This is where most people blow it. Don't pitch. Don't ask if they want to sell. Just be a human.
YOU:
"Hi, is this [Owner Name]? Hey [Owner Name], my name is [Your Name]. I was doing some research on RV parks in [State/Area] and came across [Park Name]. I'm not a broker or anything — I'm an investor and I just had a couple quick questions about the park if you've got a minute?"
The Discovery Questions
Your only job here is to get them talking. The more they talk, the more you learn — and the more they trust you.
Question 1 — Get them talking
"How long have you owned the park?"
This tells you everything. 30+ years = potential retirement play. 2-3 years = might be struggling.
Question 2 — Gauge their situation
"How's business been? Are you mostly full or do you have some vacancies?"
Vacancies = opportunity for you. Full = higher price but proven demand.
Question 3 — Find the pain
"What's been the biggest challenge running the park lately?"
Labor, maintenance, regulations, age — whatever they say is your negotiation leverage later.
Question 4 — Plant the seed
"Have you ever thought about what you'd do with the park down the road? Like if someone came along with the right offer?"
This is the money question. You're not asking "will you sell?" — you're asking them to imagine it.
If They're Interested
They said something like "I've been thinking about it" or "For the right price, maybe." Now you go deeper.
YOU:
"That's great to hear. I'm not looking to lowball anyone — I buy parks where the numbers make sense for both sides. Would you be open to sharing some basic numbers? Things like how many sites you have, what your average rate is, and roughly what you think the place is worth? No pressure at all — I just want to see if it's worth both our time to keep talking."
Key info to gather:
- • Number of sites (pads, hookups, tent sites)
- • Average nightly/monthly rate
- • Occupancy rate (seasonal vs year-round)
- • Annual revenue (or gross, they'll often share this)
- • Any debt on the property?
- • Their price expectation (even a rough range)
- • Why they'd sell (retirement, health, burnout, partner dispute)
If They Say "Not Interested"
YOU:
"Totally understand, no worries at all. Hey, one last thing — if anything ever changes, or you hear about another park owner in the area who might be looking to sell, would it be okay if I left you my number? I'm always looking in [State/Area]."
Now you're a contact, not a cold caller. Some of the best deals come 3-6 months after the first call.
Creative Finance — How to Bring It Up
Once they're open to selling, you need to steer toward seller financing without scaring them.
YOU:
"One thing I should mention — I'm not your typical buyer who's going to come in with a bank loan and drag things out for 90 days. I actually prefer to structure deals directly with the owner. Basically, instead of the bank getting all the interest, you do. A lot of park owners actually love this because they get a steady monthly income without the headaches of running the place. Is that something you'd be open to exploring?"
Seller financing pitch points:
- • "You become the bank" — they earn interest instead of the bank
- • Tax benefits — installment sale spreads capital gains over years
- • Steady income — monthly checks without managing the park
- • Faster close — no bank underwriting, appraisals, or delays
- • Security — they hold the note, you default = they get the park back
Quick Reference — Do's and Don'ts
DO
- • Use their name — a lot
- • Let them talk 70%, you 30%
- • Take notes during the call
- • Follow up within 48 hours
- • Be honest about being an investor
- • Ask about THEIR goals, not just the park
- • Sound relaxed — like you're in no rush
DON'T
- • Don't say "I want to buy your park" on the first call
- • Don't talk about price until THEY bring it up
- • Don't read from a script robotically
- • Don't call before 9am or after 7pm local time
- • Don't argue if they say no
- • Don't badmouth their park ("it needs work")
- • Don't promise anything you can't deliver