Real-World Land Wholesaling:
Negotiation, Seller Pain & Process Mastery
Built for PRG LandTech acquisition team members. Not theory — real scripts, real objections, real scenarios from thousands of land deals.
By the end of this class, you will be able to:
- Explain what land wholesaling is — and isn't
- Identify the 7 core seller pain points
- Open calls in a human, trust-building way
- Explain the PRG process clearly to any seller
- Apply 7 non-manipulative negotiation principles
- Handle the 6 most common objections
- Follow an 8-step call structure start to finish
- Spot red flags and categorize leads correctly
- Practice 4 real-world negotiation scenarios
- Document calls to CRM audit-grade standards
- Use 7 ready-to-go scripts for every call phase
Quick Reference Script Bank
1. Opening Script
"Hey [Name], this is [Your Name] — I'm calling about the [acreage] acres on [road/area] in [county]. Is that something you'd still consider selling if the right offer came along?"
2. Pain Discovery
"How did you come to own this property?" "What were your original plans for it?" "What changed?"
3. Burden Discovery
"Are you still paying taxes on it every year?" "Is it something you've been wanting to deal with for a while, or is this more recent?"
4. Price Expectation
"If we could make this work, what were you hoping to get for the property?" [Let them answer first. Always.]
5. Process Explanation
"Here's how it works — if we agree on a price, we send a simple one-page agreement. A title company handles everything legal. You get paid at closing, usually in about 30 days. We cover all closing costs."
6. Earnest Money Script
"We typically don't do earnest money deposits on land transactions — the title company holds everything until closing. That actually protects you because there's no money changing hands until the deal is done."
7. Soft Close
"It sounds like getting this handled in the next 30 days would be helpful for you. If I can get you $[amount], should I go ahead and send over the paperwork for you to look at? No obligation — just a starting point."
Assignment 1: Script Personalization
Take the 7 scripts above and rewrite them in your own voice. They should sound like YOU, not a template. Submit to your Team Lead for review.
Assignment 2: Objection Role-Play
Partner with another team member. Take turns being the seller and the acquisitions rep. Run through all 6 objections. Record yourself and listen back.
Assignment 3: Call Shadowing
Listen to 3 recorded calls from senior team members. For each call, write down: What went well? What would you do differently? What scripts did they use?
Assignment 4: Live Practice
Make 5 real calls using the 8-step framework. Log every call to CRM standards. Review with your Team Lead within 48 hours.