Most Wholesalers Don't Realize This About Seller Calls

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If you’re new to my channel my name is RJ Bates III. Myself and my partner Cassi DeHaas are the founders of Titanium Investments.

We are nationwide virtual wholesalers and on this channel we share EVERYTHING that we do inside our business. So if you’re looking to close more deals - at higher assignments - anywhere in the country… You’re in the right place.

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Over 10 years in the real estate investing business
Closed deals in all 50 states
​Owned rentals in 12 states
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​Closed on over 2,000 properties
​125 contracts in 50 days (all live on YouTube)
​Back to back Closers Olympics Champion
Trained thousands of wholesalers to close more deals

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Chapters

• 0:00 Who’s Driving The Call
• 0:45 The Chauffeur Analogy
• 1:51 Talking vs Control
• 2:43 Reframe Seller “Objections”
• 3:38 Passenger vs Chauffeur Scripts
• 5:26 Using Questions To Steer
• 6:37 Tools Don’t Replace Control

Transcript

SPEAKER_00: 0:12

I want you to really think about this the next time you're on a seller call. Ask yourself one question. Who's driving this conversation right now? Because most wholesalers think that they are. But if we're being honest, they're not. They're reacting, they're explaining, they're defending. And that's not closing. That's being a passenger in someone else's car and wondering why you never get where you want to go. Today I'm going to show you why the closer is the chauffeur, not the seller, and how asking the right questions puts you back in control. And that's without being aggressive or pushy or sleazy. Picture this: you hire a professional chauffeur, you get in the back seat and say, I need to go to the airport. That's it. You don't grab the wheel, you don't choose the streets, and you don't argue about traffic. You trust the driver to get you there the right way. And that's how seller conversations are supposed to work. The seller tells you the destination. I want to sell. I want a certain price. I don't want to feel taken advantage of. But the route? Well, that's on you. And if you don't take control of that route, the conversation doesn't stall because the seller is difficult. It stalls because you never took the wheel. Now, why most wholesalers lose control immediately? Well, this is where people mess this up. They hear the seller talk and they assume that means the seller is in control. Talking more does not equal control. The person asking the questions is always in control. But most wholesalers stop asking questions the moment things get uncomfortable. For example, the seller says, I'm not desperate. Boom. The closer panics. Seller says, I already talked to someone else. The closer starts pitching. The seller says, I don't want to be lowballed. The closer starts defending. That's not confidence. That's fear disguised as politeness. Seller statements are directions, not objections. I want you to reframe how you hear sellers. Sellers don't throw objections to stop the deal, they throw them to test whether you can drive. Every statement they make is a directional signal. I don't want to be lowballed. Equals I'm afraid of being taken advantage of. I don't have to sell means I really want leverage in this conversation. I'm thinking about listing. That means I want to know if you're better than a real estate agent. If you hear those and immediately react, well, your job is not to convince. Your job is not to pressure. Your job is not to win arguments. Your job is to clarify reality. Professional closers don't sell fantasy, they reveal truth. And truth is revealed through questions, not statements. That's why amateurs pitch and professionals ask. Statements create resistance. Questions create momentum. If you feel tension on a call, ask yourself, did I just talk when I should have asked? Let's break this down properly. Let's use passenger closer example number one. The seller says, I want top dollar. Passenger response, okay. Well, the market is soft right now. You just surrendered control. The chauffeur response would be when you say top dollar, what does that allow you to do next? Now the seller has to explain their true motivation. Seller, I don't need to sell. Passenger response would be, okay, totally understand. No, you don't. You just avoided your job. The chauffeur response would be, if you don't need to sell, what made you take this call today? That question puts you back in the driver's seat instantly. And finally, the third example: seller says, I already talked to another investor. The passenger responds, Well, we're different because now you're chasing. The chauffeur responds, Well, what'd you like about that conversation? And what didn't you like? Now you're diagnosing instead of competing. Questions control speed and direction. A chauffeur knows when to speed up and when to slow down. Same thing with closers. If the seller is emotional, slow down. If the seller is logical, clarify. If the seller is vague, tighten the conversation. And questions do all of that. Examples. Help me understand. Walk me through. What happens if? How long are you willing to? These questions feel calm, but they are dominant. Dominance doesn't mean loud, it means intentional. You'll know you're in control when the seller starts saying things like, well, honestly, if I'm being real, the truth is, and that's not luck. That's you driving them to clarity. And clarity closes deals. You can have the best script, probably the closer's formula, the best CRM, probably Re Simply, and the best leads, speed to lead, property leads, leads all. But if you don't understand control through questions, none of that matters. Because closers don't win by force, they win by guidance. They don't shove sellers into decisions, they drive them there. So the next time you're on a seller call, remember the seller tells you where they want to go, but you drive the car. If you let them grab the wheel, don't complain about the destination. Ask better questions, control the route, and start acting like a professional closer. Because passengers don't close deals, drivers do. Let me know what you guys think in the comments. Show me some love, like today's video, and we'll see you guys tomorrow.