The 5 Areas Where Newbies Trip and Fall in Wholesaling

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There are many moving parts to any real estate transaction, and many people get snagged in one of these parts. With wholesaling these parts can trip you up very quickly.

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The 5 Areas Newbies Trip and Fail in Wholesaling

Although this list is not all encompassing of a wholesale transaction, there are just a few parts that can cause you to fail as a real estate newbie.

1. Marketing Techniques

There are many techniques when it comes to marketing for wholesale deals:

  • Direct Mail
  • Adwords
  • Click-to-Mail
  • Bandit Signs
  • Word-of-Mouth
  • Online Marketing (FB Ads, Website)

These are to name a few. Anyone can get started on their path to marketing but consistency is the key to success. I have seen, heard, and yes even I have fallen into the trap of starting and not completing my marketing plan. This is one of the biggest ways to slow momentum.

To ensure that you remain consistent, make sure that you have a reasonable budget for marketing alone. This should be an integral part of your business plan. There is no deals without any marketing, make sure you follow the path of many successful real estate investors by consistently following your plan.

2. Seller Conversation

Oh boy, this is the holy grail of fear for new investors.

The conversation with the seller can be a big disaster if you are not confident in yourself, what you have learned, and what services you are able to provide. The seller does not know that you are just starting out and many times they have no idea how a person can purchase a house for cash.

Make sure you have pre-scripted questions to ask. During the initial conversation you are just gathering information and gauging integrity and motivation.

The key is not to be afraid of making a mistake, if you trip your way through the first conversation you will eventually get better.

You can portray your confidence to the seller by doing your homework. After gathering some information from the seller; make sure you are familiar with the area and you communicate that to the seller.

A new approach I use; after I get the address I find a familiar landmark and ask them how far is their property away from that landmark. For example; if there is a large park in the community I ask the seller how far away is your property from “Lincoln Park”. This can also be used as a rapport building tool as well, they may begin to tell you a neat story about the park.

Here is another excellent way to increase your confidence when speaking with sellers; record your first couple of conversations and listen to them. This will help you identify the areas where you made mistakes and how to address them if another seller ask a similar question.

3. Negotiating

Put on your academy award winning performance; act like you been there done that.

Negotiating can be challenging but if you have thoroughly screened your seller you are aware of what is important to them. You have to drive that point home. Remember you are the buyer and they called you for a reason.

If they are serious they will be willing to play ball, you have to decide if they are ready to go all 9 innings or they are just trying to play the field.

Related: 6 Rules for Negotiating your Next Real Estate Deal like Frank Underwood

Focus on some of the key reasons they called you, why do they want to sell without a Realtor, why do they need cash? Once you have identified the answer to these questions you have vital information in your negotiating toolbox.

One great tip I learned is that if you ask the seller what do you think the repairs will cost or how much you think your home is worth, normally their reply will be; “I don’t know that’s why I contacted you.”

That is great now you can respond by stating; “it is impossible for me to give you a solid number without seeing the house.” If they welcome you to come and see the house, do your negotiating there (in the worst part of the house), If they don’t welcome you to see the house normally they are wasting your time, or they are shady, and You Can’t Do A Good Deal With A Bad Person. (tweet-able)!!!

4. Inspection Period (IP)

This time is critical if you want to protect your initial investment (earnest money).

During this time you really need to work on getting your end buyer in place. Many newbies trip and fall during this time because they do not market the home right away.

Related: 20 Of The Weirdest Things Documented During Property Inspections (Some Of These Will Blow Your Mind, Especially #2)

If you are unaware of what an inspection period is; this is the time (normally 10-14 days can be longer) you have to inspect the property and make sure what you are buying is what you agreed to buy, if you don’t like the property or can’t sell it during that time you can cancel the contract and there is no harm no foul.

5. Selling

 There are many ways to sell your property but one sure fire way to get the deal sold is to have great contacts with other investors.

This can be cash buyers or other wholesalers. Real Estate Investing is a business of networking, newbies feel as though no one will teach them or show them the way. The best way to start is to take action and trip and fail along the way.

You can sell your deal to cash buyers that you have met at the court house steps, by posting craigslist ads, or by subscribing to wholesalers mailing list. By taking these actions you will find who is buying or you will find who knows who is buying with cash.


Getting a property under contract there are many moving parts.

The topics in this article are introductory steps. There are many more steps that must be taking into consideration such as: how to estimate rehab cost, finding an escrow officer, how much earnest money to put up, how to negotiate with your end buyer. By continually allowing yourself to be exposed to failure will increase your capacity to learn. Remember its ok to trip and fail.

“There is only one thing that makes a dream impossible to achieve: the fear of failure.” Paulo Coelho

If you have an area where you have failed and it was not discussed please share, but add how it increased your capacity to learn.

Be sure to leave your comments below!

About Author

Marcus Maloney

Marcus Maloney is a value investor and portfolio holder of residential and commercial units. He has completed over $3.3 million in wholesale transactions. Currently, Marcus is a licensed agent who wholesales virtually in multiple states while building his investment portfolio. He has also converted some of his deals into cash-flowing rentals. Marcus holds seven rentals, two of which are commercial units. He’s even purchased a school, which was converted into a daycare center. His overall goal is to turn what is a marginal profit into a significant equity position. He leverages the equity by using the BRRRR (buy, rehab, rent, refinance, repeat) strategy to increase his portfolio without any money out-of-pocket. Marcus has been featured in numerous podcast such as the Louisville Gal Podcast, The Best Deal Ever Podcast, The Flipping Junkie, and many others. He contributes content regularly to his YouTube channel and blog.


  1. I prefer to know what their asking price is before I even look at the property. No use in looking at properties if buyers are asking retail for a home that needs thousands in repairs. Great Article!

  2. Darrell, thank you glad I can provide some valuable information to help out others. Everyday is a learning process, some-days you get it other days you don’t, but each day you have to promise yourself I’ll be back at it again.

    • Right on Marcus that’s whats up. I wake up and learn everyday what I need to do in my business. What I need to learn now is how to come up on a crap load of off market properties any ideas would be greatly appreciated from any one reading this, I have active and deep pocket cash buyers looking for wholesale deals. So until then, my marketing for motivated seller’s never stops. Thanks again Marcus and keep up the good work.

      • Darrell,

        Have you started a marketing campaign, post cards or yellow letters. This is the best way to find off market deal. Also do you have a lead capture website that is highly optimized? Having cash buyers is no good without deals

        • Haasim Grant

          Are there any recommendations for a marketing service that can help optimize your website for you as a beginning Investor with a low bugdet?. Also as far as creating messages through direct mail

    • Great article thank you

      We have been bless with cash buyers for our area, We would like to go into holding the properties now. But we have never work with a transaction or transitional funding company (hard money). From what we have read it seems very expense and almost like a bank loan at times very hard obtain one. Any thoughts…

      • Tanya,

        Hard money is normally not giving for buy and hold strategy because of the cost of the money in upwards of 18-25%, and the short length of the loan. Hard money is primarily used for fix and flip projects that you can get in and out of within roughly 120 days or less (could be longer), if not the interest on the loan eats up all profit. Also transaction funding is strictly based on the deal, this gives the lender an opportunity to re-coup their losses if you can not perform.

  3. Marcus: Very good point, “what they owe.” No body seems to touch on that subject. That would be my biggest FEAR factor. What if someone is so desperate and so eager to sell the house and there IS and mortgage on it and they tell you that the amount X dollars and later, after all of your hare work, you find out that they are lying and owe more.

    • Trevor,

      Asking what they owe is essential, because many wholesalers and investors look for people in distressed situation and sellers believe that everyone can help them with short sales and this is not always the case. I normally approach the question by prefacing like this; “Mr. So, thank you for providing me this information, we work with some sellers that are not always forthcoming and I do not believe this is you (pause…..), because we find some fraudulent sellers we ask if you have an outstanding mortgage, second mortgage or a lien that we may need to be aware of? Some may say why you need to know how much I owe and you refer them back to the integrity statement you just told them. It works, and they are forthcoming with the information you need. Title will do a search on the property regardless.

      Just a little FYI

  4. Everett Gilliam El

    Greeting Marcus Maloney, I’ve read a few of your post on wholesaling for newbies. I want to give my gratitude for the wealth of knowledge, and wisdom you bring. As a newbie, with a friend walking me through my direct experience. I feel my best strategy is Bird dogging, and the internet. S o again thank you, and I look forward to many more of what warnings, and wisdom you have to share.

    • Marcus Maloney


      I have put down as low as $50 to as much as $1000 it all depends on how savvy your seller is. Remember as long as you cancel before your IP is up you will be ok get your EM returned to you.

      “Enjoying the Journey”

    • Marcus Maloney


      Google “want to sell my house” ( in your “City”) and a list of Investor websites will appear. Go to each site with a buyer page and subscribe to their mailing list. Also if they don’t have a Buyers Page, fill out the lead intake form on the site and state that you are a cash buyer and you want to be added to their mailing list.

      “Enjoying the Journey”

  5. Ryan Dossey

    I think that most of the failure I see are from folks underestimating the amount of effort this takes. It’s not a matter of just sending a letter and waiting for a check in the mail. You have to hone your follow up skills, presentation, justification of your offer, and send marketing that helps you standout.

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