I just brought together four active land investors for a candid roundtable discussion about what’s really happening in the land business right now. If you’ve been struggling to get deals or feel like the market has gotten tougher, this episode is for you.
Katie Desmarais, JT Olmstead, Shelby Wengreen and Arturo Paturzo run real land operations and use Stride CRM to manage their businesses. They are actively in the trenches, testing new strategies and adjusting as they go. The goal here is not to create a highlight reel; It’s about having an honest conversation about what works, what doesn’t, and what it takes to stay competitive.
We’re talking about the massive shift in marketing from “spray and pray” to intentional, targeted strategies. You’ll hear how these investors handle lead management and tracking, why automation and artificial intelligence are now in play, and what types of deals are really making money right now. We also delve into team structure, sales skills versus data, and the uncomfortable truth about the cost of entry into this business in 2026.
If you’re serious about building a land investing business or expanding the one you already have, the insights from this conversation will save you months of trial and error. You’ll learn what to focus on, what to ignore, and how to make decisions based on facts instead of feelings.
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Key takeaways
In this episode, you will be able to:
- Hear why strategies that worked two years ago are producing very different results today
- Find out how active investors are structuring their teams and deal types to remain competitive in an increasingly tight market.
- Learn how to identify when something in your business is truly broken and how to avoid changing too many variables at once.
- Find out what each investor considers their unfair advantage and how they use it to stay ahead
- Understand what realistic expectations look like for anyone entering or climbing in Earth space right now.
Transcript of the episode
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