How I Locked Up a $4M Building by Saying (Almost) Nothing

Josh Perez • May 26, 2025

People sometimes ask me how I managed to buy a 23-unit building for $4 million — especially when they hear that I “didn’t say anything” to close the deal. While that might be a bit of an exaggeration, it’s not entirely wrong. What sealed that deal wasn’t a flashy pitch or aggressive negotiating — it was listening.


Here’s what actually happened.


We had been in negotiations for a while. The seller was very particular about who he wanted to sell to — and rightfully so. He wasn’t looking for a buyer who was going to swoop in, pay tenants for cash-for-keys, and force everyone out. This wasn’t just a numbers game for him. It was personal.


In fact, the selling realtor told us directly that there were higher offers on the table — offers that were rejected because they didn’t align with the seller’s values. He wasn’t just looking for top dollar. He was looking for the right kind of buyer.

Eventually, we managed to get on a call directly with the seller — just him and us. No middleman. No pressure. He started talking. And talking.


And I’ll be honest — for the first 20 or 25 minutes, it felt like a dead end. He went over everything he didn’t want, what had gone wrong with other offers, and how he was feeling uncertain. I remember zoning out for a second and thinking, This deal is dead. This isn’t happening.

But then something changed.

“Near the end of the call, he casually mentioned he’d be open to a vendor take-back — and not just any VTB, but one that was significantly more generous than what we had heard through the realtor.”

That one comment completely changed the math on the deal. Suddenly, we could put in less capital than expected. Then he added that he’d even be willing to manage the property after the sale — and for a very nominal fee.

That’s when it all clicked. What seemed like a non-starter 30 minutes earlier turned into a perfectly aligned opportunity — because we were willing to shut up and listen.


Had we rushed to pitch our side, or tried to “close” him early in the call, we would’ve missed the golden moment. But instead, by giving him space to share what he truly wanted, we found the common ground that led to a win-win.


The Takeaway?

Listening is one of the most underrated tools in real estate investing. Sometimes the best move you can make is not to speak — it’s to stay in the conversation long enough to actually hear what matters most to the other side.

It’s not always about having the best offer on paper. It’s about understanding the people involved.


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“Near the end of the call, he casually mentioned he’d be open to a vendor take-back — and not just any VTB, but one that was significantly more generous than what we had heard through the realtor.”

Josh Perez
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What To Do If You Have Missed A Payment

By Josh Perez • July 9, 2025
If you’ve missed a payment on your credit card or line of credit and you’re wondering how to handle things and if this will impact your creditworthiness down the road, this article is for you. But before we get started, if you have an overdue balance on any of your credit cards at this exact moment, go, make the minimum payment right now. Seriously, log in to your internet banking and make the minimum payment. The rest can wait. Here’s the good news, if you’ve just missed a payment by a couple of days, you have nothing to worry about. Credit reporting agencies only record when you’ve been 30, 60, and 90 days late on a payment. So, if you got busy and missed your minimum payment due date but made the payment as soon as you realized your error, as long as you haven’t been over 30 days late, it shouldn’t show up as a blemish on your credit report. However, there’s nothing wrong with making sure. You can always call your credit card company and let them know what happened. Let them know that you missed the payment but that you paid it as soon as you could. Keeping in contact with them is the key. By giving them a quick call, if you have a history of timely payments, they might even go ahead and refund the interest that accumulated on the missed payment. You never know unless you ask! Now, if you’re having some cash flow issues, and you’ve been 30, 60, or 90 days late on payments, and you haven’t made the minimum payment, your creditworthiness has probably taken a hit. The best thing you can do is make all the minimum payments on your accounts as soon as possible. Getting up to date as quickly as possible will mitigate the damage to your credit score. The worst thing you can do is bury your head in the sand and ignore the problem, because it won’t go away. If you cannot make your payments, the best action plan is to contact your lender regularly until you can. They want to work with you! The last thing they want is radio silence on your end. If they haven’t heard from you after repeated missed payments, they might write off your balance as “bad debt” and assign it to a collection agency. Collections and bad debts look bad on your credit report. As far as qualifying for a mortgage goes, repeated missed payments will negatively impact your ability to get a mortgage. But once you’re back to making regular payments, the more time that goes by, the better your credit will get. It’s all about timing. Always try to be as current as possible with your payments. So If you plan to buy a property in the next couple of years, it’s never too early to work through your financing, especially if you’ve missed a payment or two in the last couple of years and you’re unsure of where you stand with your credit. Please connect directly; it would be a pleasure to walk through your mortgage application and credit report. Let’s look and see exactly where you stand and what steps you need to take to qualify for a mortgage.

Buying a Vacation Home? Here’s What You Need to Know

By Josh Perez • July 8, 2025
The idea of owning a vacation home—your own cozy escape from everyday life—is a dream many Canadians share. Whether it’s a lakeside cabin, a ski chalet, or a beachside bungalow, a second property can add lifestyle value, rental income, and long-term wealth. But before you jump into vacation home ownership, it’s important to think through the details—both financial and practical. Start With Your 5- and 10-Year Plan Before you get swept away by the perfect view or your dream destination, take a step back and ask yourself: Will you use it enough to justify the cost? Are there other financial goals that take priority right now? What’s the opportunity cost of tying up your money in a second home? Owning a vacation home can be incredibly rewarding, but it should fit comfortably within your long-term financial goals—not compete with them. Financing a Vacation Property: What to Consider If you don’t plan to pay cash, then financing your vacation home will be your next major step. Mortgage rules for second properties are more complex than those for your primary residence, so here’s what to think about: 1. Do You Have Enough for a Down Payment? Depending on the type of property and how you plan to use it, down payment requirements typically range from 5% to 20%+ . Factors like whether the property is winterized, the purchase price, and its location all come into play. 2. Can You Afford the Additional Debt? Lenders will calculate your Gross Debt Service (GDS) and Total Debt Service (TDS) ratios to assess whether you can take on a second mortgage. GDS: Should not exceed 39% of your income TDS: Should not exceed 44% If you’re not sure how to calculate these, that’s where I can help! 3. Is the Property Mortgage-Eligible? Remote or non-winterized properties, or those located outside of Canada, may not qualify for traditional mortgage financing. In these cases, we may need to look at creative lending solutions . 4. Owner-Occupied or Investment Property? Whether you’ll live in the home occasionally, rent it out, or use it strictly as an investment affects what type of financing you’ll need and what your tax implications might be. Location, Location… Logistics Choosing the right vacation property is more than just finding a beautiful setting. Consider: Current and future development in the area Available municipal services (sewer, water, road maintenance) Transportation access – how easy is it to get to your vacation home in all seasons? Resale value and long-term potential Seasonal access or weather challenges What Happens When You’re Not There? Unless you plan to live there full-time, you'll need to consider: Will you rent it out for extra income? Will you hire a property manager or rely on family/friends? What’s required to maintain valid home insurance while it’s vacant? Planning ahead will protect your investment and give you peace of mind while you’re away. Not Sure Where to Start? I’ve Got You Covered. Buying a vacation home is exciting—but it can also be complicated. As a mortgage broker, I can help you: Understand your financial readiness Calculate your GDS/TDS ratios Review down payment and lending requirements Explore creative solutions like second mortgages , reverse mortgages , or alternative lenders Whether you’re just starting to dream or ready to take action, let’s build a plan that gets you one step closer to your ideal getaway. Reach out today—it would be a pleasure to work with you.