November 17, 2025 • 30 mins
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_01 (00:12):
Oh, baby, I am so fired up, man.
I just got off of one of thegreatest coaching calls I've
ever had.
And here's what I want to askyou guys: how much would you pay
to be able to pick the phone up,look at your CRM, call any lead
that you choose, and get on thephone with a seller live with
(00:37):
myself and Jerry Norton in yourback pocket, sitting there
listening to both you and theseller, and have us coach you on
what to do with that seller callin the chat.
And then after the call, have uscoach you on your process and
what you did well and what youneed to improve on.
(01:01):
How much would that be worth toyou?
Now the question is, how muchwould that be worth to you if it
was one of the small, little,tiny things that you were
getting in a much larger programwhere you could get those kind
of coaching calls every singleday?
That's what Titanium Universityis.
(01:22):
Now, what I'm going to show youhere is the first live seller
call review that Jerry and I didtogether inside of Titanium
University's implementationcall.
So this was one of four callsthat we were reviewed in a two
and a half hour coaching call.
And these implementation callsgo on every single day, Monday
(01:46):
through Friday.
They're run by either myself,Cassie, Nick, Jerry.
It doesn't matter.
We're coming in and we'reconstantly coaching and
providing you on how you canimplement immediately inside of
your wholesaling business so youcan start making money and
improve your skill set.
Now, I wanted to share this,guys, with you guys so you could
(02:09):
see how this process actuallywent down.
Now, what we did was we askedwho wanted to volunteer to call
sellers live.
And a bunch of people raisedtheir hand.
I picked the first three.
I said, All right, boys, startvoice of dials.
KP was the first person that gota seller to answer the phone.
And at that point in time, weallowed KP to go in, have his
(02:34):
live seller call.
Jerry Norton and I were in thechat coaching him up, comping
the deal ourselves, telling himwhere the numbers need to be,
kind of helping him through theprocess, navigate it.
Now, KP's newer in this, right?
This is he's been with us acouple of months, but this is
like his first opportunity toreally showcase what he's
(02:56):
learned.
And he has myself and JerryNorton in his back corner
helping him along the way, andthen afterwards giving him the
feedback that you guys are goingto see.
So I wanted to show this to youso you could see the level of
coaching that you've receivedinside of Titanium University.
So my question to you now, asyou watch this, think to
(03:17):
yourself, how much would this beworth for you to have in your
corner at all times?
If you're interested in joiningtitanium university, there's a
link right down below.
Click that, book a call with ourteam, and get your ass inside of
TU.
(03:37):
What are you doing?
SPEAKER_00 (03:39):
Yeah.
SPEAKER_02 (03:40):
Hey Lois, my name is uh KP.
SPEAKER_04 (03:42):
I'm actually KP, you're muted.
SPEAKER_02 (03:52):
Are you still looking to sell that property?
SPEAKER_00 (03:56):
Yes, but we're trying to finish that other side
uh before I sell it.
But yes, I am looking to sellit.
SPEAKER_02 (04:03):
Okay, you are looking to sell it.
And when you say the other side,uh, do you mean the other side
of the house or is it a duplex?
SPEAKER_00 (04:10):
It's a duplex.
It's a duplex.
SPEAKER_02 (04:12):
Okay.
SPEAKER_00 (04:13):
1844 grease fire back in March.
SPEAKER_02 (04:19):
Okay.
And then uh what is the askingprice that you're looking for on
the duplex?
SPEAKER_00 (04:24):
283.
SPEAKER_02 (04:25):
283 for it.
Okay.
And then to go back to thegrease fire, um, did you guys
fix it up or is it still in thatsame condition?
SPEAKER_00 (04:33):
No, it's being fixed up through the insurance, it's
being fixed up.
We we finished everything andthey just put the light meter
back on last week.
So we're waiting for ourelectrician to come and look up
something that has to be donesince the uh Georgia Powell
brought the meter back.
SPEAKER_02 (04:50):
Okay, you know, and then are are you guys living on
one side of the duplex?
SPEAKER_00 (04:55):
One side, yeah.
If it's facing the duplex, the8342 is occupied.
Now it does need some work, it'sgonna need some work on that
side, and it's two bedrooms, oneand a half baths.
SPEAKER_02 (05:10):
Okay, and then how how much is the tenant paying
per month?
SPEAKER_00 (05:16):
Well, she's all nothing month, and I told her
once we get that other side, youknow, she'll be paying twelve
hundred.
SPEAKER_02 (05:23):
Twelve hundred.
Okay, okay.
And then um, I'm just kind ofcurious why you guys are even
thinking about selling theduplex right now.
Is it due to the grease fire?
So I was just curious why youguys are considering selling the
duplex because I have severalproperties.
Okay, and you have severalproperties in the area?
SPEAKER_00 (05:47):
It's just that when I originally bought it, I bought
the duplex for my grandchildren,and that's why the ripples are
so cheap, but they're not livingup to their standards and and
doing what they need to do asfar as paying the rent, keeping
my property up and all of that,and it's causing me more to you
know, than it's worth.
SPEAKER_02 (06:08):
Right.
No, that that sounds like a lotright now.
I said it sounds like a lot ofwork that you have to deal with
the duplex and all, you know,the tenant side of it right now,
your two grandchildren, and thenyou know, having to put them out
and this and that.
SPEAKER_00 (06:25):
So I think the best way is to go on and liquidate
it.
SPEAKER_02 (06:29):
Okay, no, that totally makes sense.
Right.
Um, so could you tell me alittle bit about the condition
of one of the sides, the fireside?
SPEAKER_00 (06:40):
Excuse me.
Okay, so ceilings and uh diningarea, kitchen area, uh new paint
throughout, new flooringthroughout.
Uh the only thing that's notgoing to be brand new is the uh
the bathtub.
They're going to refurbish thebathtub, but it will have new
(07:01):
toilets, new vanity, andeverything in the bathroom.
SPEAKER_02 (07:04):
Okay, great, great.
And then on the other side withthe tenant, I know Yeah,
everything has been done.
SPEAKER_00 (07:10):
They just left it uh, put the new cabinets in.
The new cabinets have to go inand uh the countertop.
And but it has to be painted andall of that, and they starts the
flooring.
So it's just gonna be the newcountertop that has to go in,
and uh I think that's it.
SPEAKER_02 (07:28):
Okay, and how's the HVAC look on that side?
SPEAKER_00 (07:34):
That's the side of HVAC was replaced.
I have to talk to the uh theyoung man that did it and to
find out if he put a new part onit or if he had replaced it.
I can't remember.
But it was, it was like over ayear or two ago.
Okay, it's best to stop that.
Okay, but the uh both sides nowhave been rewired, but the uh
(07:57):
the 8342, the one with the oneand a half bath, that was
rewired two years ago, right?
Um and the flooring was doneabout three years ago, but you
know, um that tenant had a dog,right?
(08:18):
Okay, so like I said, it'll needsome painting.
It needs basically justcosmetics over there, painting,
new flooring, um the bathroomplug, everything, and all of
that was new put in uh in 2000about four years ago.
I own the property over five,and I put it in a year after.
SPEAKER_03 (08:38):
Okay, okay.
SPEAKER_00 (08:40):
No, no, no, no.
So that's been five years.
It was put in maybe like amonth.
He he wasn't in there for maybeover a month, and he put the new
new uh prostate paintedflooring, everything went in
because there was another tenantliving there when I bought it
from the other people.
SPEAKER_02 (08:59):
Okay.
So I mean, obviously, it seemsthat you definitely need to sell
this property.
Is there a certain timeline thatyou want to achieve this by?
SPEAKER_00 (09:10):
No, I don't have a certain time limit limit, you
know, whenever.
SPEAKER_02 (09:13):
Okay, okay.
Uh well, I'm definitelyinterested in the property, and
that's let me ask you, how longis the tenant stayed there?
I know you said it's month tomonth.
SPEAKER_00 (09:27):
They've been there uh five years.
SPEAKER_02 (09:29):
Five years?
Oh wow, okay.
SPEAKER_00 (09:35):
He's living with our aunt.
That was my granddaughter.
He's living with our auntie.
But she was there when we boughtthe property.
We bought, like I said, a hardfour day.
SPEAKER_03 (09:44):
Mm-hmm.
Okay.
SPEAKER_00 (09:50):
You know, I would not have to worry about it.
And that day all they need to dois pay their rent.
SPEAKER_02 (09:55):
Okay, no, that makes sense.
I mean, that's very nice of you.
SPEAKER_00 (09:59):
Yeah.
They started off well, we do it,and then they just, you know,
fizzled throughout the years.
SPEAKER_02 (10:08):
Okay.
And then uh, I'm just curious,like, why are you looking for a
cash offer from an investor?
Um, have you considered going onthe market, or is it time is the
essence right now?
SPEAKER_00 (10:19):
No, no, I'm gonna put it on the money because I am
a realtor, so I don't have aproblem to put it on the market.
SPEAKER_02 (10:24):
Okay, okay.
Well, I'm I'm also a real estateagent as well.
Go ahead.
SPEAKER_00 (10:29):
Yeah.
I guess you all be looking upproperties or calling back and
forth and asking if you'reinterested in selling your
property, and I've been sayingyes or whatever like that.
SPEAKER_02 (10:40):
Right.
SPEAKER_00 (10:41):
But no, I've been soliciting investors.
SPEAKER_02 (10:44):
Right.
Well, I mean, as a realtor, youkind of know with the market
where it is right now, it'sgonna take a few months and to
even get that top dollar.
Right.
And so, I mean, I'm trying tosolve this problem for you,
right?
I'm an investor, I have cash,um, I'm interested in a
property, and I'm just trying tosee the 283 price.
(11:05):
How'd you come up with that withall the damage that uh we have
on one of the sides?
SPEAKER_00 (11:15):
I had my brother to assist me in there, and um he
said that's what they're goingfor a little more than that over
there.
SPEAKER_03 (11:22):
Okay.
SPEAKER_00 (11:23):
What I was asking was not unreasonable.
Okay, okay, just make sure Iwas, you know to the price of
whatever, you know.
There is a little negotiating,but I'm not gonna be uh
lowballed because I don't haveto sell it.
I can still put them out andrent it myself.
SPEAKER_02 (11:43):
Right, right.
SPEAKER_00 (11:45):
And rent it out, you know.
SPEAKER_02 (11:48):
Yeah, so I'm obviously from my shoes, right?
I'm an investor.
I'm just trying to see where itwould work for me, right?
So you have$1,200 on one side.
Are you confident that I can get$1,200 on the other side?
SPEAKER_00 (12:01):
Yeah.
unknown (12:02):
Okay.
SPEAKER_00 (12:03):
You're an investor, and all we know.
I just talked to my broker andasking whether two bedrooms, one
bath going for, but I knowthey're going over$1,100 a
month.
Two bedrooms at$8344, the burntside, has two bedrooms and one
bath.
The one that the people areliving in is two bedrooms, one
and a half baths.
SPEAKER_02 (12:24):
Okay, okay.
What's the square footage oneach side?
SPEAKER_00 (12:27):
It's easy for you to convert that one and a half and
a half bath we thought about it.
We just didn't do it at thetime.
We thought about it, and if wekeep it, we all gonna turn it
into two bedrooms and two bathsbecause there's a closet that's
in the living room, and thatcloset backs up to the bathroom
where you can all you gotta dois look up the plumbing.
(12:48):
It backs up to that full bath.
And you just look up theplumbing and open the door on
the other side, you know, andmake it like a shower.
It can be a shower and it stillwill be a full bath.
Right.
SPEAKER_02 (13:01):
Okay, okay.
Well, that's gonna add more tomy rehab budget, right?
If I do all that.
So let me see here.
SPEAKER_00 (13:12):
You know.
SPEAKER_03 (13:13):
Right.
SPEAKER_00 (13:14):
Well, then we'll get more than than twelve hundred
for two weeks on two full baths.
SPEAKER_02 (13:20):
Okay.
SPEAKER_00 (13:22):
Yeah.
SPEAKER_02 (13:23):
Give me a second, let me run some numbers.
I mean, I'll be honest, I I justthink that 283 price is too high
with all the rehab I'm gonnahave to do to make it like
market ready to get the marketrent.
(13:44):
Yeah.
So there's like no way any uhthere's no way I can pay
anywhere near that price.
I mean, I can buy it as is,handle the tenant, close on your
timeline, but I'm gonna need adiscount.
SPEAKER_00 (14:00):
What are you talking about?
SPEAKER_02 (14:02):
Alright, so let me let me run some numbers here.
Give me one second.
Um let me actually give me onesecond.
Okay.
I hear I hear you on that.
Give me one second to just runsome numbers.
SPEAKER_00 (14:24):
That's fine.
SPEAKER_02 (14:26):
I'll be honest, guys.
I'm really lost right now.
SPEAKER_01 (14:31):
Okay, real quick, you're doing great.
All right, you're not gonnaclose this.
This is a rent.
All right, this is way far offon price.
But what you need to leveragethis call for is not you making
an offer.
Okay, you need to leverage thiscall on getting her to tell you
what you should pay as aninvestor.
(14:52):
She is a professional investor,she is a realtor, she knows
where this needs to be, right?
So what is the what could thisproperty be worth when it's
fixed up?
Probably the low 300s.
She's telling you it needs aminimum of 75 to 100,000 of
work, and then you want to makeprofit, right?
(15:12):
So have her tell you what thosenumbers are.
You don't tell her.
SPEAKER_02 (15:17):
Okay.
Thanks.
Okay, so this is what I'mlooking at.
Um I think we can both agreewhen everything is fixed up,
both sides, that this propertyis worth in the low 300s.
Is that accurate?
Okay.
And then for the repairs, I'mlooking at around 75,000.
(15:39):
Does that sound accurate?
SPEAKER_00 (15:41):
No, because we're when you're gonna be repairing
for 75,000.
SPEAKER_02 (15:45):
Well, I'm gonna be doing first of all, you asked
me.
We we talked about convertingone of the bathrooms, right?
That's a cost.
I have to fix up the cosmeticson one of the sides, and then I
still have to deal with the fireside.
The fireside's moving ready.
(16:09):
Okay, okay.
Cool.
Okay.
So what are you seeing as on sozero dollars on one side of the
duplex?
SPEAKER_00 (16:29):
We've uh he finished that story.
SPEAKER_03 (16:31):
Okay.
SPEAKER_00 (16:33):
Then I would go put it on the market and and let um
investors or buyers come andlook at it.
SPEAKER_02 (16:39):
Okay, so what do you think is the rehab budget?
SPEAKER_00 (16:50):
You know, because you're just gonna be going in
with flooring, you're gonna begoing in doing flooring.
Like I said, and painting,Penny, uh, I've already got a
new refrigerator, you'll need abrand new stove, but I just
bought the new refrigerator twomonths ago.
SPEAKER_02 (17:03):
Right.
I mean, I'm not worried aboutthe appliances.
Um just a rehab.
SPEAKER_00 (17:09):
Right.
Well, never replace thecabinets, we we uh gave the
cabinet a face here.
So you might want to put newcabinets in that side, you know,
new cabinets, change theflooring, even though it had new
flooring, the flooring, youknow, change the flooring,
paint.
And get rid of the carpetbecause it was new carpet in
(17:29):
there.
So DS gone.
So, you know, that's I was gonnasay carpet in your flooring.
It was carpet in the bedroom, itwas flooring in the hallway, it
was uh it's a random floor towelin the bathroom, and that's in
good condition, just probablyneed cleaning.
And the bathroom had a new sink,new toilet, new top.
(17:51):
Everything was new in thatbathroom, and the sink is still
in good condition.
unknown (17:55):
Okay.
SPEAKER_00 (17:57):
But uh, the sink is fine, and the countertops.
SPEAKER_02 (18:00):
Okay.
So let's say, let's say it is20k and rehab, right?
All right, and we're in the low300s for the ARV.
Um, I have holding costs, I haveclosing costs.
Like 283 just won't work.
I mean, I'm not gonna makeanything, I'm actually gonna
lose tens of thousands ofdollars.
SPEAKER_00 (18:23):
Oh, yeah.
SPEAKER_02 (18:23):
No, no.
Okay.
Right.
SPEAKER_00 (18:28):
So if you're still interested, we'll call, you
know, call me, I'll call you,give me your number, and then
you come over and get yeah.
SPEAKER_02 (18:37):
So let me let me tell you where I am.
So dang, she hung up on me likethat.
SPEAKER_04 (18:42):
Okay, she hung up, yeah.
You did great, Jerry.
Yeah, yeah, great.
So a couple things that stickout to me right away, uh, KP is
a little robotic.
Okay, you're you're prettymonotone.
Um, you know, it's easy to getthat way when you're on the
phone all day long, you're justsort of like right to business,
(19:05):
but um, you don't want to soundrobotic, you wanna you you need
to warm up to her a bit.
I think you need to do somefluctuations.
You know, when you watch RJ andI, we're always trying to find
some humor there or some, youknow, feel some.
I I heard you say one thing, oh,that must be frustrating.
You know, really to getmotivation to come out and for
(19:26):
people to feel like they cantrust you, they need to feel
like you're empathizing withtheir situation.
Like, man, that must be tough.
Oh man, having a fire happen,that's gotta be frustrating.
Or, you know, what's it likewith that tenant?
Is that I I just find some wayto connect with her on some pain
or some humor or something alongthose lines.
(19:49):
And then one thing that I liketo do right out of the gate is
if they when they give thatnumber, very quickly you can
look at the Zillow and know ifthey're retail.
And in and immediately if Idon't address it immediately,
now I'm playing catch up ontrying to get them to rethink
the price they're asking.
Because now what you're doing isyou're leading them along that
(20:10):
maybe 283 is a good number.
So when you say, Okay, noproblem, tell me about the
condition, blah, blah, blah.
You're sort of giving her hopethat her number is realistic or
may maybe will happen.
And I like to immediately belike, 283, wow, where are you
getting that number?
Um, you know, and it's sort oflike instantly putting doubt in
her head that we're not you'renot even playing this game.
(20:30):
Like, we're not even if we'regonna keep talking here, we need
to get real without withoutbeing rude, or you know, you
want to find a way to be like,wow, 283.
I'm looking at a comp right hereon one two three main that sold
for 309, and this thing looksfixed up.
I'm sure you're needing somework.
Like, do you know why we'retalking right now?
Do you understand?
I mean, you're an investor, I'man investor, you know.
(20:51):
So I where where I don't want togo is I don't want to deep dive
condition because condition,unless I'm trying to buy time,
but usually condition is givingfalse hope, it's irrelevant,
it's not really helping you getto where you want to be.
It's sort of like what we dowhen we don't know what else to
do.
I I see a lot of people usecondition as just a stall
(21:11):
tactic, like, uh crap, what do Ido now?
Tell me a little bit about thefurnace.
You know, how old is the roof?
And and then what's happening iswe're we're sort of moving away
from where we really want to be,which is like, look, I'm here to
I'm here to help you, but weneed to be real about what we're
talking about here.
SPEAKER_02 (21:29):
Right.
Yeah, I think um just to add tothat, I think that is what I was
doing.
I was stalling asking aboutHVAC.
SPEAKER_04 (21:37):
Yeah, I get it.
I do it too, where you're like,oh crap, now what do I do?
Uh tell me about the because youknow, and sometimes it's good if
you're if you're if you're alittle stuck or you're like,
man, I don't know if this issome, I don't know if this is a
deal.
Where do I go from here?
Then fine, do it.
Use it as a stall tactic.
But when I hear 283 and theZillow's 250, I'm I'm in without
even doing any comping on valueon ARVs or anything, I'm
(21:59):
instantly like, okay, we need tohave a real heart to heart now
about what's going on here.
Um, and that's where you, Imean, sometimes you'll even say
283.
Wow, I'm looking at the Zillow,the Zillow's 250, and you're
asking 283.
I'm an investor.
Why aren't why aren't why don'tyou just list it with a real
estate agent if you're trying toget 283?
Now I'm like right awayhammering, like, wait a minute,
(22:21):
we're not even on the same pagehere.
Why are we talking?
SPEAKER_01 (22:25):
Right.
Yeah, and going back to whatJerry was talking about there
with the condition.
Uh for everyone that's been herefor any period of time, I
absolutely despise when we starttalking.
I call it the machine gunmethod, where it's like and the
age of the roof and the H bagand the boiler, and talk to me
(22:46):
about windows, and it's like,brother, we just make
assumptions.
SPEAKER_04 (22:50):
Like Tuman needs a bunch of work.
SPEAKER_01 (22:52):
2,000 square feet, 75k.
You both me and Jerry said it,75k.
Run the numbers based off ofthat.
If we get anywhere close to thatbeing an offer that you would
accept, then we're we're playingball, right?
Yeah, we're we're out.
SPEAKER_04 (23:08):
Because it could, it could be, it could be 100, it
could be 125, it could be 50,but 75, no matter what she tells
us, it ain't gonna be 20, it'sgonna be 75.
Both those units are gonna needcarpet and paint, a bunch of
stuff fixed, blah, blah, blah.
The outside of the buildinglooks a little beat up, you
know.
Like if if you're like RJ said,if 75 is a reasonable number,
and then you run your formulaand you're still$150,000 off,
(23:32):
who cares if your condition is$25,500.
Like it doesn't matter anymorebecause you're so far off
anyway.
Right.
SPEAKER_01 (23:40):
We're we're not even in the same ballpark.
So this is what's important, KP,right?
When we ask our first threequestions, do you want to sell?
Yes.
What's the price?
280.
I thought she said 280, but yousaid 283.
So 283.
Okay, we got the price.
Is that the right price or thewrong price?
Right?
We we refer to it as the quickcomp, right?
(24:01):
You know, right out of thegates, incorrect price.
All right, so that's important.
Two, what's the motivation?
This is where you made amistake.
You didn't get enough on themotivation, right?
unknown (24:14):
Right.
SPEAKER_01 (24:14):
We actually never really knew how deep the
motivation was.
And there was a couple of thingsthat happened when you were
trying to find out themotivation.
So I really want you to work onthis.
One, during your questions, youwere leading.
You would ask the question andthen try to give her the answer
(24:34):
after the question.
You were like, So why are youlooking to sell?
Is it because of the greasefire?
You gave her an answer.
You gave her an easy L, whichwas like, Yeah, it's because of
the Grease fire.
What if it wasn't?
SPEAKER_04 (24:49):
Right?
So don't leave.
RJ Steven said, Well, I haveseveral properties to sell, and
then you were like, Okay, andmoved on, rather than like, wait
a minute, I I don't really knowyet why.
That's the the next point I had.
SPEAKER_01 (25:03):
Assuming with your responses, this is a big one,
KP, and this is something whensomeone answers a question, do
not do not give them the freeout by saying, I understand what
that means.
When you she said, I haveseveral properties, you said,
okay.
(25:23):
My response would have been whatdoes that mean?
You have several properties.
I I have several properties.
I'm not wanting to fire sell oneover here.
Why does it why that's not amotivation?
What does that mean?
She didn't want to tell yousomething.
What I could have meant was, andagain, now we have to make this
(25:45):
assumption because we don't knowthe answer.
What if the answer was, I haveseveral properties?
And then she stopped herself andyou said, What does that mean?
She says, Well, there's one overhere that needs work, so I need
to sell one so I can have cashso I can fix that one up.
How much cash do you need?
I need 40k.
(26:05):
How much do you owe on this one?
I owe 150.
So, really, you need 190 fromthis to fix your problem.
Now, that's just making a lot ofassumptions, right?
But that happens over and overand over again when you ask the
right questions.
SPEAKER_04 (26:20):
And don't forget, uh, KP, always circle back when
someone says I have severalproperties, always circle back
to that because well, you couldbe you could be saying to her,
Look, are you looking to sellany of these other properties
you have?
Would love to take a look atanything else you got.
Yeah.
And sometimes you can, sometimesthey're like, okay, well,
(26:40):
actually, I've got this otherone over here that I would let
go for nothing.
You know, you don't know.
So you always want to make sureyou circle back when someone
says they have severalproperties.
SPEAKER_01 (26:49):
I'm selling the duplex because I already fixed
this one side up so I could getfull retail because this one
over here needs a ton of workand I need cash for it.
Well, I'm an investor.
I don't want to buy the one youalready fixed up.
Can I buy the dump over there?
SPEAKER_03 (27:04):
Right.
SPEAKER_01 (27:04):
And that could have changed it.
So there was just little momentslike that.
But I'm going back to this, thekey focuses are don't leave with
your questions.
Don't assume you know whatthey're saying when they
respond, dive deeper.
She gave you free questions.
I have several properties.
What does that mean?
Okay.
Everyone wants to know how toask open-ended questions.
(27:26):
That's how you ask them.
Don't assume you understood whatshe just said.
Keep asking.
And then I really want you tofocus on what seller bucket and
what seller avatar.
The seller bucket on this onewas uh incorrect price, possibly
motivated.
Okay.
I I we didn't dive deep enough,but I felt like she was
(27:47):
motivated.
And then the seller avatar onthis one was she was a
professional investor, which, inmy opinion, is the easiest
seller to come down on pricewhen you're dealing with.
Because you could just hammerthem with the numbers.
What is this going to be worth?
You know what it's going to beworth.
How much work's going to be putinto it?
And when you asked her that andyou said, I'm assuming 70, see,
(28:09):
you could have done it throughquestions and you did it with
statements, but we were too farin.
You should have asked her, whatis this going to be worth?
How much work do I have to putin?
Assume their math is correct.
Don't argue.
You never want to argue.
Okay.
So she says 350.
All right, 350.
How much work?
(28:29):
20 grand.
Okay.
So if I do 350 and 20 grand andI pay you 280, I'm negative 25
grand the moment I buy this.
So why would I do 280?
You just told me there's no wayin the world.
And that's assuming your math iscorrect.
So now let's talk about what Iwould actually need to pay if I
were an investor.
(28:50):
And then that's when you getthem to realize for an investor
to buy this, no matter whatmethod she does, this way,
listing it on MOS, anyway, she'sgonna have to come down on
price.
So those are a couple of thingsthat you could have done.
I agree with Jerry's feedback.
The a little bit more energy,but bro, this is hey, kudos to
(29:10):
you, man.
Yeah, it's uh I would add, Iwould add RJ.
SPEAKER_04 (29:14):
Um, when I get a tired landlord or what RJ called
a professional investor, um, Itend to change my tune entirely
because they should know better.
And you can have a heart toheart and you can challenge a
little bit.
Now do it in a good way, likedon't don't be combative, but
like question, be don't beafraid to question their numbers
(29:35):
and and because they'reinvestors too.
They she should know she shouldknow better, right?
And so you can be a little bitmore um aggressive, I think is
the right word.
I I'm I'm really that's whytired landlords are my favorite
type of seller, motivatedseller, because you can be a
little aggressive.
You can say things like comps orvalue, or you know, look, you
understand how holding costswork, don't you?
(29:56):
You know, like because they knowthose things, so you can be a
little Bit more aggressive.
SPEAKER_01 (30:01):
Greatest question you can ever ask the
professional investor Would youbuy this?
Would you buy this at 280?
And why?
How would you make your money?
Yeah.
Because make them educate you.
This goes back to Trisha theother day when I said, Trisha,
sometimes you need to educatethe seller, sometimes they need
(30:23):
to educate you.
Let them educate you first onthe numbers.
They know more about this thanwe do.
And then you make your movesafter that.
Or overall, but I will say, man,uh, this is the first time I've
heard you on the phones.
I think you have you havenatural talent there.
Yeah.
Um, you you did a really goodjob for the most part.
(30:45):
There's just subtle littlethings there.
So um great job, man.
Yeah, I appreciate theopportunity from both of y'all.
Oh, baby, I am so fired up, man.
I just got off of one of thegreatest coaching calls I've
ever had.
And here's what I want to askyou guys: how much would you pay
to be able to pick the phone up,look at your CRM, call any lead
that you choose, and get on thephone with a seller live with
(00:37):
myself and Jerry Norton in yourback pocket, sitting there
listening to both you and theseller, and have us coach you on
what to do with that seller callin the chat.
And then after the call, have uscoach you on your process and
what you did well and what youneed to improve on.
(01:01):
How much would that be worth toyou?
Now the question is, how muchwould that be worth to you if it
was one of the small, little,tiny things that you were
getting in a much larger programwhere you could get those kind
of coaching calls every singleday?
That's what Titanium Universityis.
(01:22):
Now, what I'm going to show youhere is the first live seller
call review that Jerry and I didtogether inside of Titanium
University's implementationcall.
So this was one of four callsthat we were reviewed in a two
and a half hour coaching call.
And these implementation callsgo on every single day, Monday
(01:46):
through Friday.
They're run by either myself,Cassie, Nick, Jerry.
It doesn't matter.
We're coming in and we'reconstantly coaching and
providing you on how you canimplement immediately inside of
your wholesaling business so youcan start making money and
improve your skill set.
Now, I wanted to share this,guys, with you guys so you could
(02:09):
see how this process actuallywent down.
Now, what we did was we askedwho wanted to volunteer to call
sellers live.
And a bunch of people raisedtheir hand.
I picked the first three.
I said, All right, boys, startvoice of dials.
KP was the first person that gota seller to answer the phone.
And at that point in time, weallowed KP to go in, have his
(02:34):
live seller call.
Jerry Norton and I were in thechat coaching him up, comping
the deal ourselves, telling himwhere the numbers need to be,
kind of helping him through theprocess, navigate it.
Now, KP's newer in this, right?
This is he's been with us acouple of months, but this is
like his first opportunity toreally showcase what he's
(02:56):
learned.
And he has myself and JerryNorton in his back corner
helping him along the way, andthen afterwards giving him the
feedback that you guys are goingto see.
So I wanted to show this to youso you could see the level of
coaching that you've receivedinside of Titanium University.
So my question to you now, asyou watch this, think to
(03:17):
yourself, how much would this beworth for you to have in your
corner at all times?
If you're interested in joiningtitanium university, there's a
link right down below.
Click that, book a call with ourteam, and get your ass inside of
TU.
(03:37):
What are you doing?
SPEAKER_00 (03:39):
Yeah.
SPEAKER_02 (03:40):
Hey Lois, my name is uh KP.
SPEAKER_04 (03:42):
I'm actually KP, you're muted.
SPEAKER_02 (03:52):
Are you still looking to sell that property?
SPEAKER_00 (03:56):
Yes, but we're trying to finish that other side
uh before I sell it.
But yes, I am looking to sellit.
SPEAKER_02 (04:03):
Okay, you are looking to sell it.
And when you say the other side,uh, do you mean the other side
of the house or is it a duplex?
SPEAKER_00 (04:10):
It's a duplex.
It's a duplex.
SPEAKER_02 (04:12):
Okay.
SPEAKER_00 (04:13):
1844 grease fire back in March.
SPEAKER_02 (04:19):
Okay.
And then uh what is the askingprice that you're looking for on
the duplex?
SPEAKER_00 (04:24):
283.
SPEAKER_02 (04:25):
283 for it.
Okay.
And then to go back to thegrease fire, um, did you guys
fix it up or is it still in thatsame condition?
SPEAKER_00 (04:33):
No, it's being fixed up through the insurance, it's
being fixed up.
We we finished everything andthey just put the light meter
back on last week.
So we're waiting for ourelectrician to come and look up
something that has to be donesince the uh Georgia Powell
brought the meter back.
SPEAKER_02 (04:50):
Okay, you know, and then are are you guys living on
one side of the duplex?
SPEAKER_00 (04:55):
One side, yeah.
If it's facing the duplex, the8342 is occupied.
Now it does need some work, it'sgonna need some work on that
side, and it's two bedrooms, oneand a half baths.
SPEAKER_02 (05:10):
Okay, and then how how much is the tenant paying
per month?
SPEAKER_00 (05:16):
Well, she's all nothing month, and I told her
once we get that other side, youknow, she'll be paying twelve
hundred.
SPEAKER_02 (05:23):
Twelve hundred.
Okay, okay.
And then um, I'm just kind ofcurious why you guys are even
thinking about selling theduplex right now.
Is it due to the grease fire?
So I was just curious why youguys are considering selling the
duplex because I have severalproperties.
Okay, and you have severalproperties in the area?
SPEAKER_00 (05:47):
It's just that when I originally bought it, I bought
the duplex for my grandchildren,and that's why the ripples are
so cheap, but they're not livingup to their standards and and
doing what they need to do asfar as paying the rent, keeping
my property up and all of that,and it's causing me more to you
know, than it's worth.
SPEAKER_02 (06:08):
Right.
No, that that sounds like a lotright now.
I said it sounds like a lot ofwork that you have to deal with
the duplex and all, you know,the tenant side of it right now,
your two grandchildren, and thenyou know, having to put them out
and this and that.
SPEAKER_00 (06:25):
So I think the best way is to go on and liquidate
it.
SPEAKER_02 (06:29):
Okay, no, that totally makes sense.
Right.
Um, so could you tell me alittle bit about the condition
of one of the sides, the fireside?
SPEAKER_00 (06:40):
Excuse me.
Okay, so ceilings and uh diningarea, kitchen area, uh new paint
throughout, new flooringthroughout.
Uh the only thing that's notgoing to be brand new is the uh
the bathtub.
They're going to refurbish thebathtub, but it will have new
(07:01):
toilets, new vanity, andeverything in the bathroom.
SPEAKER_02 (07:04):
Okay, great, great.
And then on the other side withthe tenant, I know Yeah,
everything has been done.
SPEAKER_00 (07:10):
They just left it uh, put the new cabinets in.
The new cabinets have to go inand uh the countertop.
And but it has to be painted andall of that, and they starts the
flooring.
So it's just gonna be the newcountertop that has to go in,
and uh I think that's it.
SPEAKER_02 (07:28):
Okay, and how's the HVAC look on that side?
SPEAKER_00 (07:34):
That's the side of HVAC was replaced.
I have to talk to the uh theyoung man that did it and to
find out if he put a new part onit or if he had replaced it.
I can't remember.
But it was, it was like over ayear or two ago.
Okay, it's best to stop that.
Okay, but the uh both sides nowhave been rewired, but the uh
(07:57):
the 8342, the one with the oneand a half bath, that was
rewired two years ago, right?
Um and the flooring was doneabout three years ago, but you
know, um that tenant had a dog,right?
(08:18):
Okay, so like I said, it'll needsome painting.
It needs basically justcosmetics over there, painting,
new flooring, um the bathroomplug, everything, and all of
that was new put in uh in 2000about four years ago.
I own the property over five,and I put it in a year after.
SPEAKER_03 (08:38):
Okay, okay.
SPEAKER_00 (08:40):
No, no, no, no.
So that's been five years.
It was put in maybe like amonth.
He he wasn't in there for maybeover a month, and he put the new
new uh prostate paintedflooring, everything went in
because there was another tenantliving there when I bought it
from the other people.
SPEAKER_02 (08:59):
Okay.
So I mean, obviously, it seemsthat you definitely need to sell
this property.
Is there a certain timeline thatyou want to achieve this by?
SPEAKER_00 (09:10):
No, I don't have a certain time limit limit, you
know, whenever.
SPEAKER_02 (09:13):
Okay, okay.
Uh well, I'm definitelyinterested in the property, and
that's let me ask you, how longis the tenant stayed there?
I know you said it's month tomonth.
SPEAKER_00 (09:27):
They've been there uh five years.
SPEAKER_02 (09:29):
Five years?
Oh wow, okay.
SPEAKER_00 (09:35):
He's living with our aunt.
That was my granddaughter.
He's living with our auntie.
But she was there when we boughtthe property.
We bought, like I said, a hardfour day.
SPEAKER_03 (09:44):
Mm-hmm.
Okay.
SPEAKER_00 (09:50):
You know, I would not have to worry about it.
And that day all they need to dois pay their rent.
SPEAKER_02 (09:55):
Okay, no, that makes sense.
I mean, that's very nice of you.
SPEAKER_00 (09:59):
Yeah.
They started off well, we do it,and then they just, you know,
fizzled throughout the years.
SPEAKER_02 (10:08):
Okay.
And then uh, I'm just curious,like, why are you looking for a
cash offer from an investor?
Um, have you considered going onthe market, or is it time is the
essence right now?
SPEAKER_00 (10:19):
No, no, I'm gonna put it on the money because I am
a realtor, so I don't have aproblem to put it on the market.
SPEAKER_02 (10:24):
Okay, okay.
Well, I'm I'm also a real estateagent as well.
Go ahead.
SPEAKER_00 (10:29):
Yeah.
I guess you all be looking upproperties or calling back and
forth and asking if you'reinterested in selling your
property, and I've been sayingyes or whatever like that.
SPEAKER_02 (10:40):
Right.
SPEAKER_00 (10:41):
But no, I've been soliciting investors.
SPEAKER_02 (10:44):
Right.
Well, I mean, as a realtor, youkind of know with the market
where it is right now, it'sgonna take a few months and to
even get that top dollar.
Right.
And so, I mean, I'm trying tosolve this problem for you,
right?
I'm an investor, I have cash,um, I'm interested in a
property, and I'm just trying tosee the 283 price.
(11:05):
How'd you come up with that withall the damage that uh we have
on one of the sides?
SPEAKER_00 (11:15):
I had my brother to assist me in there, and um he
said that's what they're goingfor a little more than that over
there.
SPEAKER_03 (11:22):
Okay.
SPEAKER_00 (11:23):
What I was asking was not unreasonable.
Okay, okay, just make sure Iwas, you know to the price of
whatever, you know.
There is a little negotiating,but I'm not gonna be uh
lowballed because I don't haveto sell it.
I can still put them out andrent it myself.
SPEAKER_02 (11:43):
Right, right.
SPEAKER_00 (11:45):
And rent it out, you know.
SPEAKER_02 (11:48):
Yeah, so I'm obviously from my shoes, right?
I'm an investor.
I'm just trying to see where itwould work for me, right?
So you have$1,200 on one side.
Are you confident that I can get$1,200 on the other side?
SPEAKER_00 (12:01):
Yeah.
unknown (12:02):
Okay.
SPEAKER_00 (12:03):
You're an investor, and all we know.
I just talked to my broker andasking whether two bedrooms, one
bath going for, but I knowthey're going over$1,100 a
month.
Two bedrooms at$8344, the burntside, has two bedrooms and one
bath.
The one that the people areliving in is two bedrooms, one
and a half baths.
SPEAKER_02 (12:24):
Okay, okay.
What's the square footage oneach side?
SPEAKER_00 (12:27):
It's easy for you to convert that one and a half and
a half bath we thought about it.
We just didn't do it at thetime.
We thought about it, and if wekeep it, we all gonna turn it
into two bedrooms and two bathsbecause there's a closet that's
in the living room, and thatcloset backs up to the bathroom
where you can all you gotta dois look up the plumbing.
(12:48):
It backs up to that full bath.
And you just look up theplumbing and open the door on
the other side, you know, andmake it like a shower.
It can be a shower and it stillwill be a full bath.
Right.
SPEAKER_02 (13:01):
Okay, okay.
Well, that's gonna add more tomy rehab budget, right?
If I do all that.
So let me see here.
SPEAKER_00 (13:12):
You know.
SPEAKER_03 (13:13):
Right.
SPEAKER_00 (13:14):
Well, then we'll get more than than twelve hundred
for two weeks on two full baths.
SPEAKER_02 (13:20):
Okay.
SPEAKER_00 (13:22):
Yeah.
SPEAKER_02 (13:23):
Give me a second, let me run some numbers.
I mean, I'll be honest, I I justthink that 283 price is too high
with all the rehab I'm gonnahave to do to make it like
market ready to get the marketrent.
(13:44):
Yeah.
So there's like no way any uhthere's no way I can pay
anywhere near that price.
I mean, I can buy it as is,handle the tenant, close on your
timeline, but I'm gonna need adiscount.
SPEAKER_00 (14:00):
What are you talking about?
SPEAKER_02 (14:02):
Alright, so let me let me run some numbers here.
Give me one second.
Um let me actually give me onesecond.
Okay.
I hear I hear you on that.
Give me one second to just runsome numbers.
SPEAKER_00 (14:24):
That's fine.
SPEAKER_02 (14:26):
I'll be honest, guys.
I'm really lost right now.
SPEAKER_01 (14:31):
Okay, real quick, you're doing great.
All right, you're not gonnaclose this.
This is a rent.
All right, this is way far offon price.
But what you need to leveragethis call for is not you making
an offer.
Okay, you need to leverage thiscall on getting her to tell you
what you should pay as aninvestor.
(14:52):
She is a professional investor,she is a realtor, she knows
where this needs to be, right?
So what is the what could thisproperty be worth when it's
fixed up?
Probably the low 300s.
She's telling you it needs aminimum of 75 to 100,000 of
work, and then you want to makeprofit, right?
(15:12):
So have her tell you what thosenumbers are.
You don't tell her.
SPEAKER_02 (15:17):
Okay.
Thanks.
Okay, so this is what I'mlooking at.
Um I think we can both agreewhen everything is fixed up,
both sides, that this propertyis worth in the low 300s.
Is that accurate?
Okay.
And then for the repairs, I'mlooking at around 75,000.
(15:39):
Does that sound accurate?
SPEAKER_00 (15:41):
No, because we're when you're gonna be repairing
for 75,000.
SPEAKER_02 (15:45):
Well, I'm gonna be doing first of all, you asked
me.
We we talked about convertingone of the bathrooms, right?
That's a cost.
I have to fix up the cosmeticson one of the sides, and then I
still have to deal with the fireside.
The fireside's moving ready.
(16:09):
Okay, okay.
Cool.
Okay.
So what are you seeing as on sozero dollars on one side of the
duplex?
SPEAKER_00 (16:29):
We've uh he finished that story.
SPEAKER_03 (16:31):
Okay.
SPEAKER_00 (16:33):
Then I would go put it on the market and and let um
investors or buyers come andlook at it.
SPEAKER_02 (16:39):
Okay, so what do you think is the rehab budget?
SPEAKER_00 (16:50):
You know, because you're just gonna be going in
with flooring, you're gonna begoing in doing flooring.
Like I said, and painting,Penny, uh, I've already got a
new refrigerator, you'll need abrand new stove, but I just
bought the new refrigerator twomonths ago.
SPEAKER_02 (17:03):
Right.
I mean, I'm not worried aboutthe appliances.
Um just a rehab.
SPEAKER_00 (17:09):
Right.
Well, never replace thecabinets, we we uh gave the
cabinet a face here.
So you might want to put newcabinets in that side, you know,
new cabinets, change theflooring, even though it had new
flooring, the flooring, youknow, change the flooring,
paint.
And get rid of the carpetbecause it was new carpet in
(17:29):
there.
So DS gone.
So, you know, that's I was gonnasay carpet in your flooring.
It was carpet in the bedroom, itwas flooring in the hallway, it
was uh it's a random floor towelin the bathroom, and that's in
good condition, just probablyneed cleaning.
And the bathroom had a new sink,new toilet, new top.
(17:51):
Everything was new in thatbathroom, and the sink is still
in good condition.
unknown (17:55):
Okay.
SPEAKER_00 (17:57):
But uh, the sink is fine, and the countertops.
SPEAKER_02 (18:00):
Okay.
So let's say, let's say it is20k and rehab, right?
All right, and we're in the low300s for the ARV.
Um, I have holding costs, I haveclosing costs.
Like 283 just won't work.
I mean, I'm not gonna makeanything, I'm actually gonna
lose tens of thousands ofdollars.
SPEAKER_00 (18:23):
Oh, yeah.
SPEAKER_02 (18:23):
No, no.
Okay.
Right.
SPEAKER_00 (18:28):
So if you're still interested, we'll call, you
know, call me, I'll call you,give me your number, and then
you come over and get yeah.
SPEAKER_02 (18:37):
So let me let me tell you where I am.
So dang, she hung up on me likethat.
SPEAKER_04 (18:42):
Okay, she hung up, yeah.
You did great, Jerry.
Yeah, yeah, great.
So a couple things that stickout to me right away, uh, KP is
a little robotic.
Okay, you're you're prettymonotone.
Um, you know, it's easy to getthat way when you're on the
phone all day long, you're justsort of like right to business,
(19:05):
but um, you don't want to soundrobotic, you wanna you you need
to warm up to her a bit.
I think you need to do somefluctuations.
You know, when you watch RJ andI, we're always trying to find
some humor there or some, youknow, feel some.
I I heard you say one thing, oh,that must be frustrating.
You know, really to getmotivation to come out and for
(19:26):
people to feel like they cantrust you, they need to feel
like you're empathizing withtheir situation.
Like, man, that must be tough.
Oh man, having a fire happen,that's gotta be frustrating.
Or, you know, what's it likewith that tenant?
Is that I I just find some wayto connect with her on some pain
or some humor or something alongthose lines.
(19:49):
And then one thing that I liketo do right out of the gate is
if they when they give thatnumber, very quickly you can
look at the Zillow and know ifthey're retail.
And in and immediately if Idon't address it immediately,
now I'm playing catch up ontrying to get them to rethink
the price they're asking.
Because now what you're doing isyou're leading them along that
(20:10):
maybe 283 is a good number.
So when you say, Okay, noproblem, tell me about the
condition, blah, blah, blah.
You're sort of giving her hopethat her number is realistic or
may maybe will happen.
And I like to immediately belike, 283, wow, where are you
getting that number?
Um, you know, and it's sort oflike instantly putting doubt in
her head that we're not you'renot even playing this game.
(20:30):
Like, we're not even if we'regonna keep talking here, we need
to get real without withoutbeing rude, or you know, you
want to find a way to be like,wow, 283.
I'm looking at a comp right hereon one two three main that sold
for 309, and this thing looksfixed up.
I'm sure you're needing somework.
Like, do you know why we'retalking right now?
Do you understand?
I mean, you're an investor, I'man investor, you know.
(20:51):
So I where where I don't want togo is I don't want to deep dive
condition because condition,unless I'm trying to buy time,
but usually condition is givingfalse hope, it's irrelevant,
it's not really helping you getto where you want to be.
It's sort of like what we dowhen we don't know what else to
do.
I I see a lot of people usecondition as just a stall
(21:11):
tactic, like, uh crap, what do Ido now?
Tell me a little bit about thefurnace.
You know, how old is the roof?
And and then what's happening iswe're we're sort of moving away
from where we really want to be,which is like, look, I'm here to
I'm here to help you, but weneed to be real about what we're
talking about here.
SPEAKER_02 (21:29):
Right.
Yeah, I think um just to add tothat, I think that is what I was
doing.
I was stalling asking aboutHVAC.
SPEAKER_04 (21:37):
Yeah, I get it.
I do it too, where you're like,oh crap, now what do I do?
Uh tell me about the because youknow, and sometimes it's good if
you're if you're if you're alittle stuck or you're like,
man, I don't know if this issome, I don't know if this is a
deal.
Where do I go from here?
Then fine, do it.
Use it as a stall tactic.
But when I hear 283 and theZillow's 250, I'm I'm in without
even doing any comping on valueon ARVs or anything, I'm
(21:59):
instantly like, okay, we need tohave a real heart to heart now
about what's going on here.
Um, and that's where you, Imean, sometimes you'll even say
283.
Wow, I'm looking at the Zillow,the Zillow's 250, and you're
asking 283.
I'm an investor.
Why aren't why aren't why don'tyou just list it with a real
estate agent if you're trying toget 283?
Now I'm like right awayhammering, like, wait a minute,
(22:21):
we're not even on the same pagehere.
Why are we talking?
SPEAKER_01 (22:25):
Right.
Yeah, and going back to whatJerry was talking about there
with the condition.
Uh for everyone that's been herefor any period of time, I
absolutely despise when we starttalking.
I call it the machine gunmethod, where it's like and the
age of the roof and the H bagand the boiler, and talk to me
(22:46):
about windows, and it's like,brother, we just make
assumptions.
SPEAKER_04 (22:50):
Like Tuman needs a bunch of work.
SPEAKER_01 (22:52):
2,000 square feet, 75k.
You both me and Jerry said it,75k.
Run the numbers based off ofthat.
If we get anywhere close to thatbeing an offer that you would
accept, then we're we're playingball, right?
Yeah, we're we're out.
SPEAKER_04 (23:08):
Because it could, it could be, it could be 100, it
could be 125, it could be 50,but 75, no matter what she tells
us, it ain't gonna be 20, it'sgonna be 75.
Both those units are gonna needcarpet and paint, a bunch of
stuff fixed, blah, blah, blah.
The outside of the buildinglooks a little beat up, you
know.
Like if if you're like RJ said,if 75 is a reasonable number,
and then you run your formulaand you're still$150,000 off,
(23:32):
who cares if your condition is$25,500.
Like it doesn't matter anymorebecause you're so far off
anyway.
Right.
SPEAKER_01 (23:40):
We're we're not even in the same ballpark.
So this is what's important, KP,right?
When we ask our first threequestions, do you want to sell?
Yes.
What's the price?
280.
I thought she said 280, but yousaid 283.
So 283.
Okay, we got the price.
Is that the right price or thewrong price?
Right?
We we refer to it as the quickcomp, right?
(24:01):
You know, right out of thegates, incorrect price.
All right, so that's important.
Two, what's the motivation?
This is where you made amistake.
You didn't get enough on themotivation, right?
unknown (24:14):
Right.
SPEAKER_01 (24:14):
We actually never really knew how deep the
motivation was.
And there was a couple of thingsthat happened when you were
trying to find out themotivation.
So I really want you to work onthis.
One, during your questions, youwere leading.
You would ask the question andthen try to give her the answer
(24:34):
after the question.
You were like, So why are youlooking to sell?
Is it because of the greasefire?
You gave her an answer.
You gave her an easy L, whichwas like, Yeah, it's because of
the Grease fire.
What if it wasn't?
SPEAKER_04 (24:49):
Right?
So don't leave.
RJ Steven said, Well, I haveseveral properties to sell, and
then you were like, Okay, andmoved on, rather than like, wait
a minute, I I don't really knowyet why.
That's the the next point I had.
SPEAKER_01 (25:03):
Assuming with your responses, this is a big one,
KP, and this is something whensomeone answers a question, do
not do not give them the freeout by saying, I understand what
that means.
When you she said, I haveseveral properties, you said,
okay.
(25:23):
My response would have been whatdoes that mean?
You have several properties.
I I have several properties.
I'm not wanting to fire sell oneover here.
Why does it why that's not amotivation?
What does that mean?
She didn't want to tell yousomething.
What I could have meant was, andagain, now we have to make this
(25:45):
assumption because we don't knowthe answer.
What if the answer was, I haveseveral properties?
And then she stopped herself andyou said, What does that mean?
She says, Well, there's one overhere that needs work, so I need
to sell one so I can have cashso I can fix that one up.
How much cash do you need?
I need 40k.
(26:05):
How much do you owe on this one?
I owe 150.
So, really, you need 190 fromthis to fix your problem.
Now, that's just making a lot ofassumptions, right?
But that happens over and overand over again when you ask the
right questions.
SPEAKER_04 (26:20):
And don't forget, uh, KP, always circle back when
someone says I have severalproperties, always circle back
to that because well, you couldbe you could be saying to her,
Look, are you looking to sellany of these other properties
you have?
Would love to take a look atanything else you got.
Yeah.
And sometimes you can, sometimesthey're like, okay, well,
(26:40):
actually, I've got this otherone over here that I would let
go for nothing.
You know, you don't know.
So you always want to make sureyou circle back when someone
says they have severalproperties.
SPEAKER_01 (26:49):
I'm selling the duplex because I already fixed
this one side up so I could getfull retail because this one
over here needs a ton of workand I need cash for it.
Well, I'm an investor.
I don't want to buy the one youalready fixed up.
Can I buy the dump over there?
SPEAKER_03 (27:04):
Right.
SPEAKER_01 (27:04):
And that could have changed it.
So there was just little momentslike that.
But I'm going back to this, thekey focuses are don't leave with
your questions.
Don't assume you know whatthey're saying when they
respond, dive deeper.
She gave you free questions.
I have several properties.
What does that mean?
Okay.
Everyone wants to know how toask open-ended questions.
(27:26):
That's how you ask them.
Don't assume you understood whatshe just said.
Keep asking.
And then I really want you tofocus on what seller bucket and
what seller avatar.
The seller bucket on this onewas uh incorrect price, possibly
motivated.
Okay.
I I we didn't dive deep enough,but I felt like she was
(27:47):
motivated.
And then the seller avatar onthis one was she was a
professional investor, which, inmy opinion, is the easiest
seller to come down on pricewhen you're dealing with.
Because you could just hammerthem with the numbers.
What is this going to be worth?
You know what it's going to beworth.
How much work's going to be putinto it?
And when you asked her that andyou said, I'm assuming 70, see,
(28:09):
you could have done it throughquestions and you did it with
statements, but we were too farin.
You should have asked her, whatis this going to be worth?
How much work do I have to putin?
Assume their math is correct.
Don't argue.
You never want to argue.
Okay.
So she says 350.
All right, 350.
How much work?
(28:29):
20 grand.
Okay.
So if I do 350 and 20 grand andI pay you 280, I'm negative 25
grand the moment I buy this.
So why would I do 280?
You just told me there's no wayin the world.
And that's assuming your math iscorrect.
So now let's talk about what Iwould actually need to pay if I
were an investor.
(28:50):
And then that's when you getthem to realize for an investor
to buy this, no matter whatmethod she does, this way,
listing it on MOS, anyway, she'sgonna have to come down on
price.
So those are a couple of thingsthat you could have done.
I agree with Jerry's feedback.
The a little bit more energy,but bro, this is hey, kudos to
(29:10):
you, man.
Yeah, it's uh I would add, Iwould add RJ.
SPEAKER_04 (29:14):
Um, when I get a tired landlord or what RJ called
a professional investor, um, Itend to change my tune entirely
because they should know better.
And you can have a heart toheart and you can challenge a
little bit.
Now do it in a good way, likedon't don't be combative, but
like question, be don't beafraid to question their numbers
(29:35):
and and because they'reinvestors too.
They she should know she shouldknow better, right?
And so you can be a little bitmore um aggressive, I think is
the right word.
I I'm I'm really that's whytired landlords are my favorite
type of seller, motivatedseller, because you can be a
little aggressive.
You can say things like comps orvalue, or you know, look, you
understand how holding costswork, don't you?
(29:56):
You know, like because they knowthose things, so you can be a
little Bit more aggressive.
SPEAKER_01 (30:01):
Greatest question you can ever ask the
professional investor Would youbuy this?
Would you buy this at 280?
And why?
How would you make your money?
Yeah.
Because make them educate you.
This goes back to Trisha theother day when I said, Trisha,
sometimes you need to educatethe seller, sometimes they need
(30:23):
to educate you.
Let them educate you first onthe numbers.
They know more about this thanwe do.
And then you make your movesafter that.
Or overall, but I will say, man,uh, this is the first time I've
heard you on the phones.
I think you have you havenatural talent there.
Yeah.
Um, you you did a really goodjob for the most part.
(30:45):
There's just subtle littlethings there.
So um great job, man.
Yeah, I appreciate theopportunity from both of y'all.
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