479: Buying 200 Homes a Year Without Burning Sellers

Chris Johns breaks down how his team buys 200 homes a year while refusing to play the usual wholesaling games. He explains why they never renegotiate sellers, how a seller-first culture actually scales better, and how omnichannel marketing - from direct mail to TV - fuels consistent deal flow. Chris also shares how they’re using AI for rehab scopes, design decisions, and buyer confidence, plus why most investors should either commit to real scale or rethink rentals altogether. KEY TALKING POINTS: 0:00 - Intro 0:53 - Chris Johns’ Business 1:34 - What He Did Before They Did Direct To Seller 4:37 - Using Different Forms Of Marketing 6:04 - Why He Stopped Doing Turnkey 10:12 - The Best Way To Get A Return On Your Portfolio 13:25 - Using AI In His Business 18:21 - What Happened In 2025 & Refusing To Renegotiate 23:04 - Doing Novations 26:39 - His Biggest Lesson From 2025 28:09 - Their Company Values 30:10 - Why He Left Healthcare For Real Estate 32:52 - Sales Tips & Letting People Go 37:54 - What To Look For In An Acquisitions Manager 40:01 - Who He’s Learned The Most From 43:06 - A Product That Changed His Life 44:41 - Extra Questions From Moustafa 47:57 - Outro LINKS: Email: Chris Johns [email protected] Website: SBD Housing https://www.sbdhousing.com/ Instagram: David Lecko https://www.instagram.com/dlecko Website: DealMachine https://www.dealmachine.com/pod Instagram: Ryan Haywood https://www.instagram.com/heritage_home_investments Website: Heritage Home Investments https://www.heritagehomeinvestments.com/