Are you a Visionary or an Integrator in your land business? More importantly, what the heck are Visionaries and Integrators, what do they actually do and how do they complement each other to scale a business? That’s exactly what Ben Pijanowski of Assets for Acres breaks down for us in this episode. As the Integrator to Ajay Sharma’s Visionary role, Ben thrives in the day-to-day operations of land investing. That relationship and a clear focus on their roles allow them to both optimize their business *and* focus on growth by committing to one big project a quarter – growing the skillset and knowledge base of their team. The key to unlocking this sort of partnership is finding the right person to collaborate with, which Ben gives some great tips for. PLUS: If you’re a reader, check the show notes for lots of recs. **IN THIS EPISODE:** - Learn what the Visionary/Integrator relationship is and how it works - Find out where to look for partners and the green flags to keep an eye out for - Discover the importance of having clear roles - [Instagram](https://www.instagram.com/benpijanowski/) - [Assets for Acres](https://www.assetsforacres.com/)

We’re very (very) much in a seller’s market and a lot of land investors are seeing their direct mail response rates crater. What can you do to keep the leads flowing and deals closing? Alicia Jarret says the key to staying ahead of the marketing curve is zig when everyone zags and that everything in land is a numbers game. For her, that meant not only doubling down on cold calling but bringing the entire operation in-house and building a service that filled the gaps she and other land investors were noticing. In this episode, she breaks down everything from qualifying leads to follow ups to the importance of warm transfers. Now is the time to experiment with your marketing, cold calling just could be the solution you’re looking for to speed up lead flow. IN THIS EPISODE: - Why compliance matters more than ever for cold callers (hint: fines) - Learn the ideal length for an initial cold call - Discover the types of questions your callers should be asking

“If you have an opportunity on the line, it’s our responsibility as land investors to close that deal…Violence is the answer sometimes, getting s**t done, making it happen” Clayton Hepler isn’t talking about literal violence here, of course, it’s all about doing what it takes to push a deal across the finish line. Being deeply involved, making the calls, following up, going beyond standard due diligence and more. This guy is the quintessential operator and has built a killer land investing business through attention to detail, accountability to key metrics and data-driven decision-making. He’s downright scientific about getting results from his sales team with daily sales trainings and role playing, weekly call reviews and a strict adherence to measuring those trainings against KPIs. IN THIS EPISODE: Understand what an operator is and what makes a good one Why it’s important to be an operator instead of an orchestrator Learn the 3 things to have before you get into the land business

We’ll cut straight to the chase: if you’re sending mailers, this episode is a must. Michael Robertson builds campaigns like no one else in the business and he breaks down exactly how he makes each of the lists on his 13 Niches Lists. His best list: 3,000 mailers. 11 properties bought. That’s 1 out of every 272 mailers sent. Impressive. The key to his success? Build a great list first, then filter and refilter, digging through some truly inventive lists, like: $100 list 65+ list Low credit score list Code enforcement liens list And plenty more Michael is no doubt one of the most creative land investors working today, get your notepad ready and learn how to build each list. IN THIS EPISODE: Learn about each list on Michael’s 13 Niche List Understand why they work and how to create them Find out why Versium is such a powerful data tool

This episode is an absolute treasure trove of *deep* land investing knowledge and advice. Sumner Healy is nothing short of a legend and having him back on the show (third time is a charm!) to get into the nitty gritty of his business is a treat for all. If market selection is giving you trouble, you’re going to want to listen to this one twice. The process Sumner has built over the years to pick the right markets has yielded some epic results: - 79% increase in offer accuracy - 67% increase in ROAS (return on ad spend) - Reduced time on market from 90 days to low-*30s* - 8 hours a week saved by removing the manual aspect of market selection On top of a thorough, tactical breakdown of his process, Sumner also gives us the scoop on how he built his team and the lessons learned from scaling that team up *and* scaling it down. The days of spray-and-pray marketing are long gone and the age of the sniper is upon us – this episode will help you aim better. PLUS: [LIA Mastermind event announcement] Join Sumner and a *ton* of other investors in Vegas for two days of education, community and connection. IN THIS EPISODE: - Learn Sumner’s market selection process – in detail - Discover the importance of homogeneity when doing market research - Find out what a *micro*politan market is - Hear how one of his community members turned $7k in marketing into $220k in profit

1 to 2 hours of sleep a night, 100 hours a week at work and barely any time to see his wife. That was the life of a young healthcare exec – and while he was making a multiple six-figure salary, life itself was soul-crushing. Mason McDonald found his way out in the form of land investing, netting an absurd $115k on his first deal. In this episode, he takes us through the transition from corporate America to successful land investor with an emphasis on simply taking action. As he puts it, “If you have an idea, take action and then iterate from the action…you're never going to have perfection in this business and you don't need to because your competition is probably worse than you are” With a new career in land, he and his wife could take a 3-week vacation to Japan where he didn’t have to work at all. Not bad! IN THIS EPISODE: - Learn how Mason builds his most successful mailers - Understand the power of consistent follow-up with a marketing breakdown of a 40-50 touch deal that took over a year to close - Get delegating tips from a former healthcare CEO who was a pro at it

Former electrician Chris Johnsen shares his journey of going from no land background to averaging 40 deals a year through tenacity, action, and a great support network. Topics include starting manually, evolving tactics, hiring an acquisitions manager, scaling business through outsourcing, and strategies for beginners in the land business.

Learn how Chris and his team found success in equity funding and dispo in land investing, sharing tips on due diligence and underwriting. Discover the go-to tools for diligence, why most deals are rejected, and the process for assessing each deal. Explore valuable resources for land investors, including a dedicated Facebook group and Land Funding Dot Partners. Gain insights on building a successful land investing business and finding funders aligned with your needs.

What were you doing when you were 16 years old? Closing 6-figure land deals? Yea, neither were we! Cruise Lickerman is breaking the land investing mold though, entering the industry before he can even start an LLC on his own. Coming from a family of entrepreneurs, Cruise caught the bug early collaborating with his mom – also a real estate and land investor – on his first flip. Wanting to truly learn the ins and outs of the business rather than be told exactly what to do, he’s since gone out on his own to chart his course (with his family’s support). He takes us through the awkwardness of that initial deal to now optimizing his mailers with A/B testing and his plans to scale – while balancing schoolwork. Inspiring to say the least! Whether you’re a parent of a teen or just interested in getting started with land, there are takeaways for everyone in this episode. **IN THIS EPISODE LISTEN AND LEARN:** - How supportive parenting creates bigtime confidence - The importance of A/B testing to increase response rates - How to nurture the entrepreneurial spirit in your kids and yourself

Peter Nukasani, an expert in owner financing and wholesaling, shares how to create recurring income with owner financing, the ins and outs of wholesaling, and the importance of community in business growth. He also discusses leveraging TikTok for marketing, community building challenges, and travel hacks for affordable event attendance.