Wholesale Closers vs NFL Quarterbacks

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

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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

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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 KPI Question Trap
• 0:41 Stats Matter, Timing Matters More
• 1:16 The Quarterback Analogy
• 2:34 Rookies vs League Averages
• 3:58 Layers Of Wholesaling Growth
• 5:16 Skill Over Lead Count
• 6:40 Titanium University Approach
• 7:48 When KPIs Start To Matter
• 9:20 Reasonable Close Rates And Patience
• 10:24 Fall In Love With The Process

Transcript

SPEAKER_00: 0:06

One of the things that just cracks me up is when someone that's not inside of Titanium University watching one of my YouTube videos or on Facebook will just ask me a very generic broad question like, what should my KPIs be if I'm using speed lead or property leads or lead solo? How many leads do I need to buy in order to get a contract? What should my closing percentage be, RJ? Now listen, I will admit I am a numbers guy. I love stats. I love KPIs. So much so that even on my son's travel hockey team, every single game for the past two seasons, I travel with an iPad and I purchase an app called i Track Hockey Stats, and I keep track of every face-off, win and loss, shots taken, goals, assists, plus minus penalty minutes, goalie save percentage, goals against average. I track all of that for my son's hockey team. I love stats and they matter. But when you are new at something, you have to give yourself a little bit of grace before you start holding yourself accountable to what the industry standards are. Now, using the sports analogy, we're not going to go the hockey route today. We're going to go to my original love. What I wanted to be growing up, a football coach. We're going to use a football analogy. Closers are like the quarterback. The team relies on you. Without a solid quarterback, majority of football teams struggle. And it's the same thing inside of a wholesale operation. However, one thing that you need to understand is that you are immediately entering the big leagues. You're entering the NFL. You're competing against people that have been doing this for many, many years, myself included, our other competition. See, when we look at an NFL quarterback, when they get drafted, what you have to know is they did pop Warner, they did high school, junior high, college, and now they're in the NFL and they're held to a standard. The NFL average completion percentage is 65%. So 65% of the passes that they attempt are completed. But then you look at the previous year's number one draft picks, Bryce Young for the Carolina Panthers and Caleb Williams for the Chicago Bears, and you look at what their completion percentage was. As the number one overall draft pick, they struggled in comparison to the NFL average. Bryce Young in his first year had a 59% completion percentage. Caleb Williams has a career completion percentage of 62%. He's not up to the league average. He's not even one of the league leaders. He's not even to the average yet. Yet they were picked number one overall. Now, this year, we're starting to see a turnaround by these quarterbacks. They're starting to lead their teams to more victories. In fact, Bryce Young has now led his team to three consecutive victories, and Caleb Williams has led his the Chicago Bears to four consecutive victories. But they were given grace over the past several years to get up to the level where now they're starting to see results. And they're now going to be held to a higher standard as they've gained reps and experience. But we don't do that as wholesalers. See, we come in and it's like, all right, RJ, how many property leads do you need to close the deal? And I say 10. You go buy 10 leads and you don't close the deal, and you don't believe it works. Well, it's for many different things. One, it's probably a skill set issue on closing. You haven't built up those reps and you haven't built up the skills that I've built over the past decade of doing this. You're comparing yourself to the wrong thing. See, early on, it needs to be more about can I have a quality conversation with a seller? Can I determine the price and the motivation? Can I carry on that conversation where I truly understand the layers of why someone would be motivated to sell a piece of real estate for a discount? Can I comp and underwrite this deal correctly? If you could do that, eventually you'll get to a point where you're actually making offers and sending out contracts. Then you have to get to the point where you can get good enough to actually get a seller to sign that contract. These are the layers of growth that you will experience as a newer wholesaler. And then you're going to get to the point where you get properties under contract. Now there's a whole new wave of issues that you have to resolve. Recon, dispositions, transaction coordination issues, sellers trying to back out the last minute, competition coming in and offering the seller more and trying to steal the deal from you. All of these types of issues come up, and you're holding yourself to a standard of someone that's been doing this for a decade that has hundreds, if not thousands, of leads sitting inside their CRM. You're not comparing apples to apples, you're not there yet. So when you're newer, understand that you're all you're the quarterback all the way back in the Pop Warner days. You're a baby. It's going to take time for you to graduate to get up to where you can hold yourself to the same KPIs that an experienced wholesaler is currently running inside their business. This is where you know comparison is the thief of joy, right? You're on social media right now, you're watching a YouTube video, and you want to know the answers. How many leads, how many conversations do I need to have, RJ, in order for me to be able to close the deal? That really is not going to depend on the lead. It's going to depend on your skill set and your growth pattern as a wholesaler. Your ability to truly analyze what went well during the conversation and what needs to be resolved and fixed for the better for the next conversation. That is how you're going to grow. Now, this is why inside of Titanium University, we are constantly having these conversations about how to be better on the phone with sellers. Why we're doing live seller call reviews. In fact, today's YouTube topic came from our implementation call this morning. A newer member was asking. He sent out two contracts. One got signed, one hasn't got signed. And his question was what are my metrics that I need to be holding myself accountable to? What are the KPIs that I need to be paying attention to? I said, You're not at the level yet for KPIs. You need to be focusing on winning the next conversation, trying to get a contract across the finish line. We can't sit here and hold ourselves accountable to getting a signed contract each and every day. We're not at that point yet. You haven't developed the system and the process yet to be at the level to even track KPI. You don't have enough volume in your business for KPIs to even matter yet. Now I'm not saying they're not important. They are, like I said, I'm a numbers guy, I'm a stats guy, I love to see these. But the issue is people don't want to give themselves enough time to grow as an individual and as an entrepreneur. So if right now you are experiencing like a loss of energy or motivation inside your business because you've heard me say one out of 10, or maybe you're on Speed the Leads Coupon Club, one out of 25. You don't have to hold yourself to that standard. Those metrics right there are a ridiculously low average cost per contract industry-wide. So if you're anywhere remotely close to that, and by remotely, you can be four times as high as that, and you're still going to be running at a much lower average cost per contract than the majority of your competition in the industry. You need to be more focused on can I get deals across the finish line, get those victories, have a moral boost, and don't sit there and demoralize yourself because you're not at one out of 10 or 1 out of 25. Even property leads, the lead provider says if you buy our nationwide cheapest$30 leads, you should be aiming to close one out of 100. Now, personally, I believe there you should be better than that over the course of time. Developing your skill sets, truly developing your processes, right? Having your systems go out with drip campaigns and follow-ups and reigniting conversations. That takes time. So relax. It's going to be okay. If you're just getting started, if you're less than a year in, the KPIs and you hitting certain metrics will come your way, but you don't have to hold yourself to such a strict standard right out of the gates. Get victories, and I promise you, eventually you'll get to the point where you're hitting that league-wide average, whatever it is. And also, since we're on the NFL 65% completion rate, guys, if you can close one out of 10, that's 10%. It's a very low metric to hit. So enjoy the process, enjoy the ride. If you fall in love with the process and not the results, that's where you'll you will receive more results in the long run. All right, let me know what you guys think in the comments. Show me some love. Like today's video, and we'll see you guys tomorrow.