In this episode, Scott Bossman, Mike Zaino, and Jon Burnett walk through the complete anatomy of a land deal in 2026, from choosing a market and building a list to pricing, direct mail, seller conversations, due diligence, closing, marketing, and selling. They explain what has changed since the early days of land investing and what fundamentals remain the same.
The team emphasizes finding repeatable markets, buying at a significant discount, staying consistent with direct mail, and using systems to simplify the process. They also break down owner financing, wholesale deals, neighbor outreach, and the importance of authentic seller conversations.
Tune in as the team discusses:
- How land investing has evolved from 2018 to 2026.
- How to identify markets with strong demand and repeatable opportunities.
- Why large rural subdivisions can make buying, due diligence, and marketing more predictable.
- How to use Zamplo and LG Pass to build lists and send direct mail.
- Why direct mail remains effective for generating motivated seller responses.
- What to evaluate during property and legal due diligence.
- How to close deals efficiently using electronic recording.
- Ways to sell land through owner financing, cash, wholesale deals, and notes.
- Why neighbor outreach and a strong buyer list can generate fast sales.
- How authentic conversations and asking the right questions can help close deals.
TIP OF THE WEEK
Scott Bossman: Focus on the fundamentals and stay consistent. Find a repeatable market, send the mail, follow up, and keep moving deals through the system.
Mike Zaino: Don’t overcomplicate seller conversations. Be yourself, ask questions, listen, and find out whether the property is actually a good fit for the buyer.
Jon Burnett: Look for repeatability when choosing a market. The more consistent the properties and variables are, the easier it becomes to automate, delegate, and build time freedom.
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