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Land Feasibility 101: What Every Agent Needs to Know with Jeff McCann
💎 Download my FREE Capacity Assessment: https://coaching.lyneacarver.com/give-me-leverageÂ
Most brokers don't lose a deal because of the market, they lose it because they didn't know what to look for in the land because nobody taught them. That's exactly what Jeff McCann is here to fix. Jeff is a third-generation dirt contractor, 30-year broker, land use consultant, and affiliate instructor at the University of Washington with dual master's degrees in Real Estate and Construction Management. He's helped acquire, entitle, develop, and sell over 1,000 acres across the Puget Sound region and he's spent years distilling everything he knows into a framework called ZATTSSUM: eight elements, eight potential fatal flaws, and one tool that could save your clients (and your reputation) before you ever put pen to paper.
In this episode, Jeff breaks down what land feasibility actually looks like in the field. He's earned the nickname "the dream popper," and he wears it proudly. If there's a fatal flaw in your deal, he'd rather tell you in the first 15 minutes than watch you spend half a million dollars finding out the hard way. Whether you're a residential agent curious about land, a seasoned broker looking to sharpen your skills, or someone who just wants to stop recommending the wrong properties to your clients, this episode is for you.
YOU’LL LEARN:
00:00 — Welcome + who is Jeff McCann
01:44 — From third-generation dirt contractor to land use consultant
02:44 — What a land use consultant actually does for brokers and buyers
05:33 — Teaching at UW: master's programs, undergrad degrees, and who they're for
10:11 — Why real estate is tangible and what market analysis really looks like
13:06 — The ZATTSSUM framework: 8 fatal flaws on land deals every agent needs to know
17:00 — What brokers are missing and why it's costing their clients
17:48 — Feasibility Fundamentals: Jeff's new state-approved course (coming soon)
20:02 — The honest math on land deals vs. residential sales
22:11 — Raising the bar: professionalism and education in real estate
23:21 — Lifelong learning as the differentiator between professional and hobbyist
25:33 — Jeff's podcast Real Leaders in Real Estate
31:34 — How Jeff splits his time: broker, consultant, educator
33:52 — Advice for agents who want to scale or explore land
36:00 — How to connect with Jeff
CONNECT WITH JEFF:
- WebsiteÂ
- YouTube
CONNECT WITH LYNEA:
- Subscribe to the YouTube Channel Â
- Send me a message
- Join my free community for leaders
- FacebookÂ
- InstagramÂ
- WebsiteÂ
This episode of The Systems-Driven CEO was produced by Heart Centered Podcasting.Â
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By Lynea Carver Coaching💎 Download my FREE Capacity Assessment: https://coaching.lyneacarver.com/give-me-leverageÂ
Most brokers don't lose a deal because of the market, they lose it because they didn't know what to look for in the land because nobody taught them. That's exactly what Jeff McCann is here to fix. Jeff is a third-generation dirt contractor, 30-year broker, land use consultant, and affiliate instructor at the University of Washington with dual master's degrees in Real Estate and Construction Management. He's helped acquire, entitle, develop, and sell over 1,000 acres across the Puget Sound region and he's spent years distilling everything he knows into a framework called ZATTSSUM: eight elements, eight potential fatal flaws, and one tool that could save your clients (and your reputation) before you ever put pen to paper.
In this episode, Jeff breaks down what land feasibility actually looks like in the field. He's earned the nickname "the dream popper," and he wears it proudly. If there's a fatal flaw in your deal, he'd rather tell you in the first 15 minutes than watch you spend half a million dollars finding out the hard way. Whether you're a residential agent curious about land, a seasoned broker looking to sharpen your skills, or someone who just wants to stop recommending the wrong properties to your clients, this episode is for you.
YOU’LL LEARN:
00:00 — Welcome + who is Jeff McCann
01:44 — From third-generation dirt contractor to land use consultant
02:44 — What a land use consultant actually does for brokers and buyers
05:33 — Teaching at UW: master's programs, undergrad degrees, and who they're for
10:11 — Why real estate is tangible and what market analysis really looks like
13:06 — The ZATTSSUM framework: 8 fatal flaws on land deals every agent needs to know
17:00 — What brokers are missing and why it's costing their clients
17:48 — Feasibility Fundamentals: Jeff's new state-approved course (coming soon)
20:02 — The honest math on land deals vs. residential sales
22:11 — Raising the bar: professionalism and education in real estate
23:21 — Lifelong learning as the differentiator between professional and hobbyist
25:33 — Jeff's podcast Real Leaders in Real Estate
31:34 — How Jeff splits his time: broker, consultant, educator
33:52 — Advice for agents who want to scale or explore land
36:00 — How to connect with Jeff
CONNECT WITH JEFF:
- WebsiteÂ
- YouTube
CONNECT WITH LYNEA:
- Subscribe to the YouTube Channel Â
- Send me a message
- Join my free community for leaders
- FacebookÂ
- InstagramÂ
- WebsiteÂ
This episode of The Systems-Driven CEO was produced by Heart Centered Podcasting.Â