My Leads Are Not Motivated | Virtual Wholesaling Real Estate

Want to work directly with me to close more deals? Go Here: https://www.titaniumu.com
Want the Closer’s Formula sales process I’ve used to close 2,000+ deals (FREE) Go Here: https://www.kingclosersformula.com/close


If you’re new to my channel my name is RJ Bates III. Myself and my partner Cassi DeHaas are the founders of Titanium Investments.

We are nationwide virtual wholesalers and on this channel we share EVERYTHING that we do inside our business. So if you’re looking to close more deals - at higher assignments - anywhere in the country… You’re in the right place.

Who is Titanium Investments and What Have We Accomplished?

Over 10 years in the real estate investing business
Closed deals in all 50 states
​Owned rentals in 12 states
​Flipped houses in 11 states
​Closed on over 2,000 properties
​125 contracts in 50 days (all live on YouTube)
​Back to back Closers Olympics Champion
Trained thousands of wholesalers to close more deals

_________________________________

With over 2,000 Videos, this is the #1 channel on YouTube for all things Virtual Wholesaling. SUBSCRIBE NOW!    https://www.youtube.com/@RJBatesIII

_________________________________

RESOURCES FOR YOU:

If you want my team and I to walk you through how to build or scale your virtual wholesaling business from A to Z, click here to learn more about Titanium University: https://www.titaniumu.com

(FREE) If you want to learn how to close deals just like me, The King Closer, then download the free King Closer Formula PDF: https://www.kingclosersformula.com/close

(FREE) Join our exclusive FB group community for real estate investors and wholesalers: https://www.facebook.com/groups/titaniumvault/

(FREE) Click here to grab our Titanium fleet free PDF & training: Our battle tested strategies and tools that we actually use… and are proven to work: https://www.kingclosersformula.com/fleet

Grab the King Closer Blueprint: My Step by Step Sales Process for closing over 2,000 deals (Only $37): https://www.kingclosersformula.com/kcblueprint

Grab Titanium Profits: Our exact system we use to comp and underwrite deals in only 4 minutes. (Only $99) https://www.kingclosersformula.com/titaniumprofits

Want to know what the best markets to wholesale in are? Grab my breakdown of all 50 states here: https://www.titaniumu.com/markets

Chapters

• 0:00 The Myth of Unmotivated Leads
• 1:29 Selecting the Right Leads to Purchase
• 3:45 Mastering Your Introduction
• 5:55 Determining True Seller Motivation
• 10:32 Why Sellers Ghost Your Contracts
• 13:42 Evidence That Motivated Sellers Exist

Transcript

Speaker 1: 0:05

RJ, my leads just aren't motivated. I keep having to embrace no, because they want full retail, they don't need to sell their house for a discount. I hear this all the time and here's the thing Mathematically it's absolutely impossible that that's a reality, because this is not just based off of my experience. Now I have Titanium University, the entire community, doing the exact same thing that we do here at Titanium Investments, and so I see certain people going out. They're purchasing their leads from Speed Lead, property leads, leadzolo, and they're closing and funding deals every single day. Then I have certain people that are struggling. So what we find out here is there's no way in the world that you just are so unlucky that every lead that you get, the seller's not motivated to sell that property for a discount. So today we're going to talk about how do you actually know the seller's motivated to sell or not.

Speaker 1: 1:19

Now I've made a couple videos about which leads you should be purchasing, which ones maybe you should be avoiding. So let's start there. One go on to speed a lead. Let's just say you're one of the budget consumers, right? You're doing coupon club. One of the criterias that I want you to pay attention to is literally the seller's motivation. What is the reason why they're claiming they want to sell this property? Now they want to say something like sell without showings or downsize, moving from the United States or something like that. It doesn't necessarily scream I need to sell for a discount. It says emergency reasons, vacant property, tired landlord, financial reasons. Now these could lend us the possibility that they need to sell that property for a discount. Okay, so we start there.

Speaker 1: 2:21

What's the second thing that I want you guys paying attention to when you're purchasing the properties? For Speed to Leads, marketplace, the physical distress, elements of the property, the condition. So we look at that and what we're looking for is does the seller admit that they know the property needs work? It says something like cosmetics. It doesn't necessarily mean that the property needs a full cosmetic rehab, like we assume. It could just mean that they know that it needs some paint touch-ups, maybe some new carpet, something along those lines, not something significant enough to where it's going to make a drastic decrease in the price from retail value. But if we see something that says full remodel, gut job, kitchen, bathrooms, flooring, paint, landscape, these things trigger us to know, alongside with that motivation, that this seller needs to sell for a discount. Then, of course, we pay attention to the location, knowing that we have enough buyers in that location $2,000 inside the city or the county. That's what we're looking for. Just to remind you, I've said that hundreds and hundreds of times at this point. Now we purchased these leads. Now we get on the phone with the sellers.

Speaker 1: 3:47

First thing I want to talk about is your introduction. When you go into this, be prepared to have the conversation with the seller. How do you be prepared? One know how you're going to address them. Do you know how to properly pronounce their name or not? Sometimes it can be a name that you don't know how to pronounce correctly. So, instead of trying to pronounce it incorrectly, just say, hey, is the owner of 123 Main Street there? Or hey, is Jay there? Once they say yes, this is Jay, hey, jay, this is RJ Bates. I was calling about your property there on 123 Main Street Then tell them how you got their information.

Speaker 1: 4:32

This is important, especially if you're getting the lead from Speed to Lead, because they have different ways of getting these leads, whether it's Google SEO, a Facebook lead or a cold call lead where it'll say they spoke to someone on Speed Elite's team. So you can say something like hey, jay, this is RJ Bates, I was calling about your property there on 123 Main Street. Looked like you spoke to someone on my team about wanting to sell that property. You still need to sell. Or hey, jay, saw you fill out a form on my website about selling 123 Main Street. Still need to sell that property.

Speaker 1: 5:09

Once they confirm that they do need to still sell their property, awesome, how much are you looking to get for it? What this does is it builds credibility right up front that you're dictating how this conversation is going to go. It also makes your intro a lot smoother. This is one of the things that myself and other TU members have noticed recently when we pay attention to other people's live seller calls is that your introductions are horrendous. You stumble and bumble, you mispronounce things. You're not attacking it machine-like, so make sure that you have a process early on that is very repeatable and you do it over and over and over again.

Speaker 1: 5:54

Now let's get to the real nuts and bolts of determining a seller's motivation. Now that you know that they want to sell, you've got an asking price and then you ask them the next question inside the closers formula, which is all right, $100,000. Tell me a little bit about what you got going on an open-ended question Now. I talk about open-ended questions all the time but people struggle with this. They don't really know how to continue a conversation with open-ended questions. To continue a conversation with open-ended questions it starts with you need to actually listen to what the seller is telling you. At times, when you ask them, tell me a little bit about what's going on, they're going to say something like well, it's a three-bedroom, two-bath, 1,200 square feet and it needs a little bit of love. That doesn't really tell you a lot in regards to motivation and, for whatever reason, people are afraid to then just come out and kind of steer the conversation in a different direction If they didn't tell you anything in regards to motivation and that's what we're really trying to determine at this point in the conversation flat out ask them what's got you looking to sell?

Speaker 1: 7:04

What's got you looking to sell? Why'd you reach out to me? Tell me, I want to know why do you want to sell the property? It's okay, I give you permission to ask these types of questions. I do it all the time. I thought with the amount of live seller calls that I've shown you guys and you see me do this that more of you would pick up on this. This is an area in which you guys really struggle because, inside the closers formula, this is where skill has to take over the ability to listen and then determine what is the next question that I'm going to ask. So tell me a little bit about what's going on. They give you an answer. Here's a metric that I really want you tracking you need to be asking a follow-up of four to six additional questions in regards to motivation.

Speaker 1: 7:58

Now, this happened the other day inside of TU. One of our members had a question about this very topic. He said I need help determining motivation topic. He said I need help determining motivation. I need to understand a better way to ask open-ended questions. Now, what I've learned in my time of coaching people on how to do real estate investing and how to talk to sellers while simultaneously wholesaling and talking to sellers, is that they're very much alike. When someone asks me a question like that one, I need help determining what the seller's motivation is. I find myself asking them five to six questions to really determine what is the question you're actually asking me, and that's the same thing that's going to happen here.

Speaker 1: 8:55

When you're talking to a seller, tell me a little bit about what's going on. They're going to give you a response. They're not going to give you the real answer the majority of time. Every now and then they will, but majority of time there's layers to the motivation. So when the TU member asked me this, I just asked an open-ended question why do you feel like you need to get better at determining the motivation?

Speaker 1: 9:27

Because my experience with this member is he's a very talented individual and very intelligent. So this question that he was asking me was quite shocking. I honestly didn't expect that question from him in particular. So he then goes on to explain what's been going on with some of his conversations and what's been going on inside of his business, and I asked a follow-up question based off of what he said there. And after three or four follow-up questions, what we determined was it wasn't about finding the seller's true motivation. It was the fact that the last three contracts that he had sent out did not get signed.

Speaker 1: 10:16

Now, once I found out the true motivation and the reason why he was asking me that question, I could then properly coach him, aka present a solution, the same thing that we're doing as a wholesaler, when we're talking to the seller and we're asking them for the motivation, what we're really trying to do is get to the point where we understand what solution we can present them by purchasing their real estate. So when this gentleman inside of TU finally got to the point of what his true motivation was with this question, which was hey, I'm sending out contracts and the sellers are ghosting me a huge pain point for the majority of wholesalers it wasn't about me to talk about finding the seller's motivation. It was about talking about reverse rapport. What happens when you set expectations and you build credibility and you explain your process about sending that contract over and getting it signed and then doing the walkthrough? Are you doing reverse rapport on every single call and the answer was no, I'm not single call and the answer was no, I'm not. So now I know what solution to give to him. That's the same thing we need to be doing Now.

Speaker 1: 11:40

Unfortunately, over the past 15, 16 months however many it's been since we introduced the closers formula to the wholesaling industry, a lot of you have clung to embrace no. Rj says it's completely okay for me to embrace no when I'm not talking to a motivated seller. What I did not tell you is that you don't have to continue the conversation and ask questions to determine the motivation. It's once you've determined that there is no motivation. So rewinding and going all the way back through everything that we've discussed today One, make sure you're getting the right leads in your system and you're avoiding purchasing the leads, kind of already telling you that they're not motivated. Two, have a solid intro to where they don't become skittish and leery about whether or not you're a true professional. Be machine-like in that intro and get to the motivation as quickly as possible. Tell me a little bit about what you got going on. Then get great at actively listening. If you need to pause everything that you've got going on no more comping and underwriting, no more looking at Google Street View, whatever you need to do to make sure that you are fully embracing the moment of what they are telling you in regards to motivation, listening and then following up with an additional four to six open-ended questions Not a yes or no question, but open-ended. That's really diving deeper into what they're telling you as to why they would want to sell this property for a discount.

Speaker 1: 13:32

Now going back to the math, as to how I know it's mathematically impossible that the leads that you're receiving are not motivated and somehow I magically get those only motivated leads. The other day I went live with eight, nine, ten different TU members calling sellers I purchased is it six? It was six leads. Let me get there. Should have had this ready. I purchased six leads for Speed to Lead. I had four conversations, two contracts.

Speaker 1: 14:20

Now the reason why I'm bringing this up is because I hear you guys say that I've purchased 30 leads and 20 of them were not motivated. That is where I look at it and I say there's a broken element inside of your closing process. You're either jumping to embracing no, they're not feeling the vibe at the beginning or you're not asking enough questions and getting the appropriate answers from these sellers. So I really want you guys, if you're feeling like you're talking to a bunch of unmotivated sellers, really analyze yourself the questions that you're asking and why you're asking. It doesn't need to be about condition. It doesn't need to be about money. It needs to be about their motivation as to why they need to sell that property for a discount, diving deep into that and truly listening to what they have to say.

Speaker 1: 15:26

The majority of the time, we make assumptions. We make assumptions because we have had hundreds, if not thousands, of conversations, so we think this one is just like that other one we had. Give respect to that seller to be all in during that moment to listen to what they have to say, because if you do that, you will be more people's solution. You'll be able to close more deals, which should be your ultimate objective. I hope this video helps you guys. This is a massive problem that I've seen where too quickly, we're making a decision that a seller is not motivated. So I ask you, I plead with you, please, for the sake of your business, the success of your future, embrace asking open-ended questions and listening and truly determining whether or not a seller is motivated. Let me know what you guys think in the comments. Make sure you give me some love on this video. We'll see you guys tomorrow.