The REtipster Podcast | Land Investing & Real Estate Strategies The 4 Objections Killing Your Land Deals w/ Ajay Sharma
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Aug 26, 2025 Land investors are facing increased seller resistance and fewer deals in 2025. Ajay Sharma reveals four major objections that hinder success and introduces the ADEQ framework to tackle them effectively. The conversation dives into shifting seller expectations and the inadequacies of outdated sales scripts. Listeners learn strategic negotiation techniques, the importance of building trust, and how to refine their sales processes for better outcomes. A downloadable script is provided to enhance deal-making skills.
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Leads Or Conversion: The Core Diagnosis
- Diagnose acquisition problems as either a leads problem or a conversion problem.
- That framing simplifies whether you must increase volume or improve sales skill to get more deals.
Seller Sentiment Lags Market Reality
- Seller sentiment lags the market peak, so expected prices remain elevated even after values drop.
- That lag forces buyers to offer more than they did in previous years or face higher rejection rates.
Track Five Acquisition KPIs
- Track KPIs: gross leads, net leads, offers made, offers accepted, and contracts signed.
- Use those numbers to diagnose whether you lack volume, follow-up, or closing ability.