This one is for those with the “I want to be rich” mindset, but don’t want to really do any work to make that happen…. or, if you’re just curious what the heck this post is about, read on… maybe you’ll get something out of it.

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Here’s the truth from the trenches: unless you’re a broker or an actual principal, do yourself a favor — stop regurgitating other people’s deals.
Stop tagging on ridiculous “buyer fees.”
And definitely stop pretending you have control of something you don’t.

People send me $30,000,000 deals with a +3% buyer fee on the back end like it’s standard practice.
I do one of two things — and the first is simple: I delete it.

Why? Because 3% on $30M is unrealistic.
It doesn’t make financial sense for any real investor.
Then stack on broker fees (if there’s a broker), wholesaler fees, closing costs, lender fees, appraisals — the entire thing falls apart.

For clarity: 3% of $30M is $900,000.
What gives you the right to ask for that unless you have total control, a real seller relationship, and you’re actually adding value?
Especially when someone else already sourced the deal, did the underwriting, and prepared the entire memo.

You’re making a mess of a deal, and possibly getting other people pissed off.

Now here’s the second thing I do:
I go in for the kill — professionally, but directly.

I ask:

Who are you?
Are you actually representing the principal?
What’s the story? (Usually they know nothing.)
What CONTROL do you have?

And let me be clear — don’t send me a non-disclosure agreement.
I don’t want it.
If you can’t answer those basic questions, the conversation is over right there.

And if I take five minutes and find the property listed on LoopNet or any public platform, the conversation ends immediately.

If you’re a broker or licensed agent and you bring me something, fine — that’s your lane.
But just running around grabbing listings and slapping a fee on top?
That’s not how to do business.

Here’s what people need to hear:

👉 If it’s a wholesale deal, make a real agreement.
Split the fee with the wholesaler if you bring a buyer (co-wholesale)
Or take a small percentage.
Be professional.

Even better, go get the deals yourself!

👉 Or better yet — go get your sales license and step up to the podium.
Earn the right to get paid.

Either way, be a damn good wholesaler or agent/broker and earn it.

👉 Build a fee that makes sense from an investor’s perspective.
Not fantasy numbers.
Not greed.
Not “one deal to retire” delusion.

👉 Learn to underwrite.
Stop blasting inboxes with random deals you barely read.
It’s unprofessional and it destroys your credibility.

You want to make real money in this game?
Find your niche.
Commit to it.
Go out and get your own deals.

That’s where the leverage is.
That’s where the real checks live.

Stop chasing scraps.
Start building your lane.

Be (dis)ruptive!

Till next time….

-Michael

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