21 Wise Real Estate Wholesaling Tips by Seasoned Pros

In CA, it’s best to have a decent amount of marketing money for the first 3 to 6 months saved up if you’re starting out.

It’s very competitive here so being able to stay in the game with marketing is a top priority. Expect a deal to come after the first 3 months.

— Joshua Justiniano, Quick Home Offers, Acquisitions Manager

Relationships with your cash buyers are more important than the particular deal you find. If you have vetted buyers who can close quickly, you will be able to move properties faster with fewer headaches.

Early in my career, I would waste weeks marketing contracts only to arrive at the conclusion I never had a buyer that was interested.

After I put together a buyer list I would trust, I was amazed that I cut my closing times literally in half.

— Jimmy Fuentes, California Hard Money Lender, Consultant

Since I am wholesaling property in my state, my initial advice to new real estate investors would be to emphasize forging good relationships.

It is not only about finding off-market properties and being able to wholesale, but also about getting to know motivated sellers and credible buyers.

When you manage to market yourself as a person that can be trusted, possesses the knowledge they need, and is easy to work with, you will stand out in a competitive market.

Befriending local real estate agents, real estate lawyers, and contractors can also provide one with opportunities that may not be open to all.

— Andrew Reichek, Bode Builders, CEO

I’d recommend starting by building relationships with local managers of mobile home parks — they often have direct knowledge of sellers and can tip you off to opportunities before they’re listed anywhere.

Don’t underestimate the complexity of titles and ownership with manufactured homes here.

Early on, I learned to always double-check titles for liens or ownership gaps; clearing up one messy title helped me close a win-win deal and taught me the value of patience and attention to detail in this niche.

— Ian Smith, We Buy SC Mobile Homes, Co-Founder

For new North Carolina wholesalers, I’d shift gears from traditional cold calling to SMS marketing — it’s how my team finds 75% of our deals now.

This business runs on systems, not hustle; get backend support like trained virtual closers and roving notaries locked in early.

That’s the key to scaling while living anywhere. It lets you focus on seller needs and deliver stress-free solutions at volume.

— Jasper Cool, Bright Home Offer, Founder

The main takeaway is that wholesalers frequently tread carefully when it comes to state real estate regulations, and many newcomers are unaware of how close they are to requiring a license.

Small details can make the difference between legally assigning contracts and unlawfully marketing properties without a license in Texas and many other states.

In addition to providing you with legal protection, being aware of those subtleties early on will distinguish you as a professional who conducts business with honesty and vision.

— Humberto Marquez, Gowithsurge, Founder

The insight that changes everything: compliance. Michigan has strict laws around wholesaling real estate. If you market a property without the right disclosures, you can get into trouble quickly.

Make sure you’re assigning contracts properly and presenting yourself honestly. I’ve been in real estate for over two decades and the investors who last are the ones who stay above board.

It builds trust, protects your name, and keeps the deals flowing without sleepless nights.

— Jeff Burke, Jeff Burke & Associates, CEO

My first warning would be this: stay away from probate properties unless you know the legal terrain.

Most wholesalers see a vacant inherited home as a quick deal, but Arizona probate law often requires court approval, notice to heirs, and strict deadlines.

I’ve seen wholesalers tie up homes under contract only to lose the deal because the estate lacked authority to sell yet.

That mistake not only kills the deal but can expose investors to lawsuits from heirs or sanctions for practicing law without a license.

— Max Casey, Unbiased Options Real Estate, CEO

The most informative lesson to understand at the outset: wholesaling is not all about locating cheap houses.

It is all about knowing value. I observe that in my state, new wholesalers underestimate repair costs or fail to conduct investment property due diligence.

Such an error kills transactions and reputations. Effective wholesalers make time to tour properties with contractors or agents before closing a contract.

In that manner, they are not guesswork numbers; they are real and are more credible to buyers.

The entry point of wholesaling real estate can be mindblowing, but do not treat it casually at the very beginning. Establish a feeling of trust, familiarity with numbers, and the deals will come.

— Jonathan Ayala, Compass, Licensed Real Estate Salesperson

If you’re planning to wholesale in California — or frankly, in any competitive, regulation-heavy market — my advice is this: think like an operator, not just a deal maker.

Wholesaling attracts people who are focused on speed, arbitrage, and acquisition margins, but where many new investors miss the mark is failing to understand the full lifecycle of the asset they’re selling.

The more you understand what makes a property perform well as a long-term hold or a short-term rental, the more credible and compelling your pitch becomes to actual buyers.

In STR-heavy markets like Joshua Tree, Lake Tahoe, or coastal zones, it’s not just about assigning a contract — it’s about being able to say, “Here’s the occupancy rate you can expect. Here’s the seasonal income variance. Here’s what local permitting looks like.”

When wholesalers can speak that language, they instantly stand out. You’re no longer flipping paper — you’re presenting a vision with numbers behind it.

One of the most overlooked truths is that data fluency creates deal flow. Wholesaling isn’t just about hustle; it’s about credibility.

In California and other states with both urban density and strict zoning laws, you must understand not just the comps but the constraints.

What’s the ADU policy on this parcel? Is it in a coastal commission zone? Are there local STR restrictions that reduce resale value?

Here’s a quick story. A new investor approached us with a deal near Sonoma — a beautiful cottage, well priced, seemingly turnkey. But the property was inside a local ordinance zone with a cap on new short-term rental permits.

That small detail — buried in a county regulation — turned what looked like a $40K wholesale real estate assignment fee into a dead lead.

Meanwhile, another wholesaler brought us a duplex in Palm Springs with a deep renovation need but an active STR license grandfathered in. That deal closed in 10 days.

— Kristina Bronitsky, RedAwning, Director of Consumer Marketing

For new investors wholesaling real estate in Massachusetts, I’d emphasize deeply understanding our unique older housing stock — many homes here are 80+ years old like my family’s Springfield duplex, so you must account for hidden structural issues and lead paint complications when evaluating deals.

— Matthew Slowik, Revival Homebuyers, Founder & President

A critical insight is that due diligence around cost is not optional. It is mandatory. Calculate all expenses, including repairs, legal fees, closing costs, and title searches.

As someone who runs a real estate brokerage and a title company, I’ve seen too many aspiring wholesalers overestimate margins by neglecting realistic cost projections.

Know your numbers cold.

— Betsy Pepine, Pepine Realty, Owner and Real Estate Broker

Texas is a massive state, and most cash home buyers focus on deals in the major metro areas. When a property is in a smaller market, it can be much harder to sell once you have it under contract.

It might feel easier to lock up a deal in a smaller town because the seller is more cooperative, but you still need to ask yourself: who’s going to buy it?

If there’s little to no recent sales activity in that area, finding a buyer for your deal could turn into an uphill battle.

— Lisa Martinez, TX Cash Home Buyers, Founder

Target apartment complex owners who need major services work. Through my companies, I regularly work with property owners facing expensive security upgrades, renovation backlogs, or operational headaches.

These owners are often cash-strapped and motivated to sell quickly rather than invest more capital.

Last month, I identified three potential wholesale opportunities just from properties where our American S.E.A.L. Patrol Division was providing security services.

Position yourself as the solution to their operational nightmares, not just another buyer. When I approach distressed property owners, I can immediately assess their security costs, renovation needs, and maintenance issues across all my service divisions.

This gives me accurate repair estimates and helps sellers see me as someone who understands their pain points.

One owner told me he was more comfortable selling to me because I already knew his property’s problems weren’t just cosmetic.

Use your service network to validate deals before you tie them up. My renovation crews can walk a property in 30 minutes and give me exact repair costs, while my security team knows neighborhood crime patterns that affect values.

This operational knowledge helps me make faster, more confident offers while other wholesalers are still guessing at numbers.

— Moe Shariff, Apartment Services Group, Owner

For new wholesalers, I’d strongly advise focusing on properties with existing seller financing — we’ve purchased thousands of notes nationwide and see these as hidden opportunities where motivated sellers often need quick exits.

Understanding private mortgage notes unlocks unique deals. Many homeowners facing hardship don’t realize they can sell their note for immediate cash, which creates wholesale opportunities others overlook when you help structure win-win solutions.

— Kevin Clancy, American Funding Group, President

It’s ALL about relationships + speed. In LA, good deals go fast. If you don’t have your financing lined up or a buyer ready to close, you’ll lose out every time.

Also, sellers in this market are savvy, so lowballing like you might in other markets won’t always work.

You need to present yourself professionally and show that you can close. If you can build trust and prove you can perform quickly, you’ll stand out.

— Sebastian Hovsepian, NEXT, Realtor

To new investors, learn how to master the assignment clause timing. The 3-day right of rescission of California can kill deals when not properly structured.

I have heard of wholesalers missing $25,000 orders due to the failure to consider this cooling-off period in the contract.

— Jeffrey Hensel, North Coast Financial, Broker Associate

The time to close the first deal has increased substantially over the last few years due to the flood of new people into real estate.

So to folks who are just getting started, I tell them to find a niche and work the niche for 6 months to find homes to wholesale. That’s six solid months head down and focused on ONE thing.

I tell them the two biggest time wasters for new people are: 1) Chasing shiny objects and not staying focused on the one thing; and 2) Spending time building a buyer list before they have a deal.

I get a half dozen calls a week from these people, who are simply following some guru’s bad advice and wasting their time.

And finally I tell them not to give up. Ever. That’s the only way to guarantee their success.

— Dennis Fassett, Dennis Buys Houses, Owner

The all-time most powerful takeaway: Your brand in a small market compounds faster than your margins.

Word spreads quickly when you back out of deals in Iowa, mislead your properties or numbers bait and switch. Sellers talk. Title agents talk. Investors definitely talk.

The advice I give most often is this: here in Iowa, disclosure and transparency are your best form of protection, not that you try to be the wisest negotiator.

Des Moines sellers are frequently older homeowners or heirs with inherited homes. They are smart enough to recognize when something isn’t right, but they are also extremely grateful when you share with them specifically how a wholesaler works.

The second fastest way to lose your credibility is to advertise that you will close quickly without disclosing that you are assignable.

Whereas if I lay it out that I am the person to connect the property with an investor that’s ready to take on the rehab, then the conversation changes again.

— Jacob Naig, We Buy Houses in Des Moines, Owner

The most impactful insight I’ve learned from years in this market is that success often comes down to creative problem-solving beyond just the numbers.

I’ve found that being able to offer flexible closing terms, assist with moving, or even help a seller find their next home, for example, can be the difference between getting the deal and leaving empty-handed — especially when dealing with distressed properties.

— Sergio Aguinaga, Michigan Houses For Cash, Owner

The most critical insight is that Massachusetts sellers often need flexible closing timelines due to complex family situations.

I’ve closed countless deals by offering extended move-out periods that address emotional attachments, which builds trust and unlocks opportunities others miss.

— Matthew Slowik, Revival Homebuyers, Founder & President

Master sales and marketing and become an expert in them. If you can be okay at one and a master in the other, you will close deals.

The goal, however, should be to master both. Being okay in both won’t get you far. Your competition is working harder than that so you can’t just be okay; otherwise wholesaling is not for you.

— Sergio Aguinaga, Michigan Houses For Cash, Owner