Jill Friday – It’s about Connecting with People, Not What You Know (LA 1632)
Jill Friday – It’s about Connecting with People, Not What You Know (LA 1632)
Transcript:
Steven Jack Butala:
Steve and Jill here.
Jill K DeWit:
Howdy.
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 the Valley of the Sun.
Steven Jack Butala:
Today is Jill Friday, and she’s going to talk about how it’s all about connecting with people and not really as much about what you know.
Jill K DeWit:
Yep. So you’ve heard Jack this week talk about these intensive trainings, and his is Get Your Mailer Out. I’m doing one too. And mine, it’s really called, How Jill Gets Deals Done. And I’m really trying to have everyone take a step back and think about ways and how, and techniques and words and listening to connect with people, because you’re going to get more deals out of it. You mentioned that, I don’t remember what day it was, we were talking. It was a data heavy day and you were mentioning, “This is all great. You want to improve your mailer yield? Do what Jill does.” And that’s what this is about today. Thank You.
Steven Jack Butala:
Before we get into it, let’s take a question posted by one of our members on the landinvestors.com online community, it’s free. And don’t forget to subscribe on the Land Academy YouTube channel and comment on the shows you like.
Jill K DeWit:
Buckley wrote, “Evening all, hope everyone is well. I’m reviewing emails from a mailer or the PATLive recorded calls. If the seller states they’re not interested in selling, is it still worthwhile in following up and asking why or just leaving it be and moving on? The sales part of me moves towards …” This is good, by the way. “The sale is in the follow up, but being my first mailer, I’m trying to put good energy into what is deserving and worth the time. Day job consumes a lot of my time, so I’m trying to put focus on where it’s needed. Thanks guys.”
Jill K DeWit:
So this is good, because this is actually stuff that we talked about. I’ve already, at the time of recording, I’ve got through week one of the session. And week one was a lot of theory and concepts and all that. And my first goal is you answer your own phones, because you can form that connection right away, find out what you need to find out, Buckley, and you’ll know yourself. But you’re just getting a message from a service. So what I’m talking to everyone about is, you got to, based on the feedback that you get, you need to see. Maybe you could tweak your questions with PATLive or whatever service you’re using to find out, is it a price reason. Is the reason you’re not wanting to sell because of price? That’s easy. And then you know you need to call them back.
Jill K DeWit:
So, whether or not you are able to answer the phone, that’s okay, but you still need to connect with them the first time that you do talk to them, and it probably is going to be in the follow up. So I tell people whether it’s a voicemail … My goal is not to have these scenarios, but sometimes life happens. You get a voicemail maybe, you get an email maybe, you get something in the mail back maybe. Any indication that there might be something there, I do reach out, just to find out for myself. It’s too easy to bust out those phone calls, set up some time, “Thursday afternoon when I get home from work, that’s the time I bust out these calls,” just to see if there’s some juice there, and then you’ll know.
Steven Jack Butala:
Can I ask questions?
Jill K DeWit:
Absolutely.
Steven Jack Butala:
What if you don’t like talking on the phone? You loathe it.
Jill K DeWit:
You need to get over that, and that’s what this is about too. I’m really trying to help people. I think people who think that they’re loathe it’s because I think that they’re not good at it.
Steven Jack Butala:
No, I don’t think so at all. I think people loathe it because they loathe it, because I’m one of those people.
Jill K DeWit:
All right, you don’t even like ordering a pizza.
Steven Jack Butala:
That’s correct.
Jill K DeWit:
I understand that.
Steven Jack Butala:
I’ll tell you the what though, I’m 55, and it hasn’t always been this way.
Jill K DeWit:
I know.
Steven Jack Butala:
My entire career I was on the phone, maybe that’s why I loathe it.
Jill K DeWit:
That could be.
Steven Jack Butala:
But I really, on a look back, I didn’t like it then either, I just had to do it. And so-
Jill K DeWit:
What if every phone call though, what if every time you’re on the phone, more than 75% of the time you got what you wanted and you hung up happy? Yippie-ki-yay.
Steven Jack Butala:
If that’s what happened, this is exactly what I would do as a serial entrepreneur, find you. Because what that would do for me is prove the concept. By the way, I had your job for quite some time.
Jill K DeWit:
I’m familiar with that.
Steven Jack Butala:
And I ate okay. I put food on the table with it. What I did was prove the concept, “Oh yeah, you can send mail out, buy property and then resell it.” But I, innately, the whole time was … Here’s why I’m asking this, because I think you hopefully will dispel this. My whole goal was to get out of doing that. And so I would find ways to sell property without talking to people. And I’d spent a career doing that course.
Jill K DeWit:
You can do that. You could do that, but you’re not going to up your mailing. You’re going to do more deals, that’s the point, and better numbers.
Steven Jack Butala:
Yeah, when I look back on it, it’s like, “Wow, if Jill and I got together 10 years earlier, how many deals would we have done?”
Jill K DeWit:
Right.
Steven Jack Butala:
And so that’s what this comes back to is really … I don’t want to take over your show here.
Jill K DeWit:
It’s okay.
Steven Jack Butala:
We’re not even into the show.
Jill K DeWit:
Well, let’s get into the show and then ask me some questions.
Steven Jack Butala:
Today is Jill Friday. She’s going to talk about how it’s about connecting with people and not what you know. This is the meat of the show.
Jill K DeWit:
Okay. Let me paint the picture here. I’d love to have this conversation.
Jill K DeWit:
So we’re doing these intensives. By the way, these intensives are so intense I’m not sure how many more we’re going to be doing of these, just dropping that right there. So those of you who are in the intensives, you’re lucky, because I walked away. I walked away from that going, “Wow.” What I just delivered. And I preface this, I say, ” [inaudible 00:06:03].” Because we did these intensives for people, whether or not they’re Land Academy members, right? And some people don’t know me very well, and I wanted to start off right off the back. Like, “How the heck are you educated, Jill?” Why are you the pro here?” So I started talking about how I was raised, who I am, where I was born, what experience I have, not only my job career experience.
Steven Jack Butala:
Seriously?
Jill K DeWit:
Yeah, yeah, I did. And then I also touched on my experience just with Land Academy, dealing with other people in our community and helping them, and how it all led to today in this session.
Steven Jack Butala:
That’s not how my session went at all.
Jill K DeWit:
Oh. And how and why I can really deliver this and what I’ve learned more than anybody. Come on. The whole session was an hour of me talking about all these techniques and we did Q&A. So many things about getting through hate and being ready to answer the phone and answering the phone. Verbiage you should use, things like that. And at the very end, I said, “You know what? I want everybody to walk away with this thought in their head,” and that’s what the show’s about today.
Jill K DeWit:
This all adds up to one thing, it’s about connecting with people and not worrying about what you know or don’t know. So think about that. Who cares if you’re brand new at this or not brand new at this? You guys have a laugh and you connect with this person, you’re going to laugh about it together. You’re going to say, “This is actually my first escrow too.” And learn together.
Jill K DeWit:
And just, when you have that connection with those people and they trust you, they’re going to go down that path with you, and embrace you and you’re going to make a mistake. I made mistakes, oh my goodness. “Mr. Smith, you’re not going to believe this. I totally did this deed wrong. I need to send you another one.” And I know you got paid, it doesn’t matter. “Hey, I’m going to just send a regular mail now, because there’s no rush.” So when you have time and you’re at the bank, because you set your notary, the bank is free, “Can you please get this notarized and then just mail it back to me?” “Oh my gosh, absolutely, Jill. How are you?” That’s what’s going to happen. And that’s what I want.
Steven Jack Butala:
I’ve never been around a very successful salesperson that I didn’t like and didn’t want to hang out with. And I don’t mean a new salesperson who’s all schlocky and their hair is slick back. I don’t mean that, because the world’s full of those. I’ve never bought a car from a person I respect. I’m not talking about a car salesman, I’m talking about a lifelong industrial rep type person who is probably a partner by now in the company because their [inaudible 00:08:42] made so much money in fees and stuff, that’s Jill. But my life is packed full of data people that I can’t stand being around. And so, as a salesperson, this is just my outside perception, where you’re entertaining. You’re somebody that you want to hang out with. They want to take your call. After talking to Jill a couple of times they’re going to want to take her call.
Jill K DeWit:
I really, truly-
Steven Jack Butala:
They don’t care, they’re past how much they’re going to sell the property. They’re past all that. They want to take her call, that’s really why they’re picking up the phone. It’s not because she’s brilliant at real estate, which she is by the way, but that’s not why they’re picking up the phone.
Jill K DeWit:
Mm-hmm (affirmative). And there’s so many things that you can do. Number one, don’t answer the phone crappy, you know what I mean? When you answer, when you … That’s one of the things we talked about, a little technique, it’s too easy to … Phone’s ringing, whatever’s going on in your world, you could be yelling at something or being yelled at, whatever it is, who knows, or just you got the worst news, take a step back, clear your head, because you don’t know what’s on the other end of the phone. There’s lots of little things, and we talked about this, to be ready to do it. Like I said, I don’t want to divulge the whole course here, because what’s going to happen is, is we’re now going to even beef up Career Path even more is what’s coming of this.
Steven Jack Butala:
These intensive courses are fourth quarter, 2020 only. It was a test for us to see what kind of demand and what types of questions, and it passed. The tests worked and the demand for the real knowledge, which is what we teach in Career Path. Career Path is where we teach you to make this your career. There are some people that-
Jill K DeWit:
That’s the gold.
Steven Jack Butala:
Right. And intensive is just a deep dive-
Jill K DeWit:
A snippet, one little thing-
Steven Jack Butala:
Deep dive into a couple of things.
Jill K DeWit:
Right.
Steven Jack Butala:
In my case it was getting mailer out, technicals. And it’s still going, it’s three sessions. And in Jill’s case is how do you get deals done, really?
Jill K DeWit:
Just getting a deal done, that’s it. So that’s it, we don’t have to make this a long drawn out thing. I think I got my point there. Don’t get hung up on, like I said, on what you know or don’t know. I really mean it. You can wake up tomorrow and say, “I’m going to have a great day. I’m an investor now. I’m putting my investor hat on and I’m going to go for it. They don’t know this is my first deal, unless I tell them. I’ve got my cheat sheet here, so I know what to ask them. So I’m going to sound prepared. And then when I hang up the phone …”
Jill K DeWit:
And then by the way too, they don’t see you going … They don’t see your expression on the phone too. So when you’re having that conversation … This is stuff we’re going to talk about in week two and week three with the session, is the beautiful thing about the phone it’s not video. Someday that might happen, by the way, I’m sure that’s coming in our lives. But when people call you and you say. “So by the way, how’d you feel about that offer pricing? $1,296” They can’t see you going like this, holding your head back, because you’re just ready for it. You think they’re going to be mad, but they might be thrilled. So-
Steven Jack Butala:
You really want to see the person that you’re talking to on the other end of the line in that capacity. No way.
Jill K DeWit:
No, it’s nice that you don’t.
Steven Jack Butala:
We have the technology for all of that, easy, because of the internet now. Do you want to see the person who was in a hotel room before you?
Jill K DeWit:
No.
Steven Jack Butala:
You want to see what that person looks like?
Jill K DeWit:
Oh, that’s a scary thought. Please don’t do that.
Steven Jack Butala:
It’s the same thing.
Jill K DeWit:
Now I’m going to do that. Now, every time you and I walk in a hotel lobby, I’m going to say, “That’s the guy that just checked out.”
Steven Jack Butala:
Or the person who rented the car before you for a week.
Jill K DeWit:
Oh, goodness. And what they ate in the car.
Steven Jack Butala:
And they lived in there.
Jill K DeWit:
That’s awful. That’s why our RV is new.
Steven Jack Butala:
This is Disgust Jill Friday.
Jill K DeWit:
Yeah, thanks. That’s a great ending, we’ll leave it on that. Oh my gosh. That’s really funny. 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. It’s Friday, Jill.
Jill K DeWit:
It’s funny. It’s envisioning the person that’s calling you. I usually don’t do that.
Steven Jack Butala:
Yeah, don’t do that.
Jill K DeWit:
No I won’t. But be funny to … You can tell a lot about a person. You can tell their age, often, when they speak, how … You can pick out age often, you can pick out some of their experience, obviously. They may have never done this before, they don’t even understand this process. You can pick out probably from what part of the country they’re from. You can pick out a lot about how their day is going. There’s lots of things, but you cannot actually always envision what they look like. That’s funny.
Jill K DeWit:
Thank you for tuning in. We hope you find our content valuable and we appreciate your support. If you haven’t already, please check out the YouTube channel and hit the subscribe button.
Steven Jack Butala:
We are Steve and Jill.
Jill K DeWit:
We are Steve and Jill.
Steven Jack Butala:
Information …
Jill K DeWit:
And inspiration …
Steven Jack Butala:
To buy undervalued property.
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