Description
Show Notes: https://retipster.com/290-abi-asija/?utm_source=youtube&utm_medium=social&utm_campaign=podcast&utm_content=HpkNhY7WclQ
@HonestWealthBuilders
What if the most valuable asset in your land investing business isn't the land you own, but the customers you've already sold to?
In this episode of the REtipster Podcast, I sit down with **Abi Asija**, co-founder of Gokce Capital, a land investing business he started with his wife, Erica, in 2018.
Since then, they've completed nearly 800 land deals, built a seven-figure business, and grown a team of 20 people.
But what really caught my attention wasn't how many properties they've sold. It was how differently Abi thinks about growing a land business.
While many land investors try to automate everything and avoid talking to customers, Abi has taken the opposite approach. His team proactively calls existing buyers, checks in on their progress, and looks for ways to build relationships that turn into repeat business.
I had a lot of questions about this strategy. Is it worth the extra payroll? Do customers actually want to be called every month? How can you tell whether these relationships are generating more revenue?
We had a pretty spirited conversation about it, and I pushed back on several of his ideas.
In this episode, you'll learn:
- How Abi and Erica grew their land business from a small New York City apartment
- Why 80% of their land sales involve seller financing
- How they encourage buyers to pay off loans early
- The difference between customer service and customer success
- How customer lifetime value can change the economics of land investing
- Why they hired three additional employees for buyer relationships and faster lead response
- How their 60-second response rule helps them capture more sales
- Why Abi tries to scare off job applicants during the interview process
- What he would do if he had to restart a land business with only $10,000
0:00 - Meet Abi Asija
1:18 - Growing up in India and moving to the U.S.
4:17 - How Abi discovered land investing
6:39 - Replacing corporate income with land income
9:29 - Why 80% of their sales use seller financing
10:05 - Solving the cash flow problem
11:13 - Incentives for early loan payoffs
13:21 - Why they don't sell their notes
15:39 - Customer lifetime value explained
18:02 - Why they contact borrowers every month
21:40 - Investing in customer success
23:11 - Responding to leads within 60 seconds
24:42 - Customer service vs. customer success
25:24 - Four offers that increase customer value
28:49 - When customer check-ins backfire
31:37 - Why a successful sales call can end in no
36:36 - Why the human touch still matters
38:01 - Measuring employee performance
40:25 - Why land investing is getting harder
42:37 - How many buyers come back for more?
46:12 - Who buys their land and why?
48:45 - How custom gifts generate referrals
49:16 - Is customer success worth the expense?
55:28 - What a typical land deal looks like
56:30 - Their unusual approach to hiring
59:36 - Why most applicants don't make the cut
1:01:48 - Money = Goodwill × Offers
1:05:28 - Why speed beats persuasion
1:08:55 - Never waste a no
1:10:27 - Abi's unfair business advantage
1:11:30 - Starting over with just $10,000
1:14:36 - Where to find Abi
#landinvesting #landflipping #retipster #retipsterpodcast #realestateinvesting #vacantland #landinvestor #sellerfinancing #ownerfinancing #realestatebusiness #businessgrowth #customersuccess #salesstrategy #landbusiness #entrepreneurship
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