Jill Friday – Mailer Excitement (LA 1817)
Jill Friday – Mailer Excitement (LA 1817)
Transcript:
Steven Jack Butala:
Steven and Jill here.
Jill K DeWit:
Hello.
Steven Jack Butala:
Welcome to the Land Academy Show. Entertaining land, investment talk. I’m Steven Jack Butala.
Jill K DeWit:
And I’m Jill DeWit broadcasting from sunny Southern California.
Steven Jack Butala:
Today is Jill Friday. She’s going to talk about her mailer excitement.
Jill K DeWit:
Mm-hmm (affirmative). I love this. Like Jack was sharing yesterday, a big one went out. We, I divided it up with another person and I have PATLive on standby, should any of us throw in the towel. But I like to take the first wave of it. It’s all part of the excitement and learning, and I’ll tell you more here in just a minute
Steven Jack 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 I hope you know that we have a full blown database of all, and I mean, all 150 million parcels of real estate in this country, when I say all, I mean like 99.5%, you get the data that you need right at your fingertips to make good, fast acquisition decisions. It’s called neighborscoop.com. Check it out.
Jill K DeWit:
Thank you. Ooh, this. Okay. This is a long one. Is this just kind of a comment?
Steven Jack Butala:
It’s a comment.
Jill K DeWit:
Okay, good. All right. And that’s where it ends right here. Okay, good. Thank you. Evan wrote, oh, if you’re looking for a Jill to help take your business to the next level, I can help. There’s a subset of investors that excel at picking areas, pricing, mailer, and reviewing properties. However, they can lack the time skillset and/or interest to answer the phone and truly work their deals. This can create a major bottleneck that limits growth of their business. I have partnered with a handful of investors that fit this criteria and we’re seeing great results since teaming up.
Huh.
Since quitting my WT last month, I can even take on some more people. So here’s what I do. I will field the incoming calls. Hey, I’ve got 10 years of corporate sales. I know how to quickly connect with the seller assure them, If they’re skeptical, I can nail down a price and see if they’re willing to sell. I get deals done based on the guidance my partners provide. I know how to negotiate and do whatever’s necessary to get that signed purchase agreement and know how to close a deal. A deal doesn’t count unless it closes.
That’s true.
I communicate with him throughout the whole process to keep it from falling apart.
This is, this is great. So I’m sure, so he is offering his stuff in our closed-
Steven Jack Butala:
Discord.
Jill K DeWit:
In our closed member community, by the way.
Steven Jack Butala:
So the-
Jill K DeWit:
So don’t miss out on any more deals.
This is kind of cute.
And just send me a note.
Steven Jack Butala:
There are multiple people that responded-
Jill K DeWit:
I bet.
Steven Jack Butala:
Who’s already partners with where it’s really working. So my point is, just like yesterday, there’s always a solution.
Jill K DeWit:
Yeah.
Steven Jack Butala:
If you are a data person like me and you’ve got some money laying around, or even if you don’t and you need a partner, this person may or may not be for you, but they, you can outsource their entire, that entire part of your business and split the profit.
Jill K DeWit:
Yeah. Go ahead and dive into the show, because I’m going to tie these together. Today’s topic, jill Friday, mailer excitement. Sorry. That’s where I was going. This is the meat of the show. So finding an Evan, the point I wanted to just dive into the show here and tie this in here is not that easy.
Steven Jack Butala:
I agree.
Jill K DeWit:
So that’s-
Steven Jack Butala:
That’s why I put it in here.
Jill K DeWit:
Yeah. It’s not that easy.
Steven Jack Butala:
I totally agree.
Jill K DeWit:
This is a-
Steven Jack Butala:
It’s way easier to find a Jack than a Joe.
Jill K DeWit:
Uh-huh (affirmative). So I bet the poor guy, you’re going to get bombarded. I bet people want me to do it for them personally. I’m like, I can’t, I can barely keep up with mine as it is. But what I can do is teach you and help you and coach you. And by the way, welcome to Land Academy. That’s the majority of what I bring to the table here is this.
And today I want to talk about getting excited for a mailer because you know what? I’m not afraid of it. Probably like Evan, Evan knows what to do. Evan’s good at it. Evan has some of it’s nature. Some of it’s nurture you come out of the gate. Like I’m sure that nature part of me is I’m not afraid of a lot of things. And the nurture part of me is getting good at the skills that I like talking on the phone and talking with sellers and talking with buyers and calming people down and making them feel good about a situation. Even if it’s not a great price, or it’s not going well or whatever it is for them, but I make them feel good. We’re all getting something out of this kind of thing. And that’s, that’s nurturing and that’s hard.
So what’s going on with me this week is I’m excited. You know, we’ve got this huge mailer going out. I can’t wait for the calls to start ringing. I’m like, I watch my phone. I love this stuff. The anticipation of what’s coming at me is so great. Why? Because I know what’s going to be at the end. I can’t look at my bank balance without the mail going out, offers coming in, buying property, selling property for more, a lot more sometimes. And then the end is, oh look what happened? Oh, look like Evan. I got to quit my job. Oh look, I get to afford, fill in the blank. I paid off our mortgage. I paid for my kids college.
I mean there’s, there’s things here. So, it can be, how do I, let me back up here. I’m looking at my notes here and I’m thinking about where I was going to go with this. Mailer excitement to me is like, I love roller coasters and I love my phone ringing. Maybe I’m weird, but that’s it. So I’m excited about it and I’m not as scared about it. Like for you say, you’re like, yeah, you, I get that. I can kind of get excited about it, but I’m really flipping scared about it too. Because there’s going to be things I don’t know. And people that aren’t happy. So what practice, so what you’ve got to do is be prepared, all right.
Make sure everything works. Make sure your equipment works. Your phone works, your computer stuff’s ready to go, practice looking at properties. Think about the questions you want to ask and have a process to go all the way through it. That’s going to, for me, when I wrap my head around everything that I can breathe and be excited like I should. And then, and again, why should you be excited? Cause this is your business. You know, I was kind of laying out there, start to finish. I, if I can’t get excited about these phones and see this whole process all the way through to the end where wow, now I can afford to do this and look, look how much money we just made. You know, you need to be thinking like that, set yourself some monetary goals. That’s that’s stuff that we do. And I always try to improve our goals too. It’s easy to improve your goals by A. Doing more deals, which of course is going to add to double the work or more work. But you could also just up the dollar amount on the deals and that’s not more work.
Steven Jack Butala:
Do you have, how do you handle rejection? Cause when I was a kid, anybody, there are some people that were incredibly successful all in manufacturing and my whole childhood surrounded around the manufacturing industry and the people that were great at sales, they would all say it was a thing back then. I haven’t heard anybody say that since I left Michigan. So I don’t know if it was regional thing or a timeframe thing, but I, everybody, you couldn’t say that we’re sales without someone saying, oh, how do you handle rejection?
Jill K DeWit:
That’s weird. You know, what’s so funny. I never see it like that. I never say that I got rejected or turned down. For me it’s like, eh, we didn’t agree on the price and just parted ways.
Steven Jack Butala:
So regardless of how-
Jill K DeWit:
I don’t care.
Steven Jack Butala:
Angry they are or, or the hate that happens or any of that, I don’t care either.
Jill K DeWit:
Don’t take it personally.
Steven Jack Butala:
I think it’s funny.
Jill K DeWit:
No, I never really-
Steven Jack Butala:
I do think it’s a source of humor.
Jill K DeWit:
So this is part of why I’m excited and I’m not afraid of this because the calls are going to come in, whatever they are, whether they are happy, they either love the price, don’t love the price, never want to sell. We’ll never want to sell? Great, easy, let’s move on. Don’t love the price, well, what is the price? That’s all you’ve got to do. And I’m excited to figure out what their number is. And my goal is to get their numbers close to my number as possible. So I send an offer for 18,000. They say, make it 20, you got a deal. I could probably do 20. Let me go look at it and I’ll get back to you. It’s not harder that I don’t-
Steven Jack Butala:
Such a good attitude Jill.
Jill K DeWit:
And I don’t see as a rejection because they didn’t. Nope. Your 18,000 sucks. I’m like, it’s got to be 20. That’s definitely not a reject. You know? And if they, like I said, they don’t ever want to sell. That’s still not a reject. It’s like, yeah, my offer fell in the wrong hands. So what? Move on
Steven Jack Butala:
So no part of this is cold calling, by the way. They own a piece of real estate. You send them an offer. They don’t like it. Most the 90. That’s a huge percentage of them just throw it away.
Jill K DeWit:
Yeah.
Steven Jack Butala:
Which is what we, what I do when we get offers for whatever. And so the people that call you back that are, you know what, I call –
Jill K DeWit:
It’s usually something there.
Steven Jack Butala:
Warm leads. Geez, if they couldn’t, they’re hot, they couldn’t be warmer. It’s not like, they’re like, yeah, I actually want to sell my piece of property, thanks. So times have changed or maybe we changed the times. I don’t know. But when you send out 10,000 offers, you’re going to get a few people that call you back. Several people they’re really, really interested in selling their property.
Jill K DeWit:
I hope you have that. I hope when you send out your mailer, the mail goes out. You’re like, oh we get butterflies.
Steven Jack Butala:
I do.
Jill K DeWit:
How about this? Let me leave it on this. Because this happens to everybody. All right. You’re in Land Academy. You’re going through the whole thing. You’ve done it all. You push the button and like, oh you get the email back from offers to owners that said, congratulations, your mail went out. You’re like, oh what have I done? You know, you have these, oh no. Now they’re going to call me. Oh no, I’m not going to answer the phone. Oh my Ugh. I have these goosebumps. Like it gives me goosebumps right now. So you know what-
Steven Jack Butala:
Me too.
Jill K DeWit:
Turn that into excitement. Turn it into like, this is it. You know? Instead of like, don’t turn that into panic, turn that into I am going to kill it. This is going to be the mailer that sets the bar for every other mailer. I can’t wait.
Steven Jack Butala:
So I, it’s so interesting that, and I’ll end on this. It’s so interesting you say that because when I’m digging through this data and pricing it and doing it all, I’m like, I just, there, I look at it like it’s gold.
Jill K DeWit:
Mm-hmm.
Steven Jack Butala:
I’m like, this is the, what kind of world, amazing world do we live in? I can pull a data set like this. I know there’s 20 salaries right? In this data set. I’m staring at it. I want to make sure that I effectively, when they open that envelope, one of those 20 people or all 20 of them, it’s rationally priced and it triggers them to tell Jill that they want to sell a property.
Jill K DeWit:
Yep. And the more people you talk to on the phone and you connect with, and you get a number from, the more deals you get to pick through and decide what you-
Steven Jack Butala:
Totally agree,
Jill K DeWit:
Buy, and you’ll learn how to buy the best ones because I won’t let you do that any other way. Happy to join us today. Five days a week, you can find us here on the Land Academy show.
Steven Jack Butala:
Join us tomorrow for another interesting episode, you are not alone in your real estate ambition.
Jill K DeWit:
Cool.
Steven Jack Butala:
I love sending the mailer out.
Jill K DeWit:
Oh me too. It’s funny, people I’m sure go like what are you talking about at your level? Jill, you are still answering the phone? Yeah, I am. You know what? I love it. Especially the first wave of a new area. Like this is not a new area for us, but it’s always getting, we’re always tweaking it. I always like to get the initial wave and see how it’s going and how smart these people are. You know, are there things happening in the area that they’re going to give me some information on?
Steven Jack Butala:
That’s interesting because I like going back to the, well, just doing it better and honing in and doing it better and better and better.
Jill K DeWit:
I love it. Thank you. So by the way, if I haven’t mentioned it already, make sure that you’re connecting with us on landinvestors.com, which is our free online community. And if you are in Land Academy, you should be in discord. I’m sure by now, you know what that is.
Steven Jack Butala:
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