🎙️ Welcome to The Ground Game Podcast! 🎙️

Join hosts Clay Hepler and Justin Piche in this episode as they dive deep into the real state of the land business as we head into 2026. With Thanksgiving just around the corner, they’re unpacking what it truly means to thrive in today’s competitive market.

In this episode, you’ll discover:

• The Shift in Strategy: Why Clay made the bold move to dismantle his entire dispo department after a thorough analysis of performance across land.com and Facebook.
• Market Insights: Justin reveals the slowdown in traditional Southeast markets and how evolving days-on-market trends are reshaping their acquisition strategies.
• Skills Over Size: Why the next era of land investing demands sharper skills rather than bigger teams, and how you can adapt to this shift.
• A 90-Day Blueprint: A tactical roadmap for both new and seasoned investors aiming for multi-six-figure revenues in 2026.
• Data-Driven Decisions: The exact data points they now use to identify winning markets and the rise of value-add land investing, including mobile homes and improvements.
• Mastering Lead Channels: Which lead channels are worth your time in 2026, and why texting and agent farming are outperforming PPC for beginners.
• Essential Tech Tools: The minimum tech stack every investor needs, including CRM systems and AI tools.
• Sales Skills Matter: How AI is changing the way teams train and why mastering sales skills is more crucial than ever.
• Creative Offer Structuring: Tips for crafting offers that close more deals and the dangers of hiring too many VAs too quickly.
• Scaling Responsibly: Why targeting $500K–$1.5M/year flipping cores is key before layering in value-add strategies, and how to leverage broker relationships and capital partners for growth.

Tune in for actionable insights that will empower you to rethink your approach to land investing. Remember, in this evolving landscape, the right strategies can transform your business and set you on the path to success in 2026!

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🎙️ Welcome to The Ground Game Podcast! 🎙️

Join hosts Clay Hepler and Justin Piché in this episode as they uncover a vital truth in land investing: you’re always just one relationship away from transforming your business.

In this episode, you’ll discover:

• The Power of Relationships: How strategic partnerships can unlock new opportunities and drive growth.
• Real Success Stories: Insights from the partners and mentors who helped elevate their business to multi-million-dollar deals.
• Unlocking Bigger Opportunities: The impact of a single development partner on larger projects and vision.
• Building a High-Functioning Team: The importance of hiring the right people to streamline operations.
• Attracting Trust and Capital: Why integrity and a proven track record draw in wealthy investors.
• The Myth of Going It Alone: Why no land investor can scale without collaboration.

Tune in for actionable insights that will inspire you to rethink your approach to land investing. Remember, in both land and business, you’re always just one relationship away from changing everything!

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🎙️ Welcome to The Ground Game Podcast! 🎙️

Join hosts Clay Hepler and Justin Piché in this exciting episode of The Ground Game Podcast, your ultimate guide to mastering the art of land investing, team building, and land development. If you're interested in a raw, transparent look into what it takes to build a seven-figure land investment business, this podcast is for you! In this episode, Clay and Justin dive deep into:

The Overlooked Truth in Business:
Clay and Justin break down a fundamental yet often overlooked truth in business: you don’t need to do more things right — you just need to do fewer things wrong. They discuss how this mindset can lead to greater success in land investing.

Avoiding Costly Mistakes:
The hosts explore strategies for avoiding bad buys and poor hires, emphasizing the importance of discipline in your investment decisions. They share insights on how to resist the temptation to overbuild or complicate your projects.

Staying Sharp During the Holiday Slowdown:
As the year comes to a close, Clay and Justin discuss how top operators use the holiday slowdown to tune up their systems and strategies. They highlight the importance of preparing your team for a strong start to 2026.

The In-House Dispositions Debate:
The episode tackles a hot topic in the land investing community: Is having an in-house dispositions team worth it? Clay and Justin weigh the pros and cons, discussing when brokers might outperform in-house teams and why.

Focus on Profitability:
Clay and Justin emphasize the significance of focusing on profitability rather than busywork. They share how elite operators think about net profit and the impact of maintaining a streamlined approach to business.

Winning by Doing Less:
The episode wraps up with a powerful message on how to win by doing less — but doing it right. Clay and Justin provide actionable takeaways that will help you refine your approach to land investing and build a sustainable business.

Tune in for a no-fluff conversation on focus, profitability, and building a land business that lasts!

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🎙️ Welcome to The Ground Game Podcast! 🎙️
Join hosts Clay Hepler and Justin Piche in this exciting episode of The Ground Game Podcast, your ultimate guide to mastering the art of land investing, team building, and land development. If you're interested in a raw, transparent look into what it takes to build a seven-figure land investment business, this podcast is for you! In this episode, Clay and Justin dive deep into:
The Reality of Profit vs. Revenue:
Clay and Justin discuss the common misconception that higher gross profits equate to a healthier business. They emphasize the importance of focusing on net profit and how a streamlined operation can lead to greater financial success without the stress.
Building the Ideal Team:
The hosts break down the essential roles needed in a successful land investing business, from lead managers to project managers. They share insights on how to hire effectively and the importance of having a tight-knit team that can operate efficiently.
Navigating Market Challenges:
Clay and Justin explore how to adapt your business strategies in a maturing real estate market. They discuss the need for creativity and niche focus in buying and selling properties, ensuring you remain competitive even when the market slows down.
Common Pitfalls in Scaling:
The hosts share their experiences with scaling their businesses and the challenges they faced along the way. They provide actionable advice on avoiding burnout and inefficiency, helping you build a business that supports your lifestyle rather than consuming it.
Real-World Lessons Learned:
Clay and Justin recount personal stories of their journeys in land investing, highlighting the lessons learned from both successes and failures. They emphasize the importance of understanding your business model and making informed decisions to avoid costly mistakes.
The Importance of Mental Health in Business:
The episode wraps up with a candid discussion on the mental health challenges that can arise in entrepreneurship. Clay and Justin stress the importance of creating a business that not only thrives financially but also supports your well-being and personal life.
Tune in for valuable insights, engaging discussions, and a fresh perspective on the land investing landscape.

Don't forget to subscribe, rate, and review the podcast!

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🎙️ Welcome to The Ground Game Podcast! 🎙️

Join hosts Clay Hepler and Justin Piche in this exciting episode of The Ground Game Podcast, your ultimate guide to mastering the art of land investing, team building, and land development. If you're interested in a raw, transparent look into what it takes to build a seven-figure land investment business, this podcast is for you! In this episode, Clay and Justin dive deep into:

The Overlooked Profitability of Due Diligence:
Clay and Justin explore one of the most critical yet often overlooked aspects of land investing: due diligence. They discuss how thorough property evaluation can significantly impact your bottom line and protect your investments.

Essential Due Diligence Checklist:
The hosts break down the essential due diligence checklist for both flips and developments. They cover key elements such as slope reports, soil tests, zoning regulations, and hidden CC&Rs, ensuring you know exactly what to look for before making a purchase.

Spotting Red Flags:
Clay and Justin share their insights on how to identify red flags that could derail a deal. They emphasize the importance of thorough inspections and understanding local regulations to avoid costly mistakes that can eat into your margins.

Common Mistakes New Investors Make:
The hosts discuss the most frequent pitfalls that new land investors encounter during the due diligence process. They provide actionable advice on how to avoid these mistakes, helping you navigate the complexities of land investing with confidence.

Real-World Examples of Deals Gone Sideways:
Clay and Justin recount real-world stories of deals that went sideways due to inadequate due diligence. They share what went wrong, how they managed to salvage the situation, and the valuable lessons learned from these experiences.

Persistence in Closing Deals:
Clay shares a dramatic story of a deal that almost fell through due to a seller's erratic behavior, illustrating the importance of not giving up when there’s a significant opportunity on the line. Justin adds his perspective on the emotional rollercoaster of navigating complex deals and the lessons learned along the way.

Building a Sustainable Business:
The episode wraps up with a discussion on the importance of creating a business that supports your lifestyle, not the othe

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🎙️ Welcome to The Ground Game Podcast! 🎙️

Join hosts Clay Hepler and Justin Piche in this exciting episode of The Ground Game Podcast, your ultimate guide to mastering the art of land investing, team building, and land development. If you're interested in a raw, transparent look into what it takes to build a seven-figure land investment business, this podcast is for you!

In this episode, Clay and Justin dive deep into:

• Market Dynamics: Justin discusses the current cooling trends in the market, emphasizing the importance of maintaining a lean operation and low overhead during challenging times. Clay shares how his acquisition team is thriving despite the market conditions, highlighting the impact of having a skilled acquisition manager.
• Adaptability in Business: The hosts explore the need for adaptability in today’s market, discussing how to shift team structures and marketing strategies to stay competitive. Clay emphasizes the importance of professionalizing your organization and being open to new revenue streams.
• Personal Challenges and Accountability: Clay shares his friendly competition with fellow investor Andrew Haney, detailing their commitment to a series of personal challenges aimed at improving discipline and accountability. This light-hearted banter sets the tone for a discussion on the importance of personal growth in business.
• Direct Mail Strategies: The duo dives into effective direct mail tactics, discussing the importance of personalization and A/B testing to increase response rates. Clay shares insights on how to leverage local knowledge and technology to enhance marketing efforts.
• Lessons from the Field: Justin recounts a challenging deal in Florida, illustrating the complexities of land development and the importance of clear communication. He emphasizes the need for strategic planning and understanding market conditions to avoid costly mistakes.
• Building a Sustainable Business: The episode wraps up with a discussion on creating a business that supports your lifestyle, not the other way around. Clay and Justin highlight the significance of protecting profit margins and making informed decisions to ensure long-term success.

This episode is packed with valuable insights and actionable advice that you won't find anywhere else. So, if you're ready to take your land investing game t

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🎙️ Welcome to The Ground Game Podcast! 🎙️
Join hosts Clay Hepler and Justin Piche in this exciting episode of The Ground Game Podcast, your ultimate guide to mastering the art of land investing, team building, and land development. If you're interested in a raw, transparent look into what it takes to build a seven-figure land investment business, this podcast is for you!
In this episode, Clay and Justin dive deep into:

• Real-Time Land Investing Stories: Clay shares a recent experience with an underperforming transaction coordinator, discussing the tough decisions that come with leadership and the importance of accountability in a growing business. Justin reflects on a challenging deal in Florida, highlighting the critical need for clear communication and effective processes in land development.
• Navigating Team Dynamics: The hosts discuss the complexities of managing a growing team and the challenges that arise when transaction volumes increase. They emphasize the importance of having robust systems in place to ensure nothing falls through the cracks.
• Lessons Learned from the Field: Clay and Justin share valuable insights from their experiences, including the necessity of proactive problem-solving and the importance of maintaining strong relationships with buyers and realtors to avoid misunderstandings.
• Persistence in Closing Deals: Clay recounts a dramatic story of a deal that almost fell through due to a seller's erratic behavior, illustrating the importance of not giving up when there’s a significant opportunity on the line. Justin adds his perspective on the emotional rollercoaster of navigating complex deals and the lessons learned along the way.
• Building a Sustainable Business: The episode wraps up with a discussion on the importance of creating a business that supports your lifestyle, not the other way around, and how effective leadership and team building can drive success in the land investing space.

This episode is packed with valuable insights and actionable advice that you won't find anywhere else. So, if you're ready to take your land investing game to the next level, hit play and join us on this exciting journey!

Hosts:

• Clay Hepler: A seasoned real estate entrepreneur driven to build an eight-figure land flipping and development business.
• Justin Piche:

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🎙️ Welcome Back to The Ground Game Podcast! 🎙️

In this episode, hosts Clay Hepler and Justin Piché tackle the pressing issues facing land investors today, including the impact of inexperienced investors on the industry’s reputation.

Key Highlights

Personal Updates:
Clay and Justin kick off the episode with some light-hearted banter about their experiences at the Land Scaling Summit in Dallas. Clay shares his surprise at not owning cowboy boots despite living in Texas, while Justin reflects on his journey and the importance of personal branding in land investing.
The State of the Land Business:
The hosts discuss the concerning trend of inexperienced investors entering the market and how they can inadvertently harm the reputation of seasoned professionals. They emphasize that "average is the enemy" and explore how some entrepreneurs may not have built the necessary skills to succeed in a challenging market.
Adapting to Change:
Clay and Justin share actionable insights on how to differentiate yourself as a legitimate investor. They discuss the importance of transparency in transactions and how to establish credibility through online presence and communication.
Communication and Team Dynamics:
Listeners will learn about the significance of improving internal communication within their teams. Clay and Justin highlight how better communication can lead to increased efficiency and accountability, ultimately driving business success.
Founder Burnout:
The episode touches on recognizing and overcoming founder burnout. Clay and Justin share their strategies for maintaining balance while driving business growth, emphasizing the importance of self-reflection and prioritization in their hectic lives.
Tech and Data Management:
The episode wraps up with a discussion on leveraging technology and data management to streamline operations. Clay and Justin encourage listeners to utilize key performance indicators (KPIs) for informed decision-making, sharing their experiences with various CRM systems and the need for a cohesive tech stack.
If you're feeling the pressure of the evolving land investing landscape, this episode is packed with insights and strategies to help you navigate the challenges ahead!

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