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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 Wholesale Deals On The MLS

• Sell Your Deals On The MLS

• Mastering The Power of Silence

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How To Wholesale Deals On The MLS

80% of all deals are off-market. It’s where wholesalers usually focus because there’s less friction and fewer loopholes to jump through.

But if that’s what everyone thinks, then there’s an untapped goldmine of opportunity with ON-MARKET deals. 

How to find deals

Start off with your usual suspects. Redfin, Zillow, Trulia, etc. Direct MLS access is preferable. 

Search with filters such as “fixer-upper”, “rehab”, “cosmetic damage”, or “needs work.”

Don’t waste time with fresh listings. Ignore everything from 1-30 days. The biggest opportunities will be in listings that are 60-90+ days old. 

These listings indicate two things:

1. No one wants to buy the house at the current listing price. So the seller is more open to negotiating a lower price. 

2. The seller’s agent is probably sweating. The end of their contract is nearing and they haven’t gotten a deal done.

Tomorrow, we’ll go over best practices on what to look out for regarding MLS deals. 

MLS deals are great because these sellers have tried the traditional route of selling their home with no success.

They’re tired, disappointed, and probably frustrated with their agent. So they’ll be more open to a cash offer.

How To Make Offers

So the good thing about MLS deals is that you don’t need to be great at sales or marketing. Your offer is your marketing.

So it becomes a pure numbers game. Rick and Zach Ginn recommend making 100 deals a day via email. 

Okay so let’s say you’ve found some listings that are 60-90 days old. They look ripe for cash offers.

Do not rely on the listing price to gauge if it’s a good deal. It’s no different than an off-market seller’s asking price. 

Don’t obsess over ARVs either. Here’s why. You only need to follow the 25% rule. 

What is the 25% rule? 

Don’t go for a contract unless you can get at least 25% off the listing price. Anything lower such as 20%, your cash buyer will feel like they can make an offer directly to the seller’s agent.

Your value as the wholesaler to your cash buyers is finding great deals. And data is public on the MLS, so there’s not much you can hide. 

When you make your offer, do not challenge the realtor’s valuation. You don’t want to get into playing the ego game here. That’s another reason why you should ignore ARVs for the most part when it comes to wholesaling on the MLS.

Just make an offer and move on. Don’t worry about comping properties. If the seller is interested, they will negotiate.

Also, be aware that not all realtors work with investors. So a lot of them will be hesitant, dismissive, or angry at your offers. 

Don’t bother wasting time explaining how your company works or how the process works. It’s usually not worth the effort. 

Remember, the agents are trying to put as much money as possible in their pockets. You coming in with a lower offer makes them feel like they’re losing money.

But the investor savvy agents would rather make a commission than lose 3-4 months of work. So those are the ones you should look for. When you do find them, keep them in your rolodex. They can be a great source of deals in the future. 

Also, don’t be afraid to follow up with agents who initially rejected your offer. If 1-2 more months have passed and the listing is still simmering on the MLS, they might have a change of heart. 

Closing The Deal

Agents who don’t work with investors are taught to resist assignment contracts. So you might need to use some persuasion here. 

If they’re still hesitant and this is the only obstacle between you and the deal, just double close. 

Also, make sure you have proof of funds ready when you make your offer. Otherwise, these agents won’t take you seriously. Just give a heads up to your cash buyer if you find a good deal. 

You might also require representation to close the deal. If that’s the case, you can offer dual agency to the seller’s agent so they represent you on the buyer’s side. 

This is a good incentive because they get double the commission. But dual agency is illegal in some states, so make sure you check the laws.

The last important detail… and arguably, the most important detail…

Make sure the realtor uses YOUR contract and title company. If they don’t, they’ll need to go back and forth with the seller. This creates unnecessary friction, confusion, and can scare the seller away.

Don’t play the game of telephone. Get control of the transaction.

Most realtors will also want a 1-2% EMD. Make sure you only provide the EMD after the inspection period. This should all be done using your cash buyer’s funds. 

The realtor may also give you a short inspection period. If you don’t have a ready list of cash buyers, try to ask for a longer one so you can line up a buyer. 

That ends our short series on wholesaling on the MLS. If I had to sum up the 3 parts into 3 bullet points…

1. Look for listings that are 60-90 days old.

2. Make up to 100 offers a day. Make sure you get at least a 25% discount.

3. Make the realtor use your contract and title company.

Follow these three steps and you’ll be filling up your pipeline with MLS deals in no time.

Sell Your Deals On The MLS

You need to have multiple exit strategies. This is how you can maximize your assignment fees.

If you’ve seen our mini-series this past week, we did a deep dive into wholesaling on the MLS.

But we were mainly talking from the perspective of the buyer. You can also be the seller. Which means the MLS can be one of your exit strategies.

The great part about MLS buyers is that they are retail buyers. They don’t know as much as investors. 

And they’re shopping for a place to live not to generate cash flow.

So they will pay more. How much more?

I personally know wholesalers who have raised their assignment fees from $10K-$12K  to $30K+ using the MLS. 

I interviewed Andrew Lucas on the Business of Wholesaling podcast and he pivoted his business model to be MLS-first. He purchases homes using his cash buyer’s or lender’s funds and lists them on the MLS.

You can also list a property on the MLS on behalf of a seller. You just need to have an attorney-in-fact document in place. This gives you the power to sign listing and disclosure docs. 

And if you don’t want to use an agent, there are flat-fee services like BrokerList to help you list. These are good because you’ll get direct contact from buyers.

Here’s another thing…

Cash buyers are also buying on the MLS. So if you don’t have a buyer’s list, you can use the MLS to build a pretty robust buyer list. 

When it comes to marketing your deal, I recommend you list it at a price below what it can sell for. 

This gets a ton of eyeballs, inquiries, and offers for your listing. You’re essentially creating a bidding war among buyers. 

Most of the time, this drives up the price past what you wanted to sell it for. The ego is a funny thing and people don’t like to lose. 

Now you know how to wholesale properties on the MLS on both the buyer and seller side.

Mastering The Power of Silence

Most people are uncomfortable with silence.

They rush to fill empty spaces with words, explanations, and nervous chatter.

But skilled negotiators know better. They understand that silence is a strategic tool that can reveal hidden truths, build confidence, and ultimately close more deals.

Silence is your secret weapon. It’s the pause that makes the other person lean in. It’s the space that turns tension into opportunity.

Think about your last negotiation. Was there a moment when you rushed to fill the silence, maybe offering a better deal too soon or explaining yourself too much?

We’ve all done it. Silence feels awkward, like something we need to fix with more words.

But in negotiations, silence is valuable. When you hold back from talking, the other person often feels the need to speak and in doing so, they might reveal important information. They could share what they really want, show some hesitation, or even make a concession.

By being quiet, you signal confidence. You’re telling the other person that you’re comfortable with the terms, that you know the value, and that you’re not desperate for the deal.

You’re giving the other person room to make the next move and allowing them to talk themselves into the deal while you simply listen.

Next time you’re negotiating, try this. Ask a question, then stop. Don’t explain. Don’t justify. Just pause and let the silence do the work. You’ll be surprised at how often the other party will rush to fill the silence with exactly what you need to hear.

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