The Titanium Vault hosted by RJ Bates III

Is Hans Andersen A Closer? | The King Closer Reacts

• RJ Bates III and Hans Andersen • Episode 488

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Speaker 1:

Welcome back to the King Closer Reacts. I'm the King Closer, rj Bates III, and today we are going to be finding out if Mr Hans Anderson is a Closer or not. You might be asking yourself who's Hans Anderson? So Hans is someone that has been following me for a while. He's a member of the Vault, our free Facebook group, and he's been very active over the past couple of weeks and recently he's been posting a lot of his closes on Reels and he emailed me the close that we're going to react to today. But he also commented on someone else's post inside of the vault and I want to share it.

Speaker 1:

Hans says I'm so grateful to have stumbled across RJ and this group. It's helped me grow into something I wouldn't believe God bless for real. I wouldn't believe God bless for real. And he uses the Closers formula, but he's also amended it and blended it with some other people's styles as well, which I have no problem with. I want you to be yourself. I want you to believe in the process in which you're following. I did briefly watch part of this. It is a very short clip. This is going to be the shortest King Glozer Reacts episode yet, because this is a four and a half minute close. So I'm excited to see how Hans navigates this conversation. So, without further ado, let's get into it.

Speaker 2:

Let's see if Hans Anderson is a closer All right, right, let me give him a call again, wayman. Come on, wayman. He knows it's important now. He's like who's calling from washington?

Speaker 1:

let's go so real quick things. I love hans energy. Um, early on in this you know he's obviously called the seller and then possibly even sent the seller a text. I don't know what the context was to that, but I love the self-talk. I do this quite frequently when I'm doing acquisitions. Hey, this is going to be the one. Come on, mr and Mrs Seller, pick up the phone. Love that energy that Hans has. Also, just sellers can pick up on your body language, your mood and your energy. I love the smile that he has on his face.

Speaker 1:

I love this beginning of this call here because I think this is vitally important for people. A lot of times, man, you get into those dry spells no one's picking up the phone. Maybe you've been calling for a couple of hours and you haven't got a deal yet and you just got to get down on yourself and you're lacking bringing that energy. Each and every phone call is vitally important to your business. So it's important for you to keep your energy up. If you need to step away and walk away from the phone and from your computer for a little bit to kind of reinvigorate that energy, do so, because every call, the next one, could be the one that you could close let's go.

Speaker 2:

Wayman. He's going to be my best friend after this. Call. Yeah, buddy, hello, hey, is this Wayman? Yes, hey, nice to meet you. This is Hans Anderson with National Home Buyers. You had spoke to our team members about Janus Drive in Atlanta. Are you still selling that? Yeah, kind of been limbo with it for at least a week. I've got some other things I'm having to straighten out. First.

Speaker 1:

So Rob the bat, first step of the closers formula hey, you spoke to someone on my team, so this is a cold call lead. Someone else on his team had previously spoken to him. He's not afraid to use the closer formula even though, um, it is a cold call. So he's verifying that. He still wants to sell a little bit of an objection right here, right out of the gates, like yeah, it's kind of in limbo for a week. Um, so curious to see if hans dives into that or if he just goes strictly into price and kind of assumes the sale.

Speaker 2:

Okay, okay, yeah Well, do you have a few moments to chat a bit about it? I'd love to give you an offer for it.

Speaker 1:

Yeah, first things, hans, I'd like to take away offer, especially if you're going to ask him how much he's going to be selling the property for. Anytime we use the language of offer, we kind of deleverage ourselves in the position of being the buyer where we're asking them to give us the price. So if you have to use the word offer, it's because they're just mandating that they're not going to give you a price. So I'd like for that to be amended there. Hey, do you have a few minutes to chat about the property? Yeah, I do. Okay, well, how much were you looking to get for the property? That way, you're not losing that leverage position as the buyer, or would?

Speaker 2:

you. Rather, I don't know if I'm up for an offer now, but anyway, let's hear what you got. Repeat that I said let's hear what you got. Okay, okay. Well, while I'm getting this pulled up, can you kind of catch me up to speed?

Speaker 1:

So that, right there, that's what happens. When you say offer, oh, tell me what you got. That's what I mean by. You lose leverage as a buyer when you say offer because you're almost now pursuing them instead of the seller trying to sell you on the property. Small little details could make a huge difference right there. I would love for Hans to just remove that one word and everything else that he's done has been really good, and then he could have just said well, how much are you looking to get for the property? And could have gotten a number out of the seller early on in this conversation.

Speaker 2:

Is it vacant? No, it's rented out. Okay, how much do they pay? A thousand, okay, perfect, perfect. Do you have a price in mind that you're looking to get for it?

Speaker 1:

No, here's the thing I don't think you're ever going to get a number once, especially how he navigated the conversation there early on. Hey, I was reaching out, are you looking to sell? It's kind of in limbo, blah, blah was now a good time for us to talk. How much are you looking to get? Maybe the seller still doesn't give him a number, but I think he lost all chances of getting a number there just with how he navigated the conversation there. It's just very important. And then he went to the occupancy of the property. He found out that it's tenant occupied. He finds out that it's $1,000 a month, but then he immediately moved on to price To me.

Speaker 1:

I'd like to see Hans clean this up a little bit with the order in which he's asking questions. And this could just be because the seller kind of threw him off a little bit, but he's got great tonality, super inviting voice, just good energy overall. So little tiny details. If we could clean those up, I don't know if it makes like a drastic difference, but it could just make a difference on, like you know, three, four, five percent of the calls.

Speaker 1:

This is a little bit of a unique one just because of the seller. This reminds me of a seller that I did a live seller call review for Titanium University yesterday. Just kind of standoffish, older gentleman, tenant occupies. He's a landlord, just one of the more difficult types of sellers to talk to, but also one of the perfect avatars for us, right, we love talking to the professional, the tired landlord, because they're more than likely going to understand our math than like a emotional owner-occupant. So for me this is like my favorite type of seller to talk to because they're going to understand that math. Little tiny details here I would have cleaned up with Hans on this call, but overall I'm liking the direction. Now he's got to navigate. He kind of dug his own hole here, so now he's going to have to navigate the rest of the conversation on giving an offer. Not the worst thing in the world, just would have preferred that we don't have to do that.

Speaker 2:

Okay, and just to confirm, it's a 3-2, 1,600 square footage. No, I don't know why they got it at this, it's 1,700 something. Oh, but it's a three bedroom, two bath, oh, yeah, okay. And is it a light average average or heavy rehab, or does it need nothing? No, it'll need a little work. Yeah, okay.

Speaker 1:

So I've heard people use this before when they say you know light, average or heavy rehab. The problem with that is that you're not allowing the seller like you're kind of closing down the seller on what they're going to tell you about the condition. Because if you're just broad strokes like hey, is this a light, average or heavy rehab? I'm assuming 80% of the time he probably gets the answer of average. This reminds me of back in the texting days we used to say is the condition perfect, good, ugly or scary? And almost everybody said good. It's just the natural response that you're going to get Open-ended questions right. That's a closed-ended question because he's giving him three options. I would have rather have seen an open-ended question. Well, what can you tell me about the condition? Get the seller talking. We want to see the the seller really open up and and see where the seller wants to. To see the seller really open up and see where the seller wants to direct the conversation.

Speaker 2:

And that was too steered by Hans in my opinion Okay, so just like a cosmetic, a full cosmetic lift.

Speaker 1:

I would say let's exaggerate let's exaggerate.

Speaker 2:

I don't know, let's go out. Let's say 15 to 20, 15 to 20 grand, yeah, let's just go out of the line with it. Yeah, okay, let's see here Doing some math on my end, I mean, I'm doing.

Speaker 1:

So he's got the after repair value of $250,000. However, I don't know how he got that because he's sharing his screen here. He had Zillow pulled open. I never saw anything that said $250,000. So I don't know how he came up with that number. However, he might have already inside of his CRM, because this was a cold call, could have already been pre-analyzed, so he could have already known that the ARV was $250,000. He's putting in a $20,000 wholesale fee.

Speaker 1:

He asked the seller about the condition. The seller says you, you know, it needs somewhere 1700 square feet is what he pops in and he says estimated rehab of 35 000. So he's going like you know, 20 a square foot for the cosmetic rehab. Um, and then this calculator that he's using looks like some hard money lenders uh website kind of uh narrows it down to what they believe the offer should be. They've got it at $140,000.

Speaker 1:

Again, I don't know much about how he analyzed this deal, but this is moving very rapidly and again, I would have liked to have seen Hans kind of stay in the pocket there, ask more open-ended questions about the condition so we can get a more verified number. Right, we're doing this sight unseen. So you know, could 35,000 be an accurate number, Absolutely. However, there's definitely been times where sellers say it doesn't need much but then they open up about an HVAC need to be replaced or roof need to be replaced. Not that I want to ask specific questions about that, but a lot of times if you ask open-ended questions they'll just open up about it. So I'm curious to see I mean, we're already more than halfway through the call, so it's moving very rapidly, which again I've had very quick closes. It's just it doesn't feel like necessarily the price point of this should have moved as rapid as it is. Would have liked to have seen a little kind of slow down a little bit and get more information out of the cellar.

Speaker 2:

Water heater and all that crap you know? And what about the kitchens and the bathrooms? Do you know if those need to be fully redone, fully? But they would need some work. Yeah, okay, and I'm guessing the flooring and paint it's going to need that as well.

Speaker 1:

Probably painting itself solid brick outside.

Speaker 2:

Okay, yeah, what about the inside, though? It probably needs painting. Okay, so, just from what you're telling me and I'm looking at some comps in the area of what it could say- comps in the area of what it could.

Speaker 1:

Okay, so I see this one right here, right next to my face two 50 sold 28 days ago. I'm assuming that's what he's using as the comp, or the two 50. Cause it is three to 1700 square feet. I guess that's what he's getting. Is after repair value. Again, I don't know how he did the deal analysis. It doesn't look like we're going to be too far off, even if we are at all. It doesn't appear that we are if we've got that $250,000 comp right there. It's just interesting how he's navigated the conversation so far, because he's not really trying to decipher the seller's motivation at all. I mean, this is a pretty transactional conversation, which there's nothing wrong with that. There are times where in this avatar this seller being a tired landlord kind of fits that style of a conversation. You could definitely just have a straight transactional conversation, which is what he's doing so far.

Speaker 2:

Sell for afterwards. I'd probably be somewhere around $150 cash for it.

Speaker 1:

Interesting, he said 150. His calculator's got it at 140, so he's kind of whacking his wholesale fee in half. And again, this is one of those things where I think the reason why he would be doing that is and he might come back and eventually say 140,. But this is one of the problems when you're just making that blind offer, it's just human nature to almost be afraid to say 140 right out of the gates. It's like I almost want to preface this by saying I will be willing to go to 150. Interesting that he started there, though that's probably more of fear of what the seller's reaction is going to be, because he has no idea what the seller wants for the property.

Speaker 2:

Somewhere around there 140, 150. If I was to pay cash take it as is pay all the closing costs and fees I'd be probably at 140,000 cash.

Speaker 1:

Great job of pausing right after delivering the offer. I would have rather have seen it be a little bit smoother Eliminate the 150 altogether and just say you know I need to be in the range of 135 to 140 and then just pause. Great job of pausing right here and allowing the seller to digest what you just said.

Speaker 2:

About 140. Yeah, I might consider that the only reason I'm selling it is it's a good rental home. I bought it, as I said, for 120 acres south of town down in Barnesville, Georgia. You're not going around here right now, but anyway, about $2 to buy from Atlanta. I bought about 120 acres'm.

Speaker 1:

I plan on moving down there so what's interesting, what happened right here is, even though hans hasn't really tried to open the seller up and ask about his motivation and why he's looking to sell, it's important for the seller sometimes to just tell us. The seller is the one that's opening up now and explaining why he wants to sell this, it's a great rental property, blah, blah, blah. Another concern that I have about the deal analysis is it is tenant occupied for $1,000 a month, offering $140,000. That doesn't really cash flow, and he didn't really ask about is the tenant on a lease or is it month-to-month? This all feels a little too fast. I would have preferred it to slow down, elongate the conversation, do a little bit more organized of the flow of the conversation, and I think we might have ended up at the exact same result. It's just about. Is this something that we can replicate over and, over and over again? The way that this conversation was navigated was a little too loose for me so far by Hans. We've got another 30 seconds here, though, nice.

Speaker 2:

So that's why I'm interested in selling it, okay, yeah, well, I'd love to send you an agreement for you to look over and if everything checks out, we can send it to title. I can view the property and we can get this done as soon as possible. If you're looking to get it done by Christmas time, yeah, all right, send me a contract, let me look at it, okay. Let's see what it says? Is this your personal phone number?

Speaker 1:

Okay.

Speaker 1:

So that's where the call ends, what Hans said in the email, where he said the seller did sign the contract of $140,000. So here's what I'm gonna say Hans, you're highly talented. You remind me of a couple of people that I have inside of Titanium University Highly talented. Right now you might be winning on talent alone. Okay, the problem is is when you step out of the seat that you're in, unless you just are beyond gifted at recruiting as talented replacements as you. To tighten it up a little bit. So, using the closers formula, I'd rather have seen the conversation be a little bit more structured. Understanding the basis of the conversations, slowing it down a little bit more. Understanding the seller's motivation. We never really got into motivation Getting a price out of the seller. We never got a price out of the seller. So we offer them 140. We have no idea what the seller had in mind. It's probably somewhere around there, maybe even a little bit higher. That's okay. Again, on the condition we got to close that down. It was too close.

Speaker 1:

Ended up a question with the uh, you know, the light, average or heavy rehab. I would throw that out. I don't like that whatsoever. Just it. It limits the response that you're going to give. We never want to limit a response that we're going to give there.

Speaker 1:

Uh, but overall, man, great tonality, great voice never really felt uncomfortable listening to you. That's always one of like. My kind of metrics is like am I uncomfortable right now? Would I? Would I feel a certain kind of way and a negative connotation if I were the seller? I never felt that from you Outside of. The only reason why I would be a little bit uncomfortable is because it just moves so fast and it felt like there was just things that were still a little bit unknown. If it was just like, hey, this is a vacant property and it needs everything and I'm it for like bare minimum, that's where you'll see me close these in like super rapid fashion, this being tenant occupied. We never understood the lease terms, we never understood how long that tenant's been in there, never really even discussed that the tenant's going to be inherited by us or the end buyer. There was just details that were missed. So overall, hans, highly talented, I want to see you clean it up a little bit, refine the process this is your responsibility moving forward so you can eventually get to the place where someone else could sit in that seat and the process is more important than their individual talent. So that way, that person that you sit down, whether or not they're a great negotiator or salesman or just naturally charismatic, if they can follow a strong process, they can still perform at 70% of what you can do. Okay, so that's what I really would like to see you work on.

Speaker 1:

Hans man, I really appreciate all the support that you've given me. I appreciate you sending this over and asking me to do this reaction video. You're one of the first people that's done that and it's awesome, man. I'd love to do another reaction video. You're one of the first people that's done that and it's awesome, man. I'd love to do another one in the future where maybe it's a little bit lengthier of a conversation and I get to see you follow more of a process than just kind of a rapid fire, go through it and make a blind offer.

Speaker 1:

But overall, man, keep up. I see all of your work. I see you crushing it out there. You're talking about the results that you are getting, so obviously this is working for you. I just want to make sure that it's always going to be able to give you those results, and that comes through putting in reps for the process. Let me know what you guys think about Hans in the comments. Give Hans a like man. It takes a lot of guts to send over a live seller call and say, hey, will you respond to this? Will you react to this? So give Hans some love. I appreciate you guys. I will see you next time on. The King Closer Reacts.