ABOUT THIS EPISODE
CJ Moss runs a wholesale only company on the Rhode Island and Massachusetts line, operating out of a hub in Seekonk with a stated goal of becoming the biggest wholesale company in the country. He was named Collective Genius Newcomer of the Year in his first year, and this conversation was recorded live on stage in Clearwater Beach right after his track presentation on disposition.
CJ breaks down how he maximizes dispo fees, why he tells every seller upfront that he is not the buyer and plans to make a profit, and the 2030 plan to hit 100 million across 20 northeast satellite offices. If you run a wholesale operation and keep getting told to graduate into flips or multifamily, this episode makes the case for staying in your lane and perfecting it instead.
Timeline Summary
[0:23] – Leon opens day two of the live podcast from Clearwater Beach and welcomes CJ Moss to the chair
[1:31] – Why former athletes tend to make good entrepreneurs and where the drive to win actually comes from
[2:22] – The go giver culture Jason built 14 years ago and the candle analogy that keeps competition healthy
[3:56] – CJ on running a wholesale only business on the Rhode Island and Massachusetts line with the blinders on
[4:35] – The goal of becoming the biggest wholesale company in the country and competing with New Western
[5:19] – What his dispo track presentation covered and why fundamentals beat market conditions
[6:19] – The first step operators should take, committing to open houses instead of dishing deals to one buyer
[6:57] – Telling sellers upfront that you are not the buyer and you will make a profit on the deal
[9:24] – Why wholesaling gets treated as a springboard instead of a business worth perfecting
[12:04] – The 2030 plan, 100 million across 20 northeast locations at 5 million per office
[12:21] – Leon connects CJ with Joseph Beck, who went from 56 deals in 2020 to over 450
[17:12] – The Rhode Island anti flip bill and the two minutes CJ got in front of the House of Reps
[19:16] – What CJ is taking home from the event, hiring high level people who have already done the job
[20:16] – Why operators stall at 5 million and the profit margin that quietly signals understaffing
[23:52] – Inside the CG tier structure with 33 members in the CEO room and 186 in Premier
[29:00] – Winning Newcomer of the Year and why three quarters of the room is chasing a belt
5 Key Takeaways
- Perfect One Thing Before Adding Another — CJ turned down flipping, multifamily, and lending to stay wholesale only. The plan is to make the home base close to perfect, then replicate it across 20 offices rather than collect new asset classes.
- Tell the Seller You Are Not the Buyer — Wiggling around the truth always felt sticky, so he started disclosing upfront that the house gets assigned and he makes a fee. Nine times out of ten the seller has no issue with it, and it makes the open house strategy work.
- Never Dish a Deal to One Buyer — The single biggest dispo lever is committing to open houses on every property. Selling to the first buyer who says yes is the fastest way to leave fee on the table.
- High Margins Can Mean You Are Understaffed — When operators brag about 45 or 50 percent net, they are usually still doing acquisitions and lead management themselves. A healthy margin in this business sits closer to 20 to 35 percent because the rest goes back into talent.
- Hire People Who Have Done the Job Already — Most companies get stuck between 4 and 6 million because they put middle managers into C suite seats. Integrator has become a buzzword, and calling someone one does not give them executive track record.
Links & Resources
- Collective Genius — https://www.explorecg.com
- New Western — https://www.newwestern.com
Enjoyed This Episode?
If the part about telling sellers straight up that you are assigning the contract and making a fee made you rethink your own script, send this to the acquisitions manager on your team. CJ makes a real case that the boring fundamentals are where the money actually is. Follow the show, leave a rating, and drop a review so more operators can find these live conversations.
