Wholesaling properties in any market without any capital is possible. Co-wholesaling is wholesaling but with a partner, and you need zero capital to start.
In this episode, Virtual Investing Mastery (VIM) instructor Lauren Hardy introduces the concept of co-wholesaling—a collaboration of investors working on a deal together. She also talks about what got her started in co-wholesaling and how it improved her business tremendously.
What is Co-wholesaling and is it the Fastest Way to Build Your Wholesaling Business
In every business, you typically need some capital to get started. I’m going to teach you about a business where you don’t need any capital to get started. That is co-wholesaling. As a co-wholesaler, it is the one business where you can get started with no money. I am going to talk about what co-wholesaling is. What is your job function as a co-wholesaler? How could you solely focus on just co-wholesaling properties? How do you even make money as a co-wholesaler? Lastly, I will go into why you might want to focus strictly on co-wholesaling for your entire business.
Let’s get into it. What is co-wholesaling? Co-wholesaling is when you are wholesaling houses but you’re doing it as partners. Usually, it is when an acquisition wholesaler and a disposition wholesaler are working together to put the deal together and make money together. It’s a form of partnership. I’m going to focus on being a disposition co-wholesaler. What the disposition co-wholesaler does is they are the one that is going to find the buyer for the property or for the contract that you’re trying to sell.
What is your job as a co-wholesaler? As a disposition co-wholesaler, your job is to build a huge buyers list. You want to know every investor in town. You want landlord buyers, flippers, and developers on this list because when an acquisition co-wholesaler brings you a deal, you need to be able to confidently say that you’re going to be able to find a buyer for that deal.
Another part of the job is that you need to make friends with many other wholesalers, especially the newer ones that don’t have big buyers lists. These are the people you are going to build relationships with so when they have a contract, you can work with them and they will keep coming back to you, bringing you all their contracts. It’s your job to find the buyers for those contracts. It’s a very mutually beneficial relationship.
I’m going to give you a quick tip. The best wholesalers that you need to make friends with would be virtual ones like the students in my coaching program. The wholesalers that are virtual are doing the acquisitions work. They’re always looking for boots on the ground. You, as the disposition co-wholesaler, are that exact person. You will be the boots on the ground for them. That is huge and very important. If you can establish those types of relationships, these virtual wholesalers are going to keep bringing you deal after deal.
In co-wholesaling, you don’t need capital to get started. Absolutely no money needed.
Where do you come in in the transaction? You come in as the disposition co-wholesaler when there is a contract on a property. Say another wholesaler brings a contract to you and say, “I need help moving it.” You are going to handle the whole disposition process. You might handle the buyer walkthrough. You’re going to be marketing it to your buyers’ list, be the one who has all the escrow connections in town and help transaction coordinate on the sale. Your goal is to get the most out of this contract and make the most amount of money for both of you guys.
The best part about being a disposition co-wholesaler is it eliminates the acquisition part of the job. Many times, I hear that this is the hardest part. If you don’t enjoy sales work or marketing, then the acquisition side of wholesaling is not going to be fun for you. It’s not going to be fun to do the whole process throughout. I personally do the whole process. We get our own contracts. We do our own seller marketing and acquisitions, and then we also disposition our own deals.
I also disposition deals as a disposition co-wholesaler for other wholesalers in my market. I can handle it. My team can handle that type of work, but if you are not into sales and don’t want to do that type of work, then being a co-wholesaler is most likely in line with your skillset. You would probably enjoy that business a lot more.
How do you make money as a co-wholesaler? You typically get a percentage of the wholesale fee. That is my favorite way to structure it. Typically, what I offer as a disposition co-wholesaler is 40% of the wholesale fee. I only take 40% and there’s a reason. The acquisition work and the marketing cost money and take up a lot more time. I’m aware of that. I feel like it’s fair that I get a little bit less because I am doing less work and there are no out-of-pocket expenses for me being the disposition co-wholesaler.
I’m pretty fair in that way. I do know other co-wholesalers that want straight 50/50. If you can get that deal as the dispo co-wholesaler, good for you, but me personally, I’m going to get the wholesalers coming back for more if I give them a little bit more of the commission. I’m trying to build a long-lasting relationship where wholesalers will bring me more contracts.
How do you focus on just co-wholesaling? You have to build a massive buyers list and you have to make a lot of connections. Make a ton of friends, many wholesaler friends, and investor friends, but most importantly, every day you need to build that internal buyers list that you have. These are things that you can do for free. It doesn’t cost money to build a buyers list. It doesn’t cost money to make friends with other wholesalers. That’s why this is a great strategy if you have very little funds to start out.
You might have heard of a company called KeyGlee. This company does this exact thing and they’ve mastered it. I love the KeyGlee model. It’s great for somebody that wants to solely focus on co-wholesaling. Co-wholesaling was not something that I did up until a few years ago, believe it or not. I never thought to focus on it, but some people approached me with contracts and needed help moving it.
We had the best buyers list in town. We did a few transactions and it worked out for both of us. We realized that it wasn’t that much extra work for us to find those buyers. The acquisition wholesaler realized that we provided a ton of value because what we were able to get for that contract was way more than what they were able to get.
It was worth it for them to give us 40% of the profit. We built that relationship and then realized we needed to build more of these because we were making a ton of money this way. My business focuses on co-wholesaling for other local acquisition wholesalers. If you want to learn more about virtual real estate investing, check out my program at www.WholesalingInc.com/virtual. Thanks again. Have a great day.
About Lauren Hardy
Lauren Hardy is a virtual Investing expert and Real Estate influencer who owns multiple companies in the real estate industry including real estate investment, coaching, and software companies. She is also a Wholesaling Inc coach and co-host of the Wholesaling Inc Podcast. Her experience in the last decade has been focused on real estate investing and creating products and services to serve the real estate investing community. If you are interested in investing in real estate virtually, house flipping, or virtual landlording, Lauren’s your girl.