Lesson 32 of 37
Module 8 – Following Up & Closing the Deal
Lesson 32 of 37
Module 8 – Following Up & Closing the Deal
Simple Tracking System for Inquiries (Spreadsheet/CRM Basics)
Why Tracking Matters (Even If You Don't Think You Need It)
Here's the truth: 90% of land sales happen with the right buyer who doesn't need chasing. They see the ad, reach out, and they're ready to move.
But sometimes, that's not how it plays out. We've had buyers who:
- Said "not right now" — and bought 4 weeks later after a price drop.
- Came back when their financing finally cleared.
- Changed their plans after we followed up.
Most of the time, follow-up won't matter. But when it does, it can be the difference between sitting on a property for months or getting it sold. Having a simple system ready pays off big when you need it.
Where You Don't Need This
- Platforms like Facebook Marketplace Messenger where they already keep messages organized. You can scroll through and re-message everyone from one place.
- For these, no separate system is required.
Where You Do Need This
- Direct phone calls (from MLS)
- Direct emails (from Craigslist, land sites, MLS)
- Voicemails (easy to forget if you don't log them)
These don't live in one central place, so you need your own mini-system.
The Bare Minimum System: A Spreadsheet
You don't need an expensive CRM. A simple Google Sheet or Excel file is enough. Create columns like:
| Column | What to Track |
|---|---|
| Date of Inquiry | When they first contacted you |
| Name (if available) | Contact name |
| Phone / Email | How to reach them |
| Source | Craigslist, LandWatch, etc. |
| Notes | What they asked, conversation details |
✅ Pro Tip: Use color codes → green = hot lead, yellow = warm, red = cold.
Reasons to Follow Up
Don't spam every lead weekly. Follow up when there's a new reason to reach out — something that makes it relevant and valuable:
| Follow-Up Reason | Example |
|---|---|
| Price change | Dropped the price, or willing to negotiate |
| Contract fell through | Another buyer walked, property available again |
| Property improvement | Added driveway, cleared trail, got survey done |
| New financing option | Private land lender for buyers who can't get traditional loans |
| Time-based recheck | Follow up at 30–45 days (situations change) |
⚡ Key Takeaway: You won't need to follow up 9 times out of 10. But that one time when timing, money, or circumstances shift, your follow-up system can flip a "no" into a "yes." It doesn't have to be fancy — even a spreadsheet works. What matters is having it ready so you can pounce when the moment's right.
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🏆 Work With a Vetted Land Agent
When your land is worth $100K+, it deserves more than guesswork. Our Vetted Land Agents are specialists who handle everything — professional marketing, pricing strategy, buyer negotiations, and closing — so you don't risk costly mistakes. With fewer buyers at the high end, expert execution is what gets you maximum value and a bigger check.