Are You Solving the Seller's Problem-or Exploiting It?

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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

The Hidden Question Under Objections

SPEAKER_00 0:00

There is a hidden question every motivated seller is asking you. They may not say it out loud, they may not even know how to explain it, but it is there. And the question is this Are you solving my problem or are you using my problem? That question is underneath almost every seller objection. When they say your offer's too low, they're wondering if you are trying to take advantage of them. When they say, I need to think about it, they're wondering if they can trust you. When they say, you wholesalers are all the same, they're wondering if you're just another person trying to profit from their situation. And this is where most wholesalers fail. They hear motivation and immediately start thinking about the deal. The closer hears motivation and starts trying to understand the seller's pain. That's the difference. What's up, everybody? RJ Base the Third here. And in today's episode of Overcoming Objections, we're not talking about one specific sentence a seller says. We're talking about the question behind the objection. Are you solving my problem or are you using my problem? Because sellers are not just trying to figure out if your offer works, they're trying to figure out if you understand what they're actually going through. Most wholesalers don't. They ask surface level questions and they receive surface level answers. Then they make a surface level offer. And when the seller pushes back, they act confused. But the objection usually did not come out of nowhere. A lot of times,

Stop Chasing Price Start Finding Pain

SPEAKER_00 1:44

you created the objection because you never uncovered the real problem. A seller might say, I just don't want to deal with the property anymore. Well, that's motivation. But why? Why do they not want to deal with it anymore? Is the tenant not paying? Is the property vacant? Are there code violations? Are the repairs piling up? Did they inherit it? Are family members arguing? Are they behind on payments? Are they embarrassed by the condition? Are they tired of being a landlord? Are they moving? Are they trying to close a chapter of their life? That's the pain. And if you do not uncover the pain, you cannot truly solve the problem. You can only make an offer. And making an offer without understanding the problem is where wholesalers start to feel transactional. And that is when the seller starts thinking, does this person actually care about solving my situation? Or are they just trying to get a contract? Most wholesalers ask, why are you selling? And the seller says, I just want to see what I can get for it. Then the wholesaler says, Well, what price are you looking for? That's not closing. That's order taking with a calculator. The seller says, I want $200,000. The wholesaler knows that they can only pay $135,000. Now the conversation gets awkward. The seller thinks the wholesaler is lowballing them. The wholesaler thinks the seller is unrealistic. But the real problem is this. Nobody ever found out what the $200,000 was supposed to solve. That number may be attached to something, maybe attached to a mortgage, maybe attached to debt, maybe attached to moving expenses, or attached to splitting money between heirs, maybe attached to pride. So instead of only asking, what do you

What Their Number Must Accomplish

SPEAKER_00 3:42

want for it? Better question is what does that number need to accomplish for you? That question changes the conversation because now you're not just negotiating price, you're discovering their purpose. One of the most important questions you can ask a seller is, have you thought about listing it with a realtor? A lot of wholesalers are scared to ask that because they think they're giving the seller an idea. Well, that's amateur thinking. The seller already knows realtors exist. What you're trying to figure out is why they are talking to you instead. Because if listing was the perfect solution, they would have probably already been doing that. So why are they not? Is it the repairs, time, the showings, uncertainty, the commissions, the tenant, the condition, the privacy, speed? Did they already try listing it and it failed? Are they more concerned with being done than getting the absolute highest number? That is the story you need. A seller talking to an investor instead of listing with a realtor is usually not an accident. There's a reason. And if you find that reason, you can explain your solution in a way that actually matters. This is what the closer's formula is designed to do. It is not about asking random questions, it is about uncovering layers. Layer one is the property, the condition, the repairs that are needed. Is it vacant? Is it occupied? What's going on physically with the house? But the second layer is the motivation. Why

Why They Did Not List

SPEAKER_00 5:16

are they considering selling? Why now? What changed? How long have they been thinking about it? Then the next layer is pain. What is this property costing them financially, mentally, emotionally, or logistically? What problem keeps getting worse the longer they hold it? And what are they tired of dealing with? The fourth layer is the desired outcome. What do they actually need the sale to accomplish? Do they need speed, certainty, privacy, convenience, cash, clean exit, less responsibility? The fifth layer is alignment. Can our solution as a wholesaler actually solve the seller's problem? Because here's the truth. Not every seller should sell to an investor. If they want the absolute highest number, have time, have money for repairs, and are willing to list, then a realtor is their better option. That's okay. But if they need certainty, speed, convenience, privacy, no repairs, no showings, and a clean exit, then an investor offer may be exactly what they need. And that is how you close ethically. You do not force your solution on every seller. You find out whether your solution actually fits their problem. Here's a line you need to remember price without pain creates pushback. If you give a seller a number without understanding pain, all they hear is, you want me to make less money. But when you understand the pain, the offer becomes a trade-off.

The Five Layers Of A Real Close

SPEAKER_00 6:54

Now the conversation is yes, this offer may be lower than a perfect retail sell, but you're avoiding repairs, showings, commissions, inspections, financing risk, waiting, cleaning, uncertainty, and more months of dealing with this property. That does not mean they have to accept it, but they now understand what they're choosing. An investor offer is not just a discount, it is a trade-off. The seller trades maximum retail exposure for the speed, certainty, simplicity, and convenience. But you cannot explain that trade-off if you do not know what the seller actually values. Some sellers value every single dollar, some sellers value being done, some sellers value privacy or speed, some sellers value not having to clean the house out, some sellers value not having to deal with family members anymore. Your job is to find out what matters most, and then you connect your solution to that. Here are the types of questions wholesalers should be asking. What made you consider selling the property? How long has this been on your mind? What changed recently that made you take action now? What has been the hardest part about dealing with the property? What happens if you do not get this resolved? Have you considered listing it with a realtor? What made you look at selling it as is instead? What are you hoping the sell helps you accomplish? Is the number you're asking for tied to something specific? What would make this process feel like a win for you? What is your biggest concern about selling to an investor? Those questions uncover the story. And the story is where the deal is. Because once you understand the story, you stop sounding like every other wholesaler trying to get a contract. You start sounding like a professional trying to solve a problem. Now let me be very clear. Uncovering pain does not mean exploiting pain. Bad wholesalers hear pain and think, good, now I can beat them up on price. That's not what I'm talking about. A professional hears pain and thinks, now I understand what solution this seller actually needs. And that's the difference. If someone is behind on payments, the solution may be speed and certainty. If someone inherited a property with multiple siblings, the solution may be simplicity and clean communication. If someone is embarrassed by the condition, the solution may be privacy and no showings. If someone's tired of being a landlord, the solution may be no more tenants, no more repairs, and no more late-night phone calls. The pain tells you what solution to present. It should not make you more predatory, it should make you more precise. Here is how this can sound

Price Without Pain Creates Pushback

SPEAKER_00 9:56

in a real conversation. The seller says, I just want to know what you would pay. And you say, I can definitely get you a number, but before I do, I want to make sure I understand what you are actually trying to solve. Because if I just throw out a price without understanding the situation, I'm not really helping you. I'm just guessing. So then you ask, what made you consider selling in the first place? And they answer. And then you go deeper. How long has that been going on? What have you already tried to do with the property? What made you consider talking to an investor instead of listing it? What would you need to happen for you to feel like this was the right decision? Now you're uncovering the real story. And once you know the story, you can connect your offer to the problem. You might say, based on what you told me, it sounds like the biggest thing you're trying to avoid is putting more money into this property and dragging this out for months. So our offer is not designed to be the same as a fully renovated retail sale. If you want to fix it up, list it, do showings, negotiate repairs, and wait on buyers financing, you may be able to get a higher number. But what we are solving for is different. We're solving for an as-is sale, no repairs, no showings, a clear closing timeline, and you being able to move on from the property. That is how you position the offer as a solution, not just a lower number. The seller is silently asking you throughout the conversation, are you solving my problem or are you using my problem? Your job is to answer that through how you communicate. You can even say, I know selling to an investor can feel like you're taking less than what the property might be worth if everything was perfect. So I want to be clear. I am not here to use your situation against you. I'm here to see if what we offer actually solves the problem that you are dealing with. If it does, great. If it does not, I will tell you that too. That removes the pressure of this entire conversation. And when you remove that pressure, you build trust and credibility. So then you say, My job is to understand the situation first.

How To Say It In Real Life

SPEAKER_00 12:18

Then we can figure out whether a cash as is offered makes sense. Sometimes it does, sometimes it doesn't. But I do not want to give you a number without understanding what the sale needs to accomplish. That is professional. That is transparent, and that is how you separate yourself. The real lesson is this the seller does not want to feel like your profit depends on their suffering. They want to feel like your service removes their suffering. Yes, we are in business. There has to be profit. The math has to work, but the seller still needs to feel like the solution is fair for their situation. Not fair because it's the highest possible number. Fair because they understand the trade-off and choose it willingly. A good wholesaler does not hide the trade-off. A good wholesaler explains it. You may get more by listing, but that comes with repairs, showings, time, commissions, inspections, financing risk, and uncertainty. Our offer is lower because we are solving for speed, certainty, as is condition, and convenience. That's honest. It's clear, it's professional. So the next time you're talking to a seller, remember the hidden question. Are you solving my problem or are you using my problem? You answer that question by the way that you ask questions. You answer it by slowing down. You answer it by uncovering the story. You answer it by understanding what their price is tied to. You answer it by asking why they are talking to an investor instead of listing with a realtor. And you answer it by finding the pain underneath the motivation. Because new wholesalers ask, what will you take? Professionals ask, what are you trying to accomplish? Amateurs hear pain and look for leverage. Professionals hear pain and look for alignment. That is the difference. So stop trying to convince sellers your offer is good. Start showing them that your offer solves the problem they actually have. Because when the seller believes you understand the pain, the process,

The Ethical Close And Final Reminder

SPEAKER_00 14:39

and the outcome they need, you're no longer just another wholesaler trying to get a contract. You become the person helping them get to the other side of the problem. And that is how you overcome the objection before it ever gets said. All right, guys, that's our episode today. Show me some love, like it, and we'll see you guys tomorrow.