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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:

• There Are No Bad Teams, Only Bad Leaders

• The Rule of Three: Triple-Checking Commitment

• The Enough Problem

There Are No Bad Teams, Only Bad Leaders

When you get to the multiple six or seven figure mark, your team will make or break your business.

When it comes to your team, MORE does not always mean BETTER. There are lean mean operations out there who are crushing it with less than 10 folks in their squad.

It’s crazy because it seems like all of their team is an A-player. Their contractors finish on time, their property managers keep vacancies low, and their deals just seem to work out.

It's easy to think they're just lucky with the people they work with.

But here's the truth, a harsh reminder from Jocko Willink — there are no bad teams, only bad leaders.

The Navy SEALs proved this with a simple experiment. They took the worst-performing boat crew in training and swapped their leader with the best crew's leader. Within days, the previously struggling team started excelling, while the formerly top team began to slip.

Same people, different leadership, completely different results.

Real estate investors have a lot of people to look after. You’re leading teams of contractors, agents, property managers, and partners. If they're not performing, the first place to look isn't at their capabilities – it's at how you're leading them.

Are you setting clear expectations? Are you holding people accountable? Are you providing the resources and information they need to succeed?

It's not what you preach, it's what you tolerate that sets the standard.

If your contractor consistently shows up late and you say nothing, you've just established that punctuality isn't important. If your property manager doesn't respond to tenant issues promptly and there's no consequence, you've approved that level of service.

This mindset puts you in control. Instead of feeling at the mercy of "bad" team members, you recognize your power to influence outcomes through your leadership.

And when everyone on your team starts owning their piece of the puzzle, that's when the real magic happens.

The Rule of Three: Triple-Checking Commitment

Verbal commitments can sometimes vanish into thin air when it's time to sign on the dotted line.

The Rule of Three offers a powerful way to test if someone's words match their true intentions.

This technique is beautifully simple: get the person to commit to the same thing three different times during your conversation. It works because while someone might fake enthusiasm or agreement once, maintaining that pretense three separate times becomes much harder. Each confirmation adds another layer of commitment, making it increasingly difficult to back out later.

The beauty of the Rule of Three is that you don't have to ask the same question repeatedly like a broken record. You can vary your approach each time.

For instance, first you might get a direct agreement ("Yes, I'm ready to sell"). For the second confirmation, you could summarize their position ("So you're comfortable moving forward with the sale next month") to get that valuable "That's right" response. For the third check, you might ask an implementation question ("How do you see the closing process working?").

Alternatively, you might approach the same issue from three different angles:

• "What's your biggest concern about selling now?"

• "What obstacles do you see in this process?"

• "What might prevent us from closing on time?"

This three-pronged approach does more than just confirm commitment—it reveals inconsistencies between what people say and what their tone suggests.

When someone's words don't match their true intentions, the Rule of Three tends to expose the disconnect.

The Rule of Three serves as a truth detector in negotiations. By the third confirmation, you'll know whether you're dealing with genuine commitment or just empty words.

The Enough Problem

This is a common trap among entrepreneurs.

They don’t know what their “number” is and don’t know when there’s enough. For REIs, it’s like hitting 10 properties and immediately start talking about getting to 50.

They reach $10,000 in monthly cash flow and instantly reset their goal to $20,000. It's like they're running on a treadmill that keeps speeding up.

Here's a question: What's the point of taking risks with money you have and need for money you don't have and don't need?

This "never enough" mentality is a trap that catches a lot of successful investors.

The hardest financial skill isn't finding deals or analyzing markets - it's getting the goalpost to stop moving. It's saying, I don't need to keep stretching for more. Because without that skill, you'll always feel like you're falling short, no matter how successful you become.

This isn't about settling or lacking ambition. It's about recognizing when additional gains aren't worth the additional risk or sacrifice. Maybe instead of doubling your portfolio again, you could actually enjoy the freedom that your current portfolio already provides?

At what point would you shift from accumulating more to enjoying and protecting what you have? Having that number clearly defined might be the most important financial decision you'll ever make.

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