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In the first of this three-part guide to land seller negotiation and deal closing, let's start with Ajay's land acquisition process: how do you find a motivated seller and follow up with them?
Ajay breaks down his lead management framework, which, unsurprisingly, leverages the power of the phone call. He shows how to identify and eliminate "deal killers" before even picking up the phone, and demonstrates triple-dialing leads within the first 48 hours and scheduling appointments. Once a lead is captured, Ajay lays out his three-bucket system for managing warm leads and talks a bit about his "two-call close" technique.
But it's not just about the frequency; it's about the message too. Ajay talks about why building rapport and working through objections over the phone are important, and what you can do when crickets over text sometimes happen.
0:00 - Introduction to Land Seller Negotiation
3:25 - No Bad Leads, Just Bad Sales Process
5:35 - The Triple-Dial Technique
7:40 - How a Lead Comes In
9:35 - What a Deal Killer Looks Like
13:11 - Follow-Up Sequence
17:38 - Ajay’s Three Buckets for Warm Leads
22:28 - The Two-Call Close
27:41 - When Do You Stop Following Up?
29:46 - Which Bucket Makes the Most Deals?
32:17 - “Framing” in a Phone Call
33:29 - Asking Prices vs. Actual Offers
39:27 - Success Rate of the Two-Call Close
42:46 - How Much of Success Is Due to Ajay’s Team?
46:45 - The Role of Temperament in This Business
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