Transcript:

Steven Jack Butala:
I am Steven Jack Butala.

Jill K DeWit:
And I’m Jill DeWit and this is the Land Academy Show.

Steven Jack Butala:
Today we’re going to talk about a couple of things. Number one, the three things it takes to succeed at buying and selling land. And I’m going to give you a hint about my three. Jill’s got three. I’ve got three. We haven’t seen each other’s.

Jill K DeWit:
We didn’t share.

Steven Jack Butala:
Mine have nothing to do with the actual basic skills of buying and selling land.

Jill K DeWit:
Same here.

Steven Jack Butala:
Really?

Jill K DeWit:
We actually agree on that. That’s going to be really interesting.

Steven Jack Butala:
And then a little later-

Jill K DeWit:
It’s not like you have… I’ll give you one hint on mine too. Mine does not have anything to do with buying and selling land and it doesn’t have anything to do with how much money you have.

Steven Jack Butala:
The same thing. Wow, isn’t that crazy?

Jill K DeWit:
Uh-huh.

Steven Jack Butala:
And then a little while later in the episode we’ll talk about how to avoid land due diligence paralysis. We’ve all heard of analysis paralysis. I think this is an offshoot of that.

Jill K DeWit:
Totally.

Steven Jack Butala:
Each week on the show we answer questions from our Land Academy Member Discord Forum. We review land acquisitions from our weekly member webinars and we take a deep dive into two land related topics by popular request. If you would like a sneak peek of our Discord forum, go to landacademy.com. It’s free.

Jill K DeWit:
And don’t forget, if this is interesting to you, you want to talk to my team or you want some tips on getting started, just send us a note to support@landacademy.com. All right, here’s our question. Paul wrote, “Hi, new member here in the corrupt state of Illinois.” I have to share that. That is kind of funny.

Steven Jack Butala:
I like him already.

Jill K DeWit:
I have my own version of what I call my former home state. But anyway.

Steven Jack Butala:
We’ll get to that in a second.

Jill K DeWit:
Yeah, we will, anyway. “My wife and I are retired engineers and I speak Excel fluently.” I love that. “So I’m definitely the data guy. I’m also a member under another mentor where I’ve learned a lot, but I realize he’s only done a few deals and Jack and Jill are here crushing it in real time. So I’m jumped on this opportunity.” So this, again, this is in Discord. He wrote to the community

Steven Jack Butala:
Recently, really, really recently.

Jill K DeWit:
This is good. “One difference in training is the other program had us sending neutral letters saying that if you want to sell your land, please call. I got less than 10 responses from 1500 letters.” That’s shocking. “Jack and Jill have us send an offer in the initial letter, which seems much better to me.”

Steven Jack Butala:
Especially as data people.

Jill K DeWit:
“Although I haven’t had anything yet. So what response rates are you all getting?” So I love this. We know it’s funny. I have to say, first of all, it’s amazing to me because in a neutral letter like, “Hey, I want to buy your house.” The responses I have heard, because I’ve never done this, this is nuts because this is what happens.

Steven Jack Butala:
Because this is nuts.

Jill K DeWit:
This is nuts. Even right now, if someone sent me a note right now and said, “I’d like to buy your home,” and I would say, “Well, congratulations. You can have it for 8 million.” That’s my make me move number and that’s what you’re going to get. Everybody has a make me move number. Come on, let’s be honest. Even if you inherited your family home that’s been in your family for 110 years, you’d be like, well, yeah, if someone offered that, heck, I would move and start all over. I’d get over it.

Steven Jack Butala:
Neutral letters generate noise.

Jill K DeWit:
Yeah.

Steven Jack Butala:
We send offer letters out, generate interested sellers.

Jill K DeWit:
Right. We generate deals, not conversations.

Steven Jack Butala:
Some of this interested sellers might be angry in the beginning, but what ends up happening is you work that out.

Jill K DeWit:
Yeah, I love it.

Steven Jack Butala:
Okay, so here’s the deal, and to directly answer your question, what response rates are you seeing? Geez-

Jill K DeWit:
What everybody wrote, right? Did you-

Steven Jack Butala:
Oh, everybody piped in here.

Jill K DeWit:
It’s all over the place.

Steven Jack Butala:
In a second, I’ll tell you. You can expect to, if the planets are aligned, buy a property for every 1500 letters that you send out if everything… You chose the right area, that’s best case. If you’re really good at this, it might be a little bit better. And then on the top end, it might take up to 10,000 letters to actually receive a deal that you’re going to do, let’s say,

Jill K DeWit:
Depending on the numbers that you are doing.

Steven Jack Butala:
But hey, it costs about five grand to send out 10,000 letters and you should be making 40 to $50,000 a deal. So it’s insignificant. Mailer yield is a big topic here and I’m glad you asked the question, but after you get that first 40, $50,000 net deal under your belt, it’ll never enter your mind again.

Jill K DeWit:
Well, especially because what really happens, Paul, is you get one deal, it pays for the mailer. You’re like, okay, and then you don’t even realize that six months down the road you just got three more deals from that old mailer. You’re like, oh, yeah.

Steven Jack Butala:
It’s tough to calculate.

Jill K DeWit:
I forgot, that was really from that mailer. So how do I now do this? And again, like Jack just said, you’re so past caring, it doesn’t matter.

Steven Jack Butala:
Yeah. Here’s my point to including this question because there’s tons of questions in Discord from new people, just a lot of questions in there from all people, all Land Academy members, “My wife and I are retired engineers.”

Jill K DeWit:
Yay.

Steven Jack Butala:
Huge big green check mark in the left column, number one, “We speak Excel fluently.” Number two, second, big green light.

Jill K DeWit:
Can I say why? A, retired, you have the time and B, you’re smart cookies, you’re in the right place.

Steven Jack Butala:
And you’re engineers.

Jill K DeWit:
That’s what I mean with the smart.

Steven Jack Butala:
Excel experience. Number three, “We are part of another program, not satisfied.” Big third, huge green check mark. Why am I doing this? Why am I-

Jill K DeWit:
Got some stuff all the way tested it.

Steven Jack Butala:
Why am I going through this? Because if you fit this profile, other listeners, this is the place for you and I’m not selling anything. This is really the place for you.

Jill K DeWit:
Because by the time this enrollment is closed…

Steven Jack Butala:
Is it?

Jill K DeWit:
Literally not selling anything, yeah. You could still call my team, by the way, [inaudible 00:06:14].

Steven Jack Butala:
We generally cap our membership at 500 people and so we’re either plus five or 10% of that almost all the time. And so I’m glad you guys made it in. If you’re brand new at this and you’re wondering what it’s like to be wealthy, because these two people already know what it’s like to be wealthy, they’re retired engineers. If you’re wondering what it’s like to be wealthy, this is not the place for you. I can’t say it more clearly. You can go to one of those other groups. There’s lots of them. They all used to be with one exception, Land Academy members, everybody who’s out teaching this, they’re former Land Academy members.

Jill K DeWit:
Do your homework.

Steven Jack Butala:
So just by the way, math, general arithmetic works, they cannot have had as much experience as we do. I’m not selling anything and I’m not blowing my own horn. I’m just stating facts. So welcome you engineers, you fit the profile perfectly and I cannot wait to get to know you on the Thursday call and see how well you do at this. If you guys need anything, please reach out to me personally on Discord and friend me and I’m happy to help in any way. Perfect profile for this.

Jill K DeWit:
I have a funny question for you. Have you ever considered joining somebody else’s program for any reason at all?

Steven Jack Butala:
I am actually a member.

Jill K DeWit:
No, no, no, no. In our space, not of other things. I’m well aware of some of the personal development things and I’ve applaud that.

Steven Jack Butala:
Jill’s a big fan of my personal development.

Jill K DeWit:
Totally. Every time he gets the book in the mail, I’m like, yes, yes.

Steven Jack Butala:
Does your wife like this too? Jill gets really excited every time I go to the doctor, even if it’s for a checkup. Wives love when their men are on some path that’s productive, not destructive.

Jill K DeWit:
Yes.

Steven Jack Butala:
If I go to the bar on Friday and I’ll say, “I’ll see you later.” That’s destructive to her.

Jill K DeWit:
We don’t want you in a downward spiral. We want you in an upward healthy spiral. But the funny, so again, those other programs aside, let’s just say…

Steven Jack Butala:
Oh, my god, he got a new shirt, my life’s going to change, that kind of stuff happens.

Jill K DeWit:
Yeah, that’s actually true.

Steven Jack Butala:
In our house.

Jill K DeWit:
That’s actually very true. Maybe if I throw away all these and he only has three left that I approve of, he’ll get the hint.

Steven Jack Butala:
Not a new car though. Oh my god, he brought home another car from the sixties. My life’s going to dramatically be reduced. That’s just human nature.

Jill K DeWit:
Yeah, well…

Steven Jack Butala:
Why is that?

Jill K DeWit:
I don’t know. Anyway, creates a little bit of a work and worry.

Steven Jack Butala:
Anyway, what were you saying?

Jill K DeWit:
So my point is I just think it’s kind of funny though, really what a true compliment to us that 99.9% of anybody in our space has been involved with us. And I wish there were more of them that this was their own idea, but it wasn’t. But anyway, it’s still kind of a compliment. Every now and then I even see in social media people directly copying verbatim what we call things. I’m like, that’s cute. That’s kind of funny.

Steven Jack Butala:
It actually in the end works out great for us because whoever they attract and recruit finds out the right people just like these two.

Jill K DeWit:
They get to the end.

Steven Jack Butala:
These two engineers.

Jill K DeWit:
Yeah, they find out.

Steven Jack Butala:
These two engineers realize there’s something more. And so they weeded themselves out. A brand new person who’s just trying to figure out how to get wealthy isn’t going to see the difference between Jill and I and fill in the blank.

Jill K DeWit:
Well, my whole question was to you, this is that we’re always trying to better ourself. I’m a huge fan of education, but getting the right education, you know what I mean? And I know you are too, and I just thought it was kind of funny that yeah, I’ve never been in anybody else’s thing ’cause I don’t know what I would gain. But other groups I am involved in, there’s stuff I will gain and I love showing up to like data stuff. I love getting involved in those kind of talks and things. So anyway.

Steven Jack Butala:
I always wonder what the profile is of the first time listener of this show. We’re almost 2000 episodes into this. We have a pretty good cult following, but there’s always probably every show, a few new people that only last, I don’t know, three minutes in this, like, who the heck are these guys?

Jill K DeWit:
If you haven’t dropped off now, I’d love to know. I’d love to know.

Steven Jack Butala:
Thanks Grandpa for your advice. That’s what they’re saying.

Jill K DeWit:
All right.

Steven Jack Butala:
Today’s first topic, the three things that it takes to succeed at buying and selling land. Jill and I have separate lists. I would like you to go first.

Jill K DeWit:
All right, do you want me to list all three or one at a time?

Steven Jack Butala:
Sure.

Jill K DeWit:
So am I going to do all my three and then you’re going to do all your three?

Steven Jack Butala:
Yeah, but I think they’re going to overlap. I just have a gut feeling, so we’ll just take it how it goes.

Jill K DeWit:
All right, my first one is humility.

Steven Jack Butala:
Wow, this shocks me.

Jill K DeWit:
I like that. And this is me.

Steven Jack Butala:
I’m from Detroit. My middle name is Humility. Jill’s from Disneyland literally and so this shocks me.

Jill K DeWit:
I know. Doesn’t mean I’m good at it, just means that that’s what I think you need. So here’s the truth. Right now when I sat down 15 minutes ago and I look at the topic, he’s like, “Write things down.” I’m like, “okay.” Sometimes that’s your best. I’m like, all right, what are the top three? This, this, this.

Steven Jack Butala:
Why humility, Jill?

Jill K DeWit:
I just [inaudible 00:11:49]-

Steven Jack Butala:
This is fascinating.

Jill K DeWit:
Because you need to come at this knowing you don’t know it all. The best people have come at this from… Just like Paul, he is a pro at being an engineer. Whatever kind of engineer he and his wife are, they have that nailed. He could walk in with a big head saying, “Oh, I’m so smart, out of my way.” But no, he’s taking on education, joining a group, asking questions. That’s humility and that’s the right kind. I know what I know over here, but I don’t know everything I need to know about this.

Steven Jack Butala:
Well, you constantly have to learn. I mean, there’s no other way about everything in life.

Jill K DeWit:
That’s it.

Steven Jack Butala:
You’re either going to be a better husband as time goes on or not, and that probably is not going to happen on accident. It certainly doesn’t happen with me.

Jill K DeWit:
I promise you ’cause I’ve seen this now, God, we’re going on nine years of Land Academy, not kidding. I’ve watched in the group, the most successful people show up not every Thursday, but they’re there enough and they’re in the community, maybe not 24/7, I don’t want you to do that, but they’re there. And I promise you, if you’re showing up and you’re asking questions, and even if you’re a fly on the wall, boy, there’s nuggets of just quality stuff that drop every day and every week on our call. I hear it. I hear people going… Just the other day in Career Path, someone said, “Ding, ding. That was it. That was it for me. That was the cost of the price of admission. I just got it.”

Steven Jack Butala:
You’re absolutely right.

Jill K DeWit:
“That was my light bulb moment.” So you have to come at this with humility knowing that… And that’s why you’re here. Come on, this guy’s been doing these deals since the nineties. We didn’t make this up. We’re not brand new at this. I don’t have a hundred deals saying, “Oh, I can show you how to do it.” No, since the nineties. And you’d be nuts not to take a step back and go, all right, they probably know what they’re talking about. They do have 16, almost 17,000 transactions to discuss that they’ve completed. I thought about this earlier today too. That spreadsheet is probably still floating out on the planet somewhere ’cause we used to post that.

Steven Jack Butala:
Yeah, the actual deals.

Jill K DeWit:
When we launched Land Academy, just so you know, we had, I don’t know how many page PDF file, we were saying we wanted to have proof to support that we have done this many transactions.

Steven Jack Butala:
Because they’re [inaudible 00:14:18].

Jill K DeWit:
So we did so. So Jack here had an attachment that you could off our website go and download, a PDF file.

Steven Jack Butala:
I’m a former account, so I believe in backing and source documents and all of that. And, boy, that was-

Jill K DeWit:
And summed through it was state county APN legal description, bought, sold and dates. It was that and it was like, not kidding, these are our deals. You don’t believe me? Look them up. And so it’s probably still out there somewhere. But anyway, my point is have some humility and be a sponge to what we’re trying to help you with ’cause that’s the goal here. I’m not here to…

Steven Jack Butala:
That ties in perfectly to all of this because these two engineers, by the way, this has got to be an endless source of jokes for you. Two married engineers who are retired-

Jill K DeWit:
What’s dinner like at that house?

Steven Jack Butala:
… sit down to dinner. There’s like 50 things.

Jill K DeWit:
Wow, do they even talk?

Steven Jack Butala:
Like, my fork’s in the wrong place, my potatoes are touching my meat.

Jill K DeWit:
I’m like, is it even talking? Is there no words? I could feel like no words, eat, get up and leave.

Steven Jack Butala:
Go down in the basement.

Jill K DeWit:
I kind of want to know, Paul, you guys got to tell us.

Steven Jack Butala:
I do too.

Jill K DeWit:
Kind of curious.

Steven Jack Butala:
Go down in the basement and work on what you’ve been working on your entire career like it’s going to save the world somehow.

Jill K DeWit:
Well, wait a minute. They sit down at exactly 1800 hours by the way, and they leave at 1800 hours all it should take.

Steven Jack Butala:
And one does the dishes every other day.

Jill K DeWit:
Yep.

Steven Jack Butala:
Everything’s in a system.

Jill K DeWit:
Totally. And there’s no talking about it. I can imagine the whole house is no words. There’s just clocks everywhere.

Steven Jack Butala:
You guys are going to smash it.

Jill K DeWit:
And they’re all digital.

Steven Jack Butala:
Jill’s an airplane pilot and I’m a recovering accountant, so she knows all this ’cause this is what our life is pretty much.

Jill K DeWit:
Oh my gosh, yes.

Steven Jack Butala:
Humility. Number two.

Jill K DeWit:
Okay, number two, tenacity.

Steven Jack Butala:
This is good stuff, Jill.

Jill K DeWit:
You like this? So you know what? Man, if you can’t roll with the punches, you’re not going to make it in anything. So we’re talking about today the three things it takes to do our business, but in case you haven’t picked up on the theme by now, it applies to kind of everything. So gosh, land is no different. What we do every day is no different. You need to roll with the punches and you need to, man, just take what’s coming at you and solve it. That’s really my thing. Every day there’s going to be something. You’re going to send out a mailer and you priced it wrong. You’re going to send out a mailer and your phone number is wrong. You’re going to do something and your website’s not working. You’re going to forget to follow through and a closing’s not going to go like you planned. I don’t know, dream it up. So things are going to happen. If you can’t just recover and fix it and move on and make it better every time, you’re not going to make it.

Steven Jack Butala:
Humility and tenacity.

Jill K DeWit:
You ready for my third one?

Steven Jack Butala:
Yeah, yeah, for sure.

Jill K DeWit:
Do you want to ask about tenacity a little bit?

Steven Jack Butala:
Well, I think tenacity is absolutely imperative, but I think it’s kind of putting it lightly. But I’ll cover that in mine because tenacity is covered in mine, but it’s very different.

Jill K DeWit:
Well, I was telling you the story, I don’t know where it falls under, if it falls under tenacity or my third point here where we were talking this morning in the kitchen over coffee and that’s when Steven’s like, “Oh, this is our topic today.” And you know the story I’m about to share. I’m like, “You know what? This is what people don’t realize.” We lived in a mansion on the beach and you know what, I was still giving up a Saturday night to stay home and take phone calls from sellers when a mailer hit because it was Saturday night and I was the only one that was available. I could have done PATLive, but I didn’t want to. I’m like, I needed this to go well.

Steven Jack Butala:
Were you upset about it?

Jill K DeWit:
No.

Steven Jack Butala:
This is what I’m saying.

Jill K DeWit:
No.

Steven Jack Butala:
It wasn’t a joke for you.

Jill K DeWit:
No. I sent him away. I said, “You know what, babe? I’m actually excited. This is my life. I don’t care.” And you know what? It’s not going to forever be like that. It’s not every Saturday night, but to give up a Saturday night and say, “Babe, you go have fun with our friends. I don’t care. I need to and I want to answer these phone calls ’cause I know what’s going to come of it.” It’s going to afford the next whatever we want or just life.

Steven Jack Butala:
These first two that Jill has taps right into my number one, so I’m going to say it.

Jill K DeWit:
Okay.

Steven Jack Butala:
You from the top of your head to the bottom of your toes need to be consumed and obsessed and make a commitment to succeed at this. And it’s not just buying and selling land, it’s whatever you do in your life. I don’t think that it’s an accident that two retired married engineers who took a land course decided that it’s not that they want some more and that they’re going to go into this taking it lightly. They didn’t take being engineers lightly.

Jill K DeWit:
Yeah, they’ve not taken it that way.

Steven Jack Butala:
If they did, they wouldn’t be retired. They didn’t take each other lightly. Or if they did, they wouldn’t be together. You have to make a commitment. In fact, at this age, you should be saying to everything that Jill and I are saying on the show and probably a lot of episodes, duh. What? I mean, do you really have to say this out loud? I took a picture a couple years ago. We were at a beach in an RV and there’s big pictures posted all over that said, “Don’t walk on the hot coals.” To which I sent it out on the Internet, on social media. I’m like, “In this world, do we need a sign like that?”

Jill K DeWit:
It is kind of funny.

Steven Jack Butala:
It’s not like-

Jill K DeWit:
It’s kind of a duh.

Steven Jack Butala:
Hey, beware this public beach allows campfires. So please just know that. No, that’s not what it said. “Don’t walk on hot coals.” That’s something you should probably learn before kindergarten.

Jill K DeWit:
That’s so funny. It’s like if you drive fast and you hit something, it’s going to hurt. Really.

Steven Jack Butala:
You either go about through life just consumed or obsessed with whatever you’re trying to accomplish at the time or you don’t. The greatest example, I’ve said this on the air before in distant past, I’ll say it again. The greatest example I have is of the drummer for the band brush, Neil Peart, who recently passed away, in the week that he passed away. He was taking drum lessons. He’s arguably the best rock drummer has ever lived, ever. I mean, me, for sure the top five, maybe 10, anybody you ask. And he’s taking drum lessons at that age? That’s commitment.

Jill K DeWit:
Yep.

Steven Jack Butala:
It’s impressive.

Jill K DeWit:
Yep. So your number one is commit-

Steven Jack Butala:
Top to bottom commitment.

Jill K DeWit:
Yeah, I believe that. I don’t care what age you are by the way.

Steven Jack Butala:
Really obsession.

Jill K DeWit:
Don’t do anything you’re not committed to. Why would you?

Steven Jack Butala:
That’s what I think. So it’s very natural for me to glom onto this.

Jill K DeWit:
I’m just not going it.

Steven Jack Butala:
And just do all the research and there’s other stuff in my… Jill and I are winding our careers down here together at the same time.

Jill K DeWit:
Thought you said whining. Jill and I are whining today.

Steven Jack Butala:
Well, that’s true too.

Jill K DeWit:
Winding.

Steven Jack Butala:
Winding down our… And so hobbies are slowly taking over my work life, my professional life, and I’m noticing that this is not true at Jill by the way. I’m obsessing on stuff and Jill’s obsessing on spa days, as you should.

Jill K DeWit:
Yeah, I’m obsessing on doing nothing for a little bit.

Steven Jack Butala:
As you should.

Jill K DeWit:
But I am working on my little quiet pottery shop I’d like to have, I might be taking some pottery classes.

Steven Jack Butala:
In the history of pottery shops, this will be included in the non-for-profit pottery shop.

Jill K DeWit:
Oh, it’s solely for me. It is a hundred percent a hobby. It’ll be fun. All right, do you want to do your number two or you want me get to my number three?

Steven Jack Butala:
Yeah, your three.

Jill K DeWit:
Okay, so my number three, so I have humility, tenacity, and my last one is drive. So it kind of goes with your number one. Man, like everything, I don’t care what you’re working on, there’s going to be days you’re going to wake up and not be into it and that’s normal and that’s fine, but you got to get up and do it. I was complimenting our sweet Karl Lathus, as I was thinking of this, I’m like, Karl said something to us months ago, maybe a year ago, he’s like, “I knew when I was 20 something and starting these companies that I may not have known I was doing, I may not have been the best at this or best at that, but I knew that I would outwork anyone. I would be there. I’d be…” And I said, “I believe that to be true.”

Steven Jack Butala:
Jill, you’re like that.

Jill K DeWit:
Yeah.

Steven Jack Butala:
Jill works harder than I do. That’s the truth.

Jill K DeWit:
That’s true. I didn’t mean that I’m that way. Not that I work better than you.

Steven Jack Butala:
No, it’s not. It’s a huge compliment.

Jill K DeWit:
Yeah, no, I won’t stop. I don’t know how to stop. I’m going to make it… If I commit to it, I have that drive and you need drive. You need to find it within yourself because you have to stay motivated. I don’t care what it is. ‘Cause if you’re not, it’s not worth your time. So for me, I reward myself and that’s how I kind of push myself forward with drive and staying on track. So whatever it is for you, what is it for you if you’re driven to do something, is it because you want to be the best at it or…

Steven Jack Butala:
That’s a good question. It’s kind of off-topic here, but-

Jill K DeWit:
Who cares?

Steven Jack Butala:
It doesn’t matter. It’s the same topic.

Jill K DeWit:
What is yours?

Steven Jack Butala:
I am very, very driven by two things, money and being done.

Jill K DeWit:
So bank balance and efficiency kind of?

Steven Jack Butala:
Yeah, efficiency slash… Maybe it’s an accounting thing. It’s the end of the month. The numbers are back in, that month is done, it’s finished and okay, great. I’ve just bought a piece of land. It’s up for sale. It went under contract, just about to be done. Just little wins and finishing stuff and then starting something and finishing it again. Land Academy is going to end at some point and I know what that looks like. And Jill, I haven’t shared this with Jill, but-

Jill K DeWit:
Like [inaudible 00:25:00].

Steven Jack Butala:
… at finishing stuff is… We have a bunch of cars. I can’t sleep if one of them doesn’t start.

Jill K DeWit:
That’s true.

Steven Jack Butala:
It just has to be finished. And so finishing a real estate deal is incredibly satisfactory.

Jill K DeWit:
I understand.

Steven Jack Butala:
That’s what drives me. Looking great in a new pair of jeans doesn’t enter my mind. I say this ’cause we just went through a baseball game and it’s shocking to me how important it’s the way people dress up and stuff. I don’t get it. And you know what? That’s the root of your question. What drives you? For whatever reason, there’s a huge number of people that go to public events and they’re very interested in how they look.

Jill K DeWit:
I’m trying to tie those together and I’m struggling. I don’t know.

Steven Jack Butala:
Whatever drives them, it’s not money and it’s not finishing something. It’s like how many views they get or clicks, or whatever it is.

Jill K DeWit:
But you know what’s funny about the drive thing though? I got to say this, it’s not like you go, well, I’m done and then you’re just done. No, you start something else.

Steven Jack Butala:
That’s true. It’s usually a bigger mess.

Jill K DeWit:
Yeah, that’s my point.

Steven Jack Butala:
In the thing before that.

Jill K DeWit:
So you’re always driven and working on something. So drive is just in you. Is it nature or nurture?

Steven Jack Butala:
I don’t know.

Jill K DeWit:
Interesting.

Steven Jack Butala:
What about you? I mean you already said it, didn’t you?

Jill K DeWit:
Yeah. I’m driven. I’m kind of driven the same way. I like accomplishment and rewards. I don’t know. And honestly I think it’s nature, more nature than nurture because Lord knows people in my family are not that way.

Steven Jack Butala:
That’s true. I can vouch for that. So my number one is top to bottom commitment and just truly like obsession is really probably a better word.

Jill K DeWit:
I like obsession.

Steven Jack Butala:
I think obsession is a more acute form of commitment. So we talked about that. Number two is basic common sense.

Jill K DeWit:
That’s good.

Steven Jack Butala:
And this came about because Jill and I, again, were talking in the kitchen about… We actually brought this up in Career Path a couple days ago yesterday. If you’re driving down the street or driving down the freeway, all of us have done some version of this. It’s probably why you’re listening to this podcast and you see land for sale, $30,000 and then a phone number. What’s the first thing you think of?

Jill K DeWit:
I wonder what they paid. That’s what I thought.

Steven Jack Butala:
The first thing that I think of is, well, what’s it worth?

Jill K DeWit:
Right.

Steven Jack Butala:
You’re asking 30. I’m going to be the judge of what it’s worth. And so it’s either worth 30 or 20 or 40 and then there’s the number of what am I willing to pay for it. So that’s common sense. I don’t see that a lot in certain places. Actually within Land Academy and in the planet, I don’t see applying common sense to this.

Jill K DeWit:
Why are you even doing this fill in the blank?

Steven Jack Butala:
What happens with super, super new people is they say, okay, this guy wants 30. I’m going to try to make that work. I’m going to look at this deal. I’m going to take this deal and twist it around and look at it and roll around in it and take that apple and look at it 15 different ways and try to see if I see 30 in there. That’s not common sense. That’s a personality disorder. You need to look at the deal from a common sense standpoint. I want to get into the deal. I’m going to pay some money. I’m going to convert some of the cash that I have into real estate. Then I’m going to convert it back out into a higher dollar amount than I put in as quickly as possible with the least amount of effort. That’s common sense to me. It’s not satisfying some other need that I have to be a real estate investor and talk about it. So common sense is grossly overlooked in success of anything. I did very well as an accountant very quickly in a public accounting environment, not because I was a good accountant.
The truth is I was a terrible accountant. Terrible. What I was great at and why I succeeded and got promoted to partner very quickly is because I knew how to get new clients and I learned that from a common sense standpoint. I’m looking around in the middle of the night, everybody’s trying to get an audit done and this is not what I want. What are these people doing? Let’s take a couple steps back. Why are these 15 people sitting in a room trying to get this audit done for the client and do I want to do this next week? What are they really doing this for? They’re doing it for money. They’re making the client look good. Well, what if I just go get another client on top of this and put all these smells at work and continue to do it? It’s just common sense. I’m not patting myself on the back over that and I don’t think I’m unusually intelligent. I know I’m not actually. I just think I apply common sense to everything.

Jill K DeWit:
I think you’re very smart.

Steven Jack Butala:
Number three is time and I hear people over and over and over again. We just got off of a conference call, Jill and I, with a group of people who said, “I don’t have enough time.” And you know what? This is a one thing you have control over in your life and if you don’t look at that, that like you have control over your time, you’re wrong. How many times have you heard people say, “I have two little kids, I don’t have any time to work out”? Are you kidding me? If there were 28 hours in a day I could get… That’s all BS. All of it. You have complete control over how you use that 24 hours.

Jill K DeWit:
That’s your number three is time, just time?

Steven Jack Butala:
Yeah.

Jill K DeWit:
Okay. It’s interesting. Very interesting.

Steven Jack Butala:
And I don’t mean you need the time to go about doing this to be successful, you need to change in your head that this is the thing that you’re going to do.

Jill K DeWit:
You’re making the time.

Steven Jack Butala:
Yeah.

Jill K DeWit:
You’re removing something else.

Steven Jack Butala:
Yeah, Jack, but I’ve got a job and I’ve got bills and I’ve got this spouse of mine. She’s…

Jill K DeWit:
Then it’s not important.

Steven Jack Butala:
That’s right.

Jill K DeWit:
It’s not important.

Steven Jack Butala:
Then you know what? You assigned your time to somebody else and you’re making it real convenient to not go out and do what you want to do.

Jill K DeWit:
I love that. We had the 4:00 AM club, it’s probably still floating around. There were a bunch of people that were logging on in Discord in our online community at the same time, about 4:00 AM for all of them. Whatever time zone they were in, they’re like, “Apparently I’m not the only one up.” “No you’re not.” And here comes another one and they’re all chatting and they kind of called themselves a 4:00 AM club. I’m like, “Good for you guys.” They were up working from four to 6:00 AM Then they started their day, got their kids up and fed and to school and then they went to work and they came home and they did it again and guess what? Those guys are successful.

Steven Jack Butala:
Well, Jack, you guys have a choice over your time. Why are you doing this silly podcast? I’ll tell you why. I’m not doing this podcast to try to get more subscribers in Land Academy. That’s not why I’m doing it at all. I’m doing it because I’m trying to find people like these two engineers to be my business partners in the future so we can do land deals together. They might need money, I might need money. They might need expertise. I might need their… Let’s say they’re in Florida. I don’t know a lot about Florida buying and selling land. There is not something that’s on my list, but if I got a good deal in Florida, maybe I can call.

Jill K DeWit:
[inaudible 00:32:13].

Steven Jack Butala:
Maybe they’re in New Jersey. I don’t know. I want intelligent business partners in our tiny little 500 person group so that we can do stuff together. That’s why I spend an hour and a half doing this podcast with her.

Jill K DeWit:
I was waiting to see what you were going to call me. I’m like, oh, here it comes.

Steven Jack Butala:
30 things ran through my head.

Jill K DeWit:
With sunshine. I was like waiting for, what are you going to do? Or Disneyland.

Steven Jack Butala:
With humility.

Jill K DeWit:
Listen, detour.

Steven Jack Butala:
Humility, you’re never going to hear it down to that.

Jill K DeWit:
Oh, no.

Steven Jack Butala:
Next heated debate. You and I get in, I’m going to say humility. One word

Jill K DeWit:
And I’m going to go not today.

Steven Jack Butala:
And to which she’s going to say something like, this is not my first time, she’s going to say, “Self-preservation. Serenity [inaudible 00:33:09].”

Jill K DeWit:
That’s awesome.

Steven Jack Butala:
Let’s take a look at one of our favorite land acquisitions from our weekly Thursday member webinar.

Jill K DeWit:
Oh my gosh.

Steven Jack Butala:
Let’s take another question posted by one of our members on the Land Academy Discord online community. Again, if you want to sneak peek, go to landacademy.com. It’s free.

Jill K DeWit:
Okay. Ed wrote, “Hello everyone. I just joined yesterday. I’ve done one mailing, 3,200 units, through another coaching class and I’m starting to get some calls, which is exciting. However, I really felt like there was some things lacking in the other course.” We have a theme today

Steven Jack Butala:
We do.

Jill K DeWit:
I noticed. Yeah.

Steven Jack Butala:
It’s actually a huge theme in Discord.

Jill K DeWit:
Where did you come from?

Steven Jack Butala:
And it’s a huge theme in the people who are joining Land Academy. They’re defecting from substandard groups and if you’re one of those people, let us know. If you’re brand new at this, go to those other groups.

Jill K DeWit:
No.

Steven Jack Butala:
I’m serious.

Jill K DeWit:
It’s okay. It’s all right. All right. “One which is the community, one of which was lacking. I’m very excited to take part here as well as learning and supporting each other.” Good. They’re happy with our community support.

Steven Jack Butala:
This is the part I love.

Jill K DeWit:
Okay. “I’ve been doing various real estate things for 10 plus years.”

Steven Jack Butala:
10 years of real estate experience.

Jill K DeWit:
I can do that on everything I say?

Steven Jack Butala:
Mm-hmm.

Jill K DeWit:
Okay. Humility. That’s all right.

Steven Jack Butala:
That’s my line.

Jill K DeWit:
I know.

Steven Jack Butala:
You need a line.

Jill K DeWit:
How do use this? Sounds like we have Tourettes. We’re going to start doing this all the time. I’m just learning out random.

Steven Jack Butala:
You can’t use my lines though.

Jill K DeWit:
Sorry. It just felt appropriate. All right. Okay, “So I have about…” Sorry, Ed. “So I have about 60 SFRs and multifamily doors as well as three Airbnbs. My wife and I have also done several house flips.” This is amazing. I love when people have all this experience.

Steven Jack Butala:
I would call this extensive experience.

Jill K DeWit:
These are like hard things.

Steven Jack Butala:
In real estate.

Jill K DeWit:
We’ve done all these too and I sucked.

Steven Jack Butala:
Yeah, you’re [inaudible 00:35:32].

Jill K DeWit:
I know.

Steven Jack Butala:
Buying and selling land is the easiest thing in the world you can [inaudible 00:35:36].

Jill K DeWit:
That’s right. You’re going to go this is how easy it is to make a hundred grand. What the heck was I doing? Yep, there you go. “All of that has been interesting, but I’m looking to simplify my life.” Welcome to the club. “And this really seems like a good way to do that. I am committed to make this work. Good luck to all.” Oh, I love it, Ed, you’re totally in the right place.

Steven Jack Butala:
Absolutely.

Jill K DeWit:
Yeah. It’s awesome.

Steven Jack Butala:
Two good new members that are going to smash it and make the group better.

Jill K DeWit:
Yeah.

Steven Jack Butala:
Including Jill and I.

Jill K DeWit:
Yeah.

Steven Jack Butala:
Today’s second topic, how to avoid land due diligence paralysis. This topic is directly out of yesterday’s Career Path presentation by Jill.

Jill K DeWit:
Yes.

Steven Jack Butala:
We have the six As.

Jill K DeWit:
Yes.

Steven Jack Butala:
We have stage one due diligence and stage two. Here’s the summary, the six As they are access, property’s got to have access. You can hopefully drive right up to it or some version of that. Every property’s got some version of access, including I need a helicopter to get to it. We have extensive experience in both and as do everybody in our group. So access. Alive, you can’t buy a piece of property from a dead person. Affordable, which is my A word. A word starting with an A, meaning the deal works. I’m going to buy it for 30,000 bucks and sell it for 60,000. I’m not going to see something to make it worth 30,000. That’s just either common sense. Affordability. Attributes, super cool stuff around it. It’s close to the Grand Canyon, it’s close to Las Vegas, it’s in midtown Manhattan. Some amazing attribute, mountain views, tall pine trees. It’s got an old mobile home on it. That’s a great attribute. That’s four.

Jill K DeWit:
Acreage.

Steven Jack Butala:
Acreage. So that’s my A word of trying to keep in forefront in your mind about its size. In general, not always in general, bigger is better. 40 acres is better than 20 acres.

Jill K DeWit:
I forgot. Access, alive, acreage, affordability, attribute, and… Darn it, what are we missing?

Steven Jack Butala:
I don’t know.

Jill K DeWit:
This is the funniest thing. I’m not going to take credit for this one ’cause I didn’t go down this path. What’s number six?

Steven Jack Butala:
I’m going to Google it. I’m going to Google it.

Jill K DeWit:
Holy Moly, just Google our own stuff. Access, alive, acreage, affordability attribute. What the heck are we missing? This is great. I wonder if our team’s going to cut this. Probably not.

Steven Jack Butala:
Probably not.

Jill K DeWit:
They’re going to let us fail. Land academy six As the four As are now five As. Hey, go to that. Look at that. There’s an old… Oh, I wonder if it’s in there. No, that’s not in it. Oh my gosh. I did this this other day. I just did this the other day. Access, alive, acreage, affordability…

Steven Jack Butala:
Attribute.

Jill K DeWit:
Attribute, and I am drawing a blank. I don’t know. Now the five As. That’s hilarious. I am sure our people are going to cut this now ’cause now it’s getting-

Steven Jack Butala:
Me too.

Jill K DeWit:
… long, so please cut this. Access, alive, acreage, affordability. Do you want me to go pull up my slides from yesterday?

Steven Jack Butala:
Sure.

Jill K DeWit:
Okay. I’m-

Steven Jack Butala:
No, I’ll do it. I’ll do it here.

Jill K DeWit:
Okay. Pull it up Canva because it’s in there. There you go, right there [inaudible 00:40:21].

Steven Jack Butala:
Adjacent.

Jill K DeWit:
Oh. That’s why it was stumping us because it wasn’t… Okay.

Steven Jack Butala:
And finally adjacent. What’s next to it? Is it a piece of farmland that’s surrounded by other pieces of farmland? Is it a piece of farmland that’s surrounded by a brand new subdivision? These are all really positive things that the property that you’re about to buy, they’re checking to see if you’re going to buy. If that’s prevalent, if it’s a property that’s got a bunch of other incredibly vacant property adjacent to it that’s for sale for a very small amount of money, let’s say… Adjacent, it really, really, really matters. Adjacent will tell you what the logical outcome is for the property that you’re buying. It’s likely going to be what’s happening with the adjacent property. And if the answer is nothing, it’s vacant. That’s probably how your property’s going to stay. The progress hasn’t caught it yet.

Jill K DeWit:
Well, you know what I think of an easy example is there’s ranch lands where you see five acre ranch, five acre ranch, five acre ranch, five acre ranch, and then one five acre in the middle. We all know what’s going on there, but then you have a paper subdivision in Riverside or whatever county in wherever, and there’s just nothing that’s adjacent where you’re like, okay, this is going to happen. Sure, I can see there’s platted roads, but they don’t even exist, that kind of a thing. But the topic is really about avoiding this due diligence paralysis. So what the heck are we talking about out? We see this at times. People come in and they get one phone call and the call comes back. The first thing they do is race to their desk to look it up. They got all the information, they’re all excited, like this guy liked my offer, let’s go look it up.
And then they go down the rabbit hole and they spend, I don’t know, a couple hours on this. And then we start digging there and then we start digging here and then they’re like, I don’t know if I want to buy it. I don’t know if I want to buy it, and maybe this is Monday, maybe this is Sunday. I’m going to say Sunday, the call came in Sunday morning. Not kidding. And they’re still, by Thursday when our weekly call rolls around, they’re still not sure if they’re going to buy it. So they bring it up to us and in 30 seconds… I mean we’ll pull it right up and go, oh, I already got a feeling. That’s how fast it can and will be and should be for you.

Steven Jack Butala:
Here’s what I want you to do because in the writing in the title here, it says how to avoid this problem. What I want you to do when a deal comes back, I don’t care if you’re brand new or if you have a 50 years of experience doing this, I want you to look at the money. Does this fit the profile of what I’m trying to buy?

Jill K DeWit:
Right.

Steven Jack Butala:
I, like the Land Academy program said, determined that my sweet spot is to buy for 30 and sell for 60. So I went out and trolled like the Land Academy program says, figured out the markets and tested and yes, the market support, what I’m trying to do, send a bunch of mail out. Property came back, in the first 15 seconds and looking at it the way that we do on the Thursday call, it supports that. It supports that. I’m going to buy for 30 and sell for 60. And so now you proceed down the due diligence path, because that’s affordability. We got it. That’s one of the As. Check. The other five As does it…

Jill K DeWit:
Have access? Are they alive?

Steven Jack Butala:
Access, adjacent, are they alive? You just need to start to look for reasons why.

Jill K DeWit:
Make sure that’s smart.

Steven Jack Butala:
I don’t want you to look for positive stuff. I want you to start to build your case about what is going to happen in these six As that’s going to stop you from accomplishing making 30 grand.

Jill K DeWit:
True.

Steven Jack Butala:
And what I see new people doing is trying to justify the $60,000 price or try to just… If the person comes back instead of 30,000 that you offer, it comes back and say, I’ll take 50. They start to see what’s in these other As that I can make it worth $50,000. And the fact is, you can’t.

Jill K DeWit:
Right.

Steven Jack Butala:
Because it doesn’t work, the financial piece doesn’t work. So just stop right there and open the next letter and send out the next mailer.

Jill K DeWit:
Exactly.

Steven Jack Butala:
That’s the Land Academy way. We have people in Career Path, which is our advanced program packed full of people in Career Path that are screamingly successful doing this another way. But what I’m saying is this is our way and I love Career Path because I learned that their way too and their justification for it and we always come back out. Jill and I, for whatever reason we’re on the same page about this. It’s not everything that we’re on the same page about.

Jill K DeWit:
Like humility.

Steven Jack Butala:
Unchanging… That’s going to be a ring through the halls of this house for months. Humility.

Jill K DeWit:
Exactly. How would it be going to be doing something. He’s going to be on the phone, “Humility.”

Steven Jack Butala:
Look, the money’s got to work. That’s why we’re here. You can’t squeeze a plug out of a turnip. That’s what I see people doing and doing to do and they get paralyzed.

Jill K DeWit:
I know.

Steven Jack Butala:
And no wonder, so would I.

Jill K DeWit:
That’s the thing.

Steven Jack Butala:
I can’t squeeze $20,000 out of a buy for 30 and sell for 60.

Jill K DeWit:
This is so good. This is perfect. What I was originally going to talk about is like, Hey, let’s be smart about this, how to avoid the diligence paralysis. The way you’re coming out is the right way and I’m going to tell you what I was going to say and I like your way better. I was going to say, Hey, and I’ve done this, have a timer on your desk. Make sure you don’t spend any more than five minutes on a property. There’s little things like that you can do that will help you along that way, like don’t spend more than five minutes. Look at 10 deals at one time. There’s lots of things. Batch out your time and be smart about this so you don’t come up for air and realize, oh, I just lost two days and I don’t want to think I’m going to buy it kind of thing. Because the bigger picture is what he said. You’re not thinking about this right.

Steven Jack Butala:
The cure for this, Jill just said it in the middle of the sentence, the entire and complete cure for due diligence paralysis to look at 10 deals at once. In a perfect world, you’re going to send a mailer out. It never happens this way, but this is a theory. You’re going to get 10 offers back and you’re going to stare at them on your desk. This is a theory. It doesn’t happen this way at all and you’re going to look at all of them. You’re going to set your little timer. You’re going to give yourself 30 minutes, so you’re going to look at all 10 deals. You’re going to pick the best two. Not going to lie to yourself or justify it somehow. One of them, probably out of 10 is going to smack you in the face like, oh my God, are you kidding me?

Jill K DeWit:
Yeah. What am I missing?

Steven Jack Butala:
I better get this thing under contract really fast because I can’t find anything wrong with it. And then look at the second one, ah, I get it. I’m going to call this person back because I actually do think it’s a good deal, but I might have to shave 10 grand off of it. And then deal number three, I don’t know, I might call them back. I need to shave 20 and then four through six doesn’t have access, person’s not alive. I don’t like the run through the six As, and that’s how due diligence is supposed to go. It’s very natural for us as humans and for people that have been exposed to real estate through their parents’ house transaction over the years to make all 10 of those deals work somehow. And what you’re doing is now taking the time to look at something that’s never going to happen instead of spending time on your next mailer.

Jill K DeWit:
Only that the risk.

Steven Jack Butala:
Or closing the deal number one and two at the prices that you want and then concentrating on selling them on the other side.

Jill K DeWit:
My other way to avoid this is, which is my other favorite way, have so many deals coming at you, just send out offers like a crazy person. If you really want to get good at due diligence and always make really great decisions, be reckless like he calls it, reckless mailing.

Steven Jack Butala:
Reckless mailing.

Jill K DeWit:
And have so many deals on your desk. You can’t possibly do them all. This whole week, I got 50 between all my phone calls and the things we got on the phone and I got six in the mail and it’s like there’s no way I could possibly take down these deals. I have to only be very strategic. I have to pick the best ones and I don’t have that much time. I’m a one man show. That’s the other way too.

Steven Jack Butala:
How could you fail under that situation?

Jill K DeWit:
You can’t.

Steven Jack Butala:
You can’t fail.

Jill K DeWit:
You cannot fail.

Steven Jack Butala:
In fact, what you’re going to do is get good at on Discord, probably find some other people in the group to shove those deals off on so that they can do them. You can take a piece of it somehow and you save the best ones for yourself.

Jill K DeWit:
There you go.

Steven Jack Butala:
Individualizing these deals and trying to see something that’s not there, by the way, that was my big bottleneck when I started. I’m going to do every deal that comes back. I’m going to figure it out and I learned the hard way. That’s just not the case. So we’re making this sound really easy today. It takes a mental change. It took a huge mental change and in my case, it took me failing at a few deals to realize you have to buy them so cheap to make sure that you can resell them for what you want and then just pick those and that’s it.

Jill K DeWit:
Know what’s interesting?

Steven Jack Butala:
No skin off my nose. I can just send more mail out.

Jill K DeWit:
I want to ask you this because I’m still perplexed by this. The majority of our group is brilliant and I am shocked at sometimes when I’m like some of these people, why is this so hard to understand? It’s almost like I’m saying, “You’re better than that. Move on.” But that’s really what I’m saying. This deal’s beneath you, knock it off. Do you really want to work that hard for two grand? And when you have two grand of a spread, one little thing goes wrong, now you don’t make any money. Let’s not do that. So what do you think it is? Do you have any…?

Steven Jack Butala:
Yeah, I think it’s the seventh A.

Jill K DeWit:
Oh, afraid.

Steven Jack Butala:
This is the formal announcement, the six As have now become seven As.

Jill K DeWit:
Is it really formal?

Steven Jack Butala:
Yep.

Jill K DeWit:
Oh, okay.

Steven Jack Butala:
It’s now seven As.

Jill K DeWit:
All right.

Steven Jack Butala:
Which you know what?

Jill K DeWit:
You came up with it, by the way. I didn’t mean to steal his thunder, he did it.

Steven Jack Butala:
I completely understand. Nobody’s judging you and we’ve all been there. That’s why we have groups like Land Academy, so you can go into Discord and say, “I have a deal and it’s the seventh day. It’s not the deal, I’m afraid.”

Jill K DeWit:
Oh, brilliant. That’s brilliant. Thank you. We started before-

Steven Jack Butala:
And so then everybody watch what happens in Discord if you do that, everyone’s going to help you starting with us, Jill and I. You know why? Because it’s like, I think this is a great deal. I have massive concerns about my confidence level in making a decision here. Fantastic. I mean, that’s humility. That’s the first step in becoming incredibly successful at whatever you’re doing is… You know, you’re right, this ties right into that. If you have some humility about it, you’re not too proud. Yeah, I’m stuck on this and I need somebody who’s got 30 years of experience to tell me it’s okay.

Jill K DeWit:
People do that with me at deal funding all the time. I know it. They love it. They’re submitting it. I really think this is great. I want to do the deal with somebody else ’cause I’m afraid.

Steven Jack Butala:
I love that. Partners really save each other from themselves. Jill saves me all the time and not just as a life partner more than in a real estate situation. That’s what it’s about.

Jill K DeWit:
We both do.

Steven Jack Butala:
Thanks for saving me from myself, Humility.

Jill K DeWit:
I love it. Let’s take a look at another one of our favorite land acquisitions from our weekly Thursday member webinar.

Steven Jack Butala:
Jill, you have something inspirational to share?

Jill K DeWit:
I actually sat down without one.

Steven Jack Butala:
We’re so organized today.

Jill K DeWit:
Oh, we’re on it. Yeah. I guess I’m just going to touch on the humility thing one last time ’cause now it’s really kind of funny that that’s our whole theme today, but I don’t care who you are, how smart you are, like I said, there’s multiple PhDs in Land Academy and it’s amazing to me, and what I really love is some of these smartest people with the PhDs are the first ones to say, I don’t know anything about this. And that’s probably why they are so smart. They really know themselves. They know what they’re good at. They know what they’re not good at, and they don’t have any ego issues to say, I suck at this. So I hired it out, done. No skin off my nose because this is the prize over here. So I guess humility, I will forever be working on that, and I think all of us should be, you’re never going to be I’m perfect ’cause then you don’t have humility.

Steven Jack Butala:
You’re going to stand there by yourself when you say that.

Jill K DeWit:
Yeah. Oh, I’ve got this. I know exactly who I am and what I’m good at. I know how to do it. Everything great.

Steven Jack Butala:
Well, it’s good to know you.

Jill K DeWit:
Yep.

Steven Jack Butala:
You did it.

Jill K DeWit:
There you go. Congratulations. What about you, Jack? What do you want to… Share something-

Steven Jack Butala:
I don’t drive this point home. Just like you.

Jill K DeWit:
… informational.

Steven Jack Butala:
To the top of your head to the bottom of your toes, you need to devote and commit to the point of idiocy, succeed at whatever you’re trying to do. And maybe it’s buying and selling land. It has been for Jill and I. I don’t know, maybe it’s medical research, but whatever it is, you got to… I think the Internet, excuse me, the prevalence of the Internet has dissipated a lot of that. Otherwise, really well-intentioned people, they’re distracted by what their friends in college are doing instead of actually putting their nose down and doing stuff. So we had that in our generation, a version of that. All we ever heard our grandparents say is, “Turn that damn TV off. Your mind’s going to turn to mush.” Well, the Internet’s like television on steroids for that. So just turn all that stuff off, all that noise, and do what you think is going to make yourself a better person for you and whoever is around in your life.

Jill K DeWit:
Thank you very much. Join us next Wednesday for another interesting episode.

Steven Jack Butala:
Buy land cheap, sell for more on the Internet. We Jack and Jill.

Jill K DeWit:
We are Jack and Jill.

Steven Jack Butala:
Information.

Jill K DeWit:
And inspiration.

Steven Jack Butala:
To buy undervalued property.