Building Your Identity

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Welcome To The Business Of Wholesaling Newsletter!

Every week, we’ll be sending you strategies, tactics, and tools used by successful wholesalers and we’ll cover any important market insights and news in the industry.

Here’s what we got for you today:

• Building Your Identity

• Less Self-Control Is More

• Go For No

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Building Your Identity

Ever notice how some investors seem to always get deals consistently while others struggle to find even one? 

The secret might not be in what they're doing, but in who they believe they are. Let's dive into why your identity matters more than your tactics.

Think of it like building a house. Most people start with the roof (the outcomes they want), but they neglect the foundation (their identity). Instead of just saying "I want to close 10 deals this year," they think "I am the kind of investor who consistently finds and closes great deals." See the difference? One is about what you want to do; the other is about who you are.

Every time you analyze a deal, make a cold call, or network at a real estate event, you're not just taking action - you're casting a vote for the type of investor you want to become. It's like putting small investments to build your future self. 

This is also important when you’re trying to do bigger deals. You’ll find that investors who do big deals are different from investors who do small deals. The biggest difference is in who they are, not necessarily their business tactics. For example, someone doing bigger deals has no problem walking away from a deal that only nets $10,000 when their floor is $20,000 minimum. Meanwhile, an investor who’s used to doing smaller deals won’t let any deal go.

Your habits aren't just things you do - they're statements about who you are. Make sure they're saying what you want them to say.

Less Self-Control Is More

Trying to muscle your way through challenges with pure self-control is like trying to bail out a leaking boat - you might keep floating for a while, but eventually, you'll run out of energy.

Instead of beating yourself up for not being "disciplined enough," here's a tip from James Clear, design your environment for success. Just like a professional chef organizes their kitchen for maximum efficiency, set up your workspace and schedule to make good habits easy and bad habits hard.

For example, let’s say you have a list of sellers to follow up with. Instead of relying on willpower to remember to follow up with leads, set up an automated drip campaign. Rather than hoping you'll find time to analyze deals, block out specific hours in your calendar and turn off your phone notifications during that time. 

Even a chocolate lover won't crave sweets if there's no chocolate in the house. Similarly, you're more likely to review potential deals if the analysis spreadsheet is already open on your computer than if you have to dig through files to find it.

The most disciplined people aren’t necessarily all David Goggins. They're the ones who've created systems and environments that make success almost automatic. They've carved "success grooves" in their business brain, making the right actions feel natural rather than forced.

Go For No

“No” might be the best thing you could hear. 

While most of us chase after the "Yes," experienced salespeople understand that "No" is often where the real magic happens.

Think of a "No" like finding the studs in a wall before hanging a heavy picture. It gives you something solid to work with, rather than the flimsy drywall of a "Maybe."

Here's why hearing "No" should make you smile:

When a property owner says "No" to your offer, they're actually giving you valuable information. Maybe they're saying "No, that price is too low" or "No, I need a longer closing period." Each "No" is like a clue in a treasure hunt, pointing you toward what they really want.

Plus, saying "No" makes people feel safe and in control. When was the last time you felt pressured into saying "Yes" to something? Did it feel good? Probably not.

When you give sellers permission to say "No," their defenses come down, and the real conversation can begin.

The conversation turns into a collaborative one instead of a back-and-forth battle.

So stop fearing "No" and start collecting them. In real estate negotiations, "No" isn't the end - it's the beginning. 

Next time you hear "No," try responding with "That's fine. I'm just trying to understand what would work for you." Then be quiet and listen - you might be surprised by what you learn.

Thanks for reading this week’s issue of the Business of Wholesaling. 

We’ll be back next week with more marketing & sales strategies, market insights, and other advice you can use to grow your wholesaling business. 

See you next week.

Team Business of Wholesaling