Making an offer

Send him a letter, emphasize that you are personally yourself the end-buyer, include proof of funds, include something attesting to you being financeable (unless your proof of funds is for the full cash purchase price).

If he owns 20 local businesses, good chance he's in at least one chamber of commerce, and if he's not, he 100% knows people that are, who will spill the beans and offer to do an intro if you mention you're interested in buying a gas station over a beer or a meal (there's probably like 3 people in that city that fit this description, why not get introduced to all 3?), at that event's monthly lunch, or whatever it is. 

When you meet him, mention that letter 30 minutes into that meeting, the light bulb will go off, but now you're not just the rando letter person, you're also the person that knows the person who introduced you, etc.