FUNDAMENTALS
WHOLESALING
Wholesaling Integrity HOW WHOLESALERS CAN OVERCOME NEGATIVE STEREOTYPES
by Brian Snider
hen I got into this business five years ago, I quickly picked up on the negative connotations associated with wholesaling. I also quickly understood why there were so many negative stereotypes about wholesaling and wholesalers. In my market of Indianapolis, there are many legit wholesalers that are truly trying to help people. But for every W
legit wholesaler, there is another one cutting corners, chasing the quick dollar, and building a business on dishonesty. From talking with oth- ers, the previous statement can be said about just about every market throughout the U.S. I sat on a virtual mastermind call a few weeks ago discussing conversion rates with other wholesalers. Con-
version rate means for every prop- erty you get under contract, what percentage of those deals actually close. The average conversion rate on the call was over 80 percent. One wholesaler on the call was bragging that his conversion rate was below 50 percent, and we were all suckers for not getting every deal possible under contract that we could, no
52 | think realty magazine :: november 2021
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