Why some wholesale deals fall apart even after the numbers “work”
Something I’ve been noticing more often lately:
A lot of deals don’t die because the rehab was underestimated or the ARV was wrong.
They die because the deal never matched the buyer’s risk tolerance to begin with.
Same property. Same numbers.
One buyer moves forward without hesitation.
Another walks immediately.
Interior access, occupancy risk, capital structure, timeline sensitivity, exit expectations — those factors seem to matter just as much as the math, but they often don’t get pressure-tested early enough.
I’ve been spending more time asking:
“Who is this deal actually for?”
before worrying about whether it technically pencils.
For those actively closing deals:
At what point do you decide a deal just isn’t the right fit — even if the numbers look workable on paper?