Do You Have Commission Breath?

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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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Chapters

• 0:12 What Is Commission Breath
• 1:08 How Neediness Kills Dispo Offers
• 3:02 Credibility And Motivation On Acquisitions
• 4:35 Masterclass Lessons And Live Call
• 5:23 Resetting Emotionally To Perform

Transcript

SPEAKER_00: 0:12

Brother, your commission breath reeks. I want commission breath. It's when the person on the other end of the phone feels, knows deep down inside, they can sense it from you that you need this deal. You need to either buy the house or you need to sell the house on dispositions. You're not going into this trying to solve a problem other than your bank account, your need to close a deal. And when you approach either acquisitions calls or dispositions calls this way, it's hindering your ability to get the result that you desire more than anything. The reason why I bring this up is because I get to watch a ton of wholesalers, acquisitions, calls, dispositions calls. I get to see how they navigate these conversations. And more often than not, the ones that need it more than anything are the ones that are giving off that impression on the phone. And it is hindering you so bad. It's holding you back. You cannot detach yourself from the need that you have, whether it's financial, morale, maybe it's even pressure coming from your partner, your significant other, your spouse, and you can't detach from that. And so it's carrying over into anything that you need, everything that you're doing in dispositions. This is very, very common because you're so close to the finish line, and yet you're on the phone with an end buyer, and it's like, Well, what would you be willing to offer me? Just make me an offer. Just will you go out there and would you tell me what you'd be willing to pay for the property? Instead of giving off a sense of urgency and scarcity that there are other buyers and that this is an asset that you believe in, you're giving off this impression that this is the only person that's answered the phone. It's the only person that might potentially make an offer. And because of that, even if you are getting an offer, it's not going to be a good one. And it might not have anything to do with the property or the numbers, it might just simply be because of the way that you are navigating the conversation. The person on the other end of the phone is a business person, they're a flipper, they're a landlord. Their job is to make as much profit as possible. So they're going to sense this and take advantage of you. So again, you might think that you're doing everything possible, everything that's needed to get deals across the finish line, but in return, what you're actually doing is hurting yourself. On acquisitions, what ends up happening there is they lose a sense of credibility in you. They can sense that you need this house. And what's funny about that is you should be talking to a motivated seller, someone that needs to sell the house to you. It should be the opposite, where they should be chasing after you. They need you to buy the house. And you can see this in various seller calls that I have posted on this YouTube channel, where the sellers that are highly motivated are the ones that are coming after me by stair-stepping themselves down on price, explaining all of the things that they need to take place timeline-wise. And they start disclosing everything that's wrong with the house because they know that they do not want me to come in and terminate the deal. They're motivated to get it sold. So they want to let me know everything that's going on so they can make sure that they are secure. But when it goes the opposite way, and we're chasing after them and we're trying to pull information out of them and get them to come down on price and agree to something, and we're manufacturing a deal, that's where it goes the opposite way, where in return all it does is make them run away from you. This isn't feeling right. And that commission breath is a horrible thing to have on both acquisitions and dispositions. Now, if you didn't watch my live the other day that I did with property leads for about two and a half hours, I beg of you, go back and watch that video because I felt like it was one of the best master classes that I've put on for what it takes to do high-level acquisitions. Now, in that call or during that live caller session, what I really want to showcase is both my ability to quickly and efficiently get off of the phone, but then also pour into the sellers that were motivated. But what you'll see at the end of the video, at like the two-hour and 25-minute mark, I realized I had told a seller that I needed or I would call her back at 5 p.m. And when I got done with a very lengthy emotional conversation for over an hour, it was five o'clock. Now I was my immediate reaction was, oh, I do not want to call this seller. And the reason why is because I was spent, I didn't have anything else to give to another seller based off of what I had already given for that two and a half hours and the lengthy conversations that I did have with the motivated sellers. And what I the reason why I'm bringing this up is because when you are doing acquisitions or dispositions, sometimes we get in this mode of hustle and grind, and we've got to put in the dials and the call time and all of this, these KPI metrics, these vanity metrics that we put upon ourselves. But can you perform at the top level at the max skill set that you have? And I knew that if that seller answered the phone, I did not have 100% to give. I needed to emotionally reset myself. I needed to walk away from my phone and from my computer before I dove into another seller conversation. Now, thankfully for me, that seller did not answer the phone. I left the voicemail and moved on. That was beautiful. But you cannot allow what's happened in the previous seller conversations to carry over and dictate your ability to perform on those conver the next seller conversations. So for me, it's all about time. I could have a highly emotional conversation for 45 minutes with a seller and then stroll into another one for another 45 minutes, but I can't go two hours straight and then dive into a 45 emotional, 45-minute emotional conversation. I won't be able to do that. My brain starts to wonder. I need to get up, I need to move around, and I need to reset emotionally, physically, mentally, everything. So make sure that you're doing that. But before you even get started, make sure that you detach from anything that is going on, not inside of your business, but inside of your personal life. Because what are we in this transaction? Yeah, we're the buyer, but more often than not, we are also the problem solver. And so if you're going into some of these seller conversations distraught about how your life is going right now, and you're not emotionally attached to the conversations that you're having with these sellers, then it's going to be really hard for you to perform and be that problem solver on the other end of the phone. So going into these, if you've got something going on in your life and you cannot focus, you cannot listen to the seller's motivation and truly solve their problems, that is going to come across and it's going to be an awkward conversation that falls flat and without solutions. So the big takeaways that I want you to have is one, do not be needy on these conversations. Do not have commission breath. Don't be chasing sellers. Don't be chasing buyers where they can clearly sense that you need this more than they need you. It should be the other way around. Make sure that you don't wear yourself out. Give 100% during these conversations and make sure you're emotionally all there and your ability to listen. And if there's something going on in your personal life that could potentially hinder your ability to be a good listener and a problem solver, then you need to find a way to either detach from that so you can be all in or not do it at all. It's better to not place those phone calls than to waste a great lead and be a poor solution for that seller if you're not if you are not all emotionally there. So overall, these are important factors going in to seller conversations, dispositions conversations. Make sure that you're there and really sit back and relax. If you do less talking, it helps you in all these regards. Let me know what you guys think in the comments. Hopefully, this helps you guys out on your next seller conversations or dispositions conversations. Show me some love, like today's video, and we'll see you guys tomorrow.