From burning out in finance to crushing it in land, Ryan Becker learned something surprising—putting service before sales actually makes you more successful.

After climbing the ranks as a top 2% Zillow agent, Ryan brought his “service-to-sales” mindset into the land world, using transparency and honesty as his secret weapons.

In this episode, Ryan shares how leading with the bad news, focusing on what customers actually need, and documenting everything can help you build a thriving business (and sleep better at night). His approach to team management and operations is inspired by Richard Branson’s business philosophy—but packed with practical takeaways for land investors.

IN THIS EPISODE:

• How the “service-to-sales” approach makes land deals easier to close

• Why transparency builds trust (and helps you win 99% of the time)

• How documenting processes makes scaling smoother

• The surprising upside of putting bad news first in your marketing