For many real estate investors, the journey from small-time deals to raising millions in private capital can feel like an insurmountable leap. But in a recent episode of Jay Conner’s “Raising Private Money” podcast, Brian Seidensticker—an aerospace engineer-turned-real estate visionary—pulled back the curtain on how data access and tech platforms are revolutionizing the way investors find opportunities, scale their businesses, and secure capital.

Let’s dig into some of the key takeaways from Brian’s conversation with Jay, where expertise, technology, and a growth mindset collide to uncover hidden corners of the real estate world.

Thinking Bigger: Mindset Shifts for Raising Serious Capital

Brian’s journey began with a powerful realization most investors miss: thinking bigger from the start is crucial. Instead of focusing on piecemeal investments—and the dozens of small conversations that go with them—he prioritized aligning with investors capable of making substantial contributions. This not only streamlines conversations but also helps set minimum investment thresholds that make legal and operational sense.

As Jay pointed out, managing dozens of small investors can be just as much legal work as handling larger ones, but with exponentially less capital. The trick, Brian says, is constantly “planting seeds” and being intentional about how you present yourself. His favorite answer to “what do you do?” is simple but effective: “I run a real estate fund.” It immediately sparks curiosity and invites deeper conversations.

Unlocking Overlooked Opportunities: Tax Liens and Deeds

Most people are familiar with single-family rentals, commercial buildings, maybe even self-storage—but tax liens and deeds? As Brian explains, it’s a “weird, overlooked corner” of real estate that quietly moves $4 to $5 billion annually. Tax lien investing is like holding a micro-mortgage on a property, earning interest until the owner pays off the debt—or, potentially, stepping into ownership if they don’t.

The process is nuanced. When owners fall behind on taxes, counties sell liens to investors. The investor gets a fixed interest return if the owner repays, but if not, they could gain the property following a foreclosure process (subject to state laws). Tax deed investing, on the other hand, allows investors to buy distressed real estate outright—often at a steep discount.

Brian stresses that while it’s not always glamorous (think “fix and flip” properties in need of real TLC), the continuous learning and unique opportunities make tax sales a rewarding niche for those willing to do their homework.

Why Data Access and Tech Are Game Changers

So how do you scale and increase your odds of success in such a complex market? Brian’s answer: data and technology. The inefficiency and fragmentation of tax sale information used to require teams of people calling counties, tracking sales, and analyzing lists by hand.

Brian’s platform, Tax Sale Resources, was born from this pain point. Originally an internal tool, it’s since evolved into a national software solution—like a “Zillow for tax sale properties”—aggregating data from thousands of auctions and millions of properties nationwide. Investors can now pinpoint where and when sales are happening and even analyze which auctions are likely to offer better deals.

Over time, layering auction results and machine learning enables insight into the best places to invest and which sales to avoid—a huge advantage for investors and for Brian’s own fund, Mount North Capital.

Collaboration Over Competition

An especially noteworthy part of Brian’s approach is collaboration. Through his fund, he partners with local investors to share profits and give them access to capital, rather than simply acting as a lender. This model leverages the strengths of both parties: data and funding meet local market expertise.

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