What Gets Your Attention First?

Question

Drew Sygit · Answer

In my 25+ years of investing, 95% of Wholesalers don't last a year.

Why?

Because they don't INVEST in their own wholesale business to become an expert🤢

Go buy a used car - the salesperson will tell you all about the car, the mileage, what work they did to it, the specs when it was new, etc.

What info do wholesalers provide?- Inflated "as-is" values- Inflated ARVs- Low-ball repair amounts- Inflated monthly rental amounts

Yeah, I get it - focusing on the best-case scenario is what sales people do. It's how they make the most amount of money possible from a transaction.

But, when so many variables are ALL so outside "average", I don't even bother paying attention.

Layer on top of all this, "No Inspection" and "Cash Only" conditions and it's even more of a potential rip-off!
- Most real estate transactions have "built-in" protections for buyers via inspections and appraisals.

So, what info would I expect from a Wholesaler to get me to look at their deal:

1) Comps to support ARV2) Comps to support AR rent3) An accurate list of repairs needed or Scope Of Work (SOW)4) Prefer to figure out my own rehab budget from a SOW, but would also be helpful to have an estimate!

How hard is it to get this info?1) Pay a Realtor for a CMA2) Pay a Realtor for CMA or provide rental data from Zillow, Rent-o-Meter and Realtor com (MLS)3) Pay a reputable contractor for a SOW4) Pay same contractor for a bid(FYI: if you offer to pay 10-20% more, you may be able to cut a deal with agent & contractor to delay their payments until sale)

Oh wait, you mean you have to invest money in your business?

What SUCCESSFUL business doesn't?

Caleb Brown · Answer

I always look at these things...

1) Price. Make sure it's clear the asking price. This will peak my interest to dive deeper or skip.

2) City, area & zip code. These will also stop or continue looking deeper. If it's in a rough area it's a pass. If it's too far out again it's a skip. Each investor has a preferred area but certain zip codes will be a skip for 95% of investors.

3) Pictures. If there is barely any I skip. You always need to provide plenty of photos and videos. Even if you offer a showing investors don't want to waste their time unless they have photos beforehand.

4) Terms. Each wholesaler is different on their required EMD, close date, etc. Majority of wholesalers have similar minimum EMD and contingencies.

If you are wholesaling I would focus on the areas with the most demand. In my area suburbs are the hottest and hardest to come by. If you present deals in the hot areas that make sense you'll close deals.

Sara Joe · Answer

One thing I've noticed is that the source matters, but what really catches my attention is how much context comes with the opportunity. When a lead comes from a cold calling conversation instead of just a property list, you often have a much clearer picture of the owner's motivation, timeline, and openness to selling. That context can make the evaluation process much more efficient than starting with raw data alone.

Interested in hearing how other investors weigh seller motivation versus the property's numbers in their initial review.

Travis Goodwin · Answer

I'm not in Detroit, but my process is pretty much the same anywhere. I look at the location first, then the numbers, the condition, and whether there's enough room for everyone to make money. The faster you can identify deals that don't work, the more time you have to focus on the ones that actually have a chance of closing.

Paradise Epps · Answer

@Travis Goodwin

Travis, thank you for sharing this. I appreciate how straightforward you made it — location, numbers, condition, and making sure there’s enough room for everyone involved. I think learning how to identify what doesn’t work quickly is just as valuable as finding what does so everyone’s time is respected.

Since you mentioned condition, I’m curious — how do you personally feel about gut jobs or heavier rehabs? Are those something you’ll consider as long as the numbers and location make sense, or do you usually prefer properties that need more cosmetic/light work?

Paradise Epps · Answer

@Caleb Brown

Thank you for breaking this down, I really appreciate it. This is exactly the kind of insight I was looking for — understanding what catches an investor’s attention before they decide if they want to look deeper.

I like that you mentioned area/zip code because I’ve learned that can change so much depending on the investor and the market. What may work in one city or for one strategy may be an automatic pass for someone else.

Pictures and transparency are also huge. I agree that an investor shouldn’t have to waste time chasing basic information just to decide if a property is even worth considering.

I’m definitely focusing on learning investors’ criteria more and understanding demand in each market instead of assuming every area or every opportunity fits every buyer. Appreciate you sharing your perspective.

Paradise Epps · Answer

@Sara Joe

Thank you for sharing this perspective, I really appreciate it. I agree — context makes a huge difference. A property can look interesting on paper, but understanding the seller’s motivation, timeline, and what problem they’re actually trying to solve can completely change how you evaluate and approach the opportunity.

I’ve learned that numbers are extremely important, but the conversation behind the numbers matters too. Two properties can look similar from the outside, but the seller’s situation can create two completely different opportunities.

I think having both sides — accurate property data and a real understanding of the seller — creates a stronger foundation and helps everyone evaluate the deal more efficiently. Thanks again for adding this because this is exactly the type of insight I was hoping to learn from different investors’ perspectives.

Paradise Epps · Answer

@Ken M.

Ken, I appreciate this response. This is exactly the kind of insight I was looking for. I agree — the investor decides if something is truly a deal, not the person presenting it.

I’m learning that accurate numbers, realistic comps, understanding the area, and being transparent are what actually build trust. I’d rather say “I don’t know yet, but I’ll find out” than give someone bad information just to push a deal.

Out of curiosity, when someone brings you an opportunity, what are the main things you want included upfront that make you say “okay, this is worth looking into”?

Paradise Epps · Answer

@Drew Sygit

Drew, I appreciate your perspective and I do agree that wholesalers should take responsibility for learning their craft and understanding the numbers behind what they present.

One thing I’ve learned after wholesaling for about 4 1/2 years is that every market and every investor can be different. Some markets are easier to understand once you’ve been working them consistently, but expanding into new areas means being willing to become a student again and learn what investors in that market actually value.

I also think one of the biggest challenges in this space is sometimes people are afraid to admit they are still learning. I’ve always believed there is value in asking questions, even after years in business, because none of us know everything.

I think we should all remember what it feels like to be new at something — that awkward stage of learning, trying to figure things out, and hoping you’re doing things the right way. Some people learn faster, some need more experience and guidance, but growth comes from being willing to improve.

I do believe accountability is important, but I also believe encouragement and education go a long way. Not every newer wholesaler is intentionally trying to mislead an investor — some genuinely believe they are doing things correctly until someone with more experience helps them understand a better way.

I also agree that investing into your business matters. Whether that investment is money, education, mentorship, relationships, or simply taking the time to ask experienced investors what information they value — growth requires effort. That’s actually part of why I asked this question.

I think it’s important to remember that “investing” may look different depending on where someone is starting from. Some people can immediately invest into tools, contractors, data, and paid resources. Others may be starting from very little and their first investment is their time, consistency, networking, and willingness to learn while they build.

For me personally, I focus on presenting facts — actual comps, current market data, and properties that truly compare, whether that’s the same zip code, neighborhood, or even the same block when possible. The investor ultimately decides if it fits their goals and strategy.

I believe the relationship between wholesalers and investors works best when there is transparency, accountability, and mutual respect. We can hold each other to a higher standard without undercutting or belittling one another.

What Gets Your Attention First?

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