New to Wholesale - Approaching Prospects

[Zoe Leal]

Hello. I am brand new to wholesale and would like to know what you did to motivate your first prospect to trust you with the whosale strategy and process. Any guidance or info for that first sale would be greatly appreciated. 

[Jeff Pasmore]

Great question! First off, congratulations on taking the first step into wholesaling! The key to earning a prospect’s trust isn’t just about what you say—it’s about how you make them feel. As Dale Carnegie said, "The only way to get the best of an argument is to avoid it." Instead of trying to convince someone, focus on understanding their needs and concerns first.

Before presenting your wholesale strategy, ask yourself:

What does the seller truly want? Is it speed, convenience, or certainty?

What fears or doubts might they have? Have they had a bad experience before? Are they skeptical?

What’s their motivation for selling? Are they in distress, relocating, or simply tired of the property?

Instead of just explaining wholesaling, position yourself as their problem solver. Ask them:

"What’s most important to you in this sale?"

"Have you considered other options, and what concerns you about them?"

"If I could help you get this done in the easiest way possible, what would that look like for you?"

Once you understand their pain points, you can tailor your solution to fit their needs, not just sell them on a process.

Also, social proof builds trust. If you don’t have experience yet, lean on your network. Say:

"I work with a team that has successfully helped homeowners like you. My role is to make this as simple and smooth as possible for you."

People trust those who listen, understand, and genuinely care. Be interested, not just interesting, and you’ll find that trust follows naturally.

Does this approach resonate with you? Happy to help refine it further!