Real Estate Wholesaling

Why You DON’T Need a Massive Buyers List to Succeed as a Wholesaler

Expertise: Business Management, Personal Development, Real Estate Wholesaling
59 Articles Written

Would you believe me if I said you didn’t need a massive buyers list to successfully wholesale properties?

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So many times, real estate gurus emphasize the importance of growing your buyers list to contain thousands of names.

Now, I know sending properties to thousands of people sounds much more appealing than sending a property to a small handful of individuals. I mean, the chances of selling your property are much greater if you send it to thousands of people, right?

Yes, it’s very possible, but let me ask you this: Are you currently on someone else’s buyers list? If so, do you actually click and view those spammy emails?

Me neither!

So, I want to encourage you guys to spend less time sending blanket emails to thousands of people you don’t know and focus your energy on developing relationships with buyers you can truly count on to buy your properties.

Today, I’m going to show you why a small list of names is more valuable than thousands of names on a buyers list.

Let’s jump in to today’s post!

woman looking through rolled up paper suggesting focusing on one thing

It’s Really About Relationships

Relationships are the lifeline of your business, so it’s important to develop relationships with a small amount of the right buyers. This will set you far ahead of anyone with a massive buyers list full of random names.

Related: 4 Ways to Generate New Wholesaling Leads That Actually Work

Guys, I can’t stress enough how important it is to really get to know your buyers. Take time to learn what type of properties your buyers are interested in by asking these questions:

  • What is your investment strategy? Buy and hold, fix and flipping, something else?
  • How much money are you looking to make per deal?
  • What is your rehab budget?
  • What areas do you prefer to invest in?

Then, use that information to find properties that match your buyer’s criteria. Once you’ve found a property, send it to the buyers who match that criteria, and I guarantee your chances of selling that property have skyrocketed!

How Many Buyers Actually Check Those Emails?

Skim through your inbox and count how many marketing emails you receive on a daily basis from various businesses promoting their products or their weekly newsletter.  

Now, just imagine how many junk emails people receive on a daily basis. I bet no one wants to receive spammy emails of properties they aren’t interested in!

So, to prevent from cluttering your buyers’ inboxes with unwanted properties, organize your buyers list into categories. By doing this, you can easily send properties to buyers you know who routinely buy those types of properties, and this will make them actually look forward to your emails instead of skimming over them every day.

Guys, if you are blindly copying your buyers, I can guarantee you they are skimming right over your email. Your response rate will be much higher if you send a smaller amount of personalized emails to your buyers with properties that match their criteria.

man sitting at desk working on a computer

Quality Over Quantity

Skim through your buyers list and count how many of them are actually buyers.

Honestly, anyone interested in real estate investing is considered a “buyer.” That’s why it’s important to actually know your buyers—because many times there are other investors on your buyers list who haven’t completed their first deal yet.

So ask yourself, “Are they truly motivated to buy any of the properties I send them?”

If the answer is no, then stop wasting your time sending them properties.

Related: 4 Steps to Get Started in Wholesaling (While Minimizing Your Chances of Failure)

Yes, getting your property in front of as many buyers as possible is essentially better, but wouldn’t you rather put your properties in front of individuals you have a relationship and known history with?

Trust me—you’re going to have a better response rate if you have a solid three to five buyers compared to the thousands you don’t know on your buyers list.


Don’t get caught up in building a massive buyers list consisting of thousands of names.

Instead, focus your energy developing relationships with a handful of buyers who you know will buy your properties.

If you do that, I guarantee you’ll become the go-to person in your market and your business will soar!

How do you develop relationships with your best buyers?

Comment below!

Brett Snodgrass is CEO of Simple Wholesaling and has been a full-time real estate investor for 10+ years. He specializes in wholesaling, wholetailin...
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    Andrew Syrios Residential Real Estate Investor from Kansas City, MO
    Replied almost 4 years ago
    Amen! It’s all about quality not quantity when it comes to buyer’s lists.
    Brett Snodgrass Investor from Indianapolis, IN
    Replied almost 4 years ago
    It’s worked for me:)
    Chris Galanos from Lubbock, Texas
    Replied almost 4 years ago
    Good word, Brett!
    Brett Snodgrass Investor from Indianapolis, IN
    Replied almost 4 years ago
    Thanks Chris.
    Michele Redd Wholesaler from Fort Lee, New Jersey
    Replied almost 4 years ago
    Wow this resonated with me so much. That is exactly how I like to conduct business! Thank you, great information I will run with.
    Brett Snodgrass Investor from Indianapolis, IN
    Replied almost 4 years ago
    Thanks, Michele. Glad to hear. All the best!
    Vernon Miller Investor from Crossville, Tennessee
    Replied almost 4 years ago
    Brett, Spot on with this article. Solid investors will show you in 10 minutes if they are productive. Network with experienced buyers and your time will be spent wisely..
    Brett Snodgrass Investor from Indianapolis, IN
    Replied almost 4 years ago
    Thanks Vernon. Too true.
    Michael Rogers Certified Public Accountant from Chattanooga, Tennessee
    Replied almost 4 years ago
    So true. I get a phone call a week from a new investor that’s trying to build a buyer’s list and wants my email address. I always ask them if they have done any deals or have any properties under contract and they say no. I then ask how they are marketing for motivated sellers and they’ll say they are looking on Craigslist or mls. At this point I recommend they refocus there time and resources toward finding motivated sellers through driving for dollars, direct mailing, etc. If they get a truly good deal under contract call me. They wont have any trouble finding a buyer at that point.
    Katie Rogers from Santa Barbara, California
    Replied almost 4 years ago
    I would guess the reason they are looking for buyers first is most of them do not have the money to close a deal under contract. From their point of view, getting a deal under contract first feels like putting the cart before the horse.
    Sherwin H. from St. Louis, MISSOURI
    Replied almost 4 years ago
    Would it not be beneficial or too pricey to list wholesale deals on the MLS?
    Cornelius Charles Investor from Oxnard, California
    Replied almost 4 years ago
    To my knowledge, you have to be a realtor to list on the MLS. You would then be paying a commission as the seller. If you sell it without using the MLS, there are no commissions involved. I don’t even think listing on the MLS is feasible if you are assigning the contract.
    Sherwin H. from St. Louis, MISSOURI
    Replied almost 4 years ago
    Oh ok,thanks for the response. I’m still hesitant to get off the sidelines; trying to learn as much as I can before I leap.
    Account Closed from Atlanta , Georgia
    Replied almost 4 years ago
    I am a brand new 23 yr old wholesaler based in the Atlanta and I am looking to use this platform to network and build a buyers list. If anyone would like to be on said list feel free to inbox me directly or reply to any of my posts. I’d love to connect!
    Tyler Chartrand Investor from Scottsdale, Arizona
    Replied almost 4 years ago
    Totally agree with over 500 people on the buyer’s list i usually work with the same 5-10 buyers
    Dennis Zwirchitz Wholesaler from Brooklyn Park, MN
    Replied almost 4 years ago
    Really Good Word Brett. No Matter how Virtual and Tech Driven this world may become there will always be real people involved in every deal and at the end of the day Trusting and Caring Relationships will rule day every time.
    Altamar Knighton Flipper/Rehabber from Edison, NJ
    Replied over 3 years ago
    Very interesting perspective that provides a great deal of confidence to someone that masters the personal connections and see them as golden. Great Post. Thank you
    Malik Gray Real Estate Investor from ESSEX COUNTY
    Replied over 3 years ago
    Brett, Great info.
    Eric Frisch from Pittsburgh, PA
    Replied over 2 years ago
    How do you find the 5-10 buyers you can truly count on if you’re just getting started on wholesaling?
    Bobby Miller Developer from Houston, TX
    Replied 3 months ago
    Im asking that same question
    Brett Snodgrass Investor from Indianapolis, IN
    Replied over 2 years ago
    Hey Eric, I would visit local meetups and REIA’s to begin networking and talking to other investors. As you are starting out. I would find a few experienced wholesalers to sell to. They are always looking for properties and you can learn about the business a little from them as you are bringing them value.
    Julian Gonda Rental Property Investor from San Francisco, CA
    Replied 10 months ago
    Really helpful read. Currently starting out but it's nice to come across information that reinforces what I've already been learning--build rapport with the handful of buyers you can rely on so it is ultimately a win-win!
    Will Barnard Developer from Santa Clarita, CA
    Replied 10 months ago
    Not sure how I missed this older post but can I get a very loud AMEN! Finally someone gets it. The age old argument on BP Nation of finding the deal first or finding the buyer first and how to build a buyers list. Too many think that “if you have a deal” the buyers will come. Well, in today’s world, those deals are usually not deals which is why most fail and second, having a buyer in place and knowing their criteria ahead of time places you in a much better negotiating position with sellers, keeps you on the legal side (if you do it right and not break licensing laws via assignments), and helps make you more successful to scale this business. Wholesaling is a job.
    Nayelli Billups from Houston, TX
    Replied about 2 months ago
    Absolutely love this nice good tip awesome post