[00:00:00] Speaker A: All right.
[00:00:00] Speaker B: Welcome to RV Park Boss, a podcast for RV park owners. I'm your host, Jason Lafferty. This is a show where we dive deep in the challenges and rewards of park ownership and some funny stories along the way. Podcast is sponsored by RV Park Pros. 78% of all RV parks are self managed mom and pop operations and excite from strong marketing, guest experience and proactive management, which are the keys to success and profitability of any park. So if you're still trying to do this all yourself, there's a better way. RV Park Pros is a full service property management system that helps you maximize your occupancy and profits while optimizing your guest experience and retention, all without you having to be involved in the day to day. So if you'd like to hear more about that, you can reach us
[email protected] again, that's rvparkpros.com and today's RV park boss is Ace Deals, who runs a full service consultant firm specializing in supporting private equity capital allocations and sourcing high level investment opportunities. He has a strong background in deal analysis, investor relations and market strategy. Ace helps clients structure, scale and secure the capital they need for major acquisitions and growth projects. Ace, Ace, your next deal, as he says, and my friend, we've been friends for a little while.
[00:01:11] Speaker A: Welcome.
[00:01:11] Speaker B: Thanks for your time. Welcome to the show. How we doing?
[00:01:15] Speaker A: Hey, how's it going, Mr. Jason? Well, thank you for having me on here. I'm super excited just watching your jersey, you know, in the RV park space and us connecting and working on a few things, you know, you know, parallel to each other. Super exciting to see like, how far you've came, how far, you know, our organization has came. So, you know, just to recap it, you know, blessed to be here.
[00:01:37] Speaker B: Awesome, man, awesome. I like to kick things off with a little question. What's the biggest shift you're seeing and how sellers make decisions going into 2026?
[00:01:47] Speaker A: Oh, that's a, that's, that's a good question. Right. And I would say is, is working with a lot of boutique firms, right. Being more people centric. Right. As we, we've been in the RV park space since 2022.
[00:02:02] Speaker B: Right.
[00:02:02] Speaker A: And we saw that, hey, like we had a really big incline in like, you know, quality leads. Right.
Which, which helped us get quality RV parts in the contract for our private, you know, for our private equity clients. But then when we, you know, came into like 2024, 2025, it became a trend and it became really hard to like, get good deals on the contract because all these big institution capital is going after these airways, you know, you know, tourist parks and all these beautiful parks, you know, and for us, like, individuals are like boutique owners, right. They're serving private equity clients. It kind of made it tough for.
[00:02:44] Speaker B: Us, like, getting a lot more calls, too.
[00:02:46] Speaker A: Yeah.
[00:02:47] Speaker B: Calls from random wholesalers, getting calls from big firms. They're getting more calls.
[00:02:50] Speaker A: Yeah. But now, like, the shift that we're seeing is, like, we're getting, like, personal with these individuals, Right? Like, we're seeing a difference.
[00:03:00] Speaker B: So you're seeing that as a difference maker.
[00:03:02] Speaker A: Yes, that is different maker. Because a lot of these mom and pop owners, they're getting, like, hounded by these big institutional guys. Hey, give us financials, get us a good piano.
What we're doing, we're like, hey, send us what you have handwritten. We're using AI to, like, make it easy for us to create P. Ls, understand and get forecast and conviction on the RV parks and give them an offer. And our first offer is always solid financing because we let them know that, hey, you have bad books. You cannot go to the bank with handwritten, you know, statements, your bank ledger. You're collecting a lot of cash because you don't want to pay merchant fees.
[00:03:38] Speaker B: So have you. Have you seen anybody put them on? Like, take pictures of, like, little receipt books that they got from.
From Office Depot?
[00:03:46] Speaker A: Yes, yes. I have one right now in Louisiana. I feel like if I could share my screen, I'll show you, you know, but that's what we're seeing in 2026. I told my Atchester team, like, hey, be more personal, service based. Let them know that, hey, this is how we're gonna move. This is our process. It's less on you and more on us. And if you could identify what your park is worth, we'll give you an offer. We can help you out. We'll give you an offer. But if we can't, we'll let you know.
[00:04:13] Speaker B: Yeah.
See what their dream and their passions are in their next steps in their life. Because a lot of these people, this is their one big retirement plan. So, a, do you want to get hit with capital, capital gains, or do you want a nice monthly income coming in? So kind of like, what's their. Once you identify what their goals are, then we can see. Get closer to making a deal.
[00:04:30] Speaker A: Yeah, yeah. Like, if we just gotta dance a little bit, right? And if we. If we got that rhythm, then we'll go, right? And for us, you know, as you know, as a consulting firm that, you know, consult a lot of private equity capital. Right. Like syndication people that own, like, 20 to 30 parks or even 5 to 2 parks. We try to come in, be like, hey, we want to work on transparency, and we want to do business. People that want to do business with us, because acquiring a park from lead to deal to close takes anywhere from three to six months. And we want to make sure that when we're dancing for three to six months is fun and we're not, like, dodging each other calls and.
[00:05:09] Speaker B: Right.
[00:05:09] Speaker A: Like, coming over the hurdle. Right.
[00:05:12] Speaker B: I love when I'm doing a deal and everybody's being proactive. Like. Like, you're explaining versus reactive. I hate working with title companies or something. Like, oh, well, I was supposed to do that. Like, no, dude, you're supposed to get ahead of the game. Like, let's work together, please.
[00:05:24] Speaker A: Yeah. And like, that just makes everybody's life easier because we're all looking to achieve one common goal. And we're not forcing you to sell. You don't have to sell. We don't care if you sell, but if you want to sell, this is a protocol.
[00:05:34] Speaker B: Yeah, let's get the closing table.
[00:05:35] Speaker A: Yeah. And we feel like we're going back to the basics from 2022. We're going to implement that in 2026. And, you know, we started doing that in the last Q3, Q4 of this year, and we've got major success.
Yeah. We saw more qualities come in. Individuals trying to work with ace, except for, like, big brokerages, you know, like Marks and Millich have ipa. Like, hey, we really just work with you because you're not trying to get a listing. Right. Even if your offer is a million dollar list. We want to work with you because you gave us a confidence. Right?
[00:06:06] Speaker B: Yeah.
[00:06:06] Speaker A: And so we're super excited. We take pride in that. And, you know, that's our game plan for 2026.
[00:06:11] Speaker B: Yeah. Well, that's a big point you brought up, though, is that you're seeing, like, a shift with big money coming in. It's more corporate and all that, but there's also a layer of confidence that these sellers have to have that people's ability to close. Because you're getting a lot of people that, like, watch and paste more, being like, I'm gonna buy me a park, and then not doing their due diligence. And I'm not saying anything good or bad, but I'm just saying there's a lot of people are just getting things under contract and they're not really closing, you know, understanding the steps and like, hey, how do we really put this plan together and like, and just really make it happen. Understand your financing options, all that stuff. It's not buying a house, you know, you're buying a business.
[00:06:43] Speaker A: It's different. It's different. You're buying a business, you gotta look at his business. We always compare RV parks to hotels. Yeah, my uncle's all like, you know, own hotels is the same thing. It's like, hey, how many pads you can rent out like, like out of the year, you know, what's your averages on those paths? Same thing with the rooms. How many rooms can you rent out? Right. What's the averages on these rooms? Right. And you know, to like, you know, to your point is like all these, all this new blood is coming into this industry. It was just, just been like, you know, it's full of veterans, you know, been in here for like decades, half a decades. And you're going after commercial businesses that's been family owned for 20 to 10 years or they bought it and built it, you know, from their own, you know, labor. Right. Their own. So equity. So you have to learn and there's taxful ways to approach these, you know, businesses or these mom and pop owners. Because at the end of the day, this is your first time selling.
[00:07:32] Speaker B: Yeah.
[00:07:33] Speaker A: And if it's your first time buying, we're not going to get far. And that's why like a lot of individuals that are, you know, syndicators or private equity, they come and they hire us to go source deals. I know that we're working on a few things and few deals on your end, right. Mr. Jason, you know, on your lease, it's just, hey, that's where we strive at like let us do what we do best. Bring these deals hot and ready for you to acquire.
[00:07:55] Speaker B: Yeah.
[00:07:56] Speaker A: And you know, that's what we striving and that's, and that's, that's what we're super excited about.
[00:08:01] Speaker B: Yeah, that's, that's the little aha moment. That's the thing is, is relationships, you know, that's gonna be the diff that is the difference maker.
I'd love to hear it because, because I've talked to a lot of sellers and then I'm, I'm a little bit to the point.
So I've learned that if I would just you know, start talking about their kids and what their dreams are and stuff, it would, I would have been a little more effective. But yeah, I don't know. But we learn we grow, you know.
[00:08:25] Speaker A: For me, if you like, if you like golf, we'll talk about golf, you know, and like in the end of the day, like, we gotta find that medium ground because for me, like all the best deals that I've gotten, we talk more about life than the dealer, so. Yeah, right. And that's just, that's just like the proof in the pudding in our, you know, framework and how we, you know, maneuver and how we keep that people first over profit, you know, mindset.
[00:08:51] Speaker B: Yeah, for sure. And because you're hearing their life story, you know, like I was military for this long. This is my retirement plan. I built it myself 30 years ago. And then my ex wife or this, that the kids or something like they're just tell you the whole family history and I'm like, well, all right, I didn't know we was going there, but.
[00:09:08] Speaker A: We'Re there, you know, hey, hey, you're gonna for Thanksgiving because we like let me know each other already, you know, so it's pretty cool. I love this, I love this niche. I love this little small sleeper, you know, industry that's growing. I just, I just, I just, you know, hope to see that hey, it doesn't get diluted, you know, that like, like what we're seeing in multifamily, you know, what we saw in office and what is taking a hit, you know, what we saw in storage, right. Like now is just, it's just like a ticket time bomb. But we just want to be on the right side of the business making this relationship because if it's not today's, maybe tomorrow. And we want to make sure that we leave a good impression on you.
[00:09:45] Speaker B: Yeah, yeah, we're going to see a lot of eb and flow. You're, you're, we're having their private equity big guys moving in and as optim, how do we optimize this property best roi. And then you're going to have a slump of occupancy because it doesn't have the consumer in mind. And so I think the next two to five years that people are going to be successful are ones that are saving the trees, the ones that's adding some covers. The one that's just going a little bit extra mile on the little things on the consumer side, you know, not trying to nickel and dime them and keep up charging on the freaking washer and dryers and you know, charging $10 for you to use a water hose so they can wash their dogs. You know, like that little, that little corporate mindset, if you will.
[00:10:24] Speaker A: Yeah, yeah. No, 100% agree. 100%.
[00:10:27] Speaker B: Yeah. So that's, that's awesome, man.
So do you.
How about, how, how often do you have parks where you have them available for, you know, folks to come try to buy them from you?
[00:10:38] Speaker A: Yeah, yeah. So we.
Yeah, yeah, yeah. To answer your question, maybe like two Every, Every, Every quarter.
Okay, two. Every quarter for us is like, we want to make sure that, you know, we have, we have one thing, and that one thing is first impression is the last impression, which is the best impression, right? It's like if I sit at a park, right, that is halfway completed, right, Just to get it under contract because the seller sold me on that, hey, there's 10 other people calling. If you don't want it, I'm gonna go to X, Y and Z. And I fold. And I'm like, okay, well, let me get in the contract so I can sell it right to my clients. Right. It doesn't go as planned. Right. Because we learn from our mistakes as being newbies in the RV park space. You know, you learn the metrics, you learn what sells and what doesn't sell. You learn what gets somebody excited, what doesn't get somebody excited. And for us, you know, as we grow as an organization, right, we changed our metrics, right?
2022, we're taking 12 PAD RV parks. You know, 20 PAD RV parks, right. On six acres. But in 2026, we're taking 130 PAD RV park on 50 acres.
[00:11:56] Speaker B: Yeah, right.
[00:11:57] Speaker A: We have more competition, but we're more realistic going back to the people centric. Hey, you could go over Marcus Mills, chat and test the market at a 6 cap.
Yeah, but if you, me and you, if you're living on the same earth, that's not going to get funded, you know, unless, like, unless you find somebody that just wants to blow some cash. Right, Right. But if me and you are people living on planet Earth, we're gonna buy us that 10 cap, right? And not even at a 10 cap. We coming in at 12, 11 and selling at a 10.
[00:12:28] Speaker B: Yeah, right.
[00:12:29] Speaker A: So like for us is like, you know, that's like, that's the, that's the reason why we are like, hey, quality or you know, quantity. Because it's a buyer's market, right? And like our thesis and practice is like, hey, if it's a buyer's market and we bring a 50, 50 deal to like the marketplace, now we're just spending 2130 to 45 days on one deal that could have been sold within seven to 14 days. If it was priced right and if you were taking it at the right time and it was ready to be sold.
[00:13:00] Speaker B: Right. Yeah.
[00:13:01] Speaker A: So now it goes over velocity of capital, over influence.
All right, Debbie. Influences or the velocity of capital influences. Right. If the velocity of capital influences, we all make money.
[00:13:11] Speaker B: Yeah.
[00:13:11] Speaker A: Right. And that is us just letting it happen at its own pace. Right. And it's easier to do business like that. Hey, the seller's ready. We're ready. We're excited to take this to the market, to our private clients, and they're ready to buy, which makes it easier for us to, hey, contracted, you know, contract seller, contract with buyer within 7 to 14 days, open Esco, get into DD, closing 60, 90 days, we're done.
[00:13:33] Speaker B: Yeah.
[00:13:34] Speaker A: So we close in Q1, we get paid in Q2, we're all happy. All right.
[00:13:38] Speaker B: And that's a big selling point too, because that's, that's. It's giving confidence to them as well and a path forward instead of just like a pipe dream.
[00:13:47] Speaker A: That's it. Like. Oh, yeah. Like, you know, just asking for extension. Like, for us, transparency is key to our business. I'll tell you up front. No. All right. One thing I learned from my old mentor is like, I love a fast no.
And if you love a fast no, give a fast no. Right. So you could say. And so you can make room for those good opportunities that you're, you know, you know, aiming for or putting your.
[00:14:08] Speaker B: Practice, you know, you're not taking it, taking every option and drown. You're drowning yourself and drowning your resources on it.
[00:14:14] Speaker A: Yeah, yeah.
[00:14:15] Speaker B: When deep down you know you shouldn't be messing with it.
[00:14:17] Speaker A: That's it. That's it. So like, like the Georgia one. 21 days, final buyer, going to contract today.
All right.
[00:14:24] Speaker B: So Happy Thanksgiving.
[00:14:25] Speaker A: Happy Thanksgiving. Close. You know, first week of February, we're okay, right?
[00:14:29] Speaker B: Yeah. That's awesome.
[00:14:31] Speaker A: 21 days. You know, we make 120k. That's not a bad day.
[00:14:34] Speaker B: Yeah.
[00:14:35] Speaker A: At the office. Right? So we're happy. We're happy.
[00:14:37] Speaker B: Heck, yeah. Heck, yeah. So. So if you got somebody that's like, hey, I got a midsize park, I'm next to major metro areas, it's performing pretty good. What kind of cap rate are you seeing? Buyers kind of paying for a stable midsize 60 unit park in Texas and.
[00:14:53] Speaker A: Like, in the metro area.
[00:14:55] Speaker B: Yeah, just like, say within an hour of major metro area.
[00:14:58] Speaker A: Oh, I'm seeing. No, I'm still seeing, you know, tense. I'm still seeing tense. Yeah, I'm still seeing Tense, like if you go like into like closer to like Katy and Flesher and like Stafford and Conor Montgomery area, they're like, you may get by but like eight and a half just because like it's like in the path of like city limits, right? Yeah. There's another one that we're closing in December, right. Is in, is in Dallas. Just like I would say like 30 minutes outside of four words. Remember that? Remember that when that, that I showed you, Mr. Jason. You're like, hey, I'll take a look at it. Yeah, man. The reason why we saw that one as a, at a really aggressive cap rate is because the city connection for city water utility is half a mile down the road.
[00:15:45] Speaker B: Right.
[00:15:46] Speaker A: Because the city grew, expanded towards the park. So like all the way around it. All the way around it, Right. So like if you don't want that to be an RV park in five, man, that's a covered land plan.
[00:15:59] Speaker B: Yeah.
[00:15:59] Speaker A: You can sell that to X, Y and Z. Right. Or you could turn it to cold because you already had the infrastructure. So like on those RV parts you could get a little aggressive because it's path to utility. Right. Path to the city. So. Yep.
[00:16:11] Speaker B: That's awesome, man. Yeah, that's awesome. Well, I think that's a good wrapping up point.
So if you got any handles social media or websites, folks that are listening that can reach out to you. What you got, sir?
[00:16:23] Speaker A: Oh, man. So, Mr. Jason, so follow me on Facebook Ace Deals Twitter Ace Qureshi Instagram ace crash your LinkedIn, ace crushy.
If you want to learn who we are, what we do and how we could help you, you know, achieve your business goals or share any resources, ACE Tools co. Give us a call. We'll love to be a helping hand.
One thing that I just don't leave everybody you know with this is be that somebody, you know, for someone that you wish you had when you were starting. And we want to be that for you guys. And it don't matter where you're in your journey. If you're serious, we're serious. And it takes two to mingle.
[00:17:00] Speaker B: So yeah, that's awesome, man. It's a little element of golden rule.
Some golden rule. I love it.
[00:17:06] Speaker A: I love that. I love it. And you like to say Ace your next deal with Ace Crush.
[00:17:13] Speaker B: Heck yeah. All right folks, that'll do it here. Anybody out there owns at least one RV park, wants to be a future guest on RV Park Boss. You can apply
[email protected] and that will do it for us.
[00:17:24] Speaker A: Thank you.
