Land Basics for the Engineer

 Denver Section

Society of Petroleum Engineers

Continuing Education Short Course Offering


Land Basics for the Engineer
or “How to understand that babbling Landman!” 

Plus a special bonus class, “Defense against the dark arts of the salesman.”

Instructor:  Lane Douglas, CPL of Fidelity Land, LLC.

Dates:  Tuesday - Wednesday, November 10-11, 2009, 8:00 AM to 5:00 PM

Location: New Location,   621 Seventeenth St., Suite 1120    Denver, CO 80202

1.6 CEUs (Continuing Education Units) will be awarded by SPE-Americas Office for this 2-day course

Course Description

Land Basics for Engineers or “How to understand that babbling Landman!”  Plus a special bonus class, “Defense against the dark arts of the salesman.”  Each participant will receive printed and electronic versions of the AAPL’s Petroleum Land Practice, 5th Edition. 

The class is designed for engineers and will provide the land applications and knowledge that will serve them in succeeding within a multidiscipline team.  Participants should:

1.        Learn to use the Petroleum Land Practice text as a land reference and research tool.

2.        Learn the differences in thinking and communication techniques between the engineer and the landman, and how to use that understanding to build a better team.

3.        Learn a basic understanding of the 12 skill areas of land, from real property law to ethics.

4.        Learn a basic understanding of the 12 core functions of land, from the scout doing an area check to the land promoter selling a deal.

5.        Learn a basic application of specialized land skills, including, mental emotional control, sales closes, and neuro-linguistic programming and how to use them to your advantage or in your defense.

6.        Land ethics are taught throughout the course.


Course Contents

Part 1, Engineers and Landmen
               I.      Introduction
           II.      The education, intelligence, and fear factor graphs
           III.      Communication styles, Engineers vs. Landman
           IV.      Differences, Diversity, “The world would be pretty boring if everyone was like me.”
             V.      How to talk to a Landman, the vernacular 
           VI.      The team approach
         VII.      Analyzing Land work

Part 2, Land Knowledge
       VIII.      Basic land skills, “Is it just talking?”
          IX.      The science of land, knowledge in the 12 skill areas of land
            X.      The Jobs and Products of Land, knowledge in the 12 core functions of land
          XI.      State specific land knowledge
        XII.      Website Landman Tools

Part 3. Specialized Land Skills
      XIII.      Sales approach in Leasing
      XIV.      Sales process and sales closing
        XV.      Attitude
      XVI.      Mental emotional control
    XVII.      Objections vs. requests for information
  XVIII.      True Objections
      XIX.      Closes: Choices, Presumptive, If then
        XX.      Neuro Linguistic Programming
      XXI.      Conclusion

Who Should Attend

Those involved in multi-disciplinary company or independent team that include Landmen or Land evaluations should benefit from the course.  This would be a good course for engineers that would like to learn more about how Landmen think, why they do what they do, Land issues and how to tell if the Landman is doing his job.  Those Engineers who are or shall become exploration managers and have Landmen reporting to them shall also benefit from this course. Additional beneficiaries are those who have felt manipulated by a salesman and would like to either use those techniques on others or have a defense against them.


About the Instructor

William “Lane” Douglas III was born in Lafayette, Louisiana, the heart of the Louisiana oil patch and Cajun Country.  Thus you could say that oil is in Lane’s blood.  Lane attended the New Mexico Military Institute, graduating from there for both High School and Junior College.  He graduated from the University of Louisiana Lafayette with a Bachelors of Science in Petroleum Land Management.  He is a Certified Professional Landman with the American Association of Professional Landmen, #32340.  He has worked as a landman or land agent for many major and independent oil & gas companies.  He has worked on land projects in 17 States.  Lane has worked in about every facet of the land business for oil & gas, telecommunications, and real estate.  To date Lane has taught and/or mentored over 44 landmen, which is part of his philosophy of leaving a legacy.  He is a licensed real estate agent in the State of Colorado, #039953, which he uses to help his clients and to supplement his Land knowledge.  Lane completed 22 years of service in the United State Army Reserve and retired as a Major.  During his military duty he graduated from 6 Army schools and served in the first Desert Storm conflict.  On January 1, 2008, Lane started Fidelity Land, LLC, a full service land brokerage firm, which has employed 14 contract landmen. Of all his accomplishments he is most proud of his 19 years of marriage and his four children.

The registration deadline is Friday, October 16, 2009.  The registration fee is $720.00 and is fully refundable until that time.  For more details, contact Darien O’Brien, P.E. at or (303) 864-6015.  Make your check payable to SPE Denver Section and mail to: Darien O’Brien, Forest Oil Corporation, 707 Seventeenth Street, Suite 3600, Denver, Colorado 80202.  Please include the course name, your FULL name (as you would like it to appear on the course completion certificate), SPE member number (if applicable), Title, Company, e-mail address, postal address, phone and fax number.  You may also register and pay on-line at



Name Sales End Price
Member Ended $720

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