How to Get Landowners to Say Yes to Selling Part of Their Property

How to Approach a Landowner About Buying a Portion of Their Property for Self-Storage

Finding the right piece of land for a self-storage facility isn’t always as easy as browsing listings. Sometimes, the best opportunities are off-market properties owned by individuals who may have never considered selling—at least not yet. If you’ve found a piece of land that looks perfect, but it’s part of a larger parcel, you might be wondering how to approach the owner about buying just a portion of it.

Many great land deals happen because someone took the initiative to start a conversation. But there’s a right way—and a wrong way—to do it. Here’s how to increase your chances of success when asking a landowner if they’d consider selling a portion of their property.

1. Do Your Homework Before Reaching Out

Before you approach the landowner, gather as much information as possible. Look at local zoning laws to see if the property is even eligible for self-storage. Research any restrictions, setbacks, or easements that could impact your plans.

It’s also helpful to understand the landowner’s situation. Are they actively using the entire property, or is part of it sitting unused? Are they an individual owner, a family trust, or a company? The more you know, the better you can tailor your approach.

2. Make the First Contact Low-Pressure

A landowner who hasn’t considered selling won’t respond well to an aggressive sales pitch. Instead, start with a simple and friendly introduction. If it’s a local property, a casual visit or phone call can work. If they live out of town, a letter or email may be the best way to reach them.

Your initial message could be something like:

"Hi, my name is [Your Name], and I’ve been looking for the right piece of land for a business project. I noticed your property and wanted to see if you’ve ever thought about selling a small portion of it. If it’s something you’d be open to discussing, I’d love to connect.”

This approach keeps it informal, avoids pressure, and lets them think about it without feeling obligated to answer immediately.

3. Focus on Their Benefits, Not Just Yours

A common mistake is focusing too much on why you want the land instead of why it might be a good opportunity for them. Many landowners don’t even consider selling because they assume it’s a hassle or that buyers will only want the whole property.

Highlight how selling a portion could benefit them. Maybe it could help with property taxes, provide extra income, or free up land they aren’t using. If they seem unsure, reassure them that the process can be smooth and that you’ll handle most of the legwork.

If they push back because they don’t want to break up their property, consider a long-term lease or a creative deal structure that works for both sides.

4. Be Prepared for Common Objections

Landowners may have concerns, so be ready with solutions. Here are some common objections and ways to respond:

• “I don’t want to deal with the hassle of selling.” “I completely understand. If it helps, I can handle all the work on my end—surveying, legal paperwork, and even covering costs associated with the split.”
• “I don’t want my property broken up.” “That makes sense. I’d be happy to work with you to ensure it’s done in a way that still preserves the integrity of your land and doesn’t impact your access or property value.”
• “I’m not sure what the land is worth.” “I’d be happy to have an appraisal done at no cost to you, just so we both have a clear picture of its value.”

A landowner may say no at first, but a professional, respectful approach leaves the door open for future discussions.

5. Keep the Process Simple

If they’re open to selling, make it as easy as possible for them. That means:

• Paying for the survey to define the land split.
• Handling zoning or subdivision requirements.
• Offering a fair and straightforward deal.
• Working with their timeline rather than rushing them.

Even if they aren’t ready to sell now, they may consider it later if you’ve built a good relationship and made the process stress-free.

The Power of Patience and Persistence

Some of the best self-storage development deals happen because of persistence, not pressure. If a landowner isn’t interested today, they may be in a year or two. Keep the conversation open, be professional, and always leave things on good terms.

By doing your research, approaching landowners with respect, and making the process easy for them, you increase your chances of securing prime land for your self-storage project—one conversation at a time.