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

A wellspring of hard-earned knowledge, Ajay takes us behind the curtain of his business, giving the inside scoop on his exact sales process. From the key metric he and his team focus on to disqualifying leads to the most common objections land investors face AND how to break through them. He also walks us through how he was able to go from a 23% call-answer rate to 45% – a nearly 100% improvement. Taking to heart the idea of being the mentor he wished he had when he started in land, Ajay is a total open book. There’s so much packed in, you’ll have to listen to this one twice! IN THIS EPISODE LISTEN AND LEARN: - How to get sellers to pick up the phone much more frequently - The 4 types of objections and how to overcome them - How to create your own mastermind Show notes: IG: https://www.instagram.com/investingwithajay/ Website: [Assets for Acres](https://www.assetsforacres.com/) Some of the podcasts he’s appeared on: [REtipster](https://www.youtube.com/watch?v=nFKPZ3YzKqE) [OnlyLandFans](https://www.youtube.com/watch?v=CUViPoXUAug) [Billy Keels](https://www.youtube.com/watch?v=zkXBmLVUEI8) [REtipster](https://www.youtube.com/watch?v=uGFK4-WqqVg) [The Real Estate Investing Podcast](https://www.youtube.com/watch?v=Il-JxIt-414)

Building trust is key to winning more leads, sales, and completing deals. I'm joined by Robert Dow, a full time land investor, who discusses the strategy of collecting positive reviews, ratings, and testimonials.

In this episode we cover the timing, strategies, and tools that make collecting testimonials easy. But, Robert also shares how he deal with challenges like negative reviews, like the ones on Google or Facebook. 

It's time you included testimonial collection as a part of your system after completing any deal.

One of the most time draining and intensive activity is answering to all the messages on Facebook for your vacant land property. At the same time, you can't avoid talking and dealing with these leads.  So what do you do? 

Prequalify.

Today I'm bringing on Clint Turner, who has really built a system and process of handling these leads. Clint explains to us the importance of saving time through prequalifying, how to prequalify with a VA, and even shares with us a guide to prequalifying your Facebook leads. 

Once prequalified, the lead finally comes to you in which you can then begin speaking to them.  So listen to this episode as Clint shares with his his sales funnel to save you time.

Make sure you also download the guide Clint has helped put together.

NOTE: This episode is part of a 4-part mini series.

Derek Schlieps is a Facebook Ads expert working with other house wholesalers, rehabbers, and flippers. He's helped many investors pull in leads for a fraction of what it would typically cost per lead with mailouts. 

In this first episode of a 4-part mini series, I got the chance to bring Derek on and discuss about the different strategies to finding motivated seller leads - and it all starts with a "compelling offer".

And that's what this episode is all about - the key to kickstarting your Facebook ads strategy. Keep in mind, this episode isn't really about the technical ins-and-outs of setting up Facebook Ads but focuses on the bigger picture of setting up the perfect strategy to bring leads in so you can help property owners offload their property.

To learn more or to have Derek help you with generating motivated seller leads (with a completely free first month) www.reiconversion.com/facebookleads

In this episode we feature Dave Van Steenkiste who brings his experience of automating and running his business as hands-off as possible with the power of Virtual Assistants.

Dave shares his journey of land investing and explains how bringing on VA's requires a specific mindset. Hear how Dave hires, delegates, and tracks his team of VA's. Not only that, but how Dave sets a level of expectation for himself with his team in order to ensure he's investing enough time and effort to encourage growth of his assistants to take on running his business for him.

You can also expect to learn about how much to pay VA's, tools he uses, and cultural differences of VA's from different countries.

We're diving into VA's specifically for real estate investing and how it can help your business automate and scale.

Joseph Cote, along with many other land investors has recently become a victim of the growing practice of land photography scamming. Joseph has put together a checklist that can easily reduce the chances of yourself falling victim as well.

Using easy tools and switching them on to the right types of questions to verify your photographer is legit, we dive into an episode that will save you from wasted time and money.

With the beauty of the internet now, we can run our investing out of state - literally anywhere.  Whether you are investing from within the next state over, or on the other side of the planet in Thailand, genuine connection through communication can be tough especially when it's done through words typed up in an email.

But having the opportunity to build trust and connect with your leads with dynamic video is so much more impactful than characters that make up words on a screen.  From your tone to your facial expression, communicating through video can be so much more effective and faster saving you time.

Have a listen to this episode of the REI Conversion Podcast, as I share with you the most common and effective scenarios for using recorded videos to save time and win more deals and the exact tools (free) to use.

Willie Goldberg of Willie G Coaching for land investors is on a new trajectory to 10x his investing business. He

's dropping his coaching program to solely focus on growing, automating, and explode his investing.  And he's going to share with you the 5 things that are preventing you from scaling your investing and what you need to do about it. Not only that, Willie also shares with the top 5 tools (that are much more simple than you think they are) that you need in order to automate and scale your investing business.

You'll see this isn't rocket science but rather it's all about your mindset, strategy, and goals.

In episode #11, I am joined by guest Justin Melquist of the Land Trainer and he shares how he's putting all his efforts into marketing on Facebook. An overwhelming 70% of sales come from Facebook alone, and he shares exactly how he drives his Facebook leads to his site and closes on those sales.

You get a promising lead from your land buying website…
You spend an hour researching the property…
You determine the perfect offer price…

… You then finally make the offer only to be declined immediately.

Does that sound familiar?

Well in this episode, I am joined by podcast guest, Seth Williams of REtipster. 

Seth has developed a huge time-saving method to make offers for those leads that come in through your land buying website. 

Coined the ’30-second offer’, in this episode we talk about:

• how this saves time
• his experience using this strategy
• tools to automate these offers
• bonus free script download

That’s right, in this episode, Seth shares with us the EXACT email script he uses to deliver these offers plus email HEADLINES for better open rates. 

Make sure you listen right to the end to hear about his email template takeaway download so you can start sending out these offers.

In episode #9, we discuss about the top 5 reasons of why property investors should be watermarking their photos and how it will drive more buyer leads. Typically this isn't done, but should be incorporated into your tasks of preparing photos and we discuss the easy and fast tools that will only take a few seconds to watermark all your photos.

After doing 200+ land deals, Dan Haberkost knows what it takes to build campaigns that convert. Starting in real estate at the ripe old age of 21, Dan did his first flips while still in college and got into land shortly thereafter as a way to fund his long-term buy-and-hold strategy. To create the cash flow required to buy properties though, you need to get pretty good at one thing… Marketing. What Dan discovered early on is that the big pain points everyone else was beating to death – like “Quick Cash Close” – weren’t moving the needle with his target sellers. In this episode, Dan breaks down why that messaging doesn’t work and what he does instead. *IN THIS EPISODE LISTEN AND LEARN:* - Marketing strategies that have helped Dan close hundreds of deals - The biggest concerns sellers have

Should you lock your properties behind a buyer email optin form?

We recently held a Facebook Live session discussing our upcoming Buyers' List building strategy. Specifically about the strategy of locking properties behind an email optin form.

And we wanted to truly see if this was an effective method.

Our team is going deploy 2 versions of the REI Landlist (land selling website), with mock properties and run the test of collecting emails over the next few months with actual traffic coming.

Our Goal: to observe the behaviours of those who are required to submit their email contact vs those who are not required to do so in order to view the properties.

Listen to why and how we plan on running this test so that you can follow and track the results we come to to help you make the decision if you should lock your properties behind a buyer lead optin form to grow your buyers' list.

Luke Harris of The Farm Finders began collecting buyer email leads since the launch of his business - even though he wasn't sure what to do with it just yet. Only after a couple years, he has transformed that list and is now reaping the benefits of it, riding out the uncontrollable algorithms of Facebook or Craigslist affecting the sales of property.  Luke now sells 30%-50% of his properties to his email list, sometimes within hours of blasting his emails. 

We’re going to be diving into exactly what he’s doing with his email marketing from the importance of having a land selling website that also collects emails to build his buyer’s list all the way to the kinds of emails he’s writing and even when is the best time he’s found to send out his emails to be able to offload his properties just through his newsletter. 

Make sure you listen right to the end to hear about his template takeaway so you can start applying the same strategies.

In episode #6, negotiating and counter offering most of the time can sometimes feel like a lost cause and a waste of time. But here's a simple 2-step script that I have systemized and used that has saved the property's deal and more importantly, time.

In episode #5, we tackle the topic of if you should have a different site for both your property buying and selling website. And the major risks you’re running if you keep them together as one site.

In episode #4, we discuss how hiring a virtual assistant can help give you time to grow your business. But what kind of tasks should be given to VA’s? How to find and hire VA’s? and What tools are needed? We’ll go over the basics of bringing a new VA into your team allowing you to scale your investing operations.

In this episode #3, we discuss what you can do to get your Facebook Marketplace Account in deep waters, what you should avoid and be careful of, and if you do end up in trouble, how to resolve this.

In this episode #2, we discuss how better headlines can increase your property lead submission rate, helping you land and find more properties and profit from them. Believe it or not, headlines make a difference - and we put our headlines to the test.

In this episode #1, we discuss how you can post your property in several Craigslist cities to market to neighboring cities, areas, and states and get maximum exposure for your properties

Additional Notes: One thing I didn’t mention in the Podcast episode, is that if you plan on posting the same property across several markets on Craigslist, make sure you change up the text and formatting. This is another way of Craigslist detecting your property existing across their different areas and could end up being removed.

If there’s one truism about the land business, it’s that anyone can do it if they have the right attitude and stay consistent! Kendall LeJeune's journey to land success is cut from that very cloth, a teacher turned serial entrepreneur who does podcasting, coaching and runs a 5,000+ person online community alongside his thriving land business. In this episode, he takes us behind the curtain, getting into the nitty-gritty of how he finds surefire hires (plus a hack to amplify accountability) and his onboarding process. The big takeaway though? Processes. Before you bring anyone on or scale, you need to dial in your systems, build detailed playbooks and understand each step personally. It’s all much easier than it sounds when you hear Kendall break it down! IN THIS EPISODE LISTEN AND LEARN: - Why it’s important to embrace challenges and fear to get where you want to be - What to do if you’re starting with ZERO dollars to invest - How to help hire find their zone of genius

You’ve no doubt heard the whispers that direct mail just isn’t cutting it anymore…is it true though?

Not according to JT Olmstead who’s finding HUGE success by scaling up his direct mail operation.

In fact, he’s built his entire business around direct mail.

Listen in as we peel back the curtain on how he’s been able to consistently make big gains with mailers. We’re digging into the type of mailer he sends most, how often and, critically, how he and his team lock in pricing (hint: lots of research goes into making no-brainer offers).

You’ll also learn how diligently tracking KPIs has helped JT streamline his mailers and land business; there’s just so much you don’t truly know about your business until you have the numbers in front of you.

If you’re having reservations about mailers, this episode is an absolute must.

IN THIS EPISODE LISTEN AND LEARN:

• JT’s exact mailing strategy and how to work out pricing
• How tracking performance weekly helps you optimize your processes
• The importance of following up

Tired of sending out endless mailers only to hear crickets?

It might be time to ditch the mailbox and dial in your success with cold calling.

After a year or so doing direct mail, that’s exactly what started happening to Joe Roberts – his returns from mailers began to fall off dramatically and he needed to adapt.

Cold calling went from being a lead generation testing ground alongside trying out SMS to quickly becoming the way.

From learning the ropes personally by being on the phone to building Land Caller, a dedicated cold-call lead gen company for land investors, cold calling has fueled Joe’s rise to becoming a 7-figure investor.

In this episode, he drops knowledge on everything from cost per lead to ideal call length to planting seeds for the close.

IN THIS EPISODE LISTEN AND LEARN:

• Why cold calling is more effective than direct mail
• What to say and ask on the initial call
• How to secure the second call

There’s an old proverb that goes like this: “If you want to go fast, go alone. If you want to go far, go together”.

Wayne Boerger’s land investing journey aligns quite well with that.

Picking up the trade as a side hustle during the pandemic as many others did, it wasn’t until 2023 and not one but two layoffs that he decided to cut the shore line of corporate life and go all in on land.

How’d he make it work after nearly a decade with SalesForce?

Community and accountability.

Sounds simple but getting into a community and showing up consistently can get you past all the blockers in your way – and it’s an extremely helpful hack for getting you over imposter syndrome which is so common amongst entrepreneurs.

Listen in and see how community is helping set Wayne up for a 7-figure year.

IN THIS EPISODE LISTEN AND LEARN:

• The value of joining an accountability group or community
• Contrarian advice that’ll keep you in the game
• Why vulnerability is a superpower

Another year in the books and what better way to end it than looking back at the lessons 2023 taught us?

With dozens of guests on the program this year, we touched on a lot of different land topics – from artificial intelligence to the Donut Strategy, automation to hiring practices and everything in between.

In this year-end special, we pulled the 23 biggest lessons and put them in one place.

Jump into an episode chock full of rapid-fire insights and get quick hits on delegation, building trust with your website, when to target bigger deals and more!

IN THIS EPISODE LISTEN AND LEARN:

• 23 land investing lessons in 23 minutes
• Practical advice you can start implementing today
• Mindset tips to help you reach your goals

The Holy Grail for Land Investors

Are you ready to tap into over a decade of high-level land investing knowledge and strategy? That’s exactly what you’ll find in the Land Investor’s Playbook, Travis King’s new book that’s nearly three years in the making. The plays you’ll find inside are pulled directly from personal experience and the a-ha moments that allowed him and his wife to grow their business to 7-figures. From unconventional plays such as assignments, wholesaling and portfolio takedowns to stacking plays like combining a subdivide with seller financing to appreciate value and create recurring income, you’ll have the how-to for all of them and more at your fingertips. This isn’t some eBook or lead magnet either, this is 208 pages of deep dives into battle-tested frameworks.

IN THIS EPISODE LISTEN AND LEARN:

• What you’ll find inside The Land Investor’s Playbook
• Tips and tricks pulled directly from the pages
• What led Travis to write the book

Shownotes:

• Book: The Land Investor’s Playbook
• Book site: https://thelandinvestorsplaybook.com/
• Site: https://www.landinvestingmastery.com/
• Email: travis@landinvestingmastery.com

Welcome to our 100th episode! This special edition of the show is a conversation between our founders, Jessey and Kevin, about the Pebble story so far.

From bootstrapping a software company to hiring a team to developing useful features for the land community, get the inside scoop on how Pebble was built to this point.

(Spoiler: it all started with Kevin creating a tool for himself to make his land investing journey easier)

If you’ve wondered how we decide what to build, how we prioritize features and what’s coming next for Pebble, this is for you.

Plus, get a sneak peek at a new feature.

IN THIS EPISODE LISTEN AND LEARN:

• When it’s the right time to outsource and hire
• What guides our process for feature development
• How growing Pebble is similar to growing a land business

It was a 5-second decision. When his brother Daniel (ep. 97) approached him with the idea of getting into land, Ron sold off his 401k, liquidated his stocks and went all in.

With no background in real estate and entrepreneurship, it was sheer tenacity, belief in the process and good old-fashioned grinding that brought Ron and Daniel to incredible heights and the freedom they’d both been looking for.

In this episode, Ron walks us through their partnership, the early days and how he went from saving $5,000 in three years as a basketball coach to averaging $20k profit per flip soon after getting started in land.

IN THIS EPISODE LISTEN AND LEARN:

- Why it’s important to do every job in your business before outsourcing it

- How Ron and Daniel split their roles within their business

- The one thing that kills most partnerships

“If you have an opportunity on the line, it’s our responsibility as land investors to close that deal…Violence is the answer sometimes, getting s**t done, making it happen” Clayton Hepler isn’t talking about literal violence here, of course, it’s all about doing what it takes to push a deal across the finish line. Being deeply involved, making the calls, following up, going beyond standard due diligence and more. This guy is the quintessential operator and has built a killer land investing business through attention to detail, accountability to key metrics and data-driven decision-making. He’s downright scientific about getting results from his sales team with daily sales trainings and role playing, weekly call reviews and a strict adherence to measuring those trainings against KPIs.

IN THIS EPISODE:

• Understand what an operator is and what makes a good one
• Why it’s important to be an operator instead of an orchestrator
• Learn the 3 things to have before you get into the land business

“The businesses that make it to the next level, they don’t do it by working harder or working more, they do it by removing friction.”

From only getting into land in 2020 to already building a 7-figure land business, Justin Piche knows a thing or two about getting to that next level.

In this episode, he breaks down how he removed friction from the micro to the macro; from the tools his team uses to how he built out a 10-person, international team (including the position he considers most important).

Add in insights on marketing, forced appreciation, team empowerment and how he structures compensation, this is essentially a mini masterclass.

IN THIS EPISODE LISTEN AND LEARN:

• The importance of team empowerment for business growth
• A method to get your cost per lead down
• Detailed advice on hiring

Shownotes:

Buy Back Your Time - Dan Martell

www.justinpiche.com

twitter.com/Scouting4Land

myInterview

RemoteCo

From drop shipping to a juicing company to writing romance novels, Daniel Apke has dabbled in a *wide* range of business over the years – but land has become his sweet spot.

Why?

Sustainability. Profits. Freedom.

But he didn’t go in alone.

A key factor in his success was finding the right partner: his brother Ron.

In this episode, Daniel takes us through the journey of how they run their company entirely remotely and how important it is to find a partner that complements your own skills.

Now, with their education program, they’re on a mission to deliver the same freedom they found through land investing to others.

IN THIS EPISODE LISTEN AND LEARN:

• Which type of person tends to do best in land flipping
• The most important trait to look for in a potential business partner
• How consistency solves the majority of your issues as a land investor

Shownotes:

Start with Why - Simon Sinek

www.landinvestingonline.com

www.instagram.com/danielapke

daniel@landinvestingonline.com

Land investors are entrepreneurs at heart, but you’d be hard-pressed to find someone who embodies that pure entrepreneurial spirit more than Dave Denniston.

He has 3 (three!) successful land businesses and a conference devoted to land – all while balancing a thriving financial planning business and his own podcast.

Needless to say, it’s impressive.

And it’s that balance plus his strategic approach that this episode is all about. Dave takes us through how he built out those land businesses with his partners, put together a 15 to 20 person team and even created a CRM.

He also drops a lucrative job offer into the mix, so you don’t want to miss this one!

IN THIS EPISODE LISTEN AND LEARN:

• Tips and tricks for hiring and building your team
• Why it’s important to be curious and try new things in business
• Learn how access scrubbing can help you make the most of your mailing dollars
• Landunconference.com
• Fall 2023 Land Unconference Inner Circle
• daviddenniston.com doctorfreedompodcast.com
• dave@daviddenniston.com

A pilot, a firefighter and a supplement company owner walk into a bar…

Bartender says, “Hey Buck”.

In this episode, we go deep with Buck Rizvi, an entrepreneur who ran 7- and 8-figure e-Comm businesses (and still does!) before jumping into the land business.

Given his success and diverse experience, you’ll want to take note of his thoughts on land, to paraphrase:

“Compared to other things that I’ve done, land investing was the fastest at generating profit – and a lot of profit. I’ve never seen something move that fast.”

From just getting started in 2020 to being the head coach for Land Investing Mastery, Buck takes us through his journey, highlighting the importance of caring about people and going the extra mile to connect with them.

Get your notepad out, this one is chock full of actionable insights.

IN THIS EPISODE LISTEN AND LEARN:

• Why endorsements and reviews are your best friend in business
• The importance of focusing on people and relationships
• How to minimize and even avoid mistakes

Shownotes:

10x is easier than 2x by Dan Sullivan & Dr. Benjamin Hardy

Survival Dad

Drew Haney is probably the laziest land flipper you’ll ever come across – his words, not ours!

But that hasn’t stopped him from building an absolute juggernaut of a land business.

In fact, it’s largely what’s fueled his success, both in and out of land.

Laziness unlocked the power and leverage of delegation, empowering his team to handle more so he could focus on his sweet spots.

For Drew, that meant double-down on networking because relationships are assets.

“People bring opportunities” as he puts it.

Networking is where his mastermind with land investing stars Jarren Barnes, Ajay Sharma and Peter Nukasani started from (all guests of ours by the way!) and also what turned him into a partner at Circle Stone Capital.

In this very wide-ranging episode, we discuss everything from his background in the Army to being naked in a South Korean spa with one of Pebble’s founders to his journey to the top of land investing.

(And for the record, anyone who spends $70k on land flipping education, $50k on networking and is an Army Reservist isn’t exactly lazy in our book)

IN THIS EPISODE LISTEN AND LEARN:

• The power of networking
• How to build a strong, trusted team
• The value of a diversified business

Shownotes:

Andrew's LinkedIn

Andrew's Facebook

Ibuyland.org

The Gap and Gain by Dan Sullivan

Did you know that over 90% of people that you market to will check you out before they do business with you?

And if nothing meaningful comes up?

You can likely say Sayonara to that deal…and leave lots of money on the table.

Why?

Land is a people-to-people business. People buy from people and website your site is where that relationship starts.

In this episode, veteran land investor and real estate marketing pro, Alicia Jarrett explains how effective marketing and branding can humanize your business and improve your deal flow.

Because your website and branding are about more than just your domain name, logo and colors.

Branding is your story; it’s how you position yourself and how you create connections.

Get it right and get more deals.

Shownotes:

Supercharged Offers

LinkedIn - Alicia Jarrett

Facebook - Supercharged Offers

Facebook - Alicia Jarrett

The E-Myth - Michael E. Gerber

Refreshingly simple. Those are the two words Colin Murphy uses to describe land flipping after 2 decades in the house flipping game.

With so many transferrable skills between the two, it’s no surprise that more and more house flippers are finding success in land.

Are you ready to say goodbye to the headaches of homes? The inspectors busting your chops, the low appraisals, the buyer complaints, the permits, etc.?

If so, this episode is exactly what you’re looking for.

Not to say it’s all sunshine and rainbows though, succeeding in anything new takes time, effort and a heaping helping of resilience.

Colin transitioned over 18 months, doing both house and land flipping.

Listen in as he breaks down his journey out of one space and into the other.

IN THIS EPISODE LISTEN AND LEARN:

• Why now is the time to think about switching from house flipping to land flipping
• Tips to successfully make the transition
• Which skills are most transferrable

Books:

The Long Ships by Frans Bengtsson

Mindset by Carol Dweck

Miracle Morning by Hal Elrod

Consider this the no-excuses episode.

Mina Rickey joins the show with her contagious positivity and entrepreneurial spirit to talk about everything from getting started in land investing and her unconventional strategy to the importance of building processes.

With involvement in multi-family homes and self-storage properties as well, she’s on the path towards building a business that she can work on, not in (something the Dirt Hacker Challenge has helped her with).

When it comes to taking any sort of action, as Mina puts it, “there’s no time limits, only attitude limits”

If you’re feeling stuck, this may very well snap you out of it.

IN THIS EPISODE LISTEN AND LEARN:

• Why Mina has taken the Dirt Hacker Challenge twice (and is planning to do it again!)
• The importance of systems and processes to your business
• How a low volume, big payday land strategy works

Show notes:

LandReadyPro

LinkedIn

Facebook

Decode REI Podcast

VestRight

Rickey’s Jerky

Dirt Hacker Challenge

Books

Thinking, Fast and Slow

Psychology of Money

Did you know that it can take over 10 touches, on average, to get a response and even more to actually close a deal?

The exact number of touches will vary but the significant point is that the days of sending a mailer and closing are largely in the rearview.

On this episode, we’re joined by land investing expert and systems guru Callan Faulkner who breaks down the importance of multi-touch marketing.

She also walks us through the benefits of texting and when to introduce it into your marketing plan as well as a breakdown of her own multiple-touch workflow – and so much more.

IN THIS EPISODE LISTEN AND LEARN:

• When to introduce texting into your workflow (and how)
• Why multi-touch marketing is critical to closing deals
• How having a single source of truth and a dedicated CRM can transform and streamline your investing

Shownotes:

• REI Optimize (Hello@Reioptimize.Com)
• Buy Back Your Time By Dan Martell

In 3 short years, Pete Reese has taken his land investing business from $1.2 million in revenue to a projected $10 million in 2023.

And he has the receipts to prove it, posting his monthly income and deal breakdowns on his website so you can transparently see what’s what.

In this episode, he shares what his land business looks like internally and how he’s grown it. From explaining all of his hires to pinpointing who you should consider hiring first when you’re looking to scale.

Plus, one simple pro tip that’ll keep you on track and set up for success.

IN THIS EPISODE LISTEN AND LEARN:

• How to build a team
• Who to hire first in your land business
• The importance of having systems for your team

We’ll cut straight to the chase: if you’re sending mailers, this episode is a must.

Michael Robertson builds campaigns like no one else in the business and he breaks down exactly how he makes each of the lists on his 13 Niches Lists.

His best list: 3,000 mailers. 11 properties bought.

That’s 1 out of every 272 mailers sent. Impressive.

The key to his success?

Build a great list first, then filter and refilter, digging through some truly inventive lists, like:

• $100 list
• 65+ list
• Low credit score list
• Code enforcement liens list
• And plenty more

Michael is no doubt one of the most creative land investors working today, get your notepad ready and learn how to build each list.

IN THIS EPISODE:

• Learn about each list on Michael’s 13 Niche List
• Understand why they work and how to create them
• Find out why Versium is such a powerful data tool

Whether you’ve been in the land investing for months or years, direct mail has long been considered the bread and butter of a viable business.

But If you’re concerned about direct mail costs and getting nervous about your response rates, there are other ways to reel in leads and close deals, specifically: Cold Calling.

Listen in as Nicholas Nick, the founder of Lead Mining Pros, breaks down the best practices for developing a cold calling strategy.

Everything from how to get started to script tips to overcoming objections and, critically, when to actually make the offer.

88

• Why creating a real connection matters
• Nicholas’ recommended script for qualifying a lead
• When to start talking about price (hint: not on the first call!)

Closing deals left and right, cash pouring in passively and minimal stress…life as a land investor sounds pretty good, huh?

Is that reality though?

Not quite.

In this episode we’re welcoming back top land investor Sumner Healy to paint a clearer picture of what land investing – or land entrepreneurship as he calls it – is really like (check out his previous appearance here).

He walks us through his own experiences growing his land business, starting with just $7k to having regular 6-figure months. The journey to success is never linear however and with those highs came plenty of lows, from burnouts to plateaus and ceilings that seemed impossible to break through and everything in between.

Sumner candidly lays out the thought processes and mindset that helped him carry on and which are vital for success in land.

IN THIS EPISODE LISTEN AND LEARN:

• Mindset tips to keep you on track
• The importance of truly celebrating your wins
• Why taking time off makes you a better entrepreneur

Repeatable systems are the key to scaling your land business and buying your time back.

Getting processes out of your head and documented ultimately helps you get them out of your hands too, allowing you to delegate so you can focus on the highest value tasks.

They’re the difference between feeling like you’re an employee of your business, stuck doing endless admin, and being the owner that’s free to chart a path toward greater profit.

In this episode, we’re talking to the author of SYSTEMology, David Jenyns, about the benefits of creating systems, how to implement them *and* how to maintain them.

Oh, and systems aren’t only for teams, they can help a solo owner thrive and scale just as well.

IN THIS EPISODE LISTEN AND LEARN:

• The importance of creating a culture that follows processes
• The pain points to look out for when you start creating systems
• How getting systemized can help you scale your land business faster

Embracing the unknown is critical for moving your business forward and it’s exactly what transformed Johnny Forgione into the land investor he is today.

One who jumped almost immediately from single lots and into subdividing while still running his personal training business.

He’s not running blindly into new deals though because being an entrepreneur is also about proper risk management. For him, that means investing in himself through continuous education, from books to coaches like Travis King.

At the end of the day, you can’t be fixated on the one thing that got you to where you are now, you have to push through and into the unknown to grow.

IN THIS EPISODE LISTEN AND LEARN:

• How Johnny runs two successful businesses
• Why education is a game-changer for growth
• The importance of mindset for an entrepreneur

Notes: Contact info: FB and email: forgionejohnny@gmail.com

Do not miss this episode. After making nearly $1 million on land in the last 12 months, Ray Zhang is giving away his secrets – including his recession-proof strategy.

With only 1 team member and working remotely himself (he’s never been to any of his lots!), Ray has developed a system that allows him to easily operate in 40 counties while putting in just 2-3 hours a day on land.

The biggest trick? Follow the data. There’s no guesswork in his approach.

This episode isn’t only for the veteran land flippers though, Ray also offers up actionable insights to help rookie investors that are feeling stuck.

IN THIS EPISODE LISTEN AND LEARN:

• Ray’s mega-effective Donut Strategy
• Specific tips for finding markets to work in
• How to stay profitable through a recession

A bias toward action, adaptability and not being afraid to ask for help are the keys to surviving in the land business. Stick with those pillars long enough and eventually, you’ll even thrive.

From flipping houses to flipping land and then building his team, Jesse Marchand takes us through the pivots that have brought him success and how the land investing community helped him get there.

With challenges being ever-present, it’s more critical than ever that you have the confidence to push the ego aside, raise your hand and ask questions of the community and/or your coaches.

It’s exactly what helped Jesse build the systems and team needed to weather any storm. Remember, land investing isn’t passive. Use your resources, get help when needed and be flexible.

IN THIS EPISODE LISTEN AND LEARN:

• The importance of community for land investors
• How hiring correctly reduces headaches
• How asking for help pays big dividends

Retirement is just the beginning. Karl James dabbled in land before retiring and has since gone all in after 4 decades of the 9 to 5. The magic formula to making it work? Relationships, systems and networks.

There’s an old saying that goes, “if you want to go fast, go alone. If you want to go far, go together.” Karl takes us through how tapping into the tight-knit land investing community accelerated his growth and improved his business.

Just as important is Karl’s transparent approach to talking with buyers and sellers. They say honesty is the best policy, tune in to hear Karl explain how coupling that with an abundance mindset has helped him close deals.

The quickest way to burn out is to go hard as you can…without any direction. It’s something our good friend Paul Brewer knows all too well.

At one point working 60 hours/week as a firefighter and another 60 in land investing, work-life balance was all but impossible.

What changed?

Stopping, reevaluating and committing to getting systems in place after creating goals and a long-term vision.

Paul learned to pace – because there’s no race in finding success! – and started buying back his time through strategic hires (we did an entire episode on the importance of the exact job Paul hired for) and optimizing processes.

IN THIS EPISODE LISTEN AND LEARN:

• How to prevent burnout
• 3 book recommendations from Paul and Jessey
• The importance of creating and documenting your systems