The Land Investing Strategy No One Is Talking About | Robin Seib

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2:00What is up, the science flipping family. We have an incredible guest today. I say that all the time, but I really mean it. These guys and girls are phenomenal. This guy is nothing short of incredible. He is an immigrant who's been able to create massive amount of success here in the real estate space and lives virtually. He lives over in Europe and he lives here in the United States. He's built an incredible business because he does it with land. Robin Sybe is here. What is up, dude? Hey, Justin, thanks for having me. I'm super well this morning. I'm really excited for the opportunity and thanks again, like for just inviting me. So my podcast is always about the tactical structure of how to run a real estate investment business effectively, efficiently and profitably. That's the whole idea about what we do here. What I'm so excited about this episode is because there's a lot of people that create excuses for why they can't. They create excuses for all the things of the market that interest rates,

3:01the government, the financial buyers, the sellers, all these things. You basically on so many levels have been able to say there's an easy way to do it. Stick to it. I can live in Europe and do it. I can live here in the US and do it. It doesn't rely on a whole lot of other factors. The same way that you Justin, you and I were just talking, you Justin are fixing flipping and you need to rely on a lot of different factors. You've built a business model not only to be incredibly successful, but it's just a simple process, right? It's not easy, but it is simple. So you flip land and it is not new, but it is gaining traction because if someone knows that the challenges of flipping or even the Burr model, it's your boy Justin Colby. So let's talk about what you've been able to build. Oh, man, like, yeah, I give you a little, a little handsome, right? Like, I'm an entrepreneur, 40 years now. And I started in real estate as a 40 years. 14, I turned 40

4:06years. Everything else would be ridiculous. It's 14, yeah, because I look at you and I'm like, you're 40 years as an entrepreneur. How the hell old are you? Okay, 14. That makes a whole lot more. That's my good German jeans, right? That's right. So, you know, I'm born and raised in Germany. I was raised in the family of entrepreneurs. So I didn't really have a choice then becoming one, right? Because when you grow up with that, like you're like in this, okay, there's so much upside, we see like how you can structure your life when we make income wise, like how what you can do the decisions you can make. So for me, it was never really okay. I just want to go take a double you two and do something. And, you know, I was always intrigued by real estate. I never, didn't start as an investor. I started like on the contractor side services side, right? Founded a couple of companies sold a couple of those, like too pretty well. The rest, I just failed. Let's be honest about that. Right? Nobody talks ever about that. Every old guy made all this X's. No, I failed to double all those two, which is totally fine, right? And in 2018, I had a burnout. And then what happened after that, I sold my construction company and was like six months

5:11completely out of life and then started real estate investing and had a really good partner friend and manager. And we started flipping houses and flips. Yeah. And our second year is 300, right? And you're a house flipper. So you know, like what it means, right? The process of house flipping so happily relying on us, the operator. And I was, I was leading the operations because obviously, I was good at it. So we searched with that. But, you know, like end of 2019, I almost go burnout again. Like I was feeling that like when you were there, like I don't wish anybody that, but when you feel that your body is alarming you or that we don't sleep anymore and all that, hey, you're on the wrong space. Take a little bit of time for yourself, right? Right? And this is what it is. I went to once to Australia, came back. It was kind of surfing there every day and all that and told my partner, man, like I'm out, right? I don't want that anymore. And, you know, like he said, hey, wait, like before we quit this, this dude coming from America talking about that flipping.

6:13And I said, what shall I do there? I've never been in America. I've no clue what's going on. And we talked about it. It was Jack Bosch and he's German too, made one event in Germany and you know how this guru events go, right? They tell you all that and how simple that is and, you know, but I was like so intrigued because I thought by myself when 10% or what he's telling me is the truth, right? Like, then I want to do it. Why? Because first of all, it checked my box of location of freedom. Does that make sense? I mean, everybody promised you financial freedom and all of that. And I finished the freedom is a really tough word, right? And my experience. But like this locational freedom working way you want, right? When you want that, that was pretty like I said, okay, let's do it. Second of all, I was a European and I've never been in America, but like what do we do? We watch American movies, right? So it's the land of dreams, right? Like you can get here from like how do you say that? Like the guy that's that's washing the dishes to become a millionaire and I said, I want to experience that what's in the left hand. Let me grab that

7:16chance. Yeah. That was March 2020. But what happened a month later? So we engage in coaching and set up the companies and then like COVID hit, right? And bro, it was it was rough because you sit down there, we put an even fly here, open bank accounts, like like you know, like really the basic stuff was not possible. There was an event schedule for a software intake and meet other people and like to live and breathe sad, right? Because I didn't know anybody. I had no network, no one, right? So man, it was the first year was really tough because what I needed to learn was business culture, right? And what I always tell my all my American friends is like, everybody's complaining about regulations and this and this. I said, dude, like you have never done a deal in Europe. We're talking about it closing before that, right? Like there was a closing you had and then they worked so bro, we our closings are sometimes six to eight months. Like, you know, because the closing procedure is so complicated and hard and you know,

8:18it's the German engineer that I mean, let me let me keep it there. So no one happened, you know, we started doing this, Nathan needed a year to offer steel. I made zero dollars in profit because I didn't know when you're three adjacent lots that you don't write three contracts with your seller and don't write three contracts with your buyer, you know, you just do one. So I paid six times closing costs in California, which can pretty much hurt, right? Like because they're expensive over there. And yeah, from there, we took it man. I pretty much early started specializing in buying portfolios because I didn't like the acquisitions game too much about this whole wholesale world, right? It was like wholesaling that we were taught there. So we started buying all packages. I bought my first one was 144 lots in 24 counties in Florida. I was the first time I got in touch with this concept of private money where I was like literally fascinated by because in Europe, you go to a bank when you need money, you don't go to people. You don't go to your friends or family or

9:22even to strangers that give you money, right? Like that you can do that here. That was like for me, like the holy grail. Well, suddenly it's like you can do unlimited things, right? And you know, like when I did that deal, I was like, man, like you're really the right other right past because it's not only private money, it's not only the deals, it's also you can structure everything in any way you want if everybody agrees on that. Like there is almost no regulations on that. And today in 2025, it's almost 1,300 deals later with like around 12 million dollars in capital race. I think we have done every land deal from $3,000 to $7 million. Everything in between. And yeah, let's let's talk about a deal. Like as you're talking about this, I was thinking about a deal. My team reviewed with me yesterday. So there's one house, basically three lots. I want to say it was in Birmingham, Alabama. It's a neighborhood. So they're basically in fill lots, right? Now it's not neighborhood. And you would think like Texas, right? Whereas like a bunch of, you know, KB homes,

10:27you know, there's 200, but it's still in neighborhood. It's not rural. How did someone like you structure this? Because I believe it's more of a land play than it is that there's one property on one lot. And then there's three other connecting lots. So basically it's either three or four lots total with only one house on it. How would something like you approach that deal? Yeah, it's a good question. So we worked a lot with household sailors and house flippers. Because you know, the underwriting process in land is something completely different, right? And we have evaluated probably 35, 40,000 lots in the past five years and got pretty good at doing this. So at least when we see a house like this in the constellation, which is pretty common, right? Like that somebody bought multiple lots and had the expectation I build like a couple of rental properties and then life happened or or whatever. But what I would do is I would take the house isolated. Because in the subdivision, you know, people don't pay necessarily for acreage. They play for

11:30place like a spot where houses build on. So you isolate that and sell it as a house because you can't add as much value probably through the three lots to that house as when you would retail that. Now depending on the neighborhood, depending on what's the demand in the market, right? This is what you need to understand are people buying those types of lots, right? Like or will they want the house, right? This, I mean, we're living 2025 as data about every day, right? Oh, yeah. So there could be like, for example, working with us like sending it in, right? Like people do that all the time on their don't know because this evaluation process different from your house process too. And then it's just like really looking at the data. Like do we take it down, isolate the house and sell this three lot of single lives? Do we do like the house was one lot because that's what people want there. Do we do two two lots or whatever it is, right? It's it's pretty much it. But but I would always say like when you run in an issue like that,

12:32I have a land investor on your site that you know, right? Or that you meet somewhere or but this will come to us, meanwhile, that helps a little bit navigating the land portion of that of that site, right? Yeah, the home itself, I'll tell you the exact numbers, the seller wants 50 grand. Yeah. Maybe the home is a $50,000 home, right? And it's on an acre lot, right? And so that's why I say like and then there's two or three connected acre lots alongside of that. So it's three or four, but let's just say three. Let's just call that, right? Now it's inherited from his sister. He just he doesn't want anything to do with it, right? So but like the home is not like one of these homes that you would normally just like there's not much value in the home. I mean that's why I'm saying like yeah, it's livable. It is livable. Not for you and me and most of the listeners here, but it is livable, right? Yeah. So that's where I go. Okay. Do you do you almost wholesale if you

13:37could at 50 grand? Because otherwise he's like, I'm just going to throw a tenant in the home and I don't really need to deal with this. I just figured if if you get it to a number now, he's not off, right? Like I mean, I do believe probably the land value is probably about 50 grand. So would you consider just wholesaling that sector and then you, you know, I mean, do you buy it and then you sell off the 50 grand home and then because it's off market. And then you have these two other acre lots that where would you find a buyer for those acre lots? Because it's not a big development area, right? We're talking about Birmingham, Alabama. Like there's not like a big developer or a lot of spec homes in the area. But I mean, there's homes. So here's my here's my take on that, right? Well, you can buy that house for 50 grand and can wholesale that house for 50 grand and do that. And what do you do in the process of closing the split of the two lots? Because they will have value, right? And when you can buy,

14:37can you can control these two lots and the house for 50 grand, then why don't you do it while you while you close that you say, okay, we resurvey that cost you probably a thousand bucks, right? Just get three parcels and then make probably, I don't know what the loss are worse, but let's say they're like 15, 20 grand each, right? So now suddenly you have like 40,000 dollars more in equity in that deal that you control, right? Sit on those slots. And then I mean, the disposed strategy on lots like this is it's pretty much like you can't sell them really with the realtor, other than there's builders in the area that buy, right? Like a realtor is, I mean, do run the math, right? Like it's 20,000 dollars a lot, right? Even if you give them 10 percent, right? It's $2,000, they're going to split that with buyers agents. It's $1,000, they're going to give like 40% to their broker. So that makes $600 total, right? But you know, like there's different ways of

15:38doing that. First of all, you can go on Facebook, marketplace listed there and then you'll list it maybe with order financing terms, right? And you know, like in land, a typical interest rate is 15 percent, right? Like so, and then you make a 10 year loan with somebody, let them do like a $23,000 out payment or $5,000 out payment, like 20 percent is, you know, like something substantial in that class. Don't give them it for $99 and $200 a month. No, do something like $5,000. A person that's buying a $20,000 out that gives you $4,000 or $5,000, that's committed. In general, that's a lot of money for them, right? That's what the Facebook marketplace would be a place like Craigslist, like something like that. Like, you know, because people are looking for affordable living right now. I mean, I'm not so much in the real estate world, but of course we are affected by the real estate world and by the amount for housing. And when you look what happened two years ago, like I would say the bright and butter of every land investor up to 2023 was this loss between 40 and 100,000 loss. So lots where people build a 5, 6, 800,000 dollar house on.

16:46Now you're interest rates, right? Like, so what happens? The people that could afford their house in 2022 can't afford that in 2023 suddenly anymore. That's right. So for us from land investors perspective, like, you know, nobody's picking them up, but this people need to live somewhere. So what they do is they buy a 30,000 dollar lot, put a mobile home trailer or like a cheap built on it, right? And sit on the image, that's why I learned in America, right? The Americans move with the economy, right? Like, so if I economy is bad, we're just like downsize, right? And then we go, it's bad and we are created again, right? And so I would say one that's a budget neighborhood there is right now, some potential that you move it because people are looking for it. Yeah, that's fun. So do you take down most of it? I know you've raised a bunch of capital and in things of that nature, talk to us about how your strategy right now, are you buying most of your stuff or you just straight up contracting it and finding the buyer? What is your model? My personal model is we take it down for one reason. We buy them. First of all, in the last

17:50three years, markets turn around times and land have troubled, right? This is what we're seeing. Like, our main businesses, we dispo for other land investors and people that sit on them off, right? This one became all for for taste through this portfolio purchases. We got really good at this fall. Yeah. So and what what I was seeing, what you had like, because everybody's in this industry, I think in the real estate is so much like, hey, let's focus on getting the contract. But in land is that the real work starts because not first of all, you need to find out what's going on with this house. We don't have inspectors that you can send out there for 400 bucks and write your an inspection report and tell you that's wrong. No, you need to like get somebody out there. It doesn't jump for you when you do it virtually, right? And then the market is you don't just have call your realtor body and you just sit for you, make some nice pictures and some touchups. No, you need to find those people and you need to find your channel. So and a lot of people like in our industry were struggling with that. This is what this will become our thing. The people came

18:51to us because we were doing a bunch of deals and they were like, hey, can you help me selling my deal? So what was your question? I'm sorry. Just about you funding and raising capital on things that I enter. Yeah. Now so and now he comes to the thing. I realized in 2022, while I was just doing wholesale, like flipping contracts and then in 20 years, we became the worst. We lost around 50, 60% of the transaction on the closing table for two reasons. First of all, there was a condition issue with the property, right? Second of all, there was title issues. So when you now have the $20,000 a lot, right? And you need to pay like $10,000 for probate and whatever it is, suddenly your case doesn't become economical anymore. In your case, it could make sense because you probably need to go for probate or whatever it is, like anyway, when the sister and the brother and whatever you told me there, right? So you can cover up this cost, but like we said, okay, I want to be clear when I do all the work in this form, we don't turn lots around in like 30 days,

19:56like a house, we turn lots around in 90 days, 180 days, sometimes 20, 70 days, right? And then you you have the seller conversations and then you go to the closing table and suddenly like anybody goes wild, right? It's the seller backing out of the buyer and I'm showing up, the realtor going on the title company. I've seen all of those, right? Totally. Yeah, no, that's all part of it. So what's your, where do you find lots, where are you targeting lots, and then where are you targeting buyers? Oh yeah, interesting question. So the thing is, there's today like a couple of players in this market that put really well data together, right? Like, you know, and land the great thing is there's probably 15 business models, how you can play that or 20, probably it's even more because of the nuances you can vary, right? We specialized pretty much on rural acreage, right? And high value in full lots, like waterfront, great subdivisions, like where you have like one million dollar plus homes. Our acquisition is pretty simple. We do a lot with

21:03our partners and we do it for our partners as a service to and like my approach on that is like an only channel approach, right? We always test markets with text messages. So we pull data, we look for certain like average days on markets, average values and all that. And yeah, man, then it's text messaging or call calling to make a market research a little bit, like what works, what doesn't work, and then go deep, it was direct mail and you know, Facebook, I were tiling, and then it's, I did TV advertising, it's in my thing, I did the radio editor to them. I was a first guy from Germany, my family, that was an American to me, can you believe that, right? They were like, okay, dude, you're crazy. I think my parents still think that I'm doing like something criminal over here, but they don't get it, really, right? But no, that's it. So it's like only channel marketing and then it's like this classical like acquisition scheme, like you have elite managers and acquisition managers and that close to deal, you'll get the contract. Yeah. So we're all, you know, acreage. Most people in my world pass on it, right?

22:08And this is something you look for. What makes this like if I like, because I do a decent amount of marketing, if I get a, you know, 10 acres in whatever city that's more rural, what makes it even, like what is the baseline thought? Does this, is this, you know, valuable? Is there something here? What's the first two things like the fundamental? Because you don't think you would want, you know, 200 acres with no roads. You're just in the middle of just like rolling hills. Like what does that do for you? I would assume. But what are the fundamental, like entry level thoughts you want to go through? The first three questions. Does it have this? Does it have this? Does it have the great? Now we at least know there's something here. Yeah. Most important thing is road access. Road access, road access, road access. And when you see a road on Google Maps that doesn't necessarily mean there is a road. This is what I learned the highway, right? Like I just like closed all the deal. We were in that for three years. There was a road on the maps. It had a name on

23:12Google. We bought it. We sold it. Took it back because the guy, it was an owner financing. It was 200,000 on Florida. He couldn't deal because he found out there is no easement. And he said, I can't deal with that. Like I don't want to do it. Like what can we do? So we made a deal. I took it back. Luckily, the title company didn't get it too. So like I had an insurance claim against it because like not having an easement is an exception on the title policy, right? So like it was like a three year process now to go that. And I just signed on the paperwork last Friday. We got the easement from the surrounding neighbor that was owning the 4800 acres that just like stretching as like along the way. But so road access is the first most important thing. The second is have a look at like if you can like flood zone wetlands, wetlands worse than flood zones, right? Is it like completely wet or completely like in a flood? Like wet wetlands are probably the

24:17bigger problem and slow. This are the three things. So when you can get any kind of a total map, like just see how much slow they would have. With this three boxes check. And I think you know, I work a lot with people in the real estate space that miss out on this opportunities, right? Because you are in touch with the seller. You already make it. I said, you know what? I have this lot over here in Alabama. I like it in what's north of you. I did a deal there in Coulomb County, Dover City, right? Like it's a little north of Burning Land. Hey, can you just take that from me too? Right. And now you stop because you don't know how. Right? Because it's so different. And I mean, one of the things you can do from there is go to our portal, right? Like portal thelandpilot.com. Just we have a free com service. We can sign up for free and you can run three coms reports for free. And after that, it's like 12 bucks a com report. And my team runs them. So you get my team's knowledge on your evaluation and can then

25:21negotiate. It was like, Hey, this one you should offer. This is how you can do sell client like whatever. And then you take it from there. And when you have a contract, then bring it to your realtor, right? Bring, throw it up on Facebook Marketplace. Like I don't know how you really do disposition on the house sides, but use this channel to use there too, right? Like get it in there. Because people are looking for rural acreage, right? For two reasons. You have a lot of people that are getting out of the city, right? Then want to go a little bit off grade and just like don't like the noise. They don't like to be around people that want some space and not live like in Americans of earlier anymore, right? You have people that just want to play. So hang up. Oh, they're on the weekend. Hang out with their kids and you know, go a little bit of hunting ATV and riding their bikes and whatever you can do. You have people that, you know, want to do timber and agriculture. The interesting thing about this rural acreage deals is they're most of the time cash, right? Because we see a lot of people packing money in land right now too, right? Because

26:26it's like a little bit like the gold of the real estate market, right? Like it's like the safe heydom where people feel hated. I'll make more of it. So let me go in there. And yeah, so and even like you know, like I said, you can come to us and take those deals. We'll help you to contract them. We help you to evaluate them. And when they're there, you're going to sign them to us. So we partner on that deal and stay in a JV, right? Because, yeah, you can just like leverage those leads. So make sense. This is what it is. I think there's a lot of potential you can, you can bring in with your marketing. You do, right? Where, where do people find you? Robin. Thelandpilot.com. So website. That's my company. And this is where we, yeah, really, like I'm big and call up a page, right? My whole company is built on that. And so if it's good enough for me, when I tell you all my listeners, if it's good enough for me to work something with Robin, his stamps are good enough for you guys. That is for sure. Because if you're out here listening and you're coming across opportunities, he just don't know what to do with them. It doesn't

27:26fit your fixed inflate per wholesale or buying hold. And you have this seller. It's like, oh, I got 20 acres. And you're like, I don't know what to do with this. Well, then hit up Robin and team, right? I mean, you're willing to just take the conversation with the landowner, aren't you? Like if I just said, hey, Robin, we can, we can't do that. And they can even do it by themselves. Like listen, he is my take on that. Like the guys who are in real estate are much sharper, better, and crazier than we land investors, right? Like because you really, you're in the hardest competitive competitive market you can be. I don't know. I read somewhere there is almost a million house flippers in the US and the whole sailors. That's like probably a percent of the population like being in the same pot, right? We land, we're like much less, but like, you know, like you were so sharp on negotiating. Like what I can give you and your community is like just the right tools because it's just a flip in the conversation to understand how you drive it. And what you are lacking in your conversation, you're not confident because they don't have the

28:29evaluation. We give that to you. Like we, we, we, we give that to you. Like you can just like take it from landpilot.com. I'm pilot.com. We give you the right contract or contract or a little bit different, right? Like, but it's probably for you, a 10, 15 minute learning experience to leverage a couple of 10 or $100,000 extra a year in your business, you're not missing out on this opportunities. And everybody's talking return on atspamp, right? When you can suddenly have from, let's do you do 30 deals and from that 30 deals is one or two people that give you an extra like 50, 60, 80,000 dollars. Like how does that shift your business? And we do all the work for you when you work with us, right? But we can also give you the hint how you can do it by yourself. We get the evaluation from us because I think this is how you truly leverage that, right? There's no doubt. And so what's on your radar moving forward? I know you got some really cool stuff coming up and I want to talk about that kind of stuff. Yeah, Matt. So so what we do is

29:30first of all, we're building capital is like right now, right? That's like in the massive we do, we take, we take down like I think in September or 22 deals and in October, it's around like 30, as it looks like 35 and we're scaling right now. So we're building capital stake and we're always looking for people that are interested in being a money investor in our game, right? Like with good interest rates, we have more passive versions, more active versions, right? Like how you can do that. Sure. I think for for our investors, what they really love is that, you know, it's like an complicate. It's an underwriting process needs to fit in land, right? When you do that well, when you make a good decision about what you purchased, you will sell it. It's just a matter of time until you get paid back and we don't rely on crews like, you know, like construction crews, now this one worth that I really don't like. It's called tomorrow. Like when you ask them, when are you finished today? Come tomorrow. Yeah, they never define when tomorrow is, right? Yeah,

30:30in the week, in the day, in the year, in the lifetime. And we don't have that, right? We do a problem around the right. So that's that's what our people, people really like. And second, secondly, we also give opportunity for households to want to, you know, like a bunch of people, is what we realize is they they have a lead manager that they a good lead manager, good acquisition manager, but they're, you know, they they don't have like too much work for them with a full time for you land business model. So imagine like you can really have the whole process from data pulling and market selection to a property is sold when that is solved for you. And the only thing you do was your team is doing the seller conversations, doing this negotiation. This is what we do. And because I think, you know, a lot of the people in our industry don't start in the industry to build massive businesses like you did and I didn't. There's not many people who want to

31:30run teams with 50, 20, 30 people, you know, staff overhead and all that, what goes goes with it. But, you know, there's a bunch of people who start this to make two 300 grand a year to get out of the W2, right? And this is like what I really want to serve because I believe in real estate, I believe in land and, you know, it's just about making those tools accessible for everybody because people get confused, right? Like, I think it's one thing for people to have tools, but it's another thing for you to help them utilize them. You know, and so if there's a world where you can do that, dude, everyone should be having these tools. Everybody. This is what it is. Yeah, we this is what we do, like we explain how to use the tools in like an ecosystem that makes sense, right? Like, there's so much, I mean, you know that too, there's every day's new software, new service and new something popping up, right? And then you were there like, okay, let me try to take over

32:31the Starship here and like navigate that, like how does it work, right? And then you need like one, two, four data selection, I want to for market selection, I want to like then you have AI and all that and we build that really together to make it comprehensive that people can just like sit themselves and drive a seat and you know, not build another job. Love that. Love that. Well, Rob and Syve, I appreciate the landpilot.com landpilot.com is a website. Where else should people find you? What website besides landpilot if anything? Where else can people communicate with you? Man, it's Facebook, right? Like I'm, I hang out on Facebook all day, Facebook Messenger, right? It's, it's where you find me with a Facebook group too, right? An on-pilot Facebook group is where you can find us and yeah, man, like this is where I'm and it's or just write me an email. Can I say that here just right? Yeah. Rob and Syve, the landpilot.com. Yeah, we, I get a bunch of emails

33:33every day, but I'm really obsessed with my emails to get on that, right? Share your email one more time, brother. It's robin s and the landpilot.com. Let's go landpilot.com. I'm telling you, someone that deals with contractors and buyers and buying properties and selling properties and raising money and remodeling and I tell you every time I talk about land, it just sounds so sexy. So it's good enough for me guys to work with Robin and his damn sure good enough for you. I am just in Colby. That is Rob and Syve. This is the Science of Flipping Podcast. If this was helpful, please share it with two of your friends. We'll see you on the next episode. The Maps app that came with your phone? It's fine. If you enjoy waiting and guessing and inefficient routes or you could use MapQuest. MapQuest is back with live directions. Real-time traffic and faster routes. It moves when you move. Best of all, no prints are needed, no paper, no more misterns. Just you and the app. Get there fast with MapQuest. Download the MapQuest app

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