Simple Steps To Close A Wholesale Deal | RJ Bates
Meet King Closer - RJ Bates!
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RJ has successfully closed deals nationwide, boasting an impressive track record of high closure rates. In his latest feat, he accomplished the remarkable feat of closing 125 deals in just 50 days, achieving an outstanding 70% close rate.
Despite lacking formal sales training, RJ doesn't perceive his business as sales-oriented; rather, he approaches it from a buying perspective. In a detailed conversation with Brian, they delve into RJ's communication strategies, lead generation techniques, and his preferred types of deals.
Currently, RJ manages a team of four cold callers. Interestingly, his team used to consist of 18 cold callers, but he discovered that their conversions and statistics were significantly lower. RJ explains that with a larger team, it becomes challenging to nurture leads effectively. Remarkably, he and his team achieve a closing rate of 1 out of every 30 calls.
RJ attributes his nationwide deal-making success to the pay-per-lead model. However, he doesn't rely solely on this approach; he also leverages mail, YouTube, social media, and cold calling as effective lead generators.
Known as the "King Closer," RJ shares his unconventional sales approach, which involves reversing the typical sales process. He removes the term "offer" from conversations and employs a "reverse rapport" strategy to enhance credibility. RJ underscores the significance of asking insightful questions to extract more information from sellers, positioning himself as the buyer in each call. Additionally, he divulges his closing strategy, where he offers to cover all closing costs and meticulously breaks down transactions to secure a 10-20% price drop.
In the conversation with Brian, RJ emphasizes the importance of setting expectations between wholesalers and sellers. Maintaining transparency throughout the transaction and staying in constant communication with the seller are critical factors that can make or break a deal. RJ highlights that if a seller feels neglected by a wholesaler, they may sign a contract with someone else.
Despite his business generating over $3 million last year, Brian and RJ explore the structure of RJ's business. They discuss RJ's work schedule, how he maintains company culture and energy, and wrap up the podcast by delving into RJ's plans and predictions for 2024 investing. RJ's focus is not solely on numerical goals; instead, he emphasizes system and KPI-centered goals. The conversation concludes by inviting listeners to share their investing plans for 2024.
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