Now is the Time to Buy Land (LA 1820)

Now is the Time to Buy Land (LA 1820)

Transcript:

Steven James Butala:
Steven and Jill here.

Jill K DeWit:
Hello. What was that?

Steven James Butala:
I don’t know.

Jill K DeWit:
We’re all good to see the top of your head?

Steven James Butala:
Our producer asks us to pose for a still shot at the beginning of every video. That becomes what they use on YouTube as the title shot. The tile.

Jill K DeWit:
Right.

Steven James Butala:
We have resorted to doing really ridiculous stuff.

Jill K DeWit:
What was that?

Steven James Butala:
I don’t know. Just take a look at my hair.

Jill K DeWit:
Okay.

Steven James Butala:
What was that?

Jill K DeWit:
I was clearly deep in thought.

Steven James Butala:
Oh, deep in thought about why I was doing what I was doing.

Jill K DeWit:
Yeah. Now that’s why I was deep in thought.

Steven James Butala:
Stephen and Jill here.

Jill K DeWit:
Hello. Welcome to the Land Academy Show, entertaining real estate investment talk. He’s Stephen Jack Butala and I’m Jill DeWit broadcasting from sunny Southern California

Steven James Butala:
Today, Jill and I talk about, now’s the time to buy land. “Oh my God, Jack. You say that all the time.”

Jill K DeWit:
Really? Are you sure? Now. All the other 423 times we said it, we didn’t mean it as much as we-

Steven James Butala:
819 times.

Jill K DeWit:
Yeah, this time we mean it. Now we really mean it.

Steven James Butala:
It’s actually a little bit more intelligent. We’ll get to that in a second. Let’s take a question posted by one of our members on the landinvestors.com online community. It’s free. Last year, a ton of Land Academy members came to Jill and I frustrated with sending their blind offer campaigns that they’ve created to commercial printer X so Jill and I…

Jill K DeWit:
It was the data part of it. The pricing and the data.

Steven James Butala:
Real frustrated. They were looking, “Can’t you just do our mailer please,” so we are doing your mailer now. We call it concierge data. We bring you right to the five yard line. We do everything except price the entire mailer. If you’re familiar with our process, we get comparison values and all kinds of cool stuff to help you get your mailer out. Well, we get it out for you actually. We do everything except price it for you.

Jill K DeWit:
We tell you what everything’s going for in the area and what they sold for in the area. Then you go, “Okay, I want to do X percent of that.”

Steven James Butala:
That’s right.

Jill K DeWit:
There you go.

Steven James Butala:
Go to checkitallout@offerstothenumbertwoowner.com

Jill K DeWit:
Drew wrote, “Just curious, how does one accumulate a network of buyers?” This is to a certain person. You can certainly market it. Is this his response right here?

Steven James Butala:
No, it’s a conversation between two people that I took an excerpt from.

Jill K DeWit:
I know. This is Drew. Is this chip?

Steven James Butala:
Yeah.

Jill K DeWit:
In quotes? That’s what I needed to know. Drew asked a guy named Chip this, “How do you accumulate a network of buyers?” Chip said, “You can certainly market it, but I don’t put them on the MLS. I have a network of buyers for this property type, so I just package it up and send it to them. I usually meet them in person and sell it. Now, I happen to know that they’re bigger, larger dollar amounts. I know we’ve talked to Chip when he is like, “I’m getting on a plane tomorrow to go meet somebody to walk X. We can’t really walk it because it’s big, but check out this property together,” fill in the blank.

Steven James Butala:
Land Academy’s great for this. That works for networking. Putting a community of buyers together works if they all have the same taste for product type. If they all want infill lots because they’re our home builders then great. You can put together a small local database of that type of buyer very, very quickly. If they only want commercial property within three or four zip codes, that’s an easy database to put together. In Chip’s case, I know what he does. He puts together large real estate deals that are conducive to be syndicated, not syndicated, but cut up, subdivided and then sold out as ranch hats or whatever the like-kind product type is. We don’t do this anymore. I’ll just be real straight about it. We do it with houses. We wholesale houses.

Jill K DeWit:
We don’t take orders like that. I buy and sell stuff for these people, but I don’t take an order like that.

Steven James Butala:
Selling houses to people who renovate them is really, really easy to do this way. You establish who wants the same product type in an area, you send them a note, somebody buys it.

Jill K DeWit:
You know what’s interesting about this topic, real quick, is that I was just talking to… We have a new person on our staff. His name is Corbin. I was explaining some of the ins and outs of Land Academy. I said, “You’d be surprised. You’re going to get these calls. There’s a lot of people like Chip who came to us already successful doing some version of commercial real estate. It was the acquisition part he needed help with.” We have guys in our group, you know who you are, you have an address on Wall Street. You have an address on Michigan Avenue. We know who you are and you’re real quiet, but you’re here because you’re like, “Ugh, now this is how I’m going to go get deals. I don’t have to, I don’t have to rely on ABC agent to call me. I don’t have to wake up every day. Control the MLS. You guys have solved it for me.” That’s usually the missing piece is going out and getting the acquisitions exactly what they want at the price they want, where they want.

Steven James Butala:
Yeah. In Chip’s case, he and his wife both are lifelong real estate investors for various different types of product types. This is the beginning of his retirement where he-

Jill K DeWit:
No, it’s just him.

Steven James Butala:
I went through the same thing because I’ve been in real estate my entire life and I’ll tell you, nothing will kill a deal faster than other people. When you’re the person who’s deciding whether you’re going to buy or not, you actually then buy it, you fund it yourself or you have a buddy that funds it with you, and then all you got to do is find a buyer.

Jill K DeWit:
Right. Well, the best part is, Chip and his wife, I know are experiencing, it’s kind of depressing when you look around going, “Man, I’m making this guy a lot of money. I need to do it for me. We need to do it for us.”

Steven James Butala:
Totally.

Jill K DeWit:
That’s who we are. Welcome to Land Academy.

Steven James Butala:
I will end answering this question on this. I’m not a big fan of networking buyers at all. Here’s why, and this ties right into the topic, we are an acquisition machine. We always have been. Sales, selling the actual property. If you buy it right and it’s a great piece of property for a great price, then you resell it for a great price to the end user. It’s very automatic. In fact, it’s so tiresome to both of us, at this point, that we just sub it out entirely to really good local real estate agents because they know the markets better than we do. We buy it so cheap that we say, “This can’t possibly go wrong,” and it works out great.

Jill K DeWit:
What’s funny is they have their own network of buyers, so in a roundabout way, it’s all working out just fine.

Steven James Butala:
Stop it, now it’s the time to buy land. This is the beauty of the show.

Jill K DeWit:
Yes.

Steven James Butala:
Jack.

Jill K DeWit:
Great. That was it. Right?

Steven James Butala:
You said the sentence, for five to seven straight years on this show, “Now it’s time to buy land.” Right now, we’re about to go into a recession. In fact, I believe we probably are somewhat in one now. It’s probably going to last 24 to 36 months, so prices are going down. It’s a great time to buy land. Well, Jack, must not be a good time to sell it then. In every recession, and please do your own homework on this, there’s people that are waiting on the sidelines to buy undervalued assets during times like this whether it’s stock, real estate, classic cars, and on and on and on. There are more and more and more people who are incredibly good at sourcing money.
The further I get into Land Academy, the more I have the sentiment that if you’ve got a good idea or you have a great asset that you’re purchasing, great meaning it’s undervalued or it’s about to explode in a good way, fighting money is so easy it’s silly. It’s like two or three phone calls and that’s it. Now is the time to crank up your offer campaigns, ratchet down the price that you’re offering this land because there’s going to be more buyers, more people who need money. I’m sorry, more sellers, more people who need money and a lot more reasons why they want to sell their land. Maybe they didn’t six or seven or eight or 10 months ago when the times are great.
Was it good to buy land back then when times were great? Heck yes, but you’re going to pay more and enjoy the convenience of having it sold faster. Yeah, it was a great time to buy land then, and we did great. We didn’t stop. We didn’t change anything. We offered more, and we sold it for more faster. We’re offering less. We’ll probably do a lot more deals. I know we will. It’s going to take a little longer to sell them, but our margin’s always the same,

Jill K DeWit:
That’s the point here too that people don’t realize, “Well, what a minute? If it takes longer to sell don’t you lose money there.” Why? I paid cash for it. I’m fine. I don’t care if it takes 60 days or six months. That’s okay. I can hang out for six months because I’m going to triple my money. I’m good.

Steven James Butala:
This is new for us, this cycle. We have access to pretty much limitless capital, as do all Land Academy members, if the deal’s good. Like Jill said, it takes a little bit longer to sell it, maybe twice as long to sell it, is it your money anyway? No, it’s not your money.

Jill K DeWit:
It’s somebody else’s deal. They funded it. It’s their cash, and they’re still cool with it too. We all have these conversations going into it, and it’s fine.

Steven James Butala:
Yep.

Jill K DeWit:
Happy you could join us today. Five days a week you could find us here on the Land Academy Show.

Steven James Butala:
Tomorrow’s Jack Thursday, and I’m going to talk about how to get a girl like Jill. You are not alone in your real estate ambition.

Jill K DeWit:
Thank you. I’m curious about this top.

Steven James Butala:
I surprised Joe at this today.

Jill K DeWit:
Well, I’m like, what are you talking… What is this going to be about? All right, I’m sure it’s going to be business related. I’m not that excited.

Steven James Butala:
Chock-full of compliments.

Jill K DeWit:
I mean, I am excited, but I know it’s business related. It’s not going to be chock-full of personal-

Steven James Butala:
Compliments? Receiving a kiss on the monkey bars when you’re little?

Jill K DeWit:
Right, hanging upside down.

Steven James Butala:
I already know what’s going to be about.

Jill K DeWit:
We’ll see, I guess I don’t know. That’s fine. Hey, thanks for tuning in. We would love to connect with you on Clubhouse. By the way, as this airs, it should be… Yes, it’s the first week in August, and that means we’re on Clubhouse. We are on Clubhouse on the first and third Thursday of every month at noon Pacific time.

Steven James Butala:
So its noon tomorrow?

Jill K DeWit:
Noon today. Wait noon tomorrow.

Steven James Butala:
Yeah, noon tomorrow.

Jill K DeWit:
Noon tomorrow. Today’s [crosstalk 00:11:13] Hello. Yeah, that’s good. Thanks for jumping in and goofing me up.

Steven James Butala:
Oh, sorry.

Jill K DeWit:
It’s alright. I’m joking. So, noon tomorrow Pacific time we will be live on Clubhouse. What’s Clubhouse? Google it. You need to know. It’s pretty darn fun. Like I said, you get to go on there and raise your hand, ask us questions, live on an app and we’ll answer them, and we all have a really good time. It’s awesome, so I’ll see you there.

Steven James Butala:
We’re Jack and Jill. Information.

Jill K DeWit:
And inspiration.

Steven James Butala:
To buy undervalued property.

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