Justin Helms Just Did the IMPOSSIBLE

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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

A Hole In One Shakes Reality

SPEAKER_00 0:03

There are moments in life that make you stop and question everything. The birth of your child, your wedding day, the first time you close a six-figure assignment fee. And apparently, Justin Helms getting a hole in one. Yes, you heard that correctly. Longtime Titanium Investments employee Justin Helms recently got his first hole in one during a round of golf. And I know what you're thinking, but wait. Justin? Yes. That Justin. The same Justin Helms who moves athletically like his body is still buffering. The same Justin, who looks like every sport he ever played was against his will. The same Justin, who, if you watched him swing a golf club, you would immediately assume the golf ball owed him money. That Justin Helms got a hole in one. And honestly, it is shaking the foundations of everything I believe in. Because golf is supposed to be hard. Golf is supposed to reward skill, consistency, rhythm, body control, mental toughness, course management, hand-eyed coordination. And then Justin walked up there and said, nah, watch this. And the ball went in. One swing, one shot, one miracle, one deeply concerning moment for the credibility of the sport of golf. Now, before we go any further, I want to be very clear. Congratulations to Justin. That is genuinely awesome. Hole in one is rare. Most golfers go their entire lives without ever making one, myself included. Some golfers play every weekend for 30 years and never get one. And then Justin, who swings a golf club like he is trying to kill a mosquito with a shovel, steps up and makes one. That's beautiful and inspiring, I guess. But that is also proof that sometimes the universe gets bored and just starts throwing darts.

Lucky Wins Versus Real Skill

SPEAKER_00 2:27

But here's the lesson. Justin making a hole in one does not mean Justin is good at golf. It means Justin made one good golf shot. There is a massive difference. And that is exactly what happens in wholesaling real estate. Somebody gets into wholesaling, they don't understand comps, they do not understand underwriting, they don't understand seller psychology, they don't know how to talk to motivated sellers. They cannot explain the difference between a retail buyer and investor buyer and their own reflection in the mirror. They do not know how to negotiate. They barely know how to pronounce assignment contract. And then somehow they close a $37,000 deal. And all of a sudden, they think they are the Michael Jordan of Distress Real Estate. Nobody, you are Justin Helms on a par three. You hit one good shot. Congratulations. Now go tee up again and let's see what happens next. Because that is where the truth shows up. See, Justin got a hole in one. Amazing moment. Everybody claps, everybody celebrates. Justin probably blacked out emotionally. I'm sure for three minutes he thought he had solved golf. I'm sure he walked back to the cart like, you know, I've always had natural touch around the greens. No, Justin, you have natural confusion around the greens. There is a difference. And do you know what Justin did on the next two par threes after making a hole in one? He hit both shots into the water. Of course he did. Because the golf gods saw that hole in one and immediately said, We need to correct the record. That hole in one was not the beginning of greatness, it was a clerical error. It was a typo in Justin's scorecard of life. The next two bar threes were the universe saying, Let's not let this man get ahead of himself. And that is the wholesaling lesson. A lucky deal can make you money, but it cannot make you skilled. A lucky deal can change your month, but it cannot build your business. A lucky deal can give you confidence. But if you're not careful, it will give you arrogance instead. And arrogance without skill is one of the fastest ways to get embarrassed. It is the guy who closes one deal because a seller randomly called him back, randomly accepted his lowball offer, and randomly had a property with enough equity for him to assign it. Then he gets on Facebook and starts posting things like, just close my first deal, ask me anything, ask you anything, you close one deal. You should still be asking us things. You do not need to start a mentorship, you do not need to have a Google Drive folder of how to wholesale real estate. You need to learn what after repair value means before you start teaching people how to build generational wealth. But this happens all the time. Somebody gets lucky in wholesaling and mistakes the outcome for skill. They think because they made money, they know what they're doing. But the truth is, sometimes you can be bad at this business and still close a deal. And that's the uncomfortable truth. You can be bad at talking to sellers and still close a deal. You could be bad at comps and still close a deal. You could be bad at negotiation, still close a deal. You can be bad at follow-up and dispositions. You can be bad at almost every part of wholesaling and still accidentally stumble into a check. Just like Justin can be bad at golf and still make a hole in one. That does not mean the skill is there. It means the result showed up before the development did. And that is dangerous. Because when the result shows up before the development, people start lying to themselves. They start thinking, I got this. No, you do not. You got one. There is a difference. The market gave you one, the seller gave you one, the buyer bailed you out, your partner carried the file, the title company solved the problem, the dispo guy found the buyer, the lead had so much equity that even your bad math could not ruin it. You did not build a machine, you caught a fish that jumped into the boat. And listen, I'm not hating on lucky deals. I love lucky deals. Take the money, cash the check, celebrate, post a picture, do the little caption. First of many, absolutely.

Can You Do It On Purpose

SPEAKER_00 7:13

But after you celebrate, you better ask yourself the most important question in business. Can I do this again on purpose? That is the question. Not did I make money? Not was it a big assignment fee? Not did people clap for me online? The question is, can I do this again on purpose? Because Justin made a hole in one. But could Justin walk up to the next par three and hit the green? No. He hit it in the water. Then he walked up to the next par three. Could he adjust? Could he repeat the swing? Could he control the face? Could he manage the distance? Could he prove that the first shot was part of a repeatable system? Absolutely. He hit that one in the water too. At that point, the golf ball was not even flying. It was just returning to its home. And that is what happens to a lot of new wholesalers. They close one deal and the next five leads go straight into the water. They overnegotiate water. They comp one wrong in the water. They send a contract to a seller without knowing how to explain the contract. Another one in the water. They lock up a deal too high. Can't move it. Water. They get ghosted by a seller. Never follow up. Water. They tell everybody they are scaling. When they do not even have one consistent lead source. That's not scaling. That is panic with a calendar invite. And the worst part is they do not understand why it is happening. Because in their mind, they already succeeded. They already made the hole in one. They already closed the big deal. So now when things do not work, they blame everything else. The market's bad, buyers are scared, sellers are unrealistic, competition is too high, marketing costs too much, and the algorithm hates me. No. You are just on the next par three. And now we're finding out whether you can actually play. And that is where the business gets real. Wholesaling is not about whether you can get one deal. A lot of people can get one deal. Some people can get one deal through pure luck. Some people can get one deal because they know a cousin, who knows a landlord, who knows a guy behind on taxes. Some people can get one deal because they accidentally mailed the right list at the right time. Some people can get one deal because they called a seller on the exact day that seller was sick of owning the property. But long-term success is not built on accidents. Long-term success is built on skill. It is built on reps. It is built on correction and humility. It is built on being honest enough to say that deal worked, but I do not fully understand why. That one sentence can save your business. Because the beginner says, I closed the deal. The professional says, I close the deal. Now let me break down exactly why it worked, what I did right, what I got lucky on, and what I need to improve. That is the difference. A beginner celebrates the result, a pro studies the result. And that is what I want you to take from Justin's historic athletic anomaly. When Justin made that hole in one, the wrong lesson would have been Justin's good at golf now. The right lesson would have been that was amazing. Now Justin needs to go practice so he can become more consistent. Because let me tell you, he isn't. Because golf does not care about your highlight. Golf cares about your next swing. Wholesaling does not care about your biggest assignment fee. Wholesaling cares about your next conversation, your next comp, your next offer, your next follow-up, your next negotiation, your next deal where everything does not go perfectly. That is where skill matters. Everybody looks good when the seller is motivated, numbers are obvious, the buyer is ready, title is clean, and the deal has a massive spread. That is not where you find out if someone is good. That is the wholesaling hole in one. You find out if someone is good when the seller says, I need to think about it. You find out when the comps are messy. You find out when the buyer starts trying to renegotiate. You find out when the inspection report from your buyer comes back ugly. You find out when the seller wants retail price for a property that smells like raccoon warfare. You find out when the deal is tight, the competition is real, and nobody is coming to save you. That is where the skill shows up. And a lot of people do not want skill. They want another miracle, they want another hole in one. They want to walk up to the T-box of wholesaling, swing with no form, just like Justin, no practice, no plan, no discipline, and watch the ball drop in the cup again. But that's not a business model. That is a prayer request. And listen, prayer is important, but so is knowing how to comp a house. You need both. I see this all the time with people who close early deals. They land something big, and instead of becoming more disciplined, they become less disciplined. They stop tracking KPIs, they stop role-playing, analyzing calls, studying markets, they stop learning from people who are better than them. They start acting like the deal validated every bad habit they have. But lucky success can be worse than failure, because failure gives you feedback. Lucky success can give you delusion. Failure says you need to improve. Lucky success says you might be a genius. And for some of you, that is a very dangerous thought to entertain. Because the moment you think you are better than the reps, you start skipping the reps. The moment you think you are above the fundamentals, you stop practicing the fundamentals. And the moment you stop practicing the fundamentals, your business starts looking like Justin's scorecard after the hole in one. One miracle, then water. Water. Probably a three-putt, maybe a lost ball, definitely a confusing walk back to the cart, and everyone quietly pretending not to notice.

What Consistent Wholesalers Do Differently

SPEAKER_00 13:51

The best wholesalers I know do not build businesses on one lucky shot. They build businesses on repeatable skills. They know the markets, they understand seller motivation, they can hear distress in a conversation, they can ask hard questions without sounding desperate. They know how to make offers that make sense, they know how to explain value, they understand buyer demand, and they know when to push, they know when to shut up. They know when a deal is a deal and when it is just a fantasy with an address. That is skill. Skill is not closing a deal once, skill is closing deals consistently across changing conditions. Skill is being able to look at a lead and know what needs to happen next. Skill is being able to diagnose why a deal died, being able to recreate success. That is the word. Recreate. Can you recreate it? Because if you cannot recreate it, you do not have a system, you have a story. And stories are great. Justin Helms has a story now, and for the rest of his life, Justin gets to say, I made a hole in one, and that's awesome. But if he says it too confidently, somebody needs to ask, What happened on the next two par threes, Justin? That's the follow-up question. That is the truth serum. Because the hole in one is the headline. The next two par threes are the documentary, and that is exactly how you need to examine your business. Do not just look at the deal you close. Look at what happened next. Did you close another one? Did your process improve? Did your conversations get better? Did your underwriting get tighter? Did your follow-up get more consistent? Did your confidence become earned? Or did you just hit one lucky shot and then send everything else into the lake? Because there's a difference between proof and potential. A lucky deal proves something is possible. Consistency proves you're capable. And most people get those two confused. They close one deal and they think they have proof that they are capable. No, you have proof that it is possible. Now you need to become the person who can do it consistently. And that is where the work begins. And that is where most people quit. Because everybody wants the hole in one. Nobody wants the driving range. Everybody wants the assignment fee. Nobody wants the ugly seller calls. Everybody wants the screenshot. Nobody wants to review the call or they sounded nervous, rambled for four minutes, and answered a question nobody asked. Everybody wants to say, I'm a real estate investor. Nobody wants to spend three hours figuring out why their offer was $42,000 too high. But that is the work, and that is how you become great. You become great by being willing to look bad long enough to improve. And that is why Justin is actually the perfect symbol for this lesson. Because Justin looked bad at golf, made one perfect shot, then immediately went bad. Then immediately went back to looking bad at golf. That is honesty. That is data, and that is a full case study. And I appreciate Justin for allowing me to give this teaching moment without knowing he was doing it. We'll give that, we'll call it leadership. Not athletic leadership, obviously, but leadership.

Build Fundamentals Before You Flex

SPEAKER_00 17:25

So here's the message for anyone in wholesaling. Do not let one win convince you that you have mastered the game. Do not let one big assignment fee convince you that you understand the business. Do not let one seller saying yes make you think you are a closer. Do not let one buyer saving your deal make you think you are a dispo machine. Do not let one lucky moment become the reason you stop developing. Because the market has a way of exposing people. Just like the golf course expose Justin immediately. And honestly, I respect the golf course for that. It gave him one moment and then took him right back to reality. That is what business does too. Business will let you win, then it will test whether you learned anything. It will give you a deal, then it will give you objections. It will give you a check, then it will give you silence. It'll give you momentum, then it will give you a seller who says, I talked to my nephew and he said the house is worth twice what you offered. Now we find out who you are. Are you skilled or did you just get lucky? Are you building something or are you chasing another accident? Are you practicing? Or are you just telling people about the one time the ball went in? The goal is not to get lucky, the goal is to get better. The goal is to build repeatable success. The goal is to become so skilled that when opportunity shows up, you do not waste it. Because luck will happen. Luck's part of the game, but luck should be a bonus, not the business plan. Justin's home one was a bonus. Justin's next two shots, those were actually his business plan. And the business plan needs work. So congratulations again to Mr. Justin Helms, a longtime titanium investments employee since he was 19 years old. A man who has now achieved something in golf that many skilled golfers never will. A man who's proven that miracles are real. A man who made one perfect golf shot and then immediately reminded everyone out there why expectations are dangerous. We're proud of you, Justin. We're also confused by you. We're inspired by you. And most importantly, we're going to use your athletic accident to teach wholesalers across America and the world an important lesson. You can suck and still win once, but if you want to win repeatedly, you better develop skill. Because one hole in one does not make you a golfer. One assignment fee does not make you a wholesaler. And one lucky shot in the dart does not mean you know how to aim. So celebrate the win, frame the scorecard, tell the story, post a picture, but after that, get back to work. Because the next par three is coming. And if you're not actually improving, the ball is going right in the water. Just ask Justin.