I’ve been doing this business a long time, and I can tell you something most people don’t want to hear. Success in real estate isn’t complicated, but it does require discipline. I’ve seen people with tons of money fail, and others with almost nothing absolutely crush it. The difference always comes down to execution, consistency, and doing the work when it’s uncomfortable.

What I’ve learned over the years is that you either invest time or money, but you can’t avoid both. If you don’t have the cash, you better be willing to hustle. Get on the phone, talk to people, make offers, and follow up like your business depends on it because it does. Momentum doesn’t happen overnight, but if you stick with it long enough, things start to click.

In this conversation, I break down the 10 rules I believe are non-negotiable if you want to succeed in this business. From mastering sales and tracking your numbers to making consistent offers and leading with integrity, these are the fundamentals that separate those who win from those who quit. If you’re serious about getting results, this is the roadmap.

What’s Inside:

—Why consistency beats talent in real estate investing

—The importance of committing to at least six months

—How making more offers directly increases your income

—Why follow-up is where most deals actually happen

I had a great conversation with Seth Williams, and we tackled a question I’ve been hearing a lot lately. Is land investing dead? If you’ve been in this business for any amount of time, you know things change. Markets shift, response rates go up and down, and what worked a couple years ago might not work the same way today. But that doesn’t mean the opportunity is gone.

Seth and I talked about what’s really happening right now. Some investors are struggling because deals are harder to find or take longer to sell. Others are seeing better results because fewer people are mailing or competing. That’s the game. It’s always evolving. The ones who stay in it and adapt are the ones who keep winning.

We also got into what it takes to stay relevant. Whether it’s improving your follow-up, using better systems, or even pivoting your strategy, success comes down to doing the fundamentals consistently. This business still works. But you have to treat it like a real business and be willing to adjust when needed.

If you’ve been wondering whether it’s still worth it, this will give you some clarity.

What’s Inside:

—Why land investing feels harder but still works for those who adapt

—How fewer competitors can actually improve your results

—The importance of follow-up, systems, and answering the phone

—When and why you may need to pivot your strategy

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