Seller Call Film Room | Why Speed Wins Every Time

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If you’re new to my channel my name is RJ Bates III. Myself and my partner Cassi DeHaas are the founders of Titanium Investments.

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Closed deals in all 50 states
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Transcript

Why Speed To Lead Matters

SPEAKER_00 0:03

Welcome back to seller call film room, the series where I'm going to show you guys a live seller call, but give you one specific tactic that I want you to pay attention to inside of the seller call. And today I want you to pay attention to the speed that I take to get the seller on the phone. I am literally live with Jerry Norton. I watched Jerry lock up on the first dial, calling lead solo leads. I see him go through the entire closer's formula and get a signed contract. Now it's my turn. I just watched Jerry Norton, the great Jerry Norton, take 30 minutes to get a signed contract. And I'm now it's my turn. I'm ready to dial. I'm looking at my lead list, and immediately, right before I'm about to punch in the number, I see a new lead pop up. Boom. I choose that one right then and there. I can instantly call this seller while she is still on the website filling out the form to sell her house. And so I punch that in, I call her, and you're gonna hear, wow, that was fast. Immediately gaining credibility with the seller. When we talk about offering to sellers speed and convenience, one of the ways that you can earn that credibility with them, where they actually truly believe that you can offer speed and convenience is by giving them speed right out the gates. They're on your website. They're saying, I am motivated to sell my house for a discount. And we immediately call them while they're still there within less than a minute. Oh, buddy, you're already building trust and rapport before you've ever even said a word to the seller. Other things that I just side notes, I know I've I've talked about this before on previous videos, but look at my mindset going into it. This is the lead that I want. This is the seller that I want to talk to. I'm gonna go two for two, Jerry. I'm gonna go get a signed contract. I'm speaking this result into existence. And you can see the confidence that I have going into this call and throughout the conversation. And it carries over to where the sellers believe me. They believe that I can actually handle their situation with care and concern and actually deliver the result that they want. So the speed, the mindset, and the conviction and the confidence that I have going in this call, I absolutely believe it's what allows me to end up getting the signed contract, despite the fact that I don't even have the correct information. I was ready to buy our house when I thought it was in a different state. This call is hilarious from that point of view because I did end up wanting to buy it twice because I had the wrong address. So enjoy this live seller call that was a lead Zolo lead alongside the great Jerry Norton. There's a lot to take away from this. We're still actively working on this deal right now. It's yet to close in fun, but I do expect it to close here in the next couple of weeks. So enjoy this live seller call. Let me know what was your biggest takeaway in the comments. We'll see you guys tomorrow.

Picking The Freshest Incoming Lead

SPEAKER_00 3:28

All right. Well, since you're one for one, I'm gonna go to uh my go-to, which is really bad condition. And uh actually, I'm gonna go to the one that just came in. Oh yeah. This is this is fresh off the hopper right here, baby. You ready for this, Jerry? We're about to go two for two, baby.

SPEAKER_01 3:54

That would be like a new record.

Seller Story Health And House Condition

unknown 3:59

Hello.

SPEAKER_00 4:00

Hi, it's Tina there.

SPEAKER_01 4:02

It's Tina.

SPEAKER_00 4:03

Hey Tina. This is RJ Bates gone about your property there on 181st. Look like you just wanna just take it. Yes, ma'am. You just uh filled out a form.

SPEAKER_01 4:14

Yeah, okay.

SPEAKER_00 4:15

You still quick. Uh well, hey, speed the lead, baby. You gotta get gotta get it fast, you know.

SPEAKER_01 4:21

I like your attitude, I do.

SPEAKER_00 4:24

All right, so let's see here. How much were you uh looking to get for this property?

SPEAKER_02 4:30

18,000.

SPEAKER_00 4:32

18,000. All right. Well that's what you paid for it. What's got what's got you looking to sell it?

SPEAKER_02 4:43

Uh I got sick. I lost a kidney in December and uh I'm 63 years old. I can't do this. I thought I could do this, but I can't I can't. And uh it's too much. The house is damaged. I was gonna fix it. I fell over the house when I seen it and I wanted it. But my health's worse than what I you know, I may not have time to fix it. I need to just I just want to get me an apartment and be done. Okay, well somebody could could really have something here.

SPEAKER_00 5:26

I'm sorry to hear about your health. That's uh that's rough. What I guess your your plans were that you were going to to live in it? Is that what you mean by you fell in love with it?

SPEAKER_02 5:36

Yeah. Yeah, I'm living in it right now.

SPEAKER_00 5:39

Oh, are you?

SPEAKER_02 5:40

Yeah, but like it needs a roof and it needs repairs from water damage, but it's not that far gone. But I am. That's the problem.

SPEAKER_00 5:52

When you say water damage, what do you mean? Is it was it from like plumbing or from the roof?

SPEAKER_01 5:58

From the roof.

SPEAKER_00 6:00

So just like in the ceiling.

SPEAKER_02 6:03

Well, uh, some ceilings a give way in in the upstairs part. And that you know, the upstairs is a separate apartment up there, it's a two-bedroom apartment up there. It's got separate utilities. And uh, so I wasn't gonna use that right away. Anyway, but like downstairs the kitchen needs to be okay. It's it's oh, you know, it was built in 1900s, and uh bathrooms in the basement, in the basement. Well, we tore the drain out from my bathroom, uh things like that, and uh, so the bathroom's not usable, and uh you know the house is dated. I've got to work on the house, and in the living room area, there was a place in the ceiling that came down from uh water leakage, and uh you know it's just a little probably three foot by two foot hole, you know, but anyway, it's there and uh it's got hardwood floors on through it. Uh it it's a beautiful old house, but you know.

SPEAKER_00 7:26

How much uh how much land comes along with this?

SPEAKER_02 7:29

It has two and a half lots. I don't know what the acreage would be, but uh it's city lots, you know. I don't know if it's it's the same in every city, I don't know. It's two and a half lots with it.

SPEAKER_00 7:46

Okay. Well, that makes a little bit more sense than what I was looking up.

SPEAKER_01 7:51

Yeah.

SPEAKER_00 7:52

What popped up here was um six point nine million square feet.

SPEAKER_02 8:00

In this house?

SPEAKER_00 8:01

No, of of land.

SPEAKER_02 8:04

No, no, no, no, no. It's two and a half lots, a city lot.

SPEAKER_00 8:08

That makes a lot more sense. I was I was like, where in the world would this even fit? It's in the city, you know?

SPEAKER_02 8:15

Yeah. And the house is on one lot, and uh it's got a a full lot next to it, and then a half of a lot going down to drive to the the main road. You can fit like a like a good mobile home on it, a good size mobile home would fit on that. Yeah.

SPEAKER_00 8:35

Okay.

SPEAKER_02 8:36

And uh, you know, but uh it's got two and a half lots with it. And it's paid for. You know, when I moved when I bought it, I paid cash and paid for it.

SPEAKER_00 8:47

Gotcha. Okay, well, here's here's my situation. I'm willing to give you the 18,000, but but I I do need to kind of explain how this process is going to work. Because I don't know if you know this or not, but you're kind of out there in the boonies. You I mean it's you're pretty

The Address Mix Up And Reset

SPEAKER_00 9:10

central city in Kentucky. What's that?

SPEAKER_02 9:14

You mean in Central City, Kentucky, or uh no, I mean this is in Clark, South Dakota, right? No, this is in Kentucky.

SPEAKER_00 9:26

Oh, okay. Well, I guess I should have clarified that. Um the the information came over as 42330-181st Street. Is that not correct?

SPEAKER_02 9:41

No, that's not what I put in. It's 130 West Fourth Avenue, Central City, Kentucky. 42330. Well, I don't know.

SPEAKER_00 9:54

I that's let's let's let's reevaluate. I was looking in the middle of nowhere, South Dakota.

SPEAKER_02 10:00

Let's start all over.

SPEAKER_00 10:03

You know what happened? What you were you were so excited that I called you so fast that I didn't ask you if it was the right property or not. This is why this is why I have a process. I I broke the the process.

SPEAKER_01 10:18

Okay.

SPEAKER_00 10:19

That's all that's okay though.

SPEAKER_01 10:20

Well we're starting all over at the beginning.

SPEAKER_00 10:23

Yeah, well, I'm I'm pretty quick at looking at this. Alright. Uh okay, 1900 square feet. We got uh how much do you think it's gonna take in in re in dollars and cents to fix this place up?

SPEAKER_01 10:42

You know, I couldn't tell you.

SPEAKER_02 10:44

Um it needs a new roof for sure. You gotta have that before anything. And uh then you gotta do some drywall. You know, and then you you know, of course, you gotta paint and redo the drain for the bathroom or the tenant for that out. I couldn't tell you. Okay, it makes paint or side and uh I don't know.

SPEAKER_00 11:14

Okay, well, same same thing I was gonna tell you. Because it doesn't make a whole lot of difference um based off the numbers that I'm seeing here.

SPEAKER_01 11:25

Central City is better than the middle of nowhere, uh South Dakota, but you're still you're still kind of out there a little bit, but so here's great population right and so there's a couple different things that I can do.

Explaining The Plan And Timeline

SPEAKER_00 11:41

Um we signed an agreement for the $18,000.

SPEAKER_01 11:47

Uh-huh.

SPEAKER_00 11:48

What I'm gonna do is is I'm going to attempt at first to wholesale the property, which is put this in front of flippers, landlords, and buyers in the area, present them the deal, see if they're interested in taking it. Unfortunately, Kentucky has a regulation, and so I've got to be I can't really market it to the masses because of Kentucky. Um, so it's got to be pretty much the people that I already know, which I've done quite a bit of business in Kentucky. So I've got I've got people that I could call and get feedback pretty quickly. If they're willing to take it, then we can move and we can get this done somewhere in the next three to four weeks, where you would have your $18,000 and you would be able to move on if that's the time frame that you would want.

SPEAKER_01 12:38

That would be wonderful.

SPEAKER_00 12:39

Now, if the buyers come back and say, This is not a good fit for me, we might have to pivot to another strategy, but we would give that feedback. The communication would be consistent day in and day out. You would always have updates from us on what the feedback is from the buyers, what that's looking like. And then two weeks from now, if we haven't been able to find an end buyer, we may have to pivot to a different strategy that might take a little bit longer. But I will try to take that, I'll try to make sure that that's not the case and we can just wholesale this to an in buyer. Does that does that work for you?

SPEAKER_02 13:22

That would work for me, Nick. Would that work? And uh in three to four weeks, he's gonna show it to people that he knows in the state of Kentucky. See if they're interested. And if they're interested, we may could get our 18,000 back out of it. If they're not, then we've got to try a different strategy. Am I explaining this right?

SPEAKER_00 13:52

You are, and and to be honest with you, we everything would be your decision. So once you sign the contract for the 18,000, nothing changes from there unless we come to you and we say, Hey, it's just not working. This is what we need to do, and then you get the right uh you get the opportunity to say, Yes, I want to do that, or no, let me go do something else.

SPEAKER_02 14:16

Okay, yes. That sounds good. Okay, and what was your name?

SPEAKER_00 14:21

My name is RJ Bates.

SPEAKER_02 14:24

RJ Bates. And who are you with?

SPEAKER_00 14:28

Mike, I'm the owner of my company. My company is titanium investments.

SPEAKER_02 14:34

Okay. I just wanted to know to put it in my phone who you are.

SPEAKER_00 14:41

Absolutely. So here's what I'm gonna do.

Signing Steps And What Happens Next

SPEAKER_00 14:44

I'm gonna go ahead and I'm gonna write up this contract.

unknown 14:48

Uh-huh.

SPEAKER_00 14:48

Um, I'm assuming Nick is is Nicholas Blankenship, is that correct?

SPEAKER_02 14:54

Yes, that's my son.

SPEAKER_00 14:55

Okay, and are y'all both the owners of the property?

SPEAKER_02 14:59

We are the only two owners.

SPEAKER_00 15:00

Okay. So the only thing that I need, I have your email as you can. I'm gonna email it over to both of you. It'll probably go to you first, Tina. So y'all can read over that together. And then once you sign it, then it goes to Nick. Once Nick signs it, then it'll be fully executed, and then tomorrow my team will call you, set up an arrangement to come out, get pictures, and start the process, okay?

SPEAKER_01 16:07

Okay, yeah.

SPEAKER_00 16:09

All right, do you guys have any questions for me?

SPEAKER_01 16:12

Not yet.

SPEAKER_00 16:13

All right, well, Tina, hopefully this is uh turning the page for you on some of that bad luck with the health and getting things turned around, and we'll try to make this a smooth, easy transaction for you guys, okay?

SPEAKER_01 16:26

Thank you, sir. I appreciate you.

SPEAKER_00 16:28

Absolutely. Y'all have a good night.

SPEAKER_01 16:30

You too, sir. Bye-bye.

Post Call Lessons Mindset Transparency

SPEAKER_00 16:35

Two for two, Jerry. RJ, did you hear how well she explained wholesaling to her son? I know. She was taught well. Yeah, she did good. She did good. Seriously, he explained it back so well. I I just want to point out to everybody um a couple different things. Your mindset going into calls is extremely important. I I can't explain how the universe works. But Jerry and I got to stare at a list of roughly 25 leads. And we got to look at it and say, which one of these do we want to call? And Jerry said, I want the tired landlord. That's what I want. And I looked at the list and I said, I want exactly what I called. I want something in poor condition. I want it to be in somewhat of a remote location. This is my wheelhouse. This is what we do. It's what people complain about. They complain about rural locations, they complain about properties in really poor condition. I view that as this is the low-hanging fruit when it comes to acquisitions. We do we beat our competition with that close right there with transparency. And now my company is trained to take care of that seller. I know for a fact that Danny and Sam and Justin and Cassie, they will take care of Tina and Nick to the point of they're they're going to be in tears when they get their $18,000. No matter if we have to convert that to a novation or whatever we have to do to get it closed, we will be able to do that. So the the mindset going into these calls and knowing exactly this is what our teams are set up to take care of, uh, I think it made a huge difference for both Jerry and I on both of those calls.