Key Team Members for Success:

1. Acquisitions Team: This includes lead managers who qualify sellers, and acquisition agents whose role is to get the property under contract.
2. Dispositions Team: After acquiring the property, this team handles selling it through different channels such as online platforms, direct buyers lists, or the MLS.
3. Transaction Coordinators: These individuals manage the paperwork and coordinate the closing process.

Many investors spend thousands of dollars each month on marketing, with some spending upwards of $50,000 on channels like TV, radio, Facebook, and direct mail. We’ve tried a variety of marketing strategies including cold calling to platforms. While these methods can work, they are often costly.

We realized that despite spending significantly each month on marketing, our deal flow wasn’t consistent. We also recognized that our team was understaffed and lacked a clear structure. However, as we were plugged into our local Real Estate Investors Association (REIA), we saw new investors entering the market, many of whom were inexperienced but eager to wholesale.

As a result, we began receiving calls from wholesalers with bad deals. It was clear that while many people had access to the same tools, such as skip tracing, there was a lack of expertise in our local market.

After assessing the situation, we decided to add value to the community by educating others on how to wholesale properly, from building a buyers list to analyzing deals to help newer wholesalers understand the process from start to finish. Our goal was to help new wholesalers go from “zero to one” by completing their first deal.

We became trusted advisors in the community, known as problem solvers who could get deals done, even when others couldn’t. By leveraging relationships and helping others, we nearly doubled our business.

Wholesalers in our market know they can rely on us for secure cash offers. We specialize in dealing with the messy situations that other investors avoid, like tenant or escrow issues. We’re comfortable with long escrow periods or complex seller needs because we have the capacity to manage them.

By getting into the details and working with challenging properties, we’ve set ourselves apart as reliable problem-solvers. Many in the industry think of training others as “creating competition,” but we see it as an opportunity to give value, which in turn brings more opportunities to us.

Being visible and adding value to your local real estate market is critical. We were able to become authorities by educating others, speaking at REIA events, and being active in our community. This led to us gaining access to deals we wouldn’t have found on our own. We’ve received referrals from title companies, real estate lawyers, and property managers, all because of the strong reputation we’ve built.

We’ve structured deals in various ways, from flat fees to joint ventures. While we prefer to buy properties outright and move forward with the cleanup and sale, we’ve also lost money on some deals when we took on too much risk.

Helping newer wholesalers requires time and effort, but it’s a long-term investment in relationships. Often, we help them navigate deals, attend appointments with them, or walk them through negotiations. These relationships ultimately lead to more opportunities, as we’ve become the first point of contact when wholesalers have a new deal.

The key to success is creating value for others in your market. Be the investor that others want to work with, the one who can solve difficult problems and get deals done. By committing to local meetups, podcasts, or even newsletters (like REI.School), you can build a strong footprint in your area.

Our efforts to educate and support newer wholesalers have paid off significantly, allowing us to be seen as leaders in our market and ensuring a consistent flow of deals to fuel our continued success. This is how you go from zero to 100+ deals per year.