The Land Investing Business Secrets

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 estateWhy land deals can outperform houses in profit and simplicityThe marketing channel Scott trusts most in today’s marketHow 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 salesWhy “likability” isn’t about personality — and what to lean on insteadJen’s repeat-relate-resume method to unlock better conversationsHow 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 yearCreative seller financing that converts casual browsers into buyersDirect 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 workHow royalties are calculated and what those checks can look likeWhere the best states are for mineral investingWhat 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 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 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