Real Buyers vs Fake Buyers | What Separates Them?

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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)
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Trained thousands of wholesalers to close more deals

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Transcript

Masterclass Setup And Mindset Shift

Why Most “Cash Buyers” Aren’t

Qualifying Over Hoping

Question 1: Closings In 12 Months

Question 2: Active Zip Codes

Question 3: How Are You Funding

Question 4: Criteria To Move Fast

Question 5: Next Steps To Close

Observe Don’t Convince

Structure, Certainty, And Real Buyers

Wrap And Call To Subscribe

SPEAKER_00 0:12

If you've ever asked yourself, everyone says they're a cash buyer, but how do I know who is legitimate and who is fake? Well, this episode is for you. Because today we're talking about one of the most expensive mistakes wholesalers make: believing what buyers say instead of verifying what buyers do. Welcome back to the 10-minute masterclass, short lessons, one specific skill, real world execution. Episode two is about how to speak to your cash buyers. Specifically, the five questions that expose fake buyers before they waste your time. I want you to understand the real cost of fake buyers. Fake buyers don't just waste time, they corrupt your decision making. They make you think, maybe the deal's bad. Maybe my price is wrong. Maybe the market shifted. When in reality, you never had a real buyer to begin with. Here's the truth nobody wants to say out loud. Most people calling themselves cash buyers are not. They're tire kickers, daisy chainers, new investors pretending to be seasoned. And none of that makes them bad people or people you can't work with. But we need the truth and the facts about their ability to close and how. Because without that information, fake end buyers are dangerous if you don't know how to identify them early on. Buyers don't usually lie because they're malicious. They lie because they were taught to. The majority of wholesalers accept their BS responses. They don't want to feel inexperienced and they're hoping they'll figure it out later. Hope is not a strategy, especially when your reputation, deal, and bank account is on the line. So here's the mindset shift that changes everything. You are not interviewing for their approval, you are qualifying them for access to our inventory. You control the deal, you control the process, you control the questions. Real buyers respect structure, fake buyers resist it. Not scripts to sound clever, but filters. And you don't need all five answered perfectly or on every single deal. These are example framework questions for your future buyer conversations. You just need to listen for speed, clarity, confidence, and consistency. Fake buyers leak information without even realizing it. So question number one: how many properties did you close in the last 12 months? Not, have you bought before? That's too easy to lie about. Instead, ask how many properties did you close in the last 12 months? And then stop talking. Real buyers answer quickly. Fake buyers hesitate, hedge, or overexplain. Listen for specific numbers, time frames, market familiarity. If they say, well, we've been looking at a few, you already know what you're dealing with. Question number two, what zip codes are you actively buying in right now? This question exposes tourists immediately. Ask what zip codes are you actively buying in right now? And active buyers know their buy box cold. They don't guess, they don't generalize. If you hear pretty much anywhere, or we're flexible, we'll look at anything. That's not flexibility, that's uncertainty. Question number three: how are you funding your purchases? Notice the wording. Not, do you have proof of funds? That's confrontational too early. Instead, how are you funding your purchases right now? Real buyers say things like private money, our own capital, a line of credit we've been using for years. Fake buyers say, we're working on finding a crocodile. It depends on the deal. We've got partners. Partners aren't money, plans aren't money, intentions aren't money. Question number four. What does a deal need to look like for you to move quickly? This question reveals decision makers. Ask what does a deal need to look like for you to move quickly? And real buyers talk numbers. They reference ARV ranges, repair tolerance, and margins. Fake buyers talk emotions if it feels right, if the numbers make sense. If they can't define sense, they don't buy. Question number five. Once you like a deal, what are the next steps on your end? This is the closer question, not for the deal, but for the buyer. Ask once you like a deal, what are the next steps on your end? And real buyers have a process, timeline, deposit expectations, inspection rhythm. Fake buyers say, We'll take a look and go from there. People who close know the path. People who don't wonder. Now remember, you don't interrogate buyers, you observe them. Tone matters, silence matters, patience matters. Let them talk. They'll tell you everything that you need to know. But here's the mistake most wholesalers make: they try to convince buyers instead of qualifying them. You don't sell deals to buyers, you distribute opportunities to proven operators. That mindset shift alone changes your business. The goal isn't to eliminate every fake buyer, the goal is to stop letting fake buyers influence your pricing, dictate your confidence, or derail your deals. Structure creates certainty. Certainty attracts real money and real buyers. Cash buyers don't prove themselves with words. They prove themselves with speed, specifics, and with facts. Those are the five questions that will expose fake buyers. And that's today's 10 minute masterclass. Subscribe, like, and hype if you want real execution, not imaginary buyers. We'll see you guys on the next one.