Transcript:

Steven Jack Butala:
Jack 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 awesome Texas. Having a good time.

Steven Jack Butala:
Today Jill and I talk about the pros and cons of sending blind offers during the holidays.

Jill K DeWit:
This came up. Someone said, “Do you guys do that? Should I just shut down? Should I wait for January?” Hold on a moment.

Steven Jack Butala:
Came up in Career Path.

Jill K DeWit:
Mm-hmm. And we’re going to fill you in. It’s a really good question. It really is because I can understand exactly where that comes from. This one even didn’t agree with me for a while on this topic. But we are now on the same page. And we’re going to talk about here.

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.
Last year, a ton of Land Academy members came to Jill and I needing extra help getting their blind offer campaigns into the mail. So I took a look at how we were personally sending out mail, looked at our key employees, and ultimately made the same people that do our mailers available to Land Academy members to get their mailers out. We call it Concierge Data and now Concierge Data Plus, which is an end-to-end solution for you to outsource your mail, whether you’re brand new or whether you are-

Jill K DeWit:
Professional, busy.

Steven Jack Butala:
… 10 years into it and want to just outsource it all. Go out to offers2owners.com and check it all out. It’s all there.

Jill K DeWit:
Perfect.
Will wrote, “So I haven’t been at this for a full year yet. How will the end of the year season impact buyers and sellers? Do things slow down quite a bit? On top of that, anyone willing to share their current thoughts and outlook on the market? I’ve seen less full cash offers and more interest in seller financing. I’d love to hear different rationale for property types as well. Info, recreational, et cetera.” This question I could spend an hour on.

Steven Jack Butala:
Well, this is the topic. This is also the topic.

Jill K DeWit:
Okay. Let’s just go to the show and combine it all.

Steven Jack Butala:
Today’s topic, Pros and Cons of Selling Blind Offers During the Holidays. This is the meat of the show.

Jill K DeWit:
Okay. Will you leave that up? Because I’m going to talk about the holidays and then we’re going to touch on the other things that Will wrote.

Steven Jack Butala:
Sure.

Jill K DeWit:
Here’s the thing about the holidays. If anything, especially right now in today’s environment, everybody’s getting a little worried. They’re worried about cash. They’re worried about interest rates. They think, “Okay, the housing market is slowing. I need to dig in. I need to beef up my bank account and not make any crazy decisions.” Right? That’s what I hear and see a little bit of what’s going on. What does that mean for us? I’m buying everything I can. I said it on Monday on our show. The truth of how many deals I’m selling over buying is at least two or three to one buying versus selling right now. It’s not because there’s a slowdown on the selling, it’s just that I am going for it on the buy side because there’s so many great deals to be had right now.
Now you roll that in with the end of the year. There’s so many things that are going to the end of the year. So the answer for me, and I think for us, is do not stop mail at the end of the year. And here’s why. People need cash. Think about this. Christmas is coming. “I want to do this. I want to do that. I want to travel. People are traveling again. I want to go see my family. I haven’t seen them in a while. I want to decorate. I need money for all this stuff.” What a wonderful thing would be to get an envelope in the mail from someone like us saying, “Hey, I want to buy this property…” By the way, you’ve long forgotten about it. You got stuff on your mind. “… for $19,500.” Boy, would that be a nice thing to have right now. That’s scenario number one.
Scenario number two is we got people thinking about… Like us, as they should, we’re in the fourth quarter, thinking about the end of the year. Thinking about how they’re going to wrap up, thinking about the assets that they have, thinking about the taxes for next year. “This stupid property I’m never going to do anything with. I really would love to have it off my books this year and not have to deal with it in 2023 because we’re never going to use it anyway. Oh, here’s an offer. $19,500. Boy, that’s sounding great. Hope I can get it done by the end of the year.” These are things that I have and still do encounter all the time.

Steven Jack Butala:
Yeah. At the end of the year, you either need gains or losses. You don’t need nothing. And you really should look at that. And that’s a whole show on its own, that’s all. The short answer is never stop sending out mail. Ever.

Jill K DeWit:
Even if the volume slows down. You see a little bit, “Oh, people aren’t calling me on Christmas day.” No kidding. But hold on a moment. I have done deals the day after Christmas and between Christmas and New Year’s. All the scenarios I just pointed out to you. You need to keep pushing forward because there’s going to be good stuff there.

Steven Jack Butala:
Multiple times a week we get questions about adjusting what we do to the market. And here’s what I want you to memorize. Adjust to these new markets very, very, very little. Practice consistent habits. Send out a ton of mail, answer your phone correctly. Review the deals, do the deals that are great. Only do the deals that are great. Send out more mail, answer the phone even better. Do even better deals. And continue and continue and continue. Seller financing, forget it. You’re either in that business or you’re not. And I’m heavily encouraging you not to be. You either offer seller financing and sell properties on terms or you don’t. Everybody I’ve ever talked to in my entire life can’t stand it. With very, very few exceptions.

Jill K DeWit:
Every single person will go into, “I did this. I had this many properties. Here’s the payments. This is what it added up to. And then I had to hire this person for this. And then I had to hire that.” Which is basically babysitting all these payments. And then the last question I ask is, “Would you do it all over again?” “Oh, hell no. I wouldn’t do it that way again. It’s a lot of work.”

Steven Jack Butala:
And a positive light on that, the truth is that you can really make that work. If you’re not involved in it at all, you just don’t want to.

Jill K DeWit:
You hire people.

Steven Jack Butala:
That’s what property management is. I’ve never, ever talked to anybody who said, “Oh yeah, I love tenants. [inaudible 00:06:24] great. My tenants and I, we’re awesome together.” No.

Jill K DeWit:
“They always pay on time. They never need anything.”

Steven Jack Butala:
“They call me real happy all the time. ‘You know what? Everything in my house works right now. Thanks.'” No. Every single one of them always focus on trying to get some type of property management company in there so they don’t have to deal with that. So they can just go buy more units.

Jill K DeWit:
You’re right.

Steven Jack Butala:
It’s the same thing with this.

Jill K DeWit:
If you have that.

Steven Jack Butala:
You just can’t do it yourself. You’re going to get burned out.

Jill K DeWit:
That’s exactly the case. That’s brilliant.

Steven Jack Butala:
Please don’t change. If you’re used to buying info lots in the heyday, then continue to buy info lots. Just make the adjustments that are required, like cheaper.

Jill K DeWit:
I like that.

Steven Jack Butala:
Info lots cheaper. We don’t change our business model because… If anything that we’re changing at all is we send more mail out. And what Jill said, we’re probably buying three to one right now. Buy three, sell one.

Jill K DeWit:
Exactly. There’s great deals out there and more coming.
Happy you could join us today. Five days a week you can find us here on the Land Academy Show.

Steven Jack Butala:
Tomorrow’s Jack Thursday. And I’m going to talk about the phrase, “To what end you are not alone in your real estate ambition.” We hear that all the time. Well, to what end? “I bought this piece of property and I’m going to go do it.” Well, to what end? Jill hates this.

Jill K DeWit:
I do hate this. I think it’s stupid. Sorry. You know what? To what end am I going to have to keep having this discussion?

Steven Jack Butala:
Maybe that’s it for you.

Jill K DeWit:
Yeah. I’m so done.

Steven Jack Butala:
Joe just looked at me. If you get a chance to see this on YouTube for tomorrow, just look at Joe’s reaction. Because you know why? Jill doesn’t want anything to end. That’s true. She wants things to go slower and feel it.

Jill K DeWit:
Well, I do. On this trip, I do. Not deals. I don’t want the deals to go through. I just don’t think of things that way. I don’t take a step back. You think I’m all touchy-feely. And I am on some things, but not on this. Not when it comes to business and, “To what end?”

Steven Jack Butala:
Well, tomorrow I’ll share it with you and you can tell me what you think.

Jill K DeWit:
Okay.

Steven Jack Butala:
Because you never do that. You never tell me what you think.

Jill K DeWit:
No, I really don’t.

Steven Jack Butala:
You just keep it to yourself.

Jill K DeWit:
I do. I squash it down inside. And I just keep pushing it down.

Steven Jack Butala:
Saves it up for my birthday.

Jill K DeWit:
If I have any feelings, I just bury them deeper and deeper inside.

Steven Jack Butala:
Then become happier and happier.

Jill K DeWit:
Yeah, exactly. That works out great. It’s awesome.
All right. By the way, if you’re looking for more time with us… I don’t know, but maybe you are.

Steven Jack Butala:
Probably not.

Jill K DeWit:
Check us out. Probably not. But, hey, you can find us on Clubhouse on the first and third Thursday at 12:00 Pacific time of every month. We’re there. Go to the Land Investing Club on Clubhouse, follow that, and follow us. And we can chat with you live there. We are Jack and Jill.

Steven Jack Butala:
Information…

Jill K DeWit:
… and inspiration…

Steven Jack Butala:
… to buy undervalued property.