How To Find Hidden Inventory - Brad Van De Walle

·54 min·5 clips

Brad Van De Walle sold 188 Calgary condos to Toronto investors using a five-year rental guarantee and 10% down.

Host Toby Salgado opens the episode by discussing the ongoing low inventory crisis in real estate, noting there are now two licensed realtors for every listed home in the U.S. He introduces guest Brad Van De Walle from Calgary, Canada, who leads a seven-person team that completed 500 transactions last year. Brad explains that Calgary's market had been declining for years, but his team found opportunity when a developer asked them to sell units in a building. They created a program with five-year rental guarantees and 10% down payments, then marketed it to Toronto investors who had substantial home equity. The team sold 188 units in their first building, then repeated the success with additional projects. Brad describes the operational details: commissions are split 50% at digging and 50% at closing, with developers handling most paperwork. Marketing involved flying to Toronto to pitch top realtors, hosting events, and later shifting to Zoom webinars with systematic follow-ups. Brad shares that he initially struggled with webinar conversions but improved by using tools like WebinarJam and refining his closing techniques. He emphasizes the importance of team collaboration, noting his business partner Mark handles realtor relationships while he focuses on investor outreach. Brad discusses his personal mindset, including listening to Grant Cardone's "10X Rule" and embracing feedback to improve. He admits to hating social media but now hires someone to manage daily video content. Toward the end, Brad reveals he suffers from depression and anxiety, advocating for mental health support. The episode concludes with book recommendations and reflections on authenticity in business.

As heard by us

A candid look at turning realtor trust into a scalable sales network for developer-led real estate deals.

Trust, distribution, and execution sit at the center of this conversation with Brad. The episode tracks how a real estate sales operation works alongside developers, pays realtors 4%, offers rental guarantees, and tries to build enough network reach to move 80 or 100 units…

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Want to hear how trusted realtor relationships can turn a building into a fast-moving sales push?

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