Using Silence To Sell, Humans Not Numbers, How to Build an Efficient Follow-Up System as You Scale

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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 Silence To Sell

• Treating People As Humans Not Numbers

• How to Build an Efficient Follow-Up System as You Scale

Using Silence To Sell

I have a friend who doesn’t believe in awkward silence. It simply does not exist with him. 

Whenever there seems to be an onset of silence, he makes an effort to fill it with conversation. 

I personally don’t mind it… with this friend. If it was a stranger and I was trying to focus on something, I'd find a way to put my headphones in and my head down. 

With that being said, that silence can be your greatest ally when it comes to negotiating with sellers. 

If you’re uncomfortable with silence in the middle of sales conversations, it’s time to get comfortable with it. 

If you’re on the phone, mute yourself so the seller doesn’t hear you hyperventilating or your nervous tapping. 

The game is letting the seller fill the silence. If you introduce silence, the seller will naturally fill it because most people aren’t comfortable with silence. 

It’s best to use silence after you present your offer. Once the offer is presented, let the seller do most of the talking. 

What you’ll find is that the seller will actually talk themselves into your price by filling the gaps of silence. 

It’s really common for salespeople to talk themselves out of a deal. So the best thing you can do is learn how to embrace those silent gaps no matter how uncomfortable they may be.  

Treating People As Humans Not Numbers

Instead of churning and burning through as many contacts as possible, what about just sitting down and having an honest conversation?

It could help you close more deals. Bigger deals too.

The wholesaling duo Sicilian brothers stopped by the Business of Wholesaling podcast recently and they have a pretty counterintuitive way of closing deals.

The one that shocked me the most was that Tony (the oldest of the brothers) has never made a cold call in his life 🤯. And he’s been in the business for over 20 years. 

I’m not saying the Sicilian brothers don’t use cold calling in their business at all. But they were able to get enough deal flow in the beginning to delegate that task as soon as possible.

Maybe it has to do with how Tony approaches sales.

He compares his approach to dealing with sellers similar to a “family counselor”. I know by the sound of that it’s turning some of you off.

You’re here to make money, not be anyone’s therapist or counselor, right?

It’s cool if this doesn’t align with you. But if we take a step back, these are real people who in some cases, desperately need your services to help them get out of distress. 

Maybe this is why wholesaling sometimes has a negative connotation. We have bad actors out there promising the world and preying on these people while they’re in a low emotional state. And not delivering anything they promised after.

So back to Tony’s sales approach. In his first conversation with the seller, he doesn’t even talk numbers at all. No asking price, no thinking about ARV, nothing. Is your brain being scrambled, yet?

Instead, Tony asks the seller about their problems and allows them to tell him WHY they need his help. Basically, he’s letting the seller sell themselves instead of the other way around.

It doesn’t end there. Of course, Tony has a number he’s looking to pay for the property. You always need that. So while talking with the seller, Tony transparently says that his offer might not be as good as someone else’s offer. 

But the goal of Tony’s first contact with the seller is not to close. It’s to set up another appointment. That’s when he can get into getting the deal done.

The first appointment is all about coaching and educating the seller through the process. Building as much rapport as possible. 

If you’re just sitting there shaking your head right now, it’s understandable. But the Sicilian brothers have been in the business for a long time and they do big deals with big spreads.

We are headed into some uncertain times right now. Who knows what 2025 will be like. 

So maybe a slow, human-first approach is the right move with this in mind. 

How to Build an Efficient Follow-Up System as You Scale

Scaling a business is all about efficiency, and one of the most critical areas to streamline is your follow-up system.

The truth is, most deals don’t close on the first call or meeting. Success lies in the follow-up. Without a strong follow-up process, you’re leaving deals and money on the table.

As your business grows, so do your leads, and staying on top of every one becomes a challenge. 

So, how do you manage it all effectively?

More leads mean more opportunities. But only if you stay in touch….. It’s a known fact that most deals close after five or more touches, yet many wholesalers give up after just one or two.

Those with a consistent follow-up system close more deals and have higher conversion rates.

If you want to scale you have to ensure that no lead slips through the cracks.

The first step to an efficient follow-up system is investing in a CRM (Customer Relationship Management) system. A solid CRM automates reminders, tracks conversations, and segments leads, ensuring you know exactly where each potential deal stands.

Pro Tip: Choose a CRM that integrates with your email, phone, and other communication channels. Centralizing everything prevents you from digging through emails or text messages to recall details.

With your CRM in place, it’s time to build follow-up sequences. These are pre-planned series of touch points that keep you top-of-mind with your leads. They can include phone calls, emails, texts, or even direct mail, tailored to what works best for your audience.

Here’s a quick example.

• Day 1: Send an initial follow-up email or make a call after the first contact.

• Day 3: Check-in with more detailed property info or a market update.

• Day 7: Send a reminder email about a recent property or your service.

• Day 14: Share a personal message about current market trends or a recent deal.

The key here is to space out your communication to stay relevant without overwhelming your prospects.

As you scale, balancing personalization with efficiency becomes tricky. While each lead should feel like they’re getting individual attention, you don’t have the time to craft custom messages for everyone.

The solution?

Make templates your best friend, automatic reminders to follow up at key intervals, and then personalize the message.

Don’t let your follow-ups feel robotic. Always focus on providing genuine value. Whether it’s a market update, a tip on improving property value, your outreach should be helpful.

Instead of generic “Just checking in” emails, mention something from your last conversation or reference specific details about the lead, like their property or neighborhood. Small tweaks can make a big difference in making the message feel personal.

You want to be seen as a trusted advisor, not just someone pushing a deal.

As you scale, tracking the effectiveness of your follow-up system is crucial.

Are certain emails getting more responses? Are some leads falling off after a specific touchpoint? Use the data to continuously refine your approach.

Track open rates, response rates, and deal progression. Pay close attention to what’s converting leads into deals and what’s not. Adjust your frequency, messaging, or timing based on this data.

Unfortunately not every lead will become a deal…. and that is okay. Part of an efficient follow-up system is knowing when to cut your losses.

Establish a rule for when to stop active follow-up. Move those leads into a “cold” list and check in less frequently, such as once every few months. This way, you won’t waste time while still keeping the door open for future opportunities.

Keep in mind that mastering follow-up is the key difference between a wholesaling business that grows and one that stalls.

As you scale, your follow-up system will become the lifeblood of your operation, ensuring no deal goes unnoticed.

By choosing the right tools, creating efficient sequences, personalizing your approach, and optimizing your process, you’ll build a follow-up system that works as hard as you do.

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