The #1 thing wholesalers need to do is shut up and LISTEN!   Sorry if that sounds harsh, but most wholesalers usually race to the contract instead of being quiet, listening, and building an actual relationship. We all know "The fortune is in the follow-up", but most wholesalers call their sellers to "check-in" or "follow-up" and sound like a stereotypical salesperson. ?   When you listen to your potential sellers' problems, it makes following up so much easier. It takes more time, but that will pull out the seller's motivation and help you to make sure you address their problems and find the win-win solution for both parties.   Noah Gilliom trains his real estate wholesaling team to focus on listening, connecting, and following-up. That's how they've increased the amount of deals they're doing from the same marketing budget, getting contracts from an average of 2-6 weeks after their initial contact.   PS: Converting more of your cold calling leads is a pure increase in PROFIT, because you've already paid for the motivated seller lead.   00:00 #1 Mistake wholesalers make 01:30 Noah Gilliom on getting started wholesaling real estate 06:43 Beating "Analysis Paralysis" 08:08 Flipping a Mobile Home / foundation issues 11:18 Lessons learn from the Mobile Home money pit 12:37 Ballpoint Marketing and Direct Mail for Real Estate Investors 13:01 CallPorter the answering service for real estate investors 15:25 How Wholesalers can follow up with motivated sellers 17:09 How long you should follow up with a seller