Every Morning Get 10 Sellers to Come to You (CFFL 0124)
Every Morning Get 10 Sellers to Come to You
Jack Butala: Every Morning Get 10 Sellers to Come to You. 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 landacademy.com, you don’t even have to read it. Thanks for listening.
Jack Butala:
Jack Butala from Land Academy. Welcome to our Cash Flow From Land Show. In this episode Jill and I talk about how we get at least 10 motivated sellers contacting us every single day. I think the number 10 is low, but I have to use 10 because people just don’t believe us. That’s a different podcast topic. I can actually smell the success in this title, Jill. Everybody wants a truth, and we’re going to tell you the truth, as always, in this episode. But before we do, let’s take a question from a caller, Jill.
Jill DeWit:
Okay. Martin from Detroit called in and asked
Jack Butala:
Detroit?
Jill DeWit:
Yeah.
Jack Butala:
I’m from Detroit.
Jill DeWit:
I know that’s why I … Actually, I was going down the list of questions and I pulled this one because I thought you would like it.
Jack Butala:
Awesome.
Jill DeWit:
Martin from Detroit called in and asked, “I see guys making a ton of money here in Michigan. How can I get in on that or is it too late?” Remember the time we did a show … No, he was on our show. Remember that guy who was an investor in
Jack Butala:
Yeah, he was an air traffic controller or something.
Jill DeWit:
Yes, and he was southern Michigan Detroit area, wherever that was.
Jack Butala:
He’s Down River. It’s called Down River.
Jill DeWit:
Okay, that’s it. I’m wondering if this is what Martin is referring to. If it’s something like that, I’m
Jack Butala:
He’s a good guy. We should have him on the show again. I don’t remember his name.
Jill DeWit:
He’s a really nice guy. We’ll have to go back and scroll through the shows.
Jack Butala:
You know what? Michigan, for me it wasn’t the best place to live, but I’ll tel you. Michigan as a real estate investment state is fantastic. This is a little off. I’ll answer the question in a second.
Jill DeWit:
Okay.
Jack Butala:
If you’re from there, people just say up north and you know what you … It just means the northern part of the state. It’s where everybody goes to vacation. I grew up in a little [inaudible 00:01:41] that my grandfather built with his hands. It’s still there. My sister still goes there. My sister lives in [Trevor 00:01:48] City, but anyway. It makes for a perfect weekend vacation cabin spot. It’s like out of a postcard. Everybody from Chicago and Indiana and Ohio, they drive up there. It’s probably a 2 hour, 3 hour, 4 hour drive depending on where you are, and it’s very affordable. Michigan has what I call, in our line of business, vacation land. You buy property using the same methodology that we do. Send a lot of mail out and target the exact properties that are showing the signs of being sold under value at lower [point 00:02:25], but they sell really quickly because everybody’s looking for … Maybe you went up. Everybody in that area of the country goes and visits somebody’s cabin and they say, “Man, this would be great for me and my family.”
Jill DeWit:
Mm-hmm (affirmative).
Jack Butala:
It’s real easy to buy property for 2 or 3 grand and sell them for 10 on terms, a hundred down, and all that thing. Michigan is great for that. I’m glad that you chose this question, Jill. How does he get in on it? Well, he called the right number. Here’s the truth. You send a lot of mail out, direct offers, direct mail with our data to door step product, you get sellers to call you back, because you’re offering them a dollar amount, and then you pick and choose the best deals.
Jill DeWit:
Love it.
Jack Butala:
That parlays right into what this topic is.
Jill DeWit:
Yes.
Jack Butala:
How do you get 10 sellers to call you back and come right to you every single morning when you wake up? It’s like how do you get money coming in the mailbox every day?
Jill DeWit:
I have a question as we’re getting into this though as you started this topic. What does success smell like?
Jack Butala:
What?
Jill DeWit:
You said, “I can smell success.” I have a lot of questions. Does it smell like your shoes because they’re Gucci? Does it smell like I don’t know.
Jack Butala:
Don’t tell people that.
Jill DeWit:
No. Does it smell like … What does success smell like?
Jack Butala:
You know what? I don’t have a lot of material possession stuff.
Jill DeWit:
I know.
Jack Butala:
Jill will back me up on this. I can’t stand stuff.
Jill DeWit:
I know you don’t.
Jack Butala:
But I got a pair of Gucci loafers used a long, long time ago like in high school, and I’m just in love with them.
Jill DeWit:
They’re so forever.
Jack Butala:
They’re not the cheapest shoes around, but thanks for disclosing that, Jill.
Jill DeWit:
Sorry. Well, what does success smell like?
Jack Butala:
I don’t know. You know what? You just know it when it’s happening, though. I’ll tell you that. You have complete control over what’s going on in your life.
Jill DeWit:
Okay. Like what the?
Jack Butala:
It smells like team spirit.
Jill DeWit:
That’s it. That’s what I was going for. You know, Steven, one of the great things about you is you come up with these really off the wall sayings sometimes that I have never heard of and there’s a reason for that. I don’t think it’s an east coast west coast thing. I think it’s a
Jack Butala:
I do.
Jill DeWit:
You think so?
Jack Butala:
Yeah.
Jill DeWit:
Is this our? Okay.
Jack Butala:
People in southern California have sand in their ears.
Jill DeWit:
That’s it. You know what? I’m proud of that. I have it in my shoes. I have it in my car. I’m okay with beach sand and everything.
Jack Butala:
A lot of derogatory stuff just went through my head. Where else do you have sand, Jill?
Jill DeWit:
In my shoes. In my car. In my beach bag. All those places. The only thing that’s bad is when you need a sandwich and there’s sand in it.
Jack Butala:
Yeah.
Jill DeWit:
That sucks, and every kid growing up near a beach knows what that’s like.
Jack Butala:
Martin, it’s never too late. His question is how do I get on it before it’s too late. It’s not too late ever, because stuff constantly changes and here’s why. This whole property tax system that we have in place in this country generates new deals every year. Did you ever wonder why property in Europe is so expensive? Even super rural property, like it doesn’t look like on a map but in England there’s some crazy rural property. If you go to see what’s for sale, first of all, very little is ever for sale. If it is it’s crazy expensive and you can’t really doing anything with it. Well, it’s because there’s no real motivation for anyone to sell it.
Our tax system here motivates everybody here to look, to question whether or not they need to own this property every year when the tax book comes, especially with land because there’s almost never any debt. With a house it’s a different story because you need to live there. You need some place to live, but the property tax system is set up to make people question if it’s not their primary residence whether or not they really need to own the property at all. Think of it like having an old car in the garage. Every morning you walk by the old car, it doesn’t run. You get to your car that does run and you start wondering, if your wife’s not telling you you’re wondering to yourself, hey, am I really going to get to this thing?
Jill DeWit:
Right. Why am I even paying for the insurance? Whatever.
Jack Butala:
Right. So then think someone’s sending you a letter, a storage bill or something. If it started costing you money to keep it instead of it just sitting there.
Jill DeWit:
Well, insurance. If you’re insuring it.
Jack Butala:
You’d be a lot more motivated to get rid of it I think. It’s perpetually … In an egg shell we’re actually going to talk about how many parcels are really out there, and it’s staggering number.
Jill DeWit:
That’s so cool.
Jack Butala:
Get in on it now.
Jill DeWit:
I like what you just said because it ties into this thing why people are getting us, why they are coming to us. The way it is taxed, I mean and why they are motivated, they’re getting that annual reminder, bi-annual reminder, of their taxes.
Jack Butala:
Right. Let’s start with this to answer the topic, to talk about this topic. Every morning you can get 10 sellers at least to come right to you with the prices that you want to pay. Let’s start with this. Let’s start with just the universe theoretical number of ways you can attract sellers, whether you’re an investor or a real estate agent that’s trying to get listing. What do you think, Jill? Number one.
Jill DeWit:
Well, I dress accordingly.
Jack Butala:
Okay, that’s at the top of the list. Wear a low cut dress and stand on the corner.
Jill DeWit:
There you go. That’s about it. It works every time. I don’t know what you’re talking about.
Jack Butala:
One time, this is a true story [inaudible 00:08:14], but this is not embellished at all.
Jill DeWit:
Uh oh. [inaudible 00:08:18]?
Jack Butala:
Jill and I were out of town and we were with a good friend of ours, and for a lot of reasons had to take a cab home at the end of our dinner.
Jill DeWit:
For a lot
Jack Butala:
We jumped in the first cab that we got in and we decided that it wasn’t a real taxi cab, like there wasn’t a meter, the guy had a hood on. It was about 5 minutes in and Jill’s looking at me like, I’m not … The girl antenna goes up, the woman thing. There’s something not right here. Me and this guy we’re with make a big deal out of it and the guy just kicks out of the car, as he should have. Everybody won kind of thing. So, we’re standing there and how are we going to get home. Me and this guy, and we’re all in protection mode, we try to get a cab without success for a half hour probably.
Jill DeWit:
It felt like a half hour.
Jack Butala:
So we put Jill out there, or she put herself out there.
Jill DeWit:
I said it. You two step over there. Stand back. Yes.
Jack Butala:
Success. Quickly.
Jill DeWit:
Then we got a cab.
Jack Butala:
With a meter and everything, and everything was fine.
Jill DeWit:
That was funny. That was before Uber.
Jack Butala:
Yeah, right. That was awhile ago.
Jill DeWit:
That was awhile ago. That was before Uber. Now I use Uber and I don’t think about it. I love it.
Jack Butala:
All right.
Jill DeWit:
Okay.
Jack Butala:
Yeah so you can stand on the corner in a low cut dress if you have that gender and you have the assets to pull that off. That’s one way to get a listing, but still have to go out and do something in the morning versus just having it come to you.
Jill DeWit:
Right.
Jack Butala:
Here’s the regular way, all kidding aside, that people whether it’s 1979 or 2015, 2016, you can drive for dollars, get in your car, drive around, take a look at some property, silly, silly, silly.
Jill DeWit:
Mm-hmm (affirmative).
Jack Butala:
B, you can peruse the MLS, you can look for property, or any of the other sites, any real estate sites like Zillow and Truilia and all that. Not a good idea. You’re still having to go out and do something every day. You can put up … I heard this recently. It cracked me up. You can put up what are called bandit signs, which are probably technically illegal.
Jill DeWit:
That’s my new thing.
Jack Butala:
Did you ever pull up at a traffic light and you’re stopped there and there’s some hand written sign that says garage sales or house for rent, 3 bedrooms, 2 baths, 1500 square feet for 900 at XYZ address. That’s a bandit sign.
Jill DeWit:
We buy blah, blah, blah. We want your blah, blah, blah.
Jack Butala:
You can put a posting on Craig’s List, which I’m not totally against. It says, hey, we buy property.
Jill DeWit:
That’s getting closer, because it’s getting warmer to the right.
Jack Butala:
Because now you’re doing one thing that takes 10 seconds and you’re attracting lots of people.
Jill DeWit:
Right.
Jack Butala:
Or you can do what we do. You can get a fantastic data set. I don’t mean a list that’s 4 years old. I mean an access to a database that’s driven by the assessors in every county in 99.8 percent of the counties in the country, access to the best data on the planet, Real Quest Pro, and you can scrub the data and send people who own property according to your property an offer to purchase whatever their property for the price that you’ve determined, period.
Jill DeWit:
Nice.
Jack Butala:
It takes the same amount of time. We teach you exactly how to do this in our education material … The same amount of time to contact literally 300,000 property owners, as it does 100.
Jill DeWit:
Mm-hmm (affirmative). Well, that’s it.
Jack Butala:
The magic to the 10 is it was just in the title. You’re going to get … Here’s the raw numbers if you properly scrub your data and choose areas to work. You’re going to get a 1 percent success response for every 100 letters you send out for raw land or making land. For houses our experience has been about 1,000. There’s no real special way you … There’s no sub-section of … Let me put it this way. There’s a right way to scrub it and there’s a wrong way.
Jill DeWit:
All right, all right, all right. We’re not going to get into that much detail.
Jack Butala:
We’re not, but that’s the point.
Jill DeWit:
Can I make some comments?
Jack Butala:
Absolutely.
Jill DeWit:
Here’s the beauty of this whole thing.
Jack Butala:
I can save you.
Jill DeWit:
My eyes were glossing over. Can you tell? All right, so here’s
Jack Butala:
The only thing that’s keeping you awake if the fragrance or the stench of your nail polish.
Jill DeWit:
Of success?
Jack Butala:
Of putting your nail polish on right now.
Jill DeWit:
No, it’s not. Okay, but here’s my things about this. It’s so great because there’s no more chasing. That’s the thing. You’re not chasing people. They’re calling you. My big thing is, too, be accessible. Make sure they can find you. They have a letter in their hand, but go a step further, have your email, and check it and your phone and have a website. Be smart. Even if you’re a Realtor and you work under a broker and everything, you can have your own website. Sure there’s certain ways you have to … I know like here in Arizona you have to list it a certain way and it has to be above the fold. You put the name of the broker that you’re under and that … There’s some things you have to disclose, but my point is have a website. Let’s be smart about this so people can find you. Be transparent and they like that.
Jack Butala:
Right.
Jill DeWit:
Thank you, Steven.
Jack Butala:
It’s as simple as that. Get a lot of stuff out in the mail. Reach a lot of people.
Jill DeWit:
Mm-hmm (affirmative).
Jack Butala:
Here’s the takeaway. Reach. Reach, reach, reach people as efficiently as you can and they’re going to come back and find you, and tell them what you’re willing to pay. Please don’t ever send a letter out that says, “Hey, I’m interested in …” this is what driving for dollars is. Hey, I’m interested in that property over there. Give me a call and maybe we can talk about, maybe I’ll buy it.
Jill DeWit:
Mm-hmm (affirmative).
Jack Butala:
All you’re going to do is generate a million phone calls and get nothing out of it.
Jill DeWit:
Exactly.
Jack Butala:
Tell me what you want to buy the house for 30 grand or buy the property for 2,500 dollars and you’ll pay them on Tuesday. We have all that, exactly how to do this step by step in all of our education.
Jill DeWit:
Well, you know what’s interesting too? Let’s say you do this right and you have 10 people calling you do. Even this week, let’s just go with that. You have 10 people calling you this week. Now you have 10 people that you can review and pick the best one. This is the best thing, too. Don’t get hung up on the first one or the second one and jam in through even if it’s a hard transactions, they’re not sure they want to sell. There’s some issues with the property, whatever it is. Don’t get hung up. Take all those 10 in this week, review them at one time, and pick the best ones and the easy ones. Then keep those other ones in your back pocket. Heck, even before you know it you might be too busy and you might be sharing some deals with somebody else and bringing in a partner. It’s great when you … Just get into a system. Don’t be emotional about it. I guess that’s what I’m trying to say. Don’t get emotional.
Jack Butala:
Oh my God.
Jill DeWit:
I know.
Jack Butala:
That’s the funniest thing I’ve ever heard.
Jill DeWit:
From me. Don’t get emotional. Just like when you’re dating, don’t get emotional about that first guy. Date them all. Just kidding.
Jack Butala:
That’s good advice, too.
Jill DeWit:
It kind of is.
Jack Butala:
Oh my gosh.
Jill DeWit:
Upper numbers. That’s a whole other show.
Jack Butala:
Date them all.
Jill DeWit:
Date them all. I did pick the best one.
Jack Butala:
Some people frown on things when women say stuff like they frown on that. I don’t. I think it’s fantastic.
Jill DeWit:
Well, there’s some truth there.
Jack Butala:
Yeah, because then the guy at the end, which I think is me, he’s the guy who wins.
Jill DeWit:
Is that what you think? No, but here’s
Jack Butala:
Jill, I hope you’re the last girl and I hope this is the last company.
Jill DeWit:
What? You hope it will?
Jack Butala:
Yeah.
Jill DeWit:
All right, I guess that’s true. Okay, but in all seriousness though that’s a good point. Don’t get emotional, don’t get hung up, and be strategic. I’m trying to think if I’m talking about dating or am I talking about property?
Jack Butala:
It’s the same thing.
Jill DeWit:
It kind of is the same thing. How sorting property is like dating.
Jack Butala:
Here’s the difference, though. I’m glad you brought this dating example up because one of the things that I see … We’re going to do a show soon here called The Top 5 Mistakes that New People Make. One of the top 5 mistakes that I see new people making in any type of real estate investment scenario is that they’re focusing on the actual piece of real estate instead of the transaction.
Jill DeWit:
Right.
Jack Butala:
That’s what driving for dollars innately makes you do.
Jill DeWit:
Right.
Jack Butala:
You look at the house and you say, oh,
Jill DeWit:
I can do this with this.
Jack Butala:
Yeah. Stop, stop, stop.
Jill DeWit:
It only needs this.
Jack Butala:
Don’t even get on that.
Jill DeWit:
Paint and carpet
Jack Butala:
What matters the most is the terms of the transaction.
Jill DeWit:
Right.
Jack Butala:
You want to find … You can’t look at 10 houses and know who is the most motivated seller.
Jill DeWit:
Right.
Jack Butala:
But you can look at 10 lines of data and know exactly who the most motivated seller is.
Jill DeWit:
Right, and who can make the decisions.
Jack Butala:
Without talking to anyone and you can do it in 5 seconds without putting any gas in your car.
Jill DeWit:
One more little thing which is
Jack Butala:
But with dating you really have to focus on the asset.
Jill DeWit:
What do you mean?
Jack Butala:
It’s not so much just the transaction with dating. There is something to the girl.
Jill DeWit:
Ah, that
Jack Butala:
You have to really take a look at that.
Jill DeWit:
That is true. You are right, because I’ve dated people that look really great on paper.
Jack Butala:
Or just look really great.
Jill DeWit:
Or look really great. That’s even [inaudible 00:18:08]. Then you’re like, please don’t talk.
Jack Butala:
Yeah. You never really know with dating until you really get in there and find out what’s going on.
Jill DeWit:
You really get them there.
Jack Butala:
That doesn’t happen for awhile.
Jill DeWit:
It’s hilarious.
Jack Butala:
The whole thing is set up to fail.
Jill DeWit:
You really get in there. Oh my gosh. I can’t believe you say that. You know what? Well, it was going great until I really got in there and I realized that is not what I wanted.
Jack Butala:
You know, she’s great at packing this whole thing all up. She looks great, but when you really get in there and know what’s going on it’s all packing. It’s just packaging.
Jill DeWit:
Train wreck. Oh my gosh. Okay. It’s so good. Until you really get in there.
Jack Butala:
We’re going way over here on time.
Jill DeWit:
Totally. All right.
Jack Butala:
I think we’ve made our point.
Jill DeWit:
I think we did also.
Jack Butala:
Join us in another episode where Jill and I discuss your own important success in property investment and in life. Boy, I hope we cut that up in time.
Jill DeWit:
Oh my goodness. That was going downhill fast.
Jack Butala:
My cheeks hurt, man.
Jill DeWit:
That was good. Actually mine do also until you really get in there. I want to use that. I really want to use that out in the world when I’m talking to someone about
Jack Butala:
How many listeners do we lose saying stuff like this?
Jill DeWit:
I think they like it. It’s fun.
Jack Butala:
Our numbers are really strong, but I really wonder. I think there’s some people who just they’re disgusted by this.
Jill DeWit:
No.
Jack Butala:
Or maybe we want them to be disgusted and we want the listeners who listen to laugh and stuff. I mean are we over the line? That’s my question.
Jill DeWit:
I was going to say, why are you … This comes back to Michigan again. You’re going to be poopy and say cap full, half full, half empty. I’m like, no, everything’s great. Everything’s funny. We’re being honest, and it’s true. I think we’re saying things that people want to say.
Jack Butala:
That’s what I think, and hopefully with rated G language.
Jill DeWit:
That’s all that we do.
Jack Butala:
Never really crosses any of those lines.
Jill DeWit:
That we always do.
Jack Butala:
It’s all right.
Jill DeWit:
Until you really get in there.
Jack Butala:
Let’s go buy some property.
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