In this episode, we sit down with Clay Hepler to uncover how personal setbacks, tough lessons, and a single land deal sparked the growth of a business that now stretches across multiple markets. Clay shares the early struggles of flipping rentals and self-storage in the Midwest, the financial hit from his wife’s job loss, and the leap into land investing that began with 15,000 mailers at the height of the pandemic.

We explore what most investors miss: the hidden costs of old properties, the dangers of mispriced land, and why local intelligence often trumps national data. Clay breaks down the mistakes of his first campaigns—choosing the wrong counties, overlooking wetland regulations and explains how those missteps sharpened his instincts for pricing, targeting, and market selection.

From there, Clay reveals how he scaled up: hiring his first lead manager, building acquisition and disposition teams, and layering on outbound marketing through cold calls and neutral offer letters. He shares the KPIs that drive accountability, the systems that keep his organization aligned, and how feedback loops create lasting institutional knowledge.

Tune in to know what it takes to build a land business that lasts—embracing discomfort, leaning on data without losing local nuance, and creating a team culture that turns early risks into long-term momentum.

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Key Topics:

-Early struggles and pivot to land investing

-Mistakes in first campaigns and lessons learned

-Building and scaling a real estate team

-Importance of local market intelligence

-Systems KPIs and accountability for growth

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🚨 Ready to Learn How to Flip Land? 🚨

Hey there! Dan and Mason have something exciting for you:

🎉 Join our FREE Ground Up Land Community! 🎉

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✅ Expert tips on flipping land

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Don’t wait—take the first step toward land investing success.

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Connect With Us:

https://linktr.ee/thebigpictureblueprint

Connect With Clay Hepler:

LinkedIn: linkedin.com/in/clayheplerlandman

Website: clayhepler.io/

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Jumpstart your land business with Ground Up Partners!

We understand the challenge of finding capital in the land business. That's why we're here to provide all the funds you need to close your deals. No more worrying about finances; just bring us your signed contract.

Visit www.gupland.com now to submit your deal and take the first step towards success.

Fuel Your Investments with Ground Up Partners!

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Looking to diversify your portfolio with competitive returns?

We're launching a fund for accredited investors to invest passively and enjoy competitive returns.

Visit the link below to schedule a call with us today and take the first step toward growing your investments.

Dan Haberkost: https://danhaberkost.com/looking-to-invest-passively/

Mason McDonald: https://masonrmcdonald.com/