The Land Investing Business Secrets

In this lively discussion, Scott Morongell, an experienced land investor, delves into the challenges of infill lots and how rising rates are affecting builders. Kay Walker shares insights on her successful in-house direct mail tactics and creative financing strategies, while Josiah Ronco discusses the complexities of rural Florida deals and the importance of project management. The panel offers a candid look at what worked in 2025, shifting buyer profiles, and predictions for 2026.

Direct mail isn’t dead. It just needs better execution. Amber Freeman from PostcardMania joins Jessey to talk real numbers behind mail campaigns, what response rates to actually expect, and how to improve deliverability with smarter targeting.They also dig into what makes a postcard actually convert, why land investors often get lazy with data hygiene, and the biggest mistakes to avoid when mailing cold. Amber shares her take on A2P, USPS changes, the psychology of print, and the role of branding even in off-market marketing.Whether you’re mailing for land, houses, or local services, this one cuts through the fluff with real insights from both sides of the table.What you’ll learn:- Why consistency still beats creativity in direct mail- What a good response rate actually looks like in 2026- The biggest mistake investors make when mailing lists- How USPS changes and A2P are affecting deliverability- Why your postcard design probably isn’t the problem- How branded mail works better than generic offers- What’s changed in consumer behavior since 2020

Kay Walker, a savvy vacant land investor, shares her unconventional strategy of mailing through the holidays. This bold move yielded nine signed purchase agreements in January! She discusses the importance of consistency over volume, how to filter emotional decisions, and the advantages of in-house mailing for quick A/B testing. Kay also emphasizes personalizing marketing to stand out and explains her lean operation model that amassed over $500k in net revenue, all while encouraging others to experiment and learn fast.

Hunter and Kevin share their insights on why laziness among land investors can be a competitive advantage. They discuss effective marketing strategies, highlighting the resurgence of custom mailers and the importance of follow-up. The duo delves into using VAs for tasks like market selection and building strong relationships with realtors. They also reveal metrics on mail ROI and provide a sneak peek into their community-focused course aimed at scaling land businesses smartly.

College dorm to full-time investor. Owen Scott shares how he built a lean virtual wholesaling business with consistent deal flow and low overhead. In this episode, he breaks down his cold calling process, AI trends, direct mail strategy, and how he’s stacking lists for high-response marketing while staying efficient with a small team.What you’ll learn:• How Owen closed 6 deals in 6 months, starting from his dorm room• Why he switched from mass cold calling to hyper-targeted lists• How he uses handwritten mail to get 6–7% response rates• Why local relationships still matter• The three exit strategies he's using now• Tips for staying efficient, scaling lean, and managing your time• How regulations in South Carolina are reshaping his approach

Young entrepreneur Vikram shares his impressive journey of earning over $150K in land profit within just seven months. He discusses the importance of hiring a texter early to manage lead qualification, which has freed him to focus on closing deals. Vikram emphasizes direct mail as his top method for attracting high-quality leads and reflects on his past mistakes with pricing strategies. He offers valuable advice for newcomers, urging them to prioritize action and conversations over minor setup concerns. Look out for his next marketing experiment!

In this discussion, Scott Morongell, an active land investor and founder of Action Land Academy, shares key insights into the evolving land market. He highlights the rise of targeted marketing strategies, emphasizing the shift from a spray-and-pray approach to precision in messaging. Scott discusses the importance of building trust with buyers to avoid contract retrades and the critical role of vetting builders. He also outlines how he’s focusing on proven strategies amidst tighter inventory and rising rates, ultimately streamlining his approach to land investing.

Clay Hepler, a seasoned land investor and coach, dives into the nitty-gritty of scaling land businesses with Jessey. He emphasizes the importance of strategic hiring to avoid burnout and the traps of emotional decision-making. Clay discusses how to achieve 'escape velocity' in business and focuses on understanding net profit over gross revenue. He also breaks down effective marketing strategies, advising on realistic ROI expectations. Plus, he introduces the Landman Challenge, geared towards helping entrepreneurs implement solid business practices.

Josh Travis, a former Air Force pilot turned successful land investor, shares insights on building a self-sustaining business. He emphasizes the difference between doing deals and building systems for growth. Listeners learn about the power of honest, story-based direct mail that resonates with potential clients. Josh discusses the Traction framework that helped streamline his operations and the importance of nurturing human connections over chasing quick sales. He also reflects on his experiences with subdivide projects and the lessons learned along the way.

Brandon Cobb, a land developer specializing in horizontal development, shares his journey from house flipping to creating builder-ready lots. He discusses the advantages of pre-selling lots to national builders as a risk management strategy. Brandon provides insights into the approval process, typical timelines, and the importance of building strong relationships with builders. He also highlights common pitfalls for new developers dealing with municipalities and shares a case study on a successful 74-lot project, revealing key costs and lessons learned.