How to Jill-ify a Land Transaction (LA 1463)

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How to Jill-ify a Land Transaction (LA 1463)

How to Jill-ify a Land Transaction (LA 1463)

Transcript:

Steven Butala:
Steve and Jill here.

Jill DeWit:
Hey.

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 sweet Scottsdale, Arizona.

Steven Butala:
Today, Jill and I talk about how to Jillify a land transaction.

Jill DeWit:
You came up with this.

Steven Butala:
This is a sentence Jill just said before we turned the camera on, just now.

Jill DeWit:
Yeah.

Steven Butala:
“Don’t go all man on me and tell me the facts and the truth.”

Jill DeWit:
Don’t tell me about the year and the make and the model and why that car is dumb. That’s not the point here.

Steven Butala:
What is the point?

Jill DeWit:
I was making a comment about the car. I was skipping along the top and you’re like, “No, here’s why this car’s bad. This is what it’s worth. This is what kind of mileage it gets. This is where it won’t go.” I’m like, “What the heck?”

Steven Butala:
Don’t go up all man on me.

Jill DeWit:
Like, “That’s not the point, at all.” Oh my gosh, yeah.

Steven 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, and if you’re a Land Academy member, please make sure you join us on Discord.

Jill DeWit:
Aaron wrote, “Newbie, first mailer, stage question. Is ParcelFact or NeighborScoop required right away for due diligence? I’ve been looking up properties at assessor sites, and the owner info seems to be available there. Also, I think there’s a site to look up FEMA flood maps, checking the parcel on Google earth is a PITA? I don’t know what that is, but possible without tools.

Steven Butala:
Pain in the.

Jill DeWit:
Oh, now I know what that is.

Steven Butala:
Is a PITA.

Jill DeWit:
Okay, got it. I didn’t know that. I hadn’t heard that before. That’s funny. Am I correct in that tools like ParcelFact and NeighborScoop are more for productivity? Can’t DataTree do most of this as well.

Steven Butala:
Hold on a second, I have a lot to say about this. This is in Discord.

Jill DeWit:
Go.

Steven Butala:
And I answered it in Discord this way, and I’m going to answer it here as well.

Jill DeWit:
Right.

Steven Butala:
You don’t need Land Academy, you don’t need NeighborScoop, you don’t need O2O, you don’t need any of this. I never had any of it. Never. And it took me 20 years to get where I am. It can take you two months with all these tools. You have this podcast that’s free. There’s all kinds of free stuff. You don’t need to join Land Academy. You need to look at Land Academy like an insurance policy. If you do join Land Academy and follow along here and participate and actually watch the program and ask questions, you’re going to make a fortune. It’s either going to click in place for you or it’s not. So no, you don’t need these tools. Good luck.

Jill DeWit:
I was not expecting that. That’s like a speech you give a kid. You know what? Nope, you don’t need high school, you don’t need college. You want to drop out now? Go right ahead. Nevermind.

Steven Butala:
And eat nothing but pop tarts. Good luck, kid.

Jill DeWit:
Sit on the couch, buddy, but it’s not going to be my couch. Good luck. Oh my gosh. Call somebody who cares.

Steven Butala:
I personally-

Jill DeWit:
That’s awesome.

Steven Butala:
This is the truth of it. I don’t want to mansplain anything.

Jill DeWit:
Oh yeah, that’s right, don’t go all man on me.

Steven Butala:
I’m trying to micromanage what I say. Jill thinks in sound bites. The shorter, the better.

Jill DeWit:
That was not in the book by the way, about me and my personality, but I’m still learning. That’s good.

Steven Butala:
Today’s topic, how to Jillify a land transaction.

Jill DeWit:
Okay.

Steven Butala:
This is the meat of the show.

Jill DeWit:
Would you like to man explain, mansplain?

Steven Butala:
I’m about to give you a bunch of compliments here.

Jill DeWit:
Oh, thank you.

Steven Butala:
Did you ever go out on a date? I’m sure we all have, and it just worked. So you sit across the table from the other person and the opposite happens too, way more times than when it works. But when it works, it’s like, “You know? There’s something about this person and I can’t explain it. I just dig them.” That’s what Jill has when she does a real estate deal. I think the French phrase for it is je ne sais quoi.

Jill DeWit:
Je ne sais quoi.

Steven Butala:
Yeah.

Jill DeWit:
Je ne sais quoi. Yeah.

Steven Butala:
Actors have that. A long time ago, I was reading a, I don’t know why this stuck with me; one director in particular who made a bunch of movies in the ’80s, and still does now, didn’t hold auditions. He just sat down with every, he just wanted to meet people in a public place and just sit there and see if they had that. And he said, “The acting part, I can do all that. I’m the director. I’ll tell you what to do anyway. But if you have that thing, that’s going to capture everybody’s attention, then I can work with that. But without that, I can’t do it.” And that’s what Jill has. Obviously, for me personally, that works.

Steven Butala:
But I see her and hear her constantly on the phone with these people, whether they’re buyers or sellers, specifically in the acquisition process, and it’s nothing short of amazing. So the big question is, do you have some version of that? And everybody does. Everybody has some version of it. It might be voice intonation, it might be speech patterns, it might be just raw, crazy intelligence about data, but we all have something about, that we’re very, very good at. That’s what I want you to concentrate on. You can get partners for the other stuff.

Jill DeWit:
I see. So not just about learning how to talk to people and connect and build these relationships.

Steven Butala:
That happens to be your thing.

Jill DeWit:
Got it.

Steven Butala:
That happens to be the Jillify, and it’s not my thing at all. And lucky for us, we have separate things.

Jill DeWit:
This is very true.

Steven Butala:
Like this show, when we started it in 2015, kicking and screaming, this one. Just, “Why would I ever do a podcast? What is a podcast?”

Jill DeWit:
“I’m busy.”

Steven Butala:
“Why is it important?”

Jill DeWit:
Yeah, “Who commutes?”

Steven Butala:
“What is Facebook? Why are you screwing around, Jack, on Facebook? You’re supposed to be buying and selling land.” Well, it turns out Facebook is where you buy and sell land.

Jill DeWit:
Yeah.

Steven Butala:
And so, those are my things. And I focus and concentrate on those, and it took a lot of years, decades, for us to build, to be freed up, freeing up ourselves from a time standpoint, and really look in the mirror and saying, “Boy, these three things, I’m excellent at this. This is what I’m going to do. Plus I enjoy it.” And then, the same thing with Jill. So Jillifying a deal is, I’ve heard Jill do it on the phone 100 times, hundreds and hundreds of times. What was that, recently? Some guy said, what did he say to you? He said-

Jill DeWit:
Was he asking about books?

Steven Butala:
“You put me a smile on my face while you were taking money out of my pocket,” or something.

Jill DeWit:
Oh, yeah. What was the quote? I put it on social media, because I thought it was the funniest thing. “Boy, you’re just as sweet as can be while you’re robbing somebody.”

Steven Butala:
That’s it. I’m like, “That was really funny.” I’m like, “I’m not robbing you. What’s funny is I’m putting it out there and you said yes. You could say no, there’s nothing wrong with that.” So what the topic, to me, today is, because this has been coming up, people are asking me like, “Jill, where can I get your book?” I know I’m working on that. Actually, our team has been hounding me to get more content on this, so I’m actually working on it in a bigger way.

Jill DeWit:
Really?

Steven Butala:
Yep. Internally, our people are?

Jill DeWit:
Yep.

Steven Butala:
Saying they want you to do a book?

Jill DeWit:
Yep. Exactly. So I’m working on it.

Steven Butala:
Do people read books anymore?

Jill DeWit:
They do. And there’s stuff that we’re working on, I’m going to leave it at that. There’s stuff that our staff’s been asking from me, and a lot of it’s around this. But I am convinced, I know it. I know for a fact, I get more transactions than the next guy, because of the way I talk to these people. And I’m happy to share it. There’s some little things that you can do. I did a whole talk on this with our Land Academy ladies last week. And a lot of it was just answering the phone, number one. And the way you answer the phone, number two. I told a funny story about my sweet girlfriend, who, when we were young, we’d be just being girls, reading magazines, painting our nails, right? And the phone would ring and she just had this sixth sense, because back then we didn’t have caller ID even. Sixth sense it was a boy. So she would run up to the phone and she would clear her throat and she’d go, “Hello?” And I’m like, “Who the hell is that?”

Steven Butala:
I hate that.

Jill DeWit:
I know. I know.

Steven Butala:
I hate that.

Jill DeWit:
I know, but follow me on this one here. She put her “it’s a boy” voice on, and she was sexy and cute and whatever on the phone. Follow me. I kind of do a version of that, but I make sure that I answer the phone with a smile.

Steven Butala:
I’ve met this girl’s husband, and none of it was, it was all for a waste.

Jill DeWit:
No, it wasn’t. No, no, no. It’s not at all. She’s a sweetheart. That’s just how she did it. And so, I do a version of that, but I do it with a smile. I make sure that, “Hey,” because you don’t know what’s coming at you. You don’t know who’s on the other end of the phone. And boy, if you answer the phone and you’re alert and awake and with a smile on your face, that says something right then and there. Number one, it takes the wind out of their sails if they’re going to yell at you. It’s the funniest thing. They’re like, “Eh,” and then when they find out that I’m Jill, the person on the letter, they’re half mad, they’re like, “Ooh, wait a minute. A, it’s a woman. B, she’s happy and smiling. And C, she just said this is Jill. I got the right person, I don’t even have to yell to get to Jill.”

Steven Butala:
I’m going to interject here for a second.

Jill DeWit:
Okay, go ahead.

Steven Butala:
There’s nothing fake about what you do personally and professionally.

Jill DeWit:
Thank you, that’s true. I’m sincere.

Steven Butala:
So there’s not, no clearing your throat.

Jill DeWit:
True.

Steven Butala:
And putting some act on.

Jill DeWit:
True.

Steven Butala:
And then you laugh about the whole conversation.

Jill DeWit:
No.

Steven Butala:
I’ve never heard Jill get off the phone with a seller or buyer and come into my office and say, “Wow, what an idiot that guy is.”

Jill DeWit:
That’s true. It is sincere.

Steven Butala:
There’s no dealership high-fiving after you just screwed somebody over on the price of the car.

Jill DeWit:
That’s true.

Steven Butala:
There’s nothing about you that does that.

Jill DeWit:
Thank you.

Steven Butala:
I was actually going to bring that up earlier.

Jill DeWit:
Thank you.

Steven Butala:
I mean, part of this-

Jill DeWit:
Well, I’m not trying to say be phony. Be real.

Steven Butala:
Part of Jillifying something, in my, maybe that’s the name of your book? Part of Jillifying something is just the core honesty and sincerity about, and she doesn’t even apologize either. Yeah, we’re in the land business. This price that is on the letter is below retail.

Jill DeWit:
Yeah.

Steven Butala:
If that bothers you, have a nice day.

Jill DeWit:
Yeah.

Steven Butala:
We’re here for convenience.

Jill DeWit:
That’s it. So that’s the thing, maybe that’s what I should say too. I love what I do. Maybe my example wasn’t the best example, because it showed some insincerity, but I don’t think it did. I just think that was who she-

Steven Butala:
That’s liquid insincerity.

Jill DeWit:
Okay, sorry.

Steven Butala:
To clear your throat and put a pretty voice on for some guy that you’re trying to impress.

Jill DeWit:
Okay.

Steven Butala:
Because, everybody’s shoes come off eventually.

Jill DeWit:
Right.

Steven Butala:
And so, why not just cut to the chase and just be sincere about it?

Jill DeWit:
What does that mean?

Steven Butala:
You know?

Jill DeWit:
Like, I’m missing a toe?

Steven Butala:
No, just, feet aren’t attractive and they stink.

Jill DeWit:
Oh. Yeah, that is true.

Steven Butala:
So you might as well just show up barefoot right from the beginning. We can all just-

Jill DeWit:
Get it all the way.

Steven Butala:
Know what you’re getting into. I have a personal hangup about this, about finding out who somebody is after you walked down the aisle.

Jill DeWit:
Oh, that’s a whole nother show. That’s solid.

Steven Butala:
Wait a second.

Jill DeWit:
All right.

Steven Butala:
So you’ve been on your best behavior for two years throughout this whole thing, and now you’re going to just, now we’re married and you’re going to tell me exactly who you are? Not that this has ever happened personally.

Jill DeWit:
Now the truth comes out. No. Okay, I got it. No. Okay, so how do you Jillify it? You know what? If you don’t enjoy answering the phone and it’s not your thing, then get someone who is.

Steven Butala:
That’s right.

Jill DeWit:
Yeah, maybe that’s the whole point here.

Steven Butala:
That’s what Jillification is.

Jill DeWit:
I’m trying to help, but maybe I can’t help some people. That makes sense. Then that’s true, you could look for this quality in somebody else and hire that person.

Steven Butala:
Or partner with them.

Jill DeWit:
Or partner with that person. Exactly, because they love it, they enjoy it, they have a good time with it. I really do, I enjoy it.

Steven Butala:
You know what I see guys do sometimes too? Really beat themselves up, because they don’t have a couple hundred thousand bucks in the bank to do these deals.

Jill DeWit:
Oh.

Steven Butala:
You should never, don’t even spend one second on that, because we do have a couple hundred thousand bucks for you. Just send the deal our way.

Jill DeWit:
We’ll help you.

Steven Butala:
And we’ll make sure you get a good healthy chunk. Yeah.

Jill DeWit:
So pretend you do have that money.

Steven Butala:
That’s it.

Jill DeWit:
I like that.

Steven Butala:
That it.

Jill DeWit:
That’s good.

Steven Butala:
What is that whole thing? Somebody told me a long time ago, dress for who you want to be, not for who you are. Or, show up and fake it until, not-

Jill DeWit:
Fake it until you make it? I don’t like that.

Steven Butala:
Yeah, not necessarily that, but-

Jill DeWit:
I don’t like that stuff. Now we’re going down the wrong path, because that’s not the truth here. The truth is, commit. Here’s what I would say. I can end it on this.

Steven Butala:
Yeah.

Jill DeWit:
I would say, make a commitment to this business and this lifestyle and what you’re going to do here. You-

Steven Butala:
You know what? I want to read this book that you write, because-

Jill DeWit:
Oh, thank you.

Steven Butala:
And I’d love to be your editor on it, because I’m kind of editing you now.

Jill DeWit:
Yeah, right now.

Steven Butala:
I’m not auditing you.

Jill DeWit:
I’m kidding.

Steven Butala:
I’m really kind of making this-

Jill DeWit:
True, you are.

Steven Butala:
The role of a good editor, is to make, because sometimes people, and Jill’s like this, is so smart about this thing, that she needs somebody like me to really explain it in a way that someone can understand.

Jill DeWit:
We do that for each other.

Steven Butala:
Yeah.

Jill DeWit:
Yeah.

Steven Butala:
Because I can go straight to the PhD level on data.

Jill DeWit:
True.

Steven Butala:
And no one gets it, and Jill has to explain it twice now.

Jill DeWit:
Yeah.

Steven Butala:
That happens in live events all the time.

Jill DeWit:
Yes. That’s true. Even on our Thursday call sometimes. I’ll go, “Here’s what he means.” You’re doing that for me. “Here’s what Jill means.” Oh, that’s good. Did we cover this enough do you think?

Steven Butala:
I think so.

Jill DeWit:
Okay.

Steven Butala:
I can’t wait to read your book.

Jill DeWit:
Okay. It’s going to be awesome. Happy you could join us today. Five days a week you can find us right here on the Land Academy Show.

Steven Butala:
Join us next week for another interesting episode. You are not alone in your real estate ambition. I’ll be the first one to read that book.

Jill DeWit:
Oh, thank you. Yeah, Jillify will be somewhere in the title or the subtitle, because that’s a lot of it. I told some of my girlfriends that I’m working on this book about, so I’m thinking about a book series, right? And it’s all about relationships, because there’s a business version, there’s personal version, there’s parenting versions, being a kid version, you know?

Steven Butala:
I think that’s a great idea. Make it about relationships.

Jill DeWit:
Mm-hmm (affirmative). And so relationships is the overall theme. I had one person right away say, “Oh my gosh, I can’t wait to read that.” And one person said, “I would love to write it too.” And I’m like, “No, I think I don’t need a coauthor.” But it was very sweet.

Steven Butala:
Wow, that’s [crosstalk 00:15:15] who feels like they can add some benefits to a book that you’re going to write.

Jill DeWit:
Thank you very much.

Steven Butala:
I would love to know that girlfriend’s name.

Jill DeWit:
She’s a good writer. I don’t know if she’s necessarily the best in this situation, but I do think she’s a really good writer, and I think that was why it was very sweet. Well, you know what, because this topic sings to a lot of people.

Steven Butala:
Yeah. No, I understand.

Jill DeWit:
And the whole point today was, I get things done through relationships, and I know that I get more things done through creating solid relationships. And you have to be honest and truthful and transparent. Thank you. And thank you for tuning in, by the way. We hope you find our content valuable and we really appreciate your support. If you haven’t already, please zip on over to our YouTube channel, hit the subscribe button, and please leave some comments on the episodes that you love.

Steven Butala:
We are Steve and Jill.

Jill DeWit:
We are Steve and Jill.

Steven Butala:
Information.

Jill DeWit:
And inspiration.

Steven Butala:
To buy undervalued property.

__________________________________________________________________________

If you enjoyed the podcast, please review it in Apple Podcasts . Reviews are incredibly important for rankings on Apple Podcasts. My staff and I read each and every one.

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

The BuWit Family of Companies include:

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And finally, don’t forget to subscribe to the show on Apple Podcasts.

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6,000 mailers
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ParcelFact ParcelFact is included in your LA Pro membership with unlimited pulls.
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FREE Career Path Access
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$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)
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ParcelFact ParcelFact is included in your LA Pro membership with unlimited pulls.
$150 value
FREE Career Path Access
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$500 value
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$7,500 value
AirTable Ready-for-you CRM managed by your personal Land Academy Pro Transaction Coordinator
$100 value
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$1,000 value
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$2,500 value
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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: $18,750 value
Total Value: $53,800
Apply Now

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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