Live Q&A for Real Estate Wholesalers

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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:

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(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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Chapters

• 0:00 Holiday Kickoff And AMA Setup
• 1:38 RJ’s Businesses And Side Ventures
• 2:36 Restarting Fast: Leads And Action
• 4:15 JV Submissions And Process
• 4:53 Skill Building: Calls And Comping
• 6:32 Practicing The Closer’s Formula
• 8:16 Goals: TU Growth And Team Rebuild
• 10:26 First Deals, Luck, And Comparison Traps
• 11:35 Contracts, Underwriting, And Resources
• 13:09 Traits Of Elite Closers
• 14:35 $8K Budget: Coaching Vs Buying Leads
• 16:29 Asking Better Open-Ended Questions
• 18:14 Mentors, Lessons, And Real Guidance
• 19:58 No VAs, No Cold Calling
• 20:22 Dead Leads, Teardowns, And Lot Value
• 21:41 Cold Calling Vs PPL: A Reality Check
• 24:23 Digging For Motivation Without Awkwardness
• 25:13 Meeting Heroes And Adding Value
• 26:05 Survival Mode Stories And Getting Out
• 28:15 Community, Integrity, And Industry Friction
• 29:19 Magneto Helmets And Family Moments
• 30:09 Habits For Seller Calls That Convert
• 33:20 Why Focus On Wholesaling Over Flips
• 35:39 Tiny Budgets, Big Hustle: Practical Plays
• 37:21 Attorney States, Novations, And Compliance
• 39:21 PPL Quality, Recycling Myths, And Competition
• 42:24 Nationwide vs Backyard: Strategic Advantage
• 45:04 Title Company Control And Fees
• 46:20 Doing Deals With Little Money
• 48:25 KPIs That Matter: Connections And Results
• 50:02 Dispo Tools, Boots On Ground, CRMs
• 52:13 Follow-Up, Drips, And Staying Persistent
• 54:08 Creative Deals, Liability, And Transparency
• 56:06 Offers, Pipelines, And Pulling The Trigger
• 58:30 TU Community, Calls, And Next Steps
• 1:01:05 Closing Thoughts And Holiday Sign-Off

Transcript

SPEAKER_00: 0:04

What's up, everybody? Welcome to the King Closers Formula. I am the King Closer RJ Bates the third coming to you on this beautiful Tuesday at 2.22 p.m. The Tuesday before Christmas. Hopefully everybody is prepared for their Thursday Christmas. Getting ready for the most magical time of the year. I love Christmas. It's a beautiful time. Listen, today we're just going to be opening it up. Ask me anything. Live QA. I don't have any topics. Yes, I am ready for Christmas break. Just got back in town from Minnesota going up there for my son's hockey tournament at the Lumberjack Cup. So today I said, let's just open it up. Make it easy for you guys to ask me some questions, bust out any questions you got at the end of the year. And yes, Danny Force. Rocking the RJ Bates, the GOAT shirt that you gave me. Thank you. I appreciate it. Rocking my favorite shirt. Merry Christmas, partner. Merry Christmas, Dooms Games. Merry Christmas. Alright. We got our first questions rolling in, so let's get to it. Do you own any other businesses outside of real estate? So I have Titanium Investments, which is our wholesaling operation. I've got Titanium University, which is our wholesaling education business. And then I guess a side hustle fun venture is I do own and I created a board game. It is a deck building strategy game called Goblins and Glory. It is available on Amazon. That would be something that is not real estate related. But outside of that, those would be the only businesses that I currently I guess also I have inherited a multi-level marketing business that my grandmother passed down to me. But I don't really have to do anything. It's just a downline of a multi-level marketing business. What's the best way to start over in the business and get immediate success? Well, one, Destiny, if you're starting over, that means you probably have some sort of experience which is beneficial. But the best way would be to decide what your hedgehog concept is. Am I going to be a local investor, a city, statewide, nationwide, wholesaler, whatever that looks like? Decide on a lead generation tactic and get on the phone talking to sellers. There's really nothing else more important than you being consistently on the phones talking to sellers about them needing to sell their properties and solving that problems and just immediately start taking that action and get into it. We onboarded a new Titanium University class yesterday. It was our 26th class. And today, three of those members are sending out contracts on the free leads that we gave them today. So it doesn't have to be like this long uh learning process or anything like that. It's just about getting out there and taking action. Why were they able to do that? It's not like Titanium University has done anything magically for them to get them up to this point. It's literally just a fact that yesterday we gave them leads and we said start taking action and they've started doing it, and now they're in a position where they can start making money. Is there a place to submit JV deals with you guys if I get a property under contract? Absolutely. You can email JV at titanium.investments, no.com for JV deal submission requests. Team will take a look at it and let you know if we agree with the numbers and if it's in an area where we feel like we can help you. What's up, man? Um, any tips on improving your skill set faster with good leads, but limited time? Um, yeah, I mean, one thing would be on skill sets, it it probably needs to be the the two skill sets that you need right now is like how to talk to sellers and how to comp and underwrite. Um, some of that is just relieving some of the pressure from yourself that you you need to improve your skill sets. Everybody needs to improve their skill sets. So, for one, how do you talk to sellers better? Well, you can watch YouTube videos, you can listen to all the tips and tricks that I give here on this YouTube channel and whatnot, and that's all valuable information, but nothing is going to improve you faster than the reps that you're going to have by talking to sellers. Potentially, you could review those calls yourself, right? You could record those conversations, go back, listen to them, and then you'll realize areas in which, like, hey, I probably should have asked this question. I probably should have handled that situation a little bit differently. That could help you a lot. Comping and underwriting, that should be uh relatively easy to improve that skill set because you probably just need to be more conservative on your after-repair values, pay attention more to the current market value, and then be more aggressive on the re-up that's needed. But there's not going to be like anything that's going to fast-forward this more than you just putting in those reps. And the thing that's holding you back is that you don't have a lot of time to put in a lot of reps. So it's just going to take you more time than someone that's going to be dedicating eight to 10 hours a day. Now, if you can find time on weekends or a day off from whatever is holding you back from if you have if it's a W-2, utilize some of those days off to put in more time, more reps. Maybe that can help you there a little bit. But the facts are if someone's placed at$200 a day and you can only do 20, well, they're going to build up their skill sets 10 times faster than you. That's it. I just switched to the closer's formula. How do I actually practice it and master it when I'm back at square one by getting on the phone with sellers? There's a consistent theme today with y'all's early questions. Uh, I mean, the the best practice that you could have is by talking to sellers. I mean, you can do role play, you can listen to my seller conversations, but the facts are the closer's formula, there's a framework to it, but the reality is that it's all about deciphering who you're speaking to, what open-ended questions you need to ask to then determine what their motivation is and then solve their problem. And so the the reality of it is that if you're back at square one, then you need leads and you need to talk to those sellers, and you need to be focusing on having quality conversations about what's going on with their lives and why they would want to sell a piece of real estate for a discount. Um, what are my short and long-term goals? Well, I can give you a couple on the TU side uh to start off with. One of the goals that I set for myself at Element 22, which was the live TU event, is I'm very serious about the fact that um I want to keep that event in Fort Worth. That's where I'm from, that's where we are based out of. And when I look at the venues that are available to us inside of the city of Fort Worth, we already had it at Ridgely Theater. Um, we would probably are gonna max out that capacity, and so we've got to look at the different venues. Um, we're looking at maybe Bass Hall or Casa Mignana um the the next year, uh, but down the road uh to get to a point to where we could sell out Dicky's Arena, which would be about 14,000 people, that would be that's a long-term goal that I have set for myself that I really want to do is have a live titanium university only event with 14,000 people. Um, I I feel like it's it's something that's achievable, but it's gonna take time. Then on the real estate side, um, you know, really getting the team that we have in place now to a place where we can sustain the volume that we were previously at, because we have completely revamped that team by bringing in people like Danny Herman from Titanium University, Justin May, um, leveraging easy REI closings on the transaction coordination side and then just really kind of growing that where it's self-sustainable and then allowing myself and Cassie to create another branch of the real estate where we could start getting into buying and holding real estate as a separate business. What's up, Corey? I think I should wait for a one-on-one because I need a specific game plan. Brother, you need to schedule your one-on-one with me. Absolutely. Um, how long did it take for us to close our first deal? I think it was maybe a week or two from us really like deciding this is what we're gonna do. But it that was a decade ago, different time and place, different way of us doing things. And and the other thing about this um, you know, comparison is the thief of joy, right? Everybody's on a different path. Some people, you know, they can get it day one, some people it takes a month, some people it'll take a year. Um, not everything is going to resonate quickly for people, and also some of the things are just not gonna fall in line. Like, to be honest with you, looking at how long did it take us to do our first deal, we gotta got lucky, right? As most people do. Probably didn't add the best underwriting on it, but uh, but it turned out to be a deal, and uh, we we were we were lucky and blessed to get one early on.

SPEAKER_01: 11:31

Let's see here.

SPEAKER_00: 11:35

I purchased your contracts earlier in the year. Have they stayed the same? Yes, and do you use the same contract in attorney states? Yes. How do we ensure the numbers make sense? How do we uh get accurate numbers for the offer? Well, Destiny, I have a bunch of videos on on this YouTube channel that you could go back and and you could watch on comping and underwriting. I mean, hours and hours of training on that. Cassie has videos how to comp. Uh, me and Cassie do comping together live, which we should do that again. That was a really good video. Um, I've got videos. There's a Halloween video that I did where I was talking to sellers. Cassie was comping it on the screen at the same time. Um, we also have training available for this. I think it's$99. You can go to King Closersformia.com slash titanium profits. There's a a link down below where it's for$99. Cassie basically breaks down all the underwriting of hours of training. We give you a profit calculator that helps you calculate whether or not the the numbers are accurate. Um, so that's a there's a lot to unpack there, and I have a lot of available resources for that. Um, because there's a lot to unpack there on both the comping side and the underwriting side, and understanding how to land in the web wherein buyers buy. So, Ben coming over from the Brent Daniel podcast. Appreciate you uh subscribing to the channel. What characteristics have you seen in top closers? Um, first and foremost, um, they shoot or shoot, right? That's that's the first thing. Uh, people that are successful in this industry don't overthink it, they they take their shots. That would be the the number one thing. Number two, they don't become demoralized with short-term failures, right? A lot of people, they it maybe they get a property under contract and then the the numbers don't work out, or maybe they have to terminate it, the property is in worse condition. There's people that just kind of up and quit. The the people that find success in this, they don't get demoralized by that. They just see it as like that's part of the the business, right? We we got to keep going. Um, the other part is that they're very inquisitive. That great closers have this ability to be the dumbest person in the room. And and the people that are that struggle at closing, they want to be the smartest person in the room. They want they want to do all the talking. Uh, great closers ask a ton of questions, are great at listening and responding accordingly and staying on topic. Those that's what makes a great closer, right there, is someone that could do that uh consistently day in and day out. Um, would you join a coaching group or buy leads if you had$8,000 to start the year for Q1? Ben, I'm just gonna be honest with you. You tell me that you have$8,000 and you've got that question, I tell you exactly selfishly what I want you to do. I want you to join Titanium University on a payment plan. The cheapest payment plan we have is$19.99. So that's gonna leave you$6,001. I'm gonna give you 30 leads. Actually, I'm gonna give you 60 leads on day one. So you're gonna have 60 leads for that 1999. You're gonna owe me$19.99 for the next three months. You're gonna take those 60 leads, you're gonna get you a deal. If you don't get you a deal off those 60 free leads, you're gonna start investing that 6,000 in the property leads, lead solo, and speed lead. You can get you some deals, and you're gonna have us in your corner for the rest of your career to answer any questions and join the best community out there in regards. So the question is or it's both. I'm not gonna tell you which one. It's not about joining a coaching group, it's about joining a community of individuals that are gonna be in your corner where you're gonna have people that can help you dispo deals, people that are gonna answer your questions, people will work alongside with you every single day. And yes, you get the coaching as well. I think my biggest problem isn't going uh isn't being bad and open into questions, or I think my biggest problem is being bad and open ended questions. Um, so funny enough, I just recorded Sunday's video. Okay, and it was about this topic, open into questions, and I I talked about the question, the the issue that I've seen lately, especially with newer wholesalers, is ask a question, seller answers, they accept the answer. They say, Okay, gotcha. Instead of saying, What do you mean by that? Can you explain that in more detail? I don't quite understand what you said. Great closers do that. That's the open-ended question that keeps them on topic. You're the dumb one in the room. The bad closers are the smart ones that say, Okay, gotcha. That makes sense. And then I'll ask them, how'd that make sense? What did they mean by that? And they go, Well, I don't know. Oh, well, then what'd you have to do? You had to change the topic, you had to find a new question to ask, and then you never really got the response, the true response that you needed. And so the best thing for you to do when it comes to open-ended questions is to stay on topic, right? If we fall in line where we're gonna do what the rest of the industry says to do, which is the four pillars, right? Condition, timeline, price, motivation. And we're we're gonna ask all these questions. You know, what's the occupancy? What's your timeline? We'll look at your clothes. Tell me about the condition of the property. These are open-ended questions to a degree, and and you need to know it, but you never dive deep into anything, and you don't really know it. You're taking everything on the surface level. Um, what you really need to focus on is staying on topic and just being a little bit dumb. That's it. What do you mean by that? Can you explain that? Give me some more details. Try that, see if it helps. Um, what mentors have you had throughout your journey and how have they helped you? Well, the first mentors that we had were we paid$65,000 to learn how to wholesale off the MLS. Um how did they help us? They told us what wholesaling was, they got us in, pointed us in the right direction where we got dangerous enough to where we started making money. But the other mentors um through throughout our careers have have mainly been through us doing business, the conversations that I've had. Um, I look at someone like Brent Daniels and Jerry Norton as friends and colleagues. But at times I've listened to things that they've said that I would consider that them mentoring me, even though it's not like I swiped my card and said, You're now my mentor, and I'm gonna do exactly what you do. But they've had very impactful moments and statements that have transitioned our business. Someone like Matt Andrews has been extremely impactful on my life and believing in us, pointing us in the right direction. But I'll be honest with you, man, the best mentors in the world have been people that didn't think that they were being my mentor. It was someone that saw something in either myself or us and said, Have you thought about this? And really stopping to think about what they said and and making those changes. That that's the the biggest impacts um on our careers. How much do you pay each VA every day? And how many VAs do you have? I have zero VAs. So I pay them zero dollars every day. I have not had VAs in several years. There's no need for us to have them. We don't do cold calling. There's just no need for us to have VAs anymore. When a property has the repairs higher or equal to the ARV, do you just dead the lead since there's no room for profit on both ends? That is going to be either a really low value area or an extremely rare circumstance. And part of it would be: are you sure that the rehab is actually that high? Because if the value is that low, then it might not need that much repairs, right? Like we're talking about a$75,000 property, it needs$75,000 worth of work. Does it actually need$75,000 to become a rental grade property? But if it truly is, then yeah, there's nothing you can do. I mean, no one's going to be willing to do more in repairs than what a property could sell for. Um, then it's probably just a teardown and worth lot value. And maybe you can look and see if maybe you know new construction might be in play. RJ wants to make the same interest the monster trucks do at Dickies. Absolutely. That's the goal, baby. Right now, my strategy is cold calling. At the moment, the people that are open to selling is not until four to six months. If that, if you did cold call, what list would you target and why? Well, let me say this. I love that your strategy is cold calling and you're saying that and you're standing firm on it. But I would ask you, if it ain't working, why are you doing it? Don't tell me it's because you're broke and you can't afford leads. Because if I tell you a list, you're paying for the list, you're paying for a dial, you're paying for something. Deep down, you can go find a thousand dollars somewhere. You like absolutely guaranteed you can find a thousand dollars somewhere. Okay? Now the reason why I'm bringing that up, if you can't, go tell all your family that you want collectively, give me a thousand dollars.

SPEAKER_01: 22:49

And here's the reason why I'm saying that.

SPEAKER_00: 22:55

All right, so this is uh speed the leads website titanium.the lead dot com. See what Christmas craziness they got. Uh come all the way down here,$25,000. All right, a thousand dollars, you get a thousand dollar balance, plus so you got thirteen hundred dollars to spend on leads, plus one month of premium, one month of deal speed for dispo. You can buy leads for twenty-nine dollars, and then you get 200 leads up front, so you have 200 leads right there, plus thirteen hundred dollars to spend on leads. So I'd say if a cold calling ain't working, maybe you should try that, right? How long is it gonna take you to generate 200 leads? Wouldn't you much rather just call 200 sellers that raise their hand and said they want to sell? That would be fantastic, and you would know how long they want to sell. And I bet you the majority of them are not four to six months. Now, if you're so stubborn and dead set on you have to cold call, then you can't find a thousand dollars out there, which I think that's the cheapest package they have. That is, there's other ways you can do it, but let's just say you don't want to do it. I'm gonna take a list, I'm gonna go to a city. This is going back to my cold calling and texting days. All right, go use something like batch leads, pick my city, and then I'm gonna pick the price points that I want 100,000 to 300,000, and I'm gonna take all of the vacant, the pre-foreclosure, the tax defaults, the expired listings, the inherited. I'm gonna take all those, and I'm just gonna skip trace them and I'm gonna co-call them, and I'm just gonna hope and pray that they say yes that they want to sell faster in four to six months. Now, are there other ways to do it? Yeah, there are. But man, it's a brutal game. It's absolutely brutal. There's better ways to do it nowadays. I think my biggest struggle is digging deeper on the seller's motivation. Some of the questions feel awkward. It feels awkward because you're not embracing being the buyer. That's the reason why it feels awkward, and also probably because you don't have enough reps in. More reps, embrace doing it. If it's awkward and they're not giving you the response that you want, maybe that is the response that you are are needing to hear. Right? It's not awkward when you ask it and they're truly motivated, and they open up and they tell you. It's only awkward when they don't have it, they don't have the motivation, and so maybe that's the answer that you need to hear. If you had the opportunity to meet someone that you looked up to, how would you go about connecting with them and asking to meet with them? Once you meet with them, what questions would you ask? Well, I mean, this would depend on the person. Um, I mean, it it's literally gonna, I mean, if it's like, hey, I'm I look up to Tom Brady and I want to go meet Tom Brady, you're probably not going to be able to meet Tom Brady. Now, if it's hey, I look up to Pace Morby, okay, well, where's Pace going to be on his nationwide tour? Okay, I'm gonna just gonna go, I'm gonna find a way to connect with him that way. I think one of the biggest issues that the majority of people run into when they are trying to connect with someone is that they want it to kind of be on um their terms, and and so it's like, why can't you put yourself in a position to be where that person is gonna be? That's how you meet them, and then try to provide some sort of value before you ask for something in response. It's been many, many times where I have done business with somebody, and then they've said, I really wanted to do this deal or or do business with you because I wanted to connect with you and I wanted to talk to you about this, and and so I wanted to provide value to you first. And so now that we're connected, here's my questions. Um, and then when you say once you meet them, what questions would you ask? Well, that depends on why you wanted to meet this person in the first place. Why is this the person that you looked up to? I don't know if you want to ask something about you know personal questions, how they live their life, family advice, spiritual, religious advice, business advice. Um, that's a that's a tough way to look at it. Personally, I would not want to look at it from the perspective of uh what questions would I ask. I would want to look at it and say, how can I create a true relationship with this person to where I have them moving forward in my life? Good question, Doyle. Any list that you co-call will take time and follow up. If you want quick deals, you do PPC or PPL since they raise their hands up to sell their house. Facts. Have you ever been in survival mode? Yes. If so, tell us about that time and how did you get out of it? I've been in survival mode many times. I mean, we've been entrepreneurs for going on 15 years at this point. It's it's literally one of the toughest things in this world that you could ever do is try to go create something from scratch uh with no one out there to support you, no one to write you a check, and quite frankly, to get a bunch of strangers to trust and believe in what you have as a person and as a business to give you money. And so it's really hard. It's why it's a lonely place, it's why we have things like Titane University to have a community of like-minded, crazy individuals that want to go do this and create on their own. Now, when I've been in survival mode, how did I get out of it? Well, the majority of the time it was by buckling back down into the basics and doing the work and not focusing on the fact that I was in survival mode because it can it can be crippling. And it comes across where you're desperate and you need this, when in reality, what we do as wholesalers is we need to be the solution for that seller. And so if you're constantly living in that you know, fight or flight survival mode, it's really hard unless you just are focusing on hey, putting in the dials, let's have a quality conversation, let's really focus on listening, let's focus on my questions I'm asking. Let's comp and underwrite correctly, let's find deals, let's not manufacture deals, and then focus on one deal at a time, and then eventually before long, you get yourself out. Destiny, you might be new here since you're asking this question because I do talk about this topic a lot. The 50-50-50, 50 deals at 50 states in 50 days. Both in 2020 and 2023 were me in survival mode. 2020, it was us coming off of a bunch of bad flips, bad rental properties, bad deal, bad debt that we had to get out of. I owed people money from the failed properties. Okay, that was me getting out of that survival mode the first time. 2023, that was us coming off of getting fired from the TV show. My whole business basically crumbling because of the TV show. That was us resetting and rebuilding up. That was us in survival mode. So you can go watch it for a hundred straight days of me being in survival mode. That's what that was. Um, how did me and Cassie meet? Um, it's Cassie with a C, by the way, but you did get it right with just the I, no E. Um, Cassie and I met. Um she was a bartender at Red Lobster. I was a manager um at Pizza Hut and our significant others, they all worked together, and so it was like a double date to go watch Rob Zombie's Halloween movie. So that was the first time we met. Then we became friends through a collective group of friends, right? We were just kids um in our in our 20s. So we would go to bars and play pool and you know, just hang out, um, all just trying to figure out how to live life. And so that's how we met. Um, do you have any TU members who make seven figures or you think you can get there? Absolutely. We have multiple people making seven figures inside of TU. Um, in fact, I would almost guess there might be multiple eight-figure earners in there. I I don't I I don't ask to see their bank accounts or their, but that would just be based off of some of the volume that's going on with some of the members. I would I would assume either they're not quite there or they're gonna be there pretty soon. But seven figures, yes. Um whoa. Let's uh uh we're gonna just ban that user. Don't know what that comment was about. Um, hi RJ, I'm 20 currently in debt of about$7,000, and I'm trying to get out of working corporate. I closed one deal, but when dead broke scaling too fast, well, yeah, you you had nothing to scale. I'm back at zero now. What do you recommend I do next? Whatever you didn't do that one deal, go do it again. And instead of trying to scale anything, because you don't have anything to scale, go do it again and again and again, and just keep doing it. That's how you work yourself out of corporate, that's how you get yourself out of seven seven thousand dollars of debt is nothing, by the way. I know it probably feels astronomical to you, but that is a very small amount of debt that's like less than half of one assignment deal. Okay, so don't even look at it like you're in debt, you just gotta go get you a deal. Whatever you did, go duplicate it. It already worked once. Your issue was I don't know what you mean by you tried to scale too fast, but you don't scale, you don't have anything to scale. Oh man, you guys are killing me with some of these cold calling questions. What is this 2020? What are your top three lists for cold calling? Example out of state owner with vacant property and high equity, and what are your top three favorite states for wholesaling? I have no favorite list for cold calling because we retired from cold calling two years ago. Because cold calling sucks. Well, why in the world would I want a cold call when I can just I can go get the leads? Why why do I want to go do that work when someone else will do the work? They just uh they've already done it, and then I can pick and choose which ones I want. Um, but all of the list, there's not a good list or a bad list. I always just stacked all of it on top of each other. Yeah, the aftersity, the vacants, the tax defaults, the pre-foreclosures, the expired listings, stack them all on top of each other. Let's just wing it, let's go. Okay, because at that point in time, that's all you're trying to do is just find someone out there that'll say yes, and then you hope it they want it for a discount. I'd rather just already know the people said yes, and then see if they can sell for a discount. What are my three favorite states for wholesaling right now? Um, Texas would be up there for sure. I still really like Florida. I know some people are bashing Florida because some of the hurricane stuff, but I really do like Florida. But let's just eliminate that for the masses. We'll say Texas, uh Michigan, and Missouri. Those are gonna be my favorites. How'd you discover wholesaling? Went to a free uh hotel seminar. Learn how to wholesale from these stars of AE's flipping Vegas. And then they said for twelve hundred dollars, go in the back of the room, swipe your card, and then we'll teach you everything in two days. And then we went to that, and then they taught me enough to hook me and they said, go in the back of the room for$65,000, we'll teach you everything. And so we did that, and they didn't teach us shit, but we're here. Best closer outside of you, in your opinion, you are hard to copy. I don't know, man. We got some people up in the TU that are are pretty, pretty good.

SPEAKER_01: 36:47

Um best closer.

SPEAKER_00: 37:05

I I honestly think Jairo Rodriguez is one of the best closers that I've heard. He's inside of TU. Um to watch where he's come from and to hear him on the phones, it's really solid. He's really good at at finding the motivation, he's really good at living in the moment. He's one. Um Jerry Norton. Jerry is is about as as close to what I think I do on the phones. Um just he's got that experience too. Um, really great at taking care of sellers. Really great at at identifying their their true issues. Caesar Lacosta is is getting there. I think he's he's on the on the brink of a breakthrough to become great at this. He's got a gunslinger mentality, and so it's it's taken him uh a little bit longer to get there than some of the others.

SPEAKER_01: 38:26

Um and then, of course, my partner Cass.

SPEAKER_00: 38:35

$65,000 for the MLS, baby. That's what they taught us. What are your biggest challenges, problems right now in my life or business? Uh you asked this question at the wrong time. I mean, I guess the biggest issue that I have in my life is just maintaining the patience to get the growth that I know we're about to have. Sometimes I'm an impatient person where I'm like, come on, like, let's go. I want more, I want this faster. Um, but we're we're we're getting to where we want. I can see I can see the the path on how we're gonna get there. Um other challenges in in business would be a little bit of frustration with the industry. You know, some of the competition is really loud and boisterous and and doing things that I don't agree with. And so it's kind of gotten me in a place where quite a few people in the industry don't like me. Kind of sucks a little bit. But I'm like Kobe Bryant. I mean, in that regard, it's okay if I don't have friends. I'm not doing this to make friends, it's great to have them, but I care more about the long term health of. this industry than than I do, you know, being buddy buddy with someone that's doing something I don't agree with. I'll stand up and I'll say that's that's bullshit. We shouldn't do it that way. Um is there any specific reason for the Magneto helmet? Well one Magneto is is the most powerful superhero ever. Imagine if you could control metal. If I could control metal I could literally do anything I want in life. That's a fact no one could ever do anything to touch me if I could control metal. So part of it is I'm envious of the fact that Magneto has that power if he was like real. Okay. Two awesome character love his dialogue love the look and three my kids gave me that for Christmas but I love superheroes. There's a lot that I love Batman uh Wolverine Deadpool Magneto all for various different reasons but if you had to ask me what superpowers I'd want it would be I would want I'd want to be Magneto and I also just love the fact that he ends up becoming a leader in X-Men just I've always loved his characters. What habits did you personally build that made you really good on seller calls? I know this is going to sound stupid but one uh the ability to just consistently dial dial after dial after dial after dial that's one that most people struggle with. Two uh being able to listen and identify the seller's motivation and continue to have solid conversations with great questions like that's a that's a habit to to just be able to do that to get my intro down right hey JT you still looking to sell that property on one two three main street awesome tell me a little or how much are you looking to get for it tell me a little bit about what you got going on how'd you come up with that price why is that number important to you like these these are habits that have been built up also JT what I would tell you is next in the next couple of weeks I will be doing my annual 22 elements of productivity I've done that the past two years we'll do it again in January um it specifically talks about the habits that I have in my life not only just for talking to sellers but just in general um are Cassie and I married no we are not um do you do creative financing or fix and flips why or why not um creative financing is an acquisition strategy um do we purchase properties sell or finance or sub two or have we wholesale those yes um do we do fix and flips not now have we yes we've done hundreds um why do we not do them now is because we are solely focused on what we refer to as our hedgehog concept which is one thing to become great at it and so that one thing is is we are a nation live nationwide virtual wholesaler and and so if I were to do a fix and flip that takes a lot of bandwidth from getting the loan closing the deal getting insurance turning utilities on meeting the contractors picking out the paint colors and the the tiles and the granite and all that stuff takes bandwidth and it in return I take all that time and I dedicate it to one thing which is target sellers wholesaling then we become great instead of just being kind of good at different things. Speed delete's price went up why I don't know I'm not an owner of speed delete I'm assuming it's because they want to make more money that's what I would assume. What I do know is is that in so if the price went up for you it's probably because you weren't grandfathered in so but yeah I would assume the the reason why anytime a price goes up it's because they want to make more money and because people are willing to pay for it. Hey RJ I don't have a question I've been watching your content for a long time and finally decided to take action instead of just watching beautiful I recently obtained my real estate license and I'm now a licensed realtor I know you have Cassie the greater team but if you need a Dallas Connect I'm here congratulations on getting your license and also taking action uh JJ management said you can put it on a firm this is referring to speed lead going back to what I was talking about on the thousand dollars um you know for all you cold callers you can put this on a firm and have a low monthly payment she says thank you for the contact bring back 50 states and 50 deals 50 days we'll see there might be something in the works how would you get a deal with three to five hundred dollars we do it every single day I mean just the same way we're doing it that the issue is is that you only have three to five hundred dollars in comparison to what we do is you know we could get spent three to five thousand or fifteen to twenty grand and then our average cost is like five hundred dollars six hundred dollars so one what they were talking about you can put the speed delete package on a firm try that um two you you gotta find a way to get some more money like I hate to be this brutal to you guys but if you want to be an entrepreneur you got to find a way to get some money like it's it's tough when you're broke. I've been broke I get it but you got to go hustle your ass off FISBOs whatever you can do to go find you a deal and then reinvest all of that and don't take any of it that's the main issue where people just kind of repeat the cycle where they never have money well the reason why you've never got money is because you never reinvested back into the business and trust that this is going to work 100% thanks for the insight started my real estate investing in December and look for brother you just started get you some leads man for Merry Christmas give yourself a present I'm not the most enthusiastic energetic person. How important is that it can impact you on seller conversations but at the end of the day I mean if you can have a conversation you can listen and you can ask questions I don't know that I'm over the top enthusiastic on the phone at times when I need to mirror somebody but I don't think it's gonna hinder you from being able to do deals maybe ultimately in the long run it might cost you on some but it shouldn't be a deciding factor whether or not you do this or not. How different is the process in attorney states versus title states and do you send the contract to an attorney rather than a title company um attorney states some of them like New York New Jersey they really suck. I mean the the attorneys are are real rough to work with um but the process doesn't really change it's just that you're dealing directly with a an attorney there's sometimes where there needs to be dual representation right both for the seller and the buyer and sometimes even for the wholesaler as well title states are always better and easier um but if it's in an attorney state you're gonna send it to the attorney because there is no title company maybe in a state like Illinois there could be both an attorney and a title company that's rare normally it's one or the other um but yeah attorney states it can be a problem again elongate the process but it's it's something they have to deal with in certain locations let's see how can I grow a beard like that well first Taylor you gotta hit puberty um once you do that man it's really gonna impact your ability to you just get older as the days pass and uh it becomes easier I don't know what it is about it and then it then all of a sudden the white starts coming in a little bit and you start feeling wiser smarter pretty awesome experience do you recommend one hired cold caller or that money spent on PPL and said please for the love of God do not hire one cold caller please spend that money on PBL what are you hiring the the cold caller for to generate you leads what is PPL a lead that is generated so one is a hope and a prayer two at least you know and you get refunds on PPO they don't want to sell refund right are they already sold refund cool caller oh we already sold no refund money gone cool caller uh do you want to sell yeah what what's your offer oh let me send that over I'll send it over to one dog not one doggy92 that's a lead you've been getting your teeth kicked in sitting around waiting all day where you could take that money and just be seller talking to sellers all day long using nationwide leads on property leads would I still be able to JV in the more heavily regulated states that you say you need a license like Pennsylvania South Carolina North Carolina etc trying to prevent getting any violations absolutely there's always a solution the regulations do not forbid us they have not outlawed it they've just said you have to abide by these rules so yes you can absolutely JV and and the people that are doing deals there the title companies the attorneys all of them will say this is how you do it this is how you abide by the rules and we're doing it every single day when can we just stop by the office with brownies well you Danny apparently can do it whenever you want because you've already done it. The brownies were fantastic um however what I can promise you is that if you just stop by the titanium office me and Cassie are quite possibly the two most awkward people and we actually have created a word because not only did Danny stop by the office one day but then her mom stopped by the next day and both of them felt very awkward and we we would try not to beat but we're just creatures of habit we got the dogs they're going crazy they're trying to eat people and we don't like that and then it's just like also like what what now you're here I don't know what to do I don't know what to do with my hands so we created a word it's called hi it's nothing personal I love Danny force Danny I'm wearing his shirt it's just we're awkward people I don't know I'm an introvert I could talk on this all day long but then you're in person it's just weird what are you doing to make 10,000 next month if you have your skills but all right what are you doing to make 1000 next month with only three to five hundred dollars one deal I take that$500 I would go I'd want to try to get one of these packages through speedy leads a firm that would be one thing right um but I'm gonna go get as many leads as I can possibly get either for speedy lead leads all property leads schedule a meeting with all three of them tell them what your budget is and say how can you work with me what package can you put together get as many leads as you possibly can and close one and get you 10 grand. Outside of that if you don't get any leads I've been calling every FIS boat that is physically distressed and trying to get it under contract for an extreme discount to get my 10 grand so that I can be off to the races. You only got a new one as long as you reinvest is Ohio a good state absolutely love Ohio regulation there but I love Ohio I know your bread and butter is PPO and I agree with you 100% my full-time job is an SDR I don't know what that means so I'm used to cold calling but you're 100% correct buy leads or raising their hands and so if you're used to cold calling you know it sucks you know it sucks have you tried using AI agent's voice yet for your business if so how did you like it yeah I mean there's been people that have tried to like replicate me and look RJ I created you and it's like you didn't create me it sucks um I are we using it no will we use it in the future probably when it gets better I'm always one of those people that's like all right y'all go figure it out and then when it's good all right now we'll use it I'm not gonna be the getting big along the ways um Hyro versus Caesar I think that would be a fantastic match maybe we need to bring back a close there we go closer's cage match hyro versus Caesar I will be the judge see if they'll do it um how long did it take to get your first deal like a week I answered that one already week two weeks something like that do I buy land yes I love seller finance land how much do I spend a month for leads so this is always one of my I love this question by the way because I had a a Tuesday live where I said budgets are for dumb marketing budgets are for dummies so for us we are going to spend based off of one what's happening inside of our queue of leads so like if today because it's December 23rd and not a lot of people answer we're not just gonna jam the machine with more leads tomorrow because we still have people that we've got to get a hold of and that's how you end up spending money on leads that you you don't you can't touch. So everybody's got like a queue of leads and then whatever leaves the system then we're gonna replace that tomorrow and so it's an ever evolving thing. So it's not like hey this is just how much we're gonna spend it's gonna depend upon how many sign contracts that we get how many dead leads that we get if today we kill 25 leads then tomorrow we're gonna go buy 25 leads. If today we kill 10 then we're buying 10 right now we're not gonna buy 10 on Christmas Eve because we're gonna take Christmas Eve off okay but you get my point that being said we're we're spending five figures on leads uh how much are the property leads$30 nationwide exclusive what do you do if a seller needs money to move but the buyer wants the house to be vacant at closing um there could be a lease back that would be the the safest way for everybody involved so the the seller would leave money in escrow that protects the buyer and so now the seller gets a percentage of the proceeds and then they move out and then once they've moved out and the property is vacant and it's in the condition that it's supposed to be at a closing then they receive the rest of their funds. That would be the the quickest and most common way to handle that situation. Let's say I have 1,000 to spend a month on marketing should I use that for cold call or PPL PPL one doggy92 it's never going to be cold calling cold calling sucks. I said this a year and a half ago stop cold calling there is no scenario in which I'm going to say you should cold call none none I am sorry that you only have a thousand dollars but I also bet that if I really looked at your life I bet you I can find a way where you have more than a thousand dollars and it's wild to say that I only have a thousand dollars a month for for marketing because that's you saying this is how much I have to spend on marketing assuming that you don't do anything on month one why would you not be able to go get a deal for$1,000 that's what you need to say I have a thousand dollars right now I'm gonna go get a deal then I just made$10,000 now you have$10,000 in marketing now what are you going to go do? That's how your thought process should be and then you can set like okay this is where my rhythm needs to be and this is what I'm spending are you at every market yes why do these YouTube guys push nationwide it's better to start your own backyard in my opinion well first of all I'm not a YouTube guy I just happen to be on YouTube. And I could argue this for years as to why what you just said is incorrect in my honest opinion here's the reason why one my cost per lead is cheaper than being in my backyard. Two I cast a much wider net so it means I have so much more opportunity three if something were to happen in my backyard and I'm solely in my backyard I'm fucked absolutely talk to the people in the in the different cities in Florida one of the best states for wholesaling hurricanes come ravage ravage the state I've only been in my backyard now what? Natural disaster economy changes something happens for me the impact that that has is so small and inconsequential Because I'm in all these different states. And I get to pick and choose what I close and what I don't close on based off of buyer activity. The softwares that exist today tell me who the buyers are. So I can just look and say, like, all right, I now have a lead right here in Sioux Falls, South Dakota. I now know I have these buyers. I see that they bought these properties for this much money, then I'm on the phone with this seller. All right, so I know who I'm gonna call. I don't need to be in my backyard. That doesn't do me any good. I don't ever leave this office. If I had a lead right there in one of those houses behind my office, I'm not gonna go see it just because it's right there. That's not my hedgehog concept. I'm virtual, I never leave this office. So being in my backyard is irrelevant. It does nothing for me except control what opportunities I have. So I appreciate you tuning in, but I'm not a YouTube guy. I'm a wholesaler that comes on here and talks about how to wholesale. I'm not pushing anything, I'm literally saying this is what I do. This is how I make my money, this is how I feed my kids, and this is how I teach people to do it. Hey RJ, I'm in sub two, but I there we go. RJ, huge kudos on the daily content. I'm a sub two member myself, but your content is my favorite for pure wholesaling guidance. What's your feelings on seller wanting their choice of title company? Well, are they paying for the title or am I? If I'm paying for it, then I should be able to choose the title company. If they want to pay for it, then yeah, sure, they can use their title company. But they're not gonna want to do that. Um, second, if you like my content, why are you in sub two and not to you? That's wild. Come on over to the good side. Um, do you like doing business in Baltimore, Maryland? Why? I do business anywhere where there's deals and buyers. So, yes, Baltimore is fantastic. There's plenty of deals, there's a ton of motivation, there's plenty of buyers. So, why? Because there's plenty of deals, there's plenty of buyers, and I make money there. That's why I like it. I do deals in all 50 states. Yeah, Baltimore is one of the major metro areas. Can you do it without money at first? You can do anything without money as long as you figure out a way to solve someone's problem. It's just gonna be a lot harder. And the reality of it is that if you want to run a business, you're gonna have to have money. Like this thought of like, I'm going to get into wholesaling without money is like really 2015-2016. Like, come on, go find you some money and then let's get started. Save up some money, find a way, or go get you a deal. Doing it the hard way, the bootstrap way, FISBOs, MOS, something, driving for dollars, walking for dollars, whatever you gotta do to get a deal, and then invest. How many times do you call this if you're still? I don't use lit. I don't stopped cold calling two years ago. But how many times do you call it? Uh back when we were cold calling, we would roll through it twice and then recycle it. We would remove all the do not calls, all of the ones that weren't interested in selling, and then we would recycle it and re-add to it, and then do that like once a quarter. But we again we're nationwide, so we were recycling lists across the major metro areas over and over and over again. How do we know these PPL leads aren't being recycled? How about this? They are fuck it. You cold call, you don't think your cold call leads aren't being cold called by people over and over and over again? This is a ridiculous question. Your questions, real estate poppy, have been crazy, wild. I bet if we had a conversation in person, it would be should be crazy. Like, how do we know that they're not recycling leads? Well, one, because they say they are. Then they're gonna go fill out speed the leads ad, then they're gonna go fill out lead zolos ad, then they're gonna go fill out real estate bees ad and red panda leads ad and motivated sellers ad and need to sell my house fast ad, and then all the local people's ads, and that's just what they do because they're motivated, they would they need to sell their house. Yeah, I mean, think about it. If you were online and going out at Ford and sell your house, are you gonna fill out one and stop? No, you're just gonna fill them all out and be like, everyone made me an offer. So, how do we know they're not being sold? Well, one, I've been doing this for five years now with PPL companies, and I can tell you that they're not being recycled. We know the owners, we have 859 members inside of TU. This isn't happening. But if you're really concerned about it, you can also just come to the grips with the fact that there's no such thing as an exclusive lead, just like your list and your cold calls aren't exclusive. So when you ask your open-ended questions, your goal is just to bring the pain to the forefront of the seller's mind and make them realize they're willing to take less money for the property. No, no, it's I'm asking open-ended questions so I can understand why they would want to sell a piece of real estate for a discount. Because if they don't, then I don't want to try to buy their house. I want to tell them what they can go do so they can get as much money as possible. But if they have a problem, then I want to understand what that is so I can appropriately solve it. Like, I need to sell my house because I inherited it, I can't afford it so much so I can't pay my electric bill. I'm sitting in the freezing cold right now, and I need to be done with this. I need to I need to cash in some money so I can move on with my life. You know where you're gonna go. I do know where I'm gonna go as long as I have the money. How much money do you actually need? Well, really, I need this much money. Okay, now that's I understand the motivation and the pain. It's not so I can bring it to the forefront of their mind, it's in the forefront of their mind. They're living it if they have it. It's I need to understand it so I can appropriately say, here's what I can do to solve that problem for you. Will I do a tour? It's not in the works right now. Um, maybe in the future, but I as of right now, no, we're pretty focused on what we're doing, and uh I don't see a tour being in the future. Bro, that made my day. You answering that question. I don't remember what question it was. You're welcome. I bought PPL from a company not leads all speed delete, etc., in November. The leads were definitely recycled. Most likely they were recycled from ISP Delete or a company like that. Well, for one, why would you buy them from a company that was not lead zolo speed delete or property leads? Those are the ones that tell you to use. Whatever the other companies do, I mean, uh, I don't know. Um said, heard my name. Um people wanted to know who would win in a closure's competition, Hiro or Caesar. And so I said, we haven't had a closer's cage match in a while. So maybe in the the first of the year, we have a little friendly competition. Hyro and Caesar, I'll be the judge. My partner and I just signed a JV with Argio's dispo team for a deal in Detroit. Look forward. Yeah, buddy. Detroit. We love Detroit. Hopefully, we can get that one moved. Uh, no deal as of yet after three year three years. Some fell under. I hate my job with a passion. I live in Georgia. What states do you think I should choose to wholesale in on a very limited budget and limited time using SMS? Man, these comments are tough for me. Because it's like, I got no money, I got no time, I'm doing uh old antiquated form of lead generation. What state should I be in? I don't know. You've already made so many decisions, and there's so many things that are holding you back that I'm like, I don't know, can we can we blow it all up and start over? Why are we doing SMS? Why are we picking a state? I don't care that you live in Georgia. If you got no time and no budget, take two, three hours and go find the worst shit box that's for sell by owner on Zillow that could sell for a lot more but were fixed up and make that offer and go move it. That's what I would do if I had no money. Like, I'm gonna go find something that I already know because right now what you're saying is I've got no time, so I'm gonna go mine for leads and then hopefully be able to close. That's just such a that's a tough way to do things if you've got no time and no money. So for me, it would just be like, dude, I'm going to Kansas City, I'm going to St. Louis, I'm going to Chicago, I'm going to Cleveland, going to Louisville, I'm going to Birmingham, I'm going anywhere. I'm going straight to the major city and the outskirts of that major city. I'm looking at the Fibsbows. I'm finding something physically distressed. I'm trying to get those sellers to sell it to me for a discount.

SPEAKER_01: 1:11:55

That's what I would do.

SPEAKER_00: 1:12:01

Cold calling still works. If you're on a budget, I just closed the deal on cold calling, lol, using prop stream and batch skip tracing. Who are you? Are you like today's like troll on here? First of all, I know cold calling works. I did it for eight years. I never said cold calling doesn't work. It just sucks. And it like the times have passed it by. There's no need to do it. Like, legitimately, there's no need to do it. I I can go get a cold call lead or a PPC lead or Facebook lead or an SEO lead right now for$29,$30. Why would I want to go out there and try to pull a list? Make sure my numbers aren't spam. Cold call. Get my teeth kicked in. Answer all how'd you get my number? Why would you think I'm gonna sell? Make me an offer. I don't know. It depends. Make me what I why do all of that? That's my point. These people were saying I got a thousand dollars. I got no money, I got no time. That's what I'm saying. There's a just a better way to do it. And yes, cold calling will always exist. We close cold call deals all day, every day. It's just we don't do the cold calling.

SPEAKER_01: 1:13:32

That's the point. Why would I do it? What do you use for a CRM?

SPEAKER_00: 1:13:39

Reassembly direct mail, powerful, expensive. Um, gonna be tough in some locations. Response rate can be extremely low, can be extremely high in some locations. We've seen as high as 5% response rate in some places, and then low as 0.5% in other places. Do you ever do novations when you get rural leads from property leads nationwide? I wouldn't do a novation because it was rural, I would do a novation because of the seller's motivation and it solves that and the numbers work out. Do I do novations? Yes. I don't actually do the novation myself, though, because I want to say laser focus. So I partner up with someone inside of TU that solely does novations and let them run it as a JV split. So I don't have to deal with any of the realtors or any of that. The leads that you pay for, do they cold call for these leads? Some. What's the point? I I believe in building relationships with them buyers, but you building a buyer's list? No.

SPEAKER_01: 1:15:36

Um, I was talking about the sub two guy, him and the T T B guy.

SPEAKER_00: 1:15:41

Okay. Um, is iSpeed the lead,$30 leads good? Yes. We close them every day. When you're wanting to start PPL, what budget should you set for PPL and getting that conversion deal close? Zach, it has nothing to do with a budget or a conversion deal close. Everything comes down to your skill sets, your abilities to have quality conversations, identify sellers' motivation to competent right correctly. The leads are going to work. That is not a question. They're going to get you in front of motivated sellers. They're going to also get you in front of non-motivated sellers. If you're buying the cheapest leads that have competition, like Speed the Lead Scuban Club, you should aim for like one out of 25. If you're getting an exclusive lead, you should be. That being said, it takes time to develop those skill sets. What are the biggest mistakes you still see seasoned wholesalers make? Stubbornness, multiple marketing strategies, um, stuck in their old ways on not wanting to change on how we taught the sellers, um, not wanting to be transparent. Um, also a lot of seasoned wholesalers transitioning away from wholesaling, wanting to go on to the next thing. I want to landlord flip multi-family, something else, instead of just saying, hey, I'm just gonna be solely focused on wholesaling because it does get to a point where it's like simple. And so then it's like, okay, I felt like I've built up to where I can't do any more. So what's the next thing I can go do? What third party do you use for transaction coordinator? Uh, easy REI closings that is available at titaniumtc.com. What's your KPI on PBL per week or by the month? It's not about per week or by the month, it's by the amount of leads and the connections that we get on those leads. So it's not going to be like this many PBL for the week or the month. Because again, that comes back to our connection rate. Everything is based around did we connect with the seller and what was the result? Was it dead or a signed contract? That's how we run our business. RJ, my profit calculator got broken. Can I get a new link? Email students at tightame you.com. Um, I get 10 calls a day from you guys. I'm telling everyone come see the property, then we can talk. What's your response? Um, it would depend on the lead generation. If I was cold calling, um, that's gonna be a little bit tougher to deal with. If it's uh an inbound lead, it would be, oh, well, you've only gotten one call from me. And so here, let me explain how my process works. I want to have a conversation with you. I want to understand how much you want for the property, I want to understand why you're looking to sell, I want to understand the condition, see if it's a good fit for me. If it is, then we would agree on paper and then I would do my due diligence and let you know if we can proceed or not. Otherwise, I don't go see properties prior to getting any sort of equitable interest or a signed contract. That's just not how I do business. So it sounds to me like if you've already taught to nine other guys today, you should be in a fantastic place, and and sounds like you're gonna get your property sold. Um, I should do an office tour as a video. Okay. Sure, we can we can try that out. I'll talk to the team about it. Um, how do you go about finding your cash buyers, investor base, ambassador lift? Um destiny, go to kingclosersformula.com slash fleet. Free PDF shows you everything that we use. Do you use deal machine? No. How many BBL? Do you call a day? How many calls until you get your first contract signed? It's not about how many calls, it's about how do you navigate the conversation? It is a skill set thing, it's not a lead thing. All right. How many PPLs do you call a day? We work eight, nine hours a day. However, many people answered the phone, and then how do those conversations go? I get a seller on the phone, it takes an hour to close. I'm not gonna penalize myself and say, Well, I told myself I was gonna call 100 because I got a signed contract. Took me an hour to get there. These are these KPIs are skewed. This is what the industry does. Call time. How many connections did you get? How many dials did you place a day? It's not about that. I can have a close in four minutes, I can have a close in two hours. So do I penalize the four-minute guy? Do I penalize the two-hour guy? What do I do there? What's about the result? Both of them won. I'm not trolling, I'm just saying it sucks, but it does still work if you're on a budget. I agree. Cold calling works. Everything works. Driving for dollars works, direct mail works. Everything works. It's just, is it the best, most efficient way to do it? What CRM am I using? CRM is re-simply. Again, if you go to King Closersformula.com slash fleet, you can see all of the systems that we use. Best advice going to drop 5k with ice speed to lead for lead gen. Have a decade of sales experience. That sucks. Decade of sales experience. You're not selling. You're buying. Bought your underwriting course of those tools. Is it unrealistic for me to close one to two deals? No, my God. You better close one to two deals. You better close like let's do the math. 5,000 divided by 125? You better at least close five and close and find four. Either either that or you need to stop saying you have a decade of sales experience. Do you do SMS? Not anymore. Retired in 2023. Is the Hyro Caesar competition confirmed? No. I haven't talked to either one of them besides just on this. Would you make any updates to your zero to million you dropped uh a year ago? I will be updating that in the beginning of 2026. Do you have a refer code for speed delete? Titanium. Um best way to quickly comp while on a phone call with a seller? Hey Kenny. Where are you at? One, you're in TU. Two, watch Cassie's training. We literally have a quick comp video on this. Two, ask these questions during an implementation call so I can actually help you. Don't watch me on YouTube. Come on. What's your next thing after wholesaling? I ain't got a next thing. Wholesaling TU. I love what I do, baby. Let's go be the best ever. Let's do that. My goal is to get TU to where we're dominating the wholesaling industry. That's the goal. That's what's next. This is great help, and it's like an open door if one gets stuck. Thank you. You're welcome. RJ, do you have a one-on-one consultant call link? No. But I do have Titanium University where you can talk to me every single day. That's way better than one-on-one. Go to titaniumu.com. Come on, brother. Out of how many closed PPLs is an actual wholesale deal, not sub two or novation? Um, last year I did zero sub twos and I JV'd, I believe, three novations. Everything else was a wholesale deal. If I can buy 10 property lead leads a week, is that enough or should I find more cheap leads? Yeah, I mean, it's it's not ideal, but it would get you in a in a direction to where you're gonna be able to build up and then eventually get to you to the point where you can invest more money into this. Because what you have now is not enough. So you've got to find a way. It's not about the leads, it's about your skill. I have no idea if you're good on the phones or not. But what I can promise you is that the leads are closable. I do not know if you have the skills to be able to close it. Is the closers olympics ever going to happen again? Brother, I'm pretty sure I retired that. I'm I'm fairly certain that they're still trying to find anyone in the industry willing to challenge me. Can I dispo with you? You can JV with me if you have a property. When you lock up a deal on Zillow, do you have the seller take the listing down? Ideally, it's still gonna be seen, but ideally, yes. Have you ever done land deals? Yes, many. After believe you, RJ. I got hit to you through real estate duty. What's up, Keith? At the Closure Olympics. What's the site for PPL? My next deal, I'm gonna start buying these leads. Go to King Closersformula.com slash fleet, and it gives you a list of the three that we use is property leads, leads allow, and speed delead. Oh, you're messing with me, brother. I listen, it's hard to hard to decipher the jokes through text, Kenny. I'm about to come through this screen. I'm about to kick your ass, man. Um, how do you build and maintain strong relationships with your business partners where trust is not an issue? Um, one focus on what you can do, show up every day and do what you say you're gonna do. Um, I mean, I'm I'm always thinking about am I showing up, am I giving my partners everything that they need? And I I can I can almost assure you that they know every single day that I'm showing up, I'm gonna be here, I'm gonna be clear and sound of mind. I'm not hung over, I'm not doing drugs, I'm not, I'm not coming in, you know, all fucked up. I'm gonna do my job. I'm the first one here, I'm the last one out. That's gonna happen every single day. They know that for a fact, and so I focus on that, and then in return, they give me the exact same respect. Do you submit your offers without seeing photos of the inside of the property? Yes. I never get pictures before I before I get a contract on the property. What do I put down for your earnest money deposit?

SPEAKER_01: 1:27:50

If we have it, it's ten dollars.

SPEAKER_00: 1:27:56

Um we said contracts before, okay. Sorry. Seem more honest than the sub two guy because sub two is not as simple as they push it to be. You need money and a lot of yeah, I listen. Sub two is uh is a tricky thing, and there's there's a strategy to be built around it. I like Pace. Uh Pace and I are friends, probably not the best of friends. Um, I haven't been invited to be on the tour yet, uh, like Jerry, so I'm not as good as friends as Jerry is, but um, he's got a he's got a large community of people. And so there's a lot of people out there doing really good. There's a lot of people that are doing not good things. Uh, that's one of the biggest fears that I have with Tu is making sure that we we keep the um integrity inside the community because especially with what he's doing with Sub2, there's there's liability that comes along with that. Um, making sure that you're doing things correctly. And uh it's a tough place for a pace to be in. He he has to manage a lot there. Um, do you ever wholesale MLS properties? We did for 2014, 15, 16, probably parts of 17, and then we stopped. It's what we got taught, so we didn't know any better. Um, but not anymore. Um, do you who do you use for boots on the ground? Um, destiny. If you go to kingclosersformula.com slash fleet, it shows you every system and vendor that we use, including investor boots for boots on the ground. How do I get a deal? Um, I will give you you're on my channel. Stop watching this video, click my name, scroll down. There's a playlist called the Foundations for Virtual Wholesaling. Watch every single one of those videos and do everything that I tell you to do in those videos, and you'll get you a deal. What I can almost guarantee you is that you are not motivated enough to watch every single one of those videos, as motivated as I am to create every single one of those videos. And so if you're not willing to watch each and every single one of those videos, I don't think that you're dedicated enough to figure out how to do a deal. Danny Ford says, I'm donating every referral fee off my TU sign up link to RJ's charity. I appreciate that, Danny. You're a special one. How do you set expectations for inspections? What do you say if you're virtual and don't have a buyer yet? So, William, let me explain how my process is going to work. Once we come to an agreement on price, we sign a contract, then I'm gonna send out to come out and look at the property. We're gonna do our inspections. If everything checks out, we're good. But I need to let you know that I'm going to be wholesaling this property. And so I'm going to have to locate the in buyers. I might have to send out a photographer to take pictures first, and then I'm going to locate these in buyers, and then they would come out and they would perform their due diligence, and then I'll let you know if we're good to proceed at that price. Have I ever JV'd with New Western? Yes. I've had both very positive and very negative experiences. It's not about the company, it's about the individual that you're working with, just like everything else. Advice on trusting yourself to talk to sellers, snapping out an analysis, paralysis. Do I talk to Zillow FISBOS for a while? Nah, I mean, if you got money, it would be better to go ahead and spend the money on PPL. So then you can put yourself in a position to have higher quality conversations. Whereas FISBOs, they're they're going to be pretty brutal because there's a reason why they're trying to sell their house for sell by owner. Normally it's because they don't want to pay realtor commissions, and so that can make it kind of tough. Um, but how do you trust yourself? Well, it's just having a normal conversation. Like, how do you have how do you trust yourself to have a conversation with anybody? You're the buyer in the scenario. That's the mindset that you need to have. What questions would you ask if you were investing your own money on this? And in the analysis paralysis, that just comes through reps. Sounds like you're probably an overthinker. Um, the best thing in the world that you could probably do is just go take some massive action. Put yourself in a position to fail. Let it happen. Let it realize, let yourself realize it's not that bad. What do you do when a customer ghosts you after the offer that we sent with the expectation date? You didn't respond, and you put them on a drip campaign. You keep you keep following up until they tell you to go away. Drip, email, text, call, voicemail, everything. You have no idea what happened in their life. Don't make assumptions. What if they got in a car wreck and they've been in the hospital and then you drippy drip them? Nah. Call them consistent every single day. Worrying about how many calls you have to make is like worrying about your KD and a video game. It's not how many kills you get, it's how you play the game. Absolutely. Um, what do you do? What do you use for dispo, investor base, investor lift? Danny says his first deal was off of Zillow Fisbo. He made all 1k on it. Damn. Can you turn a terror terrible sailor into a king closer inside of TU? I have no skill set. I'm working on my grammar. Your grammar looks fantastic. You're like the David Draymond of wholesaling already. David Draymond's the lead singer of Disturb, the band, and he writes everything in all caps. It looks great. Could I turn you into a king closer? Maybe. Here's what I would promise you. I'll show up every day. I'll give you all of the needed information and the support and the resources to become a king closer. I have no idea if you have work ethic. I have no idea if you have the desire. I don't know if you'll show up for yourself. So I cannot promise you what you can do. I can only promise you what I will do. And that is show up and give you every single day that I've got to give you every single day. My team will do that. The community will do that. You have the opportunity to surround yourself by a lot of people, a lot more people than just RJ and Cassie. We'll show up for you and stop saying that you don't have any skill sets and you don't have grammar. Stop. You speak that into existence. What do you think about wholesaling creative deals, mainly the dispo side of things? I think wholesaling sub twos is uh it's tough, right? It opens you up for liability, especially if you're not doing it transparently. Um, I've seen people also get caught up in litigation, even when they did do it transparently, when the the buyer defaulted on the loan and the seller came after the wholesaler, including the end buyer as well. I personally believe that would be a regulation that I would welcome is that there needs to be some sort of regulation that is brought down specifically on wholesaling subtos, on what needs to be transparently disclosed and how a wholesaler can be released of their liability on the transaction. Um, in regards to like seller finance, I don't have any issue with that, but I think it also requires a level of transparency and to be done correctly. But realistically, I think the majority of wholesale transactions should be cash, anyways, and so this shouldn't be like a big thing. The majority of deals are not creative finance, the majority of deals done are straight cash. But when that scenario fits, I think a lot of transparency is needed, a lot of disclosure is needed, and as a wholesaler, you need to protect yourself and make sure that you are uh you're doing things correctly. If you do mess up on a call, can you still get that lead? Yeah, I mean call them back. Hey man, I messed up. Who's it? One name be yourself, two, you're gonna mess up on the phone. Three, if you messed up that bad, have somebody else call it and say, Man, I messed up. I got this lead. Will you call them? See if you can lock them up. Defile memorandums? No. I have failed before, and although I believe 100% in TU, I'm so scared to fail. What are you what are you afraid of? You already did it. You're here, you're alive and kicking. Here's the thing I have screwed up so many times, and the only reason why I got here is because I just kept on going. I'll screw up again, I'll fail again. Do you know how scary it was to start Titanium University? We had no idea if it was going to work or not, just so everybody knows. All right, we're gonna do these daily calls, we're gonna take five grand from people and 30 people on a zoom to start off with. We didn't know, and now it's 859 people, 150 people every single day on the calls. It's a fantastic. We got a Discord, we got all this different stuff. Wholesaling. We had no clue what we were doing. We just showed up every single day. The reason why most people fail when it comes to wholesaling is because they stopped. They didn't get the results fast enough, so they quit. I will join TU for sure one day, probably in a few months. William, talk to the team, brother. We have payment plans and stuff. Talk to them. What's the point in waiting? How do I join TU? Book a call at titaniumu.com. It's the first link down in the description. Book the link. Let's get you in, brother. Hey RJ, did the hedge funds F the market up? Uh overpriced them, renting them out, raising the rental market. I don't know if they messed it up. Um there was a lot of talks about that, but it wasn't just the hedge funds, it was everybody. You know, I mean, uh run the numbers on it from a landlord perspective. I mean, it's tight. It's tight. How do I JV with you? JV at titanium.investments. Email in. What is your average wholesale assignment be? Just south of 15,000. What's a realistic floor of a train and consistent wholesaler focused only on acquisitions in a year?

SPEAKER_01: 1:39:50

What's the floor?

SPEAKER_00: 1:39:54

I mean, I mean, it could be zero. I mean But what is trained? What is consistent? I mean, I don't know, man. That's a tough question. And again, this all comes back to uh your ability to take training and implement it. And are you implementing it correctly? That's really hard for me to sit there and say because you're you're talking about uh the the masses there, right? I mean, some people make zero dollars, some people go out and they're running seven figures. RJ, so impressed with you. Jerry, I like too, but it's hard when you see how shady paced his people are and how non-truthful he is. You see him like the real deal. I appreciate that. We are trying to bring authenticity and honesty uh to the wholesaling industry. What I would say is uh obviously having Jerry's endorsement and him becoming a you know uh a member of Titanium University is a big step for us. He has a large following. Um, in regards to Pace, it like I said, pace has a massive community, so there are people that are doing things, and because they wear his hat and his logo, it falls on his shoulders. I don't necessarily know that pace is leading the charge on that. Um it just doesn't seem like the pace that I know. Um, but again, I'm not best friends with him. Uh, I hope that he's not wanting his community to lie or deceive or or manipulate people. I hope that's not the case. Um, because it would be extremely harmful to our industry if that's the case. Because Pace is a leader in our industry. Um, he is a face, he's well known, he's got the largest following, the largest community. So I hope I'm not a part of his community. I don't know what he says behind closed doors. I hope he's saying the right thing. Uh, but I appreciate um the compliment there. In your last emotional call, did you apply everything from the closure's formula? You have another one like that? I have a whole playlist of live seller calls, and yes, I have numerous calls. You just go to my pro uh channel or a whole playlist of live seller calls. In fact, the first two videos on that playlist are both 12 hours long. So there's 24 hours of me talking to sellers just like that. Did I apply everything from the closures formula? Probably.

SPEAKER_01: 1:42:51

Uh let's see.

SPEAKER_00: 1:42:58

I know you don't like the underwriting thing on sales calls. I just got my first acquisitions guy, but don't want him to live negotiate because I want him to focus more on calling rather than running numbers. So, in that scenario, Jonathan, there's nothing wrong with him saying, hey, my if there's an actual underwriting team, then for him to say that, hey, Jonathan, my underwriter, needs to look this over. There's nothing wrong with that. What I have a problem with is when we're lying and there's not an underwriting team. Uh it's the lying and the deceiving. And then eventually, this kid gets trained up and then he starts underwriting the deals himself. That's not a problem. I'm working with Justin, I'll be in the next TU class, period. Awesome. Justin is a pretty awesome guy. Hey, RJ just locked up a deal today. What's the best service to use to dispo it fast? Investor base, right? King Closersformula.com slash fleet. Get you a discount code. I think you can get it free trial for seven days. But I would use investor base. Um, would it be best to say to deal with sub two deals that are closed by other wholesalers? Just buy it, rent it to build a portfolio, not reselling the sub two deals as long as there's no balloon. Probably. I mean, personally, all of our sub twos we keep. The way you're so direct and raw is very relieving, bro. Thanks for your content. Like sharing garage beer when I listen to you. I appreciate that. I appreciate that. Hey RJ just locked up. Oh, we got that one. Uh Pace is 100% real. I can vouch. There you go. Um how about the rebuttal to that random 26-year-old that replied to your video about him saying wholesaling is bad. The one that owns houses rather than wholesale, wonder if he even fully owns any. I'm sure uh I'm sure he he does. Uh, he it seemed like he was well known. I honestly I I forgot to do the video. I got busy getting ready to go out of town one night. I still need to make it. So his reaction was to my reaction. He edited it kind of funny, right? Because my reaction when I said, Who is the Ray Butler? was because he said wholesaling is trash, and so then he comes on and he says, Well, I'll tell you who Ray Butler is. I'm I got my first house when I was 19 and I own all these houses when I was 26. And that's fantastic. He's a landlord, and then he took a shot at me. You know, he said, You know, you're level one, and I would teach wholesaling too if I only understood level one. That's fine. Um, I've owned hundreds of rental properties, flipped hundreds of properties, and wholesale thousands of properties. So I I could teach how to be a landlord if I really wanted to. That's not what I do. I have made a decision to go back and solely be a wholesaler. And the issue that I had was that he took a shot at wholesaling. I didn't take a shot at being a landlord, I didn't take a shot at what he did. My issue was with the words that he said that were not needed. We don't need it in our in our place. If you're trying to sell your course on how to be a landlord, you don't need to take a shot at being a wholesaler. You just need to be better at marketing. That's all it is. You don't need to say wholesaling's level one. You just need to say, here's why it's awesome to be a landlord. Here's the benefits of being a landlord. Because there's a lot of people out there that don't ever want to be a landlord. And it's okay to be just a wholesale. Um, is your contract for sale? King Closersformula.com slash titanium profits. It's the I told you earlier about the coming and underwriting. That's the one. It's in there. Cold call for experience before buying speed of lead? Absolutely not. Absolutely not. I I've got a video on that somewhere, but that's that's that's what Steve Trang says. It's the one thing that me and Steve Train really just it's dumb. You get your teeth kicked in. Why? It's not gonna build your skills up. Hey, this is Bo. I was calling to see if you're interested in selling your house. Why the fuck would you think I need to sell my house? Oh man, I feel so I'm so experienced now. Or, hey, this is Bo. I saw that you spoke to someone on my team or filled out a form on my website saying that you need to sell your house. Is that correct? It is awesome. How much are you looking to get for it?$50,000.$50,000. Okay, well, tell me a little bit about what you got going on. They start telling me that would be a positive experience, and that's what you get. I have 44 leads in my pipeline. Some PBO, most cold call. I was scared to give actual price using your calculator due to wanting to wholesale the contract and not lose the deal. What advice can you give? So you got the leads, you had the calculator, you have the training. Um I don't know. I don't know. You you didn't want to lose the deal. You lost the deal. You don't have the deal, you lost it. Rip the band aid. Come on, baby. Pull the trigger, shoot or shoot. Let's go. That video is cute. It's like an ECHL player trying to teach a retired NHL or about life of the pros through a lack of clout. Pretty much. If a seller had 100 properties for sale, how would you go about comping and submitting an offer for that? One, is that a real thing? Two, probably a massive waste of time. Three, they know a lot more about it than you. So 100 properties, what you're asking, Bryce. Okay, what could they be worth? And three, I'm an investor. Why would this make a deal? I'm not gonna go comp and underwrite and submit an offer on 100 properties unless I know it's going to be a deal. So I would ask them, they're an investor. How do I make money off of this? It's probably not a deal. Ask those questions. You said follow-up is for failure. Should we even do a drip up follow-up drip follow-up? How many leads is too many to sit in the pipeline before we should start tossing them in the trash if they aren't answering? Um, one follow-up is for failures. When you've spoken to a seller and you can't come to a conclusion, the only reason why that should happen is because they have a legitimate reason why they cannot sell the property to you. Two, how many leads is too many when you can't call all of them in one day and no one answers the phone? That's how many is too many. All right. I caught up to you guys. I finally got to the end. I love you. Oh what's the highest assignment view you've heard? Uh I think I'm a million plus some multifamily or commercial or something. Uh, what's the coupon code for investor base? Go to King Closersformula.com slash fleet. There's a whole PDF of every vendor, every system we use, including investor base. You can just click that link and then sign up. I love you guys. I appreciate y'all. Make sure you like today's video. I'm gonna go watch the end of this bowl game because it's way too close for my liking. Louisville is supposed to blow out Toledo and it's not happening. So I'm gonna go watch the end of that. I hope you guys enjoyed today's episode. We've got a couple of special episodes coming up tomorrow and on uh Christmas, some highlight reels. Hope you guys enjoy it. Have a very Merry Christmas. We'll see you guys after the holidays.