How I Closed a ROW Deal After a Landowner Called Me Back Cursing

If you've ever worked in right-of-way acquisition, you know it’s not always sunshine, signatures, and site visits. Sometimes, it starts with a phone call that goes something like:

“What kind of bull sh@t is this?!”

That was the first thing a landowner said to me after I left him a voicemail about a potential project.

Now, most people might freeze up, get defensive, or consider changing careers. But me? I laughed — and then I got to work.

Step 1: Don’t Take It Personally

In ROW, you’re going to talk to people who’ve been burned before — by other developers, by utility companies, maybe even by distant cousins trying to sell them "solar opportunities" on Facebook.

If someone comes out swinging, it usually means:

• They’re confused

• They’re skeptical

• Or they’re just shocked someone found their number

Step 2: Calm Them Down Without Backing Down

I calmly explained who I was, why I was reaching out, and — more importantly — what was in it for him. I didn’t try to "sell" anything. I just laid out the facts and showed I wasn’t another fly-by-night contractor.

And once we cleared the smoke?

He was curious.

Step 3: Get on the Ground

A few days later, I was on a flight to meet him face-to-face at the property. We walked the land, talked through the project, and before long…
we had a deal.

That deal never would’ve happened if I let my ego get bruised or walked away from a tough conversation.

Why I Made This Book Cover

Sure, the title’s a joke — but the work we do is serious. We navigate some of the toughest, weirdest, and most rewarding conversations in the infrastructure world. Because ROW isn’t just about paperwork and parcels, it’s about people.

Sometimes they yell.
Sometimes they hang up.
Sometimes… they invite you over for coffee.

So if you’re a landowner wondering what kind of bull sh@t this is — I get it. Let’s talk. I’ll fly out if I need to.

And if you’re in ROW yourself?

Get the book. Or at least act like you’ve read it if it was real:)

✈️ We go where the projects are. Even if it starts with yelling.