Real Estate Wholesaling

The Importance of Working With a Good Wholesaler (or How I Landed Two New Deals in the Last 7 Hours)

Expertise: Personal Development, Business Management, Real Estate Investing Basics, Landlording & Rental Properties, Personal Finance, Flipping Houses
125 Articles Written

Today was an awesome day! I have to tell you how much fun I had chatting with three different wholesalers today and why these relationships are SO important, no matter what kind of real estate business you have.

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This morning I was on a call with my partner talking about our end-of-week business and forecasting for the next few weeks, and we were interrupted by one of the couple wholesalers I work with on a regular basis. I jumped off my call because I had sent a text message a few minutes beforehand regarding a property that had been on his private email list of available properties.

House #1

He said the property I was calling about was still available, and in fact he really needed to move it because of timelines, other deals, etc. on his end. We have done enough business together to know that we each will deliver on what we promise–as in, whatever he states and shares about the condition of the property is really what it is, and on our end, we are good to go, we do what we say, and we actually CLOSE the deals.

We spoke for a few minutes. The house was listed for $36k, with an ARV in the $60-65k range, and I got it locked down over the phone for $33k in about three minutes.

I was happy. He was happy. We had a deal.

That was this morning around 9:30 a.m.

An hour later I had a walk through at another client's property that we are renovating and managing, and I met with a new contractor. We walked the property, and I told him our expectations, laid out the timeline, and boom… on my way.

Related: The Top 6 Ways Wholesalers NEED to Change How They Do Business (According to a Wholesaler)

I had a business lunch, enjoyed the time there, and literally as we were finishing up our conversation, I got a text message from another wholesaler. It was a hot lead.

House #2

I checked in with the wholesaler, did a few calculations, and called the seller. We agreed to meet in just a few minutes, and I made my way to the property. It’s in a great area, on nice street, with lots of potential.

The wife was there–very kind–and we walked through the property together. We discussed everything, the good and the bad, and I made her an offer. They are in the process of moving and need to get the house sold as soon as possible. It has quite a bit of deferred maintenance and two bathrooms that REALLY need to be put back together, but it definitely looks like a deal.

Her husband jumped on the phone, and we all three had a quick conversation, discussed the finer points, and right there, the second house of the day was under contract.

House #3

On my way home from that property, I received a text message from another wholesaler we use, a great guy who always has great deals. He asked if we do make-readies because we just took over four of his properties in our property management company this week (and you know it’s always a good sign when the wholesaler is coming to you!). Sure enough, we could take care of him. We also discussed business on another house I had viewed earlier in the week that he has listed.

So, to recap: We got two houses under contract and added another house to property management–in about seven hours.

For some time I didn’t think there were “real” wholesalers out there. I saw houses that were called “deals” but were definitely NOT deals.

I saw email lists to sign up for, but I wasn’t seeing any deals coming back from the lists.

However, the more people you talk with, the more guys you know, the more houses you are in, the more people you meet, and the more connections you make, you will find that eventually, multiple bona fide wholesalers will be calling YOU because they have deals.

The Takeaway

What I’ve found in our business is that we play a part in many different roles of real estate investing. Sometimes we are the wholesaler, sometimes we are buying from the wholesaler, sometimes we’re the flipper, sometimes the buy and holder. You have to understand how these relationships work and what role you are playing in that moment, during that deal. Understand what that deal can be and how to work through it. Every deal, every house, and every seller will be different.

Related: Why I’d Rather Be a Wholesaler Over a Fix & Flipper or Buy & Holder Any Day

The wholesaler is the boots on the ground. They see the houses, they know the neighborhood (or should), and they are pricing deals ideally to make them money and to make you money. It always has to be a win for everyone, including the seller.

Take your time to get to know your wholesaler and help them understand what you are looking for and let them know that you will deliver. They will call you. They will want your business! And in return, just like late this afternoon, they will send you business as well because you are trusted, you do what you say you’re going to do–and they know you will deliver.

It definitely pays to have awesome wholesalers who know what they’re doing.

How have wholesalers changed your real estate business?

Let’s discuss!

Nathan Brooks is the co-founder and CEO of Bridge Turnkey Investments, a Kansas City-based company renovating and selling more than 100 turnkey properties per year. With over a decade of experience in real estate, Nathan is a seasoned investor with a large personal portfolio and a growing business portfolio. Just last year, through Bridge Turnkey Investments, he helped investors add over $12 million in value to their real estate portfolios. Nathan regularly produces educational content to fuel his passion for helping other people learn about and find success in real estate investing. He has been featured regularly on industry podcasts such as the BiggerPockets Podcast, Active Duty Passive Income Podcast, Freedom Real Estate Investing Podcast, Fearless Pursuit of Freedom Podcast, Titanium Vault, The Real Estate Investing Podcast, The Best Real Estate Investing Advice Ever Show, the Good Success Podcast, FlipNerd, Wholesaling Inc., The Real Estate Investing Profits Master Series, Flipping Junkie Podcast, Flip Empire podcast, Think Realty Radio, and more. He is a sought-after speaker and writer and can be found on stage regularly at events across the country.
    David Roberts from Brownstown, Michigan
    Replied over 5 years ago
    I always enjoy your articles.
    Karen Rittenhouse Flipper/Rehabber from Greensboro, NC
    Replied over 5 years ago
    Yup, like in every area of this business, you’ll kiss a lot of frogs to finally find those who will help you grow your business. Congrats, Nathan, on your exciting 7 hours!
    Brett Snodgrass Investor from Indianapolis, IN
    Replied over 5 years ago
    Great article on shedding some positive light on wholesalers. Thanks. Brett.
    Clint Bolton Real Estate Broker from Hernando, MS
    Replied over 5 years ago
    Great article Nathan! I love hearing real life stories about whats going on in others’ businesses! I’ve found this same thing out recently. I typically haven’t worked with wholesalers much because the ones I had talked with in the past never could produce a deal where the numbers made sense. However, a few weeks ago I received a call from a guy that found me here on BiggerPockets. He saw on my profile that I buy deals in North MS so he gave me a call. He told me about the deal he had, gave me the numbers and I went to meet him to look at the property. We worked out a deal on this one that day and I just closed on it week before last. This guy is new to wholesaling but seems to be an honest guy. He called me 3 days ago with another potential deal, I met him to look at it and bam!, another one under contract. Even though he’s new to the game so far he’s batting a thousand with me. He also made the statement to the seller on this last deal that he knows I’m good for what I say. That means the most in this business, if you do what you say, the deals and business will find you! I’m beginning to like wholesalers lately myself!
    James Green Wholesaler from Waldorf, Maryland
    Replied over 5 years ago
    @NATHAN BROOKS thanks for this great article!!
    John Hamilton Real Estate Transaction Engineer from Jacksonville, Florida
    Replied over 5 years ago
    Great stuff Nathan! At least, someone who doesn’t hate wholesalers. That doesn’t mean to say there aren’t those that need serious help and understanding (and some funds) to know how to become an effective wholesaler. I’m just starting my wholesaling business and hope to be doing real well by year-end. However, I plan to take the cream of the crop and do some fix and flips to realize even more profit off of that deal. I am like you in that I can wear different hats, multi-task like furious Tasmanian devil, and keep everything organized. Doing one thing is great, but if you are able to maintain control, why not immerse yourself in other arms of REI, like rehabbing and buying and holding. Who knows? That can lead to other types of investing like, sub2, wraps, RTO and LOA. Why limit yourself if you have the means and the people around you?
    Ayodeji Kuponiyi Investor from King of Prussia, Pennsylvania
    Replied over 5 years ago
    Very interesting. Nathan, you’ve made me look at wholesalers in a different light.
    Mary B. Real Estate Investor from Lansdowne, Pennsylvania
    Replied over 5 years ago
    Great share, Nathan. I’m sure all that utilize the REI niche of wholesaling will appreciate this on the grand scale. Even if its not their only strategy its very necessary in many cases if one is seeking off-market deals, point blank, to either hone the skill or network with those that have already. Thanks a bunch. Kudos, Mary
    Account Closed from Killeen, Texas
    Replied over 5 years ago
    Thank you for such a great article!
    James Newport Wholesaler from Kansas City, Kansas
    Replied over 5 years ago
    Thanks for the great article Nathan, I’m starting to wholesale in the Kansas City area and appreciate your insight.
    Replied over 5 years ago
    Hi, I am happy that I found your post while searching for informative posts. It is really informative and quality of the content is extraordinary. I have completely read your web blog and articles. Thank You
    William Walker Airline Pilot from Las Vegas, Nevada
    Replied about 5 years ago
    Thank you for posting this information on wholesaling Nathan. As a new investor, I will be following.
    Tyler Sherman Chemical Process Engineer from Chandler, Arizona
    Replied about 5 years ago
    Nathan! What a great article. Reading about these experiences really is helping to mold how I look at EVERY relationship I create while starting in this business of REI. I am excited to use this knowledge to apply to when I meet with wholesalers in Phoenix’s East Valley! Keep up the great articles! Definitely going back to read all of yours I haven’t had a chance to read.
    Gregory Howard Investor from Orange Beach, Alabama
    Replied about 5 years ago
    Great Article!…Lets wholesalers like me know we are appreciated when we are honest about our business and look out for everyone’s side of the deals!
    Andy Rumple Wholesaler and Real Estate Broker from Indianapolis, Indiana
    Replied about 4 years ago
    Thanks for the awesome article. Wholesalers should strive to be ethical and honest at all times. This goes double for newer wholesalers. Your reputation is made by your actions.