Episode 52: Lessons from Year One – Land Deals, Business Growth & Market Moves

Sep 25, 2025

The hosts reflect on their experiences at the Land Scaling Summit, sharing personal updates and insights. They discuss the decline of investors in the land business and the necessity of adapting to market changes, including a shift towards SMS marketing. Improving team communication becomes a focal point, as does the journey of refining marketing strategies. There’s a candid conversation about leadership growth, hiring challenges, and balancing personal and professional life. They conclude with ambitious plans for the year ahead.

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ADVICE

Outsource High-Value Data Work

Use a skilled data manager to centralize list building, market analysis, and skip tracing instead of hiring inexperienced in-house staff.
Offer this service at a logical price point so it becomes cheaper than owners doing it themselves.

INSIGHT

Market Maturity Shrinks Information Edge

The land market matured while participation shrank, shifting competition from other buyers to the market itself.
Information parity forces investors to deepen local market knowledge rather than blast broad marketing.

ADVICE

Reboot Marketing With Focused Lists

Rebuild your lists and marketing when performance drops instead of tweaking failing campaigns.
Focus lists on specific sub-markets and growth metrics for better lead quality.

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🎙️ Welcome Back to The Ground Game Podcast! 🎙️

In this episode, hosts Clay Hepler and Justin Piché take you behind the scenes of the Land Scaling Summit in Dallas, where they reflect on their journey over the past year and discuss the evolving landscape of land investing.

Key Highlights

Personal Updates:

Clay and Justin kick off the episode with some light-hearted banter, reminiscing about their experiences at the summit. Clay shares his excitement about returning to an event he missed last year, while Justin discusses his role as a speaker and the launch of Terra Data Consulting, a new venture by his data manager, Courtney.

The State of the Land Business

The hosts address the concerning trend of many investors exiting the land business, discussing the reasons behind this shift. They emphasize that "average is the enemy" and explore how some entrepreneurs may not have built the necessary skills to succeed in a challenging market.

Adapting to Change:

Clay and Justin share actionable insights on how to adapt your business strategy in response to market fluctuations. They discuss their recent changes in marketing strategies, including cutting PPC spending and shifting to SMS marketing, as well as the importance of targeting specific sub-markets for better lead quality.

Communication and Team Dynamics:

Listeners will learn about the significance of improving internal communication within their teams. Clay and Justin highlight how better communication can lead to increased efficiency and accountability, ultimately driving business success.

Founder Burnout:

The episode touches on recognizing and overcoming founder burnout. Clay and Justin share their strategies for maintaining balance while driving business growth, emphasizing the importance of self-reflection and prioritization in their hectic lives.

Tech and Data Management:

The episode wraps up with a discussion on the importance of leveraging technology and data management to streamline operations. Clay and Justin encourage listeners to utilize key performance indicators (KPIs) for informed decision-making, sharing their experiences with various CRM systems and the need for a cohesive tech stack.

If you're feeling the pressure of the evolving land investing landscape, this episode is packed with insights and strategies to help you t

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