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Writer's pictureKendall LeJeune
Dec 30, 20243 min read

Amateur Hour is Over, Close like a PRO with Ajay Sharma!

OnlyLandFans Podcast Ep. 96



Ever feel like you're leaving money on the table with your leads? 🎯 You're not alone, LandFans! In our latest episode, closing maestro Ajay Sharma drops some serious knowledge bombs about turning those "maybe" sellers into done deals.


The Truth About Land Investing That Nobody Tells You

Here's the tea: When you jump into land investing, you're not just getting into real estate – you're stepping into a marketing and sales business. Mind blown? Wait until you hear what else Ajay has to say about this game-changing perspective.


"A lot of people think when they get into vacant land, that they're jumping into the real estate business," Ajay explains. "But the reality is everybody's jumping into a marketing and sales business."


Why Your Closing Game Might Be Holding You Back

Let's get real for a second. If you're thinking the market is too saturated or there aren't enough deals out there, Ajay has news for you: The deals are there. What separates the wheat from the chaff isn't who can offer the lowest price – it's who can close like a pro.


Key Insights That Will Transform Your Closing Game:


  1. The Power of Call Reviews

    • Record your calls (yes, even the awkward ones)

    • Review them with your team or mentor

    • Focus on three main areas: reflection, specific feedback points, and role-play


  2. The Four Horsemen of Objections

    • Partner/Spouse ("I need to talk to my wife")

    • Timing (both event-centric and sale-centric)

    • Certainty ("Can I trust you?")

    • Price (but it's rarely just about the numbers)


  3. The Emotion Behind the Deal "Logically, should a seller that doesn't need to sell a property sell me a property for 50 cents on the dollar? No. Do they? Yes. What does that tell me? People make decisions based on emotion rather than logic."


Pro Tips You Can Use Today

  • Stop playing the logic game. Sellers don't care about clearing lots or soft markets – they care about what they'll do with the money.

  • Always make the offer. You're already on the phone, what's the worst that could happen?

  • Frame your calls upfront. Give sellers an agenda and take control of the conversation.

  • When negotiating, remember: uncertainty breeds fear, breeds lack of action.


The Game-Changing Question You Should Ask

Instead of asking "What's your price?" try this: "Have you received other offers on the property? Why did you turn those down?" This simple shift can unlock conversations that lead to deals.


Time to Level Up Your Game

Ready to stop leaving deals on the table? Catch the full episode with Ajay to dive deeper into these strategies and more. Trust us, your future self (and bank account) will thank you.


Enjoy the show!


Ajay Sharma has been investing in vacant land since September of 2020. After working in the land business part-time for just 18 months, Ajay transitioned to full-time at the age of 23. Since then, he has completed several deals in all shapes and sizes ranging from a few thousand dollars in profits, to a few hundred thousand dollars in profits.

Ajay now runs a team with a COO and 7 acquisitions staff, that are doing consistent multi 5 figure months.


Want to level up your closing game? 🎯


 

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