These 4 Mistakes Are Costing You Deals Right Now

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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
Closed deals in all 50 states
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​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

The Hidden Reason Deals Slip

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So you say you want to get better on seller calls, but when was the last time you actually listened to one? Not thought about it, not replayed the conversation in your head while driving home, not told yourself, yeah, I think that call went pretty good. I mean, you actually sat down, hit play, and listened to every word and asked yourself the uncomfortable question, where did I lose this deal? Most wholesalers never do that. And that is exactly why they stay stuck. Because some of you don't have a lead problem, you don't have a market problem, you don't have a seller problem, you have a listening problem, you have a call control problem, you have a you keep making the same mistake and you don't even know it problem. Kobe Bryant watched film, Tom Brady watched film. The greatest athletes in the world, people who were already elite at what they did, spend the hours reviewing their own performance. Every decision, every mistake, every missed opportunity. And most wholesalers, they've never reviewed a single seller call. They just keep dialing and hoping the next one magically goes different. It won't, not until you look at the tape. Most wholesalers operate under this belief that if they just take more calls, they'll automatically get better. More reps equals more skill. And look, reps matter, you have to be in the game. But reps without review is how you spend two years making the exact same mistakes on call number 400 that you were making on call number four. I see it all the time. A wholesaler will tell me, RJ, I've taken 200 seller calls this year and I'm still not locking up deals. And then I'll listen to one of their calls, and within five minutes, if I'm being generous, it's obvious why. They're asking leading questions, they're talking when they should be listening, they're jumping their price way too early, they're missing motivation cues that are screaming at them. The seller is giving them the answer key, and they're too busy trying to sound like an investor to actually hear it. And the scary part? They have no idea they're doing any of it because nobody ever told them. So they keep dialing, keep taking calls, and keep blaming the leads, keep blaming the market, and keep blaming sellers. But the problem is sitting right there on the recording. They just refuse to listen to it. So let's talk about how to actually review your own calls. Because most people, when I tell them to do this, they'll go to listen to a call and just feel bad about how they sounded. That's not reviewing a call, that's just cringing at yourself. Review is not sitting there saying, Man, I sound awkward. Review is asking, where did I talk too much? Where did I miss the motivation? Where did I rush the offer price? Where did I fail to ask the next question? That is how you get better. So here are the four things I want you listening for. The first thing, your talk-to-listen ratio. Go back to your last five seller calls and pay attention to who is talking more. If you're doing more than 30% of the talking during the discovery portion of that call, you're killing your deals before they even start. Sellers will tell you everything you need to know if you shut up long enough to let them. Your job on a seller call is not to impress them with how much you know about wholesaling in real estate. Your job is to understand their situation better than they do. And a lot of wholesalers can't do that because they're too busy proving they know what they're talking about. They interrupt, they overexplain, they answer questions the seller didn't ask. They start pitching before they even understand the problem. That's not closing, that's insecurity with a phone number. The second thing is listen for motivation. This is where deals are made. When a seller says something like, I just want to be done with this property, or my sister's been on me about this for months, or I'm tired of dealing with tenants. Finally, I don't even go buy the house anymore. That is gold, and that is the real reason they are going to sell. But most wholesalers hear that and skip right past it. The seller says, I just need this off my plate before my brother gets involved. And the wholesaler says, Okay, so what price were you thinking? That right there is where the deal died. Not because the seller gave a bad price and not because the lead was trash. The deal died because the seller handed you the real motivation and you ignored it. You should have slowed down. You should have said, tell me more about that. What happens if your brother gets involved? How long has this been weighing on you? What is being done with this actually look like for you? That is where the conversation becomes real. That is where the seller stops seeing you as another random investor or wholesaler and start seeing you as the person who actually understands what they're trying to solve. The third thing, watch how you handle the price conversation. And this is where most deals die. Go listen to the exact moment you bring up price and ask yourself, did I set this up properly? Did I give the seller context? Did I talk through the condition? Did I talk through comparable sales? Did I talk through what investors actually have to account for? And did I prepare them for the reality of the offer? Or did I just get nervous, blurt out a number, defend the offer, and hope they said yes? Because that's what a lot of you are doing. You're rushing the most important part of the call because you're uncomfortable. And when you are uncomfortable, the seller feels it. If you sound nervous about your number, why would they feel confident accepting it? If you sound like you're hoping they get mad, they're probably going to get defensive. Price cannot feel like a surprise attack. It has to feel like the logical conclusion of the conversation you just had. And if it doesn't, that's on you. The fourth thing, listen for what you did not ask. And this is the one most people skip. A lot of times, the biggest mistake on a call is not something you said, it's the question you should have asked and didn't. The seller mentions their timeline and you don't dig in. They mention another family member is involved and you don't ask who has decision-making power. They mention repairs and you don't ask how long the property has been sitting like that. They mention they had another offer and you don't ask what happened with it. They mention they're tired, stressed, overwhelmed, or just want to move on, and you let it pass. Those missed questions are expensive. That is the difference between a seller feeling understood and a seller feeling processed. And sellers do not sign contracts with people who make them feel processed. They sign with the person who understands the problem, understands the pressure, and can provide the cleanest path to the outcome they actually want. So those are the four things: talk-to-listen ratio, motivation cues, the price conversation setup, and the questions you did not ask. You can grab any one of your recent calls right now, review it against those four things, and I promise you you will find something to fix. Now, here's where I've got to be straight with you. Self-review will make you better. It absolutely will. But there is a ceiling on it because you don't know what you don't know. You can't catch the mistakes you don't recognize as mistakes. You may listen to a call and think, I handled that pretty well. But someone with experience hears it and says, No, you lost the deal right there. That pause you talked over, that was the seller thinking. That objection you answered too fast, that was the seller testing whether you actually believed what you were saying. That random comment about their sister, their tenant, the timeline, or their stress, that was the whole deal. You just didn't know how to hear it yet. And that's why Kobe had Phil Jackson breaking down film with them. That's why Brady had Belichick. The best in the world don't review their tape alone. They do it with someone who has already been where they are trying to go. For a wholesaler, that means having someone who has actually closed real deals, sit down with your calls, and show you what you're missing. Not some random guru who talks about wholesaling, not someone who read a sales book and made a course, someone who actually does this business. And that's one of the main reasons we do live seller call reviews every single week inside of Titanium University. Our members send in their calls, and I personally break them down live with the entire community watching. We dig into the exact moments where the deal was won or lost, what they said, what they didn't say, where they rushed, where they hesitated, where they missed motivation, where they left money on the table, and where they nailed it. And the reason it works isn't just because I'm pointing stuff out, it's because every other wholesaler on that call is learning from mistakes they haven't even made yet. Someone else's painful review becomes your free lesson. You hear a call get broken down and suddenly realize I do that too. And that is when growth happens. Not when you pretend every call went fine, not when you blame the lead, and not when you tell yourself the seller was never going to sell anyway. Growth happens when you are willing to look at the tape and hear the truth. It is uncomfortable, but not nearly as uncomfortable as sucking at closing for years on end with no explanation. So if you're tired of taking the same kind of call over and over again, if you're tired of wondering why sellers ghost you, if you're tired of hearing, I need to think about it, if you're tired of blaming the leads when deep down you know your conversations could be better, then stop guessing. Get your calls reviewed by me. They do call me the king closer for a reason. So book a call with my team. We'll walk you through exactly how Titanium University works, how the live call reviews work, and whether it makes sense for where you are in your business right now. Because more calls alone will not save you. Better calls will. And better calls come from better review. So the link is down below. Let's talk to my team. Hope to see you inside of Titanium University very soon.