 12% signed PA rate, and $33K average deal spreads.
In Episode 2 of The Closers Podcast, Ajay sits down with Nick to pull back the curtain on the entire journey: how he started as an intern scrubbing data just to get access to land comps, why he made 1,000 dials a day for 7–8 months straight, what Jeremy Miner's tonality principles look like in practice when you're talking to motivated sellers, and how one conversation technique, digging into pain the right way, saved a deal worth a quarter million dollars for a partner.
Nick also breaks down their full sales infrastructure, why most investors leave deals on the table by not sending the PA on the call, and what he'd tell any new investor who's trying to figure out where to start.
Raw, tactical, and built for people who want to actually close more deals.
Welcome back to episode two of the closers podcast. Today we are going to be sitting down with my dear friend and one of our coaches at the Land Closures Academy, Mr. Nick Staley. Nick is an absolute legend because this guy went from having no phone experience and sounding absolutely terrible to in January of 2026 the guy locked up over 19 purchase agreements by himself. We're about to sit down and talk about what that transformation looked like, what he sought out in sales training, how he's done so well and grown and scaled his land business, and so much more. Guys, this is an episode for the history books. You will not want to miss this one. I will see you there. Sweet guys, today I've got a special treat for you because I'm gonna be interviewing my good friend and one of our coaches in the Land Closers Academy, Mr. Nick here. This guy's an absolute savage, has closed how many PAs this month as we're here in January of 2026? 18 signed this month. 18 signed purchase agreements. And believe it or not, this guy's only 21 years old. So we're gonna be working for him one day. But uh Nick, I'm excited to have you, man. Welcome to the closers podcast. Yeah, thanks for having me. Yeah, man, absolutely. So, dude, I want to go back in time. Um, obviously, you're a younger dude. I know you took a stab at running your land business by yourself, yeah, and then later ended up partnering up with uh our mutual friend Ben, right? Um, talk to me about that story of when you tried doing it by yourself, what did and didn't work, and how this partnership came to be.
SPEAKER_00Yeah, so first I uh bought Sumner's course, Sumner Healy. Shout out Sumner, we love Sumner. I bought the Leah course before the group coaching, and so I basically learned the basics, you know, it was all about sending mail at the time, you know, keeping it super simple. There's no land insights, and so I ended up learning the basics of scrubbing, you know, sending out mailers. I closed about three deals myself. Okay, what were like the margins on some of those deals just for scaling? So the first one was a double close, okay, and I made 7,000. Sure. And then the next one, you probably how'd you feel when you closed that first one? It was awesome. Yeah, so actually the reason I got into land, so I worked with a wholesaler, okay, and we had a 50,000 assignment fee. Oh, wow. And the person that we sold the house to demoed the house, split the lot in two and made like 200 grand. No way. So that's why I got into land. So I got this $7,000 deal, probably my first two months into it. So it was a really quick, you know. I got into business, got my first deal, I was like, all right, this works. And so I got two more two more deals. It was like a 9K rip, 10k rip, and then from there, it started getting a little slower. Okay. And obviously, I was I was sending like two or three thousand mailers at the time. So like you can't do too much with that. Sure. But at the time, I got deals, thankfully. And so I was in his Discord, I popped a question, like, hey, I can do you know, this, this, and this. Yep. Like, if anyone's interested, let me know. So a couple people reached out, happened to talk to Ben. We jived. It was you know, that's that's it. Sweet, man.
SPEAKER_01I love it. And uh, man, just just so people understand the the scale of what you guys are doing now. Um, can you give us a snapshot on what your guys' business looks like today?
SPEAKER_00Yeah, so we have I don't even know how much on our team, eight, eight employees, nine employees. That's always a sign of rapid growth when you can't remember how many heads you have. Yeah. Um, we are doing 200,000 texts right now a month. Okay. So usually we're getting like 10 to 12 signed contracts. Usually 40% fall through due to either title issues, um, maybe the property's not as good as we thought originally. Yeah. So we usually say 40% is gonna fall through, and that's totally fine. So yeah, this is an outlier month, obviously, with 18. But the deals have been pretty nice sized this month. So the spreads should be good.
SPEAKER_01That's great. And just for reference, too, I know your first couple deals were seven, nine, and ten. But uh, what are the spreads on the deals you guys are doing now?
SPEAKER_00I think our average deal size is 33,000. 33,000. That's awesome, man. Yeah, it'll get skewed. We have a really nice deal closing end of February. Okay. So that'll skew the numbers a bit. Yeah.
SPEAKER_01But tell us about it.
SPEAKER_00Yeah, so it's a subdivide. I know you don't want to jinx it, but no, no. So it's a 72-acre subdivide. And fingers crossed when everything should be like 400 net.
SPEAKER_01So hot dang, dude. 400 net.
SPEAKER_00Let's go. Yeah, so conservatively. So conservatively.
SPEAKER_01We'll see where it ends though. Sweet man. Well, congrats. That's sick. Yeah, thank you. Uh, 18 deals on 33k spreads, only 60% go through. That's still what, 12 solid deals that are gonna be a couple hundred grand. Something, yeah. So that's great, man. That's great. Um, I want to talk about your your relationship with Ben and the partnership that you guys have because it's a little bit unique, right? Yeah, obviously, um, you know, not to get into the specifics, but you came in and you started more as just like a closer, right? And obviously, you've taken over some more responsibilities over time. But um, walk me through the decision of like why that was a good fit for you back then.
SPEAKER_00Yeah, so I actually started as an intern. Is it intern? So I was still in school and I was sending out his mail, I was pricing, I was scrubbing. Okay, I was scrubbing, it's crazy.
SPEAKER_01Anything to get reps, yeah.
SPEAKER_00So he'd give me access to land vision. Okay. Landvision for me. I was like, let's go. Like, I got free data here. So it was worth it for me. And gradually we decided, like, hey, let's let's text, let's try texting. Sure. Because his mail was going a little slower. He had the overseas closer, so we just gave it a shot. And I was, you know, 50,000 text is what we started with. I was setting and closing, and it took off like crazy. He we were doing, I think he was doing three deals a month before me, and like right away, it was like three, four contracts signed a month, so it's like two to three deals a month, like right away. And so we just scaled that up, took his closer, made her a setter. Okay, I became the closer, and then it was just like a test period for six months. Yeah, and it just went crazy. Nice, and and then yeah, we eventually we scaled that up, brought some team members on, and and then I think it was Christmas time, we became official partners.
SPEAKER_01Let's go, man. Well, congrats, dude. You guys are awesome. Uh I let's let's focus for a bit on that closing piece, right? Um, because obviously a lot of what we do is sales. I think you and I both consume tons of sales content free time. Um, it's been fun watching you continuously just get better at it. But I know and you know, you were pretty bad on the phones when you got started.
SPEAKER_00I was super bad. I have no natural sales ability at all. I would say I before I studied sales, I didn't think you could get any better. I was like, let me just see like how is it even possible that different words can make someone close more? Like, I'll say whatever, and they're either a yes or no. Like, that's what I used to think. And thankfully, I didn't keep that belief. Right. I listened to sales podcasts, you know, you a lot. Jeremy Minor. Yeah. Um, and thankfully, I I got coaching. That's freaking awesome, man.
SPEAKER_01I want to zoom in on that belief for a second because I think that's really important, both for the decision you made and also how we sell a lot of times, right? So, like I like to think about the concept of beliefs. We make decisions based on things that we think are or are not true, right? So, uh, an easy example I like to give is when I walk down the stairs, I believe that gravity is gonna continue to carry me down. So I'll be able to walk down the stairs without thinking, right? You carried a belief that every seller either is or isn't a deal, regardless of what I do. Just that one shift to say, hey man, the words that we use, the understanding that I have, the way I can help somebody process and shift their beliefs that this might be a good thing for them is going to get a different outcome. When did that click for you, if you remember? Like, what was really the catalyst?
SPEAKER_00I think I just started listening to a ton of different sales content. I'd get little bits and snippets there, and gradually I would get cussed out less. I it'd take less calls to get deals. Not none, just less. Yeah, less. And like now, like I look back to it, like I don't get cussed out at all. I honestly miss it. Like it just it spices it up. It does. I'm just this is crazy, but like it's just routine closed, yeah. The next call, like it's uh I've gotten down from well, every eight offers is a signed PA right now.
SPEAKER_01Yeah, man, is is there a P every eight offers is a signed PA right now? Yeah, so 12% signed PA rate. So your verbal's probably a little bit higher, I'd imagine. A little bit, yeah. Okay, that's crazy. I think most people are probably more like a one and twenty or twenty five realistically. I think people kind of dance between a a four and ten percent close rate. Um, but a very consistent like 12 to 13% close rate, man, that's that's freaking killer. That's top rate, dude. Like you should be excited about that. Um, for for I want to talk for a second because you're a little bit unique compared to most people that have either come through my ecosystem or honestly, like in our land niche, a lot of people always try to start the business by themselves, right? You were able to piggyback off of both some of the infrastructure Ben had built and also his capital that he had available, right? I mean, the guy is probably 15, 20 years older than you, um, you know, has has experience and income in other ways and and had been at the business a little bit longer. Why was that a good decision for you to go ahead and join what he was doing? Um, and who else is that a good decision for? For people that are listening and trying to figure out what makes sense for them.
SPEAKER_00Yeah, I mean, he knows so much that I didn't at the time. Okay. I'm still learning every single day. Of course. So not only do you get to have like that in the capital, but you get the knowledge and it's just it's a no-brainer, especially if you're you know you're younger, you're in college, even if you're not, just partner with someone that knows what they're doing. Like it's really hard to go wrong if you can bring something to the table. Yeah. And sometimes you don't know what that is at the time, but if you just focus on one thing and just relentless at it, like you'll you have to get good eventually. Yeah. If you don't quit.
SPEAKER_01I want to hone in on that, dude, because you just use one of my favorite words, relentless. Right? Uh, have you listened to Tim Grover's book, Relentless by Chance? I have not. Oh man, it's a phenomenal one. Were you a Kobe or Michael fan at all? Are you? Okay, so if you like those guys and you like Grit, like you will love this book, man. Like, it is one of those things that jacks you up and makes you want to outwork everyone. Um, I think that there's a piece there that I understand and you understand, because Nick, just like you meant, I was dog crap at sales when I started, which most people don't believe. They're like, dude, you must have been one of the best people. You jumped on the phones, blah blah. I'm like, no, guys, you don't understand. Like the phone would ring, you know, your heart rate picks up, you start sweating, your stress and cortisol spikes, like I feel like I'm gonna yak sometimes, you know what I mean? And some of those feelings still come and go, and it keeps it kind of fun. But because we've been relentless to the craft, we've been able to get better. What does that mean? Does that mean studying? Does that mean reps? Obviously, it's some combination of both, but what did being relentless like mean for you? And what did that actually look like in your life?
SPEAKER_00What is there to model that made you better? Yeah, so there's a point in time I was making a thousand dials a day on a triple line dialer. Oh my gosh. And that was uh like a seven or eight month stretch. I remember that. It was brutal. And this is the point in time where I was really bad. But you know, a thousand, a thousand dials a day that adds up pretty quickly. Yeah. And then that on top of my entire evenings were spent listening to your podcast, Jeremy Miners, Cole Gordon, you know, whoever you can think of. Nice. And eventually you just you get a little better here and there, and here and there, and your confidence goes up so much. Yeah. And that's the biggest thing I've noticed with sellers is it's all about confidence. It's not necessarily what you say, but if they know that you can solve their issue, like the odds of them working just go up so much more than if you sound a little bit if you're saying the right words, but you sound less confident, it's true, the odds will still, like, they're not again, they're not with you.
SPEAKER_01Yeah, yeah. I mean, even to the point of like we start playing with tonality a little bit, with confidence, right? Um, I think man, I'll never forget one of my favorite examples was I had a uh I had a woman, and Crystal bleeped this out, but I was doing a uh cold call challenge with my buddy Alan Quintero, and I actually streamed this whole thing on Instagram. I I maybe you watched part of it, I can't remember if we've talked about this, but this lady, I double dial her, she picks up her phone and she yells at me, What the hell do you want? When that call starts like that, like how do you feel about it at the beginning? Yeah, you're there's nothing you can do. Yeah, you're like, well, this sucks, right? But to what you said earlier, I sat back and I thought for a second and was like, okay, what can I control? Right? And so I'm like, I need a pattern disruptor, I can't match her tone. I and so what I did is I came down real slow and soft and was like, hey, did I catch you in a bad mood? Right? And in that, she like had a mirror for a second where she just realized what she sounded like, and she heard the sincerity in my voice and came down, was like, no, I'm sorry, I'm I'm bringing in groceries and it's raining right now. What do you need? We ended up being able to chop it up about it. She had already deeded the property to her nephew, so ended up not being a deal, but it was a testament to the fact that, like, wow, I can defuse angry people. Yeah, so if I can do that, I can take a normal conversation and I can turn it into a deal. Yeah, so there's nobody I can't close at that rate, right? I just gotta be relentless about my inputs and a student of the craft. And what does that do? So, like, dude, fast forward to today, like when you get on the phones, like how many, how many appointments are you running, or how many outbounds are you doing, how many people are you talking to on a daily basis? We're trying to make anywhere from 30 to 40 offers a week. 30 to 40 offers a week. And is that just you that's doing that, or you just have okay. So on a daily basis, that's between probably like five, eight, sometimes ten. Usually it's around that. Yeah. Okay, nice. Um, so when you're doing that, walk me through your mindset as you're getting ready for your dials.
SPEAKER_00Yeah, I mean, at this point, everything is I don't even think about it. Yeah. I mean, it's just it's just work, it's nature, it's like taking a shower, yeah. Yeah, but like before, I mean, I never really had to pump myself up. Like it was always like if you if you make the call, you can get rich. If you don't, like you're gonna stay where you're at. Totally. So there's always that incentive. Like, if you pick up the phone, like they're not gonna hurt you. They can't hurt you over the phone. Yeah, I don't think.
SPEAKER_01No, I I haven't been hurt by anybody yet. And I've we just moved into a real office and I've started giving people our office address, not the suite number, but our office address when they're uh when there's a trust or certainty objection.
SPEAKER_02Yeah, I'm like, well, hey, if you want, I'm just north of you, and y'all can come out to the you know to the to the office here. I can give you the address if you want, you know, and they're like, oh yeah, I'll take that down.
SPEAKER_01But it adds a level of legitimacy for sure, right? Um, let's take a step back, man. Right? I I really want to focus with you on some of the sales acumen that you've developed because uh not a lot of people venture outside of our niche or even real estate to go to sales training. But you mentioned you've listened to guys at high ticket, um, we've listened to guys that are general sales training. Jeremy Lee Miner's done it all. Uh we've we I know before we sat down and recorded this, we've talked about life insurance guys that we've listened to, right? What have been some of your best takeaways from different industries as you've listened to stuff that come to mind that you've seen implement really well in our niche as you've talked directly to sellers? That's a good question.
SPEAKER_00I would say probably the biggest takeaway would be learning the tonality from Jeremy Minor. Okay. I think that plays a huge factor. Because before, you know, I didn't know it was a thing. The tonality wasn't even a thing. And you just sound so monotone, you don't match the sellers, the their tone and their their pace. But when I just learned that, like they naturally their guard lowers a little bit. Yeah, it just makes it a lot easier. So I I think that that's probably the biggest thing. Yep. Would be just look at your tonality and how can you, you know, upward inflection, you know, downward inflection, yeah, go faster, slow down. So it's a huge difference. So good, it's very subtle too.
SPEAKER_01It really is, right? But people don't even realize it on the other end. I think a good example is we hear it all the time when sellers get mad at us or rush us, we speed up to their pace. Yeah, right. So what's interesting about that is you don't realize it, but you've lost control. And the way you take it back is you slow things down again, and oftentimes the sellers will begin to match your pace again. So it's really interesting because there's this yin-yang, right? Um, talk to us about like do you have any deals in mind or any good stories that you might be able to share where you were able to use tonality and it it swayed the conversation? Anything come to mind? I know I'm putting you on the spot here.
SPEAKER_00Tonality-wise, this was more of like digging into pain, but obviously a ton of tonality was needed. So a buddy of mine had this deal, it was under contract, it fell through. She ghosted them, due to like the survey. It was originally, she thought it was 90 acres, survey said 70, so she's furious. She's like, I'm not taking a loss on it. And so I call her up, and I'm basically going through a motivation. And to get her on the phone, I mean you know, sweet old lady, so you gotta talk really soft, really gentle, a little bit different than we talk to, you know, our guy friends, totally thing like that. Almost like you're talking to like your wife or your girlfriend, totally a little even softer than that. And her name was Nancy, and so she wanted all of her affairs taken care of by the end of February, and this was during November. Okay, but she just didn't care what we said, you know. She's like, the land is 90 acres. I've owned it for 30 years, it's not 70, there's no possible way. And I had to handle that objection. Yeah, that's a tough one. Like, dude, I have a survey, like yeah, and unfortunately the deal at the time wasn't gonna go through, and so I had to hit her, you know, like really drop my tone and my pace down. Like, Nancy, like, how would it feel if your affairs weren't taken care of by February? And this is after looping many, many times in that direction. And she's like, that would be terrible.
SPEAKER_01And she just yells.
SPEAKER_00And so now we have her understanding the pain. It's like, does it feel right if we were to like move this forward today? And she ended up signing for my buddy, and he's got himself a nice subdivide deal. Um what was that deal worth? He'll make quarter mil. He'll make a quarter mil. Is he giving you a check on that?
SPEAKER_01Are you getting a commission on that? He's gonna give me a Rolex. Okay. Oh, snap. Yeah, okay, we'll take that. Yeah, we'll take that. That's cool, man. That's cool. Um, I want to come back and share a story that uh, you know, it's funny because you've been part of our community now for a year. Um, obviously you're you're one of our coaches now, which is awesome. I don't know if I've told you this, but I actually have a core memory of uh you had a closer on your team at one point, and I was doing a call review for him, and you were on the call, and I remember I was talking about sequencing in the call and how um this closer who's no longer on your team, but he hadn't isolated his objection and he was setting an appointment with the seller. And dude, I got so fixated on routine, I stopped the call and was like, hey man, like you didn't, you know, you didn't isolate the objection as we were doing this call review. You actually came off mute and you were like, hey, Ajay, like can we talk about this for a second? Because um the goal here was to implement kind of like a Jeremy Lee Minor framework where we actually ask them to set up a time later on to lower their guard and then address the objection. If I had been patient enough to wait another 15 seconds in the call, I would have seen that. That's right. But what was interesting, man, is is uh I got off of that inner circle call and I had the biggest smile on my face because it was it was the first time I very concretely was like, I just learned something really cool from Nick. Like that was that's a takeaway that I have used a lot since then in my own deals. Yeah. Of like, I'd heard Jeremy do it, but I hadn't done it in any of my own calls before. So I want to thank you for being man enough to call me out because I'm sure there's a little uncomfortable in a group setting, too, especially when you had been a member that I had coached for a long time, to be like, hey dude, I'm gonna call you out as like a fellow salesperson right now, and be like, hey, here's the intention. Like, and you were so humble about it, right? But it was it was awesome, man. So I want to commend you on that. Thank you. Um, I want to drill down on some of the things that you've seen work really well in your team. Um, you know, I think you are just phenomenal on the phones. You also oversee the qualification of your team. So let's start breaking down some of the nuts and bolts of your guys' actual business if that's okay. Yeah. You mentioned earlier you guys are sending out 200,000 text messages, right? How many VAs do you have on staff that are doing that? What does that lead flow look like and what's the trigger for those leads to come to your lead manager? Kind of walk us through the sales process.
SPEAKER_00Absolutely. So lead flow varies a lot, unfortunately. It just depends if we're nature of the business. Yeah, it depends. Usually it could be it could be 15 leads a day, it could be 30. It's very variable. Um, usually it's about 400 leads a month. That's good. Gross leads. Yeah. Um, so we have two textures, two setters, a dispo manager, a TC, my partner and I. That's the team right now. And is everybody else overseas, or do you have any domestic? So my TC is American. Okay. And then that's that's it. Okay. So then obviously you and Ben. Yeah. Yeah. Um, so yeah, so the textures will push pretty much anyone that's motivated. And what does that mean? Anyone that says yes. Anyone that says yes. So we say, hey, are you interested in selling? They say yes or sure or maybe, depends on the price. Any positive reaction that's not a no or so a positive response is pushed to the CRM. What's uh what do you guys do with like a what's your offer? We have a whole my text, my senior texting manager actually handles all of that, but he has a certain response for that. It's like besides that, like, are you actually interested in selling property? You just want to know what's worth, like something like that.
SPEAKER_01Oh, that's good.
SPEAKER_00So yeah, they just kind of take my stuff and they implement it for them as well. So they'll push the leads to the setters. That's all about speed of lead, obviously. Yep. And so they get on the phone and then just just like your framework, they gotta get an asking price and book an appointment. Good. So that's all they're trying to do is get that price. And so I've used the same Jeremy Lee miner that you were just mentioning. We're also using that for price. Okay. So if they ask for price two or three times, we still haven't gotten it, they'll book the appointment, they're about to leave, and they're like, you know, just you know, sort of being respectful of your time. Is there a certain number my team would have to, you know, at least be at? That's so good. Just to be respectful of your time, and every single time we get a price. That's awesome. Like, every single time I've done it, I've gotten a price. Because even if they say, like, oh no, just call me with whatever, I'll throw out 30% of market value. Like, I mean, so hypothetically, if we came at you know, 30,000, like, wouldn't you consider that? And they're like, No, how far off is that? What are you looking for? Every single time it's a so good. So they're like nine out of ten times they get the price for me, and then they book the appointment. Usually it's about three hours later, so my my textures also comp the deals. Oh, okay. So after that, they'll comp the properties, it'll get sent to me, and then I make the offer.
SPEAKER_01Okay. And how much uh how much work are you doing inbound versus outbound? Meaning, like uh is 100% of what you do booked appointments. I'm sure you're going following up with some leads. Some things don't answer even though you have a booked appointment, right? Like, do you have a percentage in your day of what outbound versus inbound looks like? And I say inbound, obviously you're still making the call.
SPEAKER_00Yeah, right. Not really. I mean, I have a bucket of like comp to make offers, what we call it. Okay. So every lead that's been comped that needs an offer made, that's usually what I'm working the majority of the day. Okay. A lot of times, you know, people don't pick up the phone necessarily the first day or two. So I'm usually you know hunting them down from the previous day. Obviously, there's follow-ups from you know 90 days ago. So usually that's probably you know 20, 30% of my days. Yeah. Follow-ups, maybe a little bit more. But no, it's usually newer, fresher leads. Okay. They convert way better, obviously.
SPEAKER_01Obviously, yeah. Typically, like I always like to say, people uh every time they eat, sleep, and poop, they're thinking about something else. So I want to limit the amount of times that's happened, otherwise they're gonna be in a different mind frame, right? So they want to sell less and less every day until something changes, basically. Yeah, that's fun, man. So Nick, you had mentioned your uh KPIs when it comes to you get a signed contract of what actually goes to close, right? Meaning like funded, you guys get a wire eventually. Yeah, you said about 60%. Yeah, right. Um, what are some things you guys have done to try to get that as high as possible in your business?
SPEAKER_00Yeah, I mean, but after the contract is signed, I mean, there's only so much you can control. I mean, we're pretty conservative with our underwriting, okay. But there's still a lot of instances where you think it's worth 20, or you think it's or you think it's gonna sell for 50, the realtor says, hey, it's only worth 40, like 40, whatever. So the numbers won't work, so obviously we have to cancel those. Right. But I mean, most of the time, they'd only get canceled for something we can't control. Okay. Title issues, things like that. Um, but sellers don't back out too much. We had a double close a couple months ago that the seller found listed, so she was not happy. Okay. And so that fell through. But like other than that, like it's usually just the fact of like, all right, like the access isn't as good as we thought. The comps aren't something was off there. So yeah, we usually say it's about 40% fall through.
SPEAKER_01Okay. Okay. That makes sense. Uh man, I want to talk high level. Uh, just for for newer folks, you know, I think something something that you do really well is is I feel like you inspire a lot of the younger folks in the industry that like, yo, you can you can run it up, you know, if uh if you get good. Um, and then I've I've watched you can continue to inspire people that have been around since your earlier days and watched you get really good to show, like, hey, like you put in the work and this is what's possible. You know what I mean? If you were starting over, or you were coaching somebody up who is pretty new at this, right? What would you recommend they do when they're getting started from a marketing channel, an output perspective, education materials? Like, give them a little bit of the roadmap right now.
SPEAKER_00Yeah, so I mean, all marketing channels work, obviously, right? You just have to stick with one. I see a lot of people do like five different things, and that's probably the worst thing you could do.
SPEAKER_01And it's always the people that are stuck in like one to three deals a month that are doing like five marketing channels.
SPEAKER_00I mean, I only I text right now, and that's probably all new for a very long time. Yeah, until I can't do any more. Sure. And then I'll find the next thing. Um I would I'd find someone that you resonate with. You know, there's a lot of content creators out there, so I'd find whoever you know speaks to you and I'd go after them. That's what I did. And you know, listen to them, just go all in. Don't think of it as a side hustle because usually that doesn't work. It's gotta be the main thing.
SPEAKER_01Unpack that actually. I think that's really important because so many people come into this with side hustle culture. Yeah. And then they just wait until the business makes more money than the U-2. Yeah. Right? You know what I'm talking about? That mentality where they're like, oh, this is my hustle, I'm gonna quit after this starts making more money. And it's like, dude, that's like saying, I'm gonna start, you know, start my diet once I'm skinny. Like exactly. Right? So talk to us about that.
SPEAKER_00Yeah, I mean, you have to think about it. You have competition in our industry. So if if it's a side hustle and a lead comes in and you're not calling that lead, someone else is. 100%. You're calling that lead, I'm calling that lead. Yeah, you know, anyone in the city.
SPEAKER_01And it's dunzo if one of us calls that lead.
SPEAKER_00So I mean, it's all about the the mindset. If you don't take it seriously, you're not gonna get serious results. That's just how life works. Yeah. Um, but yeah, going to I'd I'd find that you know, whoever you resonate with is who I'd go up for, you know, buying a course or a mentorship or things like that. Um what else would I want to cover? As far as sales go, there are a lot of free resources. I mean, right here. You got the best, in my opinion. Um I didn't pay him to say that. And then I think a lot of people that have been coaching is they're not getting their PA signed live. Yeah. And that's when I made that little shift in my business. It's crazy how big it is. You can set aside tonality and all like the sales tactics. If you just walk them through the PA and they don't have any questions, and all you gotta do is say, all right, tap that button and then they sign it. Like you wouldn't believe if you just let lead them all the way to the finish line. Totally. A lot of people close. Why do you think that is? People just need to be led. Most people don't like to lead themselves. Right. And so most of the time, you know, you'll get to uh an agreed upon price, and they're like, Cool, let me talk with my wife, and they're usually like, okay, cool. They hang up, they don't send the PA over the phone, and they see the cancellation clause or something in there they don't like, and they're like, I don't like this, take it out. And you're like, Well, I can't. Yeah. Why do you think people just like ghost when they don't like stuff? Indecision. Yeah. They just sit in that, they'd rather not think about it. Yeah. And I think a lot of leads that we deal with are very low motivation as well. So I mean you really have to be the one to nudge them, you know, over the finish line. Totally. What does that mean? What does low motivation mean? It costs, you know, a couple hundred bucks a year to own the land. They don't care about it. All right. I mean, some some leads obviously have motivation, but I'd say the majority I work with don't. Yeah. So you gotta find it. So totally.
SPEAKER_01Okay, that's cool, man. Let's talk about you personally for a little bit. Is it cool if we dive into your personal life? So, man, you know, obviously you got started in this super young. Um, was there a point like did you you went to college for a little bit, right? Yeah. Did you stop at a certain point? Yeah. Talk to us about that during it.
SPEAKER_00So I dropped out after my sophomore year. Okay. So I went to a Grand Valley in Michigan. Okay. But um, yeah, studying finance at the time. Right. And I just saw Let me guess you wanted to make money. Yeah. Yeah. So I just saw everyone and I was like, all right, like they're having all these like sales internships where you like sit at a conference room all day. I'm like, that's not sales. Like, sales is when you're on the phone, like actually trying to sell something. Right. That's the only way to really learn. Is you do that, you listen to your calls, you get coaching and repeat. Yep. But I just saw like it was like a fake, you know, this corporate world. It just didn't seem like it made any sense to me. Totally. And specifically, what I mean by that is I had this sales dinner with all these sales reps, and they were talking about making like 50 grand a year. And I I think my ego's gone down because I was a cocky sophomore. Weren't we all in college? Yeah. But I was like, really? You're making 50 a year? I was I had like no money in my bank account at the time. But I was like trying to, I was belittling them.
SPEAKER_01But uh how funny is that you're like an $8 net worth and you were like, you make $50,000 a year?
SPEAKER_00Yeah. But no, I I know that was not what I wanted to do. And I found something that wait, so when did you know though? Like, so was that was that your point of like, yeah, this isn't gonna be it for me? I said a financial marker, and if I hit that, I was giving myself permission to leave this the standard life that everyone's been told to live. And thankfully, I hit that that benchmark, and so I I left college. I probably would have left regardless, but like yeah, I I had to at least give myself, you know, I had to earn it to leave leave school, which thankfully I did. I don't think I would have been able to make it into business school because I was I had like a C and I needed to be in one of the my economics class, which is crazy to think about. Yeah. But um, yeah, so after that I just dove right in, you know, podcasts, books, you name it, going to bed early, like all that entrepreneur stuff. Yeah, self-development, all that kind of stuff.
SPEAKER_01All that what's um you have siblings? I have one sister, yeah. Older or younger? Younger. Okay. What is uh what does her track look like right now?
SPEAKER_00Actually, my mom, I was on the phone with her the other day, and I don't really talk to my sister a whole lot. Sure. But you know, she's a teenager, you know. That is, but she met up with one of my other cousins, my mom and my sister, and my cousin asked my sister, like, Oh, Reese, are you gonna go to school or what what's your plan? And she's like, Oh, I think I'm gonna do real estate like my brother. Really? Like the first time I've ever heard something like that. No way. Yeah, what did that mean for you? That's pretty cool. Okay, yeah. What do your parents do? My mom, she is like a a coach that coaches coaches. Okay, like a consultant that coaches something like that. So she's entrepreneurial as well? No, but it's more corporate. Okay. Um, and then my dad, he does real estate handyman stuff. Okay. Sure.
SPEAKER_01Sure, sure, sure. Were your uh were your parents excited, scared, nervous? Like what was that conversation like as you were leaving college?
SPEAKER_00Yeah, and they're they're amazing. They're very supportive. Nice, they're excited for me. Every time I get a deal, I usually I call them all the time. So you guys are close. Yeah, very close. That's awesome, man. Yeah, they're they're super supportive. They've never said a single negative thing about me doing what I'm doing.
SPEAKER_01What's that done for you mentally as you've kind of jumped into this?
SPEAKER_00I just I know a lot of people deal with like having to you know deal with that hurdle of getting over their family's beliefs and you know trying to prove to their family, hey, this is a real thing. Like, I've never had to go through that, thankfully.
SPEAKER_01Yeah, that's awesome, dude. Yeah, that's awesome. What um what do you feel like is like a lot of entrepreneurs have a chip on their shoulder as they're growing? You know, it's what keeps you hungry and aggressive and and growing. Do you know what that is for you? I I don't know. I I love winning. Yeah. Um do you let me ask actually, I I kind of want to drill down on this, and this is like a very I'm personally interested. Do you think you love winning or do you think you hate losing? I hate losing a lot more.
SPEAKER_00Yeah. Talk to me about that. Oh, it just sucks. I mean, I played baseball growing up, that was my thing. I was very competitive, but I was never the best. Like there was a point in time where I was pretty good as a kid, and then it kind of fell off a little bit. And I don't know if I don't know what it was from, but I just hate losing. Yeah. And winning's a lot of fun too, so might as well win.
SPEAKER_03So I don't know, man. I don't know. That's good.
SPEAKER_01I and here's the reason I ask is I find most people that are entrepreneurs um oftentimes are so driven by so I'll share a little bit about myself and then tie this back, man. Is I know for me, I I grew up, um, we grew up poor, you know, and when when you're poor, you just don't have a lot of options. And so as a kid, I just didn't have control over my own life, right? And and the way that manifested psychologically that I've learned through a lot of life coaching and therapy is as an adult, I try to do things that put me in a position of control. Yeah. And that means running a business and having more than enough money to do things and having more money than that so that I can do fun things when I want. I want to live what I call a permissionless life, right? But the basis of that, a lot of times, is more so me running away from losing than it is me running towards winning, which is interesting. And I found uh I know I actually gave you a book uh about a year ago when you were at the sales blitz in Dallas. Um, you remember this choose your enemies wisely, right? Where Patrick Bet David he really breaks down that you need to reinvent yourself constantly and have a new enemy as you hit different levels. Yeah. Because for you, man, like you know, you were chasing success, whatever that meant, and you hit it, right? And then you get up to another level where now you're closing really consistently, commission checks are flowing. Then you move into the landhouse and you're rubbing shoulders with guys that are crushing it over here, right? And you're you're continuously trying to up level yourself, which is something that you know I I really respect you for, but I want you to know like it keeps going, and it's never gonna stop and never gonna stop, but it also gets harder at certain points. Because for you, man, I think you're you're at a phase where you're coming into a lot of this for the first time. Like it's probably only been about a year, year and a half where maybe some of this stuff has been flowing. Yeah, and the longer that goes on, the easier it is to get comfortable, you know. When I say that, like what does that trigger in you?
SPEAKER_00Yeah, no, I've I've noticed certain days I'll sleep in or I'll stay up a little too late. Like, I I definitely catch myself getting comfortable, but you just have to, like you said, you surround yourself with the right people to push you, especially these guys here. It's awesome. That's cool, man. We're in competition like every day. Who can get more signed deals? How fun is that? It's awesome, especially when you're winning.
SPEAKER_03Yeah.
SPEAKER_01Are you usually the champion? Yeah. Thankfully. That doesn't surprise me at all, man. You're uh you're a killer on the phones. Um, okay, dude. So I want to transition here just a little bit now as as we kind of come towards the end of this. Um there are people out there that are really trying to hone in the craft. You know what I mean? Yeah. And I know you've already mentioned, like, hey, check out these resources, but from a tactical perspective, let's say you've got the resources, like, what are you doing to make yourself better? You know what I mean? Were you listening to your own calls? Was it just reps? Was it mentors? Like, get as tactical as you can of if you were walking someone through this, like what they could do to replicate your success as closely as possible.
SPEAKER_00Yeah, I mean, I was I was super relentless. It was that stretch when I was still living in my uh my college housing with my college buddies. Yeah. And the entire day I was on the phone. This is when I was like actually closing a cold calling. Yeah. And so the whole day I was making offers the entire until like 7 p.m., you know, nine to seven. And then after that, usually go to the gym, I'd come back, and I'd usually watch your sales videos. I'd usually listen to my calls. If there was a close call, like why didn't I close this car? I'd be listening to it multiple times. Like, oh, I'd write that objection down, I'd circle it. I mean, it's it's really just it's a skills thing. Totally. You just gotta, once you do it so many times, you'll learn, like, all right, it's you just handle these objections. Totally. You learn like these talk tracks, and obviously, like your coaching was probably the biggest thing for me. Sweet, man. Yeah, I love that. Well, come in.
SPEAKER_01Let's talk for a second too about um you're 21 years old. Like, do you have any idea where you want your career to go in, say, 10 years? And I know that's like probably hard to look out for. Like, I always hate when people ask me questions like that because I'm sure in your brain you just see infinite possibilities, right?
SPEAKER_00Yeah. No, I I really don't know where it'll go. I know it'll be cool. Yeah. I'm grateful for you know everything I have and what it'll continue to be. Yeah. I want a bunch of kids and I want some land and do some cool stuff, live a cool life.
SPEAKER_01Sweet, man. I love it. Bunch of kids, cool life, cool wife. Yeah, right.
SPEAKER_00All that sweet.
SPEAKER_01Cool, man. Any uh any final words of wisdom for people that are listening as we're getting ready to close out here?
SPEAKER_00Final words of wisdom. It's corny, but like just believe in yourself. Like it you're always your own worst enemy. You know, if that makes any sense, but it's all mental. And if the moment you flip that switch and you stop saying I suck at this or I'll never be good at this, or that's not for me, that's not my life, you program your brain. And your brain, you become that life. Yeah. And the moment you start saying I'm a winner, I'm like, I'm I'm the man. I'm I'm a you look in the mirror and you actually tell yourself eventually, like you'll start seeing things in life, and you're like, okay, like this is this is happening. Yeah. And this keeps on happening, and it's like a snowball. That's so good. Believe and watch what you tell yourself. I love it.
SPEAKER_01If people want to work with you, JV, a deal with you, that kind of stuff, like how can they get a hold of you? What's the best way to reach out?
SPEAKER_00Yeah, you can reach me out. Twitter is probably um my most common social, so it's Nick Staley underscore at the end. Um, I'm on Instagram as well. Now my email, Nick at landgrowthcapital.com. Oh yeah, that's where you'd find me. Sweet.
SPEAKER_01Nick, I appreciate your time. I appreciate you. I appreciate everything you do for our community, man. You're a freaking killer brother. And if there's anything I can ever do to help you on your journey, man, you know you got me, and don't be afraid to hit me up. Thanks for having me. Yeah.