Real Estate Investing Mastery Podcast

One question I get all the time is, should you find land buyers first or find the deals first? I've tried both, and I've learned that having an actual deal to offer makes those buyer conversations a whole lot easier.

My good friend Matt Bills and I recently made $5,000 on a land deal in Florida. We got it under contract for $20,000, assigned it for $25,000, and closed in just 14 days. One simple deal, one buyer, and a quick payday. Not bad, right?

Matt and I break down how we found that property, figured out what it was worth, and connected with the right buyer. We also share some of our favorite ways to find cash buyers, work with realtors, and negotiate better deals. Sometimes a quick nickel really is better than a slow dime!

What’s Inside: 

• Why finding deals first makes finding buyers easier
• How we made $5,000 on a simple land assignment
• Finding serious cash buyers and investor-friendly realtors
• Pricing land to sell quickly without leaving money on the table

What if you didn’t have to wait 15 or 30 years to feel financially free? I wanted to run the actual numbers and figure out how many vacant land deals it could take to cover your mortgage, car payments, credit cards, student loans, and other monthly bills.

I break down a real land deal and show how owner financing can create cash now, monthly cash flow, and cash later. With roughly $5,250 in monthly debt payments, the math shows that around 11–14 cash-flowing deals could potentially cover those bills. That’s why I love land. You can create passive income without tenants, toilets, repairs, or traditional bank loans.

I also work backward from the income goal into a simple marketing plan. Instead of obsessing over a huge number, focus on what you can control: consistently generating leads, making offers, and following up. That’s how you turn the math into a real business.

What’s Inside: 

—How 11–14 land deals could potentially cover roughly $5,250 in monthly bills

—Why owner financing can create cash now, cash flow, and cash later

—Three ways to fund land deals without relying on your own money

—How to reverse-engineer your income goal into daily offers and marketing

I’ve sold over $30 million in education, software, and services, but what excites me most isn’t doing another deal. It’s helping somebody take what I’ve taught them, get a result, and realize, “Hey, I can actually do this.”

Here’s what I’ve learned: you might already own the most valuable part of a great business. It’s the knowledge between your ears. Your experience, mistakes, systems, and shortcuts could help somebody compress years of trial and error into a much shorter learning curve.

But this isn’t about throwing together a course and becoming another internet guru. A real education business needs four things working together: the offer, marketing, sales, and delivery. More importantly, it needs real results, real empathy, and good marketing.

If people are constantly asking to pick your brain, pay attention. There may be a valuable business hiding inside what you already know.

What’s Inside: 

—Why your experience and knowledge may be your most valuable business asset

—The four pieces every successful education business needs

—Why real results, empathy, and marketing matter

—How to recognize knowledge people may pay you to teach

Flipping vacant land doesn’t have to be complicated. I’m walking you through the simple process I use to find a good market, target motivated landowners, make offers, and flip deals for a profit. The key is going where the buyers already are instead of wasting money with spray-and-pray marketing.

I’ll show you how I research active markets, narrow down the best zip codes, build seller and buyer lists, and figure out what I can realistically sell a property for. Then we get into the part that really matters: making offers and following up. Remember, the number one rule in real estate isn’t location, location, location. It’s send offers, send offers, send offers.

You don’t need a ton of money, fancy technology, or years of experience. You need a simple system, consistent action, and good deals. Even pen and paper can get the job done.

What’s Inside: 

• How I find active land markets and the best zip codes to target
• My simple formula for pricing land and making offers
• Why consistent follow-up is critical for getting deals
• How to find buyers, realtors, and partners before closing

What if you could have hundreds of realtors looking for land deals for you? You don’t need a big direct mail budget to make that happen. You need a phone, a simple offer, and consistent follow-up.

I call realtors with vacant land listings that have been sitting for six months or longer. Sure, I’d love to buy the listed property at the right price, but that’s not the biggest opportunity. I want that realtor to remember me when they find a motivated seller who needs cash and wants to sell quickly.

That’s why I’m willing to pay a 10% commission when an agent brings me a good off-market deal. Talk to five realtors a day, follow up every 30, 60, and 90 days, and you can build a powerful network of agents bringing opportunities to you. Pick a market, work the phones, build relationships, and keep following up.

What’s Inside: 

—Finding opportunities through older vacant land listings

—Why I’ll gladly pay realtors a 10% commission

—Turning simple realtor conversations into long-term deal flow

—Why consistent follow-up is the key to this strategy

One of the biggest mistakes I see land investors make is overcomplicating the marketing. You don’t need some fancy system or a huge budget to start getting offers in front of sellers. I want to show you how simple this can actually be.

I walk through how I narrow thousands of vacant lots down to a highly targeted list, pull comps, determine my cash and owner-financing offers, and get an actual offer mailed to a seller. The cool part is I can send a handwritten-style first-class mailing directly through the Land Portal for just $1.97.

The goal is simple: send more offers. If you can consistently send 10 offers a day, five days a week, that’s about 200 offers every month. You don’t need perfection. You need activity that creates conversations and gets you closer to deals.

What’s Inside: 

—How I narrow thousands of vacant lots into a targeted seller list

—How I quickly calculate cash and owner-financing offers

—How I send handwritten-style land offers for $1.97

—Why consistently sending offers creates traction

One of the coolest things about land investing is that you don’t necessarily need a pile of your own cash to do deals. I walk through a real 2.5-acre property and show you exactly how I structure an offer using owner financing and private money.

Instead of only giving the seller a low cash offer, I can offer a higher price with better terms. Then I can turn around and sell that same property with owner financing at a premium. The difference between what I pay and what I collect creates cash flow.

I also break down how private investors can fund the down payment and closing costs while earning a strong return secured by the property. When you understand price, terms, and financing, you can structure deals that work for the seller, buyer, investor, and you.

What’s Inside: 

—How I structure cash and owner-financing offers

—Using private money instead of my own cash

—Creating monthly cash flow through financing arbitrage

—Why better terms can justify a higher seller offer

I love land investing, and I love technology. When you combine the two the right way, you can save a ton of time and focus your energy on the leads that actually have a chance of becoming deals.

I sat down with Phil Jones, a land investor and self-described tech nerd who built an AI-powered system to evaluate properties, qualify leads, and communicate with landowners at scale. His AI can have hundreds of conversations simultaneously while pulling property data, evaluating motivation, and figuring out whether there’s actually a deal worth pursuing.

The big lesson here is that getting more leads isn’t always the answer. Better data and better qualification can make all the difference. Phil shows how AI can help you eliminate bad properties sooner, build better rapport with sellers, and spend more of your time working on deals that can actually make money.

What’s Inside: 

—How Phil uses AI to communicate with up to 1,000 landowners

—Why better lead data can save hours of wasted work

—Using AI to evaluate properties before talking with sellers

—How technology can streamline land deals from lead to offer

I’m taking you behind the scenes as I analyze a vacant lot and make a real cash offer. No theory here. I’m looking at actual sold and active comps, figuring out what I think the property can sell for, and working backward to determine my offer.

The numbers suggest this 1.14-acre lot could sell for around $49,750. After factoring in my desired profit, realtor commissions, photos, and closing costs, the spreadsheet says I could offer around $30,000. But I have a simple rule for properties under $100,000: I usually start around 50% of value. So I’m sending the seller a $25,000 cash offer.

I also show you how I create the offer letter, attach a proof of funds letter, and send it in a way that builds credibility. You don’t need to overcomplicate land investing. Learn the numbers, make good offers, and get them in front of sellers.

What’s Inside: 

—How I use sold and active comps to estimate a vacant lot’s value

—Why I’m offering $25,000 on a lot I believe could sell for $49,750

—How I account for profit, commissions, photos, and closing costs

—Why proof of funds can give your cash offer more credibility

I love deals where we can make the seller the bank and then turn around and become the bank ourselves. Clay Hepler is doing exactly that with land, and the numbers on one of his current deals are pretty incredible.

Clay is buying 356 acres for $350,000 with only $25,000 down and $1,500 monthly principal-only payments. He plans to subdivide the property into about 10 lots and sell them for roughly $87,000 each, creating a potential $870,000 exit. Then he can sell those lots with owner financing and create even more profit through interest.

We also get into why bigger, higher-quality deals can make more sense than chasing volume, how to structure creative offers sellers actually want, and why your mindset still matters more than any strategy.

What’s Inside: 

—How Clay turns a $350K land purchase into a potential $870K exit

—Using seller financing to buy land with less cash

—Creating additional wealth by becoming the bank

—Why better deals and better margins beat chasing volume