The One-County Strategy: Why Going Deep Beats Going Wide Every Time

In this episode, with Mark Podolsky away, Scott Bossman, Mike Zaino, and Jon Burnett break down why land investors often hurt their growth by leaving a productive county too soon. Instead of chasing the next “hot” market, they explain how staying focused helps investors understand pricing, streamline due diligence, build local relationships, create repeat buyers, and become recognized experts in their market.

The team also covers when it actually makes sense to move on or expand, including slow sales velocity, rising acquisition costs, and opportunities to diversify by property type, geography, or exit strategy. The key takeaway: trust the process, adjust when necessary, and go deep before going wide.