If you've followed me for any amount of time, you know I'm big on off-market. Going direct to seller is how you get real discounts — period. But most off-market strategies burn you out. Cold calling means angry people who don't want to talk to you. Texting is the same. So let me show you the most energy-efficient lead gen system I run. The tool: PropertyRadar --> https://www.propertyradar.com/?fpr=kaizen Here's the workflow: Step 1: Hunt from satellite view. My VA goes into PropertyRadar's Discover mode, flips on satellite view, and scans areas for the assets I buy. Self-storage and mobile home parks are easy to spot from space — rows of units and pads stand out immediately. This matters because storage facilities and parks are often coded wrong in county records. They won't show up if you filter by property type. Satellite view catches what the data misses. Step 2: Add to a list. Find a property, click "add to list," done. That's the whole job. (If you're buying multifamily, industrial, or retail — those ARE coded correctly in county records about 99% of the time. So skip the satellite hunting and just draw your area, filter by property type, and add everything to a list.) Step 3: Let automation do the rest. This is the key. Enable automations on the list, set the trigger to "new matches," and every property added gets a mailer automatically. 62 cents per piece. Why mailers beat cold calling The only people who call you back are the ones who actually want an offer. You're not grinding through 200 dials to find one interested seller. The lead comes to you, pre-qualified by their own interest. Higher quality, zero burnout. Keep the mailer ugly My postcard is dead simple: "I own and operate parks in your state. Looking to buy. Call or text me." That's it. The janky, simple cards outperform the long professional letters every time. Everybody sends polished letters — they blend together. The simple card stands out and gets the callback.

Seller financing is one of the most powerful tools in real estate — and most investors never use it because they don't know how to ask. Let me break it down. When will a seller actually consider it? Not every seller will. But certain situations make it way more likely: - They own the property free and clear (no underlying mortgage to pay off) - They're retiring or downsizing and don't need a lump sum right now - They've owned it for decades and a big sale will trigger a massive capital gains hit - The property has been sitting and they're tired of managing it - They want steady monthly income — like their own private annuity If any of those boxes are checked, seller financing is at least worth bringing up. The core terms you need to understand Every seller-financed deal has five levers: 1. Price — Usually closer to asking, because the seller is taking on risk by carrying the note. You're trading a discount for better financing terms. 2. Down payment — Typically 10–30%. Enough for them to feel secure, not so much that it kills your cash flow. 3. Interest rate — Often 5–8%, negotiable. Lower than hard money, higher than a bank loan. Fair for both sides. 4. Term — How long the loan runs. 5–10 years is common on commercial. Longer terms mean lower payments. 5. Balloon payment — Most seller-financed deals have one. The full balance comes due at the end of the term. You need a plan — refinance, sell, or extend. How to pitch it so it's a win for them too Don't walk in asking for a favor. Frame it as a solution to their problem. Something like: "I'd love to find a structure that works for both of us. If we did seller financing, you'd avoid a big tax hit this year, generate consistent monthly income, and still get full price for your property over time." That's it. No pressure. You're just showing them an option they may not have thought about. The traps that bite first-timers: - No balloon plan. That balloon is coming whether you're ready or not. Know your refinance path before you close. - Skipping a title search. The seller says it's free and clear — verify it. Always. - Loose paperwork. Use a real estate attorney to draft the promissory note and deed of trust. Don't DIY this. - Ignoring due diligence. Seller financing doesn't mean skipping inspections. You're still buying the property — with all its problems. - Not recording the deed. The deed needs to be recorded in your name. If it's not, you don't own it.

Most direct mail campaigns fail before the first postcard ever goes out. Not because the message is wrong. Because the list is. Here's how I run direct mail campaigns that actually produce inbound calls. Start with the list. Everything else is secondary. I pull lists using Property Radar. For commercial assets — self-storage, mobile home parks, RV parks, industrial — I'm filtering for things like: owner type (individual vs. LLC vs. trust), years of ownership, estimated equity, and property size. I want motivated sellers, not just a spray of addresses. A tight list of 500 high-quality owners will outperform a generic list of 5,000 every time. Response rates on a well-filtered list can run 5%+. On a bulk, unfiltered list? You're lucky to see 0.5%. Spend the extra time here. It's the whole game. The message needs to be simple and human. I'm not trying to be clever. The postcard says who I am, what I buy, that I pay cash, close fast, and handle everything. One phone number. One sentence asking them to call if they're ever thinking about selling. No gimmicks. Sellers can smell desperation or a template from a mile away. Plain language and a real name go further than any "motivated seller" script. It takes more than one touch. This is where most people quit too early. I typically see meaningful inbound call volume on touches 3–5. First piece plants the seed. Second builds recognition. By the third or fourth, you're the person they think of when the idea finally gets serious. Budget for a minimum of 4–6 touches per contact before you write off a list. Space them 3–5 weeks apart. Trigger the postcards immediately after you build the list. This was a simple change that made a real difference. The moment I finish filtering and exporting a list in Property Radar, I load it and trigger the first mailing automatically — same day if possible. The old way was: build list → let it sit → eventually send. That lag kills momentum and delays inbound calls by weeks. Compress that window to near-zero and your first calls start coming in sooner.

Wanted to share something I figured out recently with my list building setup. I use Property Radar as my primary list builder, and I just learned about automated sendings — it's sped up my direct mail campaigns big time. Here's how I've been finding parks. I have my VAs go into Property Radar's map view — literally satellite view, looking straight down at the earth. They follow the main roads and scan for mobile home parks, RV parks, and self-storage facilities. They're physically eyeballing the satellite images to spot them. The reason this works so well: a lot of these parks and storage facilities aren't zoned correctly, or at least they don't show up in the records with the right zoning. You'll find a park that's technically zoned single-family or something off. Those mis-zoned properties are where some of the best deals hide, because they get overlooked by anyone filtering by zoning alone. So my VAs go through the map, and anything that looks like a park or storage facility, they add it to a list. Right-click the property, add to list, move on. Here's the part that's been clutch: I set up an automation on the backend so the instant a property gets added to that list, a direct mail campaign kicks off automatically. A templated postcard goes straight out to the registered owner's address — no extra step from me or the VA. That means every minute my VA is in there adding properties, mailers are already going out and I'm getting calls back. It's cut down the lag between "build the list" and "phone rings" in a huge way. One thing to keep in mind — this works for any property type you can clearly identify from a satellite image. Parks and storage are perfect because they have an obvious footprint. It doesn't work as well for commercial retail or industrial buildings on Main Street, since those look pretty indistinguishable from above. But if you're hunting a property type with a recognizable shape from the sky, this is a great way to do it. If you want help building a deal-flow system like this for your own market — dialed in to the property types and areas you're targeting — that's exactly the kind of thing we work through together in my one-on-one coaching. We'd map out your list building, your outreach automation, and your follow-up so you've got mailers going out and calls coming in without you babysitting every step. If that sounds like where you want to be, shoot me a DM and we'll talk about whether it's a fit.

As you guys know, I've been experimenting with something new in how we submit offers. Instead of sending a standard LOI as a PDF or email, we've started building mini landing page websites for each deal we're pursuing. The idea is that when a broker or seller reviews our offer, they're not just reading a document — they're walking through a professionally designed page that lays out our offer, our background, and our vision for the property in a way that stands out. Here's the LOI website I built for a 27-Lot RV/MH Park deal near Kansas City: https://hamilton-rv-park-acq-dt46.bolt.host This morning the broker responded with this (paraphrasing): "I am thoroughly impressed with the layout of the offer and all that the landing page entails. I have not seen that from any other operator in this space." And this isn't a one-off. We've now had 4 or 5 different brokers reach out specifically to comment on how impressed they were with the format. In a world where brokers are reviewing offers all day long, standing out is everything — and this approach is clearly doing that. We're using AI tools to build these pages quickly — it's not as complicated as it sounds, and the results speak for themselves. I'll be putting together a full breakdown of exactly how we build these LOI landing pages so you can start doing the same thing on your deals. Stay tuned. In the meantime, check out the example above and let me know what questions you have 👇