4 Secrets To Finding Success In The Wholesale Field
Wholesaling is one of the most common paths new real estate investors seek out. The amount of money needed to get started – or lack thereof – and the minimal risk involved make it a great way to enter the business. It may appear that it is an easy path to riches, but not everyone is successful at wholesaling. There are things that separate successful wholesale investors from those that struggle. The right combination of hard work, vision and thinking like a seller will separate you from the pack. There is great opportunity within the wholesale side of the business. Here are some key wholesaling points, regardless of what stage you are in.
- Wholesaling is hard work: If you think that it is easy to find motivated sellers, think again. If real estate was easy, everyone would be doing it. Wholesaling doesn’t require large cash reserves, but you still need to spend money. Between bandit signs, direct mail lists and other marketing, these items can add up quickly. Getting your phone to ring is only part of the equation. Once you start taking calls, you need to work every new lead you get. If you can get one or two interested sellers out of ten, you should view it as a success. Out of your two hot leads, you may get one of those to contract. That means that nine out of ten leads will run you ragged without a payoff. You can’t get frustrated with the process and annoyed at every seller you talk to. You never know which will be the lead that turns into a deal. The minute you stop working hard, someone else will swoop in and get the deal. Very few deals will just fall into your lap. You need to be willing to outwork everyone else in your area if you want to be successful.
- Have a plan in place: It is important that you understand the process – from beginning to end. If you don’t have an end-goal in mind, you will do a lot of work for nothing. Even if you only plan on closing one wholesale deal a month, you still need to treat it like a business. This means having a firm grasp of expenses and an idea of what works and what doesn’t. It also means having an exit strategy in place and clear goals in mind. You should be prepared for whatever comes your way during the process. Many deals change gears on the fly. You need to be able to know what you are doing every step of the way. Even if you don’t know everything, have someone in place that you can reach out to. If you don’t have a plan, you will end up losing deals.
- Think like a seller: One of the mistakes new wholesalers make is thinking that everyone that needs to sell is going to sell. Many sellers you speak with will be in distressed situations that they wish they could get out of. Even though they know selling is what’s best, they don’t always do it. How you talk to sellers is the single biggest thing that will get you more deals. Instead of pressuring them to sign a contract, you need to listen to their situation. Find out everything about their motivation, how they got there and where they will go after they sell. When meeting a motivated seller, you should listen much more than you talk. Have a script in place, but don’t sound scripted. Ask important questions, but listen to the answers. Your seller may not want to move for six months. They may have unrealistic demands to move out. If you ignore these facts, you will work for months without ever closing. Motivated sellers will work with investors that they trust. When meeting for the first time, don’t think like an investors, think like a seller.
- Build your investor list: Getting the deal to contract is not a wholesaler’s end goal. You need to have an end investor is place to complete the transaction. A wholesaler should work on building their investor list every day. Every “we buy houses” sign you see could be a potential investor partner. Look on Craigslist and other real estate websites for investors who are actively buying. Get as many business cards as you can at investment club and networking meetings. The bigger your buyer pool is, the easier it will be to assign your contract. Having only a few investors is not enough. Add a name or two to your list every week. Find out what they like and where they want to buy.
Wholesaling is just one of the many ways to get started in the business. It requires just as much work as anything else you will do as an investor. You need to treat wholesaling like your own mini business. This means finding ways to generate leads and having a plan to work them. Wholesaling can be something you are successful at and want to stick with for the long term. It can also be a stepping stone in getting involved in other deals. Whatever you do in real estate, you need to do it full steam ahead. Wholesale deals will not just fall into your lap. If you follow these four steps, you will have a much great chance at wholesaling success.
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