Caesar Lacosta's Sales Genius on Full Display | Hillbilly Heaven Road

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Transcript

Why This Call Matters

SPEAKER_00 0:03

Today, you're going to watch Caesar LaCosta close a deal on Hillbilly Heaven Road. This came from a live that we did a couple of weeks ago, and I wanted to showcase this seller call because for most of you, you've probably seen Caesar either on his own YouTube channel or on several of my lives. But what you might not know about Caesar is his journey to get to this point as a closer. He joined Titanium University way back when, in like the fourth class, the fantastic fourth class, okay? And when he joined, he was an acquisitions rep with his partners, and he had a prior sales background, but he was just trying to figure out how to convert. Hey, I used to do sales this way into closing real estate transactions, and it was a struggle at first. He's had to work at this, and he has consistently showed up to the Titanium University implementation calls. He's consistently asked me questions, asked Cassie questions, leveraged the resources that are available to him inside of the TU community, and his skill sets have continued to grow. Now, about a year ago, I did a video where I talked about where are you as a closer? And during that video, I kind of referenced Caesar and I said, you know, Caesar's the one-line assassin. He comes in with these one-liners and they're fantastic. And he really leaned into that. He's kind of nicknamed himself the one-line assassin. But what I want you to understand about Caesar is that those one-liners is not what makes him special. As a closer now, his best ability is listening to the sellers, deciphering what questions to ask next. How is he really going to understand the pain and the motivation and get the sellers that are truly motivated to sell a piece of real estate for a discount to open up to them so he can offer them the true solution? And you're going to see that inside of the seller call, where he does a fantastic job of asking open-ended questions, getting them to talk about what they need, what they want to accomplish by selling their real estate, and then even getting them down to where they start lowering their price based off of their needs, not their wants. And then because of that, he's able to come in with all kinds of creative solutions for them inside of this deal. So I absolutely loved witnessing this call live. And I knew the moment that the call was, you know, it takes a turn. There's a moment where Caesar starts to kind of walk away and pull away inside of the conversation, and this the sellers, due to their motivation, they start chasing after him. I knew at that point, oh, this has got to be a YouTube video later on. This is this is too good. This is what people need to see. It isn't about lowballing the sellers, it's about explaining it and getting them to recognize hey, my my desires, my problem could be solved by you as long as we have an open and transparent conversation about what is a win for me as a seller, what is a win for you as a buyer. And in this, I thought Caesar did a fantastic job. So again, Mr. LaCasa, Mr. One Line Assassin. I'm so proud of you, man. I'm proud of you. Um, I I I love how you share and you give back to the real estate and the wholesaling industry, and I can't wait for you to become a bigger name inside of the wholesaling to see your YouTube channel explode. If you have not subscribed to Caesar's YouTube channel, please go do that. It means a lot to him, it means a lot to me because I know the work that he's putting in, putting out live videos every single day, doing the forge. This was the 50th episode of the forge that he's doing with another TU member, Mr. Edward Luna. He's still been going on. I think we're we're approaching day 70 at this point. So proud of you, brother. And for you guys, show Caesar some love in the comments. Give your biggest takeaway. Let Caesar know that you appreciate him. Make sure you like the video. We'll see you guys tomorrow.

The Seller’s Situation And Price

SPEAKER_01 4:50

Hey, Missy. This is hey Missy. Good afternoon. Uh, my name is Caesar. Just calling by your property on uh Hillbilly Heaven Road. Looks like you filled out a form on my side looking to sell this property. Is that correct?

SPEAKER_03 5:06

Yes, sir.

SPEAKER_01 5:07

Wonderful.

SPEAKER_03 5:08

I'm sorry. I'm hard to hear you.

SPEAKER_01 5:11

Okay. Can you hear me okay?

SPEAKER_03 5:14

Yeah, I can. I'm I apologize for that.

SPEAKER_01 5:16

No, no worries. So um I'm pulling this up right now. How much are you looking to get for this?

SPEAKER_03 5:23

We'd like to try to get 50 if we could.

SPEAKER_01 5:27

50, 50. $50 sold. I'm just kidding. All right. All right, I'm pulling this up right now. Can you tell me a little bit what you got going on over there?

SPEAKER_03 5:38

Yeah, I got a paperwork. Um, the house, it's got a two-bedroom house, a two-bedroom, one bath, but it's very, very storm damaged. And FEMA passed it three times, and they shouldn't have. We're really, it's it's really about selling the property. It's it's set up for septic. It's got what it's it's almost a full acre. It's five lots. Uh seven point. Hold on, I got paperwork right here. Just a second. Um I have paperwork deeds. I have a I have a contract to deed uh with uh a ministry that we'll buy it from. And uh the contract is uh that they will take uh they will they they in order to walk away, they'll take 20. And we're we're trying to relocate and uh to Missouri. And so uh, you know, we that other 30 that goes to us. So uh let's see. Um let me give you the lot numbers.

SPEAKER_01 6:47

It's property ID number six and 14 and property ID six two nine and if you don't mind at some point if you can text those to me, that would be great, just just so that I can make sure I have the right the right numbers. Well, I'm sorry.

SPEAKER_02 7:19

I said I'll try to do it while we're talking. I try to do that. Oh, that would be great.

SPEAKER_01 7:23

Yeah. So let me ask you, so you said you guys are moving to Missouri. Are you guys currently living here right now? What's the situation?

SPEAKER_03 7:30

Yeah, we're we're living here.

SPEAKER_01 7:32

Okay.

SPEAKER_03 7:33

But yeah, but we we we only require two weeks to 30 days to get out.

SPEAKER_01 7:38

Got it. And and you guys um you guys bought this on a contract to D, is that right? On a land contract?

SPEAKER_03 7:44

Right, right. I'm about I'm I'm about to uh yes, I did.

SPEAKER_01 7:48

Okay, and you did and you still owe 20k on this?

SPEAKER_03 7:52

Right.

SPEAKER_01 7:53

Hmm okay, and if you don't mind me asking, I mean, what got you guys uh why you guys got you guys moving to Missouri?

SPEAKER_03 8:01

Um we want to live in the mountains and possibly start a farm up there.

SPEAKER_01 8:07

Oh nice. You guys have uh you guys have a land picked out already?

SPEAKER_03 8:11

Um no, we're uh we're uh we have uh she's like an adopted sister, and uh she lives up there, and once we get there, um we we're looking in Clare County.

SPEAKER_01 8:31

Okay.

SPEAKER_04 8:33

Uh but we're we're looking in the huh.

SPEAKER_01 8:39

I'm sorry, were you talking to me or were you talking to your talking to us?

SPEAKER_03 8:45

Is Misty Cloud and Joshua better? Okay, I think on here, I think he's got us on here for um hold on, I'm fixing it. I'll still take a picture.

SPEAKER_01 9:02

Okay. So you're so I'm just what so do the lots um do they have uh electric, sewer, or septic?

SPEAKER_03 9:17

Septic, water, fiber optic, uh electricity, um everything works uh except the house. Um I mean if someone was really dead, all you really have to do is take the house down and use the foundations that are here, the foundation uh it's fair to me. Take the foundation and set up another house or a trailer or whatever, you know. I mean, you you can even set it up for separate properties. But yeah, it's got water all the way through it's right on the street, it's right the water line runs right on the street.

SPEAKER_01 10:00

Um so are we getting five lots with this with this house?

SPEAKER_03 10:06

Yes, you're getting five lots of this house. Three pictures I'm gonna be sending you here in just a second, okay?

SPEAKER_01 10:12

Okay.

SPEAKER_03 10:14

Make sure I got our acres.

SPEAKER_01 10:19

And while you're doing that, what is the total lot size out of those five acres? I mean of five lots.

SPEAKER_03 10:55

Oh my goodness.

SPEAKER_01 11:04

Okay, that that's fine.

Motivation And The Real Need

SPEAKER_01 11:23

Okay. How you doing, sir? What is your name?

SPEAKER_03 11:28

Joshua Bennett?

SPEAKER_01 11:30

Joshua.

SPEAKER_03 11:31

Joshua Bennett. Um, Linda, go ahead and give me your phone number.

SPEAKER_01 12:10

Yeah, it's four one five.

SPEAKER_03 12:13

Your phone number and your email, whatever you want me to send it to.

SPEAKER_01 12:15

Yeah, it's four one five four zero five.

SPEAKER_04 12:26

Four two five.

SPEAKER_01 12:39

You got it.

SPEAKER_03 12:41

Okay.

SPEAKER_00 12:44

I don't know, Caesar, this feels pretty rough. We really need to know the size of the lots.

SPEAKER_01 12:53

That's what we need, yeah. Okay. So what what are the sizes of the lots?

SPEAKER_03 13:01

The size of the uh well, that's why I wanted to send you the picture. It's you should be coming in right now.

SPEAKER_01 13:06

Okay.

SPEAKER_03 13:07

We don't know the exact size of the lot, and I can't really see the I can't really read the the print on it.

SPEAKER_01 13:15

Uh all right, I'm getting them right now. Well, while I'm looking this up, let me ask you a question real fast. Are you there?

SPEAKER_04 13:28

Yeah, I'm here.

SPEAKER_01 13:29

All right. Well, a couple of things. One is I always mention to folks, I generally do want to help as much as I can. Um and that's you know, I'm gonna try my best to do that. That being said, I I am an investor, so I do have to be fair to my business as well. Um, so if you don't mind me asking, I know you guys said you're moving to Missouri, you owe 20k on this. I mean, what are some of the things that you guys absolutely need to accomplish by by selling this?

SPEAKER_03 13:57

Well, we need the money to be able to, uh, we have to get an RV, we have to be able to, so that we have something to live in. Um, we need something that we can be able to to if we can't find the land right away, we have to have something we can rent for a little while. Uh, we need to have something we can put down on the land, and we and and also if there's no power or anything like that, we have to be able to run power because you know what I mean. It we we need to be able to transition. We're not sure uh what all the land I found a couple of deals up there, but we're not really sure what the land properties uh look like. Uh we're we're looking for something that's got cars, and the areas that we're looking in, uh they definitely have cars to sandstone and caves. So, you know.

SPEAKER_01 14:46

Okay.

SPEAKER_03 14:48

We have to have the money to move, you know, to to to be able to do that and to live. And and and we need to be able to get as far far out. I think that we are you asking this question because the the 50,000 and ask is a little steep for you?

SPEAKER_01 15:07

That's that's a very great question. Um, asking for two reasons. One, like I mentioned earlier, I do generally want to help as many folks as I absolutely can. So that's why I always ask, just because if I can, you know, if I can just hit first base and help you folks get to Missouri. I mean, those are the type of deals that I absolutely love to talk about. Um right.

SPEAKER_03 15:29

What would you feel about if we dropped it down to

Creative Trade Options In Missouri

SPEAKER_03 15:34

30 or even do you? I mean, do you do you have properties in Missouri?

SPEAKER_01 15:39

We do have quite a bit. Uh, I can definitely help you out. You know what part of Missouri you guys are looking into?

SPEAKER_03 15:44

Okay, well, my sister lives in um uh she lives somewhere in close to Lee Summit in Kansas City. My husband's probably gonna be work uh transferring to a waffle house there. He does not want to be in, we don't want to be deep in the city, but we want to be close enough to where we can get to our doctor's appointments. We would like rural. If it's got a building that's got decent bones and it's a fixture upper, if we had that, we we're gonna have to have an RB or something to live in, you know. We can't just get the land in food. I mean, if we can trade that has a two-bed two or three bedroom with a garage, and I don't know, a few acres or or something. I mean, that that's we're I mean we we consider it trade, but but it needs to be work out. We take a lot we take a one bedroom with a garage and some acreage, you know. We have four dogs and uh and a cat, and we and we wanna we want to actually build a farm. We were looking for something that had elevation because if when we start building our house, we actually want to build um we want to do earth firm, uh earth firm building so that it uh it has as small a footprint um heat-wise as possible, you know. Uh because we're from Texas and we want to see the winter, but we don't want to like sleep in it.

SPEAKER_04 17:15

Yeah.

SPEAKER_03 17:16

You know what I mean? I'm scared of the snow, so I want to bury my house. I I want to um I want to eventually have like a walk-in basement, like with the house in front of like you have a walk-in basement and then you have a house in front. That's what we're eventually wanting to do. But I mean, if there's a structure on it that we could live in so that we could build, we could start a farm, because that's kind of what we want to do, a micro farm. We want to grow um herbal, herbal and gourmet mushrooms and herbs and spices and sell to the the um legendary Kansas City uh restaurants.

SPEAKER_01 17:56

Okay.

SPEAKER_03 17:58

I'm disabled. I can't work anymore. And so we're trying to find something I can do. I can farm. I I can work land, I just can't work with people anymore. I used to be in a brain damage and um my filter is I have seizures and ticks, and my filter is messed up. So um at 50 at almost 51 years old, I I will tell a millennial so far off that they need therapy, and we just can't make money that way. I'm not, I mean, I'm not I'm being funny, but I'm I'm I'm being serious and funny at the same time. I don't want to damage people, and I I mean you can't make money like that. I'm a professional, and if I can't keep my tongue in my in my head, then I need to go out in the country and I need to find some other way to make a living because the government isn't gonna help me. I've been denied six times. Well, you know, because my illness is an invisible illness. But we do need some kind of cash to to have uh a landing base as well. You know, we're we don't want to come out empty-handed, but we'd be willing to take a significant, um, a significant draw if we could trade and have a property that we could either move right into or something we could fix up easily and and have something to live in. Does that make sense?

SPEAKER_01 19:17

Uh it makes absolute sense. Good news is I actually texting my my buddy over here and uh it's mentioning to me that got a couple, actually a few in St. Louis, some in Springfield, Atchison, Kansas as well.

SPEAKER_03 19:31

So you have making sense the sandstone, the sandstone bluffs and stuff.

SPEAKER_01 19:36

Sandstone, um let me give them a text and ask them. Well, let me ask you something real quick, just because I'm trying to come up with uh I'm trying to structure this in a way where it definitely helps you and your folks out so you can get away from all the millennials and start doing your farming.

SPEAKER_03 19:51

Um we have listen, if we can't do the farming and we have to get into a house that like we could move in that needs some work, we could turn around. We're not a point, we're we're interested in flipping houses too. So we do a trade for something we could move into if it wasn't right up in in a ghetto or up somebody's ass. I mean, we're we're we're we're out in the country, we're still up people's asses, and I'm not trying to be rude. It's just I I you know I want to I want a yard and a garage. I don't care if it's a one-bedroom, but I want you know what I mean.

SPEAKER_01 20:26

I know exactly what you mean.

SPEAKER_03 20:27

Um a little bit more.

SPEAKER_01 20:30

Okay, so let me ask you just real quick, and once again, I'm just trying to wrap my mind around here so I can help you out, help you folks out here. The the contract did you have? You guys owe twenty thousand dollars right now?

SPEAKER_03 20:44

Yes. We owe twenty thousand and um uh before we had the land, before I I went I went online and I did a I did an appraisal to see what the land was worth, and that's why we and I realize asking at 50 is probably not leaving you any room to make any money off of it because that's asking almost right at market value. I get that. I I get that. I mean, I've pawned things before, I understand needing to have the value, but I didn't realize my husband was interested in trading. I I that that's new to me. He just said that and it surprised me. So that make I'm ADHD, it makes my brain work a little bit more.

SPEAKER_01 21:25

Um so how's this? If if since you understand it and and you get it, um, if we can find you guys a place, move to, um, so if we can do a trade and I'm able to pay off that 20k, so you don't owe that anymore, and put a few thousand bucks in your pocket, is that something that would be you guys would be open to?

SPEAKER_03 21:46

Yes, yes, I can't worry. Can't repeat it because I was running my mouth.

unknown 21:51

No worries.

SPEAKER_01 21:52

No, what I was saying is that if we can find you guys a place to move to, so what I can do is I can, for example, if we do get an agreement. I can set it up where it's contingent to us finding a place. And if we can do that

Agreement Process And Next Steps

SPEAKER_01 22:06

and pay off the 20 and put a few thousand dollars in your pocket to get you to your next spot. Is that something that would be uh you guys would be open to?

SPEAKER_03 22:16

Yes, we'll do we'll shake on that. Yes.

SPEAKER_01 22:19

Okay. So why don't I do that then? Why don't I just go ahead and send over an agreement? Well, actually, let me explain to you how my process works, just so that you guys are are on the note. I always like to say, you know, I want to make sure that we can manage each other's expectations. Um so let's say we do agree. Uh I sent over a two-page agreement, very simple, just saying, hey, we're looking to purchase this property at this price. We're looking to close in a time frame that that that's convenient for you folks. Um, and then once that's signed by both parties, meaning you and I, I will go ahead and send it over to Title. Title is there to protect you as a seller, they're there to protect me as a buyer, and they're gonna run the title to make sure we know exactly what the payoff is, if there's any liens, yada, yada, yada.

SPEAKER_03 23:03

Um Mr. Muschel, who is on that paperwork, he is the nicest, he's a master. He's the nicest man. He said you can feel free to call him if you need to talk, if you if you need to talk numbers with him and arrangements because he'd like a cashier's check or even a direct wire transfer would probably work for him too.

SPEAKER_01 23:21

Yeah, that's fine. I mean, title title will take care of all of that while we're in title. Um because he's he's got the first lien on it. So yes. Um, and then while we're doing the title search, what I'm gonna do is I'm gonna go ahead and send over my contractors out there, and then also just for full transparency, whenever I do buy properties outside of my market, I always partner with the local uh with the local partners out there. And the only reason why I do that, ma'am, is I always want to make sure I have a set of eyes on my projects at all times.

SPEAKER_03 23:49

That's no problem. And and I appreciate you telling me that. Now, we don't have the capacity to run up there and check something out right now, but my sister lives up there. And if you find a property or two that's worth that, you feel like it is you we can I can actually have her meet with your guy there, and she can go and inspect the property herself. Oh, wonderful. Yeah, I've got a proxy.

SPEAKER_01 24:14

Yeah, and and I'll be able to send, by the way, I'll whatever we find for you folks, I'll be able to send you pictures as well. So before before your sister decides to spend time in gas, we'll make that.

SPEAKER_03 24:24

Can I tell you what I what I'm what I'm hoping for?

SPEAKER_01 24:27

Yes, ma'am.

SPEAKER_03 24:28

Um uh something we could move into and we can live in, and it has it doesn't have to have a lot of spare space on the inside. We'd like a garage because I need a workshop, and I need a fenced-in backyard. Okay, because my dogs need to be off the chains because I live in a neighborhood, they have to be on chains, and we have too big of a property to fence in, so uh fenced yard would be uh an amazing birthday gift for me. I'm turning 51 in August.

SPEAKER_01 25:01

Oh, well, let me get you that fence then.

SPEAKER_03 25:05

So as soon as we're willing to do this as quick as possible. Um, let it and I'll shut my mouth. I just wanted to add that that one thing.

SPEAKER_01 25:14

Absolutely, no worries. So, what I'll do, Missy, is I'll go ahead and draft up this agreement right now and I'll send it over to you and uh and your husband. Now, let me ask you the the contract deed that you have, is it under both you and your husband's name?

SPEAKER_03 25:29

Yes, uh he he at first it it is, it is, it is. Um, I'm gonna make sure that it's proper because my name, my name is not my married name. I haven't changed my name to my married name yet. So um it's it's the the whole thing, and I'll make sure Mr. Mr. Marshall's just old. He assumed that we were carrying the same name, so he took Bennett's. But it's Joshua Bennett, Joshua Glenn Bennett, and Misty Lee Clown. I'll make sure he has that correct.

SPEAKER_01 26:01

Okay. All right, perfect. So here's what I'll do, uh, Missy. I will go ahead and uh the email address that I have on file here, I just want to make sure it's correct. Perfect. And then what I'll do is I'll draft this up right now, and uh, if you don't mind, I'd like to give you a call back maybe in the next half an hour to an hour, maybe even sooner than that. Yeah, so in that way I can quickly go over it with you from top to bottom.

SPEAKER_03 26:56

I'm gonna drop a call to Mr. Marshall in the meantime to let him know to be expecting your call.

SPEAKER_01 27:02

Okay. We'll do that. Let's do that.

SPEAKER_03 27:04

What's your name? What was your name again, sweetheart?

SPEAKER_01 27:07

My name is Caesar.

SPEAKER_03 27:09

Caesar!

SPEAKER_01 27:10

You got it. Just like the pizza or the salad or the emperor.

SPEAKER_04 27:14

No, I love it.

SPEAKER_01 27:16

That's right.

SPEAKER_03 27:18

I love little Caesars. Caesar, you're gonna be you're gonna you're gonna be my hero. I really appreciate this.

SPEAKER_01 27:24

Well, thank you.

SPEAKER_03 27:26

And we'll uh as soon as you get that sent over, we'll uh we'll get it filled out.

SPEAKER_01 27:30

Oh, and one last thing, by the way, since I have you on here, is there any way you guys can send over some pictures as well of the property? Uh it just helps me get a better idea of its general condition.

SPEAKER_03 27:40

I'm gonna tell you right now, when I send you pictures, um my my push mower broke and I'm disabled. My husband works a bunch of hours and he works night, so he doesn't really have time during the day because he's on a night shift schedule.

SPEAKER_01 27:53

No, or it doesn't have to be at this very moment, but whenever you get a chance.

SPEAKER_03 27:57

Yeah, it's waste time. I've got pictures I can send you.

SPEAKER_01 28:00

Absolutely. Wonderful. All right, let me get this, let me get going on this and I'll play back in the next half an hour to an hour.

SPEAKER_03 28:06

No problem. Thank you so much.

SPEAKER_01 28:07

Thanks, bye.