Member Luke Smith Shares Success Stories (LA 971)
Member Luke Smith Shares Success Stories (LA 971)
Transcript:
Steven Butala: Steve and Jill here.
Jill DeWit: Hello.
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 souther California.
Steven Butala: Today Jill and I talk with member Luke Smith and he shares his success stories about how he got here, where he’s going, what he’s failed at, what he’s succeeding at and the whole story.
Jill DeWit: He’s also in sunny souther California.
Steven Butala: Yeah, he is. Before we get into it, let’s ask him this first question. How did you get here Luke? How did you get to Land Academy? How did you get to become a member? You can skip the [inaudible 00:00:37] process. Give us some background.
Luke Smith: That’s a good question. My sister lives in Detroit and times were really tough in 2008. She didn’t have a job she didn’t have a way to put food on the table for her kids. So the houses are cheap. I said let’s go by some of these houses, let’s rent them out. I’ll hire you. I’ll pay ahead. I was making some money at the time. I sent her out to buy these cheap houses, these ghetto houses in Detroit and rented things out. Fix them out and the rent should pay for it over time. That learning curve, the cost was realtors, and dealing with the banks and the insurance companies. I was doing this from out of state. I’m in California, originally from Michigan. It was a nightmare. Nobody wanted to sell me those houses. No one wanted to help me. As soon as I got on, the rents were great. The renters were great and they worked beautifully. I wanted to buy more of them. That’s how I found Land Academy. I wanted to buy more of those houses but I didn’t want to pay the middle man people. I didn’t want to deal with them. I didn’t want to have them on board. That was the main cost of the transaction. It was all those middle man people.
Luke Smith: I went on bigger pockets and I started reading around. I saw some articles of Jacks or Steve’s. He was talking about buying land. Vacant land and doing it through the mail and skipping all the middle men people. Like, oh I want to learn that. That got my interest. I think if he can do it for land, I can probably figure out how to do it for houses. Just skip through the whole process. I’ll try to land. I subscribed to his stuff and I’m like I was reading all the free side. I’ll do it on my own. I start testing it and it’s like, I’ll just mail out Mohave County. Next to Lake Havasu, that stuff looks like it sells well. 100 dollars an acre and these 1.2 acre properties. 123 dollar offers. I couldn’t figure out how to print them on my printer so I was handwriting them. It’s like, we’ll just get them in the mail just stamp and stamps on there. Totally old school and people got back to me. I’d send a hundred of those things out and maybe 40 people would get back to me because it’s handwritten and it’s stupid offer. They’d yell at me and tell me how stupid I was and everything.
Luke Smith: I about fell out of my chair that the people would actually get back to me. They wrote me letters. They sent me faxes. Emails, calls, lots and lots of calls. Literally 40% response rate I got on those hundred mailer units. I didn’t get any deals but I got people that got back. I said okay. I just didn’t do something right like the price. This reaches people, I just didn’t get the price right. Then I think it was probably Jill sent out a promo for Land Academy cash flow for land stuff. It was her style writing, not Steve’s. I’m guessing Jill’s. It said you get first three people that sign up get free ten acre property in [inaudible 00:03:55] Nevada. Here’s the three properties that you get. One of these first three people, the next three people sign up. This is Friday night. I started researching those properties and one of them looked like it had a little cabin or something on it. I said okay. I’m buying this program. I’m buying it anyway. I don’t care about the land. I’m buying the program anyway. I sent her the message and said, any chance I can get that particular one? I didn’t say why but that particular APN.
Luke Smith: She got back to me and said yes. You can have that one. So I got this ten acre property. That was a free, the promo for getting the package. I don’t know what you guys charge for the package now. I’m going to leave the numbers out but I paid one price and then it took a month or two or something to get a deed. Buyers for me now always say, it takes so long to get the deed. I was probably saying that to them. Come on, where’s my deed? How do I get this property? Eventually I put it up for sale on eBay for a dollar. One dollar no reserve auction. Just let it fly, see what happens. I made a little YouTube video about it. Everything I could figure out about the property, I presented it on there. The thing sold for 3383 and 33 cents. Somebody just bid all threes and somebody beat them by 50 bucks.
Steven Butala: You’re already in the black right when you start.
Luke Smith: More than double what I paid for the program. Right out of the gate. People ask me what is it economic? I’m like, yeah right. That’s a no brainer economic. Then even off the first mailer. If I didn’t get the property off the first mailer, I mailed 29 Palms Area in San Bernardino county. These five acre properties and I offered I think it was a thousand bucks. I got the first guy that said yes was from Beverley Hills. Fancy address, looking up the house online and everything. Just big, big fancy thing. He said, yeah but you got to buy two of them. It’s like, I got to buy two? Two thousand dollars. I hired a notary to go close it. The cheapest notary I could find in that area was 250 dollars. Jill always said they’re 50 bucks. I was like man, Beverley Hills come on guys. I got the property and I sold one of those properties to this really nice couple from Michigan for 45 hundred dollars and they sent me a cashier’s check.
Jill DeWit: Love it.
Luke Smith: That paid for both of them and then some.
Steven Butala: That’s the business model.
Luke Smith: That’s it. That’s the basis of it. How did I get started? Is it profitable? Yes, yes. It just right out of the gate. I got other properties from that same mailer, but I don’t remember the numbers. It’s the first one that I remember. The others are just …
Steven Butala: That’s 2015. Fast forward us now to mid 2019. What have you done?
Luke Smith: I just got a call today from title. I closed four properties today through title. 80 something thousand dollars worth of purchases today. Title, not sending out notary anymore. I rarely do that. Title actions are a lot better. Sold one yesterday. It’s not completely done but it sounds like it’s happening. I bought it for ten grand or 10137.37. Put the cock number on the end so people ask you why and believe in it and they don’t haggle with you. You put a round number, they haggle. Weird number, they just stop haggling. It took my 10127.37. My seven is there because statistically it’s more probable to get accepted. They took that and I just sold it for 46777. Do some more sevens. If you end your prices in sevens or nines they’re three times more likely to get bought or accepted. It’s just classic salesmanship stuff. That’s a lot better than buying it for a thousand and selling it for 45 hundred. It depends on who you’re talking to. Other people like to buy it for a thousand, sell it for 45 hundred. I like to buy it for ten and sell it for 46 thousand because I can do it through title.
Steven Butala: That’s what we like.
Luke Smith: I can pass off a lot more of the everything else and it becomes more repeatable, the work.
Steven Butala: Share some of your secrets and why you think you’re successful over some of the other people that might be trying to do this right now.
Luke Smith: I’m always out of money. I got crazy need for money all the time. I got that burning passion in the back of my mind. I can hardly sit down half the time. I need money. My wife spends money, my kids spend money. My life is money is always going out the door. I need money coming in. Money to sustain those bills and that lifestyle and stuff is a big demand. I need that. It’s hard to go to sleep lots of times because it’s like, how am I going to pay this bill, pay that bill? A lot of the bills are like old partners I have that want to cash out or something. Those are the bills that I got going on now. I’m trying to pay off a partner and end up with a terms deals of all the leftover stuff we sold on terms. Just they want cash. Something happened in their life. I want to cash them out and don’t want them to have to wait around for the terms. I shouldn’t have taken the terms so many times. That’s how it goes, right?
Luke Smith: It’s a different kind of bill. Still I got a couple partners I would like to pay out right now with this deal yesterday. Could buy out maybe one of them or something. Just keep chipping away.
Steven Butala: What’s a regular mailer look like for you now?
Luke Smith: It’s last mailer I just did I mailed San Diego county. I talk pretty open about what I’m mailing because I don’t really care. A lot of people are more clandestine about it.
Steven Butala: That doesn’t seem to matter, does it?
Luke Smith: It doesn’t matter. [crosstalk 00:10:35].
Steven Butala: Ever feel like we’re competing against anyone for some reason.
Luke Smith: Everyone is like, why do you say that? Everyone is going to copy you. It’s like, you know what happens? They copy me and their pricing is different or they don’t answer the phone or whatever and the person calls on my letter because they got someone else’s letter. Go ahead. Go mail San Diego county. You’re not going to come up with the same pricing as me because I went book and page of every little piece of that county. That’s more of my style and current mailers from the old school mailers of this price per acre, this price per property. I migrated from this price per acre to this price per property. You know how many ten thousand dollar 12737 offers I made? I mailed half of California the same price. They’re like, how did you come up with that price? Because ten thousand is more likely to get accepted than five thousand or nine thousand and I don’t want to pay 12.
Steven Butala: Sometimes I low tack it too. I just write a number.
Luke Smith: It comes back and then I say they want to sell but that’s way too much money for that property. It’s not going to happen. From price per acre in the original education to price per property, to price per that area of that size for that area. As technology has been getting better, I think it’s easier to do that kind of pricing. It takes more time than pricing per acre, pricing per property. I think we get a higher response rate and a lot more accurate offers. It’s basically just sorting the properties by APN and putting the first little piece of that APN in there and see how much area it covers in the data sets that you guys offer. One of the particular data sets, you can see pins on a map of all the different properties in that piece of the APN. That little piece of the map and you go price that against what’s in the market, there’s 40 acres for this and five acres for that. Little house lots for this. Okay I want to buy them this much cheaper so I can sell them cheaper than what those guys have them up to offer. Just eyeballing it. Bam, bam, bam, bam, bam.
Luke Smith: When you start the county and you start bouncing around, it’s confusing. But after us tart doing some, it becomes a lot easier just roll through and price out that whole county. Then it doesn’t matter what county you’re doing. In the past I would look at counties price per acre. You look at a homogenous county, something that start the county starts out as a square on the map. Then it’s just made with squares on a map. It’s not detailed to an ocean or a river or a mountain range or whatever. As you get into the more unique counties, that kind of pricing means a lot more. It matters a lot more.
Steven Butala: You’re one of these kinds of guys that makes this look really easy. Is it that easy honestly?
Luke Smith: I don’t know.
Steven Butala: For you?
Jill DeWit: That’s a good question.
Luke Smith: Juggling it all is hard. This last mailer is a little over eight thousand offers. I don’t get 40% response rate on it. Thank goodness. I’ve got spreadsheets going of a bunch of different properties and deeds on the properties and plat maps and links to all different data sets. I’m scrubbing them and I’m sorting them. I’m sorting out the best of the best ones and trying to take them in to get them into title and make them happen. Sign up some partners to pay for them. Because I don’t have the money to pay for these things. Juggling the partners, juggling the sellers, juggling the buyers, juggling the multi moving pieces. You just got to create systems for it and try to delegate that as much as possible. If you call, you probably hardly ever get me on the phone anymore.
Steven Butala: Good.
Luke Smith: Just because it’s unsustainable. I can’t keep answering as many phone calls.
Steven Butala: Do you think honestly that you’re now not answering your own phone but somebody is answering it? Do you think your closing percentage will be negatively effected?
Luke Smith: I think so. Maybe because I’m egotistic because I think a lot of myself. I’m sure there’s people that are better at this than I am.
Steven Butala: Jill, can I ask you the same question? I know you don’t answer your own phone either.
Jill DeWit: I want to hear Luke’s answer.
Luke Smith: That’s part of scalability. What’s the percentage that actually come through? The ones that I’m saving, it’s a longer conversation. It’s a lot more work. Those people are the lot more work all the way through the process. The ones that just say yes and sign the paperwork and just go with it, they don’t need me to answer the call. They say so and so, such and such on behalf of Luke. I’m the title company on behalf of Luke working with Luke Smith. I’m so and so. I help Luke ad doing this kind of paperwork. This part of the process is what I do. I know this part of the process. I’m going to help you. You don’t want to ask Luke. I’m faster.
Steven Butala: Luke is the middle man in that situation.
Jill DeWit: That’s good.
Luke Smith: I’m the person they blame everything on. Luke made a bad offer. Yeah. Luke made a mistake. Okay. I’m the scape goat. That’s fine. I get the escalations of stuff. That’s fine. Trying to figure out how to juggle it.
Steven Butala: You haven’t answered your phone probably in a year. I know you do the same thing as Luke. I think when you get involved, it’s because it’s a great deal. You need to make it happen or whatever. Is this a good thing or a bad thing?
Jill DeWit: It’s a good thing. It’s a good spot to be in. I do it by choice like Luke does. Or if I pick up the phone because I want to. I’m like, let me call this guy. I’m excited on this one. I’m going to do bus up that call. It’s special and it’s good. They get it. People get it. You know what? Like you, I don’t have somebody off the street. I have someone that they’re doing a system. Excuse me. I’m so sorry.
Steven Butala: Her phone is ringing.
Luke Smith: I just turned my phone off.
Jill DeWit: My phone is ringing.
Steven Butala: Have you bought any houses yet? Do you want to buy it? Actually what I was going to ask you is what happened to Detroit? Where is that now?
Luke Smith: I dare you to go pull data on Wayne county.
Steven Butala: No. I’ve done it. I do it just to laugh and make myself feel good sometimes.
Luke Smith: It’s awful. The data is awful. It’s just absolutely awful. You can’t trust it. I’m not going to mail there. I got this one house in Detroit right now that I’m not collecting rent on. The guy has been in there since I don’t know September there maybe. Hasn’t paid rent. I took him to court. I did the whole court process to give him the boot and the court has all the records and everything. Then the court lost the paperwork. Like, how do you deal with that court? I had to start the whole process over again. It’s another 15 hundred dollars to run through the process again and then higher the bailiff to go kick him out. It’s not just the data. It’s the whole system is broken.
Steven Butala: Detroit is broken. I can say that because I’m from there. I’ve driven. Have you driven those neighborhoods? I know what you’re talking about.
Luke Smith: I don’t want to.
Steven Butala: I have. I grew up there. Everything you’ve ever heard about it, it’s true.
Luke Smith: Parts of them. I’ve never been to the houses I’ve bought there. I’ve never been to the streets I bought them on. I just don’t want to. A lot of people ask about the land. Do you ever go visit the land? I’ve never been to one of the properties I’ve bought. Not a single one of them. I made the mistake of trying the other day to one of these San Diego ones. Oh my gosh. I was wondering about the access. I was wondering about the access because there’s no freaking access. The guy that told me there’s no access, he’s got no teeth and he’s telling me all the neighbors are cooking meth. I’m like, you sure you’re cooking meth. You got no teeth buddy. You’re the meth one.
Jill DeWit: That’s so funny.
Luke Smith: I shouldn’t have gone there. I’m not doing that.
Steven Butala: That’s not what we do for a living. We do data for a living.
Luke Smith: If you can’t figure it out, you can hire somebody to go take pictures. I just hired a guy to go to those four properties that just closed in title. I’m going to call him. Man, I didn’t get the picture guy out there yet. That should’ve been a week or two ago. I just got the picture guy going to all four of them. He’ll go hit four of them in a day. He’s probably got to get to the first property at sun up and the last property and sun down to get them all in the same day. Why would I do that?
Jill DeWit: Exactly.
Luke Smith: It doesn’t make any sense.
Steven Butala: Are you all done in Detroit?
Luke Smith: No. I sold a portfolio of houses last year. Just paid the taxes on that. It’s so frustrating. I sold it to a guy from Israel who’s trying to list them on his real stock exchange. He’s putting a portfolio of them together. Not just mine, but others that my sister has done and is still managing. From Chicago, a bunch of similar style properties from Chicago. I think it was Cleveland was the other city. I might be wrong. He’s putting them all together and the cap rates and the Israeli stock exchange are through the roof. He knows how to do it and he’s got the angles and he’s got the connections. He’s packaging them up. They might be listed already but he was going to go list them and promote them and list them. It’s just really high yields. He was buying them from me at cash yields of 15%. That’s what we negotiated. I’m like, 15% I’m out of here. I can do the land a lot better than that. He’s loving 15% and then he leverages it from there and gets something better than 15.
Steven Butala: You know what is not readily obvious? Even to people in our industry is how much the taxes are in those rust belt ghettos.
Luke Smith: They’re bad.
Steven Butala: It’s a tax. I had several properties in Chicago Heights that I bought for next to nothing and had a hell of a time. This is a lot of years ago. Selling them because the taxes are just so high. The carrying cost for taxes on these properties are crazy.
Luke Smith: He took all the easy ones and I got the hard ones like trouble tenants or whatever. The weird one is left over that I’m working out of. Then the taxes were awful. That was a huge, huge part of these properties. I got this attorney that guaranteed that he would cut your taxes in half for I think the first year I think he charged 550 bucks per house. He wanted to do it on a one house basis. He’d do it by portfolio so you need critical mass. He did a portfolio of them and he went and he argued them. He failed at the city level. What you do. He’s white. He’s the wrong color to argue taxes there. He went to the state level and he argued them at the state level, which I didn’t know you could do. That was his whole business plan is to fail. Miserably fail and then take the paperwork to the state and he argued the tax level at the state and the state cut them in half. What?
Steven Butala: Like an appeal.
Luke Smith: Yeah, like an appeals process to a higher court. I don’t exactly understand the process. But he did it. Then the next year he charged … he did this over a year.
Jill DeWit: They did cut them in half at the state level.
Luke Smith: Yeah.
Jill DeWit: He got it done.
Luke Smith: Then he the next year, he charged like 750 bucks. He guaranteed almost everything but not the different filing fees that he had to pay to do it. He guaranteed his part of the money. Then the third year he wanted 15 hundred dollars to cut in half again. It didn’t make any sense. He got really popular so everyone wanted him. The girl that was in his office doing it for him left and she started calling everybody and doing it for like 550 guaranteed. It’s just like sweet. I’ll do it again with her. She did it. She’s got a great attorney.
Steven Butala: I bet the state loves to deal with Wayne county issues. I’m sure they love it.
Jill DeWit: How fast can we get them out of here? What do you need? Done.
Steven Butala: There’s Wayne county and then the rest of it is Michigan.
Luke Smith: If you trade the property, then you got to start over on re jigging the taxes.
Jill DeWit: I want to know what’s coming up for you.
Steven Butala: That’s what I want to know.
Jill DeWit: I was going to say. What your plans now?
Steven Butala: You’ve been successful in everything you’ve done from what I understand.
Jill DeWit: Are you doing in fill lots? Are you going to do house academy? What’s coming.
Luke Smith: I’ve been trying to do in fill lots. Maybe I haven’t hit it sweet enough. I tried to red, green, yellow approach and the sweetest ones I could find. I got parts of California that the numbers looked great and I hit them and maybe other guys were hitting them or maybe they’re just really too hot. Maybe I shouldn’t go to the hottest, hottest, hottest ones, but a step back or two. I get lost in the due diligence process of pulling them off. I get accepted ones and I can see why they’re the last one in the neighborhood that’s not built. It’s the typography or it’s the this is where the water goes. It’s just the goofiest shaped thing. There’s too skinny. I haven’t got any real knock overs for the right price.
Jill DeWit: Got it.
Luke Smith: The closest ones I got are these quarter million dollar ones in Rancho Santa Fe because no one else wants to put up that kind of money. It looks like sell for 500 grand. Buy them for a quarter million, sell them for 500 grand. That’s a different kind of ball game. I don’t want to start there. It’s been easier for me to do vacant land, just vacant properties on this side of town or way out somewhere. I was studying for a new mailer this morning. I was putting my budget together. I think I got it her in front of me that’s why I’m looking down. If I could fill it out, I think I would try about 30 thousand mailers and I’m looking at counties and areas where I could try to get that kind of … People made fun of me in the past because I don’t talk about doing a mailer per county or per area. It’s like this half of the state or that state.
Jill DeWit: I love it.
Luke Smith: Where are some of those people?
Jill DeWit: It’s great.
Luke Smith: 30 thousand mailers is …
Jill DeWit: That’s a lot.
Luke Smith: Oh man. You’re going to test my … I can’t do it in Excel anymore. People don’t understand that. It’s an excess data base function. It’s not Excel unless I break it into pieces. My computer chugs and spits and doesn’t go that kind of data.
Steven Butala: I’ve use Excel many times in my career and then they keep extending it.
Luke Smith: They keep extending it but it’s 30 thousand records with a 362 columns I think it is or 300 whatever columns. All the data in there it’s … I got a lot of memory.
Steven Butala: That’s the kind of stuff I love because I know it’s working.
Luke Smith: You push the button to sort something and then it’s like go make a sandwich. It’s like dial up internet. That’s a lot of data.
Steven Butala: You might need a new computer Luke.
Jill DeWit: That’s the old days, things like that.
Luke Smith: Maybe. This is a pretty fast computer but a lot of memory.
Jill DeWit: That’s cool.
Luke Smith: It just speaks to the size. I would like to do bigger. Everyone says do smaller and more accurate and I believe in that too. Just do both. Just do them all because I think this third rendition of the mailing style, not dollars per acre but not dollars per property, but dollars per that area of that property and that size, it’s like hundreds of micro mailers put together. Price that neighborhood, price that neighborhood, price this between this mountain and that mountain. Price this valley. Price along this river. Price this golf course. Price along that lake. Each one of those is a micro mailer. You just jam them all into one pricing that way.
Steven Butala: That’s awesome that you’ve taken it to that point. Every single person we talk to in our group that’s as advanced as you are has taken this program, the basics of the program and made it their own somehow. This is just your version of that and I think it’s great.
Jill DeWit: Exactly.
Steven Butala: What’s your revenue going to be this year? Ball park. Revenue.
Luke Smith: It used to be easier to see because you could just look at the merging accounts. This is all going through credit cards. I did well over a million dollars in credit card sales last year. I think I can do multiples of that through title. Credit card transactions, over a million dollars in credit card transactions of land. It’s a lot. It’s a lot of transactions.
Jill DeWit: It really is.
Luke Smith: A lot of those transactions are hundred dollar payments. Terms and stuff. It’s a lot of transactions. Like today, four deals closed through title in one day. I don’t know other members that do that regularly. How do you keep up with that much title? I usually have two dozen properties in title at any given time now coming and going. It doesn’t mean they all close but I’m trying. Dollars. I don’t know.
Jill DeWit: Can’t count that high.
Steven Butala: January 1st Jill and I set up a bank account and we’re filling it and going through it. At the end, it will show us.
Jill DeWit: We’ll share it.
Steven Butala: How much equity. We’re trying to collect equity for certain types of deals that we throw in there. We’ve got an end goal in mind. It’s multiple million dollars by the end of the year.
Luke Smith: That’s good.
Jill DeWit: It’ll be cool.
Luke Smith: I’m using partners money in most all of these deals now. It’s hard to explain net numbers and gross numbers. The difference between net and gross and being able to present it. Some people think, why don’t you know your numbers? Net verse gross.
Jill DeWit: Exactly.
Steven Butala: I’m sure you know them. You probably just don’t want to talk about it, which I completely understand.
Jill DeWit: That’s so cool. I love it. We’re really glad that you’re part of our group. Thank you so much for everything that you’ve done and contributed to everybody. I love that you’re in the advanced group and on that call. I’m going to lean on you because you volunteered to help us with that call. I haven’t played that card yet, but thank you. I will use that.
Steven Butala: [inaudible 00:30:34] vacation or whatever.
Jill DeWit: Last days of filming or editing or something.
Steven Butala: You totally helped us out just now in the last minute interview here.
Jill DeWit: Thank you. I was also going to leak it here. I thought this would be kind of fun since we’re talking to Luke. I was going to leak that. Live event thing keeps coming up. You know it’s hard to get everybody together. What we decided is we’re just going to do an annual event. It’s going to be around the same time and I’ll probably have to do a bigger room.
Luke Smith: That’s good.
Jill DeWit: Just so you know, I’m looking at doing we’re going to make an annual fall event. I’m going to have the advanced group probably at that same location and make it a closed borderline free event for just those of us on that call. Then I’ll do a separate event like two days after or something.
Steven Butala: A day later.
Jill DeWit: For everybody. I want you to stick around. I’m going to have the advanced place come for your part. Then ask you to hang out for the second part and I’ll put it in a bigger room but that’s what we’re looking at.
Luke Smith: I think that would be great.
Jill DeWit: Okay, cool.
Luke Smith: We did the last live event. Even had a couple guys come down afterwards go fishing. Took them out in the boat and stuff.
Jill DeWit: That’s awesome.
Luke Smith: Done different deals with them. Keep catching up.
Jill DeWit: Good.
Luke Smith: It’s good to just see their name go by. It’s like, I remember that guy. I had lunch with that guy. I had dinner with that guy and we were talking about this or talking about that. I remember his stories on this subject and that subject.
Jill DeWit: Good.
Luke Smith: Does a lot better networking.
Jill DeWit: It is.
Steven Butala: I’ve done it again. It’s been another 15 minutes or so listening to the Land Academy show. Join us next time for an episode called Why a Career Land Developer Picks Land Academy.
Jill DeWit: And we answer your questions posted on our online community landinvestors.com. It is free.
Steven Butala: You are not alone in your real estate ambition. Luke, thanks man.
Jill DeWit: Thank you.
Steven Butala: For everything. It’s been years now. It’s been three years?
Jill DeWit: Yeah. Going on four, right?
Luke Smith: Yeah, going on four.
Steven Butala: We’re really glad it worked for you.
Luke Smith: I didn’t get to say thanks to you guys too. Thanks for this whole business. It’s such a creative, fun business. It just fits me really well. Thank you. Thanks for sharing it. Thanks for piecing it together and teaching it and being there through the way to follow through with it as well.
Steven Butala: Awesome man.
Jill DeWit: Thank you Luke.
Steven Butala: I’m glad you are effectively cut out idiot real estate rent in your business model.
Luke Smith: Exactly. They’re easy to skip. I’m going full circle. I’m going to start hiring them again because it’s … you know. Let them go to work on it.
Jill DeWit: Exactly. Thank you Luke.
Luke Smith: Thank you guys.
Steven Butala: Wherever you’re listening.
Jill DeWit: Or wherever you’re watching please subscribe and rate us there.
Steven Butala: We are Steve and Jill.
Jill DeWit: Information and inspiration. I’m all goofed up. I’m not even talking right.
Steven Butala: See you bud. Thanks.
Luke Smith: Thanks. Bye.
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