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Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_00 (00:07):
Welcome back to TUN Review, the series where I am
going to watch a live sellercall, and I'm going to review it
that was submitted by a titaniumuniversity member.
Today's call is submitted by Mr.
Jamil Watts, host of HoboWholesale, which, if you're not
familiar with, Jamil, along withother Titanium University
(00:31):
members that work, W-2s, theyget together.
They've been doing a hundred-daychallenge to$100,000 where they
go live every single day duringthe time block, the time
availability that they havearound their W-2 calling
sellers.
And so what you're going to seeis there's six different
(00:52):
Titanium University members onthe screen.
It's an awesome challenge.
Shout out to you, Jamil, for uhputting this together, holding
each other accountable.
Um, absolutely love seeing it.
We got Omar, Ken Smoot, MikeDabney, Aliceign, and
Christopher Gomez.
These guys have been going onthere every single day.
(01:14):
I'm going to be joining themlater in September on their
100th day of the challenge, andI can't wait for it.
So, without further ado, let'sget into our call review today
of Mr.
Jamil Watts.
SPEAKER_01 (01:30):
Hello.
SPEAKER_02 (01:30):
Hey, is Heather there?
SPEAKER_01 (01:32):
This is she.
SPEAKER_02 (01:33):
Hey Heather, it's Mark Watts.
Uh, I got your one to sell aproperty over on Olin Murphy
Road.
SPEAKER_01 (01:41):
Yes, sir.
SPEAKER_02 (01:42):
You still selling that?
SPEAKER_01 (01:44):
I'm hoping to.
SPEAKER_02 (01:45):
Perfect.
What's the price you're lookingto get for it?
SPEAKER_01 (01:49):
I was I was I was like, I know what I'm not trying
to get that because I know theygotta get wiggroom.
I was hoping to get about 50kfor it.
I guess the lowest I would go is40, but I was hoping if anything
they can meet me in the middlebetween 40 and 50.
SPEAKER_02 (02:11):
Okay.
All right.
Well, I'm gonna pull this up,see if I can make that happen
while I do.
Can you tell me a little bitabout what you got going on?
SPEAKER_01 (02:18):
Well, the house is a little TLC.
It's got a brand new roof justgot put on last week.
Um it needs like some some likelove and care on the inside,
like the Paphist Rose would needto be retrown, remodeled, um
flooring needs to be updated,things like cosmetic work and
stuff like that.
(02:40):
Um it's been here for years,ain't nobody replaced anything
in it.
So he's on TLC.
Uh basically I'm just I live outin the country and you know, in
the small town people like thecountry, but um I don't provide
(03:01):
stuff because I I have issueswith my vision.
And it's just I get stuck outhere and I have no way in the
town and I'm just too far out.
I can't get nowhere, I can't donothing.
So I was hoping I could sellthis and move into town in the
city limit so I could get aroundbetter.
SPEAKER_02 (03:19):
Wow, that must be difficult.
You said you can't you can'teven get to town.
SPEAKER_01 (03:24):
Yeah, basically unless I'm uh unless somebody
gives me a ride.
I don't drive.
I'm I'm on paperwork becausethey're legally blind.
So I don't drive, and andsometimes people don't want to
come get me and I get stuck.
SPEAKER_00 (03:40):
So pretty pretty smooth introduction there by
Jamil.
Obviously, following thecloser's formula there.
We know that she wants to sell.
We've got an ASCII price of$40,000 to$50,000, maybe
somewhere in between there.
Already gathered motivation,right?
She's got to get into town,she's legally blind, she feels
stuck out in the country, sheneeds to move into city limits.
(04:03):
Really like how he doubled downthere.
Like, wow, that must be reallytough.
You you can't see.
Kind of inquisitive there.
Got her to open up a little bitmore about the fact that she is
legally blind, she can't drive,she has to rely on somebody
else.
Really, really top-notch introand and beginning first couple
of minutes of this call.
SPEAKER_02 (04:24):
Yeah, how often do you get stuck there?
SPEAKER_01 (04:27):
Well, I was supposed to be at a doctor's home in the
day, and I never got a chance tomake it.
So, you know, something likethat.
Plus plus came inherited, andit's been in my family for
generations, and I'm just I'mjust ready for something
different, ready to just go outand do something, you know,
spoilable or not, be stuck outhere like I am.
SPEAKER_02 (04:50):
Yeah, especially once you start talking about
people just leaving you outthere.
Uh, what does that look like foryou though?
SPEAKER_01 (04:56):
Um, what do you mean what's it look like?
SPEAKER_02 (04:59):
I I don't know if it's uh well maybe not uh uh RV.
That may not be the best choice,but uh yeah, I don't know if
it's an RV, if it's planetickets, uh I just I don't know
what that looks like for you.
SPEAKER_01 (05:12):
I'm gonna stay in parry.
I'm just gonna move closer tothe city limits so I can walk
where I need to walk to becauseI, you know, it's hard when you
gotta depend on somebody else,you know.
SPEAKER_00 (05:27):
So this is a critical part in the call here.
Jamil's doing a good job oftrying to ask open-ended
questions, dig deeper based offof her responses.
But we have gotten quite a bitof information there in regards
to her motivation.
You don't want to go so deepthat it's kind of like, dude,
well, I've already told you.
(05:47):
I mean, it sucks.
I'm legally blind, I'm stuck.
Want to make sure we we carrythe conversation through, like,
hey, your motivation, we want tounderstand that, but we can
uncover more things as we starttalking about what is she trying
to accomplish with the sell ofthe real estate, right?
She wants to move inside of citylimits.
Is she able to do that if wewere to give her$45,000?
(06:10):
Why is that an important numberto her?
How much money does she need inher pocket to accomplish what
she's looking to do?
Like we gotta make sure we don'tget too lost into that therapist
zone of asking too manyquestions here.
Really solid start.
That last question probablycould have gone without.
And then, like the whole RV uhplane ticket thing.
(06:32):
I see what he was trying to do,ask a question about, you know,
you want to travel the world.
What does that look like foryou?
But let's let's try to steer theconversation in the right
direction here and get it backon the transaction itself
because we do have a lot ofinformation about what she's
trying to accomplish.
SPEAKER_01 (06:52):
I will stay in parry.
I'm just gonna move closer tothe city limits, basically.
SPEAKER_02 (06:56):
Yeah, what's it been like having to depend on
everybody else for for yourself?
SPEAKER_01 (07:02):
Uh it's not fun, it's not fun at all.
You know, you gotta go on theirschedule, their time, their
whatever they want to do, youknow.
It's like someone takes yougrocery shopping when they're
ready to go, you better come outthe store.
SPEAKER_02 (07:17):
Yeah, yeah.
So once you once you sell this,how's it gonna help you out?
SPEAKER_01 (07:22):
I'm gonna use it as a down payment for another place
to move to.
SPEAKER_02 (07:27):
Okay.
So I I do plan I'm differentthan other investors in that I
don't need to make a killing offof this, but I do need to make
sure I'm being fair to mybusiness at the same time.
Uh I'm gonna put as much moneyin your pocket as possible, but
how much of a down payment doyou need?
SPEAKER_01 (07:45):
Well, I was hoping if I got, let's say, the 40,000,
which is the lowest, I washoping to go.
I was hoping I could put I'mgonna keep 10,000 of whatever it
is that I get, and I'm gonna putthe rest of the down payment.
The 10,000 is gonna help me gettelephone bills and maybe get
furniture, whatever I need formy new home or my apartment
where it is I go.
(08:06):
So I'm hoping to get a home.
I'm hoping I can get downpayment for a home, basically.
But if anything, I'll buy me anapartment somewhere to hike a
rent or whatever that'sreasonable.
I was trying to get in the citylimits.
I'm too far out.
SPEAKER_00 (08:24):
Okay, so a little small little tweak here, Jamil.
Uh, I did like the question,right?
How much money are you lookingto put into your pocket?
I didn't like the fact that youstarted off by saying, hey, I've
got to take care of my family, Igotta put money in my pocket, be
fair to my business.
(08:44):
What it would that little sayingthere, uh, I would have edited
that out because honestly, she'stelling you she's highly
motivated.
That price, uh, or her ASCIIprice feels pretty flexible.
I would like to understand herperspective more before we start
imposing our perspective onthere.
(09:06):
Like we don't we don't need tobring up that we need to make
profit yet at this early stage.
And and you were asking so manyquestions about her and her
perspective and her needs andher pain, and then all of a
sudden we insert ourselvesthere.
Um, it just it felt out ofplace.
It also just kind of felt likesomething that you might be
(09:27):
doing repetitively.
I would definitely like to seethat kind of edited out and just
stick to the the question.
We don't need your statementthere.
We could just go directly intohow much money are you looking
to put into your pocket net.
SPEAKER_02 (09:43):
Yeah, because what happens if you don't get into
the city limits?
SPEAKER_01 (09:48):
Yeah, I don't know.
I mean, I'm sure if I have moneyin my hand and I say I got this
much to put down, I'm sure thattalks more than just talking on
my ass, so to say.
SPEAKER_02 (10:02):
Yeah, yeah, I hear you.
Yeah, so you know, you got 10kand and bills and stuff like
that, plus, you know, wanting toput you know, furniture for the
new place, whatever that lookslike.
How much of a down payment doyou do you need in order to get
back into the city?
SPEAKER_01 (10:20):
Probably about 30, 25 to 30 down payment.
That's what I was hoping to getabout 40, 40 to 50.
Most places I've looked at,they're wanting a percentage
down, which is ranging between25 and 30,000 down.
That's what I'm people aretelling me.
People I call about houses andstuff, brothers and stuff.
SPEAKER_02 (10:42):
25 and 30.
And you said that was like thebanks that were saying that?
SPEAKER_01 (10:47):
Yeah, for me to get a down payment or to get
approved for a loan, I gottahave so much down.
I need to have the percent thepercentage down is measuring 25
to 30,000.
SPEAKER_02 (11:00):
Chris, you think if I get this for 35, it's a deal?
If she was listed at 70something.
Mm-hmm.
Okay.
All right.
So um I like I said, I I want tosee if I can make that happen
for you though.
Uh, but with the bills, what'swhat's kind of going on with
that?
SPEAKER_01 (11:18):
Well, my husband's been out of work, his job closed
down.
I'm actually about to start workon Monday.
I've been out of work as well.
We're from a small town, andbasically everybody has lost
their job, all their meal shutdown, uh, a lot of restaurants
and stores shut down.
So basically we're allstruggling.
(11:39):
Um, but my husband's just beenout of work about three months.
I've been out of work for abouta year, and I finally just got a
job coming up this Monday withthe local McDonald's, and I
start Monday, so I'm lookingforward to that.
Um, it's just been a struggle.
So we we we we got a vehiclepayment.
(12:00):
I'm hoping to pay off that withwhatever I get for the house.
I'm hoping to pay off ourvehicle payment, so we only got
to worry about the house.
SPEAKER_00 (12:09):
So what's happening here is is Chris Gomez is
comping this for Jamil.
And the the issue that there'snothing bad with having that
that tag team atmosphere.
Love seeing that between thetitanium university members, but
the situation this this createsfor Jameille is that he's not
(12:31):
really gathering any informationin regards to the property
itself.
He I don't believe he's pulledthis up on Google Street View.
I don't think he's pulled thisup on a comping software.
He's been solely focused, itappears, on speaking to the
seller, which is great, but italso causes issues when, hey, we
(12:51):
we've kind of asked thequestions about the seller's
pain and what she's trying toaccomplish.
We really know she wants to bein city limits.
She's struggling financially,she knows how much she needs the
net in her pocket.
Like we know what she needs.
Now we kind of have to grab thereins and become that real
estate professional to reallystart navigating this
conversation.
(13:12):
So because Chris is the onethat's doing all that legwork
and kind of doing the research,Jamil doesn't really know a lot.
He doesn't have any points ofquestions about the property
itself.
I if I'm him, Jamil, I'm I'mconverting this over to well,
talk to me a little bit aboutthe property.
(13:33):
Like I know she said it needssome TLC and whatnot, but what
does that really look like?
Kind of double down on thequestions, get her to open up a
little bit about that so you canreally start understanding if
that$35,000 number that you havein mind is something that could
work.
SPEAKER_01 (13:50):
Basically, my husband was a veteran, so I
guess a little bit from the VA,and that covers us basics, but
it's not enough to really haveany legal running as for the
trees.
SPEAKER_03 (14:00):
She's saying the bank needs her at 25 to 30.
SPEAKER_01 (14:03):
It's really nothing.
SPEAKER_03 (14:04):
I'm gonna have to sell her on an apartment.
SPEAKER_01 (14:06):
Extra.
SPEAKER_03 (14:07):
She owes 25.
Basically, we're just trying tobank said she needs 25 to 30 for
a down payment.
I have to try to save her at thegetting an apartment instead.
SPEAKER_01 (14:20):
He's on a side job with a friend of his own tree
company.
He's cutting trees to try tomake his meet so he can get a
paper job.
And he was in Gainesville today,and all week he's been in
Gainesville.
So we're from Barry.
That's like two hours away.
Um there's just been a lot goingon.
(14:40):
We need we're behind on bills,we're behind on other things.
We need to catch up on my son'sstarts school next week.
It would be nice to be able toget on the school clothes and
things he needs for school,stuff like that.
SPEAKER_02 (14:58):
Yeah, I I hear you.
Yeah, that's it's definitely alot.
I do want to say congratulationson the job coming up next week.
SPEAKER_01 (15:05):
Yes.
SPEAKER_02 (15:06):
Um, but thank you.
I mean, I I don't know what Iwould do if I was out of work
for that long.
How are you guys holding up?
SPEAKER_01 (15:15):
Well, I said my husband's doing side jobs mowing
yards for friends, and they gaveme like$50 or something here and
there for mowing their yard, orbasically the church has been
helping us, the church family'sbeen helping us and stuff, but
other than that, we just we justbeen here.
You know.
SPEAKER_02 (15:34):
Yeah, yeah, it's gotta be tough.
Um that's that's definitelygotta be tough.
And you know, you're sayingyou're behind on bills, it it's
been that long since you've beenout of work.
I mean, I'd be stressed.
SPEAKER_01 (15:50):
Yeah, we have our moments.
Yeah, we definitely have ourmoments.
But me and my husband have beentogether for 20 years.
I've been with hell since I was19, so you know it's easy, so to
say.
SPEAKER_02 (16:09):
That's good.
SPEAKER_01 (16:10):
We're like we're like an old egg.
SPEAKER_02 (16:14):
Yeah, I I hear ya.
Um now I understand that you gotbills and stuff like that.
How much how much do you need topay off as far as you said the
the truck and and and stuff likethat?
SPEAKER_01 (16:27):
We owe I think 13,000 left on the truck.
Well, if we could give a lumpsum payment, like maybe six,
seven, eight thousand, thatwould be great.
I'm sure they would maybe comedown on the payment or they
would work something out with usor whatever.
You know what I mean?
So we know the company that didthe that this is like our third
(16:48):
vehicle with the company.
So in the last 20 years, so theyknow us, and they'll probably
work something out with us if weif we have a if you have money
in your hand and talks for you,you know what I'm saying?
SPEAKER_02 (16:59):
Yeah, yeah, yeah.
I mean, that would be good.
Hopefully, they can come down onon uh payments for you.
But with the bills stacking upand stuff like that, the truck
and everything like that.
If if this doesn't get paid off,luckily you got the job coming
in next week, so that's gonna begreat.
But if this doesn't get paid offsoon in the next two, three,
(17:22):
six, nine months, what whathappens?
SPEAKER_01 (17:27):
Oh I know.
I don't know.
It's not that bad.
Like I said, we just we we don'towe a lot.
We just like just borrowed fromfriends and stuff who pay them
or take them out to get dinnerfor taking care of us.
The only real bills we got is atruck payment.
Other than that, I own my landand I own my own flat out.
(17:48):
So that's been helpful, so tosay.
But I'm I'm just I'm just I'mI've had enough of it.
I'm already just I've tried tosell my property off and on for
about two years now.
I I get excited about sellingit, then I back out of it, and I
think about it, then I back outof it.
But I'm at that point.
I'm just missing all myappointments.
(18:09):
I mean, I haven't no one to helpme out when my husband's doing
his job and stuff.
It's at the time where I'm like,I've had enough.
SPEAKER_00 (18:17):
Yeah.
So I we're really focused on onthe motivation and the pains and
her needs, which is what weshould, but I feel like to a
certain degree, we're making herrepeat a little bit too much.
Like we really understand hersituation.
I think Jamil also understandsthat her ASCII price is not
(18:40):
going to work.
And so at some point in time, wehave to start the education
process about okay, well, let melook at this.
I need to understand what theproperty could be worth.
I gotta understand how much workI could put into it to achieve
that, and then this is how we'regonna get to our number.
How can we make that number workfor you?
(19:01):
Because this is and he uh itsounded to me like she had this
property listed on the MLS.
So at some point in time, wealso need to address that.
Like, what was that feedback?
What did you hear?
It's almost the opposite ofevery call review I've ever
done.
We're almost too focused on thethe motivation and the pain, and
(19:26):
we haven't really explored likethe real estate transaction
itself enough.
And and so, Jamil, at some pointin time, we we got to flip the
switch here and get back to totalking about the property.
I think you're right there.
Like this this is the momentthat I would love to see you
transition it over, and then itwould be perfect, right?
(19:50):
Maybe it could have happened oneor two questions earlier, but I
understand where you're tryingto go with this.
Now it's time that we've got tostart taking the reins and and
start talking about the propertyitself and what's what's gonna
happen.
SPEAKER_02 (20:03):
So, what what was that breaking point for you to
finally go fill out the form onmy website?
See now's the time.
SPEAKER_01 (20:11):
It's just I just I'm ready for I'm ready for a new
chapter, I'm ready for newopportunities.
I've been on this land my entirelife.
I'm 35 years old, I'll be 36this month.
It's just time that I justsomething that makes me happy.
SPEAKER_02 (20:31):
How how do we make sure you're happy in this?
SPEAKER_01 (20:34):
Well, if I could get in a in a in a home or an area
where I could get around and godo my own shopping and go to my
job and not have to worry aboutbeing late or something because
I gotta depend on somebody togive me a ride.
Or if I can get I can get intotown and go do go to like the
park or go social with peopleand stuff.
(20:57):
It just I think it would itwould make me mentally more
stronger and happier and andcalmer.
I wouldn't be so stressed out,being so far out.
Well, I can't get no help if Ineed it.
You know?
I guess that's the best way Ican describe it.
(21:18):
It'll be a mental breakthroughfor me, basically.
SPEAKER_02 (21:22):
Oh, mental breakthrough.
Well, I I definitely would wantto see you get that mental
breakthrough.
Um, but I guess being thatthat's the case, what's kind of
most important to you from thisto to help you get that mental
breakthrough, get the stress offyou.
SPEAKER_01 (21:40):
What's most important?
SPEAKER_02 (21:42):
Yeah.
SPEAKER_01 (21:45):
I almost said just get us in a in a more secure
environment.
I mean, I hear where I live, Ican have bonfires and everything
else I want, but it's when youwhen you when you're limited to
what you can do, it reallymentally weighs on you.
I mean when you're stuck and youhave no way out of it, it it
(22:06):
just it's hard to uh say enoughis enough.
SPEAKER_00 (22:12):
So Jamil, you have uncovered the pain.
Like we know what she wantshere.
We gotta go.
We gotta go here.
Like we're running the risk, notmaybe not with this seller, but
future sellers of being like,brother, I told you.
(22:33):
Like, this is what I need.
I need to be in town.
I I need to be able to walk andgo get my groceries.
I want to be able to go to myjob without having to rely on
somebody with for a car ride.
Like she's told us.
I don't think that there's anymore that we can pull from her.
She seems she sounds to me likeshe's kind of done the math.
She's determined what she needs.
(22:54):
We need to address the situationand the fact that that number
might not be feasible, but wecould get her pretty close to
that.
How can we make that number workto achieve the majority of her
hopes with these funds thatshe's going to receive?
We definitely got to go.
I think we're we're we're reallyclose in with other sellers with
(23:19):
different personality types.
We would have already breachedthe the point of too many
questions about my pain.
I've already told you, like,let's move on.
I I want to talk about sellingmy house.
SPEAKER_01 (23:39):
Yeah.
SPEAKER_02 (23:41):
Yeah.
So I mean, I know that ideallyyou would you said you would buy
the next place, but in order toget that that stress off of you,
you know, get that mentalbreakthrough, get you to that
next chapter.
Are you willing to to at leastrent for the time being?
You know, and then hopefully youcan save up with the job and
then go buy something else downthe road.
SPEAKER_01 (24:01):
That's what I was saying.
If I get an apartment orsomething, I'll do that too.
I mean, I'm I'm willing to getan apartment or something like
that.
I've done I've done consideredthat.
Say an apartment or something,just get my stuff on my feet,
you know.
SPEAKER_02 (24:20):
Yeah, I hear you.
So, how much do you do you needto to pay off these some of
these bills and get into thatapartment then?
SPEAKER_01 (24:29):
Well, usually to get an apartment, I usually want
first and last month's rent anddeposit.
SPEAKER_02 (24:35):
Uh this is one of the best conversations I think
I've ever had.
SPEAKER_01 (24:38):
This is nothing to get in the I agree.
Um, if you get electric and allthat stuff, okay.
Basically pay off the truck.
If I can't, I want to paycompletely all$10,000 to$12,000
(24:59):
to pay it off.
SPEAKER_00 (25:01):
Um I think that was probably my favorite moment of
the call.
The fact that you coulddisconnect from it, kind of mute
yourself, and just be like, thiscall's going really well.
That's a that's a small littlething, but it's the fact that
you are enjoying the process.
Like you're enjoying the factthat you're really understanding
(25:22):
what she's trying to accomplish,and you're you're achieving that
through the questions thatyou're asking.
Again, Jamil, I don't want topersuade you away from what's
happening on this call.
I just fear that if you makethis too much of a habit, like
you're kind of asking the samethings repeatedly, and she keeps
(25:43):
giving you a similar response.
Now, she brought up the renting.
Now we're exploring a newoption.
Again, I keep going back to it.
At some point in time, we've gotto steer away from the pain and
the motivation, what she'strying to accomplish.
I think we know that.
I'd really like to see you startmoving because at some point in
(26:04):
time we're we're gonna run outof time.
We're gonna run out of the factthat it's like, and in the fear
in conversations like this, iseverything sounds great when
we're asking about the pain andthe motivation and everything.
Because she still thinks thatyou're gonna give her$40,000 to
$50,000.
We haven't breached that subjectyet.
(26:27):
These conversations candrastically change once we start
bringing that up, and so that'sone of the fears that I have of
this is like does the tonalityof the conversation shift
because for so long we were allabout her needs and what we're
trying to accomplish, and we'renever bringing up the fact that
(26:48):
the 40 to 50,000 might not befeasible for us.
Now, you kind of brought it upthere a little bit with the
rent.
Let's see where you go fromhere.
I this is the moment.
Like, I really think we've gotto start moving towards talking
about what we need.
SPEAKER_01 (27:13):
I owe about maybe seven, eight thousand dollars of
in old bills, and I need to havelike loans I got and stuff like
that when I lost my job.
I got a loan like advancedAmerican and something like
that.
I'd be happy to pay thatcompletely off instead of giving
them$23 every time I get achance.
Um, I'm gonna make some moneyfor them.
(27:33):
I got them, pay that off.
Um my husband and let me get astable environment with my son.
I get my son's stuff ready forschool.
He's going into high school thisyear, so he's gonna need like a
laptop and other things that hedoesn't have.
And then just maybe some extratraining to just relax and
(27:58):
breathe.
So I don't have to stress overeverything.
SPEAKER_02 (28:05):
Yeah, I and that that's that's my number one
goal.
If I can help you relax andbreathe, and I can make a couple
dollars in the process, thatthat's the kind of deal I want
to buy.
So all in then, what what doesthat look like for you?
You said the truck, uh, firstand last months.
What what does that total to?
SPEAKER_01 (28:26):
It's gonna be at least about 20 to move to pay
out the truck, get a downpayment, get bills called bills
are about almost a thousandalmost a thousand dollars.
SPEAKER_03 (28:35):
This is where it gets sketchy.
Now I gotta transition toclosing.
SPEAKER_01 (28:44):
Oh boy, all right.
SPEAKER_03 (28:45):
So if we can get you that down payment, we can talk
it.
So I know a little bit of moneyin your pocket because that's
how it's my DS look for 40.
SPEAKER_01 (28:52):
Um for 50.
SPEAKER_00 (28:54):
I know the great advice by Ken.
Love, love this togethernesscamaraderie.
Like, this is amazing, right?
Here, Chris giving the shoutout.
That was fantastic advice byKen.
That is the transition for youin the future, Jamil.
Like, you've you've been sittingin this pocket for so long.
(29:18):
I think you were kind of afraidto be like, this is going so
good.
I almost feel like I could justkeep asking her the same thing,
and it's it's really flowing.
She keeps giving me the answersthat I want to hear.
Now, now you got to take thatauthority, and you do that.
You can still do that by askingthe question that Ken asked
right there.
I was I hope to see thatdelivered with the same
(29:42):
authority that Ken gave itduring that moment.
SPEAKER_01 (29:45):
The land is valued at 60 or more, but I was hoping
it was 40 and 50, just uh makeme feel concerned.
SPEAKER_02 (29:56):
So I hear ya.
So, I mean, if if I help you payoff the truck, move you to that
safe environment for for you,your husband, your kid, and
everything like that, um, getsome of the stress off you and
everything like that.
Does that sound like it'd be asolution for you?
SPEAKER_01 (30:12):
Uh it does.
SPEAKER_02 (30:15):
Okay.
All right.
So if I if I can at least dothat, would it work?
SPEAKER_01 (30:21):
How much are you thinking?
SPEAKER_02 (30:22):
I I'm still finishing up running numbers,
but like I said, I I only win ifyou win.
So I just want to make sure if Ido at least that and maybe put a
little bit of money in yourpocket, that it's it's setting
you up for success.
SPEAKER_01 (30:36):
Yes, sir.
SPEAKER_02 (30:37):
Would that set you up for success?
SPEAKER_01 (30:39):
I believe it would it would be a good first start,
a good kickoff, you know.
SPEAKER_02 (30:44):
Okay.
SPEAKER_01 (30:45):
I believe it will be a good start, a good kickoff,
yeah.
SPEAKER_02 (30:52):
All right.
So let's see if um let's see ifwe can we can make this happen.
Um now, of course, I'll I'lljust let you know what the
process looks like.
If I come in or what whathappens, we're having this
conversation now.
If we come to an agreement onnumbers, I'll send you over a
really simple two-pageagreement.
Just says I'm the buyer, you'rethe seller, address, stuff like
(31:15):
that.
We're gonna go over it together,make sure that you uh understand
it.
You don't have any questions,concerns, anything like that.
Uh, once it's signed, we'regonna come out there, just check
out the house, check it out,make sure it is what you said it
was.
Long as the kitchen's notflooded, not a tree on the roof,
something like that.
Uh, we'll be good on that front.
At the same time, we're gonnaget title open.
(31:37):
They're there to protect you asa seller and me as the buyer.
Um, they're gonna do their stuffin the background.
As long as they come back, youknow, and say that the house is
good as well, as far as cleantitle, then we'll get this
closed on your timeline and atthat price.
If one of those things comesback different, we may have to
come back to the drawing boardand try to figure out something
(31:57):
else.
Does that make sense?
SPEAKER_01 (31:59):
Oh my sense, all right.
SPEAKER_02 (32:01):
So let me ask you if I were to come in.
SPEAKER_00 (32:06):
I don't love the kill shot here.
He's about to deliver the sothat was a reverse rapport, and
then he's delivering the killshot.
My fear with the the kill shothere, and this is uh this is a
little bit like technical andlike intuition based, Jamil.
So I I can't like give you ahard time for using it.
(32:31):
The fear is that we never reallyaddressed the the price point
being incorrect, and she hasconsistently said 40 to 50,000.
So if we hit her with the killshot, the kill shot could be
could give us exactly what wewere anticipating if she says
(32:53):
40,000 again, because in hermind she's like, Well, I told
you my asking price was actually50, so I'm giving you the
discount with the 40.
Um, and you had positionedyourself so well that I I felt
like you lost kind of a point ofmomentum that you had there,
where you were like, hey, if ifwe could give you, you know,
(33:17):
first and last month's rent andpay off the car and get you
moved and and kind of put alittle bit of money in your
pocket, would that would thatsolve your problem?
She's like, Yeah, I think itwould.
That would be a great restartfor me.
That to me was like yourpermission to come in and say,
so based off of what we justdiscussed, I could do that with
(33:39):
an offer of X.
And it that would have made moresense to me with how the
conversation was navigated thanthe kill shot here.
I don't know what you're whatnumber you're hoping for.
Um, you had mentioned 35,000earlier, so I I don't know if
(34:01):
that's the number that we'regoing for could be achievable.
I just based off of how she'snavigated this, I feel like
there's a solid chance thatshe's gonna say 40,000 again
after the kill shot, and thenyou're gonna have to overcome
that.
Um the other thing is you feltso calm during the conversation
(34:26):
all the way up until rightbefore the reverse rapport and
now the kill shot.
You're doing a really good jobof navigating the the the
reverse rapport and the killshot, but right before it you
seem nervous.
I don't know why.
(34:47):
You done such a good job, youwere really in the pocket.
Seems like there's a little gapthere between uh discovery of
the pain and the motivation, andthen transitioning over.
We'll see how this kill shotworks.
SPEAKER_02 (35:02):
Cash, cover all the closing costs, no realtor fees,
no commissions, anything likethat.
Heather, what's the the bestprice you think you can do for
me today?
SPEAKER_01 (35:14):
I'm really set on my price, the 40 to 50.
I'm really kind of settled onthat.
SPEAKER_03 (35:21):
I should I knew I should have threw the number.
I should have just threw thenumber.
SPEAKER_00 (35:26):
You earned the right to say the number and then
explain why.
And and you didn't, and it's nowyou have to overcome this
because she she answered in theworst possible way.
I'm kind of stuck on my number.
You should have delivered yournumber and then explained how it
(35:47):
solves her problem.
That's what you earned, and youdidn't capitalize.
SPEAKER_01 (35:51):
Probably the 40, 40 to 50, 40, 45,000.
SPEAKER_03 (35:57):
There was no education.
I didn't educate her.
It's not too late.
SPEAKER_01 (36:03):
Tell her, I mean, it's the lowest I think I would
consider going.
SPEAKER_00 (36:07):
Ken's right.
It's not too late.
She doesn't know, she doesn'tknow that you need it for less
than that.
You haven't even approached thatas part of the conversation.
So there's no reason for her tocome down on price.
She's in her mind, it's like,I've been telling you 40 to
50,000, I've been telling youall these issues that I have.
(36:30):
There's no reason for her tocome down on price because quite
frankly, you've never told herthat you don't know if you can
do that or not.
And you said you wanted to makemoney at the beginning, but you
just didn't capitalize on theopportunity right there.
SPEAKER_03 (36:49):
Why doesn't it work?
I don't know.
SPEAKER_02 (36:52):
I hear you.
Um, so let me ask you just to beclear, uh, because I'm seeing
some conflicting information.
Is it one acre or five?
SPEAKER_01 (37:01):
It's one acre.
It was five.
It was divided between me and mysisters because I said statement
inheritance.
But all my sisters sold theirland before I did, so my uncle
bought all their land.
They were on drugs and shit, sothey sold to him for like two
thousand dollars, shit likethat, which is stupid as fuck.
(37:23):
Anyways, I still I still I'm theonly one with the trailer on it,
but mine's at 1.11 acres or 1.1acres, however it's red.
SPEAKER_02 (37:33):
Okay.
Yeah, that's that's what Ifigure, and that's that's my
only concern is from the numbersI'm seeing here.
Um I think that if I were to buythis off of you for the 40 to
50, I I would end up upsidedown.
Uh just because it's I I wasthinking that maybe it was the
five acres, but unfortunatelyit's uh it's just the one.
SPEAKER_01 (37:56):
Yeah.
SPEAKER_02 (37:57):
So I mean to be honest with you, I I was really
hoping that you would say the umthe 20,000 would would be a
solution for you and get thisdone.
SPEAKER_01 (38:14):
Is this your number?
SPEAKER_02 (38:16):
It is.
Um but let me ask you, wouldselling for the the 20,000 put
you in a better position?
SPEAKER_01 (38:24):
No, not really.
SPEAKER_02 (38:25):
You don't think so?
SPEAKER_01 (38:28):
No.
SPEAKER_02 (38:29):
Why is that?
SPEAKER_01 (38:30):
Not really.
SPEAKER_02 (38:33):
Am I tripping over the last 40-minute conversation?
SPEAKER_00 (38:39):
No, you're you're tripping.
What she told you was I want tomove into town.
I have to move into town.
I've got all these unpaid bills,I've got these loans, I've got
this car payment, I've got tosell this to put myself in a
better financial position.
(39:02):
So she has this asset that shewants to sell in order to do
that.
Now, she's tried to sell it onthe MLS.
We didn't talk about thatfeedback, we didn't talk about
what happened there.
We just we stayed in the pockettoo long about what she's trying
to accomplish.
So we know a ton about whatshe's trying to accomplish.
We didn't breach the subjectabout well, what happened to it
(39:23):
when you already tried to dothis and it failed.
If you had a property listed inthe 70s, if someone was going to
offer you 50, they would haveoffered you 50.
I mean, that was that was on theMLS.
Um, I think that there's a anissue here where you you felt
(39:46):
too good about her opening upbecause of her personality about
the pain and the story and themotivation.
And so now at this point, you'reignoring what she's trying to
accomplish, and you never reallybreach the subject about the
fact that as an investor, wehave to do this math.
We have to know what theproperty could be worth, we have
(40:06):
to know how much work we have toput into it, and this is how we
come up with our numbers.
We we haven't ever talked aboutthat.
There's no real education, therewas just really discovery, and
then a hope and a prayer of akill shot, and now a low ball.
We just kind of broke thefundamentals right there, right?
We stayed in the pocket too longand we didn't transition
(40:27):
throughout the call.
And when you never really tookthe reins here as the real
estate professional, um, I Icalled for it multiple times
hoping that you would do it, butit just never kind of came out.
SPEAKER_01 (40:39):
Cover everything that I got.
SPEAKER_03 (40:44):
If I paid this dismiss and give me maybe 5,000,
just say how the number.
SPEAKER_02 (41:19):
I thought you said 12 for the truck.
SPEAKER_01 (41:22):
12 for the truck, yeah.
About seven for the other pillsI owe.
And then about two to threethousand to get the down payment
for the apartment.
SPEAKER_03 (41:33):
So give her an extra five and call it a day.
SPEAKER_01 (41:36):
Yeah, I think that's it would be all right.
SPEAKER_02 (41:43):
That's like a solution for you, right?
SPEAKER_01 (41:48):
Oh no.
SPEAKER_00 (41:50):
Let me let me talk about how the issue here is that
you're not talking about how 40is not feasible for an investor.
Like, she wants 40, she doesn'tunderstand why she's not getting
40.
You're just saying, hey,altogether, you're saying all
these bills equal 20, and thatsolves your problem, right?
(42:14):
Yeah, doesn't mean I don't wantto get 40.
I told you I want more money inmy bank account.
I want to, I want to relax.
I don't want to be stressed.
You haven't told her why you'rewhy 40 is not feasible to any
investor, not just Jamil, butanybody.
We we didn't educate that, sowe're just hoping and praying
(42:37):
with this lowball and saying,but you told me all these
problems that you have, allthese needs, and I'm solving the
majority of them because you'renot gonna buy a house, you're
gonna go rent an apartment.
And I I'm giving you this, andit pays off all your bills, but
that's not what she's all that'snot the only things that she's
trying to accomplish, and shedoesn't know why that's what
(42:59):
you're you can offer.
SPEAKER_01 (43:01):
That's what about see what he thinks.
SPEAKER_02 (43:04):
I hear he is it's not a small decision.
Um, but what do you think he'llend up saying?
SPEAKER_01 (43:10):
I have absolutely no idea.
SPEAKER_02 (43:14):
Okay, would he possibly be available now?
SPEAKER_01 (43:18):
You know, he's at work, he's outside at work,
cutting trees.
He's gonna be coming home soon,but I don't know when last time
he didn't get home until oneo'clock in the morning.
SPEAKER_03 (43:29):
Oh man.
Yeah, it's gonna be rough.
unknown (43:34):
Yeah.
SPEAKER_03 (43:37):
Is anyone else trying to get this done for you?
SPEAKER_01 (43:40):
I'll send you a message tomorrow on this number.
If we we we agree to proceed ornot.
I mean that's tomorrow, I reallylike your opinion.
I don't know.
I just need his opinion.
SPEAKER_02 (43:54):
I hear ya.
Let me ask you, Heather, hasanybody else uh been there to
try to get this done for you?
SPEAKER_01 (44:01):
Well, I had I had a few different people somebody
that's gonna give me an offer,but it'll take a few days to get
back to me for an offer stuff,but other than that, not early.
SPEAKER_03 (44:13):
So I'm the so I'm the first person to actually sit
here and try to solve thisproblem for you.
So be with you to the end ofthis.
SPEAKER_00 (44:35):
I hear you, I understand.
It that would have been a bettermoment for her to say,
basically, yeah, silence.
Let that resonate.
That was a that was a powerfulquestion.
She gave you a response, butagain, Jamil, you you're you're
(44:55):
fighting a battle you're nevergonna win here because she
doesn't know why you're offeringwhat you're offering, and so
it's just there's no basis whenshe goes to speak to her
husband.
How could she explain why theyshould accept 20,000 when in
their mind they're thinking theywant 50,000?
There's no understanding there.
(45:16):
That's where this call got lost.
SPEAKER_02 (45:19):
Yeah, just like I said, I only win if you win.
Um, I just and I understand it'snot a small decision at all, but
I just want to make sure thatwould put you in a better
position, right?
Doing all those things.
SPEAKER_01 (45:34):
Yeah, I was still looking for some little rooms,
yeah.
Okay, it's a home, a whole homeand land at I'm selling, you
know, it's not like it's justsomebody's car or something, you
know.
SPEAKER_02 (45:52):
Chris, do you agree with what Ken's saying?
Add the podcast.
SPEAKER_03 (45:58):
Yeah, just give it a try and just set expectations.
SPEAKER_02 (46:00):
27.
27 is good.
Go for it.
SPEAKER_03 (46:04):
Go for it.
SPEAKER_02 (46:05):
I I hear you.
SPEAKER_00 (46:06):
So let me ask you if it feels like that.
Uh again, this to me is amisstep because she already told
you that she's gonna have tospeak to her husband.
The husband's just as much apart of this convers decision as
anybody.
Um, the the correct move righthere would have been what time
(46:28):
tomorrow would you and yourhusband both be available so I
can sit down and speak to bothof you guys so we can come to a
conclusion and and and try tomake a decision on what we can
do here.
I'm the only person that'sreally sat down and taken the
time to try to solve this.
I want to have your husband beinvolved in this decision as
well as his right.
(46:49):
I need him to be a part of this.
So what time can I call youtomorrow with both of you?
That's that's the right answerhere.
Not increasing your offerbecause now she's gonna go tell
the husband, well, originallythey offered 20 and then they
went up to 27.
I think we could totally get himup to 35.
SPEAKER_02 (47:09):
If if I were to do all those and then put, you
know, uh an extra 5,000 in yourpocket, would that work for you?
SPEAKER_01 (47:19):
It sounds better, but I guess I gave his opinion.
So I did something better, yeah.
SPEAKER_02 (47:25):
Okay, so I mean, do you need his opinion no matter
what then?
SPEAKER_01 (47:29):
Or yeah, I was I was I was hoping to get his he is my
husband, you know.
I was hoping to get his supporton whatever it is I do, you
know.
SPEAKER_00 (47:39):
Absolutely, yeah.
SPEAKER_02 (47:40):
I hear you.
SPEAKER_00 (47:42):
So now without listening to what the seller
said, you did such a good job oflistening earlier, and then here
you're desperate to get thecontract, so now you're chasing
your own tail.
You just ate five grand, youjust you chewed it up and you
ate it instead of doing what youshould have done, which is
explain to her why you wereoffering what you're offering.
(48:07):
I can't offer anything less oranything more than this because
of this, and nobody can.
The other investors can't do iteither because they're gonna
have holding costs, they'regonna have closing costs,
they're gonna have this rehab.
That's where this is lost.
So, right here, you just made aI'm going to lose a five
thousand dollars because I'm notgoing to wait on her to speak to
(48:31):
her husband.
That makes no sense.
SPEAKER_02 (48:34):
I hear you.
So I guess when when should weuh set up set something up for
all three of us to to get on thephone together?
SPEAKER_01 (48:47):
Um, I don't know.
I don't know what he's doing.
I don't know about his workuntil he comes home every night,
but I'll mess you tomorrow atyou know what he says, and and
I'll I'm gonna leave youhanging.
SPEAKER_02 (49:02):
Okay.
SPEAKER_01 (49:04):
All right, thank you.
SPEAKER_02 (49:05):
All right, have a going.
SPEAKER_00 (49:09):
Man, man, some really good moments there,
Jamil.
I can see how disheartened youare right there at the end.
You're you're reallydisheartened, and I think this
is because uh a misunderstandingof what you're trying to
accomplish.
Going into this call, during thecall, you wanted to get a signed
(49:34):
contract.
At some point in time inside ofthe call, it became abundantly
clear that that was not going tobe the path that this lead, this
seller, needed.
The seller has a husband.
They are she's needing to comedown significantly on price.
And so, because of that, we needto educate, we need to slow
(49:57):
down, we have to be the realestate professional, we need to
explain how that makes sense,how it's gonna make everyone's
going to have the same numbers,the same needs.
So we have to figure out howthat could be a solution for
what she needs in her life, butalso allows us to run our
business.
And then we have to give time,we have to give respect to their
(50:22):
situation.
It's not about you getting asigned contract, it's about you
offering the solution to theseller and then allowing that
seller to have the space to makethat decision.
This is a massive moment in thisseller's life where she's trying
to make a potentiallylife-changing decision.
(50:45):
She's legally blind, she'sstarting her new job in
McDonald's, she needs to liveinside of the city.
Her son is starting high school.
They have to buy a laptop, theyneed to pay out the car, they
need to pay out these otherloans, they're gonna be renting
an apartment now.
There's a lot of moving pieces.
This is a huge decision, andit's not about you.
And unfortunately, what I sawthere at the end was man, I'm
(51:11):
willing to eat$5,000 to get thisseller to try to make a decision
now.
No, no, we don't always need toone call close.
We one call close when it'swhat's best for the seller and
for us.
Our intention going into eachcall is to get a signed contract
(51:36):
or to kill the lead becausewe're not the right solution.
But in the situations where thesellers do have a specific
reason as to why they need moretime, for example, husband's at
work, and we're asking her tochop her asking price in half,
even more.
(51:57):
That needs time.
That's a follow-up.
Take control.
What time tomorrow will yourhusband go be going to work?
8 a.m.
Can I call you at 7:30?
9 a.m.
Can I call you at 8:30?
I want to get both of you guyson the phone so I can have this
conversation so we can try tocome to a conclusion.
Insert the pain so we can getyou inside a city, so you don't
(52:20):
have to rely on the ridesanymore.
So we can get you your son, hislaptop, and his clothes for
school.
All of those things should havebeen accomplished there at the
end.
And the next day you should havehad a scheduled follow-up
appointment.
The beginning stages of this,the open-ended questions, the
discovery of the pain and themotivation was fantastic.
(52:41):
You felt very comfortable there,you lived there a little bit too
long, and you kind of strugglewith some transition moments.
And then I could feel the agonyat the end when you weren't
getting the result.
Understand that when we identifyin the four seller buckets, a
(53:02):
seller that has the incorrectprice but is highly motivated,
we are going to close a smallpercentage of those.
You need to position a seller tosay, I don't care about your
math.
I don't care about your numbers.
I'm going to keep my housebecause it doesn't solve my
problems.
Or they say, Okay, I understandwhat you're telling me.
(53:24):
I understand that you're thebest solution for me.
I accept.
That was missing from this callbecause we avoided educating the
seller whatsoever.
We went with the low ball.
We went with trying tomanufacture the deal, losing
money, and you ended up in thesame place that you were going
to end up, anyways.
A follow-up the next day.
(53:45):
Everybody that's been watching,give Jamil some love in the
comments for submitting this.
Again, this series is about TUmembers submitting calls that
didn't go great.
So you could get better, so theycould get better, so they could
start closing and finding moredeals.
Thank you, Jamil.
Thank you, Ken, Aliceign, Chris,all the guys that were on here.
(54:08):
Love seeing you guys wordtogether, help each other out.
You're making each other better.
Love seeing that day in and dayout.
Show me some love.
Like today's video.
We'll see you guys tomorrow.
Welcome back to TUN Review, the series where I am
going to watch a live sellercall, and I'm going to review it
that was submitted by a titaniumuniversity member.
Today's call is submitted by Mr.
Jamil Watts, host of HoboWholesale, which, if you're not
familiar with, Jamil, along withother Titanium University
(00:31):
members that work, W-2s, theyget together.
They've been doing a hundred-daychallenge to$100,000 where they
go live every single day duringthe time block, the time
availability that they havearound their W-2 calling
sellers.
And so what you're going to seeis there's six different
(00:52):
Titanium University members onthe screen.
It's an awesome challenge.
Shout out to you, Jamil, for uhputting this together, holding
each other accountable.
Um, absolutely love seeing it.
We got Omar, Ken Smoot, MikeDabney, Aliceign, and
Christopher Gomez.
These guys have been going onthere every single day.
(01:14):
I'm going to be joining themlater in September on their
100th day of the challenge, andI can't wait for it.
So, without further ado, let'sget into our call review today
of Mr.
Jamil Watts.
SPEAKER_01 (01:30):
Hello.
SPEAKER_02 (01:30):
Hey, is Heather there?
SPEAKER_01 (01:32):
This is she.
SPEAKER_02 (01:33):
Hey Heather, it's Mark Watts.
Uh, I got your one to sell aproperty over on Olin Murphy
Road.
SPEAKER_01 (01:41):
Yes, sir.
SPEAKER_02 (01:42):
You still selling that?
SPEAKER_01 (01:44):
I'm hoping to.
SPEAKER_02 (01:45):
Perfect.
What's the price you're lookingto get for it?
SPEAKER_01 (01:49):
I was I was I was like, I know what I'm not trying
to get that because I know theygotta get wiggroom.
I was hoping to get about 50kfor it.
I guess the lowest I would go is40, but I was hoping if anything
they can meet me in the middlebetween 40 and 50.
SPEAKER_02 (02:11):
Okay.
All right.
Well, I'm gonna pull this up,see if I can make that happen
while I do.
Can you tell me a little bitabout what you got going on?
SPEAKER_01 (02:18):
Well, the house is a little TLC.
It's got a brand new roof justgot put on last week.
Um it needs like some some likelove and care on the inside,
like the Paphist Rose would needto be retrown, remodeled, um
flooring needs to be updated,things like cosmetic work and
stuff like that.
(02:40):
Um it's been here for years,ain't nobody replaced anything
in it.
So he's on TLC.
Uh basically I'm just I live outin the country and you know, in
the small town people like thecountry, but um I don't provide
(03:01):
stuff because I I have issueswith my vision.
And it's just I get stuck outhere and I have no way in the
town and I'm just too far out.
I can't get nowhere, I can't donothing.
So I was hoping I could sellthis and move into town in the
city limit so I could get aroundbetter.
SPEAKER_02 (03:19):
Wow, that must be difficult.
You said you can't you can'teven get to town.
SPEAKER_01 (03:24):
Yeah, basically unless I'm uh unless somebody
gives me a ride.
I don't drive.
I'm I'm on paperwork becausethey're legally blind.
So I don't drive, and andsometimes people don't want to
come get me and I get stuck.
SPEAKER_00 (03:40):
So pretty pretty smooth introduction there by
Jamil.
Obviously, following thecloser's formula there.
We know that she wants to sell.
We've got an ASCII price of$40,000 to$50,000, maybe
somewhere in between there.
Already gathered motivation,right?
She's got to get into town,she's legally blind, she feels
stuck out in the country, sheneeds to move into city limits.
(04:03):
Really like how he doubled downthere.
Like, wow, that must be reallytough.
You you can't see.
Kind of inquisitive there.
Got her to open up a little bitmore about the fact that she is
legally blind, she can't drive,she has to rely on somebody
else.
Really, really top-notch introand and beginning first couple
of minutes of this call.
SPEAKER_02 (04:24):
Yeah, how often do you get stuck there?
SPEAKER_01 (04:27):
Well, I was supposed to be at a doctor's home in the
day, and I never got a chance tomake it.
So, you know, something likethat.
Plus plus came inherited, andit's been in my family for
generations, and I'm just I'mjust ready for something
different, ready to just go outand do something, you know,
spoilable or not, be stuck outhere like I am.
SPEAKER_02 (04:50):
Yeah, especially once you start talking about
people just leaving you outthere.
Uh, what does that look like foryou though?
SPEAKER_01 (04:56):
Um, what do you mean what's it look like?
SPEAKER_02 (04:59):
I I don't know if it's uh well maybe not uh uh RV.
That may not be the best choice,but uh yeah, I don't know if
it's an RV, if it's planetickets, uh I just I don't know
what that looks like for you.
SPEAKER_01 (05:12):
I'm gonna stay in parry.
I'm just gonna move closer tothe city limits so I can walk
where I need to walk to becauseI, you know, it's hard when you
gotta depend on somebody else,you know.
SPEAKER_00 (05:27):
So this is a critical part in the call here.
Jamil's doing a good job oftrying to ask open-ended
questions, dig deeper based offof her responses.
But we have gotten quite a bitof information there in regards
to her motivation.
You don't want to go so deepthat it's kind of like, dude,
well, I've already told you.
(05:47):
I mean, it sucks.
I'm legally blind, I'm stuck.
Want to make sure we we carrythe conversation through, like,
hey, your motivation, we want tounderstand that, but we can
uncover more things as we starttalking about what is she trying
to accomplish with the sell ofthe real estate, right?
She wants to move inside of citylimits.
Is she able to do that if wewere to give her$45,000?
(06:10):
Why is that an important numberto her?
How much money does she need inher pocket to accomplish what
she's looking to do?
Like we gotta make sure we don'tget too lost into that therapist
zone of asking too manyquestions here.
Really solid start.
That last question probablycould have gone without.
And then, like the whole RV uhplane ticket thing.
(06:32):
I see what he was trying to do,ask a question about, you know,
you want to travel the world.
What does that look like foryou?
But let's let's try to steer theconversation in the right
direction here and get it backon the transaction itself
because we do have a lot ofinformation about what she's
trying to accomplish.
SPEAKER_01 (06:52):
I will stay in parry.
I'm just gonna move closer tothe city limits, basically.
SPEAKER_02 (06:56):
Yeah, what's it been like having to depend on
everybody else for for yourself?
SPEAKER_01 (07:02):
Uh it's not fun, it's not fun at all.
You know, you gotta go on theirschedule, their time, their
whatever they want to do, youknow.
It's like someone takes yougrocery shopping when they're
ready to go, you better come outthe store.
SPEAKER_02 (07:17):
Yeah, yeah.
So once you once you sell this,how's it gonna help you out?
SPEAKER_01 (07:22):
I'm gonna use it as a down payment for another place
to move to.
SPEAKER_02 (07:27):
Okay.
So I I do plan I'm differentthan other investors in that I
don't need to make a killing offof this, but I do need to make
sure I'm being fair to mybusiness at the same time.
Uh I'm gonna put as much moneyin your pocket as possible, but
how much of a down payment doyou need?
SPEAKER_01 (07:45):
Well, I was hoping if I got, let's say, the 40,000,
which is the lowest, I washoping to go.
I was hoping I could put I'mgonna keep 10,000 of whatever it
is that I get, and I'm gonna putthe rest of the down payment.
The 10,000 is gonna help me gettelephone bills and maybe get
furniture, whatever I need formy new home or my apartment
where it is I go.
(08:06):
So I'm hoping to get a home.
I'm hoping I can get downpayment for a home, basically.
But if anything, I'll buy me anapartment somewhere to hike a
rent or whatever that'sreasonable.
I was trying to get in the citylimits.
I'm too far out.
SPEAKER_00 (08:24):
Okay, so a little small little tweak here, Jamil.
Uh, I did like the question,right?
How much money are you lookingto put into your pocket?
I didn't like the fact that youstarted off by saying, hey, I've
got to take care of my family, Igotta put money in my pocket, be
fair to my business.
(08:44):
What it would that little sayingthere, uh, I would have edited
that out because honestly, she'stelling you she's highly
motivated.
That price, uh, or her ASCIIprice feels pretty flexible.
I would like to understand herperspective more before we start
imposing our perspective onthere.
(09:06):
Like we don't we don't need tobring up that we need to make
profit yet at this early stage.
And and you were asking so manyquestions about her and her
perspective and her needs andher pain, and then all of a
sudden we insert ourselvesthere.
Um, it just it felt out ofplace.
It also just kind of felt likesomething that you might be
(09:27):
doing repetitively.
I would definitely like to seethat kind of edited out and just
stick to the the question.
We don't need your statementthere.
We could just go directly intohow much money are you looking
to put into your pocket net.
SPEAKER_02 (09:43):
Yeah, because what happens if you don't get into
the city limits?
SPEAKER_01 (09:48):
Yeah, I don't know.
I mean, I'm sure if I have moneyin my hand and I say I got this
much to put down, I'm sure thattalks more than just talking on
my ass, so to say.
SPEAKER_02 (10:02):
Yeah, yeah, I hear you.
Yeah, so you know, you got 10kand and bills and stuff like
that, plus, you know, wanting toput you know, furniture for the
new place, whatever that lookslike.
How much of a down payment doyou do you need in order to get
back into the city?
SPEAKER_01 (10:20):
Probably about 30, 25 to 30 down payment.
That's what I was hoping to getabout 40, 40 to 50.
Most places I've looked at,they're wanting a percentage
down, which is ranging between25 and 30,000 down.
That's what I'm people aretelling me.
People I call about houses andstuff, brothers and stuff.
SPEAKER_02 (10:42):
25 and 30.
And you said that was like thebanks that were saying that?
SPEAKER_01 (10:47):
Yeah, for me to get a down payment or to get
approved for a loan, I gottahave so much down.
I need to have the percent thepercentage down is measuring 25
to 30,000.
SPEAKER_02 (11:00):
Chris, you think if I get this for 35, it's a deal?
If she was listed at 70something.
Mm-hmm.
Okay.
All right.
So um I like I said, I I want tosee if I can make that happen
for you though.
Uh, but with the bills, what'swhat's kind of going on with
that?
SPEAKER_01 (11:18):
Well, my husband's been out of work, his job closed
down.
I'm actually about to start workon Monday.
I've been out of work as well.
We're from a small town, andbasically everybody has lost
their job, all their meal shutdown, uh, a lot of restaurants
and stores shut down.
So basically we're allstruggling.
(11:39):
Um, but my husband's just beenout of work about three months.
I've been out of work for abouta year, and I finally just got a
job coming up this Monday withthe local McDonald's, and I
start Monday, so I'm lookingforward to that.
Um, it's just been a struggle.
So we we we we got a vehiclepayment.
(12:00):
I'm hoping to pay off that withwhatever I get for the house.
I'm hoping to pay off ourvehicle payment, so we only got
to worry about the house.
SPEAKER_00 (12:09):
So what's happening here is is Chris Gomez is
comping this for Jamil.
And the the issue that there'snothing bad with having that
that tag team atmosphere.
Love seeing that between thetitanium university members, but
the situation this this createsfor Jameille is that he's not
(12:31):
really gathering any informationin regards to the property
itself.
He I don't believe he's pulledthis up on Google Street View.
I don't think he's pulled thisup on a comping software.
He's been solely focused, itappears, on speaking to the
seller, which is great, but italso causes issues when, hey, we
(12:51):
we've kind of asked thequestions about the seller's
pain and what she's trying toaccomplish.
We really know she wants to bein city limits.
She's struggling financially,she knows how much she needs the
net in her pocket.
Like we know what she needs.
Now we kind of have to grab thereins and become that real
estate professional to reallystart navigating this
conversation.
(13:12):
So because Chris is the onethat's doing all that legwork
and kind of doing the research,Jamil doesn't really know a lot.
He doesn't have any points ofquestions about the property
itself.
I if I'm him, Jamil, I'm I'mconverting this over to well,
talk to me a little bit aboutthe property.
(13:33):
Like I know she said it needssome TLC and whatnot, but what
does that really look like?
Kind of double down on thequestions, get her to open up a
little bit about that so you canreally start understanding if
that$35,000 number that you havein mind is something that could
work.
SPEAKER_01 (13:50):
Basically, my husband was a veteran, so I
guess a little bit from the VA,and that covers us basics, but
it's not enough to really haveany legal running as for the
trees.
SPEAKER_03 (14:00):
She's saying the bank needs her at 25 to 30.
SPEAKER_01 (14:03):
It's really nothing.
SPEAKER_03 (14:04):
I'm gonna have to sell her on an apartment.
SPEAKER_01 (14:06):
Extra.
SPEAKER_03 (14:07):
She owes 25.
Basically, we're just trying tobank said she needs 25 to 30 for
a down payment.
I have to try to save her at thegetting an apartment instead.
SPEAKER_01 (14:20):
He's on a side job with a friend of his own tree
company.
He's cutting trees to try tomake his meet so he can get a
paper job.
And he was in Gainesville today,and all week he's been in
Gainesville.
So we're from Barry.
That's like two hours away.
Um there's just been a lot goingon.
(14:40):
We need we're behind on bills,we're behind on other things.
We need to catch up on my son'sstarts school next week.
It would be nice to be able toget on the school clothes and
things he needs for school,stuff like that.
SPEAKER_02 (14:58):
Yeah, I I hear you.
Yeah, that's it's definitely alot.
I do want to say congratulationson the job coming up next week.
SPEAKER_01 (15:05):
Yes.
SPEAKER_02 (15:06):
Um, but thank you.
I mean, I I don't know what Iwould do if I was out of work
for that long.
How are you guys holding up?
SPEAKER_01 (15:15):
Well, I said my husband's doing side jobs mowing
yards for friends, and they gaveme like$50 or something here and
there for mowing their yard, orbasically the church has been
helping us, the church family'sbeen helping us and stuff, but
other than that, we just we justbeen here.
You know.
SPEAKER_02 (15:34):
Yeah, yeah, it's gotta be tough.
Um that's that's definitelygotta be tough.
And you know, you're sayingyou're behind on bills, it it's
been that long since you've beenout of work.
I mean, I'd be stressed.
SPEAKER_01 (15:50):
Yeah, we have our moments.
Yeah, we definitely have ourmoments.
But me and my husband have beentogether for 20 years.
I've been with hell since I was19, so you know it's easy, so to
say.
SPEAKER_02 (16:09):
That's good.
SPEAKER_01 (16:10):
We're like we're like an old egg.
SPEAKER_02 (16:14):
Yeah, I I hear ya.
Um now I understand that you gotbills and stuff like that.
How much how much do you need topay off as far as you said the
the truck and and and stuff likethat?
SPEAKER_01 (16:27):
We owe I think 13,000 left on the truck.
Well, if we could give a lumpsum payment, like maybe six,
seven, eight thousand, thatwould be great.
I'm sure they would maybe comedown on the payment or they
would work something out with usor whatever.
You know what I mean?
So we know the company that didthe that this is like our third
(16:48):
vehicle with the company.
So in the last 20 years, so theyknow us, and they'll probably
work something out with us if weif we have a if you have money
in your hand and talks for you,you know what I'm saying?
SPEAKER_02 (16:59):
Yeah, yeah, yeah.
I mean, that would be good.
Hopefully, they can come down onon uh payments for you.
But with the bills stacking upand stuff like that, the truck
and everything like that.
If if this doesn't get paid off,luckily you got the job coming
in next week, so that's gonna begreat.
But if this doesn't get paid offsoon in the next two, three,
(17:22):
six, nine months, what whathappens?
SPEAKER_01 (17:27):
Oh I know.
I don't know.
It's not that bad.
Like I said, we just we we don'towe a lot.
We just like just borrowed fromfriends and stuff who pay them
or take them out to get dinnerfor taking care of us.
The only real bills we got is atruck payment.
Other than that, I own my landand I own my own flat out.
(17:48):
So that's been helpful, so tosay.
But I'm I'm just I'm just I'mI've had enough of it.
I'm already just I've tried tosell my property off and on for
about two years now.
I I get excited about sellingit, then I back out of it, and I
think about it, then I back outof it.
But I'm at that point.
I'm just missing all myappointments.
(18:09):
I mean, I haven't no one to helpme out when my husband's doing
his job and stuff.
It's at the time where I'm like,I've had enough.
SPEAKER_00 (18:17):
Yeah.
So I we're really focused on onthe motivation and the pains and
her needs, which is what weshould, but I feel like to a
certain degree, we're making herrepeat a little bit too much.
Like we really understand hersituation.
I think Jamil also understandsthat her ASCII price is not
(18:40):
going to work.
And so at some point in time, wehave to start the education
process about okay, well, let melook at this.
I need to understand what theproperty could be worth.
I gotta understand how much workI could put into it to achieve
that, and then this is how we'regonna get to our number.
How can we make that number workfor you?
(19:01):
Because this is and he uh itsounded to me like she had this
property listed on the MLS.
So at some point in time, wealso need to address that.
Like, what was that feedback?
What did you hear?
It's almost the opposite ofevery call review I've ever
done.
We're almost too focused on thethe motivation and the pain, and
(19:26):
we haven't really explored likethe real estate transaction
itself enough.
And and so, Jamil, at some pointin time, we we got to flip the
switch here and get back to totalking about the property.
I think you're right there.
Like this this is the momentthat I would love to see you
transition it over, and then itwould be perfect, right?
(19:50):
Maybe it could have happened oneor two questions earlier, but I
understand where you're tryingto go with this.
Now it's time that we've got tostart taking the reins and and
start talking about the propertyitself and what's what's gonna
happen.
SPEAKER_02 (20:03):
So, what what was that breaking point for you to
finally go fill out the form onmy website?
See now's the time.
SPEAKER_01 (20:11):
It's just I just I'm ready for I'm ready for a new
chapter, I'm ready for newopportunities.
I've been on this land my entirelife.
I'm 35 years old, I'll be 36this month.
It's just time that I justsomething that makes me happy.
SPEAKER_02 (20:31):
How how do we make sure you're happy in this?
SPEAKER_01 (20:34):
Well, if I could get in a in a in a home or an area
where I could get around and godo my own shopping and go to my
job and not have to worry aboutbeing late or something because
I gotta depend on somebody togive me a ride.
Or if I can get I can get intotown and go do go to like the
park or go social with peopleand stuff.
(20:57):
It just I think it would itwould make me mentally more
stronger and happier and andcalmer.
I wouldn't be so stressed out,being so far out.
Well, I can't get no help if Ineed it.
You know?
I guess that's the best way Ican describe it.
(21:18):
It'll be a mental breakthroughfor me, basically.
SPEAKER_02 (21:22):
Oh, mental breakthrough.
Well, I I definitely would wantto see you get that mental
breakthrough.
Um, but I guess being thatthat's the case, what's kind of
most important to you from thisto to help you get that mental
breakthrough, get the stress offyou.
SPEAKER_01 (21:40):
What's most important?
SPEAKER_02 (21:42):
Yeah.
SPEAKER_01 (21:45):
I almost said just get us in a in a more secure
environment.
I mean, I hear where I live, Ican have bonfires and everything
else I want, but it's when youwhen you when you're limited to
what you can do, it reallymentally weighs on you.
I mean when you're stuck and youhave no way out of it, it it
(22:06):
just it's hard to uh say enoughis enough.
SPEAKER_00 (22:12):
So Jamil, you have uncovered the pain.
Like we know what she wantshere.
We gotta go.
We gotta go here.
Like we're running the risk, notmaybe not with this seller, but
future sellers of being like,brother, I told you.
(22:33):
Like, this is what I need.
I need to be in town.
I I need to be able to walk andgo get my groceries.
I want to be able to go to myjob without having to rely on
somebody with for a car ride.
Like she's told us.
I don't think that there's anymore that we can pull from her.
She seems she sounds to me likeshe's kind of done the math.
She's determined what she needs.
(22:54):
We need to address the situationand the fact that that number
might not be feasible, but wecould get her pretty close to
that.
How can we make that number workto achieve the majority of her
hopes with these funds thatshe's going to receive?
We definitely got to go.
I think we're we're we're reallyclose in with other sellers with
(23:19):
different personality types.
We would have already breachedthe the point of too many
questions about my pain.
I've already told you, like,let's move on.
I I want to talk about sellingmy house.
SPEAKER_01 (23:39):
Yeah.
SPEAKER_02 (23:41):
Yeah.
So I mean, I know that ideallyyou would you said you would buy
the next place, but in order toget that that stress off of you,
you know, get that mentalbreakthrough, get you to that
next chapter.
Are you willing to to at leastrent for the time being?
You know, and then hopefully youcan save up with the job and
then go buy something else downthe road.
SPEAKER_01 (24:01):
That's what I was saying.
If I get an apartment orsomething, I'll do that too.
I mean, I'm I'm willing to getan apartment or something like
that.
I've done I've done consideredthat.
Say an apartment or something,just get my stuff on my feet,
you know.
SPEAKER_02 (24:20):
Yeah, I hear you.
So, how much do you do you needto to pay off these some of
these bills and get into thatapartment then?
SPEAKER_01 (24:29):
Well, usually to get an apartment, I usually want
first and last month's rent anddeposit.
SPEAKER_02 (24:35):
Uh this is one of the best conversations I think
I've ever had.
SPEAKER_01 (24:38):
This is nothing to get in the I agree.
Um, if you get electric and allthat stuff, okay.
Basically pay off the truck.
If I can't, I want to paycompletely all$10,000 to$12,000
(24:59):
to pay it off.
SPEAKER_00 (25:01):
Um I think that was probably my favorite moment of
the call.
The fact that you coulddisconnect from it, kind of mute
yourself, and just be like, thiscall's going really well.
That's a that's a small littlething, but it's the fact that
you are enjoying the process.
Like you're enjoying the factthat you're really understanding
(25:22):
what she's trying to accomplish,and you're you're achieving that
through the questions thatyou're asking.
Again, Jamil, I don't want topersuade you away from what's
happening on this call.
I just fear that if you makethis too much of a habit, like
you're kind of asking the samethings repeatedly, and she keeps
(25:43):
giving you a similar response.
Now, she brought up the renting.
Now we're exploring a newoption.
Again, I keep going back to it.
At some point in time, we've gotto steer away from the pain and
the motivation, what she'strying to accomplish.
I think we know that.
I'd really like to see you startmoving because at some point in
(26:04):
time we're we're gonna run outof time.
We're gonna run out of the factthat it's like, and in the fear
in conversations like this, iseverything sounds great when
we're asking about the pain andthe motivation and everything.
Because she still thinks thatyou're gonna give her$40,000 to
$50,000.
We haven't breached that subjectyet.
(26:27):
These conversations candrastically change once we start
bringing that up, and so that'sone of the fears that I have of
this is like does the tonalityof the conversation shift
because for so long we were allabout her needs and what we're
trying to accomplish, and we'renever bringing up the fact that
(26:48):
the 40 to 50,000 might not befeasible for us.
Now, you kind of brought it upthere a little bit with the
rent.
Let's see where you go fromhere.
I this is the moment.
Like, I really think we've gotto start moving towards talking
about what we need.
SPEAKER_01 (27:13):
I owe about maybe seven, eight thousand dollars of
in old bills, and I need to havelike loans I got and stuff like
that when I lost my job.
I got a loan like advancedAmerican and something like
that.
I'd be happy to pay thatcompletely off instead of giving
them$23 every time I get achance.
Um, I'm gonna make some moneyfor them.
(27:33):
I got them, pay that off.
Um my husband and let me get astable environment with my son.
I get my son's stuff ready forschool.
He's going into high school thisyear, so he's gonna need like a
laptop and other things that hedoesn't have.
And then just maybe some extratraining to just relax and
(27:58):
breathe.
So I don't have to stress overeverything.
SPEAKER_02 (28:05):
Yeah, I and that that's that's my number one
goal.
If I can help you relax andbreathe, and I can make a couple
dollars in the process, thatthat's the kind of deal I want
to buy.
So all in then, what what doesthat look like for you?
You said the truck, uh, firstand last months.
What what does that total to?
SPEAKER_01 (28:26):
It's gonna be at least about 20 to move to pay
out the truck, get a downpayment, get bills called bills
are about almost a thousandalmost a thousand dollars.
SPEAKER_03 (28:35):
This is where it gets sketchy.
Now I gotta transition toclosing.
SPEAKER_01 (28:44):
Oh boy, all right.
SPEAKER_03 (28:45):
So if we can get you that down payment, we can talk
it.
So I know a little bit of moneyin your pocket because that's
how it's my DS look for 40.
SPEAKER_01 (28:52):
Um for 50.
SPEAKER_00 (28:54):
I know the great advice by Ken.
Love, love this togethernesscamaraderie.
Like, this is amazing, right?
Here, Chris giving the shoutout.
That was fantastic advice byKen.
That is the transition for youin the future, Jamil.
Like, you've you've been sittingin this pocket for so long.
(29:18):
I think you were kind of afraidto be like, this is going so
good.
I almost feel like I could justkeep asking her the same thing,
and it's it's really flowing.
She keeps giving me the answersthat I want to hear.
Now, now you got to take thatauthority, and you do that.
You can still do that by askingthe question that Ken asked
right there.
I was I hope to see thatdelivered with the same
(29:42):
authority that Ken gave itduring that moment.
SPEAKER_01 (29:45):
The land is valued at 60 or more, but I was hoping
it was 40 and 50, just uh makeme feel concerned.
SPEAKER_02 (29:56):
So I hear ya.
So, I mean, if if I help you payoff the truck, move you to that
safe environment for for you,your husband, your kid, and
everything like that, um, getsome of the stress off you and
everything like that.
Does that sound like it'd be asolution for you?
SPEAKER_01 (30:12):
Uh it does.
SPEAKER_02 (30:15):
Okay.
All right.
So if I if I can at least dothat, would it work?
SPEAKER_01 (30:21):
How much are you thinking?
SPEAKER_02 (30:22):
I I'm still finishing up running numbers,
but like I said, I I only win ifyou win.
So I just want to make sure if Ido at least that and maybe put a
little bit of money in yourpocket, that it's it's setting
you up for success.
SPEAKER_01 (30:36):
Yes, sir.
SPEAKER_02 (30:37):
Would that set you up for success?
SPEAKER_01 (30:39):
I believe it would it would be a good first start,
a good kickoff, you know.
SPEAKER_02 (30:44):
Okay.
SPEAKER_01 (30:45):
I believe it will be a good start, a good kickoff,
yeah.
SPEAKER_02 (30:52):
All right.
So let's see if um let's see ifwe can we can make this happen.
Um now, of course, I'll I'lljust let you know what the
process looks like.
If I come in or what whathappens, we're having this
conversation now.
If we come to an agreement onnumbers, I'll send you over a
really simple two-pageagreement.
Just says I'm the buyer, you'rethe seller, address, stuff like
(31:15):
that.
We're gonna go over it together,make sure that you uh understand
it.
You don't have any questions,concerns, anything like that.
Uh, once it's signed, we'regonna come out there, just check
out the house, check it out,make sure it is what you said it
was.
Long as the kitchen's notflooded, not a tree on the roof,
something like that.
Uh, we'll be good on that front.
At the same time, we're gonnaget title open.
(31:37):
They're there to protect you asa seller and me as the buyer.
Um, they're gonna do their stuffin the background.
As long as they come back, youknow, and say that the house is
good as well, as far as cleantitle, then we'll get this
closed on your timeline and atthat price.
If one of those things comesback different, we may have to
come back to the drawing boardand try to figure out something
(31:57):
else.
Does that make sense?
SPEAKER_01 (31:59):
Oh my sense, all right.
SPEAKER_02 (32:01):
So let me ask you if I were to come in.
SPEAKER_00 (32:06):
I don't love the kill shot here.
He's about to deliver the sothat was a reverse rapport, and
then he's delivering the killshot.
My fear with the the kill shothere, and this is uh this is a
little bit like technical andlike intuition based, Jamil.
So I I can't like give you ahard time for using it.
(32:31):
The fear is that we never reallyaddressed the the price point
being incorrect, and she hasconsistently said 40 to 50,000.
So if we hit her with the killshot, the kill shot could be
could give us exactly what wewere anticipating if she says
(32:53):
40,000 again, because in hermind she's like, Well, I told
you my asking price was actually50, so I'm giving you the
discount with the 40.
Um, and you had positionedyourself so well that I I felt
like you lost kind of a point ofmomentum that you had there,
where you were like, hey, if ifwe could give you, you know,
(33:17):
first and last month's rent andpay off the car and get you
moved and and kind of put alittle bit of money in your
pocket, would that would thatsolve your problem?
She's like, Yeah, I think itwould.
That would be a great restartfor me.
That to me was like yourpermission to come in and say,
so based off of what we justdiscussed, I could do that with
(33:39):
an offer of X.
And it that would have made moresense to me with how the
conversation was navigated thanthe kill shot here.
I don't know what you're whatnumber you're hoping for.
Um, you had mentioned 35,000earlier, so I I don't know if
(34:01):
that's the number that we'regoing for could be achievable.
I just based off of how she'snavigated this, I feel like
there's a solid chance thatshe's gonna say 40,000 again
after the kill shot, and thenyou're gonna have to overcome
that.
Um the other thing is you feltso calm during the conversation
(34:26):
all the way up until rightbefore the reverse rapport and
now the kill shot.
You're doing a really good jobof navigating the the the
reverse rapport and the killshot, but right before it you
seem nervous.
I don't know why.
(34:47):
You done such a good job, youwere really in the pocket.
Seems like there's a little gapthere between uh discovery of
the pain and the motivation, andthen transitioning over.
We'll see how this kill shotworks.
SPEAKER_02 (35:02):
Cash, cover all the closing costs, no realtor fees,
no commissions, anything likethat.
Heather, what's the the bestprice you think you can do for
me today?
SPEAKER_01 (35:14):
I'm really set on my price, the 40 to 50.
I'm really kind of settled onthat.
SPEAKER_03 (35:21):
I should I knew I should have threw the number.
I should have just threw thenumber.
SPEAKER_00 (35:26):
You earned the right to say the number and then
explain why.
And and you didn't, and it's nowyou have to overcome this
because she she answered in theworst possible way.
I'm kind of stuck on my number.
You should have delivered yournumber and then explained how it
(35:47):
solves her problem.
That's what you earned, and youdidn't capitalize.
SPEAKER_01 (35:51):
Probably the 40, 40 to 50, 40, 45,000.
SPEAKER_03 (35:57):
There was no education.
I didn't educate her.
It's not too late.
SPEAKER_01 (36:03):
Tell her, I mean, it's the lowest I think I would
consider going.
SPEAKER_00 (36:07):
Ken's right.
It's not too late.
She doesn't know, she doesn'tknow that you need it for less
than that.
You haven't even approached thatas part of the conversation.
So there's no reason for her tocome down on price.
She's in her mind, it's like,I've been telling you 40 to
50,000, I've been telling youall these issues that I have.
(36:30):
There's no reason for her tocome down on price because quite
frankly, you've never told herthat you don't know if you can
do that or not.
And you said you wanted to makemoney at the beginning, but you
just didn't capitalize on theopportunity right there.
SPEAKER_03 (36:49):
Why doesn't it work?
I don't know.
SPEAKER_02 (36:52):
I hear you.
Um, so let me ask you just to beclear, uh, because I'm seeing
some conflicting information.
Is it one acre or five?
SPEAKER_01 (37:01):
It's one acre.
It was five.
It was divided between me and mysisters because I said statement
inheritance.
But all my sisters sold theirland before I did, so my uncle
bought all their land.
They were on drugs and shit, sothey sold to him for like two
thousand dollars, shit likethat, which is stupid as fuck.
(37:23):
Anyways, I still I still I'm theonly one with the trailer on it,
but mine's at 1.11 acres or 1.1acres, however it's red.
SPEAKER_02 (37:33):
Okay.
Yeah, that's that's what Ifigure, and that's that's my
only concern is from the numbersI'm seeing here.
Um I think that if I were to buythis off of you for the 40 to
50, I I would end up upsidedown.
Uh just because it's I I wasthinking that maybe it was the
five acres, but unfortunatelyit's uh it's just the one.
SPEAKER_01 (37:56):
Yeah.
SPEAKER_02 (37:57):
So I mean to be honest with you, I I was really
hoping that you would say the umthe 20,000 would would be a
solution for you and get thisdone.
SPEAKER_01 (38:14):
Is this your number?
SPEAKER_02 (38:16):
It is.
Um but let me ask you, wouldselling for the the 20,000 put
you in a better position?
SPEAKER_01 (38:24):
No, not really.
SPEAKER_02 (38:25):
You don't think so?
SPEAKER_01 (38:28):
No.
SPEAKER_02 (38:29):
Why is that?
SPEAKER_01 (38:30):
Not really.
SPEAKER_02 (38:33):
Am I tripping over the last 40-minute conversation?
SPEAKER_00 (38:39):
No, you're you're tripping.
What she told you was I want tomove into town.
I have to move into town.
I've got all these unpaid bills,I've got these loans, I've got
this car payment, I've got tosell this to put myself in a
better financial position.
(39:02):
So she has this asset that shewants to sell in order to do
that.
Now, she's tried to sell it onthe MLS.
We didn't talk about thatfeedback, we didn't talk about
what happened there.
We just we stayed in the pockettoo long about what she's trying
to accomplish.
So we know a ton about whatshe's trying to accomplish.
We didn't breach the subjectabout well, what happened to it
(39:23):
when you already tried to dothis and it failed.
If you had a property listed inthe 70s, if someone was going to
offer you 50, they would haveoffered you 50.
I mean, that was that was on theMLS.
Um, I think that there's a anissue here where you you felt
(39:46):
too good about her opening upbecause of her personality about
the pain and the story and themotivation.
And so now at this point, you'reignoring what she's trying to
accomplish, and you never reallybreach the subject about the
fact that as an investor, wehave to do this math.
We have to know what theproperty could be worth, we have
(40:06):
to know how much work we have toput into it, and this is how we
come up with our numbers.
We we haven't ever talked aboutthat.
There's no real education, therewas just really discovery, and
then a hope and a prayer of akill shot, and now a low ball.
We just kind of broke thefundamentals right there, right?
We stayed in the pocket too longand we didn't transition
(40:27):
throughout the call.
And when you never really tookthe reins here as the real
estate professional, um, I Icalled for it multiple times
hoping that you would do it, butit just never kind of came out.
SPEAKER_01 (40:39):
Cover everything that I got.
SPEAKER_03 (40:44):
If I paid this dismiss and give me maybe 5,000,
just say how the number.
SPEAKER_02 (41:19):
I thought you said 12 for the truck.
SPEAKER_01 (41:22):
12 for the truck, yeah.
About seven for the other pillsI owe.
And then about two to threethousand to get the down payment
for the apartment.
SPEAKER_03 (41:33):
So give her an extra five and call it a day.
SPEAKER_01 (41:36):
Yeah, I think that's it would be all right.
SPEAKER_02 (41:43):
That's like a solution for you, right?
SPEAKER_01 (41:48):
Oh no.
SPEAKER_00 (41:50):
Let me let me talk about how the issue here is that
you're not talking about how 40is not feasible for an investor.
Like, she wants 40, she doesn'tunderstand why she's not getting
40.
You're just saying, hey,altogether, you're saying all
these bills equal 20, and thatsolves your problem, right?
(42:14):
Yeah, doesn't mean I don't wantto get 40.
I told you I want more money inmy bank account.
I want to, I want to relax.
I don't want to be stressed.
You haven't told her why you'rewhy 40 is not feasible to any
investor, not just Jamil, butanybody.
We we didn't educate that, sowe're just hoping and praying
(42:37):
with this lowball and saying,but you told me all these
problems that you have, allthese needs, and I'm solving the
majority of them because you'renot gonna buy a house, you're
gonna go rent an apartment.
And I I'm giving you this, andit pays off all your bills, but
that's not what she's all that'snot the only things that she's
trying to accomplish, and shedoesn't know why that's what
(42:59):
you're you can offer.
SPEAKER_01 (43:01):
That's what about see what he thinks.
SPEAKER_02 (43:04):
I hear he is it's not a small decision.
Um, but what do you think he'llend up saying?
SPEAKER_01 (43:10):
I have absolutely no idea.
SPEAKER_02 (43:14):
Okay, would he possibly be available now?
SPEAKER_01 (43:18):
You know, he's at work, he's outside at work,
cutting trees.
He's gonna be coming home soon,but I don't know when last time
he didn't get home until oneo'clock in the morning.
SPEAKER_03 (43:29):
Oh man.
Yeah, it's gonna be rough.
unknown (43:34):
Yeah.
SPEAKER_03 (43:37):
Is anyone else trying to get this done for you?
SPEAKER_01 (43:40):
I'll send you a message tomorrow on this number.
If we we we agree to proceed ornot.
I mean that's tomorrow, I reallylike your opinion.
I don't know.
I just need his opinion.
SPEAKER_02 (43:54):
I hear ya.
Let me ask you, Heather, hasanybody else uh been there to
try to get this done for you?
SPEAKER_01 (44:01):
Well, I had I had a few different people somebody
that's gonna give me an offer,but it'll take a few days to get
back to me for an offer stuff,but other than that, not early.
SPEAKER_03 (44:13):
So I'm the so I'm the first person to actually sit
here and try to solve thisproblem for you.
So be with you to the end ofthis.
SPEAKER_00 (44:35):
I hear you, I understand.
It that would have been a bettermoment for her to say,
basically, yeah, silence.
Let that resonate.
That was a that was a powerfulquestion.
She gave you a response, butagain, Jamil, you you're you're
(44:55):
fighting a battle you're nevergonna win here because she
doesn't know why you're offeringwhat you're offering, and so
it's just there's no basis whenshe goes to speak to her
husband.
How could she explain why theyshould accept 20,000 when in
their mind they're thinking theywant 50,000?
There's no understanding there.
(45:16):
That's where this call got lost.
SPEAKER_02 (45:19):
Yeah, just like I said, I only win if you win.
Um, I just and I understand it'snot a small decision at all, but
I just want to make sure thatwould put you in a better
position, right?
Doing all those things.
SPEAKER_01 (45:34):
Yeah, I was still looking for some little rooms,
yeah.
Okay, it's a home, a whole homeand land at I'm selling, you
know, it's not like it's justsomebody's car or something, you
know.
SPEAKER_02 (45:52):
Chris, do you agree with what Ken's saying?
Add the podcast.
SPEAKER_03 (45:58):
Yeah, just give it a try and just set expectations.
SPEAKER_02 (46:00):
27.
27 is good.
Go for it.
SPEAKER_03 (46:04):
Go for it.
SPEAKER_02 (46:05):
I I hear you.
SPEAKER_00 (46:06):
So let me ask you if it feels like that.
Uh again, this to me is amisstep because she already told
you that she's gonna have tospeak to her husband.
The husband's just as much apart of this convers decision as
anybody.
Um, the the correct move righthere would have been what time
(46:28):
tomorrow would you and yourhusband both be available so I
can sit down and speak to bothof you guys so we can come to a
conclusion and and and try tomake a decision on what we can
do here.
I'm the only person that'sreally sat down and taken the
time to try to solve this.
I want to have your husband beinvolved in this decision as
well as his right.
(46:49):
I need him to be a part of this.
So what time can I call youtomorrow with both of you?
That's that's the right answerhere.
Not increasing your offerbecause now she's gonna go tell
the husband, well, originallythey offered 20 and then they
went up to 27.
I think we could totally get himup to 35.
SPEAKER_02 (47:09):
If if I were to do all those and then put, you
know, uh an extra 5,000 in yourpocket, would that work for you?
SPEAKER_01 (47:19):
It sounds better, but I guess I gave his opinion.
So I did something better, yeah.
SPEAKER_02 (47:25):
Okay, so I mean, do you need his opinion no matter
what then?
SPEAKER_01 (47:29):
Or yeah, I was I was I was hoping to get his he is my
husband, you know.
I was hoping to get his supporton whatever it is I do, you
know.
SPEAKER_00 (47:39):
Absolutely, yeah.
SPEAKER_02 (47:40):
I hear you.
SPEAKER_00 (47:42):
So now without listening to what the seller
said, you did such a good job oflistening earlier, and then here
you're desperate to get thecontract, so now you're chasing
your own tail.
You just ate five grand, youjust you chewed it up and you
ate it instead of doing what youshould have done, which is
explain to her why you wereoffering what you're offering.
(48:07):
I can't offer anything less oranything more than this because
of this, and nobody can.
The other investors can't do iteither because they're gonna
have holding costs, they'regonna have closing costs,
they're gonna have this rehab.
That's where this is lost.
So, right here, you just made aI'm going to lose a five
thousand dollars because I'm notgoing to wait on her to speak to
(48:31):
her husband.
That makes no sense.
SPEAKER_02 (48:34):
I hear you.
So I guess when when should weuh set up set something up for
all three of us to to get on thephone together?
SPEAKER_01 (48:47):
Um, I don't know.
I don't know what he's doing.
I don't know about his workuntil he comes home every night,
but I'll mess you tomorrow atyou know what he says, and and
I'll I'm gonna leave youhanging.
SPEAKER_02 (49:02):
Okay.
SPEAKER_01 (49:04):
All right, thank you.
SPEAKER_02 (49:05):
All right, have a going.
SPEAKER_00 (49:09):
Man, man, some really good moments there,
Jamil.
I can see how disheartened youare right there at the end.
You're you're reallydisheartened, and I think this
is because uh a misunderstandingof what you're trying to
accomplish.
Going into this call, during thecall, you wanted to get a signed
(49:34):
contract.
At some point in time inside ofthe call, it became abundantly
clear that that was not going tobe the path that this lead, this
seller, needed.
The seller has a husband.
They are she's needing to comedown significantly on price.
And so, because of that, we needto educate, we need to slow
(49:57):
down, we have to be the realestate professional, we need to
explain how that makes sense,how it's gonna make everyone's
going to have the same numbers,the same needs.
So we have to figure out howthat could be a solution for
what she needs in her life, butalso allows us to run our
business.
And then we have to give time,we have to give respect to their
(50:22):
situation.
It's not about you getting asigned contract, it's about you
offering the solution to theseller and then allowing that
seller to have the space to makethat decision.
This is a massive moment in thisseller's life where she's trying
to make a potentiallylife-changing decision.
(50:45):
She's legally blind, she'sstarting her new job in
McDonald's, she needs to liveinside of the city.
Her son is starting high school.
They have to buy a laptop, theyneed to pay out the car, they
need to pay out these otherloans, they're gonna be renting
an apartment now.
There's a lot of moving pieces.
This is a huge decision, andit's not about you.
And unfortunately, what I sawthere at the end was man, I'm
(51:11):
willing to eat$5,000 to get thisseller to try to make a decision
now.
No, no, we don't always need toone call close.
We one call close when it'swhat's best for the seller and
for us.
Our intention going into eachcall is to get a signed contract
(51:36):
or to kill the lead becausewe're not the right solution.
But in the situations where thesellers do have a specific
reason as to why they need moretime, for example, husband's at
work, and we're asking her tochop her asking price in half,
even more.
(51:57):
That needs time.
That's a follow-up.
Take control.
What time tomorrow will yourhusband go be going to work?
8 a.m.
Can I call you at 7:30?
9 a.m.
Can I call you at 8:30?
I want to get both of you guyson the phone so I can have this
conversation so we can try tocome to a conclusion.
Insert the pain so we can getyou inside a city, so you don't
(52:20):
have to rely on the ridesanymore.
So we can get you your son, hislaptop, and his clothes for
school.
All of those things should havebeen accomplished there at the
end.
And the next day you should havehad a scheduled follow-up
appointment.
The beginning stages of this,the open-ended questions, the
discovery of the pain and themotivation was fantastic.
(52:41):
You felt very comfortable there,you lived there a little bit too
long, and you kind of strugglewith some transition moments.
And then I could feel the agonyat the end when you weren't
getting the result.
Understand that when we identifyin the four seller buckets, a
(53:02):
seller that has the incorrectprice but is highly motivated,
we are going to close a smallpercentage of those.
You need to position a seller tosay, I don't care about your
math.
I don't care about your numbers.
I'm going to keep my housebecause it doesn't solve my
problems.
Or they say, Okay, I understandwhat you're telling me.
(53:24):
I understand that you're thebest solution for me.
I accept.
That was missing from this callbecause we avoided educating the
seller whatsoever.
We went with the low ball.
We went with trying tomanufacture the deal, losing
money, and you ended up in thesame place that you were going
to end up, anyways.
A follow-up the next day.
(53:45):
Everybody that's been watching,give Jamil some love in the
comments for submitting this.
Again, this series is about TUmembers submitting calls that
didn't go great.
So you could get better, so theycould get better, so they could
start closing and finding moredeals.
Thank you, Jamil.
Thank you, Ken, Aliceign, Chris,all the guys that were on here.
(54:08):
Love seeing you guys wordtogether, help each other out.
You're making each other better.
Love seeing that day in and dayout.
Show me some love.
Like today's video.
We'll see you guys tomorrow.
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