Every Serious Land Investor Eventually Makes This Switch

If you've been flipping infill lots for the last 6 to 18 months, you're getting your leads, you're working deals, and maybe you even closed a few. But something still feels off because the math doesn't add up the way that it was supposed to. You're running through deal after deal, sending thousands of texts, and you're chasing builders who already have tons of other investors currently calling them. And then at the end of the month, when you look at what you actually made and you think to yourself, this it? And here's the thing. It's not that you're doing it wrong because the infill lot model has a ceiling baked directly into it. And nobody told you that when you bought the course. Now, the investors I know who are doing $30,000, $40,000, even $50,000 on a single deal, they didn't find a better infill lot market. They switched models entirely. And in the next 15 minutes, I'm going to show you exactly what they switched to and why the math is completely different and what that transition actually looks like in practice. My name is Anthony Weiler, and I've personally been involved in over $1.5 million in land transactions, and I've analyzed thousands of land deals across 50+ counties. I've coached over 300 students through their first high-ticket land deals. And I've also been on the inside of what a large-scale land operation actually looks like when it's running at volume. And what I'm about to show you is the patterns that I keep seeing over and over again. Investors who did everything right inside the infill lot model and they still hit a wall. First, I want to clear something up, though, is that the infill lots work. The fundamentals are sound. You buy low, sell high, you assign it to a builder, you collect your fee, and you rinse and repeat. That logic is correct. And the courses that taught you that weren't lying to you. You were right to get into land and you were right to learn the fundamentals. But here's what these courses didn't tell you. When your average deal nets you $3,000 to $5,000, and I'm being generous with that number in most markets right now, the math forces you into a volume game. So let's just run through it quickly. So let's say you want to make $100,000 this year and at $4,000 average per deal, that's 25 deals. So 25 deals means 25 sellers found, negotiated, and contracted. 25 title processes, 25 buyer relationships with builders. Now we add your marketing costs on top of that. And to close 25 infolot deals, most investors are sending 8,000 to 15,000 mail pieces or running $800 a month in text campaigns for months at a time. And your 25 deals realistically are going to net you $70,000 to $80,000 after expenses. That's working a full second job every single week for for 12 months. All right. Now, here's the other problem is that the markets where infill lots works best, everybody knows about them. Now, you're not the only one texting that list. In some of the most popular infill lot counties, the same landowners are getting hit by 10, 20, sometimes 50 different investors, all with the same generic offer. And sellers have seen it. They know the playbook now. And that makes every deal harder, slower, and more expensive to close. And the harder you work inside this model, the harder it gets. And that's the ceiling. And it's not your fault. It's been structured that way. So what are the investors who cracked this actually doing? They shifted from infill lots, sub-acre parcels inside of city limits to rural recreational land. So 2 to 30 acres, 1 to 3 counties removed from a major metropolitan area. And it's not in the middle of nowhere. It's not the desert. So think of outside of Columbus, Ohio, outside of Nashville, outside of Charlotte. So properties where families actually want to build, where people want to homestead, and where developers are looking for the next corridor of growth. And this market is completely different from infill lots. And here's why. The average infill lot deal is $3,000 to $6,000, and a high-ticket rural average deal is $25,000 to $45,000. It's the same amount of work with a completely different outcome. And I'm going to say that again because it's important. The number of calls you make to find a deal and the number of offers that you send, the due diligence process, it's roughly the same effort, and the check at the end is 10 times larger. And the competition— while hundreds of investors are texting the same Lehigh Acres list, there are entire counties in Ohio, Alabama, North Carolina, Tennessee, the list goes on, where almost nobody is working the market because most investors don't look there. And that's the perception gap. That's your competitive advantage. Now let's talk about buyers, because that's Infill Lots' Biggest vulnerability is buyer dependency. You're almost entirely dependent on builders. And when builders slow down, your business slows down. And when a builder already has multiple investors feeding them, you're competing for scraps at that point. And in the high-ticket role model, your buyer pool is completely different. Again, we're talking about families looking to build, recreational buyers, investors, people moving out of cities since remote work changed everything. So you listed on the MLS through a flat rate broker or an investor-friendly agent and the buyers come to you. and we regularly see properties sell in under 90 days in the right markets if we're priced correctly, and sometimes in under 2 weeks. So let's make this real for you and talk about an actual person. Clyde Wellman came to me almost a full year of trying to make land investing work. He had a W-2 job, 2 kids, and family obligations. He tried direct mail, switched to texting, switched to cold calling, then back to texting again. And he had 10— yes, 10 deals fall through before he ever closed one. He was $37,000 in debt from a fix and flip that went completely sideways on him. And he was about to refinance his house to cover it, but he stayed in the game. He ended up picking one marketing channel. He stayed consistent and locked up one deal. It was a buy price of $105,000, sold it for $154,500. So his net profit was $41,268 off one deal. He was able to pay off every dollar of his debt and he made almost half of his annual salary in 2 months and working part-time and with 2 kids at home. And here's what he told me after the wire hit. He said, I made this with a full-time job. Imagine what happens when I actually go full-time. And that's what changes when the deal size changes. You don't need volume, you just need the right deals. Now, before you tell yourself that Clyde is the exception, let me show you why he isn't. Because the number one thing I hear from info lot investors when they see results like his is they say, oh, well, the market must be special, or he must have connections that I just don't have. And he didn't. The market he worked exists in dozens of counties right now across Ohio, Tennessee, North Carolina, Alabama. The list goes on for counties where 5 to 30 acre parcels are selling consistently in under 90 days to families, recreational buyers, and people leaving cities since remote work made it possible. We're not talking about exotic markets, not insider knowledge. And the difference between those markets and the infolot markets you're working right now, it's not complexity. It's competition. And while you and over 100 other investors are texting the same Lehigh Acres list in Florida, there are counties in the Midwest and the Southeast where the same motivated seller profile exists. We're talking about people who inherited land, people who've been paying taxes on something that they forgot that they even owned, and almost nobody is reaching out to them right now. And that's not a secret system. That's just where most investors aren't looking right now. And the skills you already built with InfoLots— talking to sellers, comping properties, running marketing campaigns and understanding contracts, those transfer directly into this. And the market is different, but the process is familiar. You're not starting completely over. You're pointing what you already know at a market that actually rewards the effort that you're already putting in. And that's the whole switch. Now let me address 3 things that are sitting in the back of your head right now, because I've had hundreds of conversations with people and these same 3 things constantly get brought up. Now, the first one is that rural land is harder to sell. And I totally understand why it feels that way, Because with infolots, you know exactly who your buyer is before you even start. You have a builder lined up, you know exactly what they want, and you know exactly what they'll pay for. And it feels safer because that exit is visible from the very beginning. But here's what that safety is actually costing you. When your entire exit strategy depends on one type of buyer, you're not running a business, you're running a dependency. And when that builder slows down, you slow down. And when that builder finds another investor, you're out. In the high-ticket rural model, your buyer pool is completely different. Again, families looking to build, recreational buyers, investors, developers, and people who moved out of cities and want space. You list it on the MLS through a flat-rate broker, and multiple buyer types are competing for the same property. Days on market in the right rural county are 60 to 90 days on average, and some of my students have sold in under 2 weeks. And the exit isn't harder, it's just different. And when multiple buyer types are competing for your property, it's actually more stable than depending on just one builder's appetite. Now, a big mental obstacle for people is they think they have to start completely from scratch, and that is the one that keeps most people stuck. And it's also the least accurate. Just think about what you actually built doing infill lot deals. You learned how to talk to motivated sellers. You learned how to call for property, and you learned how to run a marketing campaign. You also learned how to negotiate, how to send contracts, how to work with title companies, and none of that disappears. And the seller conversation in a rural market sounds somewhat similar to the ones with an infill lot market. They inherited it. They don't want to use it. They want it gone. They want cash. It's the same psychology, same pain point. Now, I will say that the comping process is slightly different because rural land has fewer direct comps, but the logic is the same. You find what's sold nearby, understand what the market will bear, and you price it accordingly. And the marketing channels are the same. Text messaging campaigns, cold calling, direct mail, just pointed at a different county. And the only thing that's generally new is going to be market selection, learning to identify the right rural county. And that's not a skill that takes months to develop. It takes a few hours of looking at data with the right criteria in front of you. Everything else you already know how to do. Now, the last one that I hear all the time is that these deals are bigger. I don't have that kind of capital. And this is the one that surprises people the most when they actually look at how these deals get funded. Now, the majority of high-ticket deals I see closed are not funded with investors' own capital. And here's why. When your deal has legitimate spread, when you're buying something for $60,000 that you could credibly sell for $100,000, that spread is attractive to people who have capital sitting in bank accounts earning nothing. JV funders, private money lenders, and transactional funders exist specifically for this. They bring the capital, you bring the deal, and they get a return on their money and you get the profit spread. And nobody needs to drain their savings account. Nobody needs to get a bank loan. The deal funds itself through the structure. And counterintuitively, higher-ticket deals are actually easier to get funded than smaller ones. Just think about it, because the margins are worth a funder's time. Nobody's going to want to wire $60,000 to fund a deal that's going to net them $4,000. But a deal that nets them $30,000, that's a conversation worth having. The capital barrier is real in the infolot model, in the high-ticket model. If the deal is right, the capital will find you. So here's what you need to do this week, and this is where you actually begin. Not someday, this week. Number 1 is that you don't touch your current infill lot pipeline. If you have active deals, work through them through close and keep that cash flow moving. Now you need to run the honest math on your last 3 infill lot deals. Not the number in your head, the real number. The total time invested across the whole deal, total marketing spend to generate that lead, your total net profit after every cost. You need to write it down, then open Zillow and filter 2 to 30 acres. Pick one county in Ohio, Tennessee, or North Carolina and look at what sold in the last 6 months. What did it sell for and how long was it on the market for? Don't overcomplicate it. Just look at it with honest eyes and the difference will be obvious. Now, lastly, if what you see in that data resonates with what I just showed you today, then take the next step. Not a big one, just the next one. And I put together a completely free training that walks you through the exact market selection process. The same process I use personally that over 300 students have used to collectively close over $1.5 million in high-ticket land transactions. It's the next video linked right here. So watch it immediately after this one, because market selection is the single biggest reason investors make the switch and never look back.