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If you’re new to my channel my name is RJ Bates III. Myself and my partner Cassi DeHaas are the founders of Titanium Investments.

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Episode Transcript

Speaker 1 (00:10):
Today we're going to be talking about one of the
biggest mistakes newerwholesalers make, which is
putting too much emphasis onlead quality.
Now, this is in reference tothose newer wholesalers that are
using PPL services,pay-per-lead, like iSPEED to
lead, leadzolo, property leads,et cetera.

(00:33):
Now, those are the three thatwe use, and I do want to
emphasize that early on.
Those are the three leadgenerating companies that we use
, and the reason why I want toemphasize that is because so
often when I hear newerwholesalers complain about a PPL
company, it's because they putall of their eggs in that one

(00:57):
company's basket, right?
Rj, I watched your zero to amillion dollar action plan and
you told me that I should beusing iSpeed to Leads Coupon
Club.
That's true, I did say that.
However, since I released thatvideo, property Leads has now

(01:18):
released $30 for exclusivenationwide leads Basically,
their version of iSpeed to LeadsCoupon Club.
Leadzolo now has theirmarketplace where they will sell
leads ranging from $35, $40,$45 as they get older their

(01:39):
version of the Coupon Club.
There are options available foryou today that were not
available when I recorded thatvideo.
However, outside of that onevideo, I have always said I
believe you should be usingmultiple PPL companies,
specifically all three that Iuse, and the reason why we use

(02:02):
those three is because leadquality will vary over the
course of time.
And so if you test run onecompany and you do get a bad
batch of 10, 20, 30 leads andyou decide I'm never going to
use speed to lead or I'm nevergoing to use property leads as
the next batch or two batcheslater comes in and that could be

(02:24):
much higher quality, you couldbe missing out on a significant
amount of money.
Then the reason why I bringthis up is because I see the
post inside of our facebookgroup, the vault, where people
say, hey, which pbl companyshould I use?
Or hey, I use speed of lead andI didn't enjoy it.
Or I use LeadZolo and I didn'tenjoy it.

(02:46):
Well, that could be due to lackof volume.
It could also be a skill setissue, and newer wholesalers
rarely want to.
Well, I shouldn't even saynewer wholesalers, I should say
all wholesalers really want tolook internally and analyze

(03:06):
their calls and see if there'san issue going on from an
acquisition standpoint thequestions that are asked
deciphering whether or not aseller is motivated, or if it's
truly a lead quality issue.
Now I'm here to tell you thatsince 2021, we have been using
Speed of Lead and we closeddeals every single day with

(03:30):
Speed of Lead.
Since late 2022, early 2023, wehave been using LeadZolo and we
closed deals.
Since mid-2024, we have beenusing Property Leads and shocker
.
We close deals with them day inand day out.
Now, are there ebbs and flows?

(03:50):
Yeah, of course, just likethere was when we were doing
text message marketing, coldcalling, direct mail.
There's always going to be ebbsand flows.
Essentially, what you're signingup for when you buy a lead from
a PPL company is for them togenerate leads, to find people

(04:11):
that will raise their hand andsay I have a house that I want
to sell Now.
Ideally, that is going to be amotivated seller that is going
to need to sell their house fora discount, but that's not a
guarantee.
You need to understand that,going into each one of your
seller conversations, that thevast majority of them are not

(04:32):
going to work out for us.
In fact, as I continue to thinkabout this and I was talking
about this this morning duringour Titanium University
implementation call, if you're arock star, hall of fame
wholesaler, 90% of your leadsshould not and will not make it

(04:53):
to the closing table and thatwould still make you in the
upper echelon of wholesalers.
You'll be one of the greatestclosers if you could close one
out of 10.
On these cheaper leads wherewe're paying $29, $30, $35 for a

(05:14):
lead, if you can close one outof 25 of those, then your
numbers are significantly betterthan the vast majority of
wholesalers out there on anaverage cost per contract.
That is what you should beaiming for and it is easily
achieved if you have the skillsets and also if you give
yourself enough volume of leadsto test run this.

(05:38):
I'd say every single day.
You have to be bringing in newleads, even if you are buying
leads.
I had a little mini heartattack yesterday because I saw a
TU member say I went in and Ibought 50 new leads from
property leads.
Now that's great.
I love seeing the action beingtaken, but I would have

(05:59):
preferred to have seen thoseleads be spread out over the
course of the next week to 10days rather than dropping 50
leads all in one day.
And the reason why is because,as these leads come in, it is
the acquisitions manager,whoever's doing that.
If you're a solopreneur oryou're delegating this out to
someone that works for you toget in touch with each one of

(06:22):
those homeowners as quickly aspossible as the lead comes in.
If you were to go out and buy50 leads in a day, every single
second that goes by is movingcloser towards that seller
solving their problem.
Think about it that's theseller's objective.
They're going to go findsomeone to buy their house.

(06:44):
That's how motivated they are.
So if we buy 50, how many hours, how many dials is it going to
take us to get in touch with all50 of those homeowners?
Then, as we get them on thephone, it's our job to then
decipher what type of seller amI talking to and how motivated

(07:06):
are they.
Are they motivated enough tosell this piece of real estate
to me for a discount?
That's our job.
Now I believe, as peoplecomplain about the quality of
leads, what they're not gettingis the 1%.
The 1% of leads that is goingto fall under one of the seller
buckets, which is right price,highly motivated.

(07:28):
Now each and every one of uscan close that lead.
That's the easy one to lay down.
We just move forward withclosing and the only thing that
we need to stray away from isbeing too overly excited and
making them run away from us.
If you could do that, you canclose those.
Run away from us.

(07:49):
If you could do that, you couldclose those.
But the majority of our leadsare going to fall under the
incorrect price highly motivatedseller.
It's the wholesalers that canclose those.
That really separatesthemselves.
And so when I hear speed to leadsucks or property lead sucks or
lead Zolo sucks, what I reallywant to question is is how great
is your team at deciphering themotivation that the seller has?

(08:14):
What kind of questions are theyasking?
Are they truly listening?
Now, a good example of this istoday I was doing seller call
reviews and as I was reviewingthese from TU members, I did
three different seller calls.
Now what I found was is theyuncovered the initial layer of

(08:37):
motivation, but some of thefollow-up questions and the
opportunities that existed as wewere pausing the call and
discussing it as a community, wewere seeing opportunities that
were missed, where we weren'tnecessarily listening to the
subtle little nuances that theseller was telling us about why

(08:59):
they need to sell that property.
One example was it was a tiredlandlord, was a tired landlord.
This tired landlord wasprobably an unprofessional
landlord, meaning it's not goingto be as logical as a
professional.
It's probably going to be alittle bit more emotional and
it's going to have to take alittle bit more open-ended

(09:21):
questions to truly determine whythis unprofessional, tired
landlord would want to sell thisproperty for a discount.
Making it make sense thisproperty had fire damage.
This is a motivation that isunlike any other right.
An investor property caughtfire probably doesn't have the

(09:42):
money.
These are the things that needto be pulled out of that seller
if they're not just going to beforthright with you with that
information.
These moments in each callseparate the deals that close
from the ones that don't close.
There was an offer made, thenthere was a counter and then the
signed contract happened.

(10:03):
In my opinion, the TU memberactually overpaid for the
property because they were sofocused on the numbers, on the
deal and they weren't focused onthe motivation enough.
When I hear people say I bought10 leads from Speed of Lead but
they weren't motivated, theywanted full retail.

(10:23):
Of course they did.
Who wouldn't have a house thatthey want to sell and go to
Zillow and see what theZestimate says the property is
worth?
Who wouldn't do that?
Who wouldn't call a realtor andask hey, mr or Mrs Realtor, how
much do you think you couldsell my house for on the open
market?
But if they are willing toraise their hand to a PPL

(10:48):
company and say I would like toreceive an offer, it is our job
then to go on and ask thequestions, to determine why not
hire a realtor, why not listthat and get as much money as
possible for your property?
This is our job.
It's our responsibility.
It's not Speed to Lead PropertyLeads and LeadZolo's job and

(11:11):
responsibility to do that for us.
Now what I will say is on Speedto Lead's marketplace.
It tells you the motivation upfront.
It also tells you how theygenerate the lead.
I've seen time and time againwhere people complain about
speed leads, cold call leads,the triple verified ones where
they're like it's not actuallyan inbound lead, they're just

(11:35):
cold calling.
Well, yes, they tell you thatup front.
The AI call summaries willactually tell you about the
conversation.
It will tell you on there,before you even purchase the
lead, whether or not that personis willing to sell the property
for a discount.
The information is being handedover to you before you swipe

(11:57):
your card.
So if you have complaints aboutthis and again I actually get
people that say RJ, I know thatyou have to promote Speed to
Lead and Property to Lead Solo.
That's bullshit, I don't haveto do anything.
The only reason why I promotethese companies is because I use
them successfully day in andday out.

(12:19):
And now it's not just titaniuminvestments that does that, it's
also titanium universitymembers that are doing it.
However, being completelytransparent and realistic, not
everybody inside of titaniumuniversity is succeeding.
There are people that arefailing.
Inside of titanium universityis succeeding.

(12:40):
There are people that arefailing.
That is why, day in and day out, myself and cassie and nick my
entire team are inside the groupworking with those members to
improve their skill sets,because it's not as simple as
hey.
Do you want to sell?
How much do you want for it?
Tell me a little bit about whatyou got going on.
If I were to cover the closingcosts and there's no realtor

(13:00):
commissions, what's the bestprice you could do for me?
That's what works on the laydown, the 1% leads.
In order for you to truly besuccessful in this industry, you
are going to have to one, haveconsistent and constant lead
generation.
Two, you are going to alwayshave to get those sellers on the

(13:22):
phone as quickly as possible.
I've said it time and timeagain speed to lead was one of
the best names I've ever seenfor a business for lead
generation.
It's our job to have that speedto the leading, get them on the
phone and then, when you're onthe phone, it is your absolute

(13:43):
obligation to determine thelevel of motivation that they
have and point them in the rightdirection.
If you are blaming your lack ofsuccess on the leads, then that
means you have noself-accountability.
There is never a point in timein the past five years that
we've been using PPL where I'velooked at it and said the reason

(14:07):
why I couldn't close the dealis because of speed of lead or
lead solo or property leads.
In fact, time and time again Ihave proven this to you guys.
I come on here, I get leads, Ibuy the leads for you live and I
show you how we can close thosedeals.
I didn't show you how wedisavow those deals.

(14:29):
It showed you the settlementstatements.
It's not because of any magicsecret lead that they're giving
me.
In fact, the majority of timewhen I go live and I call, the
exact same leads that wereavailable for you.
I'm getting the leads that noone else was willing to buy, the
ones that were passed on andlaughed at.

(14:50):
You guys saw the video where Idid one lead, one dial, one
close with Speed to Lead.
Yuri from Speed to Lead did notwant me to buy the lead.
He said RJ, that has a C rating.
Our AI said that's a C and Isaid C stands for closed.

(15:12):
Sure enough, one dial, oneclose, right there.
That deal is closing andfunding right now.
Right now, in my bank account,we are making that money from
that one lead that was availablefor each and every one of you
to buy.
It was a triple verified, coldcall lead, the same one that

(15:35):
people complain about over andover and over again.
So one of the mistakes that Isee the newer wholesalers is
they put too much emphasis onlead quality.
The lead quality is the factthat you now have the
availability, the opportunity infront of you to swipe your card

(15:57):
and get a lead.
Someone that says I have ahouse that I want to sell.
That's never existed untiltoday.
Yeah, in the past you could gorun your own PBC campaigns and
your own Facebook ads andwhatnot, but you had to learn a
skill to be able to do that.
You all have the skill set toenter a credit card number on a

(16:20):
website and push purchase.
That's all the skill set youneed today to be able to do this
.
From there, the true skill setthat you need is to be able to
ask great questions, trulylisten to the seller and
determine which one of my leadsfalls in the 10% that I'm going

(16:42):
to close and the rest fall underthe 90% in which I don't.
If you could do that, thatmakes you a Hall of Fame
wholesaler.
The ones that sit around andcomplain and moan about lead
quality well, long-term, they'reprobably not going to be around
.
Let me know in the commentswhat you think about this.

(17:04):
Take on lead quality and do youput a heavy emphasis on that
inside of your business?
Show me some love, like today'svideo, and we'll see you guys
tomorrow.