Targeted and Honest Messaging Wins Him Deals (Podcast Ep#146)

Scott Morongell returns for a candid look at what's really going on in the land space. From rising marketing costs to builder relationships and tighter deal margins, Scott breaks down how he’s adjusting in a market that rewards precision, not guesswork.This episode covers how to build trust with sellers, the risks of retrading contracts, and why working closely with buyers upfront matters more than ever. Scott also shares why he’s doubled down on what works instead of chasing trends, and how his approach to land has evolved in today’s shifting economy.What you’ll learn:Why the “spray and pray” approach is no longer workingHow to vet builders before locking up a dealWhat tighter inventory and rising rates mean for exit plansTips for pulling cleaner, more targeted land listsHow to keep direct mail simple and effectiveWays to hedge risk by working backward from your buyerHow to avoid retrades and protect seller relationshipsWhat’s inside Action Land Academy and who it’s forWhere to reach Scott / Learn more about Action Land Academy:🌐 https://actionlandacademy.com📸 Instagram: @scottmorongell

Clay Hepler joins Jessey for a raw, no-fluff conversation about what land investors really need to scale. From knowing when (and who) to hire, to being brutally honest about what’s actually holding you back, Clay shares what it takes to stop building yourself a business prison and start building something that works.He also breaks down how to think about marketing ROI, what kind of return you should expect from direct mail, texting, and cold calling, and why the real key to growth is focusing on your unique ability.What you’ll learn:- Why most land investors try to scale too early and end up burned out- How to hire based on calendar and constraints, not emotions- What it means to reach escape velocity in your land business- Clay’s honest take on the state of the land industry right now- How to identify your “4 percent” and focus only on what moves the needle- The truth about gross profit vs net profit and what you should be chasing- Common marketing channel returns and what numbers to aim for

Air Force pilot turned land investor Josh Travis joins Jessey to talk about what it really takes to move from just doing deals to actually building a business that runs on its own. They dig into direct mail that feels human, why honesty in copy works, and how the Traction framework helped Josh scale his land business while still flying jets.What you’ll learn:Doing the business vs building the business (and why most people mix the two up) How Josh uses story-based direct mail that gets real responsesThe Traction system that helped him build better processesHow to test your copy, budget smarter, and still stay genuineTurning 2 acres into a solid subdivide deal (and what he’d do differently)Why slowing down and focusing on people beats chasing every dealHow Josh’s Air Force training shaped how he runs his business Where to reach Josh: https://bluebird.group/

Brandon Cobb started out flipping houses, but a few key deals shifted his focus toward land development. Now he spends his time on horizontal projects, getting lots approved, engineered, and pre-sold to national builders before a shovel ever hits the dirt. In this episode, Brandon shares how he reduces risk, manages timelines, and turns raw land into builder-ready communities.What you’ll learn:- Why pre-selling to national builders is a safer play than spec building- The step-by-step approval path from concept plan to grading permit- How per-pad pricing drives smarter deal analysis- The biggest mistakes new developers make with cities and engineersWhere to find Brandon Cobb:• Investor resources and ebook: https://hbgcap.net• Free course and community: https://learnlanddevelopment.comIn this episode, we cover:0:00 Introduction to Brandon and land development1:54 Transitioning from flips to development3:04 Losing a dream job and finding real estate7:10 Horizontal development explained9:58 Pre-selling lots and builder deposits11:12 How the entitlement process really works13:51 The role of the preliminary plat and city feedback15:16 Civil drawings and multi-department approvals16:28 SWPPP and grading permits16:58 Typical timelines for approvals17:44 Finding land deals and outreach strategies20:15 Building relationships with national builders21:48 Price discovery and negotiation tactics22:58 The hard parts: cities, delays, and red tape25:17 Developer vs. investor roles and cash flow realities27:58 Targeting markets by following builder activity29:17 74-lot case study with numbers and margins31:03 When a local builder clouded title and how it played out33:16 Who Brandon serves and how to connect35:20 Closing thoughtsShownotes:[https://www.linkedin.com/in/hbgcapital/](https://www.google.com/url?q=https://www.linkedin.com/in/hbgcapital/&sa=D&source=calendar&ust=1755437108684007&usg=AOvVaw1QCch1ov1G40DroLB4BBiC)

What if the fastest way to bigger land profits was learning density, not swinging hammers?In this episode, Jessey sits down with Ricardo “Revenue Rick” Giles to unpack how he finds value in the dirt, not the structure. From zoning and residential density to when he chops a parcel and when he develops, Rick shares a clear playbook you can use in any market.You’ll hear how he vets counties by days on market, why 60 cents on the dollar is his current offer anchor, and the simple pre-development moves that make land fly off the market.In this episode:- Zoning and residential density as the real profit drivers- A simple county test using DOM and price bands- Subdivide or develop, how Rick decides deal by deal- Mobile home packages for affordable demand

What happens when a pro hockey player walks away from the rink and reinvents himself in real estate?In this episode, Jessey talks with Scott Morongell, who went from chasing pucks to chasing deals. After concussions cut his hockey career short, Scott dove headfirst into sales, multifamily syndications, and eventually found his stride in land investing.You’ll hear how Scott pivoted through multiple business cycles, why he doubled down on land, and the creative strategies that keep him winning no matter where the market moves.In this episode:From hockey injuries to building wealth through real estateWhy land deals can outperform houses in profit and simplicityThe marketing channel Scott trusts most in today’s marketHow to pivot, cut losses fast, and stay creative in business

Alex Toma didn’t just shift from commercial real estate to land investing. He transformed overlooked dirt into high-value deals using solar partnerships, zoning plays, and smart automation. In this episode, Jessey sits down with Alex to break down the systems, strategies, and mindset behind his rapid success.You’ll hear how Alex filters and evaluates land for solar, uses AI to streamline due diligence, and pulls off commercial plays that boost property value before resale.In this episode:- How Alex wholesales land to solar companies without buying it- Commercial zoning strategies that 10x property value- AI tools that help analyze deals and generate property visuals- The daily 50-text method that fuels high-quality leads

Running a land business from halfway across the world might sound impossible, but Efrat proves it’s not.In this episode, Jessey sits down with Efrat, an Israeli land investor and former architect who’s flipping land in the U.S. without ever setting foot there. From navigating a completely different bureaucracy to building a supportive land investing community in Israel, Efrat shares how she turned every obstacle into an advantage.You’ll hear how she launched her business with zero experience in U.S. real estate, what finally pushed her to hire a VA, and the unique ways she tailors her ads by truly understanding her buyers — all while juggling time zones and cultural gaps.In this episode:- How Efrat built a thriving U.S. land business from Israel- Why cultural awareness makes her a better marketer- What finally convinced her to hire help (and how it changed her business)- The power of learning by doing and mentoring others along the way

What if the best sales training didn’t come from a textbook — but from a Miami bar?In this episode, Jessey chats with Jen Way, a real estate investor turned sales coach, who’s helped countless land investors close more deals by simply learning how to talk again. From her days behind the bar to flipping houses and buying land, Jen shares how conversation — not persuasion — is the foundation of great sales.You’ll hear Jen’s journey from marine science grad to multi-faceted investor, and why she believes anyone can become good at sales with the right mindset and structure. No gimmicks. No pressure tactics. Just real rapport, real listening, and a whole lot of curiosity.In this episode:How Jen went from wholesaling houses to coaching investors on salesWhy “likability” isn’t about personality — and what to lean on insteadJen’s repeat-relate-resume method to unlock better conversationsHow to front-load objections before they kill your deal

Some investors go big to win big — but Hunter built a thriving land business by doing the opposite.In this episode, Jessey sits down with Hunter to break down how he flips smaller, rural parcels at scale for outsized returns. You’ll hear how a college side hustle turned into a full-time business, why he avoids blind offers, and how he’s built passive income by offering seller financing to buyers who weren’t even looking.With just two VAs and a tight system, Hunter is moving 100+ deals a year — using creative direct mail, a smooth checkout experience, and 27 marketing channels to keep his pipeline full.In this episode:How flipping low-cost rural parcels led to 100+ deals a yearCreative seller financing that converts casual browsers into buyersDirect mail strategies that stand out — without using blind offers