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How We Went From $15k to $100k Land Deals (It's Easier Than You Think!)

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In this episode of The Real Estate Investing Podcast, Daniel and Ron Apke reveal how they made the leap from modest $15,000 land deals to lucrative six-figure investments—and how surprisingly simple it can be to scale up in land flipping!

They break down their entire approach, showing why transitioning to bigger deals is not only achievable but actually easier in some ways. By sharing the creative strategies that got them here, like using profit splits, seller financing, and even unique bank loan structures, the Apkes reveal how you can secure larger deals with minimal risk and impressive returns.

What really makes this episode a must-watch is their deep dive into marketing tactics and strategic deal targeting that creates a pipeline of high-value opportunities.

From smart direct mail campaigns to high-conversion follow-ups, they map out the exact steps that helped them find bigger deals with greater profit potential. Plus, they uncover why subdividing properties is a game-changer, enabling you to double or triple your returns from a single deal.

Whether you’re just starting out or looking to scale, this episode is full of practical insights that could be your ticket to breaking into the six-figure land investing game.

Don’t miss out on learning how to transform your land business!

⬇️ Listen or watch the full episode below!

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Dan: I’m your host, Dan Apke, joined again by my brother and business partner, Ron Apke. And in this episode, guys, we’re going to talk about mindset, you know, different strategies to marketing it, uh, funding. Um, what kind of marketing strategies in terms of how it’s going to look different and the differences between, you know, your 20, 000 deals versus the six figure deal, and we’re going to dive in because one, we push this because we know a lot of people are going after these deals and we’ve been pushing it for a long time.

It’s. Pretty much the same process between a 100, 000 deal and a 20, 000.

Ron: Yeah, I think this is a good episode. A lot of people are trying to go after these types of deals for sure. So I think it’s going to be valuable to see not only like what’s the mindset, how do you get deals funded? And then also just the strategies behind like what are the differences between these deals?

I think that’s a very common question and there is some fear associated, which we can talk about with mindset for people going after these bigger deals.

Dan: Yeah, I think that’s a good place to start, actually, because going from, I mean, you and I with our business did, you know, sub 100, 000 deals for a long, long time.

And then once we had our first six figure deal, it kind of just rose from there. And now we don’t look at a 110, 000 deal like it’s anything different than our other deals. But there, when you look at our first business or early on in our business, that was a big deal, getting 100, 000 deals. Now it’s not.

Now that same equivalent might be like us getting a 1. 5 million, how the mindset was. And you got, we kind of worked into that. But really what it was is changing our whole business model, just getting more offers out there, changing our mindset, uh, with our salespeople, changing their KPIs to where we need X amount of, I remember one of our first goals we did with them and they’re, I don’t remember what year this was, but in their KPIs, it was getting X amount of deals over six figures under contract.

And that was one of the, and we just completely changed our mindset as a business of what kind of deals we go after.

Ron: Yeah. I mean, I think, you know, It becomes as simple as that. Like once you start to focus on something in your business, to be transparent, we don’t do deals under a hundred thousand dollars.

I mean, very rarely do we do do a hundred under a hundred thousand dollar deals. Now we don’t really look at them at all. Um, it’s not a focus of our business. Um, just with the way we’ve scaled up in like time efficiency, everything like that, there are deals in the community. We saw a couple of this past, was it yesterday?

I guess we saw it buy for 7, 000, sell for 35, buy for 10, sell for 31, like amazing deals, a huge ROI. Um, and they do really well, and we’re not saying go away from those by any means, but the mindset shift of it, sometimes it is just refocusing yourself. I think some of the mindset too, Dan, if you can touch base on like, some people have three, four thousand dollars in their bank account, and they’re scared to target these hundred thousand dollar deals.

They’re worried about fund, the mindset of they’re not going to get funding, or they shouldn’t be able to do these deals because they don’t have the money in the bank. Uh, I think that’s one thing that holds a lot of people back.

Dan: Yeah, do you think someone just starting out should attack these deals or kind of just do as we teach and if one comes through, great, because I do think they can hear that on the phone and I don’t, I think the newer you are in the less experience you have.

It uh, it transcribes on the phone and people feel that energy and you’re less likely to get those bigger deals.

Ron: Yeah, I mean, I think it matters person to person too is if you’re trying to be extremely efficient maybe with your Marketing because it might take two or three of those interested hundred thousand dollar people before you get one because you don’t know how to talk to them initially, or you have some hesitancy, or you like, uh, drag your feet a little bit because what I see a lot of people do is they want to line up funding before they get anything under contract.

So they get 120, 000 interested seller properties worth 250. Amazing. But they’re scared to get that under contract to be confident or fearful to get that under contract.

Dan: We’ll talk about that in depth, the funding side of it for sure.

Ron: Um, but yeah, I like going after them from the start. I’m not saying going after half a million dollar deals, but going for these 80 to a hundred to 120, 000 offer prices is a good, and that’s 50 acres.

That’s what a lot of 50 acre areas that we’re targeting are offer 120 sell for two 50, something like that. It’s not an abnormal number by any means. And uh, I don’t necessarily, you’re not going to necessarily get those every time you’re first mailer, but you’re going to eventually get them.

Dan: Yeah, it’s almost like they’re stepping stones.

I think this, especially the mindset shift is for someone who’s done two, three plus deals. For sure. Like you’ve done, and you’re confident with the deal, five to 10 deals. You’re confident with the process. There is no reason you shouldn’t be attacking these bigger deals for someone with zero deals. I understand it a little more because it’s like stepping stones.

It’s like, okay, someone wants to go after, uh, and we, we talk about this with our salespeople at land investing online, how to, when someone wants to go after a 10 million commercial project, We frame it like, okay, but to get there, what do we need to do? You know, I’m not going to go build the Eiffel tower before I build my first building.

So it’s, there are stepping stones to this business. And I think that’s kind of one of them. I’m not saying you can’t do a hundred thousand dollar deal if it’s your first deal, but everything becomes a little bit more difficult. Once you have a deal go, because you got to pitch it to funders. Oh, you haven’t done a deal and you want me to put 150 grand into it.

Uh, there’s a couple of things against you that you can overcome, but you’ve done one, two, three plus deals and you’re comfortable with the process. There is no reason you shouldn’t have a mindset shift to attack these. So I just want to throw that out because I think you should sprinkle them in at first, if it’s your first mailer and go after them and be aggressive.

And if you have that mindset already, great, go get it. Uh, but there are a little bit of stepping stone.

Ron: People think we’re so against like smaller deals. I don’t know if people think this or not. Um, but we talk so much about bigger deals. These small deals really keep people’s businesses, and I see it all the time in Discord, singles, baseball, baseball terms, singles and doubles really keep people’s businesses going, they add some money to their bank account.

The home run’s going to be like, okay, now I can afford X. I can, uh, this is a down payment for a hat, whatever it is, whatever. Maybe you can just hire your first full time American employee, something like that. Um, that’s what those really big deals do, but we are not saying don’t go after these buy for 10, sell for 25, buy for 15, sell for 35.

Those deals are great. They make you a ton of money. There’s so many interested sellers out there too. So I think it’s just balancing in most people’s first deals are that buy for 15 and sell for 30. It’s just a very natural. First deal. And I think the hesitancy probably keeps them from their first deal getting bigger.

Dan: Well, there’s mindset shift of that a lot of times. What do you mean? People coming in saying I can make 20, 000 off one deal. Yeah. 15, 000. Like that’s a mindset shift in its own, let alone 100, 000. And that’s why I think like some of it just naturally leads up to it. You’ve done. Cause when we were at that point and we made that mindset shift, we’re like, okay, we’re doing tons of 30, We got to step it up and get 110 and then we’d start looking at 100.

So many hundred to 200, 000 properties. And then you kind of just keep bumping up. Uh, but I do think in general, once you’re comfortable with those smaller deals, if I went back, well, we already do it now with our business. We’re not taking any. Sub 100, 000 deals anymore. But if I went back and this is what our brother Mike’s doing, he’s attacking subdivides.

He has two subdivides that could work out now if he knew how to get funding for him. Um, which is what we’re going to talk about soon. One’s a 300, 000. So for 600, there’s no reason you shouldn’t be able to get funding for that. Whether it’s through us or through someone else or through networking. I just know it’s possible.

And then another one was, I can’t remember the whole details. I think he walked from it. That one was a little bit more

Ron: 600 or 1.1 or something.

Dan: Yeah. 600 acres.

Ron: So 600 by 600 sell for like 1. 1 though. Like there’s still a really good margin in there.

Dan: Yeah. And if you have a good funding, like partners and funding sources,

Ron: You can make that money, you can make a ton of money.

Dan: With this, with this type of business in those size deals.

You need funding networks and we’re going to get into that. I guess it’s a good time. We’ll talk about marketing after then because I do think the biggest obstacle to six figure deals is funding. We look at pillars in this business and we put all of our money into it. You know, time efforts into marketing for the most part in negotiation and sales, you send out lead, your send out marketing texts, you get your leads and then you negotiate.

That’s where most of it goes. And then you have some on the disposition side and title, right? It needs to go through title. It needs to go through disposition and you got to sell it, right? But that’s like 10 percent of energy. Everything’s on that side of acquiring. Uh, acquiring and when you start, it’s easy to get funding for a 20, 000 deal.

I could off the top of my head list a hundred people that would fund that 20, 000 deals. You add another zero there and you make that 200, 000 that a hundred people goes to zero or one or two, maybe even zero. You know what I mean? So it’s a lot harder to get funding. And I think my point here is funding becomes one of, when you start attacking these deals, funding becomes the most important or the second most important tied to acquisitions.

In terms of how important it is to-

Ron: The deals are easy, honestly, like finding those deals that are subdivides like that aren’t a difficult part of the business and maybe you got to work backward. Like you need, like you’re saying, you need to put time, energy, Effort into finding partners. Um, can you find funding partners within our community?

Absolutely. Land funders are typically going to be a little more expensive. I know if you’re coming to us like we’re going to be more expensive than typical bank like house flippers do it all the time. They have a little 500, 000 purchase price with, uh, whatever is it? ARV as I was called adjusted retail or, um, expected retail, whatever it is that, whatever that is.

And that’s 700, 000 is expected once it’s finished. And there’s an 80, 000 rehab. Yeah. So then you have 40, 50, 000 of, uh, financing. You have to pay the lender, whatever the number is, and then you’re left with 50, 000 of profit or something like that. Those are real numbers. And those are the type of partners, money partners that you need to find to really, really scale this business, where the deal, like, There you can just, I’m not saying take tighter margin deals, but it gives you so much more opportunity in that, like buy for 300, sell for 600.

That’s a great deal. You can also make with that buy for 400, sell for 600 work. And then it just opens up so many more opportunities.

Dan: Yeah. But I mean, with alnd investors too, like the relationships, cause there’s just, I would love a deal that, um, buy for 300, sell for 650 percent split, you make 150 grand each or so.

You would like that yourself or being on the manager or funding side or both? Both, but I was talking about if I’m in the manager, the person who found the deal. Um, that’s good cause there’s no risk. You can go and you can find the, you got to find funding for that, but there’s limited, uh, deal funding for the size.

It’s not, it just like you went from 200 people that would fund this deal, traditional profit split 50, 50 to zero or one. Um, and, and that’s where I think it gets tough is the, I agree that you need banking relationships. Look in all options. The problem with banks, a lot of times. And you need to find a, you need to find a private investment group to, uh, or, or, uh, someone who has pools, everyone’s money together and kind of places that you got to find someone who’s going to work with you privately, uh, and whether that’s because what happens if you have 300, 000, it’s a 12 month term, 18 month term, whatever, however you do it.

The problem is you’re going to have monthly payments from a bank. You can’t do monthly payments unless you have something figured out. Monthly payments is going to be, you’re going to be owing 20, 000 to the bank every month, um, and to pay it back. And that’s where it gets really tough. So you need to find someone to work with you privately and structure it, what works for this business.

For example, maybe I want, maybe I want 18 months for this deal. I can pay it off early. There’s no prepayment penalty. I’m going to pay you investor 1 percent origination fee just to give me this 300, 000. I’ll pay it when it sells, and then I’ll give you 15 percent interest. In 12 months, um, and, and, or when the property sells and prorate that 15 percent interest throughout the year, um, or in the buckets, maybe zero to 90 days, I give you 5%, 90 to 180.

I give you 10%, 180 to 360. I give you 15%, however you want to structure it, but that’s the type of you need. But the key is here, I’m not paying you back monthly. I’m paying you back when it sells, when I know I’m going to have that cash flow influx, so it’s not going to starve my business and put me in a really bad foreclosure type of space.

Ron: That situation is tough to find in land investors. Like where you’re doing the 15%. That’s where I think that’s more of a bank relationship, even though it’s not monthly payments. But yeah, if you’re doing the bank, private investor. If you’re doing the 50 percent and you have a biz, like you almost like it’s creating a business with them, like you find and sell the deals, they fund the deals and you might have to do some stuff with your account.

And if you find someone with a lot of, that’s the thing you need to find people with money and then make something work, Dan. Like that’s the biggest thing. I think the gap isn’t necessarily the structure. The gap is people finding people with money, um, like people getting access to capital and that’s why it needs to be a big pillar.

And a hundred percent. And the, the ceiling, if you’re doing profit splits for the funder is huge. Like Mike Steel buy for 300, sell for 650%, that’s a 50% return for the person on their 300 grand. Mike makes one 50 from doing, from selling and finding the property with no money out. So it’s definitely a huge win-win for the, I mean, a huge win for the funder if you can do that.

Um, but uh, yeah, you need to find people with money. Like that’s the biggest thing.

Dan: You need 5 to 10 different. I think you need, yeah, you need a network and you need five to 10 different funders for big deals, I think. And you guys like can get creative with how you fund deals too. It doesn’t all need to come from one spot.

You can pull money together. If there’s one thing I’ve learned from doing the mobile home deals. It’s okay. They do some seller financing on it to get some money from the owner. Maybe the purchase price is 2 million. They get some seller financing, maybe 400, 000, 600, 000 comes from the bank. 500, 000.

They’re using cash from us. The other 500, 000 they’re using from, uh, another spot, you know, and they’re pulling all this money together. It doesn’t need to be, Hey, can you fund all this deal? It can be a combination of some, maybe. You have a 600, 000 deal. You get deal funding for 200, 000. You go to a bank, you get 200, 000 deal funding, and then you have, and it’s in your projections.

And then you can plan this out. And you know what the retail value is, you know, roughly how long it’s going to take. You can really plan this out and make sure you’re still going to win on top. That’s what real estate investing is in general. There’s projections here. Uh, you just need to get creative with how you go about it.

Ron: Yeah. I think people with this kind of stuff and land investors, and maybe some of it comes from us, like get too nonchalant with the funding. Like you got to get creative. You probably got to talk to some lawyers as far as making sure, like when you’re talking about 500, 000 deals, work with whole or work with those type of people.

Yeah. Make sure stuff structured correctly and all that stuff. And, um, Yeah. I mean, you got learning from people like that syndication people. Um, but it can be a partnership, like where you have multiple people, like it is an LLC of LLC is formed. It’s a very normal thing.

Dan: That’s where I would start. If I wanted to get really creative with funding and how it works, you go to a syndication type of group, uh, and you just mentor someone or find someone who’s done syndications or raise money for deals.

And you just ask them and start asking them how they’re forming this and ask them what they would do if they’re in your situation, how they would raise money, show them the returns. They’re going to make all. You’re doubling your money here. Mm-Hmm. , you definitely should be able to get funding for this.

You know, it’s gonna be like, you know, ’cause you’re talking about buying a $2 million mobile home, leveraging all these investors that’s gonna be worth 2.5 in two years. Yeah. You know what I mean? They’re looking at, you’re looking at a deal that’s 300. So for 600, let’s find a way to make it work. Yeah.

Whether somes through the bank, some suits, sell their financing, which I really like. Sell their financing, just pay it off when it sells, potentially, um, to reduce some of the debt and you just get money from different spots. But that’s what I told Mike. In discord the other day, I asked him how many man hours has he spent looking for funding and forming funding relationships and figuring out how to creatively finance things like that.

It’s a pillar. Now you got to attack it like that. The answer is probably zero hours for him, which is fine because he’s been doing the smaller deals, which is easy up to this point. To get funding, but now you’re loving leveling your business up. You need to level this pillar up with it.

Ron: Yeah. You need some sharks.

I think as far as people with a real money, you don’t, it’s not like there’s plenty of people out there who have a couple of million dollars sitting in the bank. They’re just looking for, if they can consistently give you a couple hundred grand and get a. 30 percent return, uh, year over year. Like that’s an amazing thing for them.

Uh, yeah, it’s going to be in and out as far as money coming in, money coming out, but those big deals buy for 300, they get a 20 percent return in six months. They’re going to be happy with 550. What was that? 500, 000 purchase. 000 purchase. I think, yeah, I mean, we’ll, we had no money out of our pocket. Um, we’ll make a couple hundred grand or something like that, but, uh, yeah, there’s definitely valuable.

Let’s talk about marketing though, Dan. So we talked about the mindset behind it, like getting your mindset shift. Uh, we talked about how you actually, and deal funding is partly a mindset as well, but how are we actually targeting those deals? It’s just kind of, uh, Bulk, do we need a complimentary marketing strategy between texting, cold calling mail?

What do you think? Project based stuff?

Dan: Yeah. I mean, it depends what your tech, what you’re doing for these deals. Like Ron said, it’s pretty easy to get 300, 000 deals, especially if you start doing subdivides and things like that. I like a multifaceted approach always, uh, mail is always the place to start for these higher deals.

Cause you got to realize just like out of those hundred people, zero, one, two of them have funding for this. You take a hundred land investors, how many of them are going after 300, 000 deals? Zero, one or two. So the competition’s pretty much washed at that point. So I think you, I would start with mail. You can do some texts and cold calling as well.

I think it’s, I don’t want to say it’s irrelevant, but just same strategies, hit people multiple times, follow up. Be super aggressive on the phones and close deals when you’re doing subdivides Mike Mike our brother who has that 300, 000 deal that market values 300, 000 Yeah, he’s just splitting it up and now it’s 600, you know, so he sent offers out market value.

Ron: Yeah, I mean close to it I mean I helped I was pricing with him and I wasn’t necessarily trying to be at market value, but You get up those higher acreages like you don’t know what the hell market value is to be honest Like some of those higher acres no comps. There’s no comps in these areas So you really don’t know but I can tell you what 10 acres is going to sell for And that’s kind of what that comes out to be That’s where it gets nerve wracking though

Dan: Going back to the funding side is if you price that market value And you get debt all of a sudden you’re underwater in a deficit.

Yeah. Um, because you’re, you’re now your debts bigger than your asset. That’s where it gets a little scary for me. That’s why I’d like to be at 80 percent so I can always wash that them both out at once. Um, if you did raise money on the outside. But that’s the only hesitation there. His improved after improvements and everything is going to be worth 600.

So we know he’s going to make money, but it’s leveraging debt. Can he go to a landloan or bank and get a landloan on something that he’s market value on and be safe at an eight, 10%, 12 percent loan? Maybe not

Ron: Going back or like, do you think people can get land loans for this stuff? You think, but then you pay a bank every you pay monthly payments.

Yeah. Yeah. But going into that as far as getting your first one, like Dan said, it’s using a multifaceted approach. I think is valuable for sure. But that’s the same thing as getting a twenty thousand dollar deal. Like sending a piece of mail and sending a follow up text is great. Targeting subdivides if you’re trying to do it that way is great.

Like all these different, there’s so many ways. We’re just talking about getting your first six figure deal. The main thing about getting your first six figure deal is send marketing for six figure deals. Like that’s at the end of the day, like you need to break through if it’s a mental barrier to get that marketing out the door and then just do things the same.

Honestly talking to these people is pretty similar.

Dan: Yeah. I wouldn’t, I wouldn’t change anything up besides your offer price. I mean, you can raise that from 45 percent to depending on your funding situation and what you plan on doing. If you’re doing subdivide, you can raise it up to 80%. Uh, if you’re just going to buy and flip, keep it around 50%.

With these deals, though, when you’re attacking bigger deals, a lot of times you want to look for improvements in general. Yeah. For doing bigger deals, for me, it’s a lot of subdivides.

Ron: That’s what I would do. I agree. Yeah. I mean, even if there’s minimal subdivides, they don’t have to be breaking up into Michael’s is pretty big.

I think it might be nine parcels he’s breaking up into, ten. Uh, but other people, like, it might be less than, more than that. But other people are doing breaking 20 acres. When we saw a Dylan, Dylan’s breaking 20 acres into two, 10 acre parcels. He’s going to turn to 200, 000 purchase in like four, 10, four 15, which has a very simple subdivide, just cutting it right through the middle.

Dan: There’s so many expensive area.

Ron: There’s so many different approaches for this. Um,

Dan: If you can find an area where two, three, four, five acres. Is almost double the price per acre as 1020 acres. You’re in the best subdivide areas in the country. That’s like Devin’s 10 acres was worth

Ron: 180 and like 20 acres is worth like 250 or something.

10 acres might’ve been worth more than that. Actually, I think 10 acres was like the lowest we saw was one. I think we solved like 250 and he was buying 20. He was buying 20 and 20 was worth like 300 or something like it wasn’t a it’s 20 might have been worth 12 13 000 an acre And 10 acres was worth like 20 almost.

Dan: Yeah. When you find situations like that because then you have you’re immediately just chopping it in half and you’re getting eight thousand dollars per acre More if that makes sense.

So when you those are the areas i’d look for Uh, he’s in very expensive areas in general, which is really cool to see it’s working like that but When you’re thinking, when I’m thinking of these bigger deals, six figure deals, the first place I look at is subdivide. I don’t like buying a big property and flipping it 300, 600.

There’s no value add there. You can do it for sure. And you’re going to get those opportunities, but the subdivide play is just so nice. You’re going to get those all day long. And like you said, chop it up two, three, four times. You don’t need to chop it up 20 times. All that, you know, that makes it a bigger project.

Ron: Yeah. Just all that stuff does is give you the opportunity to offer a little more. It gives you more potential sellers out there. Uh, and, and deals are just, there’s so many deals out there to be had. Yeah. Other than that, guys, I don’t have anything else you get down. No, I think we’re good to go. Other than that, guys, hit subscribe.

If you’re watching on YouTube, hit the like button. We really appreciate it. If you’re watching on Spotify or listening on Spotify or Apple, share this with a friend, leave us a review. It helps so, so much. Thank you so much. We’ll see you next time.

Dan: Thanks for joining guys.

As always, thank you for joining.

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custom_css='false']https://www.youtube.com/watch?v=ptcY_ZZYqcE[/embedpress]

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