Robert Vaughan has been flipping land since 2004. He started with a $10,000 flip in Florida, advertising in the Miami Herald, and now operates a high-volume, multi-state business closing 20+ land deals per month.
In an episode of the DealMachine REI Podcast, he shared his full process, tools, and mindset for building one of the most consistent land operations in the country. Want to hear the full interview? Watch the full episode:
Two Brands, One Mission: Buy Smart, Sell Fast
Robert and his partner Rudy officially teamed up in 2020, but both have been in the business for nearly two decades. Their operation splits into two brands:
- Sell My Dirt – Handles acquisitions using platforms like DealMachine
- Land Century – Sells land to a massive audience via social media and a large buyer list
This brand separation creates focus and efficiency in every stage of the deal. Equally important is the strength of their real estate partnership.
The First Flip: A Simpler, Manual Era
Robert’s first deal was a five-acre parcel in Hendry County, Florida. He met the seller in person, paid $30,000, and sold the land for $40,000 in just three days via a newspaper ad.
“I drove to Miami, signed a contract, and sold it in three days through the Miami Herald.”
Back then, lead generation involved reverse-searching county records by hand, building lists from CD-ROMs, and cold-calling from Access databases.
Why Owner Age Is a Powerful Filter
One of the key takeaways from Robert’s experience is the effectiveness of filtering by owner age. Owners over 65 are more likely to sell, especially if they bought land decades ago during land investment booms of the 60s and 70s.
These older owners are often:
- Tired of paying taxes
- Disillusioned by failed development promises
- Ready to liquidate for cash or due to life events (retirement, inheritance, etc.)
Still, Robert notes that motivation trumps age. Divorce, debt, or changing plans can make any owner a seller.
Expanding Beyond Florida: From Infill Lots to Acreage
The early years focused on infill lots in areas like Cape Coral and Lehigh Acres. Today, most deals involve acreage in:
- Arizona
- California
- Texas
- Colorado
The team now buys in 14 states, using satellite imagery, local pros, and video walk-throughs to vet properties from a distance.
Market Shift: Lower Volume, Smaller Spreads
While they closed 22 deals last month, Robert says that’s "low volume" compared to their peak of 70–100 deals per month in 2021-2022.
Why the slowdown?
- A cooler real estate market
- Sellers anchored to old price expectations
- More competition from new land investors
Still, their average profit per deal remains strong at $6,000 to $7,000.
How They Work 150,000+ Leads a Month
The secret to high volume is scale. Last month, they ran:
- 100,000 fresh leads via DealMachine
- 40,000–50,000 recycled leads from past campaigns
“Acquisitions is a contact sport.”
Their CRM launches immediate outreach:
- Text messages
- Voicemail drops
- Emails
- Dialer push for live calls
The "Press One" IVR and Smart Cold Calling
They use an automated IVR with a "press one" prompt:
"Hey, this is Robert. I’m interested in buying your land. If you want an offer, press one. If not, press none and I’ll remove you."
This filters out disinterested leads and prioritizes callbacks.
While answer rates are lower today due to spam filters, the use of:
- Local phone numbers
- Clean caller IDs
- Short, simple messages
...helps maintain connection rates.
Legal Risk & Compliance: Avoiding TCPA Lawsuits
Robert is cautious about SMS marketing, due to:
- Written proof of outreach
- Evolving TCPA regulations
- Litigators who exploit do-not-call violations
They reduce risk by:
- Avoiding offers of services (just buying land)
- Scrubbing known litigators from lead lists
- Keeping websites and messages free of risky language
"Some people make a living suing real estate investors. We screen for that."
Lean Team, Clear Roles, Big Output
Despite high volume, the team is lean:
- 3 acquisition reps (U.S.-based)
- 2 sales reps
- Several VAs in the Philippines
Robert and Rudy split leadership roles:
- Rudy handles sales, marketing, and buyer engagement
- Robert leads acquisitions, data, and system design
Who Buys Their Land
Buyers fall into two buckets:
- Investors: Looking to hold land long-term
- End users: Want to homestead, live off-grid, or park an RV
Popular land types:
- Acreage for RV or fifth-wheel living
- Parcels zoned for manufactured or mobile homes
Their brand Land Century has over 1 million followers, helping drive buyer demand.
Navigating a Competitive Market
Robert acknowledges that spreads are tighter due to more competition. But volume, speed, and smart filtering keep the model profitable.
“You can still make it work with smaller margins if you keep the pipeline full.”
They move fast and don’t waste time convincing unmotivated sellers.
What Hasn’t Changed in 20 Years
Despite technology changes, a few fundamentals remain:
- A simple, honest script still works
- Clear roles prevent partnership friction
- Trust and speed win deals
- Land is still land
“Sellers want cash. Buyers want space. That hasn’t changed.”
Why They Still Love Land Flipping
Even after hundreds of deals, Robert says land flipping still delivers the freedom and income they want. Flexibility matters, especially with family.
“I left a baseball game to do this podcast. That’s the life this business gives you.”
Frequently Asked Questions (FAQ)
How do I start flipping land with no experience?
Start small. Use tools like DealMachine to pull vacant land leads, filter by motivation (e.g., owner age), and begin calling or texting with a simple script.
What's the best filter to find motivated land sellers?
Owner age 65+, out-of-state owners, and those who've held land for 20+ years tend to be more motivated to sell.
Is land flipping still profitable in 2025?
Yes, but spreads are smaller. The key is working volume and using automation to stay ahead of the competition.
How do I avoid lawsuits when texting or calling?
Avoid mentioning services, scrub leads for litigators, get consent when needed, and stay up-to-date with TCPA guidelines.
What kind of buyers purchase land?
Mostly investors and off-grid homesteaders. Demand is high for RV-friendly land and parcels zoned for manufactured homes.
