Wholesale real estate investing might seem simple at first glance, but real success depends on key decisions made early on. Chris Logan, a seasoned investor and coach, outlines a practical and repeatable approach that both beginners and experienced wholesalers can follow.
His method removes guesswork and emphasizes a system built around smart market selection, low-cost marketing, buyer-first prospecting, and consistent follow-through. With the right mindset and daily effort, anyone can succeed in this business.
Choose a Territory That Supports Consistent Deals
Why Population and Price Matter
When choosing where to wholesale, focus on areas that can support steady deal flow. Chris recommends starting your research with two essential metrics:
- Population: Use Google to search "[county], [state] population". Look for areas with 250,000 or more residents. A larger population means more inventory, more buyer demand, and more predictable opportunities.
- Median Home Price: Search “median home price [county], [state]” and check sources like DealMachine. Your target range should be $200,000 to $450,000. Properties below $200K are often rural and hard to move. Prices above $450K increase competition and risk, especially for new wholesalers.
These two data points filter for markets with enough demand and accessible inventory. This approach minimizes mistakes and improves your chances of building a repeatable business.
Understand Your State’s Wholesaling Laws
Wholesaling laws vary by state. Some states require a license. Others have restrictions on contract assignments or advertising. Chris advises checking with a real estate attorney or mentor to confirm the laws in your state before you begin marketing or signing contracts.
Staying compliant protects your business, your sellers, and your reputation.
How to Build a Local Real Estate Wholesaling Team
You don’t need a large-scale operation. You just need a lean team that helps you move fast:
- Local Realtor (Property Inspector): Find a realtor to take property photos, host group showings, and provide local insights.
They don’t need to do full inspections, just clear photos and a few notes after you lock up a property under contract.
- Investor-Friendly Title Company: Join local real estate investor Facebook groups and ask, “Who’s the best title company for wholesalers in [market]?” Go with the name that’s recommended multiple times.
A good title company will handle assignments, double closings, and resolve title issues quickly.
Watch the Full Podcast Episode: Chris Shares Real-World Wholesaling Advice
In this episode of the DealMachine Real Estate Investing Podcast, Chris breaks down his full wholesaling framework with real-world examples, mindset shifts, and tactical steps. Want to hear the full interview? Watch the full episode below:
Start with One Marketing Channel: Cold Calling
Why Cold Calling Is Ideal for Beginners
Chris recommends cold calling for every new wholesaler, regardless of budget. Why?
- Low overhead: You can start for free or up to $300/month.
- Fast results: You can talk to sellers today.
- Skill-building: It teaches how to handle objections and have real conversations. Skills that translate into every other marketing channel.
“Ninety days of cold calling gives you a 10-year education in sales and marketing.”
Cold Calling Mindset & Tips
- Smile and dial: A smile changes your tone and sellers can hear it. Use a mirror at your desk.
- Overcome fear: Don’t wait. Count down “5-4-3-2-1” and make your first call.
- Be consistent: Call 2–3 hours daily. Every "no" gets you closer to your first "yes".
- Track your calls: Keep notes on seller responses, follow-up timelines, and objections.
Frequently Asked Questions (FAQ)
What is real estate wholesaling and how does it work?
Real estate wholesaling involves contracting a property below market value and assigning that contract to a cash buyer. You profit from the difference, without owning the property.
How do I build a cash buyer list for wholesaling?
Join Facebook groups, search deal posts, and message buyers in the comments. Ask what they're looking for and log their criteria. Aim to collect 50 buyers in your target market.
Why is cold calling the best starting point for marketing?
Cold calling is low-cost, builds valuable communication skills, and gives instant feedback. It teaches you how to talk with sellers, a skill that will improve all other marketing channels.
What seller lists should I focus on for motivated leads?
Target senior owners, tired landlords, out-of-state owners, vacant homes, and properties with code violations or tax liens. These lists often signal urgency and a real need to sell.
How do I know a seller is motivated?
Ask about their timeline, condition of the property, and most importantly, why they want to sell. When the reason is strong, the seller is usually flexible on terms and price.
Can you wholesale real estate with no money or credit?
Yes! Wholesaling is one of the few real estate strategies that doesn't require money or credit up front. You simply get properties under contract and assign them to cash buyers for a profit. Success depends more on knowledge, consistency, and relationship-building than on upfront capital.
