John Galan on Team Structure and Automation for Wholesalers

How Did You Start Investing in Real Estate?

All high-net-worth individuals I encountered were investing in real estate. I did what most people do: I consumed information about investing without taking action, and time passed by. One day, I was playing Nintendo Switch, and when I saw the logged hours, I realized that I was giving my life to this game. That was my key. I found myself a mentor and closed my first deal after four months. Soon after, I quit my job and began building my team.

Generating Leads as a Newbie and Seasoned Investor

I joined a membership that was all about direct-to-agent. Before building my brand, I used to call agents myself. Today, we try to be vocal in all local communities. We also do JV deals where we sell other wholesalers’ and flippers’ deals, whether they are going direct-to-seller or direct-to-agent.

Deciding Whether a Deal is Suitable for Wholesaling, Flipping, or New Construction

I am not interested in flipping, so everything for us is a wholesale deal. We have built up a team, so we’re seeking opportunities to build single-family, multi-family, and townhouses. My business partner handles construction-related work.

We have developed relationships with developers, so networking is key in our business. We can locate profitable opportunities for careful underwriting.

The Team Structure Delivering 120 Assignments a Year

In my first year, I completed 16 deals on my own. After building my team with a business partner, we closed 100 deals the following year and 120 the year after. We have 13 people on our team, with three handling acquisitions and one JV associate who filters through the wholesalers and negotiates with them. I have three disposition representatives, a full-time underwriter, and a couple of teammates managing admin work.

How to Train Acquisition Representatives to Consistently Close Deals without Handholding

Once you begin seeing consistent deals come in, start documenting your process. Be thorough and include every detail, like:

• The exact words you use when speaking with prospects
• Your daily priorities
• How you block out time for cold outreach
• The common rejections you encounter and how you handle them

I can make a cheat sheet of all the objections I faced and the ones my acquisition reps have shared. Since there are only 7–8 conversations I typically have with agents, we can break them down into a checklist highlighting key moments where reps might need to adjust their approach.

After hiring acquisition representatives, we give them system training so they understand it. Then I roleplay with them for about three weeks, focusing on one conversation at a time while handling objections. After 60 days, the new team members can start closing deals on their own.

How Can Wholesalers Doing 1-2 Deals Automate or Improve Business Operations?

You should document your process even if you’re doing fewer deals each month. Use an efficient CRM so your information is organized. Document everything that you are doing for a second time. Proper documentation allows you to delegate stuff later and focus on more important work.

How is Florida Different from Other Regions for Finding and Closing Deals?

The market in Florida offers unique pros and cons. The legislation is friendly. It’s easy to deal with squatters. It’s an investor-friendly market with a good appreciation rate over the past couple of years. There are lots of good attractions here.

Many would call Florida a competitive or saturated market, but the competition creates opportunities for collaboration.

The problematic part is that you must deal with hurricanes, floods, and insurance.

High Insurance Costs and Zoning Shifts Are Affecting Investors

External market conditions always influence your bottom line, whether you’re a flipper or wholesaler. As a wholesaler, you might find people are more conservative during hurricane season or choose to stay away from flood zones.

You might have to be more conservative on the resale value because flips are sitting longer. Underwriting must be done at a deeper discount if rehab costs have gone up due to the tariff situation and mass deportations.

Always understand the market turns and how they will impact the end buyer (flipper, developer, or buy-and-hold buyer).

Cities in Florida Poised for Growth in 2026 or Beyond

John mentions that anywhere in central or inland Florida is a good option. Pensacola offers good opportunities and is an underrated market. Jacksonville is another great buyer’s market. Orlando and the surrounding areas are seeing growth. Gainesville and Ocala are also strong markets for investors.

Structuring JV Partnerships for a Win-Win Deal

Our partnerships are structured in various ways to suit different needs. A newbie might need help with ARV or pricing, and we are happy to give them our underwriting feedback. We guide them on where a deal should be locked, and if they can do that, we are happy to acquire the house within three days.

Many wholesalers choose a 50-50 JV partnership. Once the deal is assigned, our team handles the paperwork and other issues.

Then there are those who can’t do 50-50. Let’s say you want $240k for a property. I can sell the same property for $250k; that’s cool.

What’s Your Long-term Vision for EzyRes and Compound Build?

Compound is my S-corp, where I hold partnerships with different LLCs. EzyRes is our wholesaling franchise. We want to get into developing multifamily properties, townhomes, and other projects.

We are perfecting our wholesaling blueprint in Florida. Once we have delegated wholesaling and it doesn’t require day-to-day involvement from me and my partner, we’ll move to the next market. We have plans to expand operations nationwide. We want all of our franchisees to be able to make $1 million per year, which will happen once our blueprint is ready.

Your Experience with Your First Wholesale Deal

As a beginner, the Shiny Object Syndrome had an effect. I was trying to do everything, everywhere. If, as a beginner, you go nationwide, that means you’re not closing any deals.

In one of my communities, somebody sent me a deal in California. I knew nobody in California, so I reached out and contacted other wholesalers. Eventually, I found the buyer and made $4,995 on my first wholesale deal.

What Would Be Your Plan If You Had to Start Over with Only $10,000?

With a budget of $10k, I would spend $300 per month on a CRM because it will help me stay organized. I would invest the remaining funds in myself, whether that means getting a mentor or joining a mastermind. I would build connections and, simultaneously, start calling real estate agents. Once the free marketing is generating capital, I would hire somebody for direct-to-seller marketing.

John can be contacted via EzyRes website or his LinkedIn profile. Stay tuned for more interviews with top real estate investors in the US.