Just Keep Solving

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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.

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

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Transcript

Welcome And The Real Question

SPEAKER_01 0:06

Hey guys, welcome to today's episode. I'm really excited to be here with you today. And today I'm going to be asking you to ask yourself if you're really solving things in your business or if you're teaching your team to solve things in your business. Now, whether it's daily operations, whether it's seller problems, buyer problems, title problems, maybe it's problems at the county, maybe it's a problem on the property. I think one of the biggest skill sets that we require in our business, in this industry, in wholesaling, is problem-solving skills, right? Now we talk a lot about that when it comes to solving sellers' problems. And I think that, you know, in our teams and in Titanium University, I spend a lot of time talking to people about how to continue to solve problems, right? So that's why I picked this topic today. And I want to just dive a little bit deeper into this and encourage you guys to recognize where you could be encouraging that to happen more so in your business throughout the whole process. So a lot of times people want to learn repeatable behaviors. They want to learn repeatable processes. And while this is extremely valuable, trust me, I know I build a lot of them. While this is extremely valuable, it's also can be a little bit detrimental if you're not pushing people to raise their skill sets and raise the bar and raise the level with their problem-solving skills. Um, a lot of times people will sit there and repeat that same behavior that's not working to solve the problem and push the deal to the closing table. And you know, they're missing out on problem-solving skills that I think have served us and and the people that we coach and teach uh so well over time. And so I wanted to go into a little bit of a story um about how a team member recently, you know, experienced this. And um so basically what happened is it was kind of like the same old song and dance, like you've you've done it, you, you've you've heard it, you've done it, and you're you're like, oh, I have this seller, and they just love me. I mean, have you ever had a seller that loves you and and they're just everything is so great, right? You get them under contract, everybody's excited, and they talk to you about how wonderful you are and how easy you are to work with, right? Then really something comes up, something goes wrong, and all of a sudden, that seller they no longer want to work with you, they're threatening you to walk away, they're upset. Okay, so we've all had that happen. We've all had that seller turn on us, and I think that these scenarios, like they're gonna happen, right? Um, so we recently had a TU member, and that kind of how it all started is they actually reached out because oddly enough, they were hoping we would be this this property that they had would be in our buy box. Now, this isn't a niche location, and it's kind of a niche property, right? So it wasn't necessarily that well, I'll just go ahead and say it. The property was in Hawaii, it was a condo, and it had some special circumstances because it's one of the only places that's going to be allowed to be utilized uh for short-term rental, right? And the long and short of it is they were hoping it would fit our buy box, and I was like, look, I just don't see this moving in Hawaii. And the member basically told me, hey, look, I thought I would try it. I didn't figure it would fit your buy box, but here's what's going on. Um, I had this incredible relationship with this seller. I already sold one of his condos uh just a couple months ago. And they have a couple more that they're gonna want to sell. And I really thought the numbers would work on this one. Title companies have told me numbers would work on this one. And so I completely understand what you're saying. But for me as an investor, I'm like, the cash flow is just not gonna make sense for me. I'm not looking to do short-term rentals here. I think that this is probably a better candidate. It's it's kind of at a price point where to me, this is a good fit for you know the vacationers, you know, like where it's being utilized for a short-term rental part of the year, it's being utilized as a personal residence for part of the year type of thing, which is not uncommon in that location. Um, I personally had not done a deal ever, not a wholesale deal, not a buy and hold deal, not a fix and flip, nothing. Our business had never done a deal on this specific island before, and we are not doing a high lot, high volume of any of that in Hawaii right now. And um, so right now our buy box has has shrunk up a lot than it than it had been. Um, so I just don't know this would be a good candidate, but the way that I see this is that your buyer's pool is going to be fairly narrow, you know. Um, however, I do understand that there are because of this location, like there's buyers there that would be very familiar, very localized feeling. And that's kind of the niche, and you understand that niche, whereas that's not gonna meet my buy box. Like I'm gonna get the the greatest deal if I'm gonna buy a property in that location. And so I don't love the numbers, and the thing here is is that they proceed to tell me, you know, that this seller was extremely upset because he had already had to price drop him, and there was a buyer already at the table, but they were waiting on the price drop, and then the buyer ghosted. And it was extremely upsetting because now they were having no luck and they had already ghosted, they had already extended it, and so when the when they got another buyer at the table, it was a little bit lower. And at that point, when they're having the discussion with the seller who knew everything they were completely disclosed to, uh, he was he was like, No, uh it upset his whole family. And now we're gonna go ahead and you know, if you're if you're not gonna close this um by the closing date on the contract, we're not extending, we're not going lower on price, and we're not gonna do business with you anymore. They thought it would be great because it went great on the first one, and you were such a joy to work with, but now we're ticked off, and now we're never gonna do business with you again, blah, blah, blah, blah, threaten, threaten, threaten, threaten, right? And as I was sitting here as a coach, I'm hearing these things, and I simply you know start prompting the student to solve in many different ways. Excuse me. Now, one of the things with this situation that you know, I start to see these repeated patterns where being likable and having all these warm, fuzzy feeling conversations with sellers and within your business, even for me within my students, it doesn't actually build confidence. And you know, telling me that you have a great rapport with a seller, it really, if it were weighted, I would much rather hear you have the confidence of the seller. So for me, I talk about this a lot with our members, and that, you know, be it that the seller may be upset, the seller is emotional. Um, real rapport to me is just being excellent, having the skill sets to continue to solve problems when things aren't working, and to continue to be able to stand, as I like to say, ten toes on that confidence because you're working the process that well, because you are that firm on, be it the numbers, the amount of time it will take, because usually that's what it boils down to. And I think that that's where I kind of ended up being in a lot of the coaching space that that people tend to lean on me for is, you know, obviously comping and underwriting training. Um, but you know, internally, the more exposure that TU members get to me, the more they're coming to me for these problem-solving skills. Like, what do I do next? So I start to talk to this TU member about what is your dispositions process looked like, you know, like talk to me about, you know, how many sellers have been interested, or excuse me, buyers have been interested, what has been their feedback, things like that. Like these are the things that we want to lean on and we want to have confidence when we're saying, you know, here's the numbers. And you know, this member had sent me the deal. And so I was looking at it and I'm like, this does not match what how how I would basically put together a deal breakdown for an end buyer. Here's why. You know, you have this and the resources. I know you thought that this was a different kind of deal. I said, but at the end of the day, it's vitally important that we hyper focus on giving them the things that they need to get them interested and get into a conversation with them and talk to them about if this is going to be a good fit for them. And so we we talked about you know auditing that. We talked about, you know, where are your KPIs as far as how many buyers have you identified, gone through outreach? So we did basically this audit of the dispositions process, right? And once we did that, I think it gave them a lot of clarity on this is why they're leaning on that initial rapport versus going confidently into these conversations with a seller, and this is why you end up being in a situation where you have this upset seller who you thought you had this really good relationship with, and then the second that you tell them something that they don't want to hear, and you you don't have a conversation structured to where you're going to give them options that they have based on your findings, right? And so I do think that this particular member in this particular story did do a little bit of that, but it wasn't the full big kahuna, in other words. So my recommendation to them was you need to get back on the phones before you talk to the seller again. But if you come to them with a burden of proof, if you come to them with evidence, if you come with them, come to them with options. My guess is that you're going to find that they're going to be a little bit flexible. Now, if you have this buyer at this price, and you give them the option, and because that was kind of the thing, they did have a buyer, but the buyer wasn't going to be able to close for about a week or so after the extension, but the seller had just already gone off so upset about everything. And um I said I guarantee you if you give them that option, um, that and you just tell them, look, I understand you wanted it done by this this time. I'm showing you the contract. Here it is all laid out. I want to continue to do good business with you. I did not want this to come in under the time frame or in under the price that we all thought that it was expected to go at. However, we ran into this and this, and that's not an excuse, but I still want you to know this is the option that we have. And of course, you know, the seller had told him that he was going to go list it significantly higher on the market if this wasn't closed by this date. And I just gave him that advisement keep solving and give them their options. Even though you may have had the conversation where it went drastically downhill, just keep solving this. Keep doing your job, keep building your skill sets, keep having good conversations, and come back and offer them what you've been able to do. And I bet your findings will be that that's a lot more strong than rapport. When you prove that to a seller in these scenarios, you're going to find that they appreciate you, even if they have all determined at this point, because there's all the all the family members were just they were just done with it, right? Um, I think the seller even had said to him, you know, I'm just not in the same situation I was when you sold uh my last place a couple of months ago, which is kind of a little bit sad and insulting because it's like so you're gonna sell all of these properties and you're gonna sell all of them off market, so you don't have to deal with you and have quick, easy closings, cash offers, and you don't have to deal with the realtors yourself now. And and that's that's what the seller was. Now they had some family stuff going on. I believe his wife's health had a little health scare in there during for the first one, and uh, but they had time now that the first one had sold and were literally threatening almost like kind of a handshake deal on future business, uh, were really threatening. And realistically, the member, uh, the TU member just it was very upsetting for them. You know, they got emotional, the seller got emotional, and you know, they weren't having that clarity where they were sitting in the pocket of confidence. They were they were trying to have the conversation now based on everybody's emotions instead of um the facts, the figures, the options, and things like that. So um what it was for me is I had to get down to those key points of the deal, uh, where they were in the process, and and kind of just coach and advise them to just keep solving it, keep doing your job, keep building the skill sets, give them those options and see how it turns out. I think it will surprise you. I think that you won't have this situation where you're, you know, starting to feel this sense of urgency because you're about to, you know, have loss, you're about to have, you know, absence, you're about to have something fall apart. And so they followed my advice. They followed my advice, they followed my coaching. Um, and a short while later, um they were sending me messages about uh the the new scheduled closing date and the signing date for all parties. So they were able to get that that situation handled. And at the end of the day, I think that there was a lot to be learned for those TU member. Um and and and granted, they're they're kind of new to some of these processes, right? Um they are in a place where they are eager, eagerly learning to develop these skill sets in this part of the business. Um, this person is extremely likable. They have a wonderful, you know, kind of warm and inviting, you know, very calm, peaceful personality. Uh even their voice is that way. And he's he's he's such a um such a likable person, you know. Um and this still is really important for his business, it still is really important for the timing and everything. And um, you know, a lot of times RJ and I will talk about staying calm under pressure, staying in that problem-solving mode. And realistically speaking, I think what a lot of people don't, even when you you take that one step of that, they're just not opening it up to every part of the process. Okay, I need to make sure I have the information gathered on what we've done in our process. Um, where are we connecting with buyers? Have we actually uh reached out to? I had this, I had this discussion with my team this week. Did we do we reach out to every potential buyer on planet Earth for this deal? Or were we kind of getting stuck in the mud because we expected the buyer to come from this initial round? Uh, because I have a feeling that uh we haven't reached out to everyone, right? You know, granted, uh on that specific deal that I was talking to my team about, I don't really blame them for having expected to, but even they run into a hiccup there and they're like, Oh my gosh, no, like no, of course we need to go back and and start reaching out to people right here and here and here. And I'm like, okay, well, like, and that's just like normal procedure, right? So, this is one of the reasons that we track those things throughout our dispositions process. Um again, going back to realistically, I think that the thing that I said is you you are kind of regulating the emotional temperature of the conversation by sticking to the framework, sticking to the facts, the figures, the options, and asking the seller, you know, and if they're absolutely still upset, you know, say I completely understand. Here's what I want to do. I want to go ahead and continue this, and I completely understand. If you choose to say we are no longer going to, you know, we're not gonna choose that option, but I'm still gonna present you with your options, and I completely understand why you're upset. It's not going the way you wanted it to go, but I am going to show you, you know, what we drum up and and what we finish out here, you know. The thing about it is, I think one of the game changers for the seller is um possibly just having told him you're you know, you you could experience this on the market um at the higher listing price. And and everything like that. And yeah, I get it. Not everything closes perfectly on the time frame. We thought we were in a great position to get this done. It fell out. We got on it as soon as possible. Completely understand where you're coming from. Trust me, we're not wanting this to take any longer at all. But unfortunately, this is what happened. And we're going to go ahead and get back to work because that's what we do. The amount of confidence that you build back. And then also in your initial conversations, this is why we have the closers formula design the way the way that we have it. This is why the web formula is such an important part of that. Um, and it's not to say you can't have a warm, nice, wonderful conversation or relate to your sellers in a personal way or have good feelings with your sellers. It doesn't mean you have to be a robot or you have to be, you know, super tough and not have a personality. It's not about that at all. In fact, it's the opposite. These things allow you to time and time again. I think that, of course, I have so many, so many sellers who absolutely love and adore me, but they have so much confidence in me because they understand that I am actually doing something that they are not equipped to do, that I am the best person to have this situation. I'm the best person whose hands to put it in. In other words, I don't know if I said that right, but you get what I mean. So um it could it really does help to control that emotional temperature. And building those skill sets, building those language, building the language repertoire, I guess, uh but really building up those problem solving skills with that language, it really makes all of the difference.

SPEAKER_00 24:04

As a matter of fact, I would say a majority of times, you know, people's problems and deals aren't really big problems in a deal to me.

Why Rapport Fails At Closing

Ask Better Questions Under Pressure

The Keep Solving Challenge

SPEAKER_01 24:19

You know, it it's about just you're gonna give them your option. I think a lot of times people count their chickens before they hatch with this, they don't plan on that contract to close phase being um something I think a lot of times people check out once they get a deal under contract and they expect to pass it off to title or pass it off to a JB partner, pass it off to disposition side of the business. Um, and they they just get real excited and then they're like really upset when it doesn't make it to closing because nobody continued to take ownership and solve the problem when there were you know bumps in the road. Whereas we have an approach to it, like we expect there to be things in every phase of the process, and we have you know cloed closing coordination processes set up, things like that, but everyone is still different, and and you still have to apply those problem solving skills, you know, on the disposition side, on on the closing side, through TC stuff, and you still have to do that with the seller. And I think a lot of times people are just not even, you know, they don't talk to their seller for two weeks, and then something comes up and it's like you didn't talk to him for two weeks, you know, all of that amazing rapport you had is gone, it's out the window, right? Um, or a week or something like that. And then they're they're shocked, you know, they don't know how to handle these really hard conversations with these sellers. And you know, my answer to that has always been um your rapport is not what gets you to the closing table. I always say this thing where I'm like, how many uh how many of you are are best friends with one of your sellers now? And I wait. And then I'll be like, how many of your sellers sent you a happy birthday text this year? And then I wait. You know, and it's not that we don't care about these people, it's just that uh you you're not in a transaction with them that long to where typically speaking they're going to end up being a future part of your life. Of course, you want them to have a good sp experience, um, but people are not doing this business with you because they're hoping to find a new BFF. I mean, it's it's really um it they really are expecting you to be excellent at your job. They really are expecting you to have the skill sets that they don't have, and most of uh our country does not have these problem-solving skills in this area and and these skill sets uh to solve these problems, and you know, you continue to build confidence with your sellers throughout the transaction. Um at the end of the day, I think that it is really a kind of I I think RJ says it very succinctly a lot of times, where as I've said it, you you didn't have great rapport, you had fake rapport, and you just stopped trying to continue to solve. So we're constantly encouraging you know our tu members or our team team members to come back when when everything goes sideways, don't stop, don't give up, ask incredible questions. It's one of the things I swear I talk about daily. Learn to ask better questions. And within your business, I think it's really important that you're asking yourself, okay, are there are there any of the options that we haven't tried? Are there any things that we haven't thought of that would, you know, change the direction of this deal? And most of the time the answer is yes. Um, particularly when you add team members on and they're you know they're trained and they get used to the repetitive training. I think that um, like I said, they are going to tend to really think that the that everything is dead on that deal um before they're going to end up going into that problem solving space, right? So I think the better question, aside from asking your team members or asking yourself if it's in your business, um can you stand on 10 toes with this decision or with this next step? It's not about asking, you know, if everything is perfect or if the seller likes you. Um it's more about what is the truth of it. Um sellers and your team, they want to hear the truth uh of what gets the job done. And you know, a lot of times I even see business owners who, you know, they want their team members, they don't want to critique their work. They're really careful about how they say everything. And I'm like, they want to know. Of course, if you're hard on them and you are not nice to them, um, there's a way to do it, but they need to know the truth. They want to know the truth, they want to get better, they want to solve these problems, just like sellers, you know, it's it's vitally important. And so I guess that would be my challenge to everybody as you're working with your team, as you're working with sellers, buyers, title companies, um, asking yourself if you're continuing to solve, are you stopping short of um serving that seller, serving that property, serving your team, serving each other, serving the title companies and the buyers and everybody who's involved in that transaction? Are you serving them by continuing to solve, by continuing to say, these are the options? I think that that is one of the biggest values that that a wholesaler brings to the table. And I think that that's one of the things in our industry that is really missing from a lot of people, um, in the way that they they teach this, the way that they learn this. You know, I I do not think what we do is brain surgery or rocket science. However, operating the business, you know, a lot of people look at this as if it's just flipping paper, and it's so much more than that. And learning the skill sets, it's pretty broad. Um, and I think that that's one of the most valuable things about being a part of TU for people is you know, beyond the the videos, the modules, the frameworks, the the formats, the traditional methods of coaching, is one of the things that I'm proudest of is that people continue to come in there, they continue to ask questions. Um, that there's there's no end to continuing to learn those skill sets, those problem-solving skills, and those questions that you need to ask when you run into a new scenario from the contract to close phase. Uh, you run into a new type of reaction from sellers. So um, yeah. My challenge to you guys is to adopt this principle of just keep solving in your business and encourage everybody that you work with, and that's on your team to do so as well. And that's what I have for today's episode. It was so good to hang out with you guys for a bit. And I look forward to seeing you next time. Make sure you give all the likes and all the hearts. Make this video just pop so much that RJ flips out when he sees how much you guys loved hanging out with me today. Okay? We'll see you next time, guys.