Having been in this business since 2015, I’ve seen the industry evolve through multiple phases—from the direct mail era, to the rise of cold calling and texting, and now into the AI-driven, compliance-heavy environment we face today.This post breaks down how my wholesaling operation is structured in 2025, what’s changed, and what systems I use to consistently close deals in today’s market.A Brief History of My Wholesaling Journey (2015–2022)2015–2018: Direct Mail Dominance: Back when I started wholesaling in 2015, the primary way to generate deals was through direct mail.

Amazon announced another 16,000 layoffs, reinforcing the same theme: even the most dominant companies are prioritizing efficiency, margin discipline, and flexibility over headcount growth.

. ($55,000/Yr / 12 Mo/Yr x 30%)What jobs dominate that income bracket locally?

For the smaller players after 2018, it shifted from NPLs to PLs mostly. 

Institutions dominating pools?

The dominant amenity might be a lake, trails, glamping units, or even community-driven programming, but the takeaway is the same: you’re underwriting an operating business, not just dirt.

As for the baseball player, I wish!

Both can be opportunities if you're buying as an investor.The longer DOM in these towns isn't necessarily a red flag for rentals since you're not planning to flip.

Football Coach Bill Parcells once said "The best ability is "availability"" when he was talking about football players.

I'm not looking for secrets from the big, "Goliath" players, but rather how the smart "Davids" are gaining ground on them.Don't worry, AI won't take your job.