Explore every episode of the podcast The Land Investing Business Secrets

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:

- How to use Landwatch, Redfin and ChatGPT to find the most active markets right now

- Why ugly plain text postcards outperform glossy mailers every single time

- How Joe averages $750 to $1,000 in marketing cost per deal using direct mail

- 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 he’s 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 you’ll want to take notes.

What you’ll 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

📱 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 subdividin​g, bigger land deals, and how to think beyond just flipping one property at a time.
​
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.
​They also break down marketing and messaging, what’s 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 you’re actually trying to build long term.
​
If you’re looking to get into subdividing or just want to level up how you think about your land business, this one’s worth a listen.
​
What you’ll 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 property’s highest and best use

• Why clear marketing and better messaging matter more than ever

• H​ow to think long term about what kind of business and life you’re actually building

Shownotes:

• Casey@TheSubdivideGuys.com

• www.TheSubdivideGuys.com

In this episode, Jessey sits down with Mason McDonald to talk about what’s actually working right now in the land business.Mason’s been deep in the land world for years now, and since the last time he was on the show a lot has changed. He’s still flipping land, but he’s 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, there’s 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 what’s really happening in today’s buyer’s 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 you’re investing in land or real estate in today’s market, this episode offers practical insight on how to adapt, stay profitable, and play the long game.✅ What You’ll Learn:• Why fewer small deals are working in today’s market• How Serious Land Capital evaluates higher-value properties• What “elbow grease” really looks like in tough deals• Why cash flow and discipline matter more than ever• How to think long-term in a buyer’s market• Lessons from running and scaling multiple businesses• Market outlook for land investing in 2026Shownotes:🔗 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 You’ll 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 “shiny” 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 what’s really working in 2026—hint: it’s 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 you’ll 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 today’s market
• How masterminds can create decade-long partnerships
• The “hot seat” secret of making hard decisions faster
• Drew’s bullish take on off-grid tech and rural land demand

🔗 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 isn’t about hype. It’s about adapting to what works now.📌 What you’ll 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 Dan’s 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 what’s next.What you’ll 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 isn’t 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 you’re mailing for land, houses, or local services, this one cuts through the fluff with real insights from both sides of the table.What you’ll 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 isn’t the problem- How branded mail works better than generic offers- What’s changed in consumer behavior since 2020

In this episode, Kay Walker returns to share what’s 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 what’s helped her stay consistent and profitable.

What you’ll 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

• Kay’s experiments with envelope design and creative messaging

• How she thinks about hiring and staying lean

• What it takes to stand out when everyone’s copying templates

Hunter and Kevin join Jessey to talk about what’s really working right now in land—from cold calling to custom mailers, market selection, follow-up, and why land investors’ "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 you’ll 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 don’t 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 (Hunter’s setup)• How to find good realtors and build long-term relationships• The one thing they’d 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 he’s stacking lists for high-response marketing while staying efficient with a small team.What you’ll 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 6–7% 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 he’s building to scale his business the right way.

What you’ll 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 he’s 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 he’s doubled down on what works instead of chasing trends, and how his approach to land has evolved in today’s shifting economy.

What you’ll learn:

• Why the “spray and pray” 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

• What’s inside Action Land Academy and who it’s for

Where to reach Scott / Learn more about Action Land Academy:
🌐 https://actionlandacademy.com
📸 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 what’s 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 you’ll 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- Clay’s honest take on the state of the land industry right now- How to identify your “4 percent” 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 you’ll 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 he’d do differently)

• Why slowing down and focusing on people beats chasing every deal

• How Josh’s 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 you’ll 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/](https://www.google.com/url?q=https://www.linkedin.com/in/hbgcapital/&sa=D&source=calendar&ust=1755437108684007&usg=AOvVaw1QCch1ov1G40DroLB4BBiC)

What if the fastest way to bigger land profits was learning density, not swinging hammers?In this episode, Jessey sits down with Ricardo “Revenue Rick” 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.You’ll 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.

You’ll 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 today’s market

• How to pivot, cut losses fast, and stay creative in business

Alex Toma didn’t 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.You’ll 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 it’s not.In this episode, Jessey sits down with Efrat, an Israeli land investor and former architect who’s 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.You’ll 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 — 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 didn’t come from a textbook — but from a Miami bar?

In this episode, Jessey chats with Jen Way, a real estate investor turned sales coach, who’s 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 — not persuasion — is the foundation of great sales.

You’ll hear Jen’s 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 “likability” isn’t about personality — and what to lean on instead

• Jen’s 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 — 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. You’ll hear how a college side hustle turned into a full-time business, why he avoids blind offers, and how he’s built passive income by offering seller financing to buyers who weren’t even looking.

With just two VAs and a tight system, Hunter is moving 100+ deals a year — 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 — 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 what’s under the ground.

We’re 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 weren’t just educated guesses—but 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 method—resulting 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.com](https://www.google.com/url?q=http://www.ailanddealz.com&sa=D&source=calendar&ust=1745090899026499&usg=AOvVaw1KWDrpy-g-KQeCkjllPOFN)[info@ailanddealz.com](mailto:info@ailanddealz.com)

Kay Walker didn’t 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 she’s 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 hasn’t slowed down—it’s 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 subdivides—without 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 surprising—putting service before sales actually makes you more successful.

After climbing the ranks as a top 2% Zillow agent, Ryan brought his “service-to-sales” 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 Branson’s business philosophy—but packed with practical takeaways for land investors.

IN THIS EPISODE:

• How the “service-to-sales” 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, he’s turned the art of cold outreach into a science and walks us through the process step-by-step.

He’s even put together a library of 7 free courses, including “Hour a Day Investor” 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 you’re working in
• Understand the new one-to-one consent rule

Land investing has changed – 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, he’s 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 – 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 who’s doubling down on the latter, building a high-quality, scalable business.Instead of chasing volume, he’s 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 – 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?

That’s the cold, clockwork math behind texting and – good news! – it’s far less complicated than it seems to get started with it.

In this episode, we’re talking to Michael Bartolomei of Launch Control about the ins and outs of texting marketing, including the benefits of features like “Text Spinners” and “Quick Replies”.

Plus, why it’s 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 – it’s 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 – 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 T’s.

“No toilets, termites or tenants” 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 wasn’t exactly a walk in the park though and he candidly takes us through the mistakes he made along the way – 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 😉

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](https://www.patriotplots.com/) and in this episode, they take us through their decision to build a business together – and how it’s 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? It’s 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 – and why it’s 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, that’s been something of a guiding light for Austin Graham, financial advisor turned full-time land investor—a 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, we’re big fans of this advice trifecta he shared:

1. Take massive imperfect action

2. Progress, not perfection

3. Keep it simple

   
   

IN THIS EPISODE:

• Find out why consistency trumps just about everything else

• Learn the one VERY clear offer letter tweak that’s yielded him many deals

• Discover how he uses the Pebble Pricer tool to zero in on price per acre for his blind offers

“If land were really that difficult, you think a fella named Rooster would’ve figured it out?”

Rooster Vance, the land legend of Texas – and well known beyond the borders of the Lone Star state – talks to us about how he’s 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 – exhibit A: Rooster’s 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 – from June to September – he and his partner:

• Doubled their money on their first flip: $18K -> $36K
• Got ~150 acres under contract
• Dove straight into big-ticket subdivides

How’d they make it work so fast?

It wasn’t 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 – 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, we’re talking to Josiah Ronco about a hair-raising deal that took roughly 17 months to close.

Starting with murder – just in time for Halloween, right? – 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 site…this 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 we’ve heard!

We also cover Josiah’s 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, you’re 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 (it’s pretty quick).

The benefits to seller/owner financing?

Easier, faster and higher priced deals.

Is owner financing right for you?

You’ll find out if it’s 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, we’ve 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 details…and 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? That’s exactly what Ben Pijanowski of Assets for Acres breaks down for us in this episode. As the Integrator to Ajay Sharma’s 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 – 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 you’re 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](https://www.instagram.com/benpijanowski/) - [Assets for Acres](https://www.assetsforacres.com/)

We’re very (very) much in a seller’s 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 you’re 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