Most landowners aren’t thinking like developers. They might not even know their land has development potential.
Your job? Spot that potential and tell them. That alone can open doors.
But what about the “obvious” sites everyone’s approached before? Don’t rule them out. Timing is everything. A “no” last year might be a “yes” today if circumstances have changed.
Lesson: Don’t assume they’re not interested. Always ask.
This Isn’t About Ripping Off Landowners
You’re not trying to buy cheap and run.
If you’re the one who:
✅ Spots the opportunity
✅ Brings the deal together
✅ Finds partners or funding
✅ Takes the planning risk
✅ Navigates the process
… then you deserve to be well paid.
Most landowners simply don’t want the hassle. They don’t have the contacts, skills, or appetite for risk.
If you can do it (or learn how), you create real value.
The Twist on Buying Below Market Value (BMV)
Forget the cliché of buying cheap.
If you secure planning permission, you add value.
You can then pay above market value for the raw land—because you know you’ll profit after planning is approved.
This is why sellers pay attention. Win-win.
Why Don’t All Developers Do This?
Short answer: many big ones do.
Major housebuilders are using the same tools (like Land Insight) to find landowners and pitch them directly.
They’ve got the brand, the contacts, and the resources. But even they’re constantly hustling to secure deals—they’re in cutthroat competition with each other 24/7.
The Small Developer Trap
So why doesn’t every small developer do this?
Because it’s hard. It takes time.
It’s far easier to buy a “ready to go” site with planning permission—at a lower margin.
Many developers are stuck feeding the machine:
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Staff to pay
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Overheads to cover
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Projects that have to move fast
They’re too busy working in the business to work on it.