Steve Uhlig
Steve Uhlig has been a guest on Collecting Keys, the real estate investing podcast hosted by Mike DeHaan, Dan Austin and Dylan Koch.
3 Things You Need to Scale a Real Estate Business w/ Steve Uhlig
Steve Uhlig of Guardian Property Solutions joins Mike DeHaan to break down how he built a 4-6 deal per month wholesaling business in the Philadelphia western suburbs over roughly five years. He covers why consistent direct mail is his primary lead source, how he narrowed his farm area using cash buyer data, and how he trains acquisitions managers to underwrite the same way his buyers do.
Key takeaways
- Consistency in mail volume matters more than volume itself — pick a minimum number of pieces per month and stick to it whether or not it feels affordable.
- Steve narrowed his farm by pulling cash buyer activity data in PropStream and concentrating mail on the 10-15 ZIP codes where most cash purchases happened; after five years he now relies on his own deal data.
- His main list is absentee owners with equity who own three or fewer properties in their own name or trust — less savvy sellers rather than portfolio owners.
- Underwrite the way your buyers underwrite: Steve's team uses per-square-foot repair pricing (e.g. $10/sq ft flooring and paint, $30/sq ft with kitchen and bath, plus $7-8/sq ft for a furnace) because that's how his buyers price, and it reduces errors.