Seller Thinks You're a Scammer? Don't React Like This

Want to work directly with me to close more deals? Go Here: https://www.titaniumu.com
Want the Closer’s Formula sales process I’ve used to close 2,000+ deals (FREE) Go Here: https://www.kingclosersformula.com/close


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.

Who is Titanium Investments and What Have We Accomplished?

Over 10 years in the real estate investing business
Closed deals in all 50 states
​Owned rentals in 12 states
​Flipped houses in 11 states
​Closed on over 2,000 properties
​125 contracts in 50 days (all live on YouTube)
​Back to back Closers Olympics Champion
Trained thousands of wholesalers to close more deals

_________________________________

With over 2,000 Videos, this is the #1 channel on YouTube for all things Virtual Wholesaling. SUBSCRIBE NOW!    https://www.youtube.com/@RJBatesIII

_________________________________

RESOURCES FOR YOU:

If you want my team and I to walk you through how to build or scale your virtual wholesaling business from A to Z, click here to learn more about Titanium University: https://www.titaniumu.com

(FREE) If you want to learn how to close deals just like me, The King Closer, then download the free King Closer Formula PDF: https://www.kingclosersformula.com/close

(FREE) Click here to grab our Titanium fleet free PDF & training: Our battle tested strategies and tools that we actually use… and are proven to work: https://www.kingclosersformula.com/fleet

Grab the King Closer Blueprint: My Step by Step Sales Process for closing over 2,000 deals (Only $37): https://www.kingclosersformula.com/kcblueprint

Grab Titanium Profits: Our exact system we use to comp and underwrite deals in only 4 minutes. (Only $99) https://www.kingclosersformula.com/titaniumprofits

Transcript

When A Seller Says Scam

SPEAKER_00 0:06

If a seller says you're trying to scam me, congratulations. You're talking to someone who's actually paying attention. Most amateurs hear that and they become emotional. They argue, they talk faster, they start defending their character like they're on trial. And that's how you lose the deal. This objection is almost never personal. It's a fear response. The seller is protecting themselves from being embarrassed, taken advantage of, or making a mistake they can't undo. Your job is simple. Keep your tone calm, isolate the fear, and move them from emotion to verification. What's up, guys? RJ Bass III here, and today we're handling the aggressive version of a skeptical seller. You're trying to scam me. I'm going to show you how to respond without becoming defensive, without sounding guilty, and without losing control of the call. Because here's the rule defensive people sound dishonest even when they're not. Three deal killers. Bad response number one. I'm not a scammer. That's weak. Nobody believes that line. And that's exactly what a scammer would say. Bad response number two. That's insulting. Now it's about your ego, and you just confirmed that you're emotional. Bad response number three. Well, don't do it then. That's emotional quitting. And it kills deals that were still salvageable. The calm truth is that the sellers are scared. And the savage truth, if you get offended, you just proved that you're not a professional. The quick lesson that will save you deals, I don't trust investors and you're trying to scam me are two different worlds. When they say I don't trust investors, they're basically saying, I've heard stories, I'm cautious, show me the process. That's just skepticism. But when they say you're trying to scam me, they're saying, I think you're going to embarrass me, trap me, or take something from me. That's fear. And here's the mistake that amateurs make: they treat both objections the same. They start defending themselves, they talk faster, they overexplain. They try to prove that they're a good person. But defensiveness doesn't create trust, it creates suspicion. So think of it like an emotional thermostat. Distrust is like a four out of ten. You could go straight to structure, title company, written terms, clear timeline. But scam accusations are a nine or ten out of ten. You can't start with structure. You have to diffuse first, calm agreement with the emotion, and then isolate the exact fear. Then let them verify the process through a third party. This is why my first line isn't, I'm not a scammer. My first line is, I hear you. You should be cautious. Because I'm not here to win an argument, I'm here to close a deal ethically. And the fastest way to do that is to move them from emotion to verification. When a seller says, you're trying to scam me, what they're actually saying is usually one of these. I don't understand how you make money. I'm afraid the price will change later. I'm afraid I'll sign something and be trapped. I've been burned before and I'm on guard. Someone told me that investors are predators. So you do not respond with reassurance, you respond with structure. So let's go over the four-step framework: diffuse, isolate, verify, control. Say, I hear you, you should be cautious. An optional add-on if they're super heated. If I were in your shoes, I'd ask the exact same questions. This disarms them because you're not fighting the accusation. Step two, isolate. Turn the insult into a business question. Ask them, when you say scam, what are you worried will happen? And then wait for them. If they need a little nudge, you can give them a menu. Price change, hidden fees, signing something you can't get out of. Now you've turned an insult into a business question. Vague fear kills deals. Specific fear can be solved. Step three, verify. Tight process explanation, no rambling. So say, here's how this works safely. Everything is in writing. We close through a local title company. You'll see every number on the settlement statement before you sign. You don't pay me anything out of pocket. And if you don't like the terms, you don't sign. But keep it tight. If you ramble, you look guilty. Then you stop talking and let it breathe. Step four, control the next step. Credibility, action, not persuasion. Ask one of these. Option A, would it help if the title company walked you through the process before you sign anything? Option B, do you want me to send you a one-page offer summary first so you could review it without pressure? Option C, do you want to go line by line on the purchase and sells agreement right now? Your goal is to move them toward verification, not persuasion. So let's talk about the line that can completely flip the conversation. Use this exactly. You can verify everything with our third-party title company. That single line is your reset button. So let's talk about the objection loop. And understand, this is the seller's real life. Okay, you have to handle it clean and then realize that they might say it again. Because fear is repetitive, not logical. So don't re-answer, you loop. So loop one, re-isolate. Totally fair. Which part feels scammied to you? Is it the price, the paperwork, the fees, the timeline? Then loop two, re-verify, plus give control. Got it. That's exactly why we do it through a third-party title company. You review everything before you sign, and if anything fills off, we stop. Loop three, ask a question calmly and directly that forces a decision. If we keep it verifiable at title and in writing, are you open to seeing the actual offer? If they still won't engage, every now and then you got to be a little bit savage. I respect you 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. Is this a show me the process situation or a hard no matter what? And that ends the merry-go round. Now let's talk about handling the most common variants of this type of objection. Variant A, investors are scammers. And you say some are, just like some contractors and some agents are, and then the pivot. That's why the process matters. So let's keep it simple. What would make you feel protected in this transaction? And then shut up and let them define their safety requirements. Variant B. How do you make money? This is a huge one. If they don't understand your profit, they could assume theft. You. Fair question. I make money by buying as is with speed and convenience and providing my investors an opportunity to improve the property to make profit. Retail buyers pay more because they expect repairs, showings, inspections, and time. I'm trading you price for certainty and speed. If that trade doesn't benefit you, you shouldn't do it. And that honesty builds trust fast. Variant C. You're going to put a lien on my house. I heard wholesalers do shady stuff. You. I can't speak for what others do. Here's what we do: standard purchase agreement, title handles the transaction. You're free to have an attorney review it. And if anything in the agreement fills off, we don't move forward. And then isolate. Is your concern mostly the contract language or the closing process? And then finally, variant D. I want to run this by my attorney. Good. That's not an objection. That's a seriousness signal. You. Perfect. I encourage it. That being said, would you like to go over the agreement together to see if I could answer any questions prior to the attorney reviewing? And then control it. When do you want to review it together? Tomorrow at 5 or Thursday at 11. Normally you want to review this agreement with them after the attorney has reviewed it. So that way you can overcome any objections that the attorney had on your agreement. But always schedule that call. Never let me know. So let's go over the bad versus good role play. Starting off with the bad. Seller, you're trying to scam me. You. No, I'm not. I'm a good person. I would never do that. And I think you're being unfair. And the seller says, okay, but they're gone. The good version. Seller, you're trying to scam me. You. I hear you. You should be cautious. And when you say scam, what are you worried is going to happen? Price change, hidden fees, or signing something you can't get out of? Seller, I don't want you changing the price later. You. Totally fair. Here's how we avoid that. The price and terms are in writing. If there is any need for a price adjustment, it has to be agreed in writing by both me and you. And then title prepares a settlement statement you review before you sign. If you don't like it, you don't sign. You don't have to trust me. You can verify everything at the title company. Would you like the title company to walk you through before we move forward? That's how you keep control while respecting their fear. So let's go through a trust checklist. When they're skeptical, say this. Everything in writing, close at title, clear date, no surprise fees. You control the decision. And then ask which part of that feels unclear or risky. Now, normally when this objection comes up, it's not going to end up in a one-call close. So let's talk about the fail-safe follow-up text. I totally understand you being cautious. If you want to verify the process, we could close through this title company and you can review the settlement statement before signing. You want me to set a quick call with the title company? Just reply title and tell me a good time. Here's the takeaway. Don't get offended. Don't become defensive. Get structured. Because skepticism isn't the enemy, confusion is. Through each and every one of these seller objections, you need to put yourself in the seller's shoes and ask yourself if I weren't a real estate professional, if I weren't in wholesaling, would I understand what's taking place? Probably not. So your job is to stay calm and educate the sellers on your process and how you're going to take care of them. The moment that you become defensive or emotional because these objections come up, that's when you lose the deal. Let me know what you guys think in the comments, regardless. Show me some love, like today's video, and we'll see you guys tomorrow.