Land Investing Online

In this episode of The Real Estate Investing Podcast, Ron Apke and co-host Anthony Weiler delve into the crucial steps for transitioning from small-scale land flipping deals to high-value deals.

They discuss why it’s essential for newcomers to first secure proof of concept with smaller investments, such as buying properties for $10,000 and selling them for $20,000-$25,000.

They share insights on the detailed preparation required, including obtaining necessary documents and confirming seller information, as well as the need for robust marketing strategies involving multiple touchpoints.

Tune in to learn how mastering these elements can elevate your real estate business, making fewer but more profitable deals, and ensuring long-term success!

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Ron: Some people come in and they like, I don’t want to do anything under 100, 000. Like, okay, but you got to understand that you’re going to have a little more marketing up costs to get those deals.

Anthony: I always tell people starting off, like the biggest thing is to get your proof of concept under your belt, get a deal or two, it’s much better to make a mistake on like a buy for 10 versus a buy for 500 sell for a million, if you’re taking this seriously and you want to take your business to the next level, you want to have a team behind you, you want to do this full time, you only need a handful.

Ron: It’s easier to do one of those than 50, 10, 000 deals. When you’re asking for a bulk of. Money when you’re like, we’re putting up half a million dollars for a single deal. Like if we want, have questions, you got to get the questions answered. And if you’re just like the seller saying this, like the seller, I don’t give a rat’s ass of what the seller said.

Hey everybody. Welcome back to the real estate investing podcast. I’m your host, Ron Apke joined again by Anthony Weiler, my cohost. And today we’re talking about a 10, 000 land flip buying for 10, 000. Versus a 500, 000 purchase. And the reason we’re talking about this is just want to touch base on the difference, acquisition difference, talking to the sellers difference.

What is like, what are the differences? What are the similarities? It’s something so many people want to do bigger deals than they even like funding experience. Like what does funding look like with something like this? But so many people want to do these 500, 000 deals sell for a million dollars. And we’re going to talk all about the differences.

What are your initial thoughts? Kind of when we talk about this topic.

Anthony: My initial thoughts is this is something that’s very exciting because people who get started with this, they have the mindset of just getting those very quick flips. But then as you get more experience going after these bigger deals and there’s not that much of a difference, which makes me very excited.

And I think with these new features, like with the land portal, it’s just going to open up a lot more opportunities for deals like this. So this is going to be a good one.

Ron: Yeah. Let’s just start off with talking about like acquisition methods. Uh, do you need multiple touch points, everything like that. And for me personally, So our base, our base of our business is still like buy for 20, 000.

So 40, 000, that’s what makes us. The consistent money, but these half million dollar profit deals are what is going to make your business. It’s going to turn your business into a multimillion dollar deal or business, and you can do it relatively fast, but marketing. So first off. It’s going to take more mail, more contacts to get deals with bigger deals.

Theoretically, it matters what your margins are, what you’re offering, everything like that. But you need to expect to need to do some more marketing. And that’s what a lot of people don’t understand. Some people come in and they like, I don’t want to do anything under 100, 000 like, okay, but you got to understand that that marketing, you’re going to have a little more marketing up costs.

Cost to get those deals. But, uh, what are your thoughts, Anthony, on like different acquisition strategies? Are you going to need multiple touch points for these people? Cause when we send mail, when we send texts, it’s a one, two, it’s a one talk for closing these 20, 000 deals versus what are your thoughts on like the bigger ones, like multiple touch points?

How does that look?

Anthony: Yeah, so definitely multiple touch points and I would hit them from different angles. I would have. you know, blind, I would do a blind offer, but I would do something to where I’d make the letter a little bit different, mainly specifically targeted towards larger parcels, letting them know, like, you’re not just randomly saying them a letter, like making it a little bit more personalized.

I think they’re going to be a little bit more sophisticated and nothing wrong too with cold calling and texting as well. It’s just going to take multiple touch points in having that initial conversation. building trust and you’re most likely going to have to have a handful of conversations to actually build a trust to get them under contract.

Um, so that’s where I would start. I would definitely try multiple avenues.

Ron: Yeah, I a hundred percent agree. And with deals that size, the biggest thing is like getting them on the phone. And we talked about it a lot. Like it’s getting that conversation started. If you can, if I could have. A list of a hundred people that are interested in selling their land, uh, and it’s bigger properties.

Like I’m going to close some deals. It’s getting those people and having those conversations. And once they’re willing to talk, like you have somewhere to go. And the thing about those bigger deals is there’s so many project based opportunities. So like you might be able to go up in your offer. You there’s so many different avenues you can do when you’re buying properties that expensive.

And typically some areas of the country, five acres might be half a million dollars. Yeah. Other other areas of the country you might get 500 acres for that So it’s going to vary widely by your location for sure But I 100 percent agree with what anthony is saying in terms of you need multiple touch points You need to find a way to get them on the phone If you’re sending them text great if you’re cold calling them great if you’re sending them mail great Multiple touch points is how you’re going to close these deals at scale And we have some people in our community who are just doing these bigger deals Maybe not half a million dollar deals But we have people who aren’t doing under six figure deals where they assign everything under six figures Um, do you suggest like new people going after these deals?

Anthony: So you, you can, if you have the marketing capital to play with, I always tell people starting off like, Hey, you, the biggest thing is get your proof of concept under your belt. Get a dealer to, you know, understand this inside and out. And then it’s like, okay, now I can narrow my scope. Maybe I could now I can niche and I can be more targeted, but I always say like really learn this business model inside and out.

You can mitigate your mistakes. It’s much better to make a mistake on like a buy for 10 self for 2025 versus a buy for 500 self for a million. So I say, start there, get a deal with you first and then jump into that realm. Um, but again, totally depends on your risk tolerance and what you’re willing to do, but I would start there first.

Ron: Yeah. I mean, if you’ve never done a land deal, don’t come in and just offer for a hundred thousand dollars plus deals. I don’t think that’s the right way to go, but if you want to include those bigger parcels in your offers, go for it. Like go for it. Take those shots. Like those shots, uh, might get you some conversations with sellers.

It’s going to give you experience. But include those smaller. And what we teach, I think is 10, 000, like include those 10, 000 offers as well. And then you just expand your reach when you’re going up. And the thing about it is most areas of the country, there aren’t that many offers in counties that are half a million dollars, you know what I mean?

There’s only a handful in each county that are that big of offers typically. So it’s not like you’re spending a ton more money on mail. It might be an extra couple hundred dollars on mail that you’re doing in those areas. But, uh, talking about like, so. what we talked about. If you are experienced, if you’ve done five, 10 deals, you need to be putting these offers in, correct?

Anthony: You have to, that’s something that if you’re, you’d mentioned this earlier, if you’re looking to scale your business. You’re going to have to start targeting those types of deals. And what we’ll get into is there’s not that much of a difference, which is very surprising when it comes to analyzing, due diligence and all that stuff.

But if you’re taking this seriously and you want to take your business to the next level, you want to have a team behind you. You want to do this full time and you only need a handful.

Ron: It’s easier to do one of those than 50, 10, 000 deals. Like that is at the end of the day, if you’re making 500, 000 versus 10, 000 on a deal, and we’re talking about purchase price.

When I say this, let’s say 20, 000. So 25 deals. Versus 500, uh, or versus one deal essentially. And that’s why just getting those offers out the door, your marketing money, even though you might not, you’re not going to get a deal. Every time you send a handful of offers out for that size property, your marketing money is not going to waste because it just takes one deal to pay for years of marketing.

And that’s the reality of it. When you’re talking deals, the size, the margin, have multiple touch points, spend money on this marketing. Like this is marketing is well, well worth it. You’ve done. Two deals, three deals, send offers for bigger park, uh, parcels. Uh, a lot of people also are obviously going to be worried about how they find the money for it.

Uh, we’re funding right now, a 450, 000 purchase that we think we can list for nine to nine 50. Uh, the thing about deal funding, let’s talk about deal funding with this situation. So. What are we looking for, Anthony? You’re in charge of our deal funding. What are we looking for in terms of people who are bringing us, even if we want to go lower, even like 150, 000 deals, what are we looking for from those deal funders, from those partners?

And like, how do they stand out from the pack when they’re asking for half a million dollars? Like you need to be doing something right. You need to be able to, we need to be able to trust you for sure. But what do those people look like? What should they be doing? Sorry.

Anthony: Yeah. So what they should be doing is definitely being as transparent as possible.

If they don’t, if they’re unsure about something, you know, let us know, like the person who brought this deal to us, um, she was like, Hey, this is a really large deal. Let’s hop on a zoom call. I’m like, okay, this is perfect. Like you’re being transparent. We’re going to figure out the details of this. There was earnest money deposit down to as well.

That way this is more locked in. So just being very back and forth and community, uh, communicative. And I mean, honestly, that’s, that’s the main thing of what I look for. Everything else checked out. And as long as you’re taking action, you’ve been part of the community as well. You have a background in this.

You’re not just a random person sending us a deal without any comms or evaluating this. We went over things like, okay, maybe we could subdivide this. Or if we sell it just as a straight flip, this is the potential profit. Like she came prepared with comps. She had due diligence already done. Drone photos were already done as well too.

So she checked off all the boxes and then we hopped on the zoom call and all I had to do was like, okay, perfect. That’s done, that’s done, that’s done. I don’t have a problem with this. Everything checked out. And when I presented it to you guys, it’s like, Hey, this is across our plate. I mean, it was a very simple process to go over.

So that’s what I look for.

Ron: Yeah. And it’s such straightforward land that we’re referring to, but at the same time, like the partner, the manager did everything expected. And then the biggest, I think one of the biggest things with when you’re asking for a bulk of money, when you’re asking for that, like you cannot, cannot, cannot be closed minded in terms of.

We’re putting up half a million dollars. Okay for a single deal like if we want have questions you got to get the questions answered Like that’s the end of the day Like there is a farming lease situation and like every question that we ask that I push back on We got answers and if you’re just like the seller saying this like the seller I don’t give I don’t give To a rat’s ass what the seller said Um, like I I really really do not the seller is not due diligence And that’s what separated her from some other bigger deals who have brought out like they are You Constantly bringing us answers and solutions and that’s what you need to do.

Like what we bought pay assignments for other people’s deals who aren’t doing this and then we’ll do the due diligence. Absolutely. But if you want to partner with us front to back on a deal or partner with anyone, anyone who’s putting up half a million dollars for your deal is going to have some questions.

Like it is, it’s a real thing. And then having solutions because a lot of times these deals aren’t just black and white, but this half million, like there was a farm lease on this one. We had to get earnest money so we can be locked in and we had to get a, uh, what’s the word called? We had to get that farm lease, uh,

Anthony: terminated,

Ron: Terminated. And then they, the person who is using the farm, who’s fine terminating it, he has to move the farm. She’s building a, like, there’s a lot that goes in. Like if you think of it, it sounds crazy. When I’m reviewing this deal, like in my head, like it sounds like a pretty simple thing, but then when we start talking about it, it’s like, okay, there’s a lot that’s happening.

There’s a farm lease that went through 2025. We need to get that terminated by August of 2024. The seller has to have the person who’s leasing the farm, move their animals to their parcel next door. The seller needs to build a fence to make sure that their animals aren’t coming back on our land after we purchase it.

And being able to do all this stuff. Upfront minimizes our risk of our money because again, I know I said it a few times It is a lot. It’s a significant amount of money Like it is not a small thing like you you you can lose half a million dollars on these deals Like there’s if that farm lease i’m not gonna be able to sell that property for another two years If that farm lease isn’t terminated, so being a willing manager, a solution type manager, I think is huge.

And there’s a, there’s a huge difference in the two, even smaller deals that we’re working with.

Anthony: Yes. Like you said, it’s a absolutely huge difference. And it’s crazy too. Cause it’s like you said, it’s a, around a 500, 000 purchase price. So half a million, I mean, that’s the stuff you see in movies with like drug Lords talking about, you know, and it’s, it’s something to take seriously in terms of check off all the boxes, right.

She’s someone that took action. And as complicated as that sounds, it only takes a few steps to do is like, okay, we need a termination agreement set in place. You’re building a fence. What’s the timeframe look like? Show us that you actually have that planned out. And when would the cows eventually be moved?

So it’s actually just a few simple steps. But again, like. You have to have that done for such a high purchase price, but, um, no, it’s, it’s really crazy to see. And I’m, I’m excited to take this one on.

Ron: And I am to mention the seller has a stage four cancer too, unfortunately. So like there’s just so many, like a lot of things, it’s a lot going on with one deal.

But even when you talk about like 50, 000 deals, Like I, I just, I don’t put 50, 000 towards a deal if I don’t feel confident in the manager. Right. I know we’re going kind of off the topic here, but as far as like how we look at deal funding, like obviously we’re going to do more due diligence for a half million dollar deal, but like a 20, 000 deal you bring us and you just send us the APN, the county and the state.

And like, do you want to do this deal? Like that doesn’t help me, you know?

Anthony: Right. Yeah, I completely agree. It’s just, I mean, if you think about it, if you’re requesting money from somebody to make a deal work and you’re trying to build a long term relationship. Is that how you would want someone to present something to you?

So just, you know, put your best foot forward and think about how you would want to be treated. If you’re giving someone 50, 000 on a potential deal, if you’re just sending the county state and APN number and not giving us any other details really, and you want us to do all the legwork, well, I mean, it’s, it’s not going to end up that well for yoU.


Ron: Yeah, and like. I say it a lot. Like the respect of the money, like I’m very, very big on the managers having respect for the money that they’re asking for. And you can feel it right away. Like, yeah, I’m just asking for this money. I’m going to make you money. And they look at it like they’re entitled to it.

Um, versus like someone who’s like, they, they’re, They’re proud. They’re prideful. They take, they take accountability for the relationship. They want to build the relationship. It’s big difference. It doesn’t matter what the size of the deal is. You see it on shark tank sometimes and it always pisses the sharks off when people, they’re asking for 500, 000 and like they don’t have answers and the sharks get pissed and they just like, you’re asking, it doesn’t matter how much money a person has.

Like you’re asking for X dollars. You know what I mean?

Anthony: Yeah. You’re touching on a really good point too, because we’re, The whole concept of this episode is, you know, the difference between a small and large deal and you have to have some credibility behind you if you’re asking for 500, 000, right?

Some sort of, you know, if you’ve done a few deals, we’d want to see that or we’d want to know your experience a little bit more. What’s your relationship look like with other funders? We’re going to reach out if you’ve gotten deal funding from other people, what’s your experience like, right? Like we, we’re going to vet you.

So if like you’d mentioned, it all depends on how you’re treating other people you’re treating your business guys. If you’re trying to go after these bigger deals, you need to keep that in mind. You really need to take your business seriously. You need to build relationships. You need to be active in communities as well, too, because we’re, we’re going to be looking at that.

Ron: Yeah, absolutely. That is so, so true. Um, anything else that they need to keep in mind as far as like analyzing due diligence, but the, one of the biggest things is just not. I don’t want to say not listening to the sellers, but every fact that a seller tells you needs to be confirmed with the county with like a fact needs to have documentation.

Like if they’re saying it has legal access because it does, uh, like where is that documented? Uh, if they’re saying it has whatever, uh, it has a perk test. It’s, It can perk. Okay. Where’s that documentation confirming sellers information because they say stuff and some people are less honest than others for sure, because they want to close on the deal, even though they know there might be some defect.

But is there anything else in due diligence that they need to be looking out for, for bigger deals, especially,

Anthony: you know, that, that is a really good question. I don’t think there’s that much of a difference because we do have a very thorough due diligence process. Um, so nothing I don’t think can really change.

I would just look into potential subdivision opportunities, figure out what you can and cannot do. Um, but other than that, no, just

Ron: What about like comping?

Anthony: Oh, in terms of comping that that’s, that’s where it gets really interesting because there’s very, very few comps within that high acreage range. Uh, so what I like doing, if there’s no comps within that acreage range, you know, go smaller, um, try to go, I would probably go back a year or two.

It gets a little iffy going that far back, but you want to find some sort of like minded comps, find out the speed of the market. Um, but that, that’s what I do in terms of just trying to figure out overall demand. And then you have to keep in mind too, okay, how many potential buyers would I have for something like this?

I take a look at surrounding counties as well too, cause there’s not going to be that like parcels or comps if it’s, if it’s, Well, like 200 acres and above or just that purchase price, um, for that matter. Um, so that, that’s what I would do.

Ron: Yeah. And when you are reaching out to realtors for comps or anything like that, make sure you are locked up in the deal.

As far as like there were realtors with less ethics than others for sure. Making sure you have earnest money down with stuff like when it’s sized deals and you start reaching out and then you let a realtor know like this is the property I’m buying, trying to get a broker opinion, trying to get an opinion on this.

We’re interested in selling this on the back end. If you’re giving realtors, especially for bigger deals, exact location, exact parcel number, you having that earnest money down. Uh, cash consideration is what it’s called. It doesn’t even have to be cash. It could be, uh, it could be a sock for all I care. Um, something with cash consideration down, that is what legally will hold up in court.

And that does not allow that seller to just go like back out and then list with the realtor. Like you are entitled to purchasing that land when it is like that. Um, and that stuff holds up in court. If you just have a contract with no end date on due diligence, with no end dates at all, with no earnest money down, that is not going to hold up in court.

If you have to go down the route, like something like that, which hopefully you never do, but things do come up. Realtors, not all realtors are ethical for sure. Not anyone in any industry is ethical, but just be careful with that.

Anthony: Yeah, that, that’s such a good point. And just to touch on that quickly is it’s funny.

Cause I was speaking to a realtor on a couple of deals that I’m moving forward on and his, um, first question is he pulled it was like, Oh, what are you buying it for? I was like, I’m not telling you that. Like, just tell me what you think this would sell for. I think you have a good experience, but. Be very careful when partnering with the realtors, do all the, um, protect yourself just like you had mentioned is so important.

Ron: Anything else to add on this topic? I think if you’re not going after these deals, if you’ve done a deal, you sent some, go after these deals. It’s not like the, the payoff is so, so great. And that’s why I try to push, I want more of these half million dollar deals submitted to us for funding. We have the funds, we can get the funds for it.

Uh, so. So if you are, if you’re not going for them, I think going for them is the way to go.

Anthony: Yeah, absolutely. I mean, if you, if you want to take your business to the next level and you want to do big things, you got to go after big deals. So, um, no, I was really excited to talk about this and I’m excited to see what members are able to do moving forward.

Ron: Awesome. If you guys are watching on YouTube, hit the subscribe button below, leave us a message in the comments, let us know what you thought about this episode. If you’re listening on Apple or Spotify, Leave us a review, share this with a friend, put it on your Instagram, sort of whatever it is. It really helps spread our message, grow this podcast.

Other than that, thank you so much. We’ll see you next time.

Dan: As always, thank you for joining. Please do us a huge favor and like, and subscribe our YouTube channel and share this with a friend. It really means the world to Ron and I, but more importantly, it could help change the life of someone else.

Thanks for joining and we’ll see you next episode.

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