Flirt to Convert – Jill’s take on Sex Appeal to Sell Land (CFFL 0043)
Flirt to Convert – Jill’s take on Sex Appeal to Sell Land (CFFL 0043)
Jack Butala: Jack Butala from Land Academy. Welcome to the Cash Flow from Land Show. In this episode Jill takes control of the mic and talks about flirting to convert. It’s an age old concept in sales and one I think she may be familiar with. Jill, tell us all about it.
Jill DeWit: Okay, I have to … Have ever heard that term before?
Jack Butala: No, not … I … I …
Jill DeWit: Okay, thank you because I …
Jack Butala: I learned about it from you.
Jill DeWit: All right because I don’t … I … This is … I had a coworker that came up with this term and we … All the girls in the office, we kind of didn’t realize what we were doing. And that was this joke was hey, do whatever you have to do. Flirt to convert and I’m like god, that’s brilliant. That was so funny.
Jack Butala: So convert who’s interested in buying whatever you’re selling.
Jill DeWit: Right.
Jack Butala: You know, convert them.
Jill DeWit: Well I guess. Well it’s not sneaky. It’s not funny. It’s not underhanded. And it’s not you’re being dishonest, but … Why would you not use your talent to, you know … That’s okay. Make someone comfortable.
Jack Butala: Because you have no talent, that’s why.
Jill DeWit: Because you have no talent?
Jack Butala: That’s why you would, you know … That’s the only reason that I can think of that …
Jill DeWit: What?
Jack Butala: This is a bad idea.
Jill DeWit: Wait …
Jack Butala: So you asked … Your question was, why would you not do this? And the only reason that you wouldn’t do this is you don’t have the talent to … To flirt to convert.
Jill DeWit: Oh, okay. Got it. Yeah, but for most people, let’s be honest … So back … It started another job that was, that was the funny thing. And we didn’t, you know, didn’t realize it was going on and this coworker, Boyd, it was so funny came up with this whole term and it was the funniest thing. We had so much fun with that. So I love Boyd. Okay, so the point of it is though we all talk differently to different people whether you realize it or not. You talk differently to you coworker, to your boss, to your significant other, to your child. I mean, it’s a fact. You may or may not realize it, but we all talk differently to different people. And that’s the way it is. Now I think … My point is …
Jack Butala: Can I tell you a secret?
Jill DeWit: Go for it.
Jack Butala: I can tell if you’re talking to a man or woman.
Jill DeWit: That’s what’s funny.
Jack Butala: When you’re on the phone in your office and I’m, you know, wherever … I’m just in the background doing something. We have different offices. Thank god. But I can immediately know …
Jill DeWit: That’s hilarious.
Jack Butala: That. And I think … It’s a compliment because I think that men and women are different. We did a whole show about this.
Jill DeWit: Yeah.
Jack Butala: Men need to hear different stuff and women need to hear different stuff.
Jill DeWit: Hey, you know what? We all love it, by the way. Last time I checked no one’s complaining. It’s fun.
Jack Butala: Oh, yeah. Oh my gosh, yes. This is not a bad, negative thing.
Jill DeWit: Right.
Jack Butala: In any way.
Jill DeWit: Right.
Jack Butala: We’re talking about land sales, not Land Academy.
Jill DeWit: Oh yeah. No, yeah. Just …
Jack Butala: I think …
Jill DeWit: And just business. Even when I’m calling the county. Even when I’m calling the county and I’m talking … I’ll be honest, when I’m calling the county and I’m talking to a guy and I really need help with a map and I need it today and his week load is like a week out, you better believe I’m going to flirt. Seriously.
Jack Butala: So give us an example.
Jill DeWit: So I can try to get out with example. I’m going to flirt and talk really nice. How was your day? Like, well you’re going to shoot me. I really need your help on this. You know, kind of thing. And gosh, you saved me. What would I do without you?
Jack Butala: Oh, that’s beautiful. I love it.
Jill DeWit: Oh, yeah. Thank you so much. You’re my hero.
Jack Butala: Jill, that’s beautiful.
Jill DeWit: And why would … Who wouldn’t want to hear that? You know what? And at the very end of the day he hangs up the phone feeling fantastic. He did a wonderful thing. I’m very appreciative and I made him feel really good.
Jack Butala: You should teach a class.
Jill DeWit: Because he did save me. You know, whatever it is. So it’s a good thing. It’s a positive tool and you should use it. So, couple things … So we all talk differently to people. Another good point is it’s really important to make sure too you’re kind of mirroring who you’re talking to. So make sure you’re using your je ne sais quoi the right way.
Jack Butala: What the hell is that? What? What is that? Is that French?
Jill DeWit: Yes, it is. Look it up.
Jack Butala: What does it mean?
Jill DeWit: It just kind of using what you have in the right way and … Anyway, it’s important to kind of mirror who you’re talking to. If I’m talking to a …
Jack Butala: What’s the French phrase for the area below your neck, but above your bust? Is that the same …
Jill DeWit: Oh you’re dec es toi? I don’t know what that is. It’s not the same thing. It starts with a d.
Jack Butala: Decollage or something.
Jill DeWit: Something like that. That’s not what I said.
Jack Butala: We’re going to re title this show.
Jill DeWit: Okay. Back to the topic. So it’s important to … Talking to an elderly gentleman, slow things down. Talking to someone in New York, speed things up. No matter what … And even if you are flirting to get what you need or you want out of the transaction, treat everyone with respect.
Jack Butala: I think, you know, that that’s the best point here. So we’re joking around about flirting and stuff, but really what it is is treating people with respect. Having a little bit of fun with it. You know, making them feel good. Make them feel good that day. Jeez, you’re talking to a county planner who’s got a good job, but maybe there’s more exciting things to do out there for a living and he gets a call from Jill in the middle of the day. It’s not going to hurt anything.
Jill DeWit: Yeah. Well you know what …
Jack Butala: And I’d do the same thing for whatever reason. With planning and zoning they used to tend to be men. I’m talking about counties now. But recorders tend to be women. I don’t know why. I don’t care why. But when I talk to recorders, man I ham it up. I try to be their best friend. I send them stuff. We send them flowers and cake and all that stuff. All the time. To get our gills down. Man, I think it’s essential.
Jill DeWit: You’re right.
Jack Butala: Just being a positive person. We could have titled it Be a Positive Person to Get What You Want. But flirt to get works more. More people listen to it if the title’s like …
Jill DeWit: Yeah, totally. Totally. But yeah, treat them with respect …
Jack Butala: We’re trying to get ten listeners on this show.
Jill DeWit: Treat them with respect. Treat them like … Treat your peer person on the other end and … Whether you’re selling or buying land kind of like they’re family. That’s an easy one for people to kind of relate to. Talk to them like you’re talking to your favorite uncle. What would you share with your favorite uncle? Do it that way and you won’t … You can’t go wrong.
Jack Butala: Right.
Jill DeWit: So Uncle Denny … And then one of the things too, like you just said … A point that I had was have fun and be normal. I have flat out just two weeks ago was told that I want to sell to you because you’re normal. Or just even thank you for being normal.
Jack Butala: For helping us. Yeah. Like from a seller you mean?
Jill DeWit: Yeah. I mean really, being normal. That was the main thing. You and I just had a conversation yesterday. You were overhearing me talking on the phone with Costco. Com and it was hard. So many times I’m calling … How many times do you call a business, Steven, and you feel like it’s like, it’s a script and they’re not even thinking about what they’re saying? They’re not even really listening to what you’re saying. What you’re asking for and they’re not it.
Jack Butala: Yeah. Every time.
Jill DeWit: Thank you.
Jack Butala: Every single time.
Jill DeWit: I think we’ve gone too far that direction in a lot of businesses and industries.
Jack Butala: You know what? Why do you think that is? All right. You know, I don’t want to sound like an old man here, like the good old days or something but …
Jill DeWit: Grumpy old man here comes.
Jack Butala: Why the hell is there so many problems … Are there so many problems with customer service and just trying to get what you want? I’m going to use that Costco example again. All you wanted to do … This is what happened, we went to buy a birthday present for one of the kids and we go to the … First Jill goes and buys us this relatively high priced item on Costco. Com and online to be shipped because that was the best price we could find. We got to buy another present for a different kid at Target … And I think we talked about this in another podcast, but … And it was cheaper. So we buy it there instead and we get back in the car.
Jill DeWit: It had been two hours since I bought it on Costco. Com …
Jack Butala: Yeah that’s right. Excellent, yeah. So we get back in the car. I try to get on the website and she calls customer service and man it took … Well we couldn’t do it online. And the customer service experience was atrocious. And I love Costco. And I love their business model and their quality of their stuff. But in the end we asked her what the heck is the problem. And she said, we … She tried to talk her way out of it but saying this, we don’t stock the stuff at .com all right. We’re just, it’s our name. And so when you buy something on Costco. Com you’re actually ordering it from the actual manufacturer. And then they take the order and go through all this. So for us to undo it there’s lots involved. It’s not just like we talk to the guys in the warehouse and they stop shipping it.
Jill DeWit: Right.
Jack Butala: So I get that, but it’d be nice if she just in a human way … You know, I would say not … The seller said nice, but just human.
Jill DeWit: Right.
Jack Butala: Talk to me like a human. Not like you’re reading from a script. We’re just two people here trying to get some stuff done. Or don’t be a customer service person.
Jill DeWit: Right. Well the seller said normal. That was his key word. Thank you for being normal.
Jack Butala: I know right. I think what he meant was a human being.
Jill DeWit: That’s what I take too. So … Here’s the end result. I am a hundred percent sure that I have got deals done and people have chosen … Maybe there might have been more than one buyer involved and they have chosen me because I was nice.
Jack Butala: Right.
Jill DeWit: Because I was normal. Because I made it easy for them and whatever you want to say. All of those things. They picked me. So it’s worth thinking about. That’s the whole thing.
Jack Butala: Right.
Jill DeWit: And let’s have fun. That’s one of my whole things too.
Jack Butala: Yeah, me too.
Jill DeWit: The only thing that could be detrimental on this is I’ve had people, it’s like I got to get them off the phone.
Jack Butala: Yeah, you have to be too nice. Yeah.
Jill DeWit: There’s times that you and I joke about that timer on my desk that comes and goes.
Jack Butala: Jill … I had to buy Jill a red egg timer. Or just like a digital timer. Like a super cheap digital timer because she’ll talk on the phone for like three hours and she’ll think it’s like fifteen minutes.
Jill DeWit: It’s not three hours.
Jack Butala: Okay. An hour and a half.
Jill DeWit: It’s not an hour and a half. You know what I mean. But it’s true. It’s like …
Jack Butala: She brought it to me. I didn’t say dude, you’re doing this wrong.
Jill DeWit: Thank you. I appreciate that. It was a good thing and it was important. But that’s the only thing that can be detrimental is they have so much fun talking with you they don’t want to stop talking to you.
Jack Butala: Right.
Jill DeWit: And you know what? What a better compliment.
Jack Butala: Sure.
Jill DeWit: It’s good. Is there anything else that you had when you were kind of thinking about this topic that you wanted to ask me? Or you wanted me to cover about it?
Jack Butala: Yeah. I mean, have you ever, just for fun now … Did you ever get some super inappropriate comments from male … Has anybody fallen in love with you Jill?
Jill DeWit: I have had …
Jack Butala: There’s a fine between …
Jill DeWit: Multiple marriage proposals.
Jack Butala: Have you really?
Jill DeWit: Seriously.
Jack Butala: That’s awesome.
Jill DeWit: You think I’m kidding?
Jack Butala: No, not at all. I believe it.
Jill DeWit: Okay. No. Hey, what’s not flattering about that? I mean, never had anybody over the line … Never had anybody say anything inappropriate. Just a sweet oh gosh marry me. Just cute …
Jack Butala: Yeah right. That’s great.
Jill DeWit: Just flirty back. That’s usually not how this goes by the way, but this is … That was kind of businesses before this. That’s not necessarily what I do now. Oh, sure. I’ve got cute little funny things like that. I’ve got like, can you talk to my wife? You know …
Jack Butala: Yeah.
Jill DeWit: It’s just kind of cute.
Jack Butala: Sure.
Jill DeWit: Just nice healthy things.
Jack Butala: I’m going to ask a question again.
Jill DeWit: Oh.
Jack Butala: Was there anything inappropriate?
Jill DeWit: No.
Jack Butala: Really? Never?
Jill DeWit: No. Why? Have I said anything like that?
Jack Butala: No. Not in like a dirty white van waiting for you …
Jill DeWit: Oh my gosh.
Jack Butala: Like day in and day out?
Jill DeWit: No.
Jack Butala: Did you ever get a stalker?
Jill DeWit: No. You’re so crazy. No. Do you?
Jack Butala: No. If anybody’s attracted to me I feel bad for them.
Jill DeWit: Where did that …
Jack Butala: I think they need to raise their standards.
Jill DeWit: Steven, where did that come from? You are silly. Oh my goodness. You know what’s so funny is we went from a really deep, dark, serious topic on our … You know we had a lot of …
Jack Butala: The one before this.
Jill DeWit: Right. The last show to this one where it’s really all just open and fun and light. And talking about personalities. It’s …
Jack Butala: Hey, you know they’re all topics that you kind of need to be aware of. Hopefully presented in a lighthearted way to be successful with this stuff.
Jill DeWit: True.
Jack Butala: You got to talk to people on the phone and be nice. On the last episode we talked about land verses rental houses as investment vehicles and they’re both good, but land’s better.
Jill DeWit: I agree. And my whole thing about my … My whole point about this topic we’re talking about right now is use what you’ve got. You’d be a ding dong if you didn’t.
Jack Butala: Use your money maker to get cheap land.
Jill DeWit: Yeah, you know that’s a good …
Jack Butala: You know what your money maker is?
Jill DeWit: Wait a minute. Do we even want to go there?
Jack Butala: I’ll show you in the studio here. Hold on.
Jill DeWit: What are you doing?
Jack Butala: This is your money maker.
Jill DeWit: Oh.
Jack Butala: You understand now?
Jill DeWit: Shaking your rear?
Jack Butala: Yeah. That’s your money maker.
Jill DeWit: I did not heard that one.
Jack Butala: Jill lives in Disney Land.
Jill DeWit: Oh my goodness. What was that?
Jack Butala: Maybe it’s a Detroit thing.
Jill DeWit: I’m glad there’s no cameras in here right now. That’s so funny. No, but that’s a really good point and I have heard other people …
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