Tyson Smith says wholesale agents fail at closing deals because they lack three skills: being informed about market comparables and after-repair value, prepared with exact comparable addresses before presenting offers, and empathetic enough to explain why a $400K renovated house is worth $250K as-is.
Most of you guys suck at closing deals, and I'm going to give you 3 strategies right now to help you improve. You need to be informed, be prepared, and you need to be empathetic. You need to be informed before you go to give an offer. You need to have a very good understanding of all the comparables in the market. You need to know what the ARV comps are. You need to know what the as-is comps are so that when you start to talk about price, you can justify it to the person. If this person thinks their house is worth $400K, but you know that it would only be worth $400K if it was entirely fixed up, you need to be able to show them that no, the houses in your condition are selling $250 and be able to bring up exact addresses so you can prove to them that's the case.
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