Caught Off Guard by a Seller? Use This Technique

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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:

If you want my team and I to walk you through how to build or scale your virtual wholesaling business from A to Z, click here to learn more about Titanium University: https://www.titaniumu.com

(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

• 0:12 The High-Stress Callback Moment
• 0:46 Set The Frame And Goal
• 1:29 The Exact Opening Script
• 2:48 Make Sellers Do The Talking
• 3:27 The Ten-Minute Power Callback
• 4:13 Move Forward, Don’t Finish
• 4:46 Costly Mistakes To Avoid
• 5:23 Stall With Purpose Technique
• 6:10 Mindset: Calm Beats Clever
• 6:37 CTA: Learn The Closer’s Formula

Transcript

SPEAKER_00: 0:12

All right, so we all have experienced this moment and panicked. You finally get a seller to call you back, and it happens at the worst possible time. You're driving, you're in line at Starbucks, your mid-conversation with your husband or wife about your kids not doing their homework. We've all had that conversation. Your CRM isn't open, and you don't remember who this seller is, and your heart rate instantly goes to 180. Well, today I'm going to show you exactly how to handle that call without sounding unprofessional, without panicking, and most importantly, without blowing the deal. Because this happens to everyone, even people doing millions a year. So we need to talk about setting the frame and why this matters. Here's the mistake most people will make. They think the goal of that call is to close the deal immediately. But it's not. The goal of that call is to take control of the conversation while buying yourself time and position. You don't need to be perfect, you need to be calm, intentional, and in control. So rule number one: do not apologize or panic. So the first thing is like I see this all the time. Stop apologizing. Okay. We don't need the oh man, I'm so sorry, I wasn't expecting your call. That immediately puts you in a weak position. Instead, your tone should be calm, confident, and assumptive. Because the seller doesn't know or care that you don't have their info up on your computer screen. So here is the exact opening script. Okay, and this is critical. Here's what you say every single time a seller calls you when you weren't prepared. Hey, this is RJ Bates. I'm glad you called me back. But real quick, can you remind me what property this is regarding? That's it. No explanation, no scrambling, and especially no rambling or apologizing. This does three things. One, it sounds organized. Two, it gets the sellers talking. And three, it gives you time to orient yourself. Rule number two, make the seller do the talking. Now, this should be in every seller call, but especially during this one. Once they answer, immediately you follow with perfect. And what made you decide to call me back today? Now listen, while they're talking, you're pulling up your CRM, searching for their address, getting to a safe place if you're driving, but more importantly, you're just buying yourself mental and logistical runway. That's it. This is why questions control conversations. If you literally cannot handle the call right then, let's say you're driving through traffic or you're in a loud environment or you're in the middle of something you cannot step away from. Here's the professional power move most people never use. Hey, I'm really glad that you called me back. I want to make sure I give you my full attention. So can I call you back in about 10 minutes? Then immediately follow with, is that okay? Or is there a better time today for you? That phrasing matters. They're not asking for permission, you're setting expectations. And 99% of sellers just simply say yes. Rule number three, never waste a seller callback. If you can stay on the call, your only objective is this move the conversation forward, but not finish it. So what that means is confirming their motivation, understanding their timeline, and then setting the next step. So an example of this would be all right, that that helps me a lot. Here's what I'd like to do. Let me review everything on my end, and I'll give you a call back later today with some options. Is that fair enough? Boom. Now you're back in control. Now here's what not to do. These are common mistakes. So let me save you some thousands of dollars right now, okay? Do not try to wing numbers. Okay, don't try to sit there and comp off of Redfin or Zillow's estimate. Don't guess at your offers. Don't over talk to compensate for your nerves. Don't say I don't remember. And especially don't say I don't have your info pulled up. This is extremely important. Confidence is not knowing everything. Confidence is knowing how to handle uncertainty. Now the stall with purpose technique. Okay, let's talk about this. This is something I teach titanium university students. If you need more time but want to stay on the call, say, before I dive into specifics, help me understand something, and then ask, what happens if you don't sell? Why is timing important right now? What's your ideal outcome here? These questions will deepen rapport, increase motivation, slow the conversation down, buy you time, but also buy you credibility, all while making you look like a professional. So here's a mindset shift: the the big lesson of the today's video. Unexpected seller callbacks are not a problem. They're actually a sign that you're doing something right. And the goal isn't to be ready 100% of the time because you won't be. The goal is to be unshakable 100% of the time. Calm beats clever. Questions beats scripts, and control beats chaos. If this video helped you, hit the like button. It helps my channel more than you think, and it's appreciated more than you know. If you want to learn how to handle seller conversations without all these fluffy scripts, without pressure, without sounding selsy, there's a link just down below, King Closersformula.com. Go there. There's a free PDF so you can learn how to use the closers formula because deals aren't lost on bad days. They're lost by people who don't know how to handle imperfect moments. All right, guys, that's all I got for you today. Show me some love. Make sure you like today's video. We'll see you guys tomorrow.