Wholesaling With Real Estate Agents: How to Talk to Agents & Lock Up Deals

Most people think you need to spend thousands on postcards, bandit signs, or cold calling to wholesale real estate. But here’s the truth: you can start wholesaling with real estate agents on the MLS right now and close deals without spending a dime on marketing.

It’s one of the best-kept secrets in the industry. Every day, listing agents post distressed properties, fixer-uppers, and price drops right on the MLS; these are properties that are perfect for investors. And yet, most new wholesalers overlook them because they don’t know how to approach agents effectively.

That’s what this guide is here for. We’ll show you how to build relationships with agents, run discovery calls like a pro, and lock up wholesale deals from properties that are hiding in plain sight. At Real Estate Skills, we’ve helped thousands of students do exactly this, and you can too.

Here’s what we’ll cover:  

• What Is Wholesaling With Real Estate Agents?
• What Is a Discovery Call and Why It Matters
• 15 Steps to Wholesaling on the MLS With Real Estate Agents
• Common Mistakes New Wholesalers Make With Real Estate Agents
• Frequently Asked Questions About Wholesaling With Real Estate Agents

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What Is Wholesaling With Real Estate Agents?

Wholesaling with real estate agents means locking up deals on-market (not off-market) by working directly with the agents who list properties on the MLS. It’s a strategy most beginners overlook, but in today’s market, this is the fastest, most cost-effective way to get started in real estate investing.

Unlike off-market deals, which require heavy marketing and a lot of guesswork, MLS wholesaling gives you direct access to thousands of properties that are already being sold, often by motivated sellers. You don’t have to pull lists, knock on doors, or spend weeks cold-calling. Instead, you build relationships with listing agents, learn how to position yourself as a serious buyer, and get access to properties before other investors do.

This is where most people go wrong. They hear “on-market” and assume there’s no room for a wholesale fee. But that’s simply not true. The key is knowing how to wholesale real estate by leveraging relationships with agents, asking the right questions, building trust, and understanding how to structure your offer so it gets accepted.

Working with Realtors as a wholesaler is a skill, and one that we teach in depth in our program. If you want to consistently find profitable deals on the MLS, you need to know how to talk to agents the right way. And when you do? You gain a huge edge over other investors who are still wasting money chasing off-market leads.

Bottom line? MLS wholesaling isn’t just possible; it’s one of the smartest ways to build your investing business today.

Why Real Estate Agents Are the Key to On-Market Wholesale Deals

When it comes to learning how to find wholesale deals on the MLS, there's one truth every successful investor knows: real estate agent relationships are everything. Agents are the gatekeepers to MLS inventory, and building a solid relationship with just one great agent can unlock a steady stream of deals, long before they’re visible to the public.

Most beginner wholesalers think they need to cold-call hundreds of off-market sellers to get traction. But that’s not only time-consuming; it’s expensive. When you learn how to work with agents representing motivated sellers on the MLS, you tap into one of the most efficient, low-cost strategies in the business. These MLS deals are already on-market, often have price reductions, and (if you're strategic) they’re often open for negotiations.

Working with agents isn’t a one-way street either. There are many mutual benefits that make you a valuable partner:

• Dual commission real estate opportunities: Agents can represent both sides of the transaction, doubling their commission.
• Easy relisting: When you assign or flip the property, the agent often gets the listing again—more commission for them.
• Pre-market access: Build trust, and you may be the first to know about price drops, back-on-market listings, or properties not yet published.
• Confidence in close: The more deals you do with agents, the more they trust your process, making it easier to get your offers accepted.

Here’s the beauty of this approach: you’re not dialing up random homeowners who don’t want to be bothered. You’re talking to licensed agents who actually want to close deals. These agents get paid when a deal happens, so if you show up as a serious investor who knows what they’re doing, they’ll see you as someone worth working with. Done right, you're not interrupting their day—you’re helping them do their job.

If you're serious about wholesaling with no marketing budget, mastering how to work with MLS agents is the smartest move you can make. It’s how the pros generate consistent deal flow without chasing down off-market leads all day.

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*For in-depth training on real estate investing, Real Estate Skills offers extensive courses to get you ready to make your first investment! Attend our FREE Webinar Training and gain insider knowledge, expert strategies, and essential skills to make the most of every real estate opportunity that comes your way!

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What Is a Discovery Call and Why It Matters

If you want to succeed at wholesaling with real estate agents, it all starts with the discovery call. This is your first conversation with the listing agent who represents a property on the MLS, and it's your one chance to make a great first impression.

Instead of calling with vague questions or announcing that you're a wholesaler (which often scares agents off), your goal should be to position yourself as a serious investor-buyer. That means speaking their language, being respectful of their time, and showing that you understand how their business works.

Approach this conversation with the mindset of building a long-term relationship. You’re not just trying to get one deal; you’re trying to earn their trust so they’ll think of you for future MLS deals as well. That starts with how you present yourself, the questions you ask, and the tone you use on the call.

Use the discovery call to gather key property info, gauge seller motivation, and find out how open the agent is to a creative offer. Don’t overexplain. Don’t overpromise. Just be straightforward and professional.

When you know how to talk to agents when wholesaling, you can unlock consistent access to motivated seller leads without spending a dime on marketing. And if you approach that first call the right way, it often leads to agents sending you future deals directly.

Remember, building rapport with real estate agents is a long game. But if you’re working with listing agents the right way, that one conversation could be the start of a pipeline of on-market wholesale opportunities.

Download Our Free Discovery Call Script

If you’re new to wholesaling with listing agents, we’ve got you covered. Download our free real estate discovery call script—it’s the exact same script we use to secure wholesale deals from the MLS.

This MLS wholesale deal script walks you through every part of the conversation—from building trust to uncovering seller motivation and getting agents on your side. Whether you're nervous about making that first call or just want to sound more confident, this resource will give you the words and structure to succeed.

Click below to get your free copy now and start wholesaling with real estate agents the smart way—no paid ads and definitely no cold lists

15 Steps to Wholesaling on the MLS With Real Estate Agents

Now that you understand the importance of the discovery call, it’s time to break it down step by step. This is the exact framework we use to wholesale houses on the MLS without paid ads, mailers, or skip tracing sellers. It’s all about what you say, how you say it, and how you position yourself as the investor an agent wants to keep sending deals to.

These 15 steps will walk you through wholesaling with agents from the very first call. You’ll learn how to ask the right questions, build instant rapport, and avoid the common red flags that send agents running. We’ll even cover how to handle objections and structure your offer to get accepted.

If you’ve ever wondered what to say to agents when wholesaling, this section is your playbook. Follow these steps exactly, and you’ll separate yourself from every other new investor out there.

Let’s dive into the full breakdown of how to wholesale real estate with agents, one step at a time.

Pre-Call Prep: Setting Yourself Up to Win

Before you ever dial a number, do your homework. Wholesaling with real estate agents starts with preparation, and the investors who treat this like a job (not a hobby) are the ones who consistently get deals. Start by reviewing the MLS listing. Know the property’s condition, days on market, price history, and whether it's vacant. If you’re serious about being an investor, you should walk into that call with more intel than the average buyer.

Also, prep your mindset. You’re not begging for leads; you’re offering a solution. You’re a serious buyer looking to move quickly. That confidence will come through on the phone, and it’s what separates pros from tire-kickers.

Show up informed, confident, and clear on what you’re looking for. That’s how you get agents to take you seriously from the start.

The Warm Intro: How to Break the Ice

When the agent picks up, don’t overthink it. Just be direct and respectful, like you would with any professional. Try something simple: 'Hey, this is [Your Name]. I saw your listing on [Street Name] and figured I’d give you a quick call.' That kind of opening feels real, starts things off on the right foot, and doesn’t sound like you’re reading from a script.

From there, ask if they have a moment. Respecting their time is key. Then explain you’re an investor actively buying in the area and that you had a few questions about the property. That’s it. You don’t need a sales script; you need to sound like a human who knows what they want.

Agents talk to dozens of people a week. Be the one who sounds like a pro, not a beginner trying to fake it.

Representation: Positioning the Agent for Dual Commission

This is where the call gets interesting. After your intro, ask the agent, “Are you representing the seller exclusively, or would you be open to representing me on this deal as well?” That question plants the seed for dual commission real estate, and it immediately shifts their perception of you from browser to buyer.

Agents make money by closing deals. If you offer them both sides of the commission, you’re no longer just another investor; you’re a paycheck. That’s why this is one of the most powerful ways to get agents on your side and unlock MLS deals others never see.

Even better? When they represent you, they’ll often tip you off to properties before they hit the market or tell you how to position your offer to win. This one move can unlock deal flow for months to come. All you have to do is ask.

Seller Motivation: What You Need to Know

Understanding seller motivation is one of the most important parts of a successful discovery call. Why? Because motivation tells you how likely they are to accept a low offer or move quickly—two key ingredients for wholesaling deals on the MLS.

Ask the listing agent simple, open-ended questions, such as: “Do you know why the seller is looking to move?” or “Are they in a rush to sell?” Let the agent do the talking, and listen carefully. If the seller is relocating, facing financial hardship, dealing with a probate situation, or simply wants a quick and clean sale, you might have a great wholesale opportunity on your hands.

The more motivated the seller, the more likely they’ll be flexible on price and terms. And when the agent knows you’re only looking for win-win situations, they’ll be more inclined to share off-market intel with you down the road.

Property Condition: How to Ask the Right Questions

Once you’ve built a little rapport, it’s time to get into the property’s condition. Don’t just ask, “Is the house in good shape?”—you’ll get vague answers that won’t help your analysis.

Instead, ask specific questions like, “Has the roof been replaced recently?” or “Are there any known issues with the plumbing or HVAC?” This shows the agent you’re a serious buyer, not a procrastinator. You’re not trying to nitpick; you’re trying to evaluate the scope of the rehab so you can run accurate numbers.

If they don’t know much, ask if there are disclosures, inspection reports, or photos available. Remember: your goal isn’t just to understand the condition, it’s to spot hidden value and estimate your repair budget before making an offer.

Major Issues: Structural, Electrical, and More

Major issues like foundation cracks, electrical hazards, or water damage can make or break a wholesale deal, so it’s crucial to ask the right questions early. But instead of sounding like a home inspector, position your questions in a way that feels collaborative.

Try this: “Are there any major issues that would prevent a traditional buyer from moving forward?” This puts the agent on your side. If they mention things like settling, mold, or outdated electrical, follow up with questions about severity, repairs, and whether it’s reflected in the asking price.

Even if there are issues, don’t panic. Major problems can equal major discounts. The key is knowing what you’re walking into so you can structure your offer accordingly or decide to move on if the numbers don’t make sense.

Upgrades: What’s Been Improved?

Once you’ve covered the condition and major issues, pivot to asking about any recent upgrades. This helps you understand what adds value to the property and what might already be factored into the asking price.

Good framing sounds like this: “Have there been any recent renovations or updates the seller would want us to know about?” This gives the agent a chance to highlight work that might justify a higher price or suggest move-in readiness.

Listen for updates to kitchens, bathrooms, roofs, HVAC systems, and flooring. However, remember that not all upgrades are created equal. A new coat of paint doesn’t add the same value as a remodeled kitchen. Ask follow-ups when needed so you can distinguish between cosmetic improvements and the aspects that truly impact ARV.

Special Features: What Makes This Property Unique?

This is your chance to uncover any standout features that don’t show up in the photos. Ask: “Is there anything about this property that makes it special or different from others in the neighborhood?”

Sometimes it’s an oversized lot, an extra garage, mountain views, or a bonus room not listed on the MLS. Other times it’s something more intangible—like the layout, location, or a beautifully finished basement that could bump up rental income or resale value.

Obtaining this intel helps you market the deal more effectively to your end buyer. It also shows the agent you’re paying attention to more than just the numbers; you’re looking for real value.

Agent’s Estimated ARV: What They Think It’s Worth

Now it’s time to see how the agent views the after-repair value (ARV). This is where you ask, “What do you think this would sell for if it were fully renovated?”

Don’t expect a full comp analysis, but experienced agents usually have a ballpark number in mind. Their answer gives you insight into how they’re pricing the deal and whether their expectations align with your own comps.

This also opens the door for deeper conversation: “What are other renovated homes in the area going for?” or “Have you sold anything similar recently?” The goal is to understand the market through their eyes while verifying your own numbers.

Activity: Offers, Calls, and Competition

Before making your move, you need to understand the playing field. Ask the agent: “How much activity are you seeing on this one so far? Any other offers or strong interest?”

This gives you a sense of urgency and how aggressively you need to approach the situation. If the listing has multiple offers or cash buyers circling, you may need to move quickly or walk away if the numbers no longer make sense.

Also, ask how many showings or calls the agent has received. This helps you gauge demand, which not only influences your offer but can tell you how desirable the deal might be to your buyers list. Competition isn’t always a bad thing; it means you’re on the right track. But it’s better to know where you stand before you step into the ring.

Lock-Up Price: How to Ask and Negotiate

Once you’ve got a good feel for the situation, ease into the price talk. You might say something like, 'If I came in with a clean cash offer and could close quickly, what kind of number would get the seller to say yes?'

That shows you're serious without putting anyone on the spot. If they hint there’s wiggle room, you can follow up with, 'Think they’d go for something closer to [your number] if we made the process smooth and simple?'

You’re not trying to close the deal right then and there—you’re feeling it out. Your job is to learn what matters to the seller, see where the agent stands on price, and figure out if this one’s worth moving forward on. When you stay collaborative and low-pressure, agents are way more likely to keep you in mind for future deals.

Offer Review Timeline: When to Follow Up

To stay in the game without being a pest, ask the agent, “Do you have a timeline for reviewing offers?” This informs you when decisions are being made, allowing you to follow up strategically.

If they say “as they come in,” follow up quickly. If it’s “this weekend,” you’ve got time to fine-tune your numbers and buyer outreach. Knowing the review window also allows you to plan your internal timeline, including running comps, obtaining verbal commitments from buyers, and preparing your paperwork.

Finish by asking, “Would you like me to keep you updated if I’m putting something together?” This keeps the door open while demonstrating that you’re organized and professional.

Agent’s Buyer Load: Are They Repping Other Investors?

This question gives you critical insight into who you're working with. Ask, “Do you work with any other investor buyers right now?”

If they say yes, don’t panic. This can actually be a good thing. It demonstrates that they understand investor needs, timelines, and how creative offers function. It may also mean they have pocket listings or know how to structure deals in a way that benefits both parties.

However, if they’re already stretched thin, you may not be their top priority. Listen carefully and ask follow-up questions like, “What types of deals are they usually looking for?” or “Would you be open to working with another serious buyer who can close fast?”

Your goal is to gauge availability and see if they’re the kind of agent who’s motivated to build a new investor relationship.

Bonus Deals: Ask About Other Off-Market Listings

This is where the real magic can happen. After building some rapport, ask, “Do you have anything else that’s not listed yet or about to hit the market?”

Great agents often know about pocket listings, upcoming foreclosures, or stale listings they could revive with the right buyer. These bonus deals are usually less competitive and can come with better margins if you move fast.

It also shows the agent you’re serious and ready to take action, not just wasting their time. Remember, many agents love having a go-to investor they can call before a property even hits the MLS. Make sure you’re that person.

Close Call Setup: Wrapping Up and Building the Relationship

End the call like a pro. Thank them for their time, recap what you’re looking for, and set expectations. A solid closing line might sound like: “If you come across something that fits what we talked about—distressed, needs work, seller’s motivated—please don’t hesitate to reach out. I’m ready to move fast and make it easy for everyone involved.”

You’ve just positioned yourself as low-hassle, high-reward. That’s what agents love. Follow up with a short text or email confirming what you discussed and restating your criteria. Stay top of mind without being pushy.

Relationships with agents don’t get built in one call; they’re built over time. But if you nailed this first conversation, you’re well on your way to being their go-to investor for the next MLS deal that fits the bill.

Common Mistakes New Wholesalers Make With Real Estate Agents

Most agents have dealt with a few “wholesalers” who ghost, flake, or don’t follow through. And when that happens, it makes it harder for serious investors like you to get a shot.

If you want to stand out and build long-term agent relationships, you need to avoid the rookie mistakes that give wholesalers a bad name. Here’s a quick table breaking down the most common missteps and what to do instead. Keep this handy—it’s your crash course in wholesaling etiquette and how not to wholesale real estate.

 

Mistake	Why It’s a Problem	Pro Move
Texting instead of calling agents	Texts feel impersonal and get ignored, especially if the agent doesn’t know you yet	Pick up the phone. Voice builds trust and lets you establish intent clearly
Leading with “I’m a wholesaler”	Some agents have had bad experiences and may tune out immediately	Position yourself as an investor-buyer who can move fast and solve problems
Overpromising or bluffing	If you say you have cash and can close quickly, you’d better deliver—or you’ll burn the bridge	Be transparent about your process and buyers. Agents respect honesty
Being vague about your criteria	Agents aren’t mind-readers. If you’re not clear, they can’t help	Come prepared. Know your target price, condition, zip codes, and timeline
Failing to follow up	Even if they don’t have a deal now, they might next week—but only if you stay on their radar	Follow up respectfully with a call, text, or short email every few weeks

 

Remember: wholesaling with real estate agents is a people-first business. Respect their time, show up professionally, and you’ll be light-years ahead of most so-called investors out there.

Frequently Asked Questions About Wholesaling With Real Estate Agents

If you're new to wholesaling on the MLS, you're likely asking many of the same questions we hear from beginners every day. Whether you’re wondering how to wholesale on-market deals or just need a proven wholesaling real estate script, we’ve got you covered below.

Can you wholesale real estate with an agent?

Yes, wholesaling with real estate agents is one of the most effective ways to generate consistent deal flow, especially when utilizing the Multiple Listing Service (MLS). You’re leveraging existing inventory and motivated sellers without spending a dime on marketing.

How do I get agents to send me deals?

Start with one solid relationship and prove yourself as a buyer who performs. When agents know you’ll close, respond quickly, and offer dual commission, they’ll bring you deals others never see.

What should I say to a real estate agent as a wholesaler?

Position yourself as an investor, not a wholesaler. Focus on your buying criteria, how fast you can move, and how you help agents earn both sides of the deal. Our real estate discovery call script makes it simple.

Is wholesaling real estate legal in my state?

Wholesaling is legal in all states, but the rules vary. To avoid issues, ensure that you're assigning contracts properly and not acting as a licensed agent unless you're licensed. If you're unsure, check with local agents to verify if wholesaling is legal in your area or consult a real estate attorney.

What’s the best script for wholesaling with agents?

A good wholesaling real estate script helps you build rapport fast, uncover seller motivation, and position yourself as a serious buyer. Our free downloadable version is what we use to consistently lock up MLS deals.

How do I wholesale properties listed on the MLS?

Start by calling the listing agent directly, asking the right discovery questions, and submitting offers that leave room for assignment. Learning how to wholesale houses on the MLS begins with understanding how to communicate effectively and knowing what to look for.

What are the pros and cons of wholesaling with agents?

Pros include free deal flow, speed, and legal clarity. Cons include more competition and a need for strong communication skills. But if you follow proper wholesaling etiquette, agents can become your best source of deals.

Final Thoughts on Wholesaling With Real Estate Agents

Wholesaling doesn’t have to start with bandit signs, cold calls, or endless direct mail campaigns. If you know how to wholesale real estate by working directly with listing agents on the MLS, you can unlock a steady stream of deals without spending a dollar on marketing. These agents already represent motivated sellers, have direct access to property info, and benefit when they help you close. It’s a win-win when done right.

Whether you’re just getting started or looking to scale your investing, wholesaling with real estate agents is one of the best strategies you can implement. It puts you in front of more deals, builds lasting relationships, and sets you apart from the amateurs.

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Ready to Take the Next Step in Real Estate Investing? Join our FREE live webinar and discover the proven strategies to build lasting wealth through real estate.

Whether you're just getting started or ready to scale, we'll show you how to take action today. Don't miss this opportunity to learn the insider tips and tools that have helped thousands of investors succeed! Seats are limited—Reserve Your Spot Now!

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*Disclosure: Real Estate Skills is not a law firm, and the information contained here does not constitute legal advice. You should consult with an attorney before making any legal conclusions. The information presented here is educational in nature. All investments involve risks, and the past performance of an investment, industry, sector, and/or market does not guarantee future returns or results. Investors are responsible for any investment decision they make. Such decisions should be based on an evaluation of their financial situation, investment objectives, risk tolerance, and liquidity needs.