Oct 15 • General discussion
Prospecting Plan for the Next 90 Days
Who to prospect (names & buckets)
Use these buckets to build call lists; I’ve included example org types and recent-activity names you can mirror locally in Texas and your target metros.
- Active institutional buyers/operators (core/value-add)
- Affordable/mission-driven capital
- Bridge-loan vintage owners (2019–2022 acquisitions)
- Developers with 2023–2024 deliveries in heavy-supply submarkets
- Build-to-Rent (BTR) platforms & JV capital
- Lenders & special servicers for pre-market opportunities
90-day prospecting plan (to set up 2026 closings)
Weeks 1–2: Build lists & hooks
- Pull your CRM for: (a) 2019–2022 purchases ≥50 units, (b) 2023–2024 deliveries, (c) any sponsor on bridge debt. Tag “cap-expiry ≤18 months.”
- Draft two email/call tracks: “Agency-eligible recap” (mission/green, loan sizing) and “Lease-up to stabilized exit.” Support with a quick BOV teaser (NOI, capex, green scope). Use FHFA caps and rent/supply data as credibility hooks. FHFA.gov+1
Weeks 3–4: Meetings with capital & servicers
- Book 8–10 intros: acquisitions heads at the institutional list above + 2–3 LIHTC/mission groups + 2 DUS lenders + 1–2 special servicers. Goal: define buy boxes, pricing guardrails, and “need-to-see” property profiles. Bisnow
Weeks 5–6: Targeted owner outreach
- Hit owners of 80s–00s garden and 2010s urban mid-rise in Dallas–Austin–San Antonio–Houston submarkets with highest 2024–2025 deliveries. Offer (1) assumption scenarios, (2) pref/JV recap pitches, (3) agency-forward term sheets for eligible assets. Axios+1
Weeks 7–8: Package 3 sellable stories
- Prepare three go-to packages (T-12, capex/green plan, rent roll, supply/rent comps):
Weeks 9–12: LOI runway
- Run buyer-specific call rounds weekly; prioritize groups that closed in last 90–180 days (signals capacity and IC confidence). Use national deal sheets for proof of activity; keep a living list (Waterton/Cortland/Nuveen/Jamestown/Penler, etc.). Bisnow+1
Quick talk tracks you can use
- To sellers (bridge-vintage): “Your cap expires within ~12–18 months; agencies are live at $146B this year, and buyers are paying for stabilized stories where green/mission boxes can be checked—let’s position now.” FHFA.gov
- To buyers (institutional): “We’re screening 80s–00s garden with proven demand but opex/energy inefficiencies; we can underwrite a green capex that improves DCR and agency proceedability.” FHFA.gov
- To mission capital: “We have workforce opportunities where AFF/LIHTC overlays are viable; seller motivation stems from refi headwinds and supply digestion.
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Prospecting Plan for the Next 90 Days
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