How to Time Release an Offer Campaign (CFFL 491)

How to Time Release an Offer Campaign


Jack B:                   Jack Butala with Jill DeWitt.

Jill D:                      Hi.

Jack B:                   Welcome to our show today. In this episode Jill and I talk about how to time release, in quotations, time release an offer campaign.

Before we get into the topic, let’s take a question posted by one of our members on the on-line community. It’s free.

Jill D:                      OK. Dave asked, it’s regarding, do you want me to say the county?

Jack B:                   Sure. He’s put it in there.

Jill D:                      Las Animas County, Colorado. Can’t find the properties on Google Earth. I did a large mail order to Las Animas, is that right, Animas?

Jack B:                   Yeah, you’re saying it right.

Jill D:                      And I’m receiving a huge number of accepted offers, However Las An, now he’s, which I would too, does not a GIS system nor do they use GPS. So, this is just within the county, their information is what he’s talking about. So you must view the legal description. Boy we’ve all been here.

Some have the township range and section with northeast, northwest, etc. so you can find the quarter where the properties located and use the plat map to make a little better guess. However many of the properties that I have found, do not contain the township range section data. So you have to pull the county road map to find township and range. This is so good that he’s doing all this, cause, man we’ve done this. [crosstalk 00:01:16] He’s learning it. It’s true. This is really, really good. Then view the plat map and maybe find the section.  Still it’s very hard to find the exactly the right parcel. Does anyone here who has worked with Las Animas already have any tricks that they have learned help with this?

I have tried to call the assessor and ask for help, and they are clueless. No kidding. I’m thinking about driving there tomorrow, three and a half hours. Well, that’s not going to help.

Jack B:                   That’s the answer.

Jill D:                      I mean can you really stand there. How you gonna stand there and find it if you can’t find it on the map?

Jack B:                   Because you have a plat map.

Jill D:                      But, how do you know where to drive?

Jack B:                   So what the assessor’s gonna say, this is a, book, cause it has a book and page. So every property …

Jill D:                      Oh driving through the county. That’s true. In terms of the property, I’m like hold on …

Jack B:                   Let me start over. 99.8 % of the counties in the country are covered on, which is one of our companies. So, and Las Animas is one of those that is not. Why is it not covered? Because the county is in the Dark Ages. and RealQuest Pro, for that matter, collect data from the county. Right? I mean they literally sometimes … they have people walk in and collect data every month. Sometimes more than one time a month. And if the county’s not willing to participate or they are so unorganized or non-computerized, then it’s not included. But that’s … we always end up talking about the problem counties.

Jill D:                      I know. Why is that?

Jack B:                   Because, and Dave’s right, you know. This is in the one-half of one percent of the counties that’s not covered in the country. Which by the way, might be a reason why he’s getting so many offers coming back, because nobody’s [crosstalk 00:02:53] …

Jill D:                      This is very true. A huge number of offers cause no one is touching them.

Jack B:                   By the way, Las An … Jill and I have done incredibly well in Las Animas County over the years, flipping land.  So what I’ve done in the past and I did it, this is long before parcelfact and any type of spatial product at all. When I knew that I was buying a tremendous amount of property, I would go there. I would sit down and I would review the book and page. So, literally, on a wall, there’s a book, there’s books and books and books, book and page of flat maps. And then the pages in those books are the specific properties, and you’d flip through them just like you’d flip through a dictionary, and you’d find the plat map. This is going back to before the internet …

Jill D:                      That’s way old, yes.

Jack B:                   Some new, some urban counties, like Maricopa in Arizona, they don’t even have … they don’t keep paper anymore at all.

Jill D:                      Right.

Jack B:                   So the answer is then to sit down with the assessor, or whoever is … if the recorder is relatively seasoned, if they’ve been there for a lot of years, they know all this stuff too. You start pulling book and pages and you will find the plat map associated with it.

Jill D:                      And you get copies from them and take copies home and all that good stuff. And that solves that.

Jack B:                   You know there’s a real you get a free subscription to EarthPoint.US because the guy that owns that, has solved that too.

Jill D:                      Right.  And that’s again [crosstalk 00:04:13]if you have the township range section, that kind of thing, but if you don’t have that then you’re have to start with what you just said. Go to the county and then …

Jack B:                   For a lot of years, we had an engineer named Ethan. He’s no longer with us because his wife is a doctor, and he doesn’t need to work anymore. That’s the real truth. He raises the kids.

Jill D:                      Yeah.

Jack B:                   I talk to him on Facebook every once in a while. He’s a really good guy and he used to have a saying, because he would get asked this all the time, this exact question, or very, very different versions of it, but it’s the same question. And his answer would be, and he would look you straight in the eye, and say, “It all starts with a plat map, man.” (laughs)

Jill D:                      It does.

Jack B:                   I agree.

Jill D:                      It’s true.

Jack B:                   It doesn’t anymore. Parcelfacts solves it for you in the county, but otherwise, you probably, and I know Dave’s … Dave lives in Colorado. He’s rocking it in Colorado. I mean he’s knocking it out of the park. This is a guy who never knew about this stuff. He’s brand new.

Jill D:                      Uh-uhm.

Jack B:                   He’s got, ,,, talk about solving your own problems, like we talked about yesterday. He’s gonna get in the car,

Jill D:                      Bingo, and drive there.

Jack B:                   drive three and a half hours …

Jill D:                      Pick up the maps himself, sit down and figure it.

Jack B:                   And probably, if you need to take, look remember, you can take a picture of stuff now. Start, snap away until you’re a … until your phone’s out of film. That’s what I told.

Jill D:                      Phone’s out of film.

Jack B:                   Take a picture until your phone’s out of film. That’s what I told him last night.

Jill D:                      Oh Gosh. (laughs)

Jack B:                   On my God, Dad.  That’s what they say.

If you have a question, or you want to be on the show, reach out to either one of us on Today’s topic – how to quote unquote time release an offer campaign. This is the meat of the show.

What the hell is time release? You ever see like prescription drugs?

Jill D:                      Yes.

Jack B:                   Or any type, even over the counter drugs, you can get them where you take it and it lasts four hours or you can get time release stuff, where it’s 24 hours like allergy medicine. Right?

Jill D:                      Uh-uhm.

Jack B:                   It’s the same thing with a campaign. Let’s say you want to send five thousand offers out, to multiple counties or let’s say just one county, for people who own real estate or cars or boats or planes, or whatever you choose to do it with.

Do you want to send all five thousand out at the same time, and just get barraged with phone calls? Or do you want to time release them and send out five hundred every week, just to spread them all out?

Jill D:                      Well, I want to go crazy. I want to have my phone, like, blowing up. No, I don’t want that.

Jack B:                   So, it’s a personal preference. A guy like Luke Smith, who’s one of our top producing members, and a guy like me, we just put them in the mail. We swing hard and hope for the best.

Jill D:                      Uh-Uh. (laughs) Oh my gosh.

Jack B:                   Which is how we play golf, too.

Jill D:                      Great. Ha-ha. (laughing) Oh, geeze

Jack B:                   That’s a personal preference.  There are some, I know Jill because Jill actually …

Jill D:                      Mops up the mess. (laughing)

Jack B:                   Jill actually, Jill actually respects this business …

Jill D:                      Yes I do.

Jack B:                   Respects the sellers and …

Jill D:                      Yes I do.

Jack B:                   And actually for every reason wants to talk to them on the phone, and learn about their kids and everything, which is probably why we buy tons of real estate.

Jill D:                      Gee …. you think?

Jack B:                   She loves a time release. The fact is I don’t blast it, shotgun the thing anymore, like Luke does. I don’t think Luke’s wife mops it up either.  [crosstalk 00:07:24] So, so how do you time release it?

Well, you do, the first point is that you process the mailer itself, you know the mail merge , exactly the same way that you would process all five thousand at once. And you let the printer do it for you.

If you’re a member of Land Academy, and Landinvestors we use LetterStream, at a deeply discounted price and, you know, soon to be offers to owners here, we will cut up the … in the end you process the whole thing and you literally have,  it’s a five thousand mailer, you have ten thousand pieces of paper, because its a 2 page offer in a pdf. So you’re staring at it in the computer. You can literally scroll down ten thousand pages. Our printer and the people who work for us at Offers2Owners are sophisticated enough to know how to take that and cut it up into five hundred unit mailers and time release it.

Jill D:                      Uh-uhm.

Jack B:                   That’s the real answer here. Don’t do it yourself. Never do it yourself. It’s, if we haven’t talked about that in a while …

Jill D:                      Uh-uhm.

Jack B:                   If you have a printer, throw it away. In the end it’s going to cost you way more money [crosstalk 00:08:29]and you shouldn’t be doing that stuff anyway.

Jill D:                      When he means printer, he means like on your desk. You shouldn’t be printing out your own offers and signing them, and licking an envelope and putting a stamp on it.

Jack B:                   There are very successful people in our group who still do that. I don’t understand why. And every once in a while, one of those successful people sends me an email that says, you know I’ve disagreed with you on this point for a year and I just sent out my first campaign through LetterStream or through Offers2Owners, and man, I should have listened.

Jill D:                      Yeah. Why do you want to spend 8 hours of your time doing that? It’s what drives me crazy.

Jack B:                   By the way, why do you want to answer your own phone?

Jill D:                      Right.

Jack B:                   You should never answer your own phone. You should have a call service.

Jill D:                      People do that.

Jack B:                   It’s incredibly inexpensive. Use Patlive or JillLive or whatever you choose.

Jill D:                      Uh-uhm.

Jack B:                   So that’s how you time release an offer campaign. I’m not a fan of it, but I’m not the one who answers the phone in our company either.

Jill D:                      That’s for sure. (laughs) We stopped letting you do that a long time ago.

Jack B:                   Jill does it. Actually, once in a while she does just because she likes it.

Jill D:                      I do.

Jack B:                   I don’t understand that.

Jill D:                      I like it.

Jack B:                   A long, long time I had a sales job and a guy, our boss, this was way before the internet. And it involved door to door cold calling. I had this job for like 3 weeks. It was awful. The boss, who was real good at it, he’d like, used to say. “You know what, I’m gonna go out with you today, Steve, Jack, cause I like cold calling.” Like what? Who the hell likes cold calling?

He didn’t have to do that. He just liked it. That’s like you with …

Jill D:                      He liked it. Well, you know what? He liked it because he didn’t have to do it all day long. And his job is not dependent on it.

Jack B:                   Maybe that’s why you answer the phone once in a while. Cause you don’t have to

Jill D:                      Cause I could go, yeah no, I’m not gonna do that again.

Jack B:                   Like a grandparent.

Jill D:                      Yeah, pretty much.

Jack B:                   This is fun for an hour. Here’s the kid.

Jill D:                      You take him back. Here you go. (laughs) Oh boy.

Jack B:                   I don’t have much else to say about this. Its pretty simple.

Jill D:                      Thank goodness.

Jack B:                   The take a way …

Jill D:                      (laughs) Sorry …

Jack B:                   No, its good the take a way from this whole thing is, all kidding aside, you kind of want to time release it. Especially if you’re gonna answer the phone and you should be answering, you should be reading the script from Jill … reading the results of the people calling you back from JillLive or PatLive or whatever, and diligently calling these people back and try to put a deal together.

Jill D:                      I was gonna say to, based on the response that you get, you’re gonna dial it up and dial it down. Say you’re doing a time release campaign like Jack just said, and you have a thousand letters going out a week, not crazy.

Jack B:                   I think that’s crazy.

Jill D:                      And you can [crosstalk 00:11:05] sit and …

Jack B:                   That’s too many.

Jill D:                      Well OK, five hundred.  Well so let’s just ,,, whatever the number is, based on the volume you can dial it up or dial it down on what you can handle. Now what your response is. And it’s really, that’s really the key too I gotta say in viewing. You gotta do these consistent time release offer campaigns. You can track your results and that will really help you be really effective if you know that … all right five hundred a week meant I got an average of, you know, thirty calls and I liked 5 of those, [crosstalk 00:11:41]and I bought 3, exactly. Now I know, all right, I know exactly what to do with this property type in this area and, I can plan my year, you know. Plan, you can really consistently plan your income almost, you know, based on what you can handle.

Jack B:                   Every once in a while I do a deal review call consulting call with somebody who says, “You know, I sent these letters out and, uh, I’m, they’re just buying the property that I thought I would buy.” This happens once every 6 months. Not exaggerating.

And so I ask the same questions. Here they are. Are you answering your phone? Yes. How many calls  you have to return right now? Nineteen. Well, that’s why you’re not doing any deals.

Jill D:                      Yeah.

Jack B:                   Seriously. Or here’s another one. Are you getting a bunch of calls? Yes. Are you answering your phone? Yes. Do you have a bunch … on your caller ID do you have, like, twenty-two calls where they have just called and the number’s there, and they’ve hung up? Oh yeah, I have a ton of those. Call those people back.

Jill D:                      Uh-uhm.

Jack B:                   Hopefully you have … you’re not using your own personal cell phone. It’s a real specific number. The only reason they would call at all is because they got your number.

Jill D:                      Right.

Jack B:                   So every time you send a mailer out, you want to double the amount of property you buy. You’re gonna get a call, a lot of people call and they just hang up. So there’s ten or fifteen or twenty numbers in there, call them back and say hey I noticed I got your number on the caller ID. I’ve heard Jill this, do a deal right there. I got your number on the caller ID. I think you hung up. I’m sure that you’re responding to the letter. I really like to buy your property, for the number that I put in that offer … Oh yeah, thank you so much for calling me back.  That’s what happens 9 times out of 10.

Jill D:                      And yeah be efficient, by the way. This is not the time to really chat and stuff. You’ve got ninety people to call back. You need to call them all back, get all the information, put it in a spreadsheet and be efficient.

Jack B:                   Or CRM.

Jill D:                      Right.

Jack B:                   Or whatever methodology you use.

Jill D:                      So yeah. Thank you.

Jack B:                   So in the end, time release your offers, and answer your phone, or go through the script from the person that answered it, the results of it, and make sure you call everybody back. You have to work it. You gotta, you have to solve your own problems there.

Jill D:                      That’s true.

Jack B:                   That’s gonna be the theme this week. Solve their own problems.

Jill D:                      Exactly.

Jack B:                   Join us in another episode where Jack and Jill discuss how to use information, that’s me, …

Jill D:                      And inspiration, that’s me, …

Jack B:                   To get just about anything you want.

Jill D:                      We use it every day to buy property for half of what it’s worth and sell it immediately.

Jack B:                   You are not alone in your real estate ambition.

Jill D:                      That was good.

Jack B:                   It was.

Jill D:                      That was a really …

Jack B:                   Actually, that was …

Jill D:                      What, where’d that come from?

Jack B:                   What, the topic?

Jill D:                      Yeah, were you talking to somebody about that?

Jack B:                   No, I just, we were at the lunch that one day, brainstorming about topics and I just …

Jill D:                      It just came to you.

Jack B:                   Yeah.

Jill D:                      I like it when that happens.

Jack B:                   Me too.  (laughs) You sound all sultry about it.  [crosstalk 00:14:27]

Jill D:                      What’s coming to you, right now?

Jack B:                   Oh, I like it when that happens.

Jill D:                      I like it when you just get these crazy ideas. (laughs)

Jack B:                   Oh, it’s all steamy in here.

Information and inspiration is to buy undervalued property.

                               We’ll stop it while we’re ahead.


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Solving Your Own Problems (CFFL 490)

Solving Your Own Problems (CFFL 490)


Jack Butala:                         Jack Butala with Jill DeWit.

Jill DeWit:                            Hi.

Jack Butala:                         Welcome to the show today. In this episode Jill and I talk about solving your own problems. I can’t wait, actually, to talk about this.

Jill DeWit:                            Oh, I have a lot to say.

Jack Butala:                         This is a Jill show, by the way.

Jill DeWit:                            This is a Jill show.

Jack Butala:                         Hey, before we get into it let’s take a question posted by one of our members on the online community. It’s free.

Jill DeWit:                            Okay. Steve wrote and asked, “Anyone have a marketing template they can share? Getting ready on my first one.” Yay! “I’m under contract to close on my first deal and I want to start pre-marketing the property. It is recommended to systemize, and I’m wondering if anyone has a template that they use they’d be willing to share to speed me along and show me the best ways to organize the property data. Also was wondering if Snagit is the preferred way to do screen captures and any other recommendations on the latest tools for creating ads.”

Jack Butala:                         Go ahead.

Jill DeWit:                            I think that the best template is the one we use in Land Pin.

Jack Butala:                         Exactly. That’s exactly how I was going to answer this.

Jill DeWit:                            This is the reason we set that up. Steve is one of our members and users of Land Pin, so he has access to Land Pin. So Steve, follow that. That’s really what you want to do. It gives you all the different things that you need to make … When you post a property in Land Pin you have to check all the boxes and make sure that you don’t forget to mention power, if there is any, and what kind of access there is and size of the property and your phone number. It’s funny because we laugh. Some of these things you think are so basic, but we’ve all forgot them.

I remember one a while back before we had Land Pin one of our members was real proud. He posted this property and he had put a note there for all his peers to say, “Hey, guys. I’m not getting any calls. Can you guys look at this and let me know what you guys think?” They said, “Yeah, you forgot your phone number.” That’s why he wasn’t getting any calls. Seriously. It was really funny. It’s like, oh, whoops. There’s no way for anybody to reach you to buy your property. Anyway, it’s kind of funny. That’s what I would say. Then use that as a template as you post at other places until … Do you want to explain what’s coming, Jack? Until the future of Land Pin. I’ll fill this in. I’ll let Jack know. Just kidding.

Jack Butala:                         Yeah.

Jill DeWit:                            Right now when you post on Land Pin, with the push of a button it goes to all sorts of social media. There’s like five different ways there, as long as you have accounts and you link your accounts, which is really easy.

Jack Butala:                         Super simple.

Jill DeWit:                            It’ll automatically post at all those places. Okay, check. Then, what’s going to be added later on to Land Pin is all kinds of other things like do you want it on Craigslist? Do you want it on eBay? Do you want it on-

Jack Butala:                         Land And Farm.

Jill DeWit:                            … Land And Farm?

Jack Butala:                         LandWatch.

Jill DeWit:                            All those things. Those things will be added later on.

Jack Butala:                         If, by the way, you are not a member and you’re in the business and you have property you want to sell, on Monday … This show will air on the 23rd, Friday, June 23rd. On Monday or Tuesday next week it will be open to the public and we’ve priced it at half, exactly half of what you would spend as a non-member on LandWatch and Land And Farm.

Jill DeWit:                            Perfect. I want to add one more note, because I had someone-

Jack Butala:                         If you’re a LandInvestors or LandAcademy member it’s always free, unlimited. You can post unlimited property for free.

Jill DeWit:                            I was going to say as a follow-up to the … Now this is like end of the question comment from Jill. I had someone going, “I can’t find your online community. What are you talking about?” You know what, it’s still Success Plant. For folks listening and you’re in the thing and you’re trying to find our online community, go to

Jack Butala:                         You can get through it through LandInvestors. You can get to all of our tools through LandInvestors, but she’s right.

Jill DeWit:                            Thank you.

Jack Butala:                         One thing at a time here, you know.

Jill DeWit:                            Exactly. We’ve only been saying it for … It’s really good. For four months we’ve been trying to make the transition and it hasn’t happened, so it’s coming.

Jack Butala:                         I’m up to my neck in software.

Jill DeWit:                            I know.

Jack Butala:                         Actually, we have a good team in place finally.

Jill DeWit:                            Yes.

Jack Butala:                         We had to hire some people and let some people go, and then hire some people and let some people go. I think we have a real good team in place now.

Jill DeWit:                            Hey, this ties into the topic, and I’ll tell you why in a minute.

Jack Butala:                         Oh, yeah. You got to solve your own problems.

Jill DeWit:                            Yeah.

Jack Butala:                         Hey, and the last question about Snagit, heck yes. I personally use Snagit to screen capture images and manipulate them, as well as videos for selling property and providing virtual assistance instructions and employees and the whole thing. I probably use it, I’m not exaggerating, three to five times a day, maybe 10 on a heavy day.

Jill DeWit:                            Yeah.

Jack Butala:                         Then for Mac users, Jill, I mean, do you use Snagit on Mac too or does Mac have some kind of … Do you know?

Jill DeWit:                            I don’t know.

Jack Butala:                         I understand that Mac comes with a real good screen capture software, but I don’t use Mac and that’s a topic for another day.

Jill DeWit:                            Thank you.

Jack Butala:                         If you have a question or you want to be on the show, reach out to either one of us on Oh, by the way, on this question, one more thing. Since the ’90s I’ve been buying and selling property. If you’re a real estate agent or in this business in any way, you know how bloody difficult it is to post property and how long it takes and you will grow to hate it if you’re like me.

Jill DeWit:                            True, true.

Jack Butala:                         We designed Land Pin … This is not a commercial. This is the truth and I know it’s the truth because people call me and tell me all the time how easy and great it is to load and put property into Land Pin. We designed the back end of it as a user, for you, the user, to input property and make it incredibly simple so that you have a templated scenario. It’s really easy if you’re a member or not just to go on there and look at the quality of the listings of our people and the information that you get and then go to look at the same property on LandWatch or anything else. It’s silly. We really, not joking around, our group does it right. Your template is any property posted on Land Pin. Any other seller’s property, whether it’s Jill and I’s property or anybody’s property.

Jill DeWit:                            Cool.

Jack Butala:                         Today’s topic: solving your own problems. This is the meat of the show.

Jill DeWit:                            When I was coming up with this title I had a longer title originally, which I want to share because really this is the real title. Successful People Solve Their Own Problems. Seriously.

Jack Butala:                         I love it.

Jill DeWit:                            I find myself reminding people this and talking them through this.

Jack Butala:                         This is near and dear to my heart, by the way.

Jill DeWit:                            Oh my gosh. Every single day, whether it’s a staff member, one of our LandInvestor members, a child, all these people-

Jack Butala:                         An employee.

Jill DeWit:                            Staff, yeah. We shouldn’t … Ugh. I should never hear anyone say things like, “I don’t know how. I couldn’t. Where do I find …”

Jack Butala:                         Here’s a few examples that really make steam come out of my ears, and I’m putting that nicely.

Jill DeWit:                            Yeah.

Jack Butala:                         Because I am Italian and I am from Detroit, and we don’t want to ever get to the steam your ears out.

Jill DeWit:                            No, no, no. I’ve seen it.

Jack Butala:                         The microwave doesn’t work.

Jill DeWit:                            I’ve seen it.

Jack Butala:                         That’s an example.

Jill DeWit:                            Oh yeah, that’s true.

Jack Butala:                         We’re out of toner. I fired somebody 11 years ago for that sentence. Really? We’re out of toner? We’re out of employees.

Jill DeWit:                            The shredder’s full.

Jack Butala:                         I mean, these are silly, fun examples of people not solving their own problems, but a more critical example is, “How do I do a mailer?”

Jill DeWit:                            Yeah.

Jack Butala:                         I feel a role play going on.

Jill DeWit:                            Oh, gosh. Here’s the … This is so-

Jack Butala:                         Oh, you’re upset about this too.

Jill DeWit:                            I am. This is a really hot topic for me. Okay, yes. People should not be … Well, I see it all the time in … Well, how about this. Not to throw anybody under the bus, but I get personal emails from people asking dumb questions that they could solve themselves.

Jack Butala:                         I had a professor one time who said, “Hey, there is such thing as a dumb question.”

Jill DeWit:                            There are dumb questions. There are, really.

Jack Butala:                         No, they’re not. They’re lazy questions.

Jill DeWit:                            They’re lazy.

Jack Butala:                         They didn’t look into it themselves first to find out whether or not-

Jill DeWit:                            It’s called YouTube.

Jack Butala:                         … they can do it. They just want to take a shortcut.

Jill DeWit:                            Yeah. Don’t ask me, because you pulled me out of what I was working on now. Now I’m doing it, and I have to … What I do is I send them back to the source.

Jack Butala:                         I’m going to let you vent a little bit, and then we’re going to actually provide a solution.

Jill DeWit:                            Oh, good. Okay, got it.

Jack Butala:                         Because I love when you get like this, because it’s so infrequent.

Jill DeWit:                            You can see me over here, I’m like, “I’m just going to rant.”

Jack Butala:                         You get upset about like six or seven things, Jill, on this planet. This is one of them, so personally I’m really enjoying this show right now.

Jill DeWit:                            It’s just lazy.

Jack Butala:                         I’m watching it.

Jill DeWit:                            It really is laziness. You know what, it’s laziness and it’s not cool to dump it on somebody else because you’re lazy. That’s really what makes me mad. When people say things like, like you said, “How do I do a mailer? Do I use one page or two?” Really? Are we really still talking about that?

Jack Butala:                         Then to even make it worse, sometimes they sneak one in. They try to sneak it in. “Well, you said on the podcast that this and …” and I never said that ever. In fact, it’s diametrically the opposite. It would be like me saying, “Real estate agents earn their fee.” Okay? Would I ever say something like that?

Jill DeWit:                            No.

Jack Butala:                         No.

Jill DeWit:                            Exactly. But there are … Yeah, no. Anyway, there are a few that deserve to be paid agents because they do a good job.

Jack Butala:                         Name one.

Jill DeWit:                            Your sister.

Jack Butala:                         I don’t know that. I bet she’s never staged a house in her life.

Jill DeWit:                            Well, there is that.

Jack Butala:                         I know she’s the master communicator.

Jill DeWit:                            Yeah.

Jack Butala:                         Just an unbelievable communicator, and I think for that, but I really don’t think you should ever get 6, 7, 8%, 10% in a land case-

Jill DeWit:                            That’s a lot.

Jack Butala:                         … for selling a property.

Jill DeWit:                            That’s true. When you didn’t do anything.

Jack Butala:                         10% of $300,000 is 30 grand.

Jill DeWit:                            I know.

Jack Butala:                         6% is almost, what, $18,000. Come on, really?

Jill DeWit:                            I know.

Jack Butala:                         Not 18, but like 12.

Jill DeWit:                            Right. Here’s-

Jack Butala:                         Anyway, that was my rant. Go ahead.

Jill DeWit:                            Okay, there’s your rant. Okay, so my rant is we’ve covered what it is and how it happens and why it happens. So let’s get to the solution. Don’t do it. Take five minutes and think about can you find the solution on your own.

Jack Butala:                         Here’s the takeaway from this whole show: the internet. Jill and I are old enough, or I’m old enough, I should say, to when you had to go to a library and open a book and try to find the solution to something or know somebody who was already an expert at it. Today’s day and age, it’s in your pocket. All the answers-

Jill DeWit:                            It’s true.

Jack Butala:                         … to all the questions that you will ever ask, within reason, are in your pocket right now or in your purse.

Jill DeWit:                            Exactly.

Jack Butala:                         YouTube, I have yet to go on YouTube to find a real life how-to example on how to do something on a computer. I don’t care how sophisticated it is. I mean it.

Jill DeWit:                            I even bet that you could find the silliest things on there, like how to get my kid to complete their chores. I bet there’s a video on there about that.

Jack Butala:                         [crosstalk 00:11:05]

Jill DeWit:                            I bet there’s parenting videos.

Jack Butala:                         I looked up this one because I was in this situation about two years ago. It was called, this is how I taught the kids to do it. Because they wanted an Xbox really bad. I said, “You know what, that’s not how you ask your parents to buy an Xbox. Go on YouTube,” and there were like 25 good examples of how to talk your parents into getting you an Xbox.

Jill DeWit:                            There you go. What we’ve been doing, here’s what we do with our kids, because I can’t fire them. I tried.

Jack Butala:                         I don’t know.

Jill DeWit:                            I tried. No. But with the kids, I have to train them and say, “I don’t know. Why don’t you look it up? I don’t know. Why don’t you look it up?” You get enough of those, and they stop asking. This is what you have to do for yourself. If you find yourself doing this and you’re trying to retrain yourself, you need to catch yourself and go … Because I’ve even done this. You just get lazy. I know I have come to you, Jack, over the years with some little things-

Jack Butala:                         I was just going to say the same thing.

Jill DeWit:                            … and you don’t say, “I don’t know, look it up.” You actually just give me a really not nice, not bad, but you give me a look. I get the look. I’m like, “Whoa, he’s [crosstalk 00:12:13].”

Jack Butala:                         The vast majority of these types of questions, I call them diaper changes. I’ve said it before in the show.

Jill DeWit:                            Sorry.

Jack Butala:                         My mouse doesn’t work. Really. Do I have a computer degree?

Jill DeWit:                            Exactly. Well, do I really need to get up and leave what I’m doing and walk over there and play with it and do everything and all the things that you should be doing?

Jack Butala:                         All I’m going to do is go on to YouTube. Not in the mouse case, but whatever kind of question it is, go on to YouTube or wherever and solve the problem. I’ll save you, listener, a tremendous amount of disappointment. This business that we’re in, and I would venture to say almost every single business, as a business owner involves a tremendous amount of computer work.

Jill DeWit:                            It’s true.

Jack Butala:                         I personally am on a computer dealing with new software, that’s another point, one I make in a second, for probably eight to 10 hours a day. All the people that are incredibly successful at this are either on the phone or on a computer in a dark room by themselves all day.

Jill DeWit:                            Solving their own problems.

Jack Butala:                         It has very, very little to do with real estate and everything to do with … Solving their own problems … everything to do with … We’ve had people in the past who’ve worked with us who are allergic to learning new software in any way. I’m also old enough to remember when there were two or three companies out there that provided a software spreadsheet, and you had to know all three of them to collaborate with anybody on the internet. Now there’s only really one. Go ahead.

Jill DeWit:                            I have a good example of solving our own problems too, by the way, I was going to talk about. Why do you think Land Pin exists? Solving our own problems.

Jack Butala:                         Land Pin?

Jill DeWit:                            Yeah.

Jack Butala:                         Yeah, you know what, Land Pin is a direct result-

Jill DeWit:                            Of solving our own problems.

Jack Butala:                         … of being frustrated as hell with LandWatch.

Jill DeWit:                            Yeah, exactly. We couldn’t get property, it was a pain in the ass, they messed up our account-

Jack Butala:                         We said “hell” and “ass” just now.

Jill DeWit:                            We did. They totally messed up our account. We were so mad, and we said, “You know what, fine. We’re going to make our own thing and watch us, and we’re going to get bigger. Just wait.”

Jack Butala:                         Property gets sold off of Land Pin every day.

Jill DeWit:                            Mm-hmm (affirmative). Exactly. Okay, so that’s solving our own problem. Our online community, solving our own problem. Thank you.

Jack Butala:                         ParcelFact.

Jill DeWit:                            ParcelFact. Oh my gosh.

Jack Butala:                         That was massive problem solving.

Jill DeWit:                            ParcelFact’s huge. Solving our own problems.

Jack Butala:                         If you don’t know this, those of you in the business know this, the up and down. If you have an assessor’s parcel number, an APN for a rural piece of real estate that doesn’t have a physical mailing address, it’s really, really difficult to get GPS property boundaries just to review it to see if you want to buy it. ParcelFact in milliseconds solves that. You can put an APN, the state county APN, which everybody has because when you have a tax bill you have that. It’s in the information on the offer that you send out. You just input it and it solves that problem really, really, inexpensively, actually.

Jill DeWit:                            Yeah. But yeah, so there you go. Those are a bunch of examples of us solving our own problems, and you should too.

Jack Butala:                         You know what, this is like … I didn’t know what we were going to talk about on the show, honestly.

Jill DeWit:                            Like, “Where’s Jill going with this one?”

Jack Butala:                         But this is really important.

Jill DeWit:                            It is, and that’s my thing.

Jack Butala:                         Pretty inefficient to talk to people to find out stuff.

Jill DeWit:                            Think of how-

Jack Butala:                         It’s really efficient to just solve it yourself.

Jill DeWit:                            Well, think about the big people. I mean, come on. How many successful business people out there, they all solve their own problems. They don’t stand there and go … Can you imagine Warren Buffett standing there? Seriously.

Jack Butala:                         Or Bill Gates.

Jill DeWit:                            Right.

Jack Butala:                         What’s the command for …

Jill DeWit:                            Oh my gosh. They solve their own problems. They might be hiring someone to do something or firing someone to get something done, but whatever. You know what I mean.

Jack Butala:                         Join us in another episode where Jack and Jill discuss how to use information, that’s me.

Jill DeWit:                            And inspiration and stuff like this to get my point across, that’s me.

Jack Butala:                         That was really inspirational today.

Jill DeWit:                            Oh, yeah.

Jack Butala:                         To get just about anything you want.

Jill DeWit:                            We use it every day to buy property for half of what it’s worth, then sell it immediately.

Jack Butala:                         You’re not alone in your real estate ambition. Yeah-

Jill DeWit:                            Was that too much?

Jack Butala:                         Yeah.

Jill DeWit:                            Oh, sorry.

Jack Butala:                         On both of our parts. We both have a peeve about that.

Jill DeWit:                            I do. Well, you know, it really sets people apart. That’s-

Jack Butala:                         Well said.

Jill DeWit:                            … the point I want to make. You want to be successful, you need to stand up tall and solve your own problems and don’t complain. So what if it took you six hours to figure it out? You got it, and move on.

Jack Butala:                         That’s about it too, you know. My mom used to have a saying, “Six years from now’s going to be six years from now.” What you do with it between here and then, whether you solve your own problems really is what she was saying.

Jill DeWit:                            Mm-hmm (affirmative).

Jack Butala:                         Or how you spend that time.

Jill DeWit:                            I never liked that saying, I got to tell you.

Jack Butala:                         Why?

Jill DeWit:                            I don’t know. I had a boss that used to say that one and she also used to say, “You can sleep when you’re dead.”

Jack Butala:                         Oh. That’s really silly.

Jill DeWit:                            I know.

Jack Butala:                         Really?

Jill DeWit:                            Yeah.

Jack Butala:                         Was it a sales boss?

Jill DeWit:                            I don’t know. I don’t know.

Jack Butala:                         Was it an airline boss or a sales boss?

Jill DeWit:                            It was a sales boss.

Jack Butala:                         Sleep when you’re dead. Anyway. You are not alone in your real estate ambition.



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