TitleMind is Live!

We are offering special introductory pricing,  and we are ready to get your deals done for you! Here is how it works: 1. Visit TitleMind.com. 2. Go to “Order Services” and select “Escrow Close”. 3. Select “Purchase” and complete the property, buyer & seller information, and […]

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TitleMind is Officially Open!

We are offering special introductory pricing,  and we are ready to get your deals done for you! Here is how it works: 1. Visit TitleMind.com. 2. Go to “Order Services” and select “Escrow Close”. 3. Select “Purchase” and complete the property, buyer & seller information, and […]

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Put Yourself In Charge (CFFL 577)

Put Yourself In Charge (CFFL 577)

Transcript: 

Jack Butala:                       Jack and Jill here.

Jill DeWit:                           Hi.

Jack Butala:                       Welcome to the show today, in this episode Jill and I talk about putting yourself in charge. Before we get into that, let’s take a question posted by one of our members on a LandInvestors.com online community, it’s free.

Jill DeWit:                           Okay. Avery asked, “I’m looking to advertise my properties on social media. I’m wondering, what do you suggest is the best way to use social media to advertise land? Should I just list on my Facebook page or should I send links to my sites, or even possibly links to my Land Pin post? I’m sure you’ve come up with some best practices, but I’m struggling here.”

Jack Butala:                       Okay, this is an incredibly intelligent question, and I’m glad you brought it up because there’s a surefire way to do this. And just posting it on your page, your Facebook page, you’re not gonna have a lot of luck with that. After you post it on Land Pin, and you have all the statistics correct, that’s pone of the real reasons that you put it on Land Pin. That, and property sells there pretty well. What you wanna do is create a Facebook ad, and its not gonna to happen in twenty seconds. Go out on YouTube and learn how to do this. Find a really recent video, where someone way more intelligent than you and me tells you exactly how to post a Facebook ad.

This is how people who own, smart people who own, hair salons or local businesses, really, really do well, drive a lot of traffic. Because Facebook, not a lot of people know this, and Twitter and all social media, and Linkedin are geographically based. So, they know where your computer is and the internet knows where your computer is, and the internet knows where your phone is. So if you say, “Hey, I have a piece of property for sale,” and you’re advertising the actual content of what you’re advertising is attractive, the price is cheap, and the picture looks good, and you got the right information in there, it’s gonna hit all the people that have expressed an interest fore that kind of thing, where the property is located. And you’re gonna sell it most likely overnight.

It’s a huge secret in the real estate business that people don’t talk about. This is how you sell houses and stuff too. Why real estate agents don’t do it, I just don’t know. When’s the last time you went on a Facebook and you saw a piece of real, we’re in the real estate business, it’s all we talk about. I cannot recall one time where I’ve seen a house for sale in my neighborhood, and I would love, love to get pounded with that kind of information. I have no interest in buying a Volvo at all, I don’t want that kind of advertising and I don’t want it in my life, but I love real estate. In fact, I would love to get, where ever my phone goes, like Jill and I do a lot of traveling. I would love to get pounded by stuff for sale all the time in Facebook and social media, so here’s a takeaway. Geographically specifically post real estate for sale, and you will sell it very, very, very quickly. Probably that day if its priced right.

Jill DeWit:                           Right, because all you’re doing is reaching them, that’s it.

Jack Butala:                       Reach, reach, reach.

Jill DeWit:                           Reach reach reach. Its priced right, you gotta reach them. Good question Avery.

Jack Butala:                       Right now, wherever your property is, that you have, or that you’re thinking about buying, somebody’s dying to buy that property. Your job is to reach them really effectively. By the way, this costs next to nothing. I mean, if you might spend thirty to a hundred dollars on a week long posting in Facebook.

If you have a question, or you’d like to be on the show, reach out to either one of us on LandInvestors.com.

Today’s topic; Put yourself in charge, this is the meat of the show.

Jill, you’re in charge

Jill DeWit:                           Yes I am.

Jack Butala:                       You’re an in charge kind of person.

So, the whole premise of this is, more and more I’m seeing, and I dunno if its just because I’m getting older, or if the worlds falling apart, I’m not sure.

Jill DeWit:                           Combination of the two.

Jack Butala:                       I just see it, more and more people not taking responsibility for themselves. So, I just got done binge watching a show called Life Below Zero on Netflix, where its three or four different people who just chucked it all and went up and lived up in Alaska, and they all had one glaring thing in common. They were taking full blown responsibility for their, for everything. Literally, like, there’s no stores, there’s no 911 to call if there’s a problem, there’s no government to blame, or a spouse to blame. They need to eat that day. So they’re taking responsibility for that and shelter and everything in its most basic form, food and shelter and all that.

So then I started thinking, that’s what we do. And that’s what the successful people in our group do. They don’t blame someone if a mailer goes wrong, or if they price something wrong, or a real estate deal went sideways, or they can’t get a website up under a deadline. They don’t do that, they just get it done. They look straight in the mirror, they put themselves in charge, no matter what the task is, and get it done.

So, you’re the inspiration in all this.

Jill DeWit:                           Thank you.

Jack Butala:                       How do you take somebody who is used to blaming their parents for everything, or teachers, or whatever, and just putting them in front of the mirror and saying, “Hey, you’re in charge of your life.”

Jill DeWit:                           You are. Well heres a couple, I mean, you gotta have a leader. If you have six flowers, nothing’s gonna get done. You gotta have a leader. I was talking with number three about this, because he and I both, I dunno if you were the same person in this scenario too Jack, or not, but he was talking about doing a science project at school, and you’re always paired up with, there’s like five of you.

Jack Butala:                       I try not to talk to the kids.

Jill DeWit:                           Okay well, okay got it. So, there’s five of you paired up, and you know what, and if all five of you try to just go and no one takes control, it’s going to be a mess. We know that. There’s gotta be a leader, and somebody has to stand up and do it, and we all know that that person is doing the majority of the work, two of them are skating, they do nothing, and the other three, kinda eh, half in half out kinda thing. That’s often how it goes. But you gotta have a leader, and if you’re not comfortable being a leader, get comfortable.

Jack Butala:                       Where did this come from? Jeez Jill.

Jill DeWit:                           What do you mean? I even wrote it down like that.

Jack Butala:                       What happened to sweet Jill?

Jill DeWit:                           Being a leader! This is how you lead.

Jack Butala:                       It’s usually my job. Pull yourself up by your boots-

Jill DeWit:                           It’s true.

Jack Butala:                       And learn some data.

Jill DeWit:                           Well here’s my notes, I said, this is my notes, I take just a few minutes before each show, we each have our own ideas about how this is gonna go, and I wrote down three notes before the show. One is, leader’s a must, and I put, “Not comfortable, get comfortable.” And then number three, “This is your lively hood.” That’s the reason right there, if you just let it be chaos, nothings gonna get done, and the best way I can say to get over that hurdle is doing it. It’s like, I was talking to someone the other day-

Jack Butala:                       Rip the band-aid off, its not that painful.

Jill DeWit:                           And they’d been with another individual, trying to learn how to do this, and for a year, and they hadn’t bought a property yet. I’m like alright, we gotta get you over this hurdle, and they’re with us now. I think a lot of the reason was they didn’t have the support and I know that’s one of the reasons our-

Jack Butala:                       Inspirational support.

Jill DeWit:                           People love us, yeah. Or just the work, because we’re here. We have an online community and we’re there. We have a weekly call and we’re there. You can ask us a question, we’re there.

Jack Butala:                       [crosstalk 00:08:00]

Jill DeWit:                           We answer the phone, that’s why I told this guy, I said “Why aren’t you been asking this other individual who’s been quote-on-quote showing you how to do this and teaching you? And he’s like, “Because they don’t answer the phone.”

Jack Butala:                       What?!

Jill DeWit:                           Seriously, that was the answer, I’m like, “Yeah, not the first I’ve heard that.”

Anyway, and that’s it, yeah and we’re working on more ways to reach more people and really help, but you just have to dive in. You have to push a button, send out that mailer, trust that you did the best that you could with that knowledge that you have right now, be ready for some mistakes, because they probably will happen and that’s okay.

Jack Butala:                       If you don’t go through mistakes and learn how to deal with failing and overcoming that, its not gonna happen.

Jill DeWit:                           Yeah, and the only way you do that is just get out there and do it, and then you’re gonna go, “Alright, I’m gonna tweak it this way now, and now I know.”

So it’s the same thing as being a leader you gotta get out there. You gotta get passed doing a transaction and buying and selling a property. You gotta get those things out of the way and then as you’re growing your business, you’re gonna have to grow your self, and you might have been working a nine to five kinda job with a steady paycheck and a boss and different weekly goals and all that good stuff. This is a whole different ball game, and now you’re in charge. And you can lead however you wanna lead, but you need to be a leader.

Jack Butala:                       So, this is what I’ve been people in the past, there aren’t too many people in our lives now like this, but in the past I’ve seen people kinda sit around and say some version of this, “God, if I only had this, this and this, the guy down the street, he’s got, its an unfair advantage. The guy on the street’s got an unfair advantage. He pays cash for everything, he’s got a ton of money, and he can afford to make a bunch of mistakes.”

Well that guy got there because he was standing in the other person’s shoes, just like that. So, you can’t … Everybody’s got issues. There’s all kinds of stuff. You can sit around and complain about your parents till you’re blue in the face, its just not gonna change anything. Or complain about your boss, or your spouse, or anything. You just gotta go do stuff.

Jill DeWit:                           Yeah, talk about being, you’ll never get anywhere if, you’re right Jack, if you walk around going, “Oh, well, that’s great for them but I don’t have any of those resources, I can’t possibly do that.” Well congratulations, now you can’t. Because you’re right, because you’ve just set yourself up to fail. Guess you’re right, see you. No, you can’t walk around like that.

Jack Butala:                       So you’re in charge?

Jill DeWit:                           Yeah.

Jack Butala:                       And that’s all there is to it.

Jill DeWit:                           You know what you can do, this reminds me of this show we did last week I think, which I really loved. It was branding yourself, and putting that in your head. You can put it in your head that you are a real estate investor. You can also put it in your head that I am a successful real estate investor, I may not have a lot of transactions, I’m getting there, and part of the reason I’m successful is because I do make mistakes, I recover and I move on.

Jack Butala:                       That’s a massive part of it. And not just for real estate investing, but anything.

Jill DeWit:                           Yeah. Montra. You need to have that montra in your head and don’t, you know, seriously-

Jack Butala:                       What’s your montra?

Jill DeWit:                           My montra is, jack … I’m joking … I don’t know.

Jack Butala:                       Your montra is, there’s probably a better guy out there for me.

Jill DeWit:                           No! That’s funny. He made your bed. Lies.

That’s so fun.

That is not my montra. No.

You know what? That’s a really good question, my montra changes.

Jack Butala:                       Mine does too.

Jill DeWit:                           My montra five years ago is not my montra today, and my montra today, it more resembles … To helping more people-

Jack Butala:                       That’s mine.

Jill DeWit:                           Building more companies-

Jack Butala:                       Yeah, me too.

Jill DeWit:                           And solving more problems for-

Jack Butala:                       Mine’s get the word out.

Jill DeWit:                           Not just myself, there are people, well yeah it’s true, I like-

Jack Butala:                       If we fail at anything right now, it’s getting the word out.

Jill DeWit:                           It’s true.

Jack Butala:                       Like, we could do a better job spreading the word that this stuff really works.

Jill DeWit:                           Right, or just the tools even exist. But we’re about to change that, and that’s okay.

Jack Butala:                       Yeah we’re doing a live education. We’re gonna release that next month. Either November or December and I really think that’s gonna change, instead of self study like we have, the live education piece were … We have a limited number of people, let’s say twenty people in a web in our format. And we all send out our mailer together. Including us. That’s how we’re gonna do our mailers from now on.

Jill DeWit:                           Right. As a group project kinda thing.

Jack Butala:                       I mean, picture an art class where a teachers walking around and checking everybody’s work as they’re doing it and at the end, there’s a piece of art at the end.

Jill DeWit:                           You know what would be really cool? I’m gonna just run this by you, I’m just thinking out loud. It would be cool if you did the mailer right, you as a group pick the county. And do the mailer, get it in the mail, and then they all come back right? And then you divvy them up. Like, say there’s-

Jack Butala:                       Oh my God, that’d be a disaster Jill.

Jill DeWit:                           What, really?

Jack Butala:                       Respectfully, yeah.

Jill DeWit:                           Well, okay. What if you did the mailer, let me back up. There’s twenty people in the class. What if you do a mailer of twenty-thousand units? And then each person is getting a thousand of that to field the calls, do the due diligence, buy the properties, close the deals.

Jack Butala:                       I mean that’s an interesting-

Jill DeWit:                           Under our direction.

Jack Butala:                       Interesting way to orchestrate it, but what I was thinking was, let’s get everybody just do an individual mailer. Let’s just write off, so let’s say one person wants to do it in Ohio, another person wants to do it in Oregon, and on, and on, and on, we get twenty different mailers, and I kinda like, go through the whole process and it’s real separate.

Because I think, the people in our group are innately competitive, and they’re innately go-getters. I could see people ripping each other’s throats out for the right property.

Personally, if I were in a group like that, I would manipulate the hell out of it so I got the best property.

Jill DeWit:                           Oh, alright, nevermind. I forgot who I was talking to.

Jack Butala:                       Jill, on the other hand, as a child, would give away her lunch money just because she didn’t want anyone to go hungry, not thinking about herself.

Jill DeWit:                           Its true, I used to get in trouble for that, thank you. They must have needed it more than me.

Jack Butala:                       That’s right.

Jill DeWit:                           There you go, if they took it that’s why.

Jack Butala:                       Join us in the next episode where we discuss Jack, Jill, TV show, get there first.

Jill DeWit:                           And we answer Heather’s question about subliminal advertisement. [inaudible 00:14:48]

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

Subliminal advertising?

Jill DeWit:                           That’s awesome. It makes me think of the, remember the … What comedian, I don’t know if it was Saturday Night Live or … Comedian where they would throw out those words like, “You’re a great person. Liar.”

Jack Butala:                       Like Tourette’s?

Jill DeWit:                           Yeah, exactly. Under their breath, and get those subliminal things in there, like, “This is a great person. Buncha trash.” You know, or whatever. “You should buy it. Loser.” You know-

Jack Butala:                       It doesn’t work.

Jill DeWit:                           Exactly.

Jack Butala:                       You should buy this eyeshadow. It’s not gonna help you’re really ugly.

Jill DeWit:                           Ah, I love this restaurant. Overpriced.

Jack Butala:                       This chicken is fantastic. It’s really a dog.

Jill DeWit:                           Oh, sweetheart, you cook better than my mother. I’d rather eat dog food.

Jack Butala:                       Baby, you look fantastic. Look like a hooker.

Jill DeWit:                           Ah Jack, you know, this is the best show you’ve ever done. Oh my God, are you on drugs?

Jack Butala:                       Oh my gosh. Information and inspiration to buy undervalued property.

 

If you enjoyed the podcast, please review it in iTunes . Reviews are incredibly important for rankings on iTunes. My staff and I read each and every one.

If you have any questions or comments, please feel free to email me directly at jack@LandAcademy.com.

www.landacademy.com

www.landpin.com

I would like to think it’s entertaining and informative and in the end profitable.

And finally, don’t forget to subscribe to the show on iTunes.

Buy and Lease Disasters (CFFL 576)

Buy and Lease Disasters (CFFL 576)

Transcript: 

Jack Butala:                       Jack and Jill here.

Jill DeWit:                           Hi there.

Jack Butala:                       Welcome to the show today. In this episode, Jill and I talk about buy and lease disasters.

Jill DeWit:                           Huh?

Jack Butala:                       Why would you put disaster in a title, Jack? Let’s find out. 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.

Jill DeWit:                           Okay. [Bryan 00:00:22] E. asks, “I have a great parcel with two very anxious buyers ready to snatch it up.”

Jack Butala:                       I like where this is going.

Jill DeWit:                           Yeah. “The obstacle is that it’s not clear as to where the access easement is to the property. I’ve done my homework, and it turns out that in this particular section all the roads the exist are private and furthermore, about one third of the owners have to overtly, not just peripherally, traverse that neighbor’s property to get to theirs. So everyone must traverse some form of private property. [inaudible 00:00:58] their private road owned by an adjacent property owner or an actual usable section of a lot to get to theirs. So here’s the kicker,” as if that’s not enough, “I pulled deeds on most of the properties and none except one mention these easements. Even when someone is clearly traversing someone else’s lot.” Which by the way we can all see from Google Maps often. “I feel like my options are either a-”

Jack Butala:                       Right. I have to interrupt here for a second.

Jill DeWit:                           What?

Jack Butala:                       I say it a million times, I’m going to say it again. I cannot believe the level of intelligence of our members.

Jill DeWit:                           Oh yeah. It’s true.

Jack Butala:                       Thank you, Bryan. Thank you for showing up and taking this seriously. I mean it. This is fantastic question, and I can tell by the way you’re writing it out you’re going to do well.

Jill DeWit:                           Thank you. Can I go now?

Jack Butala:                       Yeah. You mean leave the show?

Jill DeWit:                           Yeah, I know. Can I finish?

Jack Butala:                       Yeah.

Jill DeWit:                           Okay. Alright, so here’s Bryan’s options, he thinks. There’s three. “A, pay $400 to find a good title company to find a title that mentions easements, but I doubt that they will find anything. B, the owner can record a deed with the access road with the neighbor, but they’ll have to pay more for someone to access the owner. Or C, tell the owner that they can do whatever everyone else is doing,” [inaudible 00:02:25] is a new buyer, “and arrange it with a handshake and access road with a neighbor as I understand that after five years without an objection, it isn’t an easement in this area. What are your thoughts?”

Jack Butala:                       Okay.

Jill DeWit:                           I know what mine is.

Jack Butala:                       We have the same thought. Go ahead, Jill.

Jill DeWit:                           C.

Jack Butala:                       D. I’m going to give you a D option.

Jill DeWit:                           Oh, D? I’m with C. A D, keep your head down.

Jack Butala:                       This is what Jill and I do.

Jill DeWit:                           Don’t talk to anyone and just do it. That’s my usual answer.

Jack Butala:                       That’s good advice for everybody. Just take the pain.

Jill DeWit:                           Just don’t draw any attention to it, you’ll probably slide right by.

Jack Butala:                       In with the crowd, out with the crowd.

Jill DeWit:                           Yes. Don’t ask for permission. It’s all good. I [inaudible 00:03:15] one of my parents were like, “[inaudible 00:03:16] Jill. Really? What?” Go ahead.

Jack Butala:                       By the way, all traffic laws do not apply to Jill.

Jill DeWit:                           Oh no. I’m exempt. My dad told me that one.

Jack Butala:                       Here, here’s option D. Respectfully, you’re spending way too much time on this one little piece of property. What we say is, we bought this property for way, way less than it’s worth, and we’re going to sell it to you for less than it’s worth retail. So we didn’t check into it. I’m not sure. But you, the end user, and the person that Bryan’s selling it to, if you’re the end user and this is a concern for you, then I really encourage you to check it out. Because I don’t know the answer. And I’m not your parents. I’m not going to cut your food up. You’re old enough to check out the easements yourself, and check it all. And I had it priced that way, by the way. I’m not saying I’m going to price it retail, and give you no information. But I’m going to price it way below wholesale. In exchange for that, I really need you to go find out whatever it is that you’re concerned about. Might be well, might be water, might be utilities, might be easements in this case.

What you’re doing here, Bryan, respectfully, is wasting time. What you should be doing is looking for the next deal, because if it’s priced right, and it looks like it is because you’ve got two anxious buyers-

Jill DeWit:                           They’ll figure it out.

Jack Butala:                       … I would sell it for less money to the person who’s more silent.

Jill DeWit:                           Right. You know what, we have had that conversation, you’re right. That is the best answer. Because I have said, “Well, if you really want, for the right price, I’ll go out and pave it for you.” Seriously.

Jack Butala:                       Pave it in gold.

Jill DeWit:                           Sure.

Jack Butala:                       I’m happy to pave it in gold for X.

Jill DeWit:                           If you’re willing to pay for that, and I have had … one time I had a guy that wanted it staked. I said, “Well, here’s the deal, you can go out and find someone and they can walk the property, and stake it and all that good stuff for you. Or, I can do it too, but I can guarantee it the way it’s priced now, it’s better off if you do it.” And they [inaudible 00:05:21], “Oh, got it. Thank you.” And they look it up and they know it’s true. I’m not just saying that. That’s part of why it’s priced this way. Like you just said Jack, that’s it. I’m not doing all that.

Jack Butala:                       You can go in the woods and-

Jill DeWit:                           And you win.

Jack Butala:                       … grab four pieces of wood, and tie them with little cute ribbons, and get a GPS unit, and go out and stake the property and drive them in. And then you’re staked, too, and you save yourself two grand. Because that’s all the surveyor’s going to do.

Jill DeWit:                           We didn’t even have that back then, too.

Jack Butala:                       Right.

Jill DeWit:                           They really hired someone from the county to go out and do it. I’m like, “That’s great. I promise, it’s cheaper if you do it.” And they go, “Okay, got it.”

Jack Butala:                       All kidding aside, this business model works great when you don’t get into the details. Not the details of sales. You need to get into the details of data and pricing property times 80. But when it comes to take my hand and hold my hand and lets find out … forget about all that.

Jill DeWit:                           “I know it says six months, but I want to be there for six months and a week with my RV. Is the county going to come fine me for that extra seven days?”

Jack Butala:                       Yeah.

Jill DeWit:                           That is not the conversation you ever should be having with your buyer.

Jack Butala:                       Just move to the next deal, and move to the next buyer. Because that’s the beauty, all kidding aside, of buying property for half of what it’s worth.

Jill DeWit:                           And I hate to say it, this is our business. We’re wholesalers. We’re not here selling to the end user. I’m not going to spend that much time. I want to move the deals and move on. And that’s it. We’re here for quantity.

Jack Butala:                       So think of two ’65 Mustangs. Two classic cars, and they’re sitting right next to each other. One of them is completely done, and the owner is going to throw you the keys but he wants 30,000 bucks. And you’re going to put the top down, turn the key, the engine’s going to go, and you’re going to be the envy of all your friends. People are going to chase you down the street the car’s so beautiful. Old bald men, by the way. Because those are the people that are interested in that car, not young pretty girls.

And the second car, the thing’s falling apart and he’s throwing you the keys and it only costs 5,000 bucks but there’s a ton of stuff to do. You’re probably a good six to eight months away from having that what I just described a couple seconds ago, driving down the street and being the envy of everybody.

What’s your personality type? Do you want to spend 30,000 or 5,000? I’m a $30,000 person when it comes to this, but in my business I’m a $5,000 person and I don’t expect … If I go to the $5,000 car owner and say, “Well, the brakes don’t even work on this car.” That’s why it’s $5,000.

Jill DeWit:                           Exactly. Hello.

Jack Butala:                       That’s what’s going on here, Bryan.

Jill DeWit:                           “The top’s broken.” No kidding.

Jack Butala:                       You can’t have it all. You cannot have it all at the same time. You just can’t.

Jill DeWit:                           Exactly.

Jack Butala:                       So if you want a half price property, there may or may not be stuff that needs to be addressed.

Jill DeWit:                           If you have a question-

Jack Butala:                       It’s not your job. Oh, sorry. Go ahead.

Jill DeWit:                           No, you’re good. No, no.

Jack Butala:                       I wasn’t quite done with my rant.

Jill DeWit:                           I’m sorry. Keep going.

Jack Butala:                       Go ahead, Jill.

Jill DeWit:                           This is Jack on DayQuil.

Jack Butala:                       I know.

Jill DeWit:                           Day two, Jack on DayQuil, and it’s getting funnier.

Jack Butala:                       I have not had a cold-

Jill DeWit:                           I can’t wait to see how day three’s like. He’s going to be like, “Oh, sure, take it. I don’t care. What company?”

Jack Butala:                       That’s why these shows are an hour and a half instead of 20 minutes.

Jill DeWit:                           Yeah, what the heck? It’s hilarious.

Jack Butala:                       “My company. What’s your name? Oh, it’s Jill?”

Jill DeWit:                           “You can have it. I don’t know.”

Jack Butala:                       “Why are you in my house?”

Jill DeWit:                           Exactly.

Jack Butala:                       If you have a question and want to be in the show, reach out to either one of us on landinvestors.com.

Today’s topic, buy and lease disasters. This is the meat of the show. Recently I was reading, I think it was on Bigger Pockets or somewhere, where a young real estate investor was just pulling her hair out saying … They bought a house. Through probably no fault of their own. Well, they have to take responsibility for it, I guess. But bought a property with financing, got a tenant in there, the tenant stopped paying. This is a buy and lease disaster.

When you buy a property, especially with financing a house, and you rent it out to somebody, there’s about 4200 things that can go wrong. As a real estate investor … what was yesterday’s show about? Look inside the mirror and be honest with yourself?

Jill DeWit:                           Identify where you need help up front.

Jack Butala:                       When you buy and resell a piece of land, there’s about three things that can go wrong. I would argue there’s actually nothing that can go wrong if you do all your homework.

Jill DeWit:                           I agree. Buy in cash.

Jack Butala:                       Why do this to yourself? Why buy a house, with financing especially?

Jill DeWit:                           So many things.

Jack Butala:                       There are literally infinite number of things that can go wrong. Literally. From wallpaper falling down, to getting the right tenant, to overpaying and the foundation’s … There’s a million things, a ton of stuff that can go wrong.

I don’t need to waste your time, listener, and describe the stuff … Just go on Bigger Pockets or on Land Investors and ask anybody if this is a good idea. In fact, you know what? Do that. You’re thinking about buying a house and renting it, and you think that you’re going to get a Ferrari in a couple of months later? That’s just not how it works. The numbers don’t [inaudible 00:10:46]. If you think that you’re going to buy a 500 unit apartment building and get a Ferrari six months later, that’s just not how it’s going to go. That’s 500 more problems that you’re going to have, in my opinion. Instead of just one.

Jill DeWit:                           You’re right.

Jack Butala:                       I would really consider, even if you do this successfully, expand your real estate horizons to purchasing and wholesaling out property of all kinds. We have a very successful member who buys and sells, using our methodology here, apartment buildings and they’re killing it.

Jill DeWit:                           Yeah, so buying these assets is not the crazy part, but it’s hanging on to them to lease them out, and try to get rich that way, is a long, long, long process. Versus, buy a bunch of them, flip them, and move on. Pay cash for them. That’s the first thing, too.

The best thing is, have your buyer lined up. That’s the easiest thing out there. It’s not hard to find everybody who was looking for a certain asset. They’re there. If you just start looking, you’ll find them. It’s all over the internet. Driving around you see things. Find out what they want, go get them the asset, mark it up, you’re out no money, and you are on your way.

Jack Butala:                       If you’re a manufacturer and you need a part, like a component to whatever you’re selling and you just don’t want to make the part, it’s too complicated, but you sell a little piece of machinery or something, what do you do? You go out and you submit an RFP, or request for proposal. You look at all the people that manufacture these types of parts and you pick the one that’s the best fit. Real estate should be, I don’t know why it’s the other way around, but it should be no different. If you’re a house flipper, not us, we’re wholesalers, you should be able to say, “You know what? I need a part. I need a house to flip, and I don’t want to pay a lot. I want the best situation.” So you just fill in an order. It’s really, really, simple.

Jill DeWit:                           Yeah, especially … I’m thinking back to your buy and lease disasters and how most people do it, when you really think about it … because I remember these. This is the numbers that my dad was doing. He was testing this once in Texas. He was buying in the Dallas area homes in the outskirts. $80,000, $100,000 homes. Leasing them up and he had ten of them. At the end of the day, because he was not paying cash for them, they were mortgaged, his profit was 100, 200 bucks a house.

Jack Butala:                       Per month.

Jill DeWit:                           Per month. And by the way, he was the maintenance guy. It was just like, “Man, no one ever saw Dad.” He’s always-

Jack Butala:                       Yeah, that’s a buy and lease disaster.

Jill DeWit:                           … fixing a dryer, and he’s doing this. And then, my mom will talk about this lovingly and I’m being sarcastic here, because this is Dad’s crazy idea. And this is what everybody’s doing, because they think it’s a good idea. Dad would say, “Oh, don’t worry about that.” He’d buy the house, and he’s showing it to somebody. “Don’t worry about that. I’ll get my cleaning crew to take care of that.” Well, back then, the cleaning crew was my mom.

Jack Butala:                       Oh, that’s awful.

Jill DeWit:                           I know. So, she’s like, “Oh no, don’t do that to me.” Anyway, it all worked out well in the end, but he ended up, when he was done, he sold them all and it worked out just fine. But that-

Jack Butala:                       Yeah, that’s where he made his money.

Jill DeWit:                           That’s where he made his money when he sold off-

Jack Butala:                       If you talk to any …

Jill DeWit:                           It’s true.

Jack Butala:                       … successful buy and lease person,

Jill DeWit:                           Not the whole time.

Jack Butala:                       … you don’t really make money unless you have no leverage at all. And then you have to really ask yourself some questions. Talk to any commercial real estate investor who’s successful, you make the money when you buy it and sell.

Here’s a commercial real estate game, really quickly. You buy an apartment building, a 100 unit apartment building, and everybody’s paying $1,000 a month. So that’s $100,000 a month in revenue. You raise their rent. Immediately, you raise their rent 5 to 10 to 20%, so everybody’s paying $1,100 or $1,200 instead of 1,000, and you lose some. Some people just say, “You know what? I’m not paying.” And they move out. Very few, by the way. Everybody argues about it, and they forget about it two weeks later. Now the property, on a capitalization rate, is worth a lot more. That is how you make a tremendous amount of money in commercial real estate. You don’t buy it and hold it forever. It’s called a balance sheet acquisition.

Jill DeWit:                           It’s brilliant.

Jack Butala:                       And they’re my favorite kind.

Jill DeWit:                           I love it.

Jack Butala:                       Or sometimes, if you’ve got iron-clad leases with commercial tenants it goes up with the Consumer Price Index, or with inflation. So 3 to 5%. You just hold it. You know what your [inaudible 00:15:54] is when you buy it, and you got classic tenants like Starbucks and stuff paying and it goes up 3 to 5% a year, in five years that asset is worth a lot more and you sell it. That’s where the dough is. It’s not … you just hope that the rent covers. I wish I could scream this to the world.

Jill and I shake our heads weekly when we hear these buy and lease disasters. I don’t know who is saying to people that it-

Jill DeWit:                           This is a good idea.

Jack Butala:                       That it’s good to go buy a house and get a mortgage and rent it out.

Jill DeWit:                           I was thinking the same thing. Every couple I’ve ever met, the beginning of it they’re all, “Oh, look.” We’ve had friends that we’ve followed through this whole process and it’s comical. So like, “Oh, okay well, so and so got laid off so we decided we’re going to do this, and we’re going to buy this house, and he knows how to do tile, and we’re doing this and we’re doing that.” I don’t know if you remember this couple that I’m referring to. Because we were watching them through this whole process. It was a year process. They’re all excited, they had a little bit of money so they threw it into this house-

Jack Butala:                       Arizona or California?

Jill DeWit:                           Arizona. They were friends of friends. We met at a party, and I remember they-

Jack Butala:                       Oh my gosh, I do remember this.

Jill DeWit:                           It was so funny. One of them was laid off, and so she was still paying the bills from her day job.

Jack Butala:                       Oh I do know. I remember this. Yeah.

Jill DeWit:                           So he was going in doing all the renovating. They’re thinking this is a good idea. They have all this enthusiasm. Well then, a couple months go by and we see them at this party again.

Jack Butala:                       I remember this. We should call them and have them on the show.

Jill DeWit:                           It’s the funniest thing. The level of enthusiasm … “Well, this went wrong, that went wrong, and this took six weeks longer than we thought. We’re now out of money. We called our parents.” And then all the way through. And then at the end, I think either they moved in … I don’t know if they leased it out. They might have had to move in it, because that was the only option.

Jack Butala:                       Fiery ball of tragedy.

Jill DeWit:                           It was like, “Hey, how’s that thing going? How’s your renovation, your flip going?” They’re like, “Oh god.” It was like you just asked about someone who just passed on, was their reaction. But you’re right, Jack. Going into it, I don’t know who’s telling everyone that this is a really good idea, because it’s not. And you talk to people that do it, and man. Kudos for anybody who’s made money doing it, but-

Jack Butala:                       You can make money.

Jill DeWit:                           You can, but-

Jack Butala:                       We have another friend, his name’s Dennis. We sell a lot of houses to him. And I asked him why [inaudible 00:18:28].

Jill DeWit:                           There’s a few.

Jack Butala:                       “What’s the difference between you and everybody else?” And you know what he says?

Jill DeWit:                           What?

Jack Butala:                       “Well, I buy the houses so cheap.”

Jill DeWit:                           Yeah. Can’t go wrong.

Jack Butala:                       “And I do as little as possible.”

Jill DeWit:                           That’s true. Yeah, you’re right.

Jack Butala:                       “I don’t get all wrapped up in new appliances.”

Jill DeWit:                           Making it beautiful.

Jack Butala:                       Yeah. “I do as little as possible. And then I sell it for a rational amount of money and just keep doing it over and over again.”

Jill DeWit:                           Yeah, Dennis is the [inaudible 00:18:52] amount. He sells them. So that’s a difference, too.

Jack Butala:                       And he’s a real estate agent, so he really looks at the numbers.

Jill DeWit:                           He does. He’s a numbers guy.

Jack Butala:                       He cuts out as much as he can. He pays cash for everything.

Jill DeWit:                           Yeah, you know what? Maybe that’s it. You know what, maybe that’s the difference. Because these couples go into it like it’s a project, “It’s going to bring our marriage closer together.”

Jack Butala:                       No. Oh, let’s have a baby.

Jill DeWit:                           Or let’s renovate a house together.

Jack Butala:                       Yeah, let’s have a baby. We’ll get closer.

Jill DeWit:                           That kind of a thing. We’re going to do this because we’re going to do this together, we get to spend some quality time together in Lowe’s.

Jack Butala:                       Or Babies “R” Us.

Jill DeWit:                           Here we go. Or both. Then I got pregnant during it. Isn’t this great? Could you imagine? That’s the show I want to watch. How come nobody does that kind of a show? We should do that.

Jack Butala:                       They should have-

Jill DeWit:                           I want a show showing that they’re all excited, then somebody gets pregnant, and then they can’t pay their own mortgage.

Jack Butala:                       Here’s the name of the show, Barefoot and Pregnant Renovators.

Jill DeWit:                           Yes, that’s it. That I will watch. That’s the one I want to see.

Jack Butala:                       Oh my gosh. We just lost half of the six people that listen to this show.

Jill DeWit:                           I hope we just successfully dispelled some of the wonderful whatever, so you know that there’s a lot things that can go wrong.

Jack Butala:                       Do yourself a favor and please consider buying a piece of property for half of what it’s worth and selling it for just a little bit more, over and over again.

Join us in the next episode where we discuss putting yourself in charge.

Jill DeWit:                           And we answer [Avery’s 00:20:36] question about using social media to sell property.

Jack Butala:                       You are not alone in your social marketing ambition.

Jill DeWit:                           Alright, jacked up Jack is awesome.

Jack Butala:                       Really? I’m all hopped up on cold medicine. I just don’t have a care in the world.

Jill DeWit:                           No, you really don’t. It’s kind of nice. I can’t wait until after 5:00. We’re going to hand a drink to you and see how that goes.

Jack Butala:                       I’m just going to go straight to bed.

Jill DeWit:                           Yeah, oh, that’s true. That’s what will happen.

Jack Butala:                       Dad, you’re no fun anymore.

Jill DeWit:                           Yeah.

Jack Butala:                       Come on, Dad.

Jill DeWit:                           It’s funny.

Jack Butala:                       You used to be fun.

Jill DeWit:                           I love it.

Jack Butala:                       What’s wrong with you, Dad?

Jill DeWit:                           Love Jack? Like our show? Love jacked up Jack and love our show? Please subscribe and rate us on iTunes or wherever you’re listening.

Jack Butala:                       Information and inspiration to buy undervalued property.

If you enjoyed the podcast, please review it in iTunes . Reviews are incredibly important for rankings on iTunes. My staff and I read each and every one.

If you have any questions or comments, please feel free to email me directly at jack@LandAcademy.com.

www.landacademy.com

www.landpin.com

I would like to think it’s entertaining and informative and in the end profitable.

And finally, don’t forget to subscribe to the show on iTunes.

Identify Where You Need Help Upfront (CFFL 575)

Identify Where You Need Help Upfront (CFFL 575)

Transcript: 

Jack Butala:                       Jack/Jill here.

Jill DeWit:                           Hi.

Jack Butala:                       Welcome to the show. In this episode, Jill and I talk about the Jack/Jill TV show called Get There First. It’s in its concept stage.

Jill DeWit:                           Yep.

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.

Jill DeWit:                           Yep. Heather asks, “When it comes to advertising of your vacant properties, I was wondering if it was a good idea to do subliminal advertisement.” Alright, what does this mean? Is there like a woman with not much clothes on standing off to the side of the property on the lead photo? That’s what I think of subliminal.

Jack Butala:                       That’s a good idea.

Jill DeWit:                           Whispers, “Buy this land now. Don’t ask questions. Just smile. Cash only. Buy, buy. Yes.” Or would just try that or stick to the more traditional ways or have you ever tried that at all?

Jack Butala:                       Is this a serious question?

Jill DeWit:                           I’m wondering … Yes. I’m sure it’s not made up. I’m sure it’s in …

Jack Butala:                       I thought it was a joke.

Jill DeWit:                           No. Oh, you really did?

Jack Butala:                       Yeah.

Jill DeWit:                           No, yeah, no. This is … I promise. My team is … They would not think to do that. Actually, I think it would be cool if they threw something funny at us, like a zinger, but no, this is a legitimate question.

So, no. I would not doing anything like that. It’s just my way. I don’t think you need to. I think it speaks for itself.

Jack Butala:                       I think we go out of our way in this group-

Jill DeWit:                           To be transparent.

Jack Butala:                       And all of our stuff is to be honest and straightforward with everybody about everything.

Jill DeWit:                           Exactly.

Jack Butala:                       So, no. I don’t-

Jill DeWit:                           Whether or not it hurts.

Jack Butala:                       This is actual … If you’re really asking us, Heather, would I suggest that you do this or have I tried it ever at all? The answer is no and no.

Jill DeWit:                           Exactly.

Jack Butala:                       I would never ever try to deceive anybody. If anything, it’s the other way around. Are you sure you want to buy this property out there? It’s pretty far.

Jill DeWit:                           Right.

Jack Butala:                       And if their answer is, “Yeah, I’ve had it. I’ve lived in Manhattan my whole life. I’m sick of it. I don’t want to pay rent ever again.”

Jill DeWit:                           Dying to go for a hunting property or whatever it is.

Jack Butala:                       Yeah. Then that’s the right property.

Jill DeWit:                           Uh-huh.

Jack Butala:                       But if you’re going to go out there and expect everything to work right away in a turnkey situation, that’s just not how these rural properties are.

Jill DeWit:                           Wait. I have a Heather compliment, though. Heather does get a big star for thinking outside the box here, because that’s one thing that we do say is get creative, and I appreciate that. So, Heather was getting creative and really trying to come up with something different. Not sure this is the right one, but that’s okay. Keep going. You’ll find it.

Jack Butala:                       How could you pull it off? Let’s say if we wanted to do subliminal advertising on the Internet.

Jill DeWit:                           I would seriously have a woman in a bikini on the property.

Jack Butala:                       That’s not subliminal.

Jill DeWit:                           Well, that’s true.

Jack Butala:                       That’s just sex sells. I’m all for that.

Jill DeWit:                           Oh, okay.

Jack Butala:                       Whatever it takes. I mean, if you know you’re going to sell some stuff to a woman, do the opposite. I absolutely am all for that.

Jill DeWit:                           Okay.

Jack Butala:                       I’m just saying subliminal advertising is like somebody airbrushing something in where you’re …

Jill DeWit:                           Well, that’s lying.

Jack Butala:                       That’s lying.

Jill DeWit:                           Well, that’s not even subliminal.

Jack Butala:                       Remember how casinos pump oxygen into the thing to keep you there longer?

Jill DeWit:                           Right.

Jack Butala:                       That’s subliminal, because you are not conscious of it.

Jill DeWit:                           Or like the smells in Disneyland walking down street that make you hungry and stuff like that. I got that.

Jack Butala:                       That. Exactly.

Jill DeWit:                           Alright. Yeah, that’s subliminal.

Jack Butala:                       Yeah, and it’s dishonest.

Jill DeWit:                           It is. Yeah, using their other senses.

Jack Butala:                       I’ve heard department stores do that. Speak really quietly like, “You need to buy a new dress.”

Jill DeWit:                           Seriously?

Jack Butala:                       And it doesn’t hit your consciousness. It goes into your head. Or like Coke commercials and stuff.

Jill DeWit:                           Well, clearly it works for me.

Jack Butala:                       You don’t need any encouragement.

Jill DeWit:                           Here’s the thing, Heather. There’s no question it works. So, the point is, do you want to be that person? That’s it. And I don’t think you need to. You know I appreciate the question. I don’t think you need to go there.

Jack Butala:                       If your property is priced at half, you don’t need it

Jill DeWit:                           You don’t need it, yeah.

Jack Butala:                       You just need some good shots.

Jill DeWit:                           Exactly.

Jack Butala:                       We have a guy in our group, two separate members. What ends up happening is people find their little niches, and they do stuff and then they swear by it. One guy buys higher priced property and gets a drone shot of every single one, and it sells away. It sells immediately.

Jill DeWit:                           Mm-hmm (affirmative)

Jack Butala:                       So, it’s expensive and time consuming, but-

Jill DeWit:                           It works.

Jack Butala:                       He’s got it down. So, what I would do since, Heather, you are interested in something out of the box as Jill has nicely put it that way, try some type of unique marketing scenario that no one’s ever tried.

Jill DeWit:                           Exactly.

Jack Butala:                       Or pick like a drone shot scenario, but just be an expert at it.

Jill DeWit:                           Exactly. Good question, though.

Jack Butala:                       Yeah. If you’ve got a question, or you’d like to be on the show, reach out to either one of us on LandInvestors.com.

Today’s topic: The Jack/Jill TV show called Get There First. This is the meat of the show.

Jill DeWit:                           So, we alluded to this the other day on a Facebook post that I did when you and I were up at Lake Arrowhead looking at property.

Jack Butala:                       Yeah.

Jill DeWit:                           And just having a little fun and a little break and an Octoberfest. So, we went up there to spend a little time and [crosstalk 00:05:15]

Jack Butala:                       It ended up being real estate weekend by Jack.

Jill DeWit:                           Of course. No, it was good. We had a really good time.

Jack Butala:                       And a spa weekend for …

Jill DeWit:                           It was a spa weekend for me, too. It was really a great trip. I think we have it down now.

Jack Butala:                       Here’s the truth. It was my idea to schedule a couple’s massage, and I backed out because I wanted to go look at real estate instead.

Jill DeWit:                           It’s true.

Jack Butala:                       Jill’s just shaking her head the whole time.

Jill DeWit:                           And I just said, well then I’ll go without you.

Jack Butala:                       So, instead of an hour massage, Jill got a two hour massage.

Jill DeWit:                           Yeah.

Jack Butala:                       And I got to look at land.

Jill DeWit:                           It was perfect. And then we had to stay on, and then you took me back out only to look at the best stuff after you weeded out all the junk. I got to go look at the good stuff. So, it was really a win-win.

Jack Butala:                       And you were like a noodle, so I could have showed you the worst property on the planet and said this is beautiful.

Jill DeWit:                           This is true, and I would be like oh, this is gorgeous. So, yes, exactly.

So, let me back up even more. We’ve been approached at times to do different real estate shows, and Jack and I have always said no because it’s never on our schedule. We don’t want to be …

Jack Butala:                       It’s a lot of work.

Jill DeWit:                           Yeah, on someone’s schedule.

Jack Butala:                       And I don’t want to be a movie star.

Jill DeWit:                           Going down the process … Radio star you do.

Jack Butala:                       Yes.

Jill DeWit:                           You like that. What’s that joke? You have a face for radio. I love that. That’s not you, it just made me think of it because it’s so funny.

Jack Butala:                       Thanks, Jill.

Jill DeWit:                           No. Jack, stop it.

Jack Butala:                       Oh, I know.

Jill DeWit:                           So, anyway, Jack and I, alright. If we’re going to do it, we’re going to do it our way. So, we started to lay it out, like really lay it out. I’ve got our cinematographer and director and editor lined up. I’m the producer. Jack’s content.

Jack Butala:                       The writer.

Jill DeWit:                           And you actually already have a couple episodes sketched out.

Jack Butala:                       Yeah. So, here’s the show. We do a little bit of research. We find a little market. Let’s just say houses … We’re looking for houses, not land, because it’s easier. And bang, bang, bang, there’s a tiny bit of funny instruction inside the computer, and the letters go out. The offers go out.

But even before that, we interview who the flipper is going to be, the wholesaler. Who we are going to sell the property to. Who we’re going to wholesale the property, who’s going to renovate it.

We sent a bunch of offers out in the mail. We fill that guy’s order, and then we get a bunch of responses, signed offers back. And then we go and talk to the people and find out why, why they want to sell it. I already know how it’s going to go. This is not scripted. We’ve done it so many times, we just know how it’s going to go. “Oh, it’s time for me to retire, and my kids are gone, and I’m just done. I don’t want to clean the house up, and you seem like nice people so I’m happy to sell it. Oh, yeah I know that I’m not selling it for the top, top, top price. That’s not what I want here.”

Jill DeWit:                           Right.

Jack Butala:                       “I just want to get the cash and get out and go live with my sister in Idaho.”

Jill DeWit:                           Yep.

Jack Butala:                       It’s all some version of that. It’s never, “You heathen, awful person. You’re going to give me less than my property is worth?” It’s never … People think it’s like that.

Jill DeWit:                           It’s a win-win for everybody. I describe the show as this: It’s like what happens to the … How the asset is acquired before you see the people doing the flip. Because that’s what everybody sees, and they want to see them moving walls and everything. But, more interesting to us as investors and every other investor is, where the asset came from and what they paid for the asset and all that good stuff.

Jack Butala:                       So, the challenge is-

Jill DeWit:                           Because that’s where the money is.

Jack Butala:                       A lot of these shows you see on HGTV, most of these renovation shows, the challenge for us is that there’s no before and after. Let’s pull the sheet off of the house and look at everybody’s expression. How much my bedroom’s changed.

Jill DeWit:                           But we’re going to pull the sheet off of the bank account.

Jack Butala:                       Well, that’s it. That’s exactly right.

Jill DeWit:                           And that’s all I need.

Jack Butala:                       At the end of the thing … At the end of, I don’t know, maybe two weeks, you can show six or seven assets with netting out $25,000 to $45,000.

Jill DeWit:                           With no work. No swinging a hammer.

Jack Butala:                       Yeah. We could call it, How to Make a Quarter of a Million Bucks in a Month and a Half.

Jill DeWit:                           That’s true.

Jack Butala:                       But that’s just … I don’t like that. That’s just boasting and silly.

Jill DeWit:                           Right.

Jack Butala:                       So, the before and after is the bank account, and I agree.

Did you ever see Two Broke Girls, that show?

Jill DeWit:                           Yeah.

Jack Butala:                       When you see the bank account?

Jill DeWit:                           Yes, you love that.

Jack Butala:                       They flash the bank account?

Jill DeWit:                           Yeah, I remember that. At the beginning they show how much money, or is it at the end of every show? I think it’s at the end of every show they show what they started with and then what they ended with that week or whatever.

Jack Butala:                       So, I don’t think the show is for everybody, you know? I think it can be entertaining for a certain-

Jill DeWit:                           Oh, we’ll make it fun.

Jack Butala:                       Yeah, we laugh about it and stuff.

Jill DeWit:                           Yeah. Well, it’s going to be really interesting.

Jack Butala:                       The whole point is to dispel the mysteries of …

Jill DeWit:                           That’s it.

Jack Butala:                       There’s not that much of a mystery here. I don’t know why the whole world is not doing it.

Jill DeWit:                           You know what we should do? I think if we spend a little bit of time, too, Jack. I think one of the mysteries that people come to me is where do you find the buyer? Even just talking about, this is how we found the buyer, where they came from, what they’re willing to spend, how we qualify them to go out and do the work kind of thing. Because that’s really what it is. The buyer knows what they want. They don’t know how to get it, and then when they find us and know that we are the masters at going to get it, it’s a win-win for everybody.

Jack Butala:                       That is the single biggest mystery to me in this whole business model. Jill and I do find a buyer. It’s really simple. You look for LLC owned properties in a given market. Or if you must get in your car and drive around a market, which I do not advocate, take note of the properties that have dumpsters in front of them. Those are your buyers. Or go on Craigslist and say I’ve got a bunch of properties for sale. If you’re a flipper, let me know. You’re going to have more buyers. Or go on Facebook. That’s what we do, too. And say if you’re a home flipper in zip code 85258, we need to talk.

There, we just gave you the whole answer. It’s not hard.

Jill DeWit:                           That’s easy.

Jack Butala:                       Yeah, finding a buyer is easy.

Jill DeWit:                           Exactly.

So, that’s the gist of the show.

Jack Butala:                       If there’s anything that mystifies me is if you sit down with the buyer, and we’ll say this is what we do. And we would love to sell you some houses, so put your order in. Or you can just join our group and do it yourself. “No. I don’t want to do that.”

Jill DeWit:                           Isn’t that funny?

Jack Butala:                       “What’s Excel?” “Oh, it’s this spreadsheet.” “Oh, no. Then no.”

Jill DeWit:                           Yeah, exactly. So you’re going to send postcards out, and then I’m going to be like no, no we’re not even going to do that. But that’s going to be cool part-

Jack Butala:                       It mystifies me that they don’t want to take two weeks and learn how to do it.

Jill DeWit:                           The show will have the meeting, us meeting with the buyer, so you can really experience what that’s like. I think that’s a lot of it. The show is going to be educational. It’s not just entertaining. It’s really going to be educational for people to say, alright this is how the conversation would go.

Jack Butala:                       Probably why it’s going to fail.

Jill DeWit:                           Aw, Jack.

Jack Butala:                       You know what, Jill? The reason this will succeed is because of you. If it was just me in a computer whining and saying, I wonder if this is going to work.

Jill DeWit:                           But you know what already happened? Let me tell you what already happened. So, Jack and I were working on the content. I’m falling into the role of producer, and I’m happy to produce it. So, I’m working on the next phases, and as I’m describing this to who would be the director and oversee the editing and all that good stuff … She has an Emmy, by the way, I think is really cool. We’ve got the right person here. Since TV shows are not … are her thing.

Jack Butala:                       TV are not her thing or they are?

Jill DeWit:                           No, TV shows are her thing.

Jack Butala:                       Oh, okay.

Jill DeWit:                           So this is nothing new to her. TV shows are totally her thing. That’s what her Emmy is from is a TV show.

So, anyway. The point is she got excited. Next thing you know, I’m sitting here describing the TV show, and all the modules, if you will, of the show and the different things.

Jack Butala:                       Yeah, segments.

Jill DeWit:                           And it transitioned from that to, so how do you guys do this again? And then I’m realizing she wants in. “Can you teach me?” I’m like, it’s coming. You’ll learn anyway, so hang in there. It was really funny.

Jack Butala:                       You watch the show there, if you’re going to direct.

Jill DeWit:                           Exactly. It was really, really good.

Jack Butala:                       This is not hard.

Jill DeWit:                           It’s not hard. So, good. So, that was … Anything else you can think of? I think that’s it on the show. It’s going to be fun.

Jack Butala:                       If you have any suggestions about this, let us know.

Jill DeWit:                           Yeah.

Jack Butala:                       I’d love to hear. Just email us. Jack@LandInvestors or Jill@LandInvestors.

Jill DeWit:                           Yeah.

Jack Butala:                       And say, you know what? That’s the silliest thing I’ve ever heard and you guys are going to dismally fail.

Jill DeWit:                           Don’t waste your breath. Don’t waste your money.

Jack Butala:                       Or you could say, it’d be great if you could do this, this, and this. The big gripe that I have with reality TV shows, especially the ones on HGTV, is they are not honest. They don’t give you any detail.

Jill DeWit:                           Yes.

Jack Butala:                       They don’t … They’re out there … It’s just a big puff of …

Jill DeWit:                           They don’t give numbers. They used to give numbers, and then they stopped giving numbers.

Jack Butala:                       Yeah.

Jill DeWit:                           So, I’m like alright.

Jack Butala:                       We’ll have a much smaller audience on this show in the end, but a much better-

Jill DeWit:                           Like five. Just kidding.

Jack Butala:                       But a much better one, you know?

Jill DeWit:                           Right. Well, I was going to add one last point is we are talking about doing some of our successful people, because we have a lot of successful, obviously, wholesalers investors in our group that are already doing this. So, we might do some transactions with them and bring them in, show some of theirs. It’s going to be cool.

Jack Butala:                       Yeah. What Jill’s saying is if you’ve done a deal or two and you want some free promotion …

Jill DeWit:                           Yeah. Let us know.

Jack Butala:                       We’ve got a pretty big budget for this, quite honestly, and a big advertising budget.

Jill DeWit:                           Exactly.

Jack Butala:                       If you want to get your properties out there and get your name out there, let us know. Email us, and if you’re not incredibly boring, we’ll put you on the show.

Join us in the next episode where we discuss wholesaling SFRs in 2018 by the numbers. Jill, it’s going to be … I actually prepped for this show good.

Jill DeWit:                           Oh, good.

Jack Butala:                       We’re going to look at some data.

Jill DeWit:                           And I’ll paint my nails.

And to answer Jason’s question about if we should even use credit cards in this business? Oh, I have a lot to say about that.

Jack Butala:                       Perfect timing.

You are not alone in your real estate ambition.

I can’t believe the subliminal stuff.

Jill DeWit:                           Yeah, that was really interesting.

Jack Butala:                       Subliminal advertising.

Jill DeWit:                           Buy Jill a ring.

Jack Butala:                       You know, for some reason I equate … I almost missed it.

Jill DeWit:                           Because it was subliminal.

So, now you are rethinking that question, aren’t you?

Jack Butala:                       Buy Jill a ring.

Jack, take the day off.

Jill DeWit:                           Yeah.

Get Jill a new car.

Jack Butala:                       Jack, you need a bigger boat.

I like this.

I forgot what I was going to say.

Jill DeWit:                           Sorry.

Got that right in there.

Oh, good. Okay.

Hey, you like our show? Please subscribe and rate us on iTunes or wherever you are listening.

Jack Butala:                       Information and inspiration to subliminally buy assets and Jill a ring.

If you enjoyed the podcast, please review it in iTunes . Reviews are incredibly important for rankings on iTunes. My staff and I read each and every one.

If you have any questions or comments, please feel free to email me directly at jack@LandAcademy.com.

www.landacademy.com

www.landpin.com

I would like to think it’s entertaining and informative and in the end profitable.

And finally, don’t forget to subscribe to the show on iTunes.

Branding Yourself as a Real Estate Investor (CFFL 574)

Branding Yourself as a Real Estate Investor (CFFL 574)

Transcript: 

Jack Butala:                       Jack and Jill here.

Jill DeWit:                           Good day.

Jack Butala:                       Welcome to the show today. In this episode, Jill and I talk about branding yourself as a real estate investor. Before we get into it, let’s take a question posted by one of our members on our landinvestors.com online community, it’s free.

Jill DeWit:                           Okay, Merritt asks, “I know Stripe seems to be the default,” I’m gonna put in parentheses is a way of accepting credit card payments, that’s what Stripe is, “but how are others setting up their accounts when they specifically ask you what you’re selling and what kind of business you’re in. I was thinking that being totally straight up with them would flag you as the get go as real estate transactions are prohibited, right? Are you coming up with a gray zone description such as ‘tree and dirt collections in Northern Oregon’?”

This is hilarious. “Or wholesale dirt and soil futures?” This is good stuff, man. That’s another thing I want on my shirt. “I’ve seen so much conflicting information from investors, I want to come straight to the source.”

Seriously, “wholesale dirt and soil futures,” Merritt, I want a shirt. That’s awesome.

Jack Butala:                       Wholesale dirt.

Jill DeWit:                           “I buy and sell dirt and soil futures.”

Jack Butala:                       So, all kidding aside, we’re gonna be serious just for a couple minutes here. This has been a massive problem in this industry since the very beginning.

Jill DeWit:                           Of time.

Jack Butala:                       Since the beginning of purchasing and selling real estate. Credit card processors don’t like it, and we think we’ve found the answer. This is an incredibly timely question. So, we’ve negotiated a deal with Heartland Payment Systems, which is one of the largest credit card processors in the country. You probably don’t know they’re name because they’re the company behind companies like Blue Pay and Stripe and things like that. Stripe and Blue Pay are just payment gateways, but the processors, it’s all complicated and I don’t want to get into it now.

Jill DeWit:                           There’s only a handful and the government won’t let any more.

Jack Butala:                       Exactly. Insurance is behind it all, and they see a real estate acquisition as a little bit riskier than purchasing a stereo, for example, online. Or anything else that you would buy online that gets shipped to you. So, Heartland has seen their way through it after, I think Jill and I have been working on this for a year.

Jill DeWit:                           Yeah, at least.

Jack Butala:                       So, we’ve asked them to set up people on their end specifically to process our members’ requests without lying, without saying, “Yeah, we purchase and sell land and we process it online.” So, reach out to us and we will give you, there’s an actual, a procedure that you have to go through to apply, but the good news is that, you know, the procedure, they’re all set up and they’re ready to answer your questions and ready to deal with the whole thing.

Jill DeWit:                           It’s all property types, too, by the way. We’re working fast to solve this for everybody.

Jack Butala:                       It’s solved. I received an email yesterday. I didn’t tell you that.

Jill DeWit:                           No, you didn’t tell me that.

Jack Butala:                       We have a-

Jill DeWit:                           I just wrote myself a note, I’m like, “Is the deal ready? What can we do? All right.”

Jack Butala:                       There’s a number that, there’s like a serial number that you need, and you need to process it through one person to get it through the system. Again, we’ve done this, I’ve spent a year on this. So, no. You don’t want to lie, ever. That’s the bigger picture here. You don’t want to just say you’re “wholesale dirt and soil futures”. You just want to say, “Yeah, I purchase land, and then I mark it up and sell it for more as fast as possible.”

Jill DeWit:                           So funny. Exactly.

Jack Butala:                       “That’s why I’m here.” And if you don’t like any part of that, then call your real estate agent. They’ll help you. You talk a lot. You can overpay for a property and have a lot of conversations.

Jill DeWit:                           Totally. Fill out a lot of forms.

Jack Butala:                       If you have a question or you want to be on the show, reach out to either one of us on landinvestors.com. Today’s topic, branding yourself as a real estate investor. “What the hell is he talking about now?” This is the meat of the show.

Jill DeWit:                           What the hell are you talking about now? Just kidding. I know what it means to me. I’m curious to know what it means to you.

Jack Butala:                       Oh, good. Yes. Go ahead.

Jill DeWit:                           Well, okay. I’m gonna get philosophical here. Whenever you talk about branding yourself, that’s all touchy-feely, you know. It really is. And you can wake up one day and say, “I’m done. I’m over. I hate this job, I hate whatever. I’m gonna be a real estate investor.” This is actually not crazy. It’s not like you have to go get a degree. I talked to a guy the other day that has a masters in like real estate development or something. I’m not kidding.

Jack Butala:                       What? You can get a degree in that?

Jill DeWit:                           Yes. And I was even scratching my head going, “I didn’t know that was a thing”. And it was funny because he’s working in a boutique somewhere in New York. He called it a boutique real estate firm whatever, subdivider something. Anyway, and he’s like, “I just want to do my own thing already. I just graduated.”

Jack Butala:                       Yeah.

Jill DeWit:                           So, what is it October? So, it’s been a couple months. He’s like, “Yeah, I’m out.” Or he sees, you know what he probably sees the money, which is in what they’re doing now, what he’s doing, you know what I mean? You want to be the investor. So, branding yourself as a real estate investor, you can wake up and say, “I’m going to be a real estate investor”. You can wake up and say, “I am a real estate investor”. There’s nothing wrong with that.

Jack Butala:                       I agree, Jill.

Jill DeWit:                           Thank you.

Jack Butala:                       In fact, I think everybody should.

Jill DeWit:                           You should. You should walk up-

Jack Butala:                       I think you should start having that mindset.

Jill DeWit:                           Yeah. You should-

Jack Butala:                       Maybe even be a little cocky about it.

Jill DeWit:                           Walk up at a party and just say, “I’m a real estate investor.”

Jack Butala:                       Yeah.

Jill DeWit:                           “What do you have right now?” “I’m working on this, working on that, working on this, whatever.” You don’t have to have a-

Jack Butala:                       I could not, Jill that is the best advice I’ve heard on the show from you in a long time.

Jill DeWit:                           Thank you.

Jack Butala:                       Just put it in your head. A couple shows ago, we did, what was it called? Long term planning. Well, the first step to long term planning is believing.

Jill DeWit:                           Yeah.

Jack Butala:                       That’s fantastic advice.

Jill DeWit:                           I’m proud of you, thank you.

Jack Butala:                       I’m really serious.

Jill DeWit:                           That’s what was my point to, which is say it and believe it. And that’s it. Now. And my final point to this branding this is stay your course. Not the course, your course. Whatever kind of investor you want to be, say it, own it, believe it. “I am a commercial real estate investor,” that’s it. And don’t vary then. Everybody comes to you with six different property types. That’s not your deal. You want to be really good and you really want to get there faster and be the most experienced, efficient, profitable, pick your course, stay your course. Now, later on you want to veer off and do other things ’cause you got this one down, I’m all for it. But I say follow it all the way through.

Jack Butala:                       Yeah.

Jill DeWit:                           That’s how you brand yourself.

Jack Butala:                       Let’s talk about branding because branding, like Coca-Cola’s a brand, right? That’s not a person.

Jill DeWit:                           And they say, you know what their campaign is? We all know, Coke and Pepsi walk out, like out of the gate, they’re like, “We’re the number one Coca-Cola product,” or “We’re the number one soda”. Whatever. I don’t even know what to classify them as. What do you …

Jack Butala:                       Soft drink company.

Jill DeWit:                           Soft drink. “We are the number one soft drink,” whatever. That’s their mindset. And that’s what we all need to do.

Jack Butala:                       Kim Kardashian is a brand.

Jill DeWit:                           Yeah.

Jack Butala:                       And whatever you think about that, believe me, I don’t have anything positive to say about that.

Jill DeWit:                           Yeah [crosstalk 00:07:37] about that.

Jack Butala:                       I don’t have any idea what that’s about, but she has success, my hat’s off to her. And everybody else that’s in involved. They have, for whatever reason, captured the attention of a whole generation of people and branded their actual name.

So, my point to the whole branding the show, or this topic was, all right. Great. So, we all know branding works, and it works like times 80. The whole point behind a brand is this: You take a regular soft drink that costs very, very little to manufacture, like Coca-Cola. And you can charge a lot more because for some reason, people believe that it’s better, or that it tastes better, or that it’s cooler, or there’s some status or something. That’s what a brand is.

So, Kim Kardashian, in that case, I don’t know. I think she’s got a clothes line now or some crazy thing. It doesn’t matter and I don’t really care whatever she’s selling. She’s probably getting more than she would if she didn’t have a brand associated. All right. So, let’s apply that to real estate. Who’s doing that in real estate? Who’s charging more ’cause their name’s on it?

Jill DeWit:                           Hmm. Could it be Trump?

Jack Butala:                       Exactly. And unfortunately, or fortunately, personally, I don’t care. The guy ran for president. But up until that point, there was just no disputing the fact that the brand, his … here’s the theory behind real estate brand. Occupancy and sales price are everything in real estate. We all want more occupancy and a higher sales price, and a lower acquisition price. So, if there’s four Class A residential buildings being built in a central business district anywhere, in Singapore, in Manhattan, anywhere. And one of them’s got the name Trump on it, like Trump Tower, it’s gonna lease up before it’s done, I’m telling you right now.

So, why the guy went and ran for president and wrecked his life, I’m not sure. And whether you like him or don’t like him, I personally have no preference and that’s not what this is about at all.

Jill DeWit:                           Yeah, I don’t want that job.

Jack Butala:                       It’s not about a Trump thing … either way, I don’t care. I’m just saying, he was a magician.

Jill DeWit:                           At branding himself.

Jack Butala:                       At branding himself. He did it right out of the box.

Another person who’s done this, let’s take the politics out of it, is Sam Zell, who is my personal, he’s one of my personal heroes, even way more than Donald Trump. Sam Zell is the Chicago version of Donald Trump, and if you look at a a lot of commercial buildings, you’ll see Zell on there. So, to a much lesser degree, he’s branded himself, but if you’re in real estate at all, if you’re a real estate professional at all, you know about Sam Zell and you don’t care about the New York version, Donald Trump.

Jill DeWit:                           Who else? Give me another person. I like this game. I’m just sitting here thinking about-

Jack Butala:                       That’s my point, because I don’t have another example.

Jill DeWit:                           Well, come on.

Jack Butala:                       In real estate.

Jill DeWit:                           Okay. I’m taking it outside of real estate.

Jack Butala:                       Hold on a second, let me finish this thought because-

Jill DeWit:                           Sorry.

Jack Butala:                       There’s a tremendous amount of, we have two good examples I just gave of real estate branding and then we have eons of examples of branding yourself in what you do. Like Jack and Jill is a brand.

Jill DeWit:                           I was gonna say that, too.

Jack Butala:                       I took that example, and that’s why I’m sharing it today because whoever you are, you can brand yourself as a kook of real estate, as a subdivider of Texas property, of the rural land, vacant land. Like Luke Smith has a brand already, I think. The guy in our group, he’s really successful. He could-

Jill DeWit:                           I do. Do you think … but it’s not his name. Do you think, let me ask you this. If he wasn’t walking around saying “Smith Properties”, do you think he’s missing out on that?

Jack Butala:                       No, I think that he should be, I think this day and age, people want to see somebody, they want to associate a person. Like, who’s the face of Coca-Cola? We don’t know.

Jill DeWit:                           Okay, well here’s a good one-

Jack Butala:                       Who’s the face-

Jill DeWit:                           I’m just looking it up to confirm I have it right. Let’s be honest. McDonald’s.

Jack Butala:                       Yeah. It’s Ronald McDonald.

Jill DeWit:                           That’s a name. Well, it’s the brothers McDonald’s.

Jack Butala:                       But no one knows that. No one cares. We only ever knew that because of the movie we went and saw like a year ago.

Jill DeWit:                           Or you look it up.

Jack Butala:                       If I think of McDonald’s, who’s the face of McDonald’s? It’s Ronald McDonald.

Jill DeWit:                           Right. He’s not even around anymore, really. Do they use him anymore for much?

Jack Butala:                       No, because the …

Jill DeWit:                           Got kind of, the whole clown thing?

Jack Butala:                       Yeah, the whole white ban Chester scenario played itself out.

Jill DeWit:                           Yeah. That’s too bad.

Jack Butala:                       Somebody wrecked it.

Jill DeWit:                           Somebody wrecked it. All right, so do you have more real estate investors that you want to-

Jack Butala:                       I wish I did.

Jill DeWit:                           Okay.

Jack Butala:                       There’s some people that-

Jill DeWit:                           I had some back in the day. We all know and there’s geographical ones, don’t you think?

Jack Butala:                       Yeah.

Jill DeWit:                           That’s what I think. So, what were you gonna say? Back in the day?

Jack Butala:                       You said back in the day.

Jill DeWit:                           Oh, I said back in the day. Sorry. Well, I was thinking like Don Cole in Orange County. What was Detroit? Was there a Detroit real estate mogul?

Jack Butala:                       No.

Jill DeWit:                           Chicago?

Jack Butala:                       Sam Zell.

Jill DeWit:                           Oh. New York?

Jack Butala:                       Donald Trump.

Jill DeWit:                           This is a good game. Dallas?

Jack Butala:                       No, Jill. That’s what I’m saying. There’s a huge, massive wide open area for people to brand themselves in the real estate space.

Jill DeWit:                           ‘Cause there’s only a handful.

Jack Butala:                       For whatever reason, celebrities have been branding themselves since the beginning. Everybody in the Hollywood type of business is all about branding, and politicians brand themselves right from the beginning. But, and this is a real positive thing.

Jill DeWit:                           Yeah.

Jack Butala:                       If you find a niche, you can … not a lot of money with the way social media is, brand yourself with that specialization. Like when I use the Texas subdivision, wouldn’t you love to be known as the person who subdivides property in Texas and sells it real cheap?

Jill DeWit:                           Yeah.

Jack Butala:                       And have a talk show about it?

Jill DeWit:                           Totally.

Jack Butala:                       Or have a, not even a talk show, but I don’t know. Like some kind of celebration about it. Something that’s not hokey and silly.

Jill DeWit:                           Yeah.

Jack Butala:                       And actually be known for something that you’re doing that’s good.

Jill DeWit:                           Yeah.

Jack Butala:                       And helpful. I mentioned the Kardashian example early on and I think, I don’t know what they do that’s good. I mean, I don’t know enough about it to honestly talk about it in an educated way, but it seems really silly.

Jill DeWit:                           Yeah, I still can’t wrap my head around that whole one. But I just figure I’m not their target audience for that.

Jack Butala:                       Yeah.

Jill DeWit:                           So, I’m okay with that. But there’s other people that I’m the target audience. I watch, well, I read all the investor and entrepreneur, I read those magazines. I really like them. Best Company, Wired, I read all that stuff. Those people I pay attention to.

Jack Butala:                       Which people?

Jill DeWit:                           Like the Zuckerberg and then Google gal.

Jack Butala:                       So, Facebook’s a perfect example, Jill. That’s perfect that you brought that up. So, Facebook is a company, but we all know who owns Facebook. Everybody knows, and the company’s only 13 or 14 years old. We all know who owns Microsoft and Apple, all of us. So, these newer companies, and when tech and the Internet kind of really caught on, it’s so easy to brand yourself. If you actually have something you need to say.

Jill DeWit:                           Yeah. Isn’t that interesting? The times have changed, like you just said. It used to be you hide behind your company. It used to be, say it was a big airline or something. You knew the airline, but you never knew who was behind it. But nowadays, we do know who’s behind it. Think of Space X, we all know who’s behind that. Tesla, you know, it’s the same guy. There’s all kinds of things that we know. We don’t know who’s behind Mercedes.

Jack Butala:                       Right. They’re all dead. Henry Ford’s a good example ’cause his names on every car. So, that’s not a bad idea, putting your name on the property that you sell, your actual name. Like, we went out and spent a small fortune on jackjill.com for a reason.

Jill DeWit:                           Exactly. And that’s what we’re gonna do. So, stay your course. Believe it. And wake up tomorrow and just, today. Make it today. If you really are, you’re here listening not because you’re bored and this is the only thing that’s left that you hadn’t listened to in your podcast list. I’m joking.

But you can brand yourself.

Jack Butala:                       Join us in the next episode where we discuss “Identify where you need help up front”.

Jill DeWit:                           And we answer Luke’s question about how and who to hire.

Jack Butala:                       You are not alone in your real estate ambition. Branding is such a, it’s so not associated with what we do, but I think it’s so important to brand stuff. Don’t you?

Jill DeWit:                           Mm-hmm (affirmative). Well, I think, ’cause it helps with the transparency. That’s one of the things that we’ve learned along the way is being transparent and who you are, like “Yeah, I’m an investor,” when I’m dealing with a seller or even a buyer. That really helps. So, if I’m branding myself, like … they see us. It almost, if you brand yourself and you get your name out there enough, there’s an immediate sense of credibility that just happens, ’cause someone has heard of you. They don’t even know why or how they heard of you.

Jack Butala:                       I agree, man.

Jill DeWit:                           And that really helps.

Jack Butala:                       And I would never have agreed to that before we started this whole Land Academy thing. Because it’s amazing that if you have some unique content and you actually know what you’re talking about, how positively people respond. You know, in the case of our, translate it to a real estate investor. If you have a couple of properties that are available that are truly a good deal, truly a good buy, a good acquisition, and you’re real straight about it and honest about it, that’s … you’re on your way to branding yourself.

Jill DeWit:                           Mm-hmm (affirmative). Love it. Like our show? Please subscribe and rate it on iTunes or wherever you’re listening.

Jack Butala:                       Information and inspiration to buy undervalued property.

If you enjoyed the podcast, please review it in iTunes . Reviews are incredibly important for rankings on iTunes. My staff and I read each and every one.

If you have any questions or comments, please feel free to email me directly at jack@LandAcademy.com.

www.landacademy.com

www.landpin.com

I would like to think it’s entertaining and informative and in the end profitable.

And finally, don’t forget to subscribe to the show on iTunes.

Flipping Pitfalls (CFFL 573)

Flipping Pitfalls (CFFL 573)

Transcript: 

Jack:                     Jack and Jill here.

Jill:                        Hey, there.

Jack:                     Welcome to the show. In this episode, Jill and I talk about flipping pitfalls, but before we get into the topic, let’s take a question posted by one of our members on the LandInvestors.com online community. It’s free.

Jill:                        Okay, Peter asked, “Certain counties of Florida have a protected species of birds called a scrub jay. Lots are still buildable, but there is an environmental due of $2,200 to build. In most counties, there are many lots available with no issues. Would you pass this lot or just lower the price by X dollars to compensate for this issue?”

Jack:                     I would not pass on it. That’s not a reason. In fact, I would buy the property, and I would sell it.

Jill:                        I would celebrate that, honestly.

Jack:                     I would sell it under the title of, if you are involved in bird watching in any way …

Jill:                        This is where you want to be.

Jack:                     This is it, because they are protected here.

Jill:                        Yeah, and you have that. I wonder if it’s … 2,000. So it’s a one-time fee to build.

Jack:                     I think it is.

Jill:                        Okay, good. To help, I guess, with their efforts to care for, whatever they need to do for birds to keep them.

Jack:                     That being said-

Jill:                        I think that’s cool.

Jack:                     I think it’s also, and I’m speaking for my friend Jill, also a good reason to say, “You know what, I didn’t realize there was this fee here. I might have to reduce the purchase price.” But that’s up to you. That’s how you run your business. Jill is a little bit more prone to negotiate than I am, but I’m saying this is a pretty darn good reason … Of all the reasons, the stuff that you didn’t know when you sent the letter out, and now you just found about it in your due diligence, this is a pretty good reason to come back and say we might have to reduce the price. A legitimate, ethical reason.

Jill:                        Exactly. The other thing is we talk about having something that differentiates your properties, and I think this is really cool. You could have hiking property, this property, and bird watching protected areas. I think it’s awesome. I think we all know what Corps of Engineer property is. My parents had this great house in Dallas-

Jack:                     Corps of Engineer.

Jill:                        Uh-huh. And it was up against the Corps of Engineer land, which was awesome, because we all knew no one could build on it. So, no one could block the view, and I think that’s good stuff. I think this is great, too. If it keeps some people out, too, because of that, awesome. I think it’s neat. I think it’s good.

Jack:                     I don’t want to get into it on the show, but Corps of Engineers property is usually environmental testing or intentional flooding. There’s stuff that is reserved …

Jill:                        That’s what that was.

Jack:                     … so it gets used for the betterment of the world kind of thing. Or the immediate subdivision.

Jill:                        Mm-hmm (affirmative)

Jack:                     But Jill said the residual effect is no one is going to build anything on there.

Jill:                        Mm-hmm (affirmative)

Jack:                     Do you have a question or you’d like to be on the show, reach out to either one of on LandInvestors.com. Today’s topic: flipping pitfalls. We talk about the stuff that’s possible and good all the time. We’re going to talk about some of the stuff that’s pretty difficult to get over in this part of the show. Maybe. I don’t know. This is Jill’s show. We’re going to find out. This is the meat of the show.

Jill:                        So, I took this as not our kind of flipping. Because I talked to a lot of people that come to us that they’ve been doing so far single family residence home kind of flipping. Why is that? Because they are new, and they think it’s cool. I’m totally serious. This is what I find …

Jack:                     Hey, we did it.

Jill:                        … often. We tested it. Not new to the business. So, here’s my number one thing, too. I find this often because people think it’s cool, and they are the least experienced with doing property transactions at all. They dive right into this, so the risk of failure is really high, and that bums me out. Because I think a lot of people get into real estate and properties, and they dive into something like this because they see it on TV, and they think, “I can swing a hammer. My wife and I could do this on the weekend. I can learn to lay carpet.” And then they get in and they realize this is not what I thought, and this is a whole lot of work, and oh my gosh. Yeah, because there is a lot to it. So, not just the transactions, but what really can go on and what failures there could be.

It bums me out because I think that they get in, and then they get a bad taste for it and they think it’s all hard and they can’t do it, and then they give up. And I think that’s too bad.

Jack:                     So, I don’t think the word flipping is associated directly with houses at all. I think it’s flipping real estate. I think we flip land all the time. We don’t use that word, but I just think it is.

Jill:                        Okay.

Jack:                     I think people’s flipping pitfalls are really personal and specific to that person. Let me give you a couple examples. I am not a good cabinet maker. In fact, if I had to get up this morning and make cabinets, like kitchen cabinets, that would be a massive pitfall for me. I happen to be good at data, and reasonably good based on our numbers at having a talk show. So, that’s what I do. So, I think flipping pitfall … If you don’t know about data, and you don’t care about spreadsheets and you think that the idea of sending a bunch of unsolicited offers out to a whole neighborhood is idiotic and moronic, more power to you. Go make some cabinets or whatever you are incredibly good at. Go do that in the context of flipping real estate. It just works for us.

Jill:                        Since we didn’t talk before this show, I was starting to go on a different tangent. I’m going to bring it back into your goals …

Jack:                     I like your tangent.

Jill:                        … which is flipping like ours. Well, I was going to share something that applies to-

Jack:                     No, go ahead.

Jill:                        Well, hold on. I have a common failure that I see whether you are flipping land or a house or anything. I’m going to bridge the gap with this, which is the biggest failure I see is leveraging the asset.

Jack:                     Yeah, you’re right there.

Jill:                        That, no matter of whether you’re flipping a house or you’re flipping a piece of dirt like we do a lot, if you don’t go in with cash, you are … The clock is ticking, and you’re always under the gun. There’s so much pressure about making the payments and getting it done quickly and all that good stuff. That, I see, is the biggest failure. People going in, and then they make bad decisions. You know what I mean?

Jack:                     Could not agree more.

Jill:                        Thank you.

Jack:                     In a list of expenses that go on a typical real estate transaction, here they are: cost of the actual piece of real estate. You have two choices. You can borrow money, or you can pay cash. Most people don’t have cash, so now you’re paying interest expense. When a lender gets involved, that triggers lots of other stuff. It triggers, in a land case, sometimes a survey. That costs money. An appraisal. That costs money, because the lender doesn’t know where the property is or anything else about it. They trust that there’s an appraiser who is going to help them. There’s almost always, when there’s a lender, a real estate agent involved. That costs lots of money on both sides of the transaction. Then if you’re going to clean the house up and flip it, like Jill is referring to, now you’ve got to pay a contractor. Or at least, if you’re not going to do all the work yourself, pay a bunch of handymen. If you’re going to get handymen and contractors, you typically have to pull permits. That costs money and time. I can go on and on and on.

What Jill and I have chosen to do, and what we teach, is to do away with all of that. Buy a piece of property for cash, and remove all the contingencies. Now you don’t report to anybody. You report to yourself. And if you don’t have the money, find somebody who does. It’s really easy. There’s way more money out there than sense. So, what Jill is advocating is the first way is huge flipping pitfall. You’re really setting yourself up to fail, and I’ve been down that path. That’s how we got here. We failed at it and figured out how to do it right.

If you do not have a lender … Jill, you’re 100% right. I didn’t even think about this before the show.

Jill:                        Thank you.

Jack:                     Because we talk about it all the time. I just didn’t think about it. If you don’t have a lender, man you’re saving probably 90% of the headache in the real estate deal.

Jill:                        There’s just no pressure. If it takes two months, two weeks, whatever, it’s okay. You’re not worried about it.

Jack:                     And add this to your list. If you don’t have a lender, and now you’re buying the asset for half of what it’s worth, now you’re just waking up smiling. You’re not all stressed out. You’re not worried about making the next mortgage payment or getting the house sold before you have to make that one last payment. You take all the stress out of this.

Jill and I have done 5 or 10 deals where I didn’t sleep for a year, and we’ve done almost 16,000 deals where I’ve slept like a baby because we just took all the pressure off of ourselves to perform.

Jill:                        Right. I’m going to share something personal.

Jack:                     Yeah.

Jill:                        So, I’m working on a new office space, because yes, we are growing and starting more companies, because Jack doesn’t know how not to.

Jack:                     I resemble that.

Jill:                        Yes, you do.

So, let me [inaudible 00:09:21] a little more. Jack started a new company yesterday. Today he’s working on something else. I’m like, can you give it a week? So, anyway, it’s okay. But my point is, so I’m looking at office space-

Jack:                     Is the company profitable? The yesterday one?

Jill:                        The yesterday one? I don’t know.

Jack:                     It is.

Jill:                        Okay.

Jack:                     How about the one 40 days ago?

Jill:                        Okay, okay. That’s not the point. Let me finish my point, please.

Jack:                     Okay.

Jill:                        So, the point is I’m looking at new office space, and they send me the old … It’s really funny. It’s a fill-in-the-blank form like it’s 1989 for a commercial rental application. Really? Are you still doing this?

Jack:                     Isn’t that funny?

Jill:                        It’s hilarious. So, I’m like alright, I’m going to humor you guys.

Jack:                     Does it say Hallmark at the top?

Jill:                        Fill this out.

Jack:                     Did they get it at the Hallmark store?

Jill:                        Yeah, right. I know.

Jack:                     Stationary store, I mean.

Jill:                        It’s hilarious. Like they ripped it off a pad, like this pad here.

So, anyway, I’m looking at this and I’m like you know, it ties into this pitfall thing. There’s a negative side of the sheet and there’s a positive side of the sheet. Your liabilities and your assets. We don’t have any liabilities. I don’t have anything. I don’t. We don’t have a car payment. We don’t have a mortgage. All the property we have is paid for. And I was having this chat with you, Jack, and I’m thinking, what if people think we’re not real? You know what I mean? Because it’s so not normal, but I love it. So, that was my thing. Talk about sleeping well.

Going back to the topic, flipping pitfalls. Gosh, if you pay cash for stuff, you can afford to do it all wrong. You’re not under the gun.

Jack:                     Yeah, and if you have a financial partner, and it turns out more and more people in our group are getting financial partners through other people in our group, which was a total unintended consequence when we started this. Whatever does go sideways, you can go to this person, if you have a relatively good relationship with your money partner, and say, “Look, this has taken me 60 days longer than I thought. Or let’s go to plan B, or let’s go to plan C, because I think we can get more money.”

Jill:                        Mm-hmm (affirmative)

Jack:                     A reasonable financial partner, like a reasonable spouse, is going to say, “You know what, I believe in you, and that sounds good.” When is the last time you called your lender and said, “You know, I’m going to miss two payments because some stuff is going on.” That’s never going to happen.

Jill:                        Exactly.

I’m sorry, I’m writing this down because I think this is hilarious. This would be a great t-shirt. “Reasonable Spouse.”

Jack:                     Is that what I said?

Jill:                        Yes. Every now and then, Jack, you have these little nuggets of things that I’m like, that’s awesome. We used to have that, that was a thread, remember? It was the … I’m trying to use the right … The Stuff Jack Says, we’ll just say. Reasonable spouse. Love it. Someone needs to bring back that thread to Land Investors.

Jack:                     There’s a lot of spouses that are unreasonable.

Jill:                        Yes. Oh my gosh. Uncomfortable spouse.

Jack:                     What else could a spouse be? Unreasonable. Uncomfortable.

Jill:                        Un-negotiable.

Jack:                     Apathetic. Disgusted. I don’t know this from experience.

Jill:                        Unhappy.

Jack:                     This is none of my personal experience. I’ve only just read about this stuff.

Jill:                        This is good. I like this one. Unhappy.

Jack:                     Morose.

Jill:                        Morose. Yeah, depressed.

Jack:                     Silent.

Jill:                        Unorganized.

Jack:                     Angry.

Jill:                        Un … What’s the word … Lack of energy. What’s … Well, morose, but yeah.

Jack:                     Non-participatory.

Jill:                        You know we talk about, you want a willing participant in the bedroom.

Jack:                     You want some enthusiasm.

Jill:                        That’s it.

Jack:                     How did this get to the bedroom?

Jill:                        Sorry, because it …

Jack:                     I’m sorry, what would you like in the bedroom, Jill?

Jill:                        Sorry.

Jack:                     You brought this up.

Jill:                        I did. You made a comment about this the other day. We were talking to a bunch of guys about their bachelor party. We ran into these guys, and we’re all having a chat about what you want to marry. And your comment was, “You want an enthusiastic partner in the bedroom.” And all the guys went, “Heck yeah.”

Jack:                     Oh, really?

Jill:                        Yeah.

Jack:                     See, again-

Jill:                        You don’t remember?

Jack:                     I can’t remember. I remember the conversation, but not the words that I used.

Jill:                        You can’t be responsible.

Jack:                     I’m not responsible for what I say.

Jill:                        That’s right. An un-responsible spouse. Irresponsible spouse.

Jack:                     The title of this show is “Flipping Pitfalls” in case you were confused.

Jill:                        Okay. Hey, join us in the next episode where we discuss branding yourself as a real estate investor.

Jack:                     And we answer Merritt’s question about how you handle credit card processors. Oh, good. This is timely.

Jill:                        I love it. You are not alone in your search for a reasonable spouse ambition.

Jack:                     Boy, there’s a talk show. Your search for a reasonable spouse.

Jill:                        Wow.

Jack:                     We’ve all seen a million movies, and there’s one movie called As Good As It Gets, and she says, “I just want a boyfriend who’s not crazy.”

Jill:                        Does she say that?

Jack:                     Yeah, and her mom say-

Jill:                        Helen Hunt?

Jack:                     Yeah, Helen Hunt. And her mom says, “I’m sorry. That just doesn’t exist. We all want that.”

Jill:                        I don’t remember her mom being in there. Was that just on the phone with her or something?

Jack:                     Uh-uh (negative) They live together in Brooklyn.

Jill:                        Oh, I forgot about that. With the little boy?

Jack:                     Exactly.

Jill:                        Yeah, that’s a good one.

Hey, you like me, and you like our show? Just kidding.

Jack:                     Do you like me?

Jill:                        Do you like me?

Jack:                     My name’s Jill. Do you like me?

Jill:                        Do you like me, do you like our show? Please subscribe and rate us on iTunes or wherever you are listening.

Jack:                     Information and inspiration to buy undervalued property.

If you enjoyed the podcast, please review it in iTunes . Reviews are incredibly important for rankings on iTunes. My staff and I read each and every one.

If you have any questions or comments, please feel free to email me directly at jack@LandAcademy.com.

www.landacademy.com

www.landpin.com

I would like to think it’s entertaining and informative and in the end profitable.

And finally, don’t forget to subscribe to the show on iTunes.