@Michael McKay When it comes to postcards, we use good old-fashioned hand writing.

It is highly likely that you can find someone you can relate to in that fashion!

I do want to get something in writing that says that the tenant will not be reimbursed in any form or fashion for his half of the cost. 

Examples:Seller wants all cash now-$150k in equity identified in your example-Offer $75k for the $150k identified - SimpleSeller wants part cash now and will finance part of the equity identified (Your likely scenario)-$150k in equity identified-Seller needs $20k to move to next residence-You could double the $20k they need to say it is worth $40k in equity-This leaves an offer to pay $130k total for their equity, of which $20k is in cash and $110k the seller finances in some fashion-This would leave open the discussion of how to finance the remaining $110k.  

We're generally between $25k and $35k, so we aren't selling pie-in-the-ski numbers)We've sold 30 houses this calendar year, none to newbies and many to repeat customers several times over, so we seem to be justifying our value proposition in some fashion.

Zach,I believe @Brian Burke said it best but I will also add to that in brief fashion.

However, I'd imagine that you have to market to find "great deals" you can't really do it in a passive fashion, etc.  

Debt in depreciating liabilities - cars, shiny things, fancy clothes, fashion items, etc.

Good old fashioned hob nobbing.

Maybe I am old fashioned though, but I still think nothing beats being able to directly speak or sit with the person who did the diligence on the deal.