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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.

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

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Transcript

A Comment Sparks The Question

SPEAKER_00 0:04

So I got a comment on one of my previous videos that said, RJ, can you explain the difference between embrace being the buyer and being transparent? Is it situational to let the seller know I'm wholesaling? So let's address the first part of that question. What is the difference between embrace being the buyer and transparency about the fact that you're a wholesaler to the seller?

What Embrace Being The Buyer Means

SPEAKER_00 0:35

When I say embrace being the buyer, it is not that we are lying to the seller or we are pretending to be the end buyer. It is about our thought process, our thought process on running the numbers, how this would make sense. I want you to put yourself in the point of view of being the in buyer. So when you're underwriting this and you're looking at the numbers and you're thinking about it, on would I make this investment? Would this be the one property that I would invest $100,000, $200,000, $500,000 into? And why? That is the thought process that I want you to have because when you go to do dispositions and you present this deal to the in buyers and you're marketing it, well, those in buyers, that is their exact thought process. They're looking at it and say, why would I buy this deal over all of the other deals that are available? So you, as the wholesaler, need to embrace that mindset, that thought process when you're running the numbers. How does this make sense? Why is this of all of the deals out there that are available? Why is this the one that I'm going to choose over every other property that exists in the marketplace? Because that's what your end buyers are going to

Transparency About Wholesaling

SPEAKER_00 2:09

do. Now, in regards to being transparent about being a wholesaler, well, that's irrelevant to the thought process of you embracing being the buyer. Of course, I want you to be transparent about being a wholesaler. But you still need to make sure that you are underwriting this deal to make sense that it is profitable. It is taking into consideration the amount of investment that is being made on this, the amount of time, effort, liability, and risk that is going to take place on doing the work and taking on this investment. Is it profitable enough? Does it make sense? Is this the deal that I would choose? Now, when you're talking to the seller about your role as a wholesaler, yeah, be transparent about that. Don't pretend that you're the end buyer. You can absolutely let them know that you're wholesaling. In some states, you absolutely have to because it's the regulation that you have to disclose that you're a wholesaler and not an in buyer. So you should be really embracing that and implementing that throughout all of your seller calls to where at this point you are telling them, hey, I'm a wholesaler. Now you don't have to do it on every single call. Sometimes it's not natural to bring it up. Sometimes it's just, hey, I want five grand. I don't care what you do with the property, just give me the five grand, let me move on. Okay. If it's not in a state that I have to disclose that I'm a wholesaler, then I'm not going to derail the conversation and say, well, just so you know, I'm a wholesaler, I'm just going to move forward, send them over the contract, do what I need to do to get them their money.

When Disclosure Protects The Seller

SPEAKER_00 3:59

But in a scenario where maybe there's time sensitivity, financial distress, maybe there's a pre-foreclosure, maybe it's, hey, we're moving across state lines. This is where that question actually came from. Was this video was a live seller call where I was completely transparent and disclosed to the sellers that I am a wholesaler? Why? Because they were uprooting and moving their family from Louisiana all the way to Florida. I don't want to sit there and tell them, hey, I could give you $95,000 for this property, and then they think their property's sold and I'm wholesaling it. What happens if once we do recon and we come back, we find out, hey, this property is in way worse condition than what we thought, and we're not able to move it. That is where the transparency with these sellers is so critical. So they understand that, hey, yes, we're making an offer. We have a signed contract, but we have to come out, we have to do recon. We have to do our due diligence, and then we have to have in buyers come out and want the property. They're going to make offers, and there's always the potential for a renegotiation based off of that buyer feedback. We would do want to be transparent about that. But that does not mean that our thought process, our mindset should not be as one of an in buyer. When we are talking to these sellers, we do not need to look at this like we are a wholesaler just trying to lock up a contract and throw shit against the wall and see if it sticks. We need to be looking at it just like our true repeatable customer, which is the in buyer, the person that would be taking on this risk, taking on that liability, and ask yourself: do I want an in buyer that could potentially buy a hundred properties from me? Is this the deal that I want them locked up and tied up in? Do I think it's going to be profitable enough for them? Because when you start asking yourself those questions, you really start looking at it a little bit differently, where it's like, actually, no, I wouldn't want my in buyer tied up on this deal because they're not going to be making enough profit. And that is what can be crippling long term for a wholesale operation where an in buyer buys a bad deal from you, then they pass the blame on you. They don't want to buy any more deals from you. So when you embrace that mindset and when you're looking at it and you're asking questions, you have a deeper level of thought

The $500,000 Mindset Test

SPEAKER_00 6:47

process. So here is the big takeaway on this. When you are looking at a deal and you're speaking to a seller, think about it as the fact that you have worked 20, 30 years to get $500,000 in cash saved up. And now you want to invest that into real estate. Now you're on the phone with a seller. That's your hard-earned cash that you've saved up, and you're going to invest it into this piece of real estate. What questions are you going to ask that seller in comparison to the questions that you ask now as a wholesaler? I can absolutely guarantee you that there are going to be much deeper level questions, a lot more scrutiny that comes along when you are thinking about it from the perspective of an in-buyer investing their hard-earned $500,000 cash into a deal. Even if the purchase price is only $50,000 and the rehab is $50,000, that is 20% of your savings being invested into that deal. Even if you were to use a hard money lender, the cash to close, the holding costs, the closing costs, the liability. Now you start looking at it and you say, if everything were to go picture perfect on this deal, the max I can make is $40,000 profit with one thing going wrong. Your $40,000 now becomes $35,000, $30,000. Now is the risk worth it? That is why I want you guys embracing being the buyer with your thoughts, not with your actions and your and your lies and manipulation. No, be transparent about being a wholesaler, but think from the point of view of an end buyer. That is what I mean when I talk about embrace being the buyer.

Questions For Viewers And Wrap

SPEAKER_00 8:54

All right, guys, let me know what you think in the comments. And has embracing being the buyer impacted you with your comping, your underwriting, your seller calls, but also your dispositions? Let me know in the comments. Regardless, show me some love. Like today's video. We'll see you guys tomorrow.