The Real Reason Sellers Question If You'll Close

[00:00:00]When a seller asks you, "How do I know you'll close?" you need to understand what they're really asking. They're not just asking if you have the money, they're asking, "Can I trust you?

[00:00:11]Are you going to waste my time? Am I signing this contract just for you to disappear?" And honestly, those are all fair questions. Because the reality of real estate is simple. Nothing is closed until it closes.

[00:00:26]Retail deals fall apart. Investor deals fall apart. Cash deals fall apart.

[00:00:31]Finance deals fall apart. Deals fall apart because of title issues, inspections, appraisals, financing, cold feet, liens, family drama, and thousands of other reasons. So, the answer is not, "Don't worry, I guarantee we'll close."

[00:00:50]That's pure amateur talk. A professional wholesaler's answer is, "No real estate transaction is guaranteed until it closes. But, here's the process. Here are the incentives, and here's why we are built to get this to the closing table."

[00:01:12]>> [music] >> What's up, everybody? RJ Bates the 3rd here, and in today's episode of overcoming objections, we're talking about when a seller says, "How do I know you'll close?"

[00:01:25]This is a big objection because it exposes whether or not you actually understand the transaction. A lot of wholesalers get defensive because they think the seller is attacking wholesaling in general. But, this is not just a wholesaling objection, this is a real estate objection. A seller can list with an agent, accept a retail buyer's offer, go under contract, and still not close.

[00:01:51]The buyer's financing can fall apart.

[00:01:53]The inspection can scare them away. The appraisal can come in low. The lender can deny the loan. The buyer can ask for repairs. The buyer can change their mind. So, the real question is not are wholesalers risky? The real question is who am I dealing with? And do they have the process, resources, and incentive to get this transaction closed?

[00:02:17]The first thing you have to do is tell the truth.

[00:02:20]Don't pretend there's zero risk.

[00:02:22]Do not say nothing can go wrong or trust me. That's weak. I would rather tell the seller the truth. Mr. Seller, that's a fair question. The honest answer is no real estate transaction is guaranteed until it actually closes.

[00:02:40]And that may sound scary to some wholesalers, but it actually builds trust because you're not overselling them. You're not pretending real estate is perfect. You're acknowledging reality, and then you explain the difference.

[00:02:55]The reason you should feel confident is not because nothing can ever come up.

[00:02:59]The reason you should feel confident is because we do this for a living. We understand the process. We have the resources, and we have every incentive to get this deal closed.

[00:03:11]That's the key. Confidence does not come from hype. Confidence comes from process.

[00:03:17]This is the part sellers need to understand. Wholesalers do not get paid when deals terminate. There is no profit in a canceled contract. There is no payday when a seller gets frustrated and walks away. There is no win when a deal dies. In fact, terminations are expensive for us. We already paid to generate the lead. We spent time talking to the seller. We analyzed the property.

[00:03:43]We did the recon. We opened title. We marketed the opportunity. We talked to buyers. We coordinated access.

[00:03:51]We spent time, energy, payroll, and resources trying to get the deal to the closing table. So, if the deal falls apart, the seller loses time, but we lose, too.

[00:04:03]And that is why both parties are incentivized to close. The seller wants the property sold, we want the transaction completed.

[00:04:12]The seller wants the problem solved, we only get paid if we help solve it.

[00:04:17]That's the important distinction.

[00:04:20]A professional wholesaler is not casually locking up properties and hoping something happens.

[00:04:25]A professional wholesaler is building a business around actually closing transactions.

[00:04:32]When a seller asks, "How do I know you'll close?"

[00:04:36]They don't need a motivational speech.

[00:04:39]They need to understand what happens next. So, explain the process.

[00:04:44]Once we have an agreement, we send everything to the title company. Title checks ownership, liens, taxes, mortgage payoffs, and anything else that has to be cleared before closing.

[00:04:56]We stay involved, we communicate with title, we communicate with you, and we help coordinate whatever needs to happen to keep the transaction moving.

[00:05:05]That is what the sellers want to hear.

[00:05:08]They want to know there is a system.

[00:05:10]They want to know you're not just winging it. They want to know you understand how to get from contract to closing.

[00:05:18]Because a signed contract is not the finish line. Closing is the finish line.

[00:05:23]And your job is not just to get the agreement signed, your job is to guide the transaction all the way to the closing table.

[00:05:32]One of the biggest reasons sellers lose confidence is silence.

[00:05:37]The deal gets signed, and then the wholesaler disappears. No updates, no explanation, no communication. And when sellers do not have information, they start creating stories in their head.

[00:05:50]Are they still closing? Was this a mistake? Should I have taken another offer? Are they shopping my contract? Is this going to fall apart? Silence creates doubt. Doubt kills deals.

[00:06:02]So, if you want a seller to believe you're going to close, you need to explain how communication works.

[00:06:08]So, you tell them, "You're not going to be left in the dark. We're going to keep you updated throughout the process.

[00:06:14]Even if the update is simply that title's still working, you will know where things stand."

[00:06:21]That matters because communication is not just a courtesy, communication is part of our service and our process.

[00:06:29]So, here's how this can sound on the phone. The seller says, "How do I know you'll close?"

[00:06:35]And you say, "That's a completely fair question.

[00:06:39]The honest answer is no real estate transaction is guaranteed until it actually closes.

[00:06:46]That is true whether you sell to an investor, list with a realtor, or accept a retail buyer's offer.

[00:06:54]Deals can fall apart for different reasons."

[00:06:57]And then you pause.

[00:07:00]And then, "But here's what I can tell you.

[00:07:03]We do this for a living and our entire process is built around getting this to the closing table.

[00:07:10]We are not paid if this deal terminates.

[00:07:14]In fact, if it falls apart, we lose money, time, marketing, recon, buyer outreach, and energy."

[00:07:21]Then pause again. Allow that to be digested.

[00:07:25]And then, "So, our incentives are aligned. You want the property sold and we only win if the transaction closes.

[00:07:34]Once we have an agreement, we send everything to title. They begin their work and we stay involved throughout the process to help move it forward.

[00:07:43]Pause again.

[00:07:45]This is a lot of information that you're giving the seller, so it's important that you allow them to hear what you're saying.

[00:07:53]I will not tell you nothing can ever come come up because that would not be honest.

[00:07:58]But I can tell you we are professionals, this is what we do, and we have the resources, communication, and incentive to get this closed.

[00:08:10]That is the answer.

[00:08:12]Not hype, not fake certainty, professional clarity.

[00:08:18]So, don't say I guarantee we close.

[00:08:21]Don't say there's no risk.

[00:08:24]Don't say just trust me.

[00:08:26]Don't say you don't need to worry about that.

[00:08:30]They do need to think about it.

[00:08:32]This is their property. This may be their biggest asset.

[00:08:37]This may be tied to a deadline, a family situation, a financial problem, a relocation, an inheritance, or a stressful chapter of their life.

[00:08:47]So, respect the question. Don't dismiss it. Answer it with truth, process, and professionalism.

[00:08:56]So, the next time a seller says, "How do I know you'll close?"

[00:09:01]Don't get defensive. Don't make promises you can't control.

[00:09:05]And don't act like this is only a wholesaling issue. The truth is, no real estate transaction is guaranteed until it closes.

[00:09:14]But the reason a seller should feel confident working with you is because your incentives are aligned, your process is clear, your communication is consistent, and your business depends on actually getting deals to the closing table.

[00:09:30]We don't get paid for terminations. We do not profit from wasted time. We win when the seller's problems get solved and the transaction closes clean. That is when That is what you need to convey.

[00:09:44]Not trust me, but here's how we get this to the closing table cuz when a seller asks, "How do I know you'll close?" What they're really asking is, "Can I trust you with this process?" And your answer should be professionalism. Your answer should be clarity. Your answer should be the confidence that comes from doing this every single day.

[00:10:08]All right, guys. That's our episode today. Show me some love. Like the video and we'll see you guys tomorrow.