The Secret to Closing More Deals While Doing Less

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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:

• Using Zoning Laws To Profit

• Wholesaling REOs

• The Secret to Closing More Deals While Doing Less

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Using Zoning Laws To Profit

In markets that are considered “grim”, some REIs look to capitalize in a more creative way.

It involves zoning laws.

If you can understand the zoning ordinances of a local neighborhood, there might be hidden profitable opportunities for you.

One of the ways is to rezone a property.

Let’s say you’re planning on purchasing a single family home in a commercial area. Through diligence, you find that homes are renting for around $1 per square foot while offices are renting for $2 per square foot.

Depending on the zoning, that home could potentially be converted into office space. 

Seeing the redevelopment opportunities can allow you as a wholesaler to tie it up and sell to an investor.

Another one to look for is misplaced zoning opportunities.

For example, you may come across a property that is zoned for multifamily but there’s a single family home there. This property can be reconfigured into a multifamily or have additional units built on it. 

You can find the zoning via the property tax record or by going down to the local planning department.

Zoning laws can change so it wouldn’t hurt to attend a few zoning and planning meetings. 

Wholesaling REOs

For the uninitiated, an REO is a property that is owned by a bank. And if you play your cards right, there are plenty of opportunities for profit.

And although it might seem odd, banks are willing to negotiate. Turns out, just like a distressed seller, they’re happy to get certain properties off their hands as soon as possible. 

One of the best ways to get a list of REOs to look at (unless you have MLS access) is to speak to an REO realtor. 

When looking at properties, brand new REOs will have a ton of competition. Try to look for ones that have been on the market for 30-50 days. Look at the price changes and see if there’s an opportunity there.

When it comes to calculating your MAO, everything stays the same. 

But when it comes to making the offer, there are a couple of nuances you need to be aware of.

First off, depending on the property, you need a $1000 or 10% of the property price EMD. This is negotiable by the way, but don’t expect the bank to accept anything less than $1000. 

But make your offer as you normally would if you’re dealing with a regular seller.

Next, you’re going to have to provide proof of funds or if you’re using a lender, a pre-approval letter.

If and when your offer is accepted, go over the contract to make sure there’s no addenda that prevents you from immediately reselling the property. If there is, negotiate to have it removed or walk away.

Also, the bank will try to dictate which title company to use. It’s crucial for you to control this step of the process and get them to use your title company. This is because you will have to double-close and that’s not something banks typically do. 

Banks take around 4 weeks to close so that should give you enough time to find a buyer if you don’t already have one lined up.

The Secret to Closing More Deals While Doing Less

 Remember that feeling when you meet someone at a networking event, and the conversation just flows?

They're genuinely interested in what you do, and you can tell they’d be perfect to work with.

Now, imagine creating that same magical connection—but with dozens of perfect clients all at once.

What if growing your business felt less like shouting into the void and more like hosting a great dinner party?

Here’s what I mean. Think about how you prepare for guests you really want to impress. You plan the menu, set the mood, and create an experience they’ll remember.

Marketing automation works the same way. It helps you create the perfect environment to welcome new clients.

It works around the clock, connecting with potential clients and warming them up before you even say hello—while you're busy serving your current clients or catching up on some well-deserved rest.

The beauty of this approach lies in its simplicity.

Your automated system gently nurtures relationships with potential clients, sharing helpful information and keeping your business fresh in their minds.

But before diving into automation, take a moment to truly understand your audience. Who are you trying to reach? What problems can you solve for them?

This clarity helps you craft messages that truly resonate.

Think of your website or landing page as your digital welcome mat. When you offer valuable insights in exchange for contact details, you’re creating an effortless way to connect with potential clients who actually want to hear from you.

Once these relationships begin, your automation system keeps the conversation flowing through thoughtful emails, timely texts, and engaging social media content.

Share your expertise, answer common questions, and celebrate success stories that build genuine trust.

However, keep in mind that automation isn’t about being robotic—it’s about being responsive.

When someone opens your email or clicks a link, that’s your cue for a personal touch. Sometimes, a well-timed call or message can transform interest into action.

And like any good relationship, your marketing automation needs attention and care. Pay attention to how people respond—what emails they open, when they engage—and refine your approach for even better connections.

Let automation handle the groundwork while you focus on what you do best.

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