how do our virtual assistants here at titanium Investments coold call motivated sellers you guys asked for this so we're delivering it I got a post inside of the Vault our free Facebook group this past weekend uh shout out for the post it was awesome it was like man there's one video Missing From The Archives on RJ's YouTube channel and it's just we've never actually seen how do RJ's virtual assistant coold call Sellers and in typical RJ fashion you know I could come on here and just say hey this is how we do it but I think you guys would actually prefer to just listen to the cold call or talk to sellers because that's what we do around here right we complete transparency we just show you guys what's actually happening so I've got two cold calls on the same day this came from September 4th so two days ago um May and first of all shout out to all of my virtual assistants okay uh they're they're like family to us they've been with us for years we've got May we've got Anna we've got Mar and we've got Jean so we we're running with a team of four virtual assistants right now uh they they've been with us for a while we love them so shout out to you guys uh this video is for you we appreciate everything that you do for us here at titanium we're actually going to be listening at two different calls from May uh and the reason why I want to show you two is is so you can see the similarities and the consistency within the calls okay now before we get into the calls I want to outline a couple of things I have given them complete permission to be themselves I firmly believe that that is vitally important when you are talking to a seller um even as a virtual assistant probably more so for a virtual assistant cold calling uh where it's not just coming off super scripted and and just icky feeling and almost like hey I'm just I'm I'm here to get this information now we still want them to gather information but they have the free freedom to kind of navigate the conversation that they best see fit as long as they are getting us four different things does the seller want to sell how much does the seller want tell us a little bit about the condition and and honestly motivation would be in there sometimes if the conversation goes quick but also just timeline okay and so what I mean by if the conversations going quick you're going to see one of these calls is only three minutes all right if you have a super direct seller that's just kind of like bullet point giving you answers yeah I want to sell $100,000 uh you know it's it's a distressed property needs a full rehab I mean right there that conversation could be one minute we don't want to fill like the seller we don't want the seller to feel like uh the conversation is not important so anytime it goes super quick that's where this the cold caller can ask like hey why are you looking to sell the property quite frankly that's not vitally important we just need to know that they want to sell how much it is what's the condition and what's the timeline the other thing is is that they have the freedom to interject any humor any of their own personality just got to treat it like we do inside the closur formula so that's been one of the top questions is it's like how do you use the closers formula when you're cold calling well it's always going to be a little bit different when you're not the closer using the closer formula but we want our virtual assistants and our cold callers sticking to the closure formul as much as possible so without further Ado let's bring May up and and listen this is just a a downloaded recording from our batch dialers so we don't have any video or anything like that we're just going to have to listen to it but I'm going to hit play here this is the initial call this is the longer one it's like a seven minute call um May talks to a motivated seller hi I'm looking for Dwayne Dwayne oh that's great well my name is May and I'm calling about the property at Fremont Street I was just wondering if you're considering selling the property I can never get out of what I've got into it I understand do you have any other properties you might wanted to sell the Okay so you might be wondering why did she just immediately move on from that well just like we do in the closers formula I have instructed our virtual assistants hey Embrace no if they say something like oh you would never pay me what I want for it or I'll never get out of it what I have in it okay we're gonna trust you on that do you have anything else that you want to sell because if the answer is yes which this one is is then it's probably a pretty decent deal so we give them that freedom uh I'm very big on freedom uh inside when you're talking to a seller I want you to have the ability to to make like decisions and kind of discern between like hey this is a lead and this is not because we don't want a bunch of you know full retail leads pumping into our closers I'd prefer the V make that decision and only be sending us truly discounted leads I've got a house in B that I'm selling in Del can I have my exact address all right so we're gonna fast forward a little bit because they give the address there also have a zip code please I'm not sure of the ZIP code that's all right well um did you have any updat name of the property any what did you had any Renovations or changes made of the property no I just got i f l contract and the people that live there just live there and let the house fall down around them I finally get out the back they've been there like eight years and and only paid PA 13 payments in eight years wow so I finally got got them out and I got the house back it needs work but I'm selling it like it is for 85,000 I got one person's wanting to buy on L contract and I'm not really wanting to do L contract again oh because I lost a bunch of myself with land contract but I I C we do be $1 15,000 down 800 a month with a 5year balloons they can handle that and I don't know other than that that's the only one I've got I see you've mentioned a price earlier how much are you going to be selling this property again 85 that's so much Remax Remax offered 85 for last year when people still living in it so this is a lot of great information we're learning the price we're learning the motivation behind it right he sold it on a land contract only receiving 13 payments in eight years is just insane I I can't believe he let it go on for that long so we now to understand when this gets passed off from the cold caller to our closing team and there's quite a bit of motivation here and we understand that the property is physically distressed it needs a lot of rehab we understand a price point so what we're going to do now is is we are going to underwrite and analyze this deal prior to calling the seller now you guys say well RJ you always say don't pre-m what I mean by don't pre-m is is when you don't have this information okay we want to be as efficient as possible when we call sellers especially in this situation the the reason why we're Gathering all this information is so we could go into that closing conversation with the intention of closing the deal so May's doing a great job right here of you know with asking some questions you see a motivation coming out you this is what we mean by a motivated seller this right here is a motivated seller when they're divulging this type of information to you and I've got to get a hold of them because I just got them out last week or a couple weeks ago now I just got out him M so now I'm trying to get a hold of people at Remax because they buy it he's got cash buyers to buy his houses they they rehab because the house is you know around about 150 to 160,000 once it's you know fixed up okay so what did the seller just tell us one there's a flipper in the area that works with the Remax agent that offered him $85,000 he wants to buy the property so now not only do we know that this is a motivated seller but we also note that his asking price is wherein buyers buy this is vitally important information for our closers going into it and he also gave us a pretty good idea of where he believes the after repair value is he's saying 155 to 160,000 so now we can go in and we can educate ourselves on what do we actually think the after repair value is what are the we we're going to need to understand a little bit more about the condition of the property so then we can kind of educate him on where we need to be but this is this is a great setup for our closers here based off the information that may has been able to get out of this seller oh I'm only sell for 85 so they put less than 20 into it to be making a pretty healthy profit that's right less than 20 when you say that the property needs work does that include like the kitchen you've mentioned that it's quite torn down or no no no the back porch they the back porch it's got a small back porch but they let it leak and it we stand on porch and look right up at the sky every one spot of it so it needs to be you know back porch need to be redone the front porch should be redone so and but they're both small porches it ain't a lot of work just the idea I'm afraid that people going to just tear it off and I don't want it ripped off it's still it's a small forch but it is a porch exactly exactly how about for like the kitchen the bathroom the um the kitchen floor needs to be redone because they had a washer and dryer and I've redone the floor twice already but people keep on getting them washing machines in there and they keep leaking and they don't do nothing but let it leak and then that it ruins the floor I them floating floors in there so the reason why may specifically ask about the kitchen and bathroom there is because again this is me saying hey when you have a seller that's willing to like connect with you which he has with May and they're divulging that information dig a little bit deeper the more that you can give the closer in this scenario the better it's going to be because right now he's willing to give it to us so if a seller is willing to open up and give us all this information we want to to gather that because this helps with our underwriting process for the closer going in with the intention of closing the deal so that I love the fact that she asked that question but again she's not going to do that on every deal she's not going to do that on every dial this is where we're allowing them to have that freedom this is how listen May's been working with us for years so we've had meetings and we've talked about this where it's like hey sometimes you don't do this sometimes you do and I'm okay taking the win the losses with the wins sometimes it's not she's always not always going to make the right decision I'm okay with that it's just about now with her having as many reps as she has because she does this all day every day for us it's a pretty seamless process so this is me trusting me because I know the results that she could get for us oh and it just it ruins so it's Gotta Be peeled up and read on again but I'm getting Pro being a pro with that okay okay well how about for the RO do you happen to know how old the roof is um the roof the uh when I bought the house that was about 20 years ago but somebody went one of the people I sold it to a r contract years ago when I evicted them out they went up in the attic and drove all the roofing nails back up that got a walk in attic off the bedroom over the kitchen and dining room and they drove all the roofing nails up and I went there and my it looked like a porcupine so I drove them all back down and put a road chingles over it and the kids uh got in the attic playe and they poked you know you got the little gap between the boards they poked jum and through the boards here and put a hole in the shingle so it's got a leak down the bottom of the corner she said they fixed it but when I went in the house last weekend they got buckets underneath where leak at so all they done put a bucket down there instead of putting them oh he like a little dab a tower over that hold the kid put the the ho through it you know it could be but it doesn't but I would take it off my thought was ripping that roof right off and taking it up another few feet making it into a part of like a bedroom first of all this seller is just awesome I love him this is this is the perfect Avatar type seller that we want to be talking to right he's a a tired landlord he wants to be done with this in this case yeah he he sold it on land contract but you can tell I mean he's just coming with story after Story and frustration after frustration with his property he wants to be done this is the type of information that we want to know going into that closing conversation uh this is in my opinion what from what I want from our virtual assistance this is a picture perfect cold call but that's up to whoever gets it that's what I thought about doing when I live there I liveed there about uh shot forgot I bought live there for a couple years and that's what I was going to do is lift it up and go over the bathroom and put a bathroom in the bedroom upstairs I've got two bedrooms upstairs and now I make an attic into a bedroom the kids use it for play room and stuff I mean it's V for bedroom but you gotta go into the bedroom to get to the anyway this just a three bedroom yeah yes go ahead three bedrooms and one okay are well if if for example we have this 85 ,000 are you going to be selling it as soon as possible like I said Rex that's what they offer before last year when people were still in but I I had problem getting a hold of them I went down the last weekend and they're not open on Saturday so I have because this guy's got a cash buyer that he deals with to buy houses for Rehab that's what P offered last year when I get him out so beautiful news here is we know where the $85,000 number came from it comes from an in buyer right but he can't get a hold of them again why because he's dealing with a real estate agent this is real estate agents are notorious for not answering their phone so he even took the time and effort to go down to their office and they weren't open on Saturday so we're on somewhat of a short time frame here uh to make sure that we could come in and get the deal before this in buyer but we also know even more motivation going into the closing call so whoever comes up with the money first is getting it I just okay I understand all right all right well um I we'll be just uh sending this over I mean all the information that he gave me I'll just send this over to my partner and he's going to be calling it back this is the best number to call you is that right yes but I don't answer my phone a lot I work third shift so my text you perhaps oh text me there ain't no good time I go yep I go to work at 10:00 in the evening and I get out at 6:30 in the morning I can't get calls at work and I try to get seat sometimes in between there oh so I never know when I get to go to bed so there is no good times my family complains about we can never get over you sorry text me I'll try to get hold of you see yeah I used to live in Battle Creek and now I moved up she was like 150 miles from there oh okay wow all right so I hope that you do have maybe a lot of time with your family soon but yeah I I'll take note of here I I mean I'll take note there just going to be texting you and maybe we could set an appointment on when to call you perhaps so yeah I guess um these are the things that I'll be needing thank you so much for your time and uh I hope that we could have a great deal with you soon okay you take caree so that's call number one uh great job May uh just first of all she's absolutely adorable sorry about that I accidentally clicked on the second dial uh great job right there Gathering all the information so now that League gets entered into our CRM our closers will underwrite that deal understand what is his motivation what is his price where do we need to be uh and then go in with the intentions of getting a signed contract uh we we have all the information that we need so we know that they have a property that we want to sell we know what the asking price is we have an understanding of the condition we understand their timeline and even in this scenario we understand their motivation and we know that we have competition and what our competition is doing we know that there was an offer made but he can't get a hold of them so we even know where our competition stands in this that's a beautiful cold call here's the next one uh by May she's doing a a Detroit Michigan campaign so this one is also going to be in Michigan uh and I want you to see the similarities even though there's going to be a time difference between the first call and this second call [Music] oh no in this in what Chicago it's a lot it's a lot yeah fast [Music] forward know so it almost identical right on both of these we Cole called about one address asked if they want to sell both of them said no not that one she follows up says do you have any other properties they both said yes she asked for the address they give the address all they say is uh numbers Street no City she ask for the city gets the city then ask for the ZIP code neither one of them know the zip code you see the similarities here like I I'm actually gonna this is good because I'm gonna go back to May and be like hey in the future just stop asking about the ZIP code because clearly people don't understand they don't remember what their zip codes are but just right off the bat I mean both these calls almost identical [Applause] ISAC no okay and is it like a resal okay and is it any flood zone no okay so the flood zone question that's not something I've ever asked May I've never even asked her to ask about the utilities okay this is May free flowing right here this is May over the course of time developing a skill set and and getting better I mean the seller is not forthcoming with information I mean this is just a vacant lot uh and so again what I've told May is is we don't want to be super fast on these confers we want to at least try to open up the seller a little bit so right now why is May asking those questions to just try to get the seller to talk about something um and and again this is important information when you go to comment underr right I don't necessarily think that this seller knows what they're talking about I bet you because it's Zone residential and it's in Chicago I bet you it does have access to to the utilities but she says no okay but again it's not about that it's about trying to get the seller to speak to us open up tell us what's going on are there [Music] any all right [Music] only a whole lot good option okay well youate and for example we have for you how soon are you property yeah that's fine any perh reason it's a part of a mistake oh okay all right we need to get rid of it and all right she's gonna go through some contact information there uh so don't want to don't want to share that the the call wraps up in about 25 seconds uh again that is how our virtual assistants C call motivated Sellers and as you see that was on the exact same day that was two days ago SE member 4th um great great job May uh give May a shout out in the comments uh May is awesome uh love having her as a part of our team but listen there's nothing overly complicated about this I mean I think people get so wrapped up when we're talking about cold Outreach when they think that we need to have some revolutionary script at the end of the day we ask them do you want to sell how much you want for it tell me what's going on with the property the condition and when do you want to do this right from there we have all the information that we need we underwrite the deal we make the offer and we move on that is how we navigate our C- call leads and we've been doing it this way for about four plus years uh probably a little bit longer but I'll say strictly the way that you heard this on on these recordings four years okay and and we've closed hundreds of deals from this and uh we we've also we don't have a a huge turnover with our virtual assistance they love the fact that we give them the freedom to be themselves I think that is one of the most important things that you can Empower your virtual assistance with is the freedom to be themselves and and I think that is why the turnover has been uh what it has been for us it's been very minimal and we've been able to keep people on our team for years and years because they like the fact that we're not forcing a script upon them we're not forcing them to sound like someone else hey just be you um enjoy what you're doing kind of free flow through the conversation as long as you're getting this information this is the information that we need to be able to close the deal so hopefully this is what you guys wanted I I love the fact that this video was requested by you guys so if you have any other videos videos that you want us to make drop it in the comments make sure you give us a like and shout out to my virtual assistants May marah Anna Jean we love you guys this was for you appreciate it