By Jai Thompson
Principal Buyer, Pretty Boi Estates™
Conscious Capitalist | Asset-Based Real Estate Investor
If you wholesale long enough, you will hear this sentence:
“That fee is too low for me.”
This article shows exactly how I handle that objection — calmly, respectfully, and with structure.
No arguing.
No ego.
No guessing.
Just math, clarity, and certainty.
Fees are modeled before contract
Paid through title at closing
Must fit inside the recorded price
Must preserve:
Seller payoff
Day-One NOI
Lender comfort
If those three are protected, the deal closes — and everyone gets paid.
Asset Class: SFR → Corporate Stay
FMV: $600,000
Requested Fee: $40,000
1. Marcus:
Jai, I feel like $25,000 is low. I’ve got a lot of time in this deal.
2. Jai:
I hear you. Let’s walk it together so we’re talking facts, not feelings.
3. Marcus:
Okay.
4. Jai:
FMV is $600,000. Recorded price is $270,000. That’s the entire escrow pool.
5. Marcus:
Right.
6. Jai:
Inside that $270,000 we already have seller payoff, closing costs, ops reserve, and my salary.
7. Marcus:
I get that, but $40,000 feels fair.
8. Jai:
If I put $40,000 in, the seller payoff breaks. That kills the deal — and nobody gets paid.
9. Marcus:
So $25,000 is the max?
10. Jai:
Yes. It fits, it closes in under 23 days, and you’re paid at title. Your call.
👉 Outcome: Marcus accepts. Deal closes. Fee paid at closing.
Asset Class: Multifamily
FMV: $2,400,000
Requested Fee: $60,000
1. Denise:
Jai, other buyers said they could do more on my fee.
2. Jai:
That’s fine. I’m not competing on promises — only on closing.
3. Denise:
I just want to make sure I’m not leaving money on the table.
4. Jai:
Let’s check. Recorded price is $1,080,000.
5. Denise:
Okay.
6. Jai:
Your $36,000 fee fits cleanly. $60,000 pushes the capital stack over 78%.
7. Denise:
What happens if it goes over?
8. Jai:
The lender says no. Then the deal dies.
9. Denise:
So this is a hard ceiling?
10. Jai:
Yes. But it’s a guaranteed closing ceiling — not a maybe.
👉 Outcome: Denise agrees. Deal closes in 21 days.
Asset Class: RV Park
FMV: $3,500,000
Requested Fee: $75,000
1. Trevor:
Jai, this park took me months. I need $75,000.
2. Jai:
I respect the work. Let’s respect the math too.
3. Trevor:
Go ahead.
4. Jai:
Recorded price is $1,575,000. NOI supports the loan — barely.
5. Trevor:
Okay…
6. Jai:
At $75,000, DSCR drops below lender tolerance.
7. Trevor:
What does that mean for me?
8. Jai:
It means no loan, no closing, no fee.
9. Trevor:
What’s your number?
10. Jai:
$45,000. It fits. It closes. You’re paid through title.
👉 Outcome: Trevor pauses, then accepts. Paid at closing.
I never say:
“That’s too much”
“Take it or leave it”
“This is my policy”
I say:
“Here’s the structure”
“Here’s the math”
“Here’s what closes”
I do not renegotiate after underwriting
I do not hide fees
I do not squeeze sellers
I do not gamble with lenders
That’s why brokers, title companies, and wholesalers trust me.
If your fee:
Fits the structure
Protects the seller
Keeps the lender confident
👉 You get paid
If it does not, I will tell you early — not at the closing table.