How to Execute an Offer Campaign for Commercial Property (LA 1366)

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How to Execute an Offer Campaign for Commercial Property (LA 1366)

How to Execute an Offer Campaign for Commercial Property (LA 1366)

Transcript:

Steven J Butala:
Steve and Jill here.

Jill K DeWit:
Hello.

Steven J Butala:
Welcome to the Land Academy Show, entertaining land, investment talk. I’m Steven Jack Butala.

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

Steven J Butala:
Today, Jill and I talk about how to execute an offer campaign for commercial property. This came from a very robust and detailed request from one of our members. They asked Jill actually, and she shared it with me about, Hey, there’s a commercial real estate crisis out there right now. How can we make some money off that? How do we send offers to, let’s say, office building owners who haven’t been paying their mortgage [inaudible 00:00:38] or not? To which I will explain.

Jill K DeWit:
This is for you, Dan.

Steven J Butala:
There’s a dataset for all of this stuff. And the data just keeps getting better and better and better, and the opportunities are getting better and better. It’s funny when you’re reading the headlines, all this tragedy, my first reaction is, where there’s tragedy, there’s a lot of opportunity in real estate.

Jill K DeWit:
That’s true.

Steven J Butala:
Before we get into it, let’s take a question posted by one of our members on the landinvestors.com online community. It’s free.

Jill K DeWit:
I was going to say, I just paused to think about that. It’s probably stock market, too.

Steven J Butala:
Yeah.

Jill K DeWit:
People don’t realize you can make money on the way down and the way up. Sometimes more money on the way down than you can make on the way up.

Steven J Butala:
Yeah.

Jill K DeWit:
It’s very interesting. So yep. Okay. Larry wrote, “Good afternoon, all. What tool or tools do you use for looking at days on market? Any insights and tips for someone new to this would be greatly appreciated.”

Steven J Butala:
You know, Jill, I saw that you actually personally responded to this question on land investors.

Jill K DeWit:
I did.

Steven J Butala:
So, tell us where you get DOM.

Jill K DeWit:
I copied you.

Steven J Butala:
No. No, you didn’t.

Jill K DeWit:
From the Redfin, Redfin data center. And I think I put the link in there for him, so he can go look. And I did say spend some time in here. You could pick large MSA. You can drill down by zip code. There’s many ways you can do it. You can track it. I know that. that’s the thing too. You want to know the days on market are good in an area, but you also want to see that they’re getting better in that area. You want to see them going lower and lower and lower, not higher and higher and higher kind of thing so …

Steven J Butala:
For years and years and centuries and centuries and decades, we’ve all been working, or I have at least, under the guise of real estate speculation, which just cracked me up because about 10 years ago, let’s say 2009, 2010-ish, all this data started coming out, these websites like realtor.com and redfin.com. And then about 10 years earlier, not necessarily for the real estate industry, but for oil and gas and insurance and stuff, companies like CoreLogic started popping up, where they were aggregating all this data that was out there that was public. CoreLogic started as a way to aggregate the assessor’s tax rolls, the treasurer and assessor’s tax rules for each County. And it was real valuable for insurance companies. And eventually, it found its way to people like us, who are real estate investors. And it took the speculation out of this.
Well, because it’s been around for so long, there are many, many people. And because of channels like HGTV, speculation is still out there as, yeah, well, yeah, if you’re going to buy and sell real estate, you’re going to have to go take this big risk and take this chance. Let’s go buy this house, see if we can renovate it, see what’s behind those walls. Let’s break into the walls and find the mold and solve it. And, Oh, well I’m out of money. And that’s what happens. And so, speculation is knowing there’s no reason for speculation any longer. There’s a massive amount of data driven tools.
I like to say, there’s no dartboards in our office. We don’t throw some stuff up and see what sticks. We stopped doing that in 1975. There’s no reason you should ever make a non data decision, no matter how big or small, in real estate. And so, Larry, this is a great question. Where do you get something as simple as days on market really quickly so you can make a decision? Well, you go to Redfin. One great place is Redfin. So you just type in Redfin data in Google, and it’s a magical playground. I’ve lost full weekends, just playing around in there, trying to figure out which places to send mail, what’s the hottest market. It’s amazing the amount of data that’s free, that’s at your fingertips.
Today’s topic: How to execute an offer campaign for commercial property. This is the meat of the show. It’s exactly the way that you executed data campaign for land. It’s just a different product. So Jill and I are licensed providers for all three major data companies, RealQuest, Black night, and DataTree. You go in first with a concept of geography, like, let’s say, I’d like to look at all the properties in Maricopa County, Arizona, which is where Phoenix is. Now, I only want to look at properties that don’t have a structure on it. Bang. Now, I just want to look at properties that are zoned for, pre zoned for houses, but with no house on it. Bang. And you scrub the data down and down and down and down and down, to getting a data set where you want to export it and send everybody an offer.
Well, you can do this for office buildings. You can do it for strip malls. You can do it for any type of property that you can possibly imagine. You can do it for cemeteries, if you’re interested in buying a cemetery. I don’t know why you would be, but some people might be. People own cemeteries. It’s very, very simple in my mind. Not simple, it’s the exact same procedure as buying and selling land. And everybody in our group has access to all that data. This is the academic problem I have with the word lists forever. You need to access a database, scrub your data down and get it out in the mail. That’s the right way to do this. Going and buying a list, there’s all the bad education out there. Most of it’s more than 10 years old, about people getting lists. Do you ever notice that when someone says, Hey, where do I get a list for that? They’re just not the people that make it to the advanced group, and they’re …

Jill K DeWit:
Right. Exactly, it’s old information and they realize you don’t have to work from a list kind of thing. Now you can do it yourself. So I’m thinking about this right now, as you’re describing it. It’s amazing to me when you dig into the two tools that we provide that do the best job of this, really, I think are, RealQuest Pro and DataTree. And it’s amazing when you dig into the datasets and you’re pulling it, the categories are staggering. You got to wrestle with it a little bit, don’t you think? So, let’s just say, using your example, if it were me, I would start in DataTree on this one, because there’s buildings involved and I’ve had good luck, you tell me if I’m wrong here, [crosstalk 00:07:34] with data tree, when there’s buildings, when there’s a structure there. So, you go into the advanced search and you’re putting in your County. You probably have a criteria. I would definitely have a criteria for the size of the property. You’re not looking for hospitals. Like you were just saying, you can really strategically get in there and play with all the different categories, and all the [inaudible 00:08:02] are different. It’s basically like a land use, is what you’re using. Am I correct?

Steven J Butala:
This is what you do.

Jill K DeWit:
Okay.

Steven J Butala:
So, you can say all commercial property that’s zoned very specifically for office. You can say, I want properties that are only a certain age, built between 1980 and 2010, or whatever your criteria. You want properties that are only in these three zip codes, and properties that are in some type of mortgage default. So it’s not just the assessor database anymore. It’s like 20 or 30 APIs are going into that dataset that are allowing you to make some amazing decisions. And maybe, if you use it with other tools like NeighborScoop, you can take for office …
If you go into a metropolitan area and look and doodle down on office buildings like that, it’s not going to be a 5,000 unit data set like we’re used to. It’s going to be a 500 unit data set, or, in some cases, 50. If you use it with tools like NeighborScoop, pull the phone numbers for the people that own the building, you could easily call down a list in an afternoon and get a building under contract. And it’s getting to the point now where you can actually very easily research what bank’s lending against the property.

Jill K DeWit:
Yep.

Steven J Butala:
And maybe it’s in default, called the bank. It’s not hard to do that, either. So there’s a lot of ways. The ways to buy property in these COVID times with the data sets that we have are staggeringly positive.

Jill K DeWit:
You know what’s funny? This is going to be my takeaway from this whole thing, and I hope you get this, too. I’m even a little bit surprised. Look how much data we have, because you’re right. I can take whatever you just came up with, I had my 50 properties, whatever, throw them in the NeighborScoop, look at them. Yeah, that’s exactly what I want. In NeighborScoop, I’ve got phone numbers, I can see who the lender was, I can see how much the loan was when it originated, I can see the end date on the loan.

Steven J Butala:
All that.

Jill K DeWit:
It’s shocking what information is in there. And then, between the three companies, I can often pull some of the documents showing all the information I can work. I had one guy, it was a land deal, and I said, it looks like you have a lien on your property. And here was the mortgage broker or something, the name popped up of the guy who did the … He’s like, what the heck? I’m not kidding. I’m like, I don’t even know how I got this information, but it just shocked the heck out of me. So he was calling to go, yeah, something’s wrong in there, and take care of it. It was really funny. It’s really cool.

Steven J Butala:
Changing gears a little bit on this topic, philosophically, what happened in this world that we live in, that all this commercial property … Nobody would have guessed that this was going to happen, this pandemic thing. My question has always been, who is out there, so grossly overextending themselves as a landlord, or just with the massive amount of leverage in office buildings to think that they were going to be okay?

Jill K DeWit:
It is sad. It’s true.

Steven J Butala:
And every time you talk to somebody who had 42 office buildings in one little area, so all their risk was in one little spot, they all had the similar types of tenants. Maybe somebody owned a bunch of triple net properties that were leased to Starbucks or something like that, I’m just using that as an example, where there’s no risk diversification, geographically, or product type wise or anything else. It was all cross-collateralized, so if one or two of them go down, they all go down. Who thought that was okay? Every time these things happen, they happen to somebody that’s very experienced in real estate. And they’re shaking their head saying, wow, I got caught there.
I’m bringing this up because there’s so much stuff in the news about feeling bad for people like this. And I’m just not one of those people. I don’t understand why there’s a gross overuse of leverage. And I don’t know why someone would do that. I mean, well, Jill and I don’t have a dollar of debt, including the deals that we do. We’re doing multi-million dollar deals right now with business partners that we’ve created in a Land Academy environment where we all understand the risks. And if one or two or 10 of them do go South, it’s not going to affect us. It’s not going to even affect whether what we eat. So, I don’t understand how we got to this point where there’s just a Starbucks on every corner. I don’t think it’s necessary.

Jill K DeWit:
Yeah.

Steven J Butala:
And everybody’s shaking their head saying that I can’t believe it. I can believe. I believe it.

Jill K DeWit:
I do, too. I don’t understand the mindset too. It’s like your margins are so small, you have to have a thousand doors or whatever you want to call it to make a decent amount of money. And how scary is that?

Steven J Butala:
Yeah. And unfortunately, the industries that are getting pounded right now are retail and hospitality. I’m not picking on Target, but if you look at a company like Dayton-Hudson Target, where their margins have always been 2%, so they have this massive amount of revenue that’s publicly traded. It’s making 2%. It’s created all these jobs. And it’s so susceptible to something like a pandemic where it just shuts it down.

Jill K DeWit:
Right.

Steven J Butala:
It’s too fragile. Let’s use target or Starbucks as an example. Those locations aren’t going to work. A vast majority of them are not going to work after this. And I don’t think it’s going to go back. I don’t think that all the Target’s going to reopen. maybe 20 or 30% of them because that’s what we needed in the first place, is 20% of the Targets.

Jill K DeWit:
We didn’t need 10 in every zip code. I understand, you’re not wrong.

Steven J Butala:
And the same thing with Starbucks. So everybody’s shaking their heads saying, darn.

Jill K DeWit:
Yeah.

Steven J Butala:
It’s a result of the demand for stock market, publicly traded companies to grow like that.

Jill K DeWit:
Right.

Steven J Butala:
And so there’s just an innate issue there. Here’s my point to all this, you need to decide to decide as an investor, how much is enough, and how many deals you want to do and where you want to do them. All those target locations and Starbucks locations are going to create an amazing opportunity for somebody, if that’s what you’re into. And you have the data right in front of you to make those decisions.

Jill K DeWit:
Exactly. I was thinking, my last comment, I’m wondering what Stan’s angle on this? I know the person who wrote this question to us, looking for commercial property, right? So there’s obviously some play there. I think, you can tell me if I’m wrong, and I know you will, you have somebody there that sees an alternate use for all this property that’s coming up, because nobody in their right mind is saying, well, I’m going to buy this office building, and I’m going to make it better as an office building. That’s I’m sure not happening right now. So there’s some other really cool possible use for these properties [crosstalk 00:15:27] that people are looking at. What do you think about it?

Steven J Butala:
There’s a massive demand and it will not go away in our lifetime and probably ever, in affordable housing. This market has created the haves and the have-nots of real estate. So if you go on to Google and you start searching around, which I do every Thursday, because I do a short presentation for our group, about what’s happening in the real estate market. Everything’s great in the real estate market. The houses are being sold like nobody’s business at a higher rate in most markets than it ever has been in the history of this country. But wait, there’s a pandemic and 40% of the people aren’t paying their mortgage or their rent. [crosstalk 00:00:16:07].
It’s because they can’t afford it. Here’s why. They couldn’t afford it before. Two people can’t have a $15 an hour job in Los Angeles and buy a $500,000 or $800,000 house, which those don’t exist, by the way. And if you can find a $500,000 house, it’s in one of the worst neighborhoods in LA. So, the math just doesn’t work. It used to be, you’re supposed to spend 20% of your income on housing, now it’s 50%.

Jill K DeWit:
Is it really that high?

Steven J Butala:
Yeah.

Jill K DeWit:
I believe it.

Steven J Butala:
That’s ridiculous.

Jill K DeWit:
Yeah.

Steven J Butala:
No one can afford that. And even if you can, you’re house poor and your life is miserable. So, what do we think’s going to happen when we push this stuff to the line, where there’s 7 million Targets, when you really only need 10? That’s what’s going to happen, so yeah. People aren’t going to work in offices anymore. That’s a result of this COVID thing.

Jill K DeWit:
Yeah.

Steven J Butala:
So yeah, there’s a lot of conversion. It’d be great if you could snap your fingers and change the use of a property to basically its highest and best use, in a pure supply and demand scenario. It would solve the housing problem pretty quickly. But we’ve got municipalities that are not going to … I talked about that last week. It’s going to take years and years and years for municipalities, unfortunately, to get to respond quickly enough to change the use. What does that all spell? Huge opportunity for us. Right after World War II in Hawaii, when that war ended in the Asian … there were all these vacant buildings all over their military buildings. There were civilian buildings that converted to military use. We won the war, or the war ended, let’s just say. And people were buying properties for 6 cents on the dollar, and that’s what’s going to happen. That’s what’s happening now. So I love this topic. Get some mail out and start buying vacant properties in really good areas for 5% of what they’re worth.

Jill K DeWit:
Happy you could join us today. Five days a week, you can find us right here on the Land Academy Show.

Steven J Butala:
Tomorrow, the episode on the Land Academy Show is called simplify your acquisition process. You are not alone in your real estate ambition. That was a rant.

Jill K DeWit:
Well, you know what’s interesting. I’m like thinking this is going to be a quick topic. It’s pretty easy to get the point across. But there was a lot of great information and other things you brought into that, so thank you. I appreciate that. And thank you for tuning in. We hope you find this valuable, and we do appreciate your support. If you haven’t already, please zip on over to our YouTube channel and hit the subscribe button.

Steven J Butala:
Your comments and suggestions help us to create the type of content you’re here for, hitting the like button on your favorite episodes helps us to support our channel’s algorithm, engage your interest for future shows and topics.

Steve and Jill:
We are Steve and Jill.

Steven J Butala:
Information …

Jill K DeWit:
And inspiration …

Steven J Butala:
To buy undervalued property.

—————————————-

If you have any questions or comments, please feel free to email me directly at steven@BuWit.com.

The BuWit Family of Companies include:

https://BuWit.com

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https://countywise.com

https://deedperfect.com

https://ownersdata.com

https://houseacademy.com

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 Apple Podcasts.

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