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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:

• Presenting Deals That Sell Themselves

• Building a Bulletproof Buyers List

• The Science of Underwriting

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Presenting Deals That Sell Themselves

When it comes to selling your real estate deals, presentation matters more than you might think.

The best investors don't just find great deals - they know how to package them in a way that speaks directly to their buyers' needs.

Start with stellar photos that make a positive first impression.

Be thoughtful about your featured image - avoid power lines and clutter that distract from the property's potential. You don't need magazine-quality shots, but clear, honest visuals go a long way.

Next, provide all the relevant details upfront rather than making buyers do the detective work. Include beds, baths, square footage, HOA info, market rents, and nearby comps (at least 6 within a half-mile from the past year). The more information you supply, the easier it is for buyers to say yes.

Understand your audience and tailor your message accordingly. Fix-and-flip investors want to hear about ARV and renovation potential, while buy-and-hold investors care more about cash flow and cap rates. For seller financing deals, feature those terms prominently - down payment, interest rate, and monthly payment can be your strongest selling points.

When discussing After Repair Value (ARV), consider using ranges instead of precise numbers. ARV is always an estimate that depends on renovation quality, so giving a reasonable range shows you've done your homework while acknowledging market realities.

Marketing isn't just about selling a property - it's about showing the investors how they can profit.

Building a Bulletproof Buyers List

While you’re focused on finding deals, DO NOT sleep on nurturing and building your buyers’ list.

Identifying your VIP buyers - these are investors you’ll do repeat business with. Give them actual VIP treatment.

Give these buyers exclusive first looks at deals before broadcasting to your wider network. This is how you build loyalty and ensure your best deals go to those most likely to close.

Want to expand your buyers list with serious investors?

Try using PropStream to pull lists of individual cash buyers with 10+ purchases in the last two years. Skip-trace these proven investors and reach out directly.

When engaging with potential buyers, collect detailed profiles that include their investment criteria - preferred property types, locations, rehab levels, ROI expectations, and financing options. This information allows you to target your marketing efforts and match investors with deals that perfectly fit their needs.

Your goal should be to have at least 20-50 cash buyers for each property type in your market. This critical mass ensures you'll have multiple interested parties when the right deal comes along.

Think about it this way: A buyers list isn't just a database - it's a collection of relationships. Take good care of your buyers, be honest about property conditions, and prioritize long-term partnerships over quick profits.

The real estate investors who build the strongest buyer networks are the ones who sell properties faster and at better prices than their competition.

The Science of Underwriting

Accurate underwriting is the foundation of every successful real estate deal.

Get it wrong, and you'll pay the price in wasted time, resources, and missed opportunities.

The most common underwriting mistakes include overestimating or underestimating ARV, underestimating repair costs, and relying on one-size-fits-all offer formulas. These errors can quickly transform a seeming deal into a money pit.

When estimating ARV, use up-to-date comps from similar neighborhoods and resist the temptation to assume the highest sales price will apply to your property. Be aware of market trends and local economic factors that might impact value.

Here’s a fun fact — one-story homes are often more valuable than two-story homes with the same square footage due to accessibility advantages and construction costs.

For repair estimates, avoid generic calculations based on square footage. Instead, get specific numbers that account for your market, current material costs, inflation, and major expenses like roofs, foundations, HVAC, electrical, plumbing, and permits. Never trust seller estimates for repairs - verify with photos or third-party inspections.

Smart investors always buffer 5-10% for unexpected costs in both repairs and timelines. Being overly optimistic about renovation speed is a rookie mistake that can drastically reduce profits.

To maximize your efforts, prioritize deals with expected spreads of at least $15,000 (or a minimum of $10,000), especially when operating across multiple markets. This focus on higher-margin opportunities ensures your time and resources are directed toward deals with the clearest path to profit.

Remember that underwriting isn't a one-time event - be willing to re-evaluate a property if buyer feedback suggests your initial analysis was off target.

Get the numbers right.

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