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- The Wholesale Hustle - Issue #5
The Wholesale Hustle - Issue #5
Chris Strickland
August 02, 2025
Welcome to Issue #5 of The Wholesale Hustle—your weekly dose of real estate wholesaling heat! Last time, we broke down the closing process like champs. Now, we’re delivering on our promise: I’m spilling the tea on how to hunt down motivated sellers using online tools and dropping killer scripts to negotiate with cash buyers like a pro. Buckle up—this one’s gonna light your hustle on fire!
Feature:
Hunting Motivated Sellers Like a Wholesaling Beast
Motivated sellers are the lifeblood of your wholesale deals—folks desperate to offload properties fast, whether it’s due to divorce, foreclosure, or just life throwing curveballs. Finding them? That’s where online tools and a little hustle come in. Let’s dive into the playbook for tracking down these goldmines.
Step 1: Scour Online Tools for Leads
Here’s the deal—motivated sellers are hiding in plain sight online. Use these tools to sniff ‘em out:
PropStream: This beast of a platform pulls data on distressed properties, pre-foreclosures, and tax liens. Filter by your market, export lists, and start dialing. Pro move: Target “absentee owners” with high equity—they’re often ready to sell cheap.
ListSource: Need a laser-focused list? Build one with criteria like delinquent taxes or inherited properties. It’s pricier, but the precision’s worth it.
Zillow’s “Make Me Move”: Some homeowners post dream prices on Zillow. Reach out, test their motivation, and negotiate down. It’s low-hanging fruit!
Social Media Platforms: Search Facebook groups and X for local real estate chatter. Use hashtags like #WeBuyHouses or #SellMyHouseFast in your area. DM posters who sound desperate—boom, instant leads
Step 2: Work the Leads Like a Boss
Once you’ve got a list, it’s go time. Here’s how to turn data into deals:
Cold Call or Text: Use a burner app like Google Voice. Keep it short: “Hey [Name], saw your property at [Address]. Thinking of selling? I can make a cash offer.” Track responses in a CRM or on a spreadsheet. I used spreadsheets for years before subscribing to a CRM.
Direct Mail: Send yellow letters or postcards to your list. Example: “We buy houses AS-IS. No fees, fast close. Call [Your Number].” Test small batches (100-200) to gauge response rates.
Follow Up Relentlessly: Most sellers say “no” at first. Ping them every 7-10 days. Persistence pays—literally.
Pro Tip: Use 4x6 index cards and hand write your postcards. They will get far greater attention in someone mailbox.
Step 3: Qualify the Seller’s Motivation
Not every lead’s a winner. Ask these questions to separate the motivated from the tire-kickers:
Why are you selling?
How soon do you need to close?
If we can pay in all cash avoiding bank qualifying and purchase in a couple of weeks instead of months like using an agent what’s the least you’d take for the property?
If they’re dodging or dreaming of retail prices, move on. Focus on sellers who need speed and flexibility. But, remember to leave the door open if they want to sell to you later.
Pro Tip: Build a “hot list” of motivated sellers in a Google Sheet. Include property address, seller contact, and max offer price based on ARV minus repairs and your fee.
Cash Buyer Negotiation Scripts: Seal the Deal with Swagger
You’ve got a property under contract—now it’s time to flip it to a cash buyer for that sweet assignment fee. Negotiating with buyers ain’t about begging; it’s about selling value and closing fast. Here are two scripts to make ‘em bite.
Script 1: Pitching the Deal (Phone or Email)
Goal: Get the buyer excited and committed.
Hey [Buyer’s Name], it’s [Your Name] with a smoking-hot deal in [City]. I’ve got [Address] under contract at [Your Price]. Comps show an ARV of [After Repair Value], with [Estimated Repair Costs] in repairs. That leaves plenty of meat on the bone for your flip or rental play. Can you close cash in 10-14 days? I’m taking offers ‘til [Deadline, e.g., tomorrow at 5 PM]. Wanna lock it in? Hit me back or call [Your Number].
Why It Works: It’s direct, highlights profit potential, and creates urgency with a deadline.
Script 2: Handling Price Pushback
Goal: Defend your price without losing the buyer.
[Buyer’s Name], I hear ya on wanting a lower number, but here’s the deal: This property’s priced at [Your Price] based on solid comps showing [ARV]. After [Repair Costs], you’re still looking at a [Profit Margin, e.g., $30K] flip or a cash-flowing rental. I’ve got other buyers circling, but I’d rather work with you. Can you meet me at [Slightly Lower Price or Original Price] to lock it up today?
Why It Works: You justify the price with data, show flexibility (if possible), and keep the pressure on with competition. Remember, when you have multiple buyers wanting your deal there will be far less negotiation because they know they are competing for the deal.
Hustle Hack: Record your calls (with permission) to review your pitch. Tweak your tone to sound confident, not desperate. And always follow up with a deal package—photos, comps, and repair estimates—to back up your numbers.
Hustle Hack:
Automate Your Lead Gen
Save time by automating your online lead hunt:
Use Zapier to connect PropStream exports to your CRM.
Set up X keyword alerts for terms like “sell house fast [Your City].”
Schedule drip campaigns in Mailchimp for your direct mail follow-ups.
Quick Tip: Spend 80% of your time on lead gen and follow-up. Deals don’t close without a pipeline!
Weekly Q&A
Q: How do I know if a seller’s price is low enough to wholesale?
A: Run the numbers using the 70% rule: Max offer = (ARV × 0.7) - Repairs - Your Wholesale Fee. For example, if ARV is $200K, repairs are $30K, and you want a $10K fee, your max offer is (200K × 0.7) - 30K - 10K = $100K. If you are able to negotiate anything less than $100k, you’re golden. Always verify ARV with at least 3-5 comps from Zillow or Redfin.
Submit your questions to [email protected] for a chance to be featured!
Hustle Spotlight
Quick Searches for Quick Wins
Search for “sell house fast _______ (city)” and find a seller venting about a property problem (i.e. inherited property, taxes too high, can’t afford repairs, etc). Direct Message them, lock it up with a contract, and sell it to a buyer. The secret? Respond quickly!
Takeaway: Speed kills in wholesaling. Be the first to reach out and always bring data to backup your offer.
