Supercharge Your Offer, 4 Buckets Of Sellers, Mastering The First Impression

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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:

• A Value-Add You Can Use To Supercharge Your Offer

• 4 Buckets Of Sellers By RJ Bates

• 5 Seconds Is All You Have - Mastering The First Impression

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A Value-Add You Can Use To Supercharge Your Offer

When it comes to our offer to sellers, let’s be honest…

Everyone is offering pretty much the same thing. But here’s one thing that you could offer that can differentiate you from the competition and provide a massive value-add to your seller.

Negotiating a deal to let your seller stay post-closing.

This is especially important when it comes to an owner-occupied property. Selling is a stressful process, but moving can arguably be even more stressful especially if the owner is older. 

A lot of times, we come across sellers who are interested in selling, but… they haven’t scoped out a new place to live yet.

So what if you let the seller stay inside the house for say, 60 days post-closing? Who else is offering that?

By allowing this option, you’re giving yourself a lot of leverage. And with that leverage, you can ask for a discounted price on the property. 

How much of a discount depends on how long the seller wants to stay. We recommend not exceeding 6 months. A lot of things could change in that time period.

But 60 days is sort of a sweet spot for these kinds of deals. 

We’ve seen instances where the seller pays rent back while they search for a new place to live. In cases like this, you could probably hand it off to your buyer with no problems.

There’s a lot of room to get creative here to provide value. And things that make a huge difference in the seller’s life will almost always swing things in your favor. 

4 Buckets Of Sellers By RJ Bates

RJ Bates created an interesting concept called the 4 buckets of sellers. If you don’t know who RJ is, he’s a 7-figure wholesaler and a master closer.

This concept is used to categorize each seller call so you know exactly how to navigate each conversation.

So what are the 4 buckets of sellers? 

1. No motivation, wrong price

This is someone who wants full retail for their property and is usually not worth pursuing and leaving on the back-burner until something changes.

2. Great price, no motivation

This is one of those too good to be true situations. You may be getting a deal that’s even better than what you had in your head. This is a red flag, you need to ask questions and sometimes… the person trying to sell doesn’t even own the property.

3. Right price, right motivation

The ideal seller. Easy deal, can’t ask for more. Wholesalers tend to believe these sellers are unicorns, but they’re more abundant than you think. 

4. High motivation, wrong price

This is the most common seller archetype you’ll come across in your business. Essential skills needed to navigate these sellers are knowing how to underwrite a deal and asking good questions. 

Your job is to make their motivation match their price. And usually, that comes through providing value and education.

5 Seconds Is All You Have - Mastering The First Impression

Five, four, three, two one.

That’s all it took for me to grab your attention.

It was your first impression. The thing that got you thinking if you want to keep reading and know more.

Now, imagine applying this concept to sales.

What’s the difference between a great salesperson and a mediocre one?

Why is it that one person can have a very effective conversation and close the deal, while the other just flops?

The same lead, yet very different results.

It all comes down to framing the conversation and being in control.

The reality is, in every conversation, there is one person who leads and another who follows. Which role you take determines your effectiveness.

But establishing control is not as easy as you might think.

It’s not about having an alpha mentality and dictating the rules. That approach rarely works.

Nobody wants to be told what to do or feel less than the other person.

Effective control is subtle yet noticeable.

It’s about more than just what you say.

It comes down to the tone and the impression you leave the moment you start speaking.

It’s the art of commanding attention, building trust, and setting the tone for the conversation.

A calm, steady tone conveys confidence and control, while a rushed or uncertain tone undermines your authority.

When you speak with clarity and assurance, you naturally establish yourself as the leader in the conversation.

This doesn’t mean overpowering the other person but rather creating a sense of trust and reliability where the other person feels heard and respected, yet guided by your expertise.

It’s about striking the right chord in every conversation and making a lasting impression.

Master this approach, and you’ll transform your interactions, boost client satisfaction, and significantly improve your sales performance.

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