The Sins Of Wholesaling | Lowballing

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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.

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Over 10 years in the real estate investing business
Closed deals in all 50 states
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​125 contracts in 50 days (all live on YouTube)
​Back to back Closers Olympics Champion
Trained thousands of wholesalers to close more deals

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Chapters

• 0:00 A New Series And Its Purpose
• 0:34 Defining The Lowball Epidemic
• 1:45 Fear And Incompetence Behind Lowballing
• 3:05 Industry Damage And Reputation Fallout
• 4:10 What Professionals Do Differently
• 5:34 Why Lowballing Never Scales
• 6:43 Who This Series Is For
• 7:29 Next Topic And Audience Callout

Transcript

SPEAKER_00: 0:04

What's up guys? RJ Bates the third here, and welcome to the very first episode of a brand new series. I'm calling The Sins of Wholesaling. This series exists for one reason: to call out the behaviors, mindsets, and flat out nonsense that are killing wholesaling from the inside. Not from regulators, not from the market, not from hedge funds, but from us. And today's sin, the one that has spread like a virus all over our industry, the lowball epidemic. Now, what is the lowball epidemic? Well, let's be crystal clear about what we're talking about. The lowball epidemic is the belief that wholesaling success comes from offering the absolute lowest number possible, refusing to justify your price, hiding behind fake partners or fake approvals, and hoping desperation beats common sense. It's not negotiation anymore. It's literally shock and awe pricing. Throw out a number so stupidly low that you're hoping the seller either doesn't know any better, is completely desperate, or just gives up thinking. And somewhere along the way, people convince themselves that this is savvy. It's not, it's lazy. Now, why does this epidemic exist? Now listen, I understand why this happens. Most people don't wake up wanting to be unethical. The reality is low balling is usually born out of fear. Fear of getting the numbers wrong, not understanding after repair value or current market value, not understanding repairs, not understanding where in buyers buy, and not understanding the exit strategies. So instead of learning the business, instead of getting better, they protect themselves by pushing all of the risk onto the seller. They say things like, Well, if I offer stupid low, I can't lose. Or for every offer that you make, you should be embarrassed by the offer that you make. And technically, they're right. But here's the problem: you can't build a business that way. You can only build transactions, and even those barely work when you lowball. Lowballing doesn't just hurt you, it hurts the entire ecosystem. You permanently burn sellers, and that seller doesn't think, well, RJ gave me a bad offer. They think wholesalers are scumbags. They tell their spouse, they tell their friends, they tell their agent, they tell their attorney, and yes, they tell the next wholesaler that picks the phone up and calls them. Congratulations! You just destroy deals you'll never know even existed. You train sellers to lie. When you come in acting shady, sellers respond by protecting themselves. Now they hide the repairs that are needed, they exaggerate their motivation, they lie about timelines, they leave out critical information, and then you complain that sellers are dishonest. No, you created this environment. You attract trash buyers. Lobo wholesalers attract the lowest quality buyers, buyers who want unrealistic spreads, buyers who retrade and daisy chain your deals, or even worse, buyers who disappear and don't even perform, meaning they weren't a buyer to begin with. And now your deals fall apart and now your reputation gets worse. But of course, you're going to blame the market. It's a self-inflicted wound. So here's the uncomfortable truth: the truth that nobody wants to admit. Low balling is usually a cover for incompetence. Because if you actually know how to value a property, how to estimate repairs, and how to structure the exits, how to manage risk, you don't need the low ball. You can make strong offers, defensible offers, fair offers, and still make great money. Low balling doesn't require skill, it requires the courage to hit sin. And that's it. But what real professionals, real wholesalers do differently, well, let me show you the difference. Professional wholesalers don't start with anchoring with a price, they start with asking sellers their asking price. What is the seller's problem? What is the seller's timeline? Understanding the seller's pressure points and what a real win looks like for that seller, and they listen more than they talk. And when they finally discuss numbers, they explain them, they justify the offer, they walk the seller through the math. They don't say, Well, that's all I could do. They say, Here's exactly how I got here. That one sentence separates amateurs from the operators. Now, why lowballing never scales is here's the part that kills businesses. Lowballing does not scale. You cannot build teams or build a brand or build repeat sellers or build referral networks when your entire strategy depends on tricking someone. Eventually, word spreads, eventually, the market tightens, and when margins shrink, lowballers die first. Every cycle, every time, without exception. Now, here's the thing: this series is for a certain group of people. So let me draw a hard line. This series is not for shortcut chasers, excuse makers, people who want validation instead of growth. This series is for wholesalers who want longevity, investors who want respect, operators who want real businesses. And if this episode made you uncomfortable, good. Growth doesn't happen in comfort. This was The Sins of Wholesaling Episode One, the Lowball Epidemic. The next episode, we're talking about lying to sellers and calling it negotiation. So, like the video, subscribe to the channel, and comment below what do you think is killing wholesaling right now? Because this industry doesn't need more hype, it needs accountability. I'll see you guys tomorrow.