Case studies / KPM Financial

70 replies fromreal estate firmsin 1 month

Buildwise built KPM’s prospecting system around real estate transactions and financing activity. We find the right owners, developers and debt brokers, identify the decision-makers and run LinkedIn outreach from KPM’s accounts. The KPM team handles the interested conversations.

Buildwise solutionsData engineeringLinkedIn outreach

Bryan Kern, Principal, KPM FinancialKPM Financial × BuildwiseBryan KernPrincipal, KPM Financial

Outreach results · May to September

  • 3,689people reached at real estate firms
  • 1,195connected on LinkedIn
  • 163people replied
  • 42warm leads

Challenge

Reaching borrowers when the hedging solution gets decided

KPM’s team has done this work for more than 25 years, and debt brokers are a good source of existing business. Growing beyond that meant reaching mid-sized owners and developers close to when a floating-rate loan closes, and the decision maker could sit in acquisitions, capital markets, finance or the C-suite. Conferences didn’t help with that timing, and the database KPM paid for had out-of-date contacts.

“Our role is transactional, really occurring on the closing date of the loan. So by the time a loan closes, our name could long be forgotten.”
Bryan Kern, Principal, KPM Financial

Solution

Data engineering and personal LinkedIn outreach, built around real deals

It runs on engines Buildwise built that find market signals and keep enriching the data.

Example: a multifamily developer in North Carolina

We track real estate deals in CRE news and city permit records: construction, bridge and refinance loans, property sales and new building permits.

CRE news · construction financingNEW

Ridgeline Residential closes a $42M construction loan for The Morrow

280 apartments · Charlotte, NC · lender: a regional bank

Selected for research: a new construction loan in one of KPM’s property types

$1.2B office portfolio sale · a public REIT

Excluded: not a mid-sized owner or developer

We connect each deal to the owner or developer behind it and enrich its record with its property types, markets and financing activity.

The Morrow Owner LLCBorrower on the loan

↓ Matched through state business records and the announcement

Ridgeline ResidentialThe developer behind it
Markets
Charlotte and Raleigh, NC
Focus
Multifamily development
Financing
Two construction loans in 2026

We check each firm against KPM’s criteria: a mid-sized owner or developer, one of KPM’s nine property types, and the kind of loan KPM hedges: construction, bridge, bank or agency floating-rate debt.

KPM’s criteriaRidgeline Residential
Mid-sized owner or developer45 people, 6 projects ✓
One of KPM’s nine property typesMultifamily ✓
A loan KPM hedges$42M construction loan ✓

Matches KPM’s target client

We find who decides on debt at the firm: acquisitions, capital markets, finance or the C-suite. We check their current company, role and LinkedIn activity.

Ridgeline Residential · people

Laura Bennett VP of Capital Markets, decides on the debt

Selected for outreachCurrent company ✓ Role ✓ Active on LinkedIn ✓

Kevin Moss Construction manager

Excluded: runs the build, not the financing

Each message names the prospect’s own deal, describes KPM in KPM’s own approved language and adds a similar KPM case where it fits. KPM approves the messaging.

From Bryan Kern’s LinkedIn · to Laura Bennett

  1. Hi Laura, saw Ridgeline closed the $42M construction loan on The Morrow - congrats. If the financing is floating, we represent borrowers on interest rate hedging. We offer independent advice and decades of trading experience to save borrowers money. We recently advised a Florida-based multifamily developer on a five-year floating-rate construction loan; executed the rate cap prior to closing to take advantage of a large dip in rates. Worth a quick call to walk through the structure?
    Bryan Kern
From the developer’s loan newsA KPM case of the same kind

Every person reached gets a message and follow-ups from the KPM team’s own LinkedIn accounts. Follow-ups stop when someone replies.

  1. Connected
  2. Message 1
  3. Message 2
  4. Messages 3 to 5

Reply received after message 2

Messages 3 to 5 not sent: follow-ups stop on a reply

Sent from Bryan’s LinkedIn. Run by Buildwise.

The KPM team answers the replies and sets up a call when someone is interested. Once a week, KPM and Buildwise go through the numbers and review the new lists together.

Reply on Bryan’s LinkedIn · Laura Bennett

Laura Bennett
“Thanks Bryan. It’s floating and the lender requires a cap. Can we set up a call this week?”INTERESTED

Handoff to KPM

Contact
Laura Bennett, VP of Capital Markets, Ridgeline Residential
Need
Rate cap on the $42M floating-rate construction loan
Next step
Call with Bryan
“Buildwise runs the outreach from our LinkedIn accounts. So my part is the replies. When someone writes back, I get a notification and take it from there.”
Bryan Kern, Principal, KPM Financial

Results

September was the busiest of the 5 months.

New people reached each week

Warm leadsOther replies

010020030010112189220252MayJuneJulyAugustSeptemberPeople who replied each weekWarm leadsOther replies051015205191518MayJuneJulyAugustSeptember
Bryan Kern
“…Reaching the right person with the right message at the right time is nearly impossible without the right data. At its heart, Buildwise is a team of engineers that work collaboratively with us to reach this goal.”
Bryan Kern, Principal, KPM Financial

How the engagement grew

How the engagement grew

  1. AprilKPM signs a 3-month pilot
  2. MayOutreach starts with owners and developers
  3. JuneDebt brokers and new senior hires join the outreach
  4. JulyNew databases are added and KPM signs for 12 months
“It’s more fun working on deals than chasing them.”
Jay Saunders, Managing Director, KPM Financial

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