For many real estate investors, the journey from small-time deals to raising millions in private capital can feel like an insurmountable leap. But in a recent episode of Jay Conner’s “Raising Private Money” podcast, Brian Seidensticker—an aerospace engineer-turned-real estate visionary—pulled back the curtain on how data access and tech platforms are revolutionizing the way investors find opportunities, scale their businesses, and secure capital.
Let’s dig into some of the key takeaways from Brian’s conversation with Jay, where expertise, technology, and a growth mindset collide to uncover hidden corners of the real estate world.
Thinking Bigger: Mindset Shifts for Raising Serious Capital
Brian’s journey began with a powerful realization most investors miss: thinking bigger from the start is crucial. Instead of focusing on piecemeal investments—and the dozens of small conversations that go with them—he prioritized aligning with investors capable of making substantial contributions. This not only streamlines conversations but also helps set minimum investment thresholds that make legal and operational sense.
As Jay pointed out, managing dozens of small investors can be just as much legal work as handling larger ones, but with exponentially less capital. The trick, Brian says, is constantly “planting seeds” and being intentional about how you present yourself. His favorite answer to “what do you do?” is simple but effective: “I run a real estate fund.” It immediately sparks curiosity and invites deeper conversations.
Unlocking Overlooked Opportunities: Tax Liens and Deeds
Most people are familiar with single-family rentals, commercial buildings, maybe even self-storage—but tax liens and deeds? As Brian explains, it’s a “weird, overlooked corner” of real estate that quietly moves $4 to $5 billion annually. Tax lien investing is like holding a micro-mortgage on a property, earning interest until the owner pays off the debt—or, potentially, stepping into ownership if they don’t.
The process is nuanced. When owners fall behind on taxes, counties sell liens to investors. The investor gets a fixed interest return if the owner repays, but if not, they could gain the property following a foreclosure process (subject to state laws). Tax deed investing, on the other hand, allows investors to buy distressed real estate outright—often at a steep discount.
Brian stresses that while it’s not always glamorous (think “fix and flip” properties in need of real TLC), the continuous learning and unique opportunities make tax sales a rewarding niche for those willing to do their homework.
Why Data Access and Tech Are Game Changers
So how do you scale and increase your odds of success in such a complex market? Brian’s answer: data and technology. The inefficiency and fragmentation of tax sale information used to require teams of people calling counties, tracking sales, and analyzing lists by hand.
Brian’s platform, Tax Sale Resources, was born from this pain point. Originally an internal tool, it’s since evolved into a national software solution—like a “Zillow for tax sale properties”—aggregating data from thousands of auctions and millions of properties nationwide. Investors can now pinpoint where and when sales are happening and even analyze which auctions are likely to offer better deals.
Over time, layering auction results and machine learning enables insight into the best places to invest and which sales to avoid—a huge advantage for investors and for Brian’s own fund, Mount North Capital.
Collaboration Over Competition
An especially noteworthy part of Brian’s approach is collaboration. Through his fund, he partners with local investors to share profits and give them access to capital, rather than simply acting as a lender. This model leverages the strengths of both parties: data and funding meet local market expertise.
Key Takeaway: Embrace Technology and Strategic Partnerships
Brian’s story is proof that in today’s market, combining big-picture thinking, niche expertise, and powerful data platforms can unlock doors that others don’t even see. If you want to scale your real estate business, start by leveraging technology, building strategic partnerships, and thinking beyond the traditional investment paths.
Ready to explore tax sale investing or leverage data-driven platforms? Visit taxsaleresources.com for data, or mountnorthcapital.com for partnership opportunities and capital solutions.
10 Discussion Questions from this Episode:
- Mindset Shifts: Brian mentioned that thinking bigger was essential for raising significant capital. What mindset changes do you think are necessary for scaling up in real estate investing?
- Setting Minimum Investment Amounts: Both Jay and Brian discussed the importance of establishing minimum investment amounts for private lenders. How do you determine what the minimum is right for your business?
- Planting Seeds with Potential Investors: The episode highlighted the value of consistently “planting seeds” with potential investors. What are some effective ways to organically mention what you do without feeling salesy?
- Elevator Pitch: Brian recommends answering “What do you do?” with, “I run a real estate fund.” How does this approach impact the conversation compared to more detailed or technical explanations?
- Word-of-Mouth Credibility: Why do you think word-of-mouth remains one of the strongest forms of marketing for attracting private investors?
- Tax Liens vs. Tax Deeds: After Brian’s explanation, what do you see as the main advantages and challenges of investing in tax liens versus tax deeds?
- Getting Started in a Niche Field: Brian shared how he stumbled into tax lien investing after experiencing the process on the “wrong side.” What is the value of personal experience in finding your real estate investment focus?
- The Role of Technology and Data: Brian’s platform, Tax Sale Resources, is built to provide data-driven insights. How important do you think data and technology are to gaining an edge in today’s real estate market?
- Access to Capital: In the episode, Brian explains that traditional bank loans aren’t generally available for tax deed investing. How does private money or fund-based capital fill this gap for investors?
- Scaling Lessons: Reflecting on Brian’s journey from aerospace engineering to running a national-level fund and tech platform, what do you think are the key factors that allowed him to successfully scale multiple businesses?
Fun facts that were revealed in the episode:
- From Rockets to Real Estate: Brian Seidensticker began his career as an aerospace engineer before transitioning into the world of real estate, with a specific focus on the often-overlooked niche of tax liens and deeds.
- The Power of a Simple Introduction: One of Brian’s most effective networking tools is simply introducing himself by saying, “I run a real estate fund.” According to both Brian and host Jay Conner, this short and intriguing introduction sparks curiosity and opens up valuable conversations with potential investors.
- The “Zillow” of Tax Sales: Brian developed Tax Sale Resources, a nationwide data and tech platform that tracks over 9,000 tax auction events and millions of properties each year, making it like the “Zillow for Tax Sale properties” and helping investors find hidden opportunities across the country.
Timestamps:
00:01 Thinking Bigger for Investment Success
05:37 Building Relationships with Potential Investors
08:41 Introducing a Real Estate Fund
13:10 Exploring Tax Sales and Investments
15:04 Tax Lien Letters Spark Industry Insight
18:10 Property Tax Deed Foreclosure Explained
23:38 Tax Deeds: Learning and Progress
27:17 AI Revolutionizes Property Auction Insights
30:48 Resource Hub for Tax Investors
33:40 Connect with Brian Seidensticker:
https://www.MountNorthCapital.com
33:55 Investment Opportunities with Mount North Capital
35:00 Raising Private Money: Share & Subscribe
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