•
We pulled this guide together by reviewing what active buyers ask for in real deals, plus what top wholesale real estate investors do to sell properties quickly without begging for replies.
Real estate investors love to say, “Find a deal and buyers will show up.” Jonathan Barbera says that thinking bleeds profit and burns time. His take is simple: build your buyer base first, then hunt with a map.
“This whole business… It’s done through relationships. If people don’t know you exist and what you do, they won’t do business with you.” — Jonathan Barbera
If you are trying to learn how to find cash buyers for real estate, the goal is not to build the biggest list. The goal is to build the right list. When you know who will buy, where they buy, and what they avoid, you stop guessing. You stop chasing. You start placing deals.
Why “Buyer First” Beats “Deal First”
When markets shift, spreads can get tight. You can feel it fast in your assignment fees and your days on the market. Buyers get pickier. Sellers still want yesterday’s price. That gap is where wholesaling gets stressful.
A VIP buyer bench fixes that.
Barbera’s system is simple:
- Meet real buyers first
- Document their exact buy box
- Find sellers that match that buy box
- Sell faster because you already have the match
“Build the buyer list first. You don’t need to guess ARV or repairs. Your buyers will tell you what to target.”
That one idea changes everything. Instead of guessing what a “deal” is, you buy what your buyers have already proven they will purchase.
What A “VIP Cash Buyer” Looks Like
A VIP buyer is not someone who “might buy someday.” It is a buyer who is active, clear, and fast.
Look for buyers who:
- Close deals regularly and can describe recent purchases
- Know their target neighborhoods and price ranges without hesitation
- Can explain their rehab comfort level (light, medium, heavy)
- Have a clear process and a title company they use often
- Can show proof they can perform when it is time to lock in
Your job is to build a smaller list of serious operators first. You can add a second tier later.
Where To Find Cash Buyers For Real Estate
You do not need secret lists. You need consistent reps in the right rooms, plus a simple system to track what you learn.
1) Local Investor Events And Meetups
Show up on a schedule, not when it is convenient. Be the familiar face.
Weekly goal:
- Attend 2 local events
- Meet 10 investors
- Add 5 qualified buyer conversations to your CRM
The first time you meet someone, do not pitch a deal. Ask what they are buying right now. Take notes. Follow up the next day.
2) Title Companies And Closing Agents
Closers see who is buying often. You cannot expect private info, but you can build relationships. When you consistently bring clean, honest transactions, the right people will remember you.
3) Facebook And Local Groups
Barbera is right about basic brand presence. You do not need to be famous. You need to be easy to find and easy to trust.
Simple posts that work:
- “Who is buying this month in [city/zip]? What are you avoiding right now?”
- “Looking to connect with active cash buyers. What does your buy box look like today?”
- “If you buy heavy rehabs, I would love to learn your criteria.”
Keep your profile clean, use a real name and photo, and post consistently.
4) Keep Everything Organized In DealMachine
Buyer lists fail when your notes live in your head or in random spreadsheets. DealMachine helps you keep contacts, notes, and follow-ups in one place so you can build a buyer bench while you are also talking to sellers.
You can also use DealMachine to stay consistent with your marketing outreach and track conversations, especially when you are juggling multiple deals at once.
The VIP Buyer Lifecycle
Use this framework as your “infographic in words.” It is the path from stranger to repeat buyer.
- Connect: Meet the buyer (event, referral, Facebook).
- Qualify: Confirm they are active and clear on the criteria.
- Document: Capture buy box, no-go items, proof of funds process.
- Match: Only send deals that fit their exact criteria.
- Close: Make the transaction smooth and professional.
- Repeat: Follow up weekly and keep the criteria up to date.
The goal is repeat closings with fewer headaches.
Toolkit: Buyer Interview Script And Proof Of Funds Checklist
You can copy and paste the script below into your notes app, DealMachine, or your CRM.
Buyer Interview Script
Set The Tone
- “Quick question, so I do not waste your time. What are you buying right now?”
Buy Box Basics
- “Which zip codes or neighborhoods are you focused on?”
- “What price range are you targeting?”
- “What property types do you buy most? Any you avoid?”
Condition And Rehab
- “Are you looking for light, medium, or heavy rehabs?”
- “What are your deal breakers? Foundation issues, pools, flood zones, additions, septic, anything like that?”
Exit Strategy
- “Is this mostly flips, rentals, or a mix?”
- “If it is a rental, what kind of rent range do you need for it to make sense?”
Offer And Process
- “How do you like to see deals? Text, email, spreadsheet, or a quick call?”
- “When you buy, how fast can you close?”
- “Do you prefer to use your title company, or should I use mine?”
Proof They Can Perform
- “To keep things smooth, what do you use for proof of funds when we go under contract?”
- “What is the best contact at your title company if we need to coordinate quickly?”
Close The Conversation
- “Perfect. If I find something that matches, I will send it with the details you asked for. Anything else I should know about your buy box?”
Proof Of Funds Verification Checklist
Use this to protect your time and your sellers.
- Buyer provides proof of funds or a funding plan (bank letter, statement, or lender confirmation)
- Name matches the buyer or their buying entity
- Funds appear current, not outdated
- Buyer confirms closing timeline and who signs
- Buyer confirms inspection expectations and earnest money
- Buyer provides preferred title company contact
- Buyer can describe recent closings or current projects
- Buyer answers buy box questions clearly and quickly
Proof of funds is a common part of real estate transactions.
The Market Data To Track So You Know What Buyers Want
Barbera’s first pillar is market clarity. Keep it simple and consistent.
Track these two items monthly:
- Median sale price in your target area
- Months of inventory
Use one data source and stick with it so you can spot changes over time.
When the data shows the market cooling, buyers often demand stronger discounts and cleaner deals. That is when a strong VIP list matters most.
Mock Interview Video Segment Outline
If you want a simple 5-minute training video for your team, use this structure:
- Intro (30 seconds): “I am going to ask a few questions, so I only send you deals that fit.”
- Buy Box (90 seconds): Zip codes, price range, property type, deal breakers.
- Rehab Tolerance (60 seconds): Light vs heavy, what they avoid.
- Process (60 seconds): How they want deals, closing timeline, title company.
- Proof Of Funds (40 seconds): “What do you use to show you can close?”
- Wrap (20 seconds): Confirm next steps and follow-up cadence.
Keep it respectful. Keep it direct. Serious buyers appreciate it.
Micro-Content You Can Post This Week
Carousel: 5 Questions That Scare Off Fake Cash Buyers
- “What zip codes are you buying this month?”
- “What are your deal breakers?”
- “How fast can you close, and with what title company?”
- “What do you use for proof of funds?”
- “Can you tell me about your most recent purchase?”
3-Part Email Nurture: The 30-Day Buyer Bench Challenge
Email 1: Build The List First
- Set the goal: 10 buyer conversations in 7 days
- Share the Buyer Interview Script
- Ask them to reply with their top zip codes
Email 2: Qualify And Organize
- Teach VIP vs tire-kicker signals
- Share the Proof Of Funds Checklist
- Encourage daily follow-up in DealMachine
Email 3: Match Deals And Close Faster
- Send only deals that match the exact criteria
- Keep sellers updated to prevent cancellations
- Ask for better fees and let buyers decide
“Data Minute” Short Video Script
- “Here is the one chart I check monthly: median sale price.”
- “When this trend changes, buyer behavior changes.”
- “That is why I build my buyer list first, then I only hunt for what they will buy.”
FAQs
How Do I Find Cash Buyers For Real Estate If I Am New?
Start with local meetups and Facebook groups, then focus on asking great questions instead of pitching. Keep your list short and add only active, specific buyers. Follow up weekly so you stay top of mind.
What Should I Ask A Cash Buyer Before I Send Deals?
Ask where they buy, what they avoid, and what rehab level they want. Confirm their closing speed and who they close with. Then document it so you only send deals that fit.
How Do I Verify A “Real” Cash Buyer Without Being Rude?
Be direct and professional. Explain that you verify buyers to protect your time and the seller’s timeline. Ask for proof of funds or a clear funding plan, plus their title company contact.
Should I Blast Deals To A Big List Or Keep It Tight?
Start tight. A small VIP list of real closers beats a big list of people who never perform. You can always build a second tier later.