Where You’re Fishing Might Be the Problem
Most investors think the problem is the market. It’s not.
Deals still exist. Big ones. But they’re hiding where most people won’t go.
I don’t fish where everyone else does. I avoid sellers who “don’t need you,” ignore listings designed to squeeze buyers, and skip tactics I won’t repeat weekly. If your strategy doesn’t fit your personality, you’ll burn out before you ever close a deal.
One of my best deals started with a simple check-in. That call turned into a six-figure spread. No pressure. No pitch. Just steady trust over time.
That’s the point: if you want real estate momentum and high-margin deals, you need the three-part filter behind what I call fishing in the right pond. It’s not about spending more on marketing. It’s about standing in front of the right seller, with the right deal, using a method that fits how you work. That’s how I keep buying houses and apartments while others stall.
This isn’t theory. My team put a home under contract for $100,000 with six-figure spread potential. We did it without relying on the MLS, agents, or recycled seller scripts.
Most people miss these three critical filters:
- Distress: The seller or the property must need attention now
- Value: There must be real margin between cost and potential
- Fit: Your method must be repeatable, enjoyable, and natural to you
Later, I’ll share why MLS deals usually can’t deliver wide spreads—and when they still might work. You’ll see how long, casual check-ins are my best “bait” for off-market deals. And why most burnout isn’t from effort—it’s from working the wrong waters.
This is about execution, not motivation. You don’t need more ideas. You need a better filter. Start by choosing the right pond.
Why Deal Flow Depends on Urgency, Not Listings
I don’t waste time on sellers who aren’t under pressure. “If they don’t need you, you’re fishing in the wrong pond.” That’s my first hard filter. If there’s no urgency, there’s no deal worth chasing.
My deals begin where most investors stop: with distress. Not vague frustration—real, measurable pressure. “The first component of the right pond is distress.” Without it, every conversation is a dead end.
Here’s what I’ve seen over and over: if a seller isn’t feeling pressure, they won’t trade price for speed.
This kind of urgency shows up in:
- Overdue property taxes with looming deadlines
- Active or unresolved code violations
- Legal or family-driven sell-offs
- Landlords fed up with vacancies or repairs
- Inherited properties no one wants to manage
- Sellers who’ve already moved and need resolution
These aren’t MLS-friendly deals. These are pressure-driven decisions. That’s where I spend nearly all my time—because that’s where the numbers work.
I’m not looking for people who might sell. I’m looking for people who must. I track indicators of urgency. If it’s not already there, I don’t try to create it.
I never try to force a deal where one doesn’t want to happen. My job is to recognize real pain and show up with a fast, clean offer. Urgency does the lifting. I just make sure I’m there when it matters.
Don’t Confuse Asking Price With Actual Value
I’ve seen too many investors get stuck focusing on price. “You’re looking for things that are worth more than what you’re paying for.” That’s the shift. It’s not about haggling. It’s about buying beneath future potential.
“Value means you’re paying significantly less than what you can make it worth.” That means you lead with numbers. And you recognize most listings are built for sellers, not investors. “The job of a broker is to get the most for the seller.”
Here’s how I evaluate properties before writing an offer:
- Calculate realistic ARV—not the fantasy number
- Estimate repairs with a margin for surprises
- Confirm the spread between price and potential
- Make sure the deal survives worst-case issues
- Ignore asking price if the value gap isn’t there
- Walk away fast when the math doesn’t work
One deal stands out. We put a property under contract for $100,000. Six-figure spread potential. It wasn’t polished or obvious. Most passed it over. I ran the numbers. Saw the upside. Closed it.
“Most of the time you want to spend your time looking for value off market.” Listings can work. But you can’t build a system on exceptions. If the math fails, I move on.
Your Strategy Has to Fit You First
I’ve watched investors collapse under someone else’s system. “You have to believe in the strategy you’re using.” If it wears you down, it won’t last.
“It has to be something that doesn’t feel like work.” That’s my rule. Cold calling? I can do it—but not forever. Door knocking? Not my style. Relationship marketing? That’s my lane. Long calls. Real conversations. Warm follow-ups.
I tried a text-blast system once. Others swore by it. I hated it. Avoided it. My pipeline dried up. The problem wasn’t the tool—it was me forcing the wrong bait.
Here are my personal rules:
- No strategy that drains me daily
- Only use methods I’ll actually stick to
- Prioritize trust-building over quick leads
- Stop copying people built different from me
- Build around how I work—not how they do
Your pond might not be cold calls. It might be texting. Or meetups. Or long check-ins. Doesn’t matter. What matters is that it fits. Because if it doesn’t, you won’t do it long enough to win.
Long-Term Wins Come from Relationship Reps
My best deals don’t come from flashy ads or clever scripts. They come from slow, intentional relationship-building. “Sometimes I’m on the phone for 45 minutes just checking in.” No pitch. No pressure. Just showing up.
One of those calls turned into a deal with six-figure upside. The seller wasn’t ready to sell at first—just an older landlord tired of tenant issues. We talked about family, health, and neighborhood changes. Months later, that same seller called me back. Not because I pushed. Because I asked real questions and made it easy to remember me when the time came.
I don’t automate this. I lean into it. For me, deal flow comes from being remembered, not from mass messaging.
Here are a few truths I live by:
- A 45-minute check-in today might lead to a deal months later
- No pressure works better than hard pressure when trust matters
- Calls without a pitch stick with people
- The goal isn’t to close—it’s to connect
- The best leads call you back on their own
This isn’t for the impatient. But it’s a system. It works because it’s built on people, not push.
Fish Where Distress and Value Overlap
Most investors think deals are gone. I know they’re just hiding in different waters. The problem isn’t the market. It’s where you’re fishing—and whether you’re showing up with the right bait.
Early on, I learned: “if they don’t need you, you’re fishing in the wrong pond.” I don’t chase polite no’s or try to force weak numbers. I filter for distress, confirm value, and stick to a method I’ll actually do consistently.
That last part matters more than most people realize. My best deals come from phone calls with no pitch—just consistency and presence. It’s not flashy, but it fits me. That’s why it works.
If you remember one thing, remember this: where distress and value overlap is where the best deals live.
Adjust your lens. Before jumping into a new tactic or marketing channel, ask: Does this seller need me? Is this deal worth more than I’ll pay? Will I actually do this each week?
That’s how I find six-figure spreads while others spin their wheels. Not by working more. By fishing with purpose.
About Johnoson Crutchfield
I’m a real estate investor and coach who helps people close their first or next deal by focusing on repeatable systems, not hype. I founded Grab the Map to solve a common problem: investors stuck between learning and actually getting under contract.
I buy houses and apartments using a values-driven framework grounded in faith, family, and steady action. One standout deal—a $100,000 property with six-figure spread potential—came from applying my own filters: find distress, confirm value, and use a strategy that fits.
Instead of chasing trendy tactics, I rely on relationship marketing and long-term follow-up. Sometimes that means 45-minute calls that turn into deals later. I teach this process on the Grab the Map podcast and through coaching built on clarity, numbers, and consistent execution.
Learn more at GrabTheMap.com.
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