April 11, 2026

Harvard has a class specifically for negotiation, and they found that 93% of deals made are already decided before they ever even get to the offer. 93%! That means almost every single deal is decided before you ever get to price. Yet every single wholesaler I talk to tells me, my leads aren't motivated enough, they want too high of price, my buyers keep offering $5,000 to $10,000 below what I have it under contract for. I get it, you've been blaming every single thing else outside of your business instead of what truly is making this happen. I've sat with people who have done $80 million in assignment fees, and I've consulted with some of the biggest companies across the country on how to make their sales and marketing more efficient, as well as install operations to become more profitable. All of them, they can tell me their exact close rate, how many leads it takes to get to a contract, how many dollars it takes to get to a deal, exactly what daily action steps you need to take in order to be able to achieve a certain outcome. But when I talk to people who don't really run this as a business, they don't know their cost per lead, they don't know their cost per contract, they don't know their cost per deal. And they don't even know their KPIs, which leads to nothing but confusion. And confusion causes stress, and stress causes burnout, and burnout causes you to make no money. Look, you are feeding your wholesaling business with no systems. You are feeding it leads and you're just burning money. You're blaming it on all the leads. The only time that it is a marketing problem is that when your net leads number is less than 80% of your total leads number. Meaning if you got 100 leads and less than 80 of them were actually qualified, you have an issue. And qualified doesn't mean they're willing to accept a lay-down lowball offer. The only thing that a qualified lead means is it's the right number, the right person, they have a reason to sell, and they're going to sell within the next 6 months. That's a definition of a qualified lead, not somebody who's willing to accept a lowball cash offer. That is a sales issue. And look, I'm about to break down exactly what you need to do in order to never have to deal with this issue again. So follow me and hit the save button because you're going to want to come back to this, especially on your next deal. Step 1: I want you to pull up your last 20 leads. How many of them answered? And those who didn't answer, how many times did you try to dial them after? And those who did answer, how many of them did you make offers to? And if you can't track this, well, you don't have a business anyway. But if you can, I bet you that it's less than half of the leads that you made offers to. And 2, every time a lead hits the system, they should be updated immediately. As soon as you talk to them, they should go into their specific bucket. Is it offer made? Is it cold? Is it hot? Is it warm? Is it contract signed? They need to go into a specific bucket. If they don't answer, you put them into working leads. You should have an automation that sends them texts, and you should double dial them twice per day until they answer. They don't answer for 60 days, put them into no contact. And step 3, stop blaming the leads immediately. You need to know your actual number so you can determine what the actual problem is, and then you can fix it. If it is a leads-to-contract ratio, it is a sales issue, and that is totally fixable as long as you have data. If you don't, you need to install data now so you can track for the future, and then once you track, you can scale. Teach exactly how to fix all this on my page— the exact sales process, the exact dispo process, everything. So just hit the follow button and go, go through there and go make some bread.