You get a seller on the phone. It's going fine. Then they ask, "So what's your offer?" You throw out a number, they push back. You defend it, they go quiet and a deal you could have closed slips away. The rule that fixes most of it: Never give your number before you have theirs. You can't negotiate off a price you don't have, and whoever says a number first sets the anchor. Ask more than once if need be, most won't give it up on the first try. The ones who close just keep asking. If they dodge, use the ballpark: "If I came back with something that started with a 4, are we in the right range, or way off?" They'll tell you where they really are without feeling like they gave anything up. That's one move. There's a whole system behind it, and that's what I'm building the next workshop around. Where does the seller get away from you?

This has nothing to do with your offer. Any idea what I'm referring to?

What platforms are you all using for signatures and contracts? I’ve tried PandaDoc and SignNow, and personally I prefer SignNow so far. I’d like to hear what everyone else is using and why. Also, I’m working on getting my Skool level higher, so likes on this post and my follow-up comments would be appreciated. Thanks!

Last month's Dispo Decoded Workshop kicked off our Disposition theme for July. As we head into the final stretch of the month, I'm already looking ahead to what's next: sales and closing with sellers, the stage before dispo even starts. You get a seller to agree on price. Then three days later they go dark. Or their spouse calls, or they need to "think about it" again. Agreeing on price is not the same as closing the deal. There's usually something else sitting underneath, a spouse who hasn't signed off, a fear about taxes, a nephew telling them the offer's too low. Miss it, and it kills the deal later. Sales and closing pulled 25% in our last poll, the second biggest struggle in the community, right behind Disposition. As I’m building the next workshop, I want to know exactly where it's breaking for you. What's your biggest struggle in sales as a land investor?

https://meet.google.com/qdf-qtwj-rgt Come on through and get your questions answered.