LandFans™ Podcast with Kendall LeJeune Deep Dive: The Art of Land Sales - Converting Leads Into Deals with Ajay Sharma
Mar 26, 2025
Ajay Sharma, a successful land investor, shares his proven strategies for turning leads into profitable deals. He emphasizes the power of a two-call system and the importance of addressing emotional motivations rather than just price. Ajay reveals the four common objections to expect in negotiations and explains how to handle them effectively. His insights on building rapport and fostering a collaborative approach set a new standard for land sales, making this an invaluable resource for anyone looking to master the art of closing deals.
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Initial Low Offer Strategy
- Start land negotiations with a low offer, even if it seems insulting.
- This helps gauge the seller's reaction and sets the stage for negotiation.
Bad Leads vs. Bad Sales
- So-called "bad leads" often stem from ineffective sales processes, not the leads themselves.
- Improve sales skills and processes instead of blaming lead quality.
Two-Call System
- Implement a two-call system: one for building rapport and understanding the seller's needs, and another for presenting the offer.
- Spend 20-30 minutes on initial calls to foster trust and uncover their true asking price.