Adapting to a New Reality
Jon Rankin is the owner-operator at Core Properties in St. Louis and one of our top clients. He joined us to discuss how wholesaling has changed in his business and to share tips and tricks that have helped his team over the weeks since the pandemic hit. COVID-19 changed everything, and those in the wholesaling business knew that many things were going to have to be altered quickly.
Increasing Discipline and Accountability
One of the first things Jon's team did was double down on discipline. When the market gets uncertain, the temptation is to pull back — but Jon's approach was the opposite. He increased accountability across his team, paid closer attention to the numbers, and made sure everyone was staying focused on the activities that drive results. Having a dedicated VA team executing tasks consistently every day became even more critical during this period.
Reaching Cash Buyers and Reverse Wholesaling
Jon's team shifted their outreach strategy to focus more heavily on their cash buyer database. They also began implementing reverse wholesaling — identifying buyers first, then finding properties that match what those buyers are looking for. This approach proved highly effective in a market where traditional deal flow had slowed, and their VA team was instrumental in executing the daily outreach needed to make it work.
The Value of a Dedicated VA Team During a Crisis
Jon was direct about the value of having a managed VA team in place during the pandemic. While many competitors went quiet, his team kept executing tasks every single day. Consumer motivation actually increased during COVID-19 — many homeowners who had been on the fence suddenly had urgent reasons to move. Having a dedicated VA team meant Core Properties was there to capture those conversations.
Follow-Up and Execution
Jon emphasized that generating leads is only half the battle. You need both strong follow-up systems and solid execution skills to convert those leads into deals. A lead that doesn't get nurtured properly is a wasted opportunity. His advice: make sure your follow-up sequences are automated, consistent, and personal enough to build real trust with motivated sellers.
Keep Your Pipeline Full — Even in Uncertain Markets
Our callers make 450–750 outbound calls daily so your business never goes quiet.
Request A Consultation