Your Income Directly Correlates to the Amount of Mailers You Send (LA 1454)

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Your Income Directly Correlates to the Amount of Mailers You Send (LA 1454)

Your Income Directly Correlates to the Amount of Mailers You Send (LA 1454)

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 Southern Scottsdale. I have to figure this out. I feel so bad. I’m so sorry. I need to have a good [crosstalk 00:00:17]

Steven Butala:
It’s not your fault if we change the script.

Jill DeWit:
Well, you know what, I’m not sure that sits well with me. It’s not like it’s not sunny and it’s not like we’re in Southern Scottsdale, but it’s like, I need something a little catchier. So we got to work on that.

Steven Butala:
Today, Jill and I talk about your income is directly correlated with the amount of mailers you send. I got this topic from Discord. If you’re in our group, you know all about Discord. We recently maybe a couple months ago set up, our staff set up a Discord account so we can in real time communicate with each other and ask questions. And somebody was talking about how much mailers they sent and it was a very small number. It was like 200 mailers a week.

Jill DeWit:
How are you going to make money off that?

Steven Butala:
I can tell you exactly where-

Jill DeWit:
How that’s going to go.

Steven Butala:
Well, that person came from the land gig because that’s he teaches that. He teaches, you and your family sit around the kitchen table at night and do about-

Jill DeWit:
Lick stamps.

Steven Butala:
20 letters every day. And that may work eventually. But why wouldn’t you just send out 5,000 letters?

Jill DeWit:
I know. All I can think of is the, well, we’ll talk about it, the yield and you’re scrambling for a deal.

Steven Butala:
Plus the COVID might be on those stamps.

Jill DeWit:
There is that, too.

Steven Butala:
And what your kids licking that stuff. 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. And by the way, if you’re a Land Academy member, you can also find us on Discord.

Jill DeWit:
Sounds like we get money from Discord, but we don’t.

Steven Butala:
I love Discord. That’s why I keep plugging it.

Jill DeWit:
I know.

Steven Butala:
We have no financial affiliation, but I just, I love the, ” Hey Jack, would you do this deal?” And it’s like, bang, bang, bang. It’s very quick. I just reviewed somebody in our group who’s brand new. They did the Craigslist thing and the ebook. And they came up with 80 acres in downtown Sacramento and I priced it at about 10 million for each property. And which was a perfect pricing because I then, about 20 minutes later, found out it was listed on LoopNet commercial property. It’s being used as agriculture, but it’s a subdivision waiting to happen. And that they’re listed for 22 million each. So I was right. At 10 million, we would’ve would’ve done okay.

Jill DeWit:
So what happened?

Steven Butala:
Well, it was already listed for 20 million.

Jill DeWit:
Oh, they can’t still… They don’t have an agreement.

Steven Butala:
This person and she did the right thing. She’s just brand spanking new. She’s doing the Craigslist thing. She just like, I tell everybody go on Craigslist, type this in.

Jill DeWit:
Oh, so someone said I want to sell.

Steven Butala:
The owner did.

Jill DeWit:
And she said, “I’ll offer you 10.” And they’re like, ha ha.

Steven Butala:
He said I can live with 16. And so she reached out to me on Discord and said, “I don’t usually reach out to you, but I’m brand new at this. And this is a $16 million deal. And you might want to look at it.”

Jill DeWit:
You know, well, here’s the reality is you can buy it for 16. Then you sell it for 17. You made a million. It really does make sense but-

Steven Butala:
Well, here’s the, I’m just down on California’s real estate market right now. But that’s the truth. But and here’s how it ended. I said, “We just do not ever, without exception, buy property that’s already been listed.”

Jill DeWit:
Yeah. I don’t want to play with that. I agree with you.

Steven Butala:
Your reaction is the same reaction I had. It’s like, darn.

Jill DeWit:
Darn. somebody got there first.

Steven Butala:
Exactly.

Jill DeWit:
It’s like the guy I just talked to. We’re off topic.

Steven Butala:
Yeah. Completely. But at 10 million out, we would’ve gotten involved.

Jill DeWit:
Yeah. So I get it. All right. John wrote, “Can I market a property under contract with the owner’s permission, or for that matter without, and by that, I mean also listing it with an agent? I’m relatively new on this forum. Not familiar with the etiquette yet. And I would not like to overuse the generosity of the members,” that’s so sweet, “by submitting my questions, but would certainly appreciate the answer.”

Jill DeWit:
Okay. Let me back up. The main thing is owner’s permission. Man, if you can get it in writing, the owner says it’s to be the same thing as if you were doing an option, where you’re like, “Hey, I’m going to go out and try to market this and sell it. I just need to have it in writing that it’s okay. And you have a, it’s for 90 days. And this would be the purchase price.” Something like that. That’s cool. So totally there’s no, you could kind of look at it like that. So if you’ve got it in writing, the owner says, “Go for it, start marketing it while you’re buying it.” I’m totally cool with that.

Steven Butala:
Can’t list it with an agent though. That listing agreements a binding contract and it needs to be with the person that owns the property, [crosstalk 00:04:55] not just a person who has an equitable interest.

Jill DeWit:
Because you know what it would be. I know people that do crazy things like this, and it’s not correct. And you don’t want to be that guy because basically the agent is representing the seller and [inaudible 00:05:08] is like the agent representing the person representing the seller. You don’t want to get caught in the middle there because someone’s going to go, “Hi, where’s your license?” You were like, “Oh, I don’t have one.”

Steven Butala:
What you’re describing in a roundabout way is a classic option agreement.

Jill DeWit:
That’s what I was mentioning. Yeah. So if you have an option and don’t do the agent part, you’re good.

Steven Butala:
Today’s topic, “Your income directly correlates to the amount of mailers you send.” This is the meat of the show. I would not have structured that sentence that way, but I’m taking this as a direct quote from Discord. I can’t… Like the title speaks for itself. If you want to send out 200 mailers a month, you’re going to fail at this. I mean, eventually you’re going to buy a property, but why?

Jill DeWit:
How about a week?

Steven Butala:
Nope.

Jill DeWit:
A day?

Steven Butala:
200 a day.

Jill DeWit:
You stand a good chance.

Steven Butala:
Why would you do that?

Jill DeWit:
Right?

Steven Butala:
Why don’t you just send out two or 3000? [crosstalk 00:06:06] I mean, last week we had a whole show about how much mail you should be sending out where you are in your career. And Jill’s little Land Academy ladies group. I heard them talking about that. And I think it was Lori Phillips, one of our members who helps us out in the education company, Land Academy, saying she, maybe it was on Discord. She sends out about 25,000 a month.

Jill DeWit:
[inaudible 00:06:31].

Steven Butala:
Bless you, sweetheart.

Jill DeWit:
Excuse me. Thank you.

Steven Butala:
If this is a real podcast, we would edit that out but I’m not going to.

Jill DeWit:
No, we don’t do that. And if this was a real desk and office I’d have Kleenex around.

Steven Butala:
I’d lend you my sleeve.

Jill DeWit:
Yeah, we’re good. It’s okay.

Steven Butala:
That’s how you know I love you.

Jill DeWit:
Hey, I know. If I got the COVID, you got the COVID.

Steven Butala:
Yeah, we would have gotten in a long time ago.

Jill DeWit:
If I’m getting it, you’re getting it and vice versa. That’s just the way it is.

Steven Butala:
So for the first time ever, I’m at a loss for words. I don’t know what else to say on this topic. You’ve got to send out a ton of mail. That’s all there is to it.

Jill DeWit:
Can I explain why?

Steven Butala:
Of course.

Jill DeWit:
So here’s… It’s true. We all know like funnels, and things like that. If you’re anywhere in sales, you know how you got it, you have to have X amount of whatever it is. Buyers, leads, customers, whatever you want to call that to funnel down to get one that’s interested. And it’s true. It’s all true. You’re not going to have a one-to-one ratio. Every customer walks in the door, every customer is going to buy from me just because they walk in the door. That’s not true. So it’s the same thing with these offers. You’ve got to get so many out there to get deals. And I would argue that if you’re in our world and you’re listening to this show, it’s because you want to get great deals. So we send a tremendous amount of mail.

Jill DeWit:
We could buy a lot more property than we do. We are choosing not to. Why, because I’m not retail. I’m here to make some money. I’m not going to buy something that’s worth 300,000 for 300,000. I’m not going to make any money. I’m not here to mark it up. And I don’t even know what I would do or improve it. Something like that. I’m here to find some great deals and you need to have stuff to choose from. So if you don’t send out a lot of mail, if you did 200 offers a week, so what’s that, 800 a month, roughly, that’s not a lot of juice. By the time these people reach back out to you and you’re looking at them, you may have a handful that you’re considering, and then are they even that good? When you’re doing that low, you’re going to find yourself scrambling to make a deal happen.

Jill DeWit:
You will often see something that’s not there. Just, I got to get something. I got to buy something this month. What’s the best of the worst, which is really what you’re looking at instead of spending… I know it sounds crazy, but let me tell you why and you’re going to get it. What if you spend $10,000 a month and I know people that do this, like us, $10,000 a month on mail. What, Jill, are you crazy? Why would I spend $10,000 on month on mail? Because you know what? You will buy minimum one property if you do it right? [crosstalk 00:09:27] And then we say, let’s just follow me here because this is what we were just talking about this with somebody in a group, like, think about just these numbers. You spend 10,000 and on one deal.

Steven Butala:
That’s 20,000 mailers.

Jill DeWit:
And on one deal you make 30,000. Well, that paid for your mailer, no brainer. And then everything else is gravy. So if you can kind of get ahead of it and look at it that way, you’re going to be like, “All right, now I see it.” The more mail you send, the more deals you’re going to have to review. The more home runs you’re going to find. The more low hanging fruit you’re going to reach. The more people you’re going to hit on that right day, that just say, “All right. Yeah. I like you. I’ve been thinking about this.” And they may even say, “You’re not the first offer I got.” I don’t care. But they say, “Today’s the day and I’m calling you. Let’s do this.”

Steven Butala:
Jill just took a call. I heard her yesterday from a guy who said, “Your timing is perfect. My health is not the best. And I had to leave.” That it’s actually had happened to have a mobile home on it. “I left my mobile home because my health wasn’t that good. It’s in a rural area. And we got robbed and happily we’ll sell this to you for the price that you offered.” I think he increased it by 10 grand or something. And this is a pretty sought after, and the days on market are very low. And so that’s the kind of situation and that mailer was not a thousand units. It was a very surgical mailer that I put together for a very specific reason. And you know-

Jill DeWit:
Exactly.

Steven Butala:
We’ll make $80,000 on that deal.

Jill DeWit:
Exactly. If you, again, if you’re sending 200 units a week or some small number like that, it’s no fun. This is hard. You’re struggling. The way we do it, I know it sounds crazy, but it’s a fire hose and I love it. And I’m answering the calls. Here’s what happens. You have daily people reaching out. You can go. “Ah, no, I don’t like that one because I know what’s going to happen tomorrow. Okay. That one I like.” And you watch, by the end of the week, you’re going to be like, “Ooh, I need more money. I’ve six great deals and I don’t know if I could afford to buy them all, but I can’t let them go.” That is a situation you want to be in. And then you’ve done everything right. And don’t stop. Keep it going. And you reach out to people like me and a lot of people in our group, there’s us, Land Academy Deal Funding. I’ll fund your deals all day long. Yeah. And everybody in Land Tank will also.

Steven Butala:
So I’m going to make a fishing analogy here. If you go get a commercial fishing license. You go buy a boat. You learn how to fish, it takes a year. And then you do all that and then what you go out once a week and put one line in the water?That’s the equivalent of sending 200 mailers out. [crosstalk 00:12:22]. So you put all this time and energy into learning how to do it and spend all this money on a boat and got a license. And no you’re going to put nets, the maximum the law allows. You’re going to put tons and tons of nets in the water and make it financially beneficial.

Jill DeWit:
Exactly.

Steven Butala:
I’m happy you could join us today.

Jill DeWit:
Oh yeah. Are you, Steven? I love it. Five days a week and find us right here on the Land Academy Show.

Steven Butala:
Tomorrow the episode on the Land Academy Show is called Self Discipline 101. You are not alone in your real estate ambition.

Jill DeWit:
All right. Are we talking self… We need it. This is going to be funny because we can talk. We can go in a lot of different directions with self-discipline.

Steven Butala:
I’m reading this book called A Hundred Ways to Motivate People or a thousand ways or something like that. It’s a really good book. It’s written really well. And there’s one about self… There’s a chapter on self-discipline. And the first thing he says is, “People think that self-discipline is something you’re born with. You either have it or you don’t, like blue eyes and that’s just ridiculous.” The military is a great example of teaching… It’s something you learn.

Jill DeWit:
I concur. By the way, if you need any sort of ownership or property details, including owner phone numbers and FEMA flood map overlays, check out neighborscoop.com, created by investors, that’s us, for investors like you.

Steven Butala:
We are Steve and Jill.

Steven Butala:
Information-

Jill DeWit:
And inspiration-

Steven Butala:
… to buy undervalued property.

———————————————————————————-

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Land Academy PRO is the brainchild of founders Steven Jack Butala and Jill DeWit. Designed at the request of Land Academy members who are ready for a higher level, we’re excited to continue to provide the tools and support needed by professional investors.

Each level comes with a preset amount of included data, Concierge Mail service, and postage. For example, the Green level includes 6,000 units of completed-for-you mail completely out the door at no extra cost to you.

All levels include a PatLive introduction and preset script (we will set up your phone answering for you), use of Land Academy’s personal Transaction Team to manage your deal flow, an AirTable (CRM) base setup managed by our (and your!) Transaction Coordinator, personal consulting, regular office hours, and includes your Land Academy subscription cost.

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Silver

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Black

$28,180

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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.
6,000 mailers 9,000 mailers 12,000 mailers 15,000 mailers 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 $500 value $500 value $500 value $500 value
Transaction Coordinator Use of our personal Transaction Coordinator team to manage your deals. Trained and ready to go!
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Personal Consulting 1 on 1 personal consulting with our Transaction Coordinator each week.
- - $1,000 value $1,000 value $1,000 value
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$2,500 value $2,500 value $2,500 value $2,500 value $2,500 value
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$300 value $300 value $300 value $300 value $300 value
Subtotal: $8,550 value $8,550 value $9,550 value $12,050 value $12,050 value
Mail Value: $7,500 value $11,250 value $15,000 value $18,750 value $22,500 value
Total Value: $39,050 $42,800 $47,550 $53,800 $57,550
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Green

$10,060

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.
6,000 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.
-
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: $8,550 value
Mail Value: $7,500 value
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Silver

$14,590

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.
9,000 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.
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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: $8,550 value
Mail Value: $11,250 value
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Gold

$19,120

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.
12,000 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.
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Subtotal: $9,550 value
Mail Value: $15,000 value
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$23,650

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.
15,000 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)
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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.
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Subtotal: $12,050 value
Mail Value: $22,500 value
Total Value: $57,550
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