The Land Investing Business Secrets

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:

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“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.

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Kevin Murray got into land 3 months before the recording of this episode.

In that time – from June to September – he and his partner:

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.

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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.

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Shownotes:

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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.

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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.

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Are you a Visionary or an Integrator in your land business?

We’re very (very) much in a seller’s market and a lot of land investors are seeing their direct mail response rates crater.

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.

“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”

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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:

Michael is no doubt one of the most creative land investors working today, get your notepad ready and learn how to build each list.

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