Bryan, if you are solely going to be wholesaling the property then you should either already have Qualified cash buyers buyer lined up and interested in the type of property you plan to get under contract, and/or, have a clause in your contract which you will talk to sellers about that allows you to give the property back to them if you dont sell your contract.
Getting a property under contract at prices that most investors would pay (discounted 35% or more) will be extremely challenging. Most people want the most money possible for their property, even if they have to wait a few months.
I wouldn't look at this as if you're providing a "service" per say to the seller - rather a solution, and in a nutshell, here's your solution:
You (or a partner or another investor in your network) can buy their house right now and Relieve the seller of the Problem. That's it. You Buy Houses Directly, Fast For Cash.
When a seller NEEDS/MUST/HAVE TO sell their property Right Away (because of whatever super distressed situation they have), you can buy their house Fast (20 Days or Less), All Cash, Any Condition, No Hassles, No Commission, No Cleaning, No Repairs, and you even Pay The Sellers Closing Costs, you handle all the paperwork to get things started and then everything is processed through escrow/title/attorney. When you buy their property, there is no need to wait for bank financing, no appraisals or home warranties or seller credits, no listings and showings and negotiating various offers. By selling the house to you Right Now with all these Benefits, they will sell for a discounted price in order to get rid of the property and move on with some cash in their pocket. When selling a house traditionally, they will have 10% of their sells price eaten up in commissions, closing costs and holding anyway, and have higher taxes to pay which reduces profits. Yous can relieve their stress, worry, headaches, hassles, and just get this property off their hands at a fair price for the current state of the property and their situation.
Personally, I'm not a big fan of sales and trying to convince a seller that wholesaling is their end-all-be-all only solution. I'd present it very friendly and matter-of-fact, and if you're able, present other solutions as well, including a lease option or seller carry type scenario.
If you have a Truly Motivated Seller, all this stuff will make sense to them because they Really Need to sell their house right now, otherwise, they'll probably decline and hold out for more money by listing. Wholesaling will work best when that Must/Have To urgency exists with a property, otherwise probably not. Either way - always be polite, understanding, and Honest.
