TU In Review | What This Wholesaler Got Wrong

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Transcript

Why First Call Reviews Get Savage

SPEAKER_02 0:07

Welcome back to TU in Review, the series where I am going to be reviewing a live seller call submitted to me by a titanium university member. Normally I do these during implementation calls in private, but these TU members are brave enough to submit these seller calls to be put out in the public for you guys to enjoy on YouTube. And today I have to hand it to Roger, who submitted this call. This is Roger's first ever live seller call review. And he's relatively new to Titanium University and the closers formula. And the reason why this kind of stands out to me amongst all of the seller call reviews that we've done on this series so far is that normally when I do the first live seller call review, it's pretty brutal because there's certain little nuances about the closers formula that are probably going to be missed. Now I haven't seen the call, and Roger might be a prodigy and might nail everything right out of the gates. But typically, I am more savage on these call reviews than I am on the third or fourth because you're going to understand the thought process behind the skeleton of the closures form. Why are you asking the questions that you're asking? Why are we dictating the conversation the way that we are? And typically they're better at diving into the seller's pain and the motivation than they are at the beginning. Normally, these conversations kind of have a tendency to be numbers-based, uh, money-oriented. And so hopefully that's not the case. But Roger, thank you for submitting this. Thank you for being brave enough to submit this. So let's get into Roger's live seller call review.

The Opening Line Sets The Tone

unknown 2:08

Hello.

SPEAKER_00 2:09

Hi, Ray Sean. Yes. Hey, I'm Roger. I was calling about your property on I got a notification you may be looking for offers.

SPEAKER_02 2:21

All right. Well, with a little bit of uh dial gap there, we're we're making our first pause at the 14 second mark. So I don't like that introduction. Um, I got a notification that you're you're looking for offers. One, we we don't say that. It's how was the lead generated? Hey, you filled out a form on my website. Hey, you spoke to someone on my team, right? If this is lead Zolo, Red Panda, property leads, they filled out a form on our website. If it's speed to lead, we need to look at it and see was it a cold call lead? They spoke to someone on our team, or did they fill out a form? We want to let them know, hey, we know how you came, you found us, and that you're interested in selling the property. Is that the case? Not that you're wanting to entertain offers. We're already kind of putting ourselves on our heels by saying, I am going to make you an offer. No, we are here to to buy the house. We're embracing that that mentality of being the buyer. We want to put the seller in their correct seat, which is they are selling us on the property, not we're making an offer. We want to know, do you still want to sell? Awesome. How much do you want for the property? That is the closer's formula right there. So I didn't like that introduction.

SPEAKER_01 3:50

Yeah, I mean, I guess.

SPEAKER_00 3:52

Okay, okay. Um, how much were you asking for it?

SPEAKER_02 3:58

The seller responded, yeah, I guess. I think that's partially due to the poor introduction. But then we didn't get clarification if he wants to sell or not, right? Step one of the closer's formula is verify that they want to sell. He says, I guess. What do you mean you guess? You either do or you don't. This isn't a, hey, I guess. Now let me proceed with doing all of this work to find out whether or not you're gonna say yes or no. And then he proceeds to ask, How much are you looking to get for the property? Which is odd and awkward considering the fact that you just said you're shopping to see if offers. So definitely don't like how we started off here.

Don’t Ask About The House First

SPEAKER_01 4:47

25.

SPEAKER_00 4:49

About 25. All right. And um, I guess tell me a little bit about what you got going on with the property.

SPEAKER_02 4:57

Um it's not tell me a little bit about what you got going on with the property. It's tell me a little bit about what you got going on. When you say with the property, you're steering, you're leading the seller to then probably give you either a condition or Zillow stats. Oh, well, you know, it needs new floors, it's a paint, or it's a 3,2, 1200 square foot. That we don't want we want to understand why the seller wants to sell to an investor. Why do they need to sell this piece of real estate for a discount? So we want to keep that vague and open-ended. Tell me a little bit about what you got going on.

SPEAKER_01 5:39

Um two-bed, one bath. New roof on it. Oh, fairly new. Okay. Pretty much needs the entirety of the inside redone. Okay. No AC unit. Okay. Um the current electrical line is the original from like 1960. Okay. Uh new windows. Yeah, I mean, that's that's the main stuff. Not really a sound, but yeah, the inside just needs to be pretty much good and redone.

SPEAKER_00 6:24

Okay. But so, but you you did say there was the roof is new, though.

SPEAKER_02 6:29

Okay, so see, we we steered the seller to talk about the property, and now Roger is stuck where he's going to have to now ask questions in regards to the condition and and what's going on with the property over here. Um, and again, we we got both of what I predicted: Zillow stats and the condition. Uh, I know most people are gonna sit there and be like, well, RJ, how do we know if it's a deal or not if we don't know the condition? We can get to condition, but when we steer the seller, we're telling them, hey, tell me about the condition. When in reality, we want to know the most important thing to the seller to talk to us about. That's why we want it to be vague and open-ended. And so now we were allowing the seller to just tell us about all the things that need to be done to the property, and now the seller has every right to just be like, okay, so I told you about the conditions, so what's your offer?

SPEAKER_01 7:32

Yeah, I put a new roof on it maybe two and a half, three years ago.

SPEAKER_00 7:37

Okay, two and a half. Okay. Was this like a um uh was it previously like a rental for you, or were you gonna flip it?

SPEAKER_01 7:47

No, I bought it at uh bought it at an auction and intended to fix it up, rent it out, just you know, life.

SPEAKER_00 7:55

Yeah. Yeah, it gets like that. It can get like that. What do you think you may um have rented it for?

SPEAKER_01 8:06

I don't know. I I hadn't really done the research to look at it, which I grew up, I grew up there, so I kind of just wanted to own something back home.

SPEAKER_00 8:19

Okay, yeah. Okay, that makes sense. And um online it has it as 13 square feet, 1300 square feet. That's sounds about right.

SPEAKER_01 8:31

Uh yeah.

SPEAKER_00 8:32

And on that second story, is that like um I'm looking at a picture uh just on the outside of it online, and I think Realtor has some pictures. Is there like is that just like an attic upstairs or is that like a livable space?

SPEAKER_01 8:44

Or um it could be turned into a livable space. Um I'm sure you know you close it in, but I mean it's well, it's it's big enough for you to stand up in it on six feet and that's well enough clearance above my head to be able to turn it into like a little bedroom up there or a loft or something.

The Missed Motivation Behind “Life Happens”

SPEAKER_02 9:13

So, you know, here we are in the first three minutes of this call, and and we didn't ask the appropriate, we didn't have a good introduction, we didn't ask the appropriate open-ended question to get the seller to open up about motivation. And and then Roger comes in with a question of like, you know, was this gonna be a rental or a flip? Uh, you know, it's kind of a filler question, but it did get the seller to kind of say something that was an opportunity for Roger to capitalize on, which was, you know, I was gonna I was gonna fix it up and rent it out, but you know, life happens. And and Roger was like, yeah, be like that sometimes. What does he mean, Roger? This is what you need to ask yourself now that you're you're going back and you're watching this. What did the seller mean? If you can't answer that, that's your opportunity for the open-ended question. You know, live happened. Oh man, what happened? What do you mean by that? We want him to open up and and disclose what he means because that could be the pain, that could be the motivation. The two most important things that we need to be understanding are what you're asking, price. So we understand your thought process, $25,000. Okay. Not a not an astronomically high property. I don't know what the property values are. I don't even have the address, but hell, we only got $25,000 to get down to zero. So there ain't much room here. So he's clearly motivated to sell for a low price, and then something happened, and we we moved on, and then we went back to talking about the property and the condition, and what about this attic? What about this or that? That tells me that your thought process was not correct. And the fact that you were wanting to talk about motivation, you wanted to analyze this deal, you wanted to underwrite it and see, can I close this? Instead of can I figure out what the seller's problem is and solve it? And that means that there are leads that you are currently working that you're not closing that are closable.

SPEAKER_00 11:46

Okay, that makes sense. So let me do this because I'm thinking I may want to go the rental route as well. Um, and as far as condition, like you're saying, it is basically everything except for the roof.

SPEAKER_02 12:05

Everything so far is about you. I might want to go the rental route. Let me let me do this. With

Timeline Questions And Price Justification

SPEAKER_02 12:14

right now, we're we're three minutes and 20 seconds in. We should be talking about the seller. It's not about you, it's about the seller.

SPEAKER_00 12:24

Let's see, as far as closing, would you have any issue like with anybody you need to run it by, or like you can close fairly quick if I can get this back?

SPEAKER_02 12:34

Yeah, it's it's just me. Why would we ask, can you close quick? Again, close-ended question. Can you close quick? Yes, no? Are you the only one on title? Yes, no. Question should have been what is your desired timeline on this? As quick as possible, 30 days, 60 days, because it's gonna work with this seller, but your process should be how does it work for every seller? Right? What happens when you talk to the elderly couple that might need 120 days? They need a lease back, they need to go find another property to move to. When you start assuming and asking close-in and questions, it's going to hurt you with some of your seller avatars.

SPEAKER_01 13:29

Fast as you want to, I guess.

SPEAKER_00 13:31

Okay, okay. And then the 25, how did you get to that number? Did you see like what certain things were selling or no?

SPEAKER_02 13:40

I uh stop trying to give the seller the answer. How'd you come up with 25,000? Now allow the seller to answer. Not how did you come up with 25,000? Did you look around and see you're you're putting words in their mouth? We if you're gonna ask that question, we truly just want to know how did they come up with that price?

SPEAKER_01 14:09

And I put a new roof on it, which was about eight. And that's probably that's that's about all the money I put into it. I should have told you 30, just so I don't lose anybody, but I'm not really doing nothing with it. So yeah, because at least we're gonna at least we're gonna get what I paid for it back out of it, I guess.

SPEAKER_00 14:30

No, no, I I see what you mean. Um because usually what I can do is like if we did the 25, I would cover, I'll cover like all the closing costs and fees, so none of that will come out of your side. I can cover that. My thing is with the area, I know a few people actually that I work with that they they basically do more in North Carolina than me. So what I'm thinking is at 25, I could bring one of my capital partners in and probably close in about three to four weeks. I would just get them time basically to um get some pictures for me. I don't know if you have any. Um and that's basically what I would look to do right here.

SPEAKER_02 15:24

So that was a very confusing way of laying out what wholesaling is. Um if we're gonna try to go the transparent route, we've got to bring it with conviction. Um, why are we looking around and clicking on our computer? If we're ready to go into this and and explain to the seller, like, one, you started off with the kill shot. Like, well, we agree to the 25,000, I'm gonna cover the closing costs and whatnot. No, no, no, no. You you want to explain the value that you're bringing with covering the closing costs. There's no realtor commissions, we're cash, we're gonna close as is. Now, because of that value that I'm bringing, what's the best price you could do for me? That's the appropriate way to deliver the kill shot. But then when we're explaining what wholesaling is and saying, hey, I've got people that do more in North Carolina, and I'm gonna bring in my capital partner, to me, it sounds like you're still the buyer. That it doesn't sound to me like you're you're transparently saying that you're gonna wholesale. So we've definitely got to clean that portion up because I I could see, like, if you had said that to me, I would have some questions. I would be concerned about how you just delivered that.

SPEAKER_00 16:46

What I would do is like I'll email an agreement. It's basically two pages. You know, we can just go over it together, just to basically say, hey, this is everything, you know, this is the Greek price, this is the Greek closing period. We have this inspection period. Um, that's all it's really gonna talk about. And then once, you know, that's signed and we're good to go, I'll basically just um come out to the property, do an inspection. I mean, this basically is basically everything you told me, though. I mean, there's really nothing else that could be left. So I'm just gonna really look at it to see how much money I'm gonna put into it, whether it's a rental or a full out rehab, rehab. And if everything's like you say it is, um, we basically just close in that three, four-week timeline. So what what would be a good email that I can just email it over to you, and then we can just look over it if see if you have any questions about it.

SPEAKER_01 17:37

Yeah,

Seller Pushes Back On Signing

SPEAKER_01 17:38

I'm probably not gonna sign nothing. I mean, you if yeah. I've signed so many different contracts.

SPEAKER_00 17:47

Oh, what have you?

SPEAKER_01 17:49

Well, yeah, a lot of them are you know wholesalers and whatnot.

SPEAKER_02 17:56

Exactly. This is why you needed to actually go through the process. Now, this is not dead by any means. You have an opportunity to kind of recover. I do like the question that you well, what happened there? I wouldn't have signed the contract though, the way that you delivered that there, Roger. I mean, one, it was six minutes. We didn't really ask anything, and we kind of just said, well, this is what's gonna happen. I'm gonna send you this two-page agreement, we can go over it. I just, we weren't there yet. I mean, and to be honest with you, we didn't even try to negotiate with the seller at all. I mean, I don't know what the numbers look like, but I definitely feel like there was an opportunity. But Roger, the thing that you need to understand is when you do not try to explore a seller's motivation, pain, what their needs are to any level, you're either gonna one get extreme pushback from a seller and they're not gonna sign your agreement, or two, they're gonna say, email it over to me and they're gonna ghost you. I mean, they don't feel heard. They don't, they, they just this is too weird. You're just gonna buy a house for $25,000 after six minutes without even talking to me about anything. I it's just it didn't flow. There was no conversation, there was no rapport built there between there's no trust, there's no credibility, and your explanation of your process just did not build that trust with the seller. Now, this is your opportunity here where he's gonna tell you about what the competition has done with their previous contracts. You're going to have to truly listen here and then explain how your process is better than what he's previously experienced.

SPEAKER_01 19:55

Going to contract and the no, they'll they all end up pulling out. And I'll tell everybody you just come look at it before we even sign anything, so I don't waste my time.

SPEAKER_00 20:09

Where they had like a much higher number, because at 25, I'm pretty confident I can get this done and wrapped up. If those other guys had problems, usually they the price was just way too high for the buyers they knew, or they couldn't get anybody in that area.

SPEAKER_02 20:27

Why are you explaining to him what happened when he knows what happened? That should have been another question from you. They pulled out, so now I'm just telling people, listen, you go look at the property and then I'll sign something. Okay, well, why were they backing out? Don't tell him it was probably because they were too high. Because what are you gonna say if he tells you, well, no, they were all at 25,000? What if he even tells you one of them was at 20? You don't think a seller has ever raised their asking price after getting a termination? It happens all the time. So we're making assumptions and not asking questions at the right time here.

SPEAKER_00 21:22

Anybody in that area? I mean, I know people in the area. Where what what what number were you guys signed up at?

SPEAKER_01 21:34

Well, It was an offer for thirty thousand dollars.

How To Stand Out From Wholesalers

SPEAKER_00 22:05

I see. So you're basically pe everybody's running you around, getting you close to the finish line, and then just either disappearing or wasting your time, it sounds like. Um look.

SPEAKER_01 22:17

Pretty much. I mean, I I don't really care if it sells or not. I mean, eventually I'll get around to fixing it up, but it's just kind of uh it just annoys me.

SPEAKER_02 22:27

I just want to go back to the first question that we asked at the beginning, which was do you want to sell? And remember, I said you should have asked the follow-up question when he was like, maybe. What do you mean by maybe? I can almost guarantee you that if you had asked the question right there, Roger, it would have come out where it's like, yeah, I've been under contract three separate times, and these wholesalers have backed out on me. So at this point, I don't care if it sells, I'll either get out there and I'll fix it up, or somebody's gonna give me my number. Something along those lines would have come out, and we would have avoided so much of this to where we would have understood some of the motivation, some of the hurdles that we have to overcome in order to close this. This is what I was saying in my introduction. When people are newer to the closer's formula, they think because they ask questions the same way that I do. Still looking to sell that property? Tell me a little bit about what you got going on. How much are you looking to get for that property? Because they say that they think they understand the closer's formula. It's deeper than that. Are you still looking to sell the property? What's the response? And then how do you react to that response? That's why it's not a script, because you have to have the ability to understand why you're asking the question. You did not get validation on the first question, and now at the eight-minute mark, you're dealing with the fact that he's telling you, I don't care if it sells or not.

SPEAKER_01 24:10

When you were trying to send him a contract, saying something and then it's me. Before we even say anything, just put him with it. Just a week. We don't have to wait until we see an agreement. Just have some money with it before we even put anything on paper. And they'll put a little earnest money on there. I know I'm not gonna, I know I'm not gonna actually get it. So just a big old waste of my time.

SPEAKER_00 24:44

Yeah, I mean, as far as the most I can really do is basically get it moved with my network. So the process would be similar in the sense that because I wouldn't be the end buyer, I would bring my partners by. And the only way that they're even gonna like come by and look at it and then go ahead and put the money in to get it done is if I have it under contract or they feel like it's not because you have to, because you're assigning your equitable interest.

SPEAKER_02 25:15

If you don't have equitable interest, then you would technically be brokering real estate. This isn't really based around what the buyers will or won't do. It's the fact that you just don't want to break the law. Um, that's one way to overcome it. Um again, I'm not feeling the conviction here. I'm not I'm not understanding how you're going to stand out from the competition uh with what he's he's telling you. Um, it feels to me like you're you're kind of reverting back to some of the things that maybe you've previously said instead of trying to navigate this particular seller and what he is saying and his circumstances and his situation. Um I don't see what you're saying here going well at all. I don't think this is gonna be a positive response.

SPEAKER_00 26:05

It's not it's not really a real thing. Now, I understand from your perspective, is like, why go through this again with another person? Is it, you know, I might as well just move on. I would say on my side, I mean, I can make it as hassle-free for you as possible. If it's like, hey, if I could at least get something signed, I can arrange for my partner to get out there. And hey, I'll know, I'll know within two weeks what's happening, keep you informed, and just let you know, hey, we're we're we're ready, set, good to go. Or like, yeah, this is a difficult move. I suggest you may want to work with you know, X, Y, and Z, and maybe you'll get some money out of it, or maybe help you with some other ways to sell it yourself. But on my side, I feel pretty confident at 25, I can get this moved for you just because I know a lot of people in that area.

SPEAKER_01 26:58

I guess.

SPEAKER_00 26:59

Yeah, I mean, if anything, you know, it takes it'll take just a moment just to get it signed, and I'll do all the work. I'll go to work for you, get it out there, and try to just get this done for you. Because I don't think that's a bad price. 45, I can see why that may have been an issue, only because the only properties I've seen selling at 45, how long did that take?

SPEAKER_02 27:24

The fact that we never asked what the previous wholesalers tried to renegotiate the price down to is a glaring error in this entire process. It's really hurting you right here. Because I'm assuming actually the reason why he's come down to the price that he is, well, one, he's stair-stepping $5,000 every single time it goes under contract. But I'm curious if at some point in time a wholesaler told him I need this at 20 because I have an in buyer at 25. I would have liked to have asked that question to see if that's the case.

SPEAKER_00 27:57

I think they were on market for like 100, 120 days. So it just took a really long time to get the right person. So I think the original people were just way too high to like get something done fast for you.

SPEAKER_01 28:11

Yeah, probably.

SPEAKER_00 28:13

But I mean, I would say it's worth a shot, man, to get this off your plate. All I would need is the email. I'll send it over and I'll get to work.

SPEAKER_01 28:24

All right. I'm gonna uh you ready for it?

SPEAKER_00 28:27

Yes, sir.

SPEAKER_01 28:28

It'll be Ray D week at Gmail, R A Y D as in dog, L E A K E at Gmail.

SPEAKER_00 28:39

At Gmail. And I'll even do you one better. If for some reason this can't work out, I know a flipper. What he does, which may be worth your time, is he'll put all the money in for the flip. And so what he does is he splits the proceeds. So that's the only risk where some people like it, some people don't, where it's like, okay, somebody else puts the money in, flip is basically like a partnership, and um then you get you get paid your agreed amount once you sell. So if anything, I may have some other backup plans for you for you, and then I'll I'll make the introductions, I'll introduce you and everything, and then you can kind of see if you know plan B will work. But I'm pretty sure I can do this for you. But Ray Dleak at gmail.com. I'm gonna put this together on a docu sign, and as soon as I email it to you, I'll just send you a text message, and um, once I get that back, I'll get I'll get started right away for you.

SPEAKER_01 29:40

All right, sounds good.

SPEAKER_00 29:42

All right, Ray. Thanks for your time.

SPEAKER_01 29:44

All right, yeah.

SPEAKER_00 29:45

Bye.

Post Call Breakdown And Mindset Fix

SPEAKER_02 29:47

Okay, I'm curious. I'm gonna go to my email here. Uh yeah. Although the seller agreed to sign, I didn't get them to do it on the phone, and the contract is still floating out there. Yeah, I didn't think he was gonna sign. Uh, there was no conviction in his voice there. Um, so again, Roger, new to the closure formula and TU in this entire process here. There were some things that I I could see that you're you're studying, you're working on this, uh, but there was too much of what our competition sounds like. There was too many statements made instead of questions asked. We rushed the process. That was a 12-minute call. It it probably didn't even need to be any longer in length. It just was the fact that you wasted so much time talking about the things that you needed and what you could do, that plan B at the end. It was like, what? Why why would we why would we pitch that? I don't even understand. He's he's saying he's gonna sign the contract at 25,000, even though it's not believable. But then even because it's not believable, it makes it even more difficult. I mean, to be honest with you, you just you sound full of shit there at the end. Because it's like, oh, well, what even one better? I mean, I'll just connect you with the guy that'll put all the money in and he'll flip it for you. And it's like, dude, this guy's already been burned. He literally went to the title company, the closing attorney, and signed the documents, and the whoever the buyer was, the wholesaler, whatever, they just didn't even show up. Like, we've got to understand where the seller is coming from and how we are going to differentiate ourselves. And how do we do that? One, by listening and reacting and showing empathy for the situation. How is your process going to be different? How is the communication going to come across? How is he going to know when this deal is going to close and when it isn't? And right here, he was telling you, this is what I want you to do. And you basically ignored it instead of addressing it. And you said, Well, none of my buyers will go out look at a property that I don't have a car. That's your problem. How are you making this a win-win situation for both you and the seller? I didn't think that you ever really figured out what the seller's needs were. I don't think they were ever addressed. And because of that, he didn't feel heard. He wasn't listened to. And he basically just told you at the end whatever he needed to tell you to get you off the phone with zero intentions of ever moving forward with you. This was absolutely a closable lead that had a simple objection that needed to be overcome, but we didn't overcome that because we didn't run the process correctly. Starting off with the introduction, the first question, the third question there were mistakes early on, and these are little tiny details, Roger, that are going to make an astronomical difference for your results. So I appreciate you submitting this call review. It's tough that it's out there on YouTube. I said it at the beginning. These first-time call reviews have a tendency to be pretty savage because you're like, I did the closure formula. Tell me a little bit about what you got going on with the property. Sounds great. Hey, saw you. I got a notification that you were looking to get received an offer. Sounds fantastic. But it also sounds like a script that you downloaded off of the internet that is no different than any other cold caller, any other newbie wholesaler. The three wholesalers that terminated on him before you, you didn't stand out. You didn't run the play the right way. You called the play, you did some of it correct, but there's details that we've got to tighten up. And I'm going to tell you right now, the first one that you've got to tighten up is your mindset of what you're trying to accomplish on each and every seller call. It's not to get a signed contract, it is to determine why that seller needs to sell you their house for a discount and how you're the solution for them, or what is the solution for them. Well, you got to change that mindset. And the only way that you can actually figure that out is by asking great open-ended questions to really understand. Not steer and lead the seller, not ask a question and give the seller what you think their answer is going to be because that leads to bad conversations. Bad conversations lead to you getting ghosted on a contract that you sent out. So, Roger, thank you for allowing me to kick your teeth in. You needed this. This should move the needle, make you a little bit better. And what we're gonna find out is there's gonna be some new mistakes made. And then you're gonna submit another call review. We're gonna go fix those. We're just gonna keep running this play over and over and over again until we get to where there's very, very few mistakes on your seller calls.

Community Support And Final CTA

SPEAKER_02 35:40

So thank you, Roger, to everybody that's watching. Show Roger some love in the comments. Guys, this is not easy for them to sit there and say, let me record myself on a seller call and submit it over to my coach so he can chew me out so thousands of people can watch on YouTube. That's what they're doing. So show them some love in the comments. Show me some love, like today's video. We'll see you guys tomorrow.