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.
23:20
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Quick takeaways
- Leads should not be labeled as 'bad', as the real issue often lies in ineffective sales techniques and engagement methods.
- Fostering a collaborative negotiation atmosphere by understanding sellers' emotional drivers can significantly improve deal conversion rates.
Deep dives
The Myth of Bad Leads
The concept of 'bad leads' is challenged, suggesting that the real issue may lie in poor sales techniques rather than the leads themselves. Ajay emphasizes that if leads show interest, they can't be deemed as bad; instead, it may be a matter of how investors engage with them. This perspective encourages sellers to innovate their approach, suggesting that generating leads through various campaigns can still yield profitable deals. Ultimately, many investors struggle with sales processes rather than the quality of leads they have at their disposal.
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