At Rhino Communities, we understand that getting a mobile home park under contract is just the beginning. Sure, you can slap a signature on a deal, but closing it? That takes patience, dedication, and a level of persistence that borders on insanity (in a good way). The longer it takes, the better your chances of success. This is the slow-burn marathon, not a sprint.
We’ve only lost two deals in our history. And, in a cruel twist of fate, it was to the same buyer. Go figure. But our most lucrative deal? That one took 390 days—over a year. Day one, the seller wasn’t having it. Told me straight to my face that the park wasn’t for sale. But, you know me, I didn’t take “no” for an answer.
They just so happened to be at their office when I called, and I was 15 minutes away. So, what did I do? I was there knocking on their door within 18 minutes—yes, three minutes to argue with my GPS. They told me they were tired of all the interest from potential buyers, so I showed up in person. Bold? Maybe. But sometimes, you have to do what others won’t.
The Power of Pants (and Persistence)
Now, here’s where the story gets weird (but in a good way). Seven other groups had tried and failed to get these parks. SEVEN. I was at a disadvantage from the start because the sellers didn’t trust anyone. And who could blame them? Then, as fate would have it, the seller’s dad—let’s call him “Pop”—loved my pants. Yep, you heard that right. He loved my pants.
I told them I just wanted to say hi, but I’d be back. Two days later, I showed up again—with a pair of pants for Pop. And that’s how the dance started. Fast forward through a year of zoning nightmares, city red tape, and all the reasons everyone else said the deal was “impossible,” and we closed on not just one, but both of their parks. We added about 300 sites to our portfolio.
Everyone in the industry told me to leave it alone, that I was wasting my time. “It’s impossible,” they said. Well, guess what? Impossible just means “motivation to prove them wrong.”
The Real Lesson: It’s About the People
Here’s the real lesson: this game takes time. Be there. Show up. Listen. Do what others won’t. I’m talking above and beyond—exceed expectations for no other reason than because it’s the right thing to do. We’ve learned that if you’re not focused on helping others, you’ll never be as successful as you want to be. With growth comes opportunities, and those opportunities allow you to keep helping people.
And let me tell you, this isn’t just about sellers. When managing mobile home parks from a distance—especially in a world that’s gone digital—you miss out on key moments of connection.
Things like:
- Handshakes.
- Eye contact.
- Genuine engagement.
- Showing empathy.
When we take over a new park, we don’t just fire off some impersonal letter saying, “Welcome to the neighborhood, here’s how to pay your rent online.” Trust me, no one likes that. Most residents aren’t tech-savvy, and they’re probably already stressed about the transition.
The Gold Standard: Human Connection
Instead, we do things differently. We hand-deliver our welcome packets. We knock on every door, introduce ourselves, and—here’s the crucial part—we ask the residents about their lives. And then, we listen. Really listen. You’d be amazed at how much you can learn by just showing up and paying attention.
Sure, it takes time. Depending on the size of the park, it might take two days just to meet everyone. But that investment in time pays off. By the time day 90, day 120, and day 365 roll around, you’ve built a rapport. The residents feel heard, and it makes managing the park a thousand times easier. Just like with seller discussions, it’s not always about the money. It’s about building trust and relationships.
As my good friend Justin Donald says, “It’s about the money, but it’s not.” At some point, we have to step off the treadmill of chasing dollars and start focusing on the value of time and the freedom it brings. When you make that shift, something amazing happens.
The Investment That Pays Off: Trust and Integrity
The time we spend building relationships with sellers and residents? That’s the real investment. It yields the highest returns possible: trust, integrity, and a bond that goes deeper than any contract. When you form that kind of connection, contract details don’t matter as much. There are no “elephants in the room” (pun intended)—just people working together to make something great happen.
Think about it: no one wants to be treated like they’re just part of a transaction. When I deal with companies like Verizon, it often feels like they don’t care, despite the fact that I’ve been their customer for 28 years. But then I remember, I’m not dealing with Verizon—I’m dealing with a person on the other end of the phone. When I treat that person like a human being, they respond in kind.
It’s the same with acquiring a mobile home park. The sellers will test you. They’ll tell you how things “used to be” under the old owners. You’ve got to lay down the law early, or you risk losing control. There’s no room for exceptions. No “play, no stay.” No “pay, no stay.”
Final Takeaway: Stand Firm, But Show You Care
At the end of the day, no one deserves better treatment than the next person. Everyone follows the same rules, pays rent on time, and abides by the community’s regulations. It’s not about being rigid—it’s about showing respect to the community as a whole.
Because here’s the thing: once you start bending the rules, you’re opening a Pandora’s box of problems. It’s like the kids’ story “If You Give a Moose a Muffin.” Give an inch, and they’ll take a mile. Next thing you know, you’re out of muffins, out of milk, and out of luck.
So, stand firm on your core values. Let residents know why the rules are in place: because you care about the community. And when people see that, they respect it. They know you’re not just there to collect rent—you’re there to build something better. And that’s how we do things at Rhino Communities.
It’s about showing up, doing the work, and proving that “impossible” is just another word for “opportunity.”
