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OnlyLandFans Podcast Ep. 105
You’ve made it this far—you found a landowner who’s willing to sell. You can see the deal coming together… and then it hits you:
What if I say the wrong thing and lose the deal?
What if they push back on my offer?
I hate negotiating—I don’t want to sound like a pushy salesperson.
At this point, a lot of people either freeze up or start rambling their way into a bad deal. But here’s the truth: You don’t need slick sales tactics to negotiate land deals successfully.
What you do need? A simple, structured approach that makes both you and the seller feel comfortable.
In this episode of The OnlyLandFans Launchpad Series, we’re breaking down the 2-Call Close—a negotiation system that eliminates awkward conversations, keeps sellers engaged, and helps you lock in profitable deals without feeling like you’re tricking anyone.
Let’s get into it.
Why the 2-Call Close Works
Most beginners make the same mistake when negotiating: They try to do everything in one call.
When you rush the deal, two things happen:
1️⃣ You don’t get enough information to make a strong offer.
2️⃣ The seller feels pressured and gets defensive.
Instead of winging it in one rushed conversation, use the 2-Call Close system:
📌 Call 1: Gather information & build rapport (NO offer yet)
📌 Call 2: Present the offer & handle objections
This method keeps sellers comfortable, gets you better deals, and increases your closing rate.
Now, let’s break it down step by step.
Step 1: The First Call – Gather Info & Qualify the Seller 📞
Your only job in this call is to ask questions and listen. No selling. No pressure. Just understanding the seller’s situation.
What to cover in Call 1:
✅ Verify ownership – “Hi [Seller’s Name], I’m reaching out about your property at [Property Address]. Do you have a few minutes?”
✅ Ask about their situation – “How did you come into owning the property?”
✅ Find out their motivation – “Why are you considering selling?”
✅ Determine their timeline – “If I can get you an offer that makes sense, would you be able to close within 30 days?”
🚀 Pro Tip: The more the seller talks, the more leverage you have in Call 2. People will often reveal their real reason for selling if you just let them talk.
📌 Example: A seller says they inherited the land years ago but never used it. That tells you they’re not emotionally attached and may be open to selling quickly.
Step 2: The Second Call – Presenting the Offer & Handling Objections 💰
Now that you know their situation, it’s time to make your offer—but without pressure.
How to structure Call 2:
✅ Ask due diligence questions – “How much of the lot is covered in trees?”
✅ Present a price range – “For a lot like yours, we typically pay between $X and $Y.”
✅ Use silence to your advantage – After stating your offer, say nothing. Let the seller respond first.
🚀 Pro Tip: If the seller pushes back, ask:
👉 “Are you only looking for full market value on this?”
If they say yes, suggest listing it on the MLS instead. This makes them rethink their price expectations.
📌 Example: A seller wants $30K, but your offer is $20K. Instead of arguing, you say, “I totally get it. If I may ask, have you listed it on the market before?” That simple question helps reset their expectations.
Step 3: Get the Contract Signed (While on the Phone) 📝
Never let a seller tell you, “Let me think about it.” That’s how deals disappear.
Instead, walk them through the contract in real-time.
How to close the deal on the call:
✅ Send the contract while on the phone – “Okay, I just sent it over. Can you check your inbox?”
✅ Walk them through it – “This section outlines that we cover closing costs, and you’ll get paid at closing…”
✅ Ask for the signature – “If everything looks good, go ahead and click the button to sign. I’ll stay on the phone to make sure it goes through.”
🚀 Pro Tip: Sellers hesitate when they’re unsure about something. Walking them through the contract removes fear and speeds up the process.
📌 Example: A seller was hesitant to sign because they weren’t sure about closing costs. By staying on the call and explaining that you cover all fees, they signed immediately.
Final Thought: Negotiation is Just a Conversation
If negotiating makes you nervous, it’s because you’re thinking about it as a battle. But it’s not.
Sellers don’t want to fight. They want a simple, hassle-free way to sell their land. Your job is to show them that you’re that solution.
You don’t need:
❌ High-pressure sales tactics
❌ A pushy closing script
❌ Years of real estate experience
You just need:
✔️ A structured approach (2-Call Close)
✔️ The right questions to uncover motivation
✔️ The confidence to make an offer and guide the seller
What’s Next?
You’ve got a deal under contract—now, how do you find a buyer and sell it quickly?
In the next episode, we’ll cover:
📌 Where to find motivated buyers
📌 How to list your land in the right places
📌 The simple strategy that helps land sell faster
Want to make sure you don’t miss it?
✅ Join the OnlyLandFans Facebook Group for exclusive strategies & community support → OnlyLandFansGroup.com
✅ Subscribe to the Podcast for more episodes, insights, and success stories
✅ Share This Post—because let’s be real, someone you know needs this info too.
🎤 See you in the next episode! Until then—Stay Dirty. 💪
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