Different Forms of Leverage

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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:

• Different Types of Leverage

• Leveraging Loan Combos

• Why Niching Down Is The Smartest Move You Will Ever Make

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Different Types of Leverage

Investor and entrepreneur Naval Ravikant said fortunes require leverage.

We’ve worked with hundreds of successful REIs, and they all have one thing in common.

They are all very adept at using different forms of leverage in their business.

One form of leverage that you may be familiar with is financial leverage. Using different loans to fund a deal so you pay minimally out of pocket. We’ll cover that in more detail in the next section.

But other forms of leverage include:

• Marketing leverage

• Time leverage

• Personal leverage

Marketing leverage involves looking at your marketing holistically as an entire system. 

Most newer investors tend to look at each lead in its own silo and judge their marketing performance from there. The reality is you can’t fully control the quality of leads.

Even when you purchase leads from reputable sources, bad leads will still trickle through. There’s no foolproof system. 

Marketing leverage is about knowing that for every $1 you put into marketing, you’re getting X back. And knowing on average how much you’re spending to get a deal from each lead source. 

If you’re getting $2 back for every dollar you spend – if it were a slot machine – wouldn’t you want to spend as much money as possible?

Just because you got unlucky with a recent batch of leads does not mean you should cut off that lead source. Consider the history and see if it’s an outlier event or a trending pattern.

Time leverage is simply spending more time on the highest revenue activities. Usually, this requires you to delegate lower revenue tasks so you can focus on bigger money tasks. 

But it’s good to know what your ideal $/hr is. Naval has his $/hr set at $5000/hr. He refuses to do anything unless it’s equivalent to or higher than that amount. 

Think about your ideal $/hr and if your day-to-day is full of tasks that are of equal or greater value or you’re filling your day with tasks for the sake of being productive.

Lastly, personal leverage. Tony Robbins says personal leverage is the key to reaching your full potential. 

This has a lot to do with mindset.

Successful REIs have a minimum amount they want to make per deal. That number is different for everyone. But if a deal is profitable but doesn’t reach that minimum threshold, they can walk away with zero regrets. 

It’s a superpower to leave money on the table for bigger opportunities. 

Personal leverage also involves your connections. You know what they say… the people at the bottom are competing while those at the top are collaborating.

If you don’t have the resources to get a deal to the closing table, maybe you know someone who can help. 

This also applies to hiring team members, choosing business partners, or agency partners. 

The more forms of leverage you can utilize within your business, the higher chance you have of acquiring wealth. 

Leveraging Loan Combos

For newer investors and wholesalers, a great perspective you can adopt is one of playing a game.

It’s a useful lens when you get into creative financing or leveraging loans. Think of it as putting together puzzles or doing combo moves in Mortal Kombat. 

For the most part, the game you want to play is how to get a deal by paying as little out of pocket as possible. For that, you can utilize different forms of loans.

For initial purchases, look for short-term loans. Hard money, commercial, or private money. 

These types of loans allow you flexibility for no down payment or to borrow the down payment from elsewhere.

Don’t overextend for a deal because this does involve more risk, but when you do it right, this makes it easier to scale quicker. 

For a down payment, use bridge loans. You can use HELOC, unsecured HELOC, private money, or owner financing. Again, these loans allow you to fund the down payment without digging into your own pockets.

Plus, it keeps your payments low because it’ll be interest only. And you’ll have time until you’re able to sell the property or refinance. 

For refinancing, look for long term conventional loans, Non-QM, or DSCR. These are typically thirty-year fixed interest loans and can help keep your payments low. 

It’s a game of leverage. 

Why Niching Down Is The Smartest Move You Will Ever Make

Most new wholesalers believe success comes from chasing every lead and taking every deal that comes their way.

More leads, more opportunities, more money. Right?

Not exactly. In reality, trying to do everything spreads you too thin.

The real key to success isn’t doing more, it’s doing less but better. Niching down isn’t about limiting yourself, it’s about positioning yourself as the go-to expert and scaling your business faster.

Think about it.

If you needed surgery, would you trust a general doctor or a specialist? The specialist, of course. They’re in higher demand, command higher fees, and are known as the best in their field.

Wholesaling works the same way. When you focus on a niche, you become the expert. Sellers, buyers, and investors recognize your authority, and suddenly, deals start coming to you instead of you constantly chasing them.

Specializing makes marketing easier and more cost-effective.

Instead of trying to appeal to everyone, you target the right people with the right message. You also develop deep market knowledge, and understand property values, trends, and key players better than generalists.

That expertise builds trust, leading to stronger relationships and more profitable deals. Plus, when you consistently work with the same types of properties or sellers, your processes become more efficient, making it easier to scale.

So how do you find your niche?

Start by choosing something that aligns with your interests, skills, and profit potential. Maybe you prefer single-family homes, multifamily units, vacant land, or a specific neighborhood. Or perhaps you want to specialize in helping distressed sellers, probate properties, or pre-foreclosures.

The key is to focus on something that excites you and makes financial sense.

Once you commit, go all in.

Learn everything about your niche, connect with industry professionals, and tailor your marketing to speak directly to your ideal clients.

The more you position yourself as an authority, the more people will seek you out.

Remember, niching down isn’t about thinking small. It’s about positioning yourself for bigger opportunities.

When you become the go-to expert in a specific area, your reputation grows, your business becomes more efficient, and your income skyrockets.

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