Offers2Owners Removes Acquisition Risk (CFFL 368)

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Offers2Owners Removes Acquisition Risk (CFFL 368)

Offers2Owners Removes Acquisition Risk

Jack Butala: Offers2Owners Removes Acquisition Risk. Leave us your feedback for this podcast on iTunes and get the free ebook at landacademy.com, you don’t even have to read it. Thanks for listening.

Jack Butala:                         Jack Butala with Jill DeWit.

Jill DeWit:                            Happy Wednesday.

Jack Butala:                         Welcome to our show today. In this episode, Jill and I talk about Offers to Owners and how it removes acquisition risk, no matter who you are, if you’re buying apartment buildings, skyscrapers, rural land like we do or house flips. Before we get into it, Jill, let’s take a question posted by one of our members on the LandAcademy.com online community. It’s free.

Jill DeWit:                            Okay. Mike asked, “I have an opportunity to purchase a five acre parcel in Colorado that shows power lines going across the back of the property. I know in general, having electric nearby is good, but what about power lines running across part of the property/having an electrical tower nearby? More desirable or less desirable?”

Jack Butala:                         Well, as always, this brings up a past deal that I’ve done. I had this exact same question. In fact, you phrased it a lot better than I used to, the exact same question about a deal that I did in southern California about four or five years ago. It was not just power lines going over it, it was the property under the large power lines that go from the plant and bring power into the city. I’m from Michigan and in Michigan, that’s all dead real estate. There’s nothing under it. It’s underutilized. It’s not utilized. I don’t even know who owns it, actually. Probably the city. I’m not sure who maintains it. It might even be the power company.

In Colorado or west of the Mississippi I found out, specifically recently when we moved halfway to California, they use every square inch of property, so where we live, there’s a property just like what I described under the power lines and they use it as a nursery to grow plants and stuff. I bought a piece of property about four years ago, not knowing any of this, because it was so inexpensive and it ended up selling for a ton of money at an auction. I mean a ton.

My gut tells me yes. It’s way better to have electricity around than not, so in general, if I see any power lines, and if you’re seeing power lines on Google Earth, chances are they’re pretty big ones, it’s good. Are there exceptions? Absolutely, but I really think that you should look at that as a positive attribute as long as you can get to it and the whole thing. The thing with power lines is that they have to be maintained, so there’s probably roads being maintained. It’s not bad. It’s a real positive thing, Mike. Unless there’s something clearly wrong with it, I’d go forward.

Jill DeWit:                            Mm-hmm (affirmative). I look at, too, most improvements can be considered an attribute in a lot of ways. There’s something special, something different. We joke about even if it’s a beat up shed or something out there, there’s something on it. It’s a little bit different, and that’s not a bad thing.

Jack Butala:                         Yes. Raw sewage, no.

Jill DeWit:                            Yes.

Jack Butala:                         We were talking about the EPA recently. Oh, it was you. Jill and I, the holidays were over, we were up in the top of the mountain and she’s like, “I can’t believe … When I was a kid … I can’t believe how far you can see in Los Angeles, but when I was a kid, you couldn’t see anything.”

Jill DeWit:                            True.

Jack Butala:                         Before the EPA really kicked in in the seventies and before catalytic converters kicked in, so I can’t even imagine. There’s four times more people in this town than back then.

Jill DeWit:                            It was so interesting. Yes. There was just this general haze, the smog. You could see it and you knew it every day and it was great those times of year when the [inaudible 00:03:44] winds rolled through and it cleared it all up, and now it’s every day. That’s what I love about it here, being back here. Every day I can see the mountains. I can see the snow on the San Bernardino Mountains right now and it is just gorgeous.

Jack Butala:                         It really is clear.

Jill DeWit:                            I love it.

Jack Butala:                         It’s more clear than Arizona, just because I think it’s more breezy. You just get fresh air coming in all the time off the water.

Jill DeWit:                            Yes. If we stood on our roof and we had the right telescope, I bet we could see the Hollywood sign.

Jack Butala:                         Oh, I’m sure.

Jill DeWit:                            It’s pretty cool.

Jack Butala:                         You can from …

Jill DeWit:                            Definitely Griffith Park and all that.

Jack Butala:                         You can see all that stuff if you just go a couple miles from here and go up the hill.

Jill DeWit:                            Yes.

Jack Butala:                         It’s spectacular. The people who say they don’t like Los Angeles, I think what they really mean is they don’t like driving in Los Angeles.

Jill DeWit:                            Yes. Nobody does.

Jack Butala:                         Los Angeles itself is pretty cool.

Jill DeWit:                            It is. I agree.

Jack Butala:                         There’s a lot of good stuff going on here.

Jill DeWit:                            Yes.

Jack Butala:                         For us, anyway.

Jill DeWit:                            Yes.

Jack Butala:                         Buy that property, Mike. If you have a question or you want to be on the show, reach out to either one of us on LandAcademy.com. Today’s show Offers to Owners removes acquisition risk. What the heck does that mean? Before we started this show, Jill said, “What the heck does that mean?” We almost never talk about the shows beforehand because I think it’s real good and healthy to answer each other’s questions because we tend to go about things differently, which is good, but no, we had a long talk about this.

Jill DeWit:                            Mm-hmm (affirmative).

Jack Butala:                         What it means to me, or should we start with you?

Jill DeWit:                            No. Go right ahead. Thanks.

Jack Butala:                         Offers to Owners removes acquisition risk. I started in this business, if you read our free ebook, I started as a commercial real estate acquisition person for the healthcare industry, so buying existing assisted living facilities and long-term care hospitals or sub-acute hospitals, and so there’s a real finite number of those around the country and so I would send them offers. I would send them offers for generally a basic price. That removed, in my mind, a ton of the risk.

If you’re sending an offer to somebody, you know who the owner is, you’re using data. You’re using data in the mail to do all the work for you. You send them an offer for a basic price range in a commercial real estate case and they’re either going to crumple it up and throw it away, and that’s fine. That’s great. You tried, and now you’re not wasting any time, their time or yours, or if they call you back and say, “This price range does work for me,” or, “It doesn’t, but we’re just a little bit off,” now you’ve got something to work with. Then, you really take a good look at the asset and see if you want to buy it. It really reduces most or all of the risk.

Now, let’s convert that commercial type acquisition to houses. You send thousands of letters out to homeowners after you’ve scrubbed down the data and it’s a specific price. In a house’s case, it’s a price per square foot in a neighborhood where there’s like kind houses and you base it off comparison values and the whole thing. We talk all about it all the time at Land Academy. The ones that come back, you already have a buyer in place, a flipper that wants to buy. They’ve already said, or you’ve already done deals with that person, “I want to buy these properties between X and Y per square foot,” and so your offers go below that, you’re removing all the risk.

The two tools that you need to do this is quality data and a world class printer to get it out of your life, so you’re not doing a lot of work with the data or the printing. You have access to it. You’re letting them to do the work and you’re letting the offers decide long before you ever waste any time on it, if they want to sell the property for that amount, so it really removes a tremendous amount of acquisition risk. How do I know this? Because I’ve done it all the wrong ways. You want to get up in the morning and go to work and look at your desk and look at six or seven letters that came back that are signed offers.

Jill DeWit:                            Mm-hmm (affirmative).

Jack Butala:                         Then, you can really take a look. There’s no risk in that.

Jill DeWit:                            No, exactly.

Jack Butala:                         Then don’t do the deal.

Jill DeWit:                            Yes. If you don’t like it, move on.

Jack Butala:                         Yes. There’s going to be six more tomorrow.

Jill DeWit:                            Mm-hmm (affirmative). Exactly.

Jack Butala:                         This is really how to do this after years, decades, of experience.

Jill DeWit:                            Right.

Jack Butala:                         This is the way that works.

Jill DeWit:                            Mm-hmm (affirmative).

Jack Butala:                         That’s why we released or are releasing this product. Land Academy itself and the membership group, there’s a lot of stuff involved. Most of the members are relatively new or they’ve done a few deals and they need some experience and some guidance. Offers to Owners is quite simply that, and every Land Academy member gets this as part of their package. It’s included in the price. Offers to Owners strips out all that other stuff, so if you’re an experienced real estate person, whether you’re commercial or residential or are doing land deals, Offers to Owners is access to that data on a monthly basis and access to the printing, customized printing for exactly what we do. Does that answer it?

Jill DeWit:                            Totally.

Jack Butala:                         Is that what you think I meant by the show title?

Jill DeWit:                            Yes. It’s perfect. You’re right. Move on. I think that’s the biggest takeaway for me as far as removing the risk because scale up your mailers, scale down your mailers. We have a lot of members, I love it, who are coming into this business and they really do their homework. They think this through, all the way through, and now they have this goal.

This comes up often on our weekly calls where they say, “Hey Jack,” I’m sure it does on your [inaudible 00:09:22] too, “Hey Jack, I want $5,000 a month coming in. I don’t want to do anything about it, and I want it to happen in 12 months,” or six months, whatever it is. Dream it up. “Can you help me with the numbers and work it backwards?” I love it. As they sit and work it backwards, it comes down to, “How many offers am I sending out?”

Jack Butala:                         Yes. That’s a great point, Jill. We just did that on the last call. Somebody said, one of our senior members, said, “I want to make $100,000 a month in 2017. What do I have to do?” And I backed it into the number. Everything else is predictable. It’s not a risk. We know that we can bank on one percent. One percent of the numbers of the offers, if you scrub the data properly, one percent of the people that receive those offers will sign them and send them back.

Jill DeWit:                            Right.

Jack Butala:                         Now you have a predictable statistic to go on, the variables become more narrow and more narrow and it just becomes how many offers you send out.

Jill DeWit:                            Exactly.

Jack Butala:                         If you’re equipped to actually manage the inbound calls. That’s a lot of it. We don’t talk a lot about that on the show, but you really have to have your stuff together before you get that stuff in the mail.

Jill DeWit:                            That’s true.

Jack Butala:                         The customer for Offers to Owners is for somebody that’s figured all that out already. They already have a real estate company or they’re doing it on the side already. They understand how to sell property, buy property, how to use a escrow agent or when not to. All that basic stuff is past them. This is just access to the best tools in the industry.

Jill DeWit:                            Exactly, which a lot of them didn’t know existed.

Jack Butala:                         Yes.

Jill DeWit:                            That’s what I keep coming up against. People will be like, “What do you mean? What do you mean I have to go drive for dollars or search the MLS?” The number of people that I meet every day that wake up early in the morning to see what popped in the MLS the night before because they want to grab that deal is staggering to me.

Jack Butala:                         It’s insane. I wish I had a list of those people.

Jill DeWit:                            That is not what you should be doing.

Jack Butala:                         We should hold a live event for them.

Jill DeWit:                            Yes.

Jack Butala:                         It would change their life.

Jill DeWit:                            Absolutely. It’s insane.

Jack Butala:                         If you’re a promoter and you’re listening to this show …

Jill DeWit:                            We’ll come talk. We’ll help.

Jack Butala:                         Yes.

Jill DeWit:                            Absolutely.

Jack Butala:                         Jill and I decided a long time ago, this is not a profit center for us.

Jill DeWit:                            Right.

Jack Butala:                         We’re trying to help people, honestly.

Jill DeWit:                            That’s true.

Jack Butala:                         That’s why we’re here.

Jill DeWit:                            Yes.

Jack Butala:                         Yes. It’s amazing. It’s amazing to me that it’s the 21st century. It’s 2017 now. We’re pretty far into this, and I just think there’s a lot of bad information out there.

Jill DeWit:                            I agree.

Jack Butala:                         That’s why we’re here to talk about that. We’re here to help.

Jill DeWit:                            Yes.

Jack Butala:                         Join us in 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.

Jill DeWit:                            We use it every day to buy property for half of what it’s worth and sell it immediately.

Jack Butala:                         You’re not alone in your real estate ambition.

Jill DeWit:                            Some of our shows, like this one, they just come together. When you and I talked before this, you brought it up and I loved it, I was really looking at this title going, “Isn’t a given?” I thought, “Doesn’t everybody have all the answers? Doesn’t it make sense?” But then as you and I talk about it more, I’m like, yes, this was a good topic. Thank you for doing this show.

Jack Butala:                         Oh, good, yes.

Jill DeWit:                            It is worth talking about. Sometimes things that you and I take for granted and is a given, there’s no risk now, but you have to talk through it for people to understand it.

Jack Butala:                         Yes. You have a sales background. People don’t really realize this about acquisition people, but they’re held under the same monthly performance criteria that sales people are, so that’s how you need to look at acquisitions. If you don’t source and buy X amount per month …

Jill DeWit:                            That’s a good point.

Jack Butala:                         What you want to do, then, is line up all the tools that you can, just the same thing that a sales person does. Line up all the tools so that you can hit that performance criteria and hit it right so you can get promoted or whatever it is that your goal is.

Jill DeWit:                            Right.

Jack Butala:                         It’s tough.

Jill DeWit:                            Right.

Jack Butala:                         For sales, there’s a million places to get trained and all kinds of things you can do. Most of them are bad, but some of them are really good. Most of them are just like rara sessions. That’s silly. What you need is tools to accomplish what you want. There’s very few for acquisitions.

Jill DeWit:                            That’s very true.

Jack Butala:                         You and I have kicked around doing the professional acquisition thing for commercial real estate guys in the past.

Jill DeWit:                            Mm-hmm (affirmative).

Jack Butala:                         A lot of people buy our product that are commercial real estate person. I can see where it shipped and I can see them using the data and the whole thing and they’re not real vocal in our group, but I know what’s going on.

Jill DeWit:                            Exactly.

Jack Butala:                         It’s good.

Jill DeWit:                            Exactly, and you’re right. I talk to our members about how busy you want to be. We tell them, “All right, let’s start with 1,500. Oh, you’re not busy enough? All right, kick it up,” or, “If you’re too busy, stay where you are and do it once a month or once a quarter, however busy you are.” That’s it.

Jack Butala:                         Right.

Jill DeWit:                            Like you said, get into a system and there’s no risk.

Jack Butala:                         That’s it. Well, there’s some risk. There’s a risk in everything.

Jill DeWit:                            True. It takes this part of it out.

Jack Butala:                         Yes. We take the risk out. I think we said it in an earlier show. There’s so much risk in starting a company and so much money required in all kinds of stuff and time. We dramatically reduce that in this whole thing and eliminate actually most of it.

Jill DeWit:                            Right. You know what’s interesting, too? If I’m just the real estate agent person or I’m just a house flipper and I’m limited to my area where I live, I might worry sometimes. Gosh, what if I’m not finding any deals right now? Now I’m going to have to look in this area or that area. I don’t know it very well. I know people that have moved in this world for jobs. You and I know people that have taken on construction things or construction people and they’re not finding the right jobs even in the Phoenix area. I remember our good friend driving to Texas and doing some commercial properties in Texas and commuting to Texas. I’m like, “What the heck? That’s crazy.” We don’t have those issues. It’s so great.

Jack Butala:                         If I was a commercial real estate agent and I was assigned a certain area, this happens a lot, so just picture it in your mind. You’re assigned these four square miles of city, whatever, and so there’s a finite number of people that own property in these four miles. I look at everything from a data standpoint, so there’s a list. There’s a database of who owns property in those square miles. I want every single name then and I want to know what they own and all the stats on it.

I’m going to start sending correspondence and it’s probably going to go something like this, if I was just a real estate agent, not an acquisition person. John and Sally Smith, I’m the real estate agent in your neighborhood now and there’s a new sheriff in town, and you might not want to sell your property today. You might not want to sell it 15 years from now, but I’m the real estate agent, so periodically I’m going to send you some market updates or whatever. I’m not salesy. I’m not trying to get you to do something you don’t want, but at some point you’re going to sell this asset and I’d like you to think of me first.

Jill DeWit:                            Brilliant.

Jack Butala:                         This is what I did with these healthcare facilities, because there were probably 15,000 units, about 11,000 at the time, units that fit our acquisition criteria, and that’s what I did, and it worked.

Jill DeWit:                            Brilliant.

Jack Butala:                         Some of them wanted to sell that day. Some of them said, “Next year, we’re really actually going to sit down and plan the disposition of this thing,” and so then they called us. I had a lot of inbound phone messages. There are other people in my office that were doing the same thing a lot older than me and coming over and saying, “How the hell did you generate this kind of inbound traffic?” I said, “Yes, that’s great.” If you’ve ever been in a real estate office, I was a commercial real estate broker, you’re very competitive. Well, sales is like that.

Jill DeWit:                            Yes.

Jack Butala:                         It’s like, “Yeah, that’s hilarious if you think I’m going to tell you anything. Sit your old ass down back in your office and open the phone book and make some more calls.”

Jill DeWit:                            That’s right. I’ll be over here.

Jack Butala:                         I was not there for very long.

Jill DeWit:                            Taking an early lunch.

Jack Butala:                         I did not work there for very long. They figured it out pretty fast.

Jill DeWit:                            And said, “I’m out of here. Now I’m taking my thing and leaving.”

Jack Butala:                         I’ve always wanted to be a private investor, and that’s what that led to.

Jill DeWit:                            Yes. You did it.

Jack Butala:                         I did. It’s pretty funny for me, even. Information and inspiration to buy undervalued property.

If you enjoyed the podcast, please review it in iTunes . Reviews are incredibly important for rankings on iTunes. My staff and I read each and every one.

If you have any questions or comments, please feel free to email me directly at jack@LandAcademy.com.

www.landacademy.com

www.landstay.com

I would like to think it’s entertaining and informative and in the end profitable.

And finally, don’t forget to subscribe to the show on iTunes.

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ParcelFact ParcelFact is included in your LA Pro membership with unlimited pulls.
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PatLive introduction at no cost We will help you establish your first script and get PatLive set up on your behalf to answer your phones.
$500 value
Transaction Coordinator Use of our personal Transaction Coordinator team to manage your deals. Trained and ready to go!
$7,500 value
AirTable Ready-for-you CRM managed by your personal Land Academy Pro Transaction Coordinator
$100 value
Personal Consulting 1 on 1 personal consulting with our Transaction Coordinator each week.
$1,000 value
Regular Office Hours Regular office hours with Jack and Jill + our staff. Private for LA Pro Members Only. (Think Career Path Office Hours)
$2,500 value
ParcelFact ParcelFact is included in your LA Pro membership with unlimited pulls.
$150 value
FREE Career Path Access
$23,000 value
Land Academy No more separate charges - Land Academy is included with LA Pro Membership. This includes all education, tools, support, and future releases.
$300 value
Subtotal: $12,050 value
Mail Value: $22,500 value
Total Value: $57,550
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Disclaimer: *We have a monthly “use it or lose it” policy with mail and data – Land Academy PRO is designed to keep you on-track and consistent.

To cancel, all packages require a 30 day notice to move you back down to regular Land Academy membership.

Office Hours Schedule

Scheduling a Career Path interview call is currently on hold and will resume closer to Fall 2024 as we approach Career Path 10.

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