How to Flip Land, the Basics to do your first deal from Joe McCall

How to Flip Land in 30 Days: A Step-by-Step Guide

Joe McCall is teaching an almost all day training class on Flipping Land at our all day Master Class on February 8th.  We’ve been studying up on what that really means and a few weeks ago we shared why Joe switched from wholesaling houses and lease options to wholesaling land.  Today take a look at the info he shared in his video “If I had to do a deal in 30 days,” which is a basic step by step guide to give you an idea of what you will be learning on the 8th!

Why Land Flipping Works

Flipping land is one of the most straightforward ways to profit in real estate. Here’s why:

✔ No renovations or repairs – You don’t need to worry about fixing leaky roofs or managing contractors.
✔ Less competition – Most investors ignore land, meaning you face fewer bidding wars.
✔ Motivated sellers – Many landowners inherited their property, live out of state, or simply want to offload it.
✔ Deals can be done remotely – You can buy and sell land without ever seeing it in person.
✔ Fast closings – There are no tenants to evict or inspections to wait on.

Now, let’s walk through the exact strategy to get a land deal under contract and flipped in 30 days.

Step 1: Find Active Markets

Before you buy any land, you need to know where buyers are actively purchasing. You’re not just looking for cheap land—you want land that moves quickly. Here’s how to find hot markets:

🔎 Go to Landwatch.com – Search for properties under $100,000 and filter for sold listings.
📍 Look for high-activity states – Popular markets include Florida, Arizona, and North Carolina.
📊 Choose a state and research the top counties – Check sales data on Zillow or Redfin. The best counties will have 1,000 to 2,000 land transactions in the last six months.

💡 Pro Tip: Avoid ultra-competitive markets where everyone is already flipping land (like Lee and Charlotte County in Florida). Instead, look for nearby counties with strong sales but less investor saturation.

Step 2: Drill Down to the Best ZIP Codes

Most investors make the mistake of targeting an entire county. Instead, you should identify the specific ZIP codes where buyers are actively purchasing.

🎯 Find the Best ZIP Codes:

  • Check Zillow’s “recent sales” in your chosen county.
  • Identify ZIP codes with consistent land sales in the $30,000-$50,000 range.
  • Look for areas where lots sell quickly and prices are stable.

For example, in Brevard County, Florida, some top ZIP codes for flipping land are:

✅ 32909 – High buyer activity, steady prices.
✅ 32908 – Good volume, solid resale values.

Step 3: Build a List of Motivated Sellers

Now that you’ve found a hot market, it’s time to track down motivated sellers. The best deals come from people who have owned land for 10+ years and don’t live nearby.

📝 How to Get a List of Sellers

  • Use PropStream, DataTree, or county records to find absentee landowners.
  • Target landowners who have owned their property for at least 10 years.
  • Look for out-of-state owners—these sellers are often more motivated.

 

Once you have your list, skip trace the phone numbers so you can call them directly.

Here at MAREI we have several resources for building lists and skip tracing:  Propstream, DealMachine, and Connected Investor.   MAREI is an affiliate with all three and if you click the links, you should get a free trial to see how each of them work.  Once you pick the one that works the best for you, MAREI would earn an affiliate fee when you sign up.

Step 4: Contact Sellers and Make Offers

The fastest way to get a deal under contract is through direct outreach.

Daily Action Plan (The 5-5-5 Method)

If you want to get a deal in 30 days, follow this daily routine:

📞 Call 5 Realtors – Ask about land listings over 90 days old. See if their seller is motivated to negotiate.
📞 Call 5 Land Owners – Use your skip-traced seller list and ask if they’d consider selling their land.
📞 Follow Up with 5 Previous Contacts – Build relationships and remind sellers you’re still interested.

By following this system, you’ll have 120 conversations per month, and you should be making at least 100 offers.

💡 Pro Tip: Your goal is to buy land at 25%-40% of market value. If a similar lot recently sold for $40,000, you should aim to get yours under contract for $10,000 to $15,000.

To keep track of all of these contacts.  When you’ve called them, when you need to call them again.  Or perhaps you may want to add a few texts and emails into the mix,  we would suggest checking out REIBlackbook.  It has all the tools you need to keep track of everything.  MAREI is an affiliate partner with them as well.

Step 5: Find a Buyer Before You Even Buy the Land

Before locking up a deal, make sure you have an exit strategy. Finding buyers in advance lets you flip the land quickly.

🤝 How to Find Buyers

  • Search public records for recent cash buyers in your target ZIP codes.
  • Look for investors who have bought 3+ lots in the last six months.
  • Contact local builders and developers—they are often looking for land.
 

💡 Shortcut: Realtors often have lists of cash buyers looking for land. Call them and ask, “Do you know any buyers looking for lots in [your ZIP code]?”

Step 6: Sell the Land for Profit

Once you’ve locked up a deal, it’s time to flip it! Here are three ways to sell quickly:

1️⃣ Assign the Contract (Wholesaling) – Find a buyer and sell the contract for a profit. If you got the land for $15,000 and sell it for $25,000, you keep a $10,000 assignment fee.
2️⃣ List It with a Realtor – Put it on the MLS for a quick sale.
3️⃣ Sell with Owner Financing – Offer monthly payments (e.g., $2,000 down, $300/month). This creates passive income!

🔥 Real Deal Example:

  • Bought for: $27,000
  • Sold for: $35,000
  • Profit: $8,000
  • Time to Flip: 2 weeks!

Final Thoughts: Take Action Today!

Sounds easy right.  You don’t need a huge marketing budget, just a way to find your list and skip trace it.  A way to keep track of everything and your phone.  Other than that is just your daily commitment.

So Here’s your challenge

🚀 Your 30-Day Challenge:
✅ Pick a market with active buyers.
✅ Identify the best counties and ZIP codes.
✅ Pull a list of motivated sellers.
✅ Make at least 100 offers this month.
✅ Flip your first deal!

The best time to start? Yesterday. The second-best time? Right now.

Need to fill in a few gaps? Join Joe on February 8th at his Master Class for an in-depth breakdown of the process.  The best part, if you attend live, you can ask questions and if you want to run through it a few times, you get the replay.