Systems, Sales, and AI: Driving Deal Flow In Today’s Market

To register for this free online meeting, go to www.nsdrei.org.

If you want to keep doing deals in 2026 while others slow down, this meeting is for you. Charlie Parra and Tommy Smith are actively running a high-performance acquisitions business in today’s market, not just theory from yesterday’s conditions. They are closing deals and solving real problems across Southern California and in any market condition.
Their operation is built around motivated seller marketing, disciplined underwriting, and systems that prioritize execution over noise. By combining proven sales processes, a narrow set of revenue-driving Key Performance Indicators (KPIs), creative deal structures, and practical use of AI, they consistently generate deal flow without bloated teams or wasted effort.

You’ll learn exactly how they do this, how conversations are controlled and converted, which KPIs drive revenue, and how AI is being used right now to increase speed, follow-up, and deal flow. This is a rare behind-the-scenes look at a real operation that is closing deals now in Southern California.

Some of the topics we’ll cover:
· Doing Deals in Any Market
· Sales & Marketing that Actually Converts
· Metrics & KPIs
· AI
· Customer & Deal Selection
· Real Deal Breakdowns
· Hard Lessons
About the Speakers:

![img]()

Tommy Smith is a high-level real estate operator known for combining military discipline, financial intelligence, and real-world execution. As Acquisition and Finance Manager at Riverside Home Buyers, he operates on the front lines of real estate, sourcing deals, underwriting risk, negotiating contracts, and building scalable systems based on what works in the field.

Before real estate, Tommy served as an Acquisition Program Manager for Naval Information Warfare in San Diego, managing complex programs in high-pressure environments. With nearly 20 years of experience in project and systems management, a Business Finance degree from SDSU, and a Project Management certification from UC Riverside, Tommy is recognized for breaking down numbers and deal structures into clear, actionable strategies focused on execution and profitability.
![A person in a suit and tie

Charlie Parra is a full-time real estate operator and acquisitions leader who specializes in solving complex seller situations and unlocking value in challenging real estate scenarios. His work is rooted in service and integrity, with a focus on helping families navigate stressful property situations such as probate, liens, title issues, relocation, and financial distress.

Over the years, Charlie has built a strong track record alongside seasoned investors and private lenders, participating in wholesale deals, fix-and-flips, mobile home and land acquisitions, and creative finance strategies including seller-carry and subject-to transactions. Today, he focuses on building strategic partnerships and delivering consistent, ethical deal flow through real-world operational execution.