I just started a Youtube channel to discuss land deals, their nuances, seller/buyer/agent psychology, etc. 

One pattern I’ve noticed over time is that smaller land deals often carry more psychological pressure than larger ones.Not because they’re bigger risks — but because they have to work.The capital is tight.The timeline matters.The upside needs to justify the effort.That pressure subtly changes behavior.Assumptions stretch.Optimism creeps in.

Wholesaling taught me the very foundation of real estate in addition to, marketing, negotiation, sales, psychology of sellers, etc I also say building relationships.

Rebalancing.Now look at multifamily.Freddie Mac serious multifamily delinquencies are at 0.48%, the highest level in over 21 years.Fannie Mae serious multifamily delinquencies are at 0.75%, the highest since 2021.Both have doubled in the last two years.From 2014 to 2019, multifamily 90+ day delinquency rates averaged between 0.01% and 0.10%.For comparison, the 2008 peak was roughly 0.80%.We’re not in crisis territory.But pressure is clearly building — especially in leveraged assets facing higher refinancing costs.Now bring it local.Greater Louisville market.February 15–21:Listings2025: 3202026: 391Sold2025: 1832026: 171Year-to-date:Listings2025: 2,5272026: 2,947Sales2025: 1,5042026: 1,421More supply.Fewer closings.And now rising search behavior from sellers who can’t move inventory.This is how leverage shifts.In 2021, sellers dictated terms.In 2026, math dictates terms.Add in one more structural shift.There are now more 6%+ mortgages outstanding than sub-3% mortgages.The share of 6%+ loans has climbed above 21% — the highest since 2015 — and now exceeds the share of ultra-low-rate mortgages (sub 3% interest).That changes mobility over time.When a larger share of owners are already at 6%+, the psychological barrier to selling weakens.

Variable rate, callable, and psychologically heavy.That LOC is the weak link in your balance sheet.If you net $40k to $50k, you could:Option A.

In others, it is inventory mix, insurance costs or buyer psychology.

The math works until you hit your first few losers and psychology kicks in.

Smart move on the different amounts - that psychology works.

The psychology shift between day one and touch six is real — by then they’ve had time to think through the situation instead of reacting emotionally.Also agree on the “premium list” angle.

If it only takes 90 days, I'm in the 18-22% range.That flips the psychology.