Thoughts from a Pro Land Acquisition Manager (CFFL 513)

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Thoughts from a Pro Land Acquisition Manager (CFFL 513)

Thoughts from a Pro Land Acquisition Manager (CFFL 513)

Transcript:

Jack Butala:                         Jack Butala with Jill DeWit.

Jill Dewit:                             Hi.

Jack Butala:                         Welcome to our show today. In this episode, Jill and I talk about thoughts from a professional land acquisition manager. Before we get into it though, let’s take a question posted by one of our members on the LandInvestors.com online community. It’s free.

Jill Dewit:                             Cool. All right. So Dave asks, this is a long one. Let me preface this here. During last week’s member call, someone brought up a great point. Using the pricing methodology that Jack teaches in the course, we find ourselves many times basing our prices on the lowest deal that just happens to be posted by a Land Academy member.

Jack Butala:                         This is a real good point.

Jill Dewit:                             This is true.

Jack Butala:                         We are now creating our own comparison value machine.

Jill Dewit:                             Exactly.

Jack Butala:                         Creating a monster.

Jill Dewit:                             We need to look at this a little differently, by the way, because of this. We need to know where they came from, so when we do. By doing this, we are driving each other’s prices down.

Jack Butala:                         That’s right.

Jill Dewit:                             Pretty soon buying-

Jack Butala:                         It’ll be zero.

Jill Dewit:                             Right? Exactly. Pretty soon buying will be tough because we need to keep lowering our acquisition criteria, driving the prices downward. I have recently been doing several deals in a county in Colorado. At the time I prepared my list and priced my offers, there were no ads, and I know ads that I recognized as Land Academy members. However, I still brought pretty well, and when I went to advertise there were two Land Academy members already advertising property. One around $15,000, which I thought was really too high anyway since I based my pricing off of a low price of $12,000. The other was at $12,900. Then I hit the market with two parcels at $7,900, one at $8,900, and two more at $9,000, and one at $10,500. I’m sure that these two were quite happy with me. Wink, wink, right? I see that one of them has their property under contract-

Jack Butala:                         Contract.

Jill Dewit:                             -at $9,900 down from $15,000. I hope they still make a decent profit. I have sold three, and have three left, and did a two times 2.5 profit. I’m okay with that. Oh, so two to two and a half times my profit. Got it.

Jack Butala:                         Doubled his money.

Jill Dewit:                             Yeah, exactly. So I’m okay with that. You think? It’s so funny. But one cannot go down from there. Really? Okay, anyway. What is the answer? Shall we possibly try to collaborate? I.e. if we see a Land Academy member with a 40,000-acre property at $10,000 and they are the cheapest, our properties are comparable of course let’s just say, that we try not to price our property below them. Then it’s up to each individual to do a better job of marketing to win the battle, but once one sells it opens up for another. Ideas anyone?

Jack Butala:                         Yeah. Here’s the thing. This is a roundabout way of discussing the topic of pricing. Pricing is imperative. How your price your mailers, it’s going to make or break the situation. You have to price properly or this will go nowhere. The greatest data in the world and the greatest mailer and a 25,000-unit mailer won’t work unless you price it right. David is correct. David has been with us for quite some time. He’s very intelligent. This is a very good question. What’s the answer? Do we collaborate? Do we compete with each other? What do we do? Pricing an offer campaign is 50% art and 50% science, okay? People constantly are asking Jill and I, “I’m in County X. How do I price this?”

This is what you do, and I’ll directly answer the question. This is rural vacant land now. This is not infill lots. This is not houses or apartment buildings. With rural vacant land, you look at what is basically for sale, and you’re going to find a basic number. Let’s say it’s $10,000 for a five-acre property. You want to price it at about 40% of that and send your mailer out there, and you’re going to do okay. 40-50% let’s say. In some cases, you might pay a little bit more than you need to, but you’re going to get the ball moving forward.

Jill Dewit:                             Exactly.

Jack Butala:                         What I talk about in the program, the Cash Flow from Land program, is take a look at the lowest priced property and then cut that in half and send your offer out. That is not necessarily the best methodology these days. The best methodology is to basically kind of get a feeling. If you’re a woman, you listen to your feelings. You have a feeling and you listen to it.

Jill Dewit:                             Oh, no. Really?

Jack Butala:                         If you’re a man, you shove your feelings down.

Jill Dewit:                             Oh, jeez. Oh, no.

Jack Butala:                         My point is-

Jill Dewit:                             No, no, no. Why did you buy that?

Jack Butala:                         Ask your wife.

Jill Dewit:                             Just, well, look at the trees. Didn’t you see how pretty the trees are?

Jack Butala:                         Ask your wife about pricing.

Jill Dewit:                             That’s hilarious.

Jack Butala:                         Ask your daughter. Ask your aunt.

Jill Dewit:                             Oh, my gosh. That’s hilarious. No, that’s funny because on the flip side when you’re selling your property, you want to dress it up and make it look gorgeous and pretty trees because you want the wife to fall in love with it and the husband to say, “You really want that property?” And you want her to go, “Yes. I see us there.”

Jack Butala:                         Do you ever look at some property and look at your own posting and say,-

Jill Dewit:                             The cabin will look great there.

Jack Butala:                         -“Man, maybe I should keep this. I’m selling this.” If you’re saying that to yourself, then you’re going to do great in this business.

Jill Dewit:                             Yep. I love it.

Jack Butala:                         Did you ever have a old car and you get ready to sell it and you get it all detailed and cleaned up and you clean her up and you’re like, “You know what?”

Jill Dewit:                             It’s not that bad. I should keep it.

Jack Butala:                         “I would buy this car.”

Jill Dewit:                             Exactly. That is kind of funny.

Jack Butala:                         You’re not going to sell it that day.

Jill Dewit:                             Right.

Jack Butala:                         If you have a question or you want to be on the show, reach out to either one of us on LandInvestors.com. Today’s topic: Thoughts from a professional land acquisition manager. This is the meat of the show. How the heck, Jack, did you come up with this …

Jill Dewit:                             What the heck, Jack?

Jack Butala:                         What the heck is this?

Jill Dewit:                             What the heck, Jack?

Jack Butala:                         I talked to a guy who’s been a land acquisition guy for a real estate investment trust for like 25 years. He’s got probably as much as experience, maybe more than I do, and he said this, “What is it with you guys and the darn mail campaign? I never heard of this before.” I’m like, “What? You never heard of sending out letters or offers, blind offers?” “No. All the property we buy we put-

Jill Dewit:                             Get to know the community.

Jack Butala:                         -an ad in the paper.”

Jill Dewit:                             Ask around.

Jack Butala:                         That’s how old this guy is. “We put an ad in the paper. We put an ad on Craigslist. We get to know the community,” exactly. “I take a lot of calls from brokers.” I was just sitting there looking at the guy going, “You know what? That’s really sad.”

Jill Dewit:                             What a waste of time.

Jack Butala:                         You could have done 17 … My whole point for this show is, and this doesn’t have to be a long show like yesterdays. You, listener, are way the hell ahead of Mr. Professional Lifelong Land Acquisition Manager here.

Jill Dewit:                             It’s true.

Jack Butala:                         Because you have the secret. The secret is: Send out a bunch of damn offers. If you want to buy a car, a used car, send out a bunch of offers to people who own the cars that you want.

Jill Dewit:                             It’s not that crazy.

Jack Butala:                         “Well, Jack, where do I get the data for that?” Go on Google. You’ll find it. If you want to buy a yacht, if you want to buy an airplane. Any asset that has a database-driven asset, send a bunch of offers out. Trust me. There’s a ton of people that want to give their assets away right now. You’re solving their problem. You’re not creating a problem. Yeah, are going to make some people mad? Yeah. So what? It’s kind of funny actually. I think it’s funny when people get mad.

Jill Dewit:                             I know.

Jack Butala:                         Unless it’s you.

Jill Dewit:                             Oh, thank you. I appreciate that.

Jack Butala:                         Ow. There’s bees in the studio.

Jill Dewit:                             There was a bee that came in here. We have a door open. I think it’s gone. I hope it’s gone.

Jack Butala:                         [crosstalk 00:08:17]. I’ll let you know actually.

Jill Dewit:                             All right, if it lands on me. Thank you.

Jack Butala:                         I have curly hair and a bee gets in my hair once in a while and stings me in the head, like once every few years.

Jill Dewit:                             Seriously?

Jack Butala:                         Seriously.

Jill Dewit:                             I’ve never heard of that.

Jack Butala:                         It’s because I spend more time on a boat than you do.

Jill Dewit:                             That’s weird. Why are there bees on the boat?

Jack Butala:                         I don’t know. I don’t know.

Jill Dewit:                             How is that possible? Let’s go there. Weird. Okay.

Jack Butala:                         Jill, do you talk to professional land guys ever?

Jill Dewit:                             No.

Jack Butala:                         Oh, you only talk to the amateur ones?

Jill Dewit:                             Yeah, exactly. No, I don’t have anything to say to those guys. No, whatever. That was really weird. Oh, once or twice. Yeah, and it’s funny how … There was one in particular that I remember even I met a couple years ago that he had figured out the direct mail campaign, and they did very well on a direct mail campaign. It was so funny because he couldn’t mentally get past, “We should focus all our efforts on that, or at least spend more time on that.” We said, “Well, hello? Are you guys still doing that?” He’s like, “Yeah, we still do that, but we also do this, this, this and this.” I’m like, “Okay, you might want to reverse your thinking here a little bit. If you spend a little more time on that, remember that one-off deal that you thought was a one off? It might not be a one off. Send out more mail.”

Jack Butala:                         I remember that.

Jill Dewit:                             It’s not … Guy, I mean. It’s not crazy. It’s not expensive, especially what we have it down to. I mean, you think about it-

Jack Butala:                         It’s never going to get cheaper.

Jill Dewit:                             Exactly. It is-

Jack Butala:                         The way we have it set up for our members, it can’t be cheaper.

Jill Dewit:                             You know what else? I get passionate about this topic. It is so much cheaper for you to spend a couple hours even one Saturday putting together the data and getting the offers together. I mean, not you licking stamps, [inaudible 00:10:19], getting your mailer together, sending it to the printer for them to do and mail, than it is for you to drive around for days and weeks and months trying to find a property.

Jack Butala:                         Is it cheaper to buy some envelopes and lick a stamp than the way we do it?

Jill Dewit:                             No.

Jack Butala:                         No. In fact, it’s twice as much to do it that way.

Jill Dewit:                             Another huge time waster is getting up every morning at 5:00 a.m. and getting on the MLS and seeing what just came in the night before. Another time waster.

Jack Butala:                         How about going to tax auctions?

Jill Dewit:                             That’s not a time waster, but, I mean, I like-

Jack Butala:                         What if we never sent that email out and just went to tax auctions? What would our life be like?

Jill Dewit:                             I’d be okay with that. It’d be busy.

Jack Butala:                         It would be, have 12-hour workdays.

Jill Dewit:                             That’s true, too.

Jack Butala:                         Instead of two-hour workdays.

Jill Dewit:                             Good point. Can I find stuff there? Is it easier? Because I’m getting there first? Yeah, but still not as good as direct mail. Nothing beats it. It’s the fact that every day sellers are coming to us. We’re not going to them. We send out so many offers and just sit back, and who was interested they’ll call you. That’s it.

Jack Butala:                         That’s it.

Jill Dewit:                             That’s all there is to it. People, they go, “Why didn’t I think of that?” I’m like, “Yeah, it’s not that crazy.” It’s silly that you have to kind of explain it like, “Imagine if you got an offer for whatever, and … ” This classic car in your garage under a tarp anyway, and someone just offered you a halfway decent price, and you know your wife hates it. You’re going to go, “Heck yeah. Come get it.”

Jack Butala:                         Come get my wife.

Jill Dewit:                             I’ll throw in a wife. Come get the car, and I’ll throw in the wife. No, but …

Jack Butala:                         My whole point is I talked to this guy for a while, and he was not converted. He’s like, “Eh, I don’t know. Don’t you make some people angry?” Yeah, I make some people angry.

Jill Dewit:                             So what?

Jack Butala:                         I’m from Detroit.

Jill Dewit:                             Exactly.

Jack Butala:                         Of course I make some people angry. I also get a bunch of signed offers back.

Jill Dewit:                             You know what, though? It’s really not that big of a deal. It’s not like you’re walking up and telling them, “Your wife is ugly,” or, “Your kids are stupid.” You’re just offering-

Jack Butala:                         That rolled off your tongue too easy, Jill.

Jill Dewit:                             You’re not directly-

Jack Butala:                         “Hey you, your kids are stupid.”

Jill Dewit:                             I know.

Jack Butala:                         It sounds like you have some experience with that.

Jill Dewit:                             No. No, but you know what I mean. It’s not like … Why do we get hung up on, “Oh, I got a negative phone call, the guy didn’t like my offer price”? Big deal.

Jack Butala:                         That’s exactly [crosstalk 00:12:56]-

Jill Dewit:                             You laugh and hang up the phone.

Jack Butala:                         Punched in the face.

Jill Dewit:                             Is that it?

Jack Butala:                         Your wife is ugly. Your kids are stupid.

Jill Dewit:                             I don’t know where I got that. I really don’t. Anyway. Hopefully not both at the same time.

Jack Butala:                         You know half the guys would say, “You know what? You’re right. She did get ugly. She’s fat, too.”

Jill Dewit:                             Jack, come on. It’s baby fat. It’s going to go away. Dude, come on. Two months on the treadmill, it’s all good.

Jack Butala:                         This turned out to be not a boring show.

Jill Dewit:                             So, anyway. My whole thing is I think that we are still stuck in 1972, and I don’t mean your car, but there you go, which is 1970. Anyway. We’re stuck in 1972, and we think that-

Jack Butala:                         I have a 1970 Cutlass convertible.

Jill Dewit:                             Do you?

Jack Butala:                         One of my buddies looked at me and said, “You know, since 1970, they’ve been making, every year, the car companies, they make improvements to cars.”

Jill Dewit:                             I love that.

Jack Butala:                         I’m stuck in the past.

Jill Dewit:                             It is. Well, you know what, Jack? Like you’re stuck in the past, so are some of these acquisition guys.

Jack Butala:                         Exactly.

Jill Dewit:                             “We have to do it this way. We have to do that. We have to close this way.”

Jack Butala:                         Don’t be stuck in the past like Jack.

Jill Dewit:                             “We have to do that.” Okay, we have computers now, everyone. Speaking of which, Jack, my car has a computer. Yours doesn’t.

Jack Butala:                         I know it doesn’t.

Jill Dewit:                             We have fancy things like that now, and there’s a much easier way.

Jack Butala:                         We are approaching like Howard Stern length shows here.

Jill Dewit:                             Oh. I’m out.

Jack Butala:                         Join us in another episode where Jack and Jill discuss how to use information, and 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 are not alone in your real estate ambition. I wish I had made the money that Howard Stern makes.

Jill Dewit:                             Seriously?

Jack Butala:                         Maybe we do actually.

Jill Dewit:                             I was just going to say. Really? Did you just say that?

Jack Butala:                         No.

Jill Dewit:                             Okay.

Jack Butala:                        Information and inspiration to buy undervalued property.

 

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$10,060

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6,000 mailers
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$7,500 value
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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.
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