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How To Pitch Your Wholesale Deals to Cash Buyers

Whether you’re a beginner or a seasoned investor, wholesaling is still one of the most effective ways to create quick cash flow in your real estate investing business.

But when it comes to learning how to pitch your wholesale deals to buyers, a lot of beginners get stuck and left wondering why their deals aren’t moving.

And this is a huge problem.

By not marketing the deal the right way, you’re not only spending time and energy just spinning your wheels but you could also be damaging your reputation with your buyers by looking like an amateur.

In this guide, we’re going to help you solve both issues and teach you exactly how to pitch your deals to buyers so you get more properties across the finish line — and more cash in your pocket.

To get started, though, everything we’re going to show you in this guide revolves around one simple concept… making sure it’s a “deal” to begin with.

What Makes It A “Deal”…?

If you’ve been landing contracts but are struggling to get any deals reassigned, chances are… you’re either pitching it the wrong way, contacting the wrong buyers, or you don’t actually have a deal.

Each of these are extremely common lessons you’ll learn at some point in your wholesaling career.

And we’ll touch on the first two in a minute.

For now, though, let’s focus on the elephant in the room: is your “deal” really a “deal” after all?

To understand that, let’s take a look at two different examples.

We’ll assume the same property in both examples — one that’s worth $250,000.

In the first example, you’ve spoken with the seller and have gotten them to agree to a $150,000 price.

However, the property needs a new roof, new AC system, new doors and windows, drywall repairs, new flooring, and some landscaping.

So while the property may be worth $250,000, if you’re looking at $80,000 in repairs, a buyer isn’t going to think the “deal” is very attractive — since they only stand to make $20,000 IF everything goes perfect.

And it never goes perfect.

Even though you see $100,000 in potential inside the deal (which can make it seem amazing), a seasoned investor will see months of work and more than $80,000 in repairs just to get it to market value.

That’s a huge amount of risk and one that not many investors are going to want to assume.

On the other hand, though, let’s say you’ve gotten the seller to agree to sell their $250,000 for $150,000.

Except, this time, all it needs is a bit of landscaping work, some paint, new floors, and maybe a new roof.

Now you’re talking about $30,000 to $40,000 in repairs — versus $80,000 in the first example.

That means your investor has the potential to make $50-$60,000 after performing the repairs, making this example a much more attractive deal for your buyers.

The first example would be hard to pitch to anyone and would likely have them looking at you like you’re inexperienced and have a few things to learn.

The second example would essentially pitch itself because of the potential waiting to be unlocked in it and would have buyers wanting you to bring more deals to them just like it.

But, even though the second deal is extremely attractive, especially if everything checks out, there’s still specific steps you’ll need to take if you want to properly market it and get the contract quickly reassigned.

Steps To Pitch Your Wholesale Deal To Buyers

Now, when you know that you have an actual deal on your hands — one that will be attractive to buyers — there’s specific steps you can take to get it in front of them.

However, if you run through these steps and aren’t getting anyone to take you up on the reassignment, you’ll want to go back to the drawing board and look at your due diligence again to ensure that what you’ve contracted is actually a deal to begin with.

Remember: a great deal will essentially pitch itself.

By mastering each of these individual steps, by understanding proper due diligence, spending time researching the property (and your buyers) and putting in effort to master marketing and communication, you can achieve a lot more success as a wholesaler.

Step #1 – Organize Your Buyer’s List

One of the first things that needs to happen — even before you start finding sellers willing to contract their properties with you — is building and organizing your buyer’s list.

Finding a great property doesn’t mean much to you if you don’t end up getting a buyer in time.

Successful wholesalers understand this and help the momentum build in their businesses by maintaining an active list of buyers.

They also understand exactly what those buyers are looking for.

You can sort of think of this as your Rolodex for getting deals done and fill it with people you know are actively interested in buying off-market deals.

To get started, you can pull together a list through networking at local real estate events, by attending auctions and paying attention to who is buying, attending meetups and running marketing campaigns.

When it comes to pitching your deal, though, you want to make sure you’re putting the right deal in front of the right buyer.

For instance, if you’re wholesaling a potential rental property, you don’t want to be reaching out to investors who have expressed they have zero interest in rentals and only focus on fix-and-flips.

This will save you a ton of time when it comes to getting the deal done.

And if you’re looking for creative ways to start building and organizing your buyer’s list, we’ve put together a great guide on 16 Simple Ways To Find Cash Buyers For Your Wholesale Deals.

Step #2 – Create A Marketing Package

Now, we’ve already mentioned that a great deal will pitch itself.

The numbers speak for themselves.

But if you really want to level up your pitching skills and make the deal even more attractive, you’ll want to put together a pitch deck that you can send out to your list.

These pitch decks break down everything about the property, showing the upside potential, taking care of the downsides, laying out the numbers, the comps, the local area, you name it.

To help you see what one looks like, we’ve put together a free eBook that breaks down the process for you. You can click here to download your copy of the “Bullshit-less Guide To Building A Real Estate Investing Business.

Then, check out these slides that are used for pitching a deal to a lender:

These slides break down what’s great about the deal, what renovations are needed, the numbers involved in the program, and more information about the property.

Here’s another example you can use to make your property stand out:

Each of these are available in the BS-Less Guide To Building A Real Estate Investing Business.

Your goal with your pitch deck should be to showcase the property and the due diligence you’ve performed.

Look at your messaging through the eyes of the buyer you think would say “heck yes” to the deal.

Then include the information you know they’ll need to see in order to quickly make a decision on whether or not they want to talk to you about it.

Step #3 – Offer It To Serious Buyers

In every buyer’s list, there’s going to be buyers that you know are a shoe-in for the deal, some who could be a “maybe” and some who will just flat out be a no since it isn’t their preferred strategy.

It’s up to you to determine who is going to be your “heck yes” and who will be your “maybe” buyers.

Then, when you are ready to start pitching the deal to people, start by reaching out to those you know would be more inclined to say yes to the offer.

This could be based on their investing strategy — ie: you have a perfect rental property for a rental investor — or it could be based on their buying history and wanting to close quickly on as many deals as possible.

When you’ve put together that list of 5 to 10 serious buyers, you can start getting it in front of them.

You want to make sure that you have a good number of people to send it to, though, to ensure that at least one person says yes and that there’s a bit of competition on the deal.

The more competition there is, the more likely someone will want to close quickly — so you get paid.

Then, as time goes on, you’ll start to know exactly who to send your deals to first, knowing that there’s a high probability you won’t have to pitch the deals to anyone else.

Since real estate investing is a people-based business model, becoming known as a trustworthy wholesaler to a few key buyers could keep you from having to track down more buyers in the future.

Step #4 – Send Out An Email / SMS Blast

Once you’ve exhausted your list of serious buyers, it’s time to let the rest of your list know the deal is ready.

To do this, you can send out an email marketing blast or SMS blast using what’s called the “Perfect Pitch”.

This “Perfect Pitch” message quickly gets to the point and lets people know, from a 10,000ft view, what the deal looks like. Your goal with the blast is to drum up attention from alternative buyers on your list.

Here’s what it looks like:

Subject: “Investor Alert: <PROPERTY ADDRESS>”

Message:

Here’s the deal:

  • Address Of The Property
  • Total After Repair Value
  • Amount Of Repair Work Needed
  • Selling Price

Short, simple, and straight to the point.

To see what it looks like in action, let’s take our example from earlier.

You’ve got an assignment agreement on a house that’s worth $250,000 and you’ve gotten the seller to agree to accept $100,000. You also want to make sure you’re making $10,000 in the deal.

Here’s what your email/SMS blast would look like:

Investor Alert: <PROPERTY ADDRESS>

Here’s the deal:

  • <PROPERTY ADDRESS>
  • $250,000 ARV
  • $50,000 Repairs
  • $110,000 Selling Price

If you’re interested, send your offer within 10 days. I’ll take care of the details from there.

It’s been called the “perfect” email or SMS for a good reason.

Breaking it down, the subject line immediately speaks to who you’re looking to communicate with — investors.

It also puts the property address in the subject line so if the investor you’re reaching out to is familiar with the area, they’ll be more inclined to open it up.

Then, you’re showing them the details they need to see, from a high level view, to decide whether or not they’re interested in learning more about it.

Finally, wrap up the message with a bit of urgency — tell them when you want to receive their offer and that you’ll handle the process to make it as easy as possible for them to work with you.

How To Pitch Your Wholesale Deals To Buyers

One of the easiest ways to pitch a wholesale deal to a buyer is by starting with a good deal.

A big part of knowing what a good deal looks like is understanding the business model from beginning to end.

When you know exactly what your buyers are looking for you can start spotting more and more deals that fit within their criteria.

To do that, if you haven’t already, make sure you download a copy of the Bullshit-less Guide To Building A Real Estate Investing Business.