Offer a Solution for Your Buyer (LA 970)
Offer a Solution for Your Buyer (LA 970)
Transcript:
Steven Butala: Steve and Jill here.
Jill DeWit: Hi there.
Steven Butala: Welcome to The Land Academy Show, entertaining land investment talk. I’m Steven Jack Butala.
Jill DeWit: And I’m Jill DeWit, broadcasting from sunny southern California.
Steven Butala: Today, Jill and I talk about offering a solution to your buyer. Yesterday, we talked about offering a solution for your seller to the point of nausea. For me. Today, we talk about offering solutions to your buyer because all kidding aside, that’s what our business model is all about.
Jill DeWit: Exactly.
Steven Butala: We provide a solution for the buyer, provide a solution for the seller-
Jill DeWit: You know what?
Steven Butala: Guess who wins?
Jill DeWit: Whatever you do, in any business, if you just walk around with that attitude, you will win. I learned that a long time ago. You need to quickly screen and see if this is the right thing for your buyer or your seller. If it’s not a good fit, move on.
Steven Butala: What if you walked through life like that?
Jill DeWit: That’s what I’m saying.
Steven Butala: What if, say, you got up tomorrow morning and said, “You know what? I’m going to offer a solution to my wife. I don’t know what it is, but she’s going to have some issue, so whatever it is, I’m going to offer a solution.” Not man solution, like-
Jill DeWit: What if she doesn’t want a solution?
Steven Butala: Yeah.
Jill DeWit: What if she just wants you to listen?
Steven Butala: Always trying to [crosstalk 00:01:16] took you 30 seconds to get to it.
Jill DeWit: And what if that man is not the right fit? You just need to move on.
Steven Butala: What if you’re the problem? What if you were the problem?
Jill DeWit: Maybe you’re not the right fit for anyone. That’s awful.
Steven Butala: No, it’s not. It’s totally … I think it’s dead on.
Jill DeWit: Oh my gosh. I have this thing with all my friends, I have some single friends who are newly dating, and one of the questions I always have to ask the is, “Has he ever been married before?” And, “Does he have any kids?” Because if the answer is no, there’s a huge red flag.
Steven Butala: Really?
Jill DeWit: He might be the problem. Seriously. I feel bad, but I’m sorry, I have a hard time that have never been married and don’t have kids.
Steven Butala: What’s their answer then? What are the questions you ask your friends-
Jill DeWit: That’s it. Has he ever been married?
Steven Butala: It’s just one question.
Jill DeWit: Yeah.
Steven Butala: Just one single question.
Jill DeWit: Yes.
Steven Butala: And you can tell everything from that.
Jill DeWit: Yeah. Yes. Already, right there.
Steven Butala: What if they’re 25 years old.
Jill DeWit: Oh, well they’re not dating 25 year olds.
Steven Butala: Okay.
Jill DeWit: That’s different. Let’s just say over 35, maybe 40. Definitely over 40. Sorry. I’m going to say it. If you’ve not been married and don’t have kids, maybe you should really look deep. I’m just kidding.
Steven Butala: See, I look at a non-married, heterosexual guy who’s 45 years old like a guy who’s just figured it all out.
Jill DeWit: Well, okay. If he does not want to get married, not want to have kids, not in a relationship, that’s a whole different thing. That’s totally fine. But if now looking at that, I have a problem with that. Sorry. Just life experience.
Steven Butala: All right. I’m learning new stuff about you all the time.
Jill DeWit: Thank you.
Steven Butala: Before we get into the real topic, let’s take a question posted by one of our members on the LandInvestors.com online community. It’s free.
Jill DeWit: By the way, it can be either/or. Because if you’ve been married, but not had kids, I’m cool with that. If you’ve had kids and been in a solid relationship, not been married, I’m cool with that. But if you never learned how to share toothpaste, then there could be a problem.
Steven Butala: Yeah. I mean, oh, so it’s the mechanics of it that you’re concerned about, not so much the psychology behind it.
Jill DeWit: Well, I think it’s both.
Steven Butala: Because the mechanics really concern me too, because I’ll tell you why. It’s hard for anybody who’s got any sense of self to live with another person.
Jill DeWit: Right.
Steven Butala: I don’t care if it’s 10 thousand square feet you’re living in, there’s still issues.
Jill DeWit: Right. Thank you.
Steven Butala: That, I can get my head around completely.
Jill DeWit: Thank you. All right. Mike Jones asked-
Steven Butala: What if they were-
Jill DeWit: Oh, this is good.
Steven Butala: Like, a relationship, not married, no kids, in a relationship for, like, 20 years?
Jill DeWit: I’m cool with that. That counts.
Steven Butala: Okay.
Jill DeWit: Might as well have been married. But if it was like never relationship-
Steven Butala: Oh, I see.
Jill DeWit: Never lived with anybody, never anything like that-
Steven Butala: You don’t want to teach an old dog-
Jill DeWit: Yeah.
Steven Butala: What a relationship is.
Jill DeWit: Yeah. They don’t know.
Steven Butala: I get that.
Jill DeWit: Thank you.
Steven Butala: It was just all packaged up a little strange.
Jill DeWit: Okay, right.
Steven Butala: Never married, no kids, don’t throw them out.
Jill DeWit: Never had a relationship more than a month.
Steven Butala: Okay. Now I get it.
Jill DeWit: You know, that kind of a thing.
Steven Butala: I think I’d ask a couple more questions before I threw the whole thing away, but I’m not a woman.
Jill DeWit: Okay. All right. Mike’s question. “Greetings, everyone. I feel so blessed to be in such a great group. I’m an experienced investor from the SFR side of things.”
Steven Butala: Single family house.
Jill DeWit: Okay. That. “Side of things with limited commercial experience. I’ve gone through the course twice, and I have four [inaudible 00:04:47] of mail this week. This is great. I’m still wondering if this is exactly what I’ve been looking for.” Thanks.
Steven Butala: So I put this in here for a reason. There’s not a question, it’s a comment, and this person comes to us with a lot of real estate experience, both commercial and houses, so they understand that real estate creates wealth when it’s utilized properly. They just didn’t know about this whole mailing situation.
Jill DeWit: Yeah.
Steven Butala: I love members like this.
Jill DeWit: Exactly.
Steven Butala: Because it’s kind of like the way I hope a college professor, if a college professor could describe their best students, they’re the ones that want to be there, they’re the ones who have been other places, been in other educational environments, and they suck-
Jill DeWit: But they didn’t quite understand it.
Steven Butala: And they’re motivated. Yeah. It was just missing something.
Jill DeWit: I like your student thing. If I were a professor, and you have a group of kids, like you just said, there’s some kids, they know the answers, the light bulb goes off. They’re like, “Now I know how to solve the problem.”
Steven Butala: And they want to be there.
Jill DeWit: “Now I know how to do it. Now I’m excited.”
Steven Butala: This member is never going to come to us and say, “How do I title? I don’t understand why there’s a break in the chain of title.” There’s a million little questions like that that very, very successful members on a minute by minute basis in our group solve on their own.
Jill DeWit: Every day. I love it.
Steven Butala: There’s a tiny little handful of members that we have that whine about it and put a massive freaking drain on their customer service staff. And it wasn’t that long ago.
Jill DeWit: What’s going on with you today?
Steven Butala: It wasn’t that long ago where I would intervene-
Jill DeWit: What’s up with you?
Steven Butala: And actually kick people out of the group, which I haven’t done … when was the last time we kicked somebody off just because they just didn’t get it? Because they think we’re Walmart.
Jill DeWit: It happened recently, we just didn’t [crosstalk 00:06:44]
Steven Butala: Oh, you guys did it? It just didn’t hit my desk. Oh my gosh.
Jill DeWit: There was actually one person that-
Steven Butala: Gosh, so you’re my new hero.
Jill DeWit: Okay, yeah.
Steven Butala: Tell me all about it.
Jill DeWit: Really?
Steven Butala: Yeah, I love this stuff.
Jill DeWit: All right.
Steven Butala: I love-
Jill DeWit: There was a person-
Steven Butala: You know why? Hold on a second.
Jill DeWit: Last seven days.
Steven Butala: Most people walk around the planet feeling a little bit like there’s no justice. Somebody dings their car in a parking lot, they don’t know what happened, you don’t really call the police, you know. Our whole lives are packed full of these things. So when we started Land Academy, I said, “You know, that’s not what this is going to be. There’s going to be immediate and swift justice.”
Jill DeWit: Well, you know me. I like to be positive, and I don’t like to talk about this stuff, but this is a good thing to cover just lightly because really, what we say, we practice what we preach. If it’s not a good fit, we’re going to help you find something else that is, and that’s all it was. We had a person, it came to me last week, the team said, “Here’s what’s going on. We’ve already spent this much time with this person, this much time with this person, they’re not understanding all these things.” And they’re like, “Hey, do we have your permission just to refund them and wish them well?” And I said, “Heck yeah.” Because they knew what they were getting in for, and the hand-holding, it wasn’t a good fit for that person.
Steven Butala: It all starts-
Jill DeWit: And that’s okay.
Steven Butala: It all starts with this sentence, “How do I log in?”
Jill DeWit: Well, it wasn’t even that, but yeah. You’re right. Something like that. Anyway, so I said, “Oh my gosh, yes.” But you know what’s so sweet? My team’s like, “We feel bad for saying goodbye to somebody. We don’t want to do that, but we just know.” And I said, “No, it’s the right thing to do because this one person would be taking up how much time that everybody else needs?” You know?
Steven Butala: Everybody listening to this or watching it has-
Jill DeWit: We politely refunded them and wished them well and said, “I don’t think this is a good fit.”
Steven Butala: Everybody listening or watching this has one of two reactions. Number one, “Yeah, totally get it. That’s ridiculous.” Number two, “What do you mean? I need extra help.”
Jill DeWit: Tell us how you really feel.
Steven Butala: Let’s go back to the teleprompter.
Jill DeWit: Okay, thank you.
Steven Butala: Today’s topic. Offer a solution for your buyer. This is the meat of the show.
Jill DeWit: I just have a hard time talking about that stuff because-
Steven Butala: I know. Tell me why.
Jill DeWit: Because I feel bad.
Steven Butala: So we talked yesterday about providing solutions for your seller on the acquisition side. Once you buy the property, it’s the same kind of thing. Solve the solutions on the sale side.
Jill DeWit: Right.
Steven Butala: When you’re selling the property. And if you do it right, they’re going to love you for it and they’re going to come back forever.
Jill DeWit: That’s it.
Steven Butala: I have a very solid 9,000 unit list of property that we’ve sold … people have sold property to that just come back and buy properties over, and over, and over again from us mostly because it’s an easy experience, like she described, and the price is right.
Jill DeWit: Exactly.
Steven Butala: And they make some money on the other side. Hopefully, more than you do.
Jill DeWit: Yeah, solutions for your buyer. Make it easy for them to find you and make it easy for them to check out the property. I have three parts of this. One is define the property, and check out the property, and do the research. They’re obviously looking for it. Yay, they found you. You might be the solution. This might be the beautiful treed, lake Oklahoma property they’ve been dreaming of, right? So this is your beginning of a solution for them. Make it really easy for them. Have all their questions answered. Put in there the taxes, put in there good maps. If you can get a drone, do that. Bring the GPS, everything you know about the property. What utilities are there or not there? Just so they know what they’re getting into. That’s part of it.
Jill DeWit: Two, make the process easy. Now they’ve found it, they’re so excited. “Baby, I think I found our property. This is great.” This is their dream thing. They’ve solved it, and make the process easy for them. Make it real easy for them to check out, fill in to get their deed information, and get a deed from you in the mail. And the last thing is, stand behind your transaction, like you just said, and they will come back. Be that person, and-
Steven Butala: You have a choice as a seller to either sell to a wholesaler property to another reseller or to sell it to the end user, and I will tell you, early into my career, I figured out selling it to a wholesaler or somebody who is in the business and understands what an APN is and you don’t have to explain a lot of stuff is way, way worth selling it cheaper and faster. And end user is going to have … it’s a whole different sales process. We’re going through it. We’re about to close on our last retail SFR that I will ever be involved in because-
Jill DeWit: I concur.
Steven Butala: Because it’s just a very, very different process.
Jill DeWit: It’s different.
Steven Butala: It’s been in and out of contract four or five times mostly because I lose my patients, and frankly, Jill loses her patience.
Jill DeWit: I do too.
Steven Butala: People get very defensive. Potential buyers in real estate who don’t understand what they’re doing, and probably rightfully so, are very, very cautious, they ask a ton of questions. They sometimes don’t bring the right attitude to the deal because they’re very concerned. They don’t want to get taken advantage of, which I understand.
Jill DeWit: Right.
Steven Butala: You get all that stuff that you have to deal with in retail. With a wholesaler, they get it. A wholesaler is going to look at a piece of property, whatever it is, and they’re going to say, “Are you sure that’s the price? Because that’s really cheap. If so, tell me what to do next so I get it done.”
Jill DeWit: Right.
Steven Butala: That’s it.
Jill DeWit: Exactly. And that’s the same too, solving a solution for them.
Steven Butala: You’re solving a problem.
Jill DeWit: Depends on what it is. Wholesale or retail. I love dealing with … I love both, but, you’re right, I only deal with the retail people that really know what they’re doing.
Steven Butala: Yeah.
Jill DeWit: There are some really good end users out there that they’ve already been buying up property in that area, so they know what it’s worth. They’re not there to flip it, they’re there to collect property. You know, I was just thinking, we talked with Luke the other day, he’s got this buyer every month that comes back for more. That’s the kind of stuff you want to do, whether it’s another investor or just a customer like that. Solve it, make it easy, and stand behind it, and they’ll be your customer for life.
Steven Butala: [inaudible 00:13:10] spend another 15 minutes or so listening to The Land Academy Show. Join us next time when Jill and I talk with member Luke Smith and how he shares his success stories.
Jill DeWit: Well, and you’ll hear what I just talked about. And we answer your questions. Post them in our online community at LandInvestors.com. It is free.
Steven Butala: You are not alone in your real estate ambition.
Jill DeWit: Yeah, we talked about that a lot in different areas, like our member calls, and just in the online community, and just talking with our members. It’s the best in getting repeat customers and you’re solving solutions for them.
Steven Butala: This is a simple topic and a simple episode, but this is a simple answer.
Jill DeWit: I love it.
Steven Butala: Just solve people’s problems.
Jill DeWit: Wherever you are watching or wherever you are listening, please subscribe and rate us there. We really appreciate that.
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