Work the Phones We Volunteer PBS Pledge Drive (CFFL 0118)

Work the Phones We Volunteer PBS Pledge Drive

Jack Butala: Work the Phones We Volunteer PBS Pledge Drive. Every Single month we give away a property for free. It’s super simple to qualify. Two simple steps. Leave us your feedback for this podcast on iTunes and number two, get the free ebook at, you don’t even have to read it. Thanks for listening.

Jack Butala: Jack Butala for Land Academy. Welcome to our Cash Flow from Land Show. In this episode Jill and I talk about what we learned about customers, as volunteers for a our local PBS station. Jill wasn’t that a blast?

Jill DeWit: It’s hilarious that was so much fun.

Jack Butala: We need to share the whole story with our listeners but before we do lets take a question from a caller.

Jill DeWit: Okay, Jeff from Chicago called in and asked; by the way he used 888 735 5045, to leave a question for us. All right, Jeff’s question is, “I’ve been attending local REI meetings”, that’s Real Estate Investor meetings. “I’m still confused and not got my business off the ground. What is the best first step?

We have a number of individuals that are out there trying to find answers in a variety of ways. You know Steven, before we started doing what we do now.

Jack Butala: Yeah.

Jill DeWit: I mean, we looked for answers.

Jack Butala: That’s a great question.

Jill DeWit: Its hard to find one good place to get all the answers and so what would you like to say?

Jack Butala: You know what I notice about these REI meetings, and I haven’t been to very many of them, I never went to these before I started. I’m not saying you should or shouldn’t some people go to these things and they get a lot out of it. My policy, always about everything not just this, is more education is always better.

Jill DeWit: I agree.

Jack Butala: I don’t want to sound like your father but go to the meetings.

Jill DeWit: You get something out of it.

Jack Butala: Try it and you may never go again or you may keep going for the rest of your life. Kind of like an AA meeting, maybe its appropriate for you, maybe its not all that, you decide.

Jill DeWit: Steven have you gone to an AA meeting?

Jack Butala: Not going to answer.

Jill DeWit: Like an AA meeting.

Jack Butala: My experience with a lot of these meetings.

Jill DeWit: AA, REI, whatever pick one.

Jack Butala: Which acronym fits for you? No, I think sometimes I look at the titles of these things and then I choose that way. Would never go to a meeting that’s titled like this, “Jack attorney talks about deed trusts.”

Jill DeWit: Right, “The proper way to file …”

Jack Butala: “How to start an LLC.”

Jill DeWit: Oh god.

Jack Butala: If you want to fall asleep, go to something like that.

Jill DeWit: Right.

Jack Butala: I had enough of that in college. If a local celebrity multi ‘bajillionaire’ is going to give a talk and talk about his career and stuff. I would go to that. If not anything, reason to meet the guy.

Jill DeWit: That’s good.

Jack Butala: Anyway what’s his question?

Jill DeWit: What’s the best first step? It’s as he’s been attending them, he’s still confused and he hasn’t really got his business off the ground. What’s his best first step?

Jack Butala: Get our e-book.

Jill DeWit: Yeah.

Jack Butala: Our whole business plan, we don’t talk enough about that Jill.

Jill DeWit: Okay.

Jack Butala: Our whole business model is in that free e-book. It’s on

Jill DeWit: That’s true.

Jack Butala: I would take that first step. If you still have question and you probably should. We’re not plugging our stuff here, we’re just having some fun but those are the real answers. We’re telling the truth here. We always do, Jill and I always do.

Jill DeWit: Yeah.

Jack Butala: Then go on to Success Plant and start asking a million questions. is our online community where everybody joins in there and asks questions. It’s an online community.

Jill DeWit: About our business.

Jack Butala: I would take that first step. Jill honestly what i thin Jeff from Chicago is really asking, and you know this we come across this every week, he’s just got to get that first deal under his belt.

Jill DeWit: True.

Jack Butala: The first deal jitters are really common. I still get them, not with real estate deals at all but with other stuff. When I get new software, all kidding aside. It’s the first time you do anything.

Jill DeWit: Driving a car.

Jack Butala: Yeah. Kissing a girl.

Jill DeWit: Yeah.

Jack Butala: You have to get past it.

Jill DeWit: You know it’s funny to say that because this ties into our show.

Jack Butala: Yeah, it does.

Jill DeWit: It really does, because we had a little bit of jitters.

Jack Butala: I did. Did you? Tell the story Jill.

Jill DeWit: Okay, I’m like how did it come to be? All right, if you’ve listened to our show before you may have heard that we kind of co-teach classes at NAU, Northern Arizona University. One day last week, one of the professors popped in our class, was asking the students, he needed volunteers. He had signed up for x-amount of people on behalf of NAU to help out with the annual telethon for our local PBS station.

Jack Butala: The people who are talking on the phone, to the people calling to donate money and collect credit cards and stuff.

Jill DeWit: Right, they do the annual telethon.

Jack Butala: They were short.

Jill DeWit: Yeah they needed people, he was popping in going, “Hey, do you guys maybe want to do it? Its a great opportunity, come on its giving back, lets do it.” None of our students raised their hand but Steven and I both did.

Jack Butala: Well I did, I donated our time.

Jill DeWit: He kind of did.

Jack Butala: As an after thought I looked at Jill and said, “It didn’t occur to me that we’re going to sit here for 4 hours and take credit card numbers and talk to people on the phone.”

Jill DeWit: Yeah.

Jack Butala: “That’s what you do all day long anyway, so I’m sorry.”

Jill DeWit: That’s true. We didn’t both raise our hands, Steven raised his hand and said, “We’ll do it,” and I said, “Excuse me?” No, but it was a blast.

Jack Butala: It was.

Jill DeWit: Tell us Steven what did you get out of all that?

Jack Butala: I got a lot out of it. The first thing is back to this guy’s question, we had to learn a new software package because they have software that’s very geared toward taking people’s credit card numbers and talking to them on the phone and processing their order. They all get free gifts and it’s actually pretty sophisticated. They can be calling on a number of shows that can be airing. Different types of shows, like I think they were running a Yani concert, if that does anything for you.

Jill DeWit: We talked about that, all day at the gym today.

Jack Butala: I’ll say it right now. It doesn’t do anything for me but if that’s your thing, that’s fine. It actually makes me want to vomit a little in my mouth.

Jill DeWit: Yeah, it was really kind of funny. We talked about Yani a lot, in detail today, at the gym. It was funny.

Jack Butala: They forced us to watch it while we were taking these calls and its painful to watch.

Jill DeWit: I think he’s gotten older. I’ll tell you one thing, Yani definitely colors his hair, you can tell.

Jack Butala: Anyway, it could be Yani, it could be any other show.

Jill DeWit: The Nitty Gritty Dirt Band, yeah that was a thing.

Jack Butala: They’re giving away tickets to shows and all that. I had to get through the first couple of calls and I was intimidated. Where you Jill at all? You do this all the time.

Jill DeWit: No, I do this all the time.

Jack Butala: Anyway, I got through it and I don’t know if those people are ever going to get what they actually ordered.

Jill DeWit: Steve was over riding everything.

Jack Butala: The first call I took, I write to the guy, the first thing I said was, “I really appreciate you calling PBS but I got to tell you in the interest of full disclosure,” because Jill and I tell the truth about everything. I said, “You’re my first.” He said, “This is the first time I’ve ever donated.” Then it proceeded to be a in the gutter talk about our first times.

Jill DeWit: Oh god. Oh my gosh.

Jack Butala: I ended up doing it properly and getting his number, it certainly wasn’t efficient but we there’s a lot of laughing the whole time.

Jill DeWit: Oh my goodness. I’m not sure they know this is what’s going on, on the phone when people are calling in, oh man.

Jack Butala: At least he mentioned at the end that this is recorded. He said, “It’s probably recorded.” I said, “I don’t know, you know what it’s all in the name of charity.”

Jill DeWit: It was.

Jack Butala: That’s what I said.

Jill DeWit: Exactly, that’s so good. That’s my thing, I wanted to talk about on this show. I had a couple of points and one of them is, give back. Its important to give back. What you and I do Steven, we do it every day. I think more of our business is, helping people where we get nothing out of it. Which is good because we don’t need anything out of it. Does that make sense?

Jack Butala: Yeah.

Jill DeWit: Like the podcasts, you’re not paying for it. We do it because we want to. Its fun for us.

Jack Butala: You ever do something, Jill and it just feels so right, like your whole body gets flushed with, “Man, this is awesome,” and you feel good.

Jill DeWit: Yes.

Jack Butala: I had never done this before, someone gives me their credit card number on the phone, I get that feeling.

Jill DeWit: “This is right, it feels good.”

Jack Butala: Yeah, it just feels like the world is all aligned.

Jill DeWit: “Even though it’s not going to me.”

Jack Butala: Exactly, yeah.

Jill DeWit: I felt really good about that because I knew it was all going to a good worthy cause.

Jack Butala: That’s how addiction starts.

Jill DeWit: You’re so silly.

Jack Butala: When you get that feeling.

Jill DeWit: What do you call that?

Jack Butala: Its a natural high or something, you know like rocky mountain high.

Jill DeWit: You’re silly, oh my goodness. Does it feel like finding a 50 on the sidewalk or something?

Jack Butala: Yeah, well no, it doesn’t even have to be my money.

Jill DeWit: That’s what I mean.

Jack Butala: You know there’s endorphins that get released when you donate time and money. There’s a big study out there, I’ve always been fascinated with this, it all started when I listened to a Ted Talk about it. When you donate time or money, the endorphins that are released are supposed to be higher and better for you than finding money or making money. Giving money away is supposed to release more endorphins than making money.

Jill DeWit: I think of something else that feels good but I’m not going to say it, [inaudible 00:09:48].

Jack Butala: This show gets in the gutter so quickly. You’re right about that though.

Jill DeWit: That’s true, that’s another good thing, but I believe in that. You’re right, its just important to give back. You know, I am a huge fan of ‘what goes around comes around’ and if you’re doing the right thing, even if it costs more and giving back. Then it does come back and here’s another thing. If you use it in your business and you help your customers; like Steven rolls his eyes when I get these calls. It happens now and then where people call up and they’re confused because they think I’m the county or something. They’ve got my letter and there’s a phone number and they might even be calling me to go, “Do I still own this?” Like, you’re asking me? I’m the only phone number that they have.

Jack Butala: People say, “Do I still own this,”?

Jill DeWit: Seriously, I’ve had these calls from people.

Jack Butala: You know, you’re doing a great job a great job of parlaying this train wreck of a show back into some useful advice.

Jill DeWit: Well it’s true, I’m here thinking, “Thank you Steven,” because I made notes and no matter what I’m going to real it back in. In my day to day thing, Steven goes, “Get them off the phone.” I’m like, you know what? I’m going to help this little old lady, she’s a little confused. I can’t answer her questions, sometimes I can, I can look it up. Sometimes I’ll just go, “Here’s the phone number to the county. Here’s who you really want to call and ask this question.”

My point in all this is, help your customers, they’ll remember you and tell them. Like say its your first deal, you just talked about [inaudible 00:11:17] you got to get your first deal out of the way. Get those jitters out, its okay its your first land deal. It’s okay to tell the guy, “You know what? This is my first time buying property. I’m a little nervous.” Or not, you know say, “It’s my first time I’ve got a few extra questions,” whatever. When you go to sell it, its okay to say, “But we’re going to make sure it’s done right. I’m going to make sure it gets in your name. I’m going make sure everything’s done. I’m going to double check everything so I know its good to go.” Its okay to say that it’s your first deal.

Jack Butala: Yeah.

Jill DeWit: By being honest, that calms everybody down by the way. If you say something like, “This is my first one.” They are going to go, “Okay, I get it.” They’ll slow down and just providing good service and everything they’ll remember and they’ll come back. Who knows 6 months from now, a year from now you’re going to have a repeat customer that’s going to go, “Hey I remember when you started this.”

Jack Butala: You know, that all falls under the concept of tell the truth, people want the truth. You’re 100 percent right Jill. If you just stand there and tell everybody, “Look, I’m nervous but we’re going to get through it and it’s all going to be fine.” It works way better than if you start to act like a politician and backpedal.

Jill DeWit: Right.

Jack Butala: Just stand up and tell the truth.

Jill DeWit: Exactly, specially your customer name. Your customers, you’re the expert here. Whether they’re selling or buying, most of the time they don’t have multiple properties.

Jack Butala: You know Jill, you’re dead on again.

Jill DeWit: Thank you.

Jack Butala: I forget about that. The sellers, they have a couple of pieces of property and they don’t want it. You’re the expert, they’re relying on you.

Jill DeWit: They have 5, you have 100 or you did 100.

Jack Butala: The way you do the deal, they’re just going to say, “Yeah, well they’re the expert that’s how you do it.” If you’re doing the job right.

Jill DeWit: They don’t know, they’re looking to you to guide them. You don’t want to be that pushy, snotty, you what I mean, like, “Okay, next.” You don’t want to have that attitude, like the bank which drives me crazy. You want to treat them with care and that you’re really taking care of them. Make them feel special for that time that they’re working with you. You know what? Good news travels too. We all say that.

Jack Butala: Yeah.

Jill DeWit: We all say that bad news travels, which it does, you don’t want that. I promise good news travels too.

Jack Butala: Do you have some bad news that travels fast? You’re cracking me up with some cliches today.

Jill DeWit: Its true.

Jack Butala: Usually I’m the one with all the cliches like, “Lickety split,” and, “Johnny on the spot.” All that, you’re cracking me up with some cliches today.

Jill DeWit: Thank you, I got to tell you, I really am rallying right now because I am beat. I am so tired.

Jack Butala: I am too, yeah. Jill has us on this in person speaking schedule, that its like I feel like a rock band.

Jill DeWit: Right, we’re on this treadmill that’s a little bit crazy.

Jack Butala: Every day we leave the office here and have to go speak somewhere. Whether its Rei groups or whatever and I’m a little burnt out.

Jill DeWit: Volunteer or something but you know its keeping us …

Jack Butala: Why are we doing this to ourselves?

Jill DeWit: It’s keeping us out of trouble and its good. Its good stuff, I’m happy to do it. You know too, we finally have the time. We’ve got some of our business stuff. Boy if you’re just starting out hang in there. When you can get this into a nice smooth well oiled machine, like we have going right now. It’s not always that way but it clicks, after a while things will click. Everybody knows what they’re doing and then you can go off and do some of the fun stuff that you want to do and dos.

Jack Butala: You know why I do this? Every single time I have a consulting call, you can go on our website if you want to talk to us, we have a consulting piece there. Every time I have a consulting call, somebody calls in. Usually people who do consulting back me up here Jill, or tell me I’m wrong, either way. They’re pretty bright, they’ve thought the questions out before they call.

Jill DeWit: Yes.

Jack Butala: I swear I get more out of those consulting calls and these talks that we give. The q and a part of these sucks because what it does is set us up for the next products. They say, “That’s all great and your stuff’s awesome and it works, but it would be great to have this thing over here.” I love that.

Jill DeWit: I do too.

Jack Butala: You’re right, if you’re new to this or new to the podcast or investing in your own property, the stuff that we’re about. We have a whole pattern release thing on these new products and its cool. I’m not saying wait, I’m saying just watch, there’s some great.

Jill DeWit: More coming.

Jack Butala: Really helpful tools that we’re going to release.

Jill DeWit: Yeah.

Jack Butala: You know what it ends up being is the stuff that we all use anyway.

Jill DeWit: That’s true.

Jack Butala: The products that they’re requesting are things that we do around the office every day. Have done it for a decade or more.

Jill DeWit: Well its a natural progression, everybody’s getting ramped up and I just love it. I can’t wait to see how big these businesses grow, from the people that have learned from us. I can see some people that are going to really take this to a great level and I’m excited.

Jack Butala: We’re going to talk about that REI talk that we gave last night in another show, so I don’t want to talk about it a lot. I’ll say this, there was a very seasoned acquisitions guy who was somewhat of a heckler, and I love that. I love the challenge and he said, “Yeah, this doesn’t work and this doesn’t work.” After a series of asking very pointed questions we found out why it wasn’t working. We’ll share that with you in another episode. He ultimately said, “You know, I’ve been doing this for a lot of years and you know what? You’re right.” I think everybody in the audience got a lot out of that, we’ll share that in whatever episode. It’s like 2 episodes from now.

Jill DeWit: Okay.

Jack Butala: Join us in another episode where Jill and I discuss your all important, success in property investment and in life.

Jill DeWit: I think I’m on my, I don’t how many cups of coffee right now. I drank coffee after my workout, like silly because I needed more energy, I did. Then I get home and I drank, I don’t know, 2 and half cups. I think, “Okay, you’re done.” I get to the office, what am I doing? Drinking coffee, I’m just going to be drinking coffee all day today, I’m going to be like a wired mess.

Jack Butala: You know what’s saving me, is that steak that we split last night. We never eat steak, ever.

Jill DeWit: That’s true, we don’t.

Jack Butala: Ever, I have steak maybe three times a year.

Jill DeWit: You’re right.

Jack Butala: I don’t know, for some reason it’s falsely propping me up. I’m feeling pretty good right now.

Jill DeWit: If you’re going to do it, if you eat like we do, which is pretty healthy. We don’t do red meat very often, but when we do it, man we pull out the stops and go to the good places. That was phenomenal, last night. That was really good. I almost wanted to get the desert but I’m like, “No, you had the steak.”

Jack Butala: We did the right thing.

Jill DeWit: Yes we did.

Jack Butala: It was all protein and good.

Jill DeWit: That was good. That was a good show, I think that was really fun and I hope people got a lot out of that. That was the funniest thing, what I didn’t get to share was how funny the PBS thing was. Where Steven and I we re right in the middle, in the front and we dressed up. It was hilarious and our friends were watching. The people stood right in front of us, so you can kind of see my shoulder and your shoulder.

Jack Butala: Yeah.

Jill DeWit: I kind of wanted to peer around, but it would be like my head would pop out behind her rear. I couldn’t really do that.

Jack Butala: Oh, I did all that stuff.

Jill DeWit: Did you really?

Jack Butala: Yeah, oh yeah.

Jill DeWit: I tried to position my computer.

Jack Butala: I photo bombed the whole thing.

Jill DeWit: That’s great.

Jack Butala: I’m surprised we didn’t talk about this.

Jill DeWit: Oh, now I didn’t.

Jack Butala: Our faces were positioned … Never mind, it was funny.

Jill DeWit: It was hilarious.

Jack Butala: Hey you don’t look bad today, you look great.

Jill DeWit: Thank you, I appreciate that.

Jack Butala: You sound great.

Jill DeWit: Thank you.

Jack Butala: No one would ever know.

Jill DeWit: I’m faking it pretty well.

Jack Butala: Yeah.

Jill DeWit: Make up helps.

Jack Butala: Girls fake stuff sometimes.

Jill DeWit: Yes we do. We can fake it so we might be dragging but you wouldn’t know it looking at us, lipstick helps.

Jack Butala: That’s not what I was referring to.

Jill DeWit: Oh, Steven James.

Jack Butala: Hey, lets go buy some property.

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