I’m going to be honest with you. This business is hard. A lot harder than most people expect. The reality is most people who get into real estate won’t succeed. Not because it doesn’t work, but because they don’t do the work. They get stuck in emotions, overthinking, and blaming everything else instead of focusing on what actually matters.

What changed everything for me was learning to focus on data instead of drama. I stopped worrying about rejection and started tracking numbers. If I needed 30 no’s to get a yes, then every no meant I was getting closer. The deals are out there. They always have been. The real question is whether you are consistently marketing and making enough offers.

I also had to stop blaming the market, the competition, or the gurus. None of that helps. Every market has opportunity if you are willing to adapt and follow where the demand is going. Success comes down to ownership, consistency, and doing the uncomfortable work most people avoid.

What’s Inside:

—Why most people fail and how to shift from emotions to data

—How consistency and volume lead to predictable deals

—Why taking ownership and embracing discomfort changes everything

One of the biggest mindset shifts you need to make in land investing is realizing this: we’re not really in the land business. We’re in the marketing business. When I see investors struggle in this niche, it almost always comes down to one simple problem. They stop marketing too soon or they treat marketing like an expense instead of an investment.

I’ve seen deals come in months or even years after the first letter was sent. In fact, I once got a call from a seller who kept one of my letters for three years before finally reaching out. The reason that deal happened is simple. We were still marketing and still in the game.

Another challenge I see a lot is investors getting discouraged too quickly. They talk to a few sellers, hear a bunch of no’s, and assume the system isn’t working. But most deals come from follow-up. Just because someone says no today doesn’t mean they won’t be ready tomorrow.

In this episode, I break down six of the biggest mistakes I see land investors make and how a few small shifts in your marketing and focus can completely change your results.

What’s Inside:

—Why consistent marketing is the foundation of a successful land business

—How follow-up turns rejected leads into profitable deals

—The mindset shifts that help investors avoid common mistakes

I see it all the time. Smart, capable people who want to do land deals… but they’re stuck. Not because they can’t do it. Not because it doesn’t work. But because fear gets in the way.

Fear of failure. Fear of rejection. Fear of making a bad offer. Fear of not having enough money. Fear of competition. I’ve had every single one of those thoughts myself, and I’ve coached thousands of students who’ve wrestled with the same things. The truth is, these obstacles feel huge in your head, but they’re a lot smaller once you start taking action.

Land investing isn’t a talent game. It’s a numbers game. If you make enough offers, you will get deals. If you market consistently, talk to sellers, and follow up, you will separate yourself from 90% of the competition. And if you don’t have confidence yet, borrow mine. Borrow the confidence of others who are already doing deals.

You don’t need all the answers before you begin. You just need to move forward. Progress beats perfection every time. If you’re willing to push through the fear and focus on simple, consistent action, this business can absolutely work for you.

What’s Inside:

—The biggest fears that keep investors from taking action

—Why making consistent offers beats trying to be perfect

—How to handle rejection and build real confidence

—Why land investing is a numbers game, not a talent game

I’m making a big shift in my business this year, and it might surprise you. Instead of chasing the biggest profits possible on every deal, I’m focusing on selling cheaper deals that move faster. Over time, I’ve learned that velocity of capital beats holding out for top dollar, especially in a changing market.

Sellers are becoming more motivated, competition is lighter, and buyers are still active if you pay attention to where they’re actually purchasing. My strategy is to target those active areas, price deals to sell quickly, and keep consistent marketing going so the pipeline stays full. This creates predictable income and removes the stress of waiting months for a deal to close.

I also share how direct mail plays a huge role in this plan and why being conservative with your pricing can actually make you more profitable long term. If you want a steadier, more resilient land business, this approach can change everything.

What’s Inside:

—Why faster deals create more consistent income

—How motivated sellers are increasing opportunities

—Why conservative pricing helps you stay competitive

There’s a brutal truth about land investing that most people don’t want to hear. The market is not dead. The deals are not gone. The opportunity is still massive. But the people who win are the ones who refuse to quit.

I brought Jessey and Kevin from Pebble on to talk about what they’re seeing behind the scenes. They have a front-row seat to thousands of land investors, and the pattern is clear. The hobbyists are dropping out fast. The consistent operators are doubling down and quietly stacking deals. The gap is widening.

We talked about what is actually working right now. Plain postcards. Simple letters. Real follow-up. Doing the boring work over and over again. No magic lists. No secret scripts. Just consistent marketing, smart targeting, and relentless follow-up. The gold is still in the mail, and even more in the follow-up.

We also dug into Pebble, what makes it different as a property-centric CRM built specifically for land investors, and how AI is starting to play a real role in intake, comping, and automation.

If you are serious about land, this conversation will either challenge you or confirm you are on the right track.

What’s Inside:

—Why consistency and long-term follow-up create the majority of closed deals

—How postcards are outperforming letters and why simple mail works best

—Why following the money helps you choose the right counties and zip codes

—How Pebble and AI tools are helping investors streamline intake and operations

Growth in business often comes down to a few key decisions. The kind that feel uncomfortable at first. The kind you resist because they cost money, require trust, or force you to let go of control.

In this second part of the series, I share several shifts that dramatically increased my productivity, profitability, and peace of mind. From hiring differently to thinking differently about marketing and generosity, these changes weren’t just tactical. They were mindset upgrades. And once I made them, everything started compounding.

If you feel stuck at a ceiling in your business, one of these shifts might be exactly what you need.

What’s Inside:

—Why hiring a U.S.-based assistant can double or triple your productivity

—How investing boldly in marketing separates serious investors from dabblers

—The importance of tracking ROI and aiming for fast returns on ad spend

—How generosity in business and life creates long-term abundance

I’ve been using direct mail since 2006, and every time someone says postcards are dead, I just smile. This conversation with my good friend Luke Jaten is proof that simple, old-school marketing still works incredibly well when you do it right. While everyone else is fighting over clicks, algorithms, and rising ad costs, Luke is quietly helping businesses generate massive results with one ugly postcard.

What really stood out to me was the story of a local window installer who spent $50,000 on online ads and got zero sales. Luke helped him send a small batch of postcards, tested two versions, and one of them produced $75,000 in sales in just two weeks. Same business. Same market. Completely different outcome.

This isn’t about clever copywriting or reinventing the wheel. Luke shows how to take marketing that’s already working online and simply adapt it for direct mail. No long learning curve. No complicated funnels. Just smart testing and focused execution.

If you’re looking for a powerful side hustle, a way to fund your real estate deals, or even a full-time income helping businesses grow, this episode will open your eyes to opportunities most people are ignoring.

What’s Inside:

—Why direct mail is more effective now than ever

—How one postcard generated $75,000 in two weeks

—The power of testing small before scaling

—Turning simple marketing into a high-income skill

Back when I was losing my house, bleeding money, and overwhelmed with too many strategies, I hit a breaking point. I had to stop trying to do everything and start getting laser focused. That’s when everything changed for me.

This episode is all about five things I used to say yes to but now firmly say no to. These shifts didn’t just buy back my time… they made me more money. If you’re stuck in five-dollar-an-hour tasks, chasing every shiny new object, or jumping on every meeting and project that comes your way, I get it. I was there. But learning to say no gave me the focus to build a business that works for me instead of the other way around.

This isn’t about doing more. It’s about doing what matters. If you want more time, more money, and more freedom, it starts by cutting the noise.

What’s Inside:

—The real cost of saying yes to five-dollar-an-hour tasks

—How shiny object syndrome kills momentum and profits

—Why fewer meetings and tighter focus multiply your results