Episode 83: 4 Types of Sellers—and How to Negotiate With Them with Trey McGhin

In this episode of the Texas Land Guys Podcast, Tom Dosch and Trey McGhin break down four common types of developers and sellers they encounter in Texas land deals. They explain how each type approaches negotiations and why recognizing these patterns can lead to better outcomes. Every property has a story, but every developer has a strategy. Knowing the difference can mean closing a deal or watching it fall apart.Tom and Trey walk through four seller types they regularly see in Texas land transactions: the High Anchor, the Shop It Around seller, the Slow Walker, and the Term Trader. Rather than treating these behaviors as obstacles, they dig into what motivates each one, why they negotiate the way they do, and how buyers and brokers can respond effectively without making costly mistakes. Through real negotiation stories, they highlight how patience, trust, and clear communication often outperform aggressive tactics.The conversation also zooms out to the bigger picture of Texas real estate, including how new wealth flowing into the state is fueling investment in land and development. But no matter how strong the market becomes, successful deals still come down to understanding people. Sellers want different things, buyers face different pressures, and brokers play a critical role in keeping negotiations productive rather than emotional.Whether you are buying land, selling property, or simply curious about how major deals come together, this episode offers practical insights into the human side of negotiation and the strategies that help both sides reach the closing table.Key TakeawaysWealth from ventures like SpaceX is flowing into Texas land and development. That trend continues to fuel the state's growth.Sellers often fall into recognizable negotiating patterns. Knowing which type you're dealing with changes your strategy.The High Anchor seller starts far above market value and refuses to budge. Patience or market growth is often the only path to a deal.The Shop-It-Around seller quietly pits buyers against each other. That approach erodes trust and can drive away serious developers.The Slow Walker uses silence and delays as leverage. Sometimes it's strategic. Other times, it's caused by family ownership, LLC issues, or other complications.The Term Trader negotiates every detail, even small ones. Even so, they usually want to reach the closing table.A strong property can overcome a difficult seller. These tactics rarely work on a weak site.The best response is a credible willingness to walk away. That message is usually stronger in person than over email.Brokers who educate sellers with real market data build trust. That trust often leads to repeat business, even when a deal doesn't close.In This Episode:[00:00] Introduction[00:27] Catching up with Trey McGhin[00:56] The road to becoming a quadrillionaire[01:57] Wealth flows into Texas land[03:49] Introducing the four types of land sellers[05:41] High anchor sellers[11:25] Shop-it-around sellers[17:57] Slow walker negotiators[24:48] Term trader deal points[27:54] How to counter difficult sellers: the credible walk-away[33:05] Wrap up and where to follow Resources and LinksPodcastTexas Land Guys Podcasthttps://dmre.com/Trey McGhinhttps://www.linkedin.com/in/trey-mcghin-14926960https://dmre.com/https://ascentinv.com/https://100xharvest.org/Tom Doschhttps://www.linkedin.com/in/tom-dosch-37263b3b/https://dmre.com/https://ascentinv.com/https://100xharvest.org/