October 9, 2025 • 32 mins
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_00 (00:06):
Welcome to the King Closers Formula.
I am the King Closer RJ Batesthe third coming to you on this
beautiful Tuesday at 2 22 p.m.
Hope you guys are having abeautiful day.
I know I am.
Today we're going to be doingsomething that everybody loves
because everyone loves a goodanalogy.
(00:29):
So today I'm just going to beusing analogies to what I feel
like are the key fundamentalelements of wholesaling real
estate.
The areas inside the businesswhere you truly need to be
focusing your skill sets andmaking sure that each and every
day you're growing and gettingbetter at these different
(00:51):
factors in wholesaling realestate.
And those being lead generation,acquisitions, dispositions, and
transaction coordination, thefour key fundamentals.
If you can do those four thingsinside of a wholesaling
business, you will besuccessful.
The reason why we're going to beusing analogies today is for you
(01:13):
to kind of think about it alittle bit differently.
Because every now and then weget lost in the weeds, right?
There's a lot of shiny objectsout there, there's a lot of
different strategies and a lotof noise inside the industry.
So we want to use theseanalogies to kind of point you
in the right direction, make youunderstand exactly why these
(01:35):
different factors and thesedifferent elements inside of
wholesaling are that important.
So you can say focus on growinginside of your business.
All right, let's start off withlead generation.
Lead generation is like goingfishing without bait.
And I love this analogy becausethe reason is nowadays we
(01:59):
literally have the ability to goget leads just like you can go
to the store and buy bait whenyou're going fishing.
Let's see, I grew up on thelake, right?
Lake Fork, East Texas.
My parents had like a traveltrailer that we would go to.
We rented out a little slot, andit was right there on the lake.
(02:22):
And we would off of the pier,I'd go fish for Brem, crappie.
Then we had a boat and we wouldgo out there and we would fish
for bass.
Now, I didn't really enjoyfishing as a kid because I like
playing sports, I like theactivity, and I didn't really
understand how relaxing fishingcan be, and I don't really do it
(02:43):
now, but I have fished plenty oftimes in my life.
Now, there's different ways thatyou can get bait, right?
You can get live bait, or youcan use the fake word, like the
worms and the spinners and therattle traps and all this
different kind of the fake baitthat you can buy.
It's the same thing inside ofwholesale and real estate.
(03:05):
We can go buy all kinds ofdifferent leads, PBL, right?
We use speed lead, lead soloproperty leads.
There's other PBL companies outthere that you guys have asked
me about, but then we could alsodo direct mail, we can do cold
calling, door knocking, drivingfor dollars.
There's so many different thingsthat we could do.
(03:25):
However, as a wholesaler, youhave to have leads.
As a fisherman, you have to havebait, some sort of like way to
attract the fish to come to you.
It's the same thing.
Wholesalers, we have to have themotivated seller, we have to
know who we're talking to.
(03:46):
Nowadays, it's as easy as it'sever been to know exactly hey,
this person has a house theywant to sell.
That's why I've consistentlysaid we are in the golden age of
wholesaling, not because of theregulations that are coming
down, how saturated some marketsare, all the complaints that we
have.
(04:06):
I'm like, hey, let's pump thebrakes for a second.
Let's actually just be gratefuland thankful for the opportunity
that exists in front of us rightnow, today.
The fact that just like afisherman, I can walk into the
store and I can say, Give meleads.
That's where we are as anindustry.
(04:27):
So be grateful for thatopportunity that exists.
Yes, does it cost money?
It does.
But as an entrepreneur, allbusinesses should require some
sort of operating capital.
And as PPL has become a largerpart of our industry, the lead
(04:51):
cost has come down, right?
When PPL started, speed the leadwas like the first to the
market, and when they came out,it was two to five hundred
dollars per lead.
Now, every single leadgeneration PPL company out there
has a$30 option available foryou.
(05:13):
So the costs have come down,it's made it more easy for you
as a wholesaler to walk rightinto the bait store and say,
Give me some bait.
The next one is it's likepouring concrete for your house.
Your leads are the foundation,you have to have that foundation
(05:34):
in order for your business tosucceed.
Can't build a house justdirectly on the ground.
You have to have that foundationfirst.
It's the first thing that you dowhen you're building that house.
It's the same thing inside ofyour business.
You have to know what you'regoing to be doing for lead
generation inside of yourwholesaling operation.
So each and every member ofTitanium University, when they
(05:57):
come in and during theirorientation call, I tell them, I
need you to make a 90-daycommitment to a lead source.
If you are already generatingleads, I do not necessarily need
you to change, but I do need acommitment to some sort of lead
generation tactic.
And I think each and every oneof you that are watching this
(06:20):
video today would do a greatservice to your business to make
a similar type of commitment tohey, this is what I'm going to
do.
If you don't want to do BPL, ifit's just cold calling, whatever
it is, you have to have thatbecause the otherwise your
wholesaling business has nofoundation.
Everything else that we're goingto talk about moving forward in
(06:42):
this video is irrelevant if youdon't have leads, right?
This is this is what kills meabout newer wholesalers where
they're like, hey, can I go getdeals off of Facebook
Marketplace, FISBOS, Zillow,MLS?
Sure, you can.
(07:06):
At some point in time, you haveto find a way to where you can
have consistent lead flow cominginto your business.
And if you're always relying onsomething else, like sellers
putting their house up for salefor sell by owner, putting them
on Zillow, or going out to arealtor who's doing lead
(07:26):
generation and then listing theproperty, well, then you're
competing against all of your inbuyers, all of the owner
occupants, and everybody else.
What value are you bringing toyour in buyers?
It's just not a sustainablebusiness model.
So make sure that you have somesort of consistent lead
generation going on inside ofyour business.
And the final analogy for leadgeneration is it's like planting
(07:50):
seeds.
Okay.
You can't eat tomorrow if youdon't plant today.
One of the most demoralizingthings for anyone that does
acquisitions inside of awholesale operation is not
having consistent leads insideof their business.
If you're just staring at thesame leads day in and day out,
(08:13):
and you're constantly followingup, leaving voicemails, calling
that seller who never answersthe phone, you're gonna feel
like you're wasting your time.
Going all the way back to the2023 50-day challenge, you
probably, if you've watched anyof those videos, you've heard
this voicemail.
(08:33):
Hey, this is Georgia.
Leave me a voicemail.
I never got a hold of Georgia.
I called her every single day.
Now, the benefit for me was isthat every single day I had new
leads, I had fresh crops.
We were planting those seeds dayin and day out, and you need to
(08:56):
be doing the exact same thinginside of your wholesale
business.
It doesn't have to be a ton, itcan be two new leads, five new
leads.
Whatever that looks like to whatyou can afford, you need to have
that coming in because everysingle day you should be getting
a hold of sellers and coming tosome sort of resolution, whether
(09:19):
that's we sent them a contractnow, that property is under
contract, or it's not going towork out for us.
We're not the solution, someoneelse needs, and we kill that
lead.
We need to replace that with afresh new lead that day or the
next.
So constantly be planting seedsinside of your business so you
(09:42):
can have fresh crops.
All right, let's move on to thesecond thing.
Acquisitions, what I specializein.
All right.
Now, acquisitions is theheartbeat of your business.
It's also like being thequarterback of your business.
Everyone is going to rely onyou.
Now, you can have the bestleads, aka the best wide
(10:06):
receivers, the best catchers inthe game.
But if you can't make the throw,the play's dead.
As an acquisitious person,whether it's you or someone
else, everyone else, the leadgenerator, however you're
generating those leads,dispositions, and transaction
coordination, is going to bewaiting on you to perform.
(10:29):
And that's the same way it workson a football team.
Yeah, we have the running plays,but when we drop back to pass,
everything is on thequarterback's shoulders.
As an acquisitions person, youare the quarterback of the
wholesale operation.
You have to make sure that youcan complete the pass and close
(10:49):
the deal.
This is why I talk about theclosers formula over and over
and over again.
It's why 20% of the weeklyimplementation calls inside of
Titanium University is solelybased around live seller call
reviews.
That's how important it is.
(11:10):
We need to take 20% of the timethat is available for the entire
community to just break down ourability to navigate the
conversations.
And I tell the TU members, Ionly want to really listen and
review the calls with thesellers that are motivated with
(11:31):
the incorrect price.
That is the most common type ofseller that we're going to talk
to.
How do we navigate thoseconversations?
That is what will differentiateyou from being an average
wholesaler to a top 10% in agreat Hall of Fame wholesaler.
You have to be able to completethat pass when it's difficult.
(11:54):
Most people can handle the laydown leads.
It's whether or not you canactually listen, uncover the
layers of the seller'smotivation, identify how you can
be their solution, and thenclose.
Can you explain your process?
Can you build credibility withthe seller?
(12:16):
Not necessarily buildingrapport, but credibility where
they trust that you are theirsolution and you can close their
deal.
That is being the quarterback ofyour wholesale operation.
The next analogy is closing islike it.
Well, if you can't close, it'slike having the greatest steak
(12:39):
out there, right?
The finest cut that you couldpossibly get.
But if you don't know how tocook it, it doesn't matter.
See, nowadays we have the bestleads that we've ever had.
Sellers that we know before weeven purchase the lead.
I am selling a vacant,non-occupied house for emergency
(13:00):
reasons, and it needs a ton ofwork and it's in a great market.
If you had told me that thatwould exist in 2018, I would
have been like, oh, praiseJesus.
There was no way in the worldfor us to know how to contact
that seller.
Now we can see that before weeven swipe our card.
(13:21):
Now it's the finest lead outthere, the finest cut of meat.
We have to know how to cook it.
We have to know how to do it.
Now you can't just throw it inthe microwave, you ruin it.
You have to go in and reallyhandle the seller's situation.
They're coming to you andsaying, for emergency reasons,
(13:43):
you have to be able tounderwrite it correctly because
they're saying my house needs aton of work.
You have to be able to build thecredibility and show them that
you know how to handle theirsituation.
You are the real estateprofessional.
You can't drop the ball.
And if you're looking at thisand you're pointing everywhere
else and saying, Oh, the reasonwhy I'm not closing deals is
(14:06):
because speed leads, tripleverified leads are trash, or
hey, you know, this doesn't workover here.
It, I am here to tell you thatyou are mistaken.
Okay.
It's not the leads, it is askill set issue.
You have not developed, you havenot taken the time to develop
your skills, and you're feelingthe pressure of the fact that
(14:29):
you're not making money.
Everyone feels that to a certaindegree as an entrepreneur.
It is difficult, it is hard.
Just because we have the finestcut of meat doesn't know that
doesn't mean that you know howto cook it yet.
You have to take the time todevelop the skills necessary to
(14:49):
be able to close these leads,even though they're the best
leads that we've ever had.
The last thing is it's likeproposing marriage.
All right, it doesn't matter howgood your relationship is if you
can never pop the question toclose the deal.
See, this is what happens.
(15:10):
A lot of people will get on thephones with sellers and they'll
build all this rapport, they'llunderstand their entire life.
I was talking to a TU member theother day, and she's like, I
don't know what's happeninghere, but I mean, I get in the
point where I know that thehusband is cheating on the wife,
and I know the girlfriend'sname.
I become a therapist, I'm theirbest friend, but it's not
(15:33):
leading to a signed contract.
You gotta ask the question, yougotta go for the close on these
on these leads in theseconversations, and this is why I
get a little bit irritated whenpeople are like RJ's the one
dial close guy.
That's always the objective isto get to the resolution and to
(15:56):
close it on one dial, and youshould.
The key here is that unlessthere's some reason as to why we
cannot come to a resolution, weshould be popping the question
on that initial dial.
They need us, and we are theirsolution.
Don't be afraid to ask for theclose, don't go into the friend
(16:16):
zone, don't go into thetherapist zone, right?
Pop the question, get a yes orget a no, move on.
All right, let's talk about ourthird fundamental element, which
is dispositions.
This is the area in which theindustry for so many years has
(16:38):
been saying if you have a gooddeal, it should be able to sell
itself.
Well, I disagree with that.
I disagree from the perspectiveof you have to have a way to
turn the lights on and for thein buyers to know that your deal
exists.
And so there are skills that arenecessary to develop when it
(16:58):
comes to dispositions from theperspective of marketing, right?
You have to have skills incopywriting, showcasing what the
property, why it's a good deal,and building relationships with
these in buyers.
So, first analogy is it's likethrowing a party.
(17:19):
It doesn't matter how good theparty was gonna be, how good the
food is, if no one shows up.
You could have a great deal, youcould say, Hey, we're gonna be
having a buyer walkthrough atFriday at 11 a.m.
But if no one shows up, whocares?
You gotta let the people knowhow to buyers know that your
(17:42):
deals exist.
Now it's not from calling abunch of them, cold calling, and
asking them up front what's yourbuy box?
It's from actually developingthat relationship and knowing,
hey, this person buys here, andnow with the technology that
exists, whether it's investorbase, investor lift, alpha, deal
speed, there's more and moretechnology that's coming out
(18:05):
every single day when it comesto dispositions.
We can actually see, hey, JoeBayer over here bought a
property one street over for thesame price that I'm gonna be
asking, and it's a blueprintcomp and he flipped it, and I
saw how much money he made, Isaw how long he owned it, and he
(18:25):
just sold it last month.
And when you call that buyer,you're not saying, hey, what's
your buy box?
What you're saying is, hey, Joe,I saw that you bought 123 Main
Street and you owned it and youflipped it, and I saw that it
worked out well for you.
As long as the rehab, you know,I don't know how much you spent
on rehab, but it looks like itwas a good deal.
(18:47):
I got another one for you.
Are you looking to pick upanother property just like that
one?
More often than not, the answeris absolutely.
Now, that is the value that youcould bring today as a
wholesaler in comparison to whenwe didn't know that, right?
These softwares now have theircontact information.
(19:08):
You can see the properties, howmany they're buying.
See, back in the day, we had thecold call them and say, How many
properties are you buying?
Are you looking to buy more?
You flipper, you landlord doingall this.
That's old school, it's outdatednowadays.
This is why there arewholesalers out there that are
only focusing on dispositions,they're called dispo houses.
(19:33):
And the reason why is becausethey've seen the low-hanging
fruit that exists.
Hey, other companies want to godo the lead generation and the
acquisitions.
All I need to do is focus ondispositions, and those people,
as they develop theserelationships, I see the post
inside of the vault and insideof the TU group where it's like,
(19:55):
I've got a buyer begging fordeals in Maryland, I've got a
buyer begging for deals inBirmingham, Alabama, and then
all of a sudden what happens isboom, deal, deal, deal from the
acquisitions partners.
So if you right now are notfocused on dispositions and
you're like, hey, I'm gonna getstarted on lead generation and
(20:17):
acquisitions, I think that's asolid step, right?
You don't need to stop whatyou're doing to then focus on
dispositions.
You can lean on these companiesthat exist.
Now, in order for you to haveaccess to some of these, you
might need to be a part of acommunity like Titanium
University.
I mean, we've got Mr.
(20:37):
House, Braden and Abbey.
We just had them on a Tuesdaylive a couple of weeks ago.
We've got Nico Alfazio, we'vegot Maximilian Deere, we've got
Britney Shahuber, we've got Adamand Stephanie Bevin, we've got
the Matt's, Matt Doble and MattBombic, just to name a few
inside of Titanium University,and that covers the entire unit
(21:00):
that like the entire UnitedStates, and that's not even
including what we can do atTitanium Investments.
So now, as newer people jointitanium university and they go
out, yeah, guess who could throwthe party?
Us, the people that already knoweveryone that will attend, so we
(21:20):
can move those deals for themand they can stay focused on
lead generation andacquisitions.
The other thing is the nextanalogy in regards to
dispositions is it's like havinga winning lottery ticket and not
cashing it in.
It is so demoralizing as a newerwholesaler in particular to do
(21:43):
lead generation, spend yourhard-earned saved money or earn
money, get leads, lock up acontract, do acquisitions, and
then not be able to dispo itbecause you didn't know the
buyers.
You couldn't cash in on yourwinning lottery ticket.
(22:04):
That is so demoralizing.
So here's the thing (22:06):
yes, the softwares exist.
I believe that in the long run,you should absolutely learn how
to do dispositions yourself.
However, you need to havesomeone in your back pocket that
can help you move deals if youcan't do it yourself.
Because otherwise, you areliterally going to be taking
(22:28):
that winning lottery ticket,crumbling it up, and throwing it
in the trash.
And that is crippling to yourbusiness.
I have seen newer wholesalerscome in, lock up multiple
contracts, not be able to cashin that winning lottery ticket,
and then move on.
Okay.
(22:48):
The next thing is it's likeowning a Ferrari and not having
gas, right?
You've you've got what everyoneneeds a deal.
If you can't do dispositions, itkills your business.
Okay, so I think you guysunderstand that.
What I would tell you is one, ifyou want to do it yourself,
(23:09):
you've got to look, you've gotto invest into the systems that
exist nowadays, right?
Investor base, investor lift,alpha, deal speed.
Okay, you've got to look intothose.
You've got to be able to havethat inside of your business.
If you can't afford that rightnow, or if you're newer, one of
the things that you don't wantto do that to avoid creating the
(23:30):
roller coaster effect inside ofyour business, outsource the
dispositions to someone else.
Utilize these dispo teams.
All right, transactioncoordination.
This to me is one of the mostunderrated skill sets that is
needed inside the wholesalingindustry.
And I get it because there'stimes where we get deals and
(23:54):
it's so smooth that you feellike transaction coordination is
almost not needed.
Sometimes you can come across atitle company or a closing
attorney that is so amazing theyprioritize your deal, they
manage everything, they scheduleall of the signings and
everything, and thecommunication is amazing, then
(24:15):
it's not necessary.
But if you lose the deal becauseof transaction coordination, you
realize how bad it is.
So for me, the analogy is it'slike the pit crew for a race car
team, and I'm a NASCAR fan, sowe'll just use NASCAR.
Nobody cheers for the pit crew,everyone's gonna cheer for the
(24:37):
driver and going back toacquisitions.
You're the driver, all right.
No one's gonna cheer for the thethe gas man, the jack man, the
right tire changer.
But man, let me tell you, thoseguys get put on blast when the
car comes into the pits and theymake a mistake, or you lose a
(25:00):
race because you don't have anygas, you can't change your
tires.
Yeah, it's gonna be crippling toyour wholesale business if you
do lead generation acquisitions,you do dispositions, and then
your deal cannot finish therace, you can't get to close it
funded because of transactioncoordination.
(25:22):
Now, I've always said foreverybody that's newer, there's
absolutely no reason why youshouldn't just use easy REI
closings.
You can find out more about themat titaniumtc.com.
They now have it to where, hey,you don't have to pay us up
front.
Go assign your deal, have thebuyer pay for it.
(25:44):
So when you do your marketinginside of dispositions, just say
buyer to pay all closing costsplus TC fee, and they will add
their charge on the HUD to theend buyer, and then you get your
property transactioncoordination done for free.
Now, to me, there's that makesit a no-brainer, but still
(26:08):
people will sit there and say,you know what, I'm gonna
outsource this to someone that'scheaper.
I'm gonna hire a virtualassistant that can come in and
do my transaction coordination,or I'll just do it myself.
I think that's a mistake.
Like a wedding planner.
Now, could we all come up withthe cake and the photography and
(26:31):
the seating charts andeverything inside of a wedding?
Sure.
Seems pretty simple.
However, for a wedding planner,they do that as a living,
they're professionals at it.
They have a checklist and theyhave an SOP on exactly how to
plan that wedding out and whatgoes wrong, what normally goes
right, what's a priority, andwhat's not a priority.
(26:52):
Now, if the wedding goes offunhinged, then the wedding
planner is hey, paid,compensated, great job.
But if the wedding weren't to gooff and you didn't have a
wedding planner, wouldn't youwish you had one?
That's how I feel about atransaction coordinator.
If I get a property undercontract and I dispo it, do I
(27:13):
want to have to stop?
And I literally have deals thatare closing right now that have
email threads that are 60, 70,100 emails deep.
Now, if I am doing all of thatemail communication back and
forth, how am I doingacquisitions and dispositions?
I'm not.
And see, this is again wherenewer wholesalers will totally
(27:37):
cripple their business by beingcheap.
I'm not going to pay for atransaction coordinator.
I'll just do it myself.
I can't afford it right now.
I need all of that$10,000assignment fee.
If you need all of that$10,000assignment fee, how are you
going to feel if you have azero-dollar fee?
Because your deal doesn't makeit to the closing table, because
(28:00):
you wanted to be cheap and notpay for a transaction
coordinator.
These are the mistakes that Isee newer wholesalers make.
(28:22):
Quarterback gets all the glory,acquisitions, but without
blocking, the quarterback can'tdo anything.
Dispositions, acquisitions isirrelevant if the deal falls
apart during transactioncoordination.
That is an absolute fact, and ithappens over and over and over
again.
I see wholesalers say, RJ, I'veheard what you had to say about
(28:48):
transaction coordination, but Ineed to learn how to do this
myself.
Okay.
Learn by watching theprofessional.
Don't learn by doingterminations and having deals
fall apart because you didn'tknow how to handle that
situation.
And now knowing that you canhave the transaction
(29:09):
coordination fee paid by yourbuyer, what is your excuse as to
why you would not want to useeasy REI closings?
So check them out attitaniumtc.com.
Ultimately, across all of thefactors inside of a wholesaling
(29:29):
business, I feel like leadgeneration, acquisitions,
dispositions, and transactioncoordination are the four that
you should be prioritizinginside of your business every
single day.
I feel like if you're newer,lead generation is easy.
You can do that now with a swipeof a card.
Acquisitions, all of thetraining exist on my YouTube
(29:53):
channel, and with the freeresources that are right down
inside of that description belowthis video or this podcast that
you're listening.
To you could go and you candownload the King Closers
formula, the web formula, knowwhat markets, title companies to
use.
We give all of that away forfree.
So acquisitions should become astrength inside of your
(30:16):
wholesaling business.
Dispositions.
Early on, partner up withsomeone that has dedicated their
career to doing that, just liketransition coordination.
Eventually, you should investinside of those softwares and
learn how to do that, but onlyonce you have understood exactly
what you're doing for leadgeneration and you're already
(30:38):
consistently getting signedcontracts.
You don't want to create theroller coaster effect where you
get properties under contract,you dispo them, you have money,
but now you have nothing toassign.
So you spend money to get yournext contract, and then you're
back up, and then you're backdown.
You want to avoid that at allcosts.
So partner up with people thatcan dispo your deals.
(31:01):
And with transactioncoordination, do not sleep on
that.
It will cost you deals, it willcost you tens of thousands, if
not more, and close and fundeddeals.
All right, everybody, make sureyou like today's video.
Show me some love just so youknow.
I did trick you.
I haven't been ignoring yourcomments.
(31:21):
It's just I'm recording this at12 40 p.m.
on September 20th.
Between two belts.
So brace yourself and get readyfor me releasing more of my
humorous, roast type podcastinterviews.
(31:44):
It's all satire.
I love each and every one of theguests, but I love doing that.
So brace yourself for the thirdseason of Between Two Belts,
which will be back very, veryshortly.
Show me some love.
Like today's video.
We'll see you guys tomorrow.
Welcome to the King Closers Formula.
I am the King Closer RJ Batesthe third coming to you on this
beautiful Tuesday at 2 22 p.m.
Hope you guys are having abeautiful day.
I know I am.
Today we're going to be doingsomething that everybody loves
because everyone loves a goodanalogy.
(00:29):
So today I'm just going to beusing analogies to what I feel
like are the key fundamentalelements of wholesaling real
estate.
The areas inside the businesswhere you truly need to be
focusing your skill sets andmaking sure that each and every
day you're growing and gettingbetter at these different
(00:51):
factors in wholesaling realestate.
And those being lead generation,acquisitions, dispositions, and
transaction coordination, thefour key fundamentals.
If you can do those four thingsinside of a wholesaling
business, you will besuccessful.
The reason why we're going to beusing analogies today is for you
(01:13):
to kind of think about it alittle bit differently.
Because every now and then weget lost in the weeds, right?
There's a lot of shiny objectsout there, there's a lot of
different strategies and a lotof noise inside the industry.
So we want to use theseanalogies to kind of point you
in the right direction, make youunderstand exactly why these
(01:35):
different factors and thesedifferent elements inside of
wholesaling are that important.
So you can say focus on growinginside of your business.
All right, let's start off withlead generation.
Lead generation is like goingfishing without bait.
And I love this analogy becausethe reason is nowadays we
(01:59):
literally have the ability to goget leads just like you can go
to the store and buy bait whenyou're going fishing.
Let's see, I grew up on thelake, right?
Lake Fork, East Texas.
My parents had like a traveltrailer that we would go to.
We rented out a little slot, andit was right there on the lake.
(02:22):
And we would off of the pier,I'd go fish for Brem, crappie.
Then we had a boat and we wouldgo out there and we would fish
for bass.
Now, I didn't really enjoyfishing as a kid because I like
playing sports, I like theactivity, and I didn't really
understand how relaxing fishingcan be, and I don't really do it
(02:43):
now, but I have fished plenty oftimes in my life.
Now, there's different ways thatyou can get bait, right?
You can get live bait, or youcan use the fake word, like the
worms and the spinners and therattle traps and all this
different kind of the fake baitthat you can buy.
It's the same thing inside ofwholesale and real estate.
(03:05):
We can go buy all kinds ofdifferent leads, PBL, right?
We use speed lead, lead soloproperty leads.
There's other PBL companies outthere that you guys have asked
me about, but then we could alsodo direct mail, we can do cold
calling, door knocking, drivingfor dollars.
There's so many different thingsthat we could do.
(03:25):
However, as a wholesaler, youhave to have leads.
As a fisherman, you have to havebait, some sort of like way to
attract the fish to come to you.
It's the same thing.
Wholesalers, we have to have themotivated seller, we have to
know who we're talking to.
(03:46):
Nowadays, it's as easy as it'sever been to know exactly hey,
this person has a house theywant to sell.
That's why I've consistentlysaid we are in the golden age of
wholesaling, not because of theregulations that are coming
down, how saturated some marketsare, all the complaints that we
have.
(04:06):
I'm like, hey, let's pump thebrakes for a second.
Let's actually just be gratefuland thankful for the opportunity
that exists in front of us rightnow, today.
The fact that just like afisherman, I can walk into the
store and I can say, Give meleads.
That's where we are as anindustry.
(04:27):
So be grateful for thatopportunity that exists.
Yes, does it cost money?
It does.
But as an entrepreneur, allbusinesses should require some
sort of operating capital.
And as PPL has become a largerpart of our industry, the lead
(04:51):
cost has come down, right?
When PPL started, speed the leadwas like the first to the
market, and when they came out,it was two to five hundred
dollars per lead.
Now, every single leadgeneration PPL company out there
has a$30 option available foryou.
(05:13):
So the costs have come down,it's made it more easy for you
as a wholesaler to walk rightinto the bait store and say,
Give me some bait.
The next one is it's likepouring concrete for your house.
Your leads are the foundation,you have to have that foundation
(05:34):
in order for your business tosucceed.
Can't build a house justdirectly on the ground.
You have to have that foundationfirst.
It's the first thing that you dowhen you're building that house.
It's the same thing inside ofyour business.
You have to know what you'regoing to be doing for lead
generation inside of yourwholesaling operation.
So each and every member ofTitanium University, when they
(05:57):
come in and during theirorientation call, I tell them, I
need you to make a 90-daycommitment to a lead source.
If you are already generatingleads, I do not necessarily need
you to change, but I do need acommitment to some sort of lead
generation tactic.
And I think each and every oneof you that are watching this
(06:20):
video today would do a greatservice to your business to make
a similar type of commitment tohey, this is what I'm going to
do.
If you don't want to do BPL, ifit's just cold calling, whatever
it is, you have to have thatbecause the otherwise your
wholesaling business has nofoundation.
Everything else that we're goingto talk about moving forward in
(06:42):
this video is irrelevant if youdon't have leads, right?
This is this is what kills meabout newer wholesalers where
they're like, hey, can I go getdeals off of Facebook
Marketplace, FISBOS, Zillow,MLS?
Sure, you can.
(07:06):
At some point in time, you haveto find a way to where you can
have consistent lead flow cominginto your business.
And if you're always relying onsomething else, like sellers
putting their house up for salefor sell by owner, putting them
on Zillow, or going out to arealtor who's doing lead
(07:26):
generation and then listing theproperty, well, then you're
competing against all of your inbuyers, all of the owner
occupants, and everybody else.
What value are you bringing toyour in buyers?
It's just not a sustainablebusiness model.
So make sure that you have somesort of consistent lead
generation going on inside ofyour business.
And the final analogy for leadgeneration is it's like planting
(07:50):
seeds.
Okay.
You can't eat tomorrow if youdon't plant today.
One of the most demoralizingthings for anyone that does
acquisitions inside of awholesale operation is not
having consistent leads insideof their business.
If you're just staring at thesame leads day in and day out,
(08:13):
and you're constantly followingup, leaving voicemails, calling
that seller who never answersthe phone, you're gonna feel
like you're wasting your time.
Going all the way back to the2023 50-day challenge, you
probably, if you've watched anyof those videos, you've heard
this voicemail.
(08:33):
Hey, this is Georgia.
Leave me a voicemail.
I never got a hold of Georgia.
I called her every single day.
Now, the benefit for me was isthat every single day I had new
leads, I had fresh crops.
We were planting those seeds dayin and day out, and you need to
(08:56):
be doing the exact same thinginside of your wholesale
business.
It doesn't have to be a ton, itcan be two new leads, five new
leads.
Whatever that looks like to whatyou can afford, you need to have
that coming in because everysingle day you should be getting
a hold of sellers and coming tosome sort of resolution, whether
(09:19):
that's we sent them a contractnow, that property is under
contract, or it's not going towork out for us.
We're not the solution, someoneelse needs, and we kill that
lead.
We need to replace that with afresh new lead that day or the
next.
So constantly be planting seedsinside of your business so you
(09:42):
can have fresh crops.
All right, let's move on to thesecond thing.
Acquisitions, what I specializein.
All right.
Now, acquisitions is theheartbeat of your business.
It's also like being thequarterback of your business.
Everyone is going to rely onyou.
Now, you can have the bestleads, aka the best wide
(10:06):
receivers, the best catchers inthe game.
But if you can't make the throw,the play's dead.
As an acquisitious person,whether it's you or someone
else, everyone else, the leadgenerator, however you're
generating those leads,dispositions, and transaction
coordination, is going to bewaiting on you to perform.
(10:29):
And that's the same way it workson a football team.
Yeah, we have the running plays,but when we drop back to pass,
everything is on thequarterback's shoulders.
As an acquisitions person, youare the quarterback of the
wholesale operation.
You have to make sure that youcan complete the pass and close
(10:49):
the deal.
This is why I talk about theclosers formula over and over
and over again.
It's why 20% of the weeklyimplementation calls inside of
Titanium University is solelybased around live seller call
reviews.
That's how important it is.
(11:10):
We need to take 20% of the timethat is available for the entire
community to just break down ourability to navigate the
conversations.
And I tell the TU members, Ionly want to really listen and
review the calls with thesellers that are motivated with
(11:31):
the incorrect price.
That is the most common type ofseller that we're going to talk
to.
How do we navigate thoseconversations?
That is what will differentiateyou from being an average
wholesaler to a top 10% in agreat Hall of Fame wholesaler.
You have to be able to completethat pass when it's difficult.
(11:54):
Most people can handle the laydown leads.
It's whether or not you canactually listen, uncover the
layers of the seller'smotivation, identify how you can
be their solution, and thenclose.
Can you explain your process?
Can you build credibility withthe seller?
(12:16):
Not necessarily buildingrapport, but credibility where
they trust that you are theirsolution and you can close their
deal.
That is being the quarterback ofyour wholesale operation.
The next analogy is closing islike it.
Well, if you can't close, it'slike having the greatest steak
(12:39):
out there, right?
The finest cut that you couldpossibly get.
But if you don't know how tocook it, it doesn't matter.
See, nowadays we have the bestleads that we've ever had.
Sellers that we know before weeven purchase the lead.
I am selling a vacant,non-occupied house for emergency
(13:00):
reasons, and it needs a ton ofwork and it's in a great market.
If you had told me that thatwould exist in 2018, I would
have been like, oh, praiseJesus.
There was no way in the worldfor us to know how to contact
that seller.
Now we can see that before weeven swipe our card.
(13:21):
Now it's the finest lead outthere, the finest cut of meat.
We have to know how to cook it.
We have to know how to do it.
Now you can't just throw it inthe microwave, you ruin it.
You have to go in and reallyhandle the seller's situation.
They're coming to you andsaying, for emergency reasons,
(13:43):
you have to be able tounderwrite it correctly because
they're saying my house needs aton of work.
You have to be able to build thecredibility and show them that
you know how to handle theirsituation.
You are the real estateprofessional.
You can't drop the ball.
And if you're looking at thisand you're pointing everywhere
else and saying, Oh, the reasonwhy I'm not closing deals is
(14:06):
because speed leads, tripleverified leads are trash, or
hey, you know, this doesn't workover here.
It, I am here to tell you thatyou are mistaken.
Okay.
It's not the leads, it is askill set issue.
You have not developed, you havenot taken the time to develop
your skills, and you're feelingthe pressure of the fact that
(14:29):
you're not making money.
Everyone feels that to a certaindegree as an entrepreneur.
It is difficult, it is hard.
Just because we have the finestcut of meat doesn't know that
doesn't mean that you know howto cook it yet.
You have to take the time todevelop the skills necessary to
(14:49):
be able to close these leads,even though they're the best
leads that we've ever had.
The last thing is it's likeproposing marriage.
All right, it doesn't matter howgood your relationship is if you
can never pop the question toclose the deal.
See, this is what happens.
(15:10):
A lot of people will get on thephones with sellers and they'll
build all this rapport, they'llunderstand their entire life.
I was talking to a TU member theother day, and she's like, I
don't know what's happeninghere, but I mean, I get in the
point where I know that thehusband is cheating on the wife,
and I know the girlfriend'sname.
I become a therapist, I'm theirbest friend, but it's not
(15:33):
leading to a signed contract.
You gotta ask the question, yougotta go for the close on these
on these leads in theseconversations, and this is why I
get a little bit irritated whenpeople are like RJ's the one
dial close guy.
That's always the objective isto get to the resolution and to
(15:56):
close it on one dial, and youshould.
The key here is that unlessthere's some reason as to why we
cannot come to a resolution, weshould be popping the question
on that initial dial.
They need us, and we are theirsolution.
Don't be afraid to ask for theclose, don't go into the friend
(16:16):
zone, don't go into thetherapist zone, right?
Pop the question, get a yes orget a no, move on.
All right, let's talk about ourthird fundamental element, which
is dispositions.
This is the area in which theindustry for so many years has
(16:38):
been saying if you have a gooddeal, it should be able to sell
itself.
Well, I disagree with that.
I disagree from the perspectiveof you have to have a way to
turn the lights on and for thein buyers to know that your deal
exists.
And so there are skills that arenecessary to develop when it
(16:58):
comes to dispositions from theperspective of marketing, right?
You have to have skills incopywriting, showcasing what the
property, why it's a good deal,and building relationships with
these in buyers.
So, first analogy is it's likethrowing a party.
(17:19):
It doesn't matter how good theparty was gonna be, how good the
food is, if no one shows up.
You could have a great deal, youcould say, Hey, we're gonna be
having a buyer walkthrough atFriday at 11 a.m.
But if no one shows up, whocares?
You gotta let the people knowhow to buyers know that your
(17:42):
deals exist.
Now it's not from calling abunch of them, cold calling, and
asking them up front what's yourbuy box?
It's from actually developingthat relationship and knowing,
hey, this person buys here, andnow with the technology that
exists, whether it's investorbase, investor lift, alpha, deal
speed, there's more and moretechnology that's coming out
(18:05):
every single day when it comesto dispositions.
We can actually see, hey, JoeBayer over here bought a
property one street over for thesame price that I'm gonna be
asking, and it's a blueprintcomp and he flipped it, and I
saw how much money he made, Isaw how long he owned it, and he
(18:25):
just sold it last month.
And when you call that buyer,you're not saying, hey, what's
your buy box?
What you're saying is, hey, Joe,I saw that you bought 123 Main
Street and you owned it and youflipped it, and I saw that it
worked out well for you.
As long as the rehab, you know,I don't know how much you spent
on rehab, but it looks like itwas a good deal.
(18:47):
I got another one for you.
Are you looking to pick upanother property just like that
one?
More often than not, the answeris absolutely.
Now, that is the value that youcould bring today as a
wholesaler in comparison to whenwe didn't know that, right?
These softwares now have theircontact information.
(19:08):
You can see the properties, howmany they're buying.
See, back in the day, we had thecold call them and say, How many
properties are you buying?
Are you looking to buy more?
You flipper, you landlord doingall this.
That's old school, it's outdatednowadays.
This is why there arewholesalers out there that are
only focusing on dispositions,they're called dispo houses.
(19:33):
And the reason why is becausethey've seen the low-hanging
fruit that exists.
Hey, other companies want to godo the lead generation and the
acquisitions.
All I need to do is focus ondispositions, and those people,
as they develop theserelationships, I see the post
inside of the vault and insideof the TU group where it's like,
(19:55):
I've got a buyer begging fordeals in Maryland, I've got a
buyer begging for deals inBirmingham, Alabama, and then
all of a sudden what happens isboom, deal, deal, deal from the
acquisitions partners.
So if you right now are notfocused on dispositions and
you're like, hey, I'm gonna getstarted on lead generation and
(20:17):
acquisitions, I think that's asolid step, right?
You don't need to stop whatyou're doing to then focus on
dispositions.
You can lean on these companiesthat exist.
Now, in order for you to haveaccess to some of these, you
might need to be a part of acommunity like Titanium
University.
I mean, we've got Mr.
(20:37):
House, Braden and Abbey.
We just had them on a Tuesdaylive a couple of weeks ago.
We've got Nico Alfazio, we'vegot Maximilian Deere, we've got
Britney Shahuber, we've got Adamand Stephanie Bevin, we've got
the Matt's, Matt Doble and MattBombic, just to name a few
inside of Titanium University,and that covers the entire unit
(21:00):
that like the entire UnitedStates, and that's not even
including what we can do atTitanium Investments.
So now, as newer people jointitanium university and they go
out, yeah, guess who could throwthe party?
Us, the people that already knoweveryone that will attend, so we
(21:20):
can move those deals for themand they can stay focused on
lead generation andacquisitions.
The other thing is the nextanalogy in regards to
dispositions is it's like havinga winning lottery ticket and not
cashing it in.
It is so demoralizing as a newerwholesaler in particular to do
(21:43):
lead generation, spend yourhard-earned saved money or earn
money, get leads, lock up acontract, do acquisitions, and
then not be able to dispo itbecause you didn't know the
buyers.
You couldn't cash in on yourwinning lottery ticket.
(22:04):
That is so demoralizing.
So here's the thing (22:06):
yes, the softwares exist.
I believe that in the long run,you should absolutely learn how
to do dispositions yourself.
However, you need to havesomeone in your back pocket that
can help you move deals if youcan't do it yourself.
Because otherwise, you areliterally going to be taking
(22:28):
that winning lottery ticket,crumbling it up, and throwing it
in the trash.
And that is crippling to yourbusiness.
I have seen newer wholesalerscome in, lock up multiple
contracts, not be able to cashin that winning lottery ticket,
and then move on.
Okay.
(22:48):
The next thing is it's likeowning a Ferrari and not having
gas, right?
You've you've got what everyoneneeds a deal.
If you can't do dispositions, itkills your business.
Okay, so I think you guysunderstand that.
What I would tell you is one, ifyou want to do it yourself,
(23:09):
you've got to look, you've gotto invest into the systems that
exist nowadays, right?
Investor base, investor lift,alpha, deal speed.
Okay, you've got to look intothose.
You've got to be able to havethat inside of your business.
If you can't afford that rightnow, or if you're newer, one of
the things that you don't wantto do that to avoid creating the
(23:30):
roller coaster effect inside ofyour business, outsource the
dispositions to someone else.
Utilize these dispo teams.
All right, transactioncoordination.
This to me is one of the mostunderrated skill sets that is
needed inside the wholesalingindustry.
And I get it because there'stimes where we get deals and
(23:54):
it's so smooth that you feellike transaction coordination is
almost not needed.
Sometimes you can come across atitle company or a closing
attorney that is so amazing theyprioritize your deal, they
manage everything, they scheduleall of the signings and
everything, and thecommunication is amazing, then
(24:15):
it's not necessary.
But if you lose the deal becauseof transaction coordination, you
realize how bad it is.
So for me, the analogy is it'slike the pit crew for a race car
team, and I'm a NASCAR fan, sowe'll just use NASCAR.
Nobody cheers for the pit crew,everyone's gonna cheer for the
(24:37):
driver and going back toacquisitions.
You're the driver, all right.
No one's gonna cheer for the thethe gas man, the jack man, the
right tire changer.
But man, let me tell you, thoseguys get put on blast when the
car comes into the pits and theymake a mistake, or you lose a
(25:00):
race because you don't have anygas, you can't change your
tires.
Yeah, it's gonna be crippling toyour wholesale business if you
do lead generation acquisitions,you do dispositions, and then
your deal cannot finish therace, you can't get to close it
funded because of transactioncoordination.
(25:22):
Now, I've always said foreverybody that's newer, there's
absolutely no reason why youshouldn't just use easy REI
closings.
You can find out more about themat titaniumtc.com.
They now have it to where, hey,you don't have to pay us up
front.
Go assign your deal, have thebuyer pay for it.
(25:44):
So when you do your marketinginside of dispositions, just say
buyer to pay all closing costsplus TC fee, and they will add
their charge on the HUD to theend buyer, and then you get your
property transactioncoordination done for free.
Now, to me, there's that makesit a no-brainer, but still
(26:08):
people will sit there and say,you know what, I'm gonna
outsource this to someone that'scheaper.
I'm gonna hire a virtualassistant that can come in and
do my transaction coordination,or I'll just do it myself.
I think that's a mistake.
Like a wedding planner.
Now, could we all come up withthe cake and the photography and
(26:31):
the seating charts andeverything inside of a wedding?
Sure.
Seems pretty simple.
However, for a wedding planner,they do that as a living,
they're professionals at it.
They have a checklist and theyhave an SOP on exactly how to
plan that wedding out and whatgoes wrong, what normally goes
right, what's a priority, andwhat's not a priority.
(26:52):
Now, if the wedding goes offunhinged, then the wedding
planner is hey, paid,compensated, great job.
But if the wedding weren't to gooff and you didn't have a
wedding planner, wouldn't youwish you had one?
That's how I feel about atransaction coordinator.
If I get a property undercontract and I dispo it, do I
(27:13):
want to have to stop?
And I literally have deals thatare closing right now that have
email threads that are 60, 70,100 emails deep.
Now, if I am doing all of thatemail communication back and
forth, how am I doingacquisitions and dispositions?
I'm not.
And see, this is again wherenewer wholesalers will totally
(27:37):
cripple their business by beingcheap.
I'm not going to pay for atransaction coordinator.
I'll just do it myself.
I can't afford it right now.
I need all of that$10,000assignment fee.
If you need all of that$10,000assignment fee, how are you
going to feel if you have azero-dollar fee?
Because your deal doesn't makeit to the closing table, because
(28:00):
you wanted to be cheap and notpay for a transaction
coordinator.
These are the mistakes that Isee newer wholesalers make.
(28:22):
Quarterback gets all the glory,acquisitions, but without
blocking, the quarterback can'tdo anything.
Dispositions, acquisitions isirrelevant if the deal falls
apart during transactioncoordination.
That is an absolute fact, and ithappens over and over and over
again.
I see wholesalers say, RJ, I'veheard what you had to say about
(28:48):
transaction coordination, but Ineed to learn how to do this
myself.
Okay.
Learn by watching theprofessional.
Don't learn by doingterminations and having deals
fall apart because you didn'tknow how to handle that
situation.
And now knowing that you canhave the transaction
(29:09):
coordination fee paid by yourbuyer, what is your excuse as to
why you would not want to useeasy REI closings?
So check them out attitaniumtc.com.
Ultimately, across all of thefactors inside of a wholesaling
(29:29):
business, I feel like leadgeneration, acquisitions,
dispositions, and transactioncoordination are the four that
you should be prioritizinginside of your business every
single day.
I feel like if you're newer,lead generation is easy.
You can do that now with a swipeof a card.
Acquisitions, all of thetraining exist on my YouTube
(29:53):
channel, and with the freeresources that are right down
inside of that description belowthis video or this podcast that
you're listening.
To you could go and you candownload the King Closers
formula, the web formula, knowwhat markets, title companies to
use.
We give all of that away forfree.
So acquisitions should become astrength inside of your
(30:16):
wholesaling business.
Dispositions.
Early on, partner up withsomeone that has dedicated their
career to doing that, just liketransition coordination.
Eventually, you should investinside of those softwares and
learn how to do that, but onlyonce you have understood exactly
what you're doing for leadgeneration and you're already
(30:38):
consistently getting signedcontracts.
You don't want to create theroller coaster effect where you
get properties under contract,you dispo them, you have money,
but now you have nothing toassign.
So you spend money to get yournext contract, and then you're
back up, and then you're backdown.
You want to avoid that at allcosts.
So partner up with people thatcan dispo your deals.
(31:01):
And with transactioncoordination, do not sleep on
that.
It will cost you deals, it willcost you tens of thousands, if
not more, and close and fundeddeals.
All right, everybody, make sureyou like today's video.
Show me some love just so youknow.
I did trick you.
I haven't been ignoring yourcomments.
(31:21):
It's just I'm recording this at12 40 p.m.
on September 20th.
Between two belts.
So brace yourself and get readyfor me releasing more of my
humorous, roast type podcastinterviews.
(31:44):
It's all satire.
I love each and every one of theguests, but I love doing that.
So brace yourself for the thirdseason of Between Two Belts,
which will be back very, veryshortly.
Show me some love.
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