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I split the assignment fee on my first probably 15 deals or so. The reason for that was because I knew how important momentum was.

Many wholesalers work so hard for their first contract, then once they get it they completely stop marketing to new sellers and they start trying to sell that contract. A week or two later they find out they underwrote it incorrectly, there’s title issues that can’t be cured, or something else happens that causes the deal to either fall apart or be smaller than expected. The wholesaler then has missed out on 1-2 weeks of marketing and has lost all momentum.

After reading “The One Thing” by Gary Keller, I realized that my best bet was to focus on finding sellers and let someone else handle selling the deals until I had built momentum and a healthy bank account. I would lock up a deal, pass it off to a dispositions partner, and immediately get back on the phones to find the next one. This allowed me to do 23 deals in my very first year in the business, which is more than I would’ve done if I focused on doing everything on my own.

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