Wholesaling is often pitched as the "easy entry point" into real estate investing. The reality is more nuanced — it requires strong marketing, deal analysis skills, and a reliable buyer network. But when it works, it works fast. Assignment fees in active markets range from $5,000 to $50,000+ per deal.
Understanding the end buyer's market is critical — you're finding deals for flippers and landlords, so you need to know what they need to pay to make the numbers work.
Motivated sellers are people who need to sell fast and will accept below-market offers in exchange for speed and certainty. Common situations: pre-foreclosure, inherited property, divorce, code violations, job relocation, deferred maintenance, or simply a landlord tired of dealing with tenants.
Lead sources: driving for dollars, direct mail, Google Ads, bandit signs, probate lists, code violation lists, and networking with attorneys and agents who work with distressed sellers.
Your end buyer is a flipper. You need to know what a flipper can pay — typically (ARV × 0.70) − Rehab. Your assignment fee comes out of that spread. If the flipper's max offer is $180,000 and you can get the seller to $155,000, your assignment fee is up to $25,000.
Sign a purchase agreement with the seller at your negotiated price. The contract must include an assignment clause — language that allows you to assign your buyer rights to a third party. Most wholesale contracts include this by default.
Blast the deal to your cash buyer list with a professional dispo package — address, asking price, ARV, comps, rehab estimate, condition notes, and a deadline. The faster you move, the less time you spend paying for the contract period.
Your buyer signs an assignment agreement, pays your assignment fee (typically at closing or upon signing), and takes your place in the original purchase contract. You're done. The buyer closes with the seller directly.
Yes — with important caveats. Assigning a contract is legal in all 50 states. However, some states have regulations around wholesaling that require a real estate license if you're marketing properties you don't own. Virginia, for example, has specific rules about how wholesalers can advertise. Consult a real estate attorney in your state before starting.
Your buyer list is your most valuable wholesaling asset. A strong list of 200–500 active cash buyers means you can move deals in 24–48 hours. Build it through: REIA meetings, BiggerPockets, LinkedIn, Craigslist ads, and by networking with title companies who see cash transactions regularly.
Dan White is a licensed Virginia real estate agent at Pearson Smith Realty and founder of FreeDealCalc.com. He has been investing in Northern Virginia real estate for 20+ years.