🎙️ 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!

Don’t forget to rate, review, and subscribe to The Ground Game Podcast for more expert advice and real-world conversations!

Abacus.AI

Stride

Land Insights

Smarter contact

Terra data consulting

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Apply for private coaching with clay

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🎙️Welcome Back to The Ground Game Podcast! 🎙️
In this episode, hosts Clay Hepler and Justin Piche sit down for an in-depth conversation about building the business you actually want in the land investing space. Clay shares his personal journey, revealing the strategies and philosophies that have shaped his successful business model.
Key Highlights:
Current Business Snapshot: Clay provides a detailed overview of his existing business structure, including headcount and active pipeline. He discusses the key metrics he monitors daily to ensure his team stays on track and achieves their goals.

Navigating Challenges: The hosts reflect on the ups and downs of recent months, including a tough acquisition period that led to significant changes in their approach. Clay shares how setting higher standards for property acquisitions has transformed his business and improved team morale.

The Power of Quality Deals: Clay and Justin emphasize the importance of focusing on high-quality deals rather than chasing volume. They discuss the impact of deal quality on revenue per employee and the necessity of having clear guidelines for property selection to avoid inventory churn.

Building a Lean, High-Quality Team: The conversation shifts to team dynamics, with Clay highlighting the value of hiring A-players and fostering a culture of accountability. He shares insights on how a smaller, more skilled team can outperform larger organizations in today’s competitive market.

Lessons Learned & Future Vision: The episode concludes with actionable takeaways on managing operating expenses, refining marketing strategies, and the essential qualities to look for when hiring. Clay and Justin stress the importance of maintaining a hands-on approach and staying engaged in the business to drive success.
Join Clay and Justin for a thought-provoking discussion on how to build a resilient and profitable land business. Whether you’re facing challenges or looking for growth opportunities, this episode is packed with valuable insights to help you win the ground game!
Don't forget to rate, review, and subscribe to the Ground Game Podcast for more expert advice and engaging conversations!

Abacus.AI

Stride

Land Insights

Smarter contact

Terra data consulting

SolidSkip

Learn about Justin’s 1:1 Coaching

Apply for private coaching with clay

The Ground Game Podcast

• Website
• Youtube
• Facebook
• TikTok

Justin's Socials:

• X/Twitter
• YouTube
• ...

🎙️Welcome Back to The Ground Game Podcast! 🎙️

In this episode, hosts Clay Hepler and Justin Piche explore the latest developments in land investing, sharing their personal experiences and insights from recent projects and market shifts. After a brief hiatus, they return with a candid discussion about the challenges and opportunities that land investors face in today’s evolving landscape.

Key Highlights:

Personal Updates & Market Insights: Clay shares his recent trip to South Carolina, where he toured multiple development projects and captured valuable content. Justin reflects on the current state of the land investing market, discussing the importance of adapting to changing conditions and maintaining a positive outlook.

Strategic Shifts & Marketing Evolution: Justin dives into his recent restructuring efforts, moving away from mass marketing to a more targeted, sniper-focused approach. He reveals the challenges of managing a larger team and the diminishing returns associated with traditional marketing methods, emphasizing the need for high-quality, meaningful conversations with sellers.

Team Structure & Organizational Design:The hosts discuss the ideal organizational structure for today’s land business, highlighting the importance of hiring top talent in key roles such as acquisitions, project management, and finance. They share insights on leveraging technology and outsourcing to streamline operations and reduce overhead costs.

Quality Over Quantity:Clay and Justin reflect on the shift from pursuing numerous small deals to focusing on fewer, higher-margin opportunities. They emphasize the significance of nurturing relationships with sellers and building a business that prioritizes connection over cold outreach.

Lessons Learned & Actionable Takeaways: The episode wraps up with practical advice on managing operating expenses, rethinking marketing strategies, and the essential qualities to look for when hiring. Clay and Justin stress the value of having a world-class bookkeeper, proactive transaction coordinators, and effective project management support.

Join Clay and Justin for an engaging, strategy-packed conversation about building a resilient land business—one that is focused, efficient, and ready to thrive in any market. Whether you’re navigating challenges or seeking growth opportunities, this episode is filled with actionable insights to help you win the ground game!

Abacus.AI

Stride

Land Insights

Smarter contact

Terra data consulting

SolidSkip

Learn about Justin’s 1:1 Coaching

Apply for private coaching with clay

The Ground Game Podcast

• Website
• Youtube
• Facebook
• TikTok

Justin's Socials:

• X/Twitter
• YouTube
• ...