🎙️ Welcome Back to The Ground Game Podcast! 🎙️
In Episode 77, hosts Clay Hepler and Justin Piche return with a candid, data-driven market update and a deep dive into what it takes to thrive in land investing as we head into the end of 2026. This episode is packed with real talk about the current state of the land market, team structure, and the strategies you need to stay profitable in a shifting environment.

Key Highlights:

Market Update & Shifting Strategies:
Clay and Justin break down the three distinct eras of land flipping, from the pre-2019 information edge to the COVID boom, and now to the more challenging, competitive landscape of 2024–2026. They discuss why old tactics aren’t working, what’s driving demand (or lack thereof), and how higher interest rates and changing buyer behavior are impacting deal flow.

What’s Working Now:
The hosts share what’s actually moving in today’s market, including the growing opportunity in mobile home and manufactured housing deals. They explain why premium estate lots and cheap dirt still sell, but mid-tier properties are harder to move, and how the double close model is helping reduce capital risk.

Team Structure & Efficiency:
Clay and Justin open up about their own team sizes, roles, and why lean, nimble teams are outperforming larger organizations right now. They discuss the importance of process improvement, disciplined expense management, and focusing on net profit over vanity metrics like deal volume

Lessons Learned & Actionable Takeaways:
From being more selective with acquisitions to adding value through development, the hosts share how they’re adapting their businesses for long-term success. They emphasize the need for patience, discipline, and a hands-on approach—plus, they offer a blueprint for building a resilient, profitable land business in today’s market.

Join Clay and Justin for a transparent, practical discussion on how to navigate the current land investing cycle, optimize your team, and position your business for future growth. Whether you’re scaling back, looking to add value, or just trying to survive the slowdown, this episode is full of insights to help you win the ground game!

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