Episode 39: 6 Hard Questions Every Land Investor Must Answer

Jun 25, 2025

Hosts Clay and Justin share entertaining travel stories while gearing up for a mastermind event. They emphasize family milestones amidst the hustle of entrepreneurship. The discussion reveals six crucial questions every land investor should confront, touching on effective marketing strategies like cold calling and key performance indicators. Insights on training and community support highlight the balance needed for profitability, while personal experiences of triumphs and failures provide valuable lessons for aspiring investors.

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INSIGHT

Qualify Leads Over Quantity

The key metric for cold calling success is qualified leads per day, not total leads.
Focus on the drop rate in the first 5-10 seconds of calls to dramatically improve lead quality.

INSIGHT

Gross Profit Reveals Business Health

Gross profit is the truest form to compare land business performance across competitors.
Lead quantity alone doesn't show quality or deal success; gross profit and net margins reveal efficiency.

INSIGHT

Margins and Revenue Per Employee

A healthy land investing business has net margins around 40-50% dependent on team size and marketing.
Revenue per employee, ideally $200K, is a key metric linking scalability and profitability.

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🎙️ Welcome Back to The Ground Game Podcast! 🎙️

In this episode, hosts Clay Hepler and Justin Piché dive into

Episode 39: 6 Hard Questions Every Land Investor Must Answer.

Clay and Justin discuss the essential questions that every land investor should consider to effectively scale their business and navigate the complexities of the industry.

Key Highlights

Personal Updates:
Clay and Justin kick off the episode with some light-hearted banter about their upcoming travels to the 5280 Mastermind in Denver. Clay shares his experience of flying with his 16-month-old, while Justin discusses his family road trip from Houston, highlighting the challenges and joys of traveling with kids.

Anniversary Celebrations:
The hosts take a moment to celebrate Clay's anniversary, reflecting on the balance between personal milestones and the demands of entrepreneurship. They emphasize the importance of family and the little moments that matter.

Preparing for the Mastermind:
As they gear up for the 5280 Mastermind, Clay and Justin discuss their roles in leading pods and hot seats, emphasizing the value of community and collaboration among investors.

6 Hard Questions:
The episode dives into six critical questions that every land investor must answer. Clay and Justin share their insights on marketing strategies, key performance indicators, and the importance of tracking metrics to ensure profitability.

Marketing Strategies:
The hosts discuss various marketing channels, including cold calling and direct mail, and the metrics they track to measure success. They emphasize the importance of quality leads and effective outreach.

Leadership and Team Empowerment:
Clay and Justin highlight the significance of strong leadership skills in driving business growth. They discuss how empowering team members can lead to better problem-solving and collaboration.

Creating Value in Land Investing:
The conversation wraps up with Justin sharing his passion for creating value through thoughtful land development. He encourages listeners to think creatively about their investments and the positive impact they can have on communities.

Tune in for an engaging episode filled with practical advice and insights that can help you win the ground game in land investing!

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