The Titanium Vault hosted by RJ Bates III

Between Two Belts with Benmont Locker!

• RJ Bates III and Benmont Locker • Episode 672

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SPEAKER_00:

Yeah, there you go. There you go. You get it. Yeah. What are you doing down there? You just want to kick us off? I mean You sh you shift it to me. Like what what do you is this guy ready? I mean, yeah, you just started I was about to do our introduction. Hello, and welcome to this episode of Between Two Belts. I am RJ Bates the third. Today it's a lot harder with the microphone. I can't even see you. You know, we used to have these fancy microphones up here. Don't worry, we'll take all this out and post. And uh I hope not. And now we have these in our hand. And you only have one hand. So it's harder for the other. Do you need a hand over there? I can come help you. It's harder for me to get to my notes. Um Ben Mont Theodore Locker? That is correct. Why did you put your middle name on your application? It sounds proper. Credibility? What the fuck is a Benmont? Yeah, exactly. Like, why did your parents do that? Well, Tom Petty and the Heartbreakers. You're probably the age, right? What fans? No, not that old. I was going that you might be young enough to know, but either way's fine. Wow. Uh Benmont Tench, guitar player from the band. Oh. Turns out it's not his name, though. Benjamin Montgomery, stage name Benmont, got named after it, found it out at 36. We're gonna keep it for now. Wow. So as a kid, why didn't you just give up on it and just be like, my name's Ben? It depends on the scenario. Like it can be. And in third grade, were you known as Ben Mont? It's Ben. It was always 50-50. Like certain Benmonters and certain Benz. That was it. Okay. Yeah. Very good. Yeah. Um, Ben Mont. It's like a hyphen now. It's both, but also different. It's just a fucking awkward name. Yeah. I mean, what do you uh what do you do, Ben Mont? Um, I currently have a sales training community in the real estate investing space. Wow. You see these? Those belts? Yeah. Yeah, you both. Know who I am? The King Closer. Yeah. Never invited me in that community. Do you give yourself a belt every year? Only when people step up and try to compete. So you have a you have a sales community? We do sales training. When did that start? Um, so we built a sales process that our team liked, and we formalized it to educate the sales team as we grew for our own investment business. And then people were like the the age old, like you're kind of good at something, and they're like, oh, like let me get that. Let me get that. And fast forward, now we've got a community of 450-some people who like the way we do sales. When did this come about? We just celebrated a year of it being uh a formal thing. Like, by we, do you mean the person that I knew you from originally? Yeah, but like I thought this was my moment. Oh, sorry. To be clear, this is not Bennmont, Theodore, Locker. This is Eric Brewer's bitch. I earned the stripes. Well, I guess that's probably better than what I first was called when I started there. Yeah, probably. Uh, but uh Joe, Eric, and myself, um, yeah, we we spun off. Nobody even knows who Joe is. Yeah, he's five, six, but yeah, very smart. Wow. Not tall. So never even heard his name. But smart. Oh, come on. He's never known Eric for years. Joe, you are forgotten about hope you're getting a check once a quarter. He does get a check, and we're resurrecting him. Oh, this is this is this is his time to shine. All right, so you Eric and this guy, Joe. Allegedly. Right. This other guy, Joe. Yeah. I thought y'all were like the novation people. Well, we were, but your sales guy was required to be able to pitch a novation. So you realized that, like, hey, the the being the novation king is just like, well, you weren't. Bro, that's IP. Easy. That's gonna be cut out. Yeah, you're not a third-party guy in here. Um, you're just not the king in anything. Yeah. Because you're not the king of closing, you're not the novation king. We're the sales king now. We're sales training king. The sales training king. Yes. Because you don't disrupt sales. Yeah, no disruption. Yeah, that's that's not good in sales. Steve. Yeah. So you got out of novations, you don't teach that anymore? We do, but like every novation conversation came back to um how do you pitch a novation? And so you're not you're not protecting the equity anymore? We do protect the equity. Oh, you do. Yeah, that's still a movement. Let's talk about that. You know, I shit on you guys all the time. I don't know if you know that or not. Thank you. Did you know that? Uh you would probably want me to pay attention to more of what you do than I do, but I'm glad you don't pay attention because if you did, you would cry at night. I mean, it would just Eric watches. It hurts Eric's feelings deep down. Yeah, he likes a little bit of the toxic attention. He does. He does. Why do y'all think that you have to say equity protection program? The EPP. Why why is that a thing? What are you calling it? Uh, I'm gonna do a novation. No one knows what a novation is. What are you gonna turn? No one knows what an equity protection program is. What are you? The fucking government agency over there? Yeah, it's it's very trendy right now. You want to be a three-letter agency, the EPP. It's well respected with the current economic climate. Do you also have white gloves? Yeah. Oh, you do that one too? With paperwork. Yeah. Holy shit. You do all of them. Yeah, everything. You're literally like a walking RJ joke. White glove equity protection. What the fuck do you do with white gloves for sellers? I'm gonna come over and pack up your stuff with white gloves. That's what you do? Yeah. Do you actually do that? I'm gonna come put your suitcase in your trunk after you sell me your house for 60 cents on the dollar. Okay. Rewind. Real talk. All right, all the way back. When I go call a seller, or meet them in person, and I identify that this is a great novation. Yep. What does Bennmott Theodore Locker want me to say to the seller? In the language? Yeah. I want you to make an aggressive. I want you to make an aggressive cash offer. And they're gonna be like, oh, no way, RJ, I'm not in a hurry to sell my house, and there's no chance I'm getting it. All right, we've identified it's a great novation. Hit me with it. Yeah. So, hey, would you be interested in uh seeing if you qualified for our equity protection program? And they're gonna say, Who says no? Not me. I definitely want my equity protected. Protect me, then Mont. Who doesn't not want protection? Mm-hmm. Yeah. So you know how you said you weren't in a hurry? Uh-huh. Right? And you didn't want to give it away? I bet all you need is reasonable access. Maybe even a little bit of time. But I don't even know if you could qualify for it yet. So how do I qualify? I don't want to get your hopes up, man. This is real. Are you excited? Oh, buddy. Don't look down. Zoom in, zoom in. So reframing it though. Um, I don't know. Tom Kroll? Do you like Tom? Do you respect Tom Kroll? I I uh I like Tom Kroll. Esoteric language, speaking in in the language of what people understand. No one knows what an assignment is, nobody cares about a novation. It's a Latin word for new. What are you using? I uh here's how I would pitch it. Okay. I've identified that the cash offer is not what is in the seller's best interest. So you're picking what's in their best interest. Got it? Okay. Because I've asked enough questions. Okay. I've now heard what they need out of the sale. And I say, okay, what I can do for you that would solve these problems, insert the motivation. Okay. Is I could do what's called a novation. And what that would mean is that we would list your house on the MLS. Yep. We would present it to owner occupants. We will handle the realtors, all the negotiations, the inspections, all of that. And you can worry about the things that are most important to you. That is how I would pitch a novation. That's how we do pitch novations. Yeah. So what do we have in a difference on the word of the name of it? Yes. You you like sounding like educated with novation. You should go back and use the full Latin to go learn. I want to uh get away from made-up language. That's all it is. Yeah, but some what if somebody perceives it poorly? As soon as somebody doesn't know what something is, do you think there's a negative connotation to it? I like the name Ben Mont. Yeah, I think most people are probably having negative connotation to your name. But you like it. I I don't. I keep trying to say your name and then it just comes out Ben Mont. Ben Mont. You've said it a lot now. I have. I'm trying to figure it out. I think you listen. All right, so now you've moved away from Novations, probably because the EPP didn't work as well as you hoped. Yeah. And now you're trying to teach people how to close cash offers as well. Uh more sales process than that. We have a saying at Titanium. You want to hear it? Sure. Process. Is that it? Go ahead. Yep. That's it. The saying. It that's a word. To the people that know they know. Like, do you know what I mean? Like the IFKYK? There's a there's a there's a someone, you know, in our industry, and he has a process. You're very up to date. I like am nerdy and stay in my life. Oh, okay. So talk to me about your process. Process? Yep. Where do you think most people struggle in general? Um where do they lose most opportunity or revenue? Probably their actual ability to close. Like they're afraid to actually go for the the close itself. Um I think it's because our industry has taught them that it has to take weeks and weeks, months and months to be able to do it. And so they find themselves in the friend slash therapist zone. Ooh, friend zone, yeah. Right? You gotta build the rapport, the trust, the credibility, follow-up, the golds and the follow-up. Takes six months to close a lead. But you forgot to do business along the way. Yeah, you know, you never asked for it. It's like when I saw you downstairs all lonely by yourself at this mastermind. No one knows who the fuck you are. Yeah, you have a weird name, Ben Mott. No one was talking to you, and I said, Hey, you loser. Over here with me. Come over here and let me show you how you can close without using the EPP. Yeah. The white glove. Right. Yeah, yeah. What do you think? What's what's the actual sorry? I just kind of took over there. You you're the cell standard for you, but we're here for it. Yeah. What's the question? Yeah, it was your question. Where did people lose? Yeah, so process. So everything you described, cool. I don't care if it's good or bad, but it's the constant. Too many variables in the industry. Then people start messing with dials. Okay, I'm gonna go change marketing because I can't close or whatever. At least set one standard. The house is different every time, the seller's different every time, market changes, messaging changes. You gotta have something that's a constant to give you at least a little bit of data. So you brought a nerd on Europe, oh, fun, comical, but like you gotta have something that's the baseline. You're good at that in your community. People seek to you every day, but it's like if everything's variable, that's a whirlwind, man. Sounds good. You hey, you you're way better than Eric. Like, does Eric actually talk to people? We all have our superpowers. Okay, when Eric goes to train y'all's community, does he still have the camera on the top of his head? With the air conditioner behind it? Yeah. I do think that he still has an elevated view of his camera. Have you had a conversation with Eric where maybe you should be the face of the organization? You know, that's not my place to pick where other people's cameras go. I'm just saying, like in general. Like, are you part of the real estate business? Um, not day to day. Oh, but you but do you get you get money? You know, the behind the scenes BTS money. Maybe, maybe you should be on the billboards. Hmm. We should do a split test. You should do a split test. I mean, who in the right mind looks at Eric Brewer and says, I trust that guy? He's a trustworthy guy. Nobody, nobody, he's been around a long time. No, it's just purely based off the fact that there's just no one else in York, Pennsylvania, to buy the fucking house. Yeah, man, we got a lot of competition up there. Oh, you don't? Yeah, we per capita? Who name them? What's their name? Well, there's two other Eric's. So that's confusing already. That is yeah, yeah. We uh we've got a disproportionate amount of investor activity for the size of the market we're in, and I think it's because of the amount of like competition we've bred in that space, which is good and bad all in one. Okay, so we've aired out some grievances about the EPP, the white gloves, the process. Um there's a couple other grievances that I have with you guys. Yeah, bring them. Um, one Eric's love language is gift giving. He has given you gifts. Yeah. Right? Many gifts. Yeah. He's given me gifts. I gave Eric a gift. Do you know about this gift? I I don't keep daily tabs on so I gave Eric a tree. A tree. A live, breathing pine tree that was supposed to thrive in York, Pennsylvania. Because I have a saying, consistent as a tree. If you can be as consistent as a tree, no one will see your business growing, but inevitably it will be the largest of all the businesses out there. Okay. So I bought him a tree. I feel like there's a bad ending to this. He let it sit behind him for months until it died. He never planted the fucking tree. Like what kind of rude monster do you work for? This man. How big was this tree? It was a tree. But like, give me just a show. Like we talked about knee-highs. Four feet. A four foot pine tree. You can see it behind him, behind his shiny ass head on his camera. You could see the pine tree. Did we not water it? It went, dude, it just wasn't. Was it set in time? It probably got decorated and set it up curb. Like it came, it needed to be planted. But is that a hymn thing or are you setting someone a bag tree? It was a a real tree. It like had instructions, like you have to dig a hole and put it in the ground. It's not a house plant. It could be a testament that he loved it so much he kept it with him all the time. Even at its own demise. All right. Moving forward to my next grievance that I have with you. It seems like I'm fighting a lot of other people's battles. Is there anybody, anybody on set here that controls what happens in here? Oh, hold on. Are you his partner? Yeah. Okay. Well, when people have problems with Cassie, I don't sit there and go, this is other people's grievances. Oh, you guys like it. Buckle up. Welcome to partnership. All right. Okay. Here's my other grievance. Bring it. One time in 2023, I called a seller in Florida. Florida. Do y'all do business in Florida? I live here. Do you buy houses? No. No. Well, it's what you say. We bought one. Yeah. Yeah. You all you did some EPP. We had two. Listen, actually. We had two. I talked to this lovely lady. Yeah. And then this was weird because we were doing part of the disruption. Right? Yeah, I remember that. All right. It was like this with one extra person where nobody even said anything, and you guys just argued. Listen, I call her. I'm like, do you want to sell? Yes. How much you want for it?$55,000. Tell me a little bit about what you got going on. Are you a part of Eric Brewer's team? I'm like, what? Eric Brewer's team. No. Would be nice though, wouldn't it? I was like, no. No. I was like, how do you know Eric Brewer? I talked to someone on Eric Brewer's team this morning. Nice. And now you're calling me. I was like, that is so strange. I'm on a podcast with Eric Brewer. Who'd you speak to? I think his name was like Grayson. Does that sound familiar? No, but true. You wouldn't know who works for you. Just think about that. I was talking to your employees right there. But, anyways. They're on that one. Yeah. Well, that's my camera. I don't know if you know how this works. That's yours. Oh, yeah. Yeah. This is ours. That's where it sees our crotch and everything. Oh. That's crotch cam. Yeah, crotch cam. Okay. All right. Yours, mine, crotch cam. Okay, so my team. All right. I called Grayson. Grayson and I worked out that we were going to collectively help this beautiful soul in Florida. Get 55,000 onto her next phase in her life. Right. Yep. Right. And then the next day, Grayson closed the deal and shafted me in the back. We should give him a belt. No! King Closer Grayson! No! No. That wasn't cool. Um, we've never had a Grayson. I don't believe it. So Greyson? Oh no accent on Grayson either. Greasing? Grayson? And then Eric retired from PTD and killed the show. This is your partner. That's sad. Luckily, we were able to help the old lady though. You know what? This episode was therapeutic for me. Good. I need to get a lot of your chest. Yeah. One, the fact that your name's Ben Mont. It's bothered me since the moment I've ever met you. Super helpful. Yeah. Two, EPP. Got it. White gloves. Can we stop with the white gloves at least? That makes you feel better. Like you'll say we're just gonna totally redo our whole pitch. Sure. Is that compliance or commitment, you think? You're the sales guy. That that felt like you were just lying. Yeah. Yeah. Yeah, we don't do anything with gloves, but it seemed like you wanted to fight about gloves. Oh, you don't? You're not the white. It's the king. How does it feel to have a king? I can only see the top of your head. I feel like I'm watching uh Tim the Toolman over the fence the whole time. You're Wilson. It's like you need really good emotions in your eyes for me to even know what's going on over there. Hey, uh, real quick, what time is it? I'm late. My attorney call. Oh, you you missed your attorney call? Yeah. Oh, well then. I'll explain that this I was very productive during this time period. Yeah. Probably getting sued for white gloves. Yeah. EPP. EPP violations. Yeah. That's okay. Uh, we'll wrap up very quickly then because you're an important person and need to go deal with your law. Um, just remember that, people, when you do your novations. Yep. Right? It's a French word. Um, what is your greatest achievement in life? Greatest achievement in life? First, I got two beautiful kids. You'll get one serious thing here. Kids have been great. That's probably my best. Peaked. Peaked at two kids. What about it? It's amazing. Greatest, greatest accomplishment in life is making two kids. Yeah. Making raising? How many kids do you have? Keep going. Two. Yeah, you know all about kids. Keep going. Like keeping them alive for three and five years now, instilling some good qualities in them. You're almost at Trevor Mock level. Keep going. Trevor Mock level. Come on. Mock three. Beyond kids, though? Oh. Um. You know, the last two years of building a community that has a good impact on people feels good. We have a lot of people in our community every day that that have a good impact on other people. It's an exponential. It's probably the biggest reach you can have. You can do deals, but it's like one person, three people involved. Just to be clear, when you're thinking about who you want to be your sales trainer, this man can't even sell his own accomplishments. Yeah, that's you know, humilities. Let's fix that. This man can't even sell his own accomplishments. Take that one better. Take three. Take three. Is that a scripted part out of this whole thing? That's the scripted part. You didn't see your teleprompter? No, mine's not working. Makes sense. All right. So this is Bennmont Theodore Locker. Um, if you did not enjoy today's episode, I completely understand. Yeah, it would absolutely make sense. But definitely tune in for the next one.