TU In Review | Critical Mistakes Exposed

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

Why Language Matters In Calls

SPEAKER_00 0:07

What's going on, everybody? Welcome back to TU in review, this series where I am going to do a live seller call review submitted from a titanium university member today is going to be Mr. Jethro Blair. Jethro joined us in the 35th class of Titanium University. So he's very new to us. He's just a little bit over a month in the Titanium University. And so this is going to be his first ever call review. So shout out to Jethro for allowing me to put this out there on YouTube for you guys to learn from his call review. Just very similar to last week's call review with Roger, where I was like, listen, I'm a little bit nervous because it is his first ever call review, meaning the closer's formula is probably new to him. And normally these are the more kind of uh nitpicky call reviews where there's just subtle little nuances that we kind of have to pick on, maybe some language that gets used. So that's what I'm expecting in this call review. But it's it's great for you guys, the YouTube audience that are not inside of Titanium University, because if you are newer to using the closers formula or you are using the closers formula right now in your wholesaling operation, these are some of the things that you're going to pick up on that, hey, maybe you think you're using the skeleton of the closer formula correctly, but maybe there's just a word that you're adding on. Last week with Roger, it was tell me a little bit about what you got going on over there with that property. Not with the property, and it steered it, it led the seller down the incorrect path. And so I'm assuming that on today's call, we're going to see a little bit of that. What I'm really going to be looking for out of Jethro here is is he able to move away from the condition and the price and really try to narrow down and focus on the seller's pain and motivation? Because that's the skill set that we're really trying to develop using the closer's format. Can we pay attention to the four seller buckets? Identify that there's motivation, identify if the price is correct or incorrect. It's probably going to be incorrect. If so, can we leverage the motivation down the path of educating the seller? That's what we're going to be looking for. So let's get into our seller call here with Mr. Jethro Blair.

Opening Mistakes That Lose Leverage

SPEAKER_02 2:56

Hello.

SPEAKER_01 2:57

Hello, is this Lawrence?

SPEAKER_02 2:59

Yes.

SPEAKER_01 2:59

Hey Lawrence, this is Jethro Blair. You doing all right today? Hey, I'm calling about your property over there off Lincoln Ave.

SPEAKER_00 3:07

Look like I told you I was gonna be nitpicky. And and I still do this every now and then. It's kind of just common courtesy. But because this is a call review and we do want to be nitpicky, we are calling distressed sellers, or at least that's the objective. That's the the goal, is that we're calling someone that is motivated to sell a piece of real estate for a discount. So you kind of want to avoid asking them, hey, how you doing today? Because honestly, there's a solid chance that they're gonna tell you not good. And so you you really don't want that to happen. And Jethro, this is coming from a place of experience, brother. I'm telling you, there's been times where I have accidentally, even though I know I shouldn't be asking that, and I've asked it, and it really backfired on me. So kind of just move into hey, this is Jethro Blair. Looks like you filled out a form on my website about selling one, two, three, main street. You still looking to sell, kind of roll into that to avoid that awkward question.

SPEAKER_01 4:12

You might be considering some offers on there. Is that correct?

SPEAKER_00 4:17

Oh man, you did the same thing that Roger did last week. We're not at we do not want to ask a seller. Are you looking for offers? You are immediately removing yourself from that seat of embracing being the buyer, and you're you're giving all of the power and the leverage to the seller to be like, yeah, you know what? I am shopping for offers. What's your offer? How much are you willing to pay me? Where we want to say, Hey, are you looking to sell me that property? Okay, well, what's your asking price? So remove that. Are you looking for offers and ask them, are you still looking to sell? And then you roll into, okay, awesome. How much do you want for the property?

SPEAKER_02 5:11

Yeah, I'm gonna take an office on.

SPEAKER_00 5:13

Say it again.

SPEAKER_02 5:14

I'm taking on.

SPEAKER_01 5:16

Okay, well, what are you looking to get for it?

SPEAKER_02 5:19

Well, you're taking off with that, just see what I can get.

SPEAKER_00 5:24

Exactly. I yeah, I'm just taking offers on it. You lost the leverage, that's why you didn't get the response that you wanted right there, because you asked the wrong question. Subtle little nuances. This is what I'm talking about. So you got to be careful of the language that you use. It feels like it's not that big of a deal, but it completely changes the whole narrative inside of the conversation.

SPEAKER_01 5:50

All right.

SPEAKER_02 5:52

Well, did you have a particular number in mind you like to walk away with or pay them? So I really don't know yet. I'm gonna I'm just seeing what I can get, what I make up my mind.

SPEAKER_01 6:26

Okay, well, what kind of offers have you gotten already?

SPEAKER_02 6:30

Well, I had a 260,000 offering that wrong ten thousand dollar commission. I tell her, I can't do yet.

SPEAKER_00 6:38

All right, so pretty solid recovery right there of kind of overcoming the the mistake. You kind of doubled down on uh, well, you know, do you have a a magic number that you're looking to get? So we found out how much he owed on the property, and then I was actually I was I was pretty surprised that you didn't just roll into, well, tell me what you got going on. You went into what he's already told you, which leads me to believe that you're you're gonna be pretty solid at listening and reacting to sellers. What other offers have you already received? And then shockingly, 260 got turned down because of a realtor commission. Uh this this might be a pretty tough one to overcome just based off of that. I'm assuming that that number is gonna be not even close to what we needed at. They wanted what she wanted over ten thousand dollars worth of commission.

SPEAKER_02 7:38

Oh the one I had, she was on had a on uh on the market about uh uh three weeks ago. I made her take it off mark, and she was trying to get over.

SPEAKER_01 7:51

Oh, I gotcha. All right.

Commission Confusion And Misreads

SPEAKER_01 7:55

Well, tell me a little bit about the property. What you got going on over there?

SPEAKER_00 7:59

Okay, so two little tweaks there. I didn't quite understand what he was saying. It sounded to me like the property was on the market. He received an offer and then he declined it because there was going to be $10,000 of commission. And you kind of accepted that with uh, okay, I got you. I don't think you do. I don't think you got it. Because what is he saying? In order for a property to be listed on the open market, he had to have signed a listing agreement. That listing agreement would have outlined the commissions already. So he would have already known what he was going to be paying in commissions before listing it. So why would that be the reason why he would turn down this offer? What did he expect by listing it on the market with a realtor? So I don't quite understand that. And then here, when you say, well, tell me a little bit about what you got going on, you did it. You said, well, tell me about the property. So now you've got to steered him to where he's gonna talk to about probably the Zillow statistics, three bed, two bad, 1200 square foot, or the condition, or both combined. And it again, we wanted to stay in the the motivation, right? He he wasn't really wanting to talk about the condition of the property or anything like that. So I would rather want to know why he's trying to sell. Why would he list it on the MLS and then decline this offer and and not want to sell it? Because obviously you'd already agreed to sell it with a realtor. So I would want to know that more than wanting to dive into hey, it needs paint and kitchen and bathrooms and a new AC. We can make some assumptions on that. I mean, I'm already assuming this thing needs probably anywhere between 40 to $50,000 minimum and rehab. So why do I need to go into that right now, anyways? And if it was listed, we have pictures online of it. So we really don't need to know a whole lot about the property. That felt like an escape question. I don't know what else to say, so I'm gonna default to tell me about the property.

SPEAKER_02 10:06

Well, just the five-bed room, still by turning it into turning it into a duplex that you can't get. I got two bedroom, bath, half bath, room. The kitchen downstairs gotta go out and go around and get to it. You got three bedrooms, four bath, kitchen, mid room, upstairs.

SPEAKER_01 10:30

Okay. Um, I might have misheard you a little bit, but you said the kitchen might need a little bit of work.

SPEAKER_02 10:35

Yeah, yeah, it is probably a T phone. Well, like uh, but we need some work. Like what's about to do.

SPEAKER_01 10:46

Okay, give me just a second here. I'm running some numbers.

SPEAKER_02 10:50

You don't need love. We've been in a house over 35 years, it needs some work.

SPEAKER_01 10:56

Oh, okay. So it needs a little bit of love on it, huh?

SPEAKER_02 10:59

Yeah, uh, I lived in a house, I rented it for 30 years.

SPEAKER_01 11:03

Well, what were you uh what were you renting it for?

SPEAKER_02 11:06

Uh 12 months.

SPEAKER_01 11:08

Okay. You got tenants you got tenants in it right now? Oh, go ahead.

SPEAKER_02 11:13

Yeah, uh about four years ago. Okay, so my brother, we went in together yet.

SPEAKER_01 11:28

I gotcha. Okay.

SPEAKER_02 11:33

I moved I moved out about six months ago.

SPEAKER_01 11:36

Okay. So you don't have anybody living in it right now. You said you don't have anybody living in it right now. Okay, I gotcha. All right.

Getting Pulled Into Property Details

SPEAKER_01 11:51

Well, let's see.

SPEAKER_00 11:52

See, it's this is kind of a flawed thought process. He's not really wanting to talk to you about the property and the condition and all that. He he's really trying to talk to you about why he's looking to sell this property. He's telling you a lot of details, but you're getting lost in the weeds of the underwriting of the deal. And and I I told you, I could have made some assumptions there on what we were going to need rehab-wise. And then he comes out and he's like, Yeah, I mean, it's gonna need some love. That's where I'm automatically kind of defaulting to that $40,000 to $50,000 in repairs. I would have already been there and I could have just stayed in the pocket of talking about the pain and the motivation. And right now, look, your attention is on all these websites that you're clicking on. It's probably PropStream and Zillow and Google Street View and the profit calculator. You're all over the place when in reality, you could have kind of just sat back and focused on the seller's needs and the motivation. So, because I'm assuming on the four seller buckets, this is motivated but incorrect price. And so we're gonna have to find out is he motivated enough to lower that price? Why, why was the 260 not good enough for him? What does he need to walk away from? Why? What is that trying to solve? So we have kind of a surface level motivation, right? We don't know the pain associated to the number. We don't know the deeper level problem that he's trying to solve, and we definitely don't know the story behind the motivation or the pain. And so we're kind of lacking on that right now, and we're going down a dangerous path where you are comping and underwriting instead of trying to engage with the seller and really listen to what he is telling you and the the next open-ended question to get him to open up about that.

SPEAKER_01 13:50

See here. So we're gonna just a second here, sir.

SPEAKER_00 14:08

See, this would have been fine if you were doing this after we had already determined why he was trying to sell the property. Um this is this is far too early in the conversation for you to already kind of be in this place. And you're kind of fast-forwarding through um asking him, like, what is he trying to accomplish? Because what this leads you to doing is making uh a low ball offer. And that's we really want to try to avoid that at all costs.

SPEAKER_01 14:41

So basically, all the systems, you know, the plumbing, electric, all that is pretty much what it was when it was first built.

SPEAKER_02 14:50

Yeah, plumbing here. Uh I did put a new eight city unit in. It ain't been in so about about six, seven months. Uh, I put a uh new volume, it's a bit in that body, uh it'd be closed for a year.

SPEAKER_01 15:04

Okay.

SPEAKER_02 15:05

And about uh six and a half years old.

SPEAKER_01 15:09

Okay.

unknown 15:11

Okay.

SPEAKER_02 15:12

Oh yeah. Everybody I talk to, they want to tear it down. They they want to build a couple of them down town houses

Missing Motivation Behind The Number

SPEAKER_02 15:20

up there.

SPEAKER_01 15:21

Oh yeah, that's uh that's how they that's how they do. That's that's a new wave out there in Nashville.

SPEAKER_02 15:27

So uh I never need a pill. You can see down town five months and everything on this.

SPEAKER_01 15:33

Oh nice. Very nice. So you said you owe about 173 on it. So what do you want to walk away? You know, it's because obviously, you know, if I come in with an offer that we both both can agree on, um you know, then obviously you'd have to give 173 of that to what you owe. So what are you trying to walk away with here?

SPEAKER_02 15:54

Well, and not only got $15,000 worth of taxes, my brother. Oh, it's gonna come out top.

SPEAKER_01 16:01

Okay, so we're talking around $190 in total, then uh yeah, so we're gonna get okay. All right.

SPEAKER_00 16:12

You got you gotta stay there. You didn't get the the answer to your question. You found out that he owes back taxes, but you gotta double down your quote. Well, again, okay, so 190. So net to you, what do you want to walk away with? You gotta get the response. You can't just accept the he he kind of just avoided answering.

SPEAKER_01 16:36

So it's a big property, and if uh people do some teardown, you know, they tear it down and build those new townhomes, you know, those things sell for a great price out there.

SPEAKER_02 16:47

So yeah, then when they try to do it, I won't tear it down.

SPEAKER_01 17:01

Okay. Would you mind saying that one more time? I'm sorry, I just thought he was a little poor. Might be my fault.

SPEAKER_02 17:07

I said after I told her I wasn't gonna do it, but uh go go take it uh 260 with her. She told me she was gonna try to get the dude to go up to 270. And and uh I told her uh he wouldn't do it, so he paid out the deal.

SPEAKER_01 17:23

Okay.

SPEAKER_02 17:24

So I told I told her to take it out the off the market.

SPEAKER_01 17:29

Okay, did you feel like that 260 was still a little low?

SPEAKER_02 17:33

Can you still talk on the phone? Yeah, okay.

SPEAKER_01 17:40

I said so. You felt like that 260 was low? Is that is that why you didn't go with her, or was it just because of the commission she was going for?

SPEAKER_02 17:47

I would have probably written on it if she hadn't tried to get the uh the uh uh 10,000. She said it would be a little over 10,000, like she'd be getting for commission.

SPEAKER_01 17:58

Oh, I gotcha.

SPEAKER_00 18:01

So again, he's going back to this whole offer realtor commission. Like this is a sticking point for him. So he keeps bringing it up, and it sounds to me like the offer is 260. The realtor said, Hey, I think I could get this buyer to come up to 270. I I'm staying right here. I'm I'm gonna have a deeper level conversation about what really bothered him. Because I mean, 260, 10,000. I mean, he's walking away with $60,000 in his pocket. Why did he choose to walk away? But again, we don't know what he's trying to solve by selling this because we haven't asked. And so this is you're I don't know where you're looking. Um, and it could just be you're kind of staring at your screen, and it could just be like default, you're just you're looking sometimes. I do that, I'm I'm deep in thought and I'm just looking. But it looks to me as if like you're trying to figure out what numbers you need to be at instead of trying to figure out where does the seller need to be at, and then see if that works. And if it doesn't, then you can explain why it doesn't work and see if he's willing to come down off of that number.

SPEAKER_02 19:17

Okay.

SPEAKER_01 19:19

All right. Well, I mean, considering, you know, you know, I'm a cash buyer, we we offer convenience, you know, I can close as quickly as 30 days. Um you know, best, you know, we cover closing costs, holding costs, all that good stuff. I mean, basically the way it works is if you and I come to a good price, um, you know, I'll send you a contract, you know, once all in, sign it, once you sign it, I sign it. We'll take it to title as long as everything's looking good there. Um you know, then then we move forward and and you know, close in about 30 days. Is that a good timeline for you? Are you trying to, you know, do you need a little bit more time than that?

SPEAKER_02 19:55

Or good timeline for me.

SPEAKER_00 20:02

Okay. All right. So the this felt this right here kind of shows me a little bit of the inexperience because we just weren't ready for that in this call. We we don't have the answers to all of our questions that we need, right? You asked how much how much money do you want in your pocket? You didn't get that answer and you accepted that. Um, we really still don't understand why he wasn't okay walking away with sixty thousand dollars in his pocket. Why did the ten thousand dollar commission bother him that much to walk away from sixty thousand dollars in his pocket? What is he trying to solve by selling this property? What is his objective of wanting to sell this property? Why, with whatever offer you're about to make, do you believe he should accept that? If we don't have those answers, then it's not about us. Why are we even at the point to start making an offer here? We're not, it's just not the right time for that explanation of our process, uh, because we're we just don't even know if this is a seller that needs our process.

unknown 21:23

Okay.

SPEAKER_01 21:27

Okay. Well, based on based on an oh, go ahead.

SPEAKER_02 21:34

My brother just bought a house in the clock, so we we won't go and sell it and uh and uh you got a little stuff in the basement. You gotta get out. He can move in, you got it bought out, you can really move in.

SPEAKER_01 21:49

Okay, and you be and you be moving to Crossfield with him?

SPEAKER_02 21:53

What not?

SPEAKER_01 21:53

You said you be moving out there with him?

SPEAKER_02 21:56

No, I don't really move. I got small, I'm gonna get to a small part.

SPEAKER_01 22:09

Hey, I apologize, sir. The audio might be bad. It could be someone on my end. I'm not sure, but would you mind repeating yourself?

SPEAKER_02 22:15

Oh, my speaker phone calls I was a workman pick.

SPEAKER_01 22:19

Oh, I gotcha.

SPEAKER_02 22:22

No, but uh we got work down trying to get the song right now. He got I I do all

The Low Offer And A Dead End

SPEAKER_02 22:28

the work. He gets paid.

SPEAKER_01 22:31

Okay. Well, considering, you know, you won't have to deal with any of those realtor commissions or you know, close, you know, closing costs, holding costs, anything like that. We cover all that. Um, and you know, my biggest thing is that I just kind of offer convenience, you know. Uh so I would want it kind of a little bit of a lower price. Um, I'd probably like to be around, you know, anywhere between the you know 190 to 210 range. You know, that's that's kind of where I'm at.

SPEAKER_02 22:56

I can't go for that. I've got a lot of that okay. I haven't got people offering me on that already.

SPEAKER_01 23:03

Okay.

SPEAKER_02 23:04

I was already up 260. I could have got rid of her deal. But she tried to get all that money out of me, and I wouldn't do it.

SPEAKER_01 23:11

Yeah.

SPEAKER_02 23:11

I ain't I ain't trying to hear it, so I'm I'll I don't let my house go for a little night.

SPEAKER_01 23:17

Okay.

SPEAKER_02 23:17

I know how many cash buy deals out here. I've been dealing with them for over a year now.

SPEAKER_01 23:21

So okay. Well, so you know, like I said, considering that I cover all these costs and everything, and all you'd have to do is just sign a few, you know, some paperwork or something if if we did proceed. Um, what's the best possible price you could do for me?

SPEAKER_02 23:38

Well, well, like I said, it I got uh my property is worth it 300,000 or about I gotta I gotta get these close to it. Uh like uh 260-270.

SPEAKER_01 23:52

Oh, okay.

SPEAKER_02 23:54

I can't I ain't gonna let it go for nothing.

SPEAKER_01 23:56

No, I know I hear I hear you.

SPEAKER_02 23:58

I bought this house one time, and now I'm trying to find.

SPEAKER_01 24:02

Yep.

SPEAKER_02 24:04

So I uh I I gotta get somebody up there. I can't give off weight with a little nuts.

SPEAKER_01 24:10

Yeah, no, I hear I hear you. Well, all right.

SPEAKER_02 24:12

Well fuck you on this here. I know what my stuff works. Okay, it's in a good location in your time, too.

SPEAKER_01 24:19

Yep, no, yeah, no, I agree with you. Bordeaux, that's a nice area out there. So, uh, how about this? Give me about 24 hours. Let me run a few numbers, see if we can get a little bit closer to what you're looking for. Um, and uh, how about I give you a call back then tomorrow? Is that all right?

SPEAKER_02 24:35

Yeah, that'll work. All right, well, hey, man, if you don't give me uh just uh uh text me on some yeah, I can yeah, I can shoot you a text if that works. Yeah, if that works out better for you, I definitely get a lot of phone calls and stuff and be out.

SPEAKER_01 24:51

All right, well, hey, yeah, no, I'll show I'll shoot you a text, you know, probably around probably around this time tomorrow. So we'll call around three to four o'clock, somewhere around that range. Uh I'll shoot you a text and um you know, just hey, make sure to say my number. My name is Jethro Blair.

SPEAKER_02 25:06

Um yes, sir.

SPEAKER_01 25:08

That's my personal number right there.

SPEAKER_02 25:10

All right, I've I'm logging in.

SPEAKER_01 25:12

All right, hey, I appreciate you, Lawrence. You have a great day.

Four Seller Buckets And Better Reps

SPEAKER_00 25:18

All right, so we cannot end conversations the way that we just ended that. There's two things that just absolutely crush wholesalers' businesses, and that's too many old leads and no new leads. And you're gonna end up with a CRM just chock full of old leads if at that at the end of that conversation, if you were steering the conversation for hey, tomorrow I'm gonna I'm gonna shoot you a text. I'm gonna give you a call tomorrow for what the numbers aren't gonna change. 260, 270 ain't gonna work if you were offering 190. So that's it's it's a dead deal. Now, I don't know if that lead was dead on arrival because we didn't do a good enough job of figuring out what he's trying to resolve by selling his piece of real estate, and so this is where we've got to go back to the basics here, Jethro. Our objective early on is to find out do you have a property you want to sell? He did. What's his asking price? We kind of found out that it's somewhere in that 260 range, okay? That was hard, but that was also because of the mistake where you said, hey, are you looking for offers? You kind of put yourself on the on on the defense there. Okay, so you're gonna tighten that up. We find out his asking price is 260, 270, whatever it is. Then we're gonna dive into motivation with the open-ended questions. This is where you are determining the four seller buckets price and motivation. I think that he potentially was in the highly motivated, incorrect price. But also he could have been incorrect price and not highly motivated. I mean, he did have this listed on the MLS with a realtor. He's talking about retail value, he knows what his property is worth. And again, we just never asked the questions to try to figure out what he was trying to resolve. And so, because of that, it was almost impossible for us to determine the poor seller bucket. So, this is going back to the structure of the closer's formula. If you don't understand which bucket he falls in, you don't know how to carry on throughout the rest of the conversation. Now, let's just assume that you did find out that he was motivated and it was incorrect, incorrect price, but highly motivated. So, what do we do? We have to educate the seller based off of what we need and how that also accomplishes what he needs. We never talk to him about what does he think this property could be worth once the property can be fixed up, right? It needs a kitchen, it needs work, he knows it needs some love. So is that gonna be that $300,000 number? Well, if that's that $300,000 or maybe it's $350,000, then how much work does it need? How did he come up with his asking price? We don't know that. And because we don't know that, we don't know or understand his thought process on his math. So we can't that's well, you never explained your math. You just lowballed him and shot out a number. You you were selling yourself there. You know, I'm I'm convenient, it's super easy, there's no commissions. Who cares about you? The commission he got an offer for $260 with a $10,000 commission. That's $250. Your no commission is $60,000 lower. That's what he owes on the property. So he's walking away with nothing. So again, this is why we need to understand what was his dot process behind him coming up to his number so you could explain how you're coming up with his number. This is how we avoid lowballing sellers, is because we could sit there and say, as an investor, as a wholesaler, this is how I'm coming up with my math. How did you come up with your math? Now, again, this seller could have very easily fallen into the bucket of not motivated an incorrect price. And that's where he should be listing it with that realtor. He should be paying that $10,000 commission. It wasn't all in commissions either. I think that was also closing costs associated with that. He was probably just misunderstanding what was happening. But this right here was uh a flawed call from the the kind of the understanding of what you're trying to accomplish inside of the closure's formula. So, Jethro, moving forward, what you need to understand is this type of seller right here, in order for you to get good at closing these deals, right? And it's gonna be a small percentage that you ever actually close with the incorrect price, but you have to understand if they're even motivated. Because otherwise, you're just going to end up making a ton of lowball offers with no explanation, and that's not gonna get accepted very often, especially from the person that has their mindset on a higher price. What value did you bring? What understanding it wasn't explained to them? So you got to be very careful on this. In this call, I would have lived in the pocket of trying to understand what he was trying to accomplish. Why was he willing to walk away from that $60,000? And honestly, that would have determined whether or not he was motivated or if he was. And that's why I'm kind of stuck on that point because that's the the whole um item that's missing from this call. Is like we just don't know. And so you got to go back into like, hey, the lab a little bit here, kind of revamp some of these calls tonality-wise, personality-wise, you sound great. You sound you sound confident, you got to carry the conversation really well for being newer at this. It's just you got to understand the the psychology behind the the way the closure's formula is working, and I can see that it's still kind of newer to you. That's okay. Like this is why we've got to put in those daily reps. It's why you've got to submit these call reviews. I get that this is uncomfortable. It's not meant to be. Growth doesn't come from being comfortable. So thank you for sharing this call. Thank you for going live with other TU members here, you know, putting yourself out there, like you're putting in those reps. I see that you're on Jamil's live here, which means this is specifically for guys that are, you know, working W-2s and they're doing this part-time. So, man, you're probably busting your ass. You know, you're you're going out, you're working your job, you're coming in, you're putting in your dials. Keep putting in that work consistently, but give yourself an opportunity to taste that success by diving deeper into the pain and the motivation. Watch those modules of understanding the importance behind the four seller buckets, that determines how the rest of the conversation is going to go. That's really where you messed up on this call. But overall, brother, I'm looking forward to seeing that growth over the next several months, seeing how you can get better at this and utilizing your God-given natural abilities there and your personality. Because I could definitely see how once we kind of tighten up some of these questions and the thought process, you're going to be absolutely fine. Show Jethro some love in the comments for submitting this for you guys to learn. It's uncomfortable for them, it's uncomfortable for me, but that is how we grow together. So show Jethro some love. Make sure you like today's video, and we'll see you guys tomorrow.