Jessey sits down with Joe McCall, a real estate investor who has been in the game since 2006 across houses, wholesaling and now land.

Joe is seeing something a lot of people are missing right now: direct mail response rates are actually going up, not down. And he has the data to prove it.

In this episode Joe breaks down his exact process for finding where the money is moving, drilling down to the right zip codes, and sending simple ugly postcards that get sellers calling. No fancy systems, no secret lists. Just brilliant basics done consistently.

If you have been on the fence about direct mail or second guessing your market, this episode will set you straight.

What you'll learn:

- How to use Landwatch, Redfin and ChatGPT to find the most active markets right now

- Why ugly plain text postcards outperform glossy mailers every single time

- How Joe averages $750 to $1,000 in marketing cost per deal using direct mail

- Why 75% of deals come from follow up and how to build a system around it

0:00 Introduction

1:11 Why Joe thinks the doom and gloom narrative is wrong

2:55 13% response rate on postcards and what that means

4:49 How to follow the money using Landwatch and Redfin

6:01 Drilling down from state to county to zip code

8:38 How to use ChatGPT to analyze sold data fast

9:01 Building your list and filtering for motivated sellers

10:17 The third notice postcard and how Joe softened it

11:06 The ninja trick: answer the phone live when they call

12:46 Why 75% of deals come from follow up

15:49 Why uglier postcards get more calls

18:05 Direct mail response rates are actually rising right now

19:03 How many postcards Joe sends per week and per zip code

23:49 Why postcards outperform letters every time

28:02 Stop reinventing the wheel, go where the money is going

32:38 Sell people what they want, not what you have

Connect with Joe McCall:

YouTube: https://www.youtube.com/@Joe-McCall

Podcast: search Joe McCall on any podcast platform

Book: FlipDirtBook.com

Shownotes:

Winning Postcards Framework Webinar / May 12 at 11am PST/2pm EST

Save your spot: www.pebblerei.com/winningpostcards

Jessey sits down with Rhea Campbell, a land investor, lender, and full time entrepreneur who has built a portfolio spanning land, hotels, RV parks, restaurants and a brand new golf course. But before any of that, she had to figure out how to get sellers to actually respond.

In this episode Rhea breaks down why most land mailers are completely forgettable and what she does differently to make sellers stop, read and pick up the phone. She calls it the interrupter and once you hear it you will never look at your mailer the same way again.

This one is part tactical, part inspirational and packed with real talk from someone who has done it at scale.

What you'll learn in this episode:

• Why your mailer looks like every other land investor and how to fix it
• What an interrupter is and how to use it to get more callbacks
• How to shift from a shotgun mailing approach to a sniper strategy
• Why getting someone on the phone is where the real magic happens

Connect with Rhea Campbell:Instagram: @rheacampbell_ORDFunding inquiries: reach out via Instagram

In this episode, Jessey sits down with Michael Robertson to break down how he’s getting more deals by going deeper on his list and doing something most investors completely ignore.

Michael focuses on the bottom of the funnel, people who actually need to sell, and instead of just doing due diligence on the property, he goes deep on the seller.

They get into how he builds his lists, what he looks for before making an offer, and how he structures multiple offers so sellers end up choosing the deal that works best for him.

This is one of those episodes where you’ll want to take notes.

What you’ll learn on this episode:

• How to build a more targeted list by focusing on motivated sellers

• Why doing due diligence on the seller (not just the property) changes your margins

• How to structure multiple offers so sellers negotiate against themselves

• Where Michael is actually finding deals and buyers right now

📱 Connect with Michael Robertson

• TikTok: Flip4RealPros

• Facebook Group: Flipping for Real Estate Professionals

• Phone: 850-377-2203

In this episode, Jessey talks with Casey Cavell about subdividin​g, bigger land deals, and how to think beyond just flipping one property at a time.
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Casey shares how he got into real estate, why he moved into land, and how he approaches subdividing with a focus on higher-value deals. They get into what to look for in a property, how to think about highest and best use, and why having a clear niche makes everything easier.
​They also break down marketing and messaging, what’s actually getting responses right now, and why most people are doing it wrong.
And they get into the bigger picture too, not just chasing deals, but what you’re actually trying to build long term.
​
If you’re looking to get into subdividing or just want to level up how you think about your land business, this one’s worth a listen.
​
What you’ll learn on this episode:

• Why Casey moved from real estate into land and started focusing on bigger deals

• How to think about subdividing and finding a property’s highest and best use

• Why clear marketing and better messaging matter more than ever

• H​ow to think long term about what kind of business and life you’re actually building

Shownotes:

• [email protected]

• www.TheSubdivideGuys.com

In this episode, Jessey sits down with Mason McDonald to talk about what’s actually working right now in the land business.Mason’s been deep in the land world for years now, and since the last time he was on the show a lot has changed. He’s still flipping land, but he’s also become a licensed broker, stepped into a VP role sourcing large ranch deals, and is working on subdivisions across Colorado and Wyoming.They get into how Mason is finding bigger deals, why direct mail is still a huge part of his business, and why he thinks a lot of investors are approaching land deals the wrong way.Mason also shares some hard lessons from buying a 17-lot portfolio, why owner financing has become such an important strategy, and what it actually takes to treat land investing like a real business.If you're sending mail, doing land deals, or trying to scale your land business, there’s a lot in this one.What you'll learn:• Why Mason says many investors are approaching land deals the wrong way• How becoming a broker opened up new deal opportunities• Why direct mail still works (when the messaging is right)• The strategy Mason uses to find large acreage deals• Why owner financing brings more buyers to the table• Lessons from buying a 17-lot portfolio• How Mason balances his own business with a larger acquisitions role• Why land investing needs to be treated like a real business

n this episode of the Land Investing Business Secrets podcast, Jessey sits down with Chris Duff of Serious Land Capital to break down what’s really happening in today’s buyer’s market and how experienced operators are still closing profitable deals.Chris shares why his team shifted toward higher-value properties, how underwriting has changed in tougher markets, and what it really takes to succeed when volume is down and competition is up.They also dive into creative deal structuring, navigating difficult acquisitions, and why focusing on one business can be more powerful than chasing multiple opportunities.If you’re investing in land or real estate in today’s market, this episode offers practical insight on how to adapt, stay profitable, and play the long game.✅ What You’ll Learn:• Why fewer small deals are working in today’s market• How Serious Land Capital evaluates higher-value properties• What “elbow grease” really looks like in tough deals• Why cash flow and discipline matter more than ever• How to think long-term in a buyer’s market• Lessons from running and scaling multiple businesses• Market outlook for land investing in 2026Shownotes:🔗 Learn more about Chris and Serious Land Capital:https://seriousland.capital

In this episode, Andrew Baughan shares how he consistently closes land deals by focusing on follow-up, targeted mailing, and simple systems that work long-term. He explains why boring, repeatable processes beat chasing new strategies and how consistency has helped him stay profitable in competitive markets.We also cover postcards vs letters, cold calling ROI, tightening your lists, tracking KPIs, and how Andrew structures his business to run on 20 hours a week or less.What You’ll Learn:• Why most deals come from long-term follow-up• How Andrew runs profitable mail campaigns every month• The real ROI of postcards vs letters• How many mailers it takes to close a deal today• How to tighten your lists and target better properties• Why tracking KPIs matters more than chasing new tools• How to stay consistent in slow markets• How Andrew runs a lean team and protects his time• How to manage emotions when deals fall through• Why simple systems outperform “shiny” strategiesShownotes:Andrew's Deal funding/JV Form: https://docs.google.com/forms/d/1uDTg...Contact: [email protected] us this coming Feb 17, 2026 at 11am PST/2pm EST for Winning Postcard Framework Webinar:www.pebblerei.com/winningpostcards

Jessey sits down with investor and funder Drew Haney to talk about what’s really working in 2026—hint: it’s not the newest shiny strategy.

Drew shares why boring systems still outperform trends, how he vets operators, why volume and consistency matter more than ever, and what he's seeing across hundreds of land deals funded.

What you’ll learn:

• Why boring businesses win
• How Drew vets the person behind the deal
• What transaction volume looks like post-COVID
• Trends that distract vs strategies that compound
• Marketing channels his top operators are using
• What a good operator looks like in today’s market
• How masterminds can create decade-long partnerships
• The “hot seat” secret of making hard decisions faster
• Drew’s bullish take on off-grid tech and rural land demand

🔗 Resources & Links

www.drewhaney.com
Bali Land Mastermind - https://balilandmastermind.lovable.app
Contact Drew [email protected]

Dan Haberkost returns for a year-later update with Jessey to break down why he's pulling back from infill lots and going all in on large rural acreage deals. From process servers to subdivides to legal access headaches, Dan shares how he's navigating longer deal cycles, smarter dispo, and growing his rental portfolio with less chaos and better margins. This isn’t about hype. It’s about adapting to what works now.📌 What you’ll learn:- Why Dan stopped flipping infill lots in Florida- What kind of rural land deals are working right now- Lessons from a 640-acre subdivide with seller financing- How he used a process server to unlock a 93-acre deal- What still works in cold calling and direct mail- How Dan is building long-term income with seller-financed deals- Why rental property quality matters more than projections- What personalization looks like in Dan’s direct mail strategy
Learn more about the More, Better, New framework:• Blog explaining the idea of doing more, better, and then new for customer acquisition: https://creatorscience.com/more-better-new/Shownotes:[https://danhaberkost.com/] [https://www.instagram.com/danhaberkost/]

What actually worked in 2025, and what is starting to fade in 2026?In this year-end panel, Jessey and Kevin sit down with Kay Walker, Josiah Ronco, and Scott Morongell to break down what's still working, what has slowed down, and how each investor is adjusting to new market realities. Direct mail is still strong. Infill lots are more competitive. Creative financing is helping close deals. This is a real look at how investors are shifting their approach and planning for what’s next.What you’ll learn:- What worked in 2025 and what did not- How infill lot demand is changing- Why creative financing is becoming essential- Direct mail strategies that are still working- Why some investors are mailing while others have stopped- What to expect from tighter markets and shifting buyer profiles