The Titanium Vault hosted by RJ Bates III

Finish The Year Strong | Wholesaling Real Estate

• RJ Bates III • Episode 678

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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.

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Over 10 years in the real estate investing business
Closed deals in all 50 states
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​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_00:

How do we finish the year strong? And my teaser for keeping you all the way to the end is we're going to use ornithography at some point in time. I know that's riveting, and it's going to want to keep you all the way until the end. That's where I'll finish. But how do you finish a year strong? This is always a conversation around this time of the year. Right? Thanksgiving is in a couple of days. Then we're going to roll right into December. Everybody starts worrying about what happens right around Christmas time, that awkward week in between Christmas and New Year's. And what makes this year extremely difficult for us as business owners is we have a weekday, Christmas and New Year's. And so it makes for a couple of weeks of awkwardness where there's going to be a lot of people taking time off. So yeah, there are obstacles that we need to overcome to finish the year strong. As you guys probably know, I am a huge football fan. Every single Sunday. And every single Sunday, the there's the noon block of games. And so from two to three is what's referred to as the witching hour. And this is like a term that got coined by the uh the host of NFL Red Zone. And what he means by the witching hour is he always says, you know, there's going to be craziness that happens at in the last final hour. He says it's where wins become losses and losses become wins. Because it's notorious in the NFL. You're going to have these dramatic comebacks. It's why everybody thinks the NFL is scripted and whatnot. And so this is our witching hour. This is the final hour of the year where maybe you haven't achieved the goals that you wanted. Maybe you haven't gotten to the point of getting the deal flow that you wanted, or whatever. This is your opportunity right now. You can look at the end of the year and say, man, it's going to be really difficult with the holidays. And I've got a lot coming up. Or you can look at it and say, there's so many reasons for me to be excited about the opportunity that exists in the final 36 days of the year. This is enough time for you to get deals still closed inside the next month, the final month of the year. So this is our witching hour where you can turn losses into wins right now. Many people focus on the next year because it's easier to focus on hopes and dreams than it is on the action that's necessary right now. There's so many people out there that are focused on, well, come January 1st, this is what I am going to accomplish in 2026. In comparison to, hey, this is how I'm going to finish 2025 strong. And I tell you, that's what differentiates who's going to start off Q1 of 2026 strong and who's going to be weak. Because the actions that you take now is what's going to make deal flow happen early in 2026. It's imperative for you to start focusing on the habits that you're building, the actions that you're taking every day. How many leads am I buying every single day? How many dials can I place in a day? Creating those habits and getting yourself in a position to consistently win. People right now are looking at what am I going to do next year? Where you should be saying, What am I going to do tomorrow? What am I going to do the Wednesday before Thanksgiving? Some people will take the day off. There's nothing wrong with that. Some people will look at it as an opportunity to say, Hey, the majority of the world is going to take tomorrow off. That's an opportunity for me to go in and capture something where my competition is taking time away. That is how I've always looked at this this time of the year. If they're wanting to take time off, let's go all in. Now we're not going to work on Thanksgiving. And to be honest with you, we'll come in on Black Friday, we'll do our live, but we're probably going to take that day off. Go mean green, go horns, right? We got two big games on Friday. Another factor that you need to understand, and if you don't believe me on this, go into our free Facebook group, The Vault, and just look at how many posts over the past couple of weeks have been there's been questions asked about should they cut their marketing budget going into the end of the year. There are going to be less leads purchased over the next 36 days. Meaning, whoever does purchase these leads has the upper hand, has the opportunity to go out and really not even necessarily compete because the competition is saving their money, right? Not wanting to continue pushing the throttle down. For us, nothing is going to change. We're not going to buy more leads, we're not going to buy less leads, we're just going to maintain what we've already done because we've built up those habits. This is what we do as an organization. And so for you, if you're not there yet, you should look at the next 36 days of the year and say, hey, here is our opportunity to start creating these habits as an organization. This is what we do for lead generation. This is what we do for acquisitions. And then inevitably that turns into this is what we do for dispositions and transaction coordination. But the facts are less leads are going to be purchased. Part of that is going to be because what I started this show off with Black Friday specials. Now, we're going to be rolling out a Black Friday special, and I just told you I put the link in the chat. I said, hey, sign up for the Black Friday wait list. And if you do that, if you buy a$27 product from me, I'll give you$200 in credits for leads. I'm going to pay you for buying my product. Okay. Now, what comes along with that? Well, speed the lead, property leads, lead Zolo, every other PPL provider out there is going to have some sort of Black Friday coupon or sell. Speed the lead. Love them to death. They are going to have, they've already rolled out their Black Friday special, and it's it's a banger of a deal, right? But what comes along with it? A ton of leads, right? You give us$10,000. We're going to give you$7,000 in bonus bucks. And then we're going to throw in a ridiculous amount of old leads, 3,000 extra leads, or whatever it is, right? So what happens when a wholesale organization gets overwhelmed with a ton of leads that realistically on a daily basis they can't even connect with. Well, they stop purchasing leads because they have them. Well, then Tuesday, Wednesday, Thursday, Friday, if the next week happens, there's going to be motivated sellers that are just now reaching out about the property that they need to sell. Who's going to buy those leads? Not the people that go buy these Black Friday specials, maybe with some of their bonus bucks. But realistically, they're going to be staring at their CRM saying, look at all these leads that I have to contact. Why would I spend more money right now to get these new leads? So inevitably, because of the time of the year, and because as America in this capitalist nation, we we have created this Black Friday when we when we discount things and we put things in bulk, it kind of creates this void where who's going to be the person that capitalizes on what happens immediately after Black Friday? Now you should be looking at that and saying, hey, there's an opportunity for me to come in and be the one that purchases these leads that takes care of these sellers that no one else is capitalizing on because there's going to be the masses that buy these bulk packages of leads that now are overwhelmed. And they're trying to resurrect the zombie lead from earlier this year or the end of last year, where however old those leads are, when I'm looking at it as there's a massive opportunity that sits right in front of me with those new leads. Now, let's move away from leads and talk about what happens when you get a property under contract. See, a lot of people at this time of the year are concerned, not necessarily about whether or not sellers want to sell or need to sell. They understand that the motivation still exists around this time of the year, but they're concerned about whether or not they could dispo the deal. Do buyers still want to purchase properties at the end of the year? Well, absolutely. Buyers need and want tax write-offs. I'll give you a perfect example. Right now, we have an in buyer in Virginia that needs to purchase$2 million in properties before the end of the year. Now, I don't know about you, but that's a massive opportunity when an in buyer is reaching out to us saying, I need to buy$2 million worth of real estate. Can you feed my machine titanium? Absolutely. I want to be that solution. So if going back to the Black Friday special, if I go to Speed of Lead and I buy one of their packages, and now I've got all this cash and bonus bucks stacked up, and I've got an in buyer that's telling me that they want$2 million in properties in Virginia. Where do you think I'm going to go buy leads? By God, I'm going to go get some deals in Virginia so I can feed that machine. And that's one of many examples of what in buyers need during this time of the year. Especially if you have solid, good in buyers that one are communicating about what their needs are going on in their business, but they're also profitable in buyers. They're looking at this time of the year and saying, I need the tax write-offs. Bring me deals. So at this point in time, you have a decision to make on how you are going to finish out the year. Are you going to look at it and succumb to the fact that the holidays are here? It's going to be a little bit tougher around Christmas. Getting deals closed, title companies are going to be difficult, right? We have Christmas and New Year's right in the middle of the week. Are you going to be like the week competition? Are you going to look at it and say there's a massive opportunity? There's going to be less leads purchase. There's going to be in buyers that need me. And I can create this the end of the year, the 12th month of the year, as my winching hour, where I can turn a loss into a win. Or maybe you've already won. Make it into a larger win. Turn it into a blowout. Now, at the beginning, I said we're going to talk about ornithology. I don't know if that's how you pronounce it. I just got this book. I love going to bookstores because, see, every now and then you just come across something like this that you probably would have never purchased if you didn't actually go into the bookstore. So I purchased this the other day and I was looking through it. It's really awesome. Basically, it explains the meaning behind each bird, which I love birds. I don't know if you guys know that or not. But as I was looking through it, it gave me a pretty good analogy. Right now, the way I view entrepreneurs, specifically wholesalers, moving into the year, you could be one of two different birds. The first one, the American Robin. The American Robin, the meaning behind it is hope. Now there's nothing wrong with hope, except for when I believe entrepreneurs are hoping that things are going to be better. That's how I view this end of the year. New Year's resolution, what our goals are next year, the hopes and dreams that we have. We have hope because the year, the calendar year is changing. It's a strange time where people believe, you know, the old New Year's resolutions, we're gonna lose weight now because it's the change of the year. Why? You wanted to start losing weight, just start losing weight. If you want to change your business, start changing your business. My business doesn't change based off of the time of year. But the the reason why the American Robin is a sign for hope is because in colder parts of North America, the first sight of a robin after a long winter was a symbol of hope for the coming warmth of spring. All right, that sounds great. And you could be a robin. However, at Element 22, it was the first ever TU live in-person event. Jerry Norton was there and he gave a speech. Jerry took what I always talk about the hedgehog concept, and he used another animal analogy, which was the woodpecker. And he talked about a woodpecker would not be successful if it went to a tree and one time pecked, but did it 10,000 different places. The woodpecker is successful when it goes to the tree that pecks in one place 10,000 times. Well, when I look at the woodpecker, its meaning is toughness. You have a choice: do you want to be a robin or do you want to be a woodpecker? The toughness that it takes at the end of the year to do things that other people are not willing to do. When I hear about people taking time away, relaxing their marketing budget, believing that in buyers are not going to buy, believing that sellers are not going to want to sell their properties around the holidays, that makes me want to do it even more. Because all that tells me is that my competition is going this way. I need to be going that way. I want to be tough. I want to be the woodpecker. I want to be focused. I'm going to go to my damn tree and I'm going to peck on it 20,000 times. That's exactly what we're going to do to finish the year. We're going to take the holidays off every other day. Business as usual. Same amount of leads that we always purchase. Calling sellers, calling in buyers, displaying our deals, doing everything that we always do. That is how you finish the year strong. And I will tell you, year after year after year, we have always finished the year strong. Whereas I've seen people in January be struggling because they took December off. It's not like they take the entire month off, it's just little tiny details. Relaxing of the marketing budget because, well, it's the holidays. I got to go buy all those Christmas gifts. So I'm not going to spend all the money that I normally would feeding my business. What feeds my family and what feeds my ability to go get the Christmas gifts is not relaxing the marketing budget. It's my more dials, more seller communications, more deals disposed to my end buyers. So look at this at the end of the year and make a decision. Do you want to look at it as hopes and dreams of what 2026 could be? Or do you want to be tough and finish out the year strong and focused?