The Titanium Vault hosted by RJ Bates III

Uncovering The Layers Of Motivation With Jerry Norton

• RJ Bates III • Episode 771

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The Masterclass Setup

SPEAKER_00

All right, so I regularly talk about uncovering the layers of motivation when you're talking to sellers. But what you're about to see is an absolute masterclass by Mr. Jake Jordan. He went live a couple months ago, and on this seller call, he uncovers multiple upon multiple layers of motivation from the seller. And this is important because if he had just accepted the initial layer of motivation, he would not have been able to solve her problem and really be able to explain to her and educate to her why accepting his lower offer than what had previously been offered would have been the best solution for her. And what I want you to understand about this live seller call is at the end of it, it doesn't end up in a signed contract. It's not a one-call close. And sometimes we get lost into the lore of the one call close and how that's how it's always supposed to be, but it's not. Not every motivated seller situation allows for that to be the result. And in this case, what you're gonna find out is that final layer of the seller's motivation actually required this to be a multiple dial close, and so it's not about the result, it's about how Jerry follows the process and how he uncovers the seller's motivation and truly decides what is the problem that we are solving by buying your real estate, and as he goes through that, that's where at the end you find out all of the seller's motivation and what needs to be solved. And so Jerry does an absolute fantastic job throughout this call, and there's moments where it feels uncomfortable, it feels like it's not gonna go well, it feels like it's gonna end up in one of those embrace no scenarios, but he doesn't give up, he doesn't embrace no just because the answer right now is no. No, he goes back to asking questions and trying to understand what is truly important to the seller and what is not important. He does a great job with going between that and also educating the seller as to why she should accept his offer. So that being said, enjoy this master class by the great Jerry Norton. Yes, hello, is this Kelly?

SPEAKER_03

It is hi Kelly.

SPEAKER_05

My name's Jerry Norton calling you about your property on Melrose that I believe you want to sell.

SPEAKER_03

Yes, great.

SPEAKER_05

You still looking to sell that property?

SPEAKER_03

I don't think so yet.

SPEAKER_05

Alrighty, you think so? You're not sure?

unknown

Oh, yeah.

SPEAKER_05

All right, if you want to sell, I might be able to help you with this. I'm an investor, we're always looking for properties. I actually live, I don't think, too far from you. I'm in east Tennessee. Where is where is McEwen?

SPEAKER_03

McEwen is about west of Nashville.

SPEAKER_05

So oh, way far away. Yeah, you're in a different time zone.

SPEAKER_03

I'm in central time before.

SPEAKER_05

Yeah. Although I go to Nashville all the time because it's a fun, fun city.

SPEAKER_03

Yeah, I'm an hour and 15 minutes away from Nashville because I have that's actually where I'm from.

SPEAKER_05

Nashville.

SPEAKER_03

From East Nashville out straight here.

SPEAKER_05

Okay. Yeah, it doesn't matter. We buy all over, but I just thought that was interesting because we're I'm up in like south of Knoxville a little bit. So good. Well, tell me a little bit about what's going on. Do you have a price in mind that you'd like to get for this property?

SPEAKER_03

No, not really. I mean, I'm what I'm gonna do is I'm going to uh when I leave here, I'm still getting RV and I'm gonna put everything in storage, and I'm just gonna take some time to myself and to figure out where I'm gonna go.

SPEAKER_01

Wow.

SPEAKER_03

That's really what I'm gonna do. I'm I'm ready to fresh start.

SPEAKER_02

Okay.

SPEAKER_03

I tried to help some people they ended up running over so you know, and I'm I'm had a bad relationship, lots of human things like that, and I'm just hungry for a fresh start. And the house it needs work, it does. It was a fixed number one I bought it, and you know, it needs um sorry, sorry, Kelly, would you speak a little louder?

SPEAKER_05

I'm I'm having a hard time hearing you on the phone. That's better. Is it better? Yeah, that's way better. Thank you.

SPEAKER_03

Yeah, let me see that. Um, yeah, I mean, she's like, you know, I've had some bad experiences here, and I'm ready for a fresh start, and new memory. So I don't know where I'm going next, but you know, I figured an RV and time is all I need.

SPEAKER_02

Yeah.

Life Reset And RV Dream

SPEAKER_03

And I'm gonna try to, you know, be working for remotely wherever I'm wherever I'm gonna do when we're working remotely. So uh it's gonna be a new experience.

SPEAKER_05

So you'll you'll be able to work as long as you have internet, you can work from the RV and be anywhere.

unknown

Mm-hmm.

SPEAKER_05

Wow, that's fantastic. You know, I did that with my wife and kids about well, it was 2013, so it was a little while ago, and we RV'd for a year. And it was it was the best experience I've ever had. It was so fun. I loved it.

SPEAKER_03

I thought I'm I'm a licensed cosmetologist too. So, and I even thought about it, and I was like, why not just go set up, you know, get my mobile spa license and even have a little pool behind if I have to, and just set up outside some big events or something, you know? Yeah, and just you never know what you're gonna experience. And I want to so badly, I just want to travel.

SPEAKER_05

Do you have the RV already? Okay. Well, are you gonna try to use the proceeds from this house to buy your RV?

SPEAKER_03

Uh-huh.

SPEAKER_05

Okay. You know, your biggest thing.

SPEAKER_03

I mean, I'm not looking for like a really expensive little fancy or anything because I want to leave enough money to where whenever I do decide where I'm going, I want to buy a couple acres and I want to put a tiny home, a couple tiny homes on it, some shipping containers, and you know, build with those and just have fun. I guess really what I want to do. I want to enjoy life.

SPEAKER_05

Good for you. Well, what a great place to be in where you can do that. You know, the biggest thing about an RV is do you get a class A and pull a car, or do you get a truck and pull a trailer? That's that's the hard decision because that because you need a car. So I don't know which way you're leaning, but you got you got options.

SPEAKER_03

I'm kind of thinking, I mean, I'm thinking more pull the pull the car, I think.

SPEAKER_05

Yeah. All right, how do you feel about driving a the a big rig? Can you do that? I feel I don't care.

SPEAKER_03

I think it'll be fun. I don't mind it. I mean, I can pull a truck and a trailer anyway.

SPEAKER_05

Okay.

SPEAKER_03

I've driven that, so I figure it can't be too much different, but I mean, I'm I'm up to the challenge.

SPEAKER_05

Yeah.

SPEAKER_03

Um I'm I think it's gonna be fun.

SPEAKER_05

Well, let's talk about your property. What do you what are you hoping to do with this? I mean, I'm looking at it right now. Looks like you bought it back in 2017. Does that sound right?

SPEAKER_03

I did.

SPEAKER_05

Okay.

SPEAKER_03

Um it was half an acre in 2017, and then I sold off a quarter of an acre in a uh house next door.

SPEAKER_05

Okay. I'm um and you and you tried to sell it recently because it you had it listed and then you took it down a couple months ago.

SPEAKER_03

Yeah.

SPEAKER_05

Um and it didn't so it didn't sell for 98.

SPEAKER_03

No, it did not. And I mean, I want to try to get originally as much as close to 100 as I couldn't know it needs work. I was gonna put more work into it, you know, whoever got it next. But I figured, you know, I just go ahead and check and talk to other people that I haven't spoken with before. You know, because I was going through a lot at that time. I'm really trying to help some people out, trying to get them, you know, get help them get their lives going and get my stuff on track, you know, and and it just I had it was it was an awful experience.

SPEAKER_05

So it didn't didn't work out, you know. It didn't people people tend to take advantage of you when you try to help them sometimes, you know.

SPEAKER_03

I I counted the number of people I tried to help this last two years and extend people in one way or another.

SPEAKER_05

Well, you know what?

SPEAKER_03

I was like, I can't do that, and I was like, I just I have to focus on me now because I had a breakdown in the middle of it, like I just couldn't do it, you know, and I was like, I'm done. So I'm ready to focus on the like me now.

SPEAKER_05

So Yep, time for you, time for you, yeah, exactly.

SPEAKER_03

And I'm not gonna get as much out of it because it does need work, you know. But it's I love it. I love this house. If I could just take it and move it with me, I would, but I just you know something different.

SPEAKER_05

So help me understand here. It's it's saying it's 1142 square feet, but only a two-bed, one bath.

House Details And Condition

SPEAKER_03

No, it's a three-bedroom. Okay, I took the middle bedroom because okay, the hallway's our house, you it connects from every room has two doorways. Okay, so it's a circle, everything's connected, and the middle room is what I turned my closet into, and you can get to my bedroom, my daughter's bedroom, the hallway, and the attic from that room. But you can put it actually got one, two, three, four doors in that one room that's my now closet. But that's actually a bedroom. So we used to have a full-size bedroom there, it's just a small one. Yeah, but all three bedrooms are connected with that with that one room in the middle. So it's that my room, and then there's a little room that I turn into the closet, and then the back bedroom. Okay, which leads out to the laundry room, which leads out to the hallway and the um the bathroom.

SPEAKER_05

Okay, I'd have to take a look at all that, but you could put it back to a three-bedroom.

SPEAKER_03

Yeah, well, I mean, literally everything that I have in there, except for the salon stations, is I mean, completely mobile. Like, I mean, I'll just move the salon stations, even they're mobile, they're two pieces. Okay. There's yeah, there's no big deal with anything.

SPEAKER_05

Okay.

SPEAKER_03

Super easy.

SPEAKER_05

Okay. Well, do you owe something on it? Did you do a loan when you bought it?

SPEAKER_03

My mother passed away. When she passed away, I promised my daughter that I would find some place that would never be able to be taken from us. Because my brother, we were living there because I had taken care of my mom for 10 years. Because her help was back. She was older. And um my mom, she went for a visit with my brother, and he she never he didn't want to come back home. So when she passed away, um you know, I made the promise to my daughter and I bought the house.

SPEAKER_04

Okay.

SPEAKER_03

So I paid cash for it.

SPEAKER_04

Okay, good.

SPEAKER_03

And then um, you know, now she's like, Mom, you know, if everything happened, I just want to, you know, I don't want to be there, go ahead and sell it. And I said, Okay, so then what I'll do is I'll make sure that I've I've got enough football to where I can buy a few acres, and if you want to put a house on it, you can. And that way I'll have my space and you have yours. And she said, Okay.

SPEAKER_02

Okay.

SPEAKER_03

You know, there's always going to be an option. And she said, All right, mom, we'll leave that.

SPEAKER_05

So Okay. Well, I mean, do you know how it works with an investor like me? Like how that works differently than if you try to sell it on the open market, like you did.

SPEAKER_03

Um, the only thing I did not like the last time I tried to do that was the random showings of the house that I had to do. And no notice. I did not, I did not like that because that was the only thing that really bothered me.

SPEAKER_05

Yeah, no, we'll work around that. Like typically what I do is I just block off like a window of time and I try to get you know everything done in that block of time. So I'm not asking you to get back in there, you know, a hundred times.

SPEAKER_03

Yeah. So that's easy. I'm still this house is still full of things. I've actually got, you know, I'm still trying to um pack and things. So I mean, there's stuff everywhere, but yeah, that's fine. You know, it's clean, it's just it's I mean, you'll you'll you'll you'll see. I mean, I can always send pictures and stuff, that's fine, but it's just the it was really, it was really the timing was just not good.

SPEAKER_05

Yeah. No, I guess what I meant by that was you know, an investor like me, we come in with cash, and one of the values that we bring is speed and convenience.

SPEAKER_03

Well, see, that was the thing. The last investor, he made me do the showings, and but he extended it. Like he it wasn't coming in with cash, it was actually it was weird the way they they had it done. So I didn't understand how that was beneficial.

SPEAKER_05

I could tell you, I thought I could tell you what was going on there. Yeah, yeah, it was probably a wholesaler, and what he was doing is he was trying to find another buyer for the property.

SPEAKER_03

That's exactly what he was doing.

Prior Listings And Bad Investor Experience

SPEAKER_05

Okay, yeah, which I I do. Yeah, I can explain how that works. I I do that too, but it's just there's a right way to do it and a wrong way to do it.

SPEAKER_03

Okay, yeah, and it was I mean, because they extended it out and they extended it out, and then he just didn't even tell me he backed out.

SPEAKER_05

He just what what price was that at? What price did you have it at when he was done?

SPEAKER_03

That wasn't the last one. Um, he was gonna give me I don't even remember what it was because he kept changing the price of what he's gonna give me because he wasn't selling one thing that he wanted, so he had to reduce the price, and then he would drag it out even longer.

SPEAKER_05

And I'm like, Do you remember though what do you remember what you got it down to with him though, before you gave up on him?

SPEAKER_03

Um 80 something. I think that's why it was that's why because yeah, I mean, he just he just kept going back and forth, and I was like, I don't know. I was like, I just want a concrete number, I just want a date, so I know what to expect, you know. I just want to know what to expect. You're right. I don't like the un the you know, I don't like the flip-flopping and and all of that, like or I mean I'm asleep on my couch or something, and next thing I know, there's two people at my door, and yeah, that's not cool. Like, yeah, so I just I didn't know what I didn't know what to expect. What he explained was not what happened. So, yeah, if you could just walk me through your process and what to expect on that, then yeah, we can go from there because I don't know.

SPEAKER_05

Yeah, so one of the things that that I pride myself on or that I try to do, I don't get it right every time, but I want to contract a property like yours at the right price where I know I can do something with it and make money. See if I overcommit to you and I over-contract with you at let's say 80,000, then you know, I'm trying to make it work, I'm trying to talk to my investors, and then it's just not working, so I keep going back to you, stringing you along, and it's just not the right way to handle it. I would rather be totally honest with you and say, Kelly, this is a number that I feel really good about, and we can pick a date. You know, I'm gonna have to walk it and just double check a few things, but once we do that, let's pick a date, let's close, you can count on it, you can feel confident that I'm gonna perform. But again, that's gotta be a number where it works, it's it's gotta be a good deal, and then you don't have to worry about anything now, right? See, a lot of times properties they go under contract, they fall out of contract, and all that because they're just overpriced. Yeah, see what I mean? So, like I'm looking right now at homes in your neighborhood, and there is one, two, three sold comps in the past, I think I put a year on my filter, that have sold one at 52, one at 50, and another one at 63, and they're even a little bigger than yours. And those are homes that would be like for a flipper or an investor like me that would come in, buy it for a good deal, spend money, try to resell it. So, you know, I'm gonna at least need to be somewhere around there because that's where these homes are selling for at the at the bottom price, right? At the fix-up price. Does that make sense? So if we're if we're talking the same language here, then I can certainly get something done for you. And you can count on it. We can we can sign a contract on it. I'm not gonna string you along, I'm not gonna come back and try to beat you up on it, but I'm gonna need to be down there probably below that 50, just because you're only a one bath. And like this one over here on Railroad Street, right? This one's a little smaller, it's 980 square feet, but it it literally sold for 50,000.

How A Real Cash Offer Works

SPEAKER_03

Yeah, and I mean I paid uh you paid 50, yeah. Yeah, I paid there's a 515, I think is what it was. And that's the only thing I don't want to lose on, I don't want to lose double underneath, you know, what I need to put a little bit of work into it, I can do that. That's fine because you know, but I do want to get out quicker rather sooner rather than later. But you know, I even thought about possibly, you know, doing what I had a friend of mine, she's begging me to rent the place to work. But that's a whole nother issue, and I would honestly I would go through if anybody did choose to do that, I would want to go through a company because I don't want to do that. You know, I don't want to be, I don't want to have any hands on on that one. You know, I just want to be able to go through a management company and say here you go. You know, because I don't know. That's that's a whole nother ball game right there that I'm not I just want to enjoy things right now, you know. But I I don't know. I mean, I just don't want to go less than what I paid, really. Okay. As long as I can I can you know I want to try to get a little bit more so I can get my RV and you know, I'm feeling right now at the hall. And trying to be out in two-lane roads like this, but with no public transportation, no red light, it is awful. Yeah. Trying to get around. I mean, so I do want to be able to get a small used RV, a small used car that I can pull behind and have enough put back to where I can put a decent down payment or maybe even pay cash for just a couple acres. Okay. You know, that's really all I want to be able to do. It's just so I know I've got something, you know, I still have something to go to. I still have a place to call home.

SPEAKER_05

Yeah, so I'm showing that you bought it September of 2017 for 49,000. You probably had a little bit of closing fees with bump, which probably bumped you to that 51 or 52, 51. But but you s but you sold some of the land it was on went since then. So what it what did you sell what did you sell that lot for?

SPEAKER_03

I sold that for 20. And okay. Um they did offer me 70 at the time for the house, and I didn't go for it. I didn't because I was just like, you know, I think I want to stay or I'll put work into it, you know, and then try to get more, but I I I'm still I know I'm leaving regardless, you know, whether or not I rent it or whether I sell it, I just I don't think I don't know how feasible it would really be, like which would be the best decision for especially because I'm not even working right now currently either, which does not help. You know, and I'm literally gonna be starting a refresh from everything. So I'm trying to figure out you know the best of wisest choices to make.

SPEAKER_02

Okay.

SPEAKER_03

And so well, you could you I'm willing to listen to everything, like I'm willing to listen to anything that you say, your advice, all of that stuff.

SPEAKER_05

I'll just tell you a couple perspectives to keep in mind, and then you know you can decide what you think is best. So if you don't sell it and rent it, then you don't have any cash to buy the RV. Right. So that's not gonna work, right?

unknown

Right.

SPEAKER_03

I have a friend who's willing because she said she'll sell me her camper, it's a fifth-wheel though.

Price Reality And Comps Explained

SPEAKER_05

And I mean, she's selling it super cheap because it does need a little bit of work, but I'm like, Yeah, but if you have to buy a vehicle or you gotta pay 50 grand at least for a truck that'll pull that without problems, right? Yeah, so you're right back to square one. And really, if you're if you're trying to restart an RV and do an RV trip, you know, the last thing I think salon as well, you know, down the road. Yeah, but then you can't go on your RV trip.

SPEAKER_03

Oh no, that works.

SPEAKER_05

Yeah, but you need money to do that first, yeah. Yeah, but you need some money to buy the RV.

SPEAKER_03

Right. Yeah, and that that's what I'm I'm looking at right now.

SPEAKER_05

Right.

SPEAKER_03

But you want to see doing that one is being able to supply and sell.

SPEAKER_05

Sell it, yeah. Yeah, and by the way, when I buy it, you can leave whatever you want. Like we will we'll handle all of that. So you just take out what you want, don't worry about getting rid of the things you don't want. That we do that all the time. It's really as is. It's as is, it's cash, it's close. You know, give me a couple weeks typically. The way it would work would be if we closing tight.

SPEAKER_03

That's what I don't understand exactly how that works.

SPEAKER_05

I mean, it can it can happen pretty fast. You know, we would we would get with a title company, they would do a title search, we call that open escrow and so on. But typically three weeks, you know, we've done it as fast as three days, but like that everyone has to rush around and it's kind of a lot of work.

SPEAKER_03

But so he told me it was 60 to 90 at least.

SPEAKER_05

Well, yeah, because he just wanted more time to shop your deal and find somebody else for it. Yeah, yeah, but no, I think typically three to four weeks is really normal. That's pretty that's considered pretty fast if you can do it in three to four weeks. So we would schedule that out. That would give you some time to get ready. And then the only the only contingency is I'm basing Everything off of what you're telling me. I'm looking at the pictures from when you bought it, you know, let's seven or eight years ago. I would probably have a few days in there in our in my contract with you where I can just get eyes on it. I would send someone, they would just walk it real quick, make sure I figure out like what needs to be done there for that third bedroom and stuff, and just confirm some numbers. I mean, I'm I do this for a living, so I got a pretty good idea of what stuff costs, but that would be it. And then after that, then I remove all contingencies. I would put earnest money down. That would be hard. Your other guy, I guarantee you did not do that. And what that means is it means if I back out or flake out, then you keep my earnest money. So it's a it's a good faith deposit that you keep if I don't perform.

SPEAKER_03

See, I asked him, I said, look, I said, I don't have a vehicle right now. I think me, I said advance me enough to where I can spend. I mean a dead down payment, like you know, I think I always wanted like I think I asked them for$2,000 and enough to be able to hire movers to be able to pack my stuff, yeah, and source for me so I can get, you know, I said give me the advanced where I can at least get this stuff out of the way.

SPEAKER_05

Can we do that? So I can do that too, Kelly. I do that all the time. As long as I make sure that title's clear and there's no issues there, then I'll I'll release two thousand dollars for you to have a little cash to go do that or whatever, you know. Like I do that all the time. That's that's no problem.

SPEAKER_03

He said it wasn't possible.

SPEAKER_05

No, he just didn't want to put the money up because he didn't he didn't think he could perform.

SPEAKER_03

Yeah, that makes sense.

SPEAKER_05

So he didn't want to risk it. Yeah, which happens all the time. So I can do all of that and I can be flexible, convenient for you. We can close on the date you want, we can do all of that. You can leave whatever you don't want. I mean, that's what's so great about an investor like me is I can work with you on all the things that you want to see happen. Okay, but the trade-off is you got to give me a good deal. Right? Because then what I would do is I would have to buy it or one of my investors, and then we would we would go in and spend money on it, fix it up, try to add value by putting more money into it, and then either rent it or flip it, right? So you had said to me that you didn't want to lose money, so really you're you bought it for 50, but you made 20 when you sold the lot. Does that does that give you some room still to sell it to me? And you you would still make some money.

SPEAKER_03

I don't have a penny to my name.

SPEAKER_05

Okay.

Terms, Timing, And Advance Support

SPEAKER_03

Right now, that's I mean, that's just being completely honest. I haven't nothing.

SPEAKER_05

Then you then Kelly, your number one priority is getting cash, getting cash in your bank account. Like that, you need to think about right. Yeah.

SPEAKER_03

I mean, I have a like I have a vehicle sitting outside that was given to me. They put a whole new front end in it, and they even changed out the front, uh, they changed out the cam solenoids and stuff in it. Yeah, all it needs now is an old change, but I'm still waiting on the people to find the title because it was given to this man as payment, part of a payment for working on a vehicle. He's a mechanic. But they can't find and then they've got the the people that own the van, they're divorced. So it's become a whole issue. So it's been sitting in my driveway for a month. And I haven't been able to drive it, and I haven't been able to drive it to in a year and a half because I bought my vehicle getting hit by a deer and then it got stolen. It's it has been you've had hard things happening. Yeah, I have.

SPEAKER_05

Well, Kelly, let me ask you a question. If how would your life be different right now if I could put forty thousand dollars in your pocket in three weeks?

SPEAKER_04

What would that do for you?

SPEAKER_03

It would help considerably. It would be scary because I know I wouldn't have this place to go home to and I wouldn't know where the home was anymore. But to be able to be out and to be mobile again, it'd be a damn good trade-off.

SPEAKER_05

And what if I could advance you two to five thousand dollars prior to closing once once we do title and make sure that's all clean and no issues. So, like in a week, probably.

SPEAKER_03

Give me a day or so to think on that, and then yeah. Um that would be such a tremendous help. And you have no idea how much of a help that would be.

SPEAKER_05

Yeah, I mean, think about that. Literally in three weeks, you could have a wire to your account or a check in your hand for$40,000.

SPEAKER_04

That's what I'm that's what I'm offering you. A new start.

SPEAKER_03

But I think the right number the next day, but I mean, like I said, I just wanted to manage to get back what I got in it, you know, because I don't have anything. I'm going off of the grace of these a few good people that you're taking out, you know, their kindness and and you're willing to help me.

The Real Motivation: Rebuilding With Daughter

SPEAKER_05

So well, if you sell it to me for 40, you'll have made 10,000 overall. Because you sold the lot and then you sold the house. So you'll have net 10,000. Now you'll you have lived in it for eight years or whatever, but you won't be coming out negative, you'll be coming out ahead from what you bought it for. And in a little market like this, with a little house like that, like that, with that needs work and stuff. I I would I would consider that a win. And I can we can certainly touch base tomorrow. There's no problem with that. I just I want to caution you as soon as I hang up with you, I'm getting right back on the phone with more sellers. And so we're constantly buying houses, we're constantly deploying capital, and I never know where I'm at.

SPEAKER_03

And numbers where I can text you or reach you at.

SPEAKER_05

Um, and what what is it you yeah, no problem. This is my cell phone that I called you on.

unknown

Okay.

SPEAKER_02

So look at it.

SPEAKER_05

Yeah, let's set it. I would prefer maybe we set a time to talk just so I can block off my schedule. But um what is it that you're thinking? Help me understand where you're at, just so I know. Okay.

SPEAKER_03

Okay, talk to my daughter.

SPEAKER_05

Yeah.

SPEAKER_03

You know, I want to know that she's okay with it.

SPEAKER_04

Okay.

SPEAKER_03

Because first and foremost, she is I mean, I mean, because it this me helping these people actually put a lot of distance in between us, and we've never had distance in between us. So me with your daughter, you mean? Yeah, yeah. My daughter has been my best friend since the day she was born.

SPEAKER_05

How old is she now?

SPEAKER_03

She's 21.

SPEAKER_05

Yeah, you want to maintain that relationship.

SPEAKER_03

Um, let's put distance in between us, and she won't sit friends house anymore. So to be able to have her back in my life because I tried to help people to get them where they needed to be, and it ran me down. I got into an abusive relationship while I was here.

SPEAKER_05

That's a huge win.

SPEAKER_03

Yeah. So I'm wanting to talk to her first.

SPEAKER_05

Are you saying she would want to be back in your life if you sold the home? Is that what you're saying?

SPEAKER_03

Because I'm away from here and I'm away from the people.

SPEAKER_05

She's got bad, she's got bad associations with the house.

unknown

Yeah.

SPEAKER_05

So if if you're moving on and not in the house, you're thinking she might come back into your life.

SPEAKER_03

That's what she's told me. She said, I'll never set foot in there again. She said, but she said, if you leave, she said, I'll be back.

SPEAKER_05

Wow. Well, that's a lot of motivation right there. Would she go on the trip with you in the RV?

SPEAKER_03

You know, she might. She went to school to be an esthetician. So, and I know that she can travel with the job that she has right now. So she she very well might. Okay. I don't know. I'm gonna offer it, Jim. I'm gonna give her the offer.

SPEAKER_05

Yeah, that might be really healing to spend some time together, you know. I'll tell you what, you know, I've got kids and I've got a couple adult kids now, and you know, at the end of the day, all of this doesn't matter. Our relationships with with our loved ones is right what matters most. I mean, nothing else. Yeah.

SPEAKER_03

She's all the family I have. My parents were older. They my dad passed away when I was pregnant with her, and my mother passed away 10 years later. So she's all I have.

SPEAKER_05

Yeah.

SPEAKER_03

And I don't want to lose that again. No, I don't want to spend another holiday alone.

SPEAKER_05

Well, this might be great news for her when you call her.

SPEAKER_03

Yeah, I'm gonna I'm gonna get off the phone with you and I'm calling her as soon as I hang up.

SPEAKER_05

All right, will you call me back after you talk to her?

SPEAKER_03

Yeah, I want to talk to her.

Next Steps And Commitment Framing

SPEAKER_05

Okay, you you call and talk to her and then and then call me back and then let's see if if it feels good with you and her, then let's let's move forward and get this done. Get a new time. Kelly, it's time for you to take care of you, you know, one way or another, whether you do this with me or not, but I just mean it's it's time for you to take care of you right now. I think.

SPEAKER_02

Yeah.

SPEAKER_05

All right, hang in, hang in there. I will you know what, Kelly? You might look back and think all and realize all of this is a blessing because it opened new doors for you. You know, that's how I try to think about things that are hard.

SPEAKER_03

I was talking about that last night because how I miss being my positive self. Like I used to get see the silver lining in anything, and I haven't been able to in a while.

SPEAKER_05

Yeah, it's amazing what you know. I'll tell you one thing. Like when I did the RV trip, it was so liberating to not have stuff. Yeah, because we sold everything. We all we had left was like a single storage unit of stuff we kept behind, which was like some personal belongings or whatever. We got rid of everything, and so during that year in the RV, it was like we we had no stuff to manage. Stuff to manage just takes up so much of your brain space, and we could explore, we could be present with each other. It was just it was great. It was I think you'll love it.

SPEAKER_03

In the house, and then I started doing a door business, and there's stuff everywhere. So to be able to just, I mean, get a manageable level, be free. I can yes, I can move and go places.

SPEAKER_05

Yeah, well, good. Well, I'm gonna be here for you. I'm gonna if if I don't answer, text me and I'll finish up my call and call you right back. But um, call your daughter, talk to her, and then call me back and let's let's see what we want to do. Okay, okay, all right. Thank you, Kelly. Talk to you soon. All right, bye-bye.

Debrief: Ethics And Clear Offers

SPEAKER_00

Man, what a what a great call. That was great. What a great person. Yeah, I mean, listen, there's so many different things to unpack there. How you got to that part of the conversation where the true motivation came out, the emotions, um the talking about the previous wholesalers, how you navigated that with the transparency, how you, by definition, lowballed her, but in a very respectful and like informative way. Of like, this is how you avoid what's happened to you previously. And this is what you and I want to change about this industry, where it's like there's a right way to do it, where it's what we're trying to teach right here, and then there's the wrong way, where it's it's basically you get to the same numbers. It's like it doesn't make sense to offer someone 90 when you need to be at 40. It's better to just explain why you need to be at 40 today. Um she's willing to move forward with you because you explained it to her, because you listen. Um, the connection that you had. What I really want to know is going all you talked about traveling the world in an RV. How many kids were you on with six travel? Six. Oh my goodness, that's crazy.

SPEAKER_05

You know what's funny, RJ, is uh when I tell everybody we lived in an RV for a year with six kids, the first question everybody asked me is how did you have sex? So what happened was is this was a this was a 50-foot RV and it was a toy hauler, so the back was where they would carry like motorcycles or whatever. So it was like there was a door to the back half. So we would we would close that door and lock it, and in the in the back half, we had a a bed that came down from the ceiling, and we had bunk beds on the sides. We put all six kids in the toy hauler, and oh man, that's you were wondering. I mean, I'm sure you were wondering how did you have sex, Jerry? I mean, that's I I knew that you were only halfway done, so you Yeah, yeah, yeah.