This Objection Costs You Deals (But It Doesn't Have To)

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Transcript

Trust Through Process, Not Vibes

Delete These Weak Responses

It’s About Certainty, Not Price

The Four-Step Framework

Prove It With A Clear Process

Verification And Anchors

The Objection Loop Technique

Variations A–D With Scripts

Bad Vs Good Role Play

The Trust Checklist And Follow-Up Text

Key Takeaway And Next Topic Tease

Action Challenge To Call Sellers

SPEAKER_00 0:06

If a seller says, I don't trust investors, and you respond with, I promise, I'm honest, congratulations, you just talked yourself out of a deal. Because that objection isn't about you, it's about risk and history and the fact that our industry has earned suspicion. So here's the rule: trust isn't a vibe, trust is earned by proving credibility and a process. Your job is not to be liked, your job is to create certainty. What's up, guys? RJ Bates III here. And today, how to handle I don't trust investors without begging, without explaining your life story, and without getting defensive. You're going to build trust the only way it actually works with process. Now give you an objection loop for when they repeat it two or three times, like it's become their personality now. Now the calm truth, a lot of sellers have been burned. The savage truth is a lot of investors did the burning. So don't fight the reality. Use it. Because the second you argue, you become the exact investor they're not going to trust. Let's delete three phrases from your vocabulary. Bad number one. I'm honest, I promise. That's just weakness showing up in a pretty little tuxedo. Honest people don't announce honesty. Bad number two. Not all investors are like that. Cool. Still doesn't answer their fear. Bad number three. A five-minute 10 talk about your values. Sellers don't trust speeches. They trust structure. I don't trust investors, usually means they think you will not perform. They think you'll waste their time. They don't understand the process. Or they've been burned and now they're defensive. Notice what's missing? It's rarely about price first. It's about certainty. So let me give you a four-step framework. Step one, validate without apologizing. Say that's fair. A lot of people have had bad experiences. Calm. No ego. No arguing. You're not admitting guilt. You're acknowledging their reality. Step two, isolate the fear. Ask. When you say you don't trust investors, what are you most worried will happen? A price change? Delays or something else? This is critical. Vague fear kills deals. Specific fear gets solved. Step three, prove with process, not your personality. Say, totally get it. Here's how we make this safe and simple. Everything is in writing with a legally binding agreement. We close at a local title company, we close on your timeline, and we cover all closing costs except for any liens and taxes. If we agree on a number today, the process is I will send you that agreement. Once it is signed, we come to the property to perform the necessary due diligence. If there are no surprises, then we will be able to close at that agreed price and timeline. If something is found during due diligence, then we will have to revisit price and timeline. Does that make sense to you? And then stop. Let it breathe. If the seller still has reservations, ask, what would make you feel comfortable moving forward? Would it help if we walk through the agreement line by line? People trust what they can verify. So give them a verification option. Here's the line you need to hammer home. You don't have to trust me. Verify my process and then you anchor it. Title Company, written terms, clear timeline, no surprises. Now, here's what happens in real calls. You handle it clean and they say it again because fear is repetitive, not logical. So you don't re-answer, you loop. Loop number one, acknowledge plus isolate again. Totally fair. When you say you don't trust investors, is it mainly investors canceling deals or mainly getting dragged out? You're forcing the seller to be specific again. Loop two, re-anchor process plus give control. Got it. That's exactly why we do it this way. In writing, at title, with a date of your choosing. And if anything fills off, we don't move forward. You're giving them control back. Loop three, decision question, calm but final. Let me ask you this. If we keep it structured, verifiable, and at a local title company, are you open to seeing what the offer looks like? If they say maybe or repeat again, savage but professional close. I respect being cautious. But if there's no version of this where you'd ever sell to an investor, I don't want to waste your time. So which is it? You want a safe process or you're a hard no, no matter what? This does two things. It stops the merry-go-round and it forces truth. So there's different variations of this. So let's go through a couple. Variation A: investors are scammers. You. I get why you'd feel that way. Did something happen to you personally, or is it something that you've seen happen to other people? And then let them talk. They're showing you the landmines. Then makes sense. Here's what we don't do: no handshake deals, no open-ended timelines, no bait and switch games because everything is in writing. Everything is spelled out up front in the agreement and closed at a title company. And then the close. If we keep it transparent and structured, are you open to seeing a clean offer? Variation B. You're going to renegotiate. You fair concern. I only change a number if new information shows up that nobody knew about, like a title issue or something materially different than what we discussed. Otherwise, the price is the price. Then, is there a specific reason why you would think an investor would need to lower the price? Pass the questioning back on to the seller to receive clarity on why this is their actual concern. Variation C. I don't want to sign anything. You okay? I understand. The only reason to sign an agreement is to protect both parties and then isolate. What part of signing worries you the most? If they say, I don't want to be stuck, you can say, okay, that's reasonable, but we're setting a clear closing date, clear expectations, and title explains every document before you sign. There are no surprises. And then go back to revisit. So what is it that's actually concerning you about signing a legally binding agreement? Variation D. I want to talk to the title company. You perfect. That's exactly what I want too. I'll even set up the conversation. And the title company will walk you through the process and confirm how you get paid. Then control it. After that call, if you're comfortable, we can move forward. If not, we stop right there. Does that sound fair? And then schedule a call with your title company. Remember, the title company gets paid for closing your deals too. So let's go through some good versus bad role play. Starting off with my favorite, the bad. Seller, I don't trust investors. You, I promise I'm honest. I have a family, I'm a Christian business owner. And the seller says, Oh, okay. The translation is, I still don't trust you because anybody can say those words. It's not actually explaining how you're going to protect me. So let's go to the good side of this. Seller, I don't trust investors. You, that's fair. When you say that, what are you most worried about? Is it price change, delays, terminations, or something else? Seller, price change. You got it. Then we do it this way. In writing, at a title company, with the closing date that you pick. That being said, is there a specific reason you believe investors would need to change the price? If we agree on a price, that's the price, unless there is something that we discover different about the property than what we discussed. Now let's go through a trust checklist. When they're skeptical, say this. Everything is in writing. We close at a local title company. We have a clear closing date. There's no surprise fees, and you ultimately control the decision. Then ask what part of that feels unclear or risky. If the seller doesn't sign a contract, always send this text after that call. Completely understand being cautious with investors. If you want, we can do this the safe way. Written terms on a purchase contract, closing at this title company, and you can verify the process directly with them. If you want me to set that call up, reply title and tell me what time works. Here's the key takeaway for you guys. Stop asking sellers to trust you. Start giving them a process that they can verify. Because trust isn't built with confidence, it's built with clarity. All right, guys, on the next episode, we're going to go over you're trying to scam me. It's really the aggressive version of this exact objection we overcame today. So comment scam. And we'll release that next week. Regardless, show me some love, like today's video, and I do have one question. If you've made it this far, why the hell are you even watching this video? Yesterday I told you you need to stop watching my damn YouTube videos. You need to be picking the phone up and calling sellers. So what are you doing? You just gonna live in YouTube university forever? Or are you actually gonna start taking some action? Pick up the phone. Call your damn leads. We'll see you guys tomorrow. Or will we?