AH-HA Moment in Every Acquisition (LA 1382)

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AH-HA Moment in Every Acquisition (LA 1382)

AH-HA Moment in Every Acquisition (LA 1382)

Transcript:

Steven Jack Butala:
Steve and Jill here.

Jill DeWitt:
Hello.

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

Jill DeWitt:
And I’m Jill Dewitt broadcasting from sunny southern California.

Steven Jack Butala:
Today Jill and I talk about that aha moment that every good acquisition should … topic, and it’s, I think … Yesterday we talked about title insurance and stuff. This is what separates people, this type of topic, or really it’s the specific topic, what separates people from being great at acquisitions and people who just are probably either brand new or just don’t have a real knack for it. So we’ll do a question and then we’ll get into the topic.

Jill DeWitt:
I was going to add real quick, the reason this is important is for sales. It’s not just thinking about, do I buy it, not buy it? You know when you look at it like, “Oh.” But this is the beginning of how you’re going to sell your property because whatever jumped out at you is going to jump out at your buyer, and I’ll tell you all about what to do with that.

Steven Jack Butala:
I also think it applies to everything in life that’s important. Every one of us … a dress. You know what? I need to have this. And it makes me have a feeling like I’ve looked at a hundred dresses before, but this one, wow. And if the shopkeeper has got that dress in the window, they’re smart. They know that it’s going to bring you into the store. It happens with cars. It happens with girls. It happens with children and real estate.

Jill DeWitt:
Here’s a problem with the dress analogy. Over 50% of the time, I’m here to tell you right now, this is true. Any woman listening will back me up on this. The dress looks better on the model than it does in life. So we won’t use the dress anymore.

Steven Jack Butala:
Okay. Okay. I have a lot to say from-

Jill DeWitt:
All right. Is it for me to read the question now?

Steven Jack Butala:
… a man’s standpoint. I have some stuff to talk about. Take a question posted by one of our members on the landinvestors.com online community. It’s free.

Jill DeWitt:
Jessica wrote, “Hi. I’ve only done a few micro mailers and I’m ready to scale up. I’m curious how people send multiple thousands of mailers to the same county. Are people who are doing this sending mail to all vacant parcels across a very wide range of lot sizes? For instance, in my last data poll, I requested all vacant land with no improvements and property sizes from five to 15 acres. This resulting record count was 876 records. This is not an overly rural area. So am I not searching for the data correctly or are other members sending to a larger variety of property sizes or something else? Thanks.” This is you, Steven.

Steven Jack Butala:
Yeah, for sure. What I want you to do, Jessica and everybody else, is go into DataTree, go into the advanced search option, choose your state, choose your county and then start clicking the button for count requests. This is much more laborious and much more difficult and painstakingly slow to do in RealQuest Pro. So DataTree’s the best place to do this. Even if you end up downloading the data from RealQuest, that’s fine, but this is an almost immediate ADD type way to see what’s going on. As far as the problem with Jessica, what’s going on, it’s not a problem. You’re learning is with no improvements. So some of these data sets the way that they’re put together by the developers, there’s a real big difference between zero and null. Null is just an empty space. Zero is the value zero. So sometimes the way that the assessors send their data to these aggregators, like DataTree, they might have a zero in there. If they’re accountants, they have zero in there. If they’re artists, they have null.

Jill DeWitt:
[crosstalk 00:04:21].

Steven Jack Butala:
Everything has to have a value. Go ahead, Jill, make fun of me.

Jill DeWitt:
This is so true. I have to add. In the history of our company, nothing makes Steven more mad than an empty column. I’m not kidding.

Steven Jack Butala:
You’re right.

Jill DeWitt:
I don’t care what you do to the guy. An empty column means you missed it. But if there’s a zero or an N/A or something in there, he knows that you are deliberately leaving it blank. A blank is not a blank in our world. So that’s so true about the null and the zeros.

Steven Jack Butala:
Blank field or a null value in a cell or in a database says to me this, “I don’t really care. I don’t care if I put it in. In fact, I may have not even looked at it. Steve, you’ll never know. I don’t really care. Don’t know what the value is. In fact, I’m feeling not confident about putting anything in there. I’m going to go have a drink.” That’s what it says to me. And it sends me to the moon. It sends me to the moon for the reason that Jessica’s dead on here. Because I bet if it’s not a very rural prop- … I know what’s going on here. This happens to me every single time I do a mailer. How that data got input by the assessor or the aggregator, how they brought the data in, could be all kinds of stuff.
It could be a non numeral field type. It could be a text type. That’ll make it null right there. So these problems are all really solvable. It’s just, in my opinion, it’s laziness on the aggregator’s part, on the developers’ part and potentially the assessor’s part. Although every assessor that I’ve ever talked to understands this problem. It’s not the assessor. I’m telling you right now, it’s not the assessor. Those people really, in general manage the data very, very well. So my point is this, go into DataTree and start horsing around. Put zeros in there, take zeros out, put zeros in different improvement values. There’s land value, improvement values, land value percentages, improvement percentages. You have to sit there for hours, Jessica and everybody else, hours. Get a cup of coffee or a sandwich or whatever it is, and you will get to the bottom of knowing exactly how many five to 15 acre properties that have no improvements on it between the three data sets that we are licensed providers. That’s why we don’t just have DataTree. You should pit them against each other.

Jill DeWitt:
I would say too, is in the end, and you had a lot there. I don’t know if you’ve covered this. I want to make sure. But I want you to send at least 1500.

Steven Jack Butala:
Yeah, yeah. Oh, yeah.

Jill DeWitt:
So the point here too is Steven’s saying, make sure you’re looking at the right thing. And it’s very easy. Most of us on the planet have more than one monitor nowadays. So, have DataTree over here and RealQuest Pro over here and compare. It shouldn’t be too far off, number one. If it is too far off, you did something wrong somewhere. You pushed something. Something is not picking up. And then the second thing is maybe make it five to 20 acres, maybe it’s five to 22 acres, whatever it is. And you should have a list that you’re keeping track of every county, the sizes that you pull, how you priced it, and when you sent the mail out, so you can be smart about your mailers and not accidentally re-hit an area or a size again also.

Steven Jack Butala:
If you’re new or thinking about trying this or doing this career, please hear this. This is the nucleus of our success as land people. It starts with that. If you’re a writer, it starts with that blank sheet of paper or that cursor blinking in Microsoft Word before you create a masterpiece. This is that blank slate. This is the time where … This is a great question, Jessica. I’m glad you brought it up. You need to get to the bottom of this and feel comfortable and confident with getting a mailer in the mail. And it’s not your fault, but most people, because of HGTV and the way their parents did real estate deals, which is no longer how we do them now at all, focus on the actual piece of real estate. The data part of this is where it starts.
And if you don’t do this right in the beginning and really check yourself and maybe ask somebody else or asked your kids to do this, say, “I want to buy five to 15 acres. Can you log into DataTree? Here’s my account information. Check this out, do this, do this, do this. Do you come up with this number?” And see what they say. If you’re lucky enough to have somebody in your life like I do with Jill, she’s going to … When that mailer gets out, I’m done. She handles the rest because that’s the part she likes. Or maybe you have a data person that’s a weirdo like I am. You have to get to the bottom of it or you can’t sleep. How’s that, Jill?

Jill DeWitt:
Perfect.

Steven Jack Butala:
Today’s topic, that aha moment in every good acquisition and why it’s so important. This is why you’re listening. Jill, give us a definition of aha moment please.

Jill DeWitt:
This came up the other day when I was coaching our sales staff, and I was also talking to an accountability group. You know when a call comes in or a signed purchase agreement, something comes back from your mailer and you first … This is how we all are. First thing we all want to do is get eyes on the property. So what do we do? We sit down, you pop in state, county, APN, NeighborScoop, hit the button. And you’re like, “Oh, this is it.” Oh, you’re just so excited. It’s getting ready to open the present and boom, there’s your map. That’s your aha moment. There, if it’s a good property, it’s going to be aha good or it could be aha or oh no. This is really too what’s going on. You know right then and there, oh my gosh. It’s waterfront. Oh my gosh, look at that road access. Oh my gosh, look how big it is. Oh my gosh, look at the houses around it. Oh my gosh.,I think there’s something on it. Now it’s even more valuable.
There’s something like that. That’s your aha moment. And what it is is the moment that you know, “I’ve got to buy this.” And the fact that you’re saying that to yourself is when you go to sell the property, you need to convey in your posting, that’s going to make your buyer say, “I’ve got to buy this.” I was telling a group of people, and including my staff, “You’ve got to write this stuff down.” And that should be your just … point of how we sell properties so fast online, aside from how great it’s priced, is how great we present it. And you’ve got to get these people drawn in at that first moment. So you’ve got to have that photo. You’ve got to have a wonderful, beautiful lead photo with blue sky. We talk about this a lot in other shows and we talk about this all through Land Academy about conveying the property, but you need to put this aha moment right there in your title of your posting.
So an example would be, “Dreamy, waterfront property, two acres, six miles from X, Nashville,” something like that. I don’t know about you, but right there, you’ve got my attention.

Steven Jack Butala:
Me too.

Jill DeWitt:
And now I’m seeing a beautiful photo of it. I’m in. Now I’m looking at your posting looking for a problem. And then I’m questioning myself. This is if you do everything right, and I’m the buyer. Now you go down to the post and you’re like, “Wow, I don’t see a problem. Oh my gosh, I better buy this before somebody else does because it’s priced so well.” That’s it.

Steven Jack Butala:
Jill and I are buying a property in the Phoenix area that backs up to a popular hiking trail. And for the right person, maybe somebody who’s a really avid exercise person that loves hiking and maybe there are people that hike these mountains here in central, but right in Phoenix. There’s like 10 of them. Right in Phoenix, they do this daily. Sometimes they do it multiple times a day. And a lot of them have a lot of time on their hands because they’re rich and they’re done. So this property backs up to one of the most popular hiking trails in Arizona. And I mean backs up to. I mean, it’s adjacent. There’s a gate with a lock on the back of the lot where you can open it where you have the key and go hiking up that entire mountain up and down and then go back to your house and jump in the pool.
But did the real estate agent or the person that was involved in this deal at all even know about that? They didn’t even talk about it. They didn’t put it in the title of the posting and on and on and on. And you don’t almost ever buy anything out of your MLS, but Jill got us like several hundred thousand dollars off because she negotiated the deal. And Jill and I are both looking at each other, going, “This agent’s just missed the mark.” I mean, all she had to do is say, “Hiker’s dream.” That’s all it had to say and it would have been under contract that day for full price, which is how we’re going to sell it.
So, Jill’s point is the aha moments happen during the acquisition. That was ours among, other things that this property has, as a rehab, resell candidate. I mean, Jill already said, “Oh, I know exactly how I’m going to sell this,” in the first five seconds of looking at the property and flipping through the pictures. And this agent, the way it was described and the way that it was shot, that’s why we got it for such a great deal. Unfortunately the seller picked a terrible agent.

Jill DeWitt:
I feel bad for them. I was going to say, your aha moment telling you you’re going to buy it, the opposite is true also. And you need to think about this when you’re making these acquisition decisions, because there’s times that you pull up a property and instead of aha, you’re, “Oh, no.” You’re seeing problems. This comes up a lot on Thursday afternoons. We have our weekly member call with all our members. And we have a time that we do deal review with people and it’s called, “Would you do this deal?” They can submit it. And we look at it together and talk about it. It seems like every week I’m reminding everyone, I don’t love it, but maybe you do. If you’re going down this path, you need to be ready for it. You need to think about all these questions and concerns that I have right now. Your buyers are going to have those too.
So, like I said, for me, if there’s enough of them, I’m not buying the property. If I see it, like, “Shoot, it’s not as big as I thought it was. Wow, the road’s not as great. Oh, now we only need … Now it needs this. It needs that. The slope might be drastic, and I don’t want to” … You’re going to have to explain it and/or undue trends, undue sales. You don’t want to do that. So I just want to make sure there’s an aha and there’s an oh, no. And then there’s probably a gray area in the middle, but usually it’s more ahas. You should only be buying those.

Steven Jack Butala:
I’ve got a couple of final points to make. We’ve all gotten in the back of an Uber or a Lyft car and gotten back out because just it could be because of the driver.

Jill DeWitt:
Smell.

Steven Jack Butala:
It could be a smell. This is one of the things in real estate that I actually think women are more set up to accurately do this than men are. So with that Uber … I just bought a 1974 Volkswagen bus. I’ve had a million cars in my life, a million, and I think I paid $8,000 for this car, which I think is probably roughly half of what it’s worth. And every single time I get into that car, I have a smile on my face. It’s got, I think 68 horsepower. It’s the slowest thing there ever was. And I drive down the street and it just makes everybody smile. Little kids point. That whole experience for me is an aha moment, and I don’t anticipate it going away anytime soon.
If you’re a regular car person or not a car person, you’re going to look at that and say, “What a tin can piece of junk,” because that’s honestly what it is. It’s a tin can piece of junk, but it just makes me happy. So Jill and I are buying, we’re doing a deal … My second point is this. I have that moment. It works for me. If it was a real estate deal, I would have done the same thing. I would have bought it. And if I was going to resell it, I would convey that sentiment to other Volkswagen people.
My final point is this, Jill and I are doing a deal in central Arizona right now. It’s nine units. And when that deal came in, Jill, it came in, it went into the air table. And then there was notes in there. I got tagged on it, because usually I don’t get involved in this, that said, “Hey, the seller got your offer prices. He wants to talk about it with you, Jill, tomorrow. He said, ‘I’m not going to be crazy with renegotiating these prices.'” She had the conversation with the guy, the seller the next day. And then that’s when it got to me. And she said, “Can you take a look at these and see if I’m missing something?” And I fell out of my chair with aha moment. And it’s one of the best deals that we will do, certainly one of the best deals we’ll do in 2020. The properties are four to five to eight times what we’re, in some cases, eight times for what we’re going to sell, what we’re buying. I can’t even … You just know when it happens Jill, you know?

Jill DeWitt:
And if you’re new, you’ll get it. If you’re new, you will probably have some that will hit you right away, and then the rest you’ll develop over time as you get to know an area and you have a lot of buyers. You’ll have different aha moments, because you’ll know. You’ll be saying, “I’ve been in this county for a while. I know what these people want. The last 10 that I had like this flew off the shelf.” So, you’ll have developed an aha moment based on your buyers, and the recent buyers.

Steven Jack Butala:
What do you say to somebody, Jill, brand new, who is concerned about the fact that they may not have this talent?

Jill DeWitt:
Then pick the ones that you do get it. We all know how to look at a property and say it either has pretty trees or it doesn’t. That’s easy. It’s either by the water or it’s not. It’s either on the road or it’s not. Those are some very easy things that are aha worthy.

Steven Jack Butala:
I’ll answer my own question, maybe a different way. There are some people, a certain number of people, that will never get this. To them I say, “You better just buy and sell on price.”

Jill DeWitt:
That could be your aha moment. That’s okay too, by the way. Let’s end on that. If you’re really new and you’re struggling with, is it too many trees? Is it not enough trees? Is it good slope, bad slope? Is it good access, bad access? Whatever it is, then maybe your aha is nothing but numbers. You look it up and it goes through the things, you’re like, “I think it’s good,” because that’s probably happening. And then you go and do a little digging, going, “All right, did I price it right?” Now you’re in Zillow or wherever you’re looking around, looking at things that are for sale in that area, in that zip, in that same size, that might be like, “What just happened? Every other land deal in this zip code in the last six months sold for $3,000 an acre and I’m buying for $500 an acre,” sounds like an aha to me.

Steven Jack Butala:
Yep.

Jill DeWitt:
You like that?

Steven Jack Butala:
Once in a while, you hit a home run too, like this hiking property that I mentioned. It’s got built in equity. It’s got like five things that I … That’s how you know. We’re just like, “Wow, this is going to be a home run when we’re” …

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

Steven Jack Butala:
Tomorrow, the episode of the Land Academy Show is called Selling Land Fast and Efficiently. You are not alone in your real estate ambition.

Jill DeWitt:
Super cool. That’s fun to talk about. Yeah. Go ahead.

Steven Jack Butala:
No, I just think these kinds of topics are what separate really successful people with stuff. Earlier we were talking about, you have an aha moment in everything in life that really works. I remember getting jobs, good paying jobs, just that first feeling of just, “Oh my gosh, this is the greatest thing ever.” Or dating when you’re young and all of that. There’s an aha moment for, you know. I’ll tell you, I had an aha moment that changed my life when I learned about the data set that RealQuest provides, or started providing in the late ’90s, to insurance companies. I was trying to find a data aggregator for all the assessors in the country. And back then it was like just half of them because they didn’t have contracts. Only the electronic versions. Now it’s 98%.
And I called it and said, “Yeah, I know, you guys, this is for insurance companies, but I could really use this data because I buy and sell a lot of land.” And they’re like, “You’re a silly little person, and that’s fine. And it’s going to cost X.” And I said, “Great, bring it.” There was no such thing as Land Academy. I sent that first mailer out and it was like, “Aha.” I hit it. I don’t think any of these people ever got letters in their lives and their, couldn’t sign them and send them back fast enough. And I said, “All right, great. This is what I’m going to do with the rest of my life.” Here we are in 2020.

Jill DeWitt:
I had an aha moment when I met you.

Steven Jack Butala:
Oh, that’s really nice.

Jill DeWitt:
Thank you for tuning in. We hope you find our content valuable and we appreciate your support. If you haven’t already, please check out our YouTube channel and hit the subscribe button.

Steven Jack 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 to support our channel’s algorithm and engage your interest in future shows.

Jill DeWitt:
We are Steve and Jill.

Steven Jack Butala:
Information.

Jill DeWitt:
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.

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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
Apply Now

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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