How to Sell Property Online 2 of 5 – Build A list (CFFL 0157)

 How to Sell Property Online 2 of 5 – Build A list

Jack Butala:  How to Sell Property Online 2 of 5 – Build A list. 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:
Hey, Steven Jack Butala from Land Academy. Welcome to our Cash Flow from Land Show. We show you how to buy property for half of what it’s worth and resell it the very next day, great information and instruction from me, Jack.

Jill DeWit:
And inspiration from me, Jill.

Jack Butala:
There’s some funny stuff that happened to us recently.

Jill DeWit:
Oh, my gosh. Okay, I’ve got to share this. Days ago my girlfriend was here visiting at the beach. We walk in … She’s tall, by the way. Good lucking girl. I’ve got to tell you, this is the funniest thing, Steven, because this is totally on my mind. We walk in

Jack Butala:
I love this has nothing to do with land, by the way.

Jill DeWit:
It doesn’t. We walk into this bar. It’s a great volleyball place on the beach, she’s tall, walk in, I hear a guy … I look around the room. She’s walking in, taking off her sunglasses, and I hear and see a guy saying, “Wow,” about her. Right? I’m like, “Oh, okay. This is going to be fun.” I’m all excited for her. There’s a guy …

Jack Butala:
She’s single?

Jill DeWit:
Yes.

Jack Butala:
Oh, okay. That helps.

Jill DeWit:
Oh, yes. This is perfect. She is single.

Jack Butala:
I was here for this event, so I have a lot to say about this, too. Go ahead.

Jill DeWit:
You know what? I’ve got to say another thing. Even if you’re not single, everybody wants to hear wow. Come on, you want to hear that no matter what.

Jack Butala:
Yeah.

Jill DeWit:
I’m like, all right, this is going to be cool. Then nothing happened. I’m like, what the heck? I alerted her, and she’s looking around. I’m like, okay, 9 o’clock, blue shirt. I let her know what transpired, what went down. She is ready and would be totally open to this person coming up to her. Then, next thing you know, 15 minutes later the guy leaves. I’m like, what just happened? Steven, why did that happen?

Jack Butala:
Most men have years and years of accumulated negative experiences trying to speak with women in any environment. Only the real strong ones who can shove that away, life-long disappoint and rejection from women, only the strong ones who can shove that away are ever going to walk up to somebody like her or anybody else and do anything about it. That’s a real answer. I know you don’t want to hear that, but that’s

Jill DeWit:
That’s dumb.

Jack Butala:
Any guy that is listening to this … That’s dumb?

Jill DeWit:
That’s just dumb.

Jack Butala:
Thanks for cutting [crosstalk 00:02:29].

Jill DeWit:
You say, wow, do you not … Okay, here’s the next question. Do guys not notice that, okay, he said, “Wow,” it tripped my radar, I’m talking to her, we’re giggling. Why would a guy not go, “Oh, they’re giggling. That’s a good sign.” That is a good sign.

Jack Butala:
Because I was there.

Jill DeWit:
So what? Then great, that means there’s a guy already there. It might be even easier to approach these women.

Jack Butala:
[inaudible 00:02:50]. Who knows?

Jill DeWit:
Yeah.

Jack Butala:
Honestly, I’m not horsing around.

Jill DeWit:
I don’t get it.

Jack Butala:
What I just said is totally … That’s the reason. I mean, seriously.

Jill DeWit:
I don’t know.

Jack Butala:
The bigger question is why do women reject men so easily?

Jill DeWit:
What? No, no.

Jack Butala:
You started this.

Jill DeWit:
I know.

Jack Butala:
This is a new segment for our show. Some funny stuff happened to us recently.

Jill DeWit:
No, no, no, that’s not how either this friend and I, we don’t roll that way.

Jack Butala:
I know you guys don’t.

Jill DeWit:
No, we would be like, yay, laughing, having fun, join us, great. We’d all be laughing. There you go.

Jack Butala:
All right, so here’s my question then.

Jill DeWit:
Yeah.

Jack Butala:
I know we can’t talk about this all time. Maybe we can. It’s our show.

Jill DeWit:
That’s true.

Jack Butala:
Has somebody walked up to you recently and pulled that off?

Jill DeWit:
Yeah.

Jack Butala:
Okay, so describe the event. Help all the men out there. How do you do this properly?

Jill DeWit:
Happens all the time.

Jack Butala:
Well, how do you do this properly and how do you make an idiot out of yourself?

Jill DeWit:
You start talking about something relevant, like, “Oh, my gosh, did you see that person over there? Look, they’re falling down.” I don’t know, just something silly, or “Is it just me or are there more guys here than girls?” Or, “The Kings are playing tonight,” maybe that’s not the best one.

Jack Butala:
That has a 90 percent chance of ending in a fiery bomb of tragedy.

Jill DeWit:
That’s true because most girls will be like, “Huh?” That’s true. A lot of girls catch up on hockey. Okay, so that’s not a good example, but you know what? The easiest thing is just to make a girl laugh. Come up with something funny. That’s it. Not hard.

Jack Butala:
Okay. All right, so come up with something then.

Jill DeWit:
Me?

Jack Butala:
Yeah.

Jill DeWit:
I thought I just did.

Jack Butala:
Yeah, but you just said it wouldn’t work.

Jill DeWit:
No, the other two would work. “Oh, my gosh, don’t look now, but that guy is about to …” This is stuff you say to me that makes me laugh, like, “Don’t look now, but that looks like an internet date gone bad.”

Jack Butala:
This is what I would do. Ready?

Jill DeWit:
We did this last night.

Jack Butala:
Because I was right behind you guys when we walked in. If I was one of those guys I would have walked up to … Well, first off, walked up to you, and what I would have said to you is, “All these men in here, they scare me and I fear for you, so I’m going to protect you and I’ll be over here watching to make sure this all goes your way.”

Jill DeWit:
Does that work?

Jack Butala:
If you need some help with that, I’ll be right over here. In the meantime, I’m going to have this guy bring you a couple drinks over here. You tell me, would that work?

Jill DeWit:
That would probably work. I like it. Thanks for letting me share that. That’s just funny.

Jack Butala:
In this episode, Jill and I talk about how to sell property online. This is a 5-part series about how to sell. Sales, not just acquisitions, and this is the second episode of that. Build an A List. We were asked to do this show by many, many people. Some of them are members and some of them are not members, pre-members I would call them.

Jill DeWit:
Pre-members. That’s hilarious.

Jack Butala:
Because we spend so much, our own business model is really how to buy stuff super inexpensively. In the many, many year I’ve been doing this sales has never been an issue, so we just haven’t built it into our full business model. Here’s why because here’s the mantra I live by. Great acquisitions solve all sales problems. Hey, before we get into that, let’s take a question from one of our members on successplans.com, our free online community.

Jill DeWit:
Sure. Okay. Milan, who is from out of the country living here in the United States, wrote in and asked, “What is your experience with syncing data in Excel like Steve showed in the Cash Flow from Land Program? Is it really that simple?” That’s the thing that’s kind of hanging him up right now. He said, “I’m not afraid of investing and getting in data to doorstep,” which is the tools you need access to the data and the printing and all that, “Just a little nervous about Excel. I appreciate your insight. Was it easy for you, hard for you?” There you go.

Jack Butala:
That’s a great question. We brought this up in an earlier episode. Everybody has some kind of thing … Including me, maybe not Jill, but everybody’s got some little hangup in the back of their head about, “Maybe this is not for me.” Wait a minute, all these other people are so successful at this, but me? I don’t know I’ve got this one little thing and I can’t get past it. I’m not saying he can’t get past this himself, but he’s just concerned about it. The answer is heck yes. There are a million resources all over the internet [inaudible 00:07:57], whatever those things are.

We live in a beautiful time where you can go onto YouTube or just Google anything and find out what the best way is for you to learn. For me it’s videos. I know Microsoft … I’m a very, very well-rehearsed [man 00:08:12] in Excel. It came natural to me almost from the beginning. Actually, before there was Excel there was [inaudible 00:08:20]. That came naturally to me, but to this day I have issues about ad functions and macros and a bunch of stuff. Microsoft has a huge online place for free to teach yourself and stuff. What would you do, Jill? Because you’re not so much a video learner.

Jill DeWit:
Here’s one thing I want to say. Excel comes easier for you, not for me. Answering the phone comes easy for me, not for you.

Jack Butala:
It’s true.

Jill DeWit:
There’s a lot of different things. Here is one another idea. Part of the why you and I are so good together is because you’re good at some things, I am good at others. I could learn and get over it or maybe I’ll find somebody else who is good at it and team up with them. That’s a whole other thing, too, and there’s nothing wrong with that. Hey, this person is much better at that. Not everything is going to come easy to everybody, and you can’t beat yourself up about it. Just learn to work with it. I talk to a lot of people of our members, a lot of my consulting things when they reach out to me it’s usually talking to people. A lot of it’s not that they can’t build a relationship or know how to communicate, it’s just getting over the fear of answering the phone and getting comfortable.

Jack Butala:
Right.

Jill DeWit:
And knowing what to say and things like that.

Jack Butala:
It’s not that I can’t do it, I just don’t prefer it. My time is better spent [inaudible 00:09:50].

Jill DeWit:
No, it’s just what I do better, and that’s what you do better. It’s not like I can’t figure out Excel, too. There’s things that I don’t want to. It’s easier for me to just say, “Can you set this up for me? Okay, great, thanks.” We all have things that we’re good at and not good it.

Jack Butala:
If you have a question or you want to be on the show, call 800-725-8816. Don’t be Eeyore about it, please.

Jill DeWit:
Cool.

Jack Butala:
Here’s the meat of the show, how to sell property online by building an A list. This is imperative. What the heck is an A list? An A list is a list of people with their email addresses, specifically, that you have identified as somebody or within a group of people that are just right up the line of, man, this person is perfect for this property. I’ll give you a real world example. Every time we get a property that comes in, just about every day, the first thing that I think in my head … I don’t even say it out loud anymore. Jill and I used to talk about it years ago, but I say, “Man, this property is perfect for X.” Jill and I have a huge A list of buyers for this product type that we developed over the years, but that doesn’t help anybody who is just starting out. What does somebody who’s just starting out do to develop an A list? I’ll tell you. Right, Jill?

Jill DeWit:
Mm-hmm (affirmative).

Jack Butala:
First, bare this in mind, good acquisitions solve all sales problems, regardless of building an A list or web presence or anything that we always talk about on the show.

Jill DeWit:
I’ve got to jump in here because I just talked to a guy about this yesterday, this exact thing. I mean, it was funny when he said … He asked me a direct question about sales, and I said, “Okay, imagine this. You have a property that is assessed for 130,000 dollars,” because that’s his thing. He’s a home flipper. “What if I came to you and I said, ‘I have a property, this exact area assessed at 130,000, I’m offering it to you for 80,000,’ and I stopped?'” That was exactly it. He’s like, “Yeah, I get it.” I’m like, “Thank you. I know if everything around there is 130,000, it’s the exact same thing. I picked it up so low that I can sell it for 80,000, do you think you’re going to have any trouble?”

Jack Butala:
Yeah, you just took it right out of my mouth.

Jill DeWit:
It was the funniest thing because it was so great with the person just … The light bulb went, okay, never mind. Okay, done.

Jack Butala:
That’s what we’re all set up to do here, and that’s really what we teach when people are asking us about sales. Yes, Jill, that’s a perfect example of exactly what happens and the kind of acquisitions that we do. That being said, I think it’s still a very good idea to build this A list. I hear a lot of seasoned people who are really … Seasoned real estate investors that are not involved in our product type and that [inaudible 00:12:53] houses and stuff. What they’ve been doing for years is just what Jill said. They buy a property for less than they think it’s worth, and then they call a real estate agent, they list it, and then they wait and stuff. It’s unfinished. All they have to do is build their own A list and sell it very, very quickly. Usually, the fact is Jill and I sell most of the properties that we buy long before we actually close the deal. We just know who’s going to buy it. That’s how we gauge what we’re purchasing is who we’re selling it to, but how does somebody build an A list from scratch?

Here’s the whole key to building an A list. The vast majority of people who will purchase property from you are the people that already own property right in the immediate area of the property type or of the property that you’re buying, which leads me to our if-then segment of the show. If you do X, then Y will happen. If you want to build an A list, then locate the owners and agents of like-kind property in the immediate area. It’s that easy, Steve? Yeah, so if you follow our instructions you already have all the data and you’re sending offers out to people in all the immediate area. That’s one way. Another way is to go on a website and find properties. Maybe it’s the MLS, maybe it’s for rural vacant land, like we specialize in, it’s landwatch.com or landinfarm.com. There are people who are selling their own property or agents that are representing them. In less than an hour, I’ll bet you can collect probably several hundred people who will be logical buyers for a property.

Let’s say your property is in Kentucky. I’m just pulling out any random place. Go out on Land Watch. Let’s say you have land in Kentucky or a house in Kentucky. You go on the MLS, you can start collecting email addresses and phone numbers and contact information for people in that county in Kentucky, and you can send them a little note that says, “Hey, got this. It’s a smoking deal, I don’t want to let this thing go to waste.” That’s the key. You can’t send them a poorly priced property and expect this to happen. If you have a property that’s priced really well, you will get a great response and you will, from there, build a great A list. Am I communicating that clearly?

Jill DeWit:
Yeah, totally.

Jack Butala:
If you want to build an A list, then locate the owners and agents of the like-kind property in the immediate area, and they will be the most logical people to purchase the property.

Jill DeWit:
You know what I noticed too? When you have your A list and you keep sending them really good deals, like the kind that I’m talking about … I bought it for X, I’m selling it for Y, it’s worth this kind of thing, they’ll stay on your A list. That’s the bottom line.

Jack Butala:
They’ll bug you.

Jill DeWit:
Yeah.

Jack Butala:
You don’t even have to go to them. They’ll say, “Look, whatever it is, the next time it comes up I want to buy it.”

Jill DeWit:
Right, and then they’re going to be watching for your emails. They really will. What you’re saying is everything is perfect and then use your A list. That’s why it’s there, and they’ll love you. That’s your best customers right there. Repeat customers are always the best.

Jack Butala:
Jill and her staff implement what we call a hunt day special. Not every single Wednesday, but most Wednesdays, sends out to everybody on the list an acquisition opportunity. I can’t remember the last time you’ve done that and it hasn’t immediately sold.

Jill DeWit:
Mm-hmm (affirmative).

Jack Butala:
That’s most of the time.

Jill DeWit:
It’s like hours.

Jack Butala:
Yeah.

Jill DeWit:
We hit the button, and we’re like, “Here comes the phone.”

Jack Butala:
You know what a press release is, and that’s really what the internet is. It’s a press release, so the press that you’re releasing is this fact that you have this great real estate deal, so we just release it to the world. The A list is one of the places that you do that. It lets everybody know it’s for sale, and they’ll come find you after that.

Jill DeWit:
Yup.

Jack Butala:
If you have a question or you want to be on the show, call 800-725-8816, and don’t be boring.

Jill DeWit:
It’s my turn?

Jack Butala:
Do you have any inspiration for us today?

Jill DeWit:
I do. Here is what I was thinking about. How do you connect with people and is it working? Let’s think about this for a minute.

Jack Butala:
It’s very timely. It’s very timely for this show. She doesn’t let me know what these things are before we sit down and do this.

Jill DeWit:
I like when you put your head back like you just did. I can tell I got the wheels going. How do you connect with people and is it working? I know a lot of people that do very, very well, and I know a lot of people that suck. I just got to say it.

Jack Butala:
Like those guys in the bar?

Jill DeWit:
Yeah, well, there you go. They suck connecting with people.

Jack Butala:
That’s one way to get some peoples’ attention in the bar. You know what, dude? You suck.

Jill DeWit:
I should have walked up and said that. You are an idiot. She was right there, cute, up, ready to go, duh.

Jack Butala:
It also starts the murder sequence.

Jill DeWit:
Yeah, well, anyway, stalker. I mean, it’s important to think about because some people … I can say family members. I’m not going to name any names, but some of them are really good. They talk to people, they connect with people, they can get their point across, they get what they need. It’s a ying-yang. That’s my inspiration [crosstalk 00:18:47].

Jack Butala:
The first thing that came to my mind when you said that, how do you know when you’re connecting with somebody or getting through to somebody, is that you start to share like-kind experiences. I know I’m getting through to somebody in this whole effort that we have here in the podcasts, when I get notes or messages from people that say, “Hey, that’s great, but I used to do it this way and over here and it kind of works then,” I’m getting through to that person because now we’re sharing stuff, talking about different ways to do it. That is one way I really know I’m getting through to somebody. Then, another way I know I’m not getting though to somebody is when I get a note or some type of feedback from somebody who says, “What’s real estate? What’s direct mail? What’s a bulk mail? How does bulk mail work?” Again, there’s no such thing as a bad question, but they’re just not ready for this job. The things that we talk about, we’re not communicating.

Jill DeWit:
Got it.

Jack Butala:
This show is not for them, and that’s fine.

Jill DeWit:
I noticed when people, for me I know I’m connecting when I can tell that they’re listening and they’re asking good questions right back. They hear me, and they go, “Oh, okay, well then how about this?” It’s a real conversation. It’s not just one-sided, because if it’s a one-sided conversation you’re clearly not connecting with that person.

Jack Butala:
I know that we’re communicating about with people who buy our real estate, when they click on the button and they give us our credit card, we are communicating effectively with those people.

Jill DeWit:
That’s funny. I wasn’t going anywhere like that. My thing that I would love for you to take away is if you’re not effectively connecting with somebody, you’re not getting your point across, people are not understanding you, you can’t change them, but you can change you.

Jack Butala:
That’s such a good answer and good advice.

Jill DeWit:
You might want to look at that, otherwise you’re going to be talking to a wall all day or feel like you’re talking to a wall all day because nobody gets it. It just doesn’t make sense, so you might need to take [crosstalk 00:21:11].

Jack Butala:
I think that’s something very similar … I always take total responsibility for what people are getting out of what I’m saying, not just professionally but personally, too. If there’s just a mess in front of you, chances are you caused it.

Jill DeWit:
It’s true.

Jack Butala:
The person in front of you is just like [inaudible 00:21:33].

Jill DeWit:
That’s one of the things that’s great about you, Steven, is you really do take some responsibility. You’re like, “All right, I want to help this person. They’re not getting it, and I’m going to rephrase it. I’m going to do something so they do get it, and I’m not going to make them feel bad about it because there’s nothing like that.” You’re great at that.

Jack Butala:
I’m totally going to end the show on that. Join us for another episode where Jack and Jill discuss how to use information, that’s me.

Jill DeWit:
And inspiration, that’s me.

Jack Butala:
To get just about anything you want. We use it every day to buy property for half and sell for me almost immediately.

Jill DeWit:
Almost immediately. I’m totally trying to … He hit the button before I was ready. That’s actually even better.

Jack Butala:
It’s awesome.

Jill DeWit:
Is it almost?

Jack Butala:
[crosstalk 00:22:28].

Jill DeWit:
Almost immediately or is it almost immediately.

Jack Butala:
You know I wrote it.

Jill DeWit:
Done.

Jack Butala:
I’m going to give you that line. Do you want to close that?

Jill DeWit:
Yes.

Jack Butala:
Okay, awesome.

Jill DeWit:
And sell it for what it’s worth immediately. If you buy a product and sell it immediately.

Jack Butala:
Hey, close the show right here.

Jill DeWit:
Okay. Join us in another episode where Jack and Jill discuss how to use information.

Jack Butala:
That’s me.

Jill DeWit:
And inspiration, that’s me, to get just about anything you want. We use that every day to buy property for half of what it’s worth and sell it immediately.

Jack Butala:
Much better, thank you. Hey, thanks. You earned yourself a full [color 00:23:12] change on our script here. I love it.

Jill DeWit:
It’s kind of scary because my text is red. it’s almost like I did something wrong or probably more like, “Jill, pay attention.”

Jack Butala:
We can change the color.

Jill DeWit:
Just kidding. My favorite color is red, so it’s perfect.

Jack Butala:
I think that’s why it is red.

Jill DeWit:
Aw, thank you.

Jack Butala:
Hey, no I love the little walking in the bars. Maybe we should do a whole show about how to approach women.

Jill DeWit:
Oh, my gosh, that’s a whole podcast. That’s not just a show. That’s a daily show for a year.

Jack Butala:
Yeah, because grown women are baffled by that, fumble all over themselves, and grown men are baffled about why women just over … No matter how good your game is, get rejected. I guess that’s the ying and yang of things. If we all got along perfectly, then there would be a population surge and we couldn’t control it.

Jill DeWit:
I am not even going to comment on that one. That’s all you.

Jack Butala:
Let’s go buy something for half price today and sell it for more. Jack and Jill, information and inspiration. How’s that, Jill? How’s that close?

Jill DeWit:
Awesome.

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