🎙️ Welcome Back to The Ground Game Podcast! 🎙️

In Episode 8, hosts Clay Hepler and Justin Piche explore the transformative power of having an in-house sales team, focusing on the disposition process in land investing. Joined by special guest Brian DeSirey, Justin's sales manager, they discuss strategies to maximize sales potential and streamline operations.

Key Highlights:

1. Quarterly Goals Update: Clay and Justin share their progress, revealing successes and challenges in reaching their ambitious financial targets.
2. The Importance of Disposition: The hosts address common excuses for slow sales, emphasizing the need for a structured process to ensure properties are sold quickly and efficiently.
3. Meet Brian DeSirey: Brian shares his journey from the early days of Justin's business to becoming a key player in the disposition process, detailing the skills and strategies that have contributed to his success.
4. Building a Buyer’s List: Discover effective strategies for creating and maintaining a robust buyer’s list, including how to engage potential buyers and tailor marketing efforts to attract the right audience.
5. Negotiating with Realtors: Brian provides insights on the dynamics of working with realtors, including how to negotiate commissions effectively and the advantages of having an in-house sales team.
6. Key Performance Indicators (KPIs): The hosts outline essential metrics for tracking the performance of the disposition team, such as lead response times and the effectiveness of various marketing strategies.
7. Real-World Examples: Justin shares insights from his current projects, illustrating the importance of adaptability and strategic decision-making in navigating challenges.
8. Actionable Takeaways: The episode concludes with practical advice on when to hire a disposition manager and how to structure their compensation for long-term growth.

This episode is filled with valuable insights and actionable strategies to help you leverage an in-house sales team for your land investing business. Whether you're starting out or refining your processes, this conversation is a must-listen!

Hosts:

• Clay Hepler: A seasoned real estate entrepreneur focused on building an eight-figure land flipping and development business.
• Justin Piche: A former

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🎙️ Welcome back to The Ground Game Podcast! 🎙️

In Episode 7, hosts Justin Piche and Clay Hepler dive into some valuable topics that can help you build your dream business in land investing. They share insights on team building, quarterly goals, and the essential exercise of defining what your ideal business looks like.

In this episode, Justin and Clay cover:

1. Quarterly Goals Update: Both hosts provide updates on their progress towards their quarterly goals, sharing successes and challenges along the way.
2. Team Building Tactics: Clay introduces the GWC (Get it, Want it, Capacity to do it) framework from the Entrepreneurial Operating System (EOS) to help listeners evaluate their team members effectively. This framework emphasizes the importance of ensuring that employees not only understand their roles but also have the desire and capacity to excel in them.
3. Building Your Dream Business: Justin discusses the importance of starting with a clear financial goal and working backward to determine the necessary marketing strategies, team structure, and deal flow needed to achieve that goal. He emphasizes the need for consistency and predictability in business operations.
4. Real-World Deal Review: Clay shares a recent deal experience that highlights the importance of local knowledge and due diligence in land investing. He discusses how assumptions about property value and access can significantly impact profitability.
5. Insights on Marketing and Lead Generation: The hosts discuss the costs associated with different marketing strategies, including cold calling and direct mail, and how to calculate return on ad spend to ensure profitability.

This episode is packed with actionable insights and real-world examples that can help you navigate the complexities of building a successful land investing business. Whether you're just starting out or looking to refine your existing processes, this conversation is a must-listen!

Hosts:

Justin Piche: A former US Navy submarine officer turned real estate entrepreneur, passionate about building high-performing teams.
 Clay Hepler: A seasoned real estate entrepreneur driven to build an eight-figure land flipping and development business.

#GroundGamePodcast #RealEstateInvesting #LandInvesting #TeamBuilding #BusinessGrowth

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🎙️ Welcome back to The Ground Game Podcast! 🎙️

In Episode 6, hosts Clay Hepler and Justin Piche tackle the critical topic of deal killers in the land investing business. They share their personal experiences with wins and losses, discuss the importance of effective communication and overcoming objections, and introduce a new segment focused on actionable team-building tactics.

In this episode, Clay and Justin cover:

1. Wins and Losses: The hosts share their recent successes and challenges in their businesses, highlighting the importance of transparency in the entrepreneurial journey.
2. Quarterly Goals Update: Justin and Clay provide an update on their quarterly goals, discussing the progress made and the strategies in place to achieve them.
3. Introduction of TBT Shorts: Learn about the new segment, TBT (Team Building Tactics), where Clay and Justin will share actionable strategies for enhancing team performance and efficiency.
4. Deal Killers: Dive deep into the common pitfalls that can derail land deals. Clay and Justin discuss critical factors such as easements, property characteristics, and the importance of involving all stakeholders in the selling process.
5. Effective Communication Techniques: Discover the AIOL method (Acknowledge, Isolate, Overcome, Loop) that Clay uses to train his sales team in handling objections and maintaining productive conversations with sellers.
6. Building a Strong Team: Understand the significance of training and upskilling team members to ensure they can identify opportunities and manage leads effectively.
7. Real-World Examples: Justin shares a story about a deal that fell through due to unforeseen circumstances, emphasizing the need for thorough due diligence and communication.

This episode is packed with valuable insights and practical advice that can help you navigate the complexities of land investing. Whether you're a seasoned investor or just starting out, this conversation is a must-listen!

Hosts:

Clay Hepler: A seasoned real estate entrepreneur driven to build an eight-figure land flipping and development business.
 Justin Piche: A former US Navy submarine officer turned real estate entrepreneur, passionate about building high-performing teams.

Listen now on Apple Podcasts, Spotify, and wherever you get your podcasts!

#RealEstateInvest

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🎙️ Welcome back to The Ground Game Podcast! 🎙️

In Episode 5, hosts Clay Hepler and Justin Piche explore the lucrative world of subdividing land and how it can add seven figures to your real estate business. They discuss the ins and outs of the subdividing process, from identifying opportunities to navigating local regulations, and share valuable insights on how to maximize profits.

In this episode, Clay and Justin cover:

1. The Importance of Lead Flow: Understand the challenges of managing lead flow in your business, from having too few leads to being overwhelmed with unqualified ones.
2. Subdividing Basics: Learn what subdividing entails and why it can be a game-changer for your real estate strategy. Clay and Justin discuss the different levels of subdividing and the focus on minor subdivisions.
3. Identifying Subdivide Opportunities: Discover how to recognize potential subdivide deals in your existing pipeline and the criteria to look for, such as road frontage and local regulations.
4. Deal Killers: Gain insights into the critical factors that can derail a subdivide deal, including topography, water availability, and local market conditions. Clay and Justin share their experiences with common pitfalls and how to avoid them.
5. Navigating Local Regulations: Understand the importance of researching local subdivision regulations and how to engage with local authorities to ensure compliance.
6. Financing Your Deals: Explore various financing options for subdividing projects, including working with local banks and private lenders, and how to negotiate favorable terms.
7. Deal Review: Justin shares a real-world example of a subdivide deal currently in progress, highlighting the steps taken and the challenges faced.

This episode is packed with actionable advice and real-world examples that can help you elevate your land investing business. Whether you're just starting out or looking to refine your existing processes, this conversation is a must-listen!

Hosts:

Clay Hepler: A seasoned real estate entrepreneur driven to build an eight-figure land flipping and development business.
 Justin Piche: A former US Navy submarine officer turned real estate entrepreneur, passionate about building high-performing teams.

Listen now on Apple Podcasts, Spotify, and wherever you get your podcasts!

#Re

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🎙️ Welcome back to The Ground Game Podcast! 🎙️

In Episode 4, hosts Clay Hepler and Justin Piche dive into the essential topic of building a million-dollar sales team. They discuss the lead intake and sales process, sharing insights on how to effectively close deals and qualify leads, especially when scaling your operations.

In this episode, Clay and Justin cover:

1. Sales Team Structure: Learn how to organize your sales team for maximum efficiency. Justin shares his team's structure, focusing on lead qualification and acquisition management.
2. Lead Qualification Process: Discover the importance of a well-defined lead qualification process. Clay and Justin discuss how to ensure that only the most promising leads make it to the acquisition stage.
3. Effective Communication: Understand the nuances of asking the right questions to sellers. The hosts emphasize the importance of framing questions to uncover true motivation and property characteristics.
4. Pricing Strategies: Gain insights into how to navigate pricing conversations with sellers. Clay and Justin share their techniques for getting sellers to reveal their price expectations without compromising your position.
5. Follow-Up Techniques: Explore the critical role of follow-up in closing deals. The hosts discuss their strategies for maintaining contact with leads and ensuring no opportunity slips through the cracks.
6. Metrics and KPIs: Learn about the key performance indicators that matter in your sales process. Clay and Justin break down how to measure the effectiveness of your lead managers and acquisition team.
7. Scaling Your Sales Team: Understand the complexities of scaling a sales team and the importance of maintaining quality while increasing lead flow.

This episode is packed with actionable advice and real-world examples that can help you elevate your land investing business. Whether you're just starting out or looking to refine your existing processes, this conversation is a must-listen!

Hosts:

Clay Hepler: A seasoned real estate entrepreneur driven to build an eight-figure land flipping and development business.

Justin Piche: A former US Navy submarine officer turned real estate entrepreneur, passionate about building high-performing teams.

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🎙️ Welcome back to The Ground Game Podcast! 🎙️

In Episode 3, hosts Clay Hepler and Justin Piche delve into the dynamic world of AI, hiring, outsourcing, and a detailed deal review. If you're looking to optimize your land investing business with cutting-edge technology and strategic team building, this episode is a goldmine of insights!

In this episode, Clay and Justin cover:

Land Scaling Summit Insights: Justin shares his experience and key takeaways from Ajay Sharma's Land Scaling Summit, highlighting the importance of networking, learning from top operators, and the value of in-person events.

AI in Real Estate: Discover how AI tools like ChatGPT and Abacus AI can revolutionize your business operations. Learn practical applications for enhancing data, automating tasks, and improving decision-making processes.

Hiring and Outsourcing: Get a deep dive into the hiring process, from identifying the right roles to creating effective job descriptions. Understand the importance of scaling your team strategically to support your business goals.

Team Building Philosophy: Justin discusses his approach to building a high-performing team, emphasizing the importance of removing barriers for your team members and investing in their growth.

Deal Review: Clay and Justin break down a recent deal involving a 35-acre tract, sharing valuable lessons on negotiation, due diligence, and the importance of clear contract clauses. 

This episode is packed with actionable advice and real-world examples that can help you take your land investing business to the next level. 

Whether you're a seasoned investor or just starting out, there's something here for everyone.

Hosts:

Clay Hepler: A seasoned real estate entrepreneur driven to build an eight-figure land flipping and development business.

Justin Piche: A former US Navy submarine officer turned real estate entrepreneur, passionate about building high-performing teams.

Listen now on Apple Podcasts, Spotify, and wherever you get your podcasts!

#RealEstateInvesting #LandInvesting #BusinessGrowth #Podcast #GroundGamePodcast

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🎙️ Welcome back to The Ground Game Podcast! 🎙️

In Episode 2, hosts Clay Hepler and Justin Piche dive into the nitty-gritty of goal setting, team structure, and strategic planning for a successful land investing business. If you're serious about scaling your land investment operations and want to learn from seasoned pros, this episode is a must-listen!

In this episode, Clay and Justin cover:

1. Annual and Quarterly Goals: Discover how Clay and Justin set ambitious yet achievable goals for their businesses. Learn about their targets for gross profit, team expansion, and strategic initiatives for the upcoming year.
2. Team Structure and Roles: Get an inside look at the team dynamics that drive their businesses. From acquisitions to sales, and everything in between, find out how they build and manage high-performing teams.
3. Cash Conversion Cycle: Understand the importance of minimizing the time it takes to turn marketing dollars into profit. Learn actionable strategies to reduce the cash conversion cycle and scale your business faster.
4. EOS and OKRs: Explore the Entrepreneurial Operating System (EOS) and Objectives and Key Results (OKRs) frameworks that Clay and Justin use to keep their teams aligned and accountable. Discover how these systems can help you achieve your business goals.
5. Real-Life Challenges and Solutions: Hear about the real challenges they face in their businesses and the solutions they've implemented to overcome them. From hiring the right people to managing complex financial structures, get practical advice you can apply to your own business.

This episode is packed with valuable insights and actionable advice that you won't find anywhere else. So, if you're ready to take your land investing game to the next level, hit play and join us on this exciting journey!

Hosts:

• Clay Hepler: A seasoned real estate entrepreneur driven to build an eight-figure land flipping and development business.
• Justin Piche: A former US Navy submarine officer turned real estate entrepreneur, passionate about building high-performing teams.

Listen now on Apple Podcasts, Spotify, and wherever you get your podcasts!

#RealEstateInvesting #LandInvesting #BusinessGrowth #Podcast #GroundGamePodcast

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🎙️ Welcome to The Ground Game Podcast! 🎙️

Join hosts Clay Hepler and Justin Piche as they kick off the very first episode of The Ground Game Podcast, your ultimate guide to mastering the art of land investing, team building, and land development. If you're interested in a raw, transparent look into what it takes to build a seven-figure land investment business, this podcast is for you!

In this debut episode, Clay and Justin dive deep into:

1. The Unique Purpose of The Ground Game Podcast: Discover why this isn't just another real estate podcast. Learn about the inside baseball approach that promises to give you a behind-the-scenes look at the real challenges and triumphs of successful land investors.
2. Who Will Benefit: Whether you're a seasoned investor or just starting out, find out how this podcast can help you scale your business, improve your strategies, and achieve your financial goals.
3. Real Talk on Real Challenges: From hiring the right team members to navigating market conditions, Clay and Justin share their personal experiences and the lessons they've learned along the way.
4. Setting and Achieving Big Goals: Get inspired by their ambitious targets and learn how they plan to hit them. This isn't just about setting goals; it's about the strategic shifts and real-time adjustments that make those goals achievable.
5. Building a Business, Not a Job: Hear about the importance of leadership, team building, and leveraging global talent to create a business that supports your lifestyle, not the other way around.

This episode is packed with valuable insights and actionable advice that you won't find anywhere else. So, if you're ready to take your land investing game to the next level, hit play and join us on this exciting journey!

Hosts:

• Clay Hepler: A seasoned real estate entreprenuer driven to build an eight figure land flipping and development business.
• Justin Piche: A former US Navy submarine officer turned real estate entreprenuer, passionate about building high performing teams.

Listen now on Apple Podcasts, Spotify, and wherever you get your podcasts!

#RealEstateInvesting #LandInvesting #BusinessGrowth #PodcastLaunch #GroundGamePodcast

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