🎙️ Welcome to The Ground Game Podcast! 🎙️

In this episode of The Ground Game Podcast, co-hosts Clayton Hepler and Justin Piche tackle the unique challenges and opportunities that arise during the busy year-end period for land investors. Join them as they share their experiences and strategies for navigating the complexities of annual planning while managing the ebb and flow of business activity.

Key Highlights:

• Year-End Dynamics: Clayton and Justin discuss the paradox of year-end business, where contracts may slow down, but the pressure of annual planning intensifies.
• Sales Success: Clayton shares insights from his best sales month, emphasizing the importance of preparation and effort put in during the previous months.
• Team Management: The hosts reflect on their holiday schedules and the need for a skeleton crew to handle inquiries while allowing their teams to recharge.
• Identifying Constraints: Learn how to diagnose the real constraints in your business, moving beyond surface-level issues to uncover deeper bottlenecks that hinder growth.
• Strategic Planning Framework: Discover the structured approach Clayton used during his annual planning sessions, focusing on setting clear goals and actionable steps to overcome identified constraints.
• Tax Planning Tips: Justin shares his experiences with tax planning, including the importance of organization and the potential benefits of establishing a management company for expense management.

Whether you're a seasoned land investor or just starting out, this episode is packed with valuable insights and strategies to enhance your business planning and execution. Tune in to gain the knowledge you need to navigate the complexities of land investing and set your business up for success in the coming year.

Don't forget to subscribe, rate, and review the podcast! Your feedback helps us improve and reach more listeners.

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🎙️ Welcome to The Ground Game Podcast! 🎙️

In this episode of the Ground Game Podcast, co-hosts Clayton Hepler and Justin Piche dive deep into the intricacies of annual planning for real estate businesses. Join them as they share insights from their upcoming strategic offsite, where they will explore the essential steps to diagnose reality and engineer momentum for the year ahead.

Key Highlights:

• Feedback and Growth: Clayton opens up about personal feedback on communication styles and the importance of adapting to listener needs.
• Community and Connection: Justin shares his recent experiences at the Lights in the Heights Festival, highlighting the significance of community engagement and family.
• Annual Planning Framework: The hosts discuss their structured approach to annual planning, focusing on the EOS (Entrepreneurial Operating System) methodology, including:
  • Diagnosing reality: Reflecting on past performance and identifying key metrics.
  • Engineering momentum: Setting actionable goals and understanding constraints that hinder growth.
• Deep Dive into Constraints: Learn how to identify and analyze constraints within your business, using real-world examples and a systematic approach to root cause analysis.
• Hypothesis-Driven Solutions: Discover how to formulate testable hypotheses to address constraints and measure outcomes effectively.

Whether you're a seasoned real estate investor or just starting out, this episode offers valuable strategies to enhance your business planning and execution. Tune in to gain insights that can help you navigate the complexities of real estate investing and set your business up for success in the coming year.

Don't forget to subscribe, rate, and review the podcast! Your feedback helps us improve and reach more listeners.

Abacus.AI

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🎙️ Welcome to The Ground Game Podcast! 🎙️

Join Clay and Justin in this special Thanksgiving episode, where the aroma of turkey and the buzz of family festivities set the stage for a crucial conversation about the biggest blunders land investors are making in 2025. This isn’t just theory; these are real insights drawn from their own experiences, coaching clients, and industry observations.

In this episode, they dive into:

Mistake #1: Marketing Without a Game Plan
Discover why scattershot mailers and blind outreach are falling flat. Learn how strategic market analysis, A/B testing, and feedback loops can transform your marketing efforts.

Mistake #2: Neglecting Lead Management
Clay reveals the importance of discipline in lead management—slow responses and lack of follow-up can cost you deals. Find out how to implement effective systems and KPIs to stay ahead.

Mistake #3: Relying on Outdated Comps
Are you using 2023-2024 comps in today’s market? This mistake could be eating into your profits. Tune in to understand how to adjust your comping strategy for 2025.

Mistake #4: Limited Tools in Your Arsenal
Wholesaling alone won’t cut it anymore. Explore the necessity of creative deal structures, entitlements, and value-add strategies to thrive in today’s landscape.

Mistake #5: Underperforming Sales
Unlock the secret skill that can double your close rates without doubling your marketing budget.

Mistake #6: Misguided Focus on Lead Channels
Learn why beginners often chase too many leads while seasoned operators may rely too heavily on just one. Both approaches can hinder your success.

Mistake #7: Treating Your Land Business Like a Hobby
Inconsistency, lack of systems, and fear of failure can stall your growth. Discover how to shift your mindset and treat your land investing as a serious business.

As they navigate these common pitfalls, Clay and Justin also share personal anecdotes about family traditions, nutrition bets, and the mental discipline that fuels both fitness and business success.

If you’re ready to elevate your land investing game in 2025, this episode is your essential guide to avoiding the traps that hold others back. Tune in and get ready to take action!

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🎙️ 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!

Abacus.AI

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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!

Abacus.AI

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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!

Abacus.AI

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Land Insights

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The Ground Game Podcast

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Justin's Socials:

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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 ot

Abacus.AI

Stride

Land Insights

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The Ground Game Podcast

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