Talking to House Sellers (JJ 637)

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Talking to House Sellers (JJ 637)

Talking to House Sellers (JJ 637)

Transcript:

Jack Butala:                         Jack and Jill here.

Jill DeWit:                            Hi.

Jack Butala:                         Welcome to the Jack Jill Show, entertaining real estate investment advice. I’m Jack Butala.

Jill DeWit:                            And I’m Jill DeWit, broadcasting from sunny Southern California.

Jack Butala:                         Today, Jill and I talk about talking to house sellers, let’s say, versus to land sellers. There are some pretty substantial differences, don’t you think, Jill?

Jill DeWit:                            Well, wait, wait, wait, wait, wait. You don’t like to talk except for this show, so I’ve got to know who this is direct … This is obviously do as I say, not as I do.

Jack Butala:                         So no. We-

Jill DeWit:                            How many house sellers have you talked to recently, Jack?

Jack Butala:                         Actually a couple.

Jill DeWit:                            Okay.

Jack Butala:                         Not-

Jill DeWit:                            By default?

Jack Butala:                         Maybe less than 10, and it’s not because-

Jill DeWit:                            It’s because-

Jack Butala:                         It’s just because I want to learn.

Jill DeWit:                            Oh, okay. I was just going to say-

Jack Butala:                         And because we’re really cranking up our house effort.

Jill DeWit:                            That’d be funny if, like … I don’t know, ask Jack. Here, let’s give you Jack’s number. Could you imagine if you’re the front line?

Jack Butala:                         I would do that. Like, if I said, “All right, Thursday is talking to house seller day.”

Jill DeWit:                            Yeah, but no.

Jack Butala:                         Then I could do it. But if it was just on the fly-

Jill DeWit:                            They want to talk Sunday night.

Jack Butala:                         Yeah, I know.

Jill DeWit:                            They want to talk Wednesday morning.

Jack Butala:                         Oh my gosh.

Jill DeWit:                            And they want to talk and talk and talk.

Jack Butala:                         You’re right.

Jill DeWit:                            Okay.

Jack Butala:                         Hey, thanks for bringing me back to reality.

Jill DeWit:                            Sorry. That’s what I thought this was about. I’m like, “Where is he going with this? I can’t wait to hear.”

Jack Butala:                         Before we get into this topic, let’s take a question posted by one of our members on the jackjill.com online community. It’s free.

Jill DeWit:                            Okay. Jason L. asks, “Hello, everyone. I had a potential buyer just call me. I did what Jack said and made a few Craigslist posts in the county I sent letters to. Buyers called me, and we chatted for a long time. He’s an OTR trucker who-“

Jack Butala:                         Over the road.

Jill DeWit:                            Okay, thank you, “who wants property to settle down and start his family on. I really liked his story and I wanted to help him. He divulged to me his whole financial situation. I have a parcel of land that I can offer him. My question is, how long would you take out a terms deal? I can sell him the land for $80 to $100,000, but it would take 20 years to pay it off. Something will happen within that time, and I will probably have to foreclose. I’m trying to talk him into a cheaper property, but I do not want to have … I do not have that acreage for sale yet. The mailer just went out today. What is the maximum years you would take out a terms deal? Would it have to factor in the down payment amount, the monthly payment, total profit for the deal? What parameters do you use?” Jack?

Jack Butala:                         Again, oh-

Jill DeWit:                            Oh, I’m sorry.

Jack Butala:                         There’s a little bit more to the question.

Jill DeWit:                            Sorry about that. There’s a little bit more. “Again, I listed to this man tell me his story, and I want to help. One of the reasons I joined this group was to help people to realize their dream of land home ownership. If I was a billionaire, I would probably give it to him, but unfortunately, I am not. Would like to hear what your suggestions are on this topic. To a prosperous new year to all, Jason L.” Cool.

Jack Butala:                         Jason, so here’s my … I’m going to give you my short answer-

Jill DeWit:                            Super cool.

Jack Butala:                         … and then my long answer. The short answer is, you are a natural born cash salesperson. In the land business, you’re either a cash person like us, or you’re a terms person like a lot of people in this group are. And the terms … you can set yourself up for life on, I don’t know, 10 deals, 10 or 15 really good deals. So it’s exactly what you described. Terms are … you buy a property for cash. You obviously try to pay as little as you can, and you sell it on terms, theoretically, for as much as you can and collect payments for a tremendous amount of time.

                                                Part of that business model is planning for and budgeting for foreclosures. And yeah, on a 20 year deal, the likelihood of anybody paying the property off … because stuff changes. We all know stuff changes. Life changes … is very small. And that’s part of the deal, and some of the people in our group plan for that, and they actually bank on it.

Jill DeWit:                            Yeah, they want that.

Jack Butala:                         They know they’re going to own this property forever, property A. So that’s not personally why Jill and I are really here. Although we do have a bunch of terms deals and we manage them, you have to decide. Here’s the other thing with terms that I don’t personally like. You know how you know this guy’s life story now, this trucker? That’s so inefficient. Can you imagine if you had 1,000 deals with 1,000 stories?

Jill DeWit:                            Yeah. I mean, and you’re managing them over time.

Jack Butala:                         Right, you’re just-

Jill DeWit:                            Like-

Jack Butala:                         I have this model that … I haven’t talked about it … I don’t know if I’ve ever talked about it on the air. Never review every deal. You just have to look at the thing real fast, boom, bang, and that’s it. Sell it. Out. Just put in a machine.

Jill DeWit:                            It’s easier when it’s cash. It’s better when it’s terms. I understand where Jason’s going here, and I actually kind of appreciate it. Just to give you the flip side of this, my opinion … and it’s not bad, because you know what? If this guy’s really … let me … This could be a dream situation, too, so-

Jack Butala:                         For everybody. Seller, buyer, everybody.

Jill DeWit:                            Yeah, because let me … and let me paint this picture. So now, Jason knows this guy, and the guy knows Jason. And Jason’s really trying to help the guy out, and the guy knows it. So man, this guy’s going to do all possible to move on to the land, love it, make his payments, make it pretty, put something great on it. I could see that that could be the outcome, and that’s what Jason’s thinking about. And so I get that.

Jack Butala:                         You just have to decide. And you know what? Honestly, you don’t decide. If you do 10 or 15 or 20 deals, the deal type will decide for you. You will gravitate towards one of them. And the first part of it … you took the first step here by asking the online community and asking what we think.

Jill DeWit:                            You know what? That’s it. Maybe that’s the answer. It’s really … what kind of an owner/financier do you want to be? Do you want to not to know everybody, have a lot of transactions, flip them really fast? Or do you want to buy 10, 20 awesome properties and have guys like this paying over a long period of time? And you know them, but there’s only 20 of them, and you send them a Christmas card every year, and that’s it?

Jack Butala:                         Or both.

Jill DeWit:                            And you retire on that.

Jack Butala:                         Right. That’s exactly right. So to really directly answer your question about, financially, how to analyze these deals, if you go to landinvestors.com, on the bottom, there’s Jack’s … I think it’s called Jack’s ROI Analysis. Download that spreadsheet, and it’ll show you how much money you’re making and how to look at the deal. But I’ll tell you, there’s nothing more profitable in real estate than term sales.

Jill DeWit:                            Right. Most of our members, us included, usually are getting back our initial investment on the down payments are pretty darn fast. So then, the X years that these people are making payments, that’s gravy.

Jack Butala:                         And when I mean profitable, I mean by percentage. I mean, you can … there’s a thousands of percent return on investment.

Jill DeWit:                            Right, when it’s all said and done.

Jack Butala:                         Right.

Jill DeWit:                            When you buy it for 10,000 and sell it for 60.

Jack Butala:                         60 or 100.

Jill DeWit:                            Right.

Jack Butala:                         And your down payment … if you get your down back on the … The idea is you buy property for $10,000. You charge $10,000 down and get $1,000 a month for 20 years or some number like that with interest and everything. You take that $10,000 again and buy another property, and then buy another property, and on and on and on. And so you have a very finite amount of investment capital, but an infinite amount of … not infinite, but close to that, money coming in.

Jill DeWit:                            Yep.

Jack Butala:                         And acquisition opportunities. So all of that’s really basic, basic real estate investment financial advice. What’s always missing from academic advice is how to do it.

Jill DeWit:                            That’s true.

Jack Butala:                         That’s what we-

Jill DeWit:                            Isn’t that funny?

Jack Butala:                         Isn’t that too bad?

Jill DeWit:                            You’re right. Everybody has a lot of great theories, but nobody … I question they even know how to do it.

Jack Butala:                         That’s what I think.

Jill DeWit:                            There you go.

Jack Butala:                         I never met a college professor who knows exactly how to do it ever.

Jill DeWit:                            I can think of a few individuals that … not really … We don’t really have competitors. Nobody really does what we do, but for a lack of better term, that they are really good on theory but not so good on execution.

Jack Butala:                         Exactly.

Jill DeWit:                            Thank you. I had to get that out. I feel better now.

Jack Butala:                         Today’s topic, talking to house sellers. This is the meat of the show. Talking to house sellers, in my opinion, is very different than talking to land sellers or talking to commercial real estate owners, in my opinion. I mean, what do you think, Jill?

Jill DeWit:                            Are we talking … you’re talking about to the … this is their one and only thing that they have?

Jack Butala:                         Yeah.

Jill DeWit:                            This is not a secondary asset? That’s what I think, too. It is. It’s-

Jack Butala:                         You nailed it. It’s their primary residence.

Jill DeWit:                            Yeah. So that’s … I made a couple points on this.

Jack Butala:                         Yeah, go ahead.

Jill DeWit:                            So talking to these folks here to buy these acquisitions … they’ve identified … they’ve got an offer from us, and it just couldn’t come at a better time for whatever reason, and they need to sell. And there’s a couple things that you need to be aware of. One is the emotional attachment that … it’s true. You’re buying a house, selling a home … or wait. Selling a house, buying a home. That’s it. You have to really be aware of that, because that’s how they … Some people, though, they’re buying a home and selling a home. Do you understand what I’m saying with that, Jack?

Jack Butala:                         Yeah, they’re emotional.

Jill DeWit:                            Yes.

Jack Butala:                         It’s their primary residence.

Jill DeWit:                            Well, they … and there’s just love into it. Like, they … the door frame still has the notches of their kids growing up.

Jack Butala:                         Right.

Jill DeWit:                            And they’re trying to decide, “Do we really want to sell, or could I take the door frame with me?” Whatever it is-

Jack Butala:                         Sure.

Jill DeWit:                            And I would let them, by the way, if they’re-

Jack Butala:                         So would I.

Jill DeWit:                            So you have to be aware of that and tread lightly and be … Don’t … I guess just be supportive of that.

Jack Butala:                         So the big difference is that, I mean, somebody who owns a piece of property that they’ve probably never seen, land-

Jill DeWit:                            Right, or inherited, yeah.

Jack Butala:                         And they’re not usually in a big rush. They’re like … So they get the letter, and they look at it. It’s like $4,000 or something. Dad, Granddad owned this property. We’re never going to use it. That’s how the conversation goes the next morning over coffee. Let’s just get rid of it. Let’s just sign this thing, four grand. We don’t have to pay the taxes anymore. What do you think? And it wasn’t even really on their radar. In fact, our letter … our offer probably reminded them that they own it at all.

Jill DeWit:                            Right.

Jack Butala:                         With a house, they answer the phone and they say, “Oh my gosh, you’re …” They say one of two things. “You’re an angel that fell out of the sky. Yes, I would love to sell my house for $120,000. Please tell me what to do next. Thank you.” Or they say, “You are the devil, and my house is worth 140, not 120, and I hope that you burn in hell.”

Jill DeWit:                            Yeah. Isn’t that hilarious?

Jack Butala:                         And then, Jill talks them into buying the-

Jill DeWit:                            Where do they get this?

Jack Butala:                         … talks them into selling the house to us for 130.

Jill DeWit:                            I don’t know. It’s so-

Jack Butala:                         But so it’s very emotional. Jill’s right. It’s an emotional primary residence thing, and what I’ve noticed about house sellers is that there’s a reason. It’s not just, over coffee, “Let’s just take the four grand and forget it.” There’s a very direct reason that they want to sell their house. There’s an illness or they just don’t … A lot of them just say, “Oh, thank you, I don’t have to clean out the garage. Somebody’s going to come and clean the garage out for me?”

Jill DeWit:                            It’s fast. They love that it’s fast.

Jack Butala:                         “Absolutely, I’ll sell it.” Yeah. Or there’s something. They had a job change. But there’s some life … So what they’re focused on is the illness or the job change or the circumstances they’re in. They don’t care about this house deal, which is really good news for people like us.

Jill DeWit:                            It’s true.

Jack Butala:                         What you want to be … and it’s important to know, you do not ever want to take advantage of somebody in a situation.

Jill DeWit:                            Correct.

Jack Butala:                         You never want to kick them when they’re down. This isn’t football.

Jill DeWit:                            You’re correct. That’s my second point, too.

Jack Butala:                         Okay.

Jill DeWit:                            Trustworthy. They need to feel that you’re helping them, and you need to be a good person to help them, like Jack said. Don’t … God, that drives me crazy, even … I haven’t heard it in a long, long time, because I think we got our point across. But early on, we had members that were saying, “It was worth this, but I got it for that.” And I’m like, “Okay, come on, everybody.” I heard other people giving advice, too, like, “See if they’ll just give it to you or send them a dollar.” I’m like, “Come on. Let’s be cool about this.”

                                                And even if the property is not worth very much at all, I’m going to make sure they get something out of it. They get to take a weekend in Vegas out of or something that they can afford to do. That’s not … Like you just said, don’t kick people when they’re down.

Jack Butala:                         Right.

Jill DeWit:                            And all sellers need to trust you. And we talk about transparency a lot.

Jack Butala:                         Right. The other thing that I’ve noticed about … and this is really true for both groups. People who respond to an offer, a blind offer like we send, 9 times out of 10 have no idea what their property’s worth, and so you do not want to take advantage of that. You want to make some money on it, but you also want to solve a problem for them, too. If I had a nickel for every time … it just shocks me. I guess it’s because we’re in the business.

Jill DeWit:                            Right.

Jack Butala:                         Like, if I’m driving down the street, I don’t care where I’m going or what’s happening, I’m really looking at real estate, and I’m looking at house values. Lately, Jill drives, and I sit shotgun to call out the values. That’s how bad it is.

Jill DeWit:                            It’s true. That’s kind of funny.

Jack Butala:                         It’s a sad, sad state of our marriage. So it just … it still, to this day, shocks me that people are like, “What do you mean, my house …” A lot of times, they say, “What do you mean, my house is worth $120,000? I thought it was worth 60.”

Jill DeWit:                            It’s so funny.

Jack Butala:                         “Yeah, I can sell it,” and we all know it’s worth more than that or we wouldn’t be buying it. So I guess, really, what I’m saying is this. No matter who they are, meet the seller from where they come. You are solving … they won’t say it sometimes, but you are solving a problem for them.

Jill DeWit:                            Yep.

Jack Butala:                         And so the sooner you can figure that out … Jill’s an expert at this. Figure out what that person’s deal is.

Jill DeWit:                            Yep.

Jack Butala:                         And solve their problem. Again, if it’s a door frame with the kids’ notches in it-

Jill DeWit:                            Yeah, and that’s the one thing holding them back there, they can take the doorframe.

Jack Butala:                         Yep.

Jill DeWit:                            I’ll take it off for them, and I’ll pack it, and I’ll take it to the new house. Whatever it is.

Jack Butala:                         You would do that, wouldn’t you?

Jill DeWit:                            I would.

Jack Butala:                         That’s great.

Jill DeWit:                            Yeah. That’s not crazy.

Jack Butala:                         That’s why I love you.

Jill DeWit:                            Thank you.

Jack Butala:                         That’s a very nice, heartfelt gesture, Jill. I mean it.

Jill DeWit:                            Thank you very much. I appreciate that.

Jack Butala:                         Well, you’ve done it again, wasted another 15 or so minutes listening to the Jack Jill show. Join us tomorrow where we discuss what we learn from pissed off customers.

Jill DeWit:                            This is on-

Jack Butala:                         Diametrically the opposite of this show today.

Jill DeWit:                            Oh, this is going to be really funny. And we answer your questions. Should you have one, post it on jackjill.com.

Jack Butala:                         You are not alone in your real estate ambition. I love solving these problems for these people. I had no idea when I got into this that this is what would happen. I’m not making myself a saint here. I’m just saying 9 out of 10 customers are pretty darn happy to give me that check.

Jill DeWit:                            I agree. I agree. You know what I find, too, that’s so interesting is? So many of these people, too, these sellers, they have no idea about the process or what’s involved, and the more that we … We assign people to kind of walk them through the process.

Jack Butala:                         Right.

Jill DeWit:                            And that has proven to be so helpful, and even just a checklist of, “Here’s how it’s going to go.” It’s just so you’re not surprised, and the more we do that, the better it is.

Jack Butala:                         Right.

Jill DeWit:                            It’s just so helpful.

Jack Butala:                         Exactly.

Jill DeWit:                            So it is. It’s true. It’s a whole different thing. The numbers are higher and the people are different. The transactions take a little bit … They do take a little bit longer. Let’s be honest. But I mean, days versus … It’s only days. It’s not like it’s months or weeks, anything crazy really. But-

Jack Butala:                         There’s a hand-holding element.

Jill DeWit:                            Yeah, it’s true.

Jack Butala:                         You just hired a new assistant today, didn’t you?

Jill DeWit:                            I did. I can’t wait.

Jack Butala:                         Is this, today, her first day?

Jill DeWit:                            It is her first day.

Jack Butala:                         You’re excited.

Jill DeWit:                            I’m very excited.

Jack Butala:                         And I’m happy for you.

Jill DeWit:                            Thank you. I’ve got to go, because I want to get stuff ready. Just kidding.

Jack Butala:                         Jill, I don’t think you’re kidding at all. I think-

Jill DeWit:                            Hey, like this show? Please rate us on iTunes, and while you’re at it, please rate us there.

Jack Butala:                         We are Jack and Jill, information-

Jill DeWit:                            … and inspiration-

Jack Butala:                         … to buy under-valued 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@jackjill.com.

The JackJill Family of Companies include:

https://jackjill.com

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https://titlemind.com

https://landinvestors.com

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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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Platinum

$23,650

per Month

Concierge Data+ (with data) Included mailers each month (data + concierge + mailer + postage). Our team will do your data for it and get it out the door.
15,000 mailers
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: $18,750 value
Total Value: $53,800
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Black

$28,180

per Month

Concierge Data+ (with data) Included mailers each month (data + concierge + mailer + postage). Our team will do your data for it and get it out the door.
18,000 mailers
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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