Jill Friday – Doing Deals During the Holidays (LA 1647)
Jill Friday – Doing Deals During the Holidays (LA 1647)
Transcript:
Steven Jack Butala:
Stephen and Jill here.
Jill Dewitt:
Hi.
Steven Jack Butala:
Welcome to the Land Academy Show, entertaining land investment talk. I’m Stephen Jack Butala.
Jill Dewitt:
I’m Jill Dewitt, broadcasting from the valley of the sun.
Steven Jack Butala:
Today is Jill Friday. She’s going to talk about doing deals during the holidays.
Jill Dewitt:
My favorite time of year and I will tell you why. I have four things for you to know, and number four is the best, and that’s all I’m going to say.
Steven Jack Butala:
Before we get into it, let’s take a question.
Jill Dewitt:
I’m not going to tell you now.
Steven Jack Butala:
Posted by one of our members on landinvestors.com, online community. It’s free, and don’t forget to subscribe on the Land Academy YouTube channel, and comment on the shows you like.
Jill Dewitt:
Yu rewrote. Does anyone have a good system in place for handling people who want to be taken off the mailing list in quotes. Between multiple people emailing me and calling me asking me to be removed, without even telling me who they are most of the time, it’s difficult to keep track of them at all. I was thinking about digging my offer there with more clear instructions. Thoughts?
Steven Jack Butala:
May I?
Jill Dewitt:
I’m sure we’re going to say the same thing. Go for it.
Steven Jack Butala:
Well, number one, it’s great that they don’t leave a message about who they are and here’s why; we haven’t talked about this in a really long time and it’s something that’s very important. The way that this mail merge is done or the way how we do mail merge and how I teach doing this mail merge, which is the mailer itself, is the culmination of me failing at it for 20 years. This is the one thing that works now. I failed and failed and failed and honed in and changed things and did stuff and made changes over here and the result is what we use now, which is why one of the reasons it’s successful.
Steven Jack Butala:
It’s one of the reasons it’s so successful is because most people think you sent out one letter, it doesn’t look like it’s a chain letter or a form letter, or any of that, the way that it’s all put together, most people. They say, “Hey, I got your letter…
Jill Dewitt:
“I got your letter”.
Steven Jack Butala:
Go pound sand take me off your list”, because they think you just sent it to them, because everybody thinks that they have the greatest property there ever was. The people that are providing the hate here. The fact is they don’t and the fact is we don’t care. It’s just a numbers game for us.
Jill Dewitt:
Correct. Do you need to keep track of them? No.
Steven Jack Butala:
No.
Jill Dewitt:
Do you need to really go through your thing and put a line out through there?
Steven Jack Butala:
No.
Jill Dewitt:
No. Are you going to mail him again?
Steven Jack Butala:
Yep.
Jill Dewitt:
Probably not. Or even if you do, who cares? I’m not going to, by the way, if I do mail them again, it’s going to be a ways down the road because I’m not going to immediately six months or six weeks hit him again. I’m moving on to a different area. I’m moving on to a different size. I’m moving on to something else. I’m not going to keep track. I don’t care about that.
Steven Jack Butala:
Of all the things you to do in this business, there’s a lot of moving parts to it and it can and is extremely profitable once you get all the parts moving together. This is not something you ever need to worry about ever again.
Jill Dewitt:
Totally. You know what? And here’s what you do, Yuri on the phone, You don’t even say, “whatever”, with these people, you do let them think that you are when you talk to them and they say, “I need to be off your list”. “I am so sorry. Got it. What’s your name? Okay. You know what? I just took care of it. You won’t get anything else from me”. And then you hang up and then they feel good.
Steven Jack Butala:
She disarmed them. That’s what she does. Today it’s Jill Friday. She’s going to talk about doing deals during the holidays. This is the meat of the show.
Jill Dewitt:
What? Don’t we take the holidays off? Don’t we sit back and relax and close up our office for two weeks? No.
Steven Jack Butala:
What is she going to say here because that’s what it seems like to me.
Jill Dewitt:
During deals with the holidays. Oh, screw it. Go have some fun. Just enjoy your family. Don’t answer the phone. It’s going to be fine. No. And I’ll tell you why when I get to number four. Okay. So I…
Steven Jack Butala:
That’s the difference between an entrepreneur and somebody who’s not.
Jill Dewitt:
It’s true.
Steven Jack Butala:
You just get it done no matter what.
Jill Dewitt:
That’s true. I’m going to give you some tips, because there’s some things that you can and should do to make, to have some holidays, “great jill, now you’re going to tell me I don’t get to enjoy the holidays with my family because I’m going to be on the phone all the time because I did it wrong. My mailer just hit”. This is awful. They just all happened to be calling me.
Steven Jack Butala:
That’s happened to us one year.
Jill Dewitt:
Oh totally.
Steven Jack Butala:
More than one year.
Jill Dewitt:
I’ve been on holidays answering phones because great, they all have free time now, the gifts are unwrapped. Here’s what you do. Number one: I want you to still be responsive as best as you can. If it’s you don’t want it to be, you make it you, this is the time you bring in the call service, but please don’t let it do automatic voicemail or something like that.
Jill Dewitt:
I’d like to have some live body because you can get a live body answering the phone easily with all the services that are out there. Number two: I want you to get even better at quickly assessing whether it’s a serious seller or a serious buyer. You will hone that skill right now because you are in the middle of something. You answer the phone and everybody’s holding off, they’re waiting to carve the ham or whatever, or you’re waiting to walk into church or something like that. You can take just 30 seconds to step aside, answer your phone, find out if they’re serious, mine are all recorded by the way. If you can set this up too, this will save you some time. If you can have all your calls recorded, then you can just remember to go back and re-listen to the recording later.
Jill Dewitt:
You don’t even actually have to write anything down and take notes, you just remember to make sure I ask the right questions and you go on about your event, day, shopping, whatever it is. This is going to help you going forward too, because you should be a pro, as soon as you can about quickly figuring out who really wants to sell, are we on the same page and who really wants to buy and who’s a tire kicker? That’s number two. Number three: once you assess this and you know that they’re the real people, the real deal, whether it’s a seller or a buyer, you need to have some dedicated time. I’m going to catch up on everything on Monday. What time on Monday can I get back to you?
Jill Dewitt:
Whatever it is, have a dedicated time, make it known, tell the seller, tell the buyer, when you’re going to sit down, review all this, do your due diligence, wire the money, whatever the situation is, do the deeds kind of thing. Connect. They get it. They understand. Once they know from you that you are interested too, and they’re going to get paid. They’ll be, “oh, okay, great. Well, we’ll talk on Monday. That’s that’s fine with me. No problem”. They can sleep well knowing that’s going to happen. Then my number four point here is: be ready because the best thing that can happen right now is you can have that one wonderful, random, crazy person call you between now and the end of the year that says, “I got to get this property off my plate in 2021. You can have it for this”.
Steven Jack Butala:
For tax reasons.
Jill Dewitt:
Yeah, exactly. “I don’t want to sell it, for this, but if you can make it happen between now and the end of the year, I’ll give it to you for this”. Because like you said, there’s a tax reason it’s going to pay off in the end that they’ve got to get this off their books. And boy, I’ve got some great, great deals.
Steven Jack Butala:
Look, you’re already very organized, right?
Jill Dewitt:
Mm-hmm (affirmative).
Steven Jack Butala:
You already have everything in Microsoft Outlook connected to Microsoft 365. You already know exactly what you’re going to do every regular week of your entire career. Every single hour’s accounted for, especially if you’re starting out. You never do anything like this, wake up that day and just kind of figure out what you’re supposed to do that day from a work standpoint, that would be ridiculous. That’s never going to work. You already have an incredible amount of organization and structure in your week. If it’s the week of December 25th, that calendar is going to look different. Just follow it. There’s no stress in this.
Steven Jack Butala:
I used to be the stress monster all the time, because I didn’t know what I was supposed to be working on until I really, really got organized and scheduled out everything that I’m supposed to be doing, what I’m supposed to be doing, including screwing off. Jill and I, every week, have slots at our calendar where we have stop everything and go have a blast. Those weeks, these holiday weeks are no different. Just get your stuff done when you’re supposed to get it done and put people in place if they need to live answer the phone, if that’s what Jill says, go have fun.
Jill Dewitt:
Or you can do it. I really think you can do it. It’s not that hard to excuse yourself a few minutes here and there, take a few calls. I’m good at it. I don’t have a problem with it. People are so surprised you’re going to get some good deals out of it.
Steven Jack Butala:
That’s for sure.
Jill Dewitt:
Because here’s the thing; if you’re the only one answering the phone, by the way, and this person’s got a couple of offers, because that happens sometimes, you’re going to get the deal. Again, just be real upfront and honest with your time and your commitment and when you’re going to be available and how you’re going to and let them know how it’s going to play out and you’ll get it done. It’s awesome. Happy you could join us today. Five days a week, you can find us here on the Land Academy show.
Steven Jack Butala:
Join us next week for another interesting episode, you are not alone in your real estate ambition.
Jill Dewitt:
Isn’t it interesting, even right now, Thanksgiving week, we have people in town and one of our friends that’s staying with us is looking at doing deals in our area, just looking at houses and stuff around here and just what’s possible. Here we are the day after Thanksgiving, going to an open house and people think, “who’s doing that?”. “Especially with the family in town, now I can bring mom and dad and they can look at the house and see what they think”, whatever it is. There’s a lot of real estate that gets done around holidays.
Steven Jack Butala:
We are real estate obsessed, probably goes without saying. A lot of our friends are, birds of a feather. I have friends who are professional musicians who hang out with other professional musicians and guess what they do all during the holidays together? They play together. They jam together. It just depends on how obsessed you are with this.
Jill Dewitt:
And we are to a fault, but that’s okay, that’s why you love us. Thank you for tuning in. We hope you find our content valuable, but we really do appreciate your support. If you haven’t already, please check out our YouTube channel and hit the subscribe button
Steven Jack Butala:
We’re Steve and Jill.
Jill Dewitt:
We’re Steve and Jill.
Steven Jack Butala:
Information.
Jill Dewitt:
And inspiration.
Steven Jack 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:
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.
