What's up guys? Welcome to the King Closers Formula. I'm RJ Bates III, the King Closer, and today we're going to be talking about the top five reasons you aren't closing more deals.
Now, typically when we talk about closing here on this channel, we're talking about closing sellers, right? Getting signed contracts, things like that. But this is more of a general term, across the board.
When I'm saying closing deals, I'm talking about closing deals, cashing checks across the board from, hey, getting started, lead generation, talking to sellers, dispo, transaction coordination, and actually getting the wire or the check. This is a general for your entire real estate investing slash wholesaling business. Yesterday during our live, I kind of threw out. What do you guys think about me talking about the four buckets of sellers? Several people were like, hey, love it.
Let's do it. I want to hear about more about the four sellers or four buckets of the sellers. But Nick in the background had written up an intro for this, giving me the idea.
It came across my desk right after. the live and i fell in love with it because where this is coming from is the feedback that we're getting from you guys the community some of the objections that you guys are having right now in your business the struggles that you're having inside of your business so it was like all right this is almost mandatory for us to talk about because these are actual things that are holding you back from being successful so that is why we're doing this live today is because of you guys, the comments, the posts inside of the vault Facebook group, the comments on the YouTube channel. We want to eliminate all of the excuses that you guys have for not being successful in 2024. And so these are the things that we're seeing that are holding people back. Okay. So this isn't just like, Hey, willy nilly, like we pick these things.
No, we actually sat down, we go through the comments and we're seeing like, these are actual reasons why. You guys are struggling to close more deals. So that's why we're going to talk about it today.
Now, before we get started, because I want to make sure we get as many people in here as possible. So I'll give a couple more minutes before I start getting into it. Because we only have five things that we're going to go through. But the importance of these five things that I'm about to go through is that some of it you're going to hear repetitive solutions that you've probably heard me say over and over and over again. Part of that is, is that they are the solution.
There is no other answer for it. I need you guys to start taking it serious and start believing in it and implementing it inside of your business. And then the other part of that is, is just repetition.
You guys hearing it over and over and over again, and that way it becomes a habit for you to start digging the same way that we think. around here at titanium because not only is this stuff that we believe in inside of our wholesaling business but it goes deeper than that i mean these are the things that we believe in in our lives hey it's funny one of these that we'll go through i don't want to spoil one of the the reasons uh why you aren't closing more deals but one of them on here the solution that i'm going to give you guys today was the same thing that i gave to my son when i was disciplining him the other day i literally was like hey son this is the same struggle same type of struggle that people in my community are struggling with and here's what i tell them i mean it is across the board we live eat and believe these solutions that we're going to give you guys um what's up angel good afternoon patrick what's going on uh nick loves that intro man i love the intro too unfortunately Even though it's royalty-free music, I guess it's not. I always have to mute it after we go live because they try to steal the monetization on it.
Gabriel, hey, RJ, send my regards from Lamassu. Lamassu? I think I said that right. Where is that at?
I got to see where this is. Oh, from Columbia, Scott Morse. What's up, man?
Good to see you. I knew I recognized that. What's up, Mr. Nipper?
Hey, shout out to Mr. Robert Nipper. He's gotten his first two contracts signed. Good job, Robert. Patrick, I've started using a closer formula strategy, and my current job is a freight broker for my cold slash warm calls.
Might not be the most popular, but it gets right to the point, which some appreciate. Patrick, the only thing I'll say about all that is, is this is a common question I have when people say that. Not to bust your chops here, but I'm going to a little bit.
What at what temperature does cold become warm? Let me know. I believe a lead is a lead. If it's not a lead. It can't be a cold lead because it's not a lead.
So I don't believe in cold, warm, hot. It's either a lead or it's not a lead. I try to simplify everything around here.
I always hated that when we got started. Every CRM that we had, they had it broken down. Is this a cold lead?
Is this a hot lead? Is it a warm lead? And it's like, I don't know, man.
What makes it hot? What makes it warm? All right, let's get into this.
Top five reasons you aren't closing more deals. Reason number one, one of my favorite things to rant and rave about, shiny object syndrome. Woo, buddy. This industry has so many shiny objects to chase after.
It's like the anti-hedgehog concept industry. We want to give you so many different exit strategies. We want to brag about all the different things that we can do. We can be creative, as creative as we possibly can be.
There is an ad, an actual ad being run right now by a friend of mine that brags about buying a house sub two, flipping a property. wholesaling a property doing a wrap and loaning money all in one month and you can too if you click the link below and sign up that's what it says now here's my thing i don't think there's anything wrong with any of those businesses okay loaning money that's a business being a landlord that's a business flipping a property another one being a wholesaler, another one, and doing a seller finance rep. That's a whole other strategy in another business. There's a lot of idiosyncrasies that come along with that.
Utilizing an RMO loan, okay? Making sure that you can actually wrap the underlying mortgage. There's a lot that goes into that.
Guess what happens when you're trying to figure all that out? You take your eye off the ball in another lane. You can't be talking to sellers for your wholesale business when you're interviewing RMOs for your rap.
Who are you and who do you identify as as a business? Are you a landlord? Are you a flipper?
Are you a lender? Are you a wholesaler? What are you? avoid the shiny object syndrome.
This is the thing that we see that kills more real estate investing businesses out there. I posted a reel the other day about the hedgehog concept. And literally I had people arguing with me in the comments saying, yeah, but you know what?
If you're not doing innovations and you're not doing seller finance and you're not buying property sub two, you're leaving meat on the bone. Well, maybe you're right. Maybe I am leaving a little tiny scrub of meat over here on this one tiny bone. But what about the 60 bones I got over here? Because I was focused.
I said no to this. I got all of these. See, that's the difference. Because we're focused over here.
This is why inside of the closer's formula, I always start by saying embrace no. You should embrace no inside of your business where you're avoiding chasing that shiny object. You're avoiding going down that path of another business and saying, well, I want to flip.
I want to be a landlord and I want to wholesale. That's not a hedgehog concept. You're a fox.
It's what you are. So to break that down a little bit deeper, inside of the Good to Great book written by Jim Collins when he talks about the hedgehog concept, he talks about you're either a fox or you're a hedgehog. You don't have a choice.
You're either one or the other. World changers are hedgehogs. And foxes can never beat hedgehogs because hedgehogs are solely focused on one thing.
That's what they're focused on. And they become great at. Foxes never finish anything.
They don't have the attention span. I've got another reel coming out about how the Joker could be a great businessman. And there's a scene where the Joker says, I'm like a dog chasing cars.
I wouldn't know what to do if I caught it. But he would because he was a hedgehog. His hedgehog concept was. to ruin Batman.
Bring the light of day to Batman wasn't any better than the rest of the criminals in Gotham City. That was his hedgehog concept. And he was solely focused on bringing down Batman. That's all he was focused on.
So much so it ends up costing him his life. In our businesses, what can you, how can you explain what you do? to that family member at Thanksgiving dinner.
This is the analogy I was talking to Nick about this morning. You go to Thanksgiving dinner, you've got that family member that you only see once or twice a year. And they say, inevitably, I always have someone ask me about my business and what's going on in it.
And they want to know, like, what is it that you do again? Now, imagine if I went to them and I said, I'm a crocodile. I buy a house in sub two. I flip a property. I wholesaled some other ones and I did a wrap.
They're going to be like, you're a crocodile. What? You subbed two, wrapped.
What? What's wholesaling? Oh, you flipped the property. So you're like HGTV. You rent properties too.
Wow, dude, you're impressive. You're doing so much. And internally, you're actually thinking to yourself, yeah, but I kind of suck at all of them. And I'm not actually really making that much money because you're not focused on anything. Now.
If you have a hedgehog concept, when I sit down with my family members during Thanksgiving dinner and they ask me what I do, I say I'm a nationwide virtual wholesaler. And they say, what does that mean? Well, we do marketing in all 50 states.
I'm always sitting at my desk. We never go see the property. So I'm buying everything from my phone.
And the only thing we do with them is we wholesale them. We take that property, we sell it for a spread to an end buyer, flipper or landlord, and they completely get it. And I just explained my business to them. And about 22 seconds, 22 for titanium.
That is the power of being a, or having a hedgehog concept. You can explain it to every single person. Anything outside of that, we say no to.
Avoid the shiny object syndrome. Someone got my crocodile joke. Facebook user liked it.
You guys are quiet today. Am I boring you over here? Come on, I'm giving you the five reasons why you aren't closing more deals. Come on, blow the chat up.
Let's go. Patrick says, I educate myself on what they make slash produce and do research on LinkedIn to ask for the shipping managers by name instead of by position. Nice. Thank you.
Good stuff. Come on, blow that chat up. All right, number two, wasting time with inefficient lead gen strategies and activities. Well, of course, you knew this was going to be a part of it. I just released a YouTube video on Sunday about stop cold calling if you're brand new.
You're wasting your time getting your reps in. You're not getting your reps in. You're getting your teeth kicked in.
You need to be closing deals, okay? Now, when I say wasting time with lead gen activities, let's talk about this, okay? A lot of you are trying to figure out how you can go full-time into wholesaling.
So maybe you have a W-2, another job, and you're limited on the time that you can actually dedicate to this business. Try to get enough results or proof of concept to then go full-time. Okay, this is a common objection with people inside of the community. Okay, so let's talk about what you can do to maximize the time that's available for you. The time zone that you live in is key.
and leverage it to your advantage. Don't use it as a disadvantage. I always like to talk about the Pacific Standard Time Zone, the West Coast. I feel like you guys got a great advantage, okay? Why?
Because you can wake up at the crack-ass of dawn, and you could be calling sellers on the East Coast. It's a three-hour time difference. So if you're waking up at... 5 a.m.
and you start calling sellers, it's 8 a.m. on the eastern coast. And then at night, you can still be calling sellers on the west coast.
You could almost get a full day of work in just by leveraging the fact that you're on the west coast. Now you can do the same thing on the east coast. When you have to stop calling sellers on the East Coast, you could then have an extra hour of calling sellers in the Central time zone.
So say you call all the way up to 8 p.m. Eastern, you can work from 8 to 9 in the Central, you can work from 9 to 10 in the Mountain, and you can work from 10 to 11 in the Pacific. You can leverage the time zone that you're in. If you decide to be nationwide virtual wholesaling, this is another advantage because you leverage the time zones. If you've watched me inside of the 50-day challenges, you've seen me do this where I say, okay, we're getting to the point where I have to stop and I still need a deal.
So now I'm going to move to only the West Coast time zones. That's one of the ways that you can do that. Okay. Now let's talk about lead gen strategies. Because.
I started talking about, you know, stop cold calling. I think some people really didn't listen to the message inside of that video. I'm not saying everybody should stop cold calling and cold calling is a waste of time. I think it's the worst way you could get started in wholesaling.
Okay. So if you're trying to get your start in and bootstrap this, a lot of people tell you to start by cold calling. because it's going to be economical, but really it's not. It's just making you more busy, and it's making you feel like you're doing something to succeed instead of actually succeeding. So that's where the disconnect is.
I do think that cold calling has its place. We still cold call here at Titanium Investments. That being said, part of the reason why we're bringing in every vendor that we use here at Titanium.
inside of the community once a month is to make sure that you're not cold calling bad lists, that you have the appropriate strategies in place. Case in point, yesterday, Drew Carroll coming in from LeadZolo really brought to light a lot of things that are going on behind the scenes with LeadZolo. If you haven't checked out yesterday's live, check it out because it will open up your mind of what is happening at LeadZolo.
How are they generating these leads? How are they going to continue to generate more leads? What is the process the seller has to go through for you to get that lead?
This is not just, hey, they're running some ads and a form gets filled out and then it's sold to you for $150, $179, okay? There's a process that's going on here. This is why I believe that these models are going to consume the marketplace and more virtual wholesalers are going to move to that. instead of cold calling, and instead of these antiquated ways of generating leads.
And for you guys, getting started and wasting with inefficient lead gen strategies and activities to make it more economical, don't just think about how many dollars and cents it is. Also think about the time that you're wasting on it. Okay?
So to the rebuttal of, I can't even afford $1,000 on... lead Zolo leads, or I can't afford speed to lead leads. Okay, that's fine. I think your time would be better spent on calling Fizbo's, generating leads that way, than just cold calling a bunch of people that you have no idea if they want to sell a property or not. At least in the Fizbo route, we know that they have a house that they want to sell.
So wasting time with inefficient lead gen and act. activities inside of Legion. is our number two reason why you aren't closing more deals.
Okay? All right. Number three.
Let's see if we had, look at that. Wholesaling for the Dominican Republic. That's awesome. Scott said, you're hitting home. You're stepping on my toes.
Love it. Love it. Love it. Love it. All right.
Let's go on to number three here. One of my favorite topics. Angel says, didn't you just make a video about Fizbo's a couple weeks ago? I did.
I think everybody here should go watch that on how to get a deal utilizing $0. I think that's mandatory for people to do that. Go watch that.
Fizbo pre-foreclosure expires our main pain point. What do you think, RJ? Well, I mean, that sounds like a regurgitated Pace Morby. We know Pace loves pre-foreclosures and expired listings. And I just said Fizbo's.
Listen, at the end of the day, a pre-foreclosure and expired listing is us making an assumption that they have motivation to sell the property. Okay. It does not. signify that they need to sell the property for a discount. It's just we're hoping that they do.
The reason why I love the FSBO route is that I can go look at pictures and I can see if the property is physically distressed and I can also see what they're asking for the property. So from an efficiency standpoint, I can go through and I can say, Yeah, property might look a little bit distressed, but they still want full retail. That's going to be a hard negotiation. I always try to avoid the negotiations.
Okay. What I would like to do is, is I would like to go in and I would say, we're pretty close. Looks like your property's physically distressed.
How much were you thinking needs repairs? Okay. They give that to us.
And then we can really flow inside of the closures formula and get signed contracts and close deals. Like this is what I'm talking about right here. Reasons why you aren't closing more deals, right? We hear things like go call pre-foreclosures, go call expired listings. We do that.
That's cold calling, okay? At the end of the day, just because they're in pre-foreclosure does not mean they need to sell to an investor. This is about efficiency.
And when you're getting started, one of the most important things is about being efficient with your time and getting a deal under contract and getting it closed. So you can mentally have that check mark of this is real and I got a payday. You proof of concept. Your whole family is going to disagree with you.
Probably that you're insane. I remember 2014. I remember when I went to my family and I said, this is what we're going to do. We're going to stop remodeling bathrooms and kitchens. And we're going to go get properties under contract for a discount. And then we're going to sell them to a flipper or a landlord.
And it was like, what? This isn't going to work. You've got to have that proof of concept.
You've got to be efficient with your time. You've got to be efficient with your pocketbook. The problem with calling pre-foreclosures and expired listings is, is that you just don't know that they need you. I would rather go look up 200 Fizbo's and see, there's the guy right there that has a property they want to sell.
And it's physically distressed. And he's got it marked on a discount. And it's just been waiting on me. Fates don't be playing.
You're right, Facebook user. Do you recommend older, like 100 plus day Fizbo's? I don't care. I just want to see exactly what I'm saying.
I want to see that it's physically distressed. And what are the two most. important that we're about to get into it on number three. Okay. But what are the two most important things when we're talking to a seller?
Price, motivation. That's it. Stop mind-fucking ourselves. Break it down. The two most important things when we're on the phone with a seller, price and motivation.
Can we figure out those two things? If we can, We can be their solution. Do they have the right price?
Do they have somewhat of a right price? And is there motivation? realistically, the most important thing that comes along with this is motivation. Because if they have the wrong price, we can at least educate them on why their price needs to match their motivation. That's when you're a closer, when you can do that.
But as far as how many days it's been on there, it doesn't matter. All right. Number three, not knowing how to have conversations with sellers.
and not knowing how to get them to sign the damn contract. Okay, so we talk about the closures formula over and over and over. We give you free PDS. We write this little e-book. We give it away.
We have the Black Friday sale for $27, right? We have people come here to the office. We teach them the closures formula. We go through it together.
We get on the phone. And I still see people not. You want to talk about getting your reps in.
Get your reps in doing the right thing. Every single time you're on the phone, you should be able to flow with inside of the closers formula, just like you're doing any type of workout. You should know exactly how that conversation is going to flow, no matter what they say.
This is what we're going to say in return. I make it pretty simple for you guys. The majority of time, if they're talking, sit in silence.
Listen, the art of how to shut up. Avoid dumbassery. Just sit there and listen. Ask questions. I posted a reaction video of Grant Cardone this past weekend.
I loved it because he wasn't buying a house. And he only did a couple of actions, but he closed the deal. He was selling Cardone University.
He started off by saying, why didn't you buy my product? Open-ended question. Guy answered. He asked another open-ended question. The guy answered.
He sat and he listened. He chuckled. He asked another open-ended question.
The guy answered. And then he hit him with his closing line and he closed the deal. And that's all he did.
It was so simple. He literally followed what I tell you guys to do on the closures formula, doing something completely different. I had no idea that that video existed or that he did that. I didn't even know it when I was going to do the reaction to the video. I was like, ah, damn.
Obviously, we're on to something over here. I mean, the proof of concept is there with what we do, with the belts, with all the closings that we've done on here. You just watched Cassie go through the closures for me yesterday on yesterday's live.
Boom, close the deal. I get a cell on the phone. Boom, close the deal. You guys have got to embrace the closure formula. Burn it down on everything else.
It works. Embrace it from front to back. to back. Verify that the seller wants to sell.
Ask them how much they're asking for the property. Open-ended questions. Tell me a little bit about what you got going on. Listen, whatever they say back to you, ask an open-ended question based upon that.
Dig deeper to find their pain and motivation. Continue to ask open-ended questions until you fully understand their pain and motivation. At that point in time...
You are going to place the seller on one of the four seller buckets. What are the seller buckets? Right price, right price, tons of motivation. The ideal lay down bucket.
The most common bucket. Wrong price, high motivation. You have to educate them. Those are our two good ones. The bad one, right price, no motivation.
Probably a scam. Doesn't happen very often. You should ask a ton of questions because you're probably getting fucked over.
Kill that one. And then the one where we just push it away and kill it, right? Wrong price, no motivation.
Put them in one of those buckets. Two buckets good, two buckets bad. The two good buckets, all right.
Now we're ready to either educate the seller on the numbers or we're ready to start educating the seller on how our process works. We build the reverse rapport. We say, here's our process. I'm going to walk you through how this is going to work.
We can come to an agreement today. I'll send you a contract. Once you sign that contract, we're going to come out.
We're going to do our inspection walkthrough. If everything looks great, exactly how you explained it to me today, we're good to close. If not, we're going to have to revisit price. and timeline.
Sound good to you? Yeah. All right. Then you hit them with the kill shot.
If I can cover all the closing costs and there's no realtor commissions, and I'm cash and I buy it as is, what's the best price you can do for me? And then you close the deal. But here's the thing, you got to close the deal. You then got to write up the contract.
You got to send them the contract and you got to get them to sign the contract. I see it. where we get to that point and then we don't send them the contract. We don't get the contract signed. We got the verbal, but we didn't actually close the deal.
This is one of the ways that you guys aren't closing enough deals is that you're going through the entire closers formula and then you're not closing, close the deal. Now, what happens when we're inside of these conversations? I just judged the closers octagon on Friday. I was blown away by what I saw. I saw some really good conversations.
I saw some really good closers, but I saw a massive issue and it's number four. Number four, not comping properly, not knowing the web and underwriting the property poorly. Holy cow, 10 people competed. Okay, I didn't see pace.
pace only taught the one seller it wasn't on video we didn't really get to see it i got to watch jerry for about two hours jerry norton jerry is a a class act top-notch closer okay he didn't need any help so throw those two out but the other eight contestants i believe i got to see five or six of them each one of them had someone there helping them comp the property okay Now, there's nothing wrong with having somebody there in a unique situation like a closing competition. This is in person. There's a lot of chaos going around. But even though that they had somebody there helping them comp the properties, I was blown away to see that I didn't really see any of them that I got to judge comp their own properties or at least even attempt to comp their own properties. So we talk about number three, not knowing how to have conversations with sellers.
Okay. So let's assume you're doing a pretty decent job of that. You have to be able to comp properly. If you want to identify as a real estate investor, a landlord, a flipper, a wholesaler, whatever your hedgehog concept is going to be, you have to learn how to comp. It's mandatory.
Like, you should not say, I'm not good at comping anymore. I see it so often. I see people inside the community.
I really need to work on that. What do you mean? I don't understand that.
It's very simple. Here's my house. I need to find another one that looks just like it, the same size, in the same neighborhood. with the same bed and bath gal with a similar year built. I need to find that.
And I need to find like three or four. It's really not a complicated process, but I see it time and time again, where people are saying like, I'm not good at comping. Well, stop saying that.
Start there. Start saying you're good at it. That's an excuse plus a story. I'm not good at it because I've never been a realtor and I've made mistakes in the past. That's an excuse plus a story.
Reason plus a solution. I used to not be good at comping, but I'm about to be great because Cassie's put out a ton of videos. I've got titanium on my side.
I've got the vault community. I can go in there and I can figure it. I am going to figure this out. I am going to be a comping expert.
In the next two weeks, there's my solution. Because it's really, it doesn't take that much to become great at it. Now, let's move on to the next one, not knowing the web, okay?
Where in buyers buy, okay? So, when we start underwriting deals, because, you know, it's funny. When Nick and I were talking about this, we were breaking down, like, comping.
We almost made this six. We almost broke down the top six reasons you aren't closing more deals because we said, well, we could say. You're struggling with comping.
And then you're struggling with underwriting the deals, right? So comping is where you're looking at the as-is comps. And then you're also trying to figure out what the after repair value is, right? What the house could be worth when it's fixed up, depending upon how much rehab was done to it.
Because that number varies depending upon what work you do. So then when we started talking about underwriting the property poorly and not knowing where end buyers buy, I was like, realistically, this all happens simultaneously. Like if I were to do film review on what I'm doing when I'm on the phone with a seller is I'm copying and I have my profit calculator open and I'm immediately saying, all right, my after repair value is 200,000.
I plug that in. And I'm saying, okay, based off of what the seller just told me, where the condition of the property sits, how much work do I need to do to get it to look like this $200,000 comp? Because what did I do?
This is my subject property. And I went and found three or four that look just like it. Just nicer, probably. Okay. Okay.
So what do I have to do to make it look just like this one? Okay, well, I'm going to have to do floors. I'm going to have to do a kitchen.
I'm going to have to do a bathroom. All these things that the seller just told me needs to be fixed, I plug in that number. And then I say, based off of that, how much profit do I think that my end buyer would want to make off of that?
And that's where I start plugging in where my offer needs to be. Where do I need to buy it? So this is a win for the seller.
It's a win for me as the wholesaler, and it's a win for the end buyer. And I start figuring that out. I'm underwriting the deal. I'm trying to understand where would my end buyer buy, right? Is an end buyer going to be okay with making $30,000 profit if he has to do $100,000 worth of work and plus a $300,000 purchase price?
No, no, they're not. Would they be okay with making $30,000 profit? They only did $15,000 worth of work.
Paint and carpet. Boom. List it. Make $30,000.
Probably. This is where we start playing with those numbers. You guys have to become an expert in this.
You have to start understanding these things and also become efficient at it. Why? Why aren't you closing more deals? Well, part of the problem is, is that I see people get stuck trying to figure out these numbers for hours and sometimes for days. I have the luxury of getting to see every email that comes through our JV email.
I'm looking at it right now. Since I went live, I've received 23 emails. 23 emails in 38 minutes and 25 seconds.
The vast majority of those are going to be some sort of JV communication. Majority of the time, it's not about a deal that we're actually selling. It's about a JV partner not understanding how to comp or underwrite a deal.
This is a major sticking point for the majority of wholesalers out there. So I implore you, we have the titanium profits course. It's $99.
It's not much, okay? If you can't afford the $99, go watch all of Cassie's comping videos. Please don't let comping and underwriting be the reason why you can't change your life to run a multiple seven-figure business.
It is not that complicated. It's only complicated because for whatever reason, the majority of you have this stigma in your head that this is where it's hard. I don't know if it's that we've done more content on talking to sellers and how to close deals. And so that's become easy.
And then the comping and the underwriting is where it's become difficult. But I promise you, the more... The more emails that I see, the more I see people struggling with comping and underwriting, the more content you are going to see from us about comping and underwriting. Because I'm not going to miss my goal this year of eliminating all of the excuses for you guys not to succeed in 2024 because you can't comp an underwrite.
That is not going to be the thing that stops this. All right. Did I get my point across?
You guys are quiet today, man. Felix says, RJ, I appreciate all the value you and Cassie provide. I'm looking hard at Fizbo so we can JV my first deal until I can afford to invest in PPL. while using a closure formula.
I love that. Felix, that's exactly what I've been saying for you guys. Hey, if you can't afford the PPL right now, go out, get you a couple of deals under your belt, roll that right back into PPL, and then you should be off to the races.
Jeffrey Long says, I have a guy sitting in foreclosure since 2001, $3.6 million deal worth $8 million. auction in two weeks he has no motivation has even been convicted of mortgage fraud and will end up in jail yeah man there's crazy stories about pre-foreclosures crazy stuff all right number five dispositions slash transaction coordination so the the back side of this right so like felix was talking about here hey i want to get a fizz boat and then i want to jb it with you guys Okay, so that's great. So be JV with us.
We'll do the transaction coordination and then we're going to do the dispositions. At some point in time, though, you have to graduate to where you're going to do your own dispositions and you're going to do your own transaction coordination. Now, the problem with this is, is most people want to shy away from the word or the words transaction coordination altogether.
So I see a lot of questions inside of the Vault Facebook group. asking about like hey there was one the other day it was hey i've got a deal in texas uh seller didn't have a will um and i'm gonna get it under contract with the sign but there wasn't a will so what needs to happen and i commented uh it needs to go to probate and then there was like five or six you comments underneath it about, well, why couldn't you just do an affidavit of airship? And people were like, I've done an affidavit of airship.
You could do this. You could do that. So here's the thing about this. In this case, these are the benefits of working with specific title companies and building those relationships with those title companies. And then even having a strong transaction coordinator on your team.
Because like that. question gets asked to me. And my assumption is, is it's got to go to probate. Well, apparently affidavit of airships can happen. Okay.
So let's reverse the script here. Let's say RJ acquired that property for titanium investments. Let me tell you how that gets fixed. One, I never asked that question because you're going to get a lot of questions. I don't have to.
I get the signed contract. I send it to Fidelity National Title with Dana Schauber. Dana comes back and says, hey, the original owner of this property passed away. There wasn't a will.
It can either go to probate or we can do an affidavit of heirship. Which would you prefer? I would say, obviously, I'd prefer to do the affidavit of heirship, Dana. And she would say, all right, let me take care of this. And then she's going to take care of it.
Or if it's not with a title company that I have that kind of a relationship with, I'm going to use David Olds at Easy REI Closings. And David is then going to say, this is what we need to do. And he's going to take care of it.
So this is where I want to eliminate this excuse on transaction coordination with a tool. The tool being the transaction coordinator. If you are able to consistently do deals, then you should be able to afford a $325 per transaction. It literally could come out of the transaction itself for the TC to handle that. I never stop to think about that stuff.
The longest I stop about it is if I walk out of here and I'm walking to the restroom and one of my team members says, hey, this is what's going on with this deal and they tell me and then I keep... continue to go to the restroom. That's the longest I will think about a transaction coordination issue. So that's the way we're eliminating that. Now on the disposition side, I love the fact that we have now added outside of InvestorLift a way for you guys to afford to be able to do quick and easy dispositions.
So obviously I would prefer for you guys to be able to use InvestorLift and invest in that, but I get that it's very pricey, right? You need to be able to be doing multiple, about multiple deals a month. to be able to afford investor lifts. So if you can't, that live that I did with PropStream and Burton, the biggest gem that was given out of that was if you have a deal and let's just say 76179, so Fort Worth, Texas, right here where our office is, 76179, you can go into PropStream and you can pull a list of cash buyers in the zip code that have bought a house in the past 12 months that have also bought three or more houses. So a cash buyer in the past 12 months that bought three or more houses in the past 12 months, it's going to break it down.
It's going to be a very small number. You're going to find out right there. Boom. There's your investors in the area.
Pull that list, skip trace it, call those buyers and tell them, hey, I know that you bought properties in this area. I see that you're a cash buyer. I've got another one for you.
Boom. You just disbode the deal. I'm telling you, that's where your buyers are going to be. What is PPL?
Pay per lead. Okay. So LeadZolo and SpeedLead are our PPL providers.
Okay. So essentially they go out, they generate the lead. utilizing either Google pay-per-click, Facebook ads, Instagram, TikTok, TV, radio, YouTube, whatever it is, the lead comes in and then you're going to pay them for that lead. And you like through lead Zolo, you exclusively bought that lead.
They won't resell it to anybody else. So you're paying them per lead. That's what PPL means.
Can you offer money for a sub two deal? Yes, of course. I don't know how that's about what I'm talking about today, but yes. All right.
So to recap our five reasons why you aren't closing more deals. One, shiny object syndrome. Two, wasting time with inefficient lead gen strategies and activities. Three, not knowing how to have conversations with sellers, not knowing how to get them to actually sign the contract.
See y'all. not comping properly, not knowing the web, underwriting the property poorly, and five dispositions slash transaction coordination. Okay. Oh man, you guys are killing me with some of these questions. I feel like I'm talking to a wall right now.
How much do I offer on innovation? Where do I get the contracts? I don't even understand what that question means, to be honest with you, man.
How much do I offer on an ovation? What do you mean? It depends on the deal. If you're asked that question, I don't think you should be doing an ovation. That's my answer.
And I'm not talking about novations right now. That is not the purpose in this video. I don't know if you guys realize I came in spicy on this topic and then the questions that you guys are asking are not, they're kind of fueling the fire on the spice. Like I'm literally saying number one, shiny object syndrome.
Like you're trying to do a novation and you don't even have novation documents. You probably should not be doing an ovation. Like that is literally what I am preaching right now.
Like if you're asking me if you can offer money for a sub two, you should not be doing a sub two. That is the cold, hard fucking facts. Those are complicated, creative real estate strategies that you need to be trained on. And if you're not trained on them, then you could get yourself in a world of hurt because you're trying to make a few extra bucks. All right.
a little little awkward silence never hurt anybody get my bearings back around me here Listen, at the end of the day, I want you guys to really simplify this business down. Write down what is your hedgehog concept. Mine is nationwide virtual wholesaler.
You need to have that written and made plain so you understand it. There's another video that I did, which ships will you be sailing in 2024? This identifies what you are going to be doing marketing wise. I am going to, for me, I broke it all the way down.
Every single strategy that we're going to do. You could literally break it down to, I am going to buy leads from LeadZolo and call Fizbo's. And I'm going to use PropStream to comp. All right. At least now I understand what you're doing.
Okay. You need to have a lead gen process that allows you to speak to truly motivated sellers. This is why I'm big on like, dude, we should not.
If we're getting started, be trying to cold call and do all these other things to get reps in. I don't believe in it. You're not trying to work out, okay? You're trying to survive and make a living and create a business. Revenue generating activities.
So where this came from was during part of the disruption. Then I got roasted by my buddy, Steve Trang and Chris Jefferson and Leon G. Barnes. And they were like, RJ, you're insane.
They adamantly disagreed with me, and that's when I knew I was on to something. When everyone's going the other way, all right, we're on to something. See, here's the thing.
They're preaching to everybody. Go get your reps in. Get your reps in.
And what I'm trying to tell you is you should be getting your checks in. You should be getting your contracts in. You should be closing more deals. We got to figure out a way to talk to people that actually want to sell a house.
That should be our motivation. Do you want to get 200 dials in and not talk to one motivated seller or get one dial in and talk to someone that wants to sell a house for a discount? I'm going to tell you right now, I'll take the one dial.
Give me that one opportunity, baby. I'm a cleaner. That's why I love Relentless. That's all I can afford.
At least I got one that I can go figure something else out to do with my time. I'll go find the Fizbo's on my own. But at least I know when that little ching comes in at 13 seconds ago, they just filled out that web form saying they want to sell. Let's go, baby.
It's game time. Give me the damn ball. I'm going to go win the game. That's what I want you guys to be doing.
We've got to find a way. So when you write down, hey, these are the ships that I'm going to be sailing. I think it's in the notes, the Titanium Fleet, okay?
Ghost. Go download the Titanium Fleet book right now and decide, these are the ships that I am sailing in 2024. Make a commitment. Down at the bottom, it's got a place for you to autograph it and put a date on there and make a commitment to yourself, this is what I'm going to do.
Figure out how you are going to talk to motivated sellers that actually want to sell their house. want to see those commitments being made. When you have the conversations with the motivated sellers, be prepared to follow the closures formula.
Be a machine inside of that. Place them inside of the buckets. Know how to allocate them into the buckets and then what you're going to do. Down below, there's the free PDF. You can get the closures.
formula guidebook. If you don't know where that is, email RJ Bates, III at titanium.investments. We'll give it to you. It's free.
Okay. Understand how to follow the closers formula. So at least you're not messing up the conversations with the motivated sellers.
Cop and underwrite properly. Okay. If you want the profit calculator, it's $99. Okay.
It's in the titanium profits course with Cassie. She breaks down how to use it. how to calm and underwrite needles watch her videos you guys love to watch my videos watch her videos I get on here and I yell and scream and I'm the raw, raw guy and I close deals.
But guess what? She's the one that gets the checks cashed. Okay, watch her videos.
And then at the end, don't lose deals in transaction coordination. We're giving you solutions right there. Don't lose a deal inside of transaction coordination and dispo.
I just talked to you about how you can put the deal in front of the buyers, utilizing the pull and the data inside of PropStream. Work your way up to InvestorLift. Once you're ready, invest in the InvestorLift.
That's how you get rid of the deals. So should I just be going into any market as long as it's not nighttime or there's some markets I shouldn't hit? Listen, I... Mike, I'll be honest with you.
There's markets you shouldn't hit. Like Southern California, you shouldn't hit that. New York, New York, you should not be hitting that. Okay.
Mike, I think if you go watch yesterday's live, there's a moment where I share my screen and I show a map and I've dropped a pin on that. I can show it real quick. I don't know why I'm saying you got to go back and do that.
Get ready, Mike. Take a picture of this, baby. That's where we've done deals.
So pretty sure you can see where to avoid. Like Idaho's probably not a happening place. South Dakota, North Dakota. You know, I mean, listen, it's. It's the Midwest and the Sunbelt, baby.
Right here. This is your honey hole. Get you some of that. All right. Corey says, once you're about to get a signed contract, you send it over.
What's your approach on the phone? Well, if you know that you can keep the seller on the phone, walk them through the contract. Say, hey, I'm sending you over this agreement right now.
Let's walk through it together and see if you have any questions, right? Start reading the contract off to them. Corey, I've got plenty of videos on the playlist, live calls, helpful tips, and other epicness.
That playlist on YouTube, you can just click on it, go down, and you'll see like, hey, there's a 15-minute call of me closing a seller, right? Walk them through the contract. answer any objections or questions that they have.
If they're available to get it signed, sign it right there. If they're not available to get it signed right then and there, then verify that you're getting a time to follow up with them and understand that it's a valid reason as to why they can't. Like, hey, I'm driving right now. I've got an appointment I got to go to or I'm at my job or something like that. And then verify that you're setting up time to talk to them again.
All right. Cassie dumbs down Comby to agree that anyone should be able to come after watching her videos. I agree.
And listen, here's the thing. It didn't come natural for Cassie and for us to really break down the Comby. It's been a struggle.
It's been something that we've been developing and working on for a very long time. And I'm very excited. uh to see how she has progressed in her messaging of comping um and seeing the success that people in the past have said they've really struggled with comping and now they're not um it's exciting to see so i appreciate that feedback there felix jonathan says you mentioned calling fizzbo zero dollar video do you have the title of that um i believe it was Watch me get a deal using $0. It's a big orange thumbnail.
If you just go on my YouTube channel and you click on live, you'll see it on there. I think I did it like two months ago. So it'll probably be on like the second or third row.
Keithen says, this is very informative, RJ. You've been providing tons of value to the community. Thank you.
Well, thank you, man. I appreciate that. And listen, at the end of the day, guys, the reason why I'm so passionate about this for you guys is because Again, going back to the beginning of this video, this is literally coming from the comments and the questions that we've seen on YouTube inside of the vault.
All of our community interaction. These are the things that we are seeing that are holding people back. Right. And we want to eliminate those excuses. So that's why we're so passionate about talking about this.
Paul said, so do you recommend VAs to cold call lists, pulled on prop stream, et cetera, or just use PPC leads? So Paul, all right. I think there is a place for cold calling in wholesaling. I don't think that the time and place for you to hire VAs and to cold call is when you're brand new. If you have an established business and you have...
operating capital, then yes, absolutely hire VAs, utilize the data that you've probably accumulated over the course of time and cold call that. You will get leads and you will close deals. You absolutely will.
It's proven. What is not proven is a new wholesaler coming in and then doing one of the most difficult lead generating activities, cold calling. to get started in a new career and a new business. It is literally like telling someone that has never worked out to walk into the gym and do the most complicated workout. It's like, no, you're just, you're asking for them to fail.
That is what I'm talking about. So I think if you're getting started, let's get you in a place where, hey, you're doing PPL. You're getting motivated sellers coming to you that you already know that they want to sell. Because then it's a lot easier for you to get quality reps in on quality leads where you can follow the closers formula and get the true reps in of the closers formula to become a machine to where it becomes a habit and it becomes like second nature.
And you also have a better chance at closing the deal. That is why I'm saying I don't think new wholesalers should be cold called. Simba said, it's called watch me close a deal using $0 live. There you go. So listen, at the end of the day, guys, this comes down to your ability as the business owner to simplify what is happening inside of your business, right?
avoiding the shiny objects. Because listen, if we have influencers out there that are promoting, you need to have 25 different lead generation tactics. You need to be loaning money. You need to be buying property sub two. You need to be doing seller finance reps. You need to be doing Airbnb arbitrage, which used to be a thing, but now I don't hear about it anymore.
Why? Because it was a unicorn. Okay. Don't chase that. Come up, don't be a fox.
Come up with your hedgehog concept and say, this is what I'm doing and say no to everything else. Watch how much your business grows when you become solely focused on one thing. Watch it explode, because you will live, eat, and breathe that one thing.
When someone comes and talks to you about something else, it's like, what are you even talking about? It's not what I do. The answer is no. You get an email, automatic delete. Out of my life.
I have no brain bandwidth for that. It's off to the next. Lead gen. Download the titanium fleet.
Write it out. Make a commitment. Autograph it.
Put today's date. Check it off. What are you doing? What are the ships that you're going to be sailing in 2024?
I want to hear from you guys. I want to hear from you guys inside of the vault. I asked for it on the day that I did that video and a lot of you guys did it. I want to see more people going in the vault and posting today about these are the ships I'm going to be sailing.
This is my hedgehog concept. Make it a normal thing where you are saying this is my hedgehog concept. These are the ships that I'm sailing. I saw a post the other day, someone commented and said, how do you determine the risk versus reward when you're doing real estate transaction deals? And I just commented with the hedgehog emoji.
I'm obsessed about it, baby. They don't even know what I'm talking about. They're over there like, what is that?
You know, RJ commented with a little porcupine emoji. No, baby, I'm the hedgehog. I'm going to win the race. I'm going to dominate. And you're not even going to know it because you're chasing your little rainbows and your unicorns.
I want to see it inside of the ball. What's your hedgehog concept? Which ships are you going to be sailing? Let's see them blow up today inside of the vault.
Okay. Next thing, follow the closers formula. Understand how to convert deals.
Understand where end buyers buy. Underwrite appropriately. Don't lose your deals and dispositions in TC.
All right, man. Jamie LeBlanc says, once I put my head down and focus on one thing at a time, that's where I saw more growth happen. Absolutely. By the way, shout out to Mr. LeBlanc.
He's going to be tomorrow's. guest on the titanium vault podcast i'm so excited for that man um i love jamie he's my brother man and uh it's been a long time coming to get him on the the titanium vault podcast i'm excited for him to share his story he's got an incredible one um he's been an amazing member of the titanium community for a long time so i'm excited to to hear him share his story with you guys you You guys don't have any more questions. That's all I got for you today.
I'm sorry today was pretty brutal, but listen, this stuff is literally the reasons why people are not closing more deals. It's the stuff that's holding people back from changing their lives. Don't be one of them. Don't be one of them.
Okay. Don't let these little tiny things like chasing after a little Facebook post. oh maybe i should go do a novation maybe i should go do a sub two maybe you should if that's your hedgehog concept if it's not don't chase it baby all right last question here we go you tell the seller up front that you'll be assigning the property man come on now i got like 1200 prop or 1200 videos on uh on youtube with me talking sellers uh listen if they ask me if i'm going to be wholesaling i tell them i am a wholesaler yes i'm a wholesaler i could be assigning the property that's what we're going to come out we're going to do during our due diligence period we're going to do our walkthrough and we're going to determine what our exit strategy is going to be so we don't want to lie to them okay Um, but we don't just like come out like in the middle of the closures formula either and just say like, um, you know, so you look at the sell that property and they're like, yeah, all right.
Well, just so you know, I'm going to be assigning this property. I mean, no, we don't hit them like that. That would just kill all the deals. Um, last thing before we kill, kill the show, uh, titanium university, titanium, you.com.
You have not gone on there yet. checked out what we're doing inside titanium university if you enjoyed today can only tell you what titanium university is going to be like go check it out be a part of the first class get in the danger room with us we're going to be teaching you everything that we do here at titanium investments from front to back hands-on training with me and cassie daily implementation calls I think we have like seven or eight spots left or something like that. But our calendars are pretty full as far as, you know, sales calls go.
It's $5,000. Okay. It's $5,000. Lifetime.
You're in forever. Go to titaniumu.com backslash first class. Seven spots left. That is our community moving forward. And I'm telling you guys right now, it is going to be the greatest community for virtual wholesaling that's ever existed.
I'm on a mission. Okay. And I don't lose. All I do is win. See this?
This is what we do. We win around here. Proven.
We do it live. Right in front of you guys. It's not theory. We don't preach. We show you guys how to actually do it.
No one else can say that, okay? No one has gone out and shown that what we say and what we do works over and over and over again as much as we do. So if you resonate with me and Cassie and our message here at Titanium, you want to be a part of that first class.
Not many spots left. You're forever going to be marked as a member of the first class, okay? After that, they're not part of the first class anymore. These people are going to get special little swag that they get to walk around forever.
You guys think little hats with peace signs are cool. Imagine what the shit we're going to have over here, okay? First class is going to be amazing. I'm looking forward to it. I'm already excited about the first like 22, 23 people that we've had sign up.
It's going to be awesome. And then listen, I mean, we've got Speed to Lead and REI SIFT and Privy and Prop Street. These guys are a part of the community inside of there. Okay. We went to our vendors and we said, we want you to be a part of it.
Gene and Yuri are part of Titanium University. They are going to make sure. that the people inside of titanium university are going to succeed by utilizing speed to lead like i'm telling you guys i am very serious about we are going to make sure that you succeed at titanium university we were talking about it the other day with nick like when you guys come in on day one this is not going to be like raw raw session it's going to be like boot camp in the army When you come in and it's going to be like, this is what you're doing today. These are the actions that you're taking.
You've got this long to go get a deal. Let's go. Because this is a results-oriented business. And I don't think we want to talk about that enough. I heard this guy the other day.
He said, I signed up for this other community three months ago. Today's going to be my first day I've talked to the seller. What are we talking about?
What are we talking about? Three months and we haven't talked to the seller. Well, Titanium University is going to be started and we're going to be like three minutes in and we're all going to be on the phone with sellers. It's what we do. Yeah, you know, phone talk to sellers.
B. Craig says, not what you're even talking about. I don't know what you're talking about, man. So anyways, go to titaniumu.com backslash first class. I'm excited for it, man.
I'm so pumped up. Me and Cassie have been putting together some of the modules, pumping out that, talking about the orientation class that we're going to be having next week with all of the members. Then really starting to think about the implementation side of things and how we can make sure that anybody inside of Titanium University is going to succeed.
Newbies welcome. Absolutely. Absolutely. Let's do it.
Hedgehog Concept. That's from Good to Great, Jim Collins. Paul, if you're feeling inspired, man, go to titaniumu.com backslash firstclass. Let's go.
Join. I'm telling you guys, Mike, we are on a mission over here. I literally, since the last closers formula that we had on January 18th and 19th, like, I just don't think you guys understand.
how pumped up me and cassie are and then the animal that cassie has become like literally she's just living in on the camera breaking things down simplifying the processes that are needed to become great in this industry she went and re-read relentless which she had already read it i think twice i think this is the third time and last night we were talking about this event that we're going to. And she was like, listen, I need the damn ball. Like, I'm a cleaner.
I get it. RJ, you're a cleaner. But I'm a cleaner. She's like, I'm ready to change some people's lives. Like, this is our time, baby.
Let's go. I'm so excited for her, man. Gabe says, Closers Formula was a game changer for me.
Love it, man. Listen. I don't know what else I can say about titanium university other than it is the place to be if you want to be a virtual wholesaler that is where we're going to show you not only what we're doing now but moving forward forever more like it's lifetime membership baby you're in the family at that point in time be a part of the first class I love it moving out of the code dependency partner phase of my wholesale business any tips on being a complete beast um yeah i mean i listen i think when you're when you think about that like it's like okay How do I go out there and take this over myself and become like the animal, the man, the person that's going to own this, right?
One thing is simplify it for yourself, okay? My video on Sunday is going to help you. Watch my video on this on Sunday, okay? For my content purposes, I can't blow my load on my video on Sunday because then what's the point of having a video on Sunday?
But some of it is. Simplify it for yourself. Make it known what you're doing on a daily basis to go from where you are today to be better tomorrow, to be better the next day.
And then write down where you want to be. and then reverse engineer it on how you're going to get there it was very simple for me when i started doing things like hey i want to do 50 deals in 50 states in 50 days well how am i going to do that well it's simple math i'm going to do one deal in one state per day okay so how am i going to do that well i'm going to have data available motivated sellers available to me In this state, I'm going to simplify it. I'm just going to do an alphabetical order.
So Alabama, number one. Alaska, number two. Okay?
So they won. Alabama. All right?
I'm just going to talk to people in Alabama until I get a contract. I just won that day. What do I do the next day?
Alaska. I talked to sellers in Alaska until I've got my contract, and then I move on to the next one, Arizona. And I broke it down that simple.
where it's like, this is what I do to get better every single day. And I eliminate everything else that could possibly take me away from doing what I need to do. It's literally, if I could just give you guys one thing that I do better than I think anyone else, it's knowing what I'm going to do today to get me to where I want to be tomorrow. and fucking forgetting about, ignoring, and not letting it get in my way if it's not that. It's not happening.
RJ, I'd like to have a meeting with you. You are not what I was on my plate today to get me to where I need to be tomorrow. It's going to be a hard no. Next, and staying that focused over and over and over again.
If you can do that. then you will be the beast that you want to be. Are newbies welcome to join Titanium University?
Absolutely. Would you have to have closed a certain amount of deals prior to joining? No. This is about a lifestyle change like you were coming in in Crown Banda. Hope I said your name right.
Okay. Crown Banda says, I want to be a virtual wholesaler. Okay. We're going to ask you some questions.
Okay. We want to make sure that you have the capabilities of being a virtual wholesaler. Right. We don't want to sit here and say, okay, swipe your card for 5,000. And then when we start telling you to do stuff, you're like, but I gave you 5,000 and I can't afford to do anything else.
Well, okay. You're not ready. Okay. You need to have funds available to you because it costs money to do wholesaling. Okay.
And then we want to make sure that you're going to have time available for this. And then we also want to make sure that you're going to be a good fit for the community, right? Because I can't have any shitheads in my community. I can't have anybody that's going to come in and not talk to the seller for three months. We don't have space at Titanium University for dropouts, okay?
We are only taking winners. We're only going to take people that are coming in. that say, I want to dominate.
I want to be the best. I don't care that you're new. I love newbies.
That means you haven't been tainted by the rest of them that say everything else, right? Go watch Pardon the Disruption. They roast me. They say, RJ, you've got a cold call if you're brand new.
And I say, you're wrong. You're wrong. That's why I close more deals than you, because you're wrong. You won't listen to me.
So I love newbies. You're already winning in my book. Can this tactic be focused on one city?
Want to focus on Jefferson County, Alabama since I want to have a chance to cherry pick my rentals too. Absolutely. Absolutely.
You can take what I just said about the 50 day challenge and transition it into, hey, I'm going to call this zip code. OK, and then I'm going to move on. Listen, simplify it down to whatever your hedgehog concept is.
That's why it's important for you to write down what your hedgehog concept is, because it reverse engineers from there. Right. For me, nationwide virtual wholesaler. For you, it might be, I want to be a wholesaler slash landlord in Jefferson County. Okay, what does that look like?
Well, I need it. You need to make it plain. Okay, so for every five deals, I'm going to wholesale four and I'm going to keep one as a rental.
Okay, so now I understand what your business strategy is. I understand why you want to do it. How do we accomplish that?
Reverse engineer to get back to it. All right, guys. I think that's all the questions we got. Appreciate y'all. You guys picked it up on the comments there at the end.
I think y'all were scared of me there at the beginning, but I appreciate y'all so much. Again, check it out, titaniumu.com backslash firstclass. I'm writing down some names here. I expect to see Crown Banda on our calendar. What was the other one?
I expect to see a Paul, Shannie Smith, maybe. All right, I expect to see you three at least. All right, guys, go kill the day. Win the day.
Let's go. Get on the ball with sellers. Move the needle. Be better today than you were yesterday. End up where you want to be tomorrow.
Go win that day, too. See you guys tomorrow.