Transcription
Hey guys, this is Feb Lamburst, and today I'm going to go over the land investing playbook, the seven-figure land investing playbook, and all of the systems needed to get to seven figures annually net profit flipping land.
This is the exact playbook I've used to make multiple seven figures in profit flipping land since the age of 21 years old. I am 25 now. This business has changed my life completely. It's allowed me to live my life in the exact way that I want to live my life. I live, really, the life of my dreams with my family. It's peaceful, it's purposeful, and it's profitable. And it's all because of the land investing business.
So, before we dive into the tactical details of building a multi-million dollar land investing operation, let me paint a very clear picture of the journey ahead and why this particular moment in the market represents an unprecedented opportunity for those willing to execute systematically. This guide exists because the land investing industry is experiencing a unique window of opportunity that won't last forever. While residential real estate has become oversaturated with wholesalers and flippers fighting over scraps for $5, $10,000, and commercial real estate requires millions of dollars in capital just to enter the game, vacant land remains the last frontier of real estate investing where individual operators can build legitimate 7-figure businesses with relatively modest starting capital.
But here's what most people don't understand. The difference between the land investors making $50,000 a year and those clearing a million a year annually is not intelligence. It's not starting capital, and it's not even experience. The difference isn't systems. The million-dollar operators have discovered that land investing isn't actually about real estate at all. It's about building a machine that consistently converts marketing dollars into profitable transactions at predictable ratios. This guide gives you the blueprint for that machine.
Every single strategy, script, and system in this guide will come from actual executed deals that have generated me millions of dollars in profit. More importantly, this playbook is built on a fundamental principle that most real estate educators ignore: Efficiency equals profitability. While others teach you to work harder, cast wider nets, go for volume, go for these little infill lots here and there for four or $5,000, or even take bigger risks, this guide shows you how to move faster, convert higher, and systematically while eliminating wasted effort.
You're about to learn the exact frameworks that transform land investing from opportunistic deal finding into a predictable, scalable business model. This includes the exact KPIs, key performance indicators that predict success, the marketing cadences that generate consistent deal flow, the negotiation frameworks that convert conversations into contracts, and perhaps most importantly, the psychological principles that separate professional operators from hobbyists.
Think of this guide as three distinct but interconnected transformations you'll undergo. First, you'll build a foundation by mastering market selection, understanding the acquisition ecosystem, and creating operational excellence. This isn't about finding a few good deals. It's about building infrastructure that produces deals automatically. You'll learn why certain markets can support million-dollar operations while others will keep you stuck at 5 figures regardless of your effort level.
Next, you'll discover the advanced strategies that create exponential rather than linear growth. This includes sophisticated capital strategies that let you control more property with less cash, team building approaches that multiply your effectiveness without creating bloated overhead, and the marketing mastery that positions you as the obvious choice for sellers rather than just another investor sending out mailers, postcards, texts, or cold calls. You'll understand why some operators can make $100,000 from the same deal where others would make $10,000, and more importantly, how to consistently be in the first category.
Finally, you'll receive the exact implementation blueprint that removes all guesswork from execution. This includes your day-to-day roadmap for the first 90 days, the specific metrics you should track and optimize, and most critically, the failure points that stop 95% of land investors from scaling. You'll know exactly what to do on Monday morning, what results to expect by Friday afternoon, and how to troubleshoot when reality doesn't match the plan.
By the time you finish watching this video today, you'll possess the capabilities that put you in the top 1% of land investors nationally. You'll be able to evaluate any market in the country and know within 48 hours whether it can support a seven-figure operation. You'll understand how to generate seller conversations at will, not through luck or timing, but through systematic marketing that produces predictable response rates. You'll know how to structure offers that get accepted even when you're not the highest bidder, because you'll understand the psychology of seller motivation better than sellers understand it themselves.
More specifically, you'll master the three core engines that drive seven-figure land investing. The acquisition engine will show you how to consistently buy property at anywhere from 25 to 50% of retail value, not through aggressive negotiation, but through value creation and problem-solving. The disposition engine will teach you how to move inventory faster than your competition while capturing the maximum value, turning 90-day holds into 30-day exits without sacrificing your profit. The capital engine will reveal how to leverage other people's money to scale beyond your personal resources, building a war chest that lets you take down bigger deals while actually reducing your risk, which is something that allowed me to hit seven figures liquid very quickly.
Beyond just the tactics and strategies, this guide will reshape how you think about business itself. You'll understand why focusing on margin kills more land businesses than bad deals, and why velocity of capital matters more than size of profit. You'll discover why the investors who care least about individual deals close the most deals, and how detachment from outcomes actually increases positive outcomes. These aren't mystical concepts, but practical psychological frameworks that directly impact your bottom line.
You'll learn to see patterns that others miss. Why certain counties consistently produce motivated sellers while seemingly identical counties produce absolutely nothing. How to spark market transitions 12 to 18 months before prices reflect the change. When to abandon profitable strategies because the market is about to shift. This pattern recognition, developed through systematic analysis rather than random experience, is what allows professional operators to appear prescient when they're actually just observant.
Now, this guide is designed for three specific types of people. First, the experienced real estate investor who recognizes that traditional strategies are becoming less profitable and wants to pivot into an asset class with better fundamentals. Second, the entrepreneurial professional who understands systems thinking and wants to build a real business, not just do deals. Third, the existing land investor who has proven the model works but can't seem to break through to the next level of scale.
However, this guide is definitively not for everyone. If you're looking for passive income without active involvement, this is not it. Land investing at this level requires intense focus, systematic execution, and constant optimization. If you're seeking a get-rich-quick scheme or hoping to make millions from your couch, you're going to be disappointed. This is about building a legitimate business operation that happens to trade in land rather than widgets or services. The returns are exceptional precisely because the work is demanding.
Understanding timing is critical for maximizing opportunity. And right now, we're in what I call the golden window of land investing. Institutional capital hasn't yet discovered this asset class in meaningful ways, keeping competition manageable and margins healthy. Technology has made remote investing possible, but hasn't yet automated away the relationship aspects that create value. The population shifts from urban to rural areas have increased demand while supply remains fragmented among individual owners rather than consolidated in institutional portfolios.
This window won't remain open indefinitely. Within the next 5 to 10 years, we'll likely see the same institutional invasion that compressed margins in single-family rentals and mobile home parks. The operators who build sophisticated operations now will have the infrastructure to compete when that happens. Those who wait will find themselves priced out by the market, competing against billion-dollar funds for the same inventory. The question isn't whether this transition will happen, but whether you will be positioned to benefit from it or displaced by it.
As you work through this guide today, as we work through this video together, you'll know you're on track when certain milestones appear. Within 30 days, you should be having regular conversations with potential sellers and understanding the rhythm of market feedback. Within 60 days, you should have your first properties under contract and be refining your acquisition criteria based on actual market response. Within 90 days, you should have completed your first full cycle from acquisition to disposition and have clear data on your cost per lead, conversion rates, and profit margins.
Looking further out, the six-month mark should see you operating with predictable deal flow. Meaning, you know approximately how many marketing touches produce a conversation, how many conversations produce a contract, and how many contracts produce a successful closing. By month 12, you should be clearing at least $25,000 a month with clear visibility on scaling to $50,000 a month and beyond. These are not arbitrary targets, but proven benchmarks based on several operators who have followed this system.
This guide is structured as both a learning video and implementation manual. We're going to go through this together completely first to understand the full scope of what you're building. Then you're going to return to each section of this video as you implement, using the specific scripts, frameworks, and checklists as working documents. Think of it like assembling complex machinery. You need to see the complete picture before you start bolting pieces together. But the actual assembly happens one component at a time.
Don't try to perfect each element before moving on to the next. Land investing rewards speed of implementation over perfection of execution. Launch your marketing before you feel ready. Make offers before you're completely comfortable, and list properties before you've optimized every detail. The market will teach you faster than any guide can, but only if you're actively engaged with it. The market, this guide will give you the framework, but the market will give you the education.
Most importantly, understand that building a seven-figure land investing operation is not a linear process. You'll have weeks where everything clicks and weeks where nothing works. You'll close deals that shouldn't have closed and lose deals that seemed certain. This is the nature of the business. And the variability is actually what creates the opportunity. If it were predictable and easy, the margins would not exist. Your job is to build systems that perform well on average, not perfectly every time.
Before we dive into the tactical sections that follow, be honest about the commitment this undertaking requires. Building a million-dollar land investing operation demands more than casual interest or spare time effort. It requires treating this as a legitimate business from day one, which means consistent daily action, careful tracking of metrics, consistent optimization of processes, and the emotional resilience to persist through the inevitable challenges. You'll need to invest not just money, but time and mental energy.
Expect to spend 20 to 30 hours per week for the first six months as you build the foundation. And when I personally started my land investing business, I was spending about 60, even 70 hours sometimes a week on my business. No weekends. This investment decreases as systems take hold and team members assume responsibilities. But the initial push requires substantial personal involvement. You'll be simultaneously learning new skills, implementing unfamiliar systems, and making decisions with imperfect information. This is demanding, but also exhilarating when you see the results compound.
The financial investment varies based on your starting point and growth targets, but expect to deploy at least $50,000 in working capital to reach seven figures annually. This can come from personal funds, private lenders, partners, banks, but it needs to be patient capital that can weather the initial learning curve. Additionally, budget $5 to $10,000 monthly for marketing and operations as you scale to seven figures. Now, if you want to do six figures, it's another story. That's not this video. These are not costs; they're investments in a machine that produces multiples of return when properly calibrated.
As we go into section one and begin building your foundation, remember that every successful land investor started exactly where you are now. They didn't have special advantages or secret information. They simply learned the systems, implemented consistently, and refined based on results. The difference between them and the thousands who tried and failed isn't talent or luck, but systematic execution of proven processes.
The pages that follow contain everything you need to build a seven-figure land investing operation. The market selection criteria that identifies profitable territories in profitable markets. The marketing systems that generate consistent deal flow. The negotiation frameworks that convert conversations into contracts. The operational processes that ensure smooth execution on each deal. The team structure that creates leverage. The capital strategies that fund growth, rapid growth, and perhaps most importantly, the mindset shifts that separate professionals from amateurs. Your seven-figure land investing journey will begin now.
Now, to get started, we must understand, and I know, 17 minutes of yap. Now, we'll begin with the foundations: Market selection mastery. The single most important decision you'll make in land investing isn't which property to buy; it's which market to enter. Your market selection creates an invisible ceiling on your potential returns. You can execute flawlessly, but if you're in a market with weak demand or compressed margins, you will struggle to break six figures, let alone seven figures.
These are the six pillars of market evaluation. Pillar one: Velocity of capital. Your money needs to move fast. Target markets where properties consistently sell within 90 days of listing. This isn't just about cash flow; it's about opportunity cost. Every day your capital sits in unsold property is a day it's not working on the next deal. Track days on market religiously. If the average exceeds 90 days, the market is not ready for scale.
Part two: Demand to supply imbalance. Look for markets where demand exceeds supply by at least 50%. This creates pricing power and multiple exit strategies. You can identify this through several indicators: properties receiving multiple offers within days of listing, land brokers actively seeking inventory, and consistent appreciation trends over the past 24 months. Use Zillow, Realtor.com, and LandWatch to analyze inventory levels versus absorption rates.
Pillar three: Profit threshold requirements. Every market you enter should have the potential to generate at least $100,000 in annual profit. This means you need to see consistent opportunities for deals with $25,000. The math is straightforward: four deals at $25,000 gets you to $100,000. But the reality is that good markets should produce significantly more. Target markets where you can realistically achieve buying for $50,000, selling for $100,000; buying for $100,000, selling for $200,000; buying for $200,000, selling for $400,000 or more.
Pillar four: Market depth and sustainability. Avoid markets that can only support a handful of deals annually. You want markets with enough transaction volume to generate $400,000 to $500,000 in annual profit potential. This typically means counties with at least 200 vacant land transactions per year with average transaction values above $50,000.
Pillar five: Buyer diversity. Markets with multiple buyer avatars reduce risk and increase velocity. The ideal market attracts recreational buyers, hunters, campers, off-roaders; agricultural operators, farmers, ranchers, timber companies; developers and builders, residential, commercial, solar farms; investment buyers, 1031 exchanges, portfolio diversification; lifestyle buyers, homesteaders, preppers, retirees. Each buyer type has different hot buttons, price sensitivities, and urgency levels. The more diverse your buyer pool, the more exit strategies you have for each property.
Pillar six: Regulatory environment. The best markets have clear, consistent zoning laws and reasonable permitting processes. Avoid counties with moratoriums on development, excessive environmental restrictions, or hostile attitudes towards out-of-state investors. Research the planning department's website, call local real estate attorneys, and understand the entitlement process before committing to any market. We also want to make sure to check in with environmental specialists, check in with local brokers, locals, local people in the area to identify common problems that actually may come up in that market.
Beyond the metrics, sophisticated investors use these advanced techniques to identify golden markets. Population migration analysis: Track counties experiencing consistent population growth of 2 to 5% annually. These markets often have increasing land values but haven't yet attracted institutional attention. Infrastructure development tracking: Monitor planned infrastructure improvements like new highways, airports, or utility expansions. These create value catalysts that can double land values within 24 to 36 months. Economic diversification indicators: Look for counties with diverse economic bases, not just single-industry towns. Markets with a mix of agriculture, energy, tourism, and light manufacturing tend to have more stable land values and consistent buyer demand.
Chapter two: Building your acquisition machine. The difference between hobbyists and professionals in land investing comes down to one thing: systematic lead generation. While amateurs wait for deals to find them, professionals build machines that consistently produce opportunities.
The three-channel approach to deal flow. Channel one: Direct mail mastery. Direct mail remains the highest quality lead source for land deals in my land investing business, consistently producing the best margins, the most motivated sellers. But success requires more than just sending out mail here and there. It demands strategic list selection, compelling messaging, great branding, and relentless consistency.
You can start with list building. Pull ownership data from Data Tree, PropertyRadar, Priced, you name it. Out-of-state owners, typically 30 to 40% more likely to sell. Property owned 10-plus years. Accumulated equity, changing life situations. Inherited properties, often emotional burden rather than asset. Properties with back taxes, immediate motivation. Corporate or LLC ownership, often non-strategic assets that they're looking to offload.
Your mail should look professional but personalized. Avoid the "we buy houses" aesthetic, the "Cash USA land" aesthetic that screams you're a wholesale investor or a scammer, as these people would like to say. Instead, you want to position yourself as a well-capitalized investment firm that specializes in land acquisitions. Use quality paper, card stock, professional design, and have very clear value propositions.
The messaging formula that consistently works: Acknowledge their ownership of the specific property. Show you've done research. Express genuine interest in purchasing, not "might be interested." Highlight your ability to close quickly with cash; it removes any friction. Include social proof: Mention other recent purchases in that exact area. And if you don't have that, then mention other deals that you've closed. Provide multiple response channels as well: phone, text, email, website. Send mail consistently. You want to budget for 5 to 10,000 pieces monthly, split across multiple markets. Track response rates religiously. Expect a 0.5 to 1% response rate on cold lists, 2 to 3% on warm lists. Each campaign should be measured on cost per contract, not just response rate.
Channel two: Text message campaigns. Texting produces faster response times than mail, but requires careful compliance and volume management. Target 100,000 to 200,000 messages monthly across all markets. The key to text success is the opening message. It needs to be personal, specific, and create curiosity without being spammy. Avoid generic templates. Instead, use dynamic fields to customize each message. "Hi, [Name]. I'm looking at vacant land in [County] and came across your acreage parcel on [Road]. Is this something you'd consider selling if the price was right?" This message works because it's specific, it's non-threatening, and opens dialogue rather than pushing for immediate commitment.
Now, follow-up sequences are critical. Most deals happen on the third to seventh touch point. Day one: initial inquiry. Day three: value proposition, cash, quick close, no commissions. Day seven: social proof, recent purchase in the area. Day 14: self-urgency, buying in this area this month. Day 21: final check-in. They had 30-plus long-term nurture campaign or drip campaign.
Now, in my business, we make these sequences happen a lot faster, and we're making value propositions immediately once they've expressed interest in selling. We're giving social proof immediately once we get them on the phone and get their email and get their contact information. So, these things can and should happen significantly faster than 30 days because the faster you can speed to that lead, the faster you get that deal closed.
Use platforms like Launch Control that provide compliant 10DLC registration and manage opt-outs automatically. Never text for personal numbers or non-compliant platforms. The penalties are just not worth the risk.
Channel three: Cold calling acceleration. Cold calling produces the fastest path to conversations, but requires either personal grit or trained staff. Target 100 to 300 dials daily to maintain momentum. The modern approach to cold calling isn't about scripts; it's about frameworks. Train yourself or your team to navigate conversations naturally while hitting key points. "Hi [Name], I'm [Name] with [Your Company]. I know this is unexpected, but I'm actually calling about your vacant land in [County]. I'm working with investors who are actively buying property in the area and wanted to see if you'd be open to an offer."
Now, I have this opener and I have about four more openers for cold calling that is working extremely well with my clients at Landers. And if you want those openers, feel free to book in a strategy call, and I'd be happy to help you build and scale your land investing business in 2025 and beyond.
Now, objection navigation. When they say "not interested," don't accept it immediately. Probe gently. "I completely understand. Most people I talk to aren't actively looking to sell. Out of curiosity, what made you decide to hold on to the property? Are you using it for anything specific?" This often uncovers a real situation: inherited property they never visit, tax burden they're tired of, plans.
Value ladder progression: Build value throughout the call. Establish credibility, recent purchases, local knowledge. Understand their situation, why they bought it, their current use, their future plans. Present benefits: cash offer, no agents, quick timeline, we handle everything. Create urgency: buying in this area this month, limited capital allocation. Secure next steps: site visit, formal offer, contract review.
Record every single call. This is one of the biggest problems I see people don't record their calls. Record every call. Review the calls weekly. I still review calls every Sunday. The difference between 1% and 3% conversion often comes down to tonality, pacing, and micro-adjustments in approach.
The science of offer strategy. Making offers isn't about throwing out random numbers. It's about understanding the value gaps in seller psychology. The professional approach uses three core strategies.
Strategy one: The anchor offer. Start at 25 to 30% of retail value for your initial offer. This isn't insulting; it's just business. Many sellers have carrying costs, tax burdens, or life situations that make a quick cash exit attractive, even at a large discount. You're not taking advantage; you're providing a service.
Strategy two: The escalation framework. If the initial offer is rejected, don't immediately jump to your maximum. Use gradual increases. Initial 25 to 30% of retail. Second, 35 to 40% of retail. Third, 45 to 50% of retail. Max 60% of retail only for premium properties with guaranteed quick exits. Each escalation should come with additional value or urgency. "I can do X if we close in 14 days," or "I can increase to Y if you're flexible on the closing date."
Strategy three: The creative structure. And this is something that, you know, I don't really do too many seller financing deals, but I want you guys to have this resource as well. And I have done a couple, but it's my main business is cash. Sometimes the path to "yes" isn't about price; it's about structure. Master these creative approaches: seller financing, they get full price, you get terms; option contracts, control without immediate capital; joint ventures, they keep ownership percentage. That one I've never actually done, but you could do it. Trade agreements, land for services or other assets. That one I also haven't done, and I wouldn't recommend it either, but I wanted to create an ultimate guide of land investing for you so you know what your options are. I feel like many people just tell you one method; they don't tell you everything you could potentially do in the business.
Chapter three: Operations excellence, the engine of scale. The difference between a land investing hobby and a land investing empire is operational excellence. Every process, every handoff, every communication needs to be systematized and optimized for speed and accuracy.
Building your acquisition pipeline. Your acquisition pipeline should move like a Swiss watch: precise, predictable, and efficient. Here's the exact system.
Stage one: Lead capture. Zero to 24 hours. Every lead, regardless of source, gets entered into your CRM within 24 hours. Use ClickUp. I use ClickUp. The required fields are: property details, APN, acreage, county, seller information (name, contact), motivation level, source (mail, text, cold call, or referral), initial interest level (one to five scale), next action with specific date. You always need a next action or next subtask on every single one of your cards with a specific date.
Stage two: Initial qualification. 24 to 48 hours. Not every lead deserves equal attention. Qualify ruthlessly. Can they prove ownership? Is the property free of liens and encumbrances? Are they the sole decision-maker? What's their timeline motivation? What's their price expectation? Score each lead on probability (1 to 10) multiplied by potential profit. Focus your energy on the highest scores.
Stage three: Deep discovery. 48 to 72 hours. For qualified leads, conduct thorough due diligence. Pull county records for ownership verification. Check tax status and assessment values. Research comparable sales within one mile and six months. Identify potential buyer profiles. Assess access, utilities, and development potential. Estimate days on market and holding costs. This research informs your offer strategy and maximum acquisition price.
Stage four: Offer presentation. 72 to 96 hours. Speed matters. Sellers talk to multiple investors. The first credible offer often wins. Present offers professionally: formal purchase agreement, not just a handwritten contract; proof of funds. And most of the time, we don't even have to show proof of funds because the way that we're speaking to sellers is in a way that they don't even question if we have proof of funds. Even when I started doing this myself and I was using deal funders and I didn't have any money, the way I spoke to them was still positioned in a way that they believed that I had the money. And so if you speak to a seller properly, then what will happen is they're going to trust you enough to know that you're going to perform. That's really what matters at the end of the day. Clear timeline with specific dates, list of references or recent closed deals, professional email with company branding. Make it really easy for sellers to say yes. Include DocuSign links, pre-filled contracts, and clear next steps.
Although it's very rare that I will let a seller keep mineral rights unless I was going to make hundreds and hundreds of thousands of dollars on the deal with just surface rights. So that's actually something I personally wouldn't do, but I've seen people do that and where they give mineral rights up, but they keep surface rights because they know they'll make hundreds of thousands of dollars. Personally, I always think about the end buyer and what they would want, and most of the time the end buyer is not going to want to buy a property with just surface rights. Document every agreement in writing. Set expiration dates on offers to create urgency.
Stage six: Due diligence period. Day 7 to 14. Once under contract, move quickly. Order title work immediately. Schedule property inspection. Have a broker walk the property. Verify that the seller is the seller. Confirm buyer demand through broker conversations and come up with a marketing plan with your broker. Calculate exact holding costs and disposition timeline. If issues do arise with any of these things, you can renegotiate with the seller, or you can cancel within your contingency period. Now, most of the time these agreements are not binding. I mean, the only times where I'll have like binding agreements is if we're, I mean, it's like a multi-six-figure profit potential property and we're putting up earnest money. But other than that, for a standard deal, we're going to make 30 or 40 or $50,000. I'm not going to be making it contingent or binding for either one of us. It's really important to never close on problems hoping to figure them out later because that will lose you money.
Stage seven: Closing coordination. Day 14 to 21. The close is where amateurs fumble and professionals shine. Use established title companies familiar with land transactions. Wire funds 24 to 48 hours early to prevent delays. Review closing documents thoroughly. Coordinate deed recording. Obtain all necessary documentation: surveys, mineral rights, easements, everything. Make sure you have it all. Make sure that when you go to list your property on the market, there are absolutely no surprises.
Disposition mastery: Converting inventory into cash. This is where we make our money. Buying right is only half the equation. The velocity of your disposition determines your annual returns. Here's how to move inventory fast while maximizing its value.
Every piece of land needs a story that resonates with buyers. Generic listings produce generic results. Instead, craft narratives that create emotional connection. Start with the hero, the buyer. "Imagine waking up to complete silence, brewing coffee as the sun rises over your 40 acres of pristine wilderness." Introduce the opportunity: "This rare parcel offers the perfect blend of accessibility and seclusion, just 15 minutes from town, but feeling like you're hours from civilization." Address objections preemptively: "Properties like this typically sell within 30 days in this area. Three similar parcels sold last month at higher prices."
Professional photography investment. This is not negotiable. Professional photos can literally double your sale price. Budget $500 to $1,000 per property for a drone aerials showing boundaries and context, ground shots highlighting best features, sunrise, sunset, golden hour images, seasonal variety of holding, long-term, video walkthroughs for higher value properties. You want to give your buyer an experience, and you should be working with local land-specific brokers in the areas that are already going to do this for you. And if you have brokers that are not doing it for you, they're not the person for you. If you end up getting photos yourself and the photographer is saying, "Oh, I don't usually do land," then you need to find someone else. You need to find a local land-specific droner, photographer, or a local land-specific broker. We want to sell our properties like we're going to sell premium vehicles, like we're going to sell a $30 million mansion, a $50 million mansion. This is how you need to position your properties. Now, when they're going to sell a $50 million mansion, there's a very small amount of people that are going to be able to buy that. So, it's psychology. You need to be able to position yourself and your property as premium so that buyers see you and your property as premium.
Multi-channel marketing approach. List everywhere where buyers will look: MLS through a local land-specific broker, LandWatch, Land and Farm, LandFlip, Facebook Marketplace, Craigslist, your own website with SEO optimization, email to your buyer list, and the broker's buyer list, direct outreach to adjacent property owners. Now, out of all these channels, the one that's worked the best for me in my business has been the MLS with local land-specific brokers. I've actually not seen any of these channels to outperform that. When you use a local land-specific broker, one that specializes in buying and selling land on a consistent basis, your properties move like hotcakes.