The Complete Guide to Land Seller Negotiation and Deal Closing With Ajay Sharma

Today, I'm excited to share a three-part conversation with Ajay Sharma, in which we explored the entire sales framework he and his team use to acquire land.

We're breaking down the whole range of what goes into a successful land acquisition process. This includes boosting your probability of success with every lead, using a proven script for any occasion, handling objections, and building a rockstar team that can implement these processes.

I divided our lengthy discussion into three parts: Lead Generation (Part 1), Seller Negotiation (Part 2), and Building a Team (Part 3). You can jump right into the part that interests you or listen to all three parts in order.

Watch the Full 3-Part Series

Chapters

• 1:02 Introduction to Interview Series with Ajay Sharma
• 2:24 Understanding Lead Management in Real Estate Sales
• 16:15 Sales Process Expertise vs. Lead Generation
• 18:16 Aggressive Phone Strategies for Lead Follow-Up
• 22:52 Crafting Voicemails for Effective Follow-Up
• 24:27 Enhancing Response Rates in Follow-Up Sequences
• 24:51 Two-Call Close Strategy in Real Estate Acquisitions
• 26:51 Understanding Seller's Emotions
• 27:43 Gathering Seller Information
• 27:53 Desired Outcome: Asking Price
• 28:04 Lead Management: Recency and Urgency
• 28:19 Following Up Aggressively
• 29:04 Persistence in Lead Follow-ups
• 29:43 Importance of Seller's Asking Price
• 30:04 Prioritizing Follow-ups
• 30:22 Follow-up Strategy: Bucket Three
• 30:36 Automated Drip Follow-up
• 31:12 Prioritizing Leads Based on Recency
• 32:10 Closing Deals in Different Buckets
• 33:11 Importance of Follow-up Strategies
• 33:35 Two-Call Close Process
• 33:59 Handling Multiple Callers in Process
• 35:29 Setting Expectations in Conversations
• 36:26 Using Asking Price as Ammunition
• 37:46 Negotiating Based on Asking Price
• 40:23 Using Neuro Linguistics Programming
• 42:19 Wholesale Strategy in Sales Process
• 44:18 Adapting Strategy Based on Property Value
• 44:36 Using Calculator for Offer Scenarios
• 44:50 Importance of Insulting First Offer
• 45:05 Skill and Enjoyment in Sales Process
• 48:41 Complimentary Skill Sets in Partnerships
• 49:27 Outsourcing Sales Processes
• 50:03 Tailoring Business to Operator's Strengths
• 50:58 Transition to Specifics in Script Handling
• 51:13 Handling Cadence and Objections in Conversations