Transcript for:
RJ Bates II's King Closer's Formula Overview

what's up everybody Welcome To The King closers formula I'm the king closer RJ Bates II and it's that time said time where we're going to revisit the king closers formula man I I still remember the first time we did this video back in October uh it's still popping off we're approaching 20,000 views on the initial video that we did um one of the best performing videos I've ever done uh one of the most fun videos that I've ever done and we thought hey it's been like seven months since we did that video we should probably redo it because not that the closers formula has changed but there have been some tactics that we've added to it from experience not necessarily my experience or my team's experience but the experience of having titanium University being able to do live seller call reviews with titanium University members every single week and seeing like how they closing more deals how they're utilizing the closers formula and we wanted to bring that to you guys here on YouTube really reset the groundwork for what we're going to be talking about moving forward in the future we're going to be kind of going back through the basics and putting down an outline for you guys so you guys could close more deals in your wholesaling business because let's be honest the only reason why you're tuning in to these videos is is because you want to change you want some sort of uh difference in your business and that's what we want to provide to you so today it's going to be purely just us talking about how to talk to Sellers and how to close more deals and it close those deals here's the thing we're gonna teach you how to do that by avoiding all of the the script aspect the mental manipulation the lying the sellers this is all based around just being you being yourself utilizing your personality and being a deal finder not a deal manufacturer okay that these are foundational elements to the king closers formula okay I want you guys to understand that we are deal finders we are not deal manufacturers we are not going to try to manipulate sellers we're not going to play mind games or anything along those lines and the reason why this is not a script and it's a formula is because it's all based around your ability to listen ask great questions and then see if you're the right solution for them that's what makes us a deal finder okay so when you're going through you're going to be asking questions that can help the seller kind of divulge the information that they don't really know to give you because you're the professional on the phone they are not you are the buyer they are the seller we want them to perform that role but just because they are the seller doesn't necessarily know that doesn't mean that they know how to sell their property okay now that being said uh it's been a while uh since we've done this and I know uh when we did this at first time we had people from Switzerland I I think we had people watch that video in like six different continents so I mean look right there Jason hello from Egypt that's just awesome uh so first thing I want to start off with is drop a comment of where you're watching from I appreciate you guys already dropping that in we got Wisconsin uh we got four Texas count toown in the house uh yeah that's what I want to know what time is it in Egypt that's crazy uh Utah uh that's awesome I have a few deals for you um if you had deals we only Wholesale in Utah so if you want a JV with us bold mindset uh send it to JV titanium. Investments we actually just closed uh on our first deal in Utah which boom checked off all 50 states are now done uh we got the Bay Area we got Georgia we got Florida we got San Antonio uh you need a buyer in Hawaii big guy is a little tough uh aaho is where most of the buyers are but you can send that deal to JB at titanium. Investments North Olympic Peninsula I don't know where that is sounds like Washington state but I think I'm just saying that because of Olympia but you said Olympic so I could be dead wrong Birmingham Alabama uh it's 10 pm in Egypt oh it's early it's early this is great for you to to go to sleep too uh People's Republic of Portland okay we got California uh do I do deals in Hawaii we do deals everywhere so yes we've done quite a few deals in uh in all Hawaii Houston what's up bro you know where I'm at that's right I do know where you are got Lakeland Florida so awesome good to see you guys um I I'm excited for today's video because I always say this is my favorite topic right um it has to be right I've been given the nickname the king closer so I better be good at at uh at least talking about this uh topic of how to talk to sellers how to close deals um like I said at the at the top of this um we're going to be going through the closers formula and then as I get into it getting more into the mindset some of the things that we've learned um through the past seven months since we really rolled this out uh to the masses so that's why we're calling this formula 2.0 it's the 2.0 version of this so number one a couple days before we get into this this is the mindset and theory behind the king closer formula first and foremost okay closing deals does not have to be complicated all right I want you guys to relax when it comes to to closing deals Okay the reason why closing is not complicated is because the seller is seeking your solution okay they're looking for you they're looking for someone that offers what we offer okay so when if we were consistently having to have this conversation about cold Outreach okay it's a little bit different but not really because again what are we we are deal finders we're not deal manufacturers so if you find a motivated seller they are going to need your solution that you provide and so it's not complicated what makes it complicated is is if we're trying to close deals where the seller is not motivated where it's truly not a deal that's where it becomes a complicated process outside that it's really not complicated okay the goal is to find a motivated seller nowadays that's easier than it's ever been with lead solo property lead speed the lead these PPL providers it's so easy to swipe your credit card and have those motivated sellers come to you so you're not really having to mind to find these motivated sellers it's a lot easier nowadays to just pick up the phone hey this person just reached out to me and they're looking to sell their property it's easier than it's ever been we are the buyers Embrace that okay when you are in the conversation with these sellers understand that at all times you need to have the posture and the position that you are the buyer and they are selling you something any other time when we go to buy something in this world it's very easy for us to perform that role you go into a store it's easy for you to perform being a buyer they have something to sell I'm looking to buy how much you you want for it do I want it for that price yes or no if it's yes boom we move forward and you buy the product same thing here you don't have to over complicate it just Embrace being the buyer the other thing is is when I go through this and I explain the five steps there are certain things that you need to become machine likee with okay where you can easily do it over and over this is one of the the struggles the hurdles that I've seen so far in the closers formula where people are are struggling a little bit because they're still treating the formula like a script where all right I know what I'm supposed to say but when things get thrown off it's not machine like yet where they know how to Pivot when I'm on the phone with a seller very rarely is there a moment in a call where I just don't know what to say because I've put in so many reps and I've done it over and over and over again that no matter what that seller says on the other end of the line I already pretty much know how to respond even in tragic scenarios where you're dealing with you know a loss of a love one or you know losing a property due to terrible Financial circumstances it's easy for me to revert back to a previous circumstance and touch base with them with empathy and understanding and then offer them a solution and not get lost in the emotions of those conversations why because I've become machine likee in it and so that's one of the things that I'm going to want you to understand as we go through this you're going to have to build up the Reps just like anything else it will take some time to build up those reps but eventually you will become a machine with it and it becomes very simple for you to close those deals next thing is don't overthink the process okay don't overthink it I'm going to try to simplif everything I do I try to simplify it as much as possible specifically today I want to make this the simplest way to talk to a seller that you've ever heard and once you understand that that it can truly be the simple and I'm going to give you some examples later on okay where you can see hey it could truly be that simple Embrace that live in that and say hey RJ has made this really simple right hey we go we get leads from PPL providers boom check that's lead generation the king closure formula that's how we acquire the deals we have videos on how to comp we have videos on how to dispo that is our business in a nutshell okay so we're trying to simplify this and eliminate all excuses that you have to not succeed last thing before we get into the five steps be prepared to close the deal now you're like well yeah of course Rd I mean I'm I'm prepared I'm ready right now no no no no I mean actually be prepared when you're going to pick up the phone and you're going to talk to a seller I want you to have a contract ready to be filled out I want you to have your electronic signature app open so we use dropbox sign I have Dropbox sign open I have a Google Docs of the contract ready to be filled out I have my comping software open I have Google Street View open Google Maps open so I'm ready so I have batch leads I have privy I have prop stream those are my coming softwares I have investor lift open so I if it's in the middle of nowhere and I don't know where this location is I could drop that address or that City in the invest lift to see how many cash buyers do I have I put that address in the Google Street View and I immediately can see what house am I looking at what am I potentially looking at buying and then when I I'm ready to close the deal I can fill out that contract drop it in my my e signature um app and send it off I am prepared to close the deal I want you guys to do that that's a step that quite frankly I see a lot of people made the mistake of they go into the conversation saying I'm ready to close this deal but they're not prepared to close the deal because they're really not a closer okay so be prepared to be a closer all right now let's let's get into this last thing let's have some fun today okay let's have some fun step number one confirm that the seller wants to sell the property it's amazing I see it over and over again seller calls or the buyer calls the seller says hey how you doing today I'm doing good wow how was your Memorial Day oh it was good hanging out with the family drink some beers oh that's good did you watch the the Stars game last night that was crazy they fell behind two to nothing blah BL they start talking about all this stuff it's like where are we going where are we going in this conversation this is where early on we can control The Narrative of this conversation we can control where the conversation is going to go with the questions that we asked early on okay so step number one confirm that they want to sell so I call the seller and I say seller answers hello hi is this the owner of 123 Main Street yes it is hi I see that you filled out a form on my website saying that you were looking to sell One two3 Main Street are you still looking to sell that property yes I am boom you are 20% of the way done with the closer formula it's super easy now there's some steps in here where we get hey it's going to take us a lot longer all right steps three and four is where we're going to spend the majority of our time but again what are we trying to do today simplify this narrow it down what do we want to do we want to find a deal so what is the first thing we want to do we want to verify that they want to sell the property the other thing that's going to happen here from time to time is you're a call seller and you're going to say hey are you still looking to sell one two three main street and they're going say ah you know I don't know I was just curious how much the property would would be worth now do we want to spend time talking to someone that just wants to know how much the property is worth no I don't go into Walmart and Walmart just want to know how much the toothpaste that I'm thinking about buying is worth no they say it's $3 do you want it or not it's the same thing here do you have a house that you're wanting to sell because otherwise as a buyer we don't have anything to talk about so throughout this entire process I am always embracing no I am trying to find a reason to say no in the conversation you say well RJ here's the thing I'm I'm want I need to close a deal I need to make money okay well that I understand so do we every single day our goal is to close the deal every single day so how do we do that we get through the nose a lot faster than everybody else so if I'm on the phone with someone and they're saying I just want to know what my property is worth I'm G to immediately push back and say okay well do you you want to call me back when you decide if you want to sell or not because I am interested in buying the property but I I I can't just sit here and talk to you about you know how much you know you dat the property might be worth I I can only have a conversation with you if you're wanting to sell the property okay this is a way that you're immedately pulling away You're creating that posture as the buyer and you're applying the pressure that hey you are either here to sell me on the property or we're not going to have a conversation so right up front when you apply that pressure and you say do you want to sell it's either yes and you move on to step two if it's not a yes then you pull away and you Embrace no okay step number two how much you looking to get for the property established price everyone in this industry always use the phrase anchor price someone so what they meant by that was is I need this property for 50,000 so I'm going to Anchor them at 30 so they feel really good about signing a contract at 50 and I didn't really like the way that that felt that's that's what gives us as wholesalers a bad reputation as lowballers and I didn't like being called a lowballer because quite frankly that's anti- what we say we do which is solve people's problems so I want to come in and redefine what the anchor means when we're talking to a seller the anchor is just the first number that's thrown out who is going to throw the anchor in the water so that's why I want to ask for their asking price very early on second question out of out of my mouth you looking to sell this property yes awesome how much are you looking to get for that property okay the other thing that happens when you do this is is more often than not you're actually going to get a number and I've seen this this is one of those moments where people have been coming to us since October and saying dude this has completely revolutionized my business because now when I ask for that Asing price early on I'm getting it whereas every other script in the past has told me that I've gotta you know ask about condition I've got to ask about timeline I've got to build report I've got to do all these other things and then I touch base on price what has happened the seller is no longer selling you you went into the friend zone and the seller now is comfortable and doesn't give it to you and they just say well I don't know how much are you willing to offer from it or offer me for the property this is why it's so different from everyone else it differentiates yourself which quite frankly don't you want to be different from the masses what if this eventually becomes what the masses do we change the The Narrative of what we're doing let's let's like break this down the vast majority of real estate deals are sold by Realtors on the market in order for the property to be on the market Market what do they have to do they have to put an asking price they don't just say open for offers no I'm listing one 123 Main Street for sale and the price is $300,000 for whatever reason because we're direct a seller and because everyone else came up with all these other ideas that I disagree with we have not been asking for the price early on and because of that there's a massive opportunity for you to embrace this new strategy this new way to come in and be different from everyone else and carry yourself in a way that builds confidence with the seller the entire conversation that you are an actual buyer you are serious about doing this because you're getting right to it do you want to sell yes how much you looking to get for it then we go into all the details that we need to because what are we actually doing we're determining if we can say yes to that price okay because we're embracing no we're looking for all the reasons to say no what's one of the things that we need to understand we need to know what that prices okay there are two things that are most critical when it comes to talking to the seller that we need to know okay the two most important factors price and motivation so right out of the gates we want to understand what is your price okay because quite frankly there's no point in understanding any any other factors if they're not willing to sell the property so we obviously we always need to know do you want to sell yes okay boom checked 20% of the way done next how much you want for it price boom 40% of the way home what's the next most important thing motivation how do we find out motivation okay well we could just come out and say well what's what's got you motivated to sell this property what's got you looking to sell what I like to do is is this is where we move to step three open-ended questions to discover their motivation the open-ended question that I like to use and this is actually changed since October we've actually tweaked it a little bit okay tell me a little bit about what you got going on now you could say that however you say it okay so like for example we had someone that was from Europe Portugal that was doing the closers formula and when I listened to him when he said tell me a little bit about what you got going on it it sounded like he was trying to be Southern from Texas like me but he's not he's from Portugal I always want you to sound like you so as long as it's something along the lines of tell me a little bit about what you have going on tell me a little bit something along those lines where it's very open-ended where they could take the conversation wherever they feel necessary to take it we want them to feel like quite frankly they don't don't even know what you just asked tell me a little bit about what you got going on here's the reason why we want it that open-ended they will immediately default to talking about what is the most important thing to them to talk about sometimes that's going to be conditioned sometimes it's going to be timeline sometimes it's going to be the occupancy or the finances whatever it is they're going to default to that the reason why that's important is is because that is how we discover what their pain and motivation is or we're discovering if there is pain and motivation that exists now here's the thing when you ask them tell me a little bit about what you got going on it's so Broad and it's not like we didn't narrow it down to like hey this is what I want you to talk about that they're probably going to give you somewhere in the range of about 30 to 40% of the information that you truly need to know about their pain and motivation so remember I said steps three and four is where you're going to spend the vast majority of your time well we're in step three right now right step three discover their motivation you ask that open IND question now this is where you are going to have to develop skill sets to become a true closer okay you're G to ask them that they're going to start answering you're going to have to start taking actions behind the scenes while actively listening now active listening is is truly listening to what they're telling you and not steering the conversation in the wrong direction this is why this is not a script this is you are free flowing right now and you have a direction you're listening to what do they want to talk about so you need to narrow it down hey they want to talk about finances they want to talk about the pain that's involved with the finances on this whatever you do do not change the topic from what they are talking about this is one of the things I've seen over the past seven months tell me a little bit about what you got going on and the seller starts talking about it was a rental property I just don't want to deal with it anymore the tenants they weren't paying I always have to pay the mortgage and the taxes and it's just it's become such a financial burden for me I just don't want to deal with it anymore what did they just tell you you if you were actively listening they said I just don't want to deal with it anymore they gave you so many different routes that you could ask a follow-up question on that and time and time again what I've seen throughout this industry is the response would be well tell me a little bit about the condition of the property what what does it look like why why are we just changing the conversation you have have to follow up with another open-ended question based off of their response this is why it's a skill set this is what makes a closer or closer your ability to actively listen and say okay they said I just don't want to deal with it anymore okay well tell me a little bit about that what do you mean by you just don't want to deal with it anymore is it the B is it the money side of things like it's just killing you to have to pay that mortgage is it the property management side dealing with the tenant like tell me a little bit about that dig deeper into that here's what happens when you dig deeper what what did we just ask them you want to sell yes how much you want they gave you a number then you said tell me a little bit about what you got going on they tell you this pain and motivation and then you dig a little bit deeper time and time again what we see is is whatever number they just gave you with followup questions they start lowering their price down and because they're going to start thinking about that pain they're going to think about that motivation they're going to be like I mean just to be honest with you if I could just get out from underneath this mortgage I would be happy what does that do that leads to another followup question well how much do you owe on the mortgage you told me you w 100,000 well I really only owe 80,000 on the mortgage I was just hoping I could walk away with a little bit I mean but really if you could just pay off the 80,000 and people will watch me do this on the line hopefully you're about to watch me do it here in just a second when I call some Sellers and it's crazy to see the comments in the chat where people are like oh man RJ's such a great closer no I'm a great listener I'm actually listening to the pain that they're divulging to me I don't I don't care about the condition and the timeline and all of that we'll get to that trust me the age of the roof and the agback and the floors and the kitchen and the bathrooms and the paint and all that that [ __ ] ain't gonna change okay you can get that later on but when they want to talk about that pain and that motivation that's a moment that you have to embrace that moment right there because no one else is going to take the time to do that and when I say no one else I I'm being serious I mean I I'm literally going through all of YouTube trying to find closers videos people that posted videos and I I'm just like dude we suck as an industry at listening we suck at being able to sit there and hear the actual problem that people are facing because we are so obsessed with wanting to talk about condition timeline all this other stuff I get it the four pillars we've been talking about it for years decades but then the facts are the two most important things price and motivation let's talk about those because everything else guess what the price how do we find out if the price is good we comp it we determine an ARB then we understand what our rehab needs to be and then we set Mao and then we make our offer right it's a very simple formula okay that's math we'll get there later on down the road that stuff's simplistic being able to actually listen to someone and be a solution for them this is what the seller is seeking they are seeking someone to buy their real estate and be a solution that's what makes you a great closer so when you're in this step actively listening asking these follow-up questions now I said you're going to be taking actions on the backside well that's step four so see the thing is step three and step four they happen simultaneous okay so step three discover their motivation open-ended question active listening ask followup open-ended questions what are we doing on the backside we are revisiting or actually we're analyzing the deal we're comp the property so how do you analyze the deal the first thing is is you're going to take that address you're going to drop it into Google street view this is the first thing that you want to do you want to look around the neighborhood and you want to make sure this is a property that you actually want to get under contract okay so like certain things that are immediate deal killers and that immediately make you want to say no to the deal being on a busy road being across from commercial having something crazy across the street you know like an airplane field a jail uh I mean there's crazy things that we have seen that have come across our point where it's like that significally impacts the value of that property so you want to look around and make sure hey there's nothing crazy going on this is a property that I'm willing to close on the next thing you do is is you put that in your comping software and you start looking for a rough number of the after repair value okay now here's the reason why you want to understand a rough number you you don't need to know the after repair value okay what you want to do is is you want to drop that into your comping software and you want to see well the vast majority of the houses that are three bedroomroom two bath500 squareit just like my property selling for 200,000 300 what is the number okay okay so majority of them are selling for $200,000 all right so we we got a number out of them we asked them how much do you want for the property they told us 100,000 we pull it up and we see 200,000 we're cooking we got somewhere okay what we want to do right now in this step is this is where we want to place the seller in one of the four seller buckets okay this is where the seller buckets comes in between step three and step four the seller buckets and I I do this inside of titanium University when I am doing live seller call reviews where people inside of our community they record themselves talking sellers they submit it to me and then I will listen to it and I'll coach them through it this is one of the moments where I will pause the video and I will ask them what bucket are you placing the seller in this is very important because this determines the path that you going to take for the remainder of the conversation okay so the four seller buckets okay one right price no motivation the rarest bucket of them all okay it's very unlikely that you're going to have this the reason why we don't like this bucket is is because this is where people that don't have the rights to sell the property scam artists and stuff like that exists I'll sell it to you for $50,000 okay well what's got you looking sell and then they can't really explain to you like any pain or motivation on why they would want to sell the property for 50,000 let me explain something everybody knows how to look up their property on Zillow okay they can pretty much look see like they own a $200,000 property so if there's not pain and motivation that's following a great price tag that's a red flag you should run for the hills okay the other bad bucket wrong price no motivation this is the people that should sell their properties with realtors for full retail we are not their solution Realtors are selling it on the MOs that is their solution okay so those are the two bad buckets two good buckets the dream scenario bucket great price tons of motivation these are the laydowns these are the ones that take seven eight nine minutes people are like RJ's a great order taker damn straight I am the best order taker in this industry okay I call you and I say why are you looking to sell and you tell me a ton of motivation and you've given me a great price we aren't negotiating we aren't doing anything I'm sending a contract I'm getting under prop under contract okay the last bucket and the most common bucket that you are going to exist in high motivation wrong price okay these are the people that have a terrible scenario as to why they want to sell their property but they've looked it up on Zillow and they think they can get full retail but they can't property is distressed there's something going on that we need to come in we need to be their solution but they don't understand that their motivation is not matching our price okay so we are asking them open-ended questions about their pain and motivation to determine what bucket we're putting them in once you have placed them in one of those four buckets it then determines one of four passs that we're going to take for the remainder of the conversation okay the bucket of wrong price no motivation Embrace no I'm an investor I'm not this is not a good fit for me okay sounds like you've got a beautiful home not really a ton of motivation to sell that property I think a realtor is the best solution for you uh best of luck with selling your property move on okay that's that path that's easy the rare bucket where it's like hey great price no motivation you just got to dig deeper and at some point in time you just got to hit them with hey it sounds too good to be true you're ear a $200,000 neighborhood you want some in your house for 50,000 you don't have a reason to sell it for 50,000 this just sounds too good to be true what's going on okay real raw authentic just cut to chase it's going to be very rare for that to happen anyways okay scenario uh where it's great price tons of motivation you're gonna move forward with closing close that deal we'll get to how to close the deal in a second okay the scenario where price is wrong highly motivated we have to educate okay this is where you as an industry expert have to come in and you have to educate the seller on why those numbers don't work this is why we use the profit calculator okay so we have our profit calculator open inside that profit calculator we will drop the after repair value it has minus the closing cost minus the holding cost minus the rehab minus our profit and then it shows us what our offer would be okay so we punch that in and we determine what our offer needs to be and it's way off we are then going to start educating the seller by saying okay what I see here is is that you're in a $200,000 neighborhood and you want $200,000 for your property the problem is is your property hasn't been rehabed in a long time and I know you just inherited this property here's the thing if I were to come in and I were to buy buy his property I'm going to have to put $4 to $50,000 worth of work into it I'm going to have closing costs I'm going to have holding costs tell them how much that equals right so we have 5% and 7% for that 7% for the closing 5% for holding we explained that to them and then hey I'm a I'm a for-profit organization so I want to make profit on this it's going to be you know I'm I'm trying to make somewhere around 15% profit on this whatever that profit percent is so in order for me to get this deal I need it somewhere around 80,000 that's the math and break that down to them and explain them how you're coming up you're not lowballing them okay that is a very fair and generous offer that you're making to buy their distressed property and what's going to happen is is they going to understand that and be willing to continue having that conversation or they're going to pull away and what you're going to realize is is that no matter what their pain and motivation is not going to match the price that you need so we move on go to the next one now there's times where inside of educating the seller we have to stay there for quite a while there might be disagreements on how much the repairs will actually will cost or the holding and closing cost or maybe even the profit I'll be honest with you out of all the numbers profit is the one that is most rarely discussed though most homeowners completely understand that we are for profit and that they have no problem with that whatsoever it's mainly going to be around the rehab that's G or the after repair value maybe they'll disagree and say no I think the property could be worth more so again then you have to go into educating them on how you're coming up with that number okay this is the most important bucket for you to understand and it's going to take some time for you to get used to it what I've seen the majority of people want to do during steps three and four is just blow right through it hey you looking to sell that property yep how much you looking to get for it 100,000 tell me a little bit about what you got going on well I was tinted occupied and now it's vacant and I just want to sell it oh okay well sounds like your price is a little bit high for me here's the reason why I've got to do this this much rehab blah blah blah nope that's not going to work for me okay see you later it's like that's that's not what I'm telling you guys to do okay that's not embracing no that's just giving up okay when you go into this conversation the education of it needs to be indepth and if they don't understand it you need to ask that continue to ask questions why is that not going to work for you maybe there's a better solution that we could offer them okay throughout this whole process it is about sitting back relaxing asking questions to understand their situation so during step three when you're asking those open-ended questions and trying to understand their pain and motivation the reason why is because if they end up in that most common bucket of the price is wrong or the pric is wrong and they're highly motivated you have to revisit that pain and motivation to get the price to come down this is how you get someone to move for the price they originally gave you to the price that you actually need stop playing games say no you're actually truly just trying to understand where they're coming from and then what we have to do we have to truly explain to them where we're coming from does that make sense all right step five close the deal all right so I never I wouldn't say never I highly underestimated how people would struggle with closing the deal I thought this would be like very simple and people would just kind of adapt to this and understand this but that has not been the case I have seen it time and time again where this is where people really struggle where it's like okay now it's time they they don't know what to say or anything like that first thing even on Price is Right highly motivated bucket you can't just go all right what's your email because the seller then is going to be concerned about that was too easy okay and you have really explain what the process is going to be moving forward so before we tried to get them to sign a contract we want to build credibility with them so the first thing that we want to do is is even in whatever scenario want to say all right let me explain how this process would work if we're going to come to an agreement on price today I'm going to send you over a simple two-page agreement saying that you're going to sell me the property for whatever price that we agree to and whatever timeline we agree on once we've signed that contract we're going to come out to the property we're going to take a look do our inspection and if everything that you told me today is true then we'll be good to move forward at your price and on your timeline but if something is not what you said it was today then we will have to revisit the price of the timeline so that's our setting up a second followup conversation post inspection that's where hey if we need to renegotiate there's something that comes up we're at least setting that expectation for that conversation to take place the other thing that's going to take place here is is that the seller is going to now fully understand on what's going to happen okay they're now going to know okay you're going to send me a contract I'm going to sign it you guys are going to come out you're going to W the property you're going to do your inspection we're going to have a follow-up call all of that's going to take place yes and in the meantime we're going to have title open we're going to get a title commitment back and then as soon as we check all those boxes off then we'll be ready to close on your timeline now once you've done that you've explained that this is where you're going to ask the killshot question so with all that being said if I were to buy the house cash as is there's no closing costs because I'm going to cover those and there's no realtor commissions because we ain't got any of those what's the best price that you could do for me typically that gives us somewhere between a 10 to 20% price drop now what I've seen is is two I've seen that get 10% price drops where quite frankly it did not deserve a 10% price drop okay but because you're building value in the question the seller almost feels like obligated to give you some sort of price reduction it's kind of crazy I I never really thought it was that powerful of a question uh until someone else watching me uh close a deal was like dude you know every time you do that you get like 10% and I was like I I did not realize that and I was like wait are other people not asking that question and they're not it it's really not asked that often here's the other thing that it does for you that is completely um underestimated in the closers formula we do not want to make an offer that is like the last resort in in the closer formula the ideal scenario is do you want to sell how much do you want 100,000 tell me what you got going on the 100,000 inside of the openend questions and building Rapport and all that becomes 90 you build the credibility and then you say tell me a little bit or what's the best price you could do for me and they say I could do 880,000 and we say yes to the 80,000 and we never even made an offer through the whole process I really want you guys to eliminate the word and the language of I'm calling to make an offer or I want to make an offer from you from your calls altoe I don't think I ever say it if I do it's because the call is not going well it's like it's not an ideal scenario it's not what I'm looking for it's not what I to happen it's that I want to say yes to their price and guess what happens when you say yes to their price more a higher percentage of your contracts that you send get signed than you making an offer so if you go into a call and you say hi my name is RJ and I was calling about One two3 Main Street I'd like to make an offer on that property today there's a higher likelihood that that contract is not going to get signed then me calling and saying tell me a little bit about what you got going on okay what's the best price you could do for me yep I could do 80,000 and then I send the contract so I ask them that I get that price they give me the number that I want I say yes to it then I'm G to ask them okay are you available to check your email because I'm about to send you a contract right now for the 880,000 if they are we send that contract right then and there we walk them through the contract just start reading it okay you see here there's the address you're the seller I'm the buyer there's the price we agreed on we're going to close in 30 days at this title company and then eventually they're just going to say okay I signed it every now and then they'll make you read the whole thing more often than not they're going to cut you off just say okay I signed it and then it's over and then you set that expectation okay I'm going to get this sent off to the title company get title pulled and then we'll be contacting you tomorrow to start uh scheduling when we're going to come out and take pictures this is the person that's going to be calling you in my case it's never me it's always going to be the disposition's person so the dispo person takes over from that point on and they don't ever hear from me again that's because I don't really only time I've really ever Tau the sellers is on these lives so that is the closer formula right there verify that they want to sell get their asking price discover their motivation with open-ended questions analyze the property and comp the property determine between three and four what seller bucket they're in and then five close the deal all right now let's go over actually I'll answer Allan's question here can you go over your s sop real quick if they do not want to sign right then for whatever reason so it's very simple first the closer formula is going to eliminate the majority of that because of the nature of of how we're going through it now for whatever reason if they don't want to sell right then and there what you're going to ask them is is why and when will you be able to sign and then you're going to say okay so you'll be able to sign tomorrow okay so what I'm and then you're going to explain to them okay so what I'm going to do is I'm going to say that this contract is valid through tomorrow's date so if you don't sign by tomorrow the contract is null and void okay so what you're doing there is you're applying that pressure now if they say I could sign by the end of the week and it's Monday you need to ask why do you need that long I I I thought I I misunderstood what just happened in this conversation you said you want 80,000 I said yes and now you're saying you want to take five days you need to dig deep this is where again asking great questions can really like get you the true answer that you're looking for because if they're gonna leverage that to get another offer then you just up like Hey listen I I don't okay you got someone else you want to talk to or something like that I'm not the right buyer for you I'm sorry I misunderstood and just Embrace no and walk away from from it we always go ahead and we we send it then uh but again just follow that uh kind of pushing back and uh and really making sure that you're you're applying that pressure there okay so some core philosophies that I went over real quick want to make sure you guys take notes of these okay one Embrace no even with the best kpis that I can pump out better than I I think anybody else can do if it's one out of every seven leads okay it means there's still six NOS that take place before we get a signed contract so be the one saying no you say no six times don't have sellers tell you no six times you're the buyer Embrace that okay philosophy number two you're the buyer we're not selling anything take that have that radical mind set shift going into the calls where they have a problem and we are operating that solution carry that posture throughout the entire conversation you're a deal finder not a deal manufacturer okay majority of the time closers waste so much time trying to manufacture a deal people are blown away by the amount of leads that I just throw in the trash because they're worri about but RJ you spent $100 on that RJ you spent $60 on that doesn't matter it's one of the six that I'm throwing away so I can get to more ones let me get to the ones okay those are the ones that are most important I don't worry about the ones that I throw away throughout the call utilize awkward silence awkward silence should always always be followed this way you ask an open-ended question the seller answers before you say something make sure you ask the right question don't just ask any question it's better to sit in silence than to ask the wrong question so you ask a question they answer if you don't know what to say yet sit there and wait here's the other powerful thing about sitting in awkward silence it allows them the seller to have time to think themselves they didn't know what question you were about to ask so you ask a question they give you an answer maybe they didn't give you the full answer that they need to give you so if you sit in just a little bit of Silence there's a chance that before you can even say anything they will start talking again utilize awkward silence but only utilize silence following them talking you ask a question they answer sit in silence then you ask a question okay try to always make your questions as open-ended as possible I understand there's times where we have to ask about condition and the the stuff okay but more of than not it's more powerful to ask an open-ended question than a close-ended question if you find yourself in the position in the phone call where you are rapid fire asking Clos in questions it better be to buy yourself some time not because you just don't know what to say because now you've got yourself in a real bad spot and you've got to find an open-ended question so you can shut up cuz if you keep asking Clos ined question after Clos ined question after Clos ined question I'm going to tell you exactly what's going to happen they're just going to give you those onew answers how old's the root five years old how old's the age back two years old when was the last time you remod the kitchen a year ago it's like dude you've got to keep coming up with questions okay broad open-ended questions by yourself time and the ability to not talk you don't want to be talking okay close closers that talk suck all right last thing is make sure you understand the seller's motivation if you're getting a contract signed and you actually don't understand their motivation you did a bad job all right now let's open this up for some questions while I get rid of all my little fancy stuff so I didn't mess up and I get prepared who wants to see me talk to some Sellers and use this it's been a while since I talked to some sellers live what probably been a month let's do this when is titanium University opening back up uh we are going to be opening up probably early July it'll it'll probably open up before then um but that's when like the that the fourth class will actually probably be like getting started uh we have a giveaway for the best comments whoever you think is best engager on today's life so whoever's the bet is it just one what's it's mine I guess I can answer that I give it away as many people so uh yeah we'll we'll definitely I'll make sure to to take notes of that it's a sellers motivated but Ron Bryce is there an sop for followup uh I bro I'll be honest with you I'm not big on follow-ups um the the goal of the call is to get a yes or a no if you're following up then uh someone else is going to eat that um how much is titanium University last class was uh 5700 lifetime membership it probably be more the price keeps going up so oh man that thing smells good be smelling that when I close this deal in about five seconds prices going to keep going up it's too damn valuable you guys should have seen how many deals were closed in there a Danielle said today this morning I asked her how many um how many deals she got in the 30-day challenge she said she got 15 deals and she she invested $2,000 in leads to get those 15 contracts her uh her previous experience was uh signing up for a program very well-known person in the industry um couldn't teach her how to get one deal $5,700 Dirt Cheap all right let's go this deal enough talkie talk more action New Leads see what I got what I'm working with over here it's been a minute since I looked in here for hello hello that was weird glad they answered but they didn't your call and keep track of my kpis but this is gonna be a banger so want to keep track that's two dials Chelsea come on Chelsea solid voicemail there Chelsea all right let's go boom like a fake number I just d your call has been forwarded to voicemail the person you're trying to reach is all right four no answers hey is Ryan there hey Ryan this is RJ Bates I was calling about your property there on 11th Avenue um looked like you had entered it on my website a while back you still look to sell that property you don't what's the right price I Ste uh I don't know you you end it out a forum on my website saying that you were looking to sell that property you remember doing that no I'm a real estate investor so you saw you saw an ad on like YouTube you fill that form saying you're looking to sell that [Music] know well so if I say I did just you know shoot you a number what was going to be the the process there you GNA think about it or you you do want to sell the number like because I I don't want to just make you an offer of like you're you're not interested in selling the property does that make sense out of for Worth Texas well let's start with step one do you want to sell all right how much give me give me a we all right Ryan appreciate you all right so four no answers one Embrace no I what's hilarious about that is is that's the perfect example of why we should ask if they want to sell he's like I know how much you want for it I don't know damn Ryan what's hilarious about that is is this is how like I don't taught the sellers I completely [ __ ] that up right from the beginning not on the phone you guys would have never known somehow I double clicked on the address which then highlighted it all and then I was like oh why did I do that then somehow accidentally right clicked and hit paste and so I completely deleted his address what I was trying to do was copy the address so then I can take it uh when I say become a machine it's in everything that you do my machine like habits are gone I need to do another 50-day challenge so now his address is a Google drive folder oh man the good news is is he's uh definitely not not gonna do anything with us that that is deadly all right let's try again let's find someone that actually wants to sell he's like I don't know what is this what is this you filled out a form saying you want to sell your house it's what it is the audio sucked on my side is that better because just so y'all know the the audio sucked for me too yeah what's up Eric your has oh hold on I forgot to keep try of those six no answers your call has been forwarded to voicemail damn it yeah I normally leave boy smell I'm just trying to get through this quickly for you guys please leave your message for two you guys are going to die when y'all see my video for old Trang today hi it's Martin there speak hey Martin this is RJ bats going about your property there in Aztec uh look like you fill out form saying you want to sell that property you still looking to sell well yeah iers oh I'm not a broker ER I'm a buyer how much you looking to get for it well if I clear I gota pay off the mortgage I clear um if I clear 410 i' probably do it so 410 total yeah now keep in mind it may or may not need some FL work because of the slab what's going on with the slab Shing and it turns out my neighbors probably do too and it's probably just the soil on this this area out here but it's so beautiful I don't have any serious cracks or anything gotcha have you had a foundation company look at it yeah Ram Jacks they came they did an initial thing they showed me a little gra that they took the Briant manometer and their thingy that laser and all of that he grabed me back my floor P floor plan and showed me where it was heaing and not yeah I think the growth would might be like an inch upward and so uh I have to do a bunch of I had to and I've got all the receipts uh a whole bunch of work to remediate any possibility of ground wire I put in thousands of dollars of FR Trin and with underground tubing to get it away from the foundation and I've done quite a bit of work I made sure the plumbing was up and running incorrect I found a leak and I had to hire some pretty uh expensive guys to find it for me but they found it and I repaired it so it may go away is all I'm gotcha um how'd you come up with 410 well I had a local realer uh a local realer that excuse me I'm just think that came up with he wants me to let with them and eat came up with his own version of an appraisal he knows about uh my situation with the with the floor and he says just lift it at 580 and go from there so I owe two 43 on my morgage and about 39 Grand on my pool somewhere in there so I've got to pay that off with the cash you get me and so if I walk away with that much cash I can turn pay off my mortgage in my gotcha okay so what is the price that you're wanting to sell it to me for 410 or you or 4 410 plus your mortgage well I'd like to say my mortgage but you're not what I need to do is walk away with at least after my bills at least $225,000 cash okay so I owe 243 or 234 on my house and I also owe about 35 to 39,000 maybe a little more on my pool and so those have to be paid off CU they're tax of course to the property so that was being paid off you know you know when I walk away 225,000 cash you got a deal and you got a really good deal you said that realtor wants to list it for five something 58 where are they coming up with that I'm not seeing anything that's sold 500 something I mean if I could find that I'd be likeing why yeah but I mean that's yeah but I mean that's that's way far away you know connection yeah but I mean I'm saying within one mile of your property I've got I've got six comps you know I mean I can't go all the way to another city pools [Music] or shs yeah uh let's see here yeah I mean based off of what I'm seeing I mean I I think you're probably could sell in the mid fours on the market I don't know where they're getting a 500 number you know I mean that seems crazy yeah where you from for Worth Texas okay because I've got it pulled up on on two different systems and uh I mean yeah I think mid fours would probably be where it would it would sell if you listed on the MLS but yeah I mean from an investment standpoint I mean it sounds like you know one I don't like Foundation problems that's always a scare Factor you know um and then two you know you need to walk away with a certain amount I I don't know if we're the the best solution for you know I think that list in with a realtor is probably gonna be your best solution yeah you know so I mean I I I will tell you I would be very leery if I were you on listing with that Realtor that says 580 yeah I would want I want someone that shows me you know within a couple of M because you have comps within a mile of yeah yeah these are ranches and this is develop it's been in the last 10 years 12 years yeah you're not GNA find a lot of homes I mean there's lots of land for sale Home easily too yeah uh best best piece of advice I would give you is uh maybe hireing an appraiser to come out and appraise the property and then you know the value you know yeah all right man well best of luck with that and uh hopefully hopefully it moves for you soon okay Martin bye bye all right so I saw someone put it in a bucket sounds like Ron Bryce good motivation I put that in no motivation Rong price the motiv motivation what is the what was the motivation um he he wants to sell but he has to get a certain amount so that motivation is never going to match our price um because essentially he needs that 410 to do whatever he need he needs $225,000 cash probably to buy his next property um can't really do a whole lot there all right so what is that seven no answers two Embrace no so we're at nine nine dials no yeah nine dials all right let's go next one think the majority of these have been lead Zolo so far when you have record um I did Nick there's a a deal that sold for 437 with a pull within a half mile your call has been forwarded to voicea the person you're trying to reach is not available at theone oh I want to talk to that person I hope they have that accent oh Idaho dude I want this one I've only done one deal on Idaho ever come on Kelly no I was in New Mexico she's licensed in Texas Hello message please thank you all right let's get get us back down here that is not a number try again no we had to terminate that one couldn't move it that guy was super awesome too we tried we had a creative buyer that wanted to do something and the seller came all the way around said he was willing to do it we were going to dispo it and then the buyer came back and said no never mind I don't want to do it he was worried about the HOA the one that we moved with the snowmobile I closed on a live on a Tuesday live like black and old thumbnail your call has been forwarded into voicemail the come on baby somebody answer soltions I help you hi is Jennifer there yes hey Jennifer this is RJ Bates I was calling about your property on West Long Street you had uh filled out a form on my website saying that you're looking to sell that property you still looking to sell oh okay so it's listed on the MLS yeah gotcha okay yeah I just saw that you had filled out a form on my website about a week ago um so I was just giving you a call um how much did you end up listing that for it's listed for 199 C gotcha okay well yeah I'll check it out uh and see okay see what it looks like there thank you thank you bye bye nope 13 no answers although I am going through older leads not one and 10 to disconnect PR just because they're not answers day that mean they're not answers you got to followall up with these oh I already called that one that one yes your call has been forwarded we did deals off the MLS so that's what we were taught to do didn't know any better you reached 207 all right 15 no answers two Embrace no one listed so 18 dials e and leave a message it was funny during our implementation call this morning I said that hey is Dana there hey Dana this is RJ Bates I'm call back your property on Tory Road you you had uh entered it on my site saying that you're looking to sell that property you still looking to sell it awesome how much you looking to get for it not oh I I have no idea I don't know anything about the property besides what uh what was entered on my website so I don't know much about it into nice you know the spray foration and every you can think of in the house okay I'm not thats whatever Ian it is well as well you know the with it two stories um that has a spray problem situation with it too but it was separated into two three room okay so when you say like what is it just like seeping out of the [Music] drywall main frame wall oh so like it needs like it needs like a lot of rehab because it's just it's underneath the drive only no I don't I don't think so I mean it's kind of a unique situation I mean I bought a lot of houses I've never had someone bring that up though so theil is what I'm say and Theos off because was made into another room uhhuh gotcha all right so how much were you wanting for [Music] it probably 180 180 all right what's guy you looking to sell to move my yeah I got you I uh I had funny enough I had a kid I found out it was a kid um like tried to kick in my front door like a year ago and and I I thought someone was trying to break into my house and I immediately was like I'm done selling it burn it down I never want to be here ever again you know like I I literally felt so invaded it was not even funny you know yeah so 180 didn't you buy it like for more than that or no you bought it for Less what did you buy it for like one yeah and I was okay with that you know I mean but like now notna try I 280 all right walk me through W walk me through how's it work 280 uhhuh walk in the there's there the foet and then it has opening do that go to the patio that is a 6 by 20 patio while back that's just a but it's still there um but then if you when you walk in the front door if you head to the right there's a clet clet and then right that is the um family room the family room is about I don't know 9 by 15 maybe okay and living Isom and then there full back right next to that and then you head further like further pass I'm sorry excuse me straight the bedroom you would head into the kitchen and then from the kitchen to the left is a mud room and then a back door to patio again to the right is the main kitchen space and then there's a dining room to the right of that and then if you head the other way when you walk in this way um you can either go up which is upstairs this two bedrooms and a full bath and they have Walkin um one has a walk-in closet the other one is just a extended up um I know say like a 5 by4 closet 6 by4 something like and then um if you were to head down in the basement there is a laundry room there's a basement area then aell area but it's all and then if you walk further past that is where the garage is but there's like a a mud room right there in between and then there's the twocc car garage that made into a bedroom itself okay so I appreciate all of that but how is it worth 280 how did you come up with that number gotcha all right let's see what we got okay so it says it's 22 like 2189 square feet is that all the livable square footage including the basement or is that upstairs and then the basement is extra I believe okay give me a second here let me know if y'all can hear um I can hear it fine microphone's right by it all right CA it looks like your house is like super big compared to everything else yeah like is your house like the big man on the Block I mean no I mean not really yeah maybe I guess they didn't that add on that got added on the house like the second the first half that I explained is the add-on that previous owners did so if I'm looking at it on Google Street View what's the add-on is it that that part on Top or is it or is it in the back the part in the right okay and then they closed in that garage yes I see do you like that I mean I didn't at first because I couldn't get I don't have a gr SP but then after we I I literally had to scrap this spray them off of the doors to the PO to get the door to open thankfully they left the tracks in there so I mean I can now get the door open but um and it's all accessible we took out one of the rooms because there was four rooms separated in the PO bar but we've dropped it down to two right s I'm G have more detailed information I'm not at home right now so I gota uh um did you buy this on a quick claim deed yes wow huh what you don't normally see that with like owner occupants that's more like a in at that price point it's just kind of unique came across it like on a whim and it was like kind of like I need to jump on this you know what I mean so gotcha so the problem is is I'm not seeing anything that gets me to that 280 the highest I'm seeing is is there's a property around the corner that sold for 250 um but it's set on the market for a while and I'm trying to figure out why it sold for as much as it did but even if I was at 250 I mean wait what do you mean it's on the market right now no no no it sat on the market for 135 days before sold yeah it was on H West Maple Avenue it was like 2,000 square feet I'm trying to see if it has like just a [ __ ] ton of land or something so I don't know yeah it had 2.37 Acres that's probably part of it because you just have a normal siiz lot right yeah yeah uh is there anything just glaringly obvious that would need to be fixed on the property um I'm trying to think there is like I don't know what the heck's going on with it I have a guy coming out tomorrow it's the only issue I having is the sewage problem because of um there's a CL or something from the down bathroom okay but like you're going to get that fixed but I mean like cosmetically is there anything like just straight up ugly about the house I mean in the back there's it's not nothing really but there's like something on the um what is it called like from the roof to the um overhangs like there's a hole in right there in one of the baseboards or whatever okay if I say I'm going to do less than uh 180 are you gonna hang up on me no all right want's see what I can do how fast are you wanting to to close um I mean it depends I guess like whatever I don't really know I mean I can I mean I don't have anywhere lined up right now but I mean I could probably find something so so when you bought this this was listed on the MLS right yeah why wasn't it listed for more see I don't know that's that's what that's what was weird to me and I was like that's why I jumped on it so quick because yeah you bought it like five days after it was listed yeah like I said it was like kind of like I was kind of confused as to what the price was I so like I'm just gonna jump on this and see see what I what I but I basically up against and I thought it would be something bad but it hasn't nothing bad happened besides the whole incident with the PO but why did they tell you you had to buy it on a quick claim DED um because it was the person that owned it before I guess like they went to jail because when I got this house it was still full of like weed plants but they were all molded over so you couldn't smoke any no that sucks yeah no it was it literally sat there like it was like you touched it and like these big buds I swear they were like the size of my hand but like um and I'm 5'9 so you know taller girl but like yeah they would just crumble that's crazy there was over 80 plants just saving so when you bought the house like when you walked in those plants were just left for you okay I think I'm starting to understand why the price was for the price they were like you you're inheriting this you're gonna get rid of all this basically taking out dirt from the like as of you know today I still working on it like I've just been doing it me and two friends but it just like holy crap but if I bought it from you then there's not going to be like any like obvious oh this is this was a grow house no no not at all okay because you bought this in 23 right yes okay sorry bear with me I'm doing some math real quick no you're fine man and you own it free and clear right no mortgage or anything no mortgage but you want the cash to go buy another property right you're in you're you're like in that price point that's like super weird for me because it's like could be a deal could I could do something with it but it's also kind of scary because I'm assuming the only way this like really works for me is of like I hardly spend any money rehabbing the house at all right yeah I see what you're saying I understand that completely so it's like like when you say there's nothing overly ugly I mean if you were to list this on the MLS and try to get as much money as you possibly could how much would you anticipate I would need to put into it I'm gonna say at least 15 that's literally the number that's literally the number I have punched in oh really yeah we go yeah but I wouldn't think it would be anything over that okay because like I said there's like all all that filtration system in there it's a new um heater that's um in there then there's also a wood sto and then there's um there in the back and like the pole bar there's actually three AC or um central air units back there I there's a yeah basically the way I'm describing it's exactly how it is yeah I mean for me to make 15% profit which is about where like I need to be then I need to be at like 150 okay um can I think about this like yeah I mean I I don't want to pressure you at all I mean you know I that's just I know it kind of sucks because that's pretty much like you recouping 95% of your money but yeah but still at the same time I did really have to put too much into it either so I mean it's just been labor you know what I mean like Bas it's just been that tedious so um yeah let me think about it and then I could probably um can I get back to probably next week yeah you want me to just give you a call like next Monday yeah no that works perfectly okay yeah just think about it and like I said that's I mean I'm trying to be as transparent as possible that's got me putting 15,000 into it and about yeah about 15% profit so that's about as bare minimum as I could get right there okay all right well I will think about this and yeah please give me call back on Monday okay sounds good thank you all right thank you have a great day you too bye bye all right so that was a pretty good example right there of highly motivated price was wrong uh so she said 280 she thought the house could be worth 280 um that's where I decided to kind of hammer home like you tell me how do I get to 280 um and and she couldn't eventually just came out that was on Zillow um which is maybe something that Zillow said in the path past um Zillow now says 207 um so it's definitely not what it says now but I do have the comp at 250 um little bit smaller house uh but more land um but really there's nothing else really comparable in size outside of that one so what I did is I put the arv at 240 um I'll show you guys right here so here are the numbers uh that I had on that so I had the arv at 240 15,000 in repairs contract price to her $50 US making a $10,000 wholesale fee putting at the profit percent at 15% so again uh very transparent um honest conversation with her about where we need to be how the numbers um got got to where they are um that's going to be a very common conversation right there that is the the bucket of highly motivated Rong price um again the reason why I didn't try to push there is because one we're trying to offer a solution to her problem what's her problem she wants to sell uh because the p pole barn got broken into um so this isn't like one of those things where like I need to like high pressure sell it's not what we're trying to accomplish here um so that's exactly how I would want those conversations to go uh yeah so let's let's move on let's let's try to get one more on here um that one we'll put that as uh pending offer so we've gotten 16 no answers to I am brace no one listed one pending offer so from that perspective we've had four conversations and we made one offer um it is $30,000 off on price so I would definitely not consider that anywhere close to being like something that's going to get accepted um but like the direction we're we're headed in so let's see see if we can get another one e please leave your message for uh in that case right there how often would that turn into a contract pretty often um that's why it's important to identify uh when that takes place the bucket of highly motivated incorrect price and then you go through the education process um I think she was very open and honest to to what was just expressed there um I would say that's probably in the 50% range of of being accepted for sorry but if you leave your name and number I'll get back to you dang it all right let's e I'll answer that Matt your call has been forwarded what temperature does warm become hot I'll wait for your answer EX exactly so it's either a lead or because if you're trying to run a team and you have subjective forms of leads cold warm hot guess where the majority of leads go place to die so it's either a lead or it's not your call has been forwarded to that's not true that just up here you're not listening to what I've told you Danielle spent $2,000 and has 15 properties under contract 2015 properties not me someone that was inside of titanium University please leave your message for dang it that's 20 no answers Angel do you have the king closers blueprint hi it's Tammy there it's hey Tammy this is RJ Bates calling about your property there on riddles bin you had uh you had entered it on my website saying you're looking to sell that property you still looking to sell thank you for calling though oh congratulations how much did you sell it for 150 congratulations all right thank you have a good one bye bye when that League come in that League came in earlier this month she sounded like perfect seller too sorry I can't be sorry I'm probably busy I just can't it's to my your call has been forwarded to an automatic voice message you don't have to be saly because you're buying you're not selling this is the one oh be the one be the one come on come on Lindsay hello hi is Lindsay there yeah who is this this is RJ Bates I'm calling about your property there on Rock Ledge Drive you had uh filled out form saying you wanted to sell that property you still looking to sell it Price Right get awesome what's the right price the right price 250 250 all right tell me a little bit about what you got going on with it well it's a lot of space and my wife and I don't really need all that space right uh it could be fixed up but it's a great property if you get a chance go back and look at it or get on vill and take a look at it I'm taking a look at it right now so it's uh what like 14500 square feet oh no it's more than that it's really it's officially saying 2400 sare F feet but it's it's probably could be converted into easily converted into 3,000 square ft it's one of those those deals where you don't realize how big this place is till you come look at it I see what is it or you mean like when you say convert it you mean like with the basement well it actually has a basement so is that included in that well the okay I got you yeah um it's one of those uh set up where it's like walk out basement uhhuh the bottom is bigger than the top the bottom of the the house is is bigger than the top of the house right just walk out really you'd have to see to appreciate it's a lot of space yeah I'm looking at it looks looks crazy uh let's see here I when I first pulled it up I was like what do you mean it's too big for you I mean it don't look that big now I understand what you're talking about when now I got a picture pulled up of it yeah it's it's huge it's a lot of space so you said it could it could be fixed up what what do you mean by that well what I mean by that is um like the in the basement the basement is officially 2400 ft but there's like three rooms that was at one time just one big open room that I've already turned it into a big office own half of that and the other half is just uh whole another section but it does not have central air and central heat in it okay so you could e convert that so that's what you mean by we could pretty much decide whatever square footage we wanted this to be we could pretty much make it out to be that yes hold on a minute sir yes this thing still ain't working hold on a minute okay let me get this card out of here okay sir um it's one of those situations that you really gotta come check it out M yeah are you are you are you local no sir I'm no sir I'm a a in a real estate investor based out of for Worth Texas um okay so the way that our process works is is me and you we have a conversation if based off of what you're telling me and what I could see on paper pencils out where this could be something that I could invest money in and improve the property to potentially make a profit when we sell it on the backside then what I would do is is I would make an offer to you send a contract and if then that's when I would come see the property uh based off of what you're telling me right now I am interested in it um I just you might have already answer this but I'm just trying to make sure I understand the basement is there a do you know what the square footage of the basement is that is currently considered livable square footage um probably about more than more than 1200 okay all right I'm thinking like it's close to 12200 at the is probably probably uh more than it's bigger there's a a big d section that is would be considered bigger than the top of the the top of the house would you walk into so what's at the top you got everything at the top at the bottom except for at the bottom you got an additional room correct gotcha okay so with that being said you said you want 250 for the property correct yeah how did you come up with the 250 uh basically I come up with the 250 with the uh what they charge me for taxes uhhuh and what and what I've done the equity that I put into it myself gotcha cause so yeah do you have time see I'm at I'm at work right now be home in 30 minutes if you got time to talk to me where I can focus and actually I can show you pictures send you pictures of the real deal I can I can let you look around the property on the Outside Inside um and then you can see what's really there absolutely you said about 30 minutes yes and about 30 minutes okay I'll it'll either be it'll be myself or someone on my team uh that gives you a call back okay but we we'll call you in about 30 40 minutes okay okay thank you thank thank you byebye that's another one where he's he's motivated but the price is definitely wrong uh that's why I was asking him where did he get that from that that answer that he gave right there that's a tough one tax assess value and then he said he's put money AKA his equity in it that's that's a tough one that's going to be a tough one to overcome right there it's definitely not going to be the one I end on e hello 3 4 6 e for please leave your message for killing my numbers here with these no answers kill my throat with no nothing to drink need something to drink anyone on my team can hear me man that's best smell ever your call has been forwarded to an automatic voice message system de oh yeah that's what I was going to say earlier today's one of the worst days to call day after a holiday I started that on the implementation call this morning with titanium University it's notorious the be uh one of the worst days your call has been forwarded to an automated I don't know where we got this at this is given to me all it's Paula there hey Paula this is RJ Bates I was calling a bat of braberry there on Seminary Street you had uh said you wanted to sell that braberry a while ago did you sell it you want to sell it now yeah let's do this how much you want for it 60 60 all right well tell me a little bit about what you got going on there well but it can be used as a bedroom middle room we've got two water heaters here big yard I don't know what else to tell you what's got you looking to sell because to senior community gotcha we just can't handle it that good anymore all the taxes are paid up it's 100% paid off this has two lots we have to other Lots in the back but he's G to let his knees have that part gotcha um okay so you said it's a three bed how many baths one one and then uh is it like 1,600 square feet is that right yeah something like that okay it's an old Seminary school this has been here a long time and it's made out of brick gotcha all right and the clean one piece of the gutter did fall down and there's like one or two pieces of do sing that's come with but so if I were to say I could I could do 60 that was the number you said you wanted yeah what's the timeline that you guys would want to actually close because you got to find the fac like the the place you want to go right yes about to0 days okay we gotex senior community thing in conille which is about 15 miles from here has immediate opening so we were gonna go check there tomorrow okay well this could all be uh perfect timing huh yeah I call you today I buy your property the senior community says they're ready they got an opening oh that's crazy um yeah all right so talk to me a little bit about what what would need to be done to the property to like fix it up and make it as as nice as possible what what needs to be done to it well I I would say just like maybe new new and they'll need painted and probably need new carpet these are kind of old and I don't know that's what and maybe you might want to yeah I'm sorry in the kitchen Y what about like uh the systems like AC heater hot water heater stuff like that is that all working well AC AC okay and it pretty cool enough all winter for that because you know it's bricks plus we got all the trees right so that Shades it and the heater was replaced I don't know how many years probably five years to go okay and because we had people people come in here and um supp have updated but I think they cut a couple corners or something there is um a problem with the electric in the bathroom from where they replaced it and just the overhead light in the kitchen okay and is the is the property just in Stephen's name is that correct and who it says step woolly is that is that the correct person and Randy Randy okay just to make sure I've got this correct it's 218 West Seminary street is that correct yes it is okay there we go all right much better I don't know where that name could have come from his family own this the80s it was that's 218 East Seminary that was my fault oh okay I had the wrong address pulled up all right so you need 30 to 60 days verify by the year builts here your property was built in 1900 correcty do you know when this was built when was this buil yeah he said 1900 yeah all right let's see here Randy did have one another concern about well he has to keep the utility on or can you guys handle the utilties it's going be fine as soon as we signed the contract yeah um no it would have to happen the utilities would go in our name when the the property is actually closed upon in that 30 to 60 days why are you guys struggling to to keep those on well um we didn't know if we could keep it going for two places because if we move into the community we're going to be responsible for stuff there and we didn't know if we could take there and here well ideally we would try to time it to where there's not much of a gap between you guys moving and the closing we would try to make it to where that's pretty close to together so that way the property's not sitting vacant for a while does that make sense yeah now um well we have to pay something like clothing cost is there any feed that we will be responsible for no ma'am um we that actually funny enough you bring that up because I was going to say I might need the property for a little bit better of a price because we do cover the closing costs there's no commit realtor commissions we don't have any Realtors involved or anything like that but we do cover the closing costs um which normally equal to be a couple thousand dollars the only thing that would be potentially taken out of your proceeds would just be any property taxes owed for this year um so okay so then realistically whatever that number is would be net to you um it looks like I need to be closer to around 50,000 though um is is that something that you guys think you could work with probably I'd have to talk to him you want to go talk to him real quick and see if he has any questions for me and see uh see what he thinks you got any questions that he can think of ask him what he thinks about that 50,000 why' y'all not why' y'all not go with it excuse me I said why didn't you go with it I got you I mean I I don't know I 60 seems like that would be pretty hard for me because I'm assuming based off of I mean based off of what I'm seeing on Google street and then some of the the num like the things that you said need to be done I'm assuming I'm probably going to put somewhere in the range of 25 to 30,000 in rehab into it um and if I do that I I mean I'm I'm right at like 15 16% profit margins at 50,000 I might be able to come up a little bit but like I said that's me covering the closing cost and closing on your timeline um but I mean if uh but you guys already had that off at 60 and Randy didn't like that one I'm I'm saying nothing's coming out of this that number is net you guys okay so the 50,000 is what you guys would get okay now about cash pretty much clle so you go we go through a title comp so we sign a contract we send that contract to the title company the title company then they do what's called a title commitment they're just going to make sure there's no leans or anything which you already said everything's paid off so they tell that's to ensure me that there's nothing owed on the property once they say hey there's nothing owed on the property whenever you and I are ready to close you go sign documents signing it over to me I sign documents Buy buying the property I give the title company the money and then they give you the money so that way we're all protected there's a third party that closes this that's what they do for a living okay so you're not going to get cash I'm buying it with cash but they're going to give it to you in either a check or a wire okay so it's not going to be like you know under the table I'm bringing you a briefcase full of money they're going to they're going to give it to you however you want Checker or wire most people just get it wired okay but no this is it's um it's very common you know title companies they take care of it what they do is is they just make sure everybody's protected in the process okay that's thing we don't know about it just because he's a you get it I completely get it um the the beautiful thing about doing business with someone like us is is you can look us up you know we're very visible online um myself in particular he change his name saying was this and then I said what this name on there saying that his first name and the other one was his second name and then I looked it up online and it was saying that his name was the opposite you know what he said just trying to be cautious you guys like watching those house flipping shows yeah so there's one on A&E called Zombie house flipping you guys ever heard of that one so I actually was on zombie house flipping um we we did a house here it was called the cat poop house it was full of cat poop so they put us on TV it was horrible but no my name doesn't change my name's always RJ Bas the third so um okay you can definitely look us up and then the other thing is is more importantly I think it's it's also about the the fact that um you know you're going through a uh license uh title company that is their job is to protect both you and I in the process so there's no way that anything could ever happen like I can't own your house without giving you the money you know what I'm saying like the only way the only thing that I would be asking you to sign would be a contract that says you're selling me the house for the $50,000 um at that point time you don't sign anything else until we get to closing and then that's C that comes directly from the title company um and then as soon as you sign those documents that's when they give you the money is right after that okay so how long is that gonna take approximately well that's when I said how long would you need you said 30 to 60 days so whenever you would say like in that 30 to 60 day window where you're like hey I'm moved I'm ready um to get my money then that's when we would close so probably in that 30-day range if sounds like especially if you guys find a place pretty quick um 30 days is the average time it takes us to close okayy yes here you send me the contct so I can read it over yes ma'am let's see what we got here um email wise I've got 94 okay so what I'm going to do is is I'm going to send that over over to you um to review well actually I need uh Randy's email does Randy have an email no no okay so what I'm gonna do is is I'm gonna send it to you twice I'm gonna send it to your email for you and then I'll send it to your email for Randy okay um and then you guys can call this number this is the office line um feel free to ask for me or anybody on my team can really help you mineus the the bookkeeper she can't help you but anybody else can help you um with any questions that you guys have it's real it's a simple two-page agreement and uh I'll send that over to you um probably here in the next 1015 minutes and then you guys look it over feel free to give me a call if you have any questions okay okay all right thank you so much Paula hopefully we can uh get this deal done for you guys okay all right thank you thank you you byebye byebye all right so that one was a blend of highly motivated Price is Right uh highly motivated price is wrong obviously we had to get 10,000 off um moves us to about 17 to 18% uh profit margin for our in buyer there um Indiana like that one um so contract sent so this is where we had 28 no answers of course I was calling a lot of the the old leads leads that had already been called like we already knew they weren't answering but 28 no answers two Embrace no one listed um one offer one sold one followup one contract so 30 31 32 33 34 35 so 35 dials we'll get at least one contract out of that potentially two because it's a pending offer uh what I do want to to bring to attention there that was about an hour and a half of calling and there was 35 dials okay I think the vast majority of people um do not dial enough throughout the day so I I think I mean listen we really had two three four five six seven seven conversations I mean it's it's pretty much the kpis right there one out of seven and and the thing is is when I say that it's like yeah but RJ you really called 35 people we're gonna talk to those 28 people that didn't answer I I just I I want to reiterate that to you guys where it's like we we get a hold of them it's not like they just don't ever answer um because even if we don't they don't answer through our efforts we put them in a a dialer um we're we're going to get a hold of them and then I think what you'll see is is how quick I was able to get through the nose um and the the everything else that's the power of the closers formula right there that really helps you be more efficient um property leads is amazing I recommend property leads to everybody so why would the year built be too old if there's comps that are not built in 1900 don't create a a problem that doesn't exist there's there's uh properties that were built in 1900 um that have that have sold great comps so uh that being said uh let's give away let's give away some uh some King closer blueprints um want to go through the the list here um Nick trash drop your emails if I call your name so we can get you um the the king closer blueprint uh yeah Matt Martinez uh Brett usri usri usri going usri see who else we got here angel you said you already have it Michael T you already have it Angel you already have it I can't give it to you you already have it uh let's see see uh yeah drop it in the chat so that way uh the team could come just put your email in there so Nick trash Matt Martinez barent usri uh how do I hide the caller ID or how do how do I hide the call ID I don't know what you mean by that there was a there's someone else Steve Steve H you're always here commenting you don't have it you can get it trying to go back to the beginning those are the four winners there you go uh all right I don't know if those I don't know if the YouTube's goingon to let the emails drop in there so email this want to make sure you guys get this email. email rj Bates III titanium. Investments there's no.com just the way that it's written okay um if you didn't win you can still get it um there's a link down below where you can buy it it's like 20 something dollar something like that hopefully I gave you enough value today that you feel okay giving me $20 um for those of you that won thank you for participating thank you for being great in the chat uh appreciate everybody for being here you guys are awesome we're two and a half hours in 71 people still on here um love it um so I appreciate all the value there um listen we're we're always trying to overd deliver with the value uh we're we're trying to show you guys that there's a simpler better easier way to do this and close more deals um hopefully you guys saw that today in what we were able to do with the closers formula and uh listen uh it's all about simp like simplifying everything that's going on we're trying to simplify lead generation simplify the closing process simplifying the comping process simplifying the TC process simplifying the dispo process okay that's what we want to do for you guys so thank you so much for tuning in make sure you like this video there's 75 of you guys right now watching and we've got 33 likes can we get it up to 75 lik because that if with you guys liking the video like it makes such a huge impact to what it tells YouTube it tells YouTube like hey more people want to see this so if everybody watching right now can like this video and get it up to 77 there's 77 of you guys right now if we can get it up to 77 likes it's going to be huge um so I appreciate that uh appreciate all the support that you guys are always giving us um again if you want to get the king closers blueprint videos there's some seller call reviews and stuff like that um the no one's ever seen besides the ones that bought the the king closers blueprint there's a link down below we're up to 42 likes we up to 42 we're not in the 70s but at least five of you did it make sure you like the video guys guys appreciate y'all see you guys on tomorrow's video