Sellers Are Liars!

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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
​Owned rentals in 12 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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Chapters

• 0:00 Why Sellers “Lie” And Common Claims
• 0:35 Multiple Offers Bluff And Price Logic
• 1:58 “Great Condition” And Defining Standards
• 3:09 “I Don’t Need To Sell” And Lead Intent
• 4:19 Tenant Issues Behind Motivated Landlords
• 5:19 Mortgage Payoffs, Proof, And PropStream
• 6:23 Turning The Mirror On Wholesaler Lies
• 8:24 Fast Close, As‑Is, And Renegotiation Truths
• 10:29 “Best Offer” Myth And Real Value
• 12:03 Industry Shift From Tactics To Trust
• 14:26 Authentic Conversations That Surface Truth
• 15:21 Closing Thoughts And Audience CTA

Transcript

SPEAKER_00: 0:06

We've got a funny saying in the wholesaling industry that all sellers are liars. And to a certain degree, it's warranted. We've all been lied to by a motivated seller. And I'm going to go through some of the more common lies that a seller will tell you during your seller conversations. But at the end, I'm also going to tell you why I think it's funny that we say all sellers are liars. So the first one that I love hearing from a seller is well, I've got multiple cash offers way higher than yours. Now, the way that I always overcome that is point blank, just ask him, Well, why haven't you accepted them? That's crazy that you have these offers just sitting out there for so much more money and you haven't accepted them. That's a really good offer. Just the other day, I was talking to a seller and he said his asking price was 195. And I said, How did you come up with that price? And he said, Well, because someone else offered me 185. Why wouldn't you accept the 185 if you're asking 195? And he legitimately said that$10,000 makes that big of a difference for me. And so I don't know if he was lying or not, but that was the end of our conversation. Now I think sellers use this to try to get us to come up on price. I have no problem with that. I will call their bluff and say you should go accept those. But if they don't perform, because I don't think that at those numbers that they work for an investor, you should call me back, and I'll tell you where we do need to be to actually perform. The second one is probably the most common one. The property is in great condition. Anytime I find out that a seller is motivated and they say the property is in great condition, I want to find a blueprint comp in the area and ask them to look it up on Zillow or Realtor.com wherever it has pictures of the inside and the exterior of the property when it's sold for that high value and ask them does it look like this property right here? Does it look like this? Because that's what we consider great condition. And when we say sellers are liars, when they talk about condition, I think we need to give sellers a little bit of grace. Because more often than not, it is their property that they own, and it might be considered great condition for them, not necessarily in real estate investing terms. So give a little bit of grace to the sellers. They're not the real estate professionals. We are the next one is I don't really need to sell. Now, this is why I love inbound leads because this was very common when you do outbound marketing, cold calling, direct mail, cold SMS. You ran across this all the time when it was, do you want to sell? I'd be open to hear offers. Make me an offer and I'll let you know if I'm interested in selling. And then they would say, I don't really need to sell. Now, with inbound leads, this is a lot harder for a seller to say that because they've already either gone to our website and filled out a form, or they've talked to another cold caller and said I would be interested in selling. And so there we can kind of leverage that and put it back on them and say, Well, you were the one that reached out to us and said you were interested in selling. So I don't understand, are you interested in selling or are you not? For us, this is the very first question that we asked. And if we don't get an affirmative, we're moving on to the next lead. The next one is I've never had any issues with the tenants. Now let's be real. If a landlord is motivated to sell a property, there's probably an underlying reason as to why they're wanting to sell with the tenants, and it's normally something to do with the tenants themselves. I've never had any issues with tenants. Meanwhile, there's three broken windows, there's a pit bull named chaos living there, and they haven't paid the rent since Biden. Now, those are issues that we need to learn about, and we have all been told this lie by sellers. Now, what's funny about this is is here in a second, I'm gonna uncover why I think all of this is hilarious because we say sellers are liars, but when there's a tenant involved, what is the seller? Seller's an investor. We'll come back to that here in a second. The next one is the mortgage balance is none of your business. Now, this isn't really necessarily a lie, but it's something that a seller will say to us, or maybe even lie about the payoff. Now that's where the lie comes in, and that one really, really stings. When a seller will tell you that their payoff is an incorrect amount, and then the when the payoff comes in, it's significantly higher than what they said. This is where you need to leverage the softwares that exist, like PropStream, where you can go on there and say, So, how much do you owe on the mortgage? And on PropStream, it gives you an estimated balance to where you could cross-reference and actually see if what they're telling you is even remotely close. And if it's not, you should call them on that because you don't want this coming up after we've already signed a contract, done recon, started doing dispositions, opened title, and then the title commitment comes back and says, Oh, hey, the payoff is significantly more than what they told you. Now, the reason why I said I think it's funny that as an industry, we say sellers are liars when in reality the majority of us as wholesalers are the liars when it comes to these transactions. Like I was talking about, I've never had any issues with the tenants. Well, that makes that seller an investor, they're in our sphere of influence, and that's why it's so common for that lie to be told. Because let's be real, sellers lie to us every now and then, but wholesalers, the majority of us, are lying on every single conversation we have with sellers, and so it's hilarious that we get disgruntled that sellers would lie to us when we have no problem doing it to them. Like we're buying the property ourselves. And I'm a landlord and I do all this stuff. When you know for a fact, going into that conversation, you are not going to be the end buyer. You fully intend on wholesaling, but you have no problem saying you're an investor and you plan on purchasing and buying the property. I've got all the funds already lined up. Let me send you my proof of funds, which is someone else's bank account, which is just a free PDF that I got off of a website that somebody on YouTube told me to use. It's a lie. So, how could you get upset with a seller for lying to you about the condition or about something that's going on with the property when you have no problem bold face lying to them? The next one, we could close super fast, we could close as quickly as a week. When in reality, you don't know that to be a fact, you don't have a title commitment, you don't know anything about this other than what the sellers told you on whether or not you could close. The answer should be we can close as soon as we have clear title and an in buyer with funds ready to close. That would be the truth. That's really hard to say. That causes red flags that cause nerves. So, in return, what you do is you're just going to lie to the seller and not let them know that there's a real possibility that you're not going to close in that super fast time frame that you told them you would. That's ridiculous. You're way worse than the sellers lying about the condition when they think the house that was built in 1998 looks fantastic in 2025. Even though it's never been painted, the carpet hasn't been changed in 27 years, and it still has for mica countertops. They think that's great. You get upset, but yet you have no problem lying to them in these regards. The next one, we'll buy as is, no repairs needed. Here's my cash offer. But yet you go out there and you find out the condition is worse, and then you want to leverage the condition against them for a renegotiation. Well, you told them you were going to buy as is, no repairs needed. What you should have said was, we'll buy as is, no repairs needed, as long as the condition comes back to the way that we understand it to be today. If we go out there and there's more work than is needed than what we're anticipating, then we are going to have to revisit price and timeline because it's going to cost us, our in buyers, more money. The last one. This one drives me crazy. A wholesaler talking to a seller and says, This is the best offer that you're going to get. No, it's not. Because if it was, who's buying the property from you? You're assigning it to an in buyer for a spread. Now you can say this is the best offer you're going to receive from us or from a wholesaler, but if you're wholesaling it, there's always an in buyer out there that would pay more money for the property. And there's nothing wrong with saying that because you are providing value to the seller. You're providing value by connecting that contract to the actual flipper, landlord, the in buyer who's going to take it. That in buyer might not be doing marketing, might not be reaching out to sellers. And so you are providing value to that seller by connecting the contract and the end buyer. And you should get compensated and you should be profitable for doing that. But when you say things like, this is the best offer you're going to get, it's not the truth. Now, all of these as an industry, we could look at it and say, these are tiny little white lies, and it's not that big of a deal. But it is. It is because the industry is changing. Across the board, all industries are changing. I just hosted a call today inside a family mastermind, and we were talking about the difference between today and 10 years ago when it comes to affiliate marketing. Affiliate marketing being all the softwares and systems that we use and we promote to you guys on our social media. And we say you should use those and we get compensated when you buy those products. Just like when I say you should buy your leads for a speed lead, property leads, and lead Zolo. When you use my link, I get paid for that. The difference between today and 10 years ago is 10 years ago, it was just give me a link and I'll go sell anybody's shit. And that's what was going on in the marketplace, and it burned down that whole business strategy because there was no trust in the marketplace. And what happened was the buyers, the consumers, you guys said, I'm not going to buy from these people anymore because it's always a new link, it's always a new product, and I don't know what's real and what's not real. And so today, things have changed. Now, people like me come across and we say, We're gonna show you how the product works. We use it in our own business, we're not just gonna promote anything and everything, we're only going to promote what we actually use in our business, just like you. Well, it's the same thing in the wholesaling industry, things are changing. Back when I got started, it was completely okay. It was what you were taught to do was lie to sellers and say, You're an investor, don't say you're a wholesaler because then they won't sign a contract with you. We were all given the fake proof of funds and told to send those to the sellers, and I did it. I am guilty as charged of doing that. It's not necessary nowadays. I've told sellers before I have all the funds lined up, I've told sellers I can close super fast without knowing if the title company could actually clear title. I didn't know if the seller had clear title in order to close super fast. So today the industry is changing where we no longer need to lie to sellers. And in return, what happens is a real authentic conversation where ultimately what we'll find out is the sellers will start opening up and telling us more of the truth. This is why, when you listen to my seller conversations, before I even send a contract, you'll hear a seller stop me and say, Let me tell you some more things that are wrong with my property. Did I tell you about the issue in the roof? And there's a piece of rotted fascia wood in the back. And oh, there was a leak in the toilet a couple of weeks ago. They will stop me to tell me more of the truth. Why? Because it's a real authentic conversation, and the more that we get around to doing that as an industry, the more we stop lying to each other as wholesalers and sellers. Give it a shot in your business and let's make this industry what it should be, not what it is today. Let me know what you guys think in the comments. Show me some love. Like today's video. We'll see you guys tomorrow.