How to Get Brokers to Send You Deals | Hunter Johnson E58

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Nov 18, 2025

Hunter Johnson, President of Investment Sales at US Hotel Advisors, shares insights on the hotel investment landscape. He discusses how today’s market gives buyers leverage and reveals what lenders prioritize for first-time buyers. Johnson explains the workings of SBA loans and how to creatively structure deals when numbers are tight. He emphasizes the importance of building relationships with brokers to uncover off-market opportunities and advises investors to focus on markets they know for successful transactions.

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INSIGHT

Market Past Bottom; Sellers Must Reset

Hunter Johnson says the market is past the bottom and moving up after a rough winter and strong summer recovery.
Sellers must accept lower pricing and focus on cap rates rather than historical gross revenue multipliers.

INSIGHT

Buyer’s Market With Diamond Deals

Hunter Johnson calls it a buyer's market overall but notes select desirable cash-flowing assets can attract many bidders.
Unique properties still command strong interest despite cautious buyers.

ADVICE

Choose Lender By Deal Type

Use SBA 504 for lower fixed blended rates if you can tolerate a slow, bureaucratic process.
Use local banks for $5–$10M deals with in-place cash flow to get faster conventional financing.

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Most hotel investors struggle to get brokers to take them seriously. The result is the same handful of buyers getting the first look at every good deal while everyone else fights over leftovers.

In this episode, Michael sits down with Hunter Johnson, President of Investment Sales at US Hotel Advisors, to break down how brokers actually decide who gets deal flow.

Hunter shares what he looks for in a real buyer, what turns him off immediately, and the simple behaviors that make brokers want to send you deals before they ever hit the market.

You’ll learn:

What separates a “real buyer” from a time-waster
The signals that instantly increase your credibility
How to build relationships that get you called first
Creative ways to structure deals when traditional debt won’t work
What lenders want to see from first-time hotel buyers
When SBA loans make sense and when they don’t

If you want more brokers sending you legitimate opportunities, this episode shows you exactly how to get on their radar and stay there.

Follow and share the Hotel Investor Playbook so more people can learn how to invest in hospitality assets the right way.

About Hunter

Hunter Johnson is the President of Investment Sales at US Hotel Advisors, a hospitality investment-banking firm specializing in the sourcing and structuring of debt, equity, and investment-sales transactions for hotel properties across the U.S.. Drawing on a background that includes commercial real estate, lending, finance, and property insurance, Hunter is uniquely positioned to advise clients on complex capital structures and transaction execution. His firm excels at securing non-recourse financing and raising sophisticated mezzanine or preferred equity, often for assets facing challenging circumstances such as low debt yields or rebrandings. Hunter strives to create trusted and lasting industry relationships while utilizing a competitive bid process to advise on the sale of various assets, including boutique properties, to yield above-market sales prices.

Connect with Hunter

https://ushoteladvisors.com/

https://www.linkedin.com/company/us-hotel-advisors/

https://www.linkedin.com/in/hunter-johnson-2778b120/

Connect with Michael:

Invest with Malama Capital: malama-capital.com/invest
Submit a deal: https://www.malama-capital.com/deal-submission
Instagram: @the_hotel_investor_playbook
Contact Us: info@hotelinvestorplaybook.com