Clay Hepler runs a 13-person land company doing 2 to 6 subdivides a month, buying around $1M and selling for double. A few years ago he scaled to 15+ deals a month, watched the business break under its own weight, and cut his team in half. In this episode he walks through exactly what went wrong, what the ideal land business looks like today, and why he's now putting mobile homes on his lots.

In this episode we cover:
00:00 Intro: Clay Hepler joins The Closers Podcast
01:12 Inside Clay's business: team, deal flow, and the subdivide model
04:56 Cold calling vs SMS vs direct mail in 2026
07:06 Why Clay moved his cold callers out of house
10:52 The biggest hiring mistake (and the 13-week rule)
14:08 The ideal land business: $1M to $2M GP at 50% net
17:49 What broke when Clay scaled past 15 deals a month
23:32 Solving dispo: market selection and the Check, Qualify, Tour broker method
30:42 Clay's price drop timeline: 2 weeks, 30, 90, and 120 days
34:01 Why Clay is going vertical with land home packages
36:25 Where to buy land for mobile homes: the 3-mile rule
41:28 How to finance land home deals
44:59 Pro forma breakdown: an 8-lot land home subdivide
48:37 What separates a good operator from a bad one
51:03 Paying a GM on underwriting variance
57:24 Work-life "balance," Daddy Saturdays, and 14-hour days
65:23 Final words: no one is coming to save you
67:07 How to work with Clay (funding and the Deal Engine)

Want to close more land deals? Book a call with Land Closers Academy: https://landclosersacademy.com/schedu...

Connect with Clay Hepler:
Instagram: @clayhepler


#LandInvesting #SalesTraining #HighTicketSales #LandClosersAcademy #ClosersPodcast #Subdivide #LandFlipping #MobileHomes #ColdCalling #RealEstateInvesting