As General Manager of Land for one of the nation's largest homebuilders, I had three problems that were costing us deals:
Feasibility analysis was too slow. Evaluating five prospects meant hours of manual work. By the time we had answers, competitors had already moved. When corporate asked us to prove our pricing assumptions, we had to manually compile data from multiple sources. This wasn't just inefficient — it meant we couldn't evaluate enough opportunities to stay competitive.
I couldn't reach the right people. Even when I identified perfect parcels, I'd hit walls on contact information. Sometimes I'd find a name but no working number. Other times I'd get an LLC with no clear path to the decision-maker. Opportunities sat there because I couldn't get to the conversation.
I had no negotiation context. When I did reach owners, I went in blind — no idea if I was talking to a land flipper or a multi-generational family.
"I had this parcel identified and it was great, but I could never get a hold of anybody." — Scott Cullen
The feasibility report solved our speed problem. Five minutes to get a yield estimate typically within 10% of what an engineer would give us. When we've got five prospects, it cuts our decision-making time from weeks to days.
The assemblage tool eliminated manual work. I shift-click multiple parcels and instantly see the total. I discovered 16 parcels where I thought there were only two, and could analyze the full assemblage in minutes.
The reverse contact search opened doors. I could go two or three levels deeper than before to reach the right people. Parcels I'd identified months ago but couldn't pursue? I found cell phones and emails and reached out directly.
The real power was the context. I could see an owner's entire portfolio — an active investor means talk dollars and cents; a family legacy property means you gotta tread differently.
"The development feasibility report saves us so much time. When we've got five prospects and want to make a quick decision about which ones we're going after, it cuts our decision-making time down by weeks." — Scott Cullen, Land Broker at OnPace Partners
Decision speed went from weeks to minutes. We can evaluate more opportunities with the same team and make go/no-go decisions on the spot.
New pipeline within seven days. I identified prospects, found direct contact information, reached out, and got responses back. These are deals that simply wouldn't exist without this capability.
Strategic negotiation advantage. We approach every conversation with context — we know if we're talking to a flipper or a family, and position ourselves accordingly.
Clear competitive edge. We're analyzing faster, reaching decision-makers we couldn't before, and winning more deals.
"Over the last seven days, I did this reverse search, found a cell phone or an email, reached out and already got a response back. I've created that conversation, that start to a process of negotiation." — Scott Cullen, Land Broker at OnPace Partners
