#328: Digging Into Our Acquisitions Process + How We’re Finding DTS Deals with our Acquisitions Manager, Justin Dragone

In another in-person episode, Axel sits down with Justin Dragone — Acquisitions Manager at Aligned Real Estate Partners — for a deep, behind-the-curtain look at how Aligned actually finds deals. Justin brings a unique perspective on the operator side and spending the last three years building and running Aligned's direct-to-seller acquisitions engine.The conversation covers the full acquisition process from first touch to signed contract. Justin and Axel also share their honest take on how the direct-to-seller landscape is evolving in 2026 — more competition, harder to reach people, and why hyper-local credibility is the last remaining moat.This episode is essential listening for any investor who wants to build a real deal-finding machine — not just send some mail and hope — and understand what professional, high-volume, direct-to-seller acquisitions actually looks like day to day.Join us as we dive into:Justin's journey from putting out open house signs as a high schooler to running acquisitions for a multifamily investment firmThe five-point outreach sequence Aligned uses to reach every seller: cold call, voicemail, text, email, and direct mailWhy Aligned sends direct mail quarterly and calls back every two to three months — and why more frequent contact often backfiresWhy Aligned skips asking sellers for expense schedules — and why you should know your market well enough not to need themHow Justin presents offers over the phone, always tries to get a counter, and sends a real purchase and sale agreement the same dayThe seller motivation signals Justin listens for on every call: willingness to talk, volunteering information, age and retirement plans, and dissolving partnershipsHow to educate an over-priced seller using inarguable, factual data — not opinions — to bridge the gap between their expectations and market realityThe 72-unit Barrington deal that took five years of follow-up from first mail piece to signed contract — and why that timeline is normal for large dealsHow Aligned stays omnipresent with sellers through a monthly acquisitions newsletter sent to every broker, seller, lender, and vendor in their marketWhy the direct-to-seller landscape is getting harder — more competition, lower answer rates, more spam — and why hyper-local credibility is the last remaining edgeConnect with Justin Dragone:Follow him on InstagramEmail him through: [email protected] you looking to invest in real estate, but don't want to deal with the hassle of finding great deals, signing on debt, and managing tenants? Aligned Real Estate Partners provides investment opportunities to passive investors looking for the returns, stability, and tax benefits multifamily real estate offers, but without the work - join our investor club to be notified of future investment opportunities.Connect with Axel:Follow him on InstagramConnect with him on LinkedinSubscribe to our YouTube channelLearn more about Aligned Real Estate Partners