Steven Jack Butala:Stephen and Jill here.Jill K DeWit:Jack and Jill here.Steven Jack Butala:Yeah. Welcome to the Land Academy Show. Entertaining land investment talk. I don't know my name.Jill K DeWit:That's right. Stephen Jack Butala. And I'm Jill Dewit. And we are broadcasting still from the lovely Valley of the Suns. Nice to be home.Steven Jack Butala:Today's Jill Friday. She's going to talk about how to turn angry landowners into sellers.Jill K DeWit:Yep.Steven Jack Butala:Before we get into it though, let's take a question posted by one of our members on the landinvestors.com online community. It's free.Jill K DeWit:Let's skip all that. Greg wrote, "If a buyer wants to close after January 1st for tax reasons..." Jill note. Boy do I understand that.Steven Jack Butala:This is very common. If you're new at this, this is what happens to you for the rest of your life.Jill K DeWit:This will come up.Yeah, a side note, people are going to want to close. They're either going to want to close by the end of the year or after the first of the year. Watch what happens here this next quarter, next two months.So Greg says, "Buyer wants to close after January 1st for tax reasons. Is there a way to move through the majority of the closing docs prior to closing to eliminate the risk of the buyer getting a better offer or changing their mind along the way? Basically, I don't have any issues closing after January 1st, but I'm afraid the buyer could change their mind. So I'm trying to figure out if I can legally prevent them from being able to do that."Steven Jack Butala:That's why God created contracts. So you can write a contract about anything that you want and make them sign it and says, "Yeah, we happily will sell this to you after, before, or buy or seller or whatever." Maybe you ask the person for more money in turn.Jill K DeWit:I say, pick the closing date now. What's the first Monday or the first Tuesday in January?Steven Jack Butala:I understand your point. And it's a very valid concern. Like, hey, this is a great deal. Well on the buyer, the sell side and time kills deals. That's just the truth. And so more time is always worse with real estate deals, but we orchestrate our entire lives this time of year around taxes and what with all kinds of decisions based on that.Jill K DeWit:Well...Steven Jack Butala:Just have a binding side contract that says you are going to buy this or sell it. Period.Jill K DeWit:Yeah. I would get it all through title, get it going. You know what I would do? There'd be weekly check-ins though too.Steven Jack Butala:Yeah.Jill K DeWit:From with between probably my team.Steven Jack Butala:And get some hard money. Get some hard money. Then-Jill K DeWit:That's when I thought. Put some money in it. Because it's him buying it. The seller wants to do it after January 1st. I kind of want to move some money over. So then it's really a binding contract because money has changed hands.Steven Jack Butala:Yeah.Jill K DeWit:So I'd feel good about that. "We're going to release $500 now though towards this. Just a small amount."Steven Jack Butala:Yeah. Make it a little more real.Jill K DeWit:Yeah, exactly.Steven Jack Butala:Today's Jill Friday. She's going to talk about how to turn angry landowners into sellers. This is the meat of the show.Jill K DeWit:It happens all the time. All the time. This is the majority of the calls you're going to get. We just had a career path session the other day and one person was talking about this mailer that everybody, all they want to do is yell at me. I'm like, "Well, what'd you get out of it?" "Nothing. They're all mad at me." Well, that's what I get too. Every day. They're calling my team or me when they get the mailers hit and they're mad about it. I mean, not everybody, I'll be honest, but when the first wave hits you lovingly call it the hate. It's like, "What? How dare they send me an offer?" That's their first anger moment by the way.