If you’ve been working hard in real estate but still struggling to turn a profit, you’re not alone. Jon Barbera was in the same spot, spending more than he made, feeling stuck, and ready to quit.
However, one smart change turned everything around: focusing on a single niche list in the San Antonio real estate market. Now, he’s making big profits by working fewer leads, solving real problems, and standing out from the crowd.
Here’s how he did it and how you can, too.
Mastering Real Estate Success Through Niche List Specialization in San Antonio
After thirteen years in the real estate game, Jon finally cracked the code: specialize in one thing and do it well. He did not try to market to everyone. Instead, he focused on one key area: distressed properties in San Antonio.
This approach led to great results. His strategy? Niche property lists.
Back in the day, Jon was spending up to $45,000 a month on real estate marketing and only making $40,000. The stress and constant losses nearly pushed him out of real estate.
That changed when he met a local investor in San Antonio making $80,000 per deal by targeting highly distressed homes. Jon took notes and action.
Why Niche Real Estate Investing Works in San Antonio
Want to see how Jon breaks down his strategy step by step? Watch this quick video to get all the details in action.
Jon’s biggest takeaway was this: stop spreading yourself thin. He started working only with highly targeted property lists, especially in San Antonio’s preforeclosure market.
Instead of chasing every lead, he went deep into one niche. In January, Jon’s team closed three deals from just 58 leads and made $280,000.
Their total spend? Only $2,200 on operations.
This shift allowed Jon to focus on solving big problems by just doing more deals. By connecting directly with sellers, especially in preforeclosure or probate situations, his team could offer real solutions and get better terms.
Building a Targeted Property List in San Antonio
Jon’s team now zeroes in on specific criteria when building their list. Here’s how they narrow it down:
- Preforeclosure homes with a deed of trust that’s over 10 years old (indicates more equity)
- Only properties financed through institutional lenders (no messy LLCs or trusts)
- Loans under the median San Antonio price plus 20%
This sharp filtering process trims a long list of foreclosures into about 20 promising leads. Jon found that most of his profitable deals involved deceased owners.
That insight led his team to focus more on probate and pre-probate properties, especially when heirs aren’t sure how to handle the property.
For absentee owners, Jon filters even further:
- Properties held for 10+ years
- Owners who have five or fewer properties
- Homes that match his buyers’ needs
He doesn’t market homes he can’t sell. This makes his process lean, focused, and effective.
How to Stack Property Filters for Better Leads
Jon’s team takes list building a step further by “stacking” filters. They combine multiple problem signals, like this:
- Pre-probate
- 10+ years of ownership
- Code violations
- Tax delinquency
A broad list of 200 properties can quickly become just 8 high-potential leads. This makes marketing efforts much cheaper and more focused.
They might only call 50 property owners a month, but those calls matter.
"We’re not trying to close hundreds of deals. We’re solving big problems. The bigger the issue, the bigger the payday," Jon says.
Outsmarting the Competition
While other San Antonio investors give up after one or two call attempts, Jon digs deeper. When working on probate deals, he checks obituaries to find heirs.
Sometimes he buys partial interests from out-of-state heirs who don’t want to deal with the property.
This deep knowledge gives him a major edge. In one case, he made $130,000 from a property others thought was a lost cause. Using creative title work, cleaning up old judgments, and running a second closing, he turned a no-deal into a win.
Even in a crowded market like San Antonio with over 2 million people, Jon isn’t worried. His niche strategy targets the kind of properties most investors won’t touch.
Real Estate Investing Tip: Find Your Niche
Jon’s success doesn’t mean everyone should target foreclosures in San Antonio. His advice is simple: pick a niche and master it.
Whether it’s probate, tax lien properties, or absentee-owned homes, go deep instead of wide.
By becoming an expert in a narrow part of the real estate market, you can:
- Spend less on marketing
- Face less competition
- Get bigger results
Final Thoughts
You don’t need to chase every lead to be successful in real estate. Jon’s story proves that specializing in one area—like preforeclosure or probate properties in San Antonio—can lead to bigger deals with less stress.
It’s all about finding your niche, understanding the problems sellers face, and offering real solutions. Focus on what others overlook, and you’ll find hidden opportunities that can grow your business fast.
Frequently Asked Questions
Q: What is a niche property list in real estate?
A: A niche list is a highly targeted group of properties, like San Antonio preforeclosure homes or probate properties, chosen based on specific filters that boost lead quality.
Q: Why should I focus on preforeclosure properties?
A: These properties often have motivated sellers and more equity, which can lead to better deals and higher profits for investors.
Q: What does "stacking criteria" mean in real estate?
A: Stacking means layering multiple filters—like tax delinquency, code violations, and absentee ownership—to find high-value leads that others miss.
