June 5, 2025 • 20 mins
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Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:13):
Do you align your actions to your goals?
Now, I don't want you to feedme some bullshit.
I want you to actually thinkabout the question I just asked
you Are your actions, everysingle hour, every single day,
aligned to the goals that youtell yourself that you have, you
tell your spouse, you tell yourfamily and friends that you
(00:34):
actually want to achieve?
Because that's what today we'regoing to be talking about the
pressure that comes along.
That, and then also thesolution on the mundane tasks
that you have to become great atto actually achieve your goals.
Now, see, I get the comments,the DMs, the emails from people
that say I want to quit my job,I want to be a full-time
(00:57):
wholesaler, I want to make sixfigures a month in my
wholesaling business, but thenwhen I look at the actions that
they're taking, it doesn't alignwith what you're saying you
want to accomplish.
And the reason why I know thatis because I have done those
goals that you've set foryourself.
(01:18):
I know what it takes.
I've talked to otherentrepreneurs that have achieved
the results that you want andI've seen what it takes.
And so today we're going totalk about what you need to do
to accomplish those goals Nowinside of Titanium University,
one of the things that weestablished a couple of months
(01:39):
ago and one of the most favoritethings that we have going on
for me personally inside of TUis our book club.
We choose a book, we all read ittogether and we get together
for a one-hour Zoom call and wegive our three to four biggest
takeaways from the book.
And it's been monumental for somany people, including myself,
(02:01):
to listen to other people andother entrepreneurs and their
takeaways in the books thatwe've read, and one of them most
recently that we've read wasChop Wood Carry Water by Joshua
Medcalf.
Now, what I love about thisbook is that it was a parable,
so it told the story.
(02:22):
It was simple, but thetakeaways there are so many
different takeaways becauseessentially each individual
chapter was its own story, itsown takeaway that you could have
.
But today I'm going to give you, from my notes from book club,
my top three takeaways from thatbook.
And it's really what kind ofinspired today's video.
(02:46):
So, number one there is nothingnoble and being superior to your
fellow man.
True nobility is being superiorto your former self.
Now, prior to me reading thatquote from Chopwood, kerry Water
, if I had asked you guys abouthey, how do you feel about
comparing yourself to someoneelse, or is it important to you
(03:09):
to beat your competition?
You probably would have said no, not really.
I'm more focused on my ownindividual goals and what's
going on here.
However, when you really look atit, so many of us because we
are humans and it is our natureto compare ourselves to other
people to lose that joy that weget in our journey by looking at
(03:35):
someone else that's furtherahead or saying that they're
further ahead in their journeyor accomplishing more than we
are.
Comparison is the thief of joy,right.
However, when you really lookat what is happening inside of
your life and inside of yourjourney, you have to understand
(03:56):
that, more often than not, theexact same things are going on
than the people that you'recomparing yourself to.
It's the life that we lead.
Nowadays.
With the power of social media,it's so easy to talk about the
wins, and even nowadays, it'sbecome more frequent where we
talk about the losses but thenhow we overcame it.
Very rarely do we hear peopletalk about the struggles that
(04:18):
they're going through, asthey're going through it, and
how they overcome it, and soit's easy for you to look at
someone and say how were theyable to quit their job, how were
they able to hit such a largerevenue goal?
But yet you don't know aboutthe struggles.
We don't necessarily know ifthat's even something that
brought them happiness.
It could have been a goal thatthey set for themselves, but
(04:41):
then, over the course of time,they realized that wasn't as
important as the freedom thatthey desired.
But yet, for us, we look and welose the zest that we had to
achieve that goal that we had inour business, because we say
how did that person get there?
And I'm not accomplishing it.
(05:03):
This is a very common thing.
Now, the second point that Iwant to talk about, and this is
the most important one.
This is the one that I feellike I want each and every one
of you to really realize.
Okay, under pressure, you don'trise to the occasion, you sink
(05:23):
to the level of your training.
You don't rise to the occasion,you sink to the level of your
training.
Now, look at yourself right nowwith an objective mind, and ask
yourself what training have youreally put yourself through to
(05:44):
achieve this goal that you havefor yourself, in your business
or in your life?
Now, really think about thelevel of training that you even
downloaded some free PDFs,joined some Facebook groups and
(06:17):
maybe even bought a couple of$100, $200, $1,000 courses to
educate yourself and trainyourself on how you are going to
go change your life.
One of the most common thingsthat I've heard since we started
Titanium University a year anda half ago is when I close this
(06:40):
deal, or when I close thesedeals, when I rise to the
occasion, I'm going to joinTitanium University and get the
training that I need.
Yet Joshua Metcalf says you'renot going to rise to the
occasion, you're going to fallto the level of training that
you have.
And then we never see thesepeople join Titanium University.
(07:05):
We never actually see themaccomplish the goals that they
set for themselves.
Why?
Because Joshua Metcalf told youyou're going to fall to the
level of training that you have.
Because Joshua Metcalf told youyou're going to fall to the
level of training that you have.
So maybe you find it withinyourself to actually get enough
training to find a way tosucceed enough to where you
(07:28):
accomplish that goal that youhave.
Before you were going to joinTitanium University Maybe, but
let's think about that.
Titanium university Maybe, butlet's think about that, what all
of the areas inside ofwholesaling real estate do you
really need to train yourself tobe able to succeed?
Well, one, lead generation.
Right, we have to have leads,because that is the foundation
(07:50):
of a wholesaling business.
Without leads, we don't haveanybody to talk to, we don't
have anything to monetize.
So you have to have leadgeneration.
You have to understand how todo that.
Now, using myself as an example,when I go decide, I'm gonna go
live to show you guys how I canwholesale real estate, how I can
(08:13):
close a seller live.
It all starts with my decisionmaking process of which leads am
I going to call.
So, whether or not it's withproperty leads, lead solo speed
to lead, whatever it is, thereis a level of training, there is
a level of experience of repsthat I have put in to decide
which sellers I am even going tospeak with, to decide which
sellers I am even going to speakwith.
(08:35):
Now, then, once you get theseller on the phone, you move to
the heartbeat of theacquisitions, or the heartbeat
of the wholesaling company.
The acquisitions, the thingthat I'm known for, the reason
why I have fake wrestling beltssitting behind me.
I put my reputation on the lineeach and every time I go live
(08:58):
to talk to sellers.
I'm doing it tomorrow I'm goingto go live with Jerry Norton
and we're going to call propertyleads live.
I have to rely on my trainingbecause there's no guarantee
that I'm going to call a sellertomorrow.
In fact it's almost guaranteedthat the majority of sellers I'm
going to talk to want too muchfor their property.
(09:21):
They're not just going toopenly admit the motivation as
to why they would be willing tosell that asset for a discount.
So I have to rely on thetraining that I've put in, the
training that I try tocontinually give you guys on a
daily basis, to succeed.
(09:41):
I talk about how you have tohave open-ended questions, how
you have to be able to trulydecipher what the seller's
motivation is.
Not rely on that first answer.
After you say tell me a littlebit about what you got going on,
they're gonna tell yousomething.
You're the chauffeur Now.
You've got to drive the car.
You've got to dive deeper withfive to six open-ended questions
(10:04):
.
You guys ask me all the timewhat are good open-ended
questions to ask?
I can't give you that answer.
The reason why is because youhave to listen to what the
seller told you and then youhave to have a human to human
conversation back with them andyou have to decipher what is the
appropriate question to ask.
To be clear, I don't alwaysknow what the best open-ended
(10:28):
question to ask a seller is.
So I fall back to my level oftraining.
What have I told you guys to dowhen you don't know what to ask
?
Don't ask the wrong question,don't ask a close-ended question
, don't default to condition,sit in silence, think about it
and then ask the right question.
(10:48):
What did they just tell me?
What did the seller just say isthe most important thing to
them to talk about?
And how can I continue theconversation on that topic?
So even I fall to my level oftraining and then, more often
than not, I'm speaking to themost commonly spoken to seller.
(11:11):
In the four seller buckets,they're motivated.
I now have determined that theyare motivated to sell that
property, but the price sellerbuckets they're motivated.
I now have determined that theyare motivated to sell that
property, but the price isincorrect.
So what do we have to do?
We have to educate them, andsometimes that's not easy.
They're going to argue aboutwhat the after repair value is.
They're going to argue abouthow much repairs are.
That doesn't change for mebecause I'm RJ.
(11:33):
It's not more difficult for you, it's the fact that you are
trying to rise to the occasionand you have not put in the reps
and the training to get betterat that.
This is what I'm trying to getacross to you.
You guys see the result that Igive you and then you want to
know why you're not getting thesame thing and you're saying, rj
(11:55):
, I'm doing the closers formula.
I'm saying, hey, mr and MrsSeller, do you want to sell one,
two, three Main Street?
How much are you looking to getfor that?
Well, tell me a little bitabout what you got going on.
If I were to cover the closingcosts and there's no realtor
commissions, that I were to buycash and, as is condition,
what's the best price you could.
That's just a brief outline.
(12:18):
In order for you to get great,you have to sit there and put in
the reps and understand how tocarry on a conversation for
either eight minutes or twohours, depending upon what the
seller needs, and there is noscript, there is no blueprint
that I could give you to sitthere and say this is what you
need to do.
You have to develop that Riseto the occasion.
(12:43):
No, you're going to fall to thelevel of train.
So what is the train thatyou're putting in?
Are you watching your own calls?
Are you listening back?
I do.
Do you?
Have you actually role-playedwith someone else?
Have you listened to otherpeople's calls?
Are you inside of a communitythat does this?
Daily, weekly?
(13:04):
That's what we do at TitaniumUniversity and I tell every
single person inside of TU Idemand absolute fucking
perfection.
You know why?
Because we're never going toget there.
But that means every single daywe're putting in the fucking
work to try to get there,because, by God, we are going to
(13:25):
be the best in the industry.
That is our goal every singleday.
So what kind of training areyou putting yourself through?
Now we're only halfway homebecause we've got to do comping
and underwriting and I canalmost guarantee you that's the
thing that you need to work onthe most and it's the thing you
probably work on the least, butit's the thing we work on the
(13:46):
most inside of TitaniumUniversity.
We're constantly talking aboutwhere do end buyers buy?
Why do they buy there?
What is their thought process?
Why?
Because even when the peopleare new at least.
Then, when they sink down tothe level of training that they
receive, they start thinkinglike an end buyer.
They can embrace being a buyer.
(14:07):
They can start talking of anend buyer on a deal that he just
bought from us inside ofTennessee and explaining to the
other members why he's buyingthat deal, explaining to them.
(14:28):
This was my thought process.
This is how I underwrote thedeal.
This is what I was seeing andas to why I was willing to spend
what I was willing to spend onthis deal.
Are you doing the exact samething day in and day out?
Because, if you're not, guesswhat your competition is?
They're putting in thattraining, they're putting in
that work.
I'm your competition.
(14:50):
Other TU members are yourcompetition.
So if they're constantlytraining and working on that, if
you're hoping that you rise tothe occasion, you're wrong.
It's not going to happen andheaven forbid.
We even talk about dispositionsand your ability to build
relationships with them buyers.
Are you calling them and saying, mr and Mrs buyer, what is your
(15:14):
buy box?
Or are you truly building arelationship with them and
understanding this is what youactually want to purchase and
I'm going to bring it to you.
We don't put it into MailChimpor Constant Contact or
InvestorLift.
No, we actually go out and wejust get them deals, truly
(15:35):
understanding what they'relooking for and having a
conversation about their thoughtprocess as to why that's what
they're looking for.
Connecting them with lenders,connecting them with credit
sponsors all the differentthings that we have done.
All those examples I just gaveyou are things that I have
personally done inside of mybusiness in the past week to
(15:55):
make sure that I'm trulybuilding a relationship.
So when one of my guys goes andgets a deal on their contract,
it's instantly dispo.
You fall to the level of yourtraining.
So if your training is, callbuyers and ask what their buy
box is, you are not going tosucceed.
You're not going to be able toachieve your goal.
(16:15):
Side note, I really should haveturned my air conditioning on
when I started this video,because I'm sweating like a
stock pig right now.
Moving on to point three, myfinal point of today's video
Accept and embrace simpleroutine tasks as opportunities
(16:36):
for growth.
Listen, as opportunities forgrowth.
Listen.
I get asked all the time RJ,can I do a one-on-one?
Rj, can I pick your brain?
And there's times where I do it, and then, when I get on there,
they wanna know what is thesecret sauce to your success.
Rj, you look like you're livingan awesome life.
You have freedom.
You've been able to sustain awholesaling business for over a
(16:56):
decade.
You've been an entrepreneur for15 years, able to sustain a
wholesaling business for over adecade.
You've been an entrepreneur for15 years.
How have you been able to do it?
And when I start breaking downthe simple tasks of lead
generation, closing,acquisitions, transaction
coordination, copying andunderwriting and disposition,
they go no, no, no, no, no.
I know how to do that.
I want to know what's truly ledto you succeeding as an
(17:17):
entrepreneur and as a wholesaler.
And I say I just told youPeople don't want to accept how
simple it is, but how you haveto embrace the mundane and the
boring and get used to that andconsistently working on getting
better at that, day in and dayout.
1% better, win the day.
Sit there and ask yourself whenwas the last time you recorded
(17:41):
yourself talking to a seller andyou watched a video in silence,
just paying attention to yourbody language?
Have you ever done it?
When was the last time youlistened to a seller call where
you watched yourself comp thedeal on the screen and then
listened to you talk to theseller to see if you were truly
listening to what the seller wassaying so you could ask the
(18:03):
next open-ended question?
Or were you so consumed withworrying about the numbers and
the incorrect price they gaveyou that you missed what
open-ended question you shouldhave asked?
Ask yourself when was the lasttime you did that?
Because that's what?
Because that's what we do.
That's what we do inside ofTitanium University, and I can
guarantee you there arewholesalers out there that I
(18:24):
don't even know about that aremassively succeeding, that are
doing the exact same thing.
That's your competition.
They're working on the mundane,they're working on the boring
and they're constantly workingto get better inside of their
life and in their business.
You have to accept that andwork on that day in and day out.
(18:45):
If you're not, your competitionis going to pass you by and
that goal that you have, yourdaily actions, are not aligned
with the goals that you have foryourself.
If you were to sit there andsay, listen, I don't have any
massive goals for myself, I justwant to be able to close a deal
(19:07):
a month and skate on by and noteven worry about being this
monster, wholesale andorganization or long-term
entrepreneur Great, it's a hobby, you can skate by that way.
But if you actually have goalsfor yourself and you're wanting
to create a legacy and an impactand leave a W-2 and support
(19:29):
your family moving forward andchange the trajectory of your
family tree, what actions areyou truly doing?
If you're under pressure rightnow, either your spouse,
yourself, your family, whateverit is, it's putting pressure on
you.
You have to realize that theactions that you're taking, the
(19:49):
training that you're puttingyourself through, that's where
you're going to match.
You're going to reach whatevertraining you have put yourself
through.
There's so many people thatcome into TU and they start
working on themselves.
They've been there two, threemonths, so we're talking about
30, 60.
Do you align your actions to your goals?
Now, I don't want you to feedme some bullshit.
I want you to actually thinkabout the question I just asked
you Are your actions, everysingle hour, every single day,
aligned to the goals that youtell yourself that you have, you
tell your spouse, you tell yourfamily and friends that you
(00:34):
actually want to achieve?
Because that's what today we'regoing to be talking about the
pressure that comes along.
That, and then also thesolution on the mundane tasks
that you have to become great atto actually achieve your goals.
Now, see, I get the comments,the DMs, the emails from people
that say I want to quit my job,I want to be a full-time
(00:57):
wholesaler, I want to make sixfigures a month in my
wholesaling business, but thenwhen I look at the actions that
they're taking, it doesn't alignwith what you're saying you
want to accomplish.
And the reason why I know thatis because I have done those
goals that you've set foryourself.
(01:18):
I know what it takes.
I've talked to otherentrepreneurs that have achieved
the results that you want andI've seen what it takes.
And so today we're going totalk about what you need to do
to accomplish those goals Nowinside of Titanium University,
one of the things that weestablished a couple of months
(01:39):
ago and one of the most favoritethings that we have going on
for me personally inside of TUis our book club.
We choose a book, we all read ittogether and we get together
for a one-hour Zoom call and wegive our three to four biggest
takeaways from the book.
And it's been monumental for somany people, including myself,
(02:01):
to listen to other people andother entrepreneurs and their
takeaways in the books thatwe've read, and one of them most
recently that we've read wasChop Wood Carry Water by Joshua
Medcalf.
Now, what I love about thisbook is that it was a parable,
so it told the story.
(02:22):
It was simple, but thetakeaways there are so many
different takeaways becauseessentially each individual
chapter was its own story, itsown takeaway that you could have
.
But today I'm going to give you, from my notes from book club,
my top three takeaways from thatbook.
And it's really what kind ofinspired today's video.
(02:46):
So, number one there is nothingnoble and being superior to your
fellow man.
True nobility is being superiorto your former self.
Now, prior to me reading thatquote from Chopwood, kerry Water
, if I had asked you guys abouthey, how do you feel about
comparing yourself to someoneelse, or is it important to you
(03:09):
to beat your competition?
You probably would have said no, not really.
I'm more focused on my ownindividual goals and what's
going on here.
However, when you really look atit, so many of us because we
are humans and it is our natureto compare ourselves to other
people to lose that joy that weget in our journey by looking at
(03:35):
someone else that's furtherahead or saying that they're
further ahead in their journeyor accomplishing more than we
are.
Comparison is the thief of joy,right.
However, when you really lookat what is happening inside of
your life and inside of yourjourney, you have to understand
(03:56):
that, more often than not, theexact same things are going on
than the people that you'recomparing yourself to.
It's the life that we lead.
Nowadays.
With the power of social media,it's so easy to talk about the
wins, and even nowadays, it'sbecome more frequent where we
talk about the losses but thenhow we overcame it.
Very rarely do we hear peopletalk about the struggles that
(04:18):
they're going through, asthey're going through it, and
how they overcome it, and soit's easy for you to look at
someone and say how were theyable to quit their job, how were
they able to hit such a largerevenue goal?
But yet you don't know aboutthe struggles.
We don't necessarily know ifthat's even something that
brought them happiness.
It could have been a goal thatthey set for themselves, but
(04:41):
then, over the course of time,they realized that wasn't as
important as the freedom thatthey desired.
But yet, for us, we look and welose the zest that we had to
achieve that goal that we had inour business, because we say
how did that person get there?
And I'm not accomplishing it.
(05:03):
This is a very common thing.
Now, the second point that Iwant to talk about, and this is
the most important one.
This is the one that I feellike I want each and every one
of you to really realize.
Okay, under pressure, you don'trise to the occasion, you sink
(05:23):
to the level of your training.
You don't rise to the occasion,you sink to the level of your
training.
Now, look at yourself right nowwith an objective mind, and ask
yourself what training have youreally put yourself through to
(05:44):
achieve this goal that you havefor yourself, in your business
or in your life?
Now, really think about thelevel of training that you even
downloaded some free PDFs,joined some Facebook groups and
(06:17):
maybe even bought a couple of$100, $200, $1,000 courses to
educate yourself and trainyourself on how you are going to
go change your life.
One of the most common thingsthat I've heard since we started
Titanium University a year anda half ago is when I close this
(06:40):
deal, or when I close thesedeals, when I rise to the
occasion, I'm going to joinTitanium University and get the
training that I need.
Yet Joshua Metcalf says you'renot going to rise to the
occasion, you're going to fallto the level of training that
you have.
And then we never see thesepeople join Titanium University.
(07:05):
We never actually see themaccomplish the goals that they
set for themselves.
Why?
Because Joshua Metcalf told youyou're going to fall to the
level of training that you have.
Because Joshua Metcalf told youyou're going to fall to the
level of training that you have.
So maybe you find it withinyourself to actually get enough
training to find a way tosucceed enough to where you
(07:28):
accomplish that goal that youhave.
Before you were going to joinTitanium University Maybe, but
let's think about that.
Titanium university Maybe, butlet's think about that, what all
of the areas inside ofwholesaling real estate do you
really need to train yourself tobe able to succeed?
Well, one, lead generation.
Right, we have to have leads,because that is the foundation
(07:50):
of a wholesaling business.
Without leads, we don't haveanybody to talk to, we don't
have anything to monetize.
So you have to have leadgeneration.
You have to understand how todo that.
Now, using myself as an example,when I go decide, I'm gonna go
live to show you guys how I canwholesale real estate, how I can
(08:13):
close a seller live.
It all starts with my decisionmaking process of which leads am
I going to call.
So, whether or not it's withproperty leads, lead solo speed
to lead, whatever it is, thereis a level of training, there is
a level of experience of repsthat I have put in to decide
which sellers I am even going tospeak with, to decide which
sellers I am even going to speakwith.
(08:35):
Now, then, once you get theseller on the phone, you move to
the heartbeat of theacquisitions, or the heartbeat
of the wholesaling company.
The acquisitions, the thingthat I'm known for, the reason
why I have fake wrestling beltssitting behind me.
I put my reputation on the lineeach and every time I go live
(08:58):
to talk to sellers.
I'm doing it tomorrow I'm goingto go live with Jerry Norton
and we're going to call propertyleads live.
I have to rely on my trainingbecause there's no guarantee
that I'm going to call a sellertomorrow.
In fact it's almost guaranteedthat the majority of sellers I'm
going to talk to want too muchfor their property.
(09:21):
They're not just going toopenly admit the motivation as
to why they would be willing tosell that asset for a discount.
So I have to rely on thetraining that I've put in, the
training that I try tocontinually give you guys on a
daily basis, to succeed.
(09:41):
I talk about how you have tohave open-ended questions, how
you have to be able to trulydecipher what the seller's
motivation is.
Not rely on that first answer.
After you say tell me a littlebit about what you got going on,
they're gonna tell yousomething.
You're the chauffeur Now.
You've got to drive the car.
You've got to dive deeper withfive to six open-ended questions
(10:04):
.
You guys ask me all the timewhat are good open-ended
questions to ask?
I can't give you that answer.
The reason why is because youhave to listen to what the
seller told you and then youhave to have a human to human
conversation back with them andyou have to decipher what is the
appropriate question to ask.
To be clear, I don't alwaysknow what the best open-ended
(10:28):
question to ask a seller is.
So I fall back to my level oftraining.
What have I told you guys to dowhen you don't know what to ask
?
Don't ask the wrong question,don't ask a close-ended question
, don't default to condition,sit in silence, think about it
and then ask the right question.
(10:48):
What did they just tell me?
What did the seller just say isthe most important thing to
them to talk about?
And how can I continue theconversation on that topic?
So even I fall to my level oftraining and then, more often
than not, I'm speaking to themost commonly spoken to seller.
(11:11):
In the four seller buckets,they're motivated.
I now have determined that theyare motivated to sell that
property, but the price sellerbuckets they're motivated.
I now have determined that theyare motivated to sell that
property, but the price isincorrect.
So what do we have to do?
We have to educate them, andsometimes that's not easy.
They're going to argue aboutwhat the after repair value is.
They're going to argue abouthow much repairs are.
That doesn't change for mebecause I'm RJ.
(11:33):
It's not more difficult for you, it's the fact that you are
trying to rise to the occasionand you have not put in the reps
and the training to get betterat that.
This is what I'm trying to getacross to you.
You guys see the result that Igive you and then you want to
know why you're not getting thesame thing and you're saying, rj
(11:55):
, I'm doing the closers formula.
I'm saying, hey, mr and MrsSeller, do you want to sell one,
two, three Main Street?
How much are you looking to getfor that?
Well, tell me a little bitabout what you got going on.
If I were to cover the closingcosts and there's no realtor
commissions, that I were to buycash and, as is condition,
what's the best price you could.
That's just a brief outline.
(12:18):
In order for you to get great,you have to sit there and put in
the reps and understand how tocarry on a conversation for
either eight minutes or twohours, depending upon what the
seller needs, and there is noscript, there is no blueprint
that I could give you to sitthere and say this is what you
need to do.
You have to develop that Riseto the occasion.
(12:43):
No, you're going to fall to thelevel of train.
So what is the train thatyou're putting in?
Are you watching your own calls?
Are you listening back?
I do.
Do you?
Have you actually role-playedwith someone else?
Have you listened to otherpeople's calls?
Are you inside of a communitythat does this?
Daily, weekly?
(13:04):
That's what we do at TitaniumUniversity and I tell every
single person inside of TU Idemand absolute fucking
perfection.
You know why?
Because we're never going toget there.
But that means every single daywe're putting in the fucking
work to try to get there,because, by God, we are going to
(13:25):
be the best in the industry.
That is our goal every singleday.
So what kind of training areyou putting yourself through?
Now we're only halfway homebecause we've got to do comping
and underwriting and I canalmost guarantee you that's the
thing that you need to work onthe most and it's the thing you
probably work on the least, butit's the thing we work on the
(13:46):
most inside of TitaniumUniversity.
We're constantly talking aboutwhere do end buyers buy?
Why do they buy there?
What is their thought process?
Why?
Because even when the peopleare new at least.
Then, when they sink down tothe level of training that they
receive, they start thinkinglike an end buyer.
They can embrace being a buyer.
(14:07):
They can start talking of anend buyer on a deal that he just
bought from us inside ofTennessee and explaining to the
other members why he's buyingthat deal, explaining to them.
(14:28):
This was my thought process.
This is how I underwrote thedeal.
This is what I was seeing andas to why I was willing to spend
what I was willing to spend onthis deal.
Are you doing the exact samething day in and day out?
Because, if you're not, guesswhat your competition is?
They're putting in thattraining, they're putting in
that work.
I'm your competition.
(14:50):
Other TU members are yourcompetition.
So if they're constantlytraining and working on that, if
you're hoping that you rise tothe occasion, you're wrong.
It's not going to happen andheaven forbid.
We even talk about dispositionsand your ability to build
relationships with them buyers.
Are you calling them and saying, mr and Mrs buyer, what is your
(15:14):
buy box?
Or are you truly building arelationship with them and
understanding this is what youactually want to purchase and
I'm going to bring it to you.
We don't put it into MailChimpor Constant Contact or
InvestorLift.
No, we actually go out and wejust get them deals, truly
(15:35):
understanding what they'relooking for and having a
conversation about their thoughtprocess as to why that's what
they're looking for.
Connecting them with lenders,connecting them with credit
sponsors all the differentthings that we have done.
All those examples I just gaveyou are things that I have
personally done inside of mybusiness in the past week to
(15:55):
make sure that I'm trulybuilding a relationship.
So when one of my guys goes andgets a deal on their contract,
it's instantly dispo.
You fall to the level of yourtraining.
So if your training is, callbuyers and ask what their buy
box is, you are not going tosucceed.
You're not going to be able toachieve your goal.
(16:15):
Side note, I really should haveturned my air conditioning on
when I started this video,because I'm sweating like a
stock pig right now.
Moving on to point three, myfinal point of today's video
Accept and embrace simpleroutine tasks as opportunities
(16:36):
for growth.
Listen, as opportunities forgrowth.
Listen.
I get asked all the time RJ,can I do a one-on-one?
Rj, can I pick your brain?
And there's times where I do it, and then, when I get on there,
they wanna know what is thesecret sauce to your success.
Rj, you look like you're livingan awesome life.
You have freedom.
You've been able to sustain awholesaling business for over a
(16:56):
decade.
You've been an entrepreneur for15 years, able to sustain a
wholesaling business for over adecade.
You've been an entrepreneur for15 years.
How have you been able to do it?
And when I start breaking downthe simple tasks of lead
generation, closing,acquisitions, transaction
coordination, copying andunderwriting and disposition,
they go no, no, no, no, no.
I know how to do that.
I want to know what's truly ledto you succeeding as an
(17:17):
entrepreneur and as a wholesaler.
And I say I just told youPeople don't want to accept how
simple it is, but how you haveto embrace the mundane and the
boring and get used to that andconsistently working on getting
better at that, day in and dayout.
1% better, win the day.
Sit there and ask yourself whenwas the last time you recorded
(17:41):
yourself talking to a seller andyou watched a video in silence,
just paying attention to yourbody language?
Have you ever done it?
When was the last time youlistened to a seller call where
you watched yourself comp thedeal on the screen and then
listened to you talk to theseller to see if you were truly
listening to what the seller wassaying so you could ask the
(18:03):
next open-ended question?
Or were you so consumed withworrying about the numbers and
the incorrect price they gaveyou that you missed what
open-ended question you shouldhave asked?
Ask yourself when was the lasttime you did that?
Because that's what?
Because that's what we do.
That's what we do inside ofTitanium University, and I can
guarantee you there arewholesalers out there that I
(18:24):
don't even know about that aremassively succeeding, that are
doing the exact same thing.
That's your competition.
They're working on the mundane,they're working on the boring
and they're constantly workingto get better inside of their
life and in their business.
You have to accept that andwork on that day in and day out.
(18:45):
If you're not, your competitionis going to pass you by and
that goal that you have, yourdaily actions, are not aligned
with the goals that you have foryourself.
If you were to sit there andsay, listen, I don't have any
massive goals for myself, I justwant to be able to close a deal
(19:07):
a month and skate on by and noteven worry about being this
monster, wholesale andorganization or long-term
entrepreneur Great, it's a hobby, you can skate by that way.
But if you actually have goalsfor yourself and you're wanting
to create a legacy and an impactand leave a W-2 and support
(19:29):
your family moving forward andchange the trajectory of your
family tree, what actions areyou truly doing?
If you're under pressure rightnow, either your spouse,
yourself, your family, whateverit is, it's putting pressure on
you.
You have to realize that theactions that you're taking, the
(19:49):
training that you're puttingyourself through, that's where
you're going to match.
You're going to reach whatevertraining you have put yourself
through.
There's so many people thatcome into TU and they start
working on themselves.
They've been there two, threemonths, so we're talking about
30, 60.
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