When Sellers Say They're Not In A Rush

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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
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​125 contracts in 50 days (all live on YouTube)
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Chapters

• 0:03 Why "No Rush" Derails Deals
• 0:34 Two Meanings Behind The Phrase
• 1:04 Bad Responses To Avoid
• 2:04 Three-Step Framework Overview
• 2:32 Clarify And Calibrate Timeline
• 3:22 Triggers And Follow-Up Strategy
• 4:01 Time Waster vs Hidden Motivation
• 5:43 Role Play: Bad vs Good
• 9:03 Key Lesson And Next Objection

Transcript

Two Meanings Behind The Phrase

Bad Responses To Avoid

Three-Step Framework Overview

Clarify And Calibrate Timeline

Triggers And Follow-Up Strategy

Time Waster vs Hidden Motivation

Role Play: Bad vs Good

Key Lesson And Next Objection

SPEAKER_00 0:03

If you're wholesaling, you're gonna hear this one a lot. I'm not in a rush. If you don't know how to handle it, you'll waste weeks chasing a seller who was never planning to move, all while your pipeline dies. Here's the truth. I'm not in a rush can mean two totally different things. It can mean I have no motivation, I'm just curious, or I am motivated, but I don't want to look desperate. So today I'm going to show you how to handle I'm not in a rush in a way that does two things. You quickly figure out if they're motivated, and if they are motivated, you set a path that keeps you top of mind until the moment they're ready. Because this is a follow-up business. The check usually comes later than honestly we want it to. But you don't want to babysit fake leads. Let's break it down. What not to say? Most people respond like this. Okay, no problem. Call me when you're ready. That sounds polite, but honestly, it's just business suicide. Because call me when you're ready is code for I'm never hearing from you again. Or the other bad response is why aren't you in a rush? That sounds confrontational. You're not interrogating them, you're qualifying them. People don't sell real estate just because they sell because of money pressure, tenant pressure, property condition, life events, or convenience. So when someone says, I'm not in a rush, your job is to find the underlying reason. There's no reason, you move that lead to dead and get back to work. If there is a reason, you figure out timeline triggers. So here is a three-step framework. Step one, clarify what not in a rush means. You say, got it. When you say you're not in a rush, do you mean you're open to selling, but there's no deadline? Or what specifically do you mean? That's a clean line, non-offensive, but it forces clarification. Step two, calibrate with timeline brackets. Then you ask, if you do want to sell, are you thinking days, weeks, months, or sometime this year? Now you're putting it in categories. Remember, not all motivated sellers need a quick timeline. This is why we need clarification. Step three, create a trigger that tells you when to re-engage. So then yes, okay, what would have to happen for you to move forward with selling? Tenant issue, repairs getting worse, taxes, just being tired of it. What's the thing that would flip the switch? This is the key question because triggers of motivation create a clean follow-up strategy if necessary. Most wholesalers handle I'm not in a rush, like it's a stop sign. It's not, it's a yield sign. It means proceed, but qualify and search for clarity. Because if the seller truly has no urgency, they're not going to accept a real estate investor offer today, anyways. But they might 30 days when a tenant stops paying, 60 days when code violations show up, or 90 days when they get tired of the maintenance, or even worse, six months just when life changes. Your job is to be the person they remember when that happens. So let's examine two different scenarios: the time waster versus hidden motivation. Scenario A with the time waster. Seller, I'm not in a rush. You totally understand. Just so I'm not guessing, when you say you're not in a rush, do you mean you're open to selling but there's no deadline? Or what specifically do you mean? If they say, just curious how much I could get if I did sell, you say, got it, no problem. Out of curiosity, did you have a specific number in mind you needed in order to sell? Remember, our goal is to receive clarification of the seller's motivation and needs. Chasing with blind offers does not lead to long-term success. Because if you chase with curiosity, you will go broke. Scenario B, the hidden motivation. Seller, I'm not in a rush. You totally understand. Just so I'm not guessing, when you say you're not in a rush, do you mean you're open to selling but there's no deadline? Or what specifically do you mean? They say it's rented, but the tenants are a headache. Now we're talking. You got it. So if I was able to purchase the property tenant occupied, would that change the timeline? That's how you leverage motivation to find the actual sense of urgency a seller may or may not have. Another example. It's vacant. I just haven't done anything with it. You understood. When you say you haven't done anything with it, what do you plan on doing with it? Now the seller isn't not in a rush, but they're in pain and avoiding a decision. Our question requests clarity to the thought process so we can provide solutions they might be unaware exist. The reality is some sellers say I'm not in a rush because they want to control the negotiation. They're basically telling you, you can't pressure me. Good. You shouldn't be pressuring them, anyways. When we respond with clarifying questions, it shows we want to understand and desire clarity. This will either uncover motivation or prove there is no motivation, meaning this lead was dead upon arrival. The facts are you need to stop trying to close these leads on one dial. You try to get permission to follow up and identify the trigger for them to sell. Identify their concerns, fully uncover their motivation and why they are not in a rush. If you accept I'm not in a rush, you could very well be accepting someone's ignorance about what we can or can't do for them as a wholesaler. So let's talk about role play bad versus good. Let's start with the bad version. Seller, I'm not in a rush. You okay, call me when you're ready. Seller, will do. And then you never hear from them again. The good version. Seller, I'm not in a rush. You totally understand. Just so I'm not guessing, when you say you're not in a rush, do you mean you're open to selling but there's no deadline? Or what specifically do you mean? The seller. I mean I'd sell, there's just no deadline. You. Okay. If you did sell, what would be the reason to make that decision? Seller. Honestly, if the tenant misses another payment, I'm done. You understood. Have you considered just selling the property tenant occupied right now? This respects their space while educating on our potential solution. The hidden lesson here is don't confuse no rush with no motivation. Some sellers truly have no timeline, but many sellers say no rush when they're just ignorant to their options. Your job is to find the motivation, identify the trigger, and set a professional cadence of clarity and understanding. If you do that, no rush, leads become closings later on. If you don't, you'll either chase them too hard and annoy them, or you'll disappear and lose them forever. Alright, guys, on our next episode of Overcoming Seller Objections is another investor offered me more. I'm going to show you how to handle that without getting into a bidding war or sounding insecure. Comment the objection you want to see the most next. Don't forget to like the video. We'll see you guys tomorrow.