This Post Said What Most Wholesalers Need to Hear

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Transcript

Responsibility To Solve Seller Problems

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What is our responsibility when we reach out to a motivated seller to determine what is their motivation and problem that they are trying to resolve by selling their real estate? And when we do that, we are then trying to determine if it's a good deal for our end buyer and for us as a wholesaler to profit. That's our responsibility. It's as simple as that. Now, when we reach out to sellers and we prioritize other things other than that, we are making a mistake. It cost us deals. Now, there was a post inside of the vault over the weekend that blew my mind at the responses, the negativity to this post, because I thought the post was fantastic. And I'm going to show it to you guys here in a second. But I thought the post was fantastic because the message there clearly was prioritize taking care of the seller. How do we do that? What do we offer sellers? Speed, convenience, and certainty. So when you eliminate speed, convenience, and certainty, are we doing our job? No. It's as simple as that. And I get it. Sometimes we're newer and we're questioning ourselves of whether we understand the numbers or whether or not this deal is going to be good, or maybe even a prior seller had lied to you about the condition of a property. And so then you determine to make a pivot in your business to go get pictures of a property before you get it under contract. But when you do that, you are sacrificing what you bring to the table: speed, convenience, certainty. So this post by Miss Leslie Robinson. Newbies, contract first, then pictures. I apologize to the wholesaler that gave a verbal offer to a seller yesterday and scheduled time for photos. While you were taking photos with a deal that wasn't under contract, I called your seller and closed them in the same afternoon for$20,000 less. Time kills deals. There's a reason why we lock up first and get photos after. This is a competitive market. Don't think that rapport is all you need. You also need speed, certainty, and confidence. I've had deals slip away from me too for the same reasons. So I'm not better than anyone. It's just a hard lesson to learn. First and foremost, thank you to Leslie for making this post. To the negativity, the negative responses. I think you're missing the point here. One, this was a value add post. This is Leslie saying, I learned this the hard way. And now I'm listening to the things that RJ, through his wisdom, his experience, going through this exact same process of both the winning and losing side has taught me to do otherwise. It was two years ago when I made the video Time Kills All Deals. Leslie has been watching me through that, listening, writing down these notes and saying, time kills all deals. Get contract, then pictures. Why? Because there's no point in going to get pictures of a property that you do not have any equitable interest in. You're wasting your time. Your business will not be efficient, and the competition will come in and eat you. This is something everyone needs to understand. This is a dog eat dog world. It's whoever's going to move fast and with certainty that is going to win at the end of the day. So if you're analyzing the numbers and you don't believe in it or you don't believe in the seller, then be honest about that. But when you aren't, and you decide to kick the can down the road 48 hours, well, then that's when Leslie Robinson comes in and says, I'll move with confidence, I'll move with speed. And then not only that, I will also figure out what the seller's true motivation is, what their true needs are, and I'll get it for$20,000 less. Because that's what's important for the seller. And that's what she did. And so the negativity that came out was you know, this could come back to bite you. And it'd be a shame if the deal fell apart. Is this supposed to be a flex? I don't understand what you're trying to point at. There was plenty that she was pointing out and a ton of value that was missed by the wholesaling industry that read that and looked at it as she was bragging about something. She wasn't bragging. She's saying, hey, I'm coming in and I'm doing my job. Don't be this wholesaler. I shouldn't have gotten this deal. The other person who got to the lead first should have actually gotten the signed contract. That was the value that she was bringing. So after making the post and a bunch of comments on there, including mine, she made a response. She said, Wow, folks, almost everyone missed the point. Couldn't agree more, Leslie. Let me explain further, which she didn't need to because I thought her post clearly explained it. One, this was a cold call lead, not a PPL lead. I don't think she needed to defend herself in that regard. But she's just explaining what she did for lead generation, which is irrelevant. It does not matter what the lead generation tactic was. I never had met this wholesaler in my life, LOL, which I don't know why people assume that she had met this wholesaler and stolen the deal. That was ludicrous. Two, called the seller and went through a discovery process, don't report. Three, determine what the seller needed, not wanted. Again, more pure value from Leslie explaining how to be a good wholesaler. All things that I've learned by being in this group and watching the pros. Thank you, Leslie. Four, I gave my offer. Seller initially rejected it because they had another verbal offer. Competition. No contract was signed with the other wholesaler. He hadn't even accepted the verbal offer yet. They were competing against me the same way I was competing against them. Facts. Either you get to eat or they get to eat. And at the end of the day, it is your responsibility to make sure that you eat. Exactly. Number five, determined that the seller needed certainty and speed. The other wholesaler was scheduling photos in two days, and he wanted to get it done then. Time kills deals. Six, found out what was important to him, the seller, and locked it up. He wanted the certainty that day more than down the line. I've had people move faster on me all of the time, and I've lost deals because of it. This time I didn't. Lesson learned. I think I struck a nerve with some of you, and I appreciate the feedback, but all I meant for the post is move fast. That's it. That's all. Thank you to RJ and Caesar for your support. Much appreciated. Have a great week out there. So, first thing, Leslie, I hope you watch this video. You did nothing wrong, and you did everything right by the book, textbook. The other person did not have a signed contract. They had no equitable interest. In fact, all they had done at this point was place a vague lead generation call, made an offer, and then said, 48 hours from now, I will come out and tell you if I will stand up to my agreed price, my offer. What does that lack? Certainty. What else does it lack? Speed. This means you have all of the right in the world to come in and win. That is your job. You are a business owner. If you are not ruthless in this moment, then in the long run, you will lose. Now I had another sweetheart that she she commented back and forth with me, and she said, I would have tried to reach out to that other wholesaler and tried to mentor them through them, through this process. I appreciate that the kindness and the transparency there, but we can't do that. Almost every deal has spoken to another investor, realtor, in buyer to some degree. So we can't sit there and reach out to every single person and try to hold their hand and mentor them through this process. It's why I make YouTube videos just like this. It's why I have the podcast. For eight years, I've been saying things like this. How did Leslie know to act this way? One, she's experienced the negative side of this. She has lost deals and leads because the competition came in and eight. She also has been watching my YouTube videos for years, being a part of the vault for free, and listening to me say, time kills all deals. Move with speed and certainty. Give the seller that confidence that you are their solution. And that's what she did. And that's why she ended up with the opportunity now to profit off of that contract. That is her job. She gave the seller what they needed. And in return, she stands to make money, and the competition does not. This is not a negative thing. There should have been no blowback whatsoever on that post. And quite frankly, I think a lot of people made assumptions on there, which stands out to me because I think that's what we do horribly wrong in this industry across the board. We make assumptions with sellers, we make assumptions with other wholesalers, we make assumptions about this industry as a whole. Are there shady people out there? Yes. Do some sellers lie? Yes, some sellers actually tell the truth. Having a process where you set proper expectations makes all the difference in the world. When you go through this and you truly determine what the seller needs and you offer that with speed and convenience and certainty, that's where you end up winning. When you set the expectations of what your process is going to look like, that's where you get signed contracts. But when you waver off of that and you move back and forth to say, well, I need 48 hours to come out and take pictures, that's where you lose. My response to Leslie was the other wholesaler, the biggest mistake that they've ever made is they didn't watch enough of my YouTube videos. Because they would have known that I would have taught them differently than that. We never do that on any of our deals. However, anytime that our competition does do that, we absolutely go out and we beat them. First of all, a verbal offer that was not accepted, and you're scheduling photos, you're running a horribly inefficient business that's going to waste time, money, effort, energy, and resources. Do not be that wholesaler, but absolutely be Leslie Robinson. She did everything right. And so, yeah, you did get some negative feedback on that post. But not from me, Leslie. Not from someone that has successfully been able to create their own reality through wholesaling real estate for over a decade now. Not someone that has closed deals in all 50 states, approaching, I don't even know that it's getting close to 3,000, if not above it, deals in all 50 states. So someone that has been in this game and has been on both sides of this type of transaction, you did the right thing and you should be proud of yourself. Do it again today, do it again tomorrow, and do it again moving forward. Do not waver because the competition that is weak and sucks says you did the wrong thing because you did not. I am proud of you. Keep doing what you're doing. I hope to have you inside of the TU family soon because that is exactly what we teach to do. Move with speed and convenience and certainty and have a process and keep in the forefront of our minds the most important thing. Solving the seller's problem. And by doing that, we stand to profit off of that deal. I welcome all the comments, all the feedback. If you disagree, let me know. If you agree, let me know, but also give Leslie a shout out in the post. Regardless, show me some love, like today's video. We'll see you guys tomorrow.