How He Built a 7-Figure Land Empire with 20 Employees | Clay Hepler

OnlyLandFans Podcast Ep. 91

When Clay Hepler found himself on the brink of bankruptcy with 65 struggling rental units and a failing Airbnb investment, he didn't just pivot to land investing - he revolutionized his approach to real estate. In this value-packed interview with Kendall LeJeune, Clay breaks down exactly how he built a thriving land investment operation with 20 employees.

The New Land Market Reality

Gone are the days of easy "buy for 20, sell for 40" deals. Clay's success comes from adapting to today's market realities:

Focus on higher-value properties ($80,000-$150,000 entry point)
Compressed margins requiring sophisticated analysis
Longer sales cycles requiring strategic patience

The APCP Framework: Your New Secret Weapon

Clay's proprietary APCP framework for valuing rural land:

Acreage: Value bands (0.25-1, 1-2, 2-5 acres, etc.)
Proximity: Location relative to key features
Characteristics: Buildable area, terrain, improvements
Price: The synthesis of above factors

Three Scaling Mistakes to Avoid

Ignoring Cash Conversion Cycles: Know how long it takes marketing dollars to become profit
Rushing Marketing Channels: Give new channels 6+ months to mature
Chasing "Feel Good" Activities: Focus on necessary operations over exciting distractions

The Marketing Magic Formula

Clay's proven approach:

64-week marketing cycles per county
6-7 direct mail touches
5 calling cycles
Strategic sequencing based on property value

Your Next Steps

Ask yourself:

Do you truly understand your cash conversion cycle?
Are you giving marketing channels enough time to mature?
What "boring but necessary" operations need your attention?

Want the full blueprint? Watch the complete interview on OnlyLandFans YouTube channel or catch the podcast episode. Your land investing journey will thank you.

Enjoy the show!

Clay Hepler is a seven-figure land investor with over 100 transactions under his belt. His company specializes in buying, selling, and developing rural recreational land across the United States.

Clay’s journey into land investing was born out of necessity, not as a side hustle. In 2022, his wife’s business unexpectedly collapsed the day before Thanksgiving—a business that had supported their household while he built a multifamily real estate portfolio in Pittsburgh. Faced with one of the most pivotal years of their lives—funding a wedding, honeymoon, new home, and managing a recently acquired vacation rental property with significant overhead—Clay needed a way to generate substantial income, fast.

Through land investing, Clay managed to "build the plane while it was falling," transforming what seemed like inevitable financial ruin into a path toward stability. Not only was he able to cover their expenses, but he also set his family on the road to financial freedom. Now, Clay is passionate about helping others realize the potential of land investing to achieve financial stability and independence.

For more information on Clayton and to explore his other ventures, connect with him through these platforms:

Landletter: https://land-man.kit.com/b431559cb1

X: https://x.com/clayhepler

Instagram: https://www.instagram.com/clayhepler/

LandMan Program: https://8t3eqfk3h94.typeform.com/to/VBtT1mWC?typeform-source=land-man.io