In this episode, Serious Land Capital announces a strategic pivot from volume-based deal sourcing to exclusively targeting experienced operators working on high-value transactions, with minimum purchase prices now set at $50K and ideally above $150K. The shift comes as new institutional capital partnerships enable pursuit of high six-figure to low seven-figure deals, fundamentally changing the ideal customer profile from “anyone with a deal” to sophisticated operators who bring horizontal development expertise and local market knowledge. Within the first week of implementing this new outbound strategy—directly recommended by Hormozi’s ACQ AI after identifying lead generation as the core business constraint—multiple high-level partnerships materialized, including a $100K entitlement deal projected to return 50% in 2-3 months.
Key Takeaways:
- Solve the constraint behind the constraint The ACQ AI identified that while AI systems could support operations, the actual bottleneck was lead generation demand requiring aggressive outbound to experienced operators, not just building better internal workflows.
- Level up by working with better players Targeting operators who originate seven figures in deals weekly eliminates the need for volume plays—three to four deals per year at $500K-$4M each generates substantial returns while allowing focused execution per project.
- Reactivate dormant high-value leads immediately Simply reaching back out to operators previously sidelined over the past year due to deal size constraints produced immediate results, with calls and partnerships forming within days of renewed outreach.
- Underwriting expertise as the core differentiator Positioning as “smart money” that reviews more deals than anyone in the industry while bringing institutional capital relationships creates a unique bridge role between sophisticated operators and external capital partners.
Listen to the full episode to hear the specific outbound tactics being deployed and how the first week of execution is already reshaping the deal pipeline.
(Podcast transcript below)
Welcome to Get Serious, we’re at Serious Land Capital. We have successfully funded over $6 million worth of land deals with industry leading 41 % operating margins. Today, I really wanted to go over some of the early returns and efforts in regard to just our marketing strategy and who and how we’re, well, who we’re orienting the business around and how we’re going about doing it
Um, so you’ve probably seen me talk about, you know, a number of times, even during the sign off, you know, we’ve been kind of steadily raising the, uh, minimum, um, purchase price for properties that we will go after. And, know, currently that’s set at 50,000, um, minimum and, you know, ideally above 150 K.
And recently, which I’ll get into in some other conversations have been having, well, I will get into these other convo’s that I have been having recently with some very interesting potential capital partners who would allow us to increase the capacity of our deal flow much more significantly.
And I had a number of larger land operators who, we kind of sidelined a bit just because the check size was just potentially more substantial in the high six figures to even low to mid seven figures per deal. And when a lot of these folks were
coming to us really over the past year. You know, but we’ve been in the midst of, you know, trying to move some portfolio again, where the real estate market and land market were in a tough period and still is in a tough period that we didn’t want to over lover ourselves and get caught up into too many higher higher dollar value deals. You know, just again, because you want to avoid rush whenever possible. Don’t blow yourself up.
is kind of the number one rule of the game here. But as our track record has again, continued to improve and even in the midst of a down real estate market and we’re finding some of these other capital partners that, again, are very interested in what we’re and bringing a lot of expertise of their own here. It allows us to kind of accelerate
the direction of our business and reopen up communications with some of these other land investors and operators that are typically going after some of these larger deals and see, can we start to put some of this together? And that’s really how we adjusted our ideal customer profile. I think I probably mentioned this a couple of times here too.
extremely helpful exercise. Pretty much any business owner should be routinely doing this is figuring out, who, is the customer avatar that you’re even marketing to? I am, you know, really focus on, you know, your, your, again, your, kind of ideal client profile and, know, just be willing to move on from everybody else. I mean, you can still be, be open for business, but you’re really focused on one particular profile. And for us, um, for much of our
journey through the funding industry so far, was much more volume play. We’ll kind of take almost whatever’s out there so long as the underlying deal fits our underwriting criteria. And that is still the case, like the underwriting rules everything. Even internally, mean, the numbers rule the day here. Like it’s not about the, even myself as an operator or other people who we might.
work with, like the numbers have to back up any investment like that is, you know, what we hang our head on every single day underwriting over everything that is our core North Star mission statement. that always has to remain true. that being said, you know, the higher quality and, you know, higher capital, deals tend
to be sourced from more experienced operators on average, or at least you can start to filter out, where are those higher quality deals kind of gonna be found? And they tend to be with the folks who might have a bit more experience behind themselves and might be able to fill in a lot more of the gaps because while complexity…
doesn’t always correlate exactly with dollar price for land. Oftentimes it does for any real estate project. you know, usually you’re just going to have to be checking off a lot more boxes, whether it’s from utilities and, um, you know, various regulations or zoning or what have you. Uh, so, or, you know, potential value add that you might need to do, whether through a subdivide or various, um, know, horizontal development and so forth.
So it helps to have folks who are more experienced managing projects like those as well or have some, you know, kind of on the ground, local knowledge in certain markets that they may operate in. So that’s who we really oriented our, you ICP, that ideal customer profile much more around is, you know, these more experienced operators who, you know, are typically going after these larger deals.
in the first place and we can serve as first a second pair of eyes. We still, again, go back to that phrasing, hang our hat on our underwriting expertise. Again, we think we get more reps and we look at more deals than anybody else in the industry and we’re talented in it besides. So we add that level of value to any type of deal that another operator might be looking at.
Um, and addition, like we’re just, we’re gritty operators as well too. Like we’re creative, try to figure out, know, the, especially in a market like this, where, yeah, there, just is so little low hanging fruit anyway. And it’s so hard to get any deal to, to sell. Like you really have to push through, um, you know, oftentimes multiple hurdles to find something that’s actually going to work and, know, be willing to go that extra mile.
And we credit ourselves as being very creative both on the acquisition and the disposition side of the business. Again, because being a business owner in an environment like this just requires a lot more grit and perseverance in order to make things happen and for cash to flow in a particularly illiquid asset class.
and general market, buyer’s market that we’re in right now. So, you know, we’re smart money from that side of things and we’re able to pair a lot of external capital relationships and connections with the institutional world. So we just felt like, okay, let’s keep diving in there, find these other high level operators and, you know, over the medium to longer term, like, you know, kind of build our brand into this core node.
that’s able to serve as kind of a central asset manager where we’re pulling in, again, higher level operators who might have a lot more ground level experience and horizontal development and so forth with our own capital as well as external capital partners who might bring their own expertise to the table as well and kind of positioning these high level players, high level talent, high level capital.
to go after a larger deals in, in, more qualified deals more routinely here. So, you can see even as I was going over this, like my, you know, my pitch and my, you know, salesmanship and marketing for this newer message that we’re going after, like, it’s not quite as polished yet. Like it needs another probably 200 reps, before it’s super comfortable. But you know, oftentimes during these podcasts, like I’m working out ideas that I have in my head and then, you know, it’s.
spitting them back at you. So, you know, try to be a one take kind of guy on, on most of these podcasts, which hopefully you can appreciate that, vulnerability and, you know, authenticity here. hopefully that, resonates as far as like our goals here. And so, you know, it doesn’t count for anything unless you actually start implementing these, you know, key,
key goals within the business here. so, you know, earlier in the week, I was utilizing our ACQ AI, which is, you know, acquisition.com’s, Hormosi’s AI system that they’ve built on all their backend knowledge and so forth. And it’s like very, very geared for, you know, strategic and tactical directions for small to medium business owners.
And, you know, I was really trying to figure out my core constraint within the business or our core constraint rather. Um, and I had been more oriented around, like lead generation is the most critical. Like we, you don’t, you don’t grow without, we need more demand as far as, you know, um, areas where we can inject our money. Like we’re sitting on a lot of liquidity here being mindful of more difficult market. Um, but you know, without
routinely capping out our team. like, how do we, we think that proper AI systems and workflows are the constraint behind the constraint to primarily assist with lead generation and subsequently assist with daily operations, especially removing myself as much as possible from operations. So I can focus primarily on the deep work of, you know, very, very detail.
detail oriented underwriting for high value large deals, as well as relationship building with these higher level operators. And the ACQ AI, when I gave it tons of context in relation to that, they pushed back a bit on just like the AI just being like the key thing to focus. like, you remember AI is the key support system, but it’s not necessarily like the core constraint you need to solve. Yes, you have a demand problem.
Um, like you got to go out there and get more outbound, um, as well as, know, continue to expand your inbound channels for the lead generation for these higher level operators. Um, and so, you know, start doing, you know, set a goal where you’re just doing more outbound, uh, you know, um, touches for, uh, various operators that you want to work with. you know,
Again, if you’re gonna actually solve that constraint, follow the directions and see what you’ll be surprised oftentimes and how quickly results can come back. And so I went back through our various communication platforms via text and email and so forth. And I had a number of folders saved with folks who’ve been looking for higher value, deals to be funded, really over the past year-ish, roughly.
Um, that again, we had kind of sidelined a bit. Um, but now it’s like, okay, we, have an anticipated higher capital capacity to work with. Let’s see what we can do. Um, so I reached out to them and see, okay, know, anything that might be a good fit here. Um, uh, if not, we’re, on standby and, know, almost immediately it was in.
You know, some folks might have already been out of the industry, who knows? Um, or haven’t, you know, I didn’t get a hundred percent response rate. Like no one ever does for any outbound outreaches, but some initial calls were just set up immediately with, um, again, some of the highest level operators, I think in the space, a lot of these. Aren’t necessarily like, um, brand names that you might think of they’re a bit quieter, but like they secretly are running some of largest businesses in, in the land space. Um, and already have lined up, uh,
You know, an anticipated couple of deals here, even over the past week, like there’s this hundred K entitlement, deal that we think can return, you know, 50 % to us over like the next two to three months. That’s about as de-risked as possible. usually I’m very, very skeptical about a lot of entitlement, deals just cause there’s so much shakiness or long lengths of time or lack of collateral and so forth. this one was just.
particularly attractive here. So, you that call is scheduled for later today and chatting with my partner and so forth about it. Which again, just goes to show, you know, even in the first week of doing this, okay, starting to set up some calls, starting to reach out to folks and start nurturing relationships more. I just had an hour long call with, you know, one of my favorite, you know, land investors in the space at this point. You know, I’m always just learning so much and we’re trying to, you know, build a longer term partnership as well too. I mean, they’re originating.
seven figures of deals, seven figures in dollar value of deals on a near weekly basis at this point. And so there’s just so much room for us to potentially overlap as far as being a capital and an asset manager partner to grow both of our businesses substantially here. And when you’re operating and trying to work with folks that are playing at this high level, like you don’t need
as much of a volume play here. Like you can find folks who are just much more routine with finding deals and want to build longer term relationships with folks, which we weren’t really getting as much when we were going after the volume plays. Nor do we need to do as many deals anyway when you’re going after higher value transactions, because if you’re doing three or four million dollar deals, even 500k deals per year, like those are substantial checks that can come back in a
you know, six to 12 month period, assuming you’re underwriting for that. And, you know, can allow much more focus per project to be dedicated to each one. Plus again, it’s just more exciting. Like you level up by playing with higher level folks. And that’s to me is whenever I get off these conversations or, you know, have some emails back and forth and, you know,
find these higher level players. There are few things in life just more exciting for me. Being able to collaborate and start to partner with a player talent is maybe the biggest joy in business. Because you know you’re going to make money if you stick with and execute on the underlying strategies and tactics behind it.
but it’s just inevitable when, when you’re working with, with the best here. And, again, we, we see ourselves as having a, you know, a very specific, skillset that allows us to center ourselves again, right as a bridge point between, you know, very experienced, capital, smart capital, institutional capital.
as well as high, high level operators within the land space that we effectively consider ourselves to be as well here. Just given how much time we spend on a daily basis reviewing deals and underwriting various technicalities from legal docs perspective as well as just the underlying numbers. So that is what is exciting me.
Uh, so much at the moment here. And again, just following what ACQ AI was, was just mentioning. It’s like, okay, solve your core constraint, high core constraint, getting more lead flow, um, and going more outbound for the highest level operators. Boom, start following those directions. And all of sudden you start getting early returns right off the bat. And, um, you know, I’m starting to see like a multi-year pathway on the direction this is going and guess what, you know, some of the other stuff that.
Was more of a volume play. Like it just kind of gets filtered out. Um, you know, we’re not as concerned about like being everywhere for everybody, um, anymore, uh, which, you know, had its place to get our name out there. And, um, you know, it’s still going to be producing a ton of content here. Um, so I think, you know, being a thought leader in the space is just critical to, you know, teach ourselves internally as well as provide value to, um, those, uh, that, that are in the business as well as, you know, potentially entering the business.
You can never get your name out there too much, right? Like it’s just, you have to keep producing. gotta keep, like so many people are not gonna see your stuff anyway. So like this is still gonna be a core part of what we’re doing is producing content in order to market ourselves continuously here. Cause we got big dreams. So you gotta put the work in. So hopefully that this gives you a little bit better idea.
on the direction that we’re heading. I know a lot of this was pulling more clear over the past few months here and now you can start to see how this is actually coming into play, especially as we started the new year of 2026 here and you got to take action on what your goal is set.
your goals were set for yourself. So with that in mind, SeriousLand.Capital for 50K minimum purchase price deals. You know the drill, subscribe and share everybody looking forward to next time. Take care now. Bye.
