The Art of Elicitation

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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:

• The 5 Time Assassins

• Rest Days: The Secret Sauce of 10x Growth

• The Art of Elicitation: Getting Information Without Asking

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The 5 Time Assassins

Ever feel like you're your own worst enemy? There's a name for that, multiple ones actually.

From Dan Martell’s book Buy Back Your Time, here are five "Time Assassins" who are secretly killing your productivity and success:

• The Staller: Hesitating on big decisions, basically sabotaging yourself.

• The Speed Demon: Making hasty, poor decisions (like cheap hiring) that put you right back where you started.

• The Supervisor: Failing to train properly and then micromanaging everyone (talk about exhausting).

• The Saver: Hoarding money instead of reinvesting in growth opportunities.

• The Self-Medicator: Using vices to celebrate success or escape stress—either way, you're self-sabotaging.

These assassins don't just steal your time—they zap your energy and money too. The worst part? They often disguise themselves with totally reasonable-sounding excuses.

So this is a game of pattern recognition.

Recognizing these patterns is the first step to stopping them from wreaking havoc on your business, relationships, and health. Once you discover your pattern, literally do the opposite.

Paradoxically, it can feel like you’re using up more time by doing so. But this is what creates space for your future time freedom.

Rest Days: The Secret Sauce of 10x Growth

Imagine smashing the gym hard every single day, going 100%.

Will that get you to your ideal body faster? Perhaps. Depending on where you’re starting from. But at a certian point, you’re going to hit a plateau and constant diminishing returns.

At that point, you’re at higher risk for injury than results. This same concept can be applied to work.

According to Benjamin Hardy, the one thing that separates 10x entrepreneurs from those stuck in 2x mode is how they approach time. Counterintuitively, the path to massive growth involves taking MORE time off, not less.

The traditional approach to time is quantitative and linear—focused on how many hours you put in (chronos time). The 10x approach is qualitative and non-linear (kairos time)—centered on flow, fun, and transformation.

In Hardy’s book 10X Is Easier Than 2x, in order to create 10x results, aim for 150+ "Free Days" per year—complete days off with no work-related activities. These days are essential for transformation, allowing you to catch big ideas (like big fish) that don't come when you're skimming the surface in busy mode.

Think of yourself like a world-class performer who segments time for optimum results:

• Free Days: Complete recovery and exploration

• Focus Days: Creating results in your 20% highest-impact activities

• Buffer Days: Preparation and organization

The busier and more tightly scheduled you are, the less likely you are to transform. Big breakthroughs come from having lots of high-quality free time when you're rested, relaxed, and open.

I know a lot of you reading this are going to cringe at the idea of taking almost half the year off. You don’t need to go that far, take a week off and see if you can even get your mind off working.

If you can’t, that’s the problem there.

The Art of Elicitation: Getting Information Without Asking

Tired of asking a million questions and still not getting the information you need? Sellers can take you on a ride just to waste your time.

There's a better way—it's called elicitation, and it's the art of obtaining information without direct questioning.

Unlike interrogation, elicitation is subtle, conversational, and social. It feels natural because it uses statements instead of questions.

One powerful technique is the provocative statement—any comment designed to provoke a response. These create massive openings for others to share information without feeling questioned.

For example, if you know someone’s been on vacation, don’t ask how their vacation went. Instead, say “You look like you just went on vacation.”

They’ll either correct you or expand on it and give out more information.

In our context, if a seller is stuck on a price, you can say “It sounds like you’ve done quite a bit of research to come up with that number if you’re firm on it.” And see what they say.

This leads to the next technique.

The Naivete technique. This leverages people's pride in their knowledge. By expressing ignorance and interest, you make information flow virtually limitless. People love to be the expert!

The beauty of elicitation is that it creates more connection while gathering more valuable insights.

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