August 22, 2025 • 14 mins
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:05):
what's up, guys?
Welcome back to the king closerreacts.
I am the king closer rj base.
The third.
This is the series.
Well, I mean, you know what itis.
I'm gonna watch the videos.
I'm gonna disagree witheverybody and you're gonna agree
with me.
That's the series.
Speaker 2 (00:21):
Let's get into our first video today, whatever it
is, stay committed, do that hourevery single day or do that two
or three hours every single day.
Just taking that consistentaction so that you can actually
start getting deals, startchanging your life because if
you think about it, three orfour deals in a year probably
replaces your actual incomeright now.
(00:42):
You know our average deal isaround 17 grand or so, so
$17,000, and you know three orfour of those.
You know the average income issomewhere around 60 grand for a
year for a whole household.
So three or four deals actuallyreplaces your income.
So if that's true for you, takethat consistent action to where
you can start getting the deal.
Eventually you probably can geta deal a month.
(01:02):
I mean, what would that do foryou?
Take that consistent action towhere you can start getting the
deal.
Eventually you probably can geta deal a month.
I mean what would that do foryou and your family and your
mindset and your life in general?
Just having money.
You know money is noteverything, but money is
necessary.
Speaker 1 (01:19):
So obviously I completely agree with this.
I feel like consistency is oneof the most important things
that any entrepreneur can have,especially in the wholesaling
industry, because the consistentactions will compound and, like
he's saying, three to fourdeals a year would replace that
income.
But if you're consistent day inand day out, eventually you're
(01:40):
going to start seeing deals thatyou were taking massive action
on.
Maybe it's a lead that youpurchased two, three months ago,
maybe even six months ago.
Those start popping up.
Sellers start following up withyou.
They start responding to yourdrip texts, follow-up voicemails
, things like that.
That's what really moves theneedle for us as wholesalers.
(02:01):
However, he's talking about themoney that we can make us as
wholesalers.
However, he's talking about themoney that we can make.
The issue is, people are so usedto making that weekly paycheck
and it's a whole differentmindset shift to getting to a
lump sum of $17,000 and thenhaving to not immediately change
our lifestyles or get overzealous about that victory that
(02:24):
we have.
And it's way different whenyou're getting that weekly
paycheck, consistent income.
You know that you're going tobe taken care of and we start
panicking and we start fearingwhether or not we're going to
have that consistent income, westart looking at how much money
do I have in my bank account andis it going to sustain, and we
(02:45):
start failing inside of ourprocesses when we're talking to
sellers and we refer to it ascommission breath, where the
seller can really feel that thatdeal is more important to us
than it is them, and by naturethey are the motivated seller
and so don't fall victim to thefact that the income, the cash
(03:06):
conversion cycle, is differentthan it is inside of your W-2.
Speaker 3 (03:11):
Do you have the guts to kick somebody out of their
house?
A lot of people.
That's too hard of a pill toswallow.
In fact, some of our investors.
Part of the reason why they areinvestors with us is so that
they don't have to deal with themanagement side.
They don't have to ever thinkabout, oh, this single mom who
hasn't paid needs to go, and soa lot of the compassion that you
(03:33):
have for these people may makeit difficult for you to manage
it yourself.
The other part to consider iswhat amount are you giving away?
From a financial perspective,that's a real big consideration.
If you're only making $300 incash flow and you give 250 of it
away to a property managementcompany, is it even worth it to
do real estate investing, toreally consider, understand your
(03:56):
ability, because it's more thanjust collecting rent.
Hey, thanks for watching.
I got a free chapter.
Speaker 1 (04:04):
Hey, thanks for watching.
I got a free chapter.
No-transcript.
You're going to hear theirstory.
Right, we refer to it on theentrepreneur side as excuse plus
a story.
Right, here's the reason why Ican't pay you rent and here's my
(04:27):
story.
Like he said, one of the mosttragic stories will be a single
mom, where maybe they're havingissues financially and they
can't pay the rent.
Unfortunately, we have to lookat it as we have to protect
ourselves.
Our livelihood is on the linehere, where our ability to pay
(04:50):
the mortgage, the taxes, theinsurance, everything that comes
along with owning that propertyas well as that's how we also
feed our own families and, quitefrankly, a bank is a great
example of this.
A bank might offer forbearanceon a mortgage payment, but
eventually they're going to wanttheir money and it's the
(05:11):
tenant's responsibility to paytheir rent.
And it is a complete mindsetshift.
And obviously, if you've everposted anything on TikTok about
being a landlord and non-payingtenants, you will know the
majority of the world thinksthat we are the scum of the
(05:32):
earth.
Right, they think we are theworst human beings and we're
taking advantage of people.
But that's not the case.
We are taking distressedproperties.
We are rehabbing them, makingthem livable again, increasing
the property values and thengiving an opportunity for
someone to have a place to rent,which, if you cannot afford or
(05:55):
in a position to buy a house,you rely on landlords.
It's your responsibility atthat point in time to pay your
rent, and for someone thatrented apartments and houses for
years when I was working atPizza Hut, no one ever gave me
grace, and so it is one of thosethings.
As a landlord, you have to goin there and it has to be a
(06:17):
business transaction.
You really have to be able toremove your emotions from the
transaction and take care ofyour family and your business
transaction.
You really have to be able toremove your emotions from the
transaction and take care ofyour family and your business
first.
Speaker 4 (06:26):
Commercial real estate is a very different beast
than residential.
Like their attorney draftedcontracts, commercial agents are
not realtors, don't have MLS,they don't have AAR contracts,
they don't have lock boxes, like.
It's a completely differentworld.
It's also a good old boys clubso they don't want anybody
breaking into their market.
You know there's maybe 1500commercial agents in Arizona but
you know they've got therelationships passed down from
(06:48):
their fathers or they've justbeen in the business for a
really long time.
Like, the demographic andcommercial is all white males
over 60.
You know someone like me atHomeSmart or West USA going and
be like, hey, I'm going torepresenting this commercial
buyer and dah, this commercialbuyer.
And they won't respond.
They don't want to share aco-broke with people, let alone
someone at a residentialbrokerage that doesn't know what
they're doing so.
Speaker 5 (07:06):
the solution to that was start your own brokerage.
Speaker 4 (07:08):
Right.
Speaker 1 (07:12):
So I believe you know she's speaking from the
commercial broker side of things.
But even on the investment sideof things it is a good old boys
club and quite frankly she kindof loosely spoke about the
majority of the commercialbrokers in Arizona are white
males over 60.
Well, I think you could alsosay that about the majority of
(07:34):
real estate investing.
In general, it can feel likeit's a good old boys club to a
certain degree.
This is part of the reason whyI've always chosen to stay in my
lane with residential realestate.
It's where we got our start andwe found success in it.
And of course there's always thethere's more money.
(07:55):
You're just adding on somezeros and a little bit of extra
time, but there's so much moremoney that you can make in the
commercial side zeros and alittle bit of extra time, but
there's so much more money thatyou can make in the commercial
side.
But the relationship of thecommercial aspect of real estate
is so important and it doestake that to get really your
foot inside the door.
So I agree with what she'ssaying.
It's why it's one of the manyreasons why we've stayed in
(08:17):
single family and honestly Irespect someone like her going
out and trying to kick the doordown and saying, hey, if it's
only going to be white malesover 60, I'm going to go out,
I'm going to start my ownbrokerage, I'm going to go
develop relationships with theclients and I'm going to go
start my own thing.
Kudos to her.
Speaker 4 (08:34):
What is your worst bias about women in real estate?
Speaker 5 (08:39):
I don't, so I'm OK.
There's another caveat here.
One of my partners is a woman,yes, but she's not wired like
most women.
Generally speaking, the biaswould be like women are
emotional or, you know, they'renot going to be as savage as
they need to be when push comesto shove.
But that's just not true in ouroffice, because I'm kind of the
(09:00):
pushover and Lindsay is thesavage one in our office, so I
don't see it that way.
But I do know that that's likethe bias.
It's like, oh, she's not goingto negotiate hard against me or,
you know, you just kind of likefeel like you have an advantage
.
But I don't know, I know thatthat's not true because I get
destroyed in the office all thetime.
What is your?
Speaker 1 (09:20):
worst bias?
Destroying mouths all the time.
What is your worst bias?
So obviously, as someone thathas a female business partner in
Cassie, I completely agree withwhat Adam's talking about right
there.
The bias against women is, yes,they're more emotional.
Sometimes they don't receive theimmediate respect.
You know, you get the wholesayings.
You know what's your role inthe company.
(09:42):
Are you actually a partner?
Oh, you're not an actual ownerof titanium.
You must just be RJ's wife.
You must just be having sexwith RJ, right?
That's why you have this role.
That's always the assumptions,and it's like she's been here
since day one.
Like brother, she's the one youdon't want to deal with.
(10:03):
Just like Adam's saying she's asavage, she'll own your ass,
right, I'm the pushover.
So it is funny that that's thenatural assumption.
I will also say that's normallythe assumption from other men.
The women do give Cassie respect.
In fact, they love the factthat she's been able to sustain
(10:25):
success in this industry andthey look at it from a lens of
appreciation and respect.
More than anything in thisworld.
It's respect, but we veryrarely give that respect out to
women.
Why is that the case?
(10:51):
I'd love to see that change.
I love the women that we haveinside of Titanium University.
I think they're amazing at whatthey're able to accomplish,
because I've seen some of thebarriers to entry that this
industry gives.
But I've also seen that thenatural superpower that they
have, where they can connectwith more people easier than men
, they do have a different lensthey look at and they understand
(11:11):
things better and, quitefrankly, I think they also will
stick to their ethics and theirmorals.
Better than most men.
They'll look at things andthat's why Cassie is such a
great negotiator and it's beenamazing to have her on my team
to be able to say, hey, maybe wecan bend this rule that we set
for ourself, and she'll say, no,that's not how we do things and
(11:34):
we're going to stick to the waythat we do things for a reason.
So the bias against women Iagree with Adam, and so the bias
against women I agree with Adam, but I don't think it's really
a founded bias.
Speaker 4 (11:51):
Thirteenth hour.
Thirteenth hour.
Speaker 6 (11:52):
And then, after you hit sign, just go ahead and hit
finish.
I'll go ahead and refresh.
On my end.
Bingo, everything is signed.
On my end I want to saycongratulations for the sale of
your property.
Moving forward, I'll go aheadand text you over the address to
send that key to.
I'm going to go ahead and sendthis over to the title company.
There's two title companies Iwill be choosing between.
I'll let you know which one Igo with.
I'm really going to go with theone that has the cheapest
closing fees for me and theywill be reaching out to you
(12:17):
first thing in the morning.
Is this a good number to reachout?
Wow, 13,000.
Wow, you got this property for$25,000.
The ARV on this property is$65,000 times 0.75.
That leaves you around 48, 48minus 10,000.
He says the property is okay,never trust your seller.
Minus 10,000, leaving me at38,000.
(12:39):
13,000.
Wow, all right.
Speaker 1 (12:42):
First of all, I love this guy's personality.
Okay, he's been on heremultiple times.
All of his videos are great,clearly closed the deal I mean
his title is Roy the closerright.
I don't love how he came upwith his offer price right 75%
of ARV minus repairs.
(13:03):
And then where's his assignmentfee?
How does he make 13,000 on that?
So he got it for 25,000.
He's selling for 38.
That's how he's getting there.
Again, 75% of ARV.
That's a little tight in mostareas.
I'm wondering if Roy is a localwholesaler and he just knows
(13:25):
that's where his end buyers.
Personally, for me, as avirtual wholesaler, I would
never run things like that,especially in that price point.
Depending on what state this isin, I would definitely want to
look at the as-is comps, seewhere the end buyers are buying.
I do agree with the assessmentof.
He says the property is ingreat condition or good
condition.
(13:45):
Don't take that in, you know.
Don't take the seller's wordfor it.
$10,000, though, goes so fast.
If you're doing anything to aproperty, right, that's like
flooring and paint and that's it.
So I don't love theunderwriting of that, but
overall personality content,love it, roy.
Keep pumping it out.
(14:05):
I'm sure we'll see you on hereon future reels.
Just guys comping andunderwriting Got to be careful
on it.
All right, that's our episodeof the King Closer Reacts.
Hope you guys enjoyed it.
If you did show me some lovelike the video, let me know
which one was your favorite oneand if you agree or disagree
with my takes.
(14:26):
We'll see you guys tomorrow.
what's up, guys?
Welcome back to the king closerreacts.
I am the king closer rj base.
The third.
This is the series.
Well, I mean, you know what itis.
I'm gonna watch the videos.
I'm gonna disagree witheverybody and you're gonna agree
with me.
That's the series.
Speaker 2 (00:21):
Let's get into our first video today, whatever it
is, stay committed, do that hourevery single day or do that two
or three hours every single day.
Just taking that consistentaction so that you can actually
start getting deals, startchanging your life because if
you think about it, three orfour deals in a year probably
replaces your actual incomeright now.
(00:42):
You know our average deal isaround 17 grand or so, so
$17,000, and you know three orfour of those.
You know the average income issomewhere around 60 grand for a
year for a whole household.
So three or four deals actuallyreplaces your income.
So if that's true for you, takethat consistent action to where
you can start getting the deal.
Eventually you probably can geta deal a month.
(01:02):
I mean, what would that do foryou?
Take that consistent action towhere you can start getting the
deal.
Eventually you probably can geta deal a month.
I mean what would that do foryou and your family and your
mindset and your life in general?
Just having money.
You know money is noteverything, but money is
necessary.
Speaker 1 (01:19):
So obviously I completely agree with this.
I feel like consistency is oneof the most important things
that any entrepreneur can have,especially in the wholesaling
industry, because the consistentactions will compound and, like
he's saying, three to fourdeals a year would replace that
income.
But if you're consistent day inand day out, eventually you're
(01:40):
going to start seeing deals thatyou were taking massive action
on.
Maybe it's a lead that youpurchased two, three months ago,
maybe even six months ago.
Those start popping up.
Sellers start following up withyou.
They start responding to yourdrip texts, follow-up voicemails
, things like that.
That's what really moves theneedle for us as wholesalers.
(02:01):
However, he's talking about themoney that we can make us as
wholesalers.
However, he's talking about themoney that we can make.
The issue is, people are so usedto making that weekly paycheck
and it's a whole differentmindset shift to getting to a
lump sum of $17,000 and thenhaving to not immediately change
our lifestyles or get overzealous about that victory that
(02:24):
we have.
And it's way different whenyou're getting that weekly
paycheck, consistent income.
You know that you're going tobe taken care of and we start
panicking and we start fearingwhether or not we're going to
have that consistent income, westart looking at how much money
do I have in my bank account andis it going to sustain, and we
(02:45):
start failing inside of ourprocesses when we're talking to
sellers and we refer to it ascommission breath, where the
seller can really feel that thatdeal is more important to us
than it is them, and by naturethey are the motivated seller
and so don't fall victim to thefact that the income, the cash
(03:06):
conversion cycle, is differentthan it is inside of your W-2.
Speaker 3 (03:11):
Do you have the guts to kick somebody out of their
house?
A lot of people.
That's too hard of a pill toswallow.
In fact, some of our investors.
Part of the reason why they areinvestors with us is so that
they don't have to deal with themanagement side.
They don't have to ever thinkabout, oh, this single mom who
hasn't paid needs to go, and soa lot of the compassion that you
(03:33):
have for these people may makeit difficult for you to manage
it yourself.
The other part to consider iswhat amount are you giving away?
From a financial perspective,that's a real big consideration.
If you're only making $300 incash flow and you give 250 of it
away to a property managementcompany, is it even worth it to
do real estate investing, toreally consider, understand your
(03:56):
ability, because it's more thanjust collecting rent.
Hey, thanks for watching.
I got a free chapter.
Speaker 1 (04:04):
Hey, thanks for watching.
I got a free chapter.
No-transcript.
You're going to hear theirstory.
Right, we refer to it on theentrepreneur side as excuse plus
a story.
Right, here's the reason why Ican't pay you rent and here's my
(04:27):
story.
Like he said, one of the mosttragic stories will be a single
mom, where maybe they're havingissues financially and they
can't pay the rent.
Unfortunately, we have to lookat it as we have to protect
ourselves.
Our livelihood is on the linehere, where our ability to pay
(04:50):
the mortgage, the taxes, theinsurance, everything that comes
along with owning that propertyas well as that's how we also
feed our own families and, quitefrankly, a bank is a great
example of this.
A bank might offer forbearanceon a mortgage payment, but
eventually they're going to wanttheir money and it's the
(05:11):
tenant's responsibility to paytheir rent.
And it is a complete mindsetshift.
And obviously, if you've everposted anything on TikTok about
being a landlord and non-payingtenants, you will know the
majority of the world thinksthat we are the scum of the
(05:32):
earth.
Right, they think we are theworst human beings and we're
taking advantage of people.
But that's not the case.
We are taking distressedproperties.
We are rehabbing them, makingthem livable again, increasing
the property values and thengiving an opportunity for
someone to have a place to rent,which, if you cannot afford or
(05:55):
in a position to buy a house,you rely on landlords.
It's your responsibility atthat point in time to pay your
rent, and for someone thatrented apartments and houses for
years when I was working atPizza Hut, no one ever gave me
grace, and so it is one of thosethings.
As a landlord, you have to goin there and it has to be a
(06:17):
business transaction.
You really have to be able toremove your emotions from the
transaction and take care ofyour family and your business
transaction.
You really have to be able toremove your emotions from the
transaction and take care ofyour family and your business
first.
Speaker 4 (06:26):
Commercial real estate is a very different beast
than residential.
Like their attorney draftedcontracts, commercial agents are
not realtors, don't have MLS,they don't have AAR contracts,
they don't have lock boxes, like.
It's a completely differentworld.
It's also a good old boys clubso they don't want anybody
breaking into their market.
You know there's maybe 1500commercial agents in Arizona but
you know they've got therelationships passed down from
(06:48):
their fathers or they've justbeen in the business for a
really long time.
Like, the demographic andcommercial is all white males
over 60.
You know someone like me atHomeSmart or West USA going and
be like, hey, I'm going torepresenting this commercial
buyer and dah, this commercialbuyer.
And they won't respond.
They don't want to share aco-broke with people, let alone
someone at a residentialbrokerage that doesn't know what
they're doing so.
Speaker 5 (07:06):
the solution to that was start your own brokerage.
Speaker 4 (07:08):
Right.
Speaker 1 (07:12):
So I believe you know she's speaking from the
commercial broker side of things.
But even on the investment sideof things it is a good old boys
club and quite frankly she kindof loosely spoke about the
majority of the commercialbrokers in Arizona are white
males over 60.
Well, I think you could alsosay that about the majority of
(07:34):
real estate investing.
In general, it can feel likeit's a good old boys club to a
certain degree.
This is part of the reason whyI've always chosen to stay in my
lane with residential realestate.
It's where we got our start andwe found success in it.
And of course there's always thethere's more money.
(07:55):
You're just adding on somezeros and a little bit of extra
time, but there's so much moremoney that you can make in the
commercial side zeros and alittle bit of extra time, but
there's so much more money thatyou can make in the commercial
side.
But the relationship of thecommercial aspect of real estate
is so important and it doestake that to get really your
foot inside the door.
So I agree with what she'ssaying.
It's why it's one of the manyreasons why we've stayed in
(08:17):
single family and honestly Irespect someone like her going
out and trying to kick the doordown and saying, hey, if it's
only going to be white malesover 60, I'm going to go out,
I'm going to start my ownbrokerage, I'm going to go
develop relationships with theclients and I'm going to go
start my own thing.
Kudos to her.
Speaker 4 (08:34):
What is your worst bias about women in real estate?
Speaker 5 (08:39):
I don't, so I'm OK.
There's another caveat here.
One of my partners is a woman,yes, but she's not wired like
most women.
Generally speaking, the biaswould be like women are
emotional or, you know, they'renot going to be as savage as
they need to be when push comesto shove.
But that's just not true in ouroffice, because I'm kind of the
(09:00):
pushover and Lindsay is thesavage one in our office, so I
don't see it that way.
But I do know that that's likethe bias.
It's like, oh, she's not goingto negotiate hard against me or,
you know, you just kind of likefeel like you have an advantage
.
But I don't know, I know thatthat's not true because I get
destroyed in the office all thetime.
What is your?
Speaker 1 (09:20):
worst bias?
Destroying mouths all the time.
What is your worst bias?
So obviously, as someone thathas a female business partner in
Cassie, I completely agree withwhat Adam's talking about right
there.
The bias against women is, yes,they're more emotional.
Sometimes they don't receive theimmediate respect.
You know, you get the wholesayings.
You know what's your role inthe company.
(09:42):
Are you actually a partner?
Oh, you're not an actual ownerof titanium.
You must just be RJ's wife.
You must just be having sexwith RJ, right?
That's why you have this role.
That's always the assumptions,and it's like she's been here
since day one.
Like brother, she's the one youdon't want to deal with.
(10:03):
Just like Adam's saying she's asavage, she'll own your ass,
right, I'm the pushover.
So it is funny that that's thenatural assumption.
I will also say that's normallythe assumption from other men.
The women do give Cassie respect.
In fact, they love the factthat she's been able to sustain
(10:25):
success in this industry andthey look at it from a lens of
appreciation and respect.
More than anything in thisworld.
It's respect, but we veryrarely give that respect out to
women.
Why is that the case?
(10:51):
I'd love to see that change.
I love the women that we haveinside of Titanium University.
I think they're amazing at whatthey're able to accomplish,
because I've seen some of thebarriers to entry that this
industry gives.
But I've also seen that thenatural superpower that they
have, where they can connectwith more people easier than men
, they do have a different lensthey look at and they understand
(11:11):
things better and, quitefrankly, I think they also will
stick to their ethics and theirmorals.
Better than most men.
They'll look at things andthat's why Cassie is such a
great negotiator and it's beenamazing to have her on my team
to be able to say, hey, maybe wecan bend this rule that we set
for ourself, and she'll say, no,that's not how we do things and
(11:34):
we're going to stick to the waythat we do things for a reason.
So the bias against women Iagree with Adam, and so the bias
against women I agree with Adam, but I don't think it's really
a founded bias.
Speaker 4 (11:51):
Thirteenth hour.
Thirteenth hour.
Speaker 6 (11:52):
And then, after you hit sign, just go ahead and hit
finish.
I'll go ahead and refresh.
On my end.
Bingo, everything is signed.
On my end I want to saycongratulations for the sale of
your property.
Moving forward, I'll go aheadand text you over the address to
send that key to.
I'm going to go ahead and sendthis over to the title company.
There's two title companies Iwill be choosing between.
I'll let you know which one Igo with.
I'm really going to go with theone that has the cheapest
closing fees for me and theywill be reaching out to you
(12:17):
first thing in the morning.
Is this a good number to reachout?
Wow, 13,000.
Wow, you got this property for$25,000.
The ARV on this property is$65,000 times 0.75.
That leaves you around 48, 48minus 10,000.
He says the property is okay,never trust your seller.
Minus 10,000, leaving me at38,000.
(12:39):
13,000.
Wow, all right.
Speaker 1 (12:42):
First of all, I love this guy's personality.
Okay, he's been on heremultiple times.
All of his videos are great,clearly closed the deal I mean
his title is Roy the closerright.
I don't love how he came upwith his offer price right 75%
of ARV minus repairs.
(13:03):
And then where's his assignmentfee?
How does he make 13,000 on that?
So he got it for 25,000.
He's selling for 38.
That's how he's getting there.
Again, 75% of ARV.
That's a little tight in mostareas.
I'm wondering if Roy is a localwholesaler and he just knows
(13:25):
that's where his end buyers.
Personally, for me, as avirtual wholesaler, I would
never run things like that,especially in that price point.
Depending on what state this isin, I would definitely want to
look at the as-is comps, seewhere the end buyers are buying.
I do agree with the assessmentof.
He says the property is ingreat condition or good
condition.
(13:45):
Don't take that in, you know.
Don't take the seller's wordfor it.
$10,000, though, goes so fast.
If you're doing anything to aproperty, right, that's like
flooring and paint and that's it.
So I don't love theunderwriting of that, but
overall personality content,love it, roy.
Keep pumping it out.
(14:05):
I'm sure we'll see you on hereon future reels.
Just guys comping andunderwriting Got to be careful
on it.
All right, that's our episodeof the King Closer Reacts.
Hope you guys enjoyed it.
If you did show me some lovelike the video, let me know
which one was your favorite oneand if you agree or disagree
with my takes.
(14:26):
We'll see you guys tomorrow.
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