In this episode, with Mark Podolsky away, Scott Bossman, Mike Zaino, and Jon Burnett break down why land investors often hurt their growth by leaving a productive county too soon. Instead of chasing the next “hot” market, they explain how staying focused helps investors understand pricing, streamline due diligence, build local relationships, create repeat buyers, and become recognized experts in their market.
The team also covers when it actually makes sense to move on or expand, including slow sales velocity, rising acquisition costs, and opportunities to diversify by property type, geography, or exit strategy. The key takeaway: trust the process, adjust when necessary, and go deep before going wide.
Tune in as the team discusses:
- Why new land investors should resist jumping from county to county after one disappointing mailing campaign.
- How becoming an expert in one county makes pricing, due diligence, marketing, and sales more efficient.
- Jon’s experience working the same primary county for nearly nine years without running out of opportunities.
- Why mailing the same owners repeatedly can keep you top of mind when they eventually decide to sell.
- How relationships with county staff, title companies, photographers, realtors, and local service providers create long-term advantages.
- Why other active land investors in a county can be a positive signal instead of competition to fear.
- How acquisition pricing and sales velocity can reveal when a county—or your strategy within it—needs adjustment.
- When wholesaling can make more sense than continuing to mail for increasingly expensive acquisitions.
- How expanding into another market can add different price points, climates, property types, and buyer audiences.
- Why market data matters more than personally loving or living near the land you invest in.
TIP OF THE WEEK
Scott Bossman: Stay focused on a primary county long enough to become an expert. Repeated mailings, stronger local relationships, and deeper market knowledge can compound your results over time.
Mike Zaino: Before leaving a county, look at your pricing, marketing, and expectations. If you bought the property correctly, you can adjust your strategy or wholesale it rather than abandoning the market too quickly.
Jon Burnett: Don’t pivot just because your first mailing misses the mark. Adjust your offers, pay attention to what the market is telling you, and keep digging before deciding the county doesn’t work.
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