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Many real estate investors focus on single-family homes, flipping properties, or rental investments. But what if the real hidden gem in real estate is vacant land? Brent Bowers, a land investor and mentor, has built a thriving business generating passive income from land deals. His journey from struggling in real estate to mastering land investing offers key insights for those looking to generate motivated seller leads and scale their real estate business.
In this blog, we’ll explore how Brent Bowers transitioned into land investing, the strategies he uses to find and acquire land, and how real estate professionals can capitalize on land investments to build long-term wealth.
The Transition from Houses to Land Investing
Brent Bowers’ journey into real estate began with single-family homes. However, like many investors, he faced significant challenges, including unexpected expenses and mounting debt. His early experiences in real estate were humbling, even leading him to move in with his in-laws due to financial struggles. Despite these setbacks, Brent remained determined to find a real estate strategy that worked for him.
The turning point came when he discovered land investing. Unlike houses, vacant land requires fewer moving parts—no expensive repairs, no tenants, and minimal competition. Brent’s first land deal, which he bought for just $285 and sold for $5,000 the next day to a realtor, opened his eyes to the massive potential in this overlooked segment of real estate. This land was not even buildable, and the seller was motivated to sell simply because he owed back taxes on it.
Brent’s journey was not without challenges—at one point, he struggled so much financially that he had to move in with his in-laws. The experience was humbling, but it pushed him to find a better solution for generating income. He also experienced a period of near homelessness when he couldn’t even afford his own rent.
Additionally, he initially tried his hand at flipping houses, investing in distressed properties that were difficult to manage. Some of these ventures resulted in financial losses, leading him to rethink his approach. His shift to land investing came after hearing another investor talk about flipping land with massive profits and minimal risks. Inspired, Brent decided to test the waters by mailing tax-delinquent landowners—a strategy that quickly began yielding profitable deals.
How Land Investing Creates Passive Income
One of Brent’s key strategies is seller financing, which allows him to create passive income from land deals. Instead of flipping land for a quick profit, he sells properties through financing, collecting monthly payments from buyers. This method mirrors the banking system—buyers make payments with interest over time, generating consistent, long-term income.
Brent sometimes acquires land using zero-percent seller financing, where he negotiates deals to pay off land over time without paying any interest. He then resells the land at a markup, charging buyers interest and profiting even more than the land’s purchase price over time.
Additionally, Brent structures some deals like 30-year mortgages, similar to how banks operate. In many cases, he ends up making more money in interest payments than the actual land price itself.
Brent’s approach has allowed him to accumulate a portfolio of properties that pay him monthly, creating financial stability without the headaches of traditional real estate investments. He currently generates over $24,000 per month in passive income from these structured deals.
The Power of Direct Mail for Finding Land Deals
To acquire land deals at below-market prices, Brent uses a highly targeted direct mail strategy. He sends land offer letters (LOL), which are purchase agreements with a set price, directly to landowners. This method allows him to streamline the acquisition process, making it easy for sellers to accept his offers.
Brent focuses on lists that indicate motivated sellers, including:
- Tax delinquent properties – Owners behind on taxes are often willing to sell at a discount.
- Out-of-state owners – These owners may not have any personal attachment to the land.
- Code violation properties – Land with compliance issues can be acquired at bargain prices.
Brent also emphasizes the importance of consistency. His tracking shows that, on average, he needs to send out 800 mailers to secure one deal. In some areas, the number is lower—before COVID, he could get a deal with just 200 mailers.
Brent has tested multiple marketing approaches, including neutral letters and postcards, but has found that the land offer letter (LOL) consistently outperforms other direct mail strategies.
Handling Code Violations When Buying Land
Many investors worry about potential code violations when purchasing land. Brent has faced situations where buyers misused the land, leading to fines and legal issues.
For example, he once sold land in Colorado where the buyer stored vehicles and shipping containers illegally. The county held Brent responsible for the violations, forcing him to pay the fines before transferring ownership.
In another case in Pennsylvania, a buyer moved into a condemned house on land Brent had sold. The local authorities stepped in, and Brent had to take back the land after the buyer defaulted.
Brent advises investors to conduct thorough due diligence, checking for code violations, access issues, and zoning restrictions before finalizing a purchase.
The Advantages of Land Investing Over Traditional Real Estate
Many real estate professionals overlook land, yet it offers distinct advantages over traditional property investing:
- No repairs or maintenance – Unlike houses, land doesn’t require costly renovations.
- Motivated sellers are easier to find – Many landowners are willing to sell at steep discounts.
- Minimal competition – Land investing is far less competitive than single-family real estate.
- Flexible financing options – Seller financing allows for long-term passive income.
Additionally, Brent has built a community of investors, called The Land Sharks, where he teaches others how to start and grow a land investing business. His students, including single parents and military veterans, have successfully replicated his model and created passive income streams.
How to Get Started with Land Investing
For those looking to break into land investing, Brent suggests the following steps:
- Identify a target market – Focus on areas where land is actively selling.
- Find motivated sellers – Use direct mail strategies to contact tax-delinquent and out-of-state landowners.
- Send land offer letters (LOL) – Make simple, straightforward offers with a purchase agreement included.
- Market the property effectively – Use social media, real estate agents, and local advertising.
- Utilize seller financing – Create long-term, passive income by structuring deals like the banks do.
Brent advises new investors to start small. A budget of $200-$300 per week for direct mail campaigns is enough to build initial deal flow. He also emphasizes that consistency is key—just like priming a water pump, it takes time to get the results flowing.
Key Takeaways:
1. Real Estate & Investing is a Numbers Game
- The speaker emphasizes that success in real estate, particularly in land investing, is about volume.
- Many people will reject offers, but persistence leads to deals.
2. Transition from Single-Family Homes to Land Investing
- Initially, Brent Bowers started with houses, flipping and wholesaling, but faced financial struggles.
- Shifted to land investing after realizing it had fewer challenges (e.g., no repairs, tenant issues).
- Land investing provided lifestyle freedom and passive income.
3. First Steps into Land Investing
- Began by targeting tax-delinquent landowners.
- His first deal: Bought land for $285 and sold it for $5,000.
- Realized landowners were more willing to sell due to lack of attachment.
4. Challenges & Failures in the Early Years
- Experienced financial hardships, including foreclosure, debt, and moving in with in-laws.
- Military career required frequent deployments, adding to personal struggles.
- Used lessons from past failures to build resilience and improve his investing strategy.
5. Strategies for Land Acquisition
- Primarily focuses on buying tax-delinquent properties.
- Also targets landowners with code violations.
- Mails out purchase agreements instead of postcards or letters, offering a specific price.
- Uses real estate agents specializing in land for insight and market knowledge.
6. Selling Strategies
- Mix of cash flips, assignments, and seller financing.
- Seller financing generates passive income with high-interest returns.
- Charges interest, documentation fees, and service fees to maximize profitability.
- Avoids balloon payments for buyers to ensure deal stability.
7. Financing Structure & Passive Income
- Sells land through long-term financing, similar to how banks operate with mortgages.
- Earns more in interest over time than the original sale price.
- Passive income model has provided financial freedom, with ~$9,000/month initially and growing.
8. Challenges in Land Ownership
- Has dealt with code violations from buyers misusing land.
- Prefers to keep ownership until fully paid but transfers ownership in some cases.
- Uses legal strategies to handle delinquent buyers.
9. Finding Buyers for Land
- Uses multiple marketing channels:
- Craigslist
- Facebook Marketplace & Buy/Sell groups
- Bandit signs
- Works with land-specific real estate agents for better pricing and faster sales.
10. Scaling the Business & Teaching Others
- Now operates in multiple states, including Colorado, Florida, Arizona, Pennsylvania, and Hawaii.
- Coaches others on land investing through the Land Sharks program.
- Emphasizes consistency and commitment (2-3 hours per day) for success.
11. Key Advice for New Land Investors
- Start with tax-delinquent properties or code violations.
- Leverage seller financing for higher long-term profits.
- Build relationships with land-specialized agents.
- Use systematic marketing (direct mail with purchase offers).
- Have patience—land deals take time to close but yield high returns.
Final Thoughts: Build Your Real Estate Business with Land Investing
Brent Bowers’ journey highlights the untapped potential in land investing. By shifting focus from traditional real estate to vacant land, he has built a thriving business generating passive income while avoiding many of the challenges associated with houses.
If you’re looking to expand your real estate business, increase your deal flow, and generate motivated seller leads, consider adding land investing to your strategy. The opportunities are vast, and with the right approach, you can create long-term financial success.
Ready to start building your land investing business?
Take action today and start generating motivated seller leads to scale your real estate investments. Whether you’re a wholesaler, flipper, or rental investor, land investing offers a powerful way to grow your income and secure financial freedom.
