Jill Friday – How to Turn Angry Land Owners into Sellers (LA 1892)

WP Jill Friday How to Turn Angry Land Owners into Sellers LA 1892

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Steven Jack Butala:
Stephen and Jill here.

Jill K DeWit:
Jack and Jill here.

Steven Jack Butala:
Yeah. Welcome to the Land Academy Show. Entertaining land investment talk. I don’t know my name.

Jill K DeWit:
That’s right. Stephen Jack Butala. And I’m Jill Dewit. And we are broadcasting still from the lovely Valley of the Suns. Nice to be home.

Steven Jack Butala:
Today’s Jill Friday. She’s going to talk about how to turn angry landowners into sellers.

Jill K DeWit:
Yep.

Steven Jack Butala:
Before we get into it though, let’s take a question posted by one of our members on the landinvestors.com online community. It’s free.

Jill K DeWit:
Let’s skip all that. Greg wrote, “If a buyer wants to close after January 1st for tax reasons…” Jill note. Boy do I understand that.

Steven Jack Butala:
This is very common. If you’re new at this, this is what happens to you for the rest of your life.

Jill K DeWit:
This will come up.
Yeah, a side note, people are going to want to close. They’re either going to want to close by the end of the year or after the first of the year. Watch what happens here this next quarter, next two months.
So Greg says, “Buyer wants to close after January 1st for tax reasons. Is there a way to move through the majority of the closing docs prior to closing to eliminate the risk of the buyer getting a better offer or changing their mind along the way? Basically, I don’t have any issues closing after January 1st, but I’m afraid the buyer could change their mind. So I’m trying to figure out if I can legally prevent them from being able to do that.”

Steven Jack Butala:
That’s why God created contracts. So you can write a contract about anything that you want and make them sign it and says, “Yeah, we happily will sell this to you after, before, or buy or seller or whatever.” Maybe you ask the person for more money in turn.

Jill K DeWit:
I say, pick the closing date now. What’s the first Monday or the first Tuesday in January?

Steven Jack Butala:
I understand your point. And it’s a very valid concern. Like, hey, this is a great deal. Well on the buyer, the sell side and time kills deals. That’s just the truth. And so more time is always worse with real estate deals, but we orchestrate our entire lives this time of year around taxes and what with all kinds of decisions based on that.

Jill K DeWit:
Well…

Steven Jack Butala:
Just have a binding side contract that says you are going to buy this or sell it. Period.

Jill K DeWit:
Yeah. I would get it all through title, get it going. You know what I would do? There’d be weekly check-ins though too.

Steven Jack Butala:
Yeah.

Jill K DeWit:
From with between probably my team.

Steven Jack Butala:
And get some hard money. Get some hard money. Then-

Jill K DeWit:
That’s when I thought. Put some money in it. Because it’s him buying it. The seller wants to do it after January 1st. I kind of want to move some money over. So then it’s really a binding contract because money has changed hands.

Steven Jack Butala:
Yeah.

Jill K DeWit:
So I’d feel good about that. “We’re going to release $500 now though towards this. Just a small amount.”

Steven Jack Butala:
Yeah. Make it a little more real.

Jill K DeWit:
Yeah, exactly.

Steven Jack Butala:
Today’s Jill Friday. She’s going to talk about how to turn angry landowners into sellers. This is the meat of the show.

Jill K DeWit:
It happens all the time. All the time. This is the majority of the calls you’re going to get. We just had a career path session the other day and one person was talking about this mailer that everybody, all they want to do is yell at me. I’m like, “Well, what’d you get out of it?” “Nothing. They’re all mad at me.” Well, that’s what I get too. Every day. They’re calling my team or me when they get the mailers hit and they’re mad about it. I mean, not everybody, I’ll be honest, but when the first wave hits you lovingly call it the hate. It’s like, “What? How dare they send me an offer?” That’s their first anger moment by the way. They didn’t-

Steven Jack Butala:
They didn’t get my information.

Jill K DeWit:
Yeah, they’re first pissed off about that. It’s nothing to do with the price or you, just, “This came in my mail and I don’t want it. Why are you bugging me with this? You took time to send me this and what the heck?” So that’s the first phase.
The second phase is they still might be mad or unhappy. They may not like the price, but there’s something there. And then as time goes on, then they’re more and more into it, warmed up. They’ve seen your letter, it’s hung on their fridge for a month now and they’re approaching the expiration date on it and they’re going to call you about it.
So the point I want to talk about today, not all sellers or not all landowners are angry. Some are really excited. Especially if you overpriced the mailer. But that’s a whole other show.
But, “How do I just deal with these guys? They’re angry. They just called me and I feel like I’m not going to get anything out of this mailer.” Yeah, you are. There’s three things you got to do here to turn these guys around.
Number one is calm them down. Calm them down, Sympathize with them, make a joke even. That’s what I’ll do. Like, “Oops. I’m sorry. How many zeros did I forget? Noted. Got it.” “You know what? I fire the guy that did my mail, but I’m sleeping with him so I can’t.” I’ve done that. Totally serious. That makes them laugh, right? It’s a little hard to be mad when you’re like, “My guy might have screwed up.” And I never admit it because sometimes I’ll go back in these situations and they’ll take money away. So my guy definitely didn’t screw up. But I’ll say, “There’s a chance, it’s not a perfect science. Maybe we missed something.” So you could do that in just a couple sentences. Gosh, a minute or two.

Steven Jack Butala:
I’m from Detroit. If someone yells at me, I’m going to yell back. That’s my initial reaction. And it’s wrong. Jill’s from Disneyland. Her initial reaction if somebody yells at her is to smile and calm them down and be their friend.

Jill K DeWit:
Yeah.

Steven Jack Butala:
And so whoever’s answering your phone needs to have that Disneyland mentality or learn it.

Jill K DeWit:
Mm-hmm. Be able to take it.

Steven Jack Butala:
Yes.

Jill K DeWit:
And be able to communicate-

Steven Jack Butala:
And turn it in… This is what professional sales really is, in my opinion. Professional corporate sales. That’s what Jill’s spent her entire career in.

Jill K DeWit:
Right. So here’s what’s going to happen. So number one, calm them down. Sympathize with them. Maybe we did make a mistake. That’s your sympathizing with them.
Next step. They’re obviously got some questions. “Well, who the heck are you?” Answer your questions. Answer that. Not in a long, drawn out 10 minute thing. “Well, I started in corporate…” Fill in the blank. “And then I decided I didn’t want to be a pharmacist anymore. And so then I found Land Academy in 2016.” Don’t go… “And they taught me how to do this.”
Don’t go down that path, but just answer whatever questions they have about, “Who the heck are you?” “You know what? I’m really small-“

Steven Jack Butala:
I’m Jill DeWit.

Jill K DeWit:
“It’s my husband and I.”

Steven Jack Butala:
Yeah.

Jill K DeWit:
And-

Steven Jack Butala:
[inaudible 00:06:41] our dirt.

Jill K DeWit:
“Did you look us up? Yeah, that’s me. Yeah, I know, right? Great hair day.” And make a joke. I don’t know.
But answer whatever little questions they have in a nice way. Who you are. You’re a very small company. You’re one of the owners. And here’s the great news. I’m not a big corporation and whatever number you and I agree on is the number you’re going to get on your check. That’s the beauty here. I don’t have to go to anybody. And you’re doing this to build a rapport with them. You’re just a person just like them. And this is your business’ buy and selling land.
All right. Now we’ve calmed them down. They know who we are. We’re all hopefully working towards the same goal here. Right? And what we’re trying to do is to finish that point, the goal is, “All right, the only last thing we need to know is, do you want to sell? Sounds like you do.” They’re, “Yep, I do.” And then number two is, does my price work? And if it doesn’t work, what price does? That’s it. We just want to get on the same buy page because why… You want to sell. I want to buy. The only missing piece’s the dollar amount here.
And let’s go back to… “Remember you know who I am. I’m not an agent. I’m not a this, I’m not a that. I’m not a big company, but I have all these expenses and all these things. So what’s a good price?”

Steven Jack Butala:
Don’t be like me. It took me a really long time to digest and understand and fully get on board with that this is imperative. What Jill’s describing is not optional. You might get away a few times with getting a bunch of purchase agreements back, never talking on the phone at all. Maybe calling the people back that where they sign a purchase agreements just to arrange a closing. You might get away with that a few times. But if this is going to be your career and you really want to make $10 million, like accumulate $10 million…
Like I was explaining yesterday, you need to learn how to do this very, very effectively. All the resources in Atlantic Academy are here for that. Or you need to find somebody and partner with them like I did, like I did with Jill, because this has to happen for have long term success.

Jill K DeWit:
Right. You’re leaving money on the table if you’re not doing this. If you’re waiting for only signed purchase agreements and then you pick the best of those, you missed a lot. They called you back for a reason.

Steven Jack Butala:
I spent a lot of time talking about data and pricing and the technical part of this. But the social corporate sales part of this is… Some of our most successful members are Jill’s, not Jack’s.

Jill K DeWit:
You know what?

Steven Jack Butala:
In fact, most of them are.

Jill K DeWit:
Thank you. Some of these calls too, you need to know, they didn’t sign and send your offer back because it was $18,192. They need 21,000 to pay off fill in the blank. And if you had been able to talk to them on the phone and find out they only need an extra two to three grand, well shoot. You could do that. That was the missing piece. You wouldn’t know unless talk to them.

Steven Jack Butala:
She’s right.

Jill K DeWit:
That’s what you’re trying to figure out. And that often happens that way. It’s often a little thing. I offered them eight, they need 10. I can do 10.

Steven Jack Butala:
A lot of these-

Jill K DeWit:
I know how we price these things.

Steven Jack Butala:
You have to meet these people from where they’re coming. A lot of these people bought property when they were a lot younger and they were going to live, they were going to retire there or they were going to vacation there and it just didn’t pan out. Stuff happened. And so the thought of selling it really upsets them. And so they take it out on you, but you have to meet these people.

Jill K DeWit:
You have to know that, Be nice and understand, and sympathize.

Steven Jack Butala:
Get them to talk about that. Maybe the person bought it and now they’re now deceased and their spouse has to deal with it and it’s one more thing they have to deal with because the estate wasn’t organized or whatever. But in the end you are solving a problem for most of them.

Jill K DeWit:
Mm-hmm. So that’s the thing you need to remember. That’s exactly right. So there’s a reason they’re calling you and it’s usually not because you’re… It’s a situation that they’re in. So you need to, as my last point is this, do it as quickly as possible. You really don’t have the time to spend an hour on the phone with everybody understanding what really went on in their world and led them up to finally calling you today. You can do this in really five to 10 minutes. I want to make it closer to five if you can. The shorter, the better. Because you got other people calling you who need your time and have great deals. Right after you hang up the phone, there’s going to be another good one, I promise.
So as quickly as you can. And how do you get this good by the way? Practice. Just do it. Don’t be afraid. Pick up the phone. Write these steps down that I just covered. Have my checklist. It’s free on the landinvestors.com website on the left hand side. It’s Jill’s Inbound Land Seller Checklist. So you know all the questions to ask them when they call you back to make sure you get everything you need to go do your due diligence. You know we talked about that. And you’ll do it and you’ll get there. And that’s why you’re here. And 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.
I wonder how many deals are really truly left on the table because of this. I bet it’s staggering.

Jill K DeWit:
Yeah.

Steven Jack Butala:
We’ll never know. There’s no such thing as a split test for it.

Jill K DeWit:
Yeah, it’s true. You need to be on it. You need to call… If you missed a call, call them back.

Steven Jack Butala:
You need to absolutely embrace this, not loathe it. If you loathe it, you’re going to stop doing it eventually. So just get somebody else to do it.

Jill K DeWit:
Exactly. That’s it. You can’t let this kill your business. And I’m sure there’s a lot of people that get frustrated and they say, “I can’t do this land thing.” Because I can’t take the phone calls.
So don’t give up because of that. Like you just said, get Pat Live to answer the phone for you if you need to do that too. There’s lots of ways to work around this.

Steven Jack Butala:
We’re Jack and Jill.

Jill K DeWit:
We’re Jack and Jill.

Steven Jack Butala:
Information…

Jill K DeWit:
and inspiration.

Steven Jack Butala:
It’s about undervalued property.

 

Thanks for listening, and finally, don’t forget to subscribe to the show on Apple Podcasts.

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Each level comes with a preset amount of included data, Concierge Mail service, and postage. For example, the Green level includes 6,000 units of completed-for-you mail completely out the door at no extra cost to you.

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If you’re making this a business, Land Academy PRO takes the work off of your plate so you can focus on the things that matter – like running your business.

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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.
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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.
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Transaction Coordinator Use of our personal Transaction Coordinator team to manage your deals. Trained and ready to go!
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ParcelFact ParcelFact is included in your LA Pro membership with unlimited pulls.
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Land Academy No more separate charges - Land Academy is included with LA Pro Membership. This includes all education, tools, support, and future releases.
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Subtotal: $8,550 value $8,550 value $9,550 value $12,050 value $12,050 value
Mail Value: $7,500 value $11,250 value $15,000 value $18,750 value $22,500 value
Total Value: $39,050 $42,800 $47,550 $53,800 $57,550
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Green

$10,060

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.
6,000 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.
-
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.
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Subtotal: $8,550 value
Mail Value: $7,500 value
Total Value: $39,050
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$14,590

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.
9,000 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.
-
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: $8,550 value
Mail Value: $11,250 value
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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.
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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
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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.
15,000 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
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Subtotal: $12,050 value
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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.
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Subtotal: $12,050 value
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