Explorez tous les épisodes du podcast Real Estate Investing Mastery Podcast

One question I get all the time is, should you find land buyers first or find the deals first? I've tried both, and I've learned that having an actual deal to offer makes those buyer conversations a whole lot easier.

My good friend Matt Bills and I recently made $5,000 on a land deal in Florida. We got it under contract for $20,000, assigned it for $25,000, and closed in just 14 days. One simple deal, one buyer, and a quick payday. Not bad, right?

Matt and I break down how we found that property, figured out what it was worth, and connected with the right buyer. We also share some of our favorite ways to find cash buyers, work with realtors, and negotiate better deals. Sometimes a quick nickel really is better than a slow dime!

What’s Inside: 

• Why finding deals first makes finding buyers easier
• How we made $5,000 on a simple land assignment
• Finding serious cash buyers and investor-friendly realtors
• Pricing land to sell quickly without leaving money on the table

What if you didn’t have to wait 15 or 30 years to feel financially free? I wanted to run the actual numbers and figure out how many vacant land deals it could take to cover your mortgage, car payments, credit cards, student loans, and other monthly bills.

I break down a real land deal and show how owner financing can create cash now, monthly cash flow, and cash later. With roughly $5,250 in monthly debt payments, the math shows that around 11–14 cash-flowing deals could potentially cover those bills. That’s why I love land. You can create passive income without tenants, toilets, repairs, or traditional bank loans.

I also work backward from the income goal into a simple marketing plan. Instead of obsessing over a huge number, focus on what you can control: consistently generating leads, making offers, and following up. That’s how you turn the math into a real business.

What’s Inside: 

—How 11–14 land deals could potentially cover roughly $5,250 in monthly bills

—Why owner financing can create cash now, cash flow, and cash later

—Three ways to fund land deals without relying on your own money

—How to reverse-engineer your income goal into daily offers and marketing

I’ve sold over $30 million in education, software, and services, but what excites me most isn’t doing another deal. It’s helping somebody take what I’ve taught them, get a result, and realize, “Hey, I can actually do this.”

Here’s what I’ve learned: you might already own the most valuable part of a great business. It’s the knowledge between your ears. Your experience, mistakes, systems, and shortcuts could help somebody compress years of trial and error into a much shorter learning curve.

But this isn’t about throwing together a course and becoming another internet guru. A real education business needs four things working together: the offer, marketing, sales, and delivery. More importantly, it needs real results, real empathy, and good marketing.

If people are constantly asking to pick your brain, pay attention. There may be a valuable business hiding inside what you already know.

What’s Inside: 

—Why your experience and knowledge may be your most valuable business asset

—The four pieces every successful education business needs

—Why real results, empathy, and marketing matter

—How to recognize knowledge people may pay you to teach

Flipping vacant land doesn’t have to be complicated. I’m walking you through the simple process I use to find a good market, target motivated landowners, make offers, and flip deals for a profit. The key is going where the buyers already are instead of wasting money with spray-and-pray marketing.

I’ll show you how I research active markets, narrow down the best zip codes, build seller and buyer lists, and figure out what I can realistically sell a property for. Then we get into the part that really matters: making offers and following up. Remember, the number one rule in real estate isn’t location, location, location. It’s send offers, send offers, send offers.

You don’t need a ton of money, fancy technology, or years of experience. You need a simple system, consistent action, and good deals. Even pen and paper can get the job done.

What’s Inside: 

• How I find active land markets and the best zip codes to target
• My simple formula for pricing land and making offers
• Why consistent follow-up is critical for getting deals
• How to find buyers, realtors, and partners before closing

What if you could have hundreds of realtors looking for land deals for you? You don’t need a big direct mail budget to make that happen. You need a phone, a simple offer, and consistent follow-up.

I call realtors with vacant land listings that have been sitting for six months or longer. Sure, I’d love to buy the listed property at the right price, but that’s not the biggest opportunity. I want that realtor to remember me when they find a motivated seller who needs cash and wants to sell quickly.

That’s why I’m willing to pay a 10% commission when an agent brings me a good off-market deal. Talk to five realtors a day, follow up every 30, 60, and 90 days, and you can build a powerful network of agents bringing opportunities to you. Pick a market, work the phones, build relationships, and keep following up.

What’s Inside: 

—Finding opportunities through older vacant land listings

—Why I’ll gladly pay realtors a 10% commission

—Turning simple realtor conversations into long-term deal flow

—Why consistent follow-up is the key to this strategy

One of the biggest mistakes I see land investors make is overcomplicating the marketing. You don’t need some fancy system or a huge budget to start getting offers in front of sellers. I want to show you how simple this can actually be.

I walk through how I narrow thousands of vacant lots down to a highly targeted list, pull comps, determine my cash and owner-financing offers, and get an actual offer mailed to a seller. The cool part is I can send a handwritten-style first-class mailing directly through the Land Portal for just $1.97.

The goal is simple: send more offers. If you can consistently send 10 offers a day, five days a week, that’s about 200 offers every month. You don’t need perfection. You need activity that creates conversations and gets you closer to deals.

What’s Inside: 

—How I narrow thousands of vacant lots into a targeted seller list

—How I quickly calculate cash and owner-financing offers

—How I send handwritten-style land offers for $1.97

—Why consistently sending offers creates traction

One of the coolest things about land investing is that you don’t necessarily need a pile of your own cash to do deals. I walk through a real 2.5-acre property and show you exactly how I structure an offer using owner financing and private money.

Instead of only giving the seller a low cash offer, I can offer a higher price with better terms. Then I can turn around and sell that same property with owner financing at a premium. The difference between what I pay and what I collect creates cash flow.

I also break down how private investors can fund the down payment and closing costs while earning a strong return secured by the property. When you understand price, terms, and financing, you can structure deals that work for the seller, buyer, investor, and you.

What’s Inside: 

—How I structure cash and owner-financing offers

—Using private money instead of my own cash

—Creating monthly cash flow through financing arbitrage

—Why better terms can justify a higher seller offer

I love land investing, and I love technology. When you combine the two the right way, you can save a ton of time and focus your energy on the leads that actually have a chance of becoming deals.

I sat down with Phil Jones, a land investor and self-described tech nerd who built an AI-powered system to evaluate properties, qualify leads, and communicate with landowners at scale. His AI can have hundreds of conversations simultaneously while pulling property data, evaluating motivation, and figuring out whether there’s actually a deal worth pursuing.

The big lesson here is that getting more leads isn’t always the answer. Better data and better qualification can make all the difference. Phil shows how AI can help you eliminate bad properties sooner, build better rapport with sellers, and spend more of your time working on deals that can actually make money.

What’s Inside: 

—How Phil uses AI to communicate with up to 1,000 landowners

—Why better lead data can save hours of wasted work

—Using AI to evaluate properties before talking with sellers

—How technology can streamline land deals from lead to offer

I’m taking you behind the scenes as I analyze a vacant lot and make a real cash offer. No theory here. I’m looking at actual sold and active comps, figuring out what I think the property can sell for, and working backward to determine my offer.

The numbers suggest this 1.14-acre lot could sell for around $49,750. After factoring in my desired profit, realtor commissions, photos, and closing costs, the spreadsheet says I could offer around $30,000. But I have a simple rule for properties under $100,000: I usually start around 50% of value. So I’m sending the seller a $25,000 cash offer.

I also show you how I create the offer letter, attach a proof of funds letter, and send it in a way that builds credibility. You don’t need to overcomplicate land investing. Learn the numbers, make good offers, and get them in front of sellers.

What’s Inside: 

—How I use sold and active comps to estimate a vacant lot’s value

—Why I’m offering $25,000 on a lot I believe could sell for $49,750

—How I account for profit, commissions, photos, and closing costs

—Why proof of funds can give your cash offer more credibility

I love deals where we can make the seller the bank and then turn around and become the bank ourselves. Clay Hepler is doing exactly that with land, and the numbers on one of his current deals are pretty incredible.

Clay is buying 356 acres for $350,000 with only $25,000 down and $1,500 monthly principal-only payments. He plans to subdivide the property into about 10 lots and sell them for roughly $87,000 each, creating a potential $870,000 exit. Then he can sell those lots with owner financing and create even more profit through interest.

We also get into why bigger, higher-quality deals can make more sense than chasing volume, how to structure creative offers sellers actually want, and why your mindset still matters more than any strategy.

What’s Inside: 

—How Clay turns a $350K land purchase into a potential $870K exit

—Using seller financing to buy land with less cash

—Creating additional wealth by becoming the bank

—Why better deals and better margins beat chasing volume

Success leaves clues. When I’m looking for vacant land markets, I don’t try to guess where the next hot area will be. I follow the money and look for where people are already buying land.

I start broad and quickly narrow things down from the country to the state, county, and eventually the specific zip codes where deals are happening. Using tools like LandWatch, Redfin, Zillow, ChatGPT, and the Land Portal, I can see where properties are selling, what acreage buyers want, and what they’re willing to pay.

Think of it like fishing with a depth finder. I don’t want to throw my line into empty water and hope something bites. I want to see where the fish already are. Once I find those pockets of demand, I can build a targeted seller list, make intelligent offers, and focus my marketing where I have a much better chance of doing deals.

What’s Inside: 

—How I narrow my search from states to counties to hot zip codes

—Using recent sales activity to see where buyers are spending money

—How I use AI to quickly analyze land sales and pricing data

—Why targeted seller lists beat spray-and-pray marketing

One of the biggest mistakes I see investors make is trying to market to everyone. The truth is, you don't need thousands of random properties to find great deals. You just need the right ones. In this video, I walk you through exactly how I start with a brand-new market and narrow thousands of vacant lots into a small, highly targeted list that actually makes sense to mail.

I take you inside my process as I research Marion County, Florida, identify the hottest zip codes, study buyer activity, and use smart filters to eliminate bad properties like wetlands, landlocked lots, corporate-owned parcels, and recently sold listings. We start with more than 3,300 vacant lots and end up with just 263 of the best opportunities worth making offers on. This is the same process I use to work smarter, spend less on marketing, and focus my time where the best deals are most likely to happen.

What’s Inside: 

—How I narrow 3,300 vacant lots down to just 263 high-quality opportunities.

—The filters I use to eliminate bad properties before mailing.

—Why buyer activity tells you exactly where to invest.

—How to spend less on direct mail while getting better results.

I sat down with Austin Marvel to talk about one of my favorite topics in real estate investing: flipping vacant land. We covered a lot, but one strategy really stood out. Instead of sending complicated mailers or blind offers, I share the simple postcard that has consistently gotten me response rates of 8% to 12%, far better than what I ever saw with houses. It's proof that simple marketing, paired with consistent follow-up, can outperform fancy systems every time.

We also talked about why land investing is such a great business for anyone who wants freedom. I even shared how my teenage sons built a part-time land business that generated over $150,000 in profits using this exact process. You don't need to overcomplicate this business. You just need to market consistently, follow up, and take action. If you're looking for a straightforward way to get started in real estate, this conversation will show you why land continues to be my favorite niche.

What’s Inside: 

—The simple postcard that gets up to 10x more responses than house mailers

—How my teenage sons built a profitable land business part-time

—Why consistent follow-up beats complicated marketing

—The biggest mindset shift that helps new land investors succeed

One of the biggest mistakes I see investors make is spending too much time trying to find the "perfect" market before they ever send an offer. The truth is, you don't need the perfect county. You just need a market where there's already strong demand. In this lesson, I show you exactly how I research new land markets using real data instead of guesswork, and I walk through the same process I use when I'm starting from scratch.

I break down how I use tools like LandWatch and Land Portal to identify active counties, measure demand, and narrow down the best places to mail. More importantly, I explain why you shouldn't overanalyze your decision. Pick two or three solid counties, focus your marketing, and let the numbers guide you. That's how you build momentum and start doing deals faster instead of getting stuck in research mode.

What’s Inside: 

—How I use real market data to find profitable land-flipping counties

—Why following demand beats chasing the "perfect" market

—The key metrics I look for before sending offers

—Why focusing on a few great markets produces better results

One of my favorite ways to build real wealth with land isn't just flipping it for a quick profit. It's creating long-term cash flow through owner financing. In this conversation, I share one of my favorite land deals, where I bought a property for just $3,700 and turned it into a $13,000 sale with monthly payments that kept paying long after the deal closed.

I also explain why we're kicking off a brand-new market challenge from scratch, showing you exactly how we pick a market, send offers, and make real deals happen. Gavin and I talk about why bigger spreads are easier than most people think and how mixing wholesale deals with owner-financed deals can create both fast cash and lasting passive income. You're only one deal away from changing your financial future, and sometimes the smartest move isn't the fastest payday. It's building income that keeps showing up month after month.

What’s Inside: 

—How I turned a $3,700 land purchase into a $13,000 owner-financed deal

—Why owner financing creates long-term passive income

—A simple strategy for balancing wholesale profits with cash flow

—How we're starting in a brand-new market from scratch

What if you could stop choosing between cash now and cash flow later? In this conversation with my good friend Eddie Speed, I share how I turned a simple $3,800 land deal into a $13,000 owner-financed sale—and why that strategy completely changes the way I look at vacant land investing.

Most investors only make low cash offers and hope one sticks. But when you learn how to give sellers options with owner financing, you can get more deals accepted, create monthly income, and still put money in your pocket upfront. Eddie has bought over 50,000 seller-financed notes, including around 20,000 on vacant land, and he explains why financing is where real wealth gets built.

We also talk about why buying the right land matters, how to avoid the mistakes that trap so many investors, and why thinking like the bank instead of the flipper can completely transform your business. If you're ready to build recurring income without tying up your own cash, you're going to love this one.

What’s Inside: 

—How I turned a $3,800 land purchase into a $13,000 owner-financed deal

—Why offering seller financing gets more offers accepted

—How to create cash now, monthly cash flow, and long-term wealth from one deal

—The biggest mistake land investors make when choosing properties

A lot of people think success in land investing comes from finding cheap properties. I used to see people make that mistake all the time, and it usually led to frustration. The truth is, the pros don't win because they find the cheapest land. They win because they know exactly where to buy, how much to offer, and how they're going to sell before they ever make an offer.

In this episode, I pull back the curtain on three simple strategies that can completely change the way you approach land investing. I show you how to identify markets with real demand, make offers using proven formulas instead of guesswork, and create an exit strategy before you ever buy a property. These are the same frameworks I use every day, and they're much simpler than most people think. If you want to stop hoping deals work out and start making smarter decisions with confidence, you're going to love this one.

What’s Inside: 

—How I choose markets where land is already selling fast

—The simple formula I use to make confident offers

—Why every deal starts with a clear exit strategy

—The biggest mistakes beginners make and how to avoid them

What would happen if you stopped trying to learn everything and simply focused on making more offers? That's exactly what Zach did. While helping his wife care for their newborn, he spent about two hours a day working his land business and closed 13 deals in less than 10 months, averaging around $8,000 per deal.

His story isn't about hustle, long hours, or becoming a real estate expert. It's about following a simple system, trusting the numbers, and taking action before you feel completely ready. Too many investors get stuck in research mode, convincing themselves they need more knowledge before making their first offer. Meanwhile, other investors are taking action and closing deals.

I break down why confidence comes after action, not before it, and show how our AI-powered workflow helps remove the guesswork from pricing land and making offers. If you've been waiting for the perfect moment to get started, this conversation will help you see why the best time to act is now.

What’s Inside: 

—How Zach closed 13 land deals working just two hours a day

—Why taking action beats endless research and analysis

—The AI workflow that helps investors make offers faster

—How confidence is built through doing, not preparing

One of the biggest mistakes I see real estate investors make is trying too hard to sound like a salesperson. The truth is, sellers don't want a pitch. They want a real conversation with someone who listens, asks good questions, and understands what they're trying to accomplish.

Over the years, I've learned that the best deals come from being curious, not convincing. When I talk to sellers, I'm not trying to pressure anyone into a decision. I'm focused on understanding their situation, finding out what they want, and seeing if there's a way I can help. That's it. The more questions you ask, the more control you have over the conversation and the more opportunities you'll uncover.

I also break down the simple formula that drives every successful investing business: marketing, talking to people, making offers, and following up. It sounds basic because it is. Most investors know what to do. The challenge is being consistent enough to actually do it. If you're willing to have conversations, make offers, and follow up when others won't, you'll put yourself in a position to find more deals and build momentum.

What’s Inside: 

• Why sounding like a buyer beats sounding like a salesperson
• The simple questions that uncover motivated sellers
• How making more offers leads directly to more deals
• The four activities every successful investor does consistently

I see this mistake all the time, and honestly, it drives me crazy. Investors spend thousands of dollars on direct mail, PPC, and other marketing campaigns, then completely ignore the very leads they paid to generate. Someone calls, leaves a voicemail, hangs up, or submits their information, and nobody follows up. That's not just a missed opportunity. It's like taking your marketing budget and flushing it down the toilet.

Money loves speed. The faster you respond to motivated sellers, the better your chances of turning a lead into a deal. In this episode, I share a real example from one of my coaching clients who had dozens of inbound leads sitting untouched for weeks. With one simple phone call, we found a motivated seller who was ready to talk business.

I break down the five reasons why calling every lead back matters, why timing is everything, and how the investors who consistently win are usually doing the simple things their competitors refuse to do. If you're spending money on marketing, this is a lesson you can't afford to ignore.

What’s Inside: 

—Why every inbound lead deserves a quick follow-up

—How speed gives you a massive advantage over competitors

—The real reason motivated sellers stop responding

—Why consistent follow-up creates more deals than better marketing

For years, I thought the best way to succeed in real estate was by buying houses, managing tenants, and dealing with all the headaches that come with them. But over time, I realized there was a much simpler path.

That’s when I started focusing on vacant land. No tenants, repairs, or late-night calls. Just a straightforward business model that can be run from anywhere. In this short episode, I explain why I believe land investing is one of the best opportunities in real estate today and why more investors are choosing land over houses. If you're looking for a simpler, lower-competition way to get started, this episode is for you.

What’s Inside: 

—Why traditional house investing is becoming harder and more competitive

—The biggest advantages of flipping vacant land instead of houses

—How to run a land investing business completely virtually

—Why simplicity is the key to scaling a real estate business

Ross Hamilton has been around the real estate investing world for a long time, and this conversation was packed with lessons most people never hear about success, mentorship, and personal growth. We talked about the importance of surrounding yourself with the right people, protecting your mindset, and learning how to focus on the things you can actually control every single day.

Ross shared how he went from BMX riding and knocking on foreclosure doors to building and selling Connected Investors. One of the biggest takeaways was his perspective on mentors. Real mentorship is not something you apply for. It’s built through relationships, consistency, and showing up with value over time.

We also got into the mission behind Saving Homes, the nonprofit Ross started to help single parents avoid foreclosure after medical hardships. They are doing incredible work helping families stay in their homes and creating long-term solutions that actually make an impact.

If you’ve been feeling distracted, overwhelmed, or stuck in your business, this episode will help you refocus on what really matters.

What’s Inside: 

—Why other people’s energy affects your success more than you think

—How real mentorship is built through relationships and consistency

—The importance of controlling your focus and daily habits

—How Saving Homes is helping families avoid foreclosure crises

I share one of the dumbest things I’ve ever done and how it turned into one of the best lessons I could give anybody trying to get started in real estate. Years ago, my wife and I went cave exploring in Arkansas, and I found myself squeezing through tight underground tunnels thinking, “Why in the world am I doing this?” The only thing that kept me moving forward was following the biggest guy in the group. I figured if he could make it through, I could too.

That experience reminded me of how most people approach real estate investing. They overthink everything, try to customize proven systems, and let fear stop them before they ever take action. The truth is, success gets a whole lot easier when you stop trying to reinvent the wheel and simply follow people already getting results.

I talk about trusting the process, taking imperfect action, and why confidence often comes after you start moving, not before.

What’s Inside: 

—Why following proven systems works better than overcomplicating everything

—How taking imperfect action builds confidence faster than waiting

—The mindset shift that helps investors push through fear and uncertainty 

One of the biggest mistakes I see real estate investors make is ignoring SEO because they think it’s too complicated or doesn’t work anymore. But in this episode, I sat down with Caleb Luketic, and he completely changed the way a lot of people are going to think about free leads online.

Caleb shared how he generated a 36x ROI from organic SEO leads without spending crazy money on ads. And the cool thing is, he breaks it down into really practical steps anybody can start doing today, even if you’re brand new.

We talked about why your website still matters, how to build trust online, and why your personal brand is more important now than ever before. Caleb also explained how social media, Google reviews, AI-generated content, and simple storytelling can help sellers find you and choose you over your competitors.

One of my favorite parts of the conversation was hearing how investors can use AI tools like ChatGPT and Claude to create blog posts, social media ideas, and SEO content in minutes without sounding robotic.

If you want more inbound leads, better credibility, and a long-term marketing strategy that keeps working while you sleep, you’re going to love this episode.

What’s Inside: 

—How Caleb gets a 36x ROI from organic SEO leads

—Why branding and trust matter more than fancy websites

—Simple ways to use AI for SEO and content creation

—The importance of reviews, testimonials, and social proof

I’ve been spending a lot of time thinking about where things are headed with AI, and I’ll tell you this straight up… the opportunity right now is massive. But only for the people who are willing to lean in and actually use it. I’m not talking about dabbling here and there. I mean using it every single day in your business.

I started experimenting with AI in simple ways, like building a custom tool to help people discover their “why,” and it opened my eyes. You don’t need to be technical. You just need to be curious and willing to try things. From there, I began using AI to analyze deals, research markets, write marketing, and even automate follow-up. It’s like having a full team working behind the scenes.

Here, I walk through ten specific ways I’m using AI right now to generate leads, make smarter decisions, and stay ahead of the competition. If you’re not using AI yet, you’re not behind, but you do need to start. The people who adopt this early are going to dominate.

What’s Inside: 

—How I use AI daily to stay ahead of competitors

—Simple ways to automate lead generation and follow-up

—Using AI to analyze markets and investment opportunities

—How AI helps me create consistent marketing content

I’ve been doing this a long time, and I can tell you something most people don’t want to hear. The reason beginners quit isn’t because land flipping is too hard or the market changed. It’s because their “why” just isn’t strong enough.

I used to think wanting more money was enough. It’s not. When things get uncomfortable, and they will, surface-level reasons fall apart fast. You send out mail and nothing happens. Sellers say no. Life gets busy. Without something deeper driving you, it’s way too easy to walk away.

For me, everything changed when my why became personal. I was facing foreclosure, my wife was pregnant, and I was tired of spinning my wheels. That pain forced clarity. I wasn’t just chasing deals anymore. I was fighting for my family, my time, and my freedom.

In this conversation, I break down what a strong why really looks like and how to build one that actually pulls you through the hard days. Because if you get this right, you won’t quit. And if you don’t quit, you win.

What’s Inside: 

—Why most people quit has nothing to do with strategy

—The difference between a weak why and a powerful one

—A simple three-part framework to build a strong why

—How your why determines whether you succeed or quit

I’ve been thinking a lot about AI lately, and not just from a tech standpoint, but how it’s going to impact us as real estate investors. I came across a fascinating “what if” article that paints a picture of the near future, and it really made me stop and think. Not because I believe it’s all going to happen exactly like that, but because it highlights some very real risks and opportunities we can’t ignore.

Here’s the truth. Every major disruption creates fear, but it also creates massive opportunity. We saw it with the internet, and we’re seeing it again now. The people who struggle are the ones who resist change. The ones who win are those who adapt quickly and position themselves ahead of the curve. AI could impact jobs, especially white-collar roles, and that ripple effect could influence housing demand, lending, and the overall market.

So instead of worrying about whether the market will crash, I’m focused on what we can do right now to prepare. Where should we be investing? What kinds of properties are safest? How do we stay conservative while still taking advantage of what’s coming? This is about being proactive, not reactive.

What’s Inside: 

—How AI disruption could impact jobs and real estate demand

—Why affordable housing remains the safest place to invest

—Simple strategies to stay conservative and capitalize on market shifts 

I love keeping this business simple, and one of the easiest ways I’ve found to get more deals is by building relationships with realtors. Most investors overlook this, but realtors are talking to sellers every single day. The key is approaching it the right way and making it a true win-win.

When I reach out, I’m honest. I tell them I’m looking for discounted deals, but I also let them know I can send them listings from my own marketing that don’t fit what I do. That alone gets their attention. Then I sweeten the deal by offering a higher commission, sometimes up to 10%. Now I’m not just another investor calling. I’m someone they actually want to work with.

I also walk through a real seller conversation and show you how I comp properties on the fly using Zillow. You don’t need to overcomplicate this. Just look at actives, look at solds, and make a simple, conservative offer. Even if they say no, send it anyway. You never know when circumstances change.

This business rewards consistency and simple conversations. Make a few calls every day, build relationships, and let the deals come to you.

What’s Inside: 

—How to turn realtors into a steady source of discounted land deals

—Why offering higher commissions gets agents bringing you opportunities

—How to comp land quickly and confidently using Zillow data

I decided to do something simple that most investors overcomplicate. I picked up the phone and started calling realtors. No fancy scripts, no overthinking, just honest conversations. And what happened next is exactly why I keep preaching this… the opportunities are already out there, you just have to ask the right questions.

On one call, I dug into a property that had been sitting for months and uncovered why it hadn’t sold. That alone gave me leverage. But the real win came when I simply asked about other deals. That’s when the realtor mentioned a price drop that wasn’t widely known yet. That’s how you start finding off-market or “hidden” opportunities without spending a ton on marketing.

Here’s the key. I’m not pretending to be some big-time investor. I’m just curious, transparent, and focused on solving problems. I let them know I can close quickly, pay commissions, and make their job easier. That positioning changes everything.

If you’re stuck, this is your reminder. Stop waiting for perfect conditions. Start making calls, building relationships, and taking imperfect action. That’s where the deals are.

What’s Inside: 

—How simple realtor calls uncover off-market and hidden deal opportunities

—Why asking the right questions creates leverage and reveals seller motivation

—How positioning yourself as an easy buyer attracts more deals

I’ve been doing this business a long time, and I can tell you something most people don’t want to hear. Success in real estate isn’t complicated, but it does require discipline. I’ve seen people with tons of money fail, and others with almost nothing absolutely crush it. The difference always comes down to execution, consistency, and doing the work when it’s uncomfortable.

What I’ve learned over the years is that you either invest time or money, but you can’t avoid both. If you don’t have the cash, you better be willing to hustle. Get on the phone, talk to people, make offers, and follow up like your business depends on it because it does. Momentum doesn’t happen overnight, but if you stick with it long enough, things start to click.

In this conversation, I break down the 10 rules I believe are non-negotiable if you want to succeed in this business. From mastering sales and tracking your numbers to making consistent offers and leading with integrity, these are the fundamentals that separate those who win from those who quit. If you’re serious about getting results, this is the roadmap.

What’s Inside: 

—Why consistency beats talent in real estate investing

—The importance of committing to at least six months

—How making more offers directly increases your income

—Why follow-up is where most deals actually happen

I had a great conversation with Seth Williams, and we tackled a question I’ve been hearing a lot lately. Is land investing dead? If you’ve been in this business for any amount of time, you know things change. Markets shift, response rates go up and down, and what worked a couple years ago might not work the same way today. But that doesn’t mean the opportunity is gone.

Seth and I talked about what’s really happening right now. Some investors are struggling because deals are harder to find or take longer to sell. Others are seeing better results because fewer people are mailing or competing. That’s the game. It’s always evolving. The ones who stay in it and adapt are the ones who keep winning.

We also got into what it takes to stay relevant. Whether it’s improving your follow-up, using better systems, or even pivoting your strategy, success comes down to doing the fundamentals consistently. This business still works. But you have to treat it like a real business and be willing to adjust when needed.

If you’ve been wondering whether it’s still worth it, this will give you some clarity.

What’s Inside: 

—Why land investing feels harder but still works for those who adapt

—How fewer competitors can actually improve your results

—The importance of follow-up, systems, and answering the phone

—When and why you may need to pivot your strategy

I’m going to be honest with you. This business is hard. A lot harder than most people expect. The reality is most people who get into real estate won’t succeed. Not because it doesn’t work, but because they don’t do the work. They get stuck in emotions, overthinking, and blaming everything else instead of focusing on what actually matters.

What changed everything for me was learning to focus on data instead of drama. I stopped worrying about rejection and started tracking numbers. If I needed 30 no’s to get a yes, then every no meant I was getting closer. The deals are out there. They always have been. The real question is whether you are consistently marketing and making enough offers.

I also had to stop blaming the market, the competition, or the gurus. None of that helps. Every market has opportunity if you are willing to adapt and follow where the demand is going. Success comes down to ownership, consistency, and doing the uncomfortable work most people avoid.

What’s Inside: 

—Why most people fail and how to shift from emotions to data

—How consistency and volume lead to predictable deals

—Why taking ownership and embracing discomfort changes everything

One of the biggest mindset shifts you need to make in land investing is realizing this: we’re not really in the land business. We’re in the marketing business. When I see investors struggle in this niche, it almost always comes down to one simple problem. They stop marketing too soon or they treat marketing like an expense instead of an investment.

I’ve seen deals come in months or even years after the first letter was sent. In fact, I once got a call from a seller who kept one of my letters for three years before finally reaching out. The reason that deal happened is simple. We were still marketing and still in the game.

Another challenge I see a lot is investors getting discouraged too quickly. They talk to a few sellers, hear a bunch of no’s, and assume the system isn’t working. But most deals come from follow-up. Just because someone says no today doesn’t mean they won’t be ready tomorrow.

In this episode, I break down six of the biggest mistakes I see land investors make and how a few small shifts in your marketing and focus can completely change your results.

What’s Inside: 

—Why consistent marketing is the foundation of a successful land business

—How follow-up turns rejected leads into profitable deals

—The mindset shifts that help investors avoid common mistakes

I see it all the time. Smart, capable people who want to do land deals… but they’re stuck. Not because they can’t do it. Not because it doesn’t work. But because fear gets in the way.

Fear of failure. Fear of rejection. Fear of making a bad offer. Fear of not having enough money. Fear of competition. I’ve had every single one of those thoughts myself, and I’ve coached thousands of students who’ve wrestled with the same things. The truth is, these obstacles feel huge in your head, but they’re a lot smaller once you start taking action.

Land investing isn’t a talent game. It’s a numbers game. If you make enough offers, you will get deals. If you market consistently, talk to sellers, and follow up, you will separate yourself from 90% of the competition. And if you don’t have confidence yet, borrow mine. Borrow the confidence of others who are already doing deals.

You don’t need all the answers before you begin. You just need to move forward. Progress beats perfection every time. If you’re willing to push through the fear and focus on simple, consistent action, this business can absolutely work for you. 

What’s Inside: 

—The biggest fears that keep investors from taking action

—Why making consistent offers beats trying to be perfect

—How to handle rejection and build real confidence

—Why land investing is a numbers game, not a talent game

I’m making a big shift in my business this year, and it might surprise you. Instead of chasing the biggest profits possible on every deal, I’m focusing on selling cheaper deals that move faster. Over time, I’ve learned that velocity of capital beats holding out for top dollar, especially in a changing market.

Sellers are becoming more motivated, competition is lighter, and buyers are still active if you pay attention to where they’re actually purchasing. My strategy is to target those active areas, price deals to sell quickly, and keep consistent marketing going so the pipeline stays full. This creates predictable income and removes the stress of waiting months for a deal to close.

I also share how direct mail plays a huge role in this plan and why being conservative with your pricing can actually make you more profitable long term. If you want a steadier, more resilient land business, this approach can change everything.

What’s Inside: 

—Why faster deals create more consistent income

—How motivated sellers are increasing opportunities

—Why conservative pricing helps you stay competitive

There’s a brutal truth about land investing that most people don’t want to hear. The market is not dead. The deals are not gone. The opportunity is still massive. But the people who win are the ones who refuse to quit.

I brought Jessey and Kevin from Pebble on to talk about what they’re seeing behind the scenes. They have a front-row seat to thousands of land investors, and the pattern is clear. The hobbyists are dropping out fast. The consistent operators are doubling down and quietly stacking deals. The gap is widening.

We talked about what is actually working right now. Plain postcards. Simple letters. Real follow-up. Doing the boring work over and over again. No magic lists. No secret scripts. Just consistent marketing, smart targeting, and relentless follow-up. The gold is still in the mail, and even more in the follow-up.

We also dug into Pebble, what makes it different as a property-centric CRM built specifically for land investors, and how AI is starting to play a real role in intake, comping, and automation.

If you are serious about land, this conversation will either challenge you or confirm you are on the right track.

What’s Inside: 

—Why consistency and long-term follow-up create the majority of closed deals

—How postcards are outperforming letters and why simple mail works best

—Why following the money helps you choose the right counties and zip codes

—How Pebble and AI tools are helping investors streamline intake and operations

Growth in business often comes down to a few key decisions. The kind that feel uncomfortable at first. The kind you resist because they cost money, require trust, or force you to let go of control.

In this second part of the series, I share several shifts that dramatically increased my productivity, profitability, and peace of mind. From hiring differently to thinking differently about marketing and generosity, these changes weren’t just tactical. They were mindset upgrades. And once I made them, everything started compounding.

If you feel stuck at a ceiling in your business, one of these shifts might be exactly what you need.

What’s Inside: 

—Why hiring a U.S.-based assistant can double or triple your productivity

—How investing boldly in marketing separates serious investors from dabblers

—The importance of tracking ROI and aiming for fast returns on ad spend

—How generosity in business and life creates long-term abundance

I’ve been using direct mail since 2006, and every time someone says postcards are dead, I just smile. This conversation with my good friend Luke Jaten is proof that simple, old-school marketing still works incredibly well when you do it right. While everyone else is fighting over clicks, algorithms, and rising ad costs, Luke is quietly helping businesses generate massive results with one ugly postcard.

What really stood out to me was the story of a local window installer who spent $50,000 on online ads and got zero sales. Luke helped him send a small batch of postcards, tested two versions, and one of them produced $75,000 in sales in just two weeks. Same business. Same market. Completely different outcome.

This isn’t about clever copywriting or reinventing the wheel. Luke shows how to take marketing that’s already working online and simply adapt it for direct mail. No long learning curve. No complicated funnels. Just smart testing and focused execution.

If you’re looking for a powerful side hustle, a way to fund your real estate deals, or even a full-time income helping businesses grow, this episode will open your eyes to opportunities most people are ignoring.

What’s Inside: 

—Why direct mail is more effective now than ever

—How one postcard generated $75,000 in two weeks

—The power of testing small before scaling

—Turning simple marketing into a high-income skill

Back when I was losing my house, bleeding money, and overwhelmed with too many strategies, I hit a breaking point. I had to stop trying to do everything and start getting laser focused. That’s when everything changed for me.

This episode is all about five things I used to say yes to but now firmly say no to. These shifts didn’t just buy back my time… they made me more money. If you’re stuck in five-dollar-an-hour tasks, chasing every shiny new object, or jumping on every meeting and project that comes your way, I get it. I was there. But learning to say no gave me the focus to build a business that works for me instead of the other way around.

This isn’t about doing more. It’s about doing what matters. If you want more time, more money, and more freedom, it starts by cutting the noise.

What’s Inside: 

—The real cost of saying yes to five-dollar-an-hour tasks

—How shiny object syndrome kills momentum and profits

—Why fewer meetings and tighter focus multiply your results

You’re going to love this episode. I brought Gavin Timms on to walk us through a real deal he recently did with his team. They bought a piece of land for $45,000 and sold it for $68,000 in just 40 days. The coolest part? Neither Gavin nor his partner ever stepped foot on the property. His partner handled the whole thing while living in Korea.

This deal is a perfect example of what happens when you stop overcomplicating things and just follow a proven process. Gavin breaks down how they picked the market, pulled the list, sent out simple marketing, and followed up until the contract was signed. He also shares how they listed the property on the MLS before owning it and closed with a solid $15,000 profit without using any of their own money.

If you’re still wondering if land flipping works or whether you need to be local to do deals, this story will open your eyes to what’s possible when you take consistent action.

What’s Inside: 

—How Gavin’s team flipped land from overseas using simple tools

—The exact steps they used to find and market to motivated sellers

—How they negotiated and listed the property before owning it

—Why consistent follow-up made all the difference

If I had to put food on the table and close a deal in 30 days flat, I know exactly what I’d do. And I lay it all out right here. No fluff, no gimmicks, just the real, raw strategy that works when you work it.

You don’t need fancy tools or massive budgets. You need a simple plan and the grit to make 20 calls a day. In this episode, I share how I’d choose a hot land market, build fast rapport with realtors, and stack up conversations that lead to actual contracts. I even walk through exactly what I’d say on the phone and how to get agents sending you off-market deals week after week.

Whether you’re new to the game or needing a reset, this episode is your roadmap. It’s practical, doable, and built to get results fast.

What’s Inside: 

—Why talking to 20 people a day changes everything

—How to use realtors to find deals and buyers without direct mail

—The one simple question that turns cold calls into contracts

If I had to start over from scratch with no leads, no list, and no momentum, this is exactly how I’d get a land deal fast. You don’t need a fancy website or a big budget. What you need is a proven system, a few simple tools, and the discipline to take action every single day.

In this episode, I walk you through how I’d pick the right markets, find the hottest zip codes, pull seller lists, and get offers out the door quickly. Whether you’ve got money to spend or you’re working with nothing but time, I’ll show you a plan that works. I even show how to use tools like ChatGPT, Redfin, and FreedomSoft to simplify the research and focus only on areas where land is actually selling.

Too many investors get stuck trying to be perfect. The truth is, success in land comes from consistent action and smart strategy. This episode lays out exactly how to get moving fast and keep it simple.

What’s Inside: 

—How to find off-market and aged land listings for free

—A simple way to analyze comps and send low-risk offers

—The exact script to use with agents to get better deals

—How to automate your offers using PrintGenie or a VA

I dare you—try this land deal strategy for just 10 days and watch what happens.

What I’m about to walk you through is exactly how I’d start over if I had to do my first land deal again with little to no money. You don’t need a fancy CRM. You don’t need thousands of dollars in direct mail. What you do need is hustle, a phone, and the willingness to send a lot of offers. I break down exactly how to find neglected vacant lots, contact the agents or owners, and make intelligent, low-risk offers that get attention.

This isn’t theory. It’s the same strategy I used with my teenage boys at the kitchen table to close our first land deals. If you commit to talking to 15 people a day, sending just 10 offers a day, and following this plan for 10 days straight, I believe you’ll get a deal under contract. And that one deal can put $5K to $10K in your pocket.

The best part? You can outsource almost all of it. But you’ve got to get started.

What’s Inside: 

—How to find off-market and aged land listings for free

—A simple way to analyze comps and send low-risk offers

—The exact script to use with agents to get better deals

—How to automate your offers using PrintGenie or a VA

I used to think PPC was just a big expense better left for the big guys with deep pockets. But here’s the truth: if you’ve done a few deals, know how to talk to sellers, and can close, ignoring PPC is probably costing you way more than you realize.

I brought on Brandon Bateman, one of the top PPC experts working with hundreds of investors around the country. We talked about what makes PPC leads so different, why most investors mess it up, and what it takes to actually make it work. If you’re serious about doing more land deals without chasing cold leads all day, this is a game-changer.

PPC isn’t magic, and it’s not for total beginners. But if you’re already closing deals, know your numbers, and want more consistency without burning yourself out, this is the next step.

What’s Inside: 

—Why PPC leads convert faster and are more motivated than other types of leads

—What makes PPC work and why most investors miss the mark

—How fast follow-up makes or breaks your success with PPC

—The real cost of PPC and why it’s worth it when done right

If you think wholesaling doesn’t work anymore or the market is too competitive, you’ve been listening to the wrong people. In this episode, I break down exactly why wholesaling is still the best business out there if you want to make fast cash without a ton of risk. I’ve been through every market cycle since 2006 and the people who stay focused on the fundamentals are still doing deals and making money.

Too many investors waste time chasing big, complicated deals. They hear about someone making six figures on a flip and think that’s the way to go. But while they’re stuck in a deal for 12 months, a good wholesaler has already flipped 10 or 15 smaller deals and made more profit with way less risk.

You don’t need to be a genius. You just need to be consistent. Follow the demand. Talk to sellers. Make offers. Follow up. Do that and you’ll be way ahead of everyone else.

What’s Inside: 

—Why wholesaling small deals beats big risky ones

—How to find what buyers actually want and sell it to them

—The four actions that create consistent profits

—Why now is the best time to double down on wholesaling

I want to share a story that still hits close to home. There was a season where I was losing my house, cash was bleeding out fast, and my wife was eight months pregnant. I had bought course after course, tried to learn everything, and still wasn’t doing the one thing that mattered most. Taking action.

That pressure forced me to make a decision. I stopped trying to customize everything and finally committed to following a proven system exactly as it was laid out. No tweaking. No overthinking. Just doing the uncomfortable work. That shift changed everything.

In this episode, I break down the five lessons that helped me turn things around and why having the right coach and actually listening to them can save you years of frustration. If you feel stuck, overwhelmed, or like you are doing all the right things with nothing to show for it, this conversation might be the wake-up call you need.

What’s Inside: 

—Why following instructions matters more than trying to be creative early on

—How a coach saves time, money, and painful mistakes

—The power of accountability and focused action

—Borrowing confidence until you build your own

I love direct mail, but I also get it. A lot of you want to do land deals and you just don’t have the budget yet. So in this episode, I’m breaking down my favorite free strategy that works incredibly well, even if you’re not mailing anything. This is exactly what we teach inside the Flip Dirt Challenge and people are getting crazy fast wins with it. All you need is a phone, a good market and a little consistency. I’ll walk you through how to find older vacant land listings, exactly what to say to realtors and why the real gold here is the relationship, not the first offer you make. If you do this five times a day, you may never have to spend a dollar on marketing again.

What’s Inside: 

—The simple script I use when calling realtors

—How to filter homes.com for motivated land listings

—Why networking with realtors leads to off-market deals

—The strategy that can replace direct mail entirely

The land investing space is shaking out big time right now, and that is creating one of the best opportunities I have seen in years. A huge percentage of investors have quit, which means less competition and more motivated sellers for those who stay consistent. I break down why people are struggling, why consistency matters more than ever, and how smart investors are doubling down on marketing when everyone else is pulling back.

I get into the importance of picking better markets, focusing on velocity of capital, tightening up your offers, and dumping bad deals fast so you can stay cash rich. I also talk about community, masterminds, and why isolation kills momentum. If you want to stay in the top tier of land investors this year, this conversation will show you exactly where the opportunity is and how to capitalize on it.

What’s Inside: 

—Why so many investors are quitting and why that is good for you

—How top performers are succeeding in a tough market

—What markets and deal types have the strongest demand right now

—Six specific steps to win in the next 6 to 12 months

In this episode, I share a strategy that can completely change the way you make offers and land deals. I was driving home from the Tesla charger thinking about how many investors overcomplicate this business. You do not need huge mailing budgets, fancy tools, or massive lists to start doing deals. What you need is a simple daily routine of sending five to ten intelligent, targeted offers to sellers who actually own good properties in high-demand areas. That is exactly what I am teaching in my upcoming Get a Contract By Christmas workshop. I am giving you my letters, my calculator, and my comps process, and I am even making five real offers live so you can follow along. 

If you want to take action without the fear of messing up, overpaying, or wasting money, this workshop will fire you up and give you a plan you can use the same day.

Contract By Christmas live workshop happens on December 5th at 11am EST. Go to joemccall.com/ChristmasContract now.

What’s Inside:

—How sending a handful of smart offers outperforms blasting thousands of blind offers

—The exact criteria for finding quality properties in top-performing zip codes

—How to write persuasive cash and owner financing offers sellers actually respond to

—Why this simple routine can get you a deal in three weeks if you stay consistent

I’ve been thinking a lot about the simple habits that separate struggling investors from the ones who thrive, and this conversation reminded me just how foundational the basics really are. I pulled together ten principles I learned from my good friend Tom Krol, a guy who built his business through real trial and error. These aren’t theories or motivational fluff. They’re real habits that have shaped my own journey and the journey of thousands of investors I’ve coached.

As I walked through each point, I found myself revisiting the times I ignored these habits and paid the price and the seasons where I doubled down on them and everything started growing again. Whether you’re new to real estate or scaling into bigger numbers, these ten habits can completely shift the trajectory of your business and your life. They’re simple, but they’re not always easy. If you take them seriously, things will change.

What’s Inside:

—Why the people you spend time with determine your long-term success

—How reading daily transforms your decision-making and clarity

—The power of tracking net worth and putting revenue first

—The mindset shift that comes from massive imperfect action