Why Sending Offers2Owners Work in Every Single County
Jack Butala: Why Sending Offers2Owners Work in Every Single County. 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, Jill DeWit.
Jill DeWit: Hello there.
Jack Butala: Welcome to our show today. In this episode, Jill and I talk about why sending offers to owners works in every single county. We talked a little bit about it yesterday but turns out, we have a little bit more to say.
Jill DeWit: We do.
Jack Butala: Imagine that. Before we get into it, let’s take a question posted by one of our members on the landacademy.com online community, it’s free.
Jill DeWit: Reminds me of back when we first started this show and our friends said what do you guys have to talk about that much and here we are how.
Jack Butala: How can you talk about land, every day?
Jill DeWit: Right?
Jack Butala: God, it just seems like it should be three episodes.
Jill DeWit: Exactly.
Jack Butala: Turns out he’s right.
Jill DeWit: We do have a lot to say.
Jack Butala: No, he’s right, it should be three episodes.
Jill DeWit: Oh. Well, you do have a lot to say.
Jack Butala: If fact, if you consistently listen to this show, you need to ask yourself some questions.
Jill DeWit: Oh boy, All right. Brian asks “For investors buying and selling land the way we do, how do you see the principal value of building your social, how do you see the principal value of building your social media presence”? Oh, this is for me.
Jack Butala: Yeah.
Jill DeWit: “That is, it is primarily to increase visibility and improve SEO through delivering attractive content or is it more to use Facebook et cetera as vehicles for selling property?” Whoa, thank you for asking this Brian.
Jack Butala: Yeah, Brian.
Jill DeWit: You know I put little, not to plug our newsletter but my awesome newsletter that I do every week.
Jack Butala: Nice plug.
Jill DeWit: Thank you. I put a little tip in there.
Jack Butala: It is awesome.
Jill DeWit: It is awesome. I put tips every week on just little things I pick up on that people are chatting about and like oh, guys, think about this. That’s one of the things that I put in there is don’t forget social media. I see people setting up only Facebook too and they don’t set up their Twitter or Instagram and Snapchat which is, now that’s getting to be big, all kinds of good things. They should all be tied together. I basically am telling people too, if you go to our selling website, landpin.com, and you look at the bottom of the posting or just the bottom of every page, it has all the major social media things there. You should have all of those, that’s a real easy thing to remind you, Google Plus, all of that.
What is it about social media? Oh my gosh, so many benefits. Well, number one, when your offer reaches a potential seller, they’re going to go look you up and finding you and that you are a real person, you’re transparent, you really are in this business and look, oh, look at the properties he’s buying, selling, boy that checks their boxes and now they’re going to take your offer seriously so that’s one reason.
Then, when it comes time, now you’re selling your properties, why are you doing that? Same thing, you personally and your business, you want to be transparent and real and respectable. It’s going to help your future buyers and also not just you, your credibility, but yeah, you really are marketing your property all over the planet. You want it to be visible everywhere because what do Jack and I say that’s you know a word we haven’t used in a while and so was overused in the beginning, cause it’s important, is reach.
Jack Butala: Reach.
Jill DeWit: You need to be reaching everybody you can. You want to reach a million people on Facebook and Twitter and social media cause it only takes one for them to buy your property. Thank you, I’ll get off my soapbox now.
Jack Butala: No, Jill is the marketing and social media person for Land Academy and she does a bang up job. Here’s my take on it. I can just tell you my personal experience. When we started all this, not the land purchasing, but when we cranked Land Academy a couple years ago, I had a dormant existing Facebook account sitting there doing nothing. It was packed full of people that I went to high school, like everybody. I turned it all off and with all the social media accounts that I had and I re-cranked all of ’em back up, whether I changed the user names or whatever and made myself have a real estate, specifically land, presence. I started joining groups that are specific to that and I turned that, I mean I do not use social media for social purposes at all.
Am I saying you should do this? No, I’m just saying that that’s what worked for me and then because here’s the desired effect. This is exactly what you want to happen. You’re going to send a bunch of offers out and the first thing that people are going to do if they’re smart at all, is they’re going to say what the hell is this? Who is this person? Is there any credibility to this or is it a scam? Yes, I said scam because offer prices that we send out are pretty low most of the time. Then, you want them to go on the internet and find you as having a presence as an authority or a person who’s in this business and it doesn’t happen over night, trust me. You want to be talking about it, writing articles about it, anything you can, on social media making comments to people who have land for sale.
Go onto Land Pin, like Jill said. This is why we created Land Pin and it’s very new. Land Pin was designed and is designed to have people who are brand new in this business, make it look like they have a massive presence, like they’ve been around for a while and they’re in a group. That’s why I encourage you to use your name, not a company name. They’re in a group. Land Academy or Land Pin that’s in this business and we’re in it for good. We have a lot to say about it so when they look you up, you want to say oh’ maybe I should sign this offer, this is legit. This guy, John Smith or Brian Whomever, he’s doing this. This is it. He buys a lot and sells a lot of property, look right here.
On the flip side, when you go to sell it, you want the same thing. You want somebody to look up your name before they buy it and click the button to buy it and they’re convinced.
Jill DeWit: Right and I love what you’re saying about Land Pin and we are purposely allowing and our members, our people to ride on our coattails. I mean, we’ve done a lot of the transactions, no kidding, okay. Now we’re here teaching you so know you’re doing it right and I gotta tell you I have had feedback from some very interesting people in the land investment buying community who just out of the blue have reached out to me and said hey, Jill, just a little FYI I bought, I’ve been buying property from your members. We know each other because we’re in the same circles, doing the same thing and they’re saying I’m actually buying some property from your members and every time I do, I can’t tell you what a great experience it is. They know what they’re talking about. They know what they’re doing. They’re buying great properties.
Jack Butala: I’d like to think that the people in this group have received some pretty good valuable direction from us and from the senior members in land academy and so we’re like creating monsters.
Jill DeWit: We are. It’s awesome.
Jack Butala: I mean, we’re creating forces in the land business.
Jill DeWit: Yeah.
Jack Butala: There are some people that are making six digits a month and they’re pretty quiet about it but they send me little notes.
Jill DeWit: That’s why.
Jack Butala: They’re like, man.
Jill DeWit: That’s why we are the land people.
Jack Butala: The land people.
Jill DeWit: The land, oh, those land people. You know Jack and I a long time ago decided that because it started coming up. We’re like, you know what, we’re good with that.
Jack Butala: Yeah, me too.
Jill DeWit: You’re calling us the land people, we will be the land people.
Jack Butala: If you have a question or you want to be on the show, reach out to either one of us on landacademy.com.
Why, this is me to the show, why sending offers to owners work and why it works in every single county. We talked about it a little bit last time, yesterday, but I wanted to put it in the title. Why do think, Jill? Why does it work?
Jill DeWit: Because who wouldn’t want to get an offer, know what’s interesting? Even if you’re not thinking of selling, say it’s kinda nice knowing what it’s worth or what someone would pay for it and just kinda have that in your head. Property, I always go to other things too cause like even a car, if I’m driving with a car I have no intention of selling it, but it’s kind of nice knowing that somebody wants it. It makes me feel good too.
Jack Butala: You know, I was just going to ask you what stuff do you have in your life where if you got an offer for it, you would say hmm?
Jill DeWit: Children.
Jack Butala: Oh, that goes without saying.
Jill DeWit: Just kidding. My resident. No, I’m just kidding. No, you know what, I’ll give you a good example. Here’s it’s kinda fun, but it’s true. We, our total paid for residence in Scottsdale. I have no intentions of ever selling it, slash, however. If I get an offer in the mail, hey, it’s kinda nice to know, like hey look, how cool. I just think it makes you feel good.
Jack Butala: Yeah, I, absolutely.
Jill DeWit: It’s kinda nice knowing, look at this, what someone would offer. I wouldn’t sell it and not for that, but hey, if boy, but if I’m putting myself in somebody else’s shoes boy, if I ever got in a crunch, gosh I know I have some cash right here. You know, that’s it.
Jack Butala: It just takes, it’s so attractive as an owner of anything to get an offer like that or to get some kind of correspondence, not just hey, are you thinking about selling that car? Just to get a correspondence that says I’d like to pay you $12,000 cash for your car. I know it’s worth $18,000 but we can do the thing in three days. There’s a high percentage of people that are going to respond to that and me included.
Jill DeWit: I think everybody wants a backup plan. We all want to know, have safety nets.
Jack Butala: Yes, well said.
Jill DeWit: We all want to know that we have options so getting an offer in the mail, a real respectable offer that I try to hit home all the time, is never a bad thing.
Jack Butala: Exactly. I just think as long as it’s data base driven.
Jill DeWit: Right. Yeah, do your homework.
Jack Butala: It’s not silly driven.
Jill DeWit: Exactly. Yeah, the other thing I.
Jack Butala: So the variable is price, that’s my whole point.
Jill DeWit: Mm-hmm (affirmative)
Jack Butala: That’s why this works in every single county, a hundred bucks an acre doesn’t work in every single county at all but if you price property correctly and send out letters, it works. Go ahead.
Jill DeWit: That’s what I was going to touch on you just said.
Jack Butala: You’re going to do it right.
Jill DeWit: That’s it. One of things that I think people don’t understand about us until they get to know us is, we’re not and we never say offer ’em a dollar. I’ve heard people say that and I’m like that’s ridiculous. Don’t do that. Be respectable. Always, yeah, it’s lower than you know, cause it’s wholesale, let’s be honest and I tell people hey, this is my business, it’s wholesale so, but this is what I’m willing to pay and if it doesn’t work for you, I get it. Always be respectable, don’t tell anybody something’s worthless or [inaudible 00:10:44] when it’s whatever, just don’t waste their time and offer a dollar because I think that’s ridiculous.
Jack Butala: I think we talked about that last week. I don’t negotiate.
Jill DeWit: Yeah.
Jack Butala: I don’t do it without, I do it with respect. If somebody says, we send letters out for four grand on a property and they say I’ll take ten. They call us back and say respectfully, the offer’s four and that’s about it and I’ve got fifteen more people to talk to today so I don’t mean any disrespect but this is just kind of how we run things and I’d like you to reconsider. Send me a note please but this is about it.
Jill DeWit: I understand.
Jack Butala: Yeah.
Jill DeWit: Yeah, if it’s not for you, that’s okay and the door’s open.
Jack Butala: There’s nothing wrong with that at all.
Jill DeWit: Let ’em think about it.
Jack Butala: It’s not a negotiate, it’s not a tactic or it’s not a ploy.
Jill DeWit: No, we really are moving on, that’s true.
Jack Butala: A lot of people think that there’s just, that you have to be, there’s a ploy or a trick.
Jill DeWit: That’s very true. Isn’t that funny?
Jack Butala: I wonder why that is.
Jill DeWit: That’s hilarious.
Jack Butala: Who taught them that?
Jill DeWit: I think so much in this kinda real estate world, it’s kinda been that way. There have been, how about this, there have been a few bad people that have, I don’t know.
Jack Butala: Here’s another thing I haven’t heard in a while, which tells me maybe we’re doing the show correctly. Why would you ever want to kick somebody when they’re down?
Jill DeWit: Totally.
Jack Butala: You don’t want to and this is not what this is. If you don’t want to sell, I don’t care personally about you at all seller but if you want to sell the property for X, that’s really what I care about.
Jill DeWit: Oh, I care.
Jack Butala: We can talk about your mother … I know you do. We can talk about your mother in law and I’m going to set the timer for exactly 35 seconds if you’d like but in the end if you just want to do the deal, we’ll do it. That’s it.
Jill DeWit: That’s why Jack doesn’t talk to them anymore cause that’s Jack’s way. That’s not Jill’s way.
Jack Butala: No, we have people in place now that they’ll talk for a while. They’re good at it.
Jill DeWit: Jill’s way but you got to weed ’em out too. You don’t want to spend three hours, now you’re wasting your time and not getting anywhere.
Jack Butala: Consulting called a guy last week. He’s buying these three properties in the Midwest from this woman who’s, she talks to him for a hour everyday and he, they’re and it’s just they love to talk. He loves to talk to her.
Jill DeWit: That’s so cute.
Jack Butala: This guy owns a ton of houses. He’s a member.
Jill DeWit: Sweet.
Jack Butala: So he’s used to the personal side of real estate.
Jill DeWit: Oh, that’s good.
Jack Butala: So I learned a lot speaking with him. He’s a good guy.
Jill DeWit: You know I was going to say about why offers to owners works everywhere is because we’ve tested it. We’ve tested it on land. We’ve tested it on homes.
Jack Butala: Apartment buildings.
Jill DeWit: We’ve tested it on vacation rentals.
Jack Butala: Yeah.
Jill DeWit: Dream it up, the [crosstalk 00:13:21]
Jack Butala: Cars and boats.
Jill DeWit: Uh huh. We’ve tested all of those.
Jack Butala: Not that this is what the show’s about but the point is what we said earlier. If you think about all the stuff in your garage and somebody sends you a letter and said, I’d like to buy all the stuff in your garage, it’s probably worth five thousand bucks but I’ll come over and hand you eight hundred bucks so you don’t have to have a garage sale. A lot of us are going to say yes.
Jill DeWit: Yeah, and you don’t have to clean it.
Jack Butala: Can I keep the picture of my wife? Yes, you can keep that, sir. I can’t sell that for anything anyway.
Jill DeWit: Oh, this is a perfect example of what’s coming in our podcast world cause there’s going to be some video stuff. If you could have seen the look on my face right there. Oh, my goodness. This is gonna be good. I love it.
Jack Butala: No, we’re getting our point across.
Jill DeWit: I think we are. My final point of why this always works is because it’s really about a situation which we’re going to cover more on Friday so I don’t want to get too into it. That’s it, you’re only trying to reach, you’re sending out a lot of mail to find those, a handful of people who meet your criteria, cause you’ve already done that, with an offer that meets your numbers and you’re hoping that you hit ’em in that right situation. That’s why you’re sending out 1500 offers or 3000 offers, whatever it is. You’re trying to find them.
Jack Butala: Yeah, you’re looking for a situation, not a piece of real estate.
Jill DeWit: Correct.
Jack Butala: Driving for dollars is stupid.
Jill DeWit: Correct.
Jack Butala: If you, you don’t know that.
Jill DeWit: That’s my new bumper sticker. Oh, driving for dollars is stupid.
Jack Butala: Jill, none of our staff knows this and the IT department doesn’t know it all but that’s our new slogan for the site we’re releasing, offerstoowners.com.
Jill DeWit: Are you serious?
Jack Butala: Driving for dollars is stupid. There’s a few slogans slogans we’re gonna run.
Jill DeWit: Oh, I love that.
Jack Butala: Yeah.
Jill DeWit: That makes me so happy, I cannot tell you.
Jack Butala: I know.
Jill DeWit: That’s so good, I’m making a note of it right after this show because that’s so flippin’ funny.
Jack Butala: Join us in another episode where Jack and Jill discuss how to use inspiration, that’s her.
Jill DeWit: And information, that’s Jack.
Jack Butala: She is paying attention [crosstalk 00:15:34]
Jill DeWit: I do pay attention. We use it everyday to buy property every day to buy property for half of what it’s worth and sell it immediately.
Jack Butala: You are not alone in your real estate ambition.
Jill DeWit: Trying to slip me up and boy am I good, I have stuff memorized. Driving for dollars is stupid, totally correct.
Jack Butala: We just experienced yesterday, meeting with CoreLogic and RealQuest and we’re going to talk about it next week in great detail on the show. Wow, what an operation. I love data and I, CoreLogic, I am so impressed by the products that they offer and how they offer them and who’s involved in that operation, extremely intelligent people.
Jill DeWit: Mmm. Yeah.
Jack Butala: I can’t wait to talk about that next week.
Jill DeWit: Yeah, that’s really good. We have market things coming now.
Jack Butala: Information and inspiration to buy undervalued property.
If you have any questions or comments, please feel free to email me directly at jack@LandAcademy.com.
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