MFREE 108 Trailer # 5 with Axel Ragnarsson: Are You Prospecting About Connection or Just Closing?

Aloha, It’s Shelon "Hutch" Hutchinson here! If you’re enjoying 'The Multifamily Real Estate Experiment' podcast, please like, comment, and share our episodes to help us reach and inspire more people. Thank you for your support!

In this segment, Axel Ragnarsson flips the script on prospecting. It’s not about blasting mail until someone bites—it’s about making sure every owner in your market knows your name.

He walks through:

 👉 Why the real goal is connection, not just closing

 👉 How relationship-first outreach leads to more opportunities over time

 👉 The simple filters he used when he had more time than money

 👉 The exact approach he takes to start real conversations with owners

It’s a reminder that in real estate—and in business—the deal is just one outcome. The real win is the network you build along the way. 📨🤝

#RelationshipCapital #InvestorMindset #LongGameWins

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Episode Transcript

xel Ragnarsson1 (00:00):
We aren't doing all of this marketing and

(00:01):
prospecting and all that to finda deal.
We're doing it to just buildrelationships with all the
people that own the real estate,makes sense in our market.
Makes sense, right?
Makes sense.
So I think it's a key shift,right?
It's not like we're sending mailto get a deal from Joe who owns
123 Main Street.
We're sending direct mail to getto know Joe, to introduce
ourselves, to just be somebodythat he's aware of.
And yeah, we'll mention thatwe're interested in making him

(00:22):
an offer and all that, but like,that's not the only objective of
getting to know him and having aconversation with him, et
cetera.
Makes sense.
So with that being the end game,then we back into how we do
that.
For me, it kind of evolved overthe years, but early it was.
I have an abundance of time anda constraint of dollars.
I don't have a lot of money tospend on a lot of direct mail.

(00:43):
You know, at the time, orwhatever your list size is now,
it's wider for us, but at thetime it was, you know, 3 to 20
units in size.
And with people that have ownedit for more than five years.
Right?
So we want to assume that theygot a little bit of equity
there, at least more so than theguy who bought it last year, for
example.
And I just started reaching outto'em.
Skip Trace the list.
There's all kinds of servicesthat do that.
You know, lead Sherp is one, ifI'm just gonna plug one, that's

(01:05):
what we use.
And I just would send the ownersan email.
Hey, my name is Axel.
I'm a real estate investor in,you know, this area.
saw you on the property at at123 Main Street.
Would love to.
Introduce ourselves andpotentially make an offer on it.
And if not, we'd just love toget a, get to know another
investor in the marketplace and,you know, maybe there's some way
in which we could, you know,work together, help you out, or
share resources, et cetera.
And then we just start havingconversations with folks.