Lesson 30 of 37
Module 8 – Following Up & Closing the Deal
Lesson 30 of 37
Module 8 – Following Up & Closing the Deal
Buyer FAQs & Responses
When buyers reach out, they usually ask the same handful of questions. Your job is not to give them a 10-page report — it's to answer clearly, confidently, and in a way that keeps momentum moving forward.
These scripts are guidelines, not exact answers. Your situation, property, and market may vary. Always respond truthfully, but remember: less is more. Give the simplest, strongest version of the answer. The more detail you add, the more doubts and extra questions you may create.
👉 Think of these as tools to guide buyers toward action, not as opportunities to over-explain.
3. Are you the owner or a realtor?
"I'm the owner, so you're getting the best deal possible without realtor commissions. Would you like to come walk it?"
4. Can I build on it?
"Yes!"
Or if restrictions apply:
"Yes, the zoning allows for [SINGLE-FAMILY / MOBILE HOMES / CABINS / RV USE]. Would you like to come see the property in person and picture how you'd use it?"
5. Does it have utilities?
Scenario A: Power + City Water + Sewer
"Power is available through [UTILITY COMPANY], and the property has access to city water and sewer. Everything you need is right there. Would you like me to send directions so you can come see it?"
Scenario B: Power + City Water, but Septic Needed
"Power is available through [UTILITY COMPANY] and city water is at the road. Like most properties in this area, it would need a septic system, which is common and actually saves you money since there are no monthly sewer fees. Would you like me to send directions so you can come see it?"
Scenario C: Power Available, Water by Well + Septic
"Power is available through [UTILITY COMPANY]. Like most properties in the area, this one would use a well and septic, which is common and gives you independence with no monthly water or sewer bills. Want me to send directions so you can come see it?"
Scenario D: Full Off-Grid Property
"This is an off-grid property, perfect for someone who values privacy and independence. Most buyers here use solar for power and well/septic for water, which means no monthly utility bills and full control over your setup. Would you like me to send you the map pin so you can come walk it?"
6. Why are you selling it?
"I'm the owner and originally planned to use the land, but my plans changed. It's a great property and now ready for someone else to enjoy. Would you like to come see it?"
8. How much are the property taxes?
"Taxes are about $[AMOUNT] per year, which is low for this area. Want to come take a look at the property?"
9. Has a survey been done?
"I haven't done a recent survey since I haven't had the need to, but I do have the official county plat map that outlines the property dimensions. Would you like me to send it over so you can come walk the lot?"
10. Is it in a flood zone?
No flood zone (X zone):
"No, this property is in an X flood zone, so it's high and dry! Want to come see it?"
Partial flood zone:
"Part of the property shows in a flood zone, which is very common here, but the buildable areas are outside of it. Buyers just follow the county's simple guidelines. It's already priced with that in mind, so you're actually getting a better deal. Want to come take a look?"
Full flood zone:
"Yes, the property is fully in a flood zone, which is typical for this area. That does not prevent building, you just build on a raised pad or foundation like other nearby homes. The cost of that has already been factored into the price, so you're getting strong value compared to other lots. Want to come walk it?"
👉 Key Principle: Being in a flood zone doesn't make land unbuildable. It just means extra steps like an elevation certificate, fill, or raised foundation, and those costs should already be reflected in the deal.
11. How do we buy it? What's the process? Next steps?
"Great question! We would use a local licensed title company to protect both parties. To start, we'd send a simple one-page agreement with the price, closing date, and buyer/seller info, etc… that's what they need to start the closing process. From there, the title company handles everything: paperwork, escrow, title search and insurance, and recording the deed in your name. If you're ready, just send me your full names and email addresses and I'll get the agreement started."
14. Is the title clear?
"Yes, it will transfer with clear title through a licensed title company. Want to come see the land in person?"
15. Is the price negotiable?
"The property is priced fairly based on recent sales in the area. If you're serious, I'd be happy to look at an offer and consider it. Would you like to come see it first so you can get a real feel for it?"
🌐 AI Tools Bonus: Land Pro Answer Coach
Run this through ChatGPT
• Use Case
For unexpected buyer questions not already covered by scripts. Paste the question + property details and get a professional, land-savvy response that is short, confident, and action-focused. The AI also tells you (the seller) what assumptions it made so you can quickly verify before sending.
• Prompt
You are my Land Pro Answer Coach.
RULES YOU MUST FOLLOW:
- Keep the buyer-facing response short (1–3 sentences max).
- Be confident, truthful, and professional — use correct land terms (zoning, utilities, easements, etc.) without sounding like legalese.
- Always frame positively (normal, common, or even a benefit).
- End with a clear next step (come walk the land, request directions, or start agreement).
- If something isn't confirmed (e.g., mineral rights, soil, HOA, zoning nuance), make the safest assumption for the buyer-facing reply — but also give me a private seller note flagging what you assumed so I can double-check before sending.
- Do not over-explain. Less is more. The goal is momentum, not a full report.
INPUTS:
- Buyer's question (verbatim): "[PASTE HERE]"
- Property snapshot: [Add here: county, acres, zoning/use allowed, APN, access type, power/water/septic or off-grid, flood status, taxes, HOA, special notes]
- Constraints/Notes: [Add here anything not to claim or oversell; e.g., "no confirmed survey," "don't promise mineral rights," "no seller financing"]
YOUR TASK:
- Buyer-facing reply: 1–3 sentence answer, confident, positive, ends with action step.
- Alternative phrasing (optional): one alternate version with slightly different emphasis.
- Seller note: list clearly any assumptions you made (e.g., "Assumed zoning allows single-family based on R-1; verify with county before sending").
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