How To Handle Rejection, From High-Paying Job To Business Owner, C.C. Garland’s 80/20 Method To Test New Markets

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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:

• How To Handle Rejection

• From High-Paying Job To Business Owner

• C.C. Garland’s 80/20 Method To Test New Markets

Looking To Hire An Acquisition Manager?

Are you doing at least $15,000 a month and looking to scale?

To do that, you need a team. And one of the key team members you’ll need is an acquisition manager.

We all know how time-consuming (and frustrating) hiring can be. So why not let someone else do 90% of the work for you?

Our friend Auctavius Bennett and his company will source, screen, and interview qualified acquisition managers for your company.

You do the final interview and qualification. And if you offer them a role, then Auctavius and his team will personally train your new acquisition manager before they start working for you. That way, you get an actual pro who’s ready to get started.

Recently, one of Auctavius’s clients brought on a brand new acquisition manager. The guy managed to close 5 deals in his first week!

For Business of Wholesaling subscribers, you can get a special deal of $500 OFF today when you get started with Auctavius and his team. Just click the link below to get started.

How To Handle Rejection

For the newer wholesalers out there who may be going through a slump.

Let's be honest. Anyone who tells you rejection is easy is probably trying to sell you something.

The reality is, rejection stings. And in this business, you’ll encounter it often.

From a polite "no thanks" to doors slammed in your face, it's an inevitable part of the game.

But here's the good news. It doesn't have to define your journey.

Overcoming rejection isn't about finding the magic bullet; it's about staying consistent.

Think of it like building muscle – sporadic effort gets minimal results.

Show up consistently, even when the motivation wanes. Each interaction, successful or not, is a learning opportunity. Analyze, adapt, and refine your approach.

You can try playing this mental game. Every "no" brings you closer to the resounding "yes".

Instead of obsessing over the result, embrace the journey.

Focus on the steps you're taking, the strategies you're implementing, and the valuable lessons you are learning along the way.

Immerse yourself in the process, not just the outcome.

This builds not only your skills but also a resilient mindset that views rejection as a stepping stone, not a dead end.

Finally, tap into your intrinsic "why".

What drives you beyond surface-level desires like wealth or status?

What core values fuel your passion for wholesaling?

A strong "why" is your anchor when the going gets tough. It transforms challenges into opportunities for growth and keeps you moving forward even when faced with rejection.

Remember, the road to success in wholesaling is paved with rejection, but it's also paved with resilience, resourcefulness, and an unwavering belief in your "why".

Each "no" is a chance to learn, adapt, and become even better.

Don't take it personally; view it as an opportunity to grow.

Keep moving, keep learning, and keep believing. The biggest "yes" of your wholesaling career is still to come.

From High-Paying Job To Business Owner

f you’re looking to scale, you can’t do it as a solo operator. 

I know that’s obvious, conventional business advice. But when it comes time to build the team, we’ve all had trouble letting go of the reins. 

Most wholesalers start to struggle when it comes to closing 3-5 deals a month. There are way too many moving parts for just you and an assistant. 

Unless you’re purposely designing your business this way, you gotta put your business owner hat on.

Because at the end of the day, a solo operator is not a business. It’s more like a high paying job.

To experience the true freedom of business requires a team. It requires removing you as a bottleneck.

Think about it. If you want to go on vacation or if you get sick, the business comes to a halt. You’re enslaved to the day-to-day. 

I know it’s uncomfortable at first, but you gotta let go of the control to get freedom. 

The thing most business owners get stuck on when it comes to hiring is that they expect the hire to be just as good as them or better. 

I’m here to tell you that if you can find someone that’s just 70-80% as good, you’ll start scaling. 

There are basically 4 parts where you can remove yourself:

• Lead Generation

• Acquisition

• Administration

• Disposition

The first part you should aim to remove yourself from is lead generation. It’s by far the most time-consuming. Especially if you’re doing all the texting, cold-calling, door-knocking, driving for dollars, etc. 

If you know your law of averages, you know how many dials per day you need to do. Delegating that to someone will lift so much pressure off your shoulders, that you might even feel physically lighter.

Acquisitions. An acquisition manager could also be one of the first hires you consider. Check out our friend Auctavius’s company if you want to find a qualified and vetted candidate for your business.

Mind you, unless you’re doing at least 2-3 deals consistently, it may not make sense to hire here yet. You want to make sure you have enough opportunities to be worth it.

Administration. Most entrepreneurs aren’t admin-inclined. So for all the moving parts in transactions and other admin work, a good assistant should be able to handle it. 

Dispositions. This is probably the most difficult aspect of the business to hand off.

In the beginning, you’re the face. You’re the one who’s building these relationships with buyers. Your buyers are used to doing business with you.

So to offload that to a team member is gonna take some time to get used to. But you need to trust the process.

Some of your buyers may even try to bypass your dispo person to talk directly with you. It’s your job to uphold that barrier unless it’s something extremely necessary.

Undermining your dispo person can only hurt your business. 

Once you’re able to delegate these 4 layers of your business, that’s when you can watch the machine work.

What better feeling is there than to take a vacation, come back to your phone, and find out that your team closed a deal without you present? 

That’s what freedom sounds like. And that’s what being a business owner is.

C.C. Garland’s 80/20 Method To Test New Markets

If you’re a fan of the A&E show, 50/50 Flip, then you may have seen or heard of C.C. Garland. 

C.C. hails from the great city of Charleston, NC where he made his name and built his wholesaling business. 

But C.C. stopped by the Business of Wholesaling podcast and revealed one of his strategies to test new markets out. 

So let’s say out of your initial market analysis, the market looks promising. 

Now is where C.C. starts to implement the 80/20 rule. If you don’t know what the 80/20 rule is, it basically states that 80% of your results will come from 20% of your efforts.

So let’s say there are 100 zip codes in your market. Depending on your budget, you don’t want to hit all of these at once.

This is where C.C. has his team do some more in-depth research to find which zip codes are actually worth hitting. Maybe you end up with 20-40 zip codes after trimming the fat. 

Now, C.C. pulls a record of maybe 10,000 of the highest criteria – absentee, high equity, foreclosure, etc. – for his team. His team then hammers this list to see if they can pull any deals. 

$2,000-$3,000 is C.C.’s initial marketing spend for each market. If he can’t pull a deal out of that amount, he’s staying away from that market for the time being.

Now that’s not to say you can’t get a deal in that market in the first place. But the game is trying to save time and scale. 

As the volume goes up, the quality of leads generally goes down. It’s still possible to find a good deal if you did more targeted marketing like driving for dollars, bandit signs, or door-knocking. 

But if you’re trying to scale virtually, it may not make the most sense.

Today’s Sales Objection

Last week’s sales objection:  

“Hey, I need to see a proof of funds from you before I go forward.”

Best Answer: This objection can be a curveball, but sometimes it pops up. Generally speaking, if you’re confident when talking with a seller, they won’t ask you for proof of funds. But if it does come up, just show them your cash buyer’s proof of funds and explain that your partner (the cash buyer) will be supplying the investment.

This week’s sales objection:

"I’ve received a higher offer from someone else."

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