What Happens When Your Real Estate Model Breaks?

Dec 15, 2025

Tim, a seasoned real estate investor transitioning into distressed property acquisition, and Emily, an acquisitions manager with a sales background, share their journey of adapting to market changes. They discuss the challenges of shrinking margins and canceled deals in land investing. A gripping story unfolds about their first distressed deal involving legal hurdles and jail records, resulting in over $100,000 in equity. They emphasize the importance of honesty with sellers and the need for operational systems to navigate the complexities of real estate.

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ANECDOTE

Jail Visit Turned Into Six-Figure Win

Tim found an heir in jail and personally visited to secure her signature through the visiting room process.
That in-person step began a chain that turned into a $100k+ equity outcome within weeks.

INSIGHT

Why Land Model Broke Down

Land spreads shrank and cancellation rates rose as buyer demand cooled, exposing fragility in their land model.
Tim realized market expansion alone couldn't fix structural margin and conversion-cycle problems.

ADVICE

Tell Sellers The Truth About Your Role

Be transparent with sellers about being a double-close intermediary and how you will market the property.
Honesty builds trust and often keeps deals from collapsing during disposition.

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In this episode of Dirty Deeds, Logan Fullmer sits down with Tim and Emily to break down what it really looks like to pivot a real estate business when the market changes — and how distressed property acquisition can unlock massive opportunities when other strategies start to stall.Tim and Emily share their journey from land flipping and wholesaling into distressed property acquisition, including the challenges they faced as margins tightened, buyer demand slowed, and cancellation rates climbed. What started as a thriving land business eventually hit a wall, forcing them to ask the hard questions every investor must face: Is it the market? Is it the model? Or is it time to evolve?They dive deep into the realities of land investing in today’s market — shrinking spreads, rising costs, attorney-state complications, slow cash conversion cycles, and why simply “lowering your price” isn’t always an option when you’re already near break-even. From Florida and the Southeast to the Northeast, Tim and Emily explain why expanding into new markets didn’t solve the underlying problem and how that realization opened the door to a completely different strategy.One of the most powerful moments of the episode is the story of their first distressed deal — a messy heir situation involving missing heirs, jail records, private investigators, and legal hurdles. What began as uncertainty turned into over $100,000 in equity in just 30 days, proving how impactful distressed property acquisition can be when done correctly.Throughout the conversation, Logan emphasizes the importance of transparency, integrity, and trust when working with sellers — especially in emotionally charged situations like probate, heir property, and distressed ownership. Tim and Emily echo this sentiment, sharing how honesty and genuine communication have been central to their success on the phone and in negotiations.💥 Want to learn how we get the most profitable deals out there?Get Your Free Copy of Distressed Property Secrets Book by clicking the link below:👉 https://dpasummit.com/free-book-page-----------------------------------------------------------------------------------------------------------🎯 Want to be coached by Logan?Book a consultation using the link below:👉 http://coaching.dpasummit.com-----------------------------------------------------------------------------------------------------------Connect with Logan:📸 Instagram : https://www.instagram.com/logan_fullmer🎵 TikTok : https://www.tiktok.com/@loganfullmer_?is_from_webapp=1&sender_device=pc▶️ YouTube: https://www.youtube.com/@loganfullmer🌐 Website: https://www.loganfullmer.com/-----------------------------------------------------------------------------Like, comment, and subscribe for more interviews with real estate professionals turning chaos into opportunity.