177| From Raw Dirt to Real Deals: How to Develop Your Land (the Right Way) with Eugene Gershman

📝 Episode SummaryIn this episode of Million Dollar Flip Flops, Rodric sits down with Eugene Gershman, CEO of GIS Companies, to demystify real estate development for landowners, builders, and investors who know they’re sitting on potential—but don’t know what to do next.Eugene started in the family construction business over 20 years ago, transitioned into full-time development, and now runs a development services company that partners with landowners across the country. His team handles everything from feasibility and entitlement to design, permitting, capital stack, and GC selection—and instead of billing by the hour, they take JV equity and get paid when the project succeeds.He breaks down: •. What to look at first if you have a piece of land and a dream •. Why feasibility is non-negotiable •. How “money follows good deals” (and how to structure those deals) •. The reality of permitting timelines, IRR vs equity multiple, and why he targets 2x+ equity rather than obsessing over IRR •. How early-stage capital actually works (GP funds, bridge loans, angel investors)If you’ve ever thought “I’d love to build something on this land, but I have no idea where to start,” this episode is your crash course.🔑 In This Episode, You’ll Learn •. What GIS Companies actually does How Eugene’s team acts as a development partner, not just a consultant—bringing in the team, structuring the deal, and taking JV equity instead of hourly fees. •. Who can work with them (hint: you don’t need experience) Why you don’t need to be a developer to develop: from families with legacy land to builders stepping up in scale, Eugene loves helping people go from “I own dirt” to “I own a project.” •. Why feasibility is the first non-negotiable step Zoning, entitlements, municipality history, neighborhood opposition, site layout, market data, costs—they walk through all of it before anyone talks about pouring concrete. •. How to think about “hard” municipalities Why Eugene doesn’t care if a place is “hard”—he cares if it’s possible or impossible. If it’s not impossible, there’s a path. •. The truth about finding money for your project Why money follows good deals and why you can’t raise capital credibly until you know: •. What can be built •. What it costs •. What the investor gets •. Early-stage vs late-stage capital •. Late-stage investors love coming in when permits are issued & debt is locked. •. Early-stage money is harder and often comes from GP funds, bridge loans, and angel investors willing to accept higher risk. •. How landowners can tap into their land value without selling outright Using bridge loans (50–60% of land value), pairing that with feasibility, and understanding how bringing in partners dilutes you—and why that’s not always bad if structured right. •. Returns: IRR vs Equity Multiple Eugene explains why IRR is fragile (because permitting timelines blow it up), and why he prefers tracking equity multiple—aiming to double investor money (2x) or more over the life of the project. •. Why right now might be a great time to start a project Eugene shares his view that the next ~5 years could be a strong cycle for development—and why people sitting on land should seriously consider building instead of waiting. •. How he thinks about sustaining goals In response to a listener-style question, Eugene explains why habits and routines, not motivation, are what keep you from “losing 10 lbs and then going back to cake.”⏱️ Suggested Timestamps[00:00] “Money follows good deals.”Why investors won’t show up until you can clearly articulate what you’re building and what they get.[00:25] Show intro – Million Dollar Flip FlopsRodric sets the stage for another builder- and owner-focused conversation.[01:00] Who is Eugene Gershman?Family construction roots, 22 years in the game, and the evolution from GC to full-time developer to development services partner.[01:40] What GIS Companies does todayPartnering with owners, taking small JV equity, deferring profit until the end, and aligning incentives.[02:20] Project size & scopeTypical deal range:Local (Seattle) minimum: ~$1.2MOut-of-state minimum: ~$5–10MSweet spot: $20–30M multifamily, townhomes, subdivisions, build-to-rent.[02:55] “I have land and no idea what to do.”Common client situations: legacy family land, new developers stretching up, kids joining the business, owners wanting to be passive or deeply involved.[03:40] Where they’ll work & how they think about “hard places”Why Eugene doesn’t blacklist markets and focuses on whether something is possible vs just hard.[05:00] How to get started: feasibility firstZoning, rezoning potential, city history, neighborhood opposition, and how they structure feasibility & due diligence.[06:00] Free feasibility checklist & podcastWebsite: GISCompanies.coFree feasibility checklistPodcast: Real Estate Development: Land to Legacy[07:00] Deep dive: what feasibility includesPre-app meetings, civil engineering, site layout, conversations with the municipality, cost estimates, market research, and a true pro forma.[08:00] Listener’s big question: “How do I find the money?”Why you can’t raise capital until you know what you’re doing—and what investors actually want to see.[08:30] Early-stage vs late-stage investorsWhy most capital prefers to come in after design, permits, and senior debt are in place—and who funds the early slog.[09:00] GP funds & angel investorsHow Eugene structures GP funds for early investors who understand higher risk, and why land value is a crucial anchor.[09:40] Using bridge loans on landHow landowners can use 50–60% LTV bridge loans to fund predevelopment, permitting, and design.[10:20] Capital-raising budget baked into the dealWhy you should be raising equity while designing and permitting—not after.[11:00] Returns: IRR vs equity multipleWhy permitting timelines blow up IRR and why he targets 2x+ equity multiples instead of selling sexy IRR numbers.[12:10] Worst-case scenarios & entitlements as valueWhy fully entitled land is an asset—even if you never build it—and how that can still return capital.[13:00] Rodric on spec building & “needing a million dollars”They break the myth that you need your own cash to do a spec or small development if the deal is strong.[13:30] What investors actually look for in returnsSimple, understandable math over jargon.[16:00] Question for the next guestEugene’s question: “What is your projection of where the US economy is headed in the next two years?”[16:30] How do you sustain the goals you achieve?Eugene’s answer: habits, routines, and recognizing that the path to the goal creates the pattern you need to maintain the result.[18:30] Parting thoughts: why now might be a great time to buildWhy Eugene believes the next ~5 years could be a strong cycle for development and why landowners should look seriously at building.[19:30] Where to find Eugene & GIS CompaniesWebsite, podcast, and resources.💬 Notable Quotes“Money follows good deals. You can’t find the money until you can identify what you can do and what the investor would get for their money.” – Eugene Gershman“Don’t talk to me about what’s hard. Is it impossible or not? If it’s not impossible, we can figure it out.” – Eugene Gershman“Feasibility is not a throwaway. Even if you decide not to build, the feasibility study is an asset attached to the land.” – Eugene Gershman“I’d rather focus on doubling investors’ money than selling them on a fragile IRR that gets blown up by permitting delays.” – Eugene Gershman“In order to achieve a goal, you create a routine. That routine becomes a habit. The habit is what sustains you after you hit the goal.” – Eugene Gershman🔗 Connect with Eugene🌐 Website: https://www.giscompanies.co (Feasibility checklist + more info)📘 Facebook: https://www.facebook.com/profile.php?id=61554299185446📸 Instagram: https://www.instagram.com/eg_developer/🔗 LinkedIn: https://www.linkedin.com/in/eugenegershman/🎙 Podcast – Real Estate Development: Land to Legacy: https://giscompanies.co/podcast/🔗 Connect with Rodric🎙 Million Dollar Flip Flops Podcast📖 Million Dollar Flip Flops (Book) – 100% of proceeds go to Send a Student Leader Abroad (SASLA)🌍 SASLA: Empowering student leaders by sending them on life-changing international trips funded through entrepreneurship & leadership programs.If this episode made you think differently about that piece of land you’ve been sitting on, share it with a builder, investor, or landowner who needs to hear it.Resources:Million Dollar Flip FlopsFollow Us on Insta Ready to transform your business and your life while making a difference? Grab your copy of *Million Dollar Flip Flops*—the ultimate guide to creating a life and business that feels just as good as it looks. And here’s the best part: 100%...