Seller Says: "I Don't Know What I Don't Know, And That Worries Me"

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Episode Transcript

SPEAKER_00 (00:00):
When a seller says, I don't know what I don't know,

(00:04):
do not rush past it.
That's not a small objection.
That's a seller telling you, Idon't fully understand this
process.
I don't know who to trust.
I'm worried I might make adecision that I regret.
And if your response is to pushthem harder, well, you're
proving their concern right.

(00:25):
Because when people don'tunderstand something, they don't
want it to move faster, theywant it to feel clear.
What's up, everybody?
RJ Bates the third here.
And in today's episode ofOvercoming Objections, we're

(00:46):
talking about when a sellersays, I don't know what I don't
know.
And that worries me.
That is a very real objectionbecause most sellers do not
understand how a real estatetransaction works.
They may have bought a housebefore, they may have sold a
house before.
That does not mean theyunderstand title, contracts,

(01:08):
liens, payoffs, assignments,closing timelines, escrow, due
diligence, or what happens afterthey sign an agreement.
So what do sellers do when theydo not understand?
They look for authority.
They call a realtor, they callan attorney, they call a family
member, maybe they even call atrusted friend.

(01:30):
And honestly, that makescomplete sense.
If I did not understand aprocess involving one of my
largest assets, I would wantsomeone I trusted to help me
think through it too.
This is where wholesalers messup.
The seller says, I don't knowwhat I don't know.
And the wholesaler hears, I needto overcome this right now so I

(01:52):
can get the contract signed.
Wrong.
This is not always an objectionyou can overcome in one call.
In fact, trying to overcome ittoo quickly can make the seller
feel manipulated because nowyou're moving faster than
they're understanding.
And that's dangerous.
Your job is not to forcecertainty, your job is to create

(02:16):
clarity, and clarity takespatience.
The professional response isnot, don't worry, I'll take care
of everything.
That sounds nice, but it is noteducate the seller.
The professional response isthat is completely fair.
This is a big decision, and youshould understand the process

(02:36):
before you feel comfortablemoving forward.
That lowers pressure, it buildstrust.
That shows the seller you're notafraid of them learning more.
When a seller feels uncertain,they need a simple explanation
of what happens next.
Not a lecture, not industryjargon, not a 10-minute

(02:57):
explanation to prove how smartyou are.
Simple clarity.
You can say the process ispretty straightforward.
If we agree on a price andtimeline, well, we put that
agreement in writing.
And then it goes to the titlecompany.
The title company verifiesownership, checks for liens,
taxes, mortgages, payoffs, oranything else that has to be

(03:20):
cleared before closing.
They are the neutral third partythat helps make sure the
transaction is handledcorrectly.
From there, we stay incommunication, work through
anything title needs, and closeon the timeline we agreed to.
That explanation matters becausenow the seller understands there

(03:40):
is a process.
There are professionalsinvolved.
There is a title company.
There are steps.
There is documentation.
There's not just some randomperson trying to get them to
sign something and thendisappear.
A lot of wholesalers panic whenthe seller says they want to
talk to someone else.
They hear, I want to talk to myattorney, I want to talk to a

(04:02):
realtor, I want to talk to myson, I want my friend to look at
this.
And they immediately getdefensive.
Why?
If your process is clean, thatshould not scare you.
Now, does it mean you may losethe deal?
Possibly.
But if your deal only worksbecause the seller does not
understand it, well then that'snot a deal to begin with.

(04:24):
That's a weak foundation.
I would rather have a sellermove forward because they
understand the trade-off thanbecause I pressured them before
they could ask questions.
So you can say, if you want tohave someone you trust look over
the agreement or help you thinkthrough it, I completely
understand.
I want you to feel comfortablewith this decision, not rushed

(04:47):
into it.
That's professional.
That does not mean you losecontrol.
It means you are confidentenough in your process to let
the seller breathe and becomeeducated.
So here's the key distinction.
The seller does not always needthe process to move slowly, they
need it to move smoothly.
There's a difference.

(05:08):
Fast with confusion, well, thatfeels scary.
Smooth with clarity feelsprofessional.
A seller may still want to closequickly, but they need to
understand what's happening.
They need to know what they aresigning.
They need to know who isinvolved.
They need to know what titledoes.
They need to know what they areresponsible for.

(05:29):
They need to know what happensif something comes up during the
transaction.
And most importantly, they needto feel like the timeline is
built around them, not aroundyour desperation to get a
contract.
That is why you say we can moveat the pace that makes sense for
you.
Some sellers need to closequickly, some need more time to

(05:52):
review everything, talk tofamily, or get comfortable with
the process.
My job is to make sure youunderstand your options and know
what the next step looks like.
That is how you calm theobjection without sounding
pushy.
So when a seller says, I don'tknow what I don't know, and that

(06:12):
worries me, here is how I wouldrespond.
That's completely fair.
This is a big decision, and Iwould not expect you to feel
comfortable moving forward ifyou do not understand the
process.
My job is not to rush you.
My job is to make this clear.
If we agree on the price andtimeline, we put everything in

(06:34):
writing and then send it to thetitle company.
Title verifies ownership, checksfor liens, taxes, mortgage
payoffs, and anything else thatneeds to be cleared before
closing.
They help make sure thetransaction is handled
correctly.
From there, we stay incommunication with you
throughout the process so youknow what is happening and what
the next step is.

(06:55):
And if you want someone youtrust to look it over, I
completely understand.
I want you to feel confidentbecause you understand the
process, not because you feltpressured.
That is the answer.
It's calm, it's clear, it'sprofessional.
The real lesson is simple.
When a seller says, I don't knowwhat I don't know, they're not

(07:17):
asking you to overpower theiruncertainty.
They're asking you to respectit.
They're telling you they neededucation, they need
transparency, they need time toprocess, they need to know they
are not being pushed intosomething they do not
understand.
And this is where theprofessional separates from the

(07:39):
amateur.
The amateur tries to closebefore the seller has clarity.
The professional createsclarity, then allows the close
to make sense.
Because uncertainty does not getsolved by pressure.
It gets solved by process.
It gets solved by education, bycommunication.
So the next time a seller says,I don't know what I don't know,

(08:01):
and that worries me, don't rush,don't get defensive, do not act
like their concern is a problem.
Agree with them.
Explain the process.
Encourage them to understandwhat they are signing.
Let them talk to someone theytrust.
And move at a pace that feelssmooth for the seller, not
desperate for you.
Because the goal is not to get asignature for someone who is

(08:24):
confused.
The goal is to create enoughclarity that the seller can make
a confident decision.
That is how real estateprofessionals handle uncertainty
with transparency, withpatience, with process, and with
the confidence to let the sellerunderstand before they commit.
All right, guys, that's ourepisode today.

(08:44):
Show me some love, like thevideo.
We'll see you guys tomorrow.