The big profits of land investing are in the niches. If you are not focusing on at least one, your land business is making less than its' potential. Here is the dead simple way an investor I know makes over 800K per year filling infill lots.

Although infill lots are highly competitive, there is an equally massive opportunity to crush this niche because your end buyer is usually very liquid; developers and home buyers.

The investor I know focuses outside of major metro areas and in submarkets that have many sold lots within the past 3 months. This allows him to price his mailers at true market value, not market value a year ago.

A good rule of thumb is where there is a lot of sales activity, there will continue to be good sales activity but the competition will be higher. For this investor, the high competition does not really matter because he is a negotiation master on the phone.

He has said that many of his tactics are from “Never Split the difference” by Chris Voss.

He targets lots between .5 acres and 1 acre and sends them direct mail for a price at 40% of market price of the submarket. Unlike rural vacant land, this is easily calculable because there are ample comps.

He sends over 40,000 direct mail piece per month. This amounts to about $28,000 worth of direct mail! He breaks it up to send 10,000 per week so the responses come in waves and not all at once.

At the beginning of my land career, I sent all my mailers on the first of the month. This was a big mistake! The mailers would hit by the 15th of the month. I would be flooded by calls and completely overwhelmed that week. Now I send 2K-2.5K per week on Tuesday like clockwork.

When the calls start coming in, he gets to work. He asks questions about the utilities of the lot, if there is septic or well or sewage or city water and other relevant questions to evaluate the value of land.

After speaking briefly with the seller, he recalculates the value of the lot to him based on what he heard and drops a killer question; “What’s the best price you can give me?” and then shuts up. Using question alone in my business has landed me better deals!

In many occasions, he is able to drop his price of the lot by 10-20% of market value based on this exchange. He then locks it up and works with local land specific brokers to get it sold quickly.

In land flipping, the riches are in the niches! Focus on one and go all in and your business will explode.

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