The Land Investing Business Secrets How Her Smaller Team Operations Win (Podcast Ep#136)
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May 8, 2025 Kay Walker, a lean land investor with a background in short-term rentals, reveals her secrets to closing high-value land deals using direct mail and localized operations. She emphasizes the power of building trusted local relationships in NC, SC, and GA, ensuring efficiency with a small team. Kay discusses why she prefers direct mail over cold calling and shares her strategies for market selection and campaign tracking. With practical advice for new investors, she shows that smaller teams can indeed win big in the land investing space.
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First Land Flip Sparked The Shift
- Kay bought a 0.15-acre lot near a city center for $70,000 and sold it three days after listing for $140,000.
- That first flip revealed how developers value land and sparked her shift into land investing.
What Developers Actually Pay For
- Developers pay based on usable build value and prefer parcels with utilities available.
- The easier the site is to build on, the higher the price a developer will offer.
Double-Down On Local Markets
- Focus geographically on a few states or zip codes where you know the market and can build relationships.
- Being local speeds deals and builds trust with owners, surveyors, and realtors.