The Titanium Vault hosted by RJ Bates III

Are You Afraid To Pick Up The Phone?

• RJ Bates III • Episode 556

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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

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Speaker 1:

Today I'm going to be talking to those of you that struggle, picking the phone up and placing the call to the sellers analysis, paralysis, afraid of the unknown. You watch the videos, you're motivated, you want to change your life, but when the time comes to truly do the actions, come up with all of the reasons why you shouldn't take those actions yet. Now, first and foremost, this is common. Don't feel bad for feeling this way. There's many people out there. So I'm going to speak to you from a place of understanding, try to give you an analogy to think about and then also give you some motivation as to why you should overcome this anxiety that you might be feeling in regards to talking to sellers. The analogy that I want to give you is I've been playing a lot of golf over the past year. I've gotten pretty consistent. I've gotten much better over the past year. I've got plenty to learn. I still make plenty of mistakes, but the other day we went to Tour 18 on a Sunday, which Sundays are notorious like one of the worst days of the week to go golfing, especially if you don't want to be held up by other groups. But I wanted to go back to Tour 18. It's where I used to work prior to becoming an entrepreneur back in 2009, and we went out there and, of course, it got super backed up. And on the 16th hole, there was four groups on that one hole. There was a group on the green, there was a group on the green, there was a group on the fairway, then us sitting on the tee box and then a group behind us waiting to tee off as well. So we had some laughs, some jokes of the group behind us talking about how horrible golfers we were. Why do we put ourselves through this torture? And then, eventually, the groups in front of us cleared off and it was a long, straight, wide-open par four.

Speaker 1:

So I go up there, I tee up, go through my routine to hit my drive and I topped the crap out of the ball and it went about 100 yards off to the left, just on the fringe of the rough, and as I was walking back up to my cart, the group behind me goes ah, man, don't sweat it, it's because you had people watching you, which can be a common occurrence when you're golfing and you're not a professional, right, if you've ever played the sport. Before anxiety comes over you, there's people watching. Oh, I want to hit a good shot. I don't want to embarrass myself, but it was funny because in my head I actually told myself it had nothing to do with those guys watching me. I had zero anxiety. It was actually because I lifted my head when I took the shot. I knew the mistake that I made and I pulled right up to my ball, pulled out my three wood, smacked it 260 yards right up to the green. I went through the process. I didn't make the same mistake and I hit the shot pure.

Speaker 1:

And this is what happens with us when we're new in wholesaling, see, we have this anxiety that something's going to go wrong in the call, but really the anxiety comes back to you don't understand the process well enough to identify the issue, so you blame it on the wrong things, right, just like I could have blamed the anxiety of that golf shot and me miss hitting it on. Oh, this sucks. It's because I'm playing on a Sunday and there's four groups and there was four grown men that also suck at golf watching me. No, the actual mistake was me lifting my head, but I know that because of the reps that I've put in. And so when you're dealing with the anxiety of picking the phone up and calling sellers. You need to understand something those reps. Overcoming that anxiety is what's going to help you succeed in the future, even when you make mistakes.

Speaker 1:

I am not perfect on the phones. I still make mistakes. I still ask closing and questions. I still make assumptions on motivation when there are still layers of motivation I should uncover. But I understand the process and because of that, because I'm mastering and I'm always working on getting better inside the process, when I do make mistakes I can identify them and then rectify the situation moving forward.

Speaker 1:

But see, you're at the beginning stages. That's why you feel that anxiety, because you don't understand the process well enough. But putting in those reps and placing each and every phone conversation, whether or not the result ends up with you doing everything correctly and you have to embrace no and move on to the next conversation, or you do everything correctly and it ends up in a signed contract, or you screw up and you don't get the deal and you don't identify the correct motivation. You don't handle the situation correctly. Those are learning opportunities. Learning opportunities for the process. See, you can't get wrapped up in the result. You have to fall in love with understanding and knowing the process that you're going to go through. If you do that, that's where the results will inevitably follow you. So, at this point, if you're feeling that anxiety, you don't want to pick the phone up because you're scared about the unknown Understand something. That is the opportunity that sits in front of you right now Conquering the unknown, getting to the point where the unknown is now known, knowing what you should do and what you shouldn't do, whether or not you do it or not. That's what you learn on each and every phone call moving forward. Now, ultimately, how do you find that motivation to overcome this fear and anxiety that you currently have? You have to go back to your purpose on why you're even wanting to do this.

Speaker 1:

Three years ago, I was asked during one of my lives when I was texting sellers how do you overcome getting yelled at, cussed out and getting your teeth kicked in by sellers because I was doing cold outreach, right, cold acquisitions. I was pulling lists, I was skip tracing and then I was texting these sellers and a lot of them would be angry. How did you get my phone number? Why would you assume that I want to sell my house? So a gentleman in my life said how do you do this? My response was acquisitions is the heartbeat of my company. My business relies on acquisitions. Without that, we have nothing.

Speaker 1:

So, whatever your purpose is behind wanting to be a wholesaler and wanting to create your own reality through this industry, you have to look at that. For me, it's very simple. At the beginning, I wanted to support my family. I wanted to give my family more than what we were currently doing as general contractors. I knew that we could make decent money, but I wasn't happy. I was working myself to the bone and I knew that there could be more out there and I found that with wholesaling, more out there and I found that with wholesaling. So because of that, yes, I had to overcome the exact same anxiety and fears that you're currently experiencing when you need to pick up the phone.

Speaker 1:

I felt that I felt the being on the phone with a seller and not knowing what to say, not knowing how to handle those situations, but surrounding yourself by people, like the people inside of Titanium University that have experienced this, that can support you, help you answer any questions. That is how you overcome this in the long run. Put yourself through those struggles and overcoming that fear and anxiety to actually get to the point where you can look back 10 years later and say it was all worth it. I cannot remember a specific phone conversation with a seller that was so bad. I can say now it wasn't worth it. It was absolutely worth it, because I can now look at my life and say there's nothing that I want that I can't have. I can give my kids the life that I wanted to give them.

Speaker 1:

When my son looks at me and says I want to play in the NHL, I know I can give him all the training, all of the support to try to achieve his dream. When my daughter looks at me and says I want to learn how to do horseback riding, I can give her that opportunity. When she wants to do company dance, I can give her that opportunity. When she says I want to work with animals in the future, I can afford the opportunity to send her to zoo school and go to camps in different zoos around the country to learn more about animals. And now, at the age of seven, she knows more about animals than almost any person I know. And that's all possible because I overcame the fear, picking the phone up and talking to sellers and falling in love with the process.

Speaker 1:

See, it's not about closing deals. It's about why do I want to close this deal? What happens when I close that deal? Yes, I want to help the sellers, but ultimately we are a for-profit organization and we want to better our own lives. You have to look at yourself and say why am I wanting to do this? And then push yourself to fall in love with the process. Then push yourself to fall in love with the process so inevitably, when you do make a mistake, you understand what that mistake was. You understand how to not duplicate that mistake again, fix it and move on and become better every single day. So, yes, you might be sitting right now and you might be in that analysis process and scared to pick up the phone, but if you pick up the phone today, tomorrow, you will be better.

Speaker 1:

And I see this time and time again inside of TU, where people show up and they're brand new to this industry and they have no idea what they're saying and I will listen to their initial phone conversations and they want him to use the closers formula but ultimately the grade on that call will be horrible. But then three weeks later it's better. Three months later the results start to show up and six months later they start creating their own reality. They start seeing the results that now move the needle in their life for the purpose that they had behind wanting to become a wholesaler. Because it's not about closing deals. It's about what happens when you close those deals.

Speaker 1:

So if you're sitting there right now and you don't want to pick up the phone, think about that reason. Think about if I start today, what will this look like six to nine months from now? If I'm consistent as a tree and I start utilizing the training that sits in front of me, all of these videos that I provide you guys, if I start utilizing that, what will my future look like? It's not about the results today. It's about the results in the future and what that gives you and everything in your life that you want to change. That is how you should overcome that anxiety and the fear. It's not easy, but if you start doing it, it will get easier each and every day. If you're struggling with this, leave me a comment, reach out to me. I want to support you guys. I want to help you. Tell me what you're struggling with. I'll give you my feedback on how you can overcome that If you appreciated this video, show me some love, give me a like. We'll see you guys tomorrow.