Undoing Old Real Estate Habits (LA 1374)

Undoing Old Real Estate Habits (LA 1374)

Transcript:

Steven Jack Butala:
Steve and Jill here.

Jill DeWit:
Hello.

Steven Jack 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 Jack Butala:
Today, Jill and I talk about undoing old real estate habits. Yesterday, Jill and I were lucky enough to be the guests on somebody else’s show, where they primarily flip houses, and not to our surprise, but maybe to you as a listener your surprise, we were explaining to seasoned real estate professionals why sending out mail is the best way to create deal flow for yourself, and to create the best opportunity to find the cheapest property on the buy side, whether you’re going to renovate it or not. There were a lot of jaws just on the desk, on the other side of the camera where people were just saying… These are people that are older than me.

Jill DeWit:
It was cool. It was flipping America. I don’t know if you guys know I’m Roger Blankenship, I think it is. We had a really great conversation.

Steven Jack Butala:
Yeah.

Jill DeWit:
Before and after, and then I got a really nice followup email from him.

Steven Jack Butala:
Oh, you did?

Jill DeWit:
Yeah. It’s going to tie into this. Got a nice email, after the show going, “Wow, oh my goodness.” Literally saying, “I just learned some stuff.” I’d love to talk about it more when we get into the show, because this is what happens.

Steven Jack Butala:
Good.

Jill DeWit:
We’re undoing old real estate habits, and there’s just another professional that said, “Oh my gosh, there’s a little bit better way I could be doing this part of my business.”

Steven Jack Butala:
Yeah. It made me personally question who our customer is, Land Academy, but we’ll talk about that in a second, too.

Jill DeWit:
Okay.

Steven Jack Butala:
I thought I knew, but like everything, I didn’t really know. 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 DeWit:
Matthew wrote, “My name is Matt. I’m 24 years old, and I’m just finishing graduate school. I have some money saved up and I’m looking to start my land business before jumping into a full-time career. I have always dreamed of being an entrepreneur, and I’m particularly interested in real estate. Combine the two, and now I have a land business. Cheers, and good luck to all.” That’s super cool.

Steven Jack Butala:
On land investors, when people join our group, we ask them to just-

Jill DeWit:
Introduce.

Steven Jack Butala:
Yeah, and that’s what this is.

Jill DeWit:
Say hi, introduce yourself.

Steven Jack Butala:
What this question or this comment caused me to think about, personally, and if you don’t know already, Jill runs all the real estate part of all of these companies, and I handle the education part of it, and the lines of business, like NeighborScoop and O2O, and things like that. Jill gets to do all the fun stuff.

Jill DeWit:
Oh, right.

Steven Jack Butala:
I get to do the administrative stuff.

Jill DeWit:
Thanks. Last time I checked, you picked. You picked what you want to work on.

Steven Jack Butala:
This is causing me, lately, especially with the show we did yesterday… We’re talking seasoned real estate professionals. It’s caused me to question who our customer is, and I’ve decided I’d love to hear your opinion on this, Jill, because it ties right into Matt’s thing here. Who’s our customer? Who’s the Land Academy customer? And I think there’s two.

Jill DeWit:
Oh, I think there’s many.

Steven Jack Butala:
Oh, really?

Jill DeWit:
Oh gosh, yes.

Steven Jack Butala:
You can’t profile it?

Jill DeWit:
Nope. Just like our buyers, I stopped trying to assume I know what people want. The first time I assumed that no one’s going to want this property way out here, you got to take a four wheel drive to it, I sold it so fast. I’m not trying to disagree with you, but I just think-

Steven Jack Butala:
If we had the same opinion, it’d be boring.

Jill DeWit:
Right, because if I think I know, I’m proven wrong. Look at, we joke about people that are in our group that Excel scared the crap out of them. I don’t know if I can say that word, sorry.

Steven Jack Butala:
You can say crap.

Jill DeWit:
Okay, cool. And they learned Excel. They had every other piece, but Excel, and our guts would say, “Oh, this is not going to work.” But so what, they overcame that obstacle. I don’t really necessarily think we have a… If I had to say we had a type, is this the question?

Steven Jack Butala:
You can answer it however you want. I think there’s basically two groups that people fall into.

Jill DeWit:
Okay.

Steven Jack Butala:
Two profile groups. One is Matt here, he’s new and he’s young and he’s smart, obviously, he’s finishing graduate school. He’s got to be a little bit of money saved up and he needs to start from step one. The name of the topic here today is, undoing old real estate habits, so for a guy like Matt or Matthew, undoing some of those old habits is not a real challenge at all, because he doesn’t have any.

Jill DeWit:
Because there aren’t any. Exactly.

Steven Jack Butala:
The group that we talked to yesterday or that interviewed us were much, much older, older than me, if that’s possible, and had a lot of preconceived notions and developed skills and successful stories about buying and selling real estate. When we said sending out direct mail offers really is the way to go, and here’s why, as you can imagine, their first reaction is, which is the second group by the way, the second type of person, their initial reaction was okay, who are you guys and come on. And so we started to get into the numbers. It was in a Zoom format, so there are a lot of people on the… It was a webinar. It was live.

Jill DeWit:
Mm-hmm (affirmative).

Steven Jack Butala:
And there are a lot of people… I love live stuff.

Jill DeWit:
Me too.

Steven Jack Butala:
Because you can get people’s immediate opinion about what everyone’s saying. It was just real interesting to see their reactions, and then eventually see over the hour, see their reactions warm up or change to how we do it.

Jill DeWit:
Based on their questions.

Steven Jack Butala:
Yeah.

Jill DeWit:
Their questions changed like, “Oh, okay, how does this work? How does that work? What are those numbers again?” And you can tell they’re writing things down.

Steven Jack Butala:
Oh yeah?

Jill DeWit:
Totally.

Steven Jack Butala:
I was looking into the camera.

Jill DeWit:
Yeah. And then even the host was putting things in the chat, it’s like, “Okay, don’t worry, everybody, I’m taking notes.” That’s what he was doing. It was really cool. Awesome. Welcome, Matt, we’re glad you’re here.

Steven Jack Butala:
Yeah. Today’s topic undoing old real estate habits. This is the meat of the show.

Jill DeWit:
I was going to add… What I was starting to say who I think our people are, and the common theme is, obviously you have to understand and connect and get what we’re doing. You got to get past that first. When we’re out and we talk to people and we meet them, and they’re like, “What do you guys do?” And I start to explain it, there’s two groups. One, their eyes gloss over right away, and two goes, “Oh, wait a minute. You mean this works with that kind of a product.” I’m like, “Yeah, totally.” That’s the first division, and then tying into this, what I was going to say is, our people-

Steven Jack Butala:
I’m going to take notes.

Jill DeWit:
Okay.

Steven Jack Butala:
I’m serious.

Jill DeWit:
Okay. Our people are the people that can grasp the concept, even if they have no understanding really what’s going on, but they grasp the buy here and sell for more. We can all say that, but when you see that there’s a way to buy cheaper and it’s worth something more today, and you can explain how that works and they get it, that’s the hurdle, that’s it. Our people are the people that A, understand that whole concept, and B, are the people like us that will die trying. I gave you a speech yesterday, I said, “We need to stop this.” What I was trying to tell Steven is, we have to accept the fact that he and I, and really our advanced group, and there’s a lot more people that are rising up too, so don’t worry just because I’m not including you right now doesn’t mean I’m not including you forever.

Steven Jack Butala:
If you’re advanced-

Jill DeWit:
You’re just not on my radar yet, but we are the 1%, and I used to say five, and now I think it’s one, there’s really a 1% of this planet that will die trying whatever it is. I think of the guy that we did the podcast with a couple of weeks ago where he talked about, he figured out, I could get a free couch, free, pick it off somebody’s sidewalk, because they’re moving today and it’s got to get out of there kind of thing.

Steven Jack Butala:
I love that interview. I think about it all the time.

Jill DeWit:
I know.

Steven Jack Butala:
I think his name was Johnny [Newsome 00:08:43].

Jill DeWit:
Yeah. Pick up a free couch and take some pictures, put it on Craigslist for 100 bucks and make some money.

Steven Jack Butala:
I love that story. Johnny Newsome.

Jill DeWit:
Ding-ding. That’s kind of a version of what we’re doing, so he had to go through that to understand what we do. And then he’s like, this all makes sense. No kidding. I did it with couches. I can do it with this, and so much better when I get something for a thousand, and I sell it for 10, woohoo, it’s way better than zero to a hundred dollars like a couch, and there’s no inventory. That’s how I was explaining our people. I was thinking about this topic, undoing real estate habits. My favorite people are the ones that, we’re past the first part, we’re past understanding what to do with real estate, but they’re missing something, like they’re flipping, they’re having to improve it, they think they have to subdivide. They have to spend six months or a year on something to really provide value to sell for more, and it’s so interesting. I love working with those pros, but it’s very hard sometimes to undo these old habits.

Steven Jack Butala:
Yeah.

Jill DeWit:
But when you do, and I’m talking to a pro, I’m tying this all in and I’m going to let you talk.

Steven Jack Butala:
No.

Jill DeWit:
I’m sorry, I’m finishing my thought here.

Steven Jack Butala:
I think it’s great, Jill.

Jill DeWit:
Okay. It reminds me of talking to Roger yesterday, and I watched Roger, he’s our age. I watched the light bulb moment.

Steven Jack Butala:
Yeah.

Jill DeWit:
And it makes me so happy and so excited because I can help him. Am I going to change anything about what I’m doing? No. Am I hurting myself or sharing my secrets anyway? No. We were able to give them a little information, and I watched the light bulb moment, and it’s going to change his world. I know it. He immediately, I barely got from this studio to the second floor, to my office and my desk, I sat down, there was an email from him, thanking us. It was so nice, because he thinks it’s for two things. One was, he had fun talking to us. We all connected. He has a religious background. It’s very interesting. If you look him up, you’ll find out he was a minister, a preacher of some sort. I think that someone in that position, you got to really be learned to read people-

Steven Jack Butala:
And have an open mind.

Jill DeWit:
And figure out who are good people, who are not good people, because people take advantage of you, and he immediately said, “I love your energy, and I love you guys. I totally get you’re real people, and you really are here to help.” And that made me feel so good. I’m like, thank you, Roger. I haven’t replied yet. I need to reply, been thinking about it all day. Two things he connected on, and number two was, I want to be in your world. I think I need to learn more from you guys, because it’s going to up his business and up his game. We got through and we can help him, and I’m sure it’s just an old habit. He’s got some old habits of how he’s reaching people, and we can help with that.

Steven Jack Butala:
Jill and I are constantly going through some version of self-improvement.

Jill DeWit:
Every day.

Steven Jack Butala:
I’m part of a group. I don’t even know if you know this, Jill, but I’m part of another person’s education group for commercial real estate. It’s a completely different product type, and how they deliver, it’s very different. And so, my mind’s again, very open on learning things, and what I’m learning from these guys, aside from an amazing, specific product type knowledge, which I don’t have, I’m learning, is that they’re huge direct mail guys.

Jill DeWit:
Oh yes. I think I know who you’re talking about. I didn’t know how involved you were, this is really cool.

Steven Jack Butala:
Yeah. I go to all their stuff.

Jill DeWit:
Cool.

Steven Jack Butala:
And they split it up. There’s two guys, like us, there’s two people, and they split the responsibilities up. One is like a manager, a hands-on with the actual asset type and dealing with the challenges that are there, and the tenants and stuff. And the other guy’s like me, who I really identify with, and he’s more of the writer in the group and the born teacher. And they say the same thing. They created the group to create business partners, and then they have the partners on there, the deals that they’re doing with them. But the direct mail thing came up yesterday, when I was involved in their group, and this is what they said, “1%, where on the planet when you achieve 1%, you won.”
If you send out a thousand letters and you get a 1% response, that’s usually for us a lot less than 1%, every once in a while, somebody really criticizes us on this, a brand new person that, what do you mean? You send out a thousand letters and you do a deal. How is that winning? You do the math on that, you’re knocking it out of the park. With these commercial real estate asset types, if you get one of those, geez, it’s hundreds and hundreds of thousands of dollars, in some cases millions of dollars of equity. I think that it’s very hard, very specifically with this one topic, you either get direct mail and the data behind it, or you don’t, and that’s really what this is all about.

Jill DeWit:
Exactly.

Steven Jack Butala:
I have a buddy, who’s a medical doctor, who introduced me to some younger kids socially, some guys that are in their twenties. He’s like, “You got to meet these guys because they’re really ambitious.” There are three of them. One of them ended up being an intern, because he’s a data guy for Fox Sports, and he hates it. He hates the politics. He was an intern in school. They loved him, because he’s just crazy bright. He’s a total natural data person. I was telling him, over drinks, exactly what we do. This is two weeks ago, now he’s an intern here. I’m actually learning from him. He’s saying, “You could look at data this way.” I think he’s 24 years old. Old habits, I have old habits, and I’m constantly conscious of not letting those… I don’t ever want to be the guy who’s like, “Nah, we’ve been doing it for 20 years this way, this is how we’re going to do it.”

Jill DeWit:
I have a brag moment. What you just talked about was so flipping funny. I’m a sponge. I really am. I want to learn. I want to learn new things. I was talking to some of our staff yesterday, and I’m like, “You guys, we’re missing this whole new wave of stuff.” They’re like, “What are you talking about?” And the people I was talking to happened to be 21 and 25, and I enlightened them on a new social media.

Steven Jack Butala:
What?

Jill DeWit:
They go, “What are you…?” They didn’t heard of Parler. They’re like, “What’s Parler.” I’m like, “Oh my gosh.”

Steven Jack Butala:
That’s hilarious.

Jill DeWit:
And so, good, we’re going to be the first ones on… We need to be selling property on Parler today, right now. They’re like, “We didn’t even heard of Parler.”

Steven Jack Butala:
How did you learn about it?

Jill DeWit:
Because I’m a sponge. I’m just all over picking up on all kinds of things. There’s a couple of new little things, but Parler is the one that’s getting the loudest attention. And I’ll tell you, Facebook, a lot of people are getting mad at Facebook. They’re like, we’re going to Parler. They’re not going to do Facebook. And I’m like, okay. On here, tip, tip, Land Academy people, you know who you are. The kids, how funny is this, pulled up Parler, and they went, “This is a place for people like preppers.” And I’m like, “Ah, hello.” And they’re like, “That’s a lot of the people who buy property from us.” And I said, “Ding, ding.” They’re like, “Okay, we’re on it.” I’m like, “Thank you.” Anyway, it ties into the undoing old habits, even myself, I’m not going to die going, “I’m a Twitter fan.”

Steven Jack Butala:
No.

Jill DeWit:
“I’m a MySpace person.”

Steven Jack Butala:
We all know people like that.

Jill DeWit:
“Facebook is going to be the end all be all.” No, you got to be open to every new thing, and again, I’m just bragging, because I one upped them.

Steven Jack Butala:
I’m trying to think if I’ve ever taught anybody anything recently.

Jill DeWit:
Oh my gosh.

Steven Jack Butala:
I don’t think so.

Jill DeWit:
Yes you do, every day. Knock it off.

Steven Jack Butala:
It’s not about that though.

Jill DeWit:
Of course, you do. Happy you could join us today. Five days a week, you can find this right here on The Land Academy Show.

Steven Jack Butala:
Tomorrow the episode on The Land Academy Show is called, the real definition of deal flow. You are not alone in your real estate ambition.

Jill DeWit:
Had you heard of Parler?

Steven Jack Butala:
No.

Jill DeWit:
Okay.

Steven Jack Butala:
No, but that’s not my job. I wouldn’t expect you to know about two old guys that talk about commercial real estate either. It’s just not… That’s why I think-

Jill DeWit:
No, I’m just curious. I was only asking because if it tripped your radar anywhere in social media or anything that you’re-

Steven Jack Butala:
No, the challenge with new social media sites is, there’s probably 20 new ones, which ones got any traction.

Jill DeWit:
Right.

Steven Jack Butala:
You’ve got to find it where it’s like, okay, it’s got traction.

Jill DeWit:
Right. It’s pretty interesting. It’s like a Twitter kind of-

Steven Jack Butala:
It’s a fast-

Jill DeWit:
Kind of a Twitter thing.

Steven Jack Butala:
Is it text-based?

Jill DeWit:
I haven’t got that far into it. I know of it. I don’t have a Parler account yet, but I will, give me a minute.

Steven Jack Butala:
Let the staff do it.

Jill DeWit:
Yeah, so super cool. Thank you for tuning in. We hope you find our content valuable, and we really do appreciate your support. If you haven’t already, please get on over to our YouTube channel where you can watch this video, by the way, and hit the subscribe button.

Steven Jack Butala:
And your comments and suggestions help us to create the type of content you’re here for. Hitting the like button helps to support our channel’s algorithm and gauge your interest for future shows. We are Steve and Jill.

Jill DeWit:
We are Steve and Jill.

Steven Jack Butala:
Information.

Jill DeWit:
And inspiration.

Steven Jack 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

https://offers2owners.com

https://landinvestors.com

https://landacademy.com

https://landpin.com

https://parcelfact.com

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.