Wholesale real estate investor Aaron Gaunt reveals how narrowing his focus from nationwide markets to just Southern California tripled his business and increased his average deal size from $12,000 to $42,000.
Aaron Gaunt shifted his wholesale real estate business from a nationwide model back to focusing solely on Southern California and saw his average deal size jump from $12,000 to $42,000. By going all-in on his local market, his team could build stronger relationships with vendors, attorneys, and service providers to better help sellers. This “back to basics” approach resulted in a 3.5X growth in his business while doing roughly the same number of deals. Aaron’s experience demonstrates that sometimes the path to massive growth isn’t expanding outward, but doubling down on what’s already working in your own backyard.
By going local, his team built stronger relationships with service providers and better served sellers face-to-face. The shift increased his average deal size from $12,000 to $42,000 while maintaining similar deal volume. Aaron also discusses his company’s evolving approach to lead qualification and the challenges of transitioning to an in-person sales model. The conversation highlights that sometimes the best growth strategy isn’t expanding your territory but intensifying efforts in your home market.
