November 20, 2025 • 21 mins
Want to work directly with me to close more deals? Go Here: https://www.titaniumu.com
Want the Closer’s Formula sales process I’ve used to close 2,000+ deals (FREE) Go Here: https://www.kingclosersformula.com/close
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.
We are nationwide virtual wholesalers and on this channel we share EVERYTHING that we do inside our business. So if you’re looking to close more deals - at higher assignments - anywhere in the country… You’re in the right place.
Who is Titanium Investments and What Have We Accomplished?
Over 10 years in the real estate investing business
Closed deals in all 50 states
Owned rentals in 12 states
Flipped houses in 11 states
Closed on over 2,000 properties
125 contracts in 50 days (all live on YouTube)
Back to back Closers Olympics Champion
Trained thousands of wholesalers to close more deals
_________________________________
With over 2,000 Videos, this is the #1 channel on YouTube for all things Virtual Wholesaling. SUBSCRIBE NOW! https://www.youtube.com/@RJBatesIII
_________________________________
RESOURCES FOR YOU:
If you want my team and I to walk you through how to build or scale your virtual wholesaling business from A to Z, click here to learn more about Titanium University: https://www.titaniumu.com
(FREE) If you want to learn how to close deals just like me, The King Closer, then download the free King Closer Formula PDF: https://www.kingclosersformula.com/close
(FREE) Join our exclusive FB group community for real estate investors and wholesalers: https://www.facebook.com/groups/titaniumvault/
(FREE) Click here to grab our Titanium fleet free PDF & training: Our battle tested strategies and tools that we actually use… and are proven to work: https://www.kingclosersformula.com/fleet
Grab the King Closer Blueprint: My Step by Step Sales Process for closing over 2,000 deals (Only $37): https://www.kingclosersformula.com/kcblueprint
Grab Titanium Profits: Our exact system we use to comp and underwrite deals in only 4 minutes. (Only $99) https://www.kingclosersformula.com/titaniumprofits
Want to know what the best markets to wholesale in are? Grab my breakdown of all 50 states here: https://www.titaniumu.com/markets
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_00 (00:00):
Yeah, there you go.
(00:00):
There you go.
You get it.
Yeah.
What are you doing down there?
You just want to kick us off?
I mean You sh you shift it tome.
Like what what do you is thisguy ready?
I mean, yeah, you just started Iwas about to do our
introduction.
Hello, and welcome to thisepisode of Between Two Belts.
I am RJ Bates the third.
(00:23):
Today it's a lot harder with themicrophone.
I can't even see you.
You know, we used to have thesefancy microphones up here.
Don't worry, we'll take all thisout and post.
(00:44):
And uh I hope not.
And now we have these in ourhand.
And you only have one hand.
So it's harder for the other.
Do you need a hand over there?
I can come help you.
It's harder for me to get to mynotes.
Um Ben Mont Theodore Locker?
That is correct.
Why did you put your middle nameon your application?
(01:06):
It sounds proper.
Credibility?
What the fuck is a Benmont?
Yeah, exactly.
Like, why did your parents dothat?
Well, Tom Petty and theHeartbreakers.
You're probably the age, right?
What fans?
No, not that old.
I was going that you might beyoung enough to know, but either
way's fine.
Wow.
(01:26):
Uh Benmont Tench, guitar playerfrom the band.
Oh.
Turns out it's not his name,though.
Benjamin Montgomery, stage nameBenmont, got named after it,
found it out at 36.
We're gonna keep it for now.
Wow.
So as a kid, why didn't you justgive up on it and just be like,
my name's Ben?
(01:47):
It depends on the scenario.
Like it can be.
And in third grade, were youknown as Ben Mont?
It's Ben.
It was always 50-50.
Like certain Benmonters andcertain Benz.
That was it.
Okay.
Yeah.
Very good.
Yeah.
Um, Ben Mont.
It's like a hyphen now.
It's both, but also different.
It's just a fucking awkwardname.
(02:09):
Yeah.
I mean, what do you uh what doyou do, Ben Mont?
Um, I currently have a salestraining community in the real
estate investing space.
Wow.
You see these?
Those belts?
Yeah.
Yeah, you both.
Know who I am?
The King Closer.
Yeah.
Never invited me in thatcommunity.
(02:30):
Do you give yourself a beltevery year?
Only when people step up and tryto compete.
So you have a you have a salescommunity?
We do sales training.
When did that start?
Um, so we built a sales processthat our team liked, and we
(02:52):
formalized it to educate thesales team as we grew for our
own investment business.
And then people were like thethe age old, like you're kind of
good at something, and they'relike, oh, like let me get that.
Let me get that.
And fast forward, now we've gota community of 450-some people
who like the way we do sales.
When did this come about?
We just celebrated a year of itbeing uh a formal thing.
(03:16):
Like, by we, do you mean theperson that I knew you from
originally?
Yeah, but like I thought thiswas my moment.
Oh, sorry.
To be clear, this is notBennmont, Theodore, Locker.
This is Eric Brewer's bitch.
I earned the stripes.
Well, I guess that's probablybetter than what I first was
(03:37):
called when I started there.
Yeah, probably.
Uh, but uh Joe, Eric, andmyself, um, yeah, we we spun
off.
Nobody even knows who Joe is.
Yeah, he's five, six, but yeah,very smart.
Wow.
Not tall.
So never even heard his name.
But smart.
Oh, come on.
He's never known Eric for years.
Joe, you are forgotten abouthope you're getting a check once
(04:01):
a quarter.
He does get a check, and we'reresurrecting him.
Oh, this is this is this is histime to shine.
All right, so you Eric and thisguy, Joe.
Allegedly.
Right.
This other guy, Joe.
Yeah.
I thought y'all were like thenovation people.
Well, we were, but your salesguy was required to be able to
pitch a novation.
(04:21):
So you realized that, like, hey,the the being the novation king
is just like, well, you weren't.
Bro, that's IP.
Easy.
That's gonna be cut out.
Yeah, you're not a third-partyguy in here.
Um, you're just not the king inanything.
Yeah.
Because you're not the king ofclosing, you're not the novation
king.
We're the sales king now.
We're sales training king.
(04:42):
The sales training king.
Yes.
Because you don't disrupt sales.
Yeah, no disruption.
Yeah, that's that's not good insales.
Steve.
Yeah.
So you got out of novations, youdon't teach that anymore?
We do, but like every novationconversation came back to um how
do you pitch a novation?
(05:03):
And so you're not you're notprotecting the equity anymore?
We do protect the equity.
Oh, you do.
Yeah, that's still a movement.
Let's talk about that.
You know, I shit on you guys allthe time.
I don't know if you know that ornot.
Thank you.
Did you know that?
Uh you would probably want me topay attention to more of what
you do than I do, but I'm gladyou don't pay attention because
if you did, you would cry atnight.
(05:24):
I mean, it would just Ericwatches.
It hurts Eric's feelings deepdown.
Yeah, he likes a little bit ofthe toxic attention.
He does.
He does.
Why do y'all think that you haveto say equity protection
program?
The EPP.
Why why is that a thing?
What are you calling it?
Uh, I'm gonna do a novation.
No one knows what a novation is.
What are you gonna turn?
(05:45):
No one knows what an equityprotection program is.
What are you?
The fucking government agencyover there?
Yeah, it's it's very trendyright now.
You want to be a three-letteragency, the EPP.
It's well respected with thecurrent economic climate.
Do you also have white gloves?
Yeah.
Oh, you do that one too?
With paperwork.
Yeah.
Holy shit.
(06:05):
You do all of them.
Yeah, everything.
You're literally like a walkingRJ joke.
White glove equity protection.
What the fuck do you do withwhite gloves for sellers?
I'm gonna come over and pack upyour stuff with white gloves.
That's what you do?
Yeah.
Do you actually do that?
I'm gonna come put your suitcasein your trunk after you sell me
(06:26):
your house for 60 cents on thedollar.
Okay.
Rewind.
Real talk.
All right, all the way back.
When I go call a seller, or meetthem in person, and I identify
that this is a great novation.
Yep.
What does Bennmott TheodoreLocker want me to say to the
(06:47):
seller?
In the language?
Yeah.
I want you to make anaggressive.
I want you to make an aggressivecash offer.
And they're gonna be like, oh,no way, RJ, I'm not in a hurry
to sell my house, and there's nochance I'm getting it.
All right, we've identified it'sa great novation.
Hit me with it.
Yeah.
So, hey, would you be interestedin uh seeing if you qualified
(07:08):
for our equity protectionprogram?
And they're gonna say, Who saysno?
Not me.
I definitely want my equityprotected.
Protect me, then Mont.
Who doesn't not want protection?
Mm-hmm.
Yeah.
So you know how you said youweren't in a hurry?
Uh-huh.
Right?
And you didn't want to give itaway?
I bet all you need is reasonableaccess.
(07:28):
Maybe even a little bit of time.
But I don't even know if youcould qualify for it yet.
So how do I qualify?
I don't want to get your hopesup, man.
This is real.
Are you excited?
Oh, buddy.
Don't look down.
Zoom in, zoom in.
(07:51):
So reframing it though.
Um, I don't know.
Tom Kroll?
Do you like Tom?
Do you respect Tom Kroll?
I I uh I like Tom Kroll.
Esoteric language, speaking inin the language of what people
understand.
No one knows what an assignmentis, nobody cares about a
novation.
It's a Latin word for new.
What are you using?
I uh here's how I would pitchit.
(08:12):
Okay.
I've identified that the cashoffer is not what is in the
seller's best interest.
So you're picking what's intheir best interest.
Got it?
Okay.
Because I've asked enoughquestions.
Okay.
I've now heard what they needout of the sale.
And I say, okay, what I can dofor you that would solve these
(08:32):
problems, insert the motivation.
Okay.
Is I could do what's called anovation.
And what that would mean is thatwe would list your house on the
MLS.
Yep.
We would present it to owneroccupants.
We will handle the realtors, allthe negotiations, the
inspections, all of that.
And you can worry about thethings that are most important
(08:53):
to you.
That is how I would pitch anovation.
That's how we do pitchnovations.
Yeah.
So what do we have in adifference on the word of the
name of it?
Yes.
You you like sounding likeeducated with novation.
You should go back and use thefull Latin to go learn.
I want to uh get away frommade-up language.
(09:14):
That's all it is.
Yeah, but some what if somebodyperceives it poorly?
As soon as somebody doesn't knowwhat something is, do you think
there's a negative connotationto it?
I like the name Ben Mont.
Yeah, I think most people areprobably having negative
connotation to your name.
But you like it.
I I don't.
I keep trying to say your nameand then it just comes out Ben
(09:36):
Mont.
Ben Mont.
You've said it a lot now.
I have.
I'm trying to figure it out.
I think you listen.
All right, so now you've movedaway from Novations, probably
because the EPP didn't work aswell as you hoped.
Yeah.
And now you're trying to teachpeople how to close cash offers
as well.
Uh more sales process than that.
We have a saying at Titanium.
(09:58):
You want to hear it?
Sure.
Process.
Is that it?
Go ahead.
Yep.
That's it.
The saying.
It that's a word.
To the people that know theyknow.
Like, do you know what I mean?
Like the IFKYK?
There's a there's a there's asomeone, you know, in our
(10:19):
industry, and he has a process.
You're very up to date.
I like am nerdy and stay in mylife.
Oh, okay.
So talk to me about yourprocess.
Process?
Yep.
Where do you think most peoplestruggle in general?
Um where do they lose mostopportunity or revenue?
(10:45):
Probably their actual ability toclose.
Like they're afraid to actuallygo for the the close itself.
Um I think it's because ourindustry has taught them that it
has to take weeks and weeks,months and months to be able to
do it.
(11:05):
And so they find themselves inthe friend slash therapist zone.
Ooh, friend zone, yeah.
Right?
You gotta build the rapport, thetrust, the credibility,
follow-up, the golds and thefollow-up.
Takes six months to close alead.
But you forgot to do businessalong the way.
Yeah, you know, you never askedfor it.
It's like when I saw youdownstairs all lonely by
(11:28):
yourself at this mastermind.
No one knows who the fuck youare.
Yeah, you have a weird name, BenMott.
No one was talking to you, and Isaid, Hey, you loser.
Over here with me.
Come over here and let me showyou how you can close without
using the EPP.
Yeah.
The white glove.
Right.
Yeah, yeah.
What do you think?
What's what's the actual sorry?
(11:48):
I just kind of took over there.
You you're the cell standard foryou, but we're here for it.
Yeah.
What's the question?
Yeah, it was your question.
Where did people lose?
Yeah, so process.
So everything you described,cool.
I don't care if it's good orbad, but it's the constant.
Too many variables in theindustry.
Then people start messing withdials.
Okay, I'm gonna go changemarketing because I can't close
or whatever.
At least set one standard.
(12:09):
The house is different everytime, the seller's different
every time, market changes,messaging changes.
You gotta have something that'sa constant to give you at least
a little bit of data.
So you brought a nerd on Europe,oh, fun, comical, but like you
gotta have something that's thebaseline.
You're good at that in yourcommunity.
People seek to you every day,but it's like if everything's
variable, that's a whirlwind,man.
Sounds good.
You hey, you you're way betterthan Eric.
(12:33):
Like, does Eric actually talk topeople?
We all have our superpowers.
Okay, when Eric goes to trainy'all's community, does he still
have the camera on the top ofhis head?
With the air conditioner behindit?
Yeah.
I do think that he still has anelevated view of his camera.
(12:54):
Have you had a conversation withEric where maybe you should be
the face of the organization?
You know, that's not my place topick where other people's
cameras go.
I'm just saying, like ingeneral.
Like, are you part of the realestate business?
Um, not day to day.
Oh, but you but do you get youget money?
You know, the behind the scenesBTS money.
(13:15):
Maybe, maybe you should be onthe billboards.
Hmm.
We should do a split test.
You should do a split test.
I mean, who in the right mindlooks at Eric Brewer and says, I
trust that guy?
He's a trustworthy guy.
Nobody, nobody, he's been arounda long time.
No, it's just purely based offthe fact that there's just no
(13:38):
one else in York, Pennsylvania,to buy the fucking house.
Yeah, man, we got a lot ofcompetition up there.
Oh, you don't?
Yeah, we per capita?
Who name them?
What's their name?
Well, there's two other Eric's.
So that's confusing already.
That is yeah, yeah.
We uh we've got adisproportionate amount of
investor activity for the sizeof the market we're in, and I
(14:00):
think it's because of the amountof like competition we've bred
in that space, which is good andbad all in one.
Okay, so we've aired out somegrievances about the EPP, the
white gloves, the process.
Um there's a couple othergrievances that I have with you
guys.
Yeah, bring them.
Um, one Eric's love language isgift giving.
(14:24):
He has given you gifts.
Yeah.
Right?
Many gifts.
Yeah.
He's given me gifts.
I gave Eric a gift.
Do you know about this gift?
I I don't keep daily tabs on soI gave Eric a tree.
A tree.
(14:45):
A live, breathing pine tree thatwas supposed to thrive in York,
Pennsylvania.
Because I have a saying,consistent as a tree.
If you can be as consistent as atree, no one will see your
business growing, but inevitablyit will be the largest of all
(15:05):
the businesses out there.
Okay.
So I bought him a tree.
I feel like there's a bad endingto this.
He let it sit behind him formonths until it died.
He never planted the fuckingtree.
Like what kind of rude monsterdo you work for?
This man.
(15:25):
How big was this tree?
It was a tree.
But like, give me just a show.
Like we talked about knee-highs.
Four feet.
A four foot pine tree.
You can see it behind him,behind his shiny ass head on his
camera.
You could see the pine tree.
Did we not water it?
It went, dude, it just wasn't.
Was it set in time?
It probably got decorated andset it up curb.
Like it came, it needed to beplanted.
(15:46):
But is that a hymn thing or areyou setting someone a bag tree?
It was a a real tree.
It like had instructions, likeyou have to dig a hole and put
it in the ground.
It's not a house plant.
It could be a testament that heloved it so much he kept it with
him all the time.
Even at its own demise.
All right.
Moving forward to my nextgrievance that I have with you.
(16:08):
It seems like I'm fighting a lotof other people's battles.
Is there anybody, anybody on sethere that controls what happens
in here?
Oh, hold on.
Are you his partner?
Yeah.
Okay.
Well, when people have problemswith Cassie, I don't sit there
and go, this is other people'sgrievances.
Oh, you guys like it.
Buckle up.
Welcome to partnership.
All right.
Okay.
Here's my other grievance.
Bring it.
One time in 2023, I called aseller in Florida.
(16:32):
Florida.
Do y'all do business in Florida?
I live here.
Do you buy houses?
No.
No.
Well, it's what you say.
We bought one.
Yeah.
Yeah.
You all you did some EPP.
We had two.
Listen, actually.
We had two.
I talked to this lovely lady.
Yeah.
And then this was weird becausewe were doing part of the
disruption.
(16:53):
Right?
Yeah, I remember that.
All right.
It was like this with one extraperson where nobody even said
anything, and you guys justargued.
Listen, I call her.
I'm like, do you want to sell?
Yes.
How much you want for it?
$55,000.
Tell me a little bit about whatyou got going on.
Are you a part of Eric Brewer'steam?
(17:16):
I'm like, what?
Eric Brewer's team.
No.
Would be nice though, wouldn'tit?
I was like, no.
No.
I was like, how do you know EricBrewer?
I talked to someone on EricBrewer's team this morning.
Nice.
And now you're calling me.
I was like, that is so strange.
I'm on a podcast with EricBrewer.
(17:36):
Who'd you speak to?
I think his name was likeGrayson.
Does that sound familiar?
No, but true.
You wouldn't know who works foryou.
Just think about that.
I was talking to your employeesright there.
But, anyways.
They're on that one.
Yeah.
Well, that's my camera.
I don't know if you know howthis works.
That's yours.
Oh, yeah.
Yeah.
This is ours.
That's where it sees our crotchand everything.
(17:57):
Oh.
That's crotch cam.
Yeah, crotch cam.
Okay.
All right.
Yours, mine, crotch cam.
Okay, so my team.
All right.
I called Grayson.
Grayson and I worked out that wewere going to collectively help
this beautiful soul in Florida.
Get 55,000 onto her next phasein her life.
Right.
Yep.
Right.
(18:17):
And then the next day, Graysonclosed the deal and shafted me
in the back.
We should give him a belt.
No! King Closer Grayson! No! No.
That wasn't cool.
Um, we've never had a Grayson.
I don't believe it.
So Greyson?
Oh no accent on Grayson either.
(18:41):
Greasing?
Grayson?
And then Eric retired from PTDand killed the show.
This is your partner.
That's sad.
Luckily, we were able to helpthe old lady though.
You know what?
This episode was therapeutic forme.
Good.
I need to get a lot of yourchest.
Yeah.
(19:01):
One, the fact that your name'sBen Mont.
It's bothered me since themoment I've ever met you.
Super helpful.
Yeah.
Two, EPP.
Got it.
White gloves.
Can we stop with the whitegloves at least?
That makes you feel better.
Like you'll say we're just gonnatotally redo our whole pitch.
Sure.
(19:21):
Is that compliance orcommitment, you think?
You're the sales guy.
That that felt like you werejust lying.
Yeah.
Yeah.
Yeah, we don't do anything withgloves, but it seemed like you
wanted to fight about gloves.
Oh, you don't?
You're not the white.
It's the king.
How does it feel to have a king?
I can only see the top of yourhead.
I feel like I'm watching uh Timthe Toolman over the fence the
(19:44):
whole time.
You're Wilson.
It's like you need really goodemotions in your eyes for me to
even know what's going on overthere.
Hey, uh, real quick, what timeis it?
I'm late.
My attorney call.
Oh, you you missed your attorneycall?
Yeah.
Oh, well then.
I'll explain that this I wasvery productive during this time
period.
Yeah.
Probably getting sued for whitegloves.
Yeah.
EPP.
EPP violations.
(20:05):
Yeah.
That's okay.
Uh, we'll wrap up very quicklythen because you're an important
person and need to go deal withyour law.
Um, just remember that, people,when you do your novations.
Yep.
Right?
It's a French word.
Um, what is your greatestachievement in life?
Greatest achievement in life?
First, I got two beautiful kids.
You'll get one serious thinghere.
(20:26):
Kids have been great.
That's probably my best.
Peaked.
Peaked at two kids.
What about it?
It's amazing.
Greatest, greatestaccomplishment in life is making
two kids.
Yeah.
Making raising?
How many kids do you have?
Keep going.
Two.
Yeah, you know all about kids.
Keep going.
Like keeping them alive forthree and five years now,
(20:49):
instilling some good qualitiesin them.
You're almost at Trevor Mocklevel.
Keep going.
Trevor Mock level.
Come on.
Mock three.
Beyond kids, though?
Oh.
Um.
You know, the last two years ofbuilding a community that has a
good impact on people feelsgood.
We have a lot of people in ourcommunity every day that that
(21:11):
have a good impact on otherpeople.
It's an exponential.
It's probably the biggest reachyou can have.
You can do deals, but it's likeone person, three people
involved.
Just to be clear, when you'rethinking about who you want to
be your sales trainer, this mancan't even sell his own
accomplishments.
Yeah, that's you know,humilities.
Let's fix that.
This man can't even sell his ownaccomplishments.
(21:32):
Take that one better.
Take three.
Take three.
Is that a scripted part out ofthis whole thing?
That's the scripted part.
You didn't see yourteleprompter?
No, mine's not working.
Makes sense.
All right.
So this is Bennmont TheodoreLocker.
Um, if you did not enjoy today'sepisode, I completely
understand.
Yeah, it would absolutely makesense.
(21:55):
But definitely tune in for thenext one.
Yeah, there you go.
(00:00):
There you go.
You get it.
Yeah.
What are you doing down there?
You just want to kick us off?
I mean You sh you shift it tome.
Like what what do you is thisguy ready?
I mean, yeah, you just started Iwas about to do our
introduction.
Hello, and welcome to thisepisode of Between Two Belts.
I am RJ Bates the third.
(00:23):
Today it's a lot harder with themicrophone.
I can't even see you.
You know, we used to have thesefancy microphones up here.
Don't worry, we'll take all thisout and post.
(00:44):
And uh I hope not.
And now we have these in ourhand.
And you only have one hand.
So it's harder for the other.
Do you need a hand over there?
I can come help you.
It's harder for me to get to mynotes.
Um Ben Mont Theodore Locker?
That is correct.
Why did you put your middle nameon your application?
(01:06):
It sounds proper.
Credibility?
What the fuck is a Benmont?
Yeah, exactly.
Like, why did your parents dothat?
Well, Tom Petty and theHeartbreakers.
You're probably the age, right?
What fans?
No, not that old.
I was going that you might beyoung enough to know, but either
way's fine.
Wow.
(01:26):
Uh Benmont Tench, guitar playerfrom the band.
Oh.
Turns out it's not his name,though.
Benjamin Montgomery, stage nameBenmont, got named after it,
found it out at 36.
We're gonna keep it for now.
Wow.
So as a kid, why didn't you justgive up on it and just be like,
my name's Ben?
(01:47):
It depends on the scenario.
Like it can be.
And in third grade, were youknown as Ben Mont?
It's Ben.
It was always 50-50.
Like certain Benmonters andcertain Benz.
That was it.
Okay.
Yeah.
Very good.
Yeah.
Um, Ben Mont.
It's like a hyphen now.
It's both, but also different.
It's just a fucking awkwardname.
(02:09):
Yeah.
I mean, what do you uh what doyou do, Ben Mont?
Um, I currently have a salestraining community in the real
estate investing space.
Wow.
You see these?
Those belts?
Yeah.
Yeah, you both.
Know who I am?
The King Closer.
Yeah.
Never invited me in thatcommunity.
(02:30):
Do you give yourself a beltevery year?
Only when people step up and tryto compete.
So you have a you have a salescommunity?
We do sales training.
When did that start?
Um, so we built a sales processthat our team liked, and we
(02:52):
formalized it to educate thesales team as we grew for our
own investment business.
And then people were like thethe age old, like you're kind of
good at something, and they'relike, oh, like let me get that.
Let me get that.
And fast forward, now we've gota community of 450-some people
who like the way we do sales.
When did this come about?
We just celebrated a year of itbeing uh a formal thing.
(03:16):
Like, by we, do you mean theperson that I knew you from
originally?
Yeah, but like I thought thiswas my moment.
Oh, sorry.
To be clear, this is notBennmont, Theodore, Locker.
This is Eric Brewer's bitch.
I earned the stripes.
Well, I guess that's probablybetter than what I first was
(03:37):
called when I started there.
Yeah, probably.
Uh, but uh Joe, Eric, andmyself, um, yeah, we we spun
off.
Nobody even knows who Joe is.
Yeah, he's five, six, but yeah,very smart.
Wow.
Not tall.
So never even heard his name.
But smart.
Oh, come on.
He's never known Eric for years.
Joe, you are forgotten abouthope you're getting a check once
(04:01):
a quarter.
He does get a check, and we'reresurrecting him.
Oh, this is this is this is histime to shine.
All right, so you Eric and thisguy, Joe.
Allegedly.
Right.
This other guy, Joe.
Yeah.
I thought y'all were like thenovation people.
Well, we were, but your salesguy was required to be able to
pitch a novation.
(04:21):
So you realized that, like, hey,the the being the novation king
is just like, well, you weren't.
Bro, that's IP.
Easy.
That's gonna be cut out.
Yeah, you're not a third-partyguy in here.
Um, you're just not the king inanything.
Yeah.
Because you're not the king ofclosing, you're not the novation
king.
We're the sales king now.
We're sales training king.
(04:42):
The sales training king.
Yes.
Because you don't disrupt sales.
Yeah, no disruption.
Yeah, that's that's not good insales.
Steve.
Yeah.
So you got out of novations, youdon't teach that anymore?
We do, but like every novationconversation came back to um how
do you pitch a novation?
(05:03):
And so you're not you're notprotecting the equity anymore?
We do protect the equity.
Oh, you do.
Yeah, that's still a movement.
Let's talk about that.
You know, I shit on you guys allthe time.
I don't know if you know that ornot.
Thank you.
Did you know that?
Uh you would probably want me topay attention to more of what
you do than I do, but I'm gladyou don't pay attention because
if you did, you would cry atnight.
(05:24):
I mean, it would just Ericwatches.
It hurts Eric's feelings deepdown.
Yeah, he likes a little bit ofthe toxic attention.
He does.
He does.
Why do y'all think that you haveto say equity protection
program?
The EPP.
Why why is that a thing?
What are you calling it?
Uh, I'm gonna do a novation.
No one knows what a novation is.
What are you gonna turn?
(05:45):
No one knows what an equityprotection program is.
What are you?
The fucking government agencyover there?
Yeah, it's it's very trendyright now.
You want to be a three-letteragency, the EPP.
It's well respected with thecurrent economic climate.
Do you also have white gloves?
Yeah.
Oh, you do that one too?
With paperwork.
Yeah.
Holy shit.
(06:05):
You do all of them.
Yeah, everything.
You're literally like a walkingRJ joke.
White glove equity protection.
What the fuck do you do withwhite gloves for sellers?
I'm gonna come over and pack upyour stuff with white gloves.
That's what you do?
Yeah.
Do you actually do that?
I'm gonna come put your suitcasein your trunk after you sell me
(06:26):
your house for 60 cents on thedollar.
Okay.
Rewind.
Real talk.
All right, all the way back.
When I go call a seller, or meetthem in person, and I identify
that this is a great novation.
Yep.
What does Bennmott TheodoreLocker want me to say to the
(06:47):
seller?
In the language?
Yeah.
I want you to make anaggressive.
I want you to make an aggressivecash offer.
And they're gonna be like, oh,no way, RJ, I'm not in a hurry
to sell my house, and there's nochance I'm getting it.
All right, we've identified it'sa great novation.
Hit me with it.
Yeah.
So, hey, would you be interestedin uh seeing if you qualified
(07:08):
for our equity protectionprogram?
And they're gonna say, Who saysno?
Not me.
I definitely want my equityprotected.
Protect me, then Mont.
Who doesn't not want protection?
Mm-hmm.
Yeah.
So you know how you said youweren't in a hurry?
Uh-huh.
Right?
And you didn't want to give itaway?
I bet all you need is reasonableaccess.
(07:28):
Maybe even a little bit of time.
But I don't even know if youcould qualify for it yet.
So how do I qualify?
I don't want to get your hopesup, man.
This is real.
Are you excited?
Oh, buddy.
Don't look down.
Zoom in, zoom in.
(07:51):
So reframing it though.
Um, I don't know.
Tom Kroll?
Do you like Tom?
Do you respect Tom Kroll?
I I uh I like Tom Kroll.
Esoteric language, speaking inin the language of what people
understand.
No one knows what an assignmentis, nobody cares about a
novation.
It's a Latin word for new.
What are you using?
I uh here's how I would pitchit.
(08:12):
Okay.
I've identified that the cashoffer is not what is in the
seller's best interest.
So you're picking what's intheir best interest.
Got it?
Okay.
Because I've asked enoughquestions.
Okay.
I've now heard what they needout of the sale.
And I say, okay, what I can dofor you that would solve these
(08:32):
problems, insert the motivation.
Okay.
Is I could do what's called anovation.
And what that would mean is thatwe would list your house on the
MLS.
Yep.
We would present it to owneroccupants.
We will handle the realtors, allthe negotiations, the
inspections, all of that.
And you can worry about thethings that are most important
(08:53):
to you.
That is how I would pitch anovation.
That's how we do pitchnovations.
Yeah.
So what do we have in adifference on the word of the
name of it?
Yes.
You you like sounding likeeducated with novation.
You should go back and use thefull Latin to go learn.
I want to uh get away frommade-up language.
(09:14):
That's all it is.
Yeah, but some what if somebodyperceives it poorly?
As soon as somebody doesn't knowwhat something is, do you think
there's a negative connotationto it?
I like the name Ben Mont.
Yeah, I think most people areprobably having negative
connotation to your name.
But you like it.
I I don't.
I keep trying to say your nameand then it just comes out Ben
(09:36):
Mont.
Ben Mont.
You've said it a lot now.
I have.
I'm trying to figure it out.
I think you listen.
All right, so now you've movedaway from Novations, probably
because the EPP didn't work aswell as you hoped.
Yeah.
And now you're trying to teachpeople how to close cash offers
as well.
Uh more sales process than that.
We have a saying at Titanium.
(09:58):
You want to hear it?
Sure.
Process.
Is that it?
Go ahead.
Yep.
That's it.
The saying.
It that's a word.
To the people that know theyknow.
Like, do you know what I mean?
Like the IFKYK?
There's a there's a there's asomeone, you know, in our
(10:19):
industry, and he has a process.
You're very up to date.
I like am nerdy and stay in mylife.
Oh, okay.
So talk to me about yourprocess.
Process?
Yep.
Where do you think most peoplestruggle in general?
Um where do they lose mostopportunity or revenue?
(10:45):
Probably their actual ability toclose.
Like they're afraid to actuallygo for the the close itself.
Um I think it's because ourindustry has taught them that it
has to take weeks and weeks,months and months to be able to
do it.
(11:05):
And so they find themselves inthe friend slash therapist zone.
Ooh, friend zone, yeah.
Right?
You gotta build the rapport, thetrust, the credibility,
follow-up, the golds and thefollow-up.
Takes six months to close alead.
But you forgot to do businessalong the way.
Yeah, you know, you never askedfor it.
It's like when I saw youdownstairs all lonely by
(11:28):
yourself at this mastermind.
No one knows who the fuck youare.
Yeah, you have a weird name, BenMott.
No one was talking to you, and Isaid, Hey, you loser.
Over here with me.
Come over here and let me showyou how you can close without
using the EPP.
Yeah.
The white glove.
Right.
Yeah, yeah.
What do you think?
What's what's the actual sorry?
(11:48):
I just kind of took over there.
You you're the cell standard foryou, but we're here for it.
Yeah.
What's the question?
Yeah, it was your question.
Where did people lose?
Yeah, so process.
So everything you described,cool.
I don't care if it's good orbad, but it's the constant.
Too many variables in theindustry.
Then people start messing withdials.
Okay, I'm gonna go changemarketing because I can't close
or whatever.
At least set one standard.
(12:09):
The house is different everytime, the seller's different
every time, market changes,messaging changes.
You gotta have something that'sa constant to give you at least
a little bit of data.
So you brought a nerd on Europe,oh, fun, comical, but like you
gotta have something that's thebaseline.
You're good at that in yourcommunity.
People seek to you every day,but it's like if everything's
variable, that's a whirlwind,man.
Sounds good.
You hey, you you're way betterthan Eric.
(12:33):
Like, does Eric actually talk topeople?
We all have our superpowers.
Okay, when Eric goes to trainy'all's community, does he still
have the camera on the top ofhis head?
With the air conditioner behindit?
Yeah.
I do think that he still has anelevated view of his camera.
(12:54):
Have you had a conversation withEric where maybe you should be
the face of the organization?
You know, that's not my place topick where other people's
cameras go.
I'm just saying, like ingeneral.
Like, are you part of the realestate business?
Um, not day to day.
Oh, but you but do you get youget money?
You know, the behind the scenesBTS money.
(13:15):
Maybe, maybe you should be onthe billboards.
Hmm.
We should do a split test.
You should do a split test.
I mean, who in the right mindlooks at Eric Brewer and says, I
trust that guy?
He's a trustworthy guy.
Nobody, nobody, he's been arounda long time.
No, it's just purely based offthe fact that there's just no
(13:38):
one else in York, Pennsylvania,to buy the fucking house.
Yeah, man, we got a lot ofcompetition up there.
Oh, you don't?
Yeah, we per capita?
Who name them?
What's their name?
Well, there's two other Eric's.
So that's confusing already.
That is yeah, yeah.
We uh we've got adisproportionate amount of
investor activity for the sizeof the market we're in, and I
(14:00):
think it's because of the amountof like competition we've bred
in that space, which is good andbad all in one.
Okay, so we've aired out somegrievances about the EPP, the
white gloves, the process.
Um there's a couple othergrievances that I have with you
guys.
Yeah, bring them.
Um, one Eric's love language isgift giving.
(14:24):
He has given you gifts.
Yeah.
Right?
Many gifts.
Yeah.
He's given me gifts.
I gave Eric a gift.
Do you know about this gift?
I I don't keep daily tabs on soI gave Eric a tree.
A tree.
(14:45):
A live, breathing pine tree thatwas supposed to thrive in York,
Pennsylvania.
Because I have a saying,consistent as a tree.
If you can be as consistent as atree, no one will see your
business growing, but inevitablyit will be the largest of all
(15:05):
the businesses out there.
Okay.
So I bought him a tree.
I feel like there's a bad endingto this.
He let it sit behind him formonths until it died.
He never planted the fuckingtree.
Like what kind of rude monsterdo you work for?
This man.
(15:25):
How big was this tree?
It was a tree.
But like, give me just a show.
Like we talked about knee-highs.
Four feet.
A four foot pine tree.
You can see it behind him,behind his shiny ass head on his
camera.
You could see the pine tree.
Did we not water it?
It went, dude, it just wasn't.
Was it set in time?
It probably got decorated andset it up curb.
Like it came, it needed to beplanted.
(15:46):
But is that a hymn thing or areyou setting someone a bag tree?
It was a a real tree.
It like had instructions, likeyou have to dig a hole and put
it in the ground.
It's not a house plant.
It could be a testament that heloved it so much he kept it with
him all the time.
Even at its own demise.
All right.
Moving forward to my nextgrievance that I have with you.
(16:08):
It seems like I'm fighting a lotof other people's battles.
Is there anybody, anybody on sethere that controls what happens
in here?
Oh, hold on.
Are you his partner?
Yeah.
Okay.
Well, when people have problemswith Cassie, I don't sit there
and go, this is other people'sgrievances.
Oh, you guys like it.
Buckle up.
Welcome to partnership.
All right.
Okay.
Here's my other grievance.
Bring it.
One time in 2023, I called aseller in Florida.
(16:32):
Florida.
Do y'all do business in Florida?
I live here.
Do you buy houses?
No.
No.
Well, it's what you say.
We bought one.
Yeah.
Yeah.
You all you did some EPP.
We had two.
Listen, actually.
We had two.
I talked to this lovely lady.
Yeah.
And then this was weird becausewe were doing part of the
disruption.
(16:53):
Right?
Yeah, I remember that.
All right.
It was like this with one extraperson where nobody even said
anything, and you guys justargued.
Listen, I call her.
I'm like, do you want to sell?
Yes.
How much you want for it?
$55,000.
Tell me a little bit about whatyou got going on.
Are you a part of Eric Brewer'steam?
(17:16):
I'm like, what?
Eric Brewer's team.
No.
Would be nice though, wouldn'tit?
I was like, no.
No.
I was like, how do you know EricBrewer?
I talked to someone on EricBrewer's team this morning.
Nice.
And now you're calling me.
I was like, that is so strange.
I'm on a podcast with EricBrewer.
(17:36):
Who'd you speak to?
I think his name was likeGrayson.
Does that sound familiar?
No, but true.
You wouldn't know who works foryou.
Just think about that.
I was talking to your employeesright there.
But, anyways.
They're on that one.
Yeah.
Well, that's my camera.
I don't know if you know howthis works.
That's yours.
Oh, yeah.
Yeah.
This is ours.
That's where it sees our crotchand everything.
(17:57):
Oh.
That's crotch cam.
Yeah, crotch cam.
Okay.
All right.
Yours, mine, crotch cam.
Okay, so my team.
All right.
I called Grayson.
Grayson and I worked out that wewere going to collectively help
this beautiful soul in Florida.
Get 55,000 onto her next phasein her life.
Right.
Yep.
Right.
(18:17):
And then the next day, Graysonclosed the deal and shafted me
in the back.
We should give him a belt.
No! King Closer Grayson! No! No.
That wasn't cool.
Um, we've never had a Grayson.
I don't believe it.
So Greyson?
Oh no accent on Grayson either.
(18:41):
Greasing?
Grayson?
And then Eric retired from PTDand killed the show.
This is your partner.
That's sad.
Luckily, we were able to helpthe old lady though.
You know what?
This episode was therapeutic forme.
Good.
I need to get a lot of yourchest.
Yeah.
(19:01):
One, the fact that your name'sBen Mont.
It's bothered me since themoment I've ever met you.
Super helpful.
Yeah.
Two, EPP.
Got it.
White gloves.
Can we stop with the whitegloves at least?
That makes you feel better.
Like you'll say we're just gonnatotally redo our whole pitch.
Sure.
(19:21):
Is that compliance orcommitment, you think?
You're the sales guy.
That that felt like you werejust lying.
Yeah.
Yeah.
Yeah, we don't do anything withgloves, but it seemed like you
wanted to fight about gloves.
Oh, you don't?
You're not the white.
It's the king.
How does it feel to have a king?
I can only see the top of yourhead.
I feel like I'm watching uh Timthe Toolman over the fence the
(19:44):
whole time.
You're Wilson.
It's like you need really goodemotions in your eyes for me to
even know what's going on overthere.
Hey, uh, real quick, what timeis it?
I'm late.
My attorney call.
Oh, you you missed your attorneycall?
Yeah.
Oh, well then.
I'll explain that this I wasvery productive during this time
period.
Yeah.
Probably getting sued for whitegloves.
Yeah.
EPP.
EPP violations.
(20:05):
Yeah.
That's okay.
Uh, we'll wrap up very quicklythen because you're an important
person and need to go deal withyour law.
Um, just remember that, people,when you do your novations.
Yep.
Right?
It's a French word.
Um, what is your greatestachievement in life?
Greatest achievement in life?
First, I got two beautiful kids.
You'll get one serious thinghere.
(20:26):
Kids have been great.
That's probably my best.
Peaked.
Peaked at two kids.
What about it?
It's amazing.
Greatest, greatestaccomplishment in life is making
two kids.
Yeah.
Making raising?
How many kids do you have?
Keep going.
Two.
Yeah, you know all about kids.
Keep going.
Like keeping them alive forthree and five years now,
(20:49):
instilling some good qualitiesin them.
You're almost at Trevor Mocklevel.
Keep going.
Trevor Mock level.
Come on.
Mock three.
Beyond kids, though?
Oh.
Um.
You know, the last two years ofbuilding a community that has a
good impact on people feelsgood.
We have a lot of people in ourcommunity every day that that
(21:11):
have a good impact on otherpeople.
It's an exponential.
It's probably the biggest reachyou can have.
You can do deals, but it's likeone person, three people
involved.
Just to be clear, when you'rethinking about who you want to
be your sales trainer, this mancan't even sell his own
accomplishments.
Yeah, that's you know,humilities.
Let's fix that.
This man can't even sell his ownaccomplishments.
(21:32):
Take that one better.
Take three.
Take three.
Is that a scripted part out ofthis whole thing?
That's the scripted part.
You didn't see yourteleprompter?
No, mine's not working.
Makes sense.
All right.
So this is Bennmont TheodoreLocker.
Um, if you did not enjoy today'sepisode, I completely
understand.
Yeah, it would absolutely makesense.
(21:55):
But definitely tune in for thenext one.
Popular Podcasts
Las Culturistas with Matt Rogers and Bowen Yang
Ding dong! Join your culture consultants, Matt Rogers and Bowen Yang, on an unforgettable journey into the beating heart of CULTURE. Alongside sizzling special guests, they GET INTO the hottest pop-culture moments of the day and the formative cultural experiences that turned them into Culturistas. Produced by the Big Money Players Network and iHeartRadio.
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.