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The #1 Land Strategy for a Down Market (And What to Avoid)

In this episode of The Real Estate Investing Podcast, Ron Apke dives into one of the most common questions he hears: Is land flipping still a smart move when the economy is down? 

Whether or not we’re technically in a recession, market uncertainty is everywhere—and with it comes fear. But as Ron explains, that fear actually creates massive opportunity for land investors. 

With fewer people marketing and less competition overall, your chances of acquiring great deals increase dramatically. 

The key? Consistency. The investors who stay active and keep sending out marketing—direct mail, texts, follow-ups—are the ones locking in $50K to $100K months, even in less-than-ideal conditions.

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Ron breaks down why down markets are a goldmine for acquisitions and what adjustments you need to make when it comes to selling. 

Spoiler: you can still flip land quickly and profitably, but you’ve got to price aggressively, market the heck out of your properties (think drone footage, signs, and wide distribution), and rely on recent comps instead of outdated data. 

He shares tips on how to undercut the market effectively, why liquidity matters more than ever, and how sellers become increasingly motivated when cash is tight. 

Whether you're brand new to land investing or already closing deals, this episode gives you a clear blueprint for thriving when others are sitting on the sidelines. 

Don’t let fear hold you back—watch or listen to the full episode below! ⬇️

And if you haven’t already, grab Daniel Apke's new book One Lot at a Time—whether you’re just starting or already closing deals, it’s packed with insights that’ll help you level up your land investing game!

Get the book here.

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View Transcript here

Ron Apke: All right everybody. Welcome back to the Real Estate Investing Podcast. I’m your host Ron Apke, and today we are talking about land flipping in a recession and. Honestly, I feel like this is something that we talk about every year, every two years, something like that. Land flipping a good market, land flipping a recession.

And I’m not one to say we’re in a recession or anything like that, but from talking to people looking to get into this business constantly, like I’m, I’m constantly having conversations with people who are interested in land flipping, asking me about the current market, asking me about all these other things, and.

I just want to touch base on this topic. Again, I’m not one to say we’re in a recession. Not in a recession, whatever, but in a down market, in a market that is turning a little bit down in terms of stock market, everything like that how does land flipping stack up when the market is like this? So that, that’s what we wanna start with.

And one thing that I love about down markets, quote unquote down markets is there’s a lot of fear and, and that’s with any industry, to be honest. When markets are down, there’s fear around. Getting into something, there’s fear around doubling down on your market. There’s a lot of fear, which what I like for land flipping overall is it decreases competition.

It makes my marketing more effective. It does all of those things. So honestly, when there is a down market, I think it provides opportunity to be a hundred percent honest. Because even though I’m recording this and telling everybody like it’s a good time or we’ll see about that when I, when I get to the end of this even though I’m telling everybody.

Now you can still do this business. There’s still gonna be a lot of fear when they see their stocks go down, when they see their asset prices or value of their assets go down. Naturally, there’s a lot of free fear around that, which does decrease competition 100%. There’s less people spending money on marketing when there is a down overall economy, or whatever you wanna say it is.

Again, I’m not saying we’re in a recession, anything like that. But going to the business model, like what you should be doing, if you’re like, okay, this is the time for me. I know the market’s not perfect. This is the time for me. You need to be consistent with your marketing. You can make so much money. In this type of economy, in this type of market and being consistent with your marketing in this day and age, having a diverse form of marketing, sending mail, sending follow up texts.

Those are the people that are just making 50, 60, 80, a hundred thousand dollars every single month. Their consistent co consistency of their marketing is getting them consistent deals month in and month out, and that, that’s one of the coolest things about when we’re in a market that might be a little bit down.

Is everyone says millionaires are made in recessions, and that’s not gonna be any different if we go into recession this time. Millionaires are made in recessions. The people who get past the fear of that and like really push forward and try to make the most do, you have to make adjustments and I’m gonna get into those adjustments you need to make, you have to make adjustments, absolutely.

But just stopping your business or not getting into it because the market just, I, I don’t think personally is a real. Reason. So like I said, like being consistent with your marketing is so important, and those are the people that I’m seeing are consistently making in growing their business. And consistent marketing con produces consistent lead flow, which produces consistent deal flow, which produces consistent cash flow.

Everybody asks like, how do I make. $20,000 a month doing this business. Like it’s hard to just make $20,000 doing this business because like, you’re gonna make more, if you’re really consistent with your marketing and everyone’s asking for like, how do I, some months you might make zero. Some months you might make $60,000.

And that’s the difference in this business versus owning a rental property. If you own a rental property, you are having cash flow every single month. It’s pretty predictable overall. This business, we’re actually flipping something. We have it’s less passive than what you would view as owning a rental property.

For the most part, our rental property is a hundred percent passive. Absolutely not. But let’s compare this business land flipping. I. To rental properties, to other business models in a recession. And again, all businesses are gonna have their corks or like different things about them when the market is down for all, all real estate.

What happens in recessions or when down markets in all real estate is pieces of property become more. Affordable for one, there’s more desperate sellers and it turns into a buyer’s market a lot of times. So if you have cash behind you, whether you have cash behind you or not, if you have money behind you to buy the property it becomes much easier to acquire.

So in bad markets, in recession type markets, again, I’m not calling this a recession. I’m gonna say that over and over in these type of markets, a market that appears to be turning a little bit, it becomes much easier to buy. Harder to sell. And the reason being, it’s not just because prices are dropped, everything, people need money.

And in this business land flipping, you’re trying, you have sellers who are trying to liquidate their land. They need money to pay for rent, they need money to pay for their mortgage, whatever. And they have this piece of land that is a thousand miles away from them. Like it’s not hard to get sellers to sell you their land.

In these type of markets where money is just more valuable, to be honest with you. Like if you have, if you have a piece of land, like yeah, that’s great. But it, it doesn’t matter if you can’t pay your rent next month. So our, what we do is offer a two week cash close to these sellers and we are able to give them a liquidation.

Option essentially. And what I tell a lot of people when I’m explaining this business model is we give, we make an illiquid asset, which is land. Land is not a very liquid asset. Asset and we turn it into a liquid asset by offering these sellers two week closes to get your cash really, really fast. And, and obviously in exchange for the land.

In recession type markets, it becomes so much easier to acquire land so much easier. You’re gonna be, your leads might double, to be honest with you. When people, people could be put in a tough position where our offer sounds really, really good and it can really help them because again, they might not use the land at all.

They’re just holding it long term and it having an asset that they can liquefy really, really fast is really valuable to them. We have this offer come up and we close in two weeks, get them their cash. But let’s talk about the reverse side of it. Okay. You’re, it’s easier to acquire. What also happens in a down market, it becomes more difficult to sell.

So when you are listing properties, a couple things, a couple keys, when you’re trying to sell market properties. In a down market, and this could be when the market’s hot and everything like that, but you’re just in a slower market in the middle of Mississippi, in the middle of Alabama where no one wants to buy land.

What you need to do a couple things. One, your marketing has to be amazing, like you need drone pictures. You can get drone pictures, drones.io. You can get pictures there. Get drone shots of all your properties. List your properties everywhere. You cannot withhold where you’re listing properties. You need as many potential buyers eyes on it as possible.

Get a sign on your land, especially if it’s on a cul-de-sac or something. You don’t necessarily need a sign on your land, but it, if it is on a main road that gets traffic on a daily basis, get a sign on your land. You need as many leads coming in as possible to sell your land. Ever wondered how land investing can be the fastest path to financial freedom?

I break it all down in my new book, one lot at a time. I’ll show you exactly how to find, buy and flip land for huge profits without dealing with houses, tenants, or any crazy renovations. It’s simple. This is the book that I wish I had when I first started. If you’re ready to take control of your financial future, grab a copy now, one lot at a time by Daniel Ake.

Find it at your local bookstore or on amazon.com. And then finally, you wanna undercut the market. So let’s say you have five acres for sale, or you have five acres in X County. I don’t care where it is. Let’s just say Mississippi. Somewhere in the middle of Mississippi, you have five acres for sale and there’s a couple other five acre properties for sale listed for $40,000.

Then you see a couple sold comps for like $36,000. The key is when you’re trying to sell properties is undercutting what your competition is. So you have competition, direct competition. Other people are trying to sell five acres for $40,000, undercut them by 10, 12%. So I would be dropping that price down to 34th.

$33,000 where you can sell really, really fast. And that’s how you’re gonna turn properties fast in a slow market. On the reverse side, going back to when you’re buying the property, have this in the back of your mind, is this property’s gonna take a little longer to sell? You might need to be by buying closer to 14, $15,000 for that property opposed to 18 $20,000 because, you know, on the backend, I need to turn this fast.

You cannot just look at sold comps from a year ago. Because those comps might not be good anymore. And that’s one of the other keys. When you’re doing this business in a down market, you need to find recent comps. You can’t necessarily find comps from a year ago, 18 months ago, ’cause the market was different.

Sometimes in this business you can. You can go back 12, 18 months, but if the market takes a quick, fast hit, you need to be looking for recent comps and you need to put a lot of emphasis on for sale properties. If you see a bunch of five acre properties listed for $40,000, they have no interest. They’ve been sitting on the market for six months.

You need to severely undercut them to get the buyers interested. There are everyone says like. There’s no buyers for my land. Like I can’t sell this piece of land. There are buyers for every single piece of land in this country. It just depends on the price. I can do this business in any county, 3,300 counties or whatever it is.

I can do any this business in any county. I can sell land in any county, but the holdup is, is what is your price you’re trying to sell for. If you are like that five acre property we’re talking about and you like aren’t gonna make money, if you don’t sell it under $40,000, you’re gonna have trouble and you’re gonna be holding that property for 12, 18 months.

It could be a really, really long time, and the market might even have to take a turn the other way for you to be able to sell the land. But if you buy that property. For $15,000 and you’re making $20,000. If you sell it for 35 and you’re like, I just wanna get this fast, and you list it for 32, there’s gonna be a lot of buyers that come out of nowhere who are interested.

And that’s what people don’t realize is what a listing price does. If you really undercut the market, buyers come outta nowhere. Buyers who see a good deal, who might just have cash reserves and they wanna buy it to hold long term, ’cause they might know like, okay, if that property might be worth $40,000, but it’s not worth $40,000.

If you’re trying to sell it the next day or sell it in a couple weeks, it might be worth 32, 30 $3,000. So those are really, if I try to explain doing this business really quickly in a recession, like what does it look like? It is easier to acquire and harder to sell. So that is kind of the whole gist of doing this business and recession.

There were, so ma and I, I love do I, I prefer down markets. In this business to be a hundred percent transparent with you guys. I prefer down markets because I, I know how to sell land. I can sell land in any market, and I acquiring becomes so much easier in down markets. Being able to have good salesmanship on the phone with.

Sellers become so much more valuable so you can sell it. I’m going to get you cash in two weeks. That’s where that cash price really comes, becomes valuable is you can say, I can get you cash in two weeks, and they get excited about that. You are gonna have so many deals if you can offer that. And again, you don’t need the money behind you.

A lot of people who are looking to get in this business, like I don’t have $20,000. To buy a piece of land in two weeks and offer to the seller. There’s funding options for everybody looking to get in this business, so don’t have that be something. A lot of people who come into this business have that as something that keeps them from doing the businesses.

They say to themselves, I don’t have $20,000 to buy land. All you need to get into this business. Leads. Essentially, you need to be able a way to get leads. Some people might be doing direct mail, cold calling, texting, emailing. There’s so many different options on how to get leads. That’s what you need to do if you find good deals, if you’re able to find good deals, and it’s gonna be easier right now to find good deals.

You are going to be able to be successful in this business. You will get deals funded over and over again if you can. If, if you know how to actually sell land, everything like that, and you’re buying at the right price, those are the biggest things you need to think about. Other than that, guys, I. Don’t be scared about like the market turning.

Don’t have that be an excuse for not getting into this business. Or if you are already in this business, don’t have that be an excuse for stopping your business. There’s gonna be a ton of people, a ton of millionaires, a ton of people who are gonna make a ton of money. Big deals. There’s gonna be more big deals out there.

There’s so much opportunity, guys, so keep that in the back of your head. Other than that, if you’re watching on YouTube, hit the subscribe button below. Listen on Spotify or Apple, share this with a friend. Thank you so much. We’ll see you guys next time.

Watch the Full Episode Here

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_mask_size_scale='false' _mask_size_scale_tablet='false' _mask_size_scale_mobile='false' _mask_position='false' _mask_position_tablet='false' _mask_position_mobile='false' _mask_position_x='false' _mask_position_x_tablet='false' _mask_position_x_mobile='false' _mask_position_y='false' _mask_position_y_tablet='false' _mask_position_y_mobile='false' _mask_repeat='false' _mask_repeat_tablet='false' _mask_repeat_mobile='false' hide_desktop='false' hide_tablet='false' hide_mobile='false' _attributes='false' custom_css='false']https://www.youtube.com/watch?v=HBkZ_K4pMB4[/embedpress]