Titanium University Calls PropertyLeads LIVE With Jerry Norton & RJ Bates III

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Trained thousands of wholesalers to close more deals

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Transcript

Welcome And Live Call Format

SPEAKER_03 0:03

What's going on, everybody? Welcome to the King Closers Formula. I'm the King Closer and I'm with my buddy, Mr. Jerry Norton. What's on? What's going on, Jerry?

SPEAKER_23 0:12

Not much. Excited to be here. This is really fun thing that you and I do. We've done it one other time. We're well overdue, but really excited to uh get on the phones.

SPEAKER_03 0:22

Yeah, so today Jerry and I are just going to be coaching. We're or listening, actually. We've got an easy job today. Next week. Next week, Jerry and I are going to call sellers. This week we're bringing on Titanium University members. They're going to be the ones that are going to be calling the property leads live for you guys. And then afterwards, Jerry and I will give a little bit of coaching or thoughts and feedback on the seller call. Shout out to Property Leads for providing us with the leads today. Looks like we've got about 45 leads to go through. We're going to have four to five different callers. So that being said, we're just going to go ahead and get started. We're going

Ken Starts Dialing And Sets Callbacks

SPEAKER_03 1:12

to actually gonna start with let's start with Ken. Ken, are you ready? Ken said, Oh man, you're going to start with me. All right. What's up, Mr. Ken Smoot? Good afternoon. How are you doing today? I'm doing good. You excited?

SPEAKER_04 1:31

Yes, I am. Ready to uh see if we can get something done today.

SPEAKER_03 1:36

All right. So you've been on here a couple of other times. Uh the first time you were on here, wasn't it with have you been on here with Jerry before?

SPEAKER_04 1:44

Yeah. Um, it wasn't a live, that was for an implementation call. But um the video that prompted me to want to get into you was because you guys did something like this. And I saw the students come on and I said, you know what, if they can do it, this is a community I need to be in. So you're right.

SPEAKER_03 1:59

There you go. I love it. Full circle moment for you right here. Now you're the guy. So all right, well, it's your turn to go inspire somebody else to hop into TU today. So uh got the spreadsheet, you you get the the most ideal spot. You get to pick whatever lead you want to call. Now, listen, Jerry and I have proven that when you try to cherry pick, um normally we're wrong. Like Jerry and I have regularly picked the wrong ones early on, and then like an hour and a half in, we get the lay down, and we're like, we passed on that like 20 times.

SPEAKER_23 2:37

Uh so which was the show, which goes to show, RJ. Just do the calls, guys. Don't get hung up on you know what the motivation is or whatever. I stopped worrying about any of that, just call on the list. That's all.

SPEAKER_03 2:50

So that being said, Ken, I gotta ask you, how are you gonna pick your lead?

SPEAKER_04 2:56

I'm gonna just start from the top.

SPEAKER_03 2:58

Oh, okay. He's gonna start from the top. All right, well, far away, far away, man. Let's get it going.

SPEAKER_23 3:07

Now, while he's uh while he's dialing, RJ, uh, can you and I chit chat? Yeah. So when you look at these, you know, they property leads provides the reason for selling. So when they pre-qualify, you know, they find out. I think there's a there must be a drop-down menu of like, I don't know, seven or eight different options.

SPEAKER_04 3:27

Hey, good afternoon. Is this Wanda?

SPEAKER_14 3:29

Who's this?

SPEAKER_04 3:30

Hey, my name is Ken. You actually submitted a form on my website about a property you're looking to sell on Cedar Lane.

SPEAKER_09 3:36

Yeah, but hey, I'm at work right now. Um, let me can I call you back on about 15 minutes or so?

SPEAKER_04 3:41

About 15 minutes or so, absolutely.

SPEAKER_09 3:44

All right, now where you're calling from?

SPEAKER_04 3:46

Yes, please.

unknown 3:48

All right, all right, thank you.

SPEAKER_03 3:51

All right, keep going. Hey, one for one on the connection rate though.

SPEAKER_04 3:56

Yes.

SPEAKER_03 3:57

I I saw that there was a post in uh the vault yesterday. People were asking about lower connection rates, and that has been across the board. It's not forward it to an automated voice.

SPEAKER_04 4:13

No voicemail, just keep dialing.

SPEAKER_03 4:15

You can leave voicemail. Callbacks are powerful, man. Okay. Jerry, have you also seen connection rates across the board kind of taking a dip?

SPEAKER_23 4:26

Um, yeah, I think so. I think so. Uh not only that, but hey, good afternoon.

SPEAKER_04 4:32

This is Dave. Hey Dave, this is Ken giving you a call. You just uh sent me the form on my website about a property you're looking to sell on Cherry Street.

SPEAKER_07 4:43

Yeah, but could I call back or could you call me back after five? I'm at work right now.

SPEAKER_04 4:48

I sure can. Um, how's about 5.15? Good for you?

SPEAKER_18 4:53

Uh 5.30. That way I'm home by then.

SPEAKER_04 4:55

About 5 30. All right, sounds good. We'll do. Thank you.

SPEAKER_18 4:58

Thanks.

SPEAKER_23 5:00

Ken, uh, one thought too is I always tell sellers if I don't answer, text me. Okay. Um, because you might be on the phone or something, and I I hate when then they don't they don't leave anything, and now you're kind of wondering or whatever. Yeah.

SPEAKER_03 5:17

That's two for two on the connection rate right there. Uh and and the other thing I would say there, Ken, is I always like to just ask them real quick, just just for my sake of mine, did you have an ASCII price? Just to get that, because then it's like when we go into it, you could kind of already know if it's a really good deal, what the price is. You could kind of comp and underwrite it a little bit before knowing that you're gonna speak to them at 515.

SPEAKER_23 5:47

And uh, what I've seen, RJ, is when people say, I gotta go, I can't talk right now. If you ask like that one little before-you go question, sometimes they just keep talking and you end up having a 20-minute conversation anyway, because it's actually not true. They're at work, but they're not working, or you know, they just sort of loosen up sometimes. Right.

SPEAKER_04 6:07

Thank you for that. That's one thing, too. I know um when we had a one-on-one a few weeks back, RJ. We were talking about um my connection rates being low because I was calling like some older leads. I will say, since I've kind of gotten back into property leads over the last week and a half or so, I have gotten much better connection rates.

SPEAKER_03 6:23

So love it. Keep going, man. Those don't count. We ain't we ain't kicking it off or just saying they're at work.

SPEAKER_23 6:32

Yeah, uh, another thought, RJ, I'd love to hear your opinion on this.

SPEAKER_04 6:36

Oh, this is that first seller calling back, actually.

Ken Talks Price And Loses Rapport

SPEAKER_04 6:38

All right, hey, good afternoon, Wanda. Thanks for returning my car. Yes, this was about the property you're looking to sell over on Cedar Lane.

SPEAKER_18 6:52

Yeah, all right. Are you do you buying houses or are you no ma'am?

SPEAKER_04 6:58

I will be looking to buy this property from you.

SPEAKER_18 7:01

Okay.

SPEAKER_04 7:01

All right.

SPEAKER_18 7:02

Well, we're asking $5.45 and no less than that.

SPEAKER_04 7:05

$545, no less than that. All right. What's got you looking to sell it? What's got you looking to sell it?

SPEAKER_18 7:14

We have another property that's a little smaller and uh we like it down size.

SPEAKER_04 7:20

Well, if you already have uh the other property, um, what's stopping you from holding on to this one? I said, since you already have the other property, what's stopping you from holding on to this one?

SPEAKER_18 7:33

Do it right now?

SPEAKER_04 7:34

From holding on to this property. Why don't you want to keep it?

SPEAKER_18 7:38

Um, I don't want to know. It's like uh 30 or 40 minutes away. I don't want to rent it. I'm already doing it in the other one.

SPEAKER_04 7:49

You say it's about 34 minutes away from where you live?

SPEAKER_18 7:53

40 minutes.

unknown 7:55

Okay.

SPEAKER_18 7:56

About 40 minutes away.

SPEAKER_04 8:01

How'd you come up with that price of uh 545?

SPEAKER_19 8:08

So it would say a lot less than what it was value for.

SPEAKER_04 8:12

Why don't you want the full market value for it?

SPEAKER_19 8:18

Well that's giving you guys a breaking.

SPEAKER_04 8:22

Oh no, I'll take a discount if I can get it.

SPEAKER_18 8:26

Okay.

SPEAKER_04 8:31

I'm just curious what's um there's nothing wrong with it. Okay, so if that's the case, what's got you looking to sell it to an investor instead of uh listing it on the market and getting it at full value?

SPEAKER_18 8:49

Are you interested or not? I'm not here to answer.

SPEAKER_04 8:52

I am interested. I'm interested in purchasing an investment property. Yes, I'm interested in purchasing an investment property, um, not at full market value because that's the opposite of when you have an investment. Okay. Well, I wish you the best with your uh search for a buyer, okay?

Coaching Ken On Tone And Discovery

SPEAKER_03 9:20

RJ, you're muted. I'd say I said, Jerry, I'll let you give your feedback there.

SPEAKER_23 9:25

Okay. Well, so what happened? I kind of lost that at the end there. What happened at the end there? Why why did we let go of the deal? I mean, she got she got all butthurt over you asking her questions, but why did you let her go and say, okay, I'll see you later?

SPEAKER_04 9:41

Um, she didn't seem that motivated. She didn't want to sell it below that price there. She had no real reason for not listing it. Um I guess she really wanted to uh to sell it. She would, you know, she would have kind of engaged a little bit more.

SPEAKER_01 9:54

Did you look up if 545 is up in the clouds, or what where what if that was a good price?

SPEAKER_04 10:05

She said that the retail volume was about 590. So I know it wasn't that much of a discount, you know. I had to start a comping and trying to delay my comping process because uh I usually tend to get into the numbers too quickly.

SPEAKER_23 10:18

Yeah, so okay, so one thought I do just to get a reference is I immediately when they give me a price and I connect with somebody on the phone, is I'm gonna Google that. You can look it up in any comping software, but I just want to see what like the Zillow number is, and if we're if if everybody's kind of speaking the same language. So if she says 545, Zillow says 590, you know, they're coming out with a retail number pretty close to retail or slightly below retail. But um, you got to remember a lot of sellers lead out with a number, and that's not actually their bottom line, which is why we do discovery and try to get to the bottom of it. I think, I think maybe where a disconnect happened was you're asking her questions, but it she took it as you questioning her decisions and her reasoning, kind of like calling her out as to why she's doing something. And you gotta be careful with that because if a seller feels like you're drilling them or you're like or they're feeling threatened, like you're you're kind of calling them out on making bad choices around what they're doing, wall goes up, they close down, they don't want to talk to you anymore, and you see that kind of shutdown happening. So, like in the beginning, you know, asking questions are good, but like, why aren't you listening with a native? Why aren't you? And you kind of kept on her about, hey, what you're doing doesn't make sense to me. And she took offense to that. So, you know, when she says 545, you know, you might want to say, hey, I don't know if I can do that number. I'm glad to take a look and dig into this, you know. And then that next question that needs to be sensitive, it can't be careful that you're not putting her on the spot or kind of making her feel like you're backing her into a corner. Does that make sense? And she, whether you meant to or not, I mean you didn't mean to, but whether that was the intention, that's how she took it. And um, you know, you got to be really sensitive to read the seller. When the seller starts, because she started giving you a little pushback, like she you could tell she was put out answering your question. Um, don't keep drilling down. That's when you kind of loosen up and go, okay, I gotta, I gotta be funny, I gotta be nice, I gotta try to get her to feel a little more safe with me before I start questioning her motives and and going down that route. You know, so like one way to divert away from that is just say, Oh, why don't you tell me a little bit about the property? That's a non-threatening question. It gets them talking a little bit more, they loosen up a little bit more. Now, that may not be the information you're looking for. You may be looking for, why are you even why are you at that number? Why are you keeping this home? You know, those type of things. Um, I don't, I don't know the real value. And very early on, asking, you know, why are you holding on to it? You know, I think it's it maybe that's helpful to get a little bit of like, well, what's the motivation here? But um again, just be a little bit sensitive that you're not drilling, drilling her on her, on her decision making, right? So those were kind of some of those things. And then um, when she when she said, I'm not here to answer a thousand questions, are you a buyer or not? Uh you immediately fired back, yeah, I'm a buyer. So you kind of came across a little, you came across a little defensive. Um, and I'd be careful of that. No matter what a seller says, none of it's ever offensive to us, right? Like, because we this is what we do. So it's there's nothing a seller could say to you that's that's gonna offend you or hurt your feelings. Now that's not the opposite. You say the wrong one wrong thing, and now they're offended and they're all, you know, that because they're emotional, but we're not. We're not emotional or we shouldn't be emotional. So then you would then I what I would have done is I'd have taken a step back and say, hey, I'm sorry, I didn't mean to offend you. You know, I talk to sellers every day like this. I'm I'm really just trying to understand where you're coming from. I didn't mean to, I didn't mean to come, I didn't mean to offend you there, you know, and and sort of kind of like backpedal a little bit to to see if she'll come back around to like opening up to you, you know, rather than be defensive and say, Well, yeah, I'm a buyer, of course I'm a buyer, you know, or you know, come across that way. Um, anyway, those are a couple thoughts I had. Yeah.

SPEAKER_03 14:20

On on uh I'll take it a little bit of a different route. Um, since Jerry, you kind of touched base on those, and I I agree with kind of the the tone of the call was like y'all were you y'all were very like kind of butting heads, and and you do want to find a uh a common ground that y'all can have a conversation about, and and that didn't happen, and I thought it could have happened pretty easily, Ken. Um did you ever get this pulled up on Zillow or in a in a comping software?

SPEAKER_04 14:56

No, I had it typed in on Prop Stream, but I was more so engaging with her. And once she like once she said that she um wasn't really going to budge on that price, I figured it was she already had told me that it was close to the market value, you know. I do see in Zillow that it was just listed at $5.99, you know, and it didn't list for them as well.

SPEAKER_03 15:18

That that's your talking point. That's why I asked you, did you get this pulled up? Because I agree, I didn't see the value in the question of why wouldn't you just hold on to this? I mean, honestly, Ken, think about the question that you asked. You have another property, why wouldn't you want to hold on to this half million dollar property? Because I want my half million dollars. That's why. What do you mean? I mean, give me my give me my $545,000. I want to go live the rest of my life. The question should have been all right, so you're asking $545. I see that August of last year, or actually August of 2024, you listed this for $600,000 and it didn't sell. Talk to me about that. What happened? What was the feedback? Because if she would have sold it at $600, which it didn't sell, so she wasn't gonna get $600, she probably wasn't even gonna get $550. Because if someone was willing to offer $550, they would have offered it.

SPEAKER_23 16:21

So if you and she certainly wouldn't have net $550 after commissions and closing fees, that's what I was gonna say.

SPEAKER_03 16:27

So you weren't gonna get $600, you wouldn't get you were gonna get less. Then we subtract the commissions. You're actually asking more than what you were going to net when it was listed in 2024, and it didn't sell, but I see that you bought this in 2023 for $430. So how has the property increased the value? These are the questions that I would have been asking. Because remember, when the price is incorrect, and I agree, I didn't sense any motivation, okay? But when the price is incorrect, we want to get educated by the seller on their thought process behind it. You did that to a certain degree. How'd you come up with that number? It's valued at 590. So I'm discounting it to 545. Okay. But you bought it for 430. How is it worth 545 now? Is that just tax assessed value? Did you get an actual appraisal down? You listed it. Did you get any offers? These are the questions that you could have asked at the end of the day, Ken. That wasn't gonna go anywhere. And as much as I love the gung-ho attitude at the beginning, there is a gamification to everything. I love playing games. Do you like playing games, Ken? I do. All right. So you you just played a game. You were handed a spreadsheet of 45 leads to choose from. You could have chosen anyone. You said, I'm gonna start at the top and just work my way down. Basically saying, I'm a closer. It doesn't matter. I just work the leads. What Jerry said. Unfortunately, you fucked around and you found out. The top lead that you got you got to talk to said, none, no repairs needed, TV commercial ready. My reason for selling is sell without a real estate agent. Every time I read those, that screams probably not a motivated seller to sell a house for a discount. But you could have gone on here and seen full gut needs everything, sell without a real estate agent. That sounds like they probably know that they need to sell for a discount, right? So on the gamification side, probably not the best of decisions there. I like the the confidence though. You were kind of like speaking into existence. Also, in real life, you just call the leads as they come in, right? Ken, I've told you this time and time again. I think you're highly talented. There are just some things that you need to work on in regards to the language that you use and the thought process. I think when it comes to this, uh you probably need to think a little bit less and just be a little bit more reactionary to what the seller is saying. Um, I think one of the things that Jerry and I both do really well is we slow down and we kind of just think it out loud. Like we'll we'll just look at it and be like, so you want 545 and you listed this a year and a half ago for 600? That doesn't make much sense. And we would say it like that, kind of like humorous, like that doesn't make a whole lot of sense, right? And maybe we do get hung up on we both have on these live streams, but we've also seen us both get six-figure price drops from asking those types of questions.

SPEAKER_23 19:57

And uh, I I would add, RJ, I mean, at the end of the day, when we do these calls, guys, with Ken, if you take this seller right now, what is the likelihood that if and when she gets motivated, even if it's six months, a year from now, that she calls back Ken when it's time? Right now it's zero. But if you leave on a good note, if you leave this on a good note where where, hey, maybe we can't come to an agreement, but man, if something changes, call me. I'd love to help you out. There's a there's a remote chance that that seller calls you back in the future. And we all we want to leave every call with the door open with the hope in our mind that if I have enough of these conversations and I do this every single day, I'm going to get callbacks when these sellers finally get motivated. I mean, I see comments that are like, oh, I get leads like that all the time. Oh, that's a horrible lead. That's not a horrible lead. You're just in the you're just early in the process to a seller being motivated. At some point in time, this lady's gonna wake up, she's gonna be ready to sell, and she's gonna call somebody. Maybe it's an agent, maybe it's you. She's going to call somebody or do something more proactive, get more real about selling this property. I want to make it so that when that's when that moment comes in time, they think, oh yeah, I talked to this guy, Jerry. I saved him in my phone. I'm gonna call that guy because I had a great conversation. I don't remember what we talked about, but I remember I liked him, I trusted him. I felt like we were, you know, we had a real good conversation. That's every call needs to end that way if you want if you're playing the long game. Right.

SPEAKER_03 21:29

There has to be a solution there, Ken. You didn't find her problem and you didn't offer her a solution. That's the the key there. Every call has to end with some sort of solution there. And in reality, when she said there's nothing wrong with the property, if there was nothing wrong with the property and it was valued at 590, she would have gotten 590. So that's where you should have tried to find out what is the true issue as to why your house isn't selling. You said, Why are you trying to sell this house to an Investor. She doesn't know. She just wants her money. That's all she knows. She saw an ad, she clicked on it. She was hoping you were going to say yes to 545. That's it. So again, I hate that it went down this way because I wanted to see you have a true conversation there. So here's what I want to do: hang around. If we still got fresh leads at the end, we'll bring you back to try to get a more solid call in. Okay.

SPEAKER_04 22:29

All right, sounds good. Thank you. Thank you both.

SPEAKER_03 22:31

All right. See

Steven Faces A Wild Price Gap

SPEAKER_03 22:32

you, man. All right, let's bring up our next caller, Steven. What's going on, brother?

SPEAKER_22 22:40

Hey RJ. Good to see you. Good to see you. Oh, yeah, you bet I'm ready. You want to hear something crazy? Yeah. So um Caesar Lacosta, he does uh he does call reviews, I think, every Monday. Um, and right before joining TU, I did a review with him just for kicks. And I think Ken Ken did a review with Caesar the week prior.

SPEAKER_03 23:04

So here I am again following right after Ken. There you go. All right. So if you see over on the right in the private chat, there's a Google Doc of leads. You see that? I do. All right. So those are all of our leads. You got the repairs needed, the reason for selling, the time frame, everything that you could choose any of those leads. The green are the ones that uh that Ken called. I'll mark them green if they they answered. I'll mark them red if they didn't. You get to choose which lead you want to call.

SPEAKER_22 23:38

I appreciate it, RJ. Um, if you don't mind, I'm gonna go ahead and just call some of my own leads if that's just as good with you.

SPEAKER_03 23:45

Can we we gotta call these? In respect for property leads. They gave them to us, so I I want to respect them.

SPEAKER_22 23:54

Oh, I understand. Thank you, property leads. All right, cool. So anything after the green works?

SPEAKER_03 23:59

Anything after the green, yeah. You don't want to call those green. By the way, Tim is also gonna be getting a call back on that one.

SPEAKER_11 24:06

I'd be curious to see how that one turns out for him. Which one you calling?

SPEAKER_22 24:14

I think I'm gonna call row six, uh, Cheryl Marion on 3333 Pioneer Drive there. It's uh Cheryl Kelly. Marion is the county.

SPEAKER_11 24:25

Okay, thank you. Thank you. Good. Cheryl Kelly, good. You picking that because of the location? Why'd you pick that one?

SPEAKER_22 24:34

You know what? I was just looking at um repairs and maintenance needed, and I just saw a remodel on it. Yeah. Uh Oregon, Oregon doesn't make a whole lot of sense, but I mean, I said I'd do it, so I better do it. Yeah, let's do it.

unknown 24:50

Yeah.

SPEAKER_23 24:53

So while he's dialing RJ, the reason on that one is sell without a real estate agent. So, guys, when you pick one of those, be ready for them to take the retail value less what they think are commissions, and that's the number they're thinking. And this goes back to Ken a little bit, RJ, and I know you run into this all the time. For some reason, sellers think investors will pay full retail less commissions. And it's really common. And so we look at that and we think unmotivated seller, it's really uneducated seller. And so, like, I I have a conversation and I help them understand look, an investor paying cash is not paying retail less commissions. They need a much bigger discount for it to make any sense at all. And so, like, most of the time when I see that, it's just helping that seller understand that the way you're looking at this is totally off. That's not how investors work.

SPEAKER_01 25:50

They pay retail less, you know, 60%.

SPEAKER_03 25:57

Was that a voicemail there, Steven?

SPEAKER_22 26:00

It was, yeah.

SPEAKER_03 26:01

All right. Do me a when you call, are you on speakerphone?

SPEAKER_22 26:06

Yeah, I'm just speakerphoning on my cell phone, but I can also use it.

SPEAKER_03 26:10

I just want to make sure that we can hear the seller. That's why I was asking.

SPEAKER_22 26:14

Yeah, yeah. What's the best way to do that? Um, if I were to call with we simply would think our audios would sync up?

SPEAKER_03 26:21

Is your microphone the headset? Yep. You're just gonna have to hold your phone on speakerphone close to the microphone.

SPEAKER_22 26:29

Okay, I can do that. I can do that. So we're gonna go to the next next seller in um in Edinburgh, Texas here. Got it. Mr. Oscar Gonzalez on road eight there.

SPEAKER_03 27:01

I know everybody thinks that Jerry's frozen, but he's not, he's just that stoic purchasing property.

SPEAKER_22 27:38

Hey, is this Oscar? Hey, Oscar, this is Steve with Copilot Home Buyers. I'm just calling to ask about your property on two one two one Las Vamos. It looks like you spoke with someone on my team about needing to sell it. Is that correct? That is correct. All right. How much do you want to get for it?

SPEAKER_07 27:57

Four to four fifty.

SPEAKER_22 28:02

All right, how how did you get to that number?

SPEAKER_15 28:07

All the anemones are all the anemones, all right.

SPEAKER_22 28:12

Yeah. Um okay. Uh what do you have going on? What do you have going on?

SPEAKER_14 28:21

Well, I got a four and pool I got. I got a four-part golf course. Um, man.

SPEAKER_22 28:34

You said a four-part a four-part golf course? What's that mean? I've never heard of that before. Oh, four holes. Okay. Okay, a quick little 45-minute jaunt. That sounds nice. So, okay, what what makes you want to sell this place? What's the occasion? Are you moving in with your daughter? Okay. Okay, is she in town or where where's she at? She's in town. Alright. Well, that's cool. That's cool. Uh let's see here. And what what condition do you want to leave the property in? I mean, what's it like right now? Alright. Okay. Okay. I'm looking at it on Google Maps right now. It it looks nice. Um I mean what what makes you why don't you want to uh sell it with like an agent and list it on the MLS? Are you gonna do that if I don't come through? Okay. Okay, cool, cool. Well, shoot. I think I think if time is no object, that's the way to go, but I mean, do you have a need to do this quickly and easily? Maybe. Yeah, I mean I'm just trying to figure out how I can how I can make money um investing in this property here. See, because you're asking somewhere in the fours and uh golly, like I'm looking at it on Zillow right now. I just don't see I just don't see any profit in it for me if I buy buy in the fours. Um Yeah. Yeah, well, let me just look at it a little bit more. Yeah, it says 311 on Zillow, and you know, um yeah, I just don't see how I could get to four. What do you think what do you think you would realistically want for it if you wanted Okay, okay, got it. Yeah, yeah, that's good. That's good. I I think I think you go ahead. I think I think you're better off talking to an agent, telling them what you have going on, and seeing what they can do for you, because um I'm not the solution here for you, but I wish you the best. You're welcome. Bye-bye.

Coaching Steven On Flow And Prep

unknown 31:35

All right.

SPEAKER_22 31:36

All right, what do you guys think?

SPEAKER_23 31:41

Go ahead, Jerry. Uh well, I mean, I think I think you called it right. I mean, super retail. Um, one thing that I do is when they give a retail number, I mean, it's not even retail, when they give a number so far away from retail that we're nowhere even remotely close, uh, I tend to take a little bit more aggressive approach, which you got around to. But I would say, look, I just pulled this up on Zillow, it's showing 300. Paying you 450, I don't see in my wildest dreams what could possibly be going on here where I would pay that much more than Zillow. So I'm just I'm just super confused, sir, like where you're getting four to 450. And then I would, I would probably even very early on, I would set, I would reset expectations big time. I would say, you know, if you were to get offers from cash buyers like me, not you, but other ones like you, you're probably gonna get offers in the mid-hundreds or 200 or somewhere significantly lower than the than the retail value of 300. And right out of the gate, what I'm doing when I do that is it's sort of like, how does he respond to that? And by the way, you can pull that off with this guy because he was really friendly and open. But how does he respond to that? Does he go, oh, well, hold on a second, I'm on five acres, or wait a minute, I put $100,000 into it, or maybe then he'll start to come out with where he's coming from. But like there, we're we're not even we're not even anywhere remotely close to where we would need to be to even have a conversation with this guy. He's so far out in left field at four four to four fifty on a 300 Zillow. So, like, in that now, if he would have come out and said 300, I'm like, okay, he's come, he's leading out with Zillow, or if he would have said anything under that, somewhere sort of retail-ish, then in my mind I'd be thinking, well, he's just giving the high the pie in the sky number, and now we gotta actually have the conversation and see if there's motivation. But when they're that far off, it's sort of like, you know, how do you shock him? How do you kind of like wake do a little wake up here before talking about anything else? That that's kind of how I would approach that one.

SPEAKER_12 33:47

Yeah, got it.

SPEAKER_03 33:48

Steven, how long you've been talking to sellers?

SPEAKER_22 33:52

Golly, RJ, I think I've been talking to sellers since this past November. That's when you know I just bought a bunch of PPLs and went to town.

SPEAKER_03 34:00

Yeah, okay. So about six months in. Um, one of the things I would say is I'd I'd like to see you get a little bit more uh fluid and comfortable with the the opening there. There were some things that were um a little bit alarming to me. Um I it could be nerves, I get it. You know, you're not used to being YouTube. You got RJ and Jerry sitting here staring at you, listening to every that that's that's probably uncomfortable, right? It's pretty unreal. Yeah, well, you appreciate that, but we're just we're just normal guys, especially Jerry. I mean, he's about the most down-to-earth person of all time. He plays with pigs and cows every day, so you're cool. Um, the opening line, which was you talked to someone on my team, that's not property leads, right? Property leads, they filled out a form. You made it through there, right? And then you said, How much do you want? He said, four to four fifty. And then you immediately said, 'How did you come up with that number? The how did you come up with that number needs to be asked, but not there. Because what it kind of does is you just immediately are like without knowing anything, that felt like a big number. 400, 450. How'd you come up with that number?' And then it took away the ammo of what Jerry just told you you need to say, which was it's 311 on Zillow. How'd you come up with that number? That's when you should have said it. But you said, How'd you come up with that number? And he told you something about a pool and the four core golf course or something. I don't know what he was saying. We could barely hear him. But the order of operations there threw you out because then when he gave you the answer, then you said, Well, what you got going on? And it felt weird. It didn't feel like that's how you would talk to your buddy, right? That that's not how you talk, and so if you had just kind of flowed a little bit better, you probably would still would have asked the exact same questions, but you would have gotten a much better response because you would have been equipped with what Jerry was talking about, which is when you look this up, 400 to 450 is a wild number on this property. I mean, it it's just absolutely wild. You're crossing major streets to get to that price point. Um, it's way out there. So this was the curb appeal sucks. It's not even a good looking house, you know. So but here's the thing, Steven. You were never this was never going to be closed on this call, okay? But going back to what we said on Ken's call, the reason why we do these lives is not necessarily to come in here and get a signed contract. Yeah, we want that, and that's awesome, and we'll clip it and show it and all that. But this is the real part of the business. How do you navigate these calls? When people ask me and Jerry on YouTube, hey, what should my KPIs be? And then we give our team KP uh KPIs, and people go, How that seems impossible. It's because we close these or a percentage of these six months from now. Because we want to be the guy that tells this guy the truth. Sir, your house isn't worth $450,000. And here's the reason why. Here's the facts, here's what's going on. Yeah, you pointed him in the right direction. So you offered him a solution, but was it a memorable solution like Jerry was talking about earlier? Is he gonna remember that conversation? And are you gonna be the one that he calls four months from now? When now there's a more motivation? He's moving in with his daughter. Why is he moving in with his daughter? Did he tell you that? I never asked. What if it's because he's gonna die in two months? And then what happens if you don't sell your house in two months and you die, sir? You see, the questions are important because suddenly, with two sentences, I just made your eyes go, oh, well, now there could have been a massive amount of motivation that we didn't find out. And it doesn't happen all the time. But on the 10% that it does happen, that's how we close these.

SPEAKER_23 38:40

I'd I'd add to that, RJ. You know, one of the one of the things that when you lead out with what price are you hoping to get, which is awesome, like that that's really great. But if you're not prepared for the response, then you got to slow down. So when they give you a number and you have no idea what what relation that number is to anything, don't fire back with just a like a well, what's got where'd you get that number from? Otherwise, it's not you're not coming from somewhere of value, you're coming from somewhere of just reflex. So what you'll see RJ do, and I I I'm this way too, is you'll you'll hear RJ say, All right, let me take a look and see what's going on. And it's quiet, and he's looking it up. And then I know what RJ would have done when he looked it up, he would have been like, Whoa, Zillow's showing 311, you just told me four to four fifty. I'm super confused. What's got you thinking four to four fifty? Now you're asking a good question because you've you're it's you're not just following like a script, you're actually following a conversation that flows in the way it should.

SPEAKER_03 39:44

And on that note, your reaction to 450 insinuated that it was a negative thing. What would have happened, Steven, if you looked it up and the the ARV on this property was 1.2 million? Would you have regretted saying, How'd you come up with that number and kind of insinuated that it was a bad number?

SPEAKER_22 40:04

I sure would have. Yep.

SPEAKER_03 40:06

But because what we want to hear is 50,000 or 20,000, that's when we start our ears perk up and we go, ooh, this could be closable. 400 to 450, that feels like it's not closable. That's a small percentage of houses that would fit this criteria. So we naturally it again, you just kind of made some assumptions there. Um, but overall, I think uh for being six months in, I could definitely see with a little bit of crafting there, more reps. You you could absolutely be really solid at this. I would like to get an actual call review in with you. Um, one where it's like from front to back, uh 10, 15, 20 minute call where the the price is incorrect. I want to hear you actually try to overcome that. This was kind of like it's way too off. There's no motivation. I'm gonna I'm gonna pass on this. I'd like to see a little bit of a different uh style call there. But that being said, why don't you hang around since we have had a freaking 75% connection rate? Um let's see if if we've got extra leads, we'll keep you around at the end. Maybe we'll just do like a medley with you guys just hammering out what's less left, okay?

SPEAKER_22 41:25

I appreciate that. All right, we'll see you in a little bit, Steven. Thanks, Jerry. Thanks, RJ.

SPEAKER_03 41:31

See ya.

Quinn Tackles A Rehab Nightmare

SPEAKER_03 41:32

All right, let's bring up Mr. Quinn.

SPEAKER_26 41:37

Heck yeah. Excited to be here.

SPEAKER_03 41:40

All right. Gwyn, you had a pretty decent showing the last time we went live with the Fizzy lead. You had a pretty good call.

SPEAKER_26 41:46

So that dude just went, disappeared. I gave it to Jamil. He called him twice, he blocked his number twice. Like, I don't know what was up with that guy, but it was like he's trying to not sell his house.

SPEAKER_03 41:59

That's what happened. But it was still a really good call.

SPEAKER_26 42:01

So appreciate that. I think I'm gonna buck the trend and go for the one that looked uh was in Saginaw because I both like that area and it needs a full gut. So boy, and a divorce. So let's see what we can do.

SPEAKER_03 42:17

When's the man of my heart right there? I get these leads, I go straight to the full guts. Full gut means discounted, maybe.

SPEAKER_26 42:28

Yeah, exactly. Some time pressure, hopefully.

SPEAKER_23 42:31

And asap.

SPEAKER_26 42:33

Yeah, there we go. I'm not playing. You guys hear it ring. I know my sound canceling kills that a lot.

SPEAKER_02 42:44

Yeah, but it's it's really low.

SPEAKER_11 42:47

That's okay.

SPEAKER_26 42:48

I think that'll be louder if they answer. And I guess I'll probably just go straight down from there. Well, I'll probably skip to that.

SPEAKER_21 43:14

Mailbox is full.

SPEAKER_03 43:16

All righty.

SPEAKER_26 43:17

Let's see.

SPEAKER_03 43:19

If you go straight down to the next one, I'm gonna be mad at you.

SPEAKER_26 43:23

Yeah, I don't. Oh yeah, geez. No, I don't like any of those. Let's go to the foreclosure. Let's try this one. North Dakota. Is Danny Herman have buyers out there? That's good.

SPEAKER_03 43:36

I just can't tell you which one to call. Okay, I'm just I'm the I'm doing the Babe Ruth moment, okay? Call 43.

SPEAKER_26 43:42

43? Okay. All right. And perfect.

SPEAKER_03 43:50

Full gut, not Y RJ. Full gut emergency reasons. Missouri. My eyes are getting sixty why.

SPEAKER_23 44:01

There's a potential alternative number too in the far column. Yeah, I see that.

SPEAKER_26 44:08

I think it's the same as the other one. Oh. Oh no, there's one number different. Wild. I guess I'll do the one above it if this one doesn't work.

SPEAKER_21 44:31

Your call has been forwarded to an automated voice message.

SPEAKER_03 44:35

Stephanie, can you not watch this on Titanium University's uh YouTube channel while making fun of me for drinking a salted caramel um cold brew?

SPEAKER_21 44:48

Finish recording. You may hang up more. Press one for more options. To leave a callback number, press five.

SPEAKER_26 44:57

Hey Christine, Quinze Peta, please give me a call back at 971-238-9254. One above. The one above, yeah. 42, baby. And 46, if not this one. Let's see. Oh, it's in New York. All right. RG said to do it, I'll do it.

SPEAKER_11 45:23

Yeah.

SPEAKER_03 45:25

Sometimes we gotta live with the pains of New York. Is this Bill?

SPEAKER_15 46:00

Hello.

SPEAKER_26 46:01

Can you hear me, Bill?

SPEAKER_15 46:02

I can now, yeah.

SPEAKER_26 46:04

Hey, awesome. Hey, this is uh Quinze Pedas giving you a call about your property there on uh K Road. You'd filled out a form about wanting to sell. Is that still the case?

unknown 46:14

Yeah.

SPEAKER_26 46:14

Awesome. How much are you looking to get for it?

SPEAKER_15 46:18

Well, probably more than you're willing to pay.

SPEAKER_26 46:21

Oh, what's got you saying that?

SPEAKER_15 46:25

Well, it's I mean, I'm redoing the whole place. I gutted it, and on. And if you looked at your thing there, whatever the value was, it's way over now because of the fact that I got over 100. 100 into it.

SPEAKER_26 46:42

You've got a hundred into it?

SPEAKER_15 46:44

Yes.

SPEAKER_26 46:45

I heard you right. Okay. So how much are you looking to get out of it?

SPEAKER_15 46:52

I'd be happier in a queer in a mouse room if I could get 140. But probably 120 if I just walk away.

SPEAKER_26 47:01

Gotcha. And uh how'd you come up with 120? Like how you how you come in with your prices?

SPEAKER_15 47:10

Well, just because of what I have into it.

unknown 47:14

And I'd I'd like to make a little profit. So I mean, I'm good. By the time I'm done by the end of this week, I'll probably have close to 110 into it. And uh that'll leave me set up for the next couple of months to work with all the lumber and all that stuff I have to buy.

SPEAKER_26 47:34

And so did you start this remodel thinking it was going to be for yourself, or has this always been an investment, or what's going on with the property?

SPEAKER_15 47:43

Well, I mean, I'll still live there if I have to, but I've just had enough of these contractors, a bunch of woodchucks, and you know, it's it's making my life hell. They do great work, but I mean, they've been working on it for years.

SPEAKER_26 48:01

Your contractors have already been working on this for a year?

SPEAKER_15 48:04

Yeah.

SPEAKER_26 48:05

Oh wow. Did you did people like leave you in the lurch, or how has this been a year project?

SPEAKER_15 48:12

Well, I've gone through 11 electricians. Um yeah, they're just slow. They don't work much. But I'm up here in the friggin' boondock, so I mean, in order for somebody to come up here, I mean it's an hour and a half ride for anybody. When everybody's got work right where they are.

SPEAKER_26 48:40

So I got you. So what's the plan if you just end up finishing all the work? You list it and just wait, or what do you do you need to have this sold by any certain time? Like what's going on? What's the situation?

SPEAKER_15 48:54

I don't have to have it sold by any certain time, and if if I don't get a decent price for it, I'll probably just move into it. You know, but I think I'm looking five years down the road the way these guys are calling.

SPEAKER_26 49:11

I got you. And is that uh five years you want to deal with, or is that why you're is that why we're talking you kind of over the whole thing?

SPEAKER_15 49:20

I'm over it.

unknown 49:22

Yeah.

SPEAKER_26 49:23

So are you, you know, I'm trying to do this as a business while solving problems for people? Are you over it enough to, you know, sell to a little bit of a discount where there's some meat on the bone and I can take on the headache and make some money at the end of the day?

SPEAKER_15 49:40

Um, you mean lose money out it?

SPEAKER_26 49:44

I mean, that might happen no matter what, but I mean, I guess how much do you need to get out of it to be to go on your way and just be done with the headache?

SPEAKER_15 49:58

I don't know, might have to sit out, but at least 125, 130. 125, 130. And that's without taking a loss.

SPEAKER_26 50:16

So so that's just kind of what what you're all in for, what would be your kind of like break-even number?

SPEAKER_14 50:22

Yeah.

SPEAKER_26 50:23

So you'd need to uh deal with some more what did you call them, woodchuck uh contractors before you're before you're kind of ready to take a loss on it?

SPEAKER_15 50:33

They're woodchucks.

SPEAKER_26 50:37

So I mean, right now you say you're five years from being done.

SPEAKER_15 50:42

It like Well, I'd kind of be a little facetious.

SPEAKER_26 50:46

Yeah, how long into the project are you right now? You said a year?

SPEAKER_15 50:51

Yeah, I'm into it for about a year, and realistically, I I should be in there by the end of the summer, but I'm not making any bets because I'm not moving up here in the winter. Not moving in the wintertime. So, I mean, I'm you know I cannot tell you, these guys work like molasses in the winter time.

SPEAKER_26 51:19

And so, assuming everything we have a blue sky scenario and they finally get their butts and gear and get it done in time, once it's done, how much do you foresee listing this for?

SPEAKER_15 51:30

Probably about 140.

SPEAKER_26 51:33

140. All right. And so and how much of with what's been done and what hasn't been done, do you have an idea of what the rehab budget remaining is?

SPEAKER_15 51:46

I'm gonna say about 10.

SPEAKER_26 51:51

You're almost you're ready to give up on this and you've only got 10,000 in repair left?

SPEAKER_07 51:56

Yeah.

unknown 51:58

Yeah.

SPEAKER_26 51:59

Okay, so if I pay you 125, put 10 in it, and resell it for 140, my all-in numbers like 165. I'm fixing to lose 25, 20,000, 25,000 from the moment I buy it from you.

SPEAKER_15 52:24

Okay.

SPEAKER_26 52:26

So I mean, help me make sense. How do I how do I purchase this as an investment and make any money, have any meat on the bone?

SPEAKER_15 52:36

Well, I'm sure if you got it completely finished the way it's going right now, uh, with a technical, I mean it's rustic, it's got you know a nice put a stone fireplace, or not a stone fireplace, but a thick stone wall out of a with a Pennsylvania blue stone behind the wood stove. Um, it's got a four-stair furnace, it's got a coal pallet stove. And uh you know, everything is gonna be done with you know, rough rubber and it's rustic. It's gonna it's gonna look like a latch when it's done.

SPEAKER_07 53:23

Oh my gosh.

SPEAKER_15 53:34

So it's gonna be kind of nice.

SPEAKER_26 53:37

So of all those things, what's been done and what still needs to be done.

SPEAKER_15 53:43

Well the bathroom needs to be done. The kitchen needs to be done. That's about half done.

SPEAKER_26 54:02

And those three things that round out the project.

SPEAKER_15 54:05

Yeah, pretty much. I mean, you still got walls, and I mean I've got all putting that. I mean nothing. But I'll probably be done with most of that.

SPEAKER_26 54:23

Gotcha. So typically uh the bathroom in the kitchen is where I know a lot of money's going. I'm wondering pretty much most of it, yeah. Yeah, I'm wondering if I can get a bathroom, a kitchen, and some ceiling done for 10K. And even if I can, the math you gave me, even at 10K, it was already in the red. So I'm just like, I know you don't want to be upside down on this, but uh I get the feeling if I'm hearing you right, you don't want to be doing this a year from now either.

SPEAKER_15 54:55

No, I really don't. Um I would like to either be in there, be out of it, be be rid of it, get out of here. Get out of New York.

SPEAKER_26 55:08

So if I were to uh come in, there's no real estate commissions, I cover all the closing costs, a net number to you in your pocket, what do you think the best you could do for me is I had an offer for 85?

SPEAKER_15 55:33

I turned that down.

SPEAKER_26 55:35

Are you wishing you hadn't? So if I could do a little better than eighty-five, what uh what number would it take to get you to say yes?

SPEAKER_15 55:54

Probably wouldn't work for you because I'd want I'd want more than I want to pay. I mean I'm thinking if I walked away with 130 in my pocket, 135 right now, I might I just I just walk away.

SPEAKER_26 56:16

I don't I don't think that question's ever made somebody's number go up before for me.

SPEAKER_15 56:23

It hasn't. It hasn't gone up. I told you in the beginning I wanted 140 for it.

SPEAKER_26 56:28

Oh, I gotcha. I thought I had 125 written down for some reason. Oh you did say 140. Okay, you came down.

SPEAKER_15 56:35

You know, I mean I one 125 doesn't put me anywhere. You know, I mean break me about either.

SPEAKER_26 56:48

Yeah, I'm I mean, based on your own math, I'm not sure that you're getting out of taking a little bit of hit on this. It's just uh how long do you want it to take before that happens?

SPEAKER_15 57:01

Well, next to question, I guess. Um I don't know. Can you let me think steal on it for a little bit?

SPEAKER_26 57:14

Yeah, yeah. And just to kind of give you an idea, as I've been looking into this, I think I need to be somewhere like mid-90s to like 100, that kind of range for this to work as a as a cash transaction.

SPEAKER_15 57:33

Okay. Let me uh I'm on my way up there right now, actually. I gotta be the new contractor.

SPEAKER_26 57:43

Well, uh, while you're there, uh snap a couple pictures so we can see what we're looking at at some point. Uh, since it sounds like it's a bit of a drive out there, and then if you do decide you want to work with me, it'll be one less thing I need from you in the future.

unknown 57:58

Okay.

SPEAKER_15 58:00

I can do that. It's pretty rough on the inside right now. I mean, there's stuff over here. What jokes I got going on here?

SPEAKER_26 58:15

I got you.

SPEAKER_15 58:16

What was your name again?

SPEAKER_26 58:18

Quinn, like the uh Doctor the Mighty.

SPEAKER_15 58:20

The mighty Quinn?

SPEAKER_26 58:22

Yes, sir.

SPEAKER_15 58:23

I had to fight with my ex, not to name my daughter that.

SPEAKER_26 58:28

Yeah. I uh yeah, I uh wish that there weren't so many characters that were female named Quinn as well, but uh I'll live.

unknown 58:40

I'm sure you will.

SPEAKER_26 58:42

So I mean uh let me ask you this how long you want to ruminate and stew on this when would be a good time for me to reach back out to you?

SPEAKER_15 58:51

Probably gonna stew on it all day and night. Um about getting to like the middle, the end of next week.

SPEAKER_26 58:59

Middle end of next week. So let me look at my calendar. Is it so the middle's the 13th and Friday's the 15th? Let's give you a call on the third Wednesday the 13th, go from there.

SPEAKER_15 59:10

Yeah, you can try. I don't know what my work schedule is gonna do to me, but I'm persistent if you don't answer.

SPEAKER_26 59:17

I'll just keep blowing you up.

SPEAKER_15 59:18

Yeah, leave me a message, I'll call you back.

SPEAKER_26 59:21

Perfect, perfect, perfect. Okay, well, uh, do you have any other questions about the process or I will, but not right at this moment.

SPEAKER_15 59:32

Okay. Obviously, I would need verification of funds and all that shit. But yeah, um, no, I'm good for now. Yes, and then I want to.

SPEAKER_26 59:43

Alright, Bill, well, it's good connecting with you, and yeah, if uh if anything right around that like mid-90s range works for you to just have this headache be done, not have to deal with any more contractors and uh just move on with your life, then I'd definitely love to hear from you and be the answer to your problems.

SPEAKER_15 1:00:02

All right, Glenn, we'll do. I appreciate you calling.

SPEAKER_26 1:00:06

All right, I appreciate you. You have a nice day.

SPEAKER_15 1:00:08

All right, I'll talk to you soon.

SPEAKER_26 1:00:10

All right, perfect. Bye bye.

SPEAKER_15 1:00:11

No, she did. Yeah, she did. She wanted the $26.

SPEAKER_03 1:00:15

All right.

Quinn Feedback On Anchoring Hard

SPEAKER_03 1:00:17

Quinn, I muted you while we give you feedback because we can hear in the background. But go ahead, Jerry.

SPEAKER_23 1:00:22

Okay, so I have a lot to say about this one. First of all, I love how you slowed it down. I love your tonality, I love your questions, I love your pacing, I love your logic for the most part. Um, but I think there came a moment here where you had a real opportunity to put on your authority hat and have a real heart-to-heart with this guy. And what I like to do in this situation is say, hey, Bill, why don't we walk through some scenarios? You told me you're into it for 20, 125 or 130. You say it needs another 10. That's gonna put you at 140. You also told me that you can sell it for 140, which means if you finish this, you're gonna lose X amount. Like walk them through the math. That's option one. Option two is you sell it to an investor like me. You walk away, someone else comes in and finishes it. No investor in their right mind is gonna buy this unless they can make on a 140 sale. A flipper is gonna want to try to make 25,000, 30,000. We got to back out other fees, we got to back that out. You know, you're gonna be down under 100 at least to dump this thing to an investor. If you're not willing to be anywhere around that, then you're wasting your time because an investor's got to make money. To me, your math is way off. Like when you anchored at you said 95 to 100. So they heard 100, and that's your anchor number. So if you're the seller, what would you do if someone told you 95 to 100? I'd counter back at 115. You don't have a deal. You need to anchor that thing at 70, 60. Like, I would be going, listen, I'll tell you straight up my math on a 140 house in the middle of nowhere in New York, selling for 140. I'm gonna have the same problem you're having, getting contractors out there. I got to build in a spread here, dude. So, I mean, I would probably need to be at 60. I'm not gonna spend 10, I'm gonna spend 20 or 25. You and I, you and I both know it's way more than 10, right? And so, like, I would just have that. You you built the rapport, you had the you had it. He's eaten out of your hand, man. Like, but now you got to get real. There's no way this is a deal for 95 or 100. You're not no one's gonna, what are you gonna sell it for 105 to somebody? 110, 110 to somebody, and then they got to come in and put 10, which is not 10, even if they did put 10, they're at 120, selling for 140. So it's just a bunch of false hopes, like telling them 95 to 100, right? So, you know, I but as far as like everything else, I mean, this guy when he's ready to sell, he's calling you, right? You did such a good job connecting with this guy, so that part of it, like dead on. But I think there was a moment there where you were afraid to be like, you know, there's that moment where you got to make that anchor number because it was time for it, and there's that moment of truth where you're like, what's he gonna say when I tell him 60 or 65 or you know, somewhere down there? Because look, it here's how I'm doing the math. An investor out there is gonna want to be at 65% of ARV, at least, maybe 60. So 140 times 0.65 puts you at 91 minus 10, which is not even true, is 81, which means you need to be at 65 or 70 to have a deal. That's the that's that's assuming his numbers are right at the 140 and the 10 and all that. His numbers are not right.

SPEAKER_03 1:03:37

That's so that's part of it, is that I was I was telling I don't know if you saw it in the private chat. The there is an active that's fully gutted right now on the market for 130. Yeah, and we have properties that are selling that have sold ranging from 375 to 231 with a little bit more square footage, but the seller is right in the fact that this log cabin look is selling for more, so but we don't want to disagree with their numbers, Quinn, right? We want to take his numbers, and so he was giving you a point of leverage. So to Jerry's point, you could have kind of told him like 140 with 10, even though he was admitting to you that there's no way in the world a 10 could work, right? He's calling them the woodchucks. He's he's he's talking about you can't get anybody to come out here and do the work. Like he was giving you a lot of uh a lot of things there.

SPEAKER_23 1:04:43

And even when he said, even when he said, uh, you know, you you asked him such a great question. You said, How do I make money? And then he went on to talk about rustic and a fireplace and this and that. And that was your moment to say, Hey Bill, you're still not answering my question. I I get that, it's a nice property, but how do I make money buying it from you for 140 or anywhere near there? How do I make money? Yeah, but you using your logic, not my logic, not I I think I could get more out of this thing or whatever. Because what the one thing you want to think about is you know, you you want to negotiate against his numbers, uh, unless his numbers are way off, and then you got to kind of bring up real numbers. But when his numbers are off under, which is what RJ's saying, you know, because now you can use his logic to actually come to a reasonable offer that makes sense, right?

SPEAKER_03 1:05:35

You know, Jerry, it's one of the hardest things I've seen for closers to get used to is make these numbers make sense to me. Why would I buy it for this? And then he tells you because it's got rustic wood and a fireplace and a kitchen. He's selling you on the place. But what is he really doing? Avoiding your question. Yeah, and then it's the hardest thing for y'all to double down and say, Okay, so will you answer my question now? Why am I buying this? How does this make sense? I appreciate you telling me how awesome the fireplace is. That being said, Quinn, I have to tell you, man, I was so impressed with you on this call. Yeah. There were there were moments that you you needed to do something different, but for 95% of that call, that was really good. Like your your questions, your tonality, your pace. Timing timing was really good. Yes, really good. Which, by the way, Quidd, I don't know if you know this or not, but when you joined TU, you were as awkward as they could possibly be. Like, for and I say that, like, half half. Isn't that hard to believe? He he felt so natural. Yeah, dude, you you have really put in the work. And I know that. I mean, you show up to the implementation calls, you show up to all the office hours. I I can see the the results of that on these last two calls that I've heard of yours, but this one right here, I was I was literally like, dude, this is this is good. Like, yeah, there's moments that Jerry and I are gonna nitpick and we're gonna say you should have done this. But what most people never get is that body of work that you just got to even get to that moment. You earn the right to get to that moment to where you could get a seller to sell you on the property, but avoid your question. That's you earn that right, and most people never even earn that, so that's a win for you. Now, I agree with Jerry. There was a moment in that call where I felt like you you gave up on it. Um, not that you gave up on the close, you gave up on it on this call, and I would love to see a little bit more savage come out in you and say, what was the seller's name? Bill, right? Bill, let's be real. You don't need to go home and think about this tonight. You think about this all the time. That's why you're telling me everything that you just told me. So let's have a real conversation about what you're going to do here and insert everything that Jerry just said. You're gonna put 10 more grand in it. You just told me you can't even find a contractor. So, where's your 10 grand gonna go? Is it gonna go to the next contractor that's not gonna show up? You're gonna waste it now. What are you gonna do? That's 10 more grand that you're gonna lose. Like your story isn't adding up here, Bill. Yeah, and if he hangs up on you, guess what? I'm okay with that. What I'm not okay with. We wouldn't, though. You had so much rapport with that guy. But if you if you shoot him straight and it goes south, I can live with that result. What I can't live with is we do so much right, and then we make the decision to get off of the phone in hopes that we have another opportunity to have that conversation again. Because now you're gonna have to do everything that you just did to earn the right to have that conversation again. He's not gonna remember this moment next week. It's gonna be like, oh, hey, what's up, Quinn? Yeah, man, I you know, I can't do 95. You know, I've been thinking about it. That I would just be losing. So you had him in that emotional state where it was ready to like, let's be real, Bill. Do you want to do this or not? And you said it.

SPEAKER_23 1:09:50

This is what would have been really powerful is if you said, listen, Bill, spend 10 and a bunch of brain damage to lose 20. Because that's what would happen. You'd spend 10 to lose 20. Because if you spend 10 and you sell it for 140, you're losing 20. Or sell it to me right now, all cash be done, walk away. You're gonna lose 40, but you're gonna have closure and you're never gonna go up there, you're never gonna deal with the woodchucks again, you'll be done. How much, how valuable is closure to you right now? If value, if closure is really valuable to right now, dump it right now. You gotta get me down where it's a deal and be done with this thing. Like that's the kind of heart to heart you earn. You earned it. You earn the you earn the right to tell him straight up the facts and what his options are.

SPEAKER_03 1:10:37

And that's what I really want your takeaway to be of this, Quinn. You have gone from not knowing anything to learning the skeleton of calls to now getting to the point where you earn the right to have a much different conversation than the majority of the industry will ever have.

SPEAKER_23 1:10:57

Most people never get to that right to have that heart-to-heart.

SPEAKER_03 1:11:00

Never. Ever. And so they're only closing leads that give them the right price or relatively close. You had someone on there that you could have gotten him to come down on price, potentially. And this is where I want you to really understand. You need nine of those a day, those sellers, then you need to close one of them, and you'll be in the top one percent of all wholesalers. You earn that right to have that conversation, close one of them a day. You can do that, those are very realistic. So, the skill that you have developed over the past year to get to this point, that's what you've earned. You've earned the right that you know how to do that. Because now I've seen you do it twice, right? So now you are refining to be able to close these. It's that that one extra question, that one extra little push, the uncomfortableness that comes with that, where you have to look at a complete stranger and say, Bill, I'm gonna shoot you straight, man. I'm your best solution. You just said you're in the boondocks. Ain't nobody calling you to come buy your shitbox in the middle of nowhere in New York. But here's what I can do for you I'll go to work for you for the next 30 to 60 days. I'll wholesale the shit out of this property. I'm connected to all the best dispo companies in the world. We'll get this moved, and we can put 90, 95 grand in your pocket. That's the best you're gonna get, Bill. If you don't believe me, you're gonna call me back 120 days from now, and I'm gonna tell you I can put 85 in your pocket. Because shit ain't getting better. I don't know if you know this or not. You're making all these jokes. We're like on World War III right now, okay? Property values aren't gonna be going up. So we need to move quickly right now, and then move on. Do that nine times and close one, and you get deals. And that's how you that's where you start going to that upper echelon. You're that close. I was very, very impressed. I'll be honest with you, Quinn. That was so good. I even had thoughts at one point in time where I was like, this might be one of the best seller calls that a TU members had on the on these lives before. There was just the moments there at the end where it just felt like you weren't ready for that yet. Maybe you haven't had enough of those reps, but that right there was really impressive. So I'll I'll unmute you. I know we've had you muted this entire time, but what go ahead.

SPEAKER_26 1:13:37

No, I I love the feedback. I uh I think the anchor that Jerry was saying like unlocked the way Jason Strickland does for me sometimes. Like, yeah, I'm doing the math right, I'm getting him to the right place, and I'm just not giving myself enough buffer uh with my original number on the anchor, so that that definitely resonated with me. I mean, obviously it's awesome to hear that it's one of the best calls on the live, or that I did it two in a row for you.

SPEAKER_23 1:14:04

So yeah, I mean, think think about it this way if you want to land at 95, anchor at 75, then he feels like he worked you up, and now he hangs up thinking, Man, I worked that guy up, versus you got nowhere to go now. You got nowhere to go. There's no there's no more negotiation because you can't you certainly can't go up off of that number. See what I mean? And even when he said 85, you had a moment there where when he said 85, what I would have said is I would have said, Bill, that's that's if that offer was for real, that's a damn good offer. I don't know why you didn't take that 85. You asked him, Well, why didn't you take that? or if I could beat that, but I don't I don't know.

SPEAKER_26 1:14:43

No, no, I said, Are you are you are you wishing you had taken? Oh, yeah, that's are you sorry you didn't take it? Something like that.

SPEAKER_03 1:14:49

I did like that question. I did too. You said, Do you regret not taking that? It was the follow-up to that. Yeah, do you regret not taking that? He said something like, No, you you should have said you might once I tell you my number. Yeah, yeah.

SPEAKER_23 1:15:08

Or I would have said, I would have said, 85 is Bill. 85 is probably a really good number. Here's why. If I if I buy it or that guy buys it for 85, you dump this much into it, you try to sell it. No one's going to the boonies to not make money, you know, like 85. That's a legit offer, dude. I don't even know if I could do 85. That's that's probably how I would have tried to reframe it. Because now what you're doing is you got to get him off the off his pie in the sky number. And like we've been saying, you earn the right to call him out and to be that be that voice of reason. He'll listen to you because you earned it.

SPEAKER_03 1:15:43

Well, here's the the last thing I'll say is for anyone out there that is wanting to get started in the wholesaling or is currently in the process of that first year, uh, Quinn is a perfect example of what it looks like you need to put in. This man has put in the work. Um, I cannot wait to see you get results, Quinn. I I absolutely cannot. I will tell you, brother, when you start crushing it, I will make a video crying my eyes out because I know how much work you put in on a daily basis. This call made me so damn proud. Just to see the improvement that you've put in. Uh, and I see you every day. You show up, you put in the work, you're you're working with Danny, you're working in the office hours. Um, man, just I say it all the time. Don't fall in love with the results, fall in love with the process. That's what you've done. And you can see it on this right here. This is so close, so close to being like, I mean, if you just a few little tweaks there, I would I would go out and be like, I'll put Quentin up against anybody. Because you can't compete against that. Our competition doesn't talk about this stuff. They talk about the script and the condition and the timeline and the occupancy, and you were talking about his problem. We're we're talking about woodchucks and the boondocks, and like we're talking his language and his issues. I love it, man. That was that was fantastic. You're almost there, Quinn. I know you want to be there, but you're almost there. So good job, brother. Appreciate it. I'm gonna get you off here before you start crying. I I tried to make you cry. All right, we'll get him off of

Cameron Builds Rapport Then Shifts Hard

SPEAKER_03 1:17:31

here. All right, we'll bring on the guy that has made me cry, Mr. Cameron. What's going on, Cameron?

SPEAKER_25 1:17:37

How you doing? Can you hear me?

SPEAKER_03 1:17:39

Uh, we can hear you. What oh, great.

SPEAKER_25 1:17:44

Bodybuilding, different years, past five years.

SPEAKER_03 1:17:47

There you go. All right. Well, don't flex too much on me and Jerry.

SPEAKER_25 1:17:52

Taking a break.

SPEAKER_03 1:17:54

We're rocking the Bevan's and Bombitch hoodie. So I've had to represent, you know. Yeah, yeah. So the the for the people that don't know, Bevan's and Bombitch. Is uh this is this is his uh his leader in charge over here, rocking the titanium university YouTube channel. Uh, Miss Stephanie Bevin, Adam Bevan, Matt Bombitch all joined to you in the fifth class. They partnered up and they fell in love with Cameron way back when he's doing acquisitions. Cameron, when when did you when are you quitting the job? You just quit it in February, right?

SPEAKER_25 1:18:25

Yeah, beginning of February. What's today? This is my third week, second week. How does it feel not going to be anymore? Incredible. I get to call sellers every day and spend time with my dogs. It's it's it's phenomenal.

SPEAKER_03 1:18:40

There you go.

SPEAKER_25 1:18:41

Very grateful.

SPEAKER_03 1:18:42

All right, brother. Well, do you have the spreadsheet? Yes, I do. You got which which one did you pick?

SPEAKER_25 1:18:50

Uh I haven't picked one yet, so I'm gonna pick one right now.

SPEAKER_03 1:18:55

All right, let's do it.

SPEAKER_25 1:18:57

Yeah, I'm gonna do I'm gonna do Craig. What number is that? 26? 26. All right. First of all, I also want to say hi to Jerry. What's going on, man? Good to see you. Nice to see you, man. All right, let's get this guy on the phone. 318.

SPEAKER_03 1:19:23

Jerry, you want to know why Cameron was late? Why? Because he was closing a novation right before this. I mean, we'll let him off the hook for that. That's what closers do. They just close deals and show up late. Yeah, let me close another one real quick.

SPEAKER_25 1:19:40

We were talking about Alaska, you know, and fishing. Oh, Fairbanks. No, no. Uh her son is active duty in Alaska right now.

SPEAKER_11 1:19:50

Oh, okay. But let's go, Craig.

SPEAKER_25 1:19:56

Can you guys hear this?

SPEAKER_00 1:20:17

Your call has been forwarded to an automatic voice message system. Three one eight three one six zero zero seven one is not available. At the tone, please record your message. When you have finished recording, you may hang up or press one for more options.

SPEAKER_25 1:20:35

Hey Craig, this is Cameron. Give me a call back. 727-777-2858. Thanks. Why'd you pick that one?

SPEAKER_03 1:20:48

I'm gonna make a module inside the TU about how did Cherry pick leads better.

SPEAKER_25 1:20:53

Honestly, I just looked and picked one. I like Louisiana a little bit, so.

SPEAKER_03 1:20:58

All right, well, if you're just gonna pick one, pick uh 30.

SPEAKER_11 1:21:04

Daniel 50% connection rate. That's real good.

SPEAKER_25 1:21:46

Hey, is Daniel there?

unknown 1:21:48

Daniel.

SPEAKER_25 1:21:49

Hey Daniel, this is Cameron. I was giving you a call about a property entered on my website, two one four Pearl Street Northeast. You still selling that?

SPEAKER_06 1:21:57

Yes, sir.

SPEAKER_25 1:21:58

Awesome. How much you looking to get?

SPEAKER_06 1:22:01

10,000.

SPEAKER_25 1:22:03

10,000?

SPEAKER_06 1:22:04

Yeah. All right. Yeah, it needs a lot of work.

SPEAKER_25 1:22:08

Tell me about it. Tell me what's going on.

SPEAKER_06 1:22:12

Uh there's one spot of the roof that I had repaired, so it's probably gonna need a new roof in reality. Um there's no the floors are all bare wood right now because people I bought it from they stripped all the carpet and tile out of it and just left it empty. Um the kitchen is not bad. All the cabinets are there, they just have to be assembled and put up on the walls. The whole kitchen is there, there's just no appliances. The bathroom needs to be done. Uh the front bedroom, all that's in great shape. Just need something on the floor. Whatever somebody wants to do. You've got a front porch and a back. Well, the back porch needs to be rebuilt, but there is a back porch, or some people call it a mud room. Uh it's got a huge 30-foot-long shit in the backyard. It's brand new. Uh I don't know what's going on with the electrode. All they told me is it needed an inspection.

SPEAKER_25 1:23:27

Okay, so the electric needs an inspection. Okay. Yeah.

SPEAKER_06 1:23:30

I was gonna do all this, but 17 surgeries kind of knocked me out of that game.

SPEAKER_25 1:23:36

You said what surgery?

SPEAKER_06 1:23:38

17 surgeries.

SPEAKER_25 1:23:40

17 surgeries?

SPEAKER_06 1:23:42

Yeah. Most of them on my back and neck.

SPEAKER_25 1:23:45

I'm sorry to hear that, man. That I I can't imagine.

SPEAKER_06 1:23:49

But yeah, that's why I quit working on the house myself. I was gonna fix it up myself and resell it for more money. I just I don't have the strength anymore.

SPEAKER_25 1:23:58

Rightfully so. I mean, that's crazy, man.

SPEAKER_20 1:24:02

Yeah.

SPEAKER_25 1:24:04

So I know you bought this back in 2023. Um you know what what were you gonna sell it for?

SPEAKER_06 1:24:13

Oh, I didn't know I was gonna wait and see what when I got done remodeling. Because I was gonna live in it for a while and remodel it at the same time and then sell it. So I really don't know whatever. I noticed that neighborhood, there's a lot of low-price houses in that neighborhood. But if you look at the houses, it's because they went through tornadoes and stuff and got damaged and never fixed. That's why the houses are so and so cheap in that neighborhood.

SPEAKER_11 1:24:40

Yeah.

SPEAKER_06 1:24:42

I think if people started fixing these houses up, you'd bring the property values up, and that'd be a great neighborhood. Beautiful neighborhood. You got live deer running around, rabbits, everything. And you're only two blocks from the Washington River, which is nice.

SPEAKER_25 1:25:01

Huh. Yeah, I like I like some fresh wildlife, you know, running around.

SPEAKER_06 1:25:05

Yeah, that's me. My wife and I are volunteer hosts with the Appalachian National Forest, and we see it every day.

SPEAKER_25 1:25:14

So I know I know you said this needs a good bit of work. And you know, the property values are pretty cheap out there. I know you're going through a lot, man, and I'm sorry to hear that. Yeah, I would, you know, as an investment, I'd like to make at least a little bit of money. Uh-huh. And I know you probably put some money in yourself.

SPEAKER_14 1:25:36

Yeah.

SPEAKER_25 1:25:37

But beyond the purchase, I know you said you got the new shed in the back and and everything like that. But you know, what do you think for repair-wise, it's gonna cost me?

SPEAKER_06 1:25:48

Uh, I think somebody could go in there with 15 to 20,000 and make it a nice place. That I was at one point I thought about turning it into either a bed and breakfast or just a rental. You got a lot of traveling nurses in in Camden. So a bed and breakfast, it'd be good if you could turn it into a bed and breakfast. Wouldn't have a problem keeping it full.

SPEAKER_14 1:26:12

Yeah.

SPEAKER_06 1:26:15

But that was my thought a long time ago. Then all this happened and everything's changed. My wife and I just want to find a piece of property and retire now.

SPEAKER_25 1:26:25

So I have I I do have a question for you, man. I want to kind of circle back to these surgeries because I I can't go past that, to be honest. Um, that's a lot to deal with. You know, how what happened, if you don't mind me asking?

SPEAKER_06 1:26:42

You're not gonna believe this. I slipped in a puddle of water.

SPEAKER_25 1:26:47

You slipped in a puddle of water?

SPEAKER_06 1:26:49

Yep, that's when started all these surgeries. Wow. I had a degenerative disc disease, so my bones break super easy.

SPEAKER_25 1:26:59

And yeah, that'll that'll do it.

SPEAKER_06 1:27:01

Yeah. They told me I'd never walk again. Well, I walked just fine and I left at them walk out of their office. So take more than that to keep me down.

SPEAKER_25 1:27:14

That's a good thing.

SPEAKER_06 1:27:16

Yeah.

SPEAKER_25 1:27:17

I'm glad you're still walking. That's strong will right there.

SPEAKER_06 1:27:22

Yep. Yeah, my nickname is Moose for a reason.

SPEAKER_25 1:27:25

Moose?

SPEAKER_06 1:27:26

Yeah, I'm I'm a little guy. My nickname is Moose.

SPEAKER_25 1:27:31

I like that. You got some big antlers?

SPEAKER_06 1:27:35

Yeah. I'm just a lot stronger than I should be for my size. Always have been.

SPEAKER_25 1:27:43

I I love the humor, man. I love that you know you're going through a lot and you're still being positive about the out of in general.

SPEAKER_06 1:27:49

Um I got the Lord on my side. I ain't going nowhere. Amen. Yep.

SPEAKER_25 1:27:55

So I'd love to get something going with you, man, but I think 10 is just a little too high. for what I can do. And tell me what you can do. Oh, work something out. I'm gonna need this pretty pretty low, man. But I really want to understand, you know, how much do you need that would make an impact to you? Because I know 10 is too much.

SPEAKER_06 1:28:18

I started high purposely. My bottom dollar? Five thousand.

SPEAKER_25 1:28:26

Five thousand? Yeah. Well I'm at like a thousand. So could could we meet in the middle?

SPEAKER_06 1:28:34

Nah, I'm not going under five.

SPEAKER_25 1:28:36

So what happened what happens if you don't stay below?

SPEAKER_06 1:28:41

Waiting.

SPEAKER_25 1:28:42

What you waiting on?

SPEAKER_06 1:28:46

Better offer.

SPEAKER_25 1:28:47

I can tell you there's nothing better coming.

SPEAKER_06 1:28:50

Yeah.

SPEAKER_25 1:28:51

Unfortunately.

SPEAKER_06 1:28:52

Yeah I've got quite a few calls and people working on it so I don't know I gotta try.

SPEAKER_25 1:28:58

What matters more right now? Cash in your pocket quick or the highest dollar possible and just let it sit and rot?

SPEAKER_06 1:29:05

Well actually it has been sitting for three years unfortunately but I don't want to let it sit but in the same token I don't want to take less than I've got in it.

SPEAKER_25 1:29:14

Well I get that but at the end of the day you know it's not going to sell for five and I know that for a fact because the numbers don't make sense. So you know what happens when it doesn't sell because that's reality.

unknown 1:29:31

Okay.

SPEAKER_25 1:29:33

Well I'm just being honest you know I'm shooting you straight because I don't want to waste your time I don't want to waste mine but at the end of the day you know I want to help you that's that's what I do.

Coaching Cameron On Softer Anchors

SPEAKER_03 1:29:42

But the number's gonna make sense hung up I thought that was a good call um that we had a lot of insight in the chat I don't know if you saw that Jerry did you see that another to member had that under contract for $3500 oh no I didn't see that so Noelle Tyson had that under contract um everybody in the TU dispo portal turned it down at $3,500 Cameron and uh all of the buyers would not give an offer at even at $3500 and Noel just had that under contract for $3500. So it's funny that the seller was saying he wouldn't go below five because he was just at 3500 well I knew five just wasn't going to happen regardless.

SPEAKER_25 1:30:32

Like 3500 I could I could swing at it but I didn't know that it was already under contract.

SPEAKER_23 1:30:37

Yeah and I was kind of hoping to land right around that three 3500 that's why I went for a thousand and then kind of left me in the middle yeah so so I got a couple ideas around that Cameron um so first of all when he gave out the 10 number at that point um you decided we're gonna we're gonna leave price alone I'm gonna focus on connection which is great. So you went back to his surgeries you've been back to talking about what's going on and things I would stay away from how much does it need in work what will it sell for none of that matters because he's asking 10 there's only nine other numbers that could there be right who cares about anything else you know um what I do when I'm dealing with a house that's under 10 and they throw out 10 I what I would do is really really quite quickly after that I would say is that the best you can do if you would have just asked that he would have brought it down to five because you got there eventually it just took a while to get there. And then I feel like your anchor was a huge disconnect uh and you switched tones you went you put on your aggressive hat and you started hammering him which is why he hung up on you you went a little too aggressive you went from super friendly nice guy I care about your surgeries to there's no way you're getting that no way no way this is a you know so the way you want to do that anchor I feel like is it needs to be more of an idea it needs to be really soft it needs to be somebody else so I say things like you know if you were to talk to other investors I think you'd be hard pressed to get a thousand bucks I mean it it really is just that uh that way it's other offers or other investors you know it's not you saying a thousand and you want that to be an idea so that way you've got so so it's not a a concrete offer and you've got no room to go anywhere from there. Because if you come up yeah here's the problem when you say the most I can pay is a thousand and then you come up off of that you lied and you lost integrity. So you want it to be sort of like man I'm feeling like I need to be somewhere around a thousand bucks I mean I'd love to get cash and then that's the other thing I would say I'd say look you know if you want to get done with this thing stop having property taxes stop dealing with any of these issues stop getting phone calls like you're getting from me you know I could I give you a thousand bucks somewhere around that in in two weeks cash in your pocket and get done with this thing how's that sound you know but I think though you were really like you you said like how much do you need uh that's a dangerous question I think there it needs to be the right context to ask that question how much do you need to get out of this um you know and you came right out and you said 10's way too high so I don't know I I think there's I I think you're really good Cameron. I think there at that end though um you might have got him down around that in that this is without any context. So you didn't know any of this about what what RJ said with the 3500. So I would have been trying to land at 3500 anchored at a thousand like you did but um I think I would have tried to get him there a little softer than the way you did uh because it just it he just hung up on you because you you I think you were too aggressive with it.

SPEAKER_03 1:33:52

Yeah Cameron I'm I'm curious how often do you do you kind of go aggressive like that? Pretty much never unless I think it's not a deal I was I was a little bit because every interaction that I've ever had with you you're always like one of the nicest human beings ever and during the call you were just so like caring like holy cow 17 surgeries what happened right but then you went I I will say I didn't quite understand the thought process of going back to the surgeries the second time because it's not like we're talking about a $3000 house that we know we need to get it for $150. Right. Right we're talking about a $10,000 shit box. And so he he's already admitted that he's already like I know it needs a ton of work it ain't worth a whole lot so when you went back you know you're like I just got to know what happened and he's like I slipped on a puddle I got degenerative dis disorder and all this stuff and then it was that shift uh it just came across a little bit not that you are but like two personalities like bipolar a little bit where it was just like I need this at a thousand dollars and I'm shooting you straight um that sounded kind of like something that me and Jerry would say just me and Jerry would not have been nearly as nice before that we probably would have had the conversation about right I mean I'm just saying it how it is I mean we would have been like holy cow 17 surgeries that's crazy what happened something maybe like that you were like oh my goodness what happened like you being empathetic I think that's something that naturally you probably lean towards but you need to use it when you when it's appropriate and on this side I just didn't think it was appropriate and then you didn't really use it. So be careful when you try to find something out about their motivation and their problem because I don't even know if it was really his motivation I think he just wants to sell this and get as much money as he can possibly get and so I would have leaned more on your creativity of real estate like I would have leaned your what what shirt are you wearing Bevins and Bombage right I would have leaned on this let me tell you who I am okay I'm Cameron I work for this company called Bevins and Bombage and actually what we focus on is finding highly discounted properties that are in really bad condition just like this property and then locating an investor that comes in and does the work what if we do this all the time what if we just sign a contract for one dollar right now one dollar and I go find a buyer for maybe five grand maybe it's ten grand and we split those proceeds at the end would that work for you that's you leaning on your creativity and also what your company brings to the table because then you're gonna say I'm gonna get this in front of every investor not five investors I'm gonna get this in front of every investor that buys in Camden Arkansas so I'm gonna I'm gonna figure out what this property would be sold for and then at that point in time we we would just put the proceeds does that work for you that would be something that I would have tried to have leaned on there is is that you are a dispo house by nature um but also just leveraging who you are in a better way I think you've kind of defaulted to the empathy and it wasn't that like that's a seller matrix thing right going back to the the seller matrix where it's like who am I talking to is this a logical or is this an emotional conversation I think you tried to make it emotional that wasn't an emotional seller I was a happy go lucky guy he's like 17 surgeries but uh I'm still here I'm kicking I got the Lord on my side like bro he ain't sad about it he's laughing and joking with you so I would have liked to have seen you match that energy be optimistic more energetic and and kind of solution oriented than kind of the path that you took it there because it was just it felt like you were talking to a very disgruntled tired landlord suddenly where it's like listen bro I'm shooting you straight it's a thousand dollars take it or leave it and I didn't think he was that guy so overall though I I will say the before you got to that 90% of your calls what you did that's gonna work really well because you're not normally focused on thousand dollar offers.

SPEAKER_23 1:38:57

And yeah I I and I like that Cameron you didn't lock it up at five and take his five and then you would have just been wasting time I mean I I see that so often where oh you're at you wanted 10 you're at five okay maybe I can maybe I can dispo this for for 10 and you were like no if I'm gonna do a deal I better get it for a thousand bucks otherwise I'm not wasting my time so I'd like that I'd rather I'd rather see him hang up and you not do a crap deal that you're just gonna back out of later because you can't move it than to just agree to a number and take a deal and then find out you can't sell it.

SPEAKER_03 1:39:32

Yeah I will say that I mean based off of what I just saw I could assume your contract to close ratio is is really high. It is like you're getting you're getting deals.

SPEAKER_23 1:39:43

He's not signed in unless it's a deal and I got I gather that when you came in at a thousand aggressive I was like oh this guy's going for deal he goes for deals yeah yeah and so I was really I was really curious like how he would respond to me being aggressive because I kind of wanted to just get down to the point and I really couldn't find anything on prop stream or pretty much anywhere.

SPEAKER_25 1:40:03

So once I found I could barely find anything other than Zillow and I was like all right well if I'm aggressive right now which creatively I should have right that I like that I'm gonna use that for sure. It was more so in that aspect of okay I don't want to waste my time I want to help him at the same time if I shoot at a thousand and he tells me three grand four grand now we can kind of wiggle if he was to respond. It's either hang up or respond.

SPEAKER_03 1:40:30

But there's a couple things that you could have done there Cameron and this this again comes back to trial and error and and reps right you've had a W-2 all the way up till three weeks ago and and so you've got what a a year under your belt of really doing this but part-time so this comes from experience over the course of time where you'll try things out that was you trying out the aggressive route and it didn't work right going back to what Jerry said where probably everybody inside of titanium kind of butt puckered for a second when he was like you know blame it on a third party they're like oh my god is Jerry about to say the fake underwriter no we still don't do that but you can blame it on hey are you familiar with this property on Harrison that sold for $540? Like what do you know anything about that one? Because I mean that looks pretty similar to yours and it sold on the MLS for $540. That's wild I've never even seen that also when you asked them for the price and it came down to five your response could have been I was hoping that it was going to be the number that I actually wanted and it's not five because then he would say well what number did you actually want it to be at I needed it to be a thousand and then he would say oh well there's no way I could do that. Why not? Let's have a conversation about that what what's so important about that extra four grand how many conversations do you have to have before four grand is not worth it what happens if this house that's been vacant for three years gets vandalized, burned down like there's so many things that could go wrong where you lose anything it's hard because you don't have a lot of leverage there a thousand dollars is just not a lot of money at the end of the day for a piece of real estate right you're paying more in closing costs than you are for the house.

SPEAKER_23 1:42:33

Yeah so I mean what what what if you would have said it like this what if you would have said hey Mr. Seller what would you think if I got you a thousand bucks and we can close in 10 days what would you think about that would you be willing to put something together for a thousand bucks and then he says well no no I I I mean I gotta I gotta at least get five then you say well I mean how close to that can you get to the thousand bucks I mean can you work with me here and so you're keeping that same personality you let out with which is nice I'm friendly I'm I'm instead of like you're not gonna get 10 there's no way it's worth it this thing's a dump you know coming at him like that. Oh yeah hold on you're you're good I just hit the wrong button. Um more of like because you I think you said you anchored at a thousand you were hoping to land in between a thousand and five 2500 three grand or something is where I think you you said you were hoping to get to but could you have gotten him to get there if you kept that door open in instead of the aggressive approach by saying well hey how close can you get there? I think you were starting to you said hey can we meet in the middle or something I think you started to say something and it was kind of too late. Yeah but think about think about a process of hey if we could put something together today what would you think about a thousand bucks now it's sort of like you're throwing it out there he says man I I really need to get five all right well could you meet could you meet me somewhere in the middle I mean could we could we make it 2500 maybe maybe he would have done it see the see the see the slight difference though 100% it was one of those things that I was just like let me try it because he seemed like a very straightforward guy out the gates very happy go lucky so I was like let me just be real with him yeah and just be like it's not worth five it's not going to move for five like he said he had other offers for five and that's why I was like no shot yeah which I think we all agree that that was not true.

SPEAKER_03 1:44:36

I think he was lying um especially just because we we had all of the insight yeah yeah we had all the insight going on in the in the chat um listen cameron this is one of those things you you obviously understand the closer's formula i thought your your tonality was really strong throughout the call obviously you you have the the skills to close deals this is just one of those things where you take this result you file it away and you say okay just I maybe misuse that tool on that call 100 why why right you go back and watch this video tomorrow or later this week and just be like so now watching it on the game film I see what RJ and Jerry were saying here like I I shifted I became a different person I shouldn't have done that I got to watch that next time if I'm gonna be aggressive let's be aggressive throughout the call or mirror when a seller becomes aggressive I'm also gonna become aggressive that's one of the things Jerry does really well when all of a sudden a seller becomes like somebody else it's like I'll match you I'll come along for the ride right that just didn't happen here and so better for it to happen on a thousand dollar offer than on something that we could make twenty five thousand dollars on right I mean at the end of the day probably wouldn't have tried that right and you try shit out on you could you could probably call him back and and get him back on the phone and pitch a creative idea RJ's creative idea he might he might be open to that that's true but if no one could discount for 3500 man that sounds like a lot of work to make a couple grand you know what I mean like hey Cameron let's do this I want to get braden on here once braden's done with his call I'm gonna bring all of you guys up and let you just go to town on the rest of these leads and see what kind of craziness we can bring on so if you want to hold off on that let's hold off on calling him give him some time to cool down we'll we'll we'll see what happens okay all right good job brother Mr.

Braden Works A Foreclosure Lead

SPEAKER_03 1:46:53

Myers what's going on with you what's up brother how are you all right so Jerry man you don't even know what you're in store for here this guy he's an in buyer he i'm gonna buy this house in about 10 minutes he's called to buy it so I love it brain's uh brain's been with us for a while what'd you join like the fourth class at five oh you're also part of the fat five ever fat five might be the greatest class ever in tu history i'm just throwing that out there so 100 all right is this in Missouri which one with what number did you pick this this is uh in Missouri yes i don't let's see what number i already ex out of the link that you sent me here uh oh you're so certain that they're gonna answer you got rid of the lead sheet and everything oh well uh i sent i sent in the private chat the the lead here let's see this is number you see because i own we buy houses columbia in mexico missouri and not far oh 38 all right 38 let's do it rock it i'm gonna call them from the we buy houses columbia number so they'll pick up i love it all right let's check it out did you say you buy in mexico Missouri i do not uh but it's foreclosure leads so if we can pick it up sub two it might be a decent deal but we're gonna see what's going on um I buy in Colombia and then Jefferson City Mexico Moberly all wholesale I don't want to own anything there really but you wholesale in in Mexico I've never wholesaled a deal in Mexico but it's not too I'm asking I have a I have a couple seller leads there and I don't know what to do with them because they're Mexico Missouri I got you send them over I'll call them up okay yeah all right let's add nationwide wholesalers Jerry um I mean there one's commercial another one's a sub two they're they're kind of weird deals I'll text you my phone number after the live see if we can get them on the phone here voicemail can you all hear that yeah yeah okay double down you are crispy loud all right does this mean you've got to get out of your home state hey you just you pick the lead RJ all right I'm gonna make you come to Texas. Hey we'll we'll do it man oh well all right you like foreclosure right any any of them will be good. Twenty two titanium Twenty-two, baby.

SPEAKER_27 1:50:01

Brother, I've been seeing twenty-two and two two two all over the place, man. Uh okay, we got it here.

SPEAKER_03 1:50:10

So it's a foreclosure, needs a remodel in Illinois.

SPEAKER_19 1:50:14

Okay, yeah, that's not too far.

SPEAKER_27 1:50:56

Three rings. Hey, Crystal, this is Braden with We Buy Houses Columbia. Just reaching out about your property off Highway 45 in Illinois. Uh, give me a call back. I'd love to chat with you. Um, you can shoot me a text if that's easier. I'll be around. All right, thanks. Bye.

SPEAKER_03 1:51:51

Call the call the one right above it. Okay. Yes, it's in North Dakota. 21. But there's even a note where he says he's a flooring contractor. Work has significantly slowed down, and he's then foreclosure.

SPEAKER_19 1:52:07

Okay. See what we can make happen.

SPEAKER_12 1:52:11

North Dakota.

SPEAKER_03 1:52:13

Jerry, get mad at your Wi-Fi again so we can see you move. There you go.

SPEAKER_23 1:52:20

When I click off the screen, it does that.

SPEAKER_11 1:53:09

So weird.

SPEAKER_27 1:53:10

It's just like stopping. Yeah, it's just stopping. Didn't even leave me a didn't even give me a voicemail. Number twenty.

SPEAKER_03 1:53:19

We're just working our way out.

SPEAKER_08 1:53:45

Hello.

SPEAKER_27 1:53:46

Hey, is this James?

SPEAKER_08 1:53:48

Yes, this is James.

SPEAKER_27 1:53:49

Hey, James. I'm this is Braden. I'm just giving you a call about the property off Jackson Village in Georgetown.

SPEAKER_08 1:53:55

Okay.

SPEAKER_27 1:53:55

Are you looking to sell that property?

SPEAKER_08 1:53:58

Yes, I am.

SPEAKER_27 1:53:59

Okay, and how much are you looking to get for it?

SPEAKER_08 1:54:02

Um I'm looking to get anywhere about 50 to 50.

SPEAKER_27 1:54:06

Okay. Well, tell me a little bit about what you got going on, my friend.

SPEAKER_08 1:54:11

What exactly do you need to know?

SPEAKER_27 1:54:13

Um, well, all I know right now is what I can see just on like the websites. I don't have anything about the property specifically.

SPEAKER_08 1:54:23

You say you can see what's on the website?

SPEAKER_27 1:54:25

Yeah, like on like on Realtor and Zillow.

SPEAKER_08 1:54:29

Okay. Um the property is like what 23, 24, 2,300 square feet. Um four-bedroom. It needs repair. Um floor joists in the property. I think all the floor joists in the property need to be um renovated. Uh property hasn't been lived in. I was uh I purchased it originally to move there, and I was gonna fix it myself and live there.

unknown 1:54:56

Um circumstances caused that not to be able to happen.

SPEAKER_08 1:55:00

So looking to um liquidate it because it is too far from me from where I currently live to go and manage or deal with it on a regular basis. Um property has a metal roof. Roof has uh a few pitholes in it. There is one bad pithole near the back that has caused water to intrude. Um, but there are other pitholes.

unknown 1:55:27

I don't know if they they just stop, they don't leak any, they don't leak any longer, but they're still there, so the roof probably needs to be patched or changed.

SPEAKER_08 1:55:34

Um the structure of the property is concrete. It's concrete block property. So luckily for me, that has caused it not to decompose or rot or anything because of any uh any water infiltration. There is no mold or anything going on because the inside of the property is whoever originally set it up, they didn't set it up with sheetrock, they set it up with like these these wooden panels. So um, so it's you know it's still it's still holding holding good.

unknown 1:56:07

Now, the property does need renovation, it's gonna need it's probably gonna need a full gut, but um, but that's that's that's the longest.

SPEAKER_27 1:56:18

Okay. Yeah, that that all sounds good. And you said uh are you you're not nearby anymore? You bought it and was gonna make it your house and decided against it? Yeah.

SPEAKER_08 1:56:28

Yeah, well, I live three and a half hours away.

SPEAKER_27 1:56:32

Okay, gotcha. All

Negotiation To Contract And Next Steps

SPEAKER_27 1:56:36

right. Um, well, I can see that it was listed the end of 24 for 60.

SPEAKER_08 1:56:44

Uh, did you guys not have any action on it when you well no, so what happens is I went through a company, I think it's called Sloan, Sloan Realty. They promised me that, oh, what we're gonna do is we're going to we have a network of um of investors, and what we'll do is we'll put it to our network of investors and we can start off at 60, and um what's gonna happen is they'll they'll bid on it, and it'll start at 60, but it'll go up, and then you'll get uh blah, blah, blah. So they they they told me they sold me a bill of goods.

SPEAKER_27 1:57:21

Yeah. Did they say something like they're gonna give you like the white glove full service treatment or something?

SPEAKER_08 1:57:27

Yeah, yeah. Listen, they they promised me the moon and told me they put the stars on layaway.

SPEAKER_27 1:57:32

Yeah.

SPEAKER_08 1:57:32

So what ended up happening, it it didn't happen as such. And um, you know, I was locked in with them, and I regret that because I had other people that came came in, but I couldn't do anything because I was technically locked in with them.

unknown 1:57:49

So um I'm expecting for them to be able to sell it, and they never were able to sell it. Matter of fact, they recently called me again and asked me if they could, you know, and I'm like, I'm not really dealing with them.

SPEAKER_08 1:58:02

Okay. I guess they're the group, they're the group in that area that that deals with houses or investors, but they they it didn't go well for me and them, so I don't really want to deal with them again.

SPEAKER_27 1:58:13

Yeah, no, I I definitely wouldn't do it. We don't do novations at my company. Uh one of two, I'm the owner of a company called Next Level Acquisitions, a Kansas-based corporation, and own We Buy Houses Columbia in Columbia, Missouri. And uh one of two things happens when we when we're out of those two areas. Either I'm gonna buy it myself or we're going to uh send it to our buyers. We got the best uh nationwide dispo companies around, but it does not go on the market, and I'm not gonna sell you a bill of goods. If if I send you an agreement at the end of this call, it's gonna get done. Um so when's the last time that you've been to the property, brother? It's been uh let's say a few months back.

SPEAKER_08 1:59:00

Had to go there. Um I went there to take care of some stuff to check on the grass, make sure it was cut. I have a neighbor who I know he, you know, he's he's buying the property, but he's got he doesn't want to pay for it. So he, you know. So I that's that's a that's another situation there. But uh yeah, I went there to check and see if the grass is cut and everything else.

SPEAKER_27 1:59:23

Okay. What's the neighbor trying to pay for it?

SPEAKER_08 1:59:27

The neighbor's not trying to pay for it. He's um, you know, it used to be his brother's property. And um his brother borrowed like $200 and something thousand dollars on the property, and then what ended up happening is he died and um was not able to was not able to complete the payments or whatever. And instead of anybody in the family stepping up and just taking over and taking payments or anything, they didn't do it, so they lost the property. And then some roundabout events, I ended up getting the property for what looks like $20,000, but um there was a person that owed me money, and they had the property, and they said, hey, listen, let's let's let's do this. I can I can transfer property into your name and so on and so forth. And and you know, and so we did it. And then so we put the $20,000 for you know, for tax purposes and all that stuff.

unknown 2:00:20

And you know, I got the property. And once again, I thought I was gonna move to the property, live at the property.

SPEAKER_08 2:00:28

Um, the property is like 15 minutes, about 20 minutes away from the beach, about 15, 15 or so minutes away from um from town, from from the heart of um Georgetown and stuff like that for the pier and the nightlife and everything else.

unknown 2:00:44

So I said, yeah, I can I can do that.

SPEAKER_08 2:00:45

I can relocate and do that. But what ended up happening is um I had a property in Union, South Carolina that I lived at, and I didn't, I was not able to sell the property.

unknown 2:00:58

I was I was not able to sell the property in Union.

SPEAKER_08 2:01:02

Um, and then I took a job, and then one thing led to another. Family member got sick, so I just I just I scrapped the idea.

unknown 2:01:11

Um when I got the property, the property, the property needed renovations, and I haven't done any of the renovations, but I had already made up my mind that I was going to do the renovation. It's just that um it's it's a little difficult when three and a half hours to go one way, so it's a seven-hour round trip before you even get anything started.

SPEAKER_27 2:01:35

Gotcha. Okay. Um well from what I can see online, right? I did see what you're you know corroborating as far as the price, uh, somewhere around 20K uh in 2022. And you know what what happens in the real estate world, not everybody's just upfront and honest about how these transactions actually go down. Um and that's why you got sold a bill of goods and somebody wasn't able to complete the transaction because they they had the they had it inked too high, right? They had agreed to pay you too much money, right? Um and so they were unable to generate enough interest in the property, which therefore led to you know it not going under contract and completing the deal. So um, but with that said, you know, I would probably have to be somewhere around what you paid for it for it to make sense.

SPEAKER_08 2:02:40

Yeah, that that that wouldn't that wouldn't work for me. Yeah, if you made a better offer than possibly, but no.

SPEAKER_27 2:02:51

Okay. How much money did that guy owe you when you gave when he gave you this property instead?

SPEAKER_08 2:02:57

They actually owed me something to the tune of 40. But for me, I thought I was, you know, they're getting over, you're getting the property, you know. Yeah, you're getting the property that you live at, yeah, you may have to put a little money into it to fix it, but you, you know.

SPEAKER_27 2:03:11

So okay.

SPEAKER_10 2:03:14

Yeah.

SPEAKER_27 2:03:14

Um let me see, let me see. Are you open to taking payments on the house at all? Like if you just don't want to deal with it.

SPEAKER_08 2:03:26

What kind of payment? What kind of yeah, I I I really just want to, I really want to liquidate the property because once again, I still have to pay taxes on the property. As a matter of fact, right now I owe taxes on the property that I have to deal with. So once you get the, you know.

unknown 2:03:44

Okay.

SPEAKER_08 2:03:49

But at the same token, I owe it I own it clear and free.

SPEAKER_27 2:03:53

Yeah. Okay. Um, so obviously, like you want you want to make some money on the deal. You've owned it, you've been taking care of it, driving seven hours round trip to get to it and do it. Uh if we went like the cash route, this is this is kind of what would happen, right? I'd send you a purchase and sale agreement for the property. Um, once I have that signed, within 24 to 48 hours, we get somebody out there to put eyes on the property, right? So you wouldn't need to make a trip down there if we've got a way to get inside or something like that.

SPEAKER_08 2:04:29

Um I don't know about the way to get the the way to get inside. I don't I wouldn't be able to, unless I came out there, they would be, I don't know if you would be able to get inside.

SPEAKER_27 2:04:39

Okay. Uh well with that said, then we would have to schedule to meet you out there sometime. Um, if we came up to like 25, made it worth your while some some way. This is uh, hey, 14 days from now, you're gonna have 25 grand in your bank account. We'll we'll pay the uh we may even be able to pay the tax. How many years behind on the taxes are you? What do you owe on the taxes?

SPEAKER_08 2:05:06

I think well, it's a weird situation they had. They have like a water, it's a water tax or something.

SPEAKER_24 2:05:15

Okay.

SPEAKER_08 2:05:15

So um if you if you default on the water tax or something, it becomes like all due, so it's like about four four thousand or without tax. That's why I said, you know, if I'm paying the taxes and everything, it doesn't make sense for me to, you know, I end up losing in the in the long run.

SPEAKER_27 2:05:36

Yeah. Well, yeah, that definitely as time goes on, every single dollar, I mean every single day that goes by costs you a few bones. Um is this something that you're even like wanting to get? I mean, obviously you listed it with those other guys a couple years ago. Um, are you still kind of up in the air, like willing to hold out, or is this something that you want to get done?

SPEAKER_08 2:06:02

No, I'd I'd like to get it done. I'd like to get it sold and then like to move on.

SPEAKER_27 2:06:07

Okay. Okay. So could the the 25 get it done for you? That's probably where we're gonna top out at, really.

SPEAKER_08 2:06:16

All right. Well, if you're doing the 25 and you're you're a whole taxes, then then that's possible. But if 25 and then I'm still responsible for the taxes, that puts me right backward in the same bracket.

SPEAKER_27 2:06:30

Okay. So most times we we pay all the not most, all the time we pay the closing costs. And there's never any realtor commissions or anything like that. Um, usually on the Ulta, when you close the deal, the seller pays the proration of taxes. Um it if you want to just give me like 30 seconds real quick, I can see. Um basically you you owe you owe how much? Um, I don't have documentation in front of me.

unknown 2:07:08

I'm just giving you, I'm spitballing it, and I think it's it's anyway, 4,000 or below.

SPEAKER_27 2:07:15

Okay. So at 29,000, we can we can get this rolling. Is that what you're saying?

SPEAKER_08 2:07:21

Yeah, I guess I right. Yeah, that that covers me for taxes, and I still walk away with 25, and then like life goes on. You know, you live and you learn.

SPEAKER_27 2:07:32

Okay. All right. Um, well, you see, I don't like to say things, I can only tell you what I can do and not what I can't do. At the 29,000, you know, um, I think it probably works. Um, like I said, we'll we'll have to figure out a day for us to come out there to check out the property. Um right.

SPEAKER_08 2:07:58

Listen, and and because of the what you call, if you guys need to go out, if you guys need to go out there and um as long as like I think I have like a lock with a hasp on it right now, um, you can cut the you know, cut the lock, go in.

unknown 2:08:15

I'll give I'll give you authority to do that.

SPEAKER_08 2:08:17

As long as you read um you replace the lock on the hasp, and then you can just mail me the key because once again, it's I would have to take a day off of work, and then I would have to drive off it.

SPEAKER_07 2:08:36

It's just a bit much.

SPEAKER_27 2:08:38

Okay. Yeah, no, I I totally get it. Um, well, I'm gonna I'm gonna type up this this agreement for us real quick and send it over. Um and we'll get to work on it. We'll send you the key. It won't be no big deal. We'll try to get it wrapped up and with it being outside of town, um, it might be three weeks. Uh just to be safe, we'll we'll call it three weeks, but we'll try to get it done. Let's let's back up three weeks to what? No, like three three weeks is like the the top end. We're gonna try to get it done faster than that for you. Within right, right.

SPEAKER_08 2:09:18

But you're saying three weeks. Give me I I don't know what the three weeks, what what happens in three weeks? What are you saying happens in three weeks?

SPEAKER_27 2:09:24

So three weeks before you go and see it? No, so within by the end of the week, we'll have somebody out there and and got eyes on the property. Okay, and within three weeks, we'll have 25 grand in your pocket.

SPEAKER_08 2:09:38

Okay, I see. So so you're saying within three weeks it we will close it'll be closed on.

SPEAKER_27 2:09:46

Yes.

unknown 2:09:47

Okay.

SPEAKER_27 2:09:48

So you'll have 25 grand in your pocket, we'll take care of the taxes, we'll take care of the closing costs. We will need reasonable access to the property. So if we can cut the lock, like you said, that won't be no issue. Um, send you the key, that kind of thing. And you won't even need to make the round trip on closing date because we can just send you a mobile notary. Yeah, mobile notary or you got it. Yeah, I got you. So let me just uh what's your full name, brother? James.

SPEAKER_02 2:10:24

I gotta mute this. Brain, are we good? Can we talk?

SPEAKER_07 2:10:33

The property, so it'll it the property will come up. Okay.

SPEAKER_08 2:10:44

And once again, if if need be, I can, you know, the property's not the property's owned by the company that I created in the name of the LLC. So um if need be, I get I transfer the company to you or I totally either way, whichever, whichever works out best for you, guys.

SPEAKER_27 2:11:04

I gotcha. Um, so I'm just gonna send you the purchase and sale agreement with your can you hear me?

SPEAKER_08 2:11:13

Yeah, I can hear you now.

SPEAKER_27 2:11:14

Okay, so I'm gonna send you the purchase and sale agreement with your personal name, title. They'll figure out which way we need to handle that. It's it's never an issue. Um, once I have this signed back from you, I'll go ahead and shoot it over to the title company. We'll get it rolling. Once we got a title commitment, we should be we should be good to go from there. Um but just okay, just give me like one second, okay? Okay. What up?

SPEAKER_03 2:11:42

I was gonna say, can the seller hear us? Because I was gonna have me and Jerry just go ahead and talk about this while you're sending the contract.

SPEAKER_27 2:11:49

Yeah, you guys talk. I'll I'll mute you. All right.

Deal Debrief On Language And Concessions

SPEAKER_27 2:11:54

So, Jerry, what did you think, Darren?

SPEAKER_23 2:11:58

Um, I mean, I I think. He's got a deal. He's signed that he's getting a contract signed. That's that's great. I I think I would have handled the negotiation process a little bit differently. Um, I think there's some cleaning up he can do in his process. You know, there was a several times where the seller's like, what are you talking about? What do you mean? Right. Um, I think he's so comfortable with the vernacular and what we do that he forgets that you're talking to a seller that doesn't understand your the nuances of what you're saying. I mean, right out of the gate he said, So tell me what's going on. He's like, Well, what do you mean what's going on? You know, I think you can clean that up and you can say, Hey, while I'm pulling up this property, tell me a little bit about what you've got going on. Why are you wanting to sell right now to an investor? You know, like you got to clean this stuff up. I call this kindergarten. This, you know, you say things like open escrow, and and not everybody understands that language. So I notice a few different times where he just the seller just wasn't following what he was saying again at the end with the inspection. I don't know what that is.

SPEAKER_03 2:12:58

I can tell you what it is. Braden loves to go belly to belly because he is an in-buyer, and so he likes to sit down at the kitchen table and and walk them through. He's got the contract, yeah, and be like, sign right here. I'm gonna open escrow. What does that mean? Well, that means I'm gonna send it off to the title company, and this is the difference between that being on the phone and that belly-to-belly um aspect of things because I I noticed the exact same thing, especially on that part where he was like, What is happening in three weeks?

SPEAKER_23 2:13:31

Yeah, yeah, exactly. Yeah, and and you know, when you're doing a contract over the phone, um, you got to be really clear, you got to say, listen, nothing happens until we have our agreement in place. I can't send someone out there, I can't open escrow, nothing happens. I'm gonna email you this to you in a minute. Until I get that back from you, nothing's going on. Like, I gotta be really explain that because he may sit on that thing and think the deal's happening or whatever, because you know, and then I would explain inspection. I'd say, listen, right now I'm basing all of this off of what you're telling me. I'm looking at the you know, numbers off the computer. Until I get eyes on it, I don't know actually if I can move forward with the 29. I I like that number, it feels good. Until we get eyes on it, though, I won't know for sure. I can't get eyes on it until we have an agreement in place. So I'm gonna have this little thing in the agreement called a contingency or an inspection period, and that's gonna give me a window of time to get eyes on it. Like he's not you gotta explain that a little better.

SPEAKER_03 2:14:30

Yeah, there was a there was a couple of uh conflicts that you could tell Braden was having. One, there's certain language that he uses because he's inside of a property, so he normally likes to say, like, I'm the buyer, like I've seen it when I tell you 25k, it's good as gold, right? Yep, and so he kind of defaulted that, but then had to revert back. But then he was also trying to overcome the novation of the previous investor. So he's like, Well, I'm not gonna do what that guy did. Um, but I do need to see the property, and so you can kind of tell that he got thrown out of his normal routine of what he was doing, and so he was kind of like combating himself throughout the negotiations of like, yeah, he's got to clean that up because we we do the same thing.

SPEAKER_23 2:15:16

We close on appointment and we close on the phone, and they're two different ways and styles, and you know, so you got to get really clear like I got to talk a little bit differently when I'm closing on the phone versus closing in person. I think too, a big thing I caught was um in his negotiation process, he said, you know, I'd like to buy where you bought it. So that we know that number's 20. He said, I can't do that, and there's a huge missed opportunity there. And I see this happen all the time. Well, then what number can you pay? Or well, then how close to that can you get? He didn't ask, he didn't say, Okay, now you counter me. He just said, Well, what if I paid 25? So he countered against himself. Because what if he would have come down and said, I really need 25? I would have said, you know, why don't we split the difference and we do 225? And and I probably could have got a couple more grand out of the deal by not negotiating against myself.

SPEAKER_03 2:16:09

And and also right after that moment, I you kind of said that, and and then you you wrote in the chat, how close to that can you get? But then he kept saying right after that, the seller was saying, Um, I just want to get my money, I want to be done with this. And it was like, then my thought process was to ask, then why did you just reject my offer? You're right. Yeah, I just said I I would give you what you paid for it, but then you said no, and then the true reason came out.

SPEAKER_23 2:16:39

I think he would have. I think I think Braden gave up too soon. I think that guy, I think if he if you would have held out, I think he would have given you everything you wanted. There was so much urgency and motivation. That guy was so tired. I mean, all he kept saying was how much I hate this property. I got pat, I got taxes owed. It's like, dude, well, you don't have all of those problems and make a profit, you know. You dump it and you move on, and that's what I'm offering you. So I I don't I wouldn't have moved off of the 20, and I think I think he could have got it at the 20.

SPEAKER_03 2:17:07

Yeah, I I think you I think the number was 24. Yeah, it was the 20 that he paid for, and then the four and the taxes. So that's why he said no, and then it was well, why not?

SPEAKER_23 2:17:20

What you know he would have think about it. He offered 20, he said no. Cameron countered himself at 25, then he countered at 29 and he won. Right. That's not you know, you got to think about the steps here. That guy negotiated better in the deal, it would have landed at 24. It should have said, okay, well, how close to that can you get? You know, and and then and then he countered at 25, and you were going off of now an in-between number, not now the the new counter.

SPEAKER_03 2:17:50

Right. Hold on, let me see what's going on with Braden here, real quick. Braden, can you hear us?

SPEAKER_23 2:17:59

He's writing the contract.

SPEAKER_03 2:18:01

Yeah. So this is this is one of those things where that's picture perfect from the seller of what we want to do on the closer's formula. Yeah, right. What does the seller closer formula at him? What's your price? 20. No.

SPEAKER_23 2:18:18

Yeah.

SPEAKER_03 2:18:18

And then, well, how about 25? How about 29? Closed.

SPEAKER_01 2:18:23

Yeah.

SPEAKER_03 2:18:24

Yeah. You know, and people go, you know, when are we supposed to make an offer? Well, you don't. You just get the seller to stair step down. Yeah, that's what happened here. It was that one little moment, but this is why we do this, right? Yeah.

SPEAKER_23 2:18:37

Um, this is one percent stuff. I mean, he's got a he's got a deal. Yeah, but here's the thing like here's what people have to understand every thousand dollars matters in negotiation because if you do this full-time for a living and you're doing five, ten deals a month, if if you learn how to negotiate better and you get five grand out of every deal you do, you're putting 25 grand a month in your pocket more just because you've you've improved that one percent or 10.

SPEAKER_03 2:19:02

So I think I think at the end of the day, he cost himself five grand. I think you agree. 24 24 was probably the number. Um, that five grand, he's gonna have to JV this. So that's $2,500 in his pocket. Right? That was uh that was a $2,500 question. That's a that's how wait it's $2,500 for the JV partner, too. Right? And and in uh potentially even a renegotiation is gonna have to be needed later on. Let me see if he designed.

SPEAKER_23 2:19:41

Right. I mean, there was a there was another lost opportunity to negotiate when he asked to pay the taxes. Especially if I was a seller, I would have been thinking here's what I would here's what I felt. This guy wants it, I got him. He's gonna come to my number because because Braden he countered himself, then he said, Okay, I'll pay the taxes. Like you didn't ask for anything back.

SPEAKER_03 2:20:02

One of the things that I noticed today was we went through five callers. Uh, connection rate was great. Shout out to property leads. Great job today with the leads. Great leads. Um, two hours and 20 minutes. Uh, everybody got five callers, got a seller on the line. Everybody went through these calls really, really quickly. One of the things that I've noticed, Jerry, when you and I do this, yeah, every now and then me and you will have a five, six, seven-minute call. But on some of these, we would have taken 20, 25 minutes. Like to really, I I clipped one of your calls. I think from the last time me and you went live, I clipped it and I said this was a great close by Jerry. There was a moment where it was like, oh, it's done. And then there was 10 more minutes of you pulling out motivation from the seller, and then that's where it came out about she needed to sell the house because it was the way to get her daughter back. You remember that call? And she was like, she had already told you all this motivation, but then the true motivation came out at the end because you just kept pulling, and then that's when you really let her know like, if you really want to do this, this is the number you've got to get. You've got to get to this number right now. I thought some of these calls just got sped up a little bit, but also this is live on YouTube. Me and you, I mean, it it's pressure. Braden, are you with us? These parties, guys, guys reading the contract.

SPEAKER_13 2:21:36

That's what that is.

SPEAKER_03 2:21:37

Yeah, so I listen, I think overall though, uh great calls by everybody. We still got a ton of leads.

Rapid Fire Calls And Live Chaos

SPEAKER_03 2:21:46

So, Jerry, what I was thinking is we just bring them all up on stage, tell everybody to mute themselves, and when they get a seller on the phone, unmute, we just let them go to town. What do you think? Yeah, rap rapid fire, medley style.

unknown 2:22:05

Yeah.

SPEAKER_12 2:22:07

How are you gonna know when the if the lead's been called? They'll have to market or something. Yeah, they they can all market. Make sure you guys mark it. So here.

SPEAKER_11 2:22:24

Oh yeah, look at this. Alright, boys. We ready?

SPEAKER_03 2:22:30

When you get somebody on, unmute yourself. And uh if we have two, then I'll toggle the mutes. I'll I'll pay attention to who's good and who's not, okay? So y'all just go to town.

SPEAKER_11 2:22:47

While Braden's over there getting his.

SPEAKER_30 2:22:55

Oh, now Stephanie wants in. Stephanie says, put me in.

SPEAKER_11 2:23:01

We gotta change the background.

SPEAKER_03 2:23:09

So somebody asked about how did I know the connection rate? The connection rate is how many leads did we call, how many sellers answered. That's all that is. Um, so we called four, eight, ten. We called 14 leads. And we talked to one, two, three, four, five, six, seven. So 50% connection rate.

SPEAKER_23 2:23:36

RJ, while we're while we're waiting here, I just want to shout out to you and titanium.

SPEAKER_26 2:23:42

My name's Quince Pedas, giving a call about your property there on uh North Oak Street.

SPEAKER_16 2:23:49

OK Street.

SPEAKER_26 2:23:50

Oh, OK Street. Oh, yeah.

unknown 2:23:52

Yeah.

SPEAKER_26 2:23:54

My mistake. You still looking to sell that?

SPEAKER_16 2:23:56

I am.

SPEAKER_26 2:23:57

Awesome. How much are you looking to get for it?

SPEAKER_16 2:24:00

I'm looking for like 110.

SPEAKER_26 2:24:02

110. Can you tell me a little bit about what you got going on?

SPEAKER_16 2:24:08

Uh well, I'm relocating. So that's why I need to sell my house.

SPEAKER_26 2:24:12

Where are you going to?

SPEAKER_16 2:24:14

Huh.

SPEAKER_26 2:24:15

So where are you going?

SPEAKER_16 2:24:17

Just on the other end of West Memphis. I'm staying in West Memphis, but I'm going to the other side of West Memphis.

SPEAKER_26 2:24:23

I gotcha. You already found it. Oh, sorry.

SPEAKER_16 2:24:25

I don't want to have two houses.

SPEAKER_26 2:24:30

Have you figured out where you're moving after this? Uh no, I was trying to sell my house for once you get it sold, you're gonna rent temporarily or what's what's your plan?

SPEAKER_16 2:24:41

So once I get it sold, I'm going to stay with my sister until I purchase my home.

SPEAKER_26 2:24:48

Okay. And then uh do you have any idea of how fast you'd like to move? Like, is your sister ready for you? Does she need some time before?

SPEAKER_16 2:25:00

Yeah, I'm I'm ready.

SPEAKER_26 2:25:02

You're ready and she's ready?

unknown 2:25:05

Yeah.

SPEAKER_26 2:25:06

I got you. And uh so I understand why you're selling. How'd you come up with uh how'd you come up with your price?

SPEAKER_16 2:25:14

Um on the uh prices that they offer around my area compare prices.

SPEAKER_26 2:25:22

And so is uh is your house looking like the ones you compared it to? Is it pretty well fixed up or am I gonna need to do some work?

SPEAKER_16 2:25:30

There's nothing wrong with my house, but the inside needs kind of that's it.

SPEAKER_26 2:25:36

Let's see. So every kitchen, bathroom have been remodeled recently. No work, no money I would need to spend at all.

unknown 2:25:47

No.

SPEAKER_26 2:25:49

I got you. What's uh what's got you looking to sell to an investor versus listing it if it's in pretty much perfect condition?

SPEAKER_16 2:25:58

Well, I was gonna do that also. I was just trying to see what was not gonna be my best way to go about doing it. But I've been looking into both of them.

SPEAKER_26 2:26:08

What would you say the most important thing is to you? Is it is it getting top dollar or is it something else?

SPEAKER_16 2:26:15

That's given it's all at a reasonable price.

SPEAKER_26 2:26:21

Does time frame matter to you? Like I can help you move fast and I can help make it convenient, but if those aren't important, then a real estate agent's probably your best bet. And if those are important, then I might be a good solution for you.

SPEAKER_16 2:26:34

Well, then how much would you offer me for my house?

SPEAKER_26 2:26:38

Well, let's see. So let's I've never seen it, but I'll go off of what you're telling me that it doesn't need too much in repairs. I'm seeing not a lot of other houses that have sold for over a hundred thousand, even the fixed up ones. Let me see, let me put this on a calculator. So if we can get by on five thousand or less uh in repairs, if we can get by on five thousand or less in repairs, I'd probably need to be around forty thousand. Like we're quite a bit different numbers.

SPEAKER_16 2:27:22

Uh no, no, I'm I'm going to need.

SPEAKER_26 2:27:26

I mean, I'll I'll say this. What unless it's just way nicer than what I'm picturing. Like, have have you sold a house recently? You know, like how fees are gonna work and all that kind of thing.

SPEAKER_16 2:27:38

I already have a realtor and I already we already discussed it. I just wanted to buy, you know, get a quote up for one of the buy house quick to see how you know how much they all offer. I'm getting ready to miss my house tomorrow.

SPEAKER_26 2:27:51

But what what is the realtor telling you it's gonna sell for? I might I might be able to adjust my calculations a little bit.

SPEAKER_16 2:27:57

210, 100 a day selling for like 130, 135 in the area that I'm in.

SPEAKER_26 2:28:04

So she told you to list it the number you guys have agreed to is 110 for tomorrow.

unknown 2:28:10

Yeah.

SPEAKER_26 2:28:10

Yeah, so I mean, asking me to pay that number, like I'm usually paying closing costs and saving you real estate commission. So you're actually kind of asking me more than what I would be paying if I just waited for you to list it and then bought it that way.

SPEAKER_10 2:28:24

Right.

SPEAKER_26 2:28:24

Well, I'm going to so that so you walk away with just under a hundred thousand if everything goes right, and that's kind of what you're hoping for?

unknown 2:28:35

Well, I'm hoping to get the whole hundred and ten.

SPEAKER_26 2:28:38

I'm just saying, even if you do, even if there's no concessions, you're still gonna pay your agent, the buyer's agent, closing costs, like all right.

SPEAKER_03 2:28:46

That one's not going anywhere. No. Uh Braden, did you get it signed?

SPEAKER_12 2:28:54

Yes, sir. You're muted, Braden.

SPEAKER_03 2:28:57

No, I just unmuted you, sorry.

SPEAKER_12 2:28:59

Yeah, I got it signed. Nice. Had a boy.

SPEAKER_03 2:29:03

Boom!

SPEAKER_27 2:29:07

Oh no, bro. You know what I you know what I got on my on my on my desk at all times open? What? Oh, then my camera follows me. Hold up. My Bible. There you go.

SPEAKER_28 2:29:19

Praise God.

SPEAKER_03 2:29:20

There you go.

SPEAKER_28 2:29:21

Yeah.

SPEAKER_03 2:29:22

All right. So what's your plan now? You don't do deals in South Carolina, so how you gonna display that?

SPEAKER_28 2:29:29

Hey, that deal looks like it could be a flip. I don't flip though. It's gonna sell that deal. It's a three-bedroom and Steven.

SPEAKER_10 2:29:41

Like uh final whip flooring or whatever, like you know, it's a new flooring and it's got uh it's like maybe a three band in every room. It's got a new um central air uh the attic or whatever is all redone, everything's done up inside of there and uh backyard is got a shed back there and it's a pretty big backyard and closed in. And um it's across the street from a socker field for the kids, and yeah, that's about it. I don't have no driveway or no firework or nothing like that.

SPEAKER_22 2:30:21

Alright. Alright, yeah. And uh what timeline were you hoping to sell it on?

SPEAKER_10 2:30:28

I just well first I'm just curious to know if I did it, I'd want to do it quickly, you know.

SPEAKER_22 2:30:34

Okay, okay.

SPEAKER_10 2:30:35

What's the urgency like you just have something else set up in in machines, you know, so that way part of the money we got on it to go to what I have set up because I don't want to not do that first, you know?

SPEAKER_22 2:30:47

Oh, that sounds interesting. Tell me a little bit more about that.

SPEAKER_10 2:30:51

Well, if I did, I could I mean I could, but I'd like to go back to California and buy a small piece of land there and get like um an RV or something on there, and that way I can travel.

SPEAKER_22 2:31:01

Alright, you'd like to go to California, buy an RV and travel.

SPEAKER_10 2:31:05

Well, I want to buy a small piece of land out there in the high desert.

SPEAKER_22 2:31:09

In the high desert that sounds wonderful, Kim. Gosh, gosh, I want your life. Look at that. Cool. So, okay, okay. Okay. Absolute mobility and California bounds.

SPEAKER_10 2:31:31

Right. I guess there's a small piece of land, maybe like a little acre or something somewhere out there.

SPEAKER_22 2:31:36

A little acre or something, and and you'll be a free woman. Look at that.

SPEAKER_10 2:31:40

Right. Well, I'm already free, but yeah.

SPEAKER_22 2:31:42

That's good. That's good. Free and mobile. That's a dangerous combination. Very good. And and you'd like to do this soon. What's um yeah, what has you what has you wanting to move soon?

SPEAKER_10 2:31:55

I don't like the place. I don't like it at all.

SPEAKER_22 2:31:58

You don't like it at all?

SPEAKER_10 2:32:00

Texas sucks.

SPEAKER_22 2:32:01

Texas sucks. Yeah. Um, yeah, and let's see here. Uh what year did you buy that place? Yes, yes, ma'am.

SPEAKER_10 2:32:13

In twenty five.

SPEAKER_22 2:32:15

In twenty-five. Okay.

SPEAKER_20 2:32:17

Yeah, you bought it last year.

SPEAKER_22 2:32:24

Okay.

SPEAKER_20 2:32:26

So I'm gonna think I gave me for you.

SPEAKER_25 2:32:29

Well, how much do you want?

SPEAKER_20 2:32:33

The money that I have on it is one hundred. I think it's ten dollars on the check is that right now.

SPEAKER_25 2:32:44

Okay.

SPEAKER_20 2:32:46

Yeah. Three hundred, I think thousand.

SPEAKER_25 2:32:55

Three hundred and seventy.

SPEAKER_20 2:32:58

The value of the house?

SPEAKER_25 2:32:59

Yeah.

SPEAKER_20 2:33:41

Oh Texas.

SPEAKER_25 2:33:44

Texas.

SPEAKER_20 2:33:46

Yeah. Where at is K T Wex? Yeah.

SPEAKER_25 2:33:58

Interesting. You got a job lined up? Or what's causing you to move to Katie?

SPEAKER_20 2:34:03

Uh I guess I'm literally.

SPEAKER_25 2:34:05

Oh, that's awesome, man.

SPEAKER_20 2:34:07

Yeah, so I want to move around there.

SPEAKER_25 2:34:11

You already start looking at some places, or kind of uh okay.

SPEAKER_20 2:34:22

I guess one hundred and eight thousand pound and on the five point. That's it. At the moment on the line. Yeah. Yeah. So how many things are giving?

SPEAKER_25 2:34:57

Well, kind of depends. I just got it pulled up right now. I know you're looking to relocate. You've been looking at some places. You planning to buy something, or are you looking to rent?

SPEAKER_20 2:35:07

Um I'm planning to uh uh buy a place.

SPEAKER_25 2:35:11

Oh, that's awesome. This is these pictures that I see online, it's super clean. Is it all still wood and in the same condition?

SPEAKER_20 2:35:23

Yeah.

SPEAKER_25 2:35:27

How come you you're not listening to this thing?

SPEAKER_03 2:35:30

Huh? How come I'm gonna check on Steven real quick and see how his conversation's going.

unknown 2:35:45

And then um, yeah, I'd have to do a nice green or something.

SPEAKER_22 2:35:49

Okay. Okay. That does sound beautiful. Yeah. Is that is that around is that around where you grew up there?

SPEAKER_03 2:36:07

I think he's struggling knowing what to offer on that. And I don't think he's seeing my my chat over here. I'm at I don't know what the asking price is. Brain's just taking pictures.

SPEAKER_14 2:36:30

Yeah.

SPEAKER_03 2:36:32

That's what happens when you close deals.

SPEAKER_14 2:36:35

Yeah.

SPEAKER_03 2:36:40

Uh I love it. Cameron, are you still on the phone?

SPEAKER_25 2:36:46

No, he uh he had to go, so he told me he's gonna call me back in five to ten minutes. Oh, okay. Is it a deal? Uh I haven't gotten that far. He owes 108. He's moving to Katie, Texas, and he doesn't want to sell with an agent because he wants it done faster. But it's super clean. So we're gonna see.

SPEAKER_03 2:37:04

I mean, I we heard all the Katie and all the the what he owed and stuff. I just did what was his asking price? He never told you, never told me.

SPEAKER_25 2:37:13

He just keeps saying, What can you offer me?

SPEAKER_03 2:37:15

So gotcha. So that's why it felt like y'all were going around and around. Like it felt like you were trying to pull something out of him, and he just wasn't telling you. So super thick accent, too.

SPEAKER_23 2:37:26

So yeah, I he was hard to understand.

SPEAKER_03 2:37:29

Yeah.

SPEAKER_12 2:37:31

Gotcha. All right. Well, let's go back to Steven here.

SPEAKER_01 2:37:48

He's gotta hold that right up to his headset.

SPEAKER_22 2:37:50

Yeah, I gotta I yeah, I'd have to make sure it was like a safe a safe investment um. It's half a Zen Steven.

SPEAKER_05 2:38:04

It's um we're looking to yeah, we're looking to sell it.

SPEAKER_22 2:38:17

Awesome.

SPEAKER_05 2:38:18

Maybe if if you like hired uh Well, you know, uh the uh the best we can.

SPEAKER_25 2:38:26

I like that.

SPEAKER_05 2:38:26

It's in you know, it's in good shape. I mean it's it's uh I mean we're you know the market here in matters okay. Um so you know, uh it's it's a nice home on a corner lot, uh three bedroom, two bath. Um it's uh restored all of it. I got a little bit left to do. Um but uh you know, nothing major. Everything 99% done.

SPEAKER_25 2:39:01

99% done.

SPEAKER_05 2:39:04

All I gotta do is do a little bunch of linoleum in the uh laundry room and finish the uh putting the rail around the deck and uh putting a track for the uh where the trash can goes in the counter, the track is messed up. So that's that's it.

SPEAKER_03 2:39:23

Ninety-nine percent done, we're gonna transfer over to Ken. Hopefully this is uh not ninety-nine percent done.

SPEAKER_11 2:39:32

Unmute Ken.

SPEAKER_05 2:39:52

He got the house, and instead of him losing it, uh the uh we bought it. We bought it from the pennymac, the company we had it at. And uh and we've had it for quite a few years and me and my children are gonna leave and I mean we're we're moving to a another house and I need the money.

SPEAKER_04 2:40:19

Okay. Is that um divorce finalized or are you still kind of in the process of it? Where are you at in that timeline?

SPEAKER_17 2:40:26

Well, it's a common law marriage, so we just kind of uh that's uh that's taken care of.

unknown 2:40:36

We're just basically just walking away from each other.

SPEAKER_04 2:40:39

Um see here. I'm actually pulling it up here now. I did lose you there for a second. You said it's a common law marriage, and then you kind of fade it out.

SPEAKER_17 2:40:54

Oh yeah, it's just a it's a common law marriage, so it's all the property. The only thing that we have together is the property. So we're both in agreement um to sell the property.

SPEAKER_04 2:41:08

All right. See here. You said that you didn't want to list it with the realtors because of that timeline. There's anything else that's stopping you from listing it?

SPEAKER_13 2:41:18

Well uh, I mean we have a meeting. Um other options we have as far as any, you know, anybody he said that he saw a bunch of ads on Facebook.

unknown 2:41:34

I don't know if he's trying to reach out to anybody or I think I figure I would um just to see, you know, what kind of help we would get.

SPEAKER_15 2:41:45

You know, waiting six months, you know, to try to sell.

SPEAKER_04 2:41:49

So how soon would you be looking to sell the test? Hey Rathery? I know you said you were driving through a rough signal area. I'm having a hard time hearing you. Can you still hear me? Can you hear me, Rallery?

SPEAKER_13 2:42:12

I can hear you.

SPEAKER_04 2:42:13

Okay, sorry about that. You did kind of fade out there for a second. I know you said you said you had a meeting and then you totally cut out there for me.

SPEAKER_17 2:42:21

Oh yeah, I know. I have a we have a meeting with the realtor on Thursday, but we were just trying to see uh what are other options you have versus going with the realtor. We've been for you know, sale by owner probably for a month and a half almost two. We've got some people that are interested, but not really anybody that's really followed through.

SPEAKER_04 2:42:47

So you said you've had it listed for for sale by owner for about a month and a half?

SPEAKER_18 2:42:53

Uh-huh.

SPEAKER_04 2:42:54

And what's the feedback been from those uh the buyers that you've spoken to so far that haven't performed? I cannot hear you, Valerie. I do apologize.

SPEAKER_17 2:43:13

If you want to give me a call back in five minutes, I'd probably cut her.

SPEAKER_05 2:43:16

Okay, okay I can tell you all about it because I mean ultimately we either do business or we don't. You know, I ain't gonna I don't well, I ain't gonna lie to begin with.

SPEAKER_25 2:43:27

Yeah, I mean, I'm I'm gonna shoot you straight and kind of if I can be a great solution for you, you know, which I hope I am, then of course I'd love to do business with you. But if I can point you in a direction that can help you out, because I know you said you've never done this before, so at least I if I can put in my expertise and move you forward, you know, I'll do that as well.

SPEAKER_05 2:43:48

I would appreciate any, you know, any help. Any I know, you know, I know what the taxes say that the house is worth. I know I know what you know that you know, uh you get a little more than that usually, and I know what our um uh what we have limited pay on it is, and and uh I know it's right close to the school, it's not too far from the school, it's right around the corner from the recreation department. I mean it's in a it's in a good location. It's a you see the home, I hope uh if it's the picture that that I've seen a few times, uh it's it's a good picture.

SPEAKER_25 2:44:26

Yeah, I got it pulled up. Um really good picture. So are you guys looking, like you said, you got a ton of equity in this. Are you looking for simplicity and you know, basically just no worries and convenience?

unknown 2:44:43

I mean, we'd love to do that, but of course that comes with a cost.

SPEAKER_25 2:44:46

Yeah, that's where I was getting, you know. That's where I was getting.

SPEAKER_05 2:44:49

And I I know that. I know it comes with a cost, but uh uh it depends on how much that cost is. Absolutely. You know, I mean if you if you're if if it's too low, then uh we're not gonna fool with it. But we'll just we'll put it on the market with a realtor and take our chances with that. But this is an option that's simple. And that's really, I guess you hit the nail on the head. That's really why we're doing it. My wife's a psychologist, she's busy, and I'm a plant manager and a pastor. And uh we just uh we're she's 63, I'm 63. We're just you know, we don't want comp we our life's complicated enough. We don't want complicated.

SPEAKER_25 2:45:31

Yeah, I mean, I can definitely be a solution in that regard. What I do is, you know, we we come in with cash, you know, contingencies, we make things a very smooth and seamless process where you don't have to wait on market, you don't have to deal with showings, you don't have to deal with all of the stuff that comes along with being on market. Because you essentially have to wait for someone to come across that likes the home. Right. And that could be three months, it could be six months, it could be, you know, it really is.

SPEAKER_05 2:46:00

Like I said, I'm not I'm not in a big hurry.

SPEAKER_11 2:46:11

That was weird.

SPEAKER_03 2:46:16

What happened? I don't know. I just started making a weird sound and Cam muted himself. That was weird. Jerry, we might have caused uh I might have dug ourselves a hole here, buddy. Ow. I'm trying to I'm trying to figure out what our exit strategy is here.

SPEAKER_23 2:46:38

Bouncing around everybody.

SPEAKER_03 2:46:41

I'm trying to figure out what mine and yours exit strategy from this live stream.

Wrap Up And Next Live Tease

SPEAKER_12 2:46:46

Oh yeah, my internet was about to go down.

SPEAKER_03 2:46:54

Oh my uh we're we're approaching that three-hour mark. I need to stand up. I need to I went and took a week.

SPEAKER_23 2:47:02

I I couldn't wait any longer.

SPEAKER_03 2:47:04

Um I'm about to just leave this going with them. Just like you, yeah, you boys unmute yourself whenever you want. Yeah. Uh overall, though, I I think this is uh this is one of my my favorite uh live streams that we've done on here. From the aspect of we we got to see a bunch of different types of calls, the the full retails, the the ones that are motivated but needed to come down on price. Even one of the things we didn't touch base on with Braden's close, which Braden, I know you can unmute yourself.

SPEAKER_27 2:47:41

Um the original asking price thing y'all was talking about whenever I was on the phone closing deals.

SPEAKER_03 2:47:49

Yeah, the the the original asking price was uh 60, wasn't it? And you got it, you got it locked at 29. Yep. That's uh that's a pretty significant from a percentage standpoint. Basically, Braden, I'll just summarize what Jerry and I felt. We felt like the only thing that you really need to work on was uh tightening up the phone process in comparison to your belly-to-belly. We can definitely see how you are a lot more comfortable on belly-to-belly appointments. Yeah, so there's things that you kind of rushed on the phone. Um, and then also we both felt like you somewhat negotiated against yourself um when when you said I need to be at the price that the seller that you paid, and he said that is not gonna work for me. You should have then asked, What can you do? Yeah, because we both felt like you would have said, Well, I need the 20, but then I also need the four for the taxes, then you could have gotten it at 24 or even less. Whatever you split, like Jerry even said, Well, what if we split the taxes? What about 22 or something like that? Yeah, um, and it overall, though, I I just felt like the main thing that stood out to me was some of the language that you used and how much more comfortable you probably are sitting in someone's living room and saying, like, I'm your guy, like I'm wiring you this money in 14 days. And I almost felt like you were you didn't know how to not say that.

SPEAKER_28 2:49:28

Yeah, yeah, no, that's good.

SPEAKER_03 2:49:30

And I almost want to go, Braden, are you buying this house in South Carolina?

SPEAKER_27 2:49:34

I'm I might. I mean, I'm looking at it, I'm looking at it, bro.

SPEAKER_28 2:49:38

I might have to just buy it, uh, but I probably won't. We'll we'll talk about it later.

SPEAKER_03 2:49:44

Yeah, I I I would recommend that you don't buy that. I I think you just need to wholesale it. But um overall, man, I thought you you did a really good job there. I can absolutely see how when you walk into a house in Columbia, like you're walking out with the contract because you're you're the buyer, and that's what you want to do. You want to embrace that mentality on the phones, but there's definitely things that you probably need to tighten up on the phones for sure. Jerry was talking about some of the specific language that you use, like escrow. You probably explained that in person, but on the phone, he was like, What is happening in three weeks? And you just simply need to be like, We're closing. I'm gonna give you 25 grand. You eventually said it, but it was awkward listening to it, where he was like, Tell me what's happening in three weeks.

SPEAKER_27 2:50:35

So sure. That makes sense. I appreciate that.

SPEAKER_03 2:50:38

Yeah, but overall, man, sign contract. That's that's what we're in for uh good work. Stephen said he just got to use the split taxes line, um immediately taking the feedback and implementing it. I love it.

SPEAKER_27 2:50:52

So well, you see, the guy he was uh he wanted he wanted to make some money on the deal. He basically he couldn't do the 20. And if we did the 25, and uh I guess I could have you're right, you're right. You could have uh split the taxes with him or something like that.

SPEAKER_03 2:51:12

But that was the issue, is that you you said I want to pay what you paid for it, yeah. And then he said no, and then instead of saying well, what can you do? You made assumptions and then came back with the 25. Gotcha. And so if you we just don't know what would have happened, that's the issue. Yep, is if you say what can you do, what if we would have said 22 instead of 22 plus the taxes? Yeah, that's three more grand in your pocket. For sure. That makes sense. That's good.

SPEAKER_14 2:51:44

Thank you.

SPEAKER_03 2:51:45

So it's just it's one of those, but again, like Jerry said it when you were closing us. We're talking about like these these one percent needle movers, yeah.

SPEAKER_27 2:51:53

You know, so yeah, I appreciate you both.

SPEAKER_28 2:51:58

I'm so glad that you gave me a chance to get home. I was praying right before I was like, Lord willing, if you will, we're gonna get a contract on this live.

SPEAKER_27 2:52:08

Uh I I had I had the utmost confidence. If it's gonna happen, it's gonna be his will. So, you know, I think it's a deal. Um, yeah, we'll we'll make some money on it.

SPEAKER_28 2:52:18

So I love it.

SPEAKER_03 2:52:18

I love it, man. Well, hey, I know you've got a busy schedule and all that, so and and you're not on the phone. So if you want to get out of here, we're trying to find a way to wind this down. So I can individually kick you guys out of here. There you go. Congratulations. We'll make uh a little throne of a YouTube video for you closing a deal, get a free picture of you, AI you up, and we'll throw you on the channel, okay?

SPEAKER_27 2:52:43

Shoot me a text, uh, and we'll we'll chat about what's going on with this deal. I love it. See you, man. See you guys. See ya.

SPEAKER_03 2:52:51

All right. I think Steven's closing a deal. I'm gonna unmute him real quick.

SPEAKER_22 2:52:56

You filled out a form on my website telling me you were oh no, he's starting all over.

SPEAKER_23 2:53:00

He's calling a new lead.

SPEAKER_03 2:53:01

I don't know.

SPEAKER_23 2:53:02

Yeah, we could I I mean they could just keep calling and we end it.

SPEAKER_12 2:53:05

That's probably what you'll have to do. I think so.

SPEAKER_03 2:53:09

I think we're losing people, anyways. Yeah. So we're we're just gonna do that. Jerry, next week. Me and you are gonna go live. Let's have some fun. How many, how many deals are we gonna close?

SPEAKER_11 2:53:25

Let's set a goal. How many hours are we going? Two to three. No more than three.

SPEAKER_12 2:53:35

After three, we lose people.

SPEAKER_23 2:53:37

We we better do uh at least a contract per hour. We've done we've what if what have we done? I don't know. I mean, we we usually always get one or two, don't we?

SPEAKER_03 2:53:48

We use we usually at least both will send a contract, yeah. Yeah, I'm thinking I'm thinking four contracts, okay. Two each. So one one and out. Okay. Maybe maybe we need to loosen it up a little bit and just like dial simultaneously. Because I think that's one of the issues is is that like say you're dialing, maybe it takes you five, ten minutes to get someone on the phone, and then it's like, oh, you have a 20. I remember one time it was like we were at the two and a half minute hour mark, and it was like we each had only had like two or three conversations.

SPEAKER_23 2:54:30

Yeah, because they were long calls. The only problem with that is if we both get one and they're good ones, only one gets missed. But I don't know. And then uh, I also like when you're on the call, I mean, I'm I'm actively taking notes, I'm looking at the property, I'm thinking what would I do in this situation? Because I want to be able to give value and feedback.

SPEAKER_03 2:54:51

Yeah, let's let's not change it up. Let's let's stick to that. So um, but anyways, we'll go live next Tuesday. Okay, so you'll actually see see us in action. But to Braden, Cam, Steven, Ken, Quinn, uh, really appreciate you guys hopping on here and doing this. It was awesome to watch. I know it's a little nerve-wracking. Um, coming on. Some of you guys have been on here before, but these up their faces. Braden, Cam, Stephen, I haven't seen them before.

SPEAKER_23 2:55:20

I was gonna say earlier, RJ, I just want to shout out to you and Titanium because your students, I mean, we're talking small things here, but you can feel the confidence. They're following a process. Like, all they need to do is show up and they're doing deals, you know, because they're gonna get they're gonna be in the right place at the right time. Everything we're doing is just how to improve a little bit, how to get more money out of the contract, how to close some tricky ones, how to build a better relationship for the follow ups. You know, it's the it's the little stuff that ends up making a big difference in the long run. But but um your students are well trained, they're putting in the work and I'm I'm just proud of everybody, proud of you guys.

SPEAKER_03 2:56:02

Thank you. And listen, I I watched some of these guys, I've I've seen them come from like literally not knowing what to do at the beginning and where they are now. And to see some people come from like another community or another program that it didn't work, they were lost. And now to see like people like Cameron be able to quit their W-2, uh, I'll I'll even embarrass Braden. Um, Braden called me. Uh, he had been in the community for maybe two, three months. And he was like, listen, bro, this is I just don't think that this is gonna work out for me. And he was like, Is it cool if you just refund me my money and like I'm just gonna go do something else? And I I was like, No, I'm not gonna do that. I was like, I why did you get into this? And he tells me, and basically from that conversation, ever since then, Braden and I have had a great relationship, and I've seen him go from I'm gonna be a nationwide virtual wholesaler to well, that was dumb. I was just listening to what RJ does, and actually, what I want to be is an in buyer in Columbia, Missouri, and I want to do it this way, and I actually want to really focus on my ministry and bringing people closer to God, and that's what he's doing, and so now it's like all of us, all of us inside of TU have these always worthy shirts that he's made, and he's got a mission, and and now you just see it like he's happy, yeah, right? And yeah, when we say create your own reality, that's what we mean. Like, dude, you don't have to go be a nationwide virtual wholesaler, you can do whatever you want. Yeah, he buys flips, wholetails, and owns rentals in Columbia, Missouri. And so it's it's awesome to see uh that kind of growth inside of the community and seeing the the calls today. This is the first time I've seen Steven on the phones, he's been with us for six months. Uh, I've seen Ken where literally, I mean, the first time he was on here, I just chewed his butt out for like 30 minutes. Quinn, the the growth was incredible. So just I love seeing this. And so I appreciate you, Jerry. Um, for the people that you've brought to TU and the to shine like the light on on this community. And I I say it all the time. Yeah, closer formula, web formula, what we teach is important. Tu isn't a special place without people like this, though. It's the people inside of it that have made it really something, and and to see the partnerships and the community. Quinn has learned a lot from RJ and Cassie. The growth that we saw today, though, I can tell you, comes from the reps that he's put in with other TU members on Discord, listening inside of office hours with Danny Herman, role-playing with other TU members. I know that. I I don't sit here and want to take all of the credit for Quinn's growth. I know for a fact that he's probably received more growth from the community than directly from RJ and Cassie. And so that's which is how it's supposed to be. That's how it's supposed to be. Yeah, absolutely. So, guys, show everybody some love that got on here. It's not easy to get on and call sellers live in front of what they know is going to be thousands of people that watch this. Um, so give them a shout out. Uh, they're just trying to find a way to be wholesalers, and uh, so they came in and gave value today. Proud of you guys. Thank y'all for doing that. And uh, next Tuesday, Jerry and I'll be live. We'll see you guys tomorrow. All right, see ya.