Kory Habiger Explains the Role of Wholesalers in Real Estate And How Wholesale Deals Work

Kory Habiger Explains the Role of Wholesalers in Real Estate And How Wholesale Deals Work

Business General Real Estate

Kory Habiger is a real estate professional based in Kansas, with expertise in home flips, development, and sales. Kory often provides insightful writing on real estate trends and offers valuable tips for all types of buyers as well as advice for individuals aiming to enter the real estate industry, whether in sales or development. In the following article, he discusses the role of wholesalers in real estate, how these deals work, and the key steps involved in executing successful transactions.

Real estate wholesaling is a niche within the real estate industry that involves buying and selling properties quickly without actually taking ownership of them. Wholesalers act as intermediaries between sellers and buyers, facilitating transactions that can be lucrative with the right approach.

Kory Habiger Delves into the Wholesale Process

Real estate wholesaling is often considered a form of “flipping” properties, but with distinct differences. Unlike traditional house flipping where investors buy properties, renovate them, and then sell at a higher price, they focus on finding deeply discounted properties and selling them to other investors or end buyers without making any repairs or improvements.

How Wholesalers Operate

  • Finding Distressed Properties: Wholesalers typically target distressed properties that are in poor condition, facing foreclosure, or owned by motivated sellers who need to sell quickly. These properties are often sold at a significant discount, allowing wholesalers to negotiate favorable terms.
  • Negotiating Purchase Contracts: Once a wholesaler identifies a potential property, they negotiate a purchase contract with the seller. The contract stipulates a specific purchase price, usually well below the market value, and includes an “assignment clause” that allows the wholesaler to assign the contract to another buyer.
  • Assigning the Contract: Instead of closing on the property themselves, wholesalers find buyers who are interested in purchasing the property at a higher price. Kory Habiger says that hey then assign their purchase contract to the buyer for a fee, known as the assignment fee or wholesale fee. This fee compensates the wholesaler for their efforts in finding and securing the deal.

Key Steps in Securing the Deal

1. Finding Properties

Successful wholesalers excel at finding distressed properties with high potential for profitability. They use various strategies such as:

  • Direct Marketing: Sending out mailers, using bandit signs, or running digital ads targeted at motivated sellers.
  • Networking: Building relationships with real estate agents, attorneys, and other investors who may have leads on distressed properties.
  • Driving for Dollars: Physically scouting neighborhoods for distressed properties that may not be listed on the market.

2. Analyzing Deals

Once a potential property is identified, wholesalers conduct thorough due diligence to determine its market value, repair costs (if applicable), and potential resale value. The goal is to ensure that the property can be sold to another investor or buyer at a price that allows for a profitable fee.

3. Negotiating Purchase Contracts

Real estate professionals negotiate directly with sellers to secure the property under contract at a price significantly below its market value. They use their negotiation skills to persuade sellers who are motivated to sell quickly due to financial distress, impending foreclosure, or other personal reasons.

4. Building Buyer Relationships

Kory Habiger notes that a crucial aspect of wholesaling is building a network of investors or buyers who are interested in purchasing such deals. These individuals often attend real estate networking events, join investor groups, or utilize online platforms to connect with potential buyers.

5. Assigning the Contract

Once a buyer is identified, wholesalers assign their purchase contract to the buyer for a fee. The assignment fee is typically negotiated upfront and can range from a few thousand dollars to tens of thousands, depending on the property’s value and the perceived profit potential for the buyer.

6. Closing the Transaction

The final step involves coordinating the closing process between the seller, the wholesaler, and the buyer. Kory Habiger of Kansas says that the assignment of the contract is legally documented, and the buyer assumes the rights and obligations outlined in the original purchase contract. The wholesaler receives their assignment fee at closing, and the transaction is completed without the individual ever taking ownership of the property.

Benefits of Real Estate Wholesaling

  • Low Capital Requirements: Wholesalers do not need significant capital to get started compared to traditional real estate investing, as they do not purchase properties outright.
  • Quick Turnaround: Deals can be closed within days or weeks, allowing wholesalers to generate income relatively quickly.
  • Minimal Risk: Real estate professionals can mitigate risk by focusing on properties with substantial discounts, reducing the likelihood of financial losses.

Challenges and Considerations

  • Legal Compliance: Wholesalers must navigate legal requirements and regulations governing real estate transactions, including disclosure obligations and contract assignment rules.
  • Market Knowledge: Success in this niche requires a deep understanding of local real estate markets, property values, and investor preferences.
  • Relationship Management: Building and maintaining relationships with sellers and buyers is crucial to sourcing profitable deals and closing transactions efficiently.


Kory Habiger of Kansas concludes that real estate wholesaling offers a unique avenue for individuals interested in real estate investing without the financial commitment of purchasing properties outright. By acting as intermediaries between motivated sellers and investors, they facilitate transactions that can be mutually beneficial for all parties involved. Understanding the fundamentals of the business, from finding distressed properties to negotiating contracts and assigning deals, empowers investors to capitalize on opportunities in the dynamic real estate market. Whether you’re exploring new investment strategies or looking to diversify your portfolio, this investment presents a viable path towards financial success in real estate. Embrace the principles of diligence, negotiation, and networking to embark on a rewarding journey as a real estate wholesaler.

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