@TripleNet - I don’t condone lying, but there is an element of ‘fake it till you make it’. Putting parks under contract is a sales game. Have a reasonable response that should quell any concerns. Building relationships is so crucial for some of these owners. If it is a concern of you should write down some responses.
The third park we bought was 430 lots. The first two totaled $2.0mm. I had no money at that moment to pull it off. I called the owner of this property, and he picked up on my first call. Fortunate timing. He asked who I was and who I was with. I told a story on the spot of how the company I was working for was looking to get into the space but they currently invested in other forms of real estate. He bought it. It wasn’t 100% accurate, but it bought me time. That deal changed my life financially. So yes, find a way to work yourself into deals.
Basically people want to know if they are working with someone who knows what they are doing. If you can instill confidence in them, you will be fine.