REI Conversion Podcast

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 differenceHow a smaller team keeps things efficient and profitableRunning direct mail campaigns in-houseLessons from scaling a busy short-term rental businessWhat developers really want when buying landHow 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 outsourcingWhat async operations look like in a real land businessWhy focusing on fewer counties led to more deal flowHow 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 acquisitionsWhat the day-to-day looks like when one person owns the seller pipelineThe tools and workflows that support consistent deal flowWhy follow-up and live contract signing matterWhat 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 closeWhy transparency builds trust (and helps you win 99% of the time)How documenting processes makes scaling smootherThe 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 ProsThe difference in lead quality and quantity when it comes to cold calling vs textingThe importance of American vs foreign callers depending on the market you're working inUnderstand 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 scaleGet 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 light Shownotes: - 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

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: Take massive imperfect action Progress, not perfection Keep it simple IN THIS EPISODE: Find out why consistency trumps just about everything else Learn the one VERY clear offer letter tweak 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

“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

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

This episode is an absolute treasure trove of *deep* land investing knowledge and advice. Sumner Healy is nothing short of a legend and having him back on the show (third time is a charm!) to get into the nitty gritty of his business is a treat for all. If market selection is giving you trouble, you're going to want to listen to this one twice. The process Sumner has built over the years to pick the right markets has yielded some epic results: - 79% increase in offer accuracy - 67% increase in ROAS (return on ad spend) - Reduced time on market from 90 days to low-*30s* - 8 hours a week saved by removing the manual aspect of market selection On top of a thorough, tactical breakdown of his process, Sumner also gives us the scoop on how he built his team and the lessons learned from scaling that team up *and* scaling it down. The days of spray-and-pray marketing are long gone and the age of the sniper is upon us – this episode will help you aim better. PLUS: [LIA Mastermind event announcement] Join Sumner and a *ton* of other investors in Vegas for two days of education, community and connection. IN THIS EPISODE: - Learn Sumner's market selection process – in detail - Discover the importance of homogeneity when doing market research - Find out what a *micro*politan market is - Hear how one of his community members turned $7k in marketing into $220k in profit

1 to 2 hours of sleep a night, 100 hours a week at work and barely any time to see his wife. That was the life of a young healthcare exec – and while he was making a multiple six-figure salary, life itself was soul-crushing. Mason McDonald found his way out in the form of land investing, netting an absurd $115k on his first deal. In this episode, he takes us through the transition from corporate America to successful land investor with an emphasis on simply taking action. As he puts it, “If you have an idea, take action and then iterate from the action…you're never going to have perfection in this business and you don't need to because your competition is probably worse than you are” With a new career in land, he and his wife could take a 3-week vacation to Japan where he didn't have to work at all. Not bad! IN THIS EPISODE: - Learn how Mason builds his most successful mailers - Understand the power of consistent follow-up with a marketing breakdown of a 40-50 touch deal that took over a year to close - Get delegating tips from a former healthcare CEO who was a pro at it

How does someone go from no background in land to averaging 40 deals a year? Tenacity, taking action and a strong support network. Before March 2022, Chris Johnsen made his living as an electrician, building a great business over 15 years. He'd been eyeing the vacant lot next to him; he wanted to buy it…but didn't know how. So he popped online, got on the assessor's website and figured it out. A couple weeks after purchase, he sold it for double. Holy cow, Chris was onto something! And so began his journey, working in every part of the land business on the next deals – getting vital experience pounding the pavement for sellers and building a network of developers and buyers – and by deal 10 he wound down his electrician business. Now, it's all about hiring and removing himself from day-to-day tasks so he can focus on growth. Tune in to learn how he's going about it. IN THIS EPISODE LISTEN AND LEARN: Why Chris's land business changes every 3-6 months The importance of doing things manually when you first start How he improved his cold-calling response rate with simple tweaks

What's your sweet spot in land? Marketing? Talking to sellers? Chris and his team found their niche in equity funding and dispo – getting into the nitty gritty of the transactional side of land investing – and doubling down on it; helping land investors grow their business by moving to larger and larger deals. Whether you've been in land for years or just a few months, you quickly learn that your money is made on the buy side so your due diligence and underwriting need to be top-notch. That's where Chris and his company, Serious Land Capital, shine, having done *thousands* of deals over the years to hone their craft, they now have 7-figure deals sent their way *weekly*. In this episode, he breaks down the equity funding business he and his partners have built and their process for choosing what to fund. IN THIS EPISODE LISTEN AND LEARN: - The go-to tools Chris uses for diligence - Why 90-95% of the deals they're brought are a *no* - Why investors seek equity funding and their process for assessing each deal Show notes: https://www.seriousland.capital/ https://www.facebook.com/groups/landdailydiligence https://landfunding.partners/ [chris@seriousland.capital](mailto:chris@seriousland.capital)

What were you doing when you were 16 years old? Closing 6-figure land deals? Yea, neither were we! Cruise Lickerman is breaking the land investing mold though, entering the industry before he can even start an LLC on his own. Coming from a family of entrepreneurs, Cruise caught the bug early collaborating with his mom – also a real estate and land investor – on his first flip. Wanting to truly learn the ins and outs of the business rather than be told exactly what to do, he's since gone out on his own to chart his course (with his family's support). He takes us through the awkwardness of that initial deal to now optimizing his mailers with A/B testing and his plans to scale – while balancing schoolwork. Inspiring to say the least! Whether you're a parent of a teen or just interested in getting started with land, there are takeaways for everyone in this episode. **IN THIS EPISODE LISTEN AND LEARN:** - How supportive parenting creates bigtime confidence - The importance of A/B testing to increase response rates - How to nurture the entrepreneurial spirit in your kids and yourself

There's no such thing as purely passive income in land investing…but owner financing can get you dang close, which Peter Nukasani is all about. The cherry on top? Buying and selling land on terms requires far less money down than creating income via traditional options like dividends (and is much safer than staking crypto!). That's not all he's up to though. A strong wholesaling business and a focus on marketing that's gotten him over 75,000 followers on TikTok – a once untapped space for land before Peter doubled down on it – has created ever-increasing MRR. The real secret to his success? A community. Talking to people who really get it, celebrating wins and working through losses together is immeasurable. The difference between quitting and sticking to it. Creating close connections with folks like Drew Haney, Ajay Sharma and Jaren Barens has enriched Peter's life and business. IN THIS EPISODE LISTEN AND LEARN: How to create recurring, monthly revenue with owner financing The ins and outs of Peter's wholesaling business Why a community is a key to growth BONUS: Promo code for Peter and Drew's Supercars and Land Investing event in Colorado on June 28th and 29th! Podcast Episodes: 1,300 Deals with No Mail Sent! How to Bulk Buy Land? TikTok Book: Your Next Five Moves by Patrick Bet-David Site: Once Upon a Brick

A wellspring of hard-earned knowledge, Ajay takes us behind the curtain of his business, giving the inside scoop on his exact sales process. From the key metric he and his team focus on to disqualifying leads to the most common objections land investors face AND how to break through them. He also walks us through how he was able to go from a 23% call-answer rate to 45% – 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)

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

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

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 beWhat to do if you're starting with ZERO dollars to investHow to help hire find their zone of genius Shownotes: FB group: OnlyLandFans Podcast: OnlyLandFan

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 pricingHow tracking performance weekly helps you optimize your processesThe 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 mailWhat to say and ask on the initial callHow 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 communityContrarian advice that'll keep you in the gameWhy 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 minutesPractical advice you can start implementing todayMindset 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 PlaybookTips and tricks pulled directly from the pagesWhat led Travis to write the book Shownotes: Book: The Land Investor's PlaybookBook 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 hireWhat guides our process for feature developmentHow 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

“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 growthA method to get your cost per lead downDetailed 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 flippingThe most important trait to look for in a potential business partnerHow 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 teamWhy it's important to be curious and try new things in businessLearn how access scrubbing can help you make the most of your mailing dollarsLandunconference.com Fall 2023 Land Unconference Inner Circledaviddenniston.com doctorfreedompodcast.comdave@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 flippingTips to successfully make the transitionWhich 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 businessHow 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 dealsHow 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 teamWho to hire first in your land businessThe importance of having systems for your team

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 mattersNicholas' recommended script for qualifying a leadWhen to start talking about price (hint: not on the first call!)