REI Conversion Podcast: Recent Episodes
Jessey at REI Conversion
Learn how to fully utilize simple digital marketing strategies and tools for your vacant land investing business. Learn about tested methods and avoid some of the difficult lessons so that you can fast track your own investing with minimal risk.
The REI Conversion Podcast, hosted by Jessey Kwong, reveals the strategies to growing, scaling, and building your sustainable land investing business all behind your laptop and smartphone form anywhere around the world!
essey catches up with Dave Denniston, a returning guest last on the show back at episode 96, two years and a lot of changes ago. Dave has shifted his business toward subdivides and messy title deals, but along the way his inventory ballooned to over 160 properties and he had to shut off all marketing just to sell through it.In this episode, Dave breaks down what happened, why he's pulling back to a smaller, more focused footprint, and what he learned testing PPC through an agency for a year. He also shares why, after exploring on market subdivides and cold calling, he's returning to mail with a smaller, more targeted list and a willingness to spend more per piece to get a response.If you've ever wondered whether PPC is worth it, or why mail keeps pulling investors back no matter how many new channels show up, this conversation lays out the real tradeoffs.What You'll Learn:- Why Dave shut off all marketing after his inventory grew past 160 properties- What PPC costs and what it's actually good and bad for in land investing- Why staying geographically and product focused is changing how Dave operates- Why Dave is going back to mail with a smaller, more targeted list
Connect with Dave Denniston:đ landunconference.comđ leadershipinland.comđ§ dave@genfamland.com
Jessey sits down with Travis King, a familiar face on this show and the host of The King Show, to talk about a strategy most land investors skip entirely: landlocked properties. While everyone else scrubs these parcels out of their lists, Travis has built a whole playbook around targeting them, and the discounts sellers are willing to give can be massive.Travis breaks down what actually makes a property landlocked, why it scares off traditional buyers, and how that fear creates opportunity for investors willing to do the work. He walks through his exact process for negotiating easement access with neighbors, structuring low offers sellers already expect, and even stacking in a subdivide to multiply returns.If you've ever passed on a deal because it lacked road access, this episode might change your mind. Travis shares real numbers from his own deals, including one property he picked up for around 5,000 dollars and resold for 50,000.What You'll Learn:- What actually makes a property landlocked and why title companies won't insure it- How to negotiate easement access with neighbors, including what to offer and what to say- Where to find landlocked properties and how to build a targeted list- How to price and structure discounted offers without scaring sellers off
Connect with Travis King:đ Free Book: travisking.com đ Landlocked Masterclass: thelandinvestorsplaybook.com đ mylandportal.comđ§ Book also available on Amazon, Audible, and Spotify:
Jessey sits down with Courtney and Skyler, the team behind Terra Data Consulting, to break down what most land investors get wrong when it comes to their data.
Courtney's background in data science led her into land investing years ago, and now she and Skyler help other investors clean up their lists, choose smarter markets, and stop wasting money on properties that were never going to work.
They dig into the platforms investors rely on, why AI generated data still has gaps, and why trusting a list without double checking it can quietly kill your margins. The conversation also covers how to segment a market instead of mailing blind, and why the real money is often in following up with leads you already have rather than chasing new ones.
If you have ever wondered whether your data provider is actually giving you accurate information, or you are unsure how to narrow down a market before you spend on mail, this episode lays out a clear way to think about it.
What you'll learn on this episode:
- Why trusting your data 100% can lead to costly mistakes, and how to catch errors before they cost you
- How to compare data platforms and know which one actually fits your investing goals
- How to segment a market by acreage, ownership type, and land use instead of mailing blind
- Why following up with warm leads outperforms chasing new ones, and how to build that into your process
Jessey sits down with Joshua Kagan, a real estate veteran with 15 years of experience across fix and flips, commercial real estate and single family rentals who discovered land investing just two years ago and has not looked back since. Joshua recently published The Smart Land Investor, an Amazon number one new release in real estate, and every lesson in it came from a mistake he made himself.In this episode Joshua gets candid about what is actually changing in land right now, from increased competition and seller bake-offs to markets that were hot a year ago and are now cooling down. He also walks through how he picks markets, how he A-B tests his mailers and a recent Arizona subdivision deal that came together cleanly from start to finish.If you are newer to land or just want to tighten up your due diligence, this episode is a practical and honest look at what it takes to do this right.What you'll learn in this episode:- The three metrics Joshua uses to find active markets: parcel count, sell through rate and days on market- Why title, zoning and access are the most common and costly mistakes new land investors make- How to A-B test your mailers without muddying your data- Why Joshua gives 100% of his book profits to a conservation fund and what drove that decisionTimestamps:0:00 Introduction0:57 Joshua's background and how he discovered land investing2:01 What has changed in land over the last two years3:40 How he adjusts when competition increases in a market5:09 Remarketing and mailing the same areas every two to three months9:12 The three metrics he looks at before entering any market11:15 What Joshua A-B tests in his mailers and what surprised him13:11 What rising interest rates mean for land investors right now15:20 His three buyer archetypes and what drives them to buy17:20 What a smart land investor actually looks like19:42 The biggest mistakes new land investors make on title and zoning22:48 The Arizona 40 acre subdivision deal breakdown25:53 The Smart Land Investor book and what is inside it27:19 How to connect with Joshua and where to find the bookConnect with Joshua Kagan:Email: joshua@smartlandinvestors.comBook: The Smart Land Investor on Amazon (Kindle and paperback) https://a.co/d/0hrIKpVjWebsite: smartlandinvestors.com
Jessey sits down with Cameron Schulz, operations manager at Generation Family Properties, the land investing business founded by Dave Denniston. Cameron is 24 years old, two years into his role, and responsible for keeping a 14 person remote team running smoothly while Dave splits his time between land and his financial planning business.
This episode is a rare look inside the day to day of a scaled land business from someone who is not the founder. Cameron talks about managing closings, putting out fires, building culture across a global remote team and what it actually takes to keep a business moving forward when you are not the one writing the checks.
If you are building a team or thinking about your next hire this one is worth your full attention.
What you'll learn in this episode:
- What an operations manager actually does inside a scaled land business
- How GFP keeps core values alive across a fully remote international team
- Why culture and the right people matter more than processes alone
- What to look for when hiring someone to run your operations
Shownotes:
landunconference.comcameron@genfamland.com
Jessey sits down with Sumner Healey, land investor, founder of LIA and co-founder of Land Insights, for a candid conversation about what it actually takes to scale a land business in today's market. Sumner pulled back from his land business for two years, kept it on maintenance mode, and still did $500,000 in profit annually. Then in 2025 he went all in and everything exploded.In this episode Sumner breaks down the sales system behind 17 acquisitions in a single month, how he cut his days on market from 120 down to 21, and the one tactic that gave him a 50% lift in close rate that most land investors are completely skipping.If you have ever lost a deal after a good conversation with a seller, this episode will tell you exactly why and what to do about it.What you'll learn in this episode:- Why walking sellers through a contract live on the phone can lift your close rate by 50%- How to pre-qualify sellers using the Three Whys framework- Why objections are actually a good sign and vague ones are the real problem- The difference between cowboys and nerds in land and how to know which one you are
Connect with Sumner Healey:
LIA Community: https://www.skool.com/lia/about
Land Insights: https://www.landinsights.co
Email: sumner@landinvestor.co
30 day free trial to Land Insights Pro plus $200 in credits for podcast listeners
Jessey sits down with Joe McCall, a real estate investor who has been in the game since 2006 across houses, wholesaling and now land.
Joe is seeing something a lot of people are missing right now: direct mail response rates are actually going up, not down. And he has the data to prove it.
In this episode Joe breaks down his exact process for finding where the money is moving, drilling down to the right zip codes, and sending simple ugly postcards that get sellers calling. No fancy systems, no secret lists. Just brilliant basics done consistently.
If you have been on the fence about direct mail or second guessing your market, this episode will set you straight.
What you'll learn:
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How to use Landwatch, Redfin and ChatGPT to find the most active markets right now
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Why ugly plain text postcards outperform glossy mailers every single time
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How Joe averages $750 to $1,000 in marketing cost per deal using direct mail
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Why 75% of deals come from follow up and how to build a system around it
0:00 Introduction
1:11 Why Joe thinks the doom and gloom narrative is wrong
2:55 13% response rate on postcards and what that means
4:49 How to follow the money using Landwatch and Redfin
6:01 Drilling down from state to county to zip code
8:38 How to use ChatGPT to analyze sold data fast
9:01 Building your list and filtering for motivated sellers
10:17 The third notice postcard and how Joe softened it
11:06 The ninja trick: answer the phone live when they call
12:46 Why 75% of deals come from follow up
15:49 Why uglier postcards get more calls
18:05 Direct mail response rates are actually rising right now
19:03 How many postcards Joe sends per week and per zip code
23:49 Why postcards outperform letters every time
28:02 Stop reinventing the wheel, go where the money is going
32:38 Sell people what they want, not what you have
Connect with Joe McCall:
YouTube: https://www.youtube.com/@Joe-McCall
Podcast: search Joe McCall on any podcast platform
Book: FlipDirtBook.com
Shownotes:
Winning Postcards Framework Webinar / May 12 at 11am PST/2pm EST
Save your spot: www.pebblerei.com/winningpostcards
Jessey sits down with Rhea Campbell, a land investor, lender, and full time entrepreneur who has built a portfolio spanning land, hotels, RV parks, restaurants and a brand new golf course. But before any of that, she had to figure out how to get sellers to actually respond.
In this episode Rhea breaks down why most land mailers are completely forgettable and what she does differently to make sellers stop, read and pick up the phone. She calls it the interrupter and once you hear it you will never look at your mailer the same way again.
This one is part tactical, part inspirational and packed with real talk from someone who has done it at scale.
What you'll learn in this episode:
- Why your mailer looks like every other land investor and how to fix it
- What an interrupter is and how to use it to get more callbacks
- How to shift from a shotgun mailing approach to a sniper strategy
- Why getting someone on the phone is where the real magic happens
Connect with Rhea Campbell:Instagram: @rheacampbell_ORDFunding inquiries: reach out via Instagram
In this episode, Jessey sits down with Michael Robertson to break down how heâs getting more deals by going deeper on his list and doing something most investors completely ignore.
Michael focuses on the bottom of the funnel, people who actually need to sell, and instead of just doing due diligence on the property, he goes deep on the seller.
They get into how he builds his lists, what he looks for before making an offer, and how he structures multiple offers so sellers end up choosing the deal that works best for him.
This is one of those episodes where youâll want to take notes.
What youâll learn on this episode:
- How to build a more targeted list by focusing on motivated sellers
- Why doing due diligence on the seller (not just the property) changes your margins
- How to structure multiple offers so sellers negotiate against themselves
- Where Michael is actually finding deals and buyers right now
đą Connect with Michael Robertson
- TikTok: Flip4RealPros
- Facebook Group: Flipping for Real Estate Professionals
- Phone: 850-377-2203
In this episode, Jessey talks with Casey Cavell about subdividinâg, bigger land deals, and how to think beyond just flipping one property at a time.
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Casey shares how he got into real estate, why he moved into land, and how he approaches subdividing with a focus on higher-value deals. They get into what to look for in a property, how to think about highest and best use, and why having a clear niche makes everything easier.
âThey also break down marketing and messaging, whatâs actually getting responses right now, and why most people are doing it wrong.
And they get into the bigger picture too, not just chasing deals, but what youâre actually trying to build long term.
â
If youâre looking to get into subdividing or just want to level up how you think about your land business, this oneâs worth a listen.
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What youâll learn on this episode:
- Why Casey moved from real estate into land and started focusing on bigger deals
- How to think about subdividing and finding a propertyâs highest and best use
- Why clear marketing and better messaging matter more than ever
- Hâow to think long term about what kind of business and life youâre actually building
Shownotes:
- Casey@TheSubdivideGuys.com
- www.TheSubdivideGuys.com
In this episode, Jessey sits down with Mason McDonald to talk about whatâs actually working right now in the land business.Masonâs been deep in the land world for years now, and since the last time he was on the show a lot has changed. Heâs still flipping land, but heâs also become a licensed broker, stepped into a VP role sourcing large ranch deals, and is working on subdivisions across Colorado and Wyoming.They get into how Mason is finding bigger deals, why direct mail is still a huge part of his business, and why he thinks a lot of investors are approaching land deals the wrong way.Mason also shares some hard lessons from buying a 17-lot portfolio, why owner financing has become such an important strategy, and what it actually takes to treat land investing like a real business.If you're sending mail, doing land deals, or trying to scale your land business, thereâs a lot in this one.What you'll learn:⢠Why Mason says many investors are approaching land deals the wrong way⢠How becoming a broker opened up new deal opportunities⢠Why direct mail still works (when the messaging is right)⢠The strategy Mason uses to find large acreage deals⢠Why owner financing brings more buyers to the table⢠Lessons from buying a 17-lot portfolio⢠How Mason balances his own business with a larger acquisitions role⢠Why land investing needs to be treated like a real business
n this episode of the Land Investing Business Secrets podcast, Jessey sits down with Chris Duff of Serious Land Capital to break down whatâs really happening in todayâs buyerâs market and how experienced operators are still closing profitable deals.Chris shares why his team shifted toward higher-value properties, how underwriting has changed in tougher markets, and what it really takes to succeed when volume is down and competition is up.They also dive into creative deal structuring, navigating difficult acquisitions, and why focusing on one business can be more powerful than chasing multiple opportunities.If youâre investing in land or real estate in todayâs market, this episode offers practical insight on how to adapt, stay profitable, and play the long game.â What Youâll Learn:⢠Why fewer small deals are working in todayâs market⢠How Serious Land Capital evaluates higher-value properties⢠What âelbow greaseâ really looks like in tough deals⢠Why cash flow and discipline matter more than ever⢠How to think long-term in a buyerâs market⢠Lessons from running and scaling multiple businesses⢠Market outlook for land investing in 2026Shownotes:đ Learn more about Chris and Serious Land Capital:https://seriousland.capital
In this episode, Andrew Baughan shares how he consistently closes land deals by focusing on follow-up, targeted mailing, and simple systems that work long-term. He explains why boring, repeatable processes beat chasing new strategies and how consistency has helped him stay profitable in competitive markets.We also cover postcards vs letters, cold calling ROI, tightening your lists, tracking KPIs, and how Andrew structures his business to run on 20 hours a week or less.What Youâll Learn:⢠Why most deals come from long-term follow-up⢠How Andrew runs profitable mail campaigns every month⢠The real ROI of postcards vs letters⢠How many mailers it takes to close a deal today⢠How to tighten your lists and target better properties⢠Why tracking KPIs matters more than chasing new tools⢠How to stay consistent in slow markets⢠How Andrew runs a lean team and protects his time⢠How to manage emotions when deals fall through⢠Why simple systems outperform âshinyâ strategiesShownotes:Andrew's Deal funding/JV Form: https://docs.google.com/forms/d/1uDTg...Contact: andrew@vacantlandsolutions.comJoin us this coming Feb 17, 2026 at 11am PST/2pm EST for Winning Postcard Framework Webinar:www.pebblerei.com/winningpostcards
Jessey sits down with investor and funder Drew Haney to talk about whatâs really working in 2026âhint: itâs not the newest shiny strategy.
Drew shares why boring systems still outperform trends, how he vets operators, why volume and consistency matter more than ever, and what he's seeing across hundreds of land deals funded.
What youâll learn:
⢠Why boring businesses win
⢠How Drew vets the person behind the deal
⢠What transaction volume looks like post-COVID
⢠Trends that distract vs strategies that compound
⢠Marketing channels his top operators are using
⢠What a good operator looks like in todayâs market
⢠How masterminds can create decade-long partnerships
⢠The âhot seatâ secret of making hard decisions faster
⢠Drewâs bullish take on off-grid tech and rural land demand
đ Resources & Links
www.drewhaney.com
Bali Land Mastermind - https://balilandmastermind.lovable.app
Contact Drew drew@drew-haney.com
Dan Haberkost returns for a year-later update with Jessey to break down why he's pulling back from infill lots and going all in on large rural acreage deals. From process servers to subdivides to legal access headaches, Dan shares how he's navigating longer deal cycles, smarter dispo, and growing his rental portfolio with less chaos and better margins. This isnât about hype. Itâs about adapting to what works now.đ What youâll learn:- Why Dan stopped flipping infill lots in Florida- What kind of rural land deals are working right now- Lessons from a 640-acre subdivide with seller financing- How he used a process server to unlock a 93-acre deal- What still works in cold calling and direct mail- How Dan is building long-term income with seller-financed deals- Why rental property quality matters more than projections- What personalization looks like in Danâs direct mail strategy
Learn more about the More, Better, New framework:⢠Blog explaining the idea of doing more, better, and then new for customer acquisition: https://creatorscience.com/more-better-new/Shownotes:[https://danhaberkost.com/] [https://www.instagram.com/danhaberkost/]
What actually worked in 2025, and what is starting to fade in 2026?In this year-end panel, Jessey and Kevin sit down with Kay Walker, Josiah Ronco, and Scott Morongell to break down what's still working, what has slowed down, and how each investor is adjusting to new market realities. Direct mail is still strong. Infill lots are more competitive. Creative financing is helping close deals. This is a real look at how investors are shifting their approach and planning for whatâs next.What youâll learn:- What worked in 2025 and what did not- How infill lot demand is changing- Why creative financing is becoming essential- Direct mail strategies that are still working- Why some investors are mailing while others have stopped- What to expect from tighter markets and shifting buyer profiles
Direct mail isnât dead. It just needs better execution. Amber Freeman from PostcardMania joins Jessey to talk real numbers behind mail campaigns, what response rates to actually expect, and how to improve deliverability with smarter targeting.They also dig into what makes a postcard actually convert, why land investors often get lazy with data hygiene, and the biggest mistakes to avoid when mailing cold. Amber shares her take on A2P, USPS changes, the psychology of print, and the role of branding even in off-market marketing.Whether youâre mailing for land, houses, or local services, this one cuts through the fluff with real insights from both sides of the table.What youâll learn:- Why consistency still beats creativity in direct mail- What a good response rate actually looks like in 2026- The biggest mistake investors make when mailing lists- How USPS changes and A2P are affecting deliverability- Why your postcard design probably isnât the problem- How branded mail works better than generic offers- Whatâs changed in consumer behavior since 2020
In this episode, Kay Walker returns to share whatâs been working in her land business, including why she ignored conventional wisdom and mailed straight through the holidays.
The result?
Nine signed purchase agreements in January.
Kay breaks down the emotional roller coaster of running a lean solo operation, how she experiments with mail, and whatâs helped her stay consistent and profitable.
What youâll learn:
⢠Why Kay mailed during the holidays and got real results
⢠Her exact volume and cost breakdown for mail
⢠How she filters emotional decisions from her business
⢠Why follow-up and consistency matter more than volume
⢠What to track to find your own success pattern
⢠Kayâs experiments with envelope design and creative messaging
⢠How she thinks about hiring and staying lean
⢠What it takes to stand out when everyoneâs copying templates
Hunter and Kevin join Jessey to talk about whatâs really working right now in landâfrom cold calling to custom mailers, market selection, follow-up, and why land investorsâ "laziness" is your biggest competitive advantage.Both run separate land businesses but teamed up to create a community-focused course aimed at helping people scale smarter. In this episode, they break down the tools, tactics, and realities of growing a land business in 2025.What youâll learn:⢠Why mailing is back and still performing⢠The ROI of custom mailers vs bulk volume⢠Cold calling and texting tips from a house-flipping background⢠Why most land investors donât follow up (and how to win by doing it)⢠How to train VAs for market selection, data scrubbing, and pricing⢠Building a lean team with clear roles (Hunterâs setup)⢠How to find good realtors and build long-term relationships⢠The one thing theyâd do differently if starting over today⢠A behind-the-scenes look at their Plot Profit Academy course
College dorm to full-time investor. Owen Scott shares how he built a lean virtual wholesaling business with consistent deal flow and low overhead. In this episode, he breaks down his cold calling process, AI trends, direct mail strategy, and how heâs stacking lists for high-response marketing while staying efficient with a small team.What youâll learn:⢠How Owen closed 6 deals in 6 months, starting from his dorm room⢠Why he switched from mass cold calling to hyper-targeted lists⢠How he uses handwritten mail to get 6â7% response rates⢠Why local relationships still matter⢠The three exit strategies he's using now⢠Tips for staying efficient, scaling lean, and managing your time⢠How regulations in South Carolina are reshaping his approach
Young entrepreneur Vikram joins Jessey to share how he hit over $150K in land profit in just 7 months.
From hiring early to dialing in high-volume texting and direct mail, Vikram breaks down his biggest wins, lessons, and the systems heâs building to scale his business the right way.
What youâll learn:
⢠How Vikram hit 5 deals and $150K profit in under a year
⢠Why he hired a full-time texter early (and how they qualify leads)
⢠Lessons from launching 8+ businesses before land
⢠Smarter strategies with SmarterContact vs LaunchControl
⢠Why direct mail still pulls his highest-quality leads
⢠The exact SOPs he gives his team
⢠Mistakes with pricing and targeting (and how he fixed them)
⢠His next marketing experiment
Scott Morongell returns for a candid look at what's really going on in the land space. From rising marketing costs to builder relationships and tighter deal margins, Scott breaks down how heâs adjusting in a market that rewards precision, not guesswork.
This episode covers how to build trust with sellers, the risks of retrading contracts, and why working closely with buyers upfront matters more than ever. Scott also shares why heâs doubled down on what works instead of chasing trends, and how his approach to land has evolved in todayâs shifting economy.
What youâll learn:
- Why the âspray and prayâ approach is no longer working
- How to vet builders before locking up a deal
- What tighter inventory and rising rates mean for exit plans
- Tips for pulling cleaner, more targeted land lists
- How to keep direct mail simple and effective
- Ways to hedge risk by working backward from your buyer
- How to avoid retrades and protect seller relationships
- Whatâs inside Action Land Academy and who itâs for
Where to reach Scott / Learn more about Action Land Academy:
đ https://actionlandacademy.com
đ¸ Instagram: @scottmorongell
Clay Hepler joins Jessey for a raw, no-fluff conversation about what land investors really need to scale. From knowing when (and who) to hire, to being brutally honest about whatâs actually holding you back, Clay shares what it takes to stop building yourself a business prison and start building something that works.He also breaks down how to think about marketing ROI, what kind of return you should expect from direct mail, texting, and cold calling, and why the real key to growth is focusing on your unique ability.What youâll learn:- Why most land investors try to scale too early and end up burned out- How to hire based on calendar and constraints, not emotions- What it means to reach escape velocity in your land business- Clayâs honest take on the state of the land industry right now- How to identify your â4 percentâ and focus only on what moves the needle- The truth about gross profit vs net profit and what you should be chasing- Common marketing channel returns and what numbers to aim for
Air Force pilot turned land investor Josh Travis joins Jessey to talk about what it really takes to move from just doing deals to actually building a business that runs on its own. They dig into direct mail that feels human, why honesty in copy works, and how the Traction framework helped Josh scale his land business while still flying jets.
What youâll learn:
- Doing the business vs building the business (and why most people mix the two up)
- How Josh uses story-based direct mail that gets real responses
- The Traction system that helped him build better processes
- How to test your copy, budget smarter, and still stay genuine
- Turning 2 acres into a solid subdivide deal (and what heâd do differently)
- Why slowing down and focusing on people beats chasing every deal
- How Joshâs Air Force training shaped how he runs his business
Where to reach Josh:
https://bluebird.group/
Brandon Cobb started out flipping houses, but a few key deals shifted his focus toward land development. Now he spends his time on horizontal projects, getting lots approved, engineered, and pre-sold to national builders before a shovel ever hits the dirt. In this episode, Brandon shares how he reduces risk, manages timelines, and turns raw land into builder-ready communities.What youâll learn:- Why pre-selling to national builders is a safer play than spec building- The step-by-step approval path from concept plan to grading permit- How per-pad pricing drives smarter deal analysis- The biggest mistakes new developers make with cities and engineersWhere to find Brandon Cobb:⢠Investor resources and ebook: https://hbgcap.net⢠Free course and community: https://learnlanddevelopment.comIn this episode, we cover:0:00 Introduction to Brandon and land development1:54 Transitioning from flips to development3:04 Losing a dream job and finding real estate7:10 Horizontal development explained9:58 Pre-selling lots and builder deposits11:12 How the entitlement process really works13:51 The role of the preliminary plat and city feedback15:16 Civil drawings and multi-department approvals16:28 SWPPP and grading permits16:58 Typical timelines for approvals17:44 Finding land deals and outreach strategies20:15 Building relationships with national builders21:48 Price discovery and negotiation tactics22:58 The hard parts: cities, delays, and red tape25:17 Developer vs. investor roles and cash flow realities27:58 Targeting markets by following builder activity29:17 74-lot case study with numbers and margins31:03 When a local builder clouded title and how it played out33:16 Who Brandon serves and how to connect35:20 Closing thoughtsShownotes:https://www.linkedin.com/in/hbgcapital/
What if the fastest way to bigger land profits was learning density, not swinging hammers?In this episode, Jessey sits down with Ricardo âRevenue Rickâ Giles to unpack how he finds value in the dirt, not the structure. From zoning and residential density to when he chops a parcel and when he develops, Rick shares a clear playbook you can use in any market.Youâll hear how he vets counties by days on market, why 60 cents on the dollar is his current offer anchor, and the simple pre-development moves that make land fly off the market.In this episode:- Zoning and residential density as the real profit drivers- A simple county test using DOM and price bands- Subdivide or develop, how Rick decides deal by deal- Mobile home packages for affordable demand
What happens when a pro hockey player walks away from the rink and reinvents himself in real estate?
In this episode, Jessey talks with Scott Morongell, who went from chasing pucks to chasing deals. After concussions cut his hockey career short, Scott dove headfirst into sales, multifamily syndications, and eventually found his stride in land investing.
Youâll hear how Scott pivoted through multiple business cycles, why he doubled down on land, and the creative strategies that keep him winning no matter where the market moves.
In this episode:
- From hockey injuries to building wealth through real estate
- Why land deals can outperform houses in profit and simplicity
- The marketing channel Scott trusts most in todayâs market
- How to pivot, cut losses fast, and stay creative in business
Alex Toma didnât just shift from commercial real estate to land investing. He transformed overlooked dirt into high-value deals using solar partnerships, zoning plays, and smart automation. In this episode, Jessey sits down with Alex to break down the systems, strategies, and mindset behind his rapid success.Youâll hear how Alex filters and evaluates land for solar, uses AI to streamline due diligence, and pulls off commercial plays that boost property value before resale.In this episode:- How Alex wholesales land to solar companies without buying it- Commercial zoning strategies that 10x property value- AI tools that help analyze deals and generate property visuals- The daily 50-text method that fuels high-quality leads
Running a land business from halfway across the world might sound impossible, but Efrat proves itâs not.In this episode, Jessey sits down with Efrat, an Israeli land investor and former architect whoâs flipping land in the U.S. without ever setting foot there. From navigating a completely different bureaucracy to building a supportive land investing community in Israel, Efrat shares how she turned every obstacle into an advantage.Youâll hear how she launched her business with zero experience in U.S. real estate, what finally pushed her to hire a VA, and the unique ways she tailors her ads by truly understanding her buyers â all while juggling time zones and cultural gaps.In this episode:- How Efrat built a thriving U.S. land business from Israel- Why cultural awareness makes her a better marketer- What finally convinced her to hire help (and how it changed her business)- The power of learning by doing and mentoring others along the way
What if the best sales training didnât come from a textbook â but from a Miami bar?
In this episode, Jessey chats with Jen Way, a real estate investor turned sales coach, whoâs helped countless land investors close more deals by simply learning how to talk again. From her days behind the bar to flipping houses and buying land, Jen shares how conversation â not persuasion â is the foundation of great sales.
Youâll hear Jenâs journey from marine science grad to multi-faceted investor, and why she believes anyone can become good at sales with the right mindset and structure. No gimmicks. No pressure tactics. Just real rapport, real listening, and a whole lot of curiosity.
In this episode:
- How Jen went from wholesaling houses to coaching investors on sales
- Why âlikabilityâ isnât about personality â and what to lean on instead
- Jenâs repeat-relate-resume method to unlock better conversations
- How to front-load objections before they kill your deal
Some investors go big to win big â but Hunter built a thriving land business by doing the opposite.
In this episode, Jessey sits down with Hunter to break down how he flips smaller, rural parcels at scale for outsized returns. Youâll hear how a college side hustle turned into a full-time business, why he avoids blind offers, and how heâs built passive income by offering seller financing to buyers who werenât even looking.
With just two VAs and a tight system, Hunter is moving 100+ deals a year â using creative direct mail, a smooth checkout experience, and 27 marketing channels to keep his pipeline full.
In this episode:
- How flipping low-cost rural parcels led to 100+ deals a year
- Creative seller financing that converts casual browsers into buyers
- Direct mail strategies that stand out â without using blind offers
What if the land you buy could pay you monthly without flipping it, developing it, or lifting a finger?
In this episode, Matt Sands breaks down the world of mineral rights, a whole side of land investing most people overlook.
With over 26 years in oil and gas and now hosting The Mineral Rights Podcast, Matt shares how land investors can unlock passive income from whatâs under the ground.
Weâre talking royalties, pooling, deal structures, and how to find areas where mineral rights actually cash flow.
In this episode:
- What mineral rights are and how they really work
- How royalties are calculated and what those checks can look like
- Where the best states are for mineral investing
- What to watch out for before making your first mineral play
What if your land offers werenât just educated guessesâbut backed by data, strategy, and AI?In this episode, Chris and Aaron share the pricing method behind their $500K+ land business. From using county-assessed values to anchor offers, to building consistency through neutral letter campaigns, their approach blends personal touch with data-driven systems.They also reveal how they use AI-powered tools to compare comps, assess markets, and avoid the spray-and-pray mailing methodâresulting in smarter offers and higher ROI.In this episode:- Combine AI with comps for better offer accuracy- Target the right markets without guessing- Structure mail and follow-up for consistent deals- Build a lean land business without cold callingShownotes:www.ailanddealz.cominfo@ailanddealz.com
Kay Walker didnât scale with a massive team or high-volume cold calling. Instead, she built a lean, local operation that closes high-value land deals using direct mail, in-house systems, and trusted people she already knows.
In this episode, Kay shares how she keeps her operations tight but effective, relying on local relationships across NC, SC, and GA, and a close-knit team that understands her process.
From managing mail campaigns in-house to coordinating with realtors, soil testers, and contractors sheâs worked with for years, Kay shows that smaller teams can move fast, stay personal, and win big.
IN THIS EPISODE:
- Why local relationships make the difference
- How a smaller team keeps things efficient and profitable
- Running direct mail campaigns in-house
- Lessons from scaling a busy short-term rental business
- What developers really want when buying land
- How to build a high-trust, low-chaos team
Ann and Mary Danielson run a land business from two sides of the world one in Denver, the other in the Philippines.
No team. No VAs. No mailing in nearly a year.
Yet their business hasnât slowed downâitâs gotten more focused, more profitable, and more intentional.
In this episode, they share how clearly defined roles, trusted local partners, and a well-timed seasonal rhythm have helped them scale from simple flips to complex subdividesâwithout burning out or chasing every deal.
IN THIS EPISODE:
- How to stay consistent without hiring or outsourcing
- What async operations look like in a real land business
- Why focusing on fewer counties led to more deal flow
- How they prepped and bought $1M in land in just 3 weeks
Daniel Seavers was brought on to handle cold calls. But very quickly, it became clear he could do more. A lot more.
In this episode, Daniel shares how his role evolved into managing the full acquisitions process within a land investing business. From generating leads to making offers, following up, and closing deals, Daniel breaks down the systems and mindset that help him consistently land one deal a week.
He also talks about the advantages of keeping this work in-house, how his sales background shaped his approach, and what to look for when bringing someone into this kind of role.
IN THIS EPISODE:
- How a cold calling role became full-cycle acquisitions
- What the day-to-day looks like when one person owns the seller pipeline
- The tools and workflows that support consistent deal flow
- Why follow-up and live contract signing matter
- What to consider when hiring for this role internally
From burning out in finance to crushing it in land, Ryan Becker learned something surprisingâputting service before sales actually makes you more successful.
After climbing the ranks as a top 2% Zillow agent, Ryan brought his âservice-to-salesâ mindset into the land world, using transparency and honesty as his secret weapons.
In this episode, Ryan shares how leading with the bad news, focusing on what customers actually need, and documenting everything can help you build a thriving business (and sleep better at night). His approach to team management and operations is inspired by Richard Bransonâs business philosophyâbut packed with practical takeaways for land investors.
IN THIS EPISODE:
- How the âservice-to-salesâ approach makes land deals easier to close
- Why transparency builds trust (and helps you win 99% of the time)
- How documenting processes makes scaling smoother
- The surprising upside of putting bad news first in your marketing
How many cold calls does it take to get a lead? What about texts?
Nicholas Nick, founder of Lead Mining Pros, does the heavy lifting for investors, handling the entire lead generation process from list pulling to skip tracing to handing off leads that are primed to closed.
After 8 years in business, heâs turned the art of cold outreach into a science and walks us through the process step-by-step.
Heâs even put together a library of 7 free courses, including âHour a Day Investorâ which includes the exact scripts you need to turn leads into closed deals.
His white-glove lead gen service specializes in cold calling and texting, ensuring you get high-quality leads without spending hours on the phone.
- Learn how many cold calls or texts it takes to generate lead with Lead Mining Pros
- The difference in lead quality and quantity when it comes to cold calling vs texting
- The importance of American vs foreign callers depending on the market youâre working in
- Understand the new one-to-one consent rule
Land investing has changed â deals take longer, competition is fiercer and the investors who thrive are the ones who adapt.
Our guest, Logan Swanson, has spent years building a land business that stands the test of time and his biggest lesson?
Focus.
Not that he was!
Logan dabbled in countless areas in land (and outside of land, heâs opening a coffee shop in Dallas!) but after 7+ years, his advice for new investors is to be hyper-focused.
In this episode, he explains why a strong brand and niche expertise are essential for long-term success in land.
We dive into how to create a business that compounds value, attracts the right deals and builds an audience that sustains growth.
IN THIS EPISODE:
- Why branding builds authority and attracts deals
- How to transition from generalist to expert in land investing
- Why being hyper-focused is the key to long-term land investing success
Is land investing still a great opportunity in 2025? Absolutely â but the game has changed.Deals are taking longer, competition is fiercer and investors face a choice: get out or get better.In this episode, we sit down with Clay Hepler, a top-tier land investor whoâs doubling down on the latter, building a high-quality, scalable business.Instead of chasing volume, heâs focusing on fewer, larger deals while structuring his team and capital for long-term growth.Clay breaks down the process of transitioning from a high-volume model to a quality-focused operation â fewer deals, bigger profits and the team required to support it. He walks us through the decision-making process, the marketing shifts required and the capital strategies that make it all possible.If you're looking to grow past the 7-figure mark, this episode is packed with insights on mindset, systematizing acquisitions, understanding key metrics and leveraging capital partnerships to scale smartly.
IN THIS EPISODE:
- Understand the critical decision at $1M: are you going to be a high volume or high-quality shop?
- Find out the key numbers every land investormust track to scale
- Get tips on how to sustainably transition your business and the mindset to adopt
Ready to dive into the world of distressed properties and the big margins they bring?In this episode, we chat with Clint Turner, a land investing legend who shares his secrets on turning seemingly unsellable properties into hugely lucrative deals.How lucrative?How does $800k on a deal he was all in for $230k + entitlements sound? (He takes us through the whole wild story, rest assured)Always in the lab working on new strategies, distressed properties and finding solutions for sellers turned into an absolute goldmine of new business for his team.Also known as encumbered properties, these deals have become a blue ocean strategy that has completely replaced traditional land flips for him.Tune in as he explains the ins and outs of marketing, acquisitions, and the legal challenges that come with them, showing us how to turn opportunities into profitable deals.IN THIS EPISODE:- Understand how shifting from land-flipper to problem-solver can pay big dividends- Learn the flags Clint looks for when hunting for acquisitions- Discover the marketing techniques that bring these properties to lightShownotes:- learn.land
How do 17 to 20 responses for every 100 messages you send sound?
Thatâs the cold, clockwork math behind texting and â good news! â itâs far less complicated than it seems to get started with it.
In this episode, weâre talking to Michael Bartolomei of Launch Control about the ins and outs of texting marketing, including the benefits of features like âText Spinnersâ and âQuick Repliesâ.
Plus, why itâs a stellar complement to your other marketing channels.
Initially started by a real estate investor looking to solve his own problem, Launch Control is actually not optimized for messages sent â itâs optimized for discovery calls booked and hyper-focused on creating individual conversations.
Ready to get active with your marketing and build consistent inbound responses? This is the episode for you.
IN THIS EPISODE:
- Discover the difference between active and passive marketing â and why you should do both
- Understand that 10DLC registration is NOT as scary as it seems
- Learn about the guardrails Launch Control puts in place to protect you
The beauty of flipping land for Wayne Mutata?
Not having to deal with the dreaded Three Tâs.
âNo toilets, termites or tenantsâ as he puts it.
A winding road took Wayne from Zimbabwe to Pennsylvania and then from gym owner to house wholesaler and eventually top-tier land flipper.
Transitioning from houses to land wasnât exactly a walk in the park though and he candidly takes us through the mistakes he made along the way â some of which became blessings in disguise.
Whether it was finding out how to hire the right VAs, the value of moving from spreadsheets to a proper CRM to manage his land biz or teaming up with other investors to learn the ropes, Wayne is a true fountain of knowledge.
Tune in for the goods.
IN THIS EPISODE:
- Learn why Wayne switched from Investment Dominator to Pebble
- Discover how joint ventures can accelerate your growth as a land investor
- Find out why specialized, land VAs are a gamechanger
Show notes
- IG: https://www.instagram.com/landflipking/
- TikTok: https://www.tiktok.com/@landflipking
- FB: https://www.facebook.com/wmutata
- https://www.skool.com/landskool/about
What better way to wrap up the year than a lightning-fast review of the most impactful insights we heard on the show?
We talked to a ton of investors and covered a lot of ground in 2024 so whittling it down to just 24 nuggets was no easy task.
But we did it đ
Tune in to hear from the likes of Alicia Jarret, Clayton Helper Ajay Sharma, Sumner Healy and many, many others.
IN THIS EPISODE:
- The 24 top land investing insights from 2024
- Practical guidance you can start using today
- Advice on mailers, pricing, partners, hiring, cold calling and more
Thinking about going into business with your significant other but worried about how to make it work?Or if it can work at all?This is the episode for you.Katie and Brian Desmarais are the married duo behind Patriot Plots and in this episode, they take us through their decision to build a business together â and how itâs working out so well.Spoiler: having a shared vision plays a big role in their success.On top of that, they both excel in different parts of their land business, allowing each to stay in their own lane and shine.And guess what?Itâs going so well that Katie was able to quit her W-2 job within 11 months of them starting the business.Tune in and find out how.IN THIS EPISODE:- Discover how Brian and Katie built a land business as a couple â and why itâs working- House vs land investing; Brian came from the housing world, find out which skills came with him- Learn why follow-ups, building rapport and creating relationships are mission-critical to making deals
Ever heard of the KISS principle?
Keep it simple, stupid.
Well, thatâs been something of a guiding light for Austin Graham, financial advisor turned full-time land investorâa guy whose first deal was buying half a mountain.
In this episode, Austin explains why he dropped texting in favor of old-fashioned, tried-and-true mailers (hint: regulations) and breaks down his simple strategy for landing 2 to 4 deals per month.
As he puts it, the land business is just a numbers game. Do the work, get the law of averages on your side and reap the rewards.
Personally, weâre big fans of this advice trifecta he shared:
- Take massive imperfect action
- Progress, not perfection
- Keep it simple
IN THIS EPISODE:
- Find out why consistency trumps just about everything else
- Learn the one VERY clear offer letter tweak thatâs yielded him many deals
- Discover how he uses the Pebble Pricer tool to zero in on price per acre for his blind offers
âIf land were really that difficult, you think a fella named Rooster wouldâve figured it out?â
Rooster Vance, the land legend of Texas â and well known beyond the borders of the Lone Star state â talks to us about how heâs been able to kill it so quickly in the larger land niche.
It all comes down to an easy formula:
Networking + understanding what big buyers need
Put another way, land deals are the simplest deals to do once you know where to find big acreage buyers, the ins and outs of what those buyers want and how they need the contracts written.
The rest is essentially like filling in the blanks, something Rooster walks us through in detail.
And through networking, these massive land deals now come to him.
IN THIS EPISODE:
- Understand the power of a personal brand â exhibit A: Roosterâs TikTok page
- Learn how larger deals can actually be easier than smaller ones
- Discover how networking creates motivated inbound leads
- BONUS: Grab 3 free scripts specifically for larger land deals
Kevin Murray got into land 3 months before the recording of this episode.
In that time â from June to September â he and his partner:
- Doubled their money on their first flip: $18K -> $36K
- Got ~150 acres under contract
- Dove straight into big-ticket subdivides
Howâd they make it work so fast?
It wasnât luck.
After a decade in advertising, Kevin moved into real estate in 2020, where he and his team focused on mobile homes and tiny home communities â they now have ~695 sites under management.
But they were buried in work, 60-80 hours a week.
The move to land only happened after they discovered the key to buying back their time: systems and processes.
Tune in to find out what else supercharged their growth.
IN THIS EPISODE:
- Understand how concrete, detailed systems are the fuel for growth
- Discover why bias towards action is imperative for success
- Learn the value of not being afraid to reach out to experts
- BONUS: Comps are key for all land investors, check out the free Pebble Pricer Chrome Extension
Are messy properties worth the headache?
In this episode, weâre talking to Josiah Ronco about a hair-raising deal that took roughly 17 months to close.
Starting with murder â just in time for Halloween, right? â and moving from probate to rights of survivorship to tracking down 8 signatures with mobile notaries across the countries and finally creating an easement for a memorial siteâŚthis property was about as nightmarish as it gets.
Was it worth it?
Depends on if 5-figure profit margins are your cup of tea.
Certainly one of the wildest stories weâve heard!
We also cover Josiahâs team building and how creating content is starting to play a big role in his land business.
IN THIS EPISODE:
- Hear a truly wild property tale
- Learn if/when messy properties are worth the hassle
- Find out how Josiah has gotten himself out of the operator role and into being a business owner
- BONUS: Learn about mouth taping!
Shownotes:
Josiah@acrevault.com
offers@acrevault.com
Two words: seller financing.
As a property owner, when you can provide the capital necessary to make a purchase rather than requiring all the cash up front, youâre increasing the number of interested buyers.
In this episode, JT Olmstead takes us through the world of seller financing, from the key levers that inform the loan structure to his typical loan terms and how quickly he aims to get his initial capital back (itâs pretty quick).
The benefits to seller/owner financing?
Easier, faster and higher priced deals.
Is owner financing right for you?
Youâll find out if itâs a good fit for you after tuning in.
IN THIS EPISODE:
- Learn the 4 critical levers that dictate loan terms
- Discover how Your Land Loans streamlines note creation, communication and payment
- Find out about the basics of loan origination regulations
The answer might surprise you.
As land investors, weâve long been aware of the power of Facebook for grabbing leads but are we sleeping on pay-per-click (PPC) Google ads?
We wanted to find out so we brought on PPC expert Brandon Bateman to give us the detailsâŚand it turns out Google search ads can be better for land investors than Facebook ads.
In this episode, Brandon takes us through the reasons why, one of them being that Google searches naturally have higher intent than passively scrolling Facebook.
He also clues us in on the mechanics of PPC advertising, the costs and which type of land investors this works best for.
IN THIS EPISODE:
- Learn which ad platform works better for land investors; Google or Facebook
- Get the details on what Google PPC ads are and how they work
- Find out the expected cost per lead/deal as well as the potential return on investment (ROI)
Shownotes:
- https://www.batemancollective.com/
- https://get.batemancollective.com/relp/
Are you a Visionary or an Integrator in your land business?More importantly, what the heck are Visionaries and Integrators, what do they actually do and how do they complement each other to scale a business?Thatâs exactly what Ben Pijanowski of Assets for Acres breaks down for us in this episode.As the Integrator to Ajay Sharmaâs Visionary role, Ben thrives in the day-to-day operations of land investing.That relationship and a clear focus on their roles allow them to both optimize their business and focus on growth by committing to one big project a quarter â growing the skillset and knowledge base of their team.The key to unlocking this sort of partnership is finding the right person to collaborate with, which Ben gives some great tips for.PLUS: If youâre a reader, check the show notes for lots of recs.IN THIS EPISODE:- Learn what the Visionary/Integrator relationship is and how it works- Find out where to look for partners and the green flags to keep an eye out for- Discover the importance of having clear roles- Instagram- Assets for Acres
Weâre very (very) much in a sellerâs market and a lot of land investors are seeing their direct mail response rates crater.What can you do to keep the leads flowing and deals closing?
Alicia Jarret says the key to staying ahead of the marketing curve is zig when everyone zags and that everything in land is a numbers game.
For her, that meant not only doubling down on cold calling but bringing the entire operation in-house and building a service that filled the gaps she and other land investors were noticing.
In this episode, she breaks down everything from qualifying leads to follow ups to the importance of warm transfers.
Now is the time to experiment with your marketing, cold calling just could be the solution youâre looking for to speed up lead flow.IN THIS EPISODE:- Why compliance matters more than ever for cold callers (hint: fines)- Learn the ideal length for an initial cold call- Discover the types of questions your callers should be asking
âIf you have an opportunity on the line, itâs our responsibility as land investors to close that dealâŚViolence is the answer sometimes, getting s**t done, making it happenâClayton Hepler isnât talking about literal violence here, of course, itâs all about doing what it takes to push a deal across the finish line. Being deeply involved, making the calls, following up, going beyond standard due diligence and more.This guy is the quintessential operator and has built a killer land investing business through attention to detail, accountability to key metrics and data-driven decision-making.Heâs downright scientific about getting results from his sales team with daily sales trainings and role playing, weekly call reviews and a strict adherence to measuring those trainings against KPIs.
IN THIS EPISODE:
- Understand what an operator is and what makes a good one
- Why itâs important to be an operator instead of an orchestrator
- Learn the 3 things to have before you get into the land business
Weâll cut straight to the chase: if youâre sending mailers, this episode is a must.
Michael Robertson builds campaigns like no one else in the business and he breaks down exactly how he makes each of the lists on his 13 Niches Lists.
His best list: 3,000 mailers. 11 properties bought.
Thatâs 1 out of every 272 mailers sent. Impressive.
The key to his success?
Build a great list first, then filter and refilter, digging through some truly inventive lists, like:
- $100 list
- 65+ list
- Low credit score list
- Code enforcement liens list
- And plenty more
Michael is no doubt one of the most creative land investors working today, get your notepad ready and learn how to build each list.
IN THIS EPISODE:
- Learn about each list on Michaelâs 13 Niche List
- Understand why they work and how to create them
- Find out why Versium is such a powerful data tool
This episode is an absolute treasure trove of deep land investing knowledge and advice.Sumner Healy is nothing short of a legend and having him back on the show (third time is a charm!) to get into the nitty gritty of his business is a treat for all.If market selection is giving you trouble, youâre going to want to listen to this one twice.The process Sumner has built over the years to pick the right markets has yielded some epic results:- 79% increase in offer accuracy- 67% increase in ROAS (return on ad spend)- Reduced time on market from 90 days to low-30s- 8 hours a week saved by removing the manual aspect of market selectionOn top of a thorough, tactical breakdown of his process, Sumner also gives us the scoop on how he built his team and the lessons learned from scaling that team up and scaling it down.The days of spray-and-pray marketing are long gone and the age of the sniper is upon us â this episode will help you aim better.PLUS: [LIA Mastermind event announcement]
Join Sumner and a ton of other investors in Vegas for two days of education, community and connection.IN THIS EPISODE:- Learn Sumnerâs market selection process â in detail- Discover the importance of homogeneity when doing market research- Find out what a micropolitan market is- Hear how one of his community members turned $7k in marketing into $220k in profit
1 to 2 hours of sleep a night, 100 hours a week at work and barely any time to see his wife.That was the life of a young healthcare exec â and while he was making a multiple six-figure salary, life itself was soul-crushing.Mason McDonald found his way out in the form of land investing, netting an absurd $115k on his first deal.In this episode, he takes us through the transition from corporate America to successful land investor with an emphasis on simply taking action.As he puts it, âIf you have an idea, take action and then iterate from the actionâŚyou're never going to have perfection in this business and you don't need to because your competition is probably worse than you areâWith a new career in land, he and his wife could take a 3-week vacation to Japan where he didnât have to work at all. Not bad!IN THIS EPISODE:- Learn how Mason builds his most successful mailers- Understand the power of consistent follow-up with a marketing breakdown of a 40-50 touch deal that took over a year to close- Get delegating tips from a former healthcare CEO who was a pro at it
How does someone go from no background in land to averaging 40 deals a year?
Tenacity, taking action and a strong support network.
Before March 2022, Chris Johnsen made his living as an electrician, building a great business over 15 years.
Heâd been eyeing the vacant lot next to him; he wanted to buy itâŚbut didnât know how.
So he popped online, got on the assessor's website and figured it out.
A couple weeks after purchase, he sold it for double.
Holy cow, Chris was onto something!
And so began his journey, working in every part of the land business on the next deals â getting vital experience pounding the pavement for sellers and building a network of developers and buyers â and by deal 10 he wound down his electrician business.
Now, itâs all about hiring and removing himself from day-to-day tasks so he can focus on growth.
Tune in to learn how heâs going about it.
IN THIS EPISODE LISTEN AND LEARN:
- Why Chrisâs land business changes every 3-6 months
- The importance of doing things manually when you first start
- How he improved his cold-calling response rate with simple tweaks
Whatâs your sweet spot in land?Marketing? Talking to sellers?Chris and his team found their niche in equity funding and dispo â getting into the nitty gritty of the transactional side of land investing â and doubling down on it; helping land investors grow their business by moving to larger and larger deals.Whether youâve been in land for years or just a few months, you quickly learn that your money is made on the buy side so your due diligence and underwriting need to be top-notch.Thatâs where Chris and his company, Serious Land Capital, shine, having done thousands of deals over the years to hone their craft, they now have 7-figure deals sent their way weekly.In this episode, he breaks down the equity funding business he and his partners have built and their process for choosing what to fund.IN THIS EPISODE LISTEN AND LEARN:- The go-to tools Chris uses for diligence- Why 90-95% of the deals theyâre brought are a no- Why investors seek equity funding and their process for assessing each dealShow notes:https://www.seriousland.capital/https://www.facebook.com/groups/landdailydiligencehttps://landfunding.partners/chris@seriousland.capital
What were you doing when you were 16 years old?Closing 6-figure land deals?Yea, neither were we!Cruise Lickerman is breaking the land investing mold though, entering the industry before he can even start an LLC on his own.Coming from a family of entrepreneurs, Cruise caught the bug early collaborating with his mom â also a real estate and land investor â on his first flip.Wanting to truly learn the ins and outs of the business rather than be told exactly what to do, heâs since gone out on his own to chart his course (with his familyâs support).He takes us through the awkwardness of that initial deal to now optimizing his mailers with A/B testing and his plans to scale â while balancing schoolwork.Inspiring to say the least!Whether youâre a parent of a teen or just interested in getting started with land, there are takeaways for everyone in this episode.IN THIS EPISODE LISTEN AND LEARN:- How supportive parenting creates bigtime confidence- The importance of A/B testing to increase response rates- How to nurture the entrepreneurial spirit in your kids and yourself
Thereâs no such thing as purely passive income in land investingâŚbut owner financing can get you dang close, which Peter Nukasani is all about.
The cherry on top?
Buying and selling land on terms requires far less money down than creating income via traditional options like dividends (and is much safer than staking crypto!).
Thatâs not all heâs up to though.
A strong wholesaling business and a focus on marketing thatâs gotten him over 75,000 followers on TikTok â a once untapped space for land before Peter doubled down on it â has created ever-increasing MRR.
The real secret to his success?
A community.
Talking to people who really get it, celebrating wins and working through losses together is immeasurable. The difference between quitting and sticking to it.
Creating close connections with folks like Drew Haney, Ajay Sharma and Jaren Barens has enriched Peterâs life and business.
IN THIS EPISODE LISTEN AND LEARN:
- How to create recurring, monthly revenue with owner financing
- The ins and outs of Peterâs wholesaling business
- Why a community is a key to growth
- BONUS: Promo code for Peter and Drewâs Supercars and Land Investing event in Colorado on June 28th and 29th!
Podcast Episodes:
1,300 Deals with No Mail Sent!
How to Bulk Buy Land?
TikTok
Book: Your Next Five Moves by Patrick Bet-David
Site: Once Upon a Brick
A wellspring of hard-earned knowledge, Ajay takes us behind the curtain of his business, giving the inside scoop on his exact sales process.From the key metric he and his team focus on to disqualifying leads to the most common objections land investors face AND how to break through them.He also walks us through how he was able to go from a 23% call-answer rate to 45% â a nearly 100% improvement.Taking to heart the idea of being the mentor he wished he had when he started in land, Ajay is a total open book.Thereâs so much packed in, youâll have to listen to this one twice!IN THIS EPISODE LISTEN AND LEARN:- How to get sellers to pick up the phone much more frequently- The 4 types of objections and how to overcome them- How to create your own mastermindShow notes:IG: https://www.instagram.com/investingwithajay/Website: Assets for AcresSome of the podcasts heâs appeared on:REtipsterOnlyLandFansBilly KeelsREtipsterThe Real Estate Investing Podcast
After doing 200+ land deals, Dan Haberkost knows what it takes to build campaigns that convert.Starting in real estate at the ripe old age of 21, Dan did his first flips while still in college and got into land shortly thereafter as a way to fund his long-term buy-and-hold strategy.To create the cash flow required to buy properties though, you need to get pretty good at one thingâŚMarketing.What Dan discovered early on is that the big pain points everyone else was beating to death â like âQuick Cash Closeâ â werenât moving the needle with his target sellers.In this episode, Dan breaks down why that messaging doesnât work and what he does instead.IN THIS EPISODE LISTEN AND LEARN:- Marketing strategies that have helped Dan close hundreds of deals- The biggest concerns sellers have
If thereâs one truism about the land business, itâs that anyone can do it if they have the right attitude and stay consistent!Kendall LeJeune's journey to land success is cut from that very cloth, a teacher turned serial entrepreneur who does podcasting, coaching and runs a 5,000+ person online community alongside his thriving land business.In this episode, he takes us behind the curtain, getting into the nitty-gritty of how he finds surefire hires (plus a hack to amplify accountability) and his onboarding process.The big takeaway though? Processes.Before you bring anyone on or scale, you need to dial in your systems, build detailed playbooks and understand each step personally.Itâs all much easier than it sounds when you hear Kendall break it down!IN THIS EPISODE LISTEN AND LEARN:- Why itâs important to embrace challenges and fear to get where you want to be- What to do if youâre starting with ZERO dollars to invest- How to help hire find their zone of genius
Youâve no doubt heard the whispers that direct mail just isnât cutting it anymoreâŚis it true though?
Not according to JT Olmstead whoâs finding HUGE success by scaling up his direct mail operation.
In fact, heâs built his entire business around direct mail.
Listen in as we peel back the curtain on how heâs been able to consistently make big gains with mailers. Weâre digging into the type of mailer he sends most, how often and, critically, how he and his team lock in pricing (hint: lots of research goes into making no-brainer offers).
Youâll also learn how diligently tracking KPIs has helped JT streamline his mailers and land business; thereâs just so much you donât truly know about your business until you have the numbers in front of you.
If youâre having reservations about mailers, this episode is an absolute must.
IN THIS EPISODE LISTEN AND LEARN:
- JTâs exact mailing strategy and how to work out pricing
- How tracking performance weekly helps you optimize your processes
- The importance of following up
Tired of sending out endless mailers only to hear crickets?
It might be time to ditch the mailbox and dial in your success with cold calling.
After a year or so doing direct mail, thatâs exactly what started happening to Joe Roberts â his returns from mailers began to fall off dramatically and he needed to adapt.
Cold calling went from being a lead generation testing ground alongside trying out SMS to quickly becoming the way.
From learning the ropes personally by being on the phone to building Land Caller, a dedicated cold-call lead gen company for land investors, cold calling has fueled Joeâs rise to becoming a 7-figure investor.
In this episode, he drops knowledge on everything from cost per lead to ideal call length to planting seeds for the close.
IN THIS EPISODE LISTEN AND LEARN:
- Why cold calling is more effective than direct mail
- What to say and ask on the initial call
- How to secure the second call
Thereâs an old proverb that goes like this: âIf you want to go fast, go alone. If you want to go far, go togetherâ.
Wayne Boergerâs land investing journey aligns quite well with that.
Picking up the trade as a side hustle during the pandemic as many others did, it wasnât until 2023 and not one but two layoffs that he decided to cut the shore line of corporate life and go all in on land.
Howâd he make it work after nearly a decade with SalesForce?
Community and accountability.
Sounds simple but getting into a community and showing up consistently can get you past all the blockers in your way â and itâs an extremely helpful hack for getting you over imposter syndrome which is so common amongst entrepreneurs.
Listen in and see how community is helping set Wayne up for a 7-figure year.
IN THIS EPISODE LISTEN AND LEARN:
- The value of joining an accountability group or community
- Contrarian advice thatâll keep you in the game
- Why vulnerability is a superpower
Another year in the books and what better way to end it than looking back at the lessons 2023 taught us?
With dozens of guests on the program this year, we touched on a lot of different land topics â from artificial intelligence to the Donut Strategy, automation to hiring practices and everything in between.
In this year-end special, we pulled the 23 biggest lessons and put them in one place.
Jump into an episode chock full of rapid-fire insights and get quick hits on delegation, building trust with your website, when to target bigger deals and more!
IN THIS EPISODE LISTEN AND LEARN:
- 23 land investing lessons in 23 minutes
- Practical advice you can start implementing today
- Mindset tips to help you reach your goals
The Holy Grail for Land Investors
Are you ready to tap into over a decade of high-level land investing knowledge and strategy? Thatâs exactly what youâll find in the Land Investorâs Playbook, Travis Kingâs new book thatâs nearly three years in the making. The plays youâll find inside are pulled directly from personal experience and the a-ha moments that allowed him and his wife to grow their business to 7-figures. From unconventional plays such as assignments, wholesaling and portfolio takedowns to stacking plays like combining a subdivide with seller financing to appreciate value and create recurring income, youâll have the how-to for all of them and more at your fingertips. This isnât some eBook or lead magnet either, this is 208 pages of deep dives into battle-tested frameworks.
IN THIS EPISODE LISTEN AND LEARN:
- What youâll find inside The Land Investorâs Playbook
- Tips and tricks pulled directly from the pages
- What led Travis to write the book
Shownotes:
- Book: The Land Investorâs Playbook
- Book site: https://thelandinvestorsplaybook.com/
- Site: https://www.landinvestingmastery.com/
- Email: travis@landinvestingmastery.com
Welcome to our 100th episode! This special edition of the show is a conversation between our founders, Jessey and Kevin, about the Pebble story so far.
From bootstrapping a software company to hiring a team to developing useful features for the land community, get the inside scoop on how Pebble was built to this point.
(Spoiler: it all started with Kevin creating a tool for himself to make his land investing journey easier)
If youâve wondered how we decide what to build, how we prioritize features and whatâs coming next for Pebble, this is for you.
Plus, get a sneak peek at a new feature.
IN THIS EPISODE LISTEN AND LEARN:
- When itâs the right time to outsource and hire
- What guides our process for feature development
- How growing Pebble is similar to growing a land business
It was a 5-second decision. When his brother Daniel (ep. 97) approached him with the idea of getting into land, Ron sold off his 401k, liquidated his stocks and went all in.
With no background in real estate and entrepreneurship, it was sheer tenacity, belief in the process and good old-fashioned grinding that brought Ron and Daniel to incredible heights and the freedom theyâd both been looking for.
In this episode, Ron walks us through their partnership, the early days and how he went from saving $5,000 in three years as a basketball coach to averaging $20k profit per flip soon after getting started in land.
IN THIS EPISODE LISTEN AND LEARN:
-
Why itâs important to do every job in your business before outsourcing it
-
How Ron and Daniel split their roles within their business
-
The one thing that kills most partnerships
âThe businesses that make it to the next level, they donât do it by working harder or working more, they do it by removing friction.â
From only getting into land in 2020 to already building a 7-figure land business, Justin Piche knows a thing or two about getting to that next level.
In this episode, he breaks down how he removed friction from the micro to the macro; from the tools his team uses to how he built out a 10-person, international team (including the position he considers most important).
Add in insights on marketing, forced appreciation, team empowerment and how he structures compensation, this is essentially a mini masterclass.
IN THIS EPISODE LISTEN AND LEARN:
- The importance of team empowerment for business growth
- A method to get your cost per lead down
- Detailed advice on hiring
Shownotes:
Buy Back Your Time - Dan Martell
www.justinpiche.com
twitter.com/Scouting4Land
myInterview
RemoteCo
From drop shipping to a juicing company to writing romance novels, Daniel Apke has dabbled in a wide range of business over the years â but land has become his sweet spot.
Why?
Sustainability. Profits. Freedom.
But he didnât go in alone.
A key factor in his success was finding the right partner: his brother Ron.
In this episode, Daniel takes us through the journey of how they run their company entirely remotely and how important it is to find a partner that complements your own skills.
Now, with their education program, theyâre on a mission to deliver the same freedom they found through land investing to others.
IN THIS EPISODE LISTEN AND LEARN:
- Which type of person tends to do best in land flipping
- The most important trait to look for in a potential business partner
- How consistency solves the majority of your issues as a land investor
Shownotes:
Start with Why - Simon Sinek
www.landinvestingonline.com
www.instagram.com/danielapke
daniel@landinvestingonline.com
Land investors are entrepreneurs at heart, but youâd be hard-pressed to find someone who embodies that pure entrepreneurial spirit more than Dave Denniston.
He has 3 (three!) successful land businesses and a conference devoted to land â all while balancing a thriving financial planning business and his own podcast.
Needless to say, itâs impressive.
And itâs that balance plus his strategic approach that this episode is all about. Dave takes us through how he built out those land businesses with his partners, put together a 15 to 20 person team and even created a CRM.
He also drops a lucrative job offer into the mix, so you donât want to miss this one!
IN THIS EPISODE LISTEN AND LEARN:
- Tips and tricks for hiring and building your team
- Why itâs important to be curious and try new things in business
- Learn how access scrubbing can help you make the most of your mailing dollars
- Landunconference.com
- Fall 2023 Land Unconference Inner Circle
- daviddenniston.com doctorfreedompodcast.com
- dave@daviddenniston.com
A pilot, a firefighter and a supplement company owner walk into a barâŚ
Bartender says, âHey Buckâ.
In this episode, we go deep with Buck Rizvi, an entrepreneur who ran 7- and 8-figure e-Comm businesses (and still does!) before jumping into the land business.
Given his success and diverse experience, youâll want to take note of his thoughts on land, to paraphrase:
âCompared to other things that Iâve done, land investing was the fastest at generating profit â and a lot of profit. Iâve never seen something move that fast.â
From just getting started in 2020 to being the head coach for Land Investing Mastery, Buck takes us through his journey, highlighting the importance of caring about people and going the extra mile to connect with them.
Get your notepad out, this one is chock full of actionable insights.
IN THIS EPISODE LISTEN AND LEARN:
- Why endorsements and reviews are your best friend in business
- The importance of focusing on people and relationships
- How to minimize and even avoid mistakes
Shownotes:
10x is easier than 2x by Dan Sullivan & Dr. Benjamin Hardy
Survival Dad
Did you know that over 90% of people that you market to will check you out before they do business with you?
And if nothing meaningful comes up?
You can likely say Sayonara to that dealâŚand leave lots of money on the table.
Why?
Land is a people-to-people business. People buy from people and website your site is where that relationship starts.
In this episode, veteran land investor and real estate marketing pro, Alicia Jarrett explains how effective marketing and branding can humanize your business and improve your deal flow.
Because your website and branding are about more than just your domain name, logo and colors.
Branding is your story; itâs how you position yourself and how you create connections.
Get it right and get more deals.
Shownotes:
Supercharged Offers
LinkedIn - Alicia Jarrett
Facebook - Supercharged Offers
Facebook - Alicia Jarrett
The E-Myth - Michael E. Gerber
Refreshingly simple. Those are the two words Colin Murphy uses to describe land flipping after 2 decades in the house flipping game.
With so many transferrable skills between the two, itâs no surprise that more and more house flippers are finding success in land.
Are you ready to say goodbye to the headaches of homes? The inspectors busting your chops, the low appraisals, the buyer complaints, the permits, etc.?
If so, this episode is exactly what youâre looking for.
Not to say itâs all sunshine and rainbows though, succeeding in anything new takes time, effort and a heaping helping of resilience.
Colin transitioned over 18 months, doing both house and land flipping.
Listen in as he breaks down his journey out of one space and into the other.
IN THIS EPISODE LISTEN AND LEARN:
- Why now is the time to think about switching from house flipping to land flipping
- Tips to successfully make the transition
- Which skills are most transferrable
Books:
The Long Ships by Frans Bengtsson
Mindset by Carol Dweck
Miracle Morning by Hal Elrod
Consider this the no-excuses episode.
Mina Rickey joins the show with her contagious positivity and entrepreneurial spirit to talk about everything from getting started in land investing and her unconventional strategy to the importance of building processes.
With involvement in multi-family homes and self-storage properties as well, sheâs on the path towards building a business that she can work on, not in (something the Dirt Hacker Challenge has helped her with).
When it comes to taking any sort of action, as Mina puts it, âthereâs no time limits, only attitude limitsâ
If youâre feeling stuck, this may very well snap you out of it.
IN THIS EPISODE LISTEN AND LEARN:
- Why Mina has taken the Dirt Hacker Challenge twice (and is planning to do it again!)
- The importance of systems and processes to your business
- How a low volume, big payday land strategy works
Show notes:
LandReadyPro
Decode REI Podcast
VestRight
Rickeyâs Jerky
Dirt Hacker Challenge
Books
Thinking, Fast and Slow
Psychology of Money
Did you know that it can take over 10 touches, on average, to get a response and even more to actually close a deal?
The exact number of touches will vary but the significant point is that the days of sending a mailer and closing are largely in the rearview.
On this episode, weâre joined by land investing expert and systems guru Callan Faulkner who breaks down the importance of multi-touch marketing.
She also walks us through the benefits of texting and when to introduce it into your marketing plan as well as a breakdown of her own multiple-touch workflow â and so much more.
IN THIS EPISODE LISTEN AND LEARN:
- When to introduce texting into your workflow (and how)
- Why multi-touch marketing is critical to closing deals
- How having a single source of truth and a dedicated CRM can transform and streamline your investing
In 3 short years, Pete Reese has taken his land investing business from $1.2 million in revenue to a projected $10 million in 2023.
And he has the receipts to prove it, posting his monthly income and deal breakdowns on his website so you can transparently see whatâs what.
In this episode, he shares what his land business looks like internally and how heâs grown it. From explaining all of his hires to pinpointing who you should consider hiring first when youâre looking to scale.
Plus, one simple pro tip thatâll keep you on track and set up for success.
IN THIS EPISODE LISTEN AND LEARN:
- How to build a team
- Who to hire first in your land business
- The importance of having systems for your team
Whether youâve been in the land investing for months or years, direct mail has long been considered the bread and butter of a viable business.
But If youâre concerned about direct mail costs and getting nervous about your response rates, there are other ways to reel in leads and close deals, specifically: Cold Calling.
Listen in as Nicholas Nick, the founder of Lead Mining Pros, breaks down the best practices for developing a cold calling strategy.
Everything from how to get started to script tips to overcoming objections and, critically, when to actually make the offer.
88
- Why creating a real connection matters
- Nicholasâ recommended script for qualifying a lead
- When to start talking about price (hint: not on the first call!)
Ajay Sharma is a man on a mission. Fresh out of college, he stumbled on land investing and never turned back (listen in for a pro tip that can save you $1,000+). In this episode, he walks us through how he turned early success into a full-time land investing business with 25+ deals this year alone.
It boils down to mindset and Ajay continually develops his through mentorship and being a sponge for knowledge so he can continuously optimize for bigger returns.
In this episode listen and learn:
- The difference between dating your business and being married to it ?
- Why coaching and investing in yourself is a game-changer?
- How to get through a sales dry spell?
Is it easier to flip infill lots?
Meet Damien Dupee, a crafty and creative land investor.
And in this episode, we are going to talk about âInfill Lotsâ. As a lot of people are not familiar with this - Damien will share with us what it is and why he loves going after infill lots versus rural land.
Heâll also share with us the the advantages of it as well as the signs and what to look for in an area that are good to target.
In this episode listen and learn:
- Why infill lots close faster?
- What should you look for in a land?
- What are the proâs and conâs for doing infill lots?
Show notes:
We Are Land Specialist - https://www.wearelandspecialist.com/Â
We Are Land Specialist YouTube Channel - https://www.youtube.com/channel/UCVRy29XZYu7Y9KyXfQrPYaA
Ad:
Land Investing Mastery with Travis King - www.pebblerei.com/travis
Mike has an early exposure to real state that gave him an entry way that kept his interest.
Coming out of college, he has worked in multiple of cities in Texas and California in planning and zoning department.Â
He always had that bug in him that eventually led him to get started in land flipping and more.
In this episode, he will share with us what the word âEntitlementâ means in this industry and why these entitlements can add value to the property.
He will also go into details of learning how to add value to land that will help them separate from their competitions, ways to add value and many MORE.
Listen and learn:
-
What is entitlement
-
How to add value to your property
-
What are the challenges with entitlement?
In this episode, we welcome back Travis from The Land Investing Mastery.
As a lot of land investors who are unfamiliar or intimidated by the word âSubdividingâ, Travis will go into details and demystify the concept and how to make more profit out of it! He also shares with us on why subdivide the parcel and how much appreciation can somebody expect to force and we covered A LOT MORE!
Listen to this episode and learn:
-
Why subdivide?
-
How much should people expect?
-
How to use a land consultant?
One image represents a product as a whole.
Our guest for this episode is Josh Frick, the founder of Fotovan.
And today he shares with us how you can jump up your game when it comes to taking land photos as well some of common mistakes that you can avoid.
Josh will also share with us the three things that you should look out for when taking photos when it comes to your land.
Listen to this episode and learn:
-
How to take a compelling cover photoÂ
-
Best time to take your land photo
-
Quantity of propertyÂ
Show Notes:
https://www.fotovan.com/
https://www.capturetoclose.com/
AD: https://pebblerei.com/travis
Follow us on our social media:
Instagram: https://instagram.com/pebble.rei
TikTok: https://tiktok.com/pebble.rei
In this episode we have Mike Yost, who is a land investor who got started not too long ago in the land flipping business. His goal: to prove the concept of land and test the waters before fully diving in.
So what does it mean to 'prove' the concept before getting fully invested in the land business mean? Listen to Mike as he shares his short journey and the kind of results he's been able to conjure up in the first few months of starting.
And still fresh in his mind, Mike will also share with us the common mistakes he encountered as he was starting and how he learned from them.
In this episode listen:
- How Mike decided to prove the concept
- Why he needed to prove the land model
- Early lessons and challenges starting in land
In this episode, meet Brent Bowers, Coach from The Landsharks. We have asked him to share with us how and why he transitioned from wholesaling to land flipping and how he became a land coach.
Brent started and bought his first rental property on 2007 as soon as he got his real estate license. After getting kicked in the teeth for a couple of years, he took a little break from real estate and joined the military. After serving in 2013, he started buying houses and wholesaling and then hit on the holy grail of land investing. He did the exact opposite of the herd mentality that resulted in more financial freedom for him, got out of the military, and lived life on his terms.
We welcome back Peter Nukasani from Once Upon A Brick. We all knew him from the previous episode (1300 Deals with No Mail Sent Episode #63). As he shared how he got started at the early age of 24, he also shared with us how he didn't really do any push on marketing to acquire land.
Here in this episode, Pete will get into the specifics of how he exactly builds relationships to acquire land in bulk. How this has allowed him to scale and what it's like to work with other land investors and the challenges.
Listen and learn:
- How to bulk buy land?
- How to build relationship with Land Investors
- How to overcome challenges of bulk buying
By keeping things simple, you can achieve a lot.
In this episode, we welcome back Jaren Barnes as he shares with us how he makes sure his land investing business is profitable using the Profit First mindset.
Jaren talks about implementing this method in his business. Additionally, he shares with us what it was like following this mindshift. As an entrepreneur who is not wired to be an accountant shares with us how managing money was a learning process for him, and how he fell into a rabbit hole that inspired him to do an extensive research on pretty much everything.
In this episode and learn:
-
What is profit first (for land) looks like
-
How to worry less about your costs
-
A list of financial institutions that aligns with 'Profit First' methodology
In this episode of 'Odd Props,' we meet Ariana and David Choi. They share their story about one of their 'odd' properties, how they overcame challenges, learned lessons, and show us the reality of land business.
Ariana and David share with us the story of their 'odd' property. That property owed so many bonds and back taxes that it was more in debt than it was worth. It has taken them so long to work on the deal that they have begun to believe it is impossible to sell. However, a home builder came to the rescue and reached out to them and made an offer! Â
Listen to this episode and learn:
⢠How Ariana and David got started
⢠Challenges they faced with this odd property
⢠Lessons along their new land journey
Peter, who is now 24, started exploring the journey of entrepreneurship at the young age of 14 and started with different businesses such as clothing.
Following his entrepreneurial bug, he got into land investing while he was in his last year of college but approaches land very differently from most investors.
While most land flippers focus on the acquisition and delegating the disposition to a real estate agent or developers, Pete focuses on the disposition and marketing of his properties.
In this episode listen:
- Learn how Pete approaches land from a different angle than most
- Marketing strategies including his viral TikTok land videos
- How Pete continues large volumes of deals
In this episode of 'Odd Props' Jessey and Matt discuss the reality of land investing such as dealing with difficult properties or situations.
As someone who is new in land investing, mistakes tend to happen. Matt shares with us his story on how he really has no idea who even owns the property and the rabbit hole he goes down to figure it out.
In this episode listen:
-
learn how Matt got started
-
challenges of this property
-
avenues to find out the ownership of land
Sean shares why he decided to step it up another level and bring on a phone answer service to pick up his call and qualify his seller leads. This helped Sean to buy back time so he can focus on other parts of his business as well.
David Richter, author of Profit for Real Estate Investing, gives you a glimpse of what his book is all about. Instead of blindly operating your business, chasing one deal after another as if you're in some sort of a rat race, chained to your business all the time and left wondering where your profit went, the book aims to equip land investors like you with the smarts and know-how so you can manage your profit well and achieve financial freedom.
In this episode, David introduces a practical approach on how you can make the idea of being able to 'pay yourself first' happen. He goes into detail on how one of the key steps works. He calls it, 'The Golden Trio of Bank Accounts'.
In this podcast we discuss:
- how to manage your money to be able to have more money
- how to leverage your profit so your business can work for you
- how to stop being trapped in the rat race and make your business more sustainable
As promised, we have our second installment for our 2-part episode where 21 land investors including myself and my co-founder, Kevin, have shared our land lessons for 2021.Â
For Part 2, you get to hear from our following guests:Â
- Sean Callahan
- Trevor Chung
- Steve & Tonsha Hokanson
- Sarah Pearson
- Megan Autrey
- Erin Spence
- Callan Faulkner
- Kevin Rockwood
- Alicia Jarrett
- Jessey Kwong
2021 has been a year of rebuilding. With the pandemic just looming around the corner, it became a true test of resilience. The ones who were quick to adapt, re-learn and re-assess on their land investing goals were the ones who have thrived despite a seemingly slow paced business flow for most of us.
In this 2-part episode, we invited a mix of 21 land investors who are either still new to the business, somewhere in between and also the seasoned ones who have kept their A-game despite the ebb and flow of the land investing industry. Get to learn some insights, as they each share their biggest land lessons of the year 2021 which have helped them stay on track and remain steadfast with their goals.
For Part 1, you get to hear from our following guests::
- Seth Williams
- Mike Ferreira
- Josiah Stacy
- Paul Brewer
- Ed Cox
- Max and Ryan of PRYCD
- Alex Jones
- Travis King
- Robert Dow
3:50-
5:35 - Mike Ferreira
8:26 -
9:34 -
12:02 -
14:22 -
17:05 - 18:38 -
21:12 -
Newly-weds Chloe and Evan share their strategies on how they strike that work-life balance while doing land business together and how their relationship has helped their business scale faster.
In this episode, you'll get insights on how to manage a business with someone that you have a close relationship with and still keep a sticky situation from getting in the way of your work life. Contrary to the perception of many, where they say to not mix work with personal life, this power couple has proven that to be a misconception.
In this podcast we discuss:
- the goals they set together as business partners and how they manage to set aside time for
- the biggest advantages of working as a couple
- the roles that they play and delegate to each other and what comprises their team
Pete and Anthony started out as land investors and as they went through the thick of things in order to make the business successful, they realized that there were a myriad of tasks that are taking them off from the core role which is to generate more revenue and that's how they founded LandVA4U.
In this episode, you can take away ideas on how to build that working relationship with your VA so you can leverage on their skill so they become more engaged with their role as partners in making your business grow. In fact, we dive into the most common land VA tasks and some of the challenges behind those tasks, that as land investors, we don't always realize.
In this podcast we discuss:
- top land VA tasks and challenges
- how to determine what are the tasks that you can delegate to your VA's
- how to keep your VA engaged and motivated
- task management tools to keep track of your VA's tasks
Like Adam, we all come from different career backgrounds. Adam, previously a beer salesman working long hours and lengthy drive transitions to being able to support his family by simply land investing - not only that but also gets more time with his kids.
This episode we dive into Adam's journey, and what he did to make that transition happen relatively quickly.
Adam shares:
- how he works on land during his regular job
- tools and things that helped him to scale
- specifics about his current land business
It doesn't matter what age you are when land investing. Meet Abdiel, in his 20's, grown his land business and now helping others as well.
Not only has he found success at a young age, but he's also found mistakes at an early age!
In this episode, Abdiel, a 'Land Investing Pro's' coach, shares with us his experience, approach, and most importantly, mistakes as he continues to navigate his land business.
Land investors get creative as any entrepreneur should - and that's exactly what Michael Novak is doing. Michael is now taking his marketing to one of the latest trending social media platforms - TikTok.
Quick and to the point (literally 15 seconds) showcasing his properties on his REI Conversion website (REI Landlist) and generating tonnes of leads and completing sales of his properties from the traffic hes gained from TikTok.
In this episode, Michael shares with us his experience, approach, and journey as he continues to find new opportunities and keep an open mind when it comes to marketing his properties.
It can be easily overwhelming when starting your land flipping and investing journey. It's exactly what happen to nation-wide land investor, Travis King when he started. Over consumption of courses, content, and dealing with some of the most typical hangups of starting up your own business.
In this episode, Travis walks you through his journey of month after month of delaying the start, but not only that, as he now coaches others who are getting started in the land space and shares some of the more common things he hears about other land investors who just need to get started.
Travis shares:
- common pitfalls of getting started
- things Travis wish he had before he started (capital)
- technical hangups of starting a land business
Lucas is a land investor who heavily focuses on moving land and profiting quickly - without needing to market to potential buyers.
Instead, Lucas focuses on building a reliable investors' buyer list so that he can quickly offload properties and spend minimal amount of time on his land business. Without even purchasing the property, he's putting under contract and simply wholesaling directly to investors.
HUGE time benefit - as he talks about how he spends up to only 2 hours per property he puts under contract, and it's hard for him to deny the payoff with such little time invested to flip land.
Lucas loves wholesaling and wants to share why you should wholesale too.
Listen to this episode:
- why wholesaling works for Lucas
- benefits and drawbacks of wholesaling
- BONUS: mailer which has gotten in 5-6x response rate
Kevin Rockwood, co-founder and lead developer of REI Pebble is also a land investor. And he does it all the way from South Korea. That has forced him to think about running his business remotely and with scaling in mind from day 1.
In this episode we explore the systems and tools that allow him to run his business remotely from anywhere around the world
Listen to this episode:
- how Kevin views land investing
- early days of starting REI Pebble and streamlining
- different tools to run a land flipping business remotely
- lessons learned along the way
Reid Kurtenbach has been helping many land investors scale and grow. In this episode, we learn the do's and don'ts of working with a funder when it comes to land investing. It may be your strategy to grow and scale, so listen as Reid shares his insights and experiences.
Listen to this episode:
- who should work with a funder
- what are the typical challenges between funder and investor
- when not to ask for funding
- how much to expect from splits
Ryan and Max are land business partners (and also run Prycd.com) have been through starting up several businesses together and have a few insights to share if you're thinking of starting a land business with a partner.
Both growing up with each other, both having a competitive side, and both being in the airforce - they have learn to understand each other's strengths.
Listen as these 2 share their stories, insights, and how they are currently managing a full time job, time zone differences, and running 2 businesses together!
Listen to this episode:
- types of land Sarah deals with
- why she uses signs to sell
- other offline strategies while she's visiting her properties
Sarah, a full time land investor, works in specific pockets of area she has selected. Not only only that, she moves properties ultra fast... using an offline strategy - signs!
Sarah shares her experience of using signs to sell land - a simple but fool proof way of marketing properties.
Listen to this episode:
- types of land Sarah deals with
- why she uses signs to sell
- other offline strategies while she's visiting her properties
Pete and Anthony behind LandVA4u.com are helping land investors optimize themselves in their own business by arming them with VA's.
In this episode we explore what roles different VA's typically take on within the land flipping business and the tools commonly used between the team.Â
Listen to this episode:
- major roles of VA's in land
- tools to manage VA's
- more about LandVA4u.com
Choosing the right domain (or changing your domain) does not have to be over-thought, but should stick to these guidelines when doing so - as I've seen others lose a land deal because of their domain.
On this podcast I go through the top 10 tips when choosing your land site's domain - whether for your buying or selling site, it doesn't matter.
Listen to this episode:
- top 10 tips choosing domains
- domain recommendations
- where to purchase your domain
Callan is a CRM specialist and a land investor and absolutely loves AUTOMATING.
In this interview, Callan shares with us some of the basic tools and systems that you can easily automate in your land investing.
The great thing about automation is that you can get very creative, but it always begs the question "how and what do I automate?". So Callan shares some great automations that you can setup to get your feet wet in understanding basic land automations that can help you save time.
Listen to this episode:
- Get the tools for automation
- Setup your first few automations
- Download free Zaps from Callan!
They call him Uncle Karl, an unconventional real estate investor who loves dealing with unique properties and looks for opportunities where most would avoid.
On this episode, Karl goes through a checklist of items to creatively work on land. He's found unique solutions to most properties which presented problems and has come out very profitable. Listen to this episode as Karl shares some of his past property journeys and how he's made a win from properties people would call a loss.
Listen to this episode:
-
checklist of items to check on problem properties
-
his past solutions for properties he's dealt with
Jaren of REtipster shares his strategy of marketing... a very hands off approach. His strategy of using a Real Estate Agent to sell land allows Jaren to focus solely on acquisitions and gives him a few other perks as well.
Not only that, but Jaren also shares some of his entrepreneurial stories and gives us some valuable insights into running a business.
Listen to this episode:
- how to sell land with a real estate agent
- how to find a real estate agent specializing in land
- his favorite business book
Travis King is a very active land investor - doing 7 figures in land. He shares with us in this episode on mindset and goal planning for land investing.
Not only that, but because of the sheer amount of mailing that Travis has done, he shares his insights on things like envelope types to the split testing he has done to look into mailing type.
Listen to this episode:
- how to budget and goal set
- reviewing goals
- insights into mailing
Listen as Paul Brewer, a fire fighter, shares his retirement plan and what he's learned within his first year of actively investing in land.
Paul shares his retirement plan and what he's learned within his first year of actively investing in land. Not only that but dives into the tools and strategies he trusts in order to reach his investing goals.
Listen to this episode:
- how he selected works in one of the most 'saturated' counties
- tools he's using to scale and grow
- his thoughts and advise to other full time working land investors
Megan Autrey, a full time mommy and is still new to land investing. Starting this year, she's gone from not knowing the basic real estate acronyms to making big profits and setting even bigger goals.
Megan talks about her own mindset, goal setting, and approach to land investing has gotten her where she is - and how truly do-able this business is even for a full time mother.
Listen to this episode:
- how much Megan is earning now
- strategies to mindset and entrepreneurship
- investing in yourself is key
Here are 5 tactics that you can apply today when pricing and marketing your properties today. Leverage studies done across thousands of transactions and see how understanding the psyche and results from previous tests can help you optimize your pricing and marketing.
I'm sharing an article produced by Nick Kolenda (nickkolenda.com) which focuses on psychology and marketing. It's lengthy list of studies/tactics and I reduce them to the top 5 that can easily directly apply to help you optimize your marketing, pricing, and ultimately your sales.
Listen to this episode:
- Understand how to display your prices
- How you should order your property listings
- Rules to follow when discounting
- Download the entire list
FB Paid Ads can be a great source for buyer leads. But it's a different strategy of building your buyer leads than just advertising your properties.Â
See how Clint and others are implementing this Facebook ad strategy to scale their buyer leads.
Listen to this episode:
- Challenges of fb paid ads for land
- building an audience with content
- ad content with videos, guides, discounts, etc.
- trategy of âretargetingâ audience with property ads
- Budget for running ads
Joe Schmitt is an active land investor who has set out to create processes for his team. We've brought him onto the show to talk about his processes.
In this episode Joe shares with us his experience hiring, training, and building out his processes for completing his due diligence process - which is now mostly hands off for him.
Listen to this episode:
- how Joe hired his team to perform the due diligence process
- hiring tips and things to look out for
- get access to his due diligence reports
Amy is the founder of their land investing company and Amber was once a marketing director for an ad agency so you'll want to see exactly what they're doing from a marketing perspective. Â
They both join us on this episode to talk all about their experience with branding for marketing land and how they think it makes a difference for their business.
Listen to this episode:
- what they are doing to keep a consistent branding
- what marketing channels they focus on
- tools, software, and processes that help with their branding
Show notes:
- Hire mom's for your business - hiremymom.com
- Free design application - Canva.com
- Social media and Instagram scheduler - buffer.com
- Email autoresponder - mailchimp.com
- Email autoresponder - mailerlite.com
- Visit Amy's land investing site - wevegotland.com
Majority of your leads are NOT going to buy - or simply aren't ready. But you are losing out on these leads who are close to purchasing property by not capturing those leads and engaging them. Beauty is, this all can be automated. Stop wasting all your efforts to only find one lead to sell to - every lead that ever gets a hold of you can potentially and eventually purchase land from you.
Willie Goldberg runs a very successful land investor who approaches land investing. A lot of that is due to the fact that he has built a simple buyer lead funnel, and he's going to talk about how he warms up his buyers to buy land from him even if not right away.
Listen to this episode:
- why we need to be capturing leads
- what is a buyer lead funnel
- get the exact step by step and emails that he sends out
Show notes:
Land Investing Pros - www.landinvestingpros.com
Mark Podolsky of Landgeek is an advocate for putting property on terms (aka seller financing) but shares with us the 3 common issues of doing so. Â
Not only that, one of the most common questions we get at REI Conversion is what is the best payment processor for land. Well here's another option.Â
Mark shares his favorite system of processing payments that are on terms.
Listen to this episode:
- 3 common issues with property on terms
- place and time for cash deals
- Geekpay for payment processing
Show notes:
Geekpay - https://reiconversion.com/geekpay
Mike Ferreira is a veteran of the land investing world (and a long time owner of REI Conversion websites!). And in this episode, Mike's experience shines as he shares tonnes of wisdom and gems - don't miss this one.Â
Listen into this episode as Mike discusses why he sticks to buying mostly cheap land and sells them on terms and why this works for him.
Not only that, but Mike offers his honest thoughts on land investing. What has worked for him, challenges that he's gotten used to and what newbie bad habits still stick with him even though he's been a full-time land investor for some time.
Listen to this episode:
- Why Mike flips cheaper land
- How "competitors" can benefit from each other
- Dealing with managing capital for investing
- Automation vs. VA's
- Common newbie mistake he still makes
- And a lot more gems about land investing!
In less than 1 month, Alissa and her team have sold their first property on Instagram. Marketing on Instagram still seems new to a lot of investors, but believe it or not, Instagram is now another source of leads to sell property. Alissa is here to share here experience marketing land on Instagram.
In Episode #31, I get a chance to jump on a chat with Alissa who looks after marketing for her team's land investing. Having just started marketing on Instagram, in under less than a month they are already collecting leads and have sold one directly through direct messages on Instagram.
Listen to this episode:
- How to use Instagram to build trust
- What kind of hashtags to use
- Using stories to build a brand and personality
- Instagram exclusive land deals to build a following
Land investing can be done completely virtually, and from anywhere around the world. But there are a few challenges you'll come across.
In Episode #30, we talk to Sven Storring about his story of investing all the way from Stuttgart, Germany. Wether you're from a different country or looking to live abroad and continue growing your investing business this episode is packed with specific tools and services that will keep you running at full speed.
Listen to this episode:
- Challenges and solutions to running your land investing overseas
- Tools and services that will help you run virtually from anywhere
Seller and buyer leads - you have only a small window of time to answer their needs and questions. This builds trust and increases conversions, and this is where Live Chat plugins come in.
In Episode #29, we talk about how live chat plugins (apps on your site) can lead to an increase in conversions and sales. That's the beauty of these apps, it allows you or your VA to answer their questions immediately.Â
I'm going to share with you my favorite 3 apps - and they are all FREE.Â
Listen to this episode:
- How much of a difference live chats can make
- Top 3 Free live chat plugins
- And why we love these plugins
NOTE: This is episode 3 part of a 4-part mini series.
Derek Schlieps is a Facebook Ads expert working with other house and land wholesalers, rehabbers, and flippers. Heâs helped many investors pull in leads for a fraction of what it would typically cost per lead with mail outs.Â
In this third episode of a 4-part mini series, Derek breaks down how you should capture and be following up with Motivated Seller leads through a Facebook Ad campaign.
Listen to this episode:
- Types of Forms to Get Property Submitted via Facebook
- Drip Campaigns and Followup Systems
- How Often to be Following Up with Leads.
To learn more or to have Derek help you with generating motivated seller leads head over to www.reiconversion.com/facebookleads
In Episode #27, we bring on Holly Thomas who has worked with a lot of real estate investors. From all the knowledge she's gathered working with investors, she's become a land investing expert.
We brought on Holly to really share with us the sauce that makes a virtual investing business run smoothly. At one point she was working with 10 other investors and that means she's got a broad view on how successful real estate investors are running their business.
Not only that, Holly sheds light on the challenges of working with investors and how you can smoothen out those challenges to run a more efficient operation for your investing business
Listen to this episode:
- How to hire the right VA
- Top difficulties for VA's that slow your business down
- Tools that Holly uses when she was a VA
In Episode #26, Facebook land marketing specialist, Justin Melquist, comes onto our show to share the top 3 questions he's been receiving when it comes to the process of marketing land on Facebook. Justin answers these questions to put to ease some of your concerns you may have that may limit you from posting more.Â
In this episode we also talk about our upcoming AMA (Ask Me Anything) Facebook Live event inside of the REI Conversion Community Facebook Group on March 11th (at 5:30pm Pacific, 7:30pm Central, and 8:30pm Eastern).Â
Please join us inside of this group for our AMA: https://www.facebook.com/groups/reiconversion/
Listen to this episode:
- Top 3 Facebook marketing questions
- How to deal with the issues of FB postings in general
- Upcoming AMA Live Session on Facebook
Show notes:
Landtrainer - Marketing Land on Facebook 2.0 Course
In Episode #25, we talk about one technical thing that is confusing and turning away your leads - your site's security. Google and browsers are making it known since last year to your visitors if site's are insecure, and more and more Real Estate investing websites are affected by this because they have yet to even learn about this issue.
Listen to this episode:
- What's causing this
- Why is it important for your business and lads
- How this turns away your leads
- How to check and fix this issue
Vacant land investor, Jon Burnette, shares his insights on his acquisitions process. He's a firm believer in taking action and learning the process first before getting your entire system perfected. See what systems, software, and steps Jon takes to build his investing machine.
Listen to this episode as Jon explains:
- Overview of Acquisition process
- Working with an acquisitions manager
- How a lead enters his system and where they go
- Core tools to manage, automate and delegate work
- CRM options that are not too complicated
Dustin Heiner is a buy and hold expert. He's on the other side of the fence, buying properties from flippers and wholesalers so he can rent them out. So he knows exactly what he wants from investors who offload properties.
Listen to this episode as Dustin explains:
- what we need to continue doing as flippers/wholesalers with our buyers list
- what can turn away cash buyers like Dustin
- how important it is to build your list and regular emails of new properties are
Get into the mind of a cash buyer and understand exactly what they want and need in this episode so you can offload more properties.
What do you do after a buyer lead submits their information to you? A lot of us just leave it at that. Thing is that, leads need time before they make a purchase. Most buyers are never typically ready to pull the trigger.
Listen to how Luke Harris builds a relationship with his leads, familiarizing himself with that lead, nurturing that lead, and it's all done without him having to even lift a finger. All automated.
Luke has an automated email sequence that he delivers, and in this episode, Luke shares his strategy. Luke shares:
- how he organizes and tags his leads by area
- what system he uses
- what kind of emails he sends
- and how he keeps himself at the top of his buyer leads minds
Follow these strategies in order to nurture your leads making it easier for your buyers to purchase properties from you.
NOTE: This is episode 2 part of a 4-part mini series.
Derek Schlieps is a Facebook Ads expert working with other house wholesalers, rehabbers, and flippers. He's helped many investors pull in leads for a fraction of what it would typically cost per lead with mail outs.Â
In this second episode of a 4-part mini series, Derek breaks down the parts to a Facebook Ad campaign, effective copy writing, and imagery to use to grab the attention of motivated seller leads.
Derek shares his very specific experience from ad buttons that perform well to type of creative/imagery for grabbing attention of property owners.
To learn more or to have Derek help you with generating motivated seller leads (with a discounted first month) www.reiconversion.com/facebookleads
I am joined by Seth Williams, who runs a real estate investing business, a real estate investing blog and podcast, and a land investing education site. He absolutely cannot do this on his own and has been through the ropes of hiring help for one off projects to a permanent virtual assistant.
Listen to this episode as Seth Williams of REtipster shares his thoughts of what business operations was like before and after a VA (good and bad) and the new challenges that present itself when having a VA.
Seth also answers the most common questions of how much he pays his Virtual Assistants all the way to a very interesting hiring process to hiring the perfect VA
Show Notes:
Zoom.us - a great video and meeting application for teams
Slack - easy to use application for team communication
Upwork - great place to find virtual assistants and other freelance workers for projects.
2 best friends from up in beautiful British Columbia, Canada, Josh Alter and Steve Enns run a successful and growing Virtual Wholesaling business. Working out of both Texas and Atlanta, the two believes that running a virtual business has forced them in to a position to systemize with precision in order to succeed.
Listen to this episode as the duo shares their thoughts on how running a business is an expereince of trial and errors and sometimes that even means going against conventional thinking like having boots on the ground, which was being outperformed by them closing on the phone rather than someone in the market locally.
Not only that the two share some of the tools that allow them to automate and scale, and how they have structured their team to win in these markets virtually.
Building trust is key to winning more leads, sales, and completing deals. I'm joined by Robert Dow, a full time land investor, who discusses the strategy of collecting positive reviews, ratings, and testimonials.
In this episode we cover the timing, strategies, and tools that make collecting testimonials easy. But, Robert also shares how he deal with challenges like negative reviews, like the ones on Google or Facebook.Â
It's time you included testimonial collection as a part of your system after completing any deal.
One of the most time draining and intensive activity is answering to all the messages on Facebook for your vacant land property. At the same time, you can't avoid talking and dealing with these leads. So what do you do?Â
Prequalify.
Today I'm bringing on Clint Turner, who has really built a system and process of handling these leads. Clint explains to us the importance of saving time through prequalifying, how to prequalify with a VA, and even shares with us a guide to prequalifying your Facebook leads.Â
Once prequalified, the lead finally comes to you in which you can then begin speaking to them. So listen to this episode as Clint shares with his his sales funnel to save you time.
Make sure you also download the guide Clint has helped put together.
NOTE: This episode is part of a 4-part mini series.
Derek Schlieps is a Facebook Ads expert working with other house wholesalers, rehabbers, and flippers. He's helped many investors pull in leads for a fraction of what it would typically cost per lead with mailouts.Â
In this first episode of a 4-part mini series, I got the chance to bring Derek on and discuss about the different strategies to finding motivated seller leads - and it all starts with a "compelling offer".
And that's what this episode is all about - the key to kickstarting your Facebook ads strategy. Keep in mind, this episode isn't really about the technical ins-and-outs of setting up Facebook Ads but focuses on the bigger picture of setting up the perfect strategy to bring leads in so you can help property owners offload their property.
To learn more or to have Derek help you with generating motivated seller leads (with a completely free first month) www.reiconversion.com/facebookleads
In this episode we feature Dave Van Steenkiste who brings his experience of automating and running his business as hands-off as possible with the power of Virtual Assistants.
Dave shares his journey of land investing and explains how bringing on VA's requires a specific mindset. Hear how Dave hires, delegates, and tracks his team of VA's. Not only that, but how Dave sets a level of expectation for himself with his team in order to ensure he's investing enough time and effort to encourage growth of his assistants to take on running his business for him.
You can also expect to learn about how much to pay VA's, tools he uses, and cultural differences of VA's from different countries.
We're diving into VA's specifically for real estate investing and how it can help your business automate and scale.
Joseph Cote, along with many other land investors has recently become a victim of the growing practice of land photography scamming. Joseph has put together a checklist that can easily reduce the chances of yourself falling victim as well.
Using easy tools and switching them on to the right types of questions to verify your photographer is legit, we dive into an episode that will save you from wasted time and money.
With the beauty of the internet now, we can run our investing out of state - literally anywhere. Whether you are investing from within the next state over, or on the other side of the planet in Thailand, genuine connection through communication can be tough especially when it's done through words typed up in an email.
But having the opportunity to build trust and connect with your leads with dynamic video is so much more impactful than characters that make up words on a screen. From your tone to your facial expression, communicating through video can be so much more effective and faster saving you time.
Have a listen to this episode of the REI Conversion Podcast, as I share with you the most common and effective scenarios for using recorded videos to save time and win more deals and the exact tools (free) to use.
Willie Goldberg of Willie G Coaching for land investors is on a new trajectory to 10x his investing business. He
's dropping his coaching program to solely focus on growing, automating, and explode his investing. And he's going to share with you the 5 things that are preventing you from scaling your investing and what you need to do about it. Not only that, Willie also shares with the top 5 tools (that are much more simple than you think they are) that you need in order to automate and scale your investing business.
You'll see this isn't rocket science but rather it's all about your mindset, strategy, and goals.
In episode #11, I am joined by guest Justin Melquist of the Land Trainer and he shares how he's putting all his efforts into marketing on Facebook. An overwhelming 70% of sales come from Facebook alone, and he shares exactly how he drives his Facebook leads to his site and closes on those sales.
You get a promising lead from your land buying websiteâŚ
You spend an hour researching the propertyâŚ
You determine the perfect offer priceâŚ
⌠You then finally make the offer only to be declined immediately.
Does that sound familiar?
Well in this episode, I am joined by podcast guest, Seth Williams of REtipster.Â
Seth has developed a huge time-saving method to make offers for those leads that come in through your land buying website.Â
Coined the â30-second offerâ, in this episode we talk about:
- how this saves time
- his experience using this strategy
- tools to automate these offers
- bonus free script download
Thatâs right, in this episode, Seth shares with us the EXACT email script he uses to deliver these offers plus email HEADLINES for better open rates.Â
Make sure you listen right to the end to hear about his email template takeaway download so you can start sending out these offers.
In episode #9, we discuss about the top 5 reasons of why property investors should be watermarking their photos and how it will drive more buyer leads. Typically this isn't done, but should be incorporated into your tasks of preparing photos and we discuss the easy and fast tools that will only take a few seconds to watermark all your photos.
Should you lock your properties behind a buyer email optin form?
We recently held a Facebook Live session discussing our upcoming Buyers' List building strategy. Specifically about the strategy of locking properties behind an email optin form.
And we wanted to truly see if this was an effective method.
Our team is going deploy 2 versions of the REI Landlist (land selling website), with mock properties and run the test of collecting emails over the next few months with actual traffic coming.
Our Goal: to observe the behaviours of those who are required to submit their email contact vs those who are not required to do so in order to view the properties.
Listen to why and how we plan on running this test so that you can follow and track the results we come to to help you make the decision if you should lock your properties behind a buyer lead optin form to grow your buyers' list.
Luke Harris of The Farm Finders began collecting buyer email leads since the launch of his business - even though he wasn't sure what to do with it just yet. Only after a couple years, he has transformed that list and is now reaping the benefits of it, riding out the uncontrollable algorithms of Facebook or Craigslist affecting the sales of property. Luke now sells 30%-50% of his properties to his email list, sometimes within hours of blasting his emails.Â
Weâre going to be diving into exactly what heâs doing with his email marketing from the importance of having a land selling website that also collects emails to build his buyerâs list all the way to the kinds of emails heâs writing and even when is the best time heâs found to send out his emails to be able to offload his properties just through his newsletter.Â
Make sure you listen right to the end to hear about his template takeaway so you can start applying the same strategies.
In episode #6, negotiating and counter offering most of the time can sometimes feel like a lost cause and a waste of time. But here's a simple 2-step script that I have systemized and used that has saved the property's deal and more importantly, time.
In episode #5, we tackle the topic of if you should have a different site for both your property buying and selling website. And the major risks youâre running if you keep them together as one site.
In episode #4, we discuss how hiring a virtual assistant can help give you time to grow your business. But what kind of tasks should be given to VAâs? How to find and hire VAâs? and What tools are needed? Weâll go over the basics of bringing a new VA into your team allowing you to scale your investing operations.
In this episode #3, we discuss what you can do to get your Facebook Marketplace Account in deep waters, what you should avoid and be careful of, and if you do end up in trouble, how to resolve this.
In this episode #2, we discuss how better headlines can increase your property lead submission rate, helping you land and find more properties and profit from them. Believe it or not, headlines make a difference - and we put our headlines to the test.
In this episode #1, we discuss how you can post your property in several Craigslist cities to market to neighboring cities, areas, and states and get maximum exposure for your properties
Additional Notes: One thing I didnât mention in the Podcast episode, is that if you plan on posting the same property across several markets on Craigslist, make sure you change up the text and formatting. This is another way of Craigslist detecting your property existing across their different areas and could end up being removed.