Robert Arzola is a JLL capital markets director who sells San Antonio multifamily. On this episode, host Abel Pacheco and Robert explain how buyers actually earn deal flow in a market with no MLS.
In this episode:
- The hard truth: commercial real estate has no MLS, so "the guy who controls the inventory makes the rules," and "the buyer has to sell himself to me."
- What wins a permanent seat: a first time buyer "made a dang video walking me through his Excel." The offer was not competitive, but he followed through when "nine out of 10 people don't follow through."
- Why the story is worth money: "if they're just providing numbers and they're not providing a story, an extra million bucks goes into the story."
- Abel's framing: "a great advisor will make you millions of dollars."
- The discipline underneath it all: relentless, credible follow up.
Abel Pacheco is a San Antonio real estate operator who went from 8 single family houses to a share of roughly 1,500 apartment doors, and now works as a fractional Chief AI Officer helping small and mid sized businesses put the back office on autopilot.
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