What happens if a wholesaler can't find a buyer?

[Raj A.]

I've been reading more (and listening to many great BP podcast episodes) about wholesaling as a strategy but I'm curious as to what happens if the wholesaler is unable to find a buyer. Does the deal simply fall through? Does the wholesaler have to pay the seller a fee? Is that detail negotiable e.g. could vary by state, by deal, by savvyness of the seller and/or wholesaler?