The House Is TOO Dirty, I Should Clean It First!

Grab the King Closer Blueprint: My Step by Step Sales Process for closing over 2,000 deals (Only $27): https://www.titaniumu.com/blueprint

Want to work directly with me to close more deals? Go Here: https://www.titaniumu.com
Want the Closer’s Formula sales process I’ve used to close 2,000+ deals (FREE) Go Here: https://www.kingclosersformula.com/close


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.

We are nationwide virtual wholesalers and on this channel we share EVERYTHING that we do inside our business. So if you’re looking to close more deals - at higher assignments - anywhere in the country… You’re in the right place.

Who is Titanium Investments and What Have We Accomplished?

Over 10 years in the real estate investing business
Closed deals in all 50 states
​Owned rentals in 12 states
​Flipped houses in 11 states
​Closed on over 2,000 properties
​125 contracts in 50 days (all live on YouTube)
​Back to back Closers Olympics Champion
Trained thousands of wholesalers to close more deals

_________________________________

With over 4,000 Videos, this is the #1 channel on YouTube for all things Virtual Wholesaling. SUBSCRIBE NOW!    https://www.youtube.com/@RJBatesIII

_________________________________

RESOURCES FOR YOU:

If you want my team and I to walk you through how to build or scale your virtual wholesaling business from A to Z, click here to learn more about Titanium University: https://www.titaniumu.com

(FREE) If you want to learn how to close deals just like me, The King Closer, then download the free King Closer Formula PDF: https://www.kingclosersformula.com/close

Grab Titanium Profits: Our exact system we use to comp and underwrite deals in only 4 minutes. (Only $99) https://www.kingclosersformula.com/titaniumprofits

Transcript

The Embarrassment Objection Explained

SPEAKER_00 0:03

If you talk to sellers long enough, you're gonna hear these. I'm embarrassed by the condition. I don't want anybody seeing it like this. I need to clean it up before you come by. Or let me get it looking better first. This is one of those objections you have to handle differently because this is not always a negotiation objection. This is not always a price objection. This is not always a seller trying to stall. Sometimes this is just a human being who feels embarrassed. They may be overwhelmed. They may be ashamed. They may feel like the house got away from them. Maybe there's some clutter. Maybe there is deferred maintenance or pets or the tenants. Maybe there was a death in the family. Maybe life happened and now the property looks nothing like they wish it looked. So when a seller says, I'm embarrassed by the condition, do not run past that. Do not ignore it. Don't make a joke. Do not say something that makes them feel worse because this objection is emotional. And if you handle it poorly, you will lose trust instantly. But if you handle it well, you can create a huge amount of safety in the conversation. The seller needs to know one thing: you are not there to judge them, you are there to solve the problem.

Three Responses That Backfire

SPEAKER_00 1:26

So here are the wrong ways to handle this objection. Bad response number one. Don't worry, I've seen worse. Now I know why people say this. They're trying to make the seller feel better, but sometimes it has the opposite effect. Because now the seller is thinking, so you agree, it is bad. That may not be what you meant, but that is how it can land. Bad response number two. Just send me pictures. That may sound practical to you, but to the seller, it can feel like you're asking them to expose the thing that they are already embarrassed about. Pictures may be necessary, but you have to create safety before you ask for them. Bad response number three. Can you clean it up first? Never say that. That reinforces the shame and it also creates delay. The whole reason they are talking to you may be because they do not have the time, money, energy, or ability to clean it up. So do not give them another job. You're supposed to be the easy button. Do not make the seller feel like they have to impress you before we can offer a solution.

The As-Is Reframe Builds Trust

SPEAKER_00 2:41

When a seller says, I'm embarrassed by the condition, it usually means one of five things. They're ashamed, they are overwhelmed, they're afraid you will judge them, they think the condition makes the house unsellable, or they believe they need to fix it, clean it, or hide it before they can move forward. And this is where a lot of wholesalers mess up. They hear embarrassment and think, great, motivation. But that is not the right mindset. Yes, condition can create motivation, but shame creates hesitation. A seller can need your help and still be afraid to let you help. And that is why your tone matters so much. You have to make the seller feel like the condition is not a deal breaker, it's the reason your offer exists in the first place. So here's the principle: the condition is not something they need to hide from you. The condition is the reason you are there. That is the entire reframe. A retail buyer may judge the condition. An agent may tell them to clean it up. A neighbor may gossip about it. A family member may make them feel worse. But an investor or a wholesaler should not be shocked by an as-is property. That is literally our business. You buy properties with problems. That's the value that you provide. So your job is to take the embarrassment out of the conversation and replace it with relief.

Four-Step Framework For Handling Shame

SPEAKER_00 4:15

So when a seller says, I'm embarrassed by the condition, use this framework. Acknowledge, normalize, remove the pressure, and re-anchor to as is. So step one, acknowledge with respect. The first thing you say is, I completely understand and I appreciate you telling me that. That matters because the seller just admitted something uncomfortable. So do not brush past it. But then say, just so you know, there is no judgment on my end. It's simple and it's human. That lowers the pressure because the seller is already judging themselves. They do not need you adding to it. Step two, normalize the situation. So you normalize it by saying we work with properties in all kinds of condition. Clean houses, cluttered, outdated, damaged, tenant occupied, houses that need full cleanouts. That is completely normal in this business. This helps the seller understand they are not some rare exception. They're not the worst house you have ever heard about. But they're also not disqualified. They're not a burden. This is what you do. So then you say, the condition does not scare me. I just need to understand it so I can make the right offer. And that's the shift. You're not asking about condition to embarrass them. You're asking because condition affects price, timeline, and the type of buyer that is actually needed. Step three, remove the pressure. This is where you take work off of their plate. So you say, you do not need to clean it up for me. Then pause. Let that resonate. And then say, you do not need to move everything out first. You do not need to make repairs. You do not need to make it look presentable. I would rather see it the way it actually is so I can give you an honest as is number. That line is powerful because most sellers think they need to prepare the house before they can even have this conversation. You want to remove that pressure. The seller does not need another project, they need our solution. Step four, you re-anchor to as is. Now bring it back to the offer. So you say the whole point of an as-is offer is that you do not have to fix the condition before selling. That's the key. So then you explain. If you wanted to list it traditionally, then yes, condition would become a bigger conversation. Cleaning, repairs, showings, inspection issues, buyer complaints, all of that would matter. But with me, we're looking at it differently. I'm not expecting perfect. I'm looking at what I can pay with the property in its current condition. That's the entire reframe right there. You're not comparing the house to a perfect retail listing, you're evaluating it as an as-is investment property. So here's the line I want you to remember. You do not need to make the house look better for me. I need to see the real condition so I can make a real as-is offer. That line removes shame. It removes delay. And it reminds the seller why they called you in the first place. Because the embarrassment is not something to avoid, it is something to solve. So let's

Scenarios For Pictures Or Walkthrough

SPEAKER_00 7:57

go through a couple of scenarios. Starting off with the seller wants to clean the house first. The seller says, I'm embarrassed. Let me clean it up first and then we can talk. So you say, I completely understand and I appreciate you wanting to do that. But you do not need to clean it up for me. The whole reason we buy as is is so you do not have to take on that extra work. So then you say, if you clean it up, that's totally your choice. But I do not need you to do that in order for me to make you an offer. So then ask, what would be easier for you? Sending me a few quick pictures as is, or walking me through the condition over the phone first. That gives them options, and options create safety. You're not forcing them, you're helping them take the next step. Scenario two, the seller does not want anyone coming inside of the property. The seller says, I really don't want anyone seeing it like this. You say, I understand. A lot of people feel that way, especially when the house needs work or there's a lot going on. But just know I am not coming from a place of judgment. Then say, my job is not to critique the house. My job is to figure out whether we can buy it as is and solve the problem. And then give them a softer first step. We can start simple. You can describe the condition to me first, and then if it sounds like we are in the right range, we can figure out the easiest way to verify it without making you uncomfortable. That is a much better approach than pushing for immediate access. Sometimes the seller needs to feel safe before they let you in. So let's go through the bad version versus the good version. Starting off with the bad version, the seller says, I'm embarrassed by the condition of my house. And you say, Don't worry, I've seen worse. Just send me pictures. Now the seller feels judged, they feel exposed, and they feel rushed, and they may even ghost you and disappear. Not because they were not motivated, because you made the next step feel emotionally harder. So now let's go through the good version. The seller says, I'm embarrassed by the condition of my house. And you say, I completely understand, and I appreciate you telling me that. But just so you know, there's no judgment on my end. We work with properties in all kinds of condition. The whole point of an as-is offer is that you do not have to clean it, fix it, or make it look presentable before we can talk. The seller says, It's pretty bad. You say, Well, that's okay. I just need to understand the real condition so I can make you a real offer. You do not need to make it better for me. I would rather know that this is what we're actually working with. So then you ask, What are the main things you're concerned about with the condition? Now you're in the real conversation, not shame, not judgment, not embarrassment. You're talking about the problem. And once you're talking about the problem, you can solve it.

Privacy, Cleanouts, And Specific Reassurance

SPEAKER_00 11:13

Here's a question I like to ask with these types of sellers. What part of the condition are you most worried about me seeing? That's a great question. Because it lets the seller tell you where the shame is. Maybe it's clutter, maybe it's the smell, maybe it's because they're a hoarder, maybe it's just water damage or an old roof, maybe it's pets or the tenants, maybe it's personal belongings from someone who passed away. Once they tell you what they are worried about, you can respond specifically. You can say, that does not scare me. That is actually pretty common. We can work around that, or that is exactly why an as-is sale may make sense for you. Specific reassurance is stronger than generic reassurance. One thing I would always say is we keep this private. I'm not here to make you feel uncomfortable. I just need enough information to understand the property and make the right offer. That matters to most sellers because some sellers are not just embarrassed by you seeing it, they're embarrassed by anyone seeing it. They're worried about their neighbors, the family. They're worried about being judged. So remind them that this is a private business conversation, not a public inspection of their life. And that can help them relax. If there's a lot of stuff in the house, say you do not have to remove everything before selling. We can discuss what stays, what goes, and whether a clean out needs to be factored into the offer. That's practical. Because sometimes seller delays for weeks because they think they have to empty the house first. But they don't have the energy, they don't have the help, they don't have the money, they do not know where to start, so they do nothing. And that is why you have to say you do not have to solve the clean out before we can solve the sale. It's important for them to know that because the clean out may be the very thing keeping them stuck. One line to use to build trust and rapport is I'm not here to judge how the property got here. I'm here to see if we can help you move forward from this point. That's the tone. That is the heart of overcoming this objection. Because sellers already know the house has issues. They do not need a lecture, they need a path

Key Takeaways And Closing

SPEAKER_00 13:47

forward. The biggest mistake wholesalers make with this objection is they treat embarrassment like a small thing. It is not small to the seller. To you, it may just be a messy house. To them, it may feel like their life is a failure. It may feel like years of stress, may feel like grief, feel like their life got out of control. It may feel like something they have been avoiding for so long. So when they say, I'm embarrassed by the condition, slow down, respect it, do not rush past this. Acknowledge it, normalize it, remove the pressure, and re-anchor to them selling the property as is. And remember this: the seller does not need you to judge the condition, they need you to solve for it. That is the whole point of our as-is offer. They do not need to clean it, they do not need to fix it, they do not need to make it look perfect. They just need to be honest about what is going on so you can figure out whether there is a deal that works. Because the condition is not the obstacle, the condition is the reason your solution exists. Let me know what you guys think in the comments. Regardless, show me some love, like today's video, and we'll see you guys tomorrow.