Land Development

How to convert under-used land into a neighborhood, including creating a development plan, estimating costs and getting approvals.


Gary Cannon

Married with 5 children, Gary has been a full-time licensed Real Estate Agent/Broker since 1985. He co-owned one of the largest franchise real estate offices in Utah for over 23 years. Gary has served as President of the Salt Lake Board of Realtors and was named 2011 Realtor of The Year. He is currently the owner of Cannon & Company Real Estate Services and president of The South Jordan Canal Company.  He has also assisted over 2000 families with the sale and purchase of Real Estate and developed over 40 residential, retail and office projects.


Veteran Real Estate Broker and Land Developer, Gary Cannon, takes students through the often-overlooked and very lucrative world of land development. Focusing on large land parcels and small in-fill development parcels, Gary shows us that you don’t have to be a major corporate builder with deep pockets to find and entitle real estate. Learn how to create a step-by-step development plan for any size and type of property, and then learn how to work with government entities and utility companies to get your project approved. Discuss in-depth when you might want to wholesale a project, entitle buildable lots, or complete a full-scale development plan with infrastructure and marketing. Learn how to estimate costs for projects before you pull permits and pay development fees. Networking is key and Gary shares how you, as an investor, can create relationships with key players in the development arena, which will allow you to find more deals, complete more projects, and greatly outpace the competitors.  Find thousands of dollars in additional revenue and more completed projects because you can see projects other developers can’t. Let your own vision and imagination guide you on the path to financial freedom.

  • 1


    This Pre-Assessment is to raise awareness of your current knowledge level and give you a glimpse of the information covered in this course.

  • 2

    Instructor Introduction

    Gary Cannon is a successful realtor with over 30 years of real estate and development experience.  He brings his wealth of knowledge to you in this Land Development class.

  • 3

    Where Do I Start and Class Overview

    Gary suggests that the best way to begin is with the end in mind, as he gives an overview of the class ahead.

  • Show all 28 segments

    • 4

      The Developer Mindset: Controlling the way others see you

      A good developer wants what's best for the community, while making a profit.  A bad developer is just the opposite.

    • 5

      Feasibility Study

      Our instructor explains what a feasibility study is and how it is used.

    • 6

      Property Identification Visualized: Cannon Cove Example

      Gary takes you to a specific example of a property, to visualize the possibilities it may hold.

    • 7

      Appreciation, Risk and Bonds

      Gary suggests that you say "next" instead of "more" when it comes to your real estate deals.

    • 8

      Gratitude and Community Meetings

      Gratitude can increase your well being and expand your business.

    • 9

      Gratitude, Contracts and Option Agreements

      Gary defines options and due diligence with the help of the studio audience.

    • 10

      Offer to Purchase Example

      Our instructor shares a purchase contract example and offers an important warning.

    • 11

      Offer to Purchase Example, Continued

      Gary continues going through his offer example and discusses a possible land purchase.

    • 12

      Offer to Purchase Contract Clauses

      Specific clauses to add to the contract are discussed.

    • 13

      Property Example- Determining Lots with Green Space & Rail lines

      What is the best way to determine the lots on your new property?  Gary discusses some ways to dissect a particular piece of property.

    • 14

      Land Partners, Banks, and Timing

      Gary discusses some possible land partners, such as banks and IRA's.

    • 15

      Property Example Creative Planning

      Our instructor goes through an example of a creative plan and walks you through the steps to put a concept together.

    • 16

      Property Example- City Planners and the Community

      Gary discusses the importance of working with city planners and your community.

    • 17

      Before City planners, Consider the Master Plan & Community

      Remember to learn about your community and consider your master plan, before sitting down with the city planner.

    • 18

      Q&A -Building Relationships, Getting Started, Pricing

      Gary answers great questions from our studio audience and walks you through the steps to getting started.

    • 19

      How to Recognize a Changing Market

      Our instructor discusses what details to look for, in order to recognize when your market is changing.

    • 20

      Hardmany Way Example: Actual Costs and Return on Investment

      Gary takes you through a specific example, showing his actual costs and ROI.

    • 21

      Q&A - Structuring Compensation

      More questions from the audience and how to structure compensation on your deals.

    • 22

      Example- Purchase for the End Result

      When you are working on your deals, always start with the end in mind.

    • 23

      Determining Lots Using Averaging

      Our class is challenged to determine lots for a new subdivision.

    • 24

      Up Hill Battles: Challenges Facing Developers

      Gary discusses some of the challenges he faces as a developer.

    • 25

      Starting the Creative Process and Tying up the Land

      Sometimes you can use some creativity to get a property rolling.

    • 26

      Start Today: Motivation and First Steps

      Gary walks you through the first steps you need to take and offers some motivation to get started.

    • 27

      Networking, Lending & the Housing Market

      Gary wraps up the class with more Q&A and information on networking, lending, and the market.

    • 28


      This Post-Assessment is to measure your increased knowledge and see how much information you have retained from the course.

  • 28


    This Post-Assessment is to measure your increased knowledge and see how much information you have retained from the course.