Top 10 Things I Would Do If I Started Wholesaling Today

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

Top 10 Reset For 2026

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Top 10 things that I would do if I started wholesaling today. Number one, we would start off by defining our hedgehog concept of being a nationwide virtual wholesaler. I would not change that whatsoever. I personally believe if you are going to be a virtual wholesaler, not someone that is going on belly-to-belly appointments, but if you are going to be a virtual wholesaler, meaning that you never leave your office, you're closing everything over the phone, you're not going to see the properties in person, you're sending somebody else to do the recon, get your pictures, do all the due diligence, then there is nothing in 2026 that is holding you back from being a nationwide virtual wholesaler. Now, the flip, the argument against being nationwide is that comping and underwriting and finding your in buyers is more difficult. You can know the markets better if you're local to a specific market. I've heard all the arguments. Dispositions can be difficult, rural areas can be difficult for dispositions. I've heard all of that. Gives you more at bats, more reps. That those reps increase your skill sets and you're not having to spend as much money. The other thing is because you're casting a wider net, you can actually find honey hole markets that local investors are ignoring, where there's still buyer activity, but maybe not as many wholesalers. So maybe you're not in the Dallas Fort Worth Metroplex, but right outside of it, where a Waxtahatchie or a Weatherford or a even up north by Denton, where North Texas is. Maybe those are markets where you end up doing a significant amount of volume in comparison to the local investors that are more primarily focused on Dallas County and Tarrant County. So those are some of the reasons why I believe that you should be nationwide to drive down that average cost per lead, give yourself more opportunities and really explore this beautiful country that we have and allow yourself to find out what markets you actually resonate with and which ones you don't. Like personally, for me, I don't enjoy West Virginia, I don't enjoy Louisiana, I don't enjoy Utah. Those are some of the markets that I don't enjoy. However, I love Missouri, I love Michigan, Ohio, Florida, Texas. These are markets that I absolutely love, but not every virtual wholesaler feels the same way about each and every one of those states. So I would want to define that hedgehog concept so I know exactly what I'm doing, though. We're casting a large debt across the United States. We're gonna get leads everywhere. We're not gonna go to the properties, we're gonna do everything on the phone. We're never gonna go see them in person. And then our only exit strategy is that we're wholesaling this. Now, as a business, I know exactly what my plan is. If you don't want your hedgehog concept to be the exact same thing, that's fine. Just make sure it is defined. So if you're brand new, you know exactly what it is that your business is trying to accomplish on each and every deal. Number two, I would then determine my lead generation strategy. And specifically for me, I would stick with what we're doing on PPL. I think it's the best lead generation that has ever existed inside of the wholesaling realm. It's far better than cold calling or texting, direct mail, all of these things we have done and done for years. So this isn't coming from a place where I'm not speaking from experience. I am coming from a place of experience. I absolutely think that speed to lead, property leads, and lead solo are the best lead generation sources that have ever existed. So I would not change anything out there. Now, in regards to me determining what I would do in regards to my lead generation strategy, I would then go in and decide. Because I'm a nationwide virtual wholesaler, I'm gonna start off with property leads. I want the$30 exclusive nationwide leads. Now, what is the budget that I'm gonna spend on that? And then I'm gonna go to speed of lead, join the coupon club, and I am going to cherry pick which one of the active and sale leads that I want based off of the property condition, the motivation, and the amount of buyers. So the location, which it gives you all that information before you buy the lead. And then finally on lead Zolo, I'm gonna use the marketplace to cherry pick cheap leads, anywhere between$30 to$35,$40, somewhere in that range. In the specific counties that I know I have buyer activity, I know the population is high, and I'm gonna go cherry pick those. That is how I'm going to allocate my budget. So the majority of my leads are probably going to be coming in from property leads on the nationwide exclusive. And then I'm going to be cherry picking off of the marketplaces that lead Zolo and Speed to Lead have. Number three, I then want to set my systems in place. I want to make sure I'm signed up, I've got everything lined up, so I'm not trying to decide what comping software I'm using or anything like that. So prop stream, resembly for my CRM, easy REI closings for my transaction coordinator, and then investor base for dispositions. Those are the systems that I'm going to have in place to be a nationwide virtual wholesaler. So one of the things that I want you to understand is investor base is not necessarily necessary at the beginning unless you have the budget for it. So, Matthew, I'll get to your comment here in a second. Investor base is only if you have the budget because I don't necessarily want you using it for dispositions at the beginning unless it's in a major metro area. It's mainly to see the buyer activity that's going on and making sure you understand where in buyers are buying. Now, Matthew's saying, Oh, you're starting off wealthy. Well, a couple of different things here, Matthew. Part of it is one, your mindset sucks, and it sucks for a long time. You you continuously make excuses as to why you can't do this. So I understand you're just kidding, but you're gonna get your ass chewed out here for a second because you find excuses. You are the definition of excuse plus the story. That's the bottom line. Okay. Now, in regards to what I'm talking about here, yeah, you're gonna sign up for so far three$99 to$149 a month systems. If you want to be a business owner, then you're gonna have to have operating capital, okay? And then you're gonna have to buy leads. Yes, that's every business in existence has to have operating capital to be able to generate business. Otherwise, how are you going to be able to generate the business? There has to be a way to get it to come to you. Now, have I shown you different ways that you could go out and generate leads and business for yourself using very small amount of capital? Yeah, but then you better take that and reinvest all of it back into it because this is what is necessary in order for you to be able to succeed long term. So today's video is not what would I do if I got started wholesaling using zero dollars. I don't have zero dollars. This is what I would do starting today. So, yes, it is going to cost operating capital. I do not believe that we should be as an industry telling people that wholesaling is what you could get into using zero dollars. Well, it's zero dollars of your own capital to buy the property, but you absolutely need operating capital to afford systems, leads that is mandatory because otherwise you are short-handed in comparison to your competition. There are other people out there spending hundreds of thousands of dollars a month. Doug Hopkins in Phoenix, Arizona literally spends hundreds of thousands of dollars in Phoenix, Arizona. This is the issue right here. You do not need capital to wholesale, it's just absolutely why. Could you do it? Yes. Are you going to do it at scale? No. No. Because other people have operating capital and they're kicking your ass because you think you don't need capital. So again, if if we're on here to talk about how do you do wholesaling using none of your own money and no operating capital, that's not today's topic. If you think you don't need operating capital wholesale, I wholeheartedly disagree. Can you wholesale a property without using any of your own money? Yes. Can you do it at scale? No. And why would you? Because if you were doing at scale, you would have operating capital. Why would you want to shorthand yourself? So let's get back to it. So true, lots of gurus out there telling everyone you can do it for free. Well, I'm trying to change that. The issue is we have people that disagree. There are plenty of people wholesaling at scale with no operating capital. I say, I I appreciate your comments. You you don't have to watch me. I disagree. You can unsubscribe and go watch all the other people that teach you how to do it without operating capital. That's that's just it. I don't I've been here for a decade. I have yet to come across anyone that is doing wholesaling at scale. At scale with no operating capital. That is a wild statement. I I would love to know who those people are. I'll bring them on the channel and we'll ask them how they're doing it. So back to the topic before we got derailed. Number four, I would have focused training on how to talk to sellers and how to comp and underwrite, specifically using the closures formula and the web formula. Now, the closers formula is based around how do we find deals, not manufacture deals? How can we go in embracing being the buyer, talk to these motivated sellers, determine that they're motivated to sell the property for a discount, and then close the closable sellers that need a wholesaler. That is the focus there. And we do that with utilizing the web formula where in buyers buy. Understanding that. That is why I believe having both PropStream and Investor Base are powerful tools. PropStream, we're using for comping. Investor base is more of an underwriting tool where it shows you where the in buyers are buying, what properties they have purchased, how much they bought them for, how long they've owned them, and what they sold them for. That is a powerful tool, especially when you're newer to underwriting deals. My training at the beginning would be solely focused on those two actions acquisitions, comping, and underwriting. Feel like comping and underwriting is probably the most underutilized training in the industry. It gets simplified too much. And I'm not just talking about comping, it's more of the underwriting side of things. Truly understanding how much rehab a property needs, and then understanding how much profit an in buyer would want for the amount of work and investment they're making into a property and understanding that to where you could build a bridge to your inbuyers during dispositions, even if you're not doing dispositions yourself, where you could actually go in and explain that to your JV partner and build that bridge and explain why an in buyer would want to purchase his property. So I would have all of my focus on those two areas acquisitions, comping, and underwriting. Everything else you could outsource at the beginning. Number five, I would consistently focus on six hours of dialing sellers a day minimum. And I would do those in two-hour time blocks. So two hours of dialing, take a break, two hours of dialing, take a break, two hours of dialing. So a minimum of six hours a day. If you're not doing that, again, this goes back to what we were just talking about with the operating capital. Your competition is going to be doing that at minimum. And I don't even know if six hours is enough. That's just really a minimum to throw in there. So, yes, it's going to be tough for those of you that have a job, a W-2. Really, that's not what we're discussing today. We're talking about if you are a hundred percent all in, this gives you time to work on training, watch training modules, attend an implementation call, whatever, but still getting in your reps day in and day out on your leads. Number six, I would ignore all creative financing options for the first 12 months and do cash-only deals. I feel like creative finance, especially for newer wholesalers, becomes a crutch where instead of trying to determine what the seller's true motivation is, they find out what their price is and then try to manufacture that deal utilizing creative finance, whether it's innovation, sub two, seller finance, whatever it is, instead of trying to stair step the seller down to the appropriate wholesale price. By definition, a wholesaler is someone that sells a product for a discount. So it is our responsibility to go get properties under contract for a discount. With creative finance, sometimes that goes out the window because we're manufacturing the deal and we can see a path there. And one of the worst things that I see with newer wholesalers is hey, the seller wants full retail, but they have a good interest rate. So I thought that this could be a sub two. Or they want a slight discount off of retail. So I thought that this could be a novation. Not really understanding what is the seller's motivation, why would that be a solution for the seller? And then what is the exit strategy for the end buyer? Now, with a novation, it makes sense, but sometimes with a sub two, it doesn't. There's not even a thought. It's just, hey, it's a 3% interest rate. So I thought sub two could be at play here. Those are the things that I want you to avoid. I think after a 12-month period of you being in the game, talking to sellers, you have a much larger grasp as to when creative finance could be an option in comparison to just a cash deal. So for the first 12 months, I would avoid all creative financing and just be solely focused on cash offers only. Number seven, I would JV all my dispositions unless the property was in a major metro market. And the reason why is new wholesalers, it's a struggle enough to get a property under contract. Then once you've got the property under contract, you stop following up with all of your other leads. You stop that acquisitions to do a different task, like recon on the pictures, dispositions, getting the showing set up, negotiating with your in buyers. And to be honest with you, that's a whole different skill set that you're going to have to learn that you've probably never even attempted before in your life. Now, if it's in a major metro area like Dallas or Tampa or Atlanta or Phoenix, those are areas where the dispositions might not be as time consuming. It could be a shorter period of time where you could get the property in front of in buyers. Maybe even if you've got a good deal, it can move extremely quickly same day. I could see you taking a chance on that. But the majority of your deals, if it's not in that major metro area, JV with somebody else. So you can stay solely focused on where your training really lies, which is on acquisitions and comping and underwriting correctly. Just go get more deals. In the meantime, while that joint venture partner is doing dispo on your property, you can learn through osmosis, learn through their process, ask them questions, and it's a whole different level of training, and it's building that relationship with that JD partner. Number eight, I would then define what daily success looks like and track it. So what is what is success look like? For most people, it would be setting up this annual goal, this long-term, I want to make this much money, or I want to do this many deals, or I want to make this much money every single month. That is a lot harder to obtain than setting a daily goal of this is how many hours I want to be on the phones. This is what how I want to manage my CRM. I want to make sure I'm touching each and every lead every single day. And this is what I want my daily results to look like. That is a lot easier to track and pivot when something is not working in comparison to, you know, we're already in our third month of 2026. If you set an annual goal and you're already behind, you can feel like you're so far behind that you're not ever going to achieve it, and morale gets lost. And you could almost lose yourself over the next several months because of this unobtainable goal that you set at the beginning of the year. So I'd much rather you set a daily goal, be focused on that and track it to make sure that you're obtaining it every single day. Number nine, I would celebrate every small win. And this is extremely important for people that are newer. It's one of the things that I've loved about Titanium University, and then at times I get frustrated because there's ebbs and flows with the personalities inside of there. There's a thousand different personalities at this point, and so there's people that have been there for over two years, and they've seen a lot of people come in and say, hashtag conquered, I closed my first contract. And then they kind of come in and say, Well, that's just the beginning phase. Don't get don't get your hopes up because the majority of first be you know, people's first contracts end in a termination, and they kind of demoralize the newer wholesaler. It is a victory for someone that is brand new to get a property under contract that deserves to be celebrated, despite what the result might be. It means that there's a part of the process that is working, and so celebrating those wins, even if the result isn't exactly what we want, is extremely important. The other part of this is that along the way, the facts are you never get a close and funded deal if you don't pick the phone up and call that seller. That's a win that you should celebrate. Getting your first property under contract, that's a win that you should celebrate. You should be proud of yourself for being able to do that. Getting your first assignment, no matter what the assign the assignment fee is. Those actions, those moments should be celebrated because it's what keeps you going the next day and the next. And so I get that everybody has different personality types. Where sometimes people are like, hey, I don't want to celebrate this win until it crosses the finish line. But I think that's a little bit too small-minded about what is happening inside of your business. And the fact that as an entrepreneur, when we start this journey, we are literally trying to convince random strangers to give us money for actions that we take. That is extremely difficult. And there's it's a lonely road at times. For some people, it takes months, years to get to the level where they actually have the true result that they want. So celebrate every small win. And then the last one, of course, you guys knew that this was going to be the last one. I would join Titanium University. But here are the reasons why. One for accountability. Okay. The accountability of not only myself and Cassie and Nick and the Titanium team, but the entire community to lift you up when you need to be lifted up, but also to be there to kick you in the ass when you need to be kicked in the ass. But the other part of this is the training, the resources for the top priorities for the King Closers formula, the web formula, the joint venture partners. This is extremely important that you are not out there flying solo. Case in point, there are people that will buy the King Closers war chess, which is, you know,$100, couple hundred dollars down below. We do it every Black Friday. We've done it three years in a row. People will buy that, they'll invest in it, they'll watch the videos, and think that they completely understand the closer's formula. And then they come into Titanium University after getting a little bit of success and they get a call review done by me. And then they realize oh, there are layers to understanding the closer's formula. We're not there yet. No one is perfect, nobody is there yet. It's day in, day out, consistent accountability and training that is needed. It's the same thing in the web formula where we have the comp portal where people can get their comps reviewed daily, as well as using the Discord channel where people are constantly on there helping each other, comping and underwriting. What is comping and underwriting in reality? Educated guesswork. We're looking at data and we're making an educated guess based off that data that we're looking at. So having a second set of eyes or a third set of eyes is imperative to maximizing your long-term success when it comes to comping and underwriting. That sort of accountability and community is invaluable. And so I just think back to how lonely Cassie and I felt in 2014 and 2015 when we got started. And we didn't really know what we didn't know, right? We didn't know direct-to-seller marketing, we just knew about how to get deals off the MLS. But what did we have to do? We had to go build relationships with licensed realtors to be able to do that. Well, we didn't have anybody to like teach us and train us and build those network connections. We literally just had to go out and fail forward. That was like the saying back then. Just fail forward, just go take action and you'll figure it out a long way. We did, but it took us a long time to figure that out. There was a lot of failure along the way. And so when you're inside of a community like Titanium University that can fast forward through a lot of those failures and have somebody there that can pick you up during those lonely times, that makes a huge difference to people that end up quitting and people that sustain through those lonely times and figure it out. And so for me, the top 10 things that I would do if I were starting wholesale a day, just to reiterate, I would define my hedgehog concept of being a nationwide wholesaler. I would then determine my lead generation strategy between speed to lead, property leads, and lead solo. I would then set my systems of prop stream, resembling, easy REI closings for transaction coordination, and then utilize investor base for underwriting and dispositions in major metro areas. I would focus my training on specifically the closers formula and the web formula. I would consistently focus on six hours of dialing a day minimum to my leads. I would ignore all creative financing options for the first 12 months, cash only. I would JV all dispositions unless it was in a major metro market. I would define what my daily success looks like and track that. I would celebrate every small win. And finally, I would join TU for the accountability, training, and resources of my top priorities. So those are the top 10 things that I would do if I were to start wholesaling today in 2026.