I had a great conversation with Seth Williams, and we tackled a question I’ve been hearing a lot lately. Is land investing dead? If you’ve been in this business for any amount of time, you know things change. Markets shift, response rates go up and down, and what worked a couple years ago might not work the same way today. But that doesn’t mean the opportunity is gone.

Seth and I talked about what’s really happening right now. Some investors are struggling because deals are harder to find or take longer to sell. Others are seeing better results because fewer people are mailing or competing. That’s the game. It’s always evolving. The ones who stay in it and adapt are the ones who keep winning.

We also got into what it takes to stay relevant. Whether it’s improving your follow-up, using better systems, or even pivoting your strategy, success comes down to doing the fundamentals consistently. This business still works. But you have to treat it like a real business and be willing to adjust when needed.

If you’ve been wondering whether it’s still worth it, this will give you some clarity.

What’s Inside:

—Why land investing feels harder but still works for those who adapt

—How fewer competitors can actually improve your results

—The importance of follow-up, systems, and answering the phone

—When and why you may need to pivot your strategy

I’m going to be honest with you. This business is hard. A lot harder than most people expect. The reality is most people who get into real estate won’t succeed. Not because it doesn’t work, but because they don’t do the work. They get stuck in emotions, overthinking, and blaming everything else instead of focusing on what actually matters.

What changed everything for me was learning to focus on data instead of drama. I stopped worrying about rejection and started tracking numbers. If I needed 30 no’s to get a yes, then every no meant I was getting closer. The deals are out there. They always have been. The real question is whether you are consistently marketing and making enough offers.

I also had to stop blaming the market, the competition, or the gurus. None of that helps. Every market has opportunity if you are willing to adapt and follow where the demand is going. Success comes down to ownership, consistency, and doing the uncomfortable work most people avoid.

What’s Inside:

—Why most people fail and how to shift from emotions to data

—How consistency and volume lead to predictable deals

—Why taking ownership and embracing discomfort changes everything

One of the biggest mindset shifts you need to make in land investing is realizing this: we’re not really in the land business. We’re in the marketing business. When I see investors struggle in this niche, it almost always comes down to one simple problem. They stop marketing too soon or they treat marketing like an expense instead of an investment.

I’ve seen deals come in months or even years after the first letter was sent. In fact, I once got a call from a seller who kept one of my letters for three years before finally reaching out. The reason that deal happened is simple. We were still marketing and still in the game.

Another challenge I see a lot is investors getting discouraged too quickly. They talk to a few sellers, hear a bunch of no’s, and assume the system isn’t working. But most deals come from follow-up. Just because someone says no today doesn’t mean they won’t be ready tomorrow.

In this episode, I break down six of the biggest mistakes I see land investors make and how a few small shifts in your marketing and focus can completely change your results.

What’s Inside:

—Why consistent marketing is the foundation of a successful land business

—How follow-up turns rejected leads into profitable deals

—The mindset shifts that help investors avoid common mistakes