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How Integrity, Trust, and Empathy Actually Build Profitable Real Estate Deals

By January 26, 2026Real Estate Pros Show

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Show Summary

In this conversation, Selena Jackson shares her journey in the real estate industry, focusing on wholesaling and the importance of professionalism, empathy, and integrity in business. She discusses her transition from tax lien investing to wholesaling, the challenges she faced, and the lessons learned along the way. Selena emphasizes the need for transparency, accountability, and building genuine relationships with clients and partners. Her philosophy centers around helping others and creating a supportive community within the real estate market.

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    Investor Fuel Show Transcript:

    Selena Vinson-Jackson (00:00)
    You care about a person’s situation or what they’re going through. We have a lot of homeowners that are in desperate needs of someone trying to help them, not to take advantage of, but to help bring solutions. If you cannot solve a problem without trying to go in for the money, then you’d in a disservice to the homeowners

    Yes, the business is about making money, but it’s how you go about it.

    Q Edmonds (02:01)
    Hello, everyone. Welcome to the Real Estate Pros podcast. I am your host, Q Edmonds. Y’all hear us laughing already, right? This is gonna be a phenomenal episode. And I’m gonna be honest and let you know upfront. This woman right here gonna be transparent. She gonna tell the truth.

    She wants out of truth and a truth don’t care who tell it and she just may be the one telling it today And so I’m happy to talk to her I’m happy to go through her process and listen as much as she’s gonna let me in right like she will be transparent But if she ain’t gonna say no stuff if she won’t feel like saying it So I’m just gonna be honest with you, but now I’m being honest. This is gonna be a great a great episode I’m so excited for us to bring to the stage and introduce you all to miss Selena Vinson-Jackson miss Selena. How you doing today, man?

    Selena Vinson-Jackson (02:51)
    doing great. Thank you for having me.

    Q Edmonds (02:54)
    Absolutely. Listen, I’m so glad you’re here. I’m looking forward to it. Look, I’m putting my pearls on because I may have to clutch them at the same time too, but this is going to be fun. So, Ms. Selena, this is what I want to do. I want you to let us into your world. I want you to tell us what your main focus is these days. If you want to give us a little bit of an origin story of how you got into real estate, how you got to where you are and doing what you do. And then if you don’t mind telling this,

    what part of the world you win, markets you operate in. And Ms. Selena, the floor is yours, man.

    Selena Vinson-Jackson (03:26)
    Okay. Hello, everybody. My name is Selena Jackson. I started in real estate in 2020. My uncle, he lives in Florida. He told me about tax lien back in 2015. So I’m kind of late into the game because I should have really got my foot wet in 2015, but I kind of pushed it off. I was like, I don’t want to do that. And then come 2020, I got into it, learned the tax lien.

    what to do, what not to do. And then in 2022, I got into wholesaling. So yeah, wholesaling and taxing was totally two different worlds. when I kind of figured out which avenue I wanna go towards, I switched from taxing and went strictly to wholesaling. Then wholesaling is a brand new game. You gotta learn the ins, the out, the dos, and the don’t.

    You just cannot walk in thinking that you’re going to get a big assignment speed when you don’t know how to do your numbers right. So I had to learn how to cut my properties. I had to learn how to talk to the sellers. I had to learn how to be professional in talking to these sellers. And I’ve seen a whole lot of wholesalers coming into the game, don’t have a clue on what to do. know how to be professional.

    don’t know how to talk to the sellers. So I did have somebody, I’m gonna make it short, that called me asking me, do you wanna say your property?

    So I said to this person, excuse me, who are you? What is your name? Where are you calling from? Who do you work with? You don’t approach a seller, hello, are you selling your property? No, what happened to good afternoon, good morning?

    How are you? My name is So and So. I represent a network of buyers. We’re looking for properties in your area. Introduce yourself professionally. Just don’t come on the phone and say, do you want to say your property? Say, you know what I did? I hung up the phone. Click.

    going to work with you, you can’t at least be, at have some kind of decency to tell me who you are for us. It’s a turn off. So I can understand why sellers now are getting frustrated because some of the wholesalers don’t know how to conduct themselves professionally. So after I’ve learned the ins and outs, how to talk to people, I carry myself as a businesswoman with integrity, accountability.

    ⁓ As parents see you have to let people know who you are so they can trust you and work with you.

    Q Edmonds (07:09)
    So you said, I’m trying to write down, say integrity, accountability, and what else did you say? Say integrity and trust, Integrity, accountability, and trust, which are all, mean, unfortunately, everybody don’t have those traits. But those traits tell a powerful story about who a person is. And I love like straight off the bat,

    a person called, they didn’t introduce themselves. they, ⁓ their first impressions are powerful impressions. First impressions are powerful. So we starting off on the wrong foot. Yeah. I mean, it, it, it, it’s, ain’t too much wiggle way to go when we already starting off on the wrong foot. And so, ⁓ yeah, so I definitely understand that. And so I was listening to your journey. ⁓ I love how you had, you you learned the ropes, your uncle, you know,

    told you about it you was like, look, you sound like me, cause my wife been telling me about investing and I was so stubborn and stuff. So I feel you on that. But I have a saying, Mr. Lane, where I say destiny has no wasted moments. So meaning like as we go through life, whatever stock we are on, whatever destination we come to, there are things that make us who we are today. So what are some core values that make you who you are today as a business woman, but also as a woman in general?

    Selena Vinson-Jackson (08:35)
    My upbringing.

    Q Edmonds (08:36)
    Mmm.

    Selena Vinson-Jackson (08:38)
    That family background, we teach each other how to respect. That’s number one. Number two, have empathy.

    Q Edmonds (08:46)
    Hmm.

    Selena Vinson-Jackson (08:49)
    and treat people the way how you want to be treated.

    Q Edmonds (08:57)
    I you using words. I hear sometimes, not all the time, empathy. Empathy? ⁓ I don’t think I’ve heard too many people on this podcast say that word, empathy. So what does empathy mean to you? How does empathy look for you?

    Selena Vinson-Jackson (08:59)
    Mm-mm.

    Carry.

    Q Edmonds (09:16)
    Yeah. Yeah.

    Selena Vinson-Jackson (09:19)
    You care about a person’s situation or what they’re going through. We have a lot of homeowners that are in desperate needs of someone trying to help them, not to take advantage of, but to help bring solutions. If you cannot solve a problem without trying to go in for the money, then you’d in a disservice to the homeowners because people out here are hurting.

    We are living in hard times right now with the market going up and down and sellers want people that will understand the needs. If you cannot put yourself on their shoes, then you don’t need to be in this business. Yes, the business is about making money, but it’s how you go about it.

    My philosophy is I don’t chase after money. I let money chase after me.

    And that comes with you putting yourself in the right position to take care of the homeowners and take care of your clients.

    Q Edmonds (10:56)
    Yes, I love it. as an old school proverb says, you reap what you sow. That’s right. And so when you sow something in the ground and like when you sow it off for integrity, accountability, trust, empathy, there has to be a return on those core values. And like you said, when you plant the right way, the resource and money will chase you. There you go. There you go.

    I mean, that’s, mean, that’s, that’s in the DNA of creation. mean, I don’t know how deep I want to go in that.

    Selena Vinson-Jackson (11:29)
    when you would think so, but hey, know, people don’t have the same mindset. And I try to work with people who have the same core values and the same mindset that I have because if we can come together and think, well, we don’t have to be perfect. I’m just saying just have the same values.

    So that way we can work together, build a stronger team. Because I tell people all the time, there’s enough money to eat at the table. I don’t understand why these wholesales are out here trying to get a big asylum fee, doing all these daisy chains. Find one person that you can trust, build a relationship with, and together, y’all can build an empire. But you’re out here trying to scam others, trying to beat the system.

    You cannot beat the system. Just do it the right way. And I promise you things will come. Let me give you an example. I started out in 2020 doing wholesaling, messed up, didn’t know what I was doing. I was fumbling, got myself into debt, trying to sign up with all these mentors, didn’t get any benefits from it. So I stopped, away from it, took the time to understand the ARV.

    took the time to understand how to come properties, how to analyze houses. I took the time to learn what needs to be done. 2023, I did my first ever closing. 2024, the window opened. I closed six properties in 2026, no, 2024. I networked with the wholesaler. She was…

    Q Edmonds (12:51)
    Yeah.

    Hmm.

    Selena Vinson-Jackson (13:12)
    Phenomenal. We turned it out. That was my year that I was so happy because I took the time to learn what needs to be done. I didn’t have to struggle to look for another wholesaler or a buyer to sign my property over to. So I found that one wholesaler and she was amazing. And I told her, said, thank you so much.

    because you and I made a good team and we closed properties. Now I did have other people that I did some JV which, but I didn’t like they process. And I didn’t like how they were trying to undercut other people that they was bringing in. And it’s like, wait a second, that don’t sound right. I don’t want to work with that person anymore. So I just break away from people.

    who are not really caring, that’s not being reasonable and don’t see the overall big picture because if we working together, I’m gonna take care of you. Like you would take care of me. So I was working with a disabled team, find out that the disabled team was working with another company.

    That company was only giving them a little small percentage. And I was like, why? We can all eat at the table. I was like, if you help me, I’ll give you 50-50. We both live together. I’m not going to say 20, 80, 70, 30, 60, 40, 90, 10. It’s going to be 50-50. You got the buyers. I got the contract. We can work together. And we all can eat at the table.

    I believe in taking care of people because you will get your rewards at the end of it. Point blank.

    Q Edmonds (15:50)
    ⁓ you, I mean, you bring up so many things that that’s that’s twirling through my mind. Like there’s scenes that say, did you ⁓ how can two walk together unless they agree? Right. Meaning like how how can two move forward with a vision unless they’re in agreement? And when you talk about like core values, like agreement and core values, like we can’t go but so far.

    if we’re not in agreement at our core.

    Selena Vinson-Jackson (16:21)
    No, no, no, some people might think the opposite. You know what saying? So hey, those type of people I stay away from because we have to work together in order to build something that’s bigger than us.

    Q Edmonds (16:37)
    So another saying I say, say ⁓ healing happens in community, in common unity. If you’re not in common unity, they’s not gonna be whole. It’s gonna be, it’s just not, it’s not.

    Selena Vinson-Jackson (16:51)
    That’s true.

    That

    is so true.

    Q Edmonds (16:58)
    You know, and so I just like I said, you say so many things that kind of register with me and really think about just how I conduct my life and just people that I know who are successful, people who I talk to who are successful. That is such at the core is just making sure that we’re on the same page. We share the same core values because another saying a house divided against itself, it can’t stand. It ain’t going to happen. It ain’t going to happen.

    Selena Vinson-Jackson (17:26)
    You’re

    absolutely right.

    Q Edmonds (17:28)
    Absolutely. So Ms. Selena, let me ask you, what’s the next real goal for you? What are you looking to solve or scale next?

    Selena Vinson-Jackson (17:35)
    trying to be, ⁓ I am a funding consultant. And I help clients receive money for their projects. And I just try to be an all around businesswoman to help people.

    Q Edmonds (17:49)
    So ⁓ listen, I want to put a bow on, because you’ve mentioned a lot about connecting, treating people the right way, building healthy relationships. So let’s put a bow on this when it comes to relationships.

    What is your perspective when it comes to relationship building? Is it important in business? How do you go about building relationships? Like, what’s your perspective on relationships in business?

    Selena Vinson-Jackson (18:18)
    treat me the way how you want to be treated. Because I believe once you get to know a person, understand their background, where they’re coming from, how they were raised, and how it can benefit you and your business model, then you’ll be able to know whether or not if that person is the right person to work in your business. That’s very important. You got to know who you’re working with.

    And you got to be able to trust because whoever I work with, I’m going to treat you like family. I’m going take care of you. There’s not going to be no backstabbing. There’s not going be no, I’m trying to get over on you. No, I’m going to treat you like family. We’re going to have a heart to heart discussion. We’re going to iron out what needs to be done and we can move forward. And if we cannot come to an agreement, if you see things totally different from how I see things, then how can we bridge and work together?

    If you have a mindset, well, I’m going do it this way, my way, the highway. But yeah, I also have other ideas. It can be better for us to work together. So if you’re all about money and try to chase that bag, but you not get no results, it’s because of the how you’re approaching your business model. I’m about putting things in order. I’m about planning. Then once you plan, you execute.

    You see the vision when you’re going. You gotta have a vision.

    Once you have a vision, you can put things into motion. You can plan. Once you have it, then plan out. Now you can execute it and then see what happens. Whatever you’re planning doesn’t work, then go back and change it and then see what needs to be done. I’m all about helping people. I’m all about making sure that if you need me, I’m gonna take care of you. We’re gonna work together. We’re gonna solve the problem.

    But if you’re all about the money and you don’t have any empathy, you don’t have any humanity in your community and where you work, where you at, that, how can we work together?

    I’m all about helping the people. I’m sorry. That’s just who I am. Because I know once I give my all, I’m going to get my reward.

    Q Edmonds (20:45)
    Yes, man, you’re talking right. I had to circle the wagon again and like I said, the bow on relationships and ask you that question because I wanted you to really, really hammer that home for people that’s listening about being authentic, about having integrity, good accountability, trust, empathy, and building relationships the right way. So I had to come back full circle to that because honestly, you’ve been saying that.

    Other than being transparent, because you told me you’re going to be transparent straightforward, which you absolutely have been, but you’ve been also just really driving the theme home about relationships, driving the theme home about helping people, driving the theme home about helping your community, serving your community. And I always say, I believe that at the foundation of any sustainable business is servitude. Who are you serving? Are you just looking to serve you? Are you serving people?

    Because once you treat people as the real currency, things start to open up for you. so I appreciate you so much.

    Selena Vinson-Jackson (21:47)
    Say it again.

    Some people don’t see it that way. I’ve seen a lot of newbies that’s in a bad financial situation and they’re thinking that wholesaling is their answer out. But you got wholesaling now is making it bad for the people who’s really doing the work.

    Q Edmonds (22:12)
    soon. ⁓

    Selena Vinson-Jackson (22:13)
    You

    know, I’m just hoping and praying that people who’s in, okay, for all the people who’s, that’s new, please take the time to learn how to comp your properties, learn the numbers, learn your ARV, and learn how to present a good deal to whatever bias that you’re working with. Because bias now will look at your deal and look at you and like,

    I don’t want to work with you because you don’t know what you’re doing. And don’t worry about the money. The money’s going to come. The money will come if you be consistent, doing it right. Do it the right way.

    Q Edmonds (22:55)
    There you go, come on.

    Selena Vinson-Jackson (22:56)
    do it the right way. If you do it the right way, know what you’re doing, know how to do your rehab costs. Just don’t throw out numbers just because, I’m gonna give me a big assignment fee. That’s not gonna work because buyers are not dumb. In other words, act like you’re the buyer. Will you buy this property if someone bring this kind of deal to you? The answer is no, I’m not gonna buy something because you’re not giving me the right.

    information. So why would I want to work with you when you’re about the money? You got to think as a wholesale, you got to think as a buyer. You got to play both roles.

    Q Edmonds (23:41)
    There she is, dropping gems, Miss Selena. Listen, if someone wanted to reach out to you, connect with you, collaborate with you, learn more about what you’re doing, how can they get in contact with you now?

    Selena Vinson-Jackson (23:53)
    You can call me at 877-405-

    8 8 8 0 or directly 5 7 1 8 6 6 7 3 3 5.

    Q Edmonds (24:10)
    Right? Well, there she is. So, Ms. Selena, let me first say thank you for your time, because obviously time is very invaluable. Thank you for your story. Thank you for your transparency. Telling her like it is, I greatly appreciate it. And also thank you for your perspective. Thank you for the way you think and bringing that mindset to this platform. I really appreciate you being here today.

    Selena Vinson-Jackson (24:34)
    Thank you. ⁓ correction.

    Q Edmonds (24:36)
    Yes, ma’am.

    Selena Vinson-Jackson (24:38)
    contact me on my main number, which is the 571-866-7335.

    Q Edmonds (24:45)
    Gotcha, gotcha. Well, listen, there it is. Y’all heard her. You got a contact number. You can reach out to her. Definitely check her out. But definitely make sure you’re subscribed here because I promise you we’re going to continue to bring up incredible people just like Ms. And so ma’am, I say thank you again. Thank you. everyone else. Absolutely. And to everyone else, we’ll see you on it next time.

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