Seller Says: "I Don't Know What I Don't Know, And That Worries Me"

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Transcript

The Objection Behind The Words

SPEAKER_00 0:00

When a seller says, I don't know what I don't know, do not rush past it. That's not a small objection. That's a seller telling you, I don't fully understand this process. I don't know who to trust. I'm worried I might make a decision that I regret. And if your response is to push them harder, well, you're proving their concern right. Because when people don't understand something, they don't want it to move faster, they want it to feel clear.

Why Sellers Feel Unsafe

SPEAKER_00 0:40

What's up, everybody? RJ Bates the third here. And in today's episode of Overcoming Objections, we're talking about when a seller says, I don't know what I don't know. And that worries me. That is a very real objection because most sellers do not understand how a real estate transaction works. They may have bought a house before, they may have sold a house before. That does not mean they understand title, contracts, liens, payoffs, assignments, closing timelines, escrow, due diligence, or what happens after they sign an agreement. So what do sellers do when they do not understand? They look for authority. They call a realtor, they call an attorney, they call a family member, maybe they even call a trusted friend. And honestly, that makes complete sense. If I did not understand a process involving one of my largest assets, I would want someone I trusted to help me think through it too. This is where wholesalers mess up. The seller says, I don't know what I don't know. And the wholesaler hears, I need to overcome this

What They Actually Need

SPEAKER_00 1:52

right now so I can get the contract signed. Wrong. This is not always an objection you can overcome in one call. In fact, trying to overcome it too quickly can make the seller feel manipulated because now you're moving faster than they're understanding. And that's dangerous. Your job is not to force certainty, your job is to create clarity, and clarity takes patience. The professional response is not, don't worry, I'll take care of everything. That sounds nice, but it is not educate the seller. The professional response is that is completely fair. This is a big decision, and you should understand the process before you feel comfortable moving forward. That lowers pressure, it builds trust. That shows the seller

The Wholesaler Mistake

SPEAKER_00 2:45

you're not afraid of them learning more. When a seller feels uncertain, they need a simple explanation of what happens next. Not a lecture, not industry jargon, not a 10-minute explanation to prove how smart you are. Simple clarity. You can say the process is pretty straightforward. If we agree on a price and timeline, well, we put that agreement in writing. And then it goes to the title company. The title company verifies ownership, checks for liens, taxes, mortgages, payoffs, or anything else that has to be cleared before closing. They are the neutral third party that helps make sure the transaction is handled correctly. From there, we stay in communication, work through anything title needs, and close on the timeline we agreed to. That explanation matters because now the seller understands there is a process. There are professionals involved. There is a title company. There are steps. There is documentation. There's not just

Explain The Steps Simply

SPEAKER_00 3:50

some random person trying to get them to sign something and then disappear. A lot of wholesalers panic when the seller says they want to talk to someone else. They hear, I want to talk to my attorney, I want to talk to a realtor, I want to talk to my son, I want my friend to look at this. And they immediately get defensive. Why? If your process is clean, that should not scare you. Now, does it mean you may lose the deal? Possibly. But if your deal only works because the seller does not understand it, well then that's not a deal to begin with. That's a weak foundation. I would rather have a seller move forward because they understand the trade-off than because I pressured them before they could ask questions.

Let Them Ask Others

SPEAKER_00 4:35

So you can say, if you want to have someone you trust look over the agreement or help you think through it, I completely understand. I want you to feel comfortable with this decision, not rushed into it. That's professional. That does not mean you lose control. It means you are confident enough in your process to let the seller breathe and become educated. So here's the key distinction. The seller does not always need the process to move slowly, they need it to move smoothly. There's a difference. Fast with confusion, well, that feels scary. Smooth with clarity feels professional. A seller may still want to close quickly, but they need to understand what's happening. They need to know what they are signing. They need to know who is involved. They need to know what title does. They need to know what they are responsible for. They need to know what happens if something comes up during the transaction. And most importantly, they need to feel like the timeline is built around them, not around your desperation to get a contract. That is why you say we can move at the pace that makes sense for you. Some sellers need to close quickly, some need more time to review everything, talk to family, or get comfortable with

Smooth Pace Over Slow Pace

SPEAKER_00 5:55

the process. My job is to make sure you understand your options and know what the next step looks like. That is how you calm the objection without sounding pushy. So when a seller says, I don't know what I don't know, and that worries me, here is how I would respond. That's completely fair. This is a big decision, and I would not expect you to feel comfortable moving forward if you do not understand the process. My job is not to rush you. My job is to make this clear. If we agree on the price and timeline, we put everything in writing and then send it to the title company. Title verifies ownership, checks for liens, taxes, mortgage payoffs, and anything else that needs to be cleared before closing. They help make sure the transaction is handled correctly. From there, we stay in communication with you throughout the process so you know what is happening and what the next step is.

A Word For Word Response

SPEAKER_00 6:55

And if you want someone you trust to look it over, I completely understand. I want you to feel confident because you understand the process, not because you felt pressured. That is the answer. It's calm, it's clear, it's professional. The real lesson is simple. When a seller says, I don't know what I don't know, they're not asking you to overpower their uncertainty. They're asking you to respect it. They're telling you they need education, they need transparency, they need time to process, they need to know they are not being pushed into something they do not understand. And this is where the professional separates from the amateur. The amateur tries to close before the seller has clarity. The professional creates clarity, then allows the close to make sense. Because uncertainty

Pressure Fails Process Wins

SPEAKER_00 7:50

does not get solved by pressure. It gets solved by process. It gets solved by education, by communication. So the next time a seller says, I don't know what I don't know, and that worries me, don't rush, don't get defensive, do not act like their concern is a problem. Agree with them. Explain the process. Encourage them to understand what they are signing. Let them talk to someone they trust. And move at a pace that feels smooth for the seller, not desperate for you. Because the goal is not to get a signature for someone who is confused. The goal is to create enough clarity that the seller can make a confident decision. That is how real estate professionals handle uncertainty with transparency, with patience, with process, and with the confidence to let the seller understand before they commit. All right, guys, that's our episode today. Show me some love, like the video. We'll see you guys tomorrow.