How to Make 6 Figures Flipping Land in ONE County (GUARANTEED)

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In this episode of The Real Estate Investing Podcast, Daniel and Ron Apke dive into the power of mastering a single market in land investing and how it can lead to substantial profits.

They discuss the benefits of becoming an expert in a specific county, from knowing local surveyors and zoning offices to building relationships that give you a competitive edge.

By strategically targeting landowners with innovative approaches like survey hacking where you buy part of a larger property rather than the entire parcel you open up new opportunities to close deals that others might overlook.

Whether it’s subdividing parcels, survey hacking, or simply knowing when and how to negotiate, this episode is packed with strategies on how to dominate a market and ensure six-figure success in land investing!

Watch the full episode below! ⬇️

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Watch the Full Episode Here

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Dan: Hey everyone. Welcome back to the real estate investing podcast. Today’s topic. We’re talking about making six figures in one County. I’m your host and wrap. He joined again by my brother and business partner, Ron Apke . Ron, welcome.

Ron: Yeah. Happy to be here. I think it’s important. I think talking about this in general, cause some people just go past mailers and stuff like that and don’t work the leads, everything like that. All this is going to be talked about obviously in this episode, but a really good topic. We’ve done it.

Quite a few times, and sometimes it’s just one deal. Sometimes it’s four or five deals that add up to a hundred thousand, a hundred, two, 200,000, whatever it is.

Dan: Yeah. And one thing I wanna get into in this topic is going into how, you know, a lot of people think you need to spread out across the United States or so many different areas, but.

With more advanced marketing solutions and, you know, multiple touchpoints and things that you can get into with just your marketing efforts. It’s it, there’s more opportunity to one County than people realize, I think.

Ron: Yeah, for sure. And I think that’s, we we’ve been talking pretty extensively the last six months or so from multiple touchpoint marketing, everything like that, which makes.

Just your marketing efforts your marketing money way more efficient and it’s going to make each County You’re going to get more out of each County each campaign You’re gonna get more opposed to what we did maybe two three years ago where it’s send a mailer wait and whatever happens happens It’s now we’re kind of forcing the issue a little more

Dan: if you were to have to pick one market in the United States Would you would it be near where you’re at, where you’re located?

Ron: Well, I’m in Cincinnati, Ohio, so that would be putting me in northern Kentucky, which land there’s not much there. I love the land there. Um, there’s just not many areas. There are some areas like a little east of us, which I like a lot, but probably not.

Dan: If you could pick two though, you could get Brown and Claremont and do plenty.

Ron: Yeah, Brown, Claremont, Adams, probably.

Dan: Yeah, which, which is more than one county, which is the title of this is one county, but. I mean, Claremont’s very, uh, urban now. That’s a tiny little region. Yeah, these counties are small too. Yeah.

Like, you drive from one to the other in an hour. Yeah. You have three, four thousand leads probably, something like that.

And, uh, yeah, I do like the market. There’s more than that. East of us for sure. With,

you start talking about survey hacking. Mm hmm. And then you’ll double that. Yeah. Because a lot of land out there is a house on ten acres. You know, stuff like that.

Ron: Yeah. And that’s where I think you can just stay in a market, attack things in different ways.

Like your first campaign could be mail followed up by text messaging, followed up by mail to people with houses where you’re trying to survey hack. So I, there’s so many different options you can do that, but I do love the land by us for sure. Uh, it’s about an hour away or so. And then

Dan: And then you have Brown County’s a little bit rolling and then, uh, I think Claremont’s more flat.

Adams is flat. Yeah. Adams is very flat. Yeah. It starts to get, uh, really AG land.

Ron: Yeah. Yeah. But these are counties guys just east of Cincinnati and you don’t have to do it in your backyard. Like I wouldn’t, like I said, like I don’t know if if I had to choose one county and make six figures from it, maybe I would choose somewhere close cause you can just do more when you’re close to it.

You can dominate the market a hundred percent. So yeah, maybe if like that was my thing, like I can only work in Adams County for the next six months. How am I going to make two, 300, 000? Um, yeah, I probably would choose somewhere close.

Dan: I mean, you would learn land in one market so well, pricing. Subdivides the people I mean you start talking about opportunities for improvements to like, you know exactly what you can pay There are a ton of advantages to staying in a small market.

Ron: Yeah, I don’t think we talked about this Enough because people, which is fine and it works really well. People going from county to county to county. But if you become an expert in an area, you know that we’re just talking about one county here, but like if you choose a cluster of counties, yeah, on market and you start targeting these people in different ways, you know, surveyors, you know, everything, you know, the people at the zoning office, you know, how to get things done in the market.

Um, It is very, very specialized. It’s very hard for people to compete with that knowledge that you have in the market. And, uh, you can do a ton of things long, long-

Dan: Well, you go and shake their hand to any closed deals in person. And that’s, I think overlooked also. I mean, just in business in general, that’s it’s not overlooked in business, but in the real estate game, and especially in land, everything’s remote.

But if you can all of a sudden start meeting your survey surveyors out there, the realtors out there, the seller out there, and you’re shaking hands. Your, uh, percentage of acquisition is going to go up. You’re going to get more referrals. They’re going to say, Oh, Bill was a great guy. I’d sell land to him.

You know, if I had more land available, they’re going to, you’re going to get more referrals and everything trickles down. And from a marketing perspective, it compounds over time. You know, it doesn’t compound over time is going from Georgia to California to Nevada and never coming back to that market.

That doesn’t compound. You start working a market, your name, And your brand and what you do compounds. And that’s why I like it.

Ron: Yeah. You can use sign and there’s so many different strategies you can use when you have that mindset. You’re not going to just be able to buy and flip. Like it’s not gonna be sustainable for just buying and flipping.

It will happen though. Yeah. You’ll get-

Dan: Especially on those parcels buy 200. Sell three double, you know, double close options, subdivides, things like that.

Ron: Yeah, it’s not like those deals won’t happen for sure, but as far as you trying to stay in the market for 12 months, six months, whatever it is, longer than that, even like doing some improvements on the land, doing survey hacking, being creative is going to be, uh, optimal.

Dan: That’d be fun.

Ron: It would be interesting. It would be a good little experiment.

Dan: Yeah, in a spot, you know, cause then you get to go there. It makes everything so much more enjoyable from my perspective, right? Like if you’re going and you’re actually, you know. Having projects going on and all this other thing in the background and you’re shaking people’s hands and getting deals done.

I just feel like that’s better than remote. No, I, I definitely see the value in it for sure. What would you do from a marketing strategy? Like say, I mean, you might pick a County or pick a market and change eventually to depending on how things work out. But marketing wise, what would you, what would you do?

Would you do the traditional and just have multiple touch points or?

Ron: To start I would. I think that would be my first attack. Um, is offering 40%, 45%. I would probably do it in tiers like how I’m doing my marketing. So offer 40, 45 percent to start. Uh, send a follow up text a few weeks later. And then I would get into more sniper things where maybe Targeting subdivides.

Maybe I’m targeting survey hacks and just keep on growing from there I think you need to change each target each mailer each campaign I think needs to have its own purpose and that’s how you can get the most out of an area.

Dan: Yeah, and survey hacking is for those who don’t know we created this. I think last year.

It’s a it’s It is a type of land investing strategy. It’s where you take a parcel that’s bigger, let’s say, uh, 50 acres, 20 acres, a hundred acres, whatever it is. And you buy part of the land instead of all of it. So you survey it off and buy it from the owner. And the logic behind that is, uh, landowners more willing to sell part of their asset than all of their asset, right?

And if they need money, if they have a house on it, you can do it if they have a house on it and you, uh, survey off part of their land so you can do it so it opens up a market. Not only does it make the land investing market bigger, it also your chances of acquiring goes up and a lot of things kind of trickle with that, but it doesn’t need to have a house on it.

It can also be vacant land. Hundred acres. I want to buy 15 of your hundred acres and you negotiate with them, survey it off, buy it, flip it, do whatever you need to, but it can have a house on it, which opens up the market opens up the market a lot. Both of these strategies open up the market a lot because there’s a set of people that are getting targeted for, to buy all of their land, all of a sudden someone’s like, Oh, I need, I need 25, 000, but I don’t want to sell all of my hundred acres.

You know, I’ve had this for 20 years and I love sitting on it and you know, 85 acres versus a hundred acres. Is that really going to make a difference? I need that 25, 000. You know, and then, um, it works in their favor too, because they’re selling 15 acres. So they’re going to get more price per acre as well.

So you’re like surveying it off for, for them.

Ron: I don’t think we could talk about survey hacking enough. Cause I think it’s, there’s so much potential in it and it’s just so open ended from the seller’s perspective. Like you’re not telling them, I want to buy 10 acres of this 50 acre parser. Like, what do you want?

Like, that’s what you’re like. You literally just asked the seller, like, what do you want to keep? Yeah. Do you want to keep three acres? Do you want to keep five acres? I’ll buy what, like, we need a price that makes sense for both of us. I’m going to pay for the survey. Um, but like, it’s so open ended from that, from there.

And that’s why it’s so scalable for people who find out the strategy.

Dan: That’s why we’re talking about if you’re staying in one market, one county. You know, you got to get a little creative because there’s only so many landowners out there that are between X to X, you know, two to a hundred acres. So you’re going to run out of leads, but you start opening up the door when you introduce subdividing and now you can pay 90 percent and you start introducing survey hacking.

And now your lead list doubles because of houses with over 50 acres on them or whatever that is, you got to get survey hacking is the, uh, it’s coming up. It’s new. That’s why people don’t talk about it enough yet. It’s extremely valuable. And how many people have we seen with barely pushing it saying, Oh, I had my successful survey hack.

You know, it’s been a ton.

Ron: I can think of one person who’s like, I believe who’s targeting them very specifically. I don’t know how many other people are. Uh, it’s not a common thing right now. It will grow because when, when things are profitable, it’s going to grow. And the steps are essentially send mail.

or send marketing campaign, contact these people, offer, say, a survey off some makes you get earnest money down. You can get it served. You do get it surveyed before you buy the parcel. Um, so I, I mean, that’s, that’s where the opportunity is making sure you get solidified with, uh, earnest money, everything like that.

So it’s a solid contract, but it is going to grow because there’s too much money in it. It makes too much sense from our perspective as buyers and the sellers perspective. Yeah. It’s really hard. And like, if you asked me, if someone sent me a mailer and like, on our 40 acres and I’ll pay 50, 000 for five of that acres, I’ll pay for the survey, I’ll do all this, um, on 40 acres, like, I mean, I’m not, I’m not saying we would say yes, but if you’re in a certain position, 100%.

Dan: Yeah. Your cahnces go up. Rather than them saying 40 acres, here’s, you know, I want to buy all of it and I’d say no right off the bat.

Ron: Selling a full asset. Like when people go and sell stocks, like a lot of times they’re not selling all thousand shares of their stock.

Dan: When you sell a house, you’re not selling one bedroom.

Well, I’m saying. But if you could, like that’s, it’s, it’s branching off part of your asset. So when you’re, when you’re selling a house in your, you have that house on land and that person runs into financial stake. They’re going to lose their house. They’re going to use the land with their house because it’s bundled together.

If they can sell part of it, which we’re creating that solution for them, you know, if they didn’t have land and they could sell part of their house, I’m sure they would, but this is when they have land, it’s such a good way for them to liquidate and, and pay off that debt, that mortgage, that lien, whatever it is.

Ron: It’s, it’s really powerful. Like it is. I, I wasn’t expecting this episode to go this direction. Obviously, when you’re talking about one market, you need to do different strategies, but if you’re not trying to stay in one.

Dan: Survey hacking doubles your leads or triples your leads.

Ron: Yeah, and that’s why I love it.

There’s so much potential in this. There’s so many, I don’t know the exact, we don’t know the exact way of what’s going to work for sending what type of mailers. Yeah, send a postcard. You just need to get sellers on the phone.

Dan: Send a postcard with your face on it and saying, we’ll buy part of your asset, we’ll buy part of your land.

And kind of explain it, maybe a QR code or something.

Ron: It’s, I think it’s a mindset as far as like being creative to make deals happen. And that’s what, if you’re going to make six figures in a county and a market, like you need to be creative. And like, we’re talking about survey hacking, like targeting this stuff you get.

People who are calling you back and uh, complaining about your offer on their 50 acre parcel. You can offer this to them as well. Like they’re calling you for a reason. You might have offered 200 grand for their 50 acres and they want 350, 000. You can’t do that. That doesn’t make sense. Like, all right, sir, I can give you 30, for 10 of these acres, whatever it is.

Um, because they are calling you for a reason more times than not, not just the complain. So, I mean, this is not just a strategy when you’re targeting the strategy. You can get these deals all the time.

Dan: Yeah. And it’s like, um, with the title of this is, you know, uh, making six figures off one market and you will run into six figure markets counties.

If you do this long enough in general, like you’re going to make six figures of profit from one county, whether it’s from one deal where you’re just profiting six figures from one deal or a bigger six figure deal, or you have a subdivide play there, or you have five smaller deals, or it can be like Nick, You’re Nick you in the program and send 1, 300 and get how many deal in PAs He got like 15 purchase agreements from 1, 300 and he closed on a lot of them Don’t know if he’s gonna I’d assume he’s probably gonna get somewhere to close to six figures If not higher.

Ron: We funded some and he sold one and I think he’s got 200 contract to sell and yeah They’re they’re doing well for him.

Dan: Yeah, and then or like Neffy and And just get all so you’ll run into these areas eventually and make six figures But for this we’re like the topic today was about How do I guarantee that I’m going to make six figures from this? Because you can. Like it will happen. It’s not send one mailer and done anymore.

Yeah. It’s, it’s send postcards, send text, cold call, build relationships, find, uh, survey hack. It’s a whole, it’s a bundle of marketing instead of a little boop, send it out and done. So

Ron: So what do you think, like, you’re trying to make 100, 000 and you said like this episode is on guaranteeing that in a market, like, let’s say you choose Adams and, uh, Brown County, which is near us, you have six, 7, 000 leads, whatever it is, like, how much are you going to need to spend on marketing different ways in your opinion to get that?

Like, are you, if you’re doing broad at first, uh, like I kind of said, but like, what’s the marketing expectations for something like this?

Dan: Um, depend, you can do it with different budgets. I mean, you can cold call bigger properties. You can get a cold calling agency texting and mail, no doubt. I’d really, I’d spend more money on mail from having a more unique type of thing.

So they like, whether it’s a postcard with my face and family and smiling and saying, Hey, we are looking to buy part of your land and survey hack. I’d get very creative with it. Um, I would write down a marketing plan to, to hit people four or five, six different ways over the next 90 days. You will get leads.

I put 10, 000 aside. I’ll make a lot more than a hundred thousand. I’ll get, I’ll get a hundred thousand dollars of profit from one subdivide or more.

Ron: It’s really, yeah. I think a hundred, like if you put 10, 000 into marketing, you’re going to profit way over a hundred.

Dan: You have your standard marketing mail, blind offers.

You have postcards. I do both. Um, not at the same time you have, uh, texting and you have cold calling, right? And then what I’d also do is split it up. Okay. I have a standard flip. Right. Where we’re just trying to buy it half, half the value. And then I’d split it up and say, I have standard flip and then you have subdivides and then you have survey hacking.

Am I missing anything? Those are the three I target. So I’d have my standard flips would go up first because I can get 50, profit immediately from that. And it’s the easiest. So blind offers, boom, send them out. That’s a couple thousand bucks right there with follow up text. With followup text. Yes. But those are for standard flips.

I’m saying. Got it. And then I’d keep these subdivides in the back of my head as well. But then I’d also have campaigns. Those are targeting for standard flips, right? I’m 40 to 50 percent of market value going out. That’s what I want to met. Just targeting wise. Things can come up outside of that, but that’s what I’m going after.

Subdivides. I’d have specific campaigns on just subdivide properties. I target on the land portal, uh, the amount of road frontage. And kind of hand select them and really get things going from subdivides. And then you have survey hacking too. And then that opens it up. So I’m going to target houses and I do that all in, I’d split them up in campaigns like that.

You can target subdivides and have standard flips come up to, you can target standard flips and have subdivides and survey hacking come up also, but that’s my targeting. Like that’s what I’m going to go after and it’s going to be more precise that way. So I’d split them up into those three campaigns and over the next 90 days, trickle out those four different methods throughout those three campaigns and really organize it.

Ron: That’s what I love about where this business is going. Like it’s so much, there’s so much marketing to it, creativeness to it. Uh, there’s so many different people doing so many different things and the people who are doing the best are trying different things out. And that’s, uh, that’s what this business is.

It is a marketing and sales game.

Dan: Yeah. Do you like how I split that out with standard flips, subdivides, and survey hacking for three different marketing or three different targets?

Ron: I agree. Standard flips is going to get you your money back. Plus three, four or five X, whatever it is. Um, yeah. And then everything else is just going to like, that’s where you make the big money.

Like you want to make big money in an area, survey hacking. Survey hacking can turn into subdivides too. You can survey hack and then subdivide the parcel into five, five acre parcels, and then they kept their ten acres with the house, whatever it is. But that’s what I call like falling outside the loop almost.

Dan: Like it’s going to happen.

Ron: Yeah, it’s not a target for sure.

Dan: That’s why I like splitting up into different targeting groups, because I think it’s going to be much more precise. Rather than sending out standard flips and getting subdivides, which can happen, but that’s going to fall out the box and going to be, you know, far and few between.

It’s going to happen based on volume. But if you have these real precise. techniques. I think that’s how you really, really get it going.

Ron: I agree with what you said. Yeah, for sure. Use different marketing methods, for sure. Touch, touch, uh, different touch points, all that stuff. Um, but yeah, I’ll be interested from this episode just in general, when people are trying new things, I want to hear more stories from students cause I know people are doing this stuff out there, but I think more people trying this stuff, I think our coaching students are doing a good job trying different things.

But I’ll be interested to hear like success stories.

Dan: And just this gets you 12 different campaigns. Yeah. Um, in terms of, yeah, this gets you, if you send them all out at once, this gets you 12 campaigns because we had four marketing methods and three different targets. We had subdivides, we had survey hacking, and we had standard flips.

And then we had cold calling, we had blind offers, we had postcards, and we had texting. And you put your work, all those together, that gives you 12 campaigns. You will get a lot, a lot of leads back.

Ron: You literally could just pull the data. All in the county and then kind of split it up on Excel because the Excel has got the road frontage.

The Excel has all the data with house data, uh, stuff like that. Um, so you literally could just pull it all together and then kind of, that’s what I would probably chop it up on

Dan: Yeah. That’d be easier or just save different lists on the land portal.

Ron: Yeah. A lot of different ways I think to do it. Do you have anything else for this though?

Dan: No, I think this was good guys. As always, if you’re watching on YouTube, make sure to hit the like button, subscribe to our channel. If you’re listening on Spotify, share this with someone you think can use this, uh, episode. As always guys, thank you for joining. We’ll see you guys next episode. 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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