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Maximizing Profits with Subdivide Deals: A Land Investors Guide

Subdividing land can be one of the most profitable strategies for land investors. By acquiring larger tracts of land and dividing them into smaller, more marketable parcels, you can significantly increase the land’s overall value.

However, subdividing land requires a detailed understanding of local regulations, market conditions, and the associated costs. In this guide, we will walk you through the process of subdividing land, using a practical example of how this strategy can be executed for maximum profit.

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Step 1: Evaluate the Land and Understand Local Regulations

Before moving forward with any subdivide deal, the first step is to evaluate the land's suitability for subdivision. You need to assess both physical factors (like road access) and legal requirements (such as zoning and subdivision regulations).

Key Considerations:

Zoning and Subdivision Rules
Contact the local county or city planning office to understand the zoning laws and subdivision rules. These regulations will determine whether the land can be subdivided and into how many parcels.

For example, some counties may require that each parcel be a certain size to meet zoning laws, or may have restrictions on certain land uses like mobile homes.

Road Frontage
A crucial element of any subdivided land is road access. Each parcel will need its own access to public roads. Properties with ample road frontage are more likely to be suitable for subdivision, while properties with minimal access may not be subdividable.

Utilize tools like Google Earth, The Land Portal or county maps to measure road frontage and confirm this critical aspect.

Real World Application:
When we looked at a 70-acre property in rural Mississippi, it had over 3,100 feet of road frontage, which was a perfect fit for a subdivide.

In some cases, road frontage can make or break the profitability of the project, so always ensure the property has sufficient access.

Step 2: Assess Market Demand and Comparable Sales

Understanding the local market is vital when planning a subdivide deal.

To maximize profits, you need to have a clear idea of how much smaller parcels of land are selling for in the area.

The goal is to buy large tracts at a price low enough that, once subdivided, the individual parcels will sell at a much higher price per acre.

How to Do It:

• Research Comparable Sales: Start by using platforms like Zillow, Redfin, and local land listing sites to find comparable properties. Look for land parcels of similar size, zoning, and location, and note how much they are selling for.

   

• Evaluate Potential Sales Prices: If comparable sales are difficult to find (e.g., because the area is a non-disclosure state like Mississippi), reach out to local realtors or appraisers who can provide market insights.

  They can help you estimate the sale price of subdivided parcels based on their experience.

Real-World Application:

For example, after researching comps in Mississippi, we found listings for 10-acre parcels in the same area that were selling for around $50,000–$60,000 each.

This was critical information, as it allowed us to determine whether our subdivide project could yield significant profits. If smaller parcels were selling for less than expected, the subdivide may not have been as profitable.

Step 3: Calculate the Costs and Set a Budget

Subdividing land is not without its costs. Between surveying, legal fees, and potential infrastructure improvements, you need to have a solid grasp on how much you’ll be investing and whether the potential returns justify these expenses.

Key Costs to Consider:

• Surveying: Typically, you’ll need to hire a licensed surveyor to break the land into parcels and create a legal plat. Surveying costs can range from $1,000 to $5,000 depending on the size and complexity of the subdivision.

   

• Legal and Permitting Fees: Some areas may require permits or legal work to finalize the subdivision. Be sure to budget for these costs, which can also vary depending on local regulations.

   

• Land Improvement Costs: In some cases, you may need to invest in improving the land, such as adding road access, utilities, or other infrastructure, which can significantly increase the overall costs of the project.

Real-World Application:

In our example, we purchased 70 acres for $135,000, and after confirming the potential for subdivision, we estimated that the total cost, including surveying, would come to around $140,000–$142,000.

Knowing this, we needed to ensure that the final sale price of the subdivided parcels would be high enough to cover these costs and provide a solid profit.

Step 4: Market the Subdivided Parcels

Once the land is subdivided, the next step is to market the individual parcels for sale. To maximize profits, you need to strategically price and advertise the parcels to attract potential buyers.

Key Marketing Strategies:

• Targeted Advertising: Use online platforms like Zillow, Craigslist, and land-specific websites to list your subdivided parcels. Be sure to include detailed information about the property’s features, zoning, and road access.

   

• Local Marketing: Consider reaching out to local realtors who specialize in land sales, or run direct mail campaigns targeting buyers in the area.

   

• Price Strategically: Price your parcels slightly below market value to ensure quick sales, but still leave enough room for a solid profit. If the area is in high demand, you may be able to list the parcels at or above market price.

Real-World Application:

After subdividing our 70-acre property into seven 10-acre parcels, we priced them at $50,000–$65,000 based on the local market.

By listing the parcels at competitive prices, we were able to sell four of the seven parcels within a few months, with an average sale price of $62,000 each.

Step 5: Close the Deal and Reap the Profits

Once the parcels are listed and buyers begin showing interest, it’s time to negotiate and close the deals. Throughout this process, always maintain flexibility in negotiations to ensure that the deals close smoothly.

Closing Tips:

• Build Relationships: Trust and communication are key during the negotiation process. Be transparent with buyers about the property’s value and how the subdivision benefits them.

   

• Act Quickly: Once you have an interested buyer, work to close the deal as quickly as possible to reduce holding costs and secure your profit.

Real-World Application:

After eight months, we had successfully sold four parcels, netting around $240,000 in sales. We still had three remaining parcels, which we priced competitively to encourage faster sales.

The total projected profit from this subdivide was estimated to be around $280,000–$300,000, based on the sale of all parcels.

The Profit Potential of Subdividing Land

Subdividing land can be an incredibly lucrative venture for land investors, but it requires a detailed understanding of local zoning laws, market conditions, and the associated costs.

By following the step-by-step process outlined above—evaluating the land’s potential, conducting market research, calculating costs, and effectively marketing your subdivided parcels—you can maximize your profits and minimize risks.

The key takeaway?

Check out the video below for a step by step guide to subdividing land and maximizing your profits! ⬇️

https://www.youtube.com/watch?v=bIqgihxHoo8

Listen to the Latest Podcast

View Transcript here

Ron A.: Hey everybody. Welcome back to the Real Estate Investing Podcast. I’m your host, Ron Apke, joined today by Kay Walker, one of our students. Um, hugely successful, extremely, um, you’ve done so much since you’ve been in our community, Kay, as far as, and I know you’re doing a lot of stuff outside of land, uh, so really excited to hear your story.

Welcome to the show.

Kay W.: Thanks for having me. Um, it’s nice. It’s nice to be here. You know, when I first started my journey, I think like everyone else, we exhort all the YouTube university and your channel was definitely one of them.

Ron A.: Awesome. Why I appreciate that and excited to hear your story. So just talk before you got into land investing, Kay, like what led you to land investing?

What were you doing prior to getting into land?

Kay W.: Yeah. So I ran a short term rental company. scale that did that for about four or five years and kind of towards the end of it, I wanted to get into something out, something that wasn’t as, as busy, not so many feet on the ground. Um, so I wanted to get into development actually.

So I took a course in development and I bought a piece of land and, um, tiny, tiny little piece of land, about 0. 15 acres close to the city for 70, 000 took the class. And then I realized that It would be about a year to, to build on it and then, you know, sell it. And in that class, um, I learned that, you know, developers look at land a certain way and they’ll pay a certain amount for it.

Once I figured that I’m like, Oh man, my, my life is worth more than what I bought it for. And I don’t even think the owner knew that. I didn’t know it after I took the class. And so I just turned around and put it on the market, on the MLS. Um, and it sold in like three days for double the price. And I was like, There’s something here.

There’s something that got you

Ron A.: that kind of got you the itch for it and kind of like, okay, that’s how a lot of people fall into this niche is like, they like their wholesaling. And then one of the sellers like wants to sell a piece of land and then they end up with a piece of land. Someone I talked to the other week, he was a developer and he was buying land for 50 percent of market value building.

And, um, Making 30 percent on the build and then making 50 percent on the land. Uh, so he’s like, why should I even build anymore? This is taking way more time. I’m doing all this. Like, why not just buy the land, flip the land. And, uh, that’s exactly how you kind of ran into it. Okay. So you, what was, was that like a light bulb moment, I guess for you and like, okay, how do I do this, uh, at a higher scale?

Kay W.: Yeah, absolutely. It was like, okay, this is great. Um, how do I scale this out? Right. And I started doing, you know, all the research and looking at all the, the courses and all the gurus out there, you know, that you run across me, you start searching for this kind of thing. And, um, and I ended up taking, taking your course, which was fantastic.

I took three courses total. Um, the initial course was kind of like the buy the kind of smaller, cheaper properties. Um, and I was like, no, don’t want to do that. And then, um, wanted to kind of, you know, be in the middle range there. And, and so took your class. And, um, and LIA, they have a group I took their class to.

So, uh, did that and I finally jumped in. I would say I sent my first mailer July of 2024. And I did it blindly to be honest with you. It was like a spray prey type of approach. But even, even with that, I still got a deal out of the 5, 000. So that’s, that’s, that’s how now I don’t want to say easy, but that’s how easy it can be in business.

Yeah.

Ron A.: So that was July. What did that deal look like?

Kay W.: It was a buy for 60, sell for 120, something like that. Yeah, it was a decent first deal. It’s not a bad first

Ron A.: few months. You got a deal and made 70 grand accidentally, then you made 60 grand on this. Um, so, This transition, let’s, let’s back up a little bit.

The transition from like running an Airbnb, did any of that change or are you still doing all that stuff at that point?

Kay W.: So, so kind of, kind of like the land business, the Airbnb business, depending on how you do it, is a, is a arbitrage business as well. So I didn’t own the majority of the properties. I ran at them, furnished them, did that whole thing.

Um, after 2022, the margins in that business. They got a little bit tighter. And so imagine in business, you’re still doing the same work or more for less money. Right. And it’s just like, uh, I don’t know about that. And I also wanted a little bit of a work life balance different. Um, that business was like chaos.

All the time, like people calling your phone for access. The cleaners is a very busy business. And so I was like, okay, I want to change that. I still need a business, but I need it to be less active. And so that is why I decided to slowly transition. It was really a hard transition. September one at the end of August, I like shrunk the portfolio.

So what was left of it and decided to fully, fully go into land. Cause I know just like you probably know, as a business owner, you can’t half ask something expected to be done well. So, um, that that’s when I like full fledged, decided to go into land and make it a business.

Ron A.: A lot of people look at Airbnb as passive and I know it’s a, I’ve never ran one, but I know, I know from what I can imagine, as far as I see videos on Instagram of these owners who like get these places that are just trashed.

And then you have to chase down money or a dispute with Airbnb, whatever that looks like. I know it’s not a passive business. And so many people look for that. And it’s crazy that you went to land flipping, which in my mind is an active business. You went to land flipping as an, as a less. Pass or as a more passive business than Airbnb, talk about that real fast.

Like you did just like those deals were just easy to come by and it’s like, okay, this, I can make 70 grand versus dealing with all these tenants, all these people coming in and out of my properties. What was like your mindset on that? Like, or what was like, you tell a hundred people, like, which is more, which is more passive flipping something or renting an Airbnb.

And they’re going to say renting an Airbnb. Uh, but you, you definitely found that that was the opposite.

Kay W.: Definitely the opposite. It’s all about perspective, right? People get into, I think, the land business and they’re like, Oh, mail is so expensive. And you’re just like, Compared to what, right? What, what business can you like put a dollar in and get 10 out?

Um, and as quickly as you’re able to do it in land, short term rentals, you know, you have to get the place, you have to furnish it, that is physical labor. Yeah, you have to, you know, do the photos and you have to manage the guests. It’s like ongoing, very, very active business. Um, I think land, you know, you can literally do it from anywhere and it’s, it’s.

There’s no physical aspect to except going out there and looking at the land if you if you decide to do that Um, so I I think I think the barrier to entry also I think both Both businesses have kind of a low barrier to entry to be honest with you Um, but both businesses also have that barrier to entry to see Stay in the business and do well at it is much, much higher.

I think in both instances, to be honest with you,

Ron A.: before we get back to the episode, hit the subscribe button below, turn on your notifications. If you haven’t already, we bring this content to help you guys become better land investors to have an amazing 2025 and land investing. Other than that, let’s get back to the episode.

And I guarantee there’s people listening today that are thinking about like Airbnb and stuff. Um, what’s your thoughts before I get back on the land? What’s your thoughts on like the future of Airbnb? I know with restrictions, these different cities, municipalities, hotels are fighting it hard. Um, what’s like the future of Airbnb?

Kay W.: I think it’s still a very sustainable business. I think how I operate the business, not only in the properties. I think it is not sustainable. I think if you owned a building or built a boutique hotel that was made for short term rentals, um, that would kind of be the way to go. It, if you go to other countries that are vacation countries, They have been doing, you know, the Airbnb thing way before it became popular.

So I think that’s going to be sustainable in vacation places. Um, but I think you have to be a little bit more creative. I think it’s still a way to make money. I just think that you probably need to own the property that you’re, that you’re operating out of so you can control a lot of what goes on.

Ron A.: Yeah, that makes sense.

Have you done any before you got on the land? Have you done any wholesaling in the house flipping anything like that? Um, that’s comparable or is it just the Airbnb?

Kay W.: Just, just the Airbnb. Yeah. Didn’t never touch flipping. It looked too complicated. Never did wholesaling. It gives a cringy feeling. I think that everybody’s kind of, you know, feels like we figured out wholesaling.

So, um, yeah, never did either of those.

Ron A.: Well, that’s crazy. I mean, you’ve only been in this land business. I mean, you bought the course on in May. You’ve only been in the business seven months or whatever. Uh, so, I mean, you’ve come a far away, obviously. What is like the last five months look like? What does your mail volume look like?

What, what are you doing today in your business?

Kay W.: Yeah. So I only do mail and that, that was a struggle in the beginning because I feel There’s no instant gratification in this business. It’s not like you’re going to do something on Monday and you’re going to know it worked by Wednesday. So when you’re pumping out money for marketing, you’re like, I don’t know if this is working.

Should I switch to texting? Should I switch to ringless voicemail? Should I switch to cold calling? And I think that was, you know, a struggle in the beginning is to stay with one thing. Um, but I, I, I signed up for launch control, went through the whole process, got my site approved, and I was like. No, stay in one lane.

Like, I just like, I was like talking to myself, like, get really freaking good at this one thing. Because, you know, there’s a lot, there’s a lot on the back end when you decide a marketing channel, right? There’s your CRM. How are you gonna track, you know, everything? How are you gonna pull your data? All of that good stuff.

So, when you think about a marketing channel, everything else behind it that supports that marketing channel, It should be buttoned up, you know? So imagine trying to button up systems and processes for three different marketing channels when you’re new to a business, that’s tough, right? You’re working against yourself.

I think at that point, so I decided to, uh, stay with Mel. Um, and I, I think I just kind of got better at it. So the first mail I sent was in July. I didn’t send any other mail in July. Like when I first got phone calls, I was like, Oh shit, this really works. Like people actually call you. Like, and of course I got all those calls of like, you know, the landlocked properties, the properties with the wetlands, you know, stuff that nobody wants, of course.

And that’s what it triggered in my head. Like, You need to start scrubbing your data. You need to start cleaning your data. And, um, so, got a VA first to do that, and then I realized, like, I need to do it myself, to be honest with you, so I can know what that, that looks like. So, um, and then the LAMP portal came along, which is like, heaven, and has made my life, So much easier with pulling data and it already being scrubbed.

So game changer right there, to be honest with you. So that’s, that’s all I use for data. I mail. And as far as value, um, Not, not a whole lot of value to be honest with you. So in July, September and October, I used the rocket print and I did a total of 14, 000 mailers, uh, 14, 356. I got, uh, five PAs from that.

And that that came down to like twenty eight hundred or something like that deals per per letter

Ron A.: You got five deals

Kay W.: deals. Yes deals And then in November in December I decided to switch it up I wanted to do something different with my mailer to get a higher rate of um, of signed PAs and deals. And so in November, December, I know the total of, what did we do here?

5, 846. Yeah. We got nine signed PAs from that. So I was like, Yeah, I’m not using rocket print anymore. Nothing, nothing gets right because they’re awesome. It’s just, I changed my template and how kind of everything looks. And so now that I’m getting proof of concept that this works, now I’m going to reach out to rocket print and see if they can, uh, if they can create what I’m doing there, because it is time consuming the way I do it now.

So I do it from home. So

Ron A.: I love it. Yeah. Um, that’s what it’s so, so many people like you started off like you hit the ground running doing stuff, how we teach and stuff and like you AB test, you test things your own way. You put your own spin on it and that’s what your own spin is. Like you have 14 or those got nine deals going to turn into deal or those nine PA is going to turn into deals.

Do you know?

Kay W.: Oh yeah. Like they’re, they’re one just got parked up. We got, you’re killing it. Okay. Come on.

Ron A.: Wow. So you have 14.

Kay W.: Oh yeah. Yeah. Yeah. Yeah.

Ron A.: Yeah. Wow. That’s awesome. What, what size, like, what is your average deal profit, um, that you’re seeing? Cause you talked to your first two deals were 60 Yeah. Is that a normal deal size for you?

Or what is that? What are you kind of targeting?

Kay W.: The average deal is buy for 30, sell for 65. So that’s the, that’s it right there. Yeah. It’s that kind of that middle ground. I haven’t hit like that. Six, you know, the crazy numbers everyone talks about these big, huge deals. I haven’t got there yet.

Ron A.: You’re making it look easy though.

We’re doing what you’re doing is awesome. Like that’s a, so you’re going to have, so it’s like your first 12 months, which you’re not even close to, you still have four months. Like, are you going to be 2025 deals? Is that kind of your target you think for your first 12 months?

Kay W.: Um, I really, so my goal for 2025, it’s a big goal.

I’m going to say, let’s

Ron A.: talk about that. Yeah.

Kay W.: Yeah. So I. I really think I can hit 2. 5 million by the end of the year. Um, and

Ron A.: net profit.

Kay W.: Yes. And net profit. In net profit and and that’s just going off of how I change, you know, my mailing for November and December looking at those numbers, you know, it’s like 6 to 700 mailers equal a deal.

Right? And that’s where I’m at right now. Of course, my data set is small. We’re talking 2 months. But those 2 months were during the election year and the holidays. Right? So imagine we remove that layer. And now the market’s a little better the election’s over, you know interest rates have went down a little bit So it’s like okay conditions are better I’ll be happy if I can stay within that six, 700 mailer range per deal.

Um, and if I can, if I can do that, then I think 2. 5 to three will honestly be very doable.

Ron A.: So that’s huge goals and I think it’s very attainable based on what you’re doing and the success you’re having with your mail. So what is like your like January, February mail volume? What are you trying to do to hit that?

Like you gotta, you talk about. Full year goals and like, let’s break that down. Yeah. What does that look like in terms of mail volume? Your first few months of the year?

Kay W.: Yeah. So that’s going to be, let’s see, uh, let’s do a little math here, say about 20, so we net, I net about 20, 000 per deal. Like after all the, you know, funding fees and everything like that.

Um, So we want to do about 12 to 15, 000 mailers a month, um, going forward. And that should yield, let’s just say, yeah, that leaves a lot of room for error, which is good. If it was, you know, 700 per deal, that’d be 21, 21 deals. Right. But you know, we, we got to leave a lot of, a lot of room for error there.

Ron A.: For sure.

Um, wow. That’s incredible. That’s awesome. And, uh, yeah, it’s cool to see your first six, seven, eight months of, uh, success and then just keep growing from there without a doubt. You, uh, are you, you said you have a VA. Is there anyone else helping you out?

Kay W.: So, so I originally had a BA and, um, he, he was great. I found him off Fiverr and he already knew the land business, which was crazy.

Like he worked for some company, I think in Florida. So he was like schooling me on like keywords to remove and the scrubbing and. And this is for Lamporto and all that stuff, um, and I was paying him like 10 cent per like thing per lead or per data point to scrub and he would pull the data from data tree and it got like super expensive.

Like, I was like paying something crazy a week and like, um, another reason why I’m happy that Lamporto is here. Um, but. I also I also didn’t know exactly what he was doing because he was doing it all and I was new and that didn’t sit well with me. Um, so I kind of like said, okay, chill out. I’m going to, I’m going to take over the data.

I’m going to do everything here and I haven’t brought him back in because I haven’t felt the need to, to be honest with you. Um, so I pull my data, I clean it up, I create the campaigns, I do my market selection and research. Um, and then. So I had, um, call Porter as my answering service. I used them in the beginning and they synced up with my CRM.

I use pebble and it was, it was good. I noticed for some reason. That when people called in first, it was hard to get people back on the phone when they left, you know, spoke to the representative and they, and they left a mess for me to call them back. It was, it was hard to get people back on the phone, which was like, that kind of sucks.

And then, um, I, I, the second thing was I really didn’t. I got the full experience from the cell when they called in to get that feedback from what they were seeing in my letter, because if they don’t say it, you kind of get idea of someone’s calling in to say, you know, I think you’re a scammer. They don’t have to say that exactly, but you kind of hear it on the phone and it’s like, it’s important for us.

As business owners to know that because it’s feedback from our mailers, right? And so if we’re getting a lot of that’s like, huh, maybe I need to come across a little different in my mailer, you know Um, so you don’t get that kind of feedback. So I changed and I had um, so my acquisition my operations manager for my Airbnb business.

Um, she just like put me in coach. I want to answer like I want to get into this with you. I’m just like fine, you know, so she she is just her. She does all of the customer facing calls when people call in. And I do everything else. I do the comping and all that stuff on the back end. So she is customer facing.

Um, so I don’t love to talk to people all the time and she does. So it works out.

Ron A.: What’s compensation look like for her?

Kay W.: So right now it’s just 10%. It’s just 10 percent of the net, um, after we pay funders and such of the deal. Yeah.

Ron A.: Nice. Yeah. You have a good, uh, what, what I like about your story and like just everything you’re doing, like you look at this, you don’t treat it like a side hustle.

You don’t treat it like, um, it’s just things are just going to happen. If you just do things exactly how everyone else does things like you, you’re a business person, which is really, really impressive. And like you are, uh, yeah. You are analyzing every single part of your business. And that’s what makes it, that’s what makes you so successful.

I think it’s like no part, like every single part can change if it needs to be, whether it’s the data provider, whether it’s, um, your VA scrubbing and all this different things, your, your letter, everything like that. Do you have like, what’s your business background? It’s just Airbnb or you just learn really fast.

Um, it’s impressive what you’ve done so far. Okay.

Kay W.: So like. In my previous corporate world, I like to call it. Um, I was a project manager and, and it, that’s what I did. And I also did, um, process improvement. So I think just having that mindset of continuously improving, always asking why something is done a certain way, I think is what I got from, from working in corporate, and I think it really helps being an entrepreneur.

Because it’s easy to do stuff that everyone else does, but if you don’t understand why it’s being done, like you’re doing yourself a disservice. Right? Because when it breaks, how do you fix it? You don’t know. You know? So, um, yeah. I think maybe that’s, that’s where I got from. I think I learned pretty quickly, uh, uh, I’m a kind of a self learner.

I think that helped.

Ron A.: Yeah. Yeah. You also got teased by texting for a little bit and it happens to a lot of people where like, it’s, I’m, I’m all for texting, but you gotta be into it. And like you were, it’s for the people who aren’t mentally okay with, like you said, mail’s expensive, like with that money going out the door, but doubling down on what’s working, I think is what you’ve done so well, um, Any like special projects you, any, any other targeting you’re kind of looking at in 2025, like you said, you haven’t done one of those really big deals.

Um, is that a goal or is it just like, let’s just keep doing what I’m doing and scale it up?

Kay W.: Um, I definitely want to keep, keep doing what I’m doing, you know, tighten any process with, within that to make it more efficient. But I, I do want to explore, you know, a bigger project that makes sense. Um, I do. Yeah.

Yeah. Maybe, you know, maybe entitlements. I’m going to take a course on that so I can kind of understand that whole, that whole process. I think that’s very interesting, you know, ways to create value that, that there isn’t value there. I think it’s, it’s big. So

Ron A.: are you targeting, have you done any double closing or anything like that?

Anything you’ve fallen into that, that is away from just a buy and flip that you’ve done? About

Kay W.: half of the deals that I’ve done so far have been, uh, double closes actually. Yeah, yeah, once I started realizing and getting comfortable with it, um, I started offering it and, and that’s the thing I noticed if you’re not comfortable with something, it’s going to show on the phone, you know, it’s going to show how you operate your business.

So I was just like, okay, I need to get comfortable with double closing. Um, and once I did. I started offering it. I also offered it to, um, to, to my seller, especially when you have, you know, you sent them a letter. Maybe the price wasn’t exactly, you know, the let the price isn’t the value isn’t exactly as what you sent them in the letter.

So you’re all off. One thing I like to do is send them, you know, the, the 14 day closed option and then send them like the 90 day closed option, which is obviously more money. And so it gives them an option of which one they want to choose. And if you make that 14 day option, like really low, it makes the other options look a lot better.

And I noticed a lot of the sellers aren’t like. They’re not strapped. They’re not like so desperately in need of this money tomorrow, to be honest with you. And I think that is something that a lot of people think in this business, because a lot of the wholesaling folks have come over to to this business, and I think they believe it’s the same, you know, avatar, and it’s not, you know, people who own land.

They usually are pretty, pretty well off, to be honest with you. So they don’t need it right away, which I’m noticing. And um, they’re okay with the 90 days. So,

Ron A.: yeah, that’s a, that’s a good point. So you’re, yeah, offering both of those and negotiating that way and giving anyone an option when you’re trying to sell something.

’cause you are selling something even though you’re buying it, you’re selling.

Kay W.: Yeah, exactly.

Ron A.: You’re selling something. Um, and giving anyone who you’re selling something, two options, whether it’s. Yeah, 14 days versus 90 days. The 90 days at low more money, but you got to wait 90 days. Um, and there’s not, it’s not as guaranteed, which I think they understand.

But, uh, yeah, that’s getting comfortable with that pitch is definitely, definitely huge. What, um, so someone listening to this K who’s looking to get into this, what advice would you have for them?

Kay W.: Oh, man. Um, I would tell them definitely get educated and take a course. Um, and don’t think you can just copy paste what the course teaches you.

I think, you know, people think that and they’re like, man, why am I not getting deals? Um, it’s a business at the end of the day, right? Marketing, direct marketing has been around for a very long time. It’s not new and it’s been battle tested across different industries. They use direct mail, you know, they use cold calling.

So there are, there’s information and there’s education out there outside of the land industry regarding marketing. I would advise people to dig into that because there are golden nuggets. Out there for marketing period. We, we market, that’s what we do. We, we pick a good market and then we market and that brings in our money.

So the better we get at marketing. The better, you know, deals we’re going to have in the mortgage we’re going to have. So I would say take a course and then learn marketing, to be honest with

Ron A.: you. And testing things, try things out for sure. Yeah. Try that’s all marketing companies, a B test ads, a B test letters, a B test texts.

Like I know launch control, I know you’re not using them. Um, but for the people texting and people looking to get in texting, like try this text versus this text and like, what are the results difference? Like it matters. 1 percent is a big difference. Big deal. When you’re talking about response rate, when you’re talking about 10, 000 mailers, like 1 percent response rate, it’s a hundred percent, a hundred responses versus 200.

Yeah. I’m

Ron A.: big, big difference. Um, but yeah, I think that’s huge. Um, anything else? I would also

Kay W.: say, um, if I can, like have a presence online, like people are going to Google you. Like, period. They don’t know who you are. You know, so, you know, people look at brands and they’re gonna know the brand. They see Nike, they know what Nike is, they trust Nike.

They see your brand, they don’t know who you are, and people are either going to create a story of who you are in their head, and that’s usually going to result in it going in the trash can, your piece of mail, or they’re, they’re going to, you know, you’re going to give them a story that you recreated, and then the quickest way to do that is for you to pop up when they type in your, your business name, or your email address, or your phone number into Google, and they’re like, Oh, Oh.

They have Google reviews. Oh, they have a website. Oh, it aligns with the letter. I’m getting. Okay. So now I’m a little bit more comfortable and working with them. And I think that that just. It’s huge. It’s huge. Yeah.

Ron A.: And it also goes into like, you provide, you, and that’s what Daniel and I are so big on is like building trust with sellers, um, having them have a good experience too, because like bad word of mouth is whether you’re flipping land or selling a land course, whatever it is, like bad word of mouth is toxic and like actually providing the service that you offer.

If you’re doing a double close communicating with them through that 90 days where they’re not just getting held or strung along, like giving real offers. And I think that’s one of the biggest things why wholesaling struggled so much is because people just throw out offers out. If they get something under contract, they’re excited for that.

20, 000 dollar property they have under contract. They have no clue what the hell it’s gonna sell for. Um, it might sell for 18, 000 then they’re obviously not gonna do the deal. Like when you’re making double close offers, that kind of stuff, actually understanding what you’re gonna, what, what kind of margin you have so the deal makes sense for you, um, instead of just getting things under contract.

Some people get so excited and you have, Nine deals and nine of them are going to be deals. Like nine of them are going to be completed deals, which is awesome. Versus some people who have nine offers signed and then they’re going to have zero deals. It’s a huge difference. And like that negative trust, it’s bad for everyone in the industry, honestly, because they’re going to distrust Kay’s letter more because they just had someone else string them along for 90 days.

Kay W.: Exactly. And, and, and, you know, you talk to sellers and they, they’re like, Oh, you actually caught me back. Like that’s a huge thing. And it’s such a simple thing. You know, it’s like, it’s crazy. It’s insane to me. So it’s just like these normal, basic business practices that we should be doing that everyone’s just not doing.

Um, so yeah. And, and, you know, you get a deal, like we don’t send. Uh, PA out unless we know they’re going to sign it. Like we’re not, it’s not just any PAs out. Um, and so every PA we, we signed, you know, we close and we, you know, we do our due diligence first, you know, as much as we can from the desktop before we do that.

Um, and in my head, I’m like, at the end of this process, like I’m asking for a Google review and I need five stars, so I want to make sure that they have a really great experience right throughout the because that one Google review, it. It gives trust to so many other people who, who look at, look at you online.

So, yeah.

Ron A.: That’s huge. Um, yeah, I think it was Landon. Maybe I talked to a few months ago on the podcast and he’s like, yeah, I call every single, uh, mailer that he gets. Cause he owns land obviously. So you get mailers. He was like, I called him back. He’s like, I get like 10 percent answer rate and like 15 percent callback rate.

Like these people, the people who are successful with this business. Do the simple things very effectively. They don’t blame external things. They don’t blame the sellers. Like they do simple things over and over then, like you’re doing testing different things. Um, talk about that a little bit, Kay, before we get off of here.

It’s like just the, there’s so many people and you probably see it in discord and stuff. People who make external excuses, like it’s the sellers, it’s the business that doesn’t work. You are a perfect example of the business working really, really well. Um, just talk about that mindset a little bit.

Kay W.: Oh man, it, it’s that right there that you just said, it’s mindset.

Like it is absolutely mindset, Ron. Um, you know, there’s, there’s things that we can control and there’s things that we cannot control. Like the election, we can’t control that. The natural disasters, we can’t control that. But, um, you know, we can’t control what we do inside of our business. And I think, I think when people, I, It with social media.

I think people portray this business as easy and make six figures in 90 days, right? Um, and when they come into the business It is especially someone who’s never ran a business before it’s like expectations are here reality is here And that creates disappointment because that’s not the reality of it.

When you get into the business. Um, what was your original question? Cause I feel like I just looked

Ron A.: at mindset around, like you, you’re not an excuse maker by any means. You’re like, I’m going to test this next thing and I’m gonna make this next thing work. Um, like there’s only like one, one, one successful business person in this business means you can be, anyone can be, you know what I’m saying?

Kay W.: I think being in the communities really, really help because it’s like, If they can do it, I can do it, you know, obviously it works. The formula obviously works. All I needed was that first meal that went out and people started calling me, even though they were called, I did not want to take, cause I took them on my cell phone for the first time.

Um, I was like, it works. And like, If, if you can have people calling you about something that you want to, you know, you’re not, like you said, we’re not even trying to sell them anything. We’re trying to buy something for, from them. You know, if you can get people on the phone, I’m just like, Oh, this works.

And if it doesn’t work, try something else, you know, AB test it out. Like. For me, sending, you know, getting a deal for every 2, 800 or so was just like, I gotta improve this, you know, like, that was like, I gotta do better. And so, started testing out different things and now I think I have a letter in an envelope that really, really works well and I’ll continue to, to, to, to use it.

So, yeah,

Ron A.: you said something earlier. Um, and it’s actually like, it’s known as like the happiness equation is reality and expectations. Like the difference between reality and expectations is like the happiness. Um, you go on a vacation and you have a crazy expectations of vacation. Everything’s going to be clean prestige.

And then there’s one bug in the apartment and you’re like, this vacation sucks. Versus you on vacation. Like, yeah, there’s gonna be some bugs. There might be a little trash around. And then like, it’s cleaner. Like it’s the same thing as you offer a seller something. Uh, you offer a seller, a. Seven day close and you close in 14 days, they’re going to be kind of pissed.

You offer a seller, a 21 day close 14 days, and they’re going to be really, really happy. Same exact results, completely different in the review you’re going to get versus they promised me seven days. I got it in 14 days versus they promised me in 21 days. I got in 14 days. I’m pumped. I love Kate. So I’m so happy.

It’s a completely different mindset. I think everything you do goes around that and it’s legit. I don’t know who made it up, but it’s called like the happiness equation and it’s reality versus expectations. Just like not having, just providing expectations for sellers, everything you do, um, don’t under, don’t over promises.

What are we saying in our business? Under promise over deliver.

Kay W.: Yeah. And project management. Like when I first got project management, I would always over deliver timelines and like a senior PM came to me. I was just like, look. Stop over promising. Like you’re making it difficult for all of us. And it, like, it taught me just what you said, you know, those expectations are, are so, so important.

And I think it’s not just in business, it’s in life too, with our relationships, everything, you know, I think, you know, expectations are, are just everything. Um, I think people coming into the business, if they just put in their mind, this will take longer than I think, and it will cost more than what I think.

And. You will run into hurdles, right? If you just kind of know that going in, I think you’ll be okay. Yeah. Yeah, it’s not gonna be easy. You’re gonna get your teeth kicked in. Um, but if it was easy, like everyone would be doing it type of thing and everyone would be really successful at it. So Yeah.

Ron A.: Awesome.

Okay. I really appreciate you hopping on. And, uh, yeah, we’ll definitely get you on early 2026 to see you hit that 2. 5 million goal. And I, I, I believe in you in terms of that your first seven months is unbelievable. We can do like a midpoint

Kay W.: check in. You know,

Ron A.: let’s do it. I I’m, I’m all down for you. Uh, yeah, I can’t imagine what you would be doing in six months, but if you guys watch it on YouTube, hit the subscribe button below, if you’re listening on Spotify or Apple, leave us a review, share it with a friend.

Um, K appreciate it so much. We’ll talk to you guys. Uh, we’ll see you guys 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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pp_custom_cursor_text_bg_gradient_position_mobile='false' pp_custom_cursor_text_bg_position='false' pp_custom_cursor_text_bg_position_tablet='false' pp_custom_cursor_text_bg_position_mobile='false' pp_custom_cursor_text_bg_xpos='false' pp_custom_cursor_text_bg_xpos_tablet='false' pp_custom_cursor_text_bg_xpos_mobile='false' pp_custom_cursor_text_bg_ypos='false' pp_custom_cursor_text_bg_ypos_tablet='false' pp_custom_cursor_text_bg_ypos_mobile='false' pp_custom_cursor_text_bg_attachment='false' pp_custom_cursor_text_bg_repeat='false' pp_custom_cursor_text_bg_repeat_tablet='false' pp_custom_cursor_text_bg_repeat_mobile='false' pp_custom_cursor_text_bg_size='false' pp_custom_cursor_text_bg_size_tablet='false' pp_custom_cursor_text_bg_size_mobile='false' pp_custom_cursor_text_bg_bg_width='false' pp_custom_cursor_text_bg_bg_width_tablet='false' pp_custom_cursor_text_bg_bg_width_mobile='false' pp_custom_cursor_text_bg_video_link='false' pp_custom_cursor_text_bg_video_start='false' 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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=Viki8SHjgXw[/embedpress]