How Much Do Real Estate Wholesalers Make? [Average Salary]

Published on September 1, 2023

How Much Do Real Estate Wholesalers Make?

How Much Do Real Estate Wholesalers Make

These days more and more investors are entering the wholesaling niche and it’s easy to understand why — real estate wholesaling promises an attractive path toward financial freedom. But just how much does a real estate wholesaler make? 

In this blog, we'll look into the average salary of real estate wholesalers, study the factors that influence these earnings, how much money wholesaling real estate requires in the beginning, and explain various variables that could affect this potentially beneficial investment strategy!

An Overview of Real Estate Wholesaling

An Overview of Real Estate Wholesaling

Real estate wholesaling is a short-term business strategy in the property investment industry. Unlike the traditional buying-and-selling process, a wholesaler acts as a middleman between those who want to sell their property and potential buyers. 

To get started, this strategy lies in the property put under contract. Wholesale real estate involves buying undervalued properties, entering into a contract with the property owners, and then assigning that contract to an end buyer. Many wholesalers avoid buying the property or double closing as it will need a lot of money to get the property compared to traditional wholesaling.

The unique feature of this approach is that wholesalers typically do not ever own the property themselves, so they can get started with very little. Instead, they profit from the price difference between the contract with the original seller and the price they negotiate with the eventual buyer since they only serve as the middleman in the transaction. 

It's especially attractive to new investors because they don't need more capital compared to other real estate investment strategies, and it can provide a way for individuals to get started in the real estate industry without taking on the risk and responsibilities associated with property ownership that property investors usually take.

How Much Money Can You Make Wholesaling?

How Much Money Can You Make Wholesaling

On average, many new wholesalers make between $5,000 and $10,000 per deal. However, this is a broad range and some wholesalers might make less on certain deals, while others stand to make more, with some high-end transactions yielding profits upwards of $100,000.

This income from wholesaling depends on a number of factors, including location, market conditions, experience, and the specific deals they are able to secure.

It's important to note that real estate wholesaling is generally not a steady income source, as earnings are tied to individual transactions rather than a set salary. Sure, you don't need a lot initially since you can get started just by simply finding deals, but what can you make wholesaling real estate is not that stable.

The frequency of deals can fluctuate depending on various elements, such as the wholesaler's network, market knowledge, negotiation skills, and the overall real estate climate. It is for this reason why wholesalers must still have a full time job.

As with any business venture, there's potential for high earnings in real estate wholesaling, but there are certain skills you need to take to get started, as is with learning how to earn a rental income. It often requires significant effort, strategic planning, and a deep understanding of the real estate market. 

Ultimately, the success of a wholesaler is heavily reliant on their ability to find undervalued properties, negotiate contracts effectively to close the deal, and connect with interested and capable buyers so it takes less time than traditional investing to profit.

How to Price Your Wholesale Deals

Many successful wholesalers and new investors use a combination of methods to price their deals effectively. 

Each of the strategies they’re using has its pros and cons when you sell the property, and the best choice often depends on their individual situation, the specifics of the deal, and the preferences of your end buyers. 

Percentage or Fixed Fee

One common method for pricing wholesale real estate deals is to establish a percentage or fixed fee on top of the price you've negotiated with the property owner. This wholesale fee is the profit you'll make when you assign the contract to the end buyer. 

Let's say, for example, you secure a contract for a property at $100,000. You might decide on a fixed fee of $10,000, so you'll sell the contract to the end buyer for $110,000.

On the other hand, if you opt for a percentage-based approach even though you do not have a real estate license, you might choose to add 10% on top of the original price. In this case, you would sell the contract for $110,000 as well. This approach provides a clear and straightforward calculation of your earnings.

ROI Based on Your Time

Another way to price your wholesale deals is to consider the Return on Investment (ROI) based on your time. This approach takes into account the effort and hours you put into each deal when buying and selling. 

If you've spent considerable time finding a property, securing a contract, and searching for an end buyer, you might want to ensure that the money you can make compensates for that time.

For instance, if you've spent 50 hours on a deal and you want to earn $100 per hour, you might add $5,000 to the original contract price. This pricing strategy can be more subjective as it's based on your own perceived value of your time and effort.

Fill Orders Through Reverse Wholesaling

Reverse wholesaling involves finding your buyer first before you even search for a property. This strategy can help you price your deals more accurately because you already know what your buyer is willing to pay. 

For instance, if you know that a buyer is looking for a property at a certain price point, say $150,000, you can target properties that you can acquire at a lower price, such as $130,000, and thus ensure a $20,000 profit. 

This method reduces risk as you've already secured an end buyer, and it allows you to cater to the specific needs and budget of your buyer.

Fee After Repairs

Finally, the least preferred method allows the wholesaler to price their deals by estimating the After Repair Value (ARV), which is the potential value of the property after necessary repairs or renovations have been completed.

For example, if a property costs $100,000, but with $20,000 worth of repairs it could sell for $150,000, the ARV is $150,000. As a wholesaler, you might negotiate your fee or how much you can make based on this ARV. This method requires a good understanding of renovation costs and the potential market value of distressed properties, but it can be very profitable if you turn around and sell correctly. 

You might decide to charge a fee of 10% of the ARV, meaning, in this case, your fee would be $15,000.

Do You Need a Degree and a License to Wholesale Real Estate?

You do not need a formal degree to start a career in real estate wholesaling. The field primarily requires a solid understanding of real estate markets and investment strategies, strong negotiation skills, and the ability to connect sellers and buyers. 

This knowledge and skill set can be acquired through self-study, mentoring, online courses, or hands-on experience.

As for the question of licensure, the requirements can vary based on location. In some U.S. states, it is possible to wholesale real estate without a license. However, this often depends on how many transactions you're involved in each year and the specific laws of the state. 

Some states require individuals who are engaging in the activity of selling real estate (or offering to sell real estate) to be licensed.

Since real estate wholesaling operates in a bit of a grey area, it's always recommended to consult with a real estate attorney or real estate commission in your state to understand the exact legal requirements. 

The laws surrounding real estate wholesaling can be complex and are subject to change, so it's essential to ensure you're conducting business in a legal and ethical manner.

How Do You Qualify as a Real Estate Wholesaler?

How Do You Qualify as a Real Estate Wholesaler

While there are no standardized qualifications or certifications for becoming a real estate wholesaler or real estate investor, there are certain skills, traits, and understandings that can contribute to your success when you wholesale houses and want to make a profit.

  • Understanding of the Real Estate Market: This includes being able to recognize a good deal when you see one, understanding property values (whether a properties in the area are priced below market value), knowing the trends and fluctuations of the local real estate market, and being familiar with your target neighborhood.
  • Building a Network: Your network is your net worth in real estate wholesaling. A wide network of motivated sellers, potential buyers, and other industry professionals can be the key to finding and closing great deals.
  • Negotiation Skills: As a wholesaler, your job is to negotiate contracts that are attractive enough to both the homeowner or seller and your prospective buyer. Good negotiation skills are crucial for this.
  • Knowledge of Real Estate Contracts: You need to be able to understand and write real estate contracts that protect your interests while being fair to all parties involved. In some cases, you might need legal advice to ensure the contracts are valid and enforceable.
  • Marketing Skills: You need to be able to effectively market your deals to potential buyers. This may involve online advertising, direct mail campaigns, or even real estate investment networking events.
  • Ethical Conduct: Last, but not least is conducting your short-term investment business in an ethical manner. This includes being honest and transparent with all parties involved in the transaction, including the cash buyer, respecting all legal requirements, and fulfilling your responsibilities as a wholesaler even if you are virtual wholesaling.

How to Earn the Highest Possible Income in Wholesaling

If you are a newbie investor looking into elevating your standing in the real estate wholesaling industry, the following tips can greatly increase your chances of earning. 

Build a Great Buyer's List

Your buyer's list is an essential tool in your wholesale real estate business, as it's essentially your market for each property you're looking to wholesale. The wider and more diverse your list, the higher your chances of quickly finding a buyer when you land a deal. 

Building this list involves networking at real estate events, leveraging social media and online platforms, and consistently reaching out to new potential buyers since wholesaling is a strategy that is fast paced. High-net-worth individuals, property renovators, and rental investors can all be valuable additions to your list. 

It's important not only to expand your list but also to nurture and maintain it, regularly updating your contacts with new deals and opportunities.

Understand Your Numbers

A comprehensive understanding of the numbers involved in each deal is critical to maximizing your profits in real estate wholesaling. This includes being aware of all costs associated with each transaction (such as closing costs, repair costs, and holding costs) as well as the potential market value of the property. Although you won't need a lot of funds to purchase the property or put the property under contract, you still need to have some capital with you.

By accurately estimating these numbers, you can negotiate a purchase price that leaves sufficient room for a profitable resale. Utilizing tools and software that help analyze real estate deals can also be highly beneficial in understanding your numbers.

Build Long-Term Relationships

Building long-term relationships is key in the real estate industry. This means establishing strong relationships not just with buyers and sellers but also with other industry professionals like real estate agents, contractors, lawyers, and other wholesalers. 

These relationships can lead to repeat business, referrals, and valuable advice or information. Always strive to add value to your relationships, and approach every interaction with professionalism and respect.

Educate Yourself

Continual learning is critical in real estate wholesaling, as the industry is dynamic and ever-evolving. This means staying up-to-date with market trends, understanding changes in laws and regulations, and continually improving your negotiation and sales skills. 

Consider attending seminars, workshops, and real estate investment meetings, reading industry literature, or even seeking a mentor in the field. The more knowledge and skills you possess, the better equipped you'll be to find and close profitable deals.

Build a Good Reputation AKA Be Honest

As mentioned in the previous section, honesty and integrity are key to building a good reputation in the real estate wholesaling business. Be transparent about the condition of properties, be clear in your contracts, and follow through on your promises. 

Word of mouth can be powerful in the real estate industry, and a good reputation can lead to more opportunities and higher profits. Avoid cutting corners or misrepresenting properties, as this can lead to legal issues and damage your reputation in the long run.

How Much Money Do You Need to Start Wholesaling Real Estate?

How Much Money Do You Need to Start Wholesaling Real Estate

Starting a career in real estate wholesaling generally requires less money to get started compared to other real estate investing strategies. You can expect to spend less than two thousand dollars on a wholesale deal, while others say the average is below $3,000.

This is because, in theory, wholesaling real estate is a strategy where you do not need to purchase the properties yourself; instead, you need to secure a contract to purchase a property and then assign that contract to an end buyer.

However, it's important to note that while the barriers to entry in the business of wholesaling may be relatively low, there are still costs involved in starting and running a successful wholesaling business and successful real estate wholesalers know all of these. 

This may include marketing, securing a property under contract, legal and professional fees, and administrative and operational costs. This should be considered when attaching a wholesale fee.

If you cannot shoulder these fees, it makes sense to consider plan B if you have any. Remember that wholesaling real estate is an investment, so the capital won't exactly be zero.

Final Thoughts: How Much Do Real Estate Wholesalers Make? [Average Salary]

The earning potential for real estate wholesalers can vary greatly, influenced by a lot of factors such as location, market conditions, experience, and individual deal specifics. Earnings in this field are generally inconsistent, as they are tied to individual transactions rather than a steady salary. 

Note that while real estate wholesaling can be profitable, it also requires strategic planning, deep market understanding, networking, and considerable effort on your part.

If you are ready to take this road, check out Property Leads! We offer highly motivated seller leads perfect for your wholesale deals. All our leads are highly motivated, so you are guaranteed great deals!

Fill out our form below to start getting motivated leads from us.

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