Tactical Empathy

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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:

• Tactical Empathy

• Every Deal Is A People Deal

• Get More Deals, Build More Trust

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Tactical Empathy

The secret weapon to negotiations is understanding your prospect’s mind.

Ever wonder why some real estate investors seem to close deals effortlessly while others struggle?

The answer might surprise you - it's not about being the smoothest talker, but about being the best listener. Coming from Chris Voss’s classic Never Split The Difference, this skill is called "tactical empathy," and it's like having a superpower in negotiations.

Think of tactical empathy as being a mind detective. Just like how a good mechanic can hear what's wrong with a car just by listening to the engine, a skilled investor can understand what's really driving a seller's decisions by truly listening to them.

It's not about agreeing with everything they say or giving them a shoulder to cry on, that’s sympathy. This is about understanding their perspective, even if you don't share it.

When you're face-to-face with a seller, your brain actually starts to sync with theirs (scientists call this "neural resonance"). It's like two radios tuning to the same frequency. The better you observe their facial expressions, tone of voice, and body language, the clearer their signal becomes.

Want to put this into practice?

Try a simple technique called "labeling." When a homeowner says they're worried about selling too quickly because they haven't found a new place yet, don't jump straight to solutions. Instead, say something like, "It sounds like you're feeling anxious about the timing of this move." Then zip it and listen.

This simple acknowledgment often leads sellers to open up more than any sales pitch ever could.

It's a proven shortcut to building trust and closing deals. Think of it as your emotional metal detector, helping you uncover the real gold: understanding what truly matters to your seller.

Because once you understand that, everything else tends to fall into place.

Every Deal Is A People Deal

Think you only negotiate when you're going back and forth about the final price of a property? Nope.

From asking your contractor to squeeze in an extra job to discussing timeline changes with a seller, you're actually negotiating dozens of times every day - whether you realize it or not. Even with your family and friends.

The best salespeople are the ones who best understand people. It's like being a human chess player, but instead of moving pieces on a board, you're reading emotions and responding to them.

The FBI figured this out years ago when they shifted from tough-guy tactics to focusing on understanding emotions during crisis negotiations.

So what’s the first step? Slow down.

In a world where everyone's rushing to close deals, the most successful negotiators are the ones who pump the brakes. Think about it from the seller’s perspective, isn’t it fishy that you’re rushing to get the deal done? It starts to make them think that maybe you’re getting more out of this deal.

Your seller might be saying they want $300,000 for their property, but what they might really be saying is "I need enough money to pay for X and Y." If you can uncover these hidden motivations, you've just found the key to unlocking the deal.

The real deal-making happens below the surface, where emotions and motivations live. Master this understanding, and you'll never look at a "no" as a final answer again.

These are life skills that will help you in everything from negotiating with contractors to deciding where to go for dinner with your spouse.

Get More Deals, Build More Trust

Wholesaling is all about trust.

If a seller doesn’t believe in you, they’re not signing that contract. If a buyer isn’t sure you can deliver, they will take their money elsewhere.

Naturally, people look to others when making decisions. So if you can show that others trust you, new clients will too.

Just think about this for a moment….

If you had to choose between two wholesalers, one with great reviews and success stories and another with zero online presence, who would you go with?

Exactly.

When people see proof of past deals and happy clients, they feel safe doing business with you. And the more credibility you build, the easier it becomes.

In business, nothing builds trust like real success stories.

Ask sellers and buyers to share their experiences. A quick video testimonial or even a short written quote can go a long way.

Showcasing past deals, including before-and-after photos, and seller success stories, makes it clear that you know what you are doing.

Social media is your best friend here.

Posting updates, sharing client feedback, and engaging with your audience on Facebook, Instagram, and LinkedIn keeps you visible and credible.

Want to take it up a notch?

Get featured on podcasts, YouTube interviews, or real estate blogs. When industry influencers vouch for you, your reputation skyrockets.

And don’t forget about word-of-mouth referrals.

Happy clients love sharing their experiences, especially with a little incentive. A simple referral program can turn one deal into many more.

Remember, social proof isn’t just a nice-to-have. It is the backbone of a successful wholesaling business.

The more trust and credibility you build, the easier it gets to close deals and grow your network.

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