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Hey everyone, it’s Saul.

Ever heard of the RPM system? I first came across it at Tony Robbins' event in 2010, and let me tell you—it was a game-changer.

In short, RPM (Rapid Planning Method) is about achieving goals. It does this through massive, focused action in short time frames.

Sounds simple, right? But don't be fooled—its impact is massive.

Since that day, I've been refining this strategy to fit my business model. It's especially for quick, massive action sprints.

Let me show you how I’m putting it to work right now in finding a pickleball tenant for our developing mall, The Ontario Center.

Here's the RPM play-by-play:

1. Get Feedback

I posted a survey on Facebook and the local newspaper, asking what the community wanted in the new mall.

Dropped a little teaser about a pickleball court to see how they’d react.

Result?

The demand for pickleball was loud and clear.

Sometimes, you just have to ask.

2. Pinpoint the Space

After confirming the demand, I dove into our floor plan.

We need around 15,000 square feet to house eight pickleball courts, so I zeroed in on the former Macy’s store.

36-foot ceilings, plenty of space—ideal for the layout. That’s our spot.

3. Tailored Flyers

I crafted a flyer targeting the perfect tenant.

No fluff, just what matters: ceiling height, column placement, TI allowance, parking, and demographics.

Think about what your potential tenant wants to see—make sure they see it.

4. Affordable Renderings

Visuals sell.

But, instead of spending cash on high-end designers, I used Fiverr. I got quality renderings for a fraction of the price.

Just do it; it works.

5. Market as a Standalone Listing

I put together ads specific to this space and got them out there—LoopNet, Crexi, social media, you name it.

The goal is simple: find the right tenants and operators and bring them in for a tour where the magic happens.

6. Hire the Right Local Broker

For the Ontario Center, I brought in a local brokerage with deep connections. 

They know the market, the players, and the community better than any big-name national brokerage could (unless you want only the national brands).

The key is to find someone who will do more than post a listing.

They should connect you with local businesses and entrepreneurs who want to expand to a new location.

For a space like ours, that means finding the right community operators to plug in quickly.

Now, here's something crucial: I value brokers' expertise. But, I can usually spend more on marketing to get more leads.

So, I structure the listing agreement in a way that benefits both parties. If I find the deal myself, the broker's fee is cut in half.

Plus, if I’m targeting certain uses exclusively, we exclude those from the agreement.

This approach is a win-win. We lease faster, the broker has more leads to work with, and we save on commissions when we procure the deal. Everybody wins.

7. Stay in the Loop with Industry News

You’ve got to know the market you’re trying to serve.

I subscribed to "The Business of Pickleball" newsletter—let’s just say I’m pretty well-versed in the business of pickleball now.

8. Connect with Influencers in the Space

Went on X (Twitter) and LinkedIn to find the voices that matter in the pickleball world.

Followed them, engaged with their content, and started building relationships.

9. Leverage Conferences

In September, I attended the Pickleball Conference in Kansas City. 

Met franchise operators, industry leaders, and picked their brains on all things pickleball.

I was able to connect with many CEOs or company heads, which isn't easy to do when you're trying to get past a gatekeeper.

You learn things face-to-face that no email can teach you.

10. Hire a Consultant

I hired a consultant with over 20 years of experience.

At $250 an hour, I believe they're worth every penny.

He has connections to regional business owners and franchisees that I can't access alone.

11. Feasibility Study

The consultant put together a feasibility study. You want hard numbers to know if the location supports a pickleball facility.

They say, "If you build it, they will come."

But I like to say, "if numbers make sense, you can build so they come".

Our spot checks out great, per industry absorption and demand rates.

12. Join a Mastermind Group

I connected with a mastermind group of pickleball entrepreneurs.

Imagine a room full of pickleball enthusiasts—all hungry to expand their businesses.

13. Tap into Local Leaders

Reached out to key entrepreneurs, chamber of commerce, and the mayor's office.

It's all about building goodwill and drumming up support.

Our broker was instrumental in making these connections.

14. Network at Community Sports Events

I've connected with local sports organizers, especially those involved in events.

I have a meeting next week, and my gut tells me it’s going to be a good one.

15. Explore Franchise Opportunities

Next week I have a few franchise folks coming to evaluate the facility.

The good part about franchises?

If your location is viable, and you commit to building out a space, they often find a franchisee for you.

If that doesn't work, we're even considering buying a franchise, running it, and then selling it.

16. Build a List of Nearby Facilities

I made a list of all the local pickleball and tennis facilities, skip-traced the owners, and contacted them via calls, emails, and FedEx letters.

This strategy works—I’ve got two site meetings next week alone.

17. 3-5 On-Site Meetings Per Month

The goal is 3-5 on-site meetings a month with prospective tenants from all this RPM effort.

Believe me, nothing beats face-to-face interaction.

If you’re serious about leasing, you need to get prospects in your space.

Zoom’s nice, but walking the property in person is where magic happens and deals are closed.

Takeaways

1. Massive action leads to massive results.

2. The problem usually isn’t a lack of leads—it’s a lack of action.

3. If your current plan isn’t working, pivot, and repeat. RPM doesn’t stop; it adapts.

4. And remember what my mentor Dan Sullivan says: “There are no unrealistic goals—only unrealistic timelines.”

This process kicked off just 45 days ago, and I expect to have concrete results in the next 45 days.

If not, we go back to the drawing board, refine the RPM, and come at it with more ingenuity.

But based on the traction so far, I’ve got a good feeling this is going to work.

Keep pushing forward.

Be well,

Saul!