After chatting with hundreds of sellers, I’ve noticed these 5 types keep popping up. Thought I’d share my “field guide” to help you spot them and adjust your approach:
1. The Desperate for Cash: These folks need money YESTERDAY. Maybe they’ve got tax bills piling up, going through a divorce, or inherited land they never wanted. They don’t really care what the property’s worth - they just want their problem solved with cash in hand. When you’re talking to them, it’s best to focus on speed and simplicity, not haggling over every dollar. Be straight with them, be human, and show them how quickly you can close.
2. The Out-of-State Headache Owner: These people are DONE with paying taxes on land they never see! They inherited Grandpa’s hunting property two states away or bought land for a vacation home that never happened. The distance has turned their “investment” into a total pain. Talk about taking the hassle off their plate - no more tax bills, no more worrying about trespassers or maintenance from 500 miles away. You’re not just buying their land; you’re buying their problem.
3. The Zillow Research Pro: Watch out! These sellers have done their homework. They’ve got Zillow printouts, comparable sales, and they’ll quote county assessments. They may have even talked to a few agents who gave them an overestimate of what they can sell their property for. These are the hardest to work with, and you usually won’t be able to close a deal with them, at least not until time gives them a reality check. Don’t stress over these folks. Come with your own research and be ready to talk real numbers. Respect their knowledge but be ready to point out market realities they might have missed. And no matter what you do, DON’T let them price-anchor you into overpaying for their property.
4. The Guilty Inheritor: “I really should keep Uncle Bob’s land… but I never use it.” These sellers are emotionally stuck. They feel bad selling family property but also know they’ll never use it. When talking to them, acknowledge the emotional side - maybe suggest ways the sale can honor the family legacy (like using proceeds for something meaningful). Sometimes they just need permission to let go.
5. The Tax Bill Avoider: These owners are SICK of paying property taxes on land that’s not doing anything for them. Maybe they bought during the boom thinking they’d flip it, and now they’re stuck watching tax bills arrive every year. Focus your conversation on the long-term savings - “That’s $1,200 in taxes every year you’ll never see again!” Sometimes showing them the 10-year tax cost is enough to make them realize holding is costing them big time.
Anyone recognize these types from your deals? Which ones do you find easiest to work with?