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The Titanium Vault hosted by RJ Bates III
RJ Bates III, affectionately referred to as the Viking Wizard by his students, started his real estate investing career in 2014 after attending a real estate education program that put him $65,000 in debt. RJ contracted his first deal he found on the MLS and wholesaled it for a $7,500 assignment fee. That was the end of his former life and the beginning of his venture into becoming a real estate investor. Since that moment, RJ has become an influential figurehead in the real estate investing industry. He has successfully purchased and sold over 2,000 properties all across the USA including wholesale deals, rehabs, rentals, owner finances and short term rentals. One of his passions is being the host of The Titanium Vault Podcast where he interviews the top real estate investors. He has won back to back Closers Olympics earning him the reputation as the King Closer! Finally, RJ and Cassi DeHaas, his partner, have started their education platform called Titanium University.
The Titanium Vault hosted by RJ Bates III
The King Closer: REAL LIVE SELLER CALL Analysis from TU
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Why We Review Bad Calls
SPEAKER_00What's going on, everybody? I'm RJ Bates the Third, the King Closer, and this is a new series that was spawned from the brainchild of Titanium University. Mr. Anthony Alberti went on to the TU private Facebook group and he was like, RJ, listen, man, we get great value out of the live seller call reviews inside of the implementation calls. You know, RJ, you release a video every single day. What if, for content purposes and selfishly for us as TU members, what if once a week you just took one of our live seller calls and reviewed it for a YouTube video? Like, okay. That was literally my entire response. Okay, so here we are. Today, on the first episode, guess whose call we're gonna review? Of course, Mr. Anthony Alberti, because it was his idea. Now, here's the thing that you have to understand about live seller call reviews inside of TU. They're not supposed to be good calls. That would be stupid. I don't need to sit there and listen to you lock up a $5,000 shitbox because they gave you a laydown and give you a pat on the bat and say, good job. I need to hear the calls where you fuck up. I need to hear the calls where you fumble, you mumble, and you just completely miss the motivation. Maybe you embrace no when you shouldn't. So embrace this series for what it is. This is a series where we are going to be finding the mistakes. And ideally, I want to hear seller call reviews of the seller that is motivated but has the incorrect price. Because that's the most common type of seller that we speak to. So I want to listen to us try to identify their motivation, dive deeper into their pain, and then have to educate them on why we need to buy it for a deeper discount than what they're originally willing to sell the property for. So with that being said, let's get into our first TU live seller call review with Miss Mr. Anthony Alberti.
Call Starts With Vague Pricing
SPEAKER_03Um, I'm not sure. Right now, the value of it is uh I think 105. Um, I mean it's not a bad house. It doesn't need a lot of work, it doesn't need just a little of upgrade. Um, so I'm not sure, sure.
SPEAKER_00Okay, so I think we're we're picking this up right after he asked, How much are you looking to get for it? And so she said the value of the property is this, and then you know, it's in okay shape, but I'm not sure. Okay, so very vague response. I like how Anthony didn't interrupt, didn't try to force, you know, the script or the closer's formula down the seller's throat with, well, tell me a little bit about what you got going on. He just let her continue her thought, her train of thought there and let her finish.
The Problem With Two Questions
SPEAKER_01Okay. What's um well, maybe we'll get back to that. What's the reason for selling and what's your timeline?
SPEAKER_00I don't like it when we ask two questions at once. I didn't mind him saying what's got you looking to sell. I don't like adding on the what's your timeline. When we ask two questions, and it might not happen on this one because they are two easy questions to answer, but when we ask two questions, normally they're just gonna pick the easier one to answer and then just not answer the one that they don't want to give. So in this scenario, could she just say, uh, you know, the next 30 to 45 days? And then now he's got to go back to, well, what's got you looking to sell? And then a lot of times when you're newer, it's hard to repeat questions, and so we kind of just never get that answer.
SPEAKER_03Um, it was my grandmother's house. So I basically just got it from her. Um, I'm probably I'm looking within the next month or so.
SPEAKER_00Okay, this is the other result of two questions. We didn't really get the answer on what's got her looking to sell. It's my grandmother's house, and I just got it. What does that mean? Why did it I don't understand that? Why would that make you want to sell the property? Because you inherited the property? What's the real reason why you want to sell it?
SPEAKER_03Trying to see what what else I can find.
SPEAKER_01Okay. You said you just got it from her, is that like yesterday you just got it from her?
SPEAKER_03Oh no, no. I got it uh about five years ago.
SPEAKER_01Five years? What have you done with it since then? Good question.
SPEAKER_03Um, I got a roof put on, new furnace, uh, essential air put in.
SPEAKER_00Okay, so this is gonna be a critical part of this call here. Unless for whatever reason she decides to change her answer, he said five years. What have you done with it? And now she's gonna go into condition. He needs to go back and be like, oh, I appreciate that, but I meant like, has it just been sitting vacant? Have you rented it out? Were you living in it? Like, what have you done with the property for five years? Because that might be where the answer lies as to why she wants to sell it now instead of five years ago.
SPEAKER_03Uh painted it, that's about it. Installation put in.
SPEAKER_01You did all that work. What was your intentions with it when you did all that work?
SPEAKER_03Um, when I heard you I was gonna keep I was just gonna keep it, but I um I really just want to move off the area.
SPEAKER_02Okay.
SPEAKER_01Are you near it?
unknownYep.
SPEAKER_00Okay, so Anthony is is really trying to in in for uh point of reference here. Anthony joined us in February as a brand new wholesaler. So we are this was this video was recorded in in on May 27th. So this is he's about 90 days into his wholesaling journey. Okay, so he's still trying to learn how to navigate some of these conversations, and what he's really I I can almost see what he's trying to work on. He's trying to work on listening and then reacting to what the seller is saying, which he's done a pretty decent job of his responses to the last three, his last three questions have been reactive questions, which I do like. Unfortunately, there's some things there that he kind of took her answer instead of diving deeper into that response. I still I'm still stuck on the you got this property five years ago, you've done work to it, your intentions were to keep it, but for five years, what has she done with the property and why does she want to sell it now?
Uncovering Owner Occupancy Clues
SPEAKER_00That's where I'm I'm stuck.
SPEAKER_03No, not right now. No, I'm at work.
SPEAKER_01Oh, not like this. I'm saying like physically your location of living. Like, do you live near it?
SPEAKER_03Oh, oh, I'm I live in the house too.
SPEAKER_01Okay, you are moving out. Gotcha, gotcha, gotcha.
SPEAKER_03Yeah, yeah.
SPEAKER_01So you fixed it up because you were living in it. I thought you were fixing up to maybe either flip it or like rinse it out or something.
SPEAKER_00So, see, roundabout, we got to it. So now he's finding out this has been owner-occupied for five years. Now she wants to sell it. Makes a little bit more sense. Uh, we kind of stumbled into that response. This is kind of a reset point for Anthony at this at this point in the call. We're two minutes and eight seconds in. Um, we we've got 16 and a half more minutes of this call. And so we've now kind of identified, well, no, we really we don't have motivation. And so, what are we trying to identify early on in these calls, right? Do they want to sell? Clearly, she does. Price, we got the price out of her, and then we need to understand the seller bucket. Okay, so I'm assuming this is the incorrect price. Is she motivated? Not sure yet because we haven't gotten there inside of the conversation. And then the seller avatar, this is a blend of an owner-occupied and an inheritance. It sounds like she said she got the property from her grandmother, so I'm assuming that's an inheritance. It's been five years, not emotional on that side, but probably slightly emotional because it's owner-occupied. She's been living in the property.
SPEAKER_03Oh, no, no, no. I'm sorry. No, I'll I I still live there. I'm sorry. It's okay.
SPEAKER_01I should have asked that question first. That would have made it a lot easier. Okay, and you're moving. When so where are you moving to?
SPEAKER_03Um I'm looking, I'm looking to go to Tondwanda or North Tondon. Not too far, but uh close lookar.
SPEAKER_01Okay. Still in the state, just not in the area.
SPEAKER_03Yeah, correct.
SPEAKER_01Now it's this little brick house next to the blue house, correct? Yes. All right. That's good. I just want to make sure I'm looking at the right thing. And you're saying 30 days, so like what's do you have something lined up?
SPEAKER_03Well, no, well, well, well, I'm I'm thinking I'm I'm looking into like July. I'm looking into July. So I have enough time to do everything that I need to do.
Comping Distraction Versus Motivation
SPEAKER_00Okay, so right here, Anthony feels a little bit distracted by trying to figure out which property and and getting it pulled up in the comping softwares. You see his eyes kind of moving around, you see it, you can hear him pointing and clicking and and trying to get it pulled up. And and that's fine. That happens sometimes, especially when you're you know fresh into this, uh, trying to comp and underwrite while on the phone with the seller. I would like to have seen him kind of get this pulled up on Street View, get this dropped into the comping software, and sit back and really try to dive deep into motivation here. I really don't want him to get too involved in the numbers and money because we still have a huge unknown factor of what the seller's motivation is.
SPEAKER_01Okay. To do, what do you mean?
SPEAKER_03Um, to like um get all my things in order as far as furniture and other stuff like that.
SPEAKER_01Gotcha. Yes, I mean work with an investor, that's the cool part about people like us, is we can go on your timeline. If you go on the market, that becomes a little bit more challenging.
SPEAKER_03Oh, okay, okay.
SPEAKER_01So let me ask you this are you needing to sell this house to go wherever you're going?
SPEAKER_03Um, I was thinking about it. Um I I definitely was thinking about it. But I was trying to see um where I'm going first to see how much that is, and then go from there.
SPEAKER_01Do you have like a ballpark of what you think you're gonna need to walk away with?
SPEAKER_03Um probably probably around a hundred probably around a hundred.
SPEAKER_01Okay.
Condition Talk Before The Why
SPEAKER_01So I mean it sounds like you've done some work to it. Like you've you said a new roof, new AC unit.
SPEAKER_00Yeah, new AC we're we're entering very dangerous territory here because I'm assuming that this is an incorrect price. And and now we are going condition based. How much money do you need in your pocket? We we accepted vague responses, and and honestly, you if we if we stick with this series, okay, you guys are going to see common themes about my call reviews, and one of those is there's normally a breaking point in the call that if the if the the closer does not identify that moment, we we spiral into none of this should be happening right now because you know, two minutes ago we should have said something else. We should have asked a different question. And so now we're we're spiraling into a series of bad questions. And I really feel like the first bad question was, what's got you looking to sell and what's your timeline? She gave two vague responses. Well, one was just the timeline, but the the first answer was the vague answer about why she wants to sell. My grandmother, I got this property from my grandmother, and now I want to sell. We just don't understand. I really want to like that's where we've got to go back. I need to understand her actual reasoning as to why now in July of 2026, do you want to sell this property after you inherited it five years ago and you've been living in it the entire time? Because the answer she gave us is not the the reality, it's just not.
SPEAKER_03New roof, new furnace. Um, I was like some insulation was put in, um some painting.
SPEAKER_00She's just repeating this.
SPEAKER_01I see that that house next to you. It looks like that sold recently.
SPEAKER_03Yeah, yeah. Yeah, that one he he did uh he did a uh a heck of a renovation there.
SPEAKER_01Right. What's your thoughts on that one?
SPEAKER_03The houses well the houses are are basically the same. Okay.
SPEAKER_00Um okay, so I'm I'm not comping this with him, but he's identified that the house next door was fully renovated and sold, and I'm assuming that it's a price point that is telling us what the after repair value could be, but it's not significantly above what her ASCII price is, or at least not far enough above for it to make sense for him to give her her ASCII price. And so you kind of see like the sly smile of like, you know, so what do you think about that one? And now, because she said, you know, he did a heck of a renovation. So I think this is like the beginning stages of him starting to educate the seller. I I still feel like this is a little too early in the conversation for us to be doing this because if he's identified that this is the seller bucket of incorrect price and highly motivated, my question would be how do you know that she's highly motivated? What is her motivation?
SPEAKER_03Yeah, the but yeah, the basic thing. It's just that my my um my side is fixed in. That's the only difference.
SPEAKER_01Did you get to see what he did to it?
SPEAKER_03Um, yes, he he upgraded the kitchen and um he redid, I don't know, he upgraded the kitchen and he updated the bedroom.
SPEAKER_01You still there, you're breaking up with me a little bit?
SPEAKER_03The live room, he he kinda expanded it and made it to a third bedroom. Mine's already three bedrooms.
SPEAKER_01So Okay, I mean yeah, yours seems identical to this. Like, yeah do you think in the condition it was before you flipped it up, would you say that yours is in that condition? I'm sorry, I didn't hear you. I'm I'm sorry. So the condition, so he had to have bought it lower, right? And then his is he flipped it and then he's selling it for higher. So I'm assuming yours is not in the condition that he flipped it to. Would you say that yours is in the condition of when he started the project?
SPEAKER_03Uh no, no, mine's no.
SPEAKER_01You think it's better?
SPEAKER_03Yeah. Because it was uh it was an old lady living there and she couldn't keep up with anything.
SPEAKER_00So um so in the inside of this, he's taking um a unique approach here on the education. I think he was trying to get her to say, like, yeah, my property's in the same condition that that one was in when it was bought to be a flip. And so then he could say, well, that was purchased for this amount. So clearly that's where I would need to purchase your property. But now the curveball is is that instead of flowing with the way that we we do the education, we want to ask, like, what do you think the property would be worth once it is fixed up? Clearly, it should be similar to that that price point of this neighbor's property. The question that he should have asked is, what do you think I would have to spend to get it to that level? Because now she's like, No, my property's in much better condition. He could still recover off of this by asking that now. Um I would have liked to have just kind of kept on on point here with the education process and just asked her point blank, like, how much do you think I need to get it to look like that property?
SPEAKER_03He needed a whole lot more than what I needed.
SPEAKER_01Okay. So we think it's a little bit better conditioned than where they started.
SPEAKER_03Oh, yeah. Oh, yeah, definitely.
SPEAKER_01Let me ask you this. Why why talk to investors as opposed to go with an agent?
SPEAKER_00Okay. When we start going down a path and asking questions, we gotta stay on that. Now, now he's almost treating her like she's not motivated and she's got the incorrect price. So now you're changing the seller bucket. You already started down the education process. You got to stay in the education. We we can't change now. Because now we're asking a question of, well, why not just listen with an agent? Well, Anthony, the answer was in the question that you should have asked five minutes ago about so you inherited the property from your grandmother five years ago and now you want to sell it? I'm not sure I understand. What does that mean? That should have been the question that we asked to identify the motivation, because the way that we determine the seller buckets is motivation and price. We have the price, we don't have the motivation, and that's why you're wavering right now because you're still you're still swimming back and forth between issue motivated and not motivated. That's why you went down the the education process and then you aborted course to now go over to where we're going to pull away and ask why not list with a realtor. Um definitely see why Anthony submitted this one because he was like, Hey, I really struggled at times on this call, but I think this is this is we're real close. This is just a handful of questions and just really focusing on the the basics of the closer formula here.
SPEAKER_03Um I well, I want to see what you guys were about for one, and then I know for two, with an agent, it's a whole bunch more extra stuff you gotta go through.
SPEAKER_01Yeah. Have you dealt with an agent before?
SPEAKER_03Um actually no, I haven't.
SPEAKER_01Okay. Yeah, I mean, I always say this to people. So I talk to two different types of people people that need to sell and people that want to sell. Usually the people that want to sell, they're looking for top dollar, right? So I always recommend going with the realtor if your goal is to get top.
SPEAKER_00I definitely feel like he got this from Caesar. This totally feels like some one-line assassin Caesar type stuff. Um, not that I hate these kind of go-to statements, but it's got to be placed correctly. Um again, she kind of opened up there. He didn't react very well to this, in my opinion, because she said, I wanted to see what you people were about, because I know when I list with a realtor, there's a whole lot of things that I have to deal with, or whatever. Something along those lines. And so I would have gone more in the direction of so convenience is important to you. Let's talk about that. Now we're going into kind of this, you know, one liner. I talked to two different kinds of people, want, need could turn out well. Um, just again, when we do call reviews and there's moments, it's hard to recover sometimes.
SPEAKER_01Because you're gonna net more with them. Uh investors, we're gonna be the speed and convenience. Obviously, um, I want to try to solve your problems and your needs that you would like to obtain, but I also have to be fair to my business. So, like for me, it's always math. If the math pads out, then then we're cool to go. Um, it'll be speed and convenience, but usually that comes with a discount. So it's either people that want to sell or people that need to sell. I got some people that are facing foreclosure, they went through a divorce, they say, make me an offer. I got some people, you know, plethora of different situations that are going on. Um, where do you think that you sit in this? Are you in a need to sell, or is it more like I'm just wanting?
SPEAKER_03Yeah, I don't need to sell. I want it to sell. Okay.
SPEAKER_00See, the issue with asking that question is is that you're you're asking her to literally say the words, I want to sell for a discount. Instead of finding out what she actually needs. What does she need from selling this property? There's a reason why. And can we offer that to her? Can we give it to her? When we just say, Do you need to sell? She's like, Well, no, I don't need to sell. Well, she might want to sell, and she might be willing to sell for a fair price that we could offer her. I didn't I didn't like that moment there, and some people would hear that and say, that was smooth. It was smooth. I I don't necessarily like smooth, I like great questions. Great questions that get sellers to open up and tell us. He gave her two options close-ended. Do you want or need to sell? I don't need to sell. That's the answer. I like open-ended questions. Five minutes. Well, now six minutes ago. That's when we would have found out what she needed.
Running ARV Rehab And Real Math
SPEAKER_01Because I will say, you know, I'm looking at the 100. Um, that property next to you sold for 145, all fixed up, right? So it also sat on the market for like 247 days or 297 days. So it almost sat there for a year. So my goal would be to probably flip this property because that's what I mainly do. Sometimes I I I hold them and I'll rent them out. The majority of the time I like to get in there and get out as quickly as possible. Right. So if I could get 145, I like to bank for even less than that because I was on the market for so long. So I'd probably be saying that the property is worth 135 all fixed up. It could potentially go for 145, but that's that for 300 days. You know what I mean? Right. Yeah. How much do you think, based off of what you saw they did to it, it would take to get it to that condition that it's in now?
SPEAKER_00This is the question that he should have asked when he started the education process. We inserted a really bad segment. Okay, so we just needed to delete that part, Anthony. This should have been back when we were educating.
SPEAKER_01Flipped up. How much money do you think it would take to get there?
SPEAKER_03To get to the house right next to the door. Um, I'm gonna say about I'm saying maybe 30.
SPEAKER_0030,000. Okay, she gave a pretty fair number. 30,000. His job now is to take the profit calculator and give the reality based off of her numbers. She agrees with the after repair value being 135. She gave us the rehab of 30,000. He needs to insert her her asking price into the calculator and then let her know with holding costs and closing costs. If I gave you this, this would be my profit. It's probably going to be negative.
SPEAKER_013,000?
SPEAKER_02Yeah, maybe 30.
SPEAKER_01Okay. I mean, I think you're the one of the first people that are actually reasonable with rehab. Some people will look at that and they'll go, like, you know, like 5,000, 7,000. You know, if you get your buddy to come in here and do X, Y, and Z, I'm like, you don't, you guys don't understand that. That's actually a reasonable amount.
SPEAKER_02So I'm gonna say about that.
SPEAKER_01Just to like run your numbers with you, right?
SPEAKER_00So just hey, we need to cut that part out because of the music.
SPEAKER_01There was some music there, and just to like run your numbers with you, right? So just realistically, if it's worth 135, I put it on the market, right? I gotta put $30,000 into it, and then I'm gonna have holding costs and closing costs. I'm just giving you my math so you understand where I'm coming from. Um, the time that it sits on the market, I'm gonna have taxes, insurance, I'm gonna have utilities and all the other stuff. I'm gonna have to close with you. That's gonna cost money. I'm gonna close on the back side when I sell it, and I'm gonna use a realtor because, like I told you, I'm gonna want to try to get top dollar for it on the back end. Does that make sense?
SPEAKER_03Yeah.
SPEAKER_01So all of that's called closing costs and holding costs. If I come in at $100,000, and I'm gonna want to make a profit, obviously, too, right? If I come in at $100,000 to give to you, I'm negative $21,200 right off the bat. Just looking up.
SPEAKER_00Okay. Pretty good breakdown. It's what I wanted. Um, the only thing that I've regularly seen from people when they're newer and they they get into the the breaking down of the numbers, they really want to over-explain what holding costs and closing costs are. I kind of would have liked to have just seen them go through that. Again, we're creating a potential objection that they might have that they unnecessarily. Like we could have just said, listen, I'm gonna sell this for $135. We agree on that. I'm gonna put $30,000 in rehab. We agree on that. I've got holding costs, I've got closing costs. I pay $100,000 of the property, I'm negative $21,000 the moment I sign a check to you. And then just sit and wait on the response. Normally, especially when there's motivation, okay, what you'll hear back to that is then what's your offer? That was an interesting twist in the call. He was perplexed. You can see it on his eyes. Hello?
SPEAKER_01Hey, you still there? We got disconnected.
SPEAKER_03Yeah, I'm still sorry. I'm in the building.
SPEAKER_01It's all good. But did did that math make sense to you? So based off of that, if if I could sell it for 135 on the market, all fixed up. Because that property, that property next to you is 145, and it took 300 days to sell.
SPEAKER_00Hey. Little bit of an over-explanation here. Again, this is these are nitpicky things. So so we're trending real strong in the right direction for Anthony here. But nitpicky-wise, did that explanation make sense? She said yes. And then he was like, But hold on, I gotta tell you, I gotta explain it to you. She said yes. I want to hear what she's got to say after yes. Again, this is not about us, it's about the seller. I don't care what fancy dame Anthony's got to say or any closer. Like, I want you to say the least amount of words as possible because every word that you say is one more closer, screwing this thing up. So I want to hear her say, yes, it did make sense. And then I really want her to say, so what's your offer? Because now we're moving down in the path that we need to move down. So then we can hit her with, I need this at 40.
SPEAKER_01So that tells me it was probably priced a little bit too high. Um if I put 30,000, I got the holding costs and closing costs. If I come in at 100,000, like I said, I'm negative. I'm all in at 156,000, 156,000 to potentially make negative money because I'm only gonna get 135. Does that make sense? Right.
SPEAKER_03Gotcha, I got you.
SPEAKER_01So I mean, I'm gonna be well below that that 100,000.
SPEAKER_00Right. I don't like the I'm gonna be well below that 100,000. I mean, you just clearly explained it. I mean, she's doing the math in her head. She knows we're below 79,000 because you just explained we're negative 21. She did that math, so she knows we're we're below that number. Um, we gotta hit with the facts and then stop and have a response. Too too too much word solid here. We went comala on her.
SPEAKER_03I got you, I got you.
SPEAKER_01So I mean, realistically, I'm I'm the speed and control again.
SPEAKER_00Silence is so powerful. Right there. I got you, I got you. Make her feel it. Make her say something else. Also, you just hit her with a ton of bad news. Let her process. From Anthony here.
SPEAKER_01Convenience, I'm cash, I close quick. I can make it on your timeline, and we can make it work however you want to. What is a cash offer number?
SPEAKER_00Where do you think that you'd be able to let's see? Why is he asking? Why is he asking her for a cash offer? She needed to come back and either give a number or say, All right, Anthony, but to work with you, where would you need to be? I want to hear her say that. But again, this all goes back to now 11 minutes ago, we still do not know the motivation. And I I I won't get off of the the the train here because it's just it's led us to this point, and again, this goes back to if you watch Monday's video, the live seller call film room. I said I got the result, but the process was flawed. He might get the result, but the process in which we got there is is definitely flawed on this one. Um 70.
SPEAKER_03Honestly, with the earth with the with the kind of work with the earth around 30,000 and whatnot. It's probably going to be below a hundred. So I'm thinking maybe eighty.
SPEAKER_00I gave him too much credit. I said she did the math. She clearly didn't do the math. Eighty, you're negative a grand. Eighty-five, you're negative six. I mean maybe.
The Lowball Moment And Silence
SPEAKER_01Yeah, I agree. I think I'm I'm closer to the forty thousand dollar range.
SPEAKER_02Oh, okay, okay.
SPEAKER_00Don't like that. I I don't like that. We we dedicated 14 minutes to get to that moment. I'm not saying Anthony's body language is bad here, because he looks relaxed. But there's also a part of me it kind of feels like we threw in the towel right there. 14 minutes to get her to come down, 20 grand on her price. We just educated her on why the numbers don't work. She says, okay, yeah, I mean, 30 grand and work probably needs to be below 100. I don't know, 80, maybe 85. Go back to the math. That's why we give it, that's why we deliberate. Okay. Well, I mean, if I did 80, I'm negative a thousand dollars. I mean, how does that make sense for me? Let's it's it's math, not magic. We got to work through this together on on how this makes sense. Um, just hammering her with a 50% low ball at that point. We might as well have just done that in the first five minutes. Okay. Good silence there. Okay, she hit the hmm she's wanting him to speak, don't speak. Good. There you go. She can't handle it. Let it come to you. Yep. This is fantastic.
SPEAKER_02Hello?
SPEAKER_00I'm still here. Yeah, yeah, she broke. I love it. That was great. All that. She didn't know what to do. You heard it. Hmm. Huh. It was it's driving her crazy. Unfortunately, it's not gonna get us the result that we want there. He's gotta come back with with something like I'm I was just giving you some time to think about what I just said. And then let her respond. She hasn't given us a response to the 40 grand. So we we just hit her with the with a low ball. I mean, essentially. So now at this point, you you gotta get an answer out of her. Um if she comes back with uh, well, let me think about that. This is where not having the motivation is really gonna be a problem. Because that's where you dive back and you go, but you told me this, insert the motivation. We don't have that. We got no point of leverage here. And so essentially what he's asking is is will you accept the 40? And if she says no, or if she does what a seller likes to default to, which is I didn't like that answer. It's not something I'm gonna accept. Um, I need time to think about it, call me back, and then they ghost you for the next 30 days. He's got nothing to pull. This is where the process really kind of the the not not following the process, not getting the answers that we needed is really gonna potentially come back to fuck him right here.
SPEAKER_01I was letting you think about it.
SPEAKER_03Oh, I know you heard me and I'm sorry.
SPEAKER_01What'd you say? I didn't hear it, I did not hear it.
SPEAKER_03Oh no, I'm not hijacked. Oh, okay.
SPEAKER_00Um yeah, we heard that.
SPEAKER_03Yeah, that's a that's that's a little low. So um I'm gonna have to think about that one.
SPEAKER_01Okay. That's that's the thing. I'll say with an investor, this it's probably gonna be Nah.
SPEAKER_00That's not the thing. She just threw the the hammer down. We ain't got nothing. We're we're hanging on by a thread. Shit, I called that one. I mean, it's just it is the exit. I'm gonna need to think about that one. I mean, he could come back and be like, what do you need to think about? But it without knowing that that true motivation, that pain, and the story behind it, and everything else that's lacking, where we're really just kind of grasping at straws. He's already kind of come across a little salesy on this, not really embracing being the buyer at times with some of the explanations that he had. Sounds like that's what we're gonna go down. He's gonna really hammer speed and convenience here, but you don't even know if that's what she really needs. The only the only thing that she's potentially given us as to why she would need convenience is because that one time she said, I wanted to see what you guys were about, instead of having to go through a realtor, because I know that can kind of be a pain. That's really all he's grasping at.
SPEAKER_01In that lower range, probably close to the mid-50s at the toppest range. Um, that 145 is the best comp.
SPEAKER_00Now we're negotiating against herself there. I don't like that either.
SPEAKER_01That I see for sure. Like you can't get any better than that. It looks like an identical house. We know that it sold for 145. So me going in there, I know exactly kind of where we're sitting.
SPEAKER_00This is he should have been saying this when she said 80. When he when he when she said 80, he should have gone back and been like, the top of the market value is 135 because of your neighbor's house. You said I need to put 30 grand into it. This is the math here, and let her stair step herself down to reality. You're asking her to come down $60,000, 60% from her asking price. This takes time and nurturing and understanding and empathy, and and you need to understand her situation. Um, this is showing me that that Anthony is newer to these types of conversations. And so our our KPI, our metric is is that we want to close one out of every nine of these. Okay. And so he's trying to make this one, the the one, by by trying to like forcefully push it instead of just trusting the process and knowing that you know, eight out of nine times I'm gonna strike out. Like we we gotta know that and let the seller come to us with that motivation and pain, and it's just not there.
Photos Follow Up And Next Touch
SPEAKER_01Do you have photos of the property by chance? Why?
SPEAKER_00No.
SPEAKER_01Okay, do you have photos of the property? Of your can you get photos to me?
SPEAKER_00Why would we want photos? Are we hoping that the the rehab is gonna be better than 30,000? Because it's not. It's not ever. To every wholesaler and every lead, it's not just a seller's not gonna tell you that the property needs $30,000 at work and it needs $15,000. So why are we asking for photos when she's saying I need to think about your offer?
SPEAKER_03Um I mean, I can soon I get off of work, I can do something.
SPEAKER_01Yeah. I mean, feel free. Don't don't rush. Take your time. If you want to get it this afternoon, that's fine. If you want to wait till tomorrow. Um, take take a couple of photos of me. The wider, the better. The more I could see, the better. Anything that seems like it might be more of a problem, maybe get a little bit closer.
SPEAKER_00Anthony's hammering the phones. Putting in the work. I mean, he's doing this on a regular basis. I mean, he's gonna be receiving photos from people all across the United States on just offers. I don't know where he got that from. Anthony, delete that.
SPEAKER_01I mean, I I know that I'm gonna be probably in that lower range. Um, close 40, potentially top that I can get to is probably 50. I'm not sure if that works for you and it settles what you need, but what I will say is with an investor, you're probably gonna get hit with that number or close to that number pretty a lot with these calls. If for some reason that's not where you're trying to hit, I will say I recommend going with the hassle of an agent.
unknownOkay.
SPEAKER_00But if you're looking for a quick and speed, very convenient. We should not be going back and saying, if you're looking for this, we should be saying, You told me you're looking for this. That's just where I'm gonna, I'm just gonna repeat it over and over because it just keeps coming up in the conversation. He shouldn't be guessing as to what she wants and needs.
SPEAKER_01Convenient sell, we can go on your timeline, we can keep you in the house for a little bit longer after you move, so you get your squared away. All those things are are easier to handle on my end.
SPEAKER_00Also, Anthony, you're you said this already, you're going back to like key trigger statements. Um I pause this right here. You're looking off to the side. I don't I don't like the body language that much. This is the first time that I in the the reason why I love to be able to see the closer is because I want to I want to see the body language. It's almost a look of disappointment and also like you've been grinding. If you've been grinding and like this call is disappointing to you, you gotta you gotta disconnect from this and and like go get some sun. Uh go do go do 50 pull-ups, uh, go go curl like 250 pounds, like you do. I mean, go go kiss your wife, kiss your babies, whatever you gotta do, man. Um, I don't I don't like the body language right here. You shouldn't be disappointed about this outside of the fact that the mistakes that you made, maybe you're realizing some of those at this point. Uh, but because the reality of it is that the result of this call is is probably the result that this call should have ended in. We're asking her to drop her price by 60%. The success ratio of that is going to be very slim that you're going to be coming across somebody that has inherited a property, lived in it for five years, has no need to sell, and is willing to sell for a 60% discount. It's just it's not gonna happen.
SPEAKER_02Okay.
SPEAKER_03Okay, yeah. Let me um let me think about it and and then send you the pictures and stuff and go from there.
SPEAKER_01Okay. When um I'll I'll expect those either tonight or tomorrow or something. When do you want me to check back in with you?
SPEAKER_02Um tomorrow's fine.
SPEAKER_03I mean, yeah, tomorrow's fine.
SPEAKER_01Okay. And like, is there any other decision makers or are you the only one that's gonna be making the decision?
SPEAKER_03I'm the only I'm the only one.
SPEAKER_01All right. I mean, is there any questions that you have for me? Is there anything that maybe you're missing? I know as soon as I get off the phone with someone like this, I always have 10 more questions.
SPEAKER_03Um, honestly, right now, no, no.
SPEAKER_01Okay. And I guess with the sell this, what's the most important thing to you? Like, are we saying the price or do you think it's more speed and convenience?
SPEAKER_03Uh I'm sorry, say that one more time.
SPEAKER_01What's the most important thing with the sell this? Is it the price or is it like the speed and convenience?
SPEAKER_02Um actually both.
SPEAKER_01Okay. Have you had any other conversations with investors, or am I the first person you talk to? You're my first guy. Okay. Understand. Well, let's make it the last. And then if there's any other questions, maybe feel free to reach back out. If you have anything just today that you're thinking about, feel free to text.
SPEAKER_00There were some questions that were asked there that I would have liked to have been like 16, 15 minutes prior to when they got asked there at the end.
The Closer Formula And Final Coaching
SPEAKER_00But also, Anthony, I would say there were some things that I felt like you were looking for the easy generic answer. Of are you looking for speed and convenience, or are you looking for price? You should know that from the open-ended questions that you ask and the responses that she gives you along the way to where you identify that. We shouldn't be asking that after we've made the offer and we're going to think about it. We asked for pictures. It just felt like there was a lot of puzzle pieces that we kind of sporadically and randomly put together. So, overall, I completely understand why you submitted this. There was a lot of a lot of coaching moments, but ultimately, this comes down to understanding the basics of what we are trying to accomplish on each and every call inside the closure's formula. Do you want to sell? What is your price? Tell me what you got going on. This starts motivation. We have to understand the motivation because that tells us the seller bucket. We identify the seller avatar. Once we've identified the seller bucket, we know the path to go down, whether it's education, close, or disconnect and pull away. And we we never really identified that. And so, because of that, the the call was flawed throughout. And it's what caused you to be scrambled at different moments. There were opportunities for you to come in and salvage the call, but you missed it with some of those one-liners, those go-to statements. I would have liked to have seen you really stay in the pocket there with more reactionary statements to what the seller said, default more to open-ended questions in response. I don't think I ever heard you say, what do you mean by that? Can you explain that in more detail? I would have liked to have seen a lot more of that inside this call, especially early on. I think it would have led to a much different result. And then once we earn opportunities inside of calls, do not give that up. You earned an opportunity in the call to where you educated, you got her to come down 20,000, and instead of respecting that moment, you threw her a $40,000 low ball instead of going back and re-educating her. When we educate sellers, it normally will take five, six, ten, twenty times of us repeating ourselves of those numbers and asking the seller to say, I logically understand what you are telling me and I do not care. Or you have explained this to me. I now understand where I need to be, and I am motivated enough to do that. That was an opportunity that was missed in this call. So, Anthony, that being said, thank you for coming up with this idea for this new series. I hope it's everything that you wanted it to be. As now, this is out in the open in the public. For everyone that's not inside of TU or that is, do you guys like this format? Do you want me to keep doing it? If so, let me know in the comments. Regardless, show Anthony some love by liking today's video. We'll see you guys tomorrow.