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Landon delves into the marketing techniques that have propelled his success. He emphasizes the importance of reaching out to property owners with personalized communication that addresses their unique situations. 

By understanding their needs and offering creative solutions, he’s been able to create meaningful connections that lead to successful transactions. Whether through direct mail, cold calling, or innovative online strategies, Landon's approach highlights the significance of adapting marketing efforts to resonate with potential sellers.

Hiring has also played a crucial role in Landon's growth. He discusses the process of bringing on team members who share his vision and commitment to excellence. By delegating tasks and leveraging the strengths of his hires, Landon has been able to focus on scaling his business and exploring new niches within the land investing space. This strategy not only helps him manage his workload but also fosters a collaborative environment that fuels creativity and innovation.

As Landon looks to the future, he’s excited about the opportunities that lie ahead. His aspirations include further expanding his operations and tapping into emerging trends within the industry. With his proven track record and a clear vision, Landon is poised to make a significant impact in the land investing realm.

This episode is a must-listen for anyone interested in land investing or seeking inspiration on how to make meaningful changes in their life. Landon's journey underscores the idea that with the right mindset and strategies, anyone can achieve their dreams—transforming obstacles into stepping stones toward success.

Join Daniel and Ron as they dive deep into Landon's inspiring story and share valuable insights that could help you unlock your own potential in the world of land investing.

⬇️ Listen or watch the full episode below!

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Ron: Hey everybody. Welcome back to the real estate investing podcast. I’m your host Ron Apke, joined today by one of our students, Landon Blue. You saw him on a podcast in May. I know a lot has changed. Welcome to the show, Landon. Yeah. Great to be back. So let’s just, crazy stuff’s happened, I think, in your business as far as we just were talking before this, before we hit record, and you said, The reason you quit your job was basically after this podcast, some of the response you got.

Talk about that a little bit.

Landon: First or second week of May. Um, and I just, you know, a lot of mentors that I, um, you know, talk to and just in life and in business and everything like that kind of reached out right after the podcast release, they’re basically like, Hey, how much are you making it?

You’re W2. And you’re going to make, you know, this and land this year, like you need to fully focus on land. So it was probably maybe two weeks after that podcast release, just after taking phone call after phone call. I submitted the, uh, that my, uh, four week notice at work. I gave him a little bit extra time, um, just because I didn’t have to, you know, immediately jumped to anything.

And then yeah, I’ve been out since I think it was the end of June was my last, um, day at my W2.

Ron: Wow. That’s wild. It’s, uh, that’s cool to hear that. I know a lot of people, I know you’re around a lot of people are quitting their jobs all the time. And I think it’s, uh, uh, think that coming to reality was really cool.

And you started land in August of 2023. Is that correct or no?

Landon: So that’s when I, uh, joined the. Course or, or I guess you had joined the community, but I didn’t send my first, it was like almost a year ago to the day that I sent my first mailer.

Ron: Wow. That’s insane. So you started on October, quit your job in May.

Um, what was your goal originally? I know you talked about in the last podcast. What was your goal for like a lot of people come in and I talked to have consultations all the time with people like, I want to leave my job by 2027. Um, and I like, we got, we got moved those dates up. What was your goal initially when you started?

Landon: So when I first began, it was I wanted to make 50, 000 in 2024. And the reason was I wanted to, uh, be able to quit my job and travel a little bit. Um, and you know, kind of as, as it progressed and kind of started changing things, I wanted to be able to quit my job by 30 and then ended up doing it, you know, Six months or I guess it would have been, you know, probably seven months since I really started, um, doing a little bit of land flubbing, but yeah, initially when I first started, I want to make 50, 000.

Ron: That’s crazy. And what, uh, how is the year going to turn out? I know you had a goal of buying a million dollars of land. I think you passed that. Talk about your goal. And when you’re yeah. First year in a business, we did it for Lamport. I’m trying to put goals and it’s like this shit, it’s really difficult to line them up because it is a such a steep, like you can scale up so fast, but talk about your goals that you had, what, what kind of your goals were as you progress, what your goals were and like how you, how you’re looking at those.

Landon: Yes. So, um, you know, again, it kind of kept going up and up, you know, I don’t know if anybody that’s familiar with the vivid vision. I rewrote it like three times this year just because things kind of continuously changed. Um, but, you know, back, I think when I was on last time, I wanted to be able to hit a million in, in, um, Purchase land this year, which I hit maybe a couple of months ago or so.

Um, and then at this point I wanted to be able to hit kind of a million dollar profit run rate, um, which we, you know, in July we kind of changed all of our marketing to double everything. So we started doing 20, 000 mailers per month, um, 50, 000 texts. And then we were doing about what I hired a cold caller and they do about 10, 000 cold calls per month.

Um, so that basically let us, it’s really hard to predict. Project out because just with the election and everything it’s so hard to figure out what’s actually going to close this year What’s not um, but from deals that we’ve closed, um, so we’ve taken 19 deals full cycle Um, and then I have another 10 that i’ve purchased so we purchased whatever that’d be 29 deals total this year sold 19 of those Um of the 10 remaining I think I have 500 contract to sell and then you know Five others kind of still listed for sale.

You’re you’re busy. Yeah. Yeah, so it’s been busy, but you know total You Um, projected profit between kind of everything that we’ve closed, um, you know, portion of that obviously realize some of it’s kind of expected based on, um, you know, final closing numbers and everything. And then a few deals we have under contract to purchase, um, with pretty high expectation to close those.

And then, you know, fairly confident in our sales price, we should be a little over 800, 000 in deal profit. And that would be like kind of my portion of it. So, um, you know, after paying out, you Investors and everything. We probably got close to the million, probably didn’t quite hit a million in total deal profit this year.

Um, but yeah, I’d been probably about 800, 000 in gross profit with about maybe a quarter million in, um, kind of operating expenses between, you know, male, um, you know, uh, People, you know, on the team, everything like that.

Ron: That’s wild. Like that, that’s an amazing first, uh, year, obviously. How, how does that like thinking back to where you were 12 months ago?

Like, how does that, as far as like suppressing sometimes you, and I think Brian talks about it a lot. It’s like, just sit back and like, look back at what you’ve done. Like how, when you look back, like, how does it make you feel as far as like, I don’t know, you should be proud of yourself. Like what you’ve done in such a short period of time.

Landon: Yeah, no, it’s, it’s, Absolutely insane. I had no idea that, you know, I mean, I knew there, this was a very high opportunity business, but I had no idea, you know, to what extent it actually was. Um, and then being able to kind of hire people, help a lot of different people in, in that way too. Um, but yeah, kind of just blew my mind, you know, seeing the numbers, like I said, I, um, you know, It changed my goals throughout the year just because, you know, you’d hit the goal and it’s like, well, it’s kind of lame to leave that as the same goal through the rest of the year.

So let’s set another goal to try and hit by the end of the year. Um, so yeah, it was definitely, um, a very interesting year. And then even with that, I still made probably hundreds of mistakes this year. Um, which, you know, if I knew what I knew, you know, No, what I know now, um, back then would have been able to, you know, scale that, you know, well beyond those numbers.

Um, but you know, super excited for kind of the, the future, the next year’s, the next year’s coming.

Ron: What are your kind of like Daniel and I have switched up our like setting goal strategy so much because what you’re saying, um, as far as it gets so hard, like what is your What’s the purpose of the goals is just like a number that you think you can hit as a number that’s motivating you.

Like what’s your relationship with goal setting?

Landon: Yeah. So I always liked the idea of kind of the, um, setting a beehive where is, you know, you almost want it to be like. Not quite impossible, but you know, almost wanted to be touching impossible. Um, and when I first started this year, you know, I didn’t close my first deal on the sales side until like end of April.

Um, I want to say, so, you know, a lot of this activities really happened in the last six months. But when I first set my initial goal this year, I didn’t even really know what goals to set. Like my goal was to, Buy a million dollars. And the reason I set that goal was I want to, you know, I thought if I could buy a million, I could sell it for 2 million and then profit a million, obviously in practice, that’s not actually how it works is you spend, you know, money in marketing, you know, there’s just a whole lot of things when you’re initially setting these goals that you don’t even know about land flipping.

Um, but that’s where, you know, I basically wanted to set goals that seemed almost impossible and we’ve reached those, you know, impossible goals multiple times this year. Have you set goals for 2025 yet? Yeah. So 2025, I want to be able to buy, um, 2 million in this was like kind of soft goals, you know, we’re going to do kind of, um, some, some heavy goal setting here, kind of coming up towards the end of Q4.

Um, but it kind of be, you know, buy, you know, 2 million, hopefully hit kind of 4 million top line and then, you know. I guess we’ll call it net net profit of around a million and a half for next year.

Ron: Wow. That’s awesome. Um, and I think that’s, uh, he’ll probably be adjusting those in March or something to, uh, 3 million, 5 million, whatever it is.

What are kind of actually, let’s back up a little bit. Um, so what does your team look like now? I know we talked a little bit about, uh, Um, hiring that kind of stuff. Have you hired people? What does that look like?

Landon: Yep. So I think last time I was on, I had a pricing analyst and then a full time texter. Um, since then I’ve added an executive assistant and then just recently a salesperson who, you know, I guess kind of generally accepted in the land investing space, kind of an acquisition manager.

Um, so it’s a person that kind of takes that initial call, ask the standard question, right? Is there electric, um, you know, sewer water? Um, are you the only person on the deed? You know, why’d you buy the property? Why are you selling? Kind of those initial questions where it’s kind of 80 percent information gathering and a little bit of rapport.

Um, and then I’m kind of doing the closing. So it’d be, you know, I guess a five person team, um, right now where I, you know, still kind of taking those sales calls for right now. Um, would love to outsource that, you know, coming up here in the next year just to be able to scale up. It’s, it’s really hard to kind of manage this transaction and everything like that, along with keeping on top of sales and responding to people, you know, very efficiently.

Ron: So who, um, are they all United or are any of them United States base or no? Not right now. Okay. So all overseas. So you obviously talked about, you said 10, 000 cold calls a month. You said, I think 50, 000 texts, 20, 000 mailers. Is that still what you’re at? Yes. And what do you like? I think people listening like, holy crap, that probably is expensive.

Like, what are your monthly expenses? Cause I know they’ve scaled up as your business scale. It’s not like Landon started this when he first started sending 20, 000 mailers. Yeah. It’s a really expensive, but how have, uh, those monthly expense? Like, what do those look like now? Cause it’s probably a little overwhelming. I don’t know.

Landon: Yeah. So I would say we’re, we’re probably 000 a month, um, in operating expenses and the goal of that would be to hit, you know, kind of close to five deals, averaging, uh, About 25, 000. So, you know, if you’re spending 25, 000, make 125, 000, obviously netting, you know, about 100, 000 a month is kind of the goal.

Now, in practice, it’s, it’s hard to tell because we kind of ramped up that marketing in July, and there’s obviously a little bit of a lag period between when you. Kind of ramp up that market and actually start realizing those efforts just because, you know, you ramp up marketing, it’s going to take a month to hit mailboxes and a month to close those deals month to sell them.

So, you know, still not quite realizing the fruits of increasing that yet. Um, but yeah, that was kind of the goal for, for what our lead measures are.

Ron: Yeah. So, and that’s including your employee expenses.

Landon: Yes, exactly.

Ron: So talk about building a team. Cause a lot of people, it is overwhelming, like hiring people and you’ve hired five relatively fast.

Um, talk about building a team, like lessons you’ve learned maybe from hiring, from managing people. I don’t know if you’ve had to fire anyone yet. What does that look like?

Landon: Yeah. So I. You know, a lot of people think that, um, I guess international employees aren’t as good as them. I would say, you know, the, the employees that I have internationally are better than, you know, what I would be at that respective position.

So the texter that I had came home with a lot more experience than I did with launch control and he was teaching me a lot of different things on different followup campaigns, um, different drip automations that he had in the past, things like that. Um, my pricer was probably the only position that I really had to kind of extensively train, you know, with.

Probably tens if not hundreds of hours of different loom videos just, you know, teaching on the front end and then reviewing a lot of the counties that they priced. My executive assistant kind of manages my, uh, inbox right now. Um, so, you know, she was very, very familiar with that process and you can get someone with, you know, decades of experience in that, you know, specific position.

Obviously, you have to train them a little bit for land. Um, but otherwise, you know, she’s very good kind of keeping our CRM updated so that the salesperson, um, can kind of call it. And then the salesperson actually just hired them a couple of weeks ago. Um, so again, they’re kind of, kind of be getting on those initial calls, um, with people just because, you know, again, it’s, it’s kind of a speed to lead thing, especially with, you know, competition potentially increasing a little bit more people coming into the space.

Um, we want to get back to people very quickly. So that’s kind of the, you know, training there is, it’s, it’s really just a script that they’re following. Um, But, you know, again, goal there is kind of get people on the phone within about 10 minutes of them responding to us, either via text or mail.

Ron: Do you think these employees right now, like there’s a ramp here where you’re ramping employees up where it’s probably not scaling your business up yet, but it’s saving you some time.

Are you getting to the point where like their skill set is scaling your business and taking it to the next level?

Landon: Yeah, definitely, Especially with the, again, I think one of the main positions in a business, or at least land, Or, you know, I’m flipping specifically is going to be the texture. My texture is phenomenal.

He’s constantly getting different leads pushing to the CRM, um, in, in, in different things like that. But yeah, I think the, the executive assistant was a big hire for me. Um, where it’s just, I don’t have to kind of look at my email inbox. They kind of tell me, you know, potentially where I need to be, when I need to be there different emails that are coming through.

Um, you know, a lot of times I’ll get an email on a lead or, you know, someone maybe submits a calendar offer to me, different things like that, and they can quickly push it to the CRM. You Um, which beforehand I was not my organization skills to start there. Um, so having that position, yeah, it was super beneficial and has, has very much allowed me to focus on kind of sales, which I think is the driver of the business here.

Ron: A hundred percent. So you’re, you’re doing, you have the salesperson doing the initial calls and then you’re doing some after that, as far as like closing the deal.

Landon: Exactly. Yep. So they kind of, uh, almost like an appointment setter role.

Ron: So are they going to scale up to doing any of the closing or would you be, would that be an American based employee?

Landon: Yeah, I think that’s going to be in an American based employee. I think it’s hard to eat again. I think that’s the most important part of, you know, the, the land business is that closing rule. Um, and I think it’s, again, I think he had said it on a podcast, maybe that just released today. Um, where it’s, you know, you, you can pay for one of those employees, annual salary and one good deal.

Um, so it just makes sense to kind of go, um, you know, I think with, you know, someone with kind of a sales experience background, um, in the United States specifically. Yeah. Absolutely.

Ron: That executive assistant role, it’s one I’ve never hired because like the training aspect is, I don’t know, to me, it’s like, I don’t know, they, I would have them doing probably like running my life more calendar, everything like that.

Is that what they’re doing? I know it’s probably from Dan Martell. I know Brian has interviewed Dan Martell as far as that. Talk about that role in a little more detail because it’s not an expensive role to hire, and maybe you got to convince me to hire one, um, but, uh, It’s just one that I haven’t pulled the trigger on yet.

Landon: Yeha. So it’s, it’s a position where you really need to trust them cause they’re going to see, you know, your email inbox. There is a way that you can put kind of a read only, um, way for them to actually see your email inbox. Um, I just gave mine, my login, my password, everything like that. So they kind of have access to that.

They have the access to my calendar. Um, if different things in the calendar change throughout the day, they’re pinging me. I use discord primarily, but you could use, you know, WhatsApp or, you know, a lot of different, you know, Means of communication there. Um, but yeah, it’s a position that, again, if you’re my weakest point is probably organization.

You know, there’s been a lot of times where I have, you know, multiple closings in a week and trying to, you know, schedule that out is just, uh, not, not a strength of mine. Mm-Hmm. . Um, so having that person there to, um, kind of tell me what, you know, what’s closing on what day, um, and then just a lot of, again.

A lot of my, um, deals now, or I guess not deals, a lot of leads now come through that email inbox. So it’d be, you know, pushing that to the CRM and then getting someone to respond to that quickly. How long have they been with you? So the salesperson would have been, uh, not quite two weeks now. What about the executive assistant, the executive assistant?

I want to say it’s probably two months now. Um, so again, it was, you know, obviously it is a lot of training where it’s like, Hey, if this type of email comes in, this is what you do with it. Um, a lot of loom videos, but if you kind of train them for, you know, You know, I call it a few days to, you know, a couple of weeks.

And then again, obviously things are going to change kind of as, as it progresses. So continuously kind of giving them feedback for different things you need.

Ron: Sometimes when you do you think chaos hiring employees brought more stress on some aspects of the business managing people being responsible for because it’s their well being like it’s not like they’re they’re not expensive in our terms as far as like overseas employees a lot of times, but at the same time, like it’s a livable wage that we’re paying them and it’s their livelihood.

But as far as like stress, is it increased with employees and that kind of stuff as you scale up?

Landon: Yeah, I would say so. I think one of the hardest things, you know, on it’s hard to, I guess, keep them busy in some ways. Um, so yeah, I would say it’s, it’s definitely stressful in, in terms of, you know, you want to.

If something’s going wrong, you know, typically I look at myself first. Like, what am I doing wrong? It’s kind of the, the jocko where it’s like extreme ownership. If they mess something up, it’s probably because I lack, you know, it was my fault for not training them or setting the proper expectations. So it’s been a lot of that for me, um, where I have yet, I still haven’t fired an employee yet.

Um, You know, I’m not saying the greatest hire, uh, or person hiring or anything like that. It’s more so, you know, if I’m not sitting the proper expectations for them, then it’s a hundred percent on me if they’re not doing it.

Ron: Yeah. We’ve had such a, uh, in the last two, three months, we’ve hired so many people.

And one thing that I realized, and I said it in one of our meetings last week to our team. Yeah. And whatever. We have 15 employees now. And I said, like, one thing that I was struggling with is when a new employee starts, it’s almost like it’s 100 percent them. And then like, I forget like, oh, crap, they started three weeks ago also.

And then so we’ve had four employees that we’ve hired in the last six weeks or so. So like the newest employee gets the attention, then you’re like, okay, they’re not fully trained either. And that’s something that I really slacked on. Um, You just got back from a Hawaii. I mean, I, I assume land, was that a celebration of land?

Was that a celebration of like what this year’s been talk about that. And you’re able to just do this business from, I don’t even know what the time zone is, is it five hours before East

Landon: Six hours, which made it really tough. Um, but yeah, the, the goal of, of Hawaii was basically, you know, anybody from over at Brian or action Academy, he wants you to do like some.

big thing after you quit your job to make it somewhat memorable. Um, and my wife had a contract at the time that I had quit that had basically gone through, you know, close to the end of September. Um, so yeah, we left, I think it was end of September, beginning of October and we’re there for, I think we’re there three and a half weeks.

So not quite a month there. Um, but kind of just bounced around Island Island. Uh, but yeah, the, the hardest part of that was obviously still trying to run the land business where it was six hours behind. So there was a Quite a few. I think we had seven sales or seven different transactions. Some buy and then I think mostly sell while we were there.

Um, but there was a lot of times where I’d have a notarization at six o’clock in the morning. Um, so, you know, it was that that was the most difficult thing. Whereas wake up at, you know, five o’clock there and it’s already 11 a. m. here, you know, um, we haven’t got back to the leads that had called in or texted earlier that morning.

That was the hardest part about it. Um, but I think it opened up a lot, you know, my eyes to like, You know, harm Rosie basically says, if you can’t leave your business for six months and it, you know, grows without you, then you don’t have a business that kind of really showed me that, you know, what positions I need to hire.

Because if I woke up and I was stressed about this specific thing, um, continuously, like that’s a position that I should be hiring for. And that’s exactly why. Basically listed the position and hired the position while I was in Hawaii for that sales, um, role, just because I want to get back to people very quickly.

Ron: That’s awesome. And I think, uh, yeah, being able to travel, being able to, I think celebrating things like that is important. Brian does a good job, obviously pushing you guys to do that. Uh, is your wife, is your wife still working?

Landon: Yes, so she’s we’re looking at our next contract now probably Florida, but we’re not sure but that’ll probably be you know, two weeks So we’re back in Toledo for now, but she’s helping out on the the business a bit with You know a lot of email management and stuff like that kind of helping the executive assistant Um, with that as well, and then just kind of help and keep, I guess, just the overall life organized too.

Ron: No, I mean, that’s, that’s a lot. You guys have been traveling and you guys have traveled for years or how long you guys been traveling as far as, uh, for your wife’s job doing that. Yeah. So as soon as we got married, so it’d have been September of

Landon: Yeah. So as soon as we got married, so it’d have been September of 2023. So since then we’ve been home for probably two weeks since then.

Ron: Cause the last time you were here, you’re leaving for Cape Cod. I don’t know how long, were you there for a month or less than a month?

Landon: Yeah. We were there from May through the end of September. So four or five months. Yeah.

Ron: That’s nice. So I think you said you got a place on the beach there.

Landon: Yeah. Yeah. You want to talk about expensive during the summer?

It was, it was an incredible, incredible place. Beach town. Um, you know, but. Perfect weather. I mean, it was awesome there.

Ron: That’s awesome. Um, so let’s talk a little bit of more like the future of the land business as far as what you’ve seen. You’ve been in it a year, like let’s say you sent your first mail or you learned 14 months ago.

Uh, but the thing is, and I tell everyone this, some people’s year of experience is Two weeks of experience, some people’s year of experience is like six years and you’re probably on that higher end. Like, okay, you’ve done so much. You’ve sent so much mail, so much text, uh, so much experience, but talk about kind of what your thoughts are on the future land business, what direction you think it’s going, how it’s changed since you’ve been a part of it.

Landon: Yeah. So I’d say people are getting more mail, um, and, and that’s one of the main questions I get a lot is like, is this, you know, a sustainable business? Like is there a future in land? Um, I’ve gotten to the point now where we’ve bought enough properties that we’re actually starting to get a lot of these, um, mailing, you know, mailers, people offering to, you know, buy the land and it’s, you know, obviously the same process.

Um, but I call them all up, um, and I basically want to see their sales process and see, you know, how good they are. I think I got maybe. Three over probably the last two, two or three weeks. Um, obviously called them all two of them haven’t responded. And then one person, um, when they called me, they just left a voicemail, no followup or anything.

So I think there’s more people mailing, but I don’t think there’s more competition. I think if you do your marketing and you kind of are good at sales, like that’s all you really need and mail still works. I’m seeing people, you know, I listened to, to a lot of different podcasts and if you’re doing pure mail, I’m hearing the numbers.

You know, now it’s over 5, 000 mailers to, to get a deal. Um, I’m currently at with mail and a follow up text. I’m at about one deal for every about 3, 500 mailers still, um, which includes follow up texts and I still get deals just purely based off mail. Um, so I think a lot of people think that this is like super oversaturated, you know, thinking this is like, I think we can all probably agree that wholesaling is probably the most saturated.

There’s still people in wholesaling making seven figures a year. So. You know, if you have good systems processes, um, you know, really, all you need to do is be good at marketing and then kind of crush sales when people actually call them back.

Ron: I think that’s what people don’t understand. And I try to explain it to people and it’s like, you got to realize a lot of people are doing marketing and I see it from people in our community too, who are doing marketing and just do not doing anything else.

And then just, they’re always blaming external things. And that’s something when you came to us or when you were here In may like you didn’t have any excuses external like i’m trying to learn about the business I’m trying to make adjustments everything like that. Um, and there’s not like it’s not external It’s internal as far as your processes your systems how you’re talking to people on the phone You’re you said you received two or three and you only got two responses And or you said you got one response one response and they didn’t have any follow up Like that is the business model is having a follow up so that you can actually talk to sellers Um But yeah, I’ve talked about it a lot as far as having a marketing multiple Avenues of marketing for sure and I think with follow up without doing follow up text.

I think it will hurt I also think what are your thoughts on like? Project based stuff in the future that kind of stuff I think it’s a big like it doesn’t debate you have to you don’t have to build houses just simple project based things Have you done anything like that or what are your thoughts on that?

Landon: Yes. So ironically, I just signed up for, it was last week or a couple of weeks ago. Um, I’m doing, uh, it’s a coaching program, uh, surrounding entitlements. Um, so I, I really think that’ll be interesting. Um, but yeah, there’s entitlements there’s, you know, you could fix title issues, deed issues, there’s, you know, landlocked properties.

I think everybody now using, you know, land portals, probably filtering out the landlocked properties. There’s probably an opportunity there in specific States. You can kind of force access. Um, so you can get an easement in different situations. There’s obviously tons of subdivide. potential development potential changing the zoning.

So there’s so many different kind of niches within land investing where you don’t just have to buy it 40 cents on the dollar and sell for 95 cents on the dollar. Um, but yeah, I have my first subdivide opportunity. I think we’re actually closing potentially tomorrow. Um, but that’ll be, you know, buy for like a 40, I think in sell for close to 100 after we split it up a little bit.

Um, but yeah, entitlements, those are obviously long term plays. So it’s, you know, typically can be 18 to 24 more months. Um, but I think average around 18 months for an entitlement. Um, but yeah, that’s kind of where I see is, is there’s, you know, there’s not a big barrier to entry within land. I think the main, you know, barrier to entry is kind of comping.

Um, but there’s so many niches you can go to, you know, within land investing that, Provide so much more opportunity.

Ron: I think one thing, and Dan and I have talked about it recently. I think one thing people don’t put enough focus on is, uh, investor relationships, uh, as far as getting, not necessarily always cheaper money, but just having access to capital.

Cause like Dylan’s one, one person, for example, who’s like, if you can buy something for 400, 000 cash, there’s not many people who can follow through with sending a letter that, and actually get someone cash within that speed. Talk about investor relationships, how it’s, uh, Kind of the importance of it in your business.

I don’t know if you’re funding, how much you’re funding yourself versus outsourcing. What does that look like?

Landon: Yeah. So I would say I probably am 50 50 right now. Um, and my strategy initially coming in was rather than list that, you know, I think probably 95 cents on the dollars, probably maybe 90 cents. Um, I actually listed lower so that I could kind of turn the money quicker.

So if I was, you know, maybe 80 or 85 percent of market value, because I was primarily, you know, you know, Using my own capital to fund these and then if I could get them turned around and you know a month Then obviously it’d be better to do that than kind of bring an investor on That could take you know, 20 percent 30 percent 50 percent, you know, 75 percent something like that of the the total profits But I listened to when I was kind of listening to the the different investor pictures I’ve listened to a lot of multi family people that are kind of raising for different syndications Because I think that’s the way that you you know Just the way that the cadence that they’re communicating with their investors, the information that they’re giving them, the information they’re giving them beforehand to make them comfortable with that investment.

Um, I, I followed a lot of that same methodology and now I have probably five different go to investors that could fund, you know, a few hundred thousand dollars tomorrow if I needed it. Yeah. Uh, yeah, probably told I could probably get, yeah, six to 700, 000 in investing within like the next few weeks.

Ron: That’s huge to be able to do that. And I think a lot of people like we’ll fund bigger to half million dollar deals, stuff like that. But as far as like being able to get some cheaper money options, uh, where it might be hard money might be a little more risk. That’s where you can do those subdivides and have buy for 500 sell for 800, because that’s a good margin, like in anything else, wholesaling all these, like they’re trying to buy for 700 sell for seven 50.

Um, have you done a double closing?

Landon: Yeah. So I’ve only done one, um, so far, but that’s a big thing that I want to kind of focus on in 2025 is a lot more double closing just because a lot of the opportunities I had this year, I kind of just passed just because I had enough flips going. Um, but the thing with double closing is you don’t ever need to fund it or, you know, if you, if you do need to fund it, it’s, you know, yeah, very quickly.

Um, so the only double close I did, it was by for one 50 and sold it for one 87. Um, Um, so there’s a quick little, I think after, you know, all, all fees and everything, I think I ended up with 34, 000. Um, so it was a great little deal to, you know, have for, for the year, but yeah, that’s definitely something I want to focus on in, in 2025 a lot more.

Ron: Yeah. So many, and I think training your salesperson, so many people are trying to get so much more than what we offer, but it’s somewhere in between what we offer 50 percent of market value, 40 percent of market value and a hundred percent and having, being able to buy for, I mean, a 150. That’s buying for 80 percent of market value, essentially 150 to 187 or whatever you said.

You’ve been coaching some students for us as far as you you’ve been doing some coaching for some new people for us How has that been?

Landon: Good. I think so many people don’t you know value coaching or use it to the best of their ability I’ll probably invest doing masterminds and in coaching this show.

I’ll probably invest 25 to 30 thousand dollars that that entitlement coaching I just Signed that was I think 15, 000 was the price tag on that, um, but coaching all comes down to opportunity cost. Um, you know, if it’s going to take me five years to figure out how to do an entitlement deal, but I could pay them 15, 000 and then, you know, close five deals between now and that five year period and make millions of dollars.

Why would I not spend, you know, a little bit of money now, um, to be able to kind of, you know, use that and get their knowledge, get all their work, um, their expertise. So coaching is basically, obviously it’s going to help you, you know, Not make as many bad decisions or, you know, kind of prevents you from making a lot of the bad decisions, but it’s also going to, you know, really help you focus on, um, what’s most important.

And then again, it’s the opportunity cost. Like the first person I started coaching, Devin, he’s under his first, uh, agreement right now. It’s a six figure deal. Um, it’ll be by for a hundred sell for over 200, 000. Um,

Ron: He never told me this.

Landon: Yeah. So he, he had got it under contract. I want to say maybe just this, uh, this last week or so.

Um, but that’s the thing with coaching where it’s, you know, the, the value you get is, you know, many, many multiples, um, versus what you actually invest.

Ron: If you put the money in the right spot, absolutely. There’s some people out there that like, okay, uh, make sure you’re putting the, make sure you vet coaches, everything like that.

It’s so important. Um. That’s really cool. And you, when Daniel would reach out to you probably like a month, six weeks ago, as far as like seeing the success of your coaching students, like it was like everyone who was taking action was getting deals. Is that correct? In a 90 day period.

Landon: Yeah. Yeah. So it was basically, you know, the, again, the number one thing, if you’re not marketing, you’re not getting any deals.

So, uh, we pretty much hit the ground running everybody from day one, our average. Basically from not even starting the course to sending mail was about nine days. So they like completed the course, completed kind of the, the state analysis on, you know, some people did the entire or the entire state, every county and in state, some people just picked a few, but they were getting like sending mail in nine days.

Um, so then it’s, you know, 20 days after that you start answering phone calls, can obviously review those together, um, and then put these things under, under agreement. Um, but yeah, I think most, or about half of them had, had gotten a deal or something under contract and kind of that 90 day coaching.

Ron: Yeah, it’s uh, yeah, I think it expedites.

That’s what I’ve seen with everyone. They’re investing a little more as far as in their education, but you get one on one help. And the value of that, I think is that you can’t really calculate if it’s, if that 5, 000, if Devin, for example, if he bought coaching and he wouldn’t have got that a hundred thousand dollar deal, if it wasn’t for coaching, like that’s a hundred, it’s a ton of value that is missing out without a doubt.

What’s your advice for people like looking to get into this business? I’m sure you talked to a good amount of people like looking to get into the business. What are your advice for people looking to get into it?

Landon: Yeah, I would say, I think the I think it’s not too hard to get into it, um, obviously, but there’s a lot of people that I’ve talked to getting into it and that are out within like the same month within one field mailer, two field mailers.

Hey, I only got two calls back and they were both, you know, super ticked off that I, you know, You know, cinema offer below market value. Um, you, you don’t make a business off of, you know, one or two deals, even like Devin’s deal, a hundred thousand dollars. That’s not going to last, you know, last them the rest of his life, right?

You’re not making a business off of one or two deals. So you need to come into the business. Um, again, there’s still so much opportunity. A lot of people thinking this is, you know, wholesaling where it’s totally saturated. Again, there’s wholesalers still making a lot of money out there. Um, in land is a substantially better opportunity than that.

So if you come into the business, Commit to this business. Do not just come in say you’re gonna try one mailer or two mailers or have you know 1, 000 and that’s all I’m gonna give to this, you know, you need to come in with a little bit of money We’re partner up. There’s a lot of people that I’ve seen where that that partner up for kind of the first deal Maybe they’re lacking capital, but someone else has capital and they’re lacking time They can be you know Kind of that missing piece for the person with capital provide the time get maybe a couple of deals with that person You know, basically, you know Get rid of the partnership then and then take it on the, you know, their own.

So I think it’s a lot of people will come in with unreasonable expectations just because they hear these podcasts and what’s possible. Again, pretty much all that, you know, happened in my business happened within like the last six months. The first six months was miserable. I thought like, you know, I was so far in the red.

Um, that people just come in with with unreasonable expectations. So I think it’s, you know, setting expectations and then committing to this. This is a business that’s going to be, you know, years and years. Um, and you need to commit to that.

Ron: In this business. Like it’s not hard to lose 10, 000 in this business because you spend 10, 000, you quit.

It is hard to lose like 50, which 50 grand is a ton of money. Don’t get me wrong. Um, but it’s hard to lose 50 grand in this business. Business because you just have to literally do nothing correct. And like, it’s so much marketing, so much opportunity out there. If you stick to it, like you said, like the first six months are not enjoyable for many people.

There’s so much education. There’s so much like learning and growth there, but it’s not a fun, like. Maybe if you look back at it, you’re like, okay, that was fun. Like I was learning. Like that was, that was, I’m proud of myself for fighting through that. Cause it’s so easy to quit in those situations. I know you talked about it a ton in the first time you were here.

So go back and watch that guys. But talk about that a little bit more, just the grind of the first 60, 90 days where you have education plus action, a lot going on.

Landon: Yeah. That’s, that’s where it’s so tough. It’s like, you know, The goal set I was setting like, you know, buy a million dollars. It wasn’t even really like looking back now, it wasn’t even really a good goal to have.

Um, so it’s just so much unknown, but that’s the thing where, you know, even to the point where up, like, you know, a couple months ago I had done nothing different than what was taught in the course. Um, you know, started working on subdivides after kind of the road fronted filter on, on the land portal and everything like that.

And now just started to potentially do some entitlements, but there was nothing that I did different. Um, and kind of that first, you know, I guess nine months really than what was taught in the course. Um, but again, it’s the first, I don’t think I got my first deal until February. I want to say is when I bought it and then didn’t sell it till April.

Um, so, you know, I started spending money in October, six months later is when I first made my, you know, first dollar revenue. Um, but, but the thing is, it’s such a high profit potential in this business that that first deal basically, you know, almost all the money that I had spent over those six months.

Maybe it paid off, um, everything. But yeah, it’s, it’s tough at the beginning where you just need a community to surround yourself where you can kind of, you know, see other people. There’s not a ton of people that have kind of the first success in that first mailer. I’ve known very few people. I think there was one person that I know of that got a couple of deals out of that first mailer.

Um, but a lot of, you know, The odds of your first mailer failing probably pretty high, but if you do 10 mailers, you’re probably going to get a deal out of it as long as you’re kind of crushing the sales as people call back. Um, so yeah, it’s tough. The thing is, you just got to commit to it. It’s the same thing with any other business, right?

You’re not going to know exactly how to run it the first day. If you buy a business or start any other type of business, there’s going to be a little bit of a learning curve, but the cool thing is, you know, with land investing online, you’ve got the community that you can bounce ideas off of. You can take your deals, um, to you and Dan Anthony on the, you know, Monday and Wednesday reviews.

Any general questions on Friday. Have So having that community is so, so important.

Ron: Yeah, that’s awesome. And I think that’s so many people rely on that from the start and the people who Like you you’ve had people who haven’t made it in the coaching People who just haven’t applied like you need to get marketing out there and people who just don’t send marketing You have no chance in this business, but using the community listening to stories like you Most of the people that sit in the chair that you’re in Like went through the same thing first three months were sucked first five months might have sucked and then it just like clicks and it turns over and then you can just more confidence with everything you’re doing more speed and just like the learning curve also reduces the amount of time it takes for every task like you said comping is one of the more difficult things and being able to reduce the amount of time it takes you can throw out a deal probably in five seconds right now you know i mean you like look at it you’re like no you’re not doing that uh don’t call that like whatever it is whatever your process is for that Um, so that’s really good to hear.

Talk about the Lamport a little bit, what you’ve kind of implemented in your business. You said you’re going over after some road frontage. Is that helping with entitlement stuff stuff as well? What’s your kind of strategy there?

Landon: Entitlement and truthfully, I got to start the kind of education that they have, um, in startups, but the subdivide opportunities that I’ve seen come across, it’s insane.

Some of the, you know, You know, I was actually looking last time I was on this podcast just before, you know, I kind of knew that the road frontage, I was going to hire a person specifically to go look at road frontage. Um, and now obviously you just click a button and put kind of your minimum road frontage that you need in there.

Um, but the land that you can see in, in market to, and then, you know, you can try different types of, of marketing, but it’s so easy now to get great data, um, in, in great plots of land that you’re actually, um, you know, looking at and reviewing. Um, Um, it’s so easy to actually pick those markets and then you can be very, very specific kind of sniper approach with the different marketing that you’re doing.

You’re saving tons of money in mailers. So many of the leads I was getting back before were landlocked properties or, um, you know, I still get a lot of slope deals, but now with a, you know, new slope feature, um, it’s just saving you. I mean, it’s probably saved me tens of thousands, um, of dollars in marketing to bad properties that I would have thrown out anyways.

Ron: I think it’s a. Makes you more efficient, obviously with your marketing. And that’s what I realized like three months ago. I’m like, whenever I’m doing deal reviews and stuff, I’m like, okay, all this land is good. Like I love reviewing the deals. It’s like, it’s not, I can’t throw stuff out very fast when I’m doing deal reviews with the members.

And that’s why, because they’re not sending the landlocked properties. But like you said, like that might open up an opportunity for going after landlocked properties in some areas. And I’m sure someone will take advantage of that niche. Have you done any survey hacking or looked into survey hacking at all?

Landon: So, so that’s what I was actually looking into with, with, uh, Devon. He, he was really, um, looking into it a lot and that’s something I would love to go. Cause I think there’s a lot of people like unpaid. Tapped in a way. It’s almost like, you know, think back to like, you know, whatever 2018 for land flipping.

It’s like that opportunity right now with, with survey hacking, um, people that might have never gotten a mailer probably didn’t, um, ever get a mailer and you’re just, you know, it is hard to kind of create a mailer, but I think there’s specific things you can do with marketing, maybe a postcard, maybe we’ll get kind of neutral letters.

Um, blind offers might be a little hard to do, but I think there’s, you know, cold calling, cold text. Um, you know, there’s different ways to market to them. Um, but I think it’s, it’s, Like, again, like I said, 2018 for land flipping is like right now for that survey hacking. So is that deal Devin is doing? Is that a survey hack?

That’s, that’s a subdivide.

Ron: Okay.

Landon: Um, not a survey hack, but he was starting to market to, to um, some survey hacking opportunities.

Ron: I think it’s an, I don’t know if anyone’s gone, I’ve talked to some people. I don’t know if anyone’s gone like all in, not like a hundred percent of your business, but I don’t know if anyone’s gone like really into it.

I know Devin, Devin might be one of the first people that starts attacking those. And I just. There’s anyone can be a seller for those because you can buy any portion of the land You just got to cut it off to make it make sense you get that money It’s more value than us buying the whole property for 50 percent of market value now We’re buying those five acres.

They keep 95 percent of land Whatever it is, and I I just think the value there if you can provide more value to sellers, I think It’s just it’s going to work out. That’s why giving cash to people in two weeks It’s better than giving cash to people in 90 days or double closing or giving an assignment It just it’s providing value to the sellers is how you make this business sustainable.

Do you agree?

Landon: Yeah Yeah, and I think it’s a lot of it’s they’re not even using the property So if you start, you know Kind of with the, you know, just offering what they could buy and said, Hey, you could pay off your mortgage. He could buy a brand new vehicle or a new truck. Hey, you could, you know, it’s coming up Christmas time.

You could buy a whole lot more gifts for different people, donate them, your kids, grandkids, anything like that. There’s just, um, you know, for, for land that you’re not even using anyways. Um, you know, I think it’s a blue ocean right now for, for survey hacking.

Ron: A hundred percent. And there’s always going to be niches coming up like entitlements, subdividing.

There’s always things. That’s the coolest thing about land. But um, yeah. Yeah. I really appreciate you coming here, Devin, or I just said Devin again. Um, I really appreciate you coming here, Landon. Uh, is there anything else you want to tell any viewers, anything like that about the business about, cause there’s a lot of people listening who are like half in, maybe they started the course and they’re not doing anything.

Maybe they haven’t started paid for any education or anything like that. Any advice to anyone?

Landon: Yeah. So again, This business can, assuming you commit to it can change your life so quickly. Like a, you know, a year ago I was working my W six months ago I was working my W two and then just spent almost the whole last month in Hawaii.

I mean, this is like the exact we’re, we’re recording this Monday at noon. You know, this is the exact life that I wanted to live. Um, I committed to land flipping. It was the exact. Business that I wanted to do where it offers that remote freedom and then so much so much scaling potential, um, offers different niches.

It’s very low competition. Again, there might be more people mailing right now. I’m not really considering those people competition, just the way that I’ve seen some people, you know, uh, lack like kind of that sales process. Um, but you know, if you, if you really want to, um, Kind of just have some sort of business right now where you can have that remote freedom or just freedom to, again, freedom looks different for everybody as you were kind of mentioned on some of these, you know, recent calls, maybe just dropping your kids off at school and picking them up in the afternoon, um, spending the days with them, different things like that, not being stressed out.

Um, this, this is the business like it’s such a small investment. Um, to, to kind of buy the course, join the community, be surrounded by all these different people. Um, and again, you’re, you’re going to be able to ask all these different questions and everything like that. So, you know, if, if this is something, you know, you potentially want to get out of a W 2 job, or maybe you want to keep your W 2 job and just have a little bit of extra, um, income to spend in a year, this is the business to do it on.

It is. It is. I wouldn’t call is easy, but it is simple.

Ron: Yeah. That’s awesome. I’m proud of you. It’s awesome where you’ve been in just a short period of time, like 12 months. And like you said, it 12 months isn’t a lot of time, but you can make a lot of shit happen in 12 months. Other than that, guys, thanks again, Landon, for coming on.

If you guys are watching on YouTube, hit the subscribe button below. If you’re watching on the app, do it. Apple or Spotify, leave us a review, share it on your Instagram story. Thanks again, Landon. We’ll see you next time. 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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