Forget About What To Say, One Of Your Best Prospects, Not Enough Time In The Day?

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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:

• Forget About What To Say, Watch How You Say It

• One Of Your Best Prospects

• Not Enough Time In The Day?

Forget About What To Say, Watch How You Say It

Is your tone of voice killing your deals?

When you’re beginning to negotiate deals, everyone focuses on what to say or what to do.

Maybe you’re hoping some magical NLP phrase will hypnotize a buyer into saying yes with an exclamation point.

Sorry to tell you, but you can make a bigger impact with something a lot easier. And all that NLP stuff only gives you a slight edge when you’ve mastered the basics.

What am I talking about here?

Your demeanor and your delivery. This is by far the easiest thing to implement for the most influence. 

Ask former FBI hostage negotiator Chris Voss. He says it himself in his book Never Split The Difference. 

But let’s focus on delivery for now.

According to Chris, there are 3 tones of voices available for negotiators – late night FM DJ voice, the positive/playful voice, and the direct or assertive voice.

Direct or assertive voice may not be best for you. Usually, people try to pull this out when they’re doing the “take it or leave it” last chance offer. And if you try this at the beginning of negotiations, it’s like shooting yourself in the foot.

People don’t like to be challenged. And when they are challenged, they build up defenses. 

Our goal is to lower defenses and get on the same side of the table as them.

Chris Voss says you should be in a positive/playful tone of voice most of the time. 

When people are in a positive state, they think and act more quickly. They’re likely to collaborate rather than fight and resist. 

And when it comes to talking about the offer and other pieces of value you can offer the seller, you might want to switch to the late night FM DJ voice for a bit.

If you’ve ever listened to late night radio, all the DJs talk in this low soothing voice. It kinda makes you feel safe and that this person is someone you can trust.

When it comes down to the offer, there’s always going to be a sense of uncertainty and resistance. You are getting this person to entrust you with the biggest asset they own (most of the time) after all. 

So a late night FM DJ voice subconsciously conveys to the seller that you got this. Don’t worry. 

One Of Your Best Prospects

According to a recent article on BiggerPockets, there are 20 states and 106 localities that have passed bans on discriminating against sources of income and other restrictions.

As you may know, for landlords, their cash flow is pretty much directly tied to the quality of their tenants. 

Bad tenants = late payments, evictions, and other headaches.

Good tenants = guaranteed monthly checks.

With more and more laws becoming “tenant-friendly”, a lot of landlords are looking for an exit or dumping their properties in these markets. 

With rising costs and stable rents, sitting on the Golden Goose of cash flow is becoming less and less realistic these days. 

If you haven’t already caught on, this is a screaming opportunity for you as a wholesaler. 

So according to Realwealth.com, here are the 10 least landlord friendly states:

1. Vermont

2. Nebraska

3. New York

4. Rhode Island

5. Massachusetts

6. California

7. New Jersey

8. Washington D.C.

9. Oregon

10. New Hampshire

Do what you will with this information. But there are plenty of tired landlords out there who are contemplating exiting or holding on a little longer.

Not Enough Time In The Day?

Here’s a simple truth. 

To build a successful wholesaling business you don’t have to be the most talented salesperson, have the biggest network, or spend a ton of money on marketing campaigns.

It’s a lot simpler than that.

Success in wholesaling lies beyond just technical skills. It's rooted in fundamental time management principles.

At the end of the day, we all have the same 24 hours and access to similar resources. Yet, some build six to seven-figure empires while others struggle.

So what do they do differently?

They understand the value of time and how even small, consistent actions can compound into massive results over time.

It’s not about drastic changes or superhuman efforts. It’s about commitment to small, consistent improvement. 

For instance, a simple decision like making a couple more calls or talking to a friend for 15 minutes seems insignificant at the moment, right? 

But what happens when it compounds over time?

In a week that’s 10 calls, and 75 minutes. 

In a month that’s 40 calls, and 5 hours. 

And in a year that’s 480 calls and over 60 hours.

Now picture what happens 5 or 10 years from now. The numbers just keep getting bigger and bigger.

Be honest. What keeps you from getting things done? Is it social media scrolling, someone asking you a quick question, or going through emails? 

No matter what it is, you have to become comfortable with saying “no”. 

Saying “no” to distractions will save you precious time and over time it will be the reason why you get ahead.

Next, schedule your productivity time blocks. 

Block out time in your calendar for high-value activities. This could be prospecting for motivated sellers, making those extra cold calls, or nurturing relationships with potential buyers.

Treat these appointments with yourself with the same respect you would a high-dollar client meeting. No matter what distractions come up, put your utmost effort into making the most out of these appointments. 

Finally, embrace technology to free up more of your time.

Automate repetitive tasks like lead nurturing, appointment setting, and basic data entry. And as you scale, consider outsourcing tasks that don’t require unique expertise.

This way you will be able to focus on more high-impact activities that drive your wholesaling success. 

Remember, success isn’t about who works the most hours, it’s about who makes the most out of the hours that they work.

Focus on making smart choices with your time, eliminate distractions, and watch your small seemingly insignificant decisions and actions compound into major achievements over time.

Today’s Sales Objection

Last week’s sales objection:

“I need my attorney to look at this.”

Best answer: Usually this is a test from the seller to see how you react. If you’re trying to talk your way around it, it looks suspicious and raises red flags on the seller’s side. All you can do is agree and just send a blank contract over. There’s a 99% chance that the attorney will find something wrong with it. Don’t give a price because you don’t need the attorney chiming in with what they think the price is. 

This week’s sales objection:

“I Need to Make Repairs Before Selling.”

Reply with your answers! The best answer will be featured in next week’s issue. 

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