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In the past, real estate transactions relied on a handshake, but now contracts are essential, yet they may not guarantee protection against sellers cutting out buyers. For wholesalers, it's crucial to understand how to prevent losing deals. In the video, Jerry Norton outlines wholesaling houses and details the four steps to protect against being sidelined by buyers or sellers. He identifies three key moments in a wholesaler's journey: signing a contract with a motivated seller, signing with a cash buyer, and the rewarding moment when the deal closes, resulting in a substantial profit.