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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:

• Empower Your Team With Why

• Multiple Ways To Close

• What Investors Look For In Land Deals

Empower Your Team With Why

Ever wonder why some people just go through the motions while others attack every task with enthusiasm?

The difference comes down to one thing. The "why".

Simon Sinek wrote a whole damn book about this. But it’s important to have your team either buy into your why or create their own why. When people understand how their role fits into the bigger picture, they bring their A-game.

As the leader, you need to buy into your own why first. If you're not convinced about a particular investment strategy or property, how can you expect others to commit fully? Doubt will seep through in subtle ways, putting the deal in jeopardy.

Take the time to explain the "why" behind your decisions. When your team understands the strategic goals, they can make better decisions on the fly without having to check with you about every little thing. This is more empowerment than motivation.

The why comes before the how. If someone knows why, they’ll figure out how.

Multiple Ways To Close

Want to know a secret weapon in deal negotiation?

Show up with multiple offers instead of just one. Most investors roll in with their "take it or leave it" cash number, but that’s leaving money on the table.

When you show up with multiple options, the whole dynamic changes.

1. Sellers feel like they're in control when they have choices

2. You look like you really know your stuff

3. You can slide in creative financing alongside traditional offers

4. If they hate one idea, the conversation doesn't die

Mike Lima and Elijah Rubin from the RESIDI team banked themselves a $50K+ deal in this exact situation.

An investor in their network was struggling with closing on a luxury property from a former NFL player. He gave a cash offer and the guy ghosted. Not surprising.

But Mike and Elijah came in with multiple options and impressed the seller. The seller ended up choosing a creative-financing option and everyone got paid.

When you have multiple offers, just make sure each offer actually addresses what the seller really needs. With multiple ways to solve their problem, you're way more likely to hear "yes."

What Investors Look For In Land Deals

While single-family homes dominate, land deals are a significant opportunity with less competition.

But what makes a land deal attractive to experienced investors?

The focus typically centers on:

• Acreage (with one acre or more being preferred)

• Proximity to growing cities and development

• Commercial zoning potential

• Development patterns in surrounding areas

• Market dynamics rather than specific price points

There's a meaningful distinction between infill lots in metropolitan areas like Phoenix or Tucson versus larger parcels in rural areas. Each requires different analysis and buyer pools.

Understanding the development potential is crucial. Unlike houses where cosmetic improvements drive value, land appreciation relies heavily on changing community needs, infrastructure development, and zoning modifications.

There is some required specialized knowledge, but if you take the time to learn, you will get rewarded.

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