Episode Summary:
Overview of Episode 83
In this episode of Real Investor Radio, Dominion’s Brian Leibowitz pulls back the curtain on the real-world grind of property acquisition—from foreclosure auctions to high-converting marketing strategies.
Brian started his career in 2008 as a foreclosure runner during a bleak job market. Afterward, he quickly transitioned to full-time real estate by managing Fannie Mae foreclosure listings.
By all means, that early hustle laid the foundation for his property acquisition expertise.
Lessons from REO Volume
Within months, Brian handled over 100 listings, gaining real-time insights into distressed property acquisition.
Not only did he understand asset conditions, but he also mastered investor deal structures.
Eventually, this gave him a sharp edge in recognizing profitable opportunities others overlooked.
Dominion Properties and Data-Driven Scaling
In 2018, Brian joined Dominion, bringing deep operational knowledge to their property acquisition strategy.
Chiefly, Dominion relies on data, local knowledge, and standardized renovations to scale.
As a result, their average tenant stays over seven years—proof of effective asset selection.
Know Your Markets Block by Block
Brian emphasizes block-level understanding, especially in markets like Baltimore.
If you misread turnover risk, then you’ll likely lose money post-acquisition.
Therefore, tools like CodeMap and Housing Market Typology are essential in property acquisition strategy.
Marketing That Drives Quality Property Leads
Dominion mixes direct mail, TV ads, and courthouse auctions to fuel acquisition.
TV leads, albeit costly, are the highest converting due to strong brand recognition.
Furthermore, targeted direct mail boosts ROI when paired with local data insights.
The Reality of Auction-Based Acquisition
At the present time, courthouse steps offer fewer wins due to increased competition and hidden costs.
Basically, interest accrual and unpredictable ratification timelines can kill deals.
Nonetheless, Brian still underwrites every opportunity—because timing and math matter.
Off-Market Deals and MLS Goldmines
Surprisingly, quality property acquisition deals still exist on the MLS.
Privy software helps identify undervalued assets in real time.
Moreover, Dominion’s quick underwriting gives them a competitive advantage in tight markets.
Short Sales and Hedge Fund Sell-Offs
Another key point: short sales are rising, often requiring expert agents for completion.
Also, large landlords are beginning to unload underperforming rentals selectively—not en masse.
So, if you’re tracking hedge fund portfolios, then watch for one-off gems, not fire sales.
The Art of the Seller Conversation
Altogether, Brian’s success stems from empathy, trust, and follow-through—not pressure tactics.
Certainly, showing up informed, prepared, and human increases conversion rates in property acquisition.
After all, sellers remember how you made them feel more than what you offered.
