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Studies show that phone calls that go unanswered cost companies millions of dollars in lost revenue. How do you fix that while you're out there slinging junk? Well, lucky for you that we have Jackie Gonzalez, CEO of PATLive, joining us in the guest seat to answer that very question and chat about how you can effectively delegate and offload that responsibility. Learn more here: https://www.patlive.com/ Connect with Jackie: https://www.linkedin.com/in/jackieagonzalez/ Experience Jobber for yourself, tell them Andy sent ya: https://go.getjobber.com/CamoCrewJunkRemoval Watch This Episode: https://www.youtube.com/watch?v=lVKKw_w_jpg Subscribe on YouTube: https://www.youtube.com/@trashtalkbusinesspodcast ------- Listen in as industry expert Andy Weins of Camo Crew Junk Removal, and guests, break it down for you. Join our VIP Listeners Group: https://www.facebook.com/groups/trashtalkbusinessowners Connect with Andy: https://www.linkedin.com/in/andyweins/ Get Andy's Book: https://a.co/d/9uIApkU

In this podcast episode, learn how Jack and Jill successfully flip land. They emphasize the importance of experience and knowledge in the land flipping business, and highlight the value of learning from those who have been in the industry for a long time. They outline the 10 steps involved in flipping land, including identifying a target market, sending out mailers, managing inbound responses, acquiring properties, listing them with a real estate agent, and closing the deals. They also provide insights into what makes someone successful in this business, such as taking action, making quick decisions, and being willing to ask for help and funding. They conclude by encouraging listeners to be prepared, motivated, and committed to their land flipping endeavors. Transcript: Steven Jack Butala: I’m Steven Jack Butala. Jill K DeWit: And I’m Jill DeWit, and this is the Land Academy Show. Steven Jack Butala: This is episode number 1,998, and today we are talking about how to flip land successfully. Jill K DeWit: You know what’s cool? I need to add up the numbers, but we’ve been doing this now going on 10 years. Not just our land business, that’s decades. We’ll get to that later. Steven Jack Butala: We’ve been teaching for 10 years. Jill K DeWit: But just teaching and sharing our business model now for going on 10 years. We have people who have been in Land Academy with us since the beginning. They’re going on 10 years. So my point is- Steven Jack Butala: Totally, I didn’t think about that. Jill K DeWit: If anyone is qualified to talk about how to make millionaires, and I don’t like to drop numbers like that, but it’s the fact, and really teach people how to start and grow and make a really successful land flipping business, it’s us. Steven Jack Butala: So I have a whole framework about how for this episode, about how to actually flip land successfully, but Jill brings up a good point. I wonder if it’s a good thing with all this experience or a bad thing. Jill K DeWit: It’s a great thing. Steven Jack Butala: I do too. Jill K DeWit: Are you kidding? I was talking to somebody the other day and they even said it to me or they’re like, “Duh, why would I want to learn from someone who’s done 100 deals versus someone who’s done 10,000 deals?” And we’re going on and we have like 17,000 deals and these are our deals. I want to make sure everybody knows it’s not the community deals. I can’t even imagine as a community how many deals we’ve done, because we’ve got some heavy hitters that are just male and flip like crazy. They’re always the quiet ones in the group. You don’t hear about them very often, but they’re there. I know they’re pulling a lot of data. I see the charges go through and it’s really, really cool. Steven Jack Butala: When I was young, I was always the smartest in the room professionally when it comes to computers. This is when Apple just started and Windows started to become names and products you could buy that could really enhance your business. And so as you can imagine from the older people that I was doing business with at the time or working for, there was a lot of pushback. They literally thought computers and technology was a fad. Jill K DeWit: Oh, gosh. Steven Jack Butala: It was going to go away, and there’s no real replacement for personal relationships. And I think half of that’s true. So I do think there is no replacement for personal relationships and there never will be. It’s the reason we still have real estate agents and we still go to buy a car to car dealership, God forbid. Jill K DeWit: Right. Steven Jack Butala: It’s because people just need to have a face and talk to somebody. So I understand that, and the technology part, that’ll apply too. It certainly applies to everybody. There are over the years since what, 25 years I’ve been doing this, the technology changes are staggering without going into the details. Jill K DeWit: Oh, my gosh. Steven Jack Butala: And I decided a long time ago to keep up with them, but the basic stuff’s never changed. Jill K DeWit: Well, even be ahead of them. Steven Jack Butala: Yeah, be ahead of them. Jill K DeWit: I’m going to say, “You’re not a, ‘Oh, I’ll catch up with you guys.'” What do you think? No, you find something and tweak it and say this and pull us all with you in a really positive way. Steven Jack Butala: Yeah, so my point is you keep up with or stay ahead of the technological changes, and I’ve made a commitment to that a long time ago. But I think that there’s young people, and I love this by the way, who think that people who are older and have a lot of experience in stuff might not be the best place to learn from, because they are not embracing these brand new concepts. The newest one now is AI, which that term is grossly misused. AI is now what I believe is a term that’s used for querying a database. And there is such a real thing of learning intelligence out there. It just doesn’t apply to the internet. And so I think that there’s so many buzzwords that go on with things on the internet now, like, “Oh, well. We’re applying AI to buying and selling land.” You’re never- Jill K DeWit: Please define. And if you ask them, explain and then it goes into a black event. Steven Jack Butala: Well, I’m just not, you know? Jill K DeWit: I don’t know. Steven Jack Butala: That’s not going to be a title for us. Jill K DeWit: Oh, yeah. Steven Jack Butala: It’s just not, because I understand the implication of AI and we can sit here and talk about it for two hours if you want. Probably looking at me or Jill and I, probably don’t look like the people that are capable of talking about that stuff. Jill K DeWit: You know what? There’s stuff behind the scenes. I have two points to make, first about the AI thing. There’s stuff behind the scenes though that our team is using that, so we really are using it. It’s not like, “Oh, we’re old school, we’re never going to do that. And I have an IBM electric on my desk.” No. So there’s stuff that we are behind the scenes utilizing this new intelligence and way of doing things. We’d be nuts not to. And the second thing I wanted to say was back to your point when you said in the very beginning of this paragraph, I don’t know what to call that. Steven Jack Butala: I call it a rabbit hole. Jill K DeWit: Yeah. You were the smartest one in the room in these areas always. I may not have been the smartest one in the room in a lot of environments, but I was probably the most talkative. Steven Jack Butala: And most energetic. Jill K DeWit: Thank you. Steven Jack Butala: And none of that’s changed. Jill K DeWit: Oh, thank you. None of that’s good or bad. Boy, who’s that person in the corner and what are they talking about? Steven Jack Butala: I’m almost never the smartest person in the room any more about anything. Jill K DeWit: Oh, please. Steven Jack Butala: But I was really early on. So my point is there’s a real serious value to the amount of transactions that Jill and I have done. And that was my lead into our topic, How to Flip Land Successfully. We’re qualified to talk about this topic. Jill K DeWit: I’m going to argue the fact that if you are in any room of real estate professionals, you are the smartest one, period. I’m just going to say it. Steven Jack Butala: Oh, boy. Jill K DeWit: Come on. You’ve been doing it the longest. Steven Jack Butala: It’s too much responsibility. Jill K DeWit: You invented all this stuff. Look how many people are following in our footsteps and it’s beautiful. You started this thing. Steven Jack Butala: Yep. Jill K DeWit: Thank you. Steven Jack Butala: All right, so what’s the very first step about how to flip land successfully? Number one- Jill K DeWit: Are we jumping into the topic? Steven Jack Butala: Oh yeah, right. We have to do this. Three [inaudible 00:06:22]. Jill K DeWit: Like we have no question and I’m like, I missed all this. Steven Jack Butala: Each week on the show… I’ll get back to that in a second. Jill K DeWit: Okay. [inaudible 00:06:29]. He got us all excited. Steven Jack Butala: Each week on the show we answer a question from our Land Academy Member Discord Forum and take a deep dive into a land-related topic by popular request from our Land Academy community. So let’s take that question, Jill. Jill K DeWit: Okay. So Sandy wrote, “Hello all. I’m new to Land Academy, but not new to land flipping. I came from another online land group where I realized about 10 land deals in” Excuse me, “Where I completed about 10 land deals and then I sold them on terms. I realize now that buying for cash and selling for cash is where the real money is. I’m a Jack, not a Jill. What advice do you have for me in making this transition and any advice in general to be successful in this space?” Steven Jack Butala: Well, welcome. Jill K DeWit: Yay. Steven Jack Butala: You are joining the ranks of probably more than half of the people who have ever passed through Land Academy here in an existing membership group. For whatever reason, I don’t think that we’re the best marketers out there, but people seem to land. They choose us last after going through other programs. Jill K DeWit: You may not start here, but you’re probably going to end here if you’re good. Yes. Steven Jack Butala: No. So what’s my advice for you for starting out? Or I don’t know, you’re probably in second gear right now, which is great. Jill K DeWit: That’s good. Steven Jack Butala: I would clear your mind, go through the programs and utilize all the tools that Jill and I have put in place to help you be successful from wherever you’re joining us. So you’re joining us in the middle, which is great. You have some experience. Join our Discord Forum, get through Land Academy 3.0, the education. Somebody told me recently, it’s like 26 hours. Jill K DeWit: Oh, it was like 14 hours. Steven Jack Butala: Okay, good. Jill K DeWit: Yeah, I don’t think it was 26. I think it was like 14. Steven Jack Butala: It’s a lot. There’s a lot of detail. Jill K DeWit: But I think we thought it was like six or eight hours and they’re like, “No, no. It’s more than that.” I’m like, “Okay.” Steven Jack Butala: And then there’s a user dashboard where you can access everything. We have a Thursday member webinar. There’s 100+ people on there every Thursday where we look at our deals, ask any questions. There’s a lot. There’s that and a lot more. We will do your mailer for you with a product called Concierge Data. We own… This is not a sales pitch. She’s asking where she should start? Jill K DeWit: Utilize the tools, utilize the resources. Steven Jack Butala: That’s it. Jill K DeWit: That’s the main thing. We provide you with, not only the education, but all the tools and support that you need. You only have to ask. Steven Jack Butala: They’re all there. And so it’s your job to get yourself organized, stay on track with the program and execute each little piece. And then there’s all kinds of support for wherever you’re coming, we will meet you there. Jill K DeWit: Can I add one little note too, because she said she’s a Jack and not a Jill? Steven Jack Butala: Yeah. Jill K DeWit: There are other Jills in this group that need Jacks. So if you’re not sure what we’re talking about, he’s always the data guy, picking the areas, pricing the mailers, doing all that stuff, right? Getting it out there and making my phone ring. And then the phone starts ringing now, and that’s where I jump in, getting these sellers to getting the deals, getting them to fall in love with me and my team and wanting to do the transaction with us, make it easy for them all the way to the sales point when it’s all done. So it’s interesting that there’s a lot of Jacks. Now more Jills are coming around. Steven Jack Butala: Yeah, it’s true. Jill K DeWit: But in the beginning when we started Land Academy nine years ago, we had way more Jacks, way analytical and nobody could answer the phone. It was actually funny, and now it’s like we pivot a little bit, pivot a little, even more women, which is a whole nother conversation. But more Jills. So my point in bringing this up is there are so many partnerships I have seen made successfully running that met within Land Academy, and so that’s a huge thing. So don’t worry about that too, Sandy. If you’re like, “Great, I can do all this but I can’t do this.” Then again, all you need to do is reach out to your peers, because there’s probably somebody there that said, “You know what? I need you, Sandy.” No, I’m serious. Steven Jack Butala: Today’s topic, How to Flip Land Successfully. So I want you to just clear your mind for a second and think about what flipping a piece of land really is. You’re buying something and you’re selling it for more. And through that transition, you’re taking money, you’re buying an asset. You’re redressing it up on the internet, not physically, but redressing it up on the internet and selling it for more. And keeping the money, that’s in between. So if you buy a piece of property for 20,000 bucks, you sell it for 40,000… I’m oversimplifying here, you’ve made $20,000. You put it in your pocket. That’s what this is. That’s the goal. It’s never changed. I don’t care how much AI or whatever is called AI is involved, how many employees you have don’t have, that’s it. So what I did, and I didn’t realize this and I was thinking about this early this morning for some reason, I don’t know why. Well, I knew the topic was going to be this today. I know you did it too, long before we ever crossed paths, is bought stuff and resold it. I don’t care what it is. So if you’ve done that, if you bought a house, let’s say, cleaned it all up, and I don’t mean renovated it, I mean bought a house. Your life circumstances changed and you need to sell the house, how’d you sell it? Did you sell it for more? Did you lose money on it? Did you put your heart and soul into reselling that house? If you ever had a garage sale, you got 25, 30, 300 things out there, a couple of them you probably sold for more than you had into it. Maybe somebody actually gave whatever you sold and so you made money on it. That’s either in your soul or it’s not, buying something and reselling it for more. It certainly is in mine. Jill K DeWit: I was going to say too, the point I want to make sure it’s clear, because I think this is going to attract people who are new to us, and they don’t know who we are, and you’re probably maybe listening to this for the first time. We’re not saying, “I’m buying something off the MLS that’s a bad listing with bad photos and involving an agent,” or something like that. That’s not what we’re talking about. We create a deal where there was no deal and then so we’re taking something… It’s almost like I’m going back to your garage sale thing. It’s like I walked in my mom’s house and said, “You know that vase in the corner that’s collecting dust, that’s worth something. Can I buy it from you for 20 bucks?” And then all I’m going to do is give it a bath maybe. I wash it and put it on a table and sell it for 50 bucks. Kind of like that. That’s what we do with land. So I want to make sure that that was clear how we do that. Steven Jack Butala: There’s 10 basic steps to buying and selling land successfully. Number one, you have to identify a market where you think this is going to work. This works in all markets. I’ll say that again. Buying land and selling it for more works in every single market. The variable is time. So I can buy a piece of property in the most rural market in North Dakota that there ever was for a reasonable price, and clean it all up and resell it and it will sell. It might take 20 years. We don’t want that. We want to choose intelligently-used data to choose markets where we can do it a lot faster than that, hopefully inside of a month. So you need to really understand how to use data to find a target market to buy and sell land. We are experts at that. There’s no other way for me to say it. That’s how I spend most of day. Jill K DeWit: That’s one of the unique things about us. Steven Jack Butala: Number two, you need to test that market and then get the data of all the people that own real estate in that market. The universe of property owners, we are experts at that. We are licensed providers of the best source of data, and when you look at all the costs associated with it, there’s no place cheaper to get data than it is from us in the long term. Jill K DeWit: And training. Steven Jack Butala: Let’s keep this real simple. Jill K DeWit: Okay. Steven Jack Butala: Let’s just go right through the 10 steps. Jill K DeWit: I won’t talk. Steven Jack Butala: You can talk. Now you’ve got the data. What we do is we send every single one of those logical sellers an actual offer. “Sally Smith, I would like to buy a property for $3,122 and 13 cents.” That we have found gets the best response. Jill and I own property all over this country. Every week we get offers that we crack up, like, “This is never going to work. The seller’s never going to respond to it.” What was the most recent one we got? Jill K DeWit: Oh, in the mail? Steven Jack Butala: Yeah. Jill K DeWit: Oh, my gosh. It was like a fake handwritten envelope with a fake yellow pad, and there wasn’t even a number in there. It was just, “I want to buy your property in this county.” They didn’t even tell me which property. They didn’t have my name inside there. It was really weird, and they only use their first names. They didn’t even really give their company name or their last name, and they gave me a Yahoo email account. I’m like, “This is not, this is,” I feel bad. I want to help this person. Steven Jack Butala: So these are examples often. Jill K DeWit: That’s not going to send the right message. Steven Jack Butala: I’m only on step two, and we’re already identify… The name of the show here is, How to Flip Land Successfully? Jill K DeWit: True. Steven Jack Butala: And so if you’re not identifying a target market based on data and results, that’s number one. You’re not going to do it successfully. Number two, if you’re not sending out pricing, creating a mailer and sending it out, based on very intelligent data-driven pricing and sending out an offer, not just a letter of interest, what Jill just described as a letter of interest, you’re probably not going to do it successfully. In fact, I’ve done all these things. Jill K DeWit: That’s going to slow you down. Steven Jack Butala: And I’ve done all incorrectly. Jill K DeWit: It’s time and money wasted, unfortunately. You want them to call you back with a number. Steven Jack Butala: And so I’m skipping ahead in steps, not necessarily, but steps between creating a mailer and pricing it, and then approving the mailer. Whoever you get to do your mailer, we have a company called Offers 2 Owners that does mailers for you. All you have to do is check our pricing. That’ll get you to step number five, which is managing the flow of inbound responses. So let me be super clear. Step one is to identify and test for logical places to send mail. Number two is to get the ball rolling down the mailer road, and so you’re creating a mailer. Number three is managing the mailer, whether you manage yourself or you manage it through our mailing company or anywhere else. And number four is you price it and you get it out in the mail. So number five now is managing the flow of inbound responses. This is where I stop working and Jill starts working. Jill K DeWit: Right. Steven Jack Butala: So she will utilize something, some phone-answering service. We use PATLive. There’s a ton of them out there. Or you can answer your phone yourself. Jill K DeWit: Back in the day, I did it myself. Steven Jack Butala: And manage all this inbound flow of people saying, “I do want to do this deal and thanks for letting me know, and what’s the next step?” All that to go pond sand, because you’re crazy. My properties were $13 million and you offered me 13 cents. Jill K DeWit: I personally love this part. This is my favorite part. Can I just want to pause for just a second? This is when the win happens for me. You know when you’re buying it, what you’re buying, how valuable it is and all that good stuff. So that’s for me, that’s so exciting. I love it. I love getting the calls and talking to the sellers and making these transactions happen. So that’s step five. Steven Jack Butala: Step five is what I call, because the name of the show is How to Flip Land Successfully, this is where I believe most people fail. Jill K DeWit: Really? Steven Jack Butala: Yep. I think that. There was a… I said this in Career Path. Jill and I teach a class called Career Path. It’s in a real advance for people who make this their career or it is their career and they want to get better at it. One of the things that I remembered from going to school to college is that in every business there’s a moment where the customer is receiving your product or your service. There’s this magical moment where they decide, “Wow, this is something I’m going to utilize and I believe in it,” or, “I don’t want any part of this.” It’s when you sit down in a new car in a dealership and you decide, “This is exactly what I’m looking for,” or, “Oh, my God. I never want to see this car again.” It’s the time. It’s what bedside manner is for healthcare workers. Every business has that moment, and it’s at this moment when they talk to Jill for the first 15 to 30 seconds, the seller does. They’re going to decide whether or not they want to talk to her and sell a piece of property or deal with her at all. This is imperative, and I used to think a perfectly priced mailer, “Oh, we don’t need to do this other stuff over here. It’s just not the case.” I used to think that before Jill and I joined forces about what, 15 years ago? Jill K DeWit: Mm-hmm. Steven Jack Butala: So it’s imperative to get somebody who knows how to do this. If you’re somebody like me or just if you’re in corporate sales for your entire life, then you already know all of this. Number six is now you’ve got a list of people that have called you back or a list of potential deals. You’ve created, congratulations, real estate deal flow. This has eluded the vast majority of people in all real estate of all time. Creating deal flow, what Jill referred to earlier, is you’re creating a real estate transaction. You’re not out on the MLS looking for one to sell for a higher rate. You’re not in Walmart trying to buy something to resell it for more somewhere. It’s very unlikely that that’s going to happen. In fact, I would say it’s probably not going to happen. So you’ve got these 10 real estate deals that you have created and just like 10 of anything, some of them are going to be great, some of them are going to suck and the rest of them are going to be in the middle. And so you take some time and decide which ones you want. Or if you’re Land Academy- Jill K DeWit: Well, the great ones. Steven Jack Butala: Yeah. Well, if you’re a Land Academy member and you’re new, then if you’ve been doing this for a long time, you’re going to jump up and down when you get off the phone. Jill K DeWit: You know. Steven Jack Butala: If you’re new, you’re going to utilize the resources that Jill and I put together in Land Academy to make you successful. Jill K DeWit: Or ask us. We’ll help you. Steven Jack Butala: We’ll tell you if it sucks or not. We’ll tell you if it’s great. If it is, we’ll fund it. If it sucks, then we’ll tell you that too. Jill K DeWit: We’ll save you. No, no. The whole point of that is we save you. That’s one of the big values I see every week on our member calls and say, “Hey, would you guys do this deal? I’m on the fence.” And we’re like, “Okay. You need to look at this, this and this,” and guide them. Or like, “Uh-uh. Because of this and this, I wouldn’t even do it.” They’re like, “Whew. Thank you. You just saved me all that work and energy and time and money potentially.” So absolutely. Steven Jack Butala: Hey, now’s a good time to ask you to Like this episode if you do or follow our channel. We’re here every week, every Wednesday. I think that these programs air at 3:00. Jill K DeWit: Yep. Steven Jack Butala: And then we also have just redeveloped a product called Concierge Data where our guys that work for us, they’re the same people that do our mailers, will do your mailer for you. So if you go to Offers 2 Owners, offers2owners.com. Just check it out. Give them a call, actually. Talk to Aaron. Tell him Jack and Jill sent you from the podcast. So step seven, you actually acquire the property. You looked at, let’s say 10, and a healthy number is two of them really meet after talking to the sellers and checking it all out and using the due diligence program that we have provided, let’s say eight A’s, which that’s for a different conversation. We try to make due diligence as simple as possible, and you decide you want to buy two, so you buy them, and if you are brand new at this, that can be intimidating, that process. But again, that’s why you have Land Academy and a bunch of people at your fingertips, literally. You can ask questions all day long and get the deal done correctly without any fear of missing steps. I’ve noticed that people, that was one of the things I was concerned about when I started was, “What steps am I missing in this actual transaction?” Or, “What should I be reading? There’s a big stack of papers in front of me on these two deals. I don’t know what a lot of this stuff means.” That’s why you have your peer group here, us. Number nine is just quite simply, you’ve made a decision. You bought the property, and so now you’re going to travel down the path of listing it with a local real estate agent. And so that can be a tricky little path too. Again, we’re all going through the same thing. Hundreds and hundreds of us here at Land Academy are going through the same thing. So picking a real estate agent, Jill, we could spend hours. Jill K DeWit: That’d be a whole nother show. That’d be fun to talk about. So I love that. Steven Jack Butala: So you listed it with a real estate agent and then you manage the real estate agent, geez, like you manage your children. Unfortunately, it’s a very- Jill K DeWit: I hope you manage your children. Steven Jack Butala: Yeah, yeah. Jill K DeWit: I’m sure some of you don’t. Steven Jack Butala: Bad example. Jill K DeWit: Yeah. Steven Jack Butala: The property eventually gets sold. It may get sold for the price you want. It may not, most of the time for us, almost all the time. Jill K DeWit: It’s pretty close. Steven Jack Butala: We sell for what we want, otherwise we wouldn’t buy it. Jill K DeWit: Yeah. Steven Jack Butala: I think that’s step eight or nine. And then step 10 is you collect the money. You approve the sale, close the deal and collect the money. It’s a 10 step process. The difference between doing it successfully, in my opinion, or not successfully, is all about who’s in your life. If you have people that are buying and selling land and doing real estate deals all the time who have had a ton of experience and they’re available to you, that’s the difference between all the people on the internet right now who believe that they can flip land and actually the people who do it successfully. Jill K DeWit: That’s a good point. Can I look at that for just a minute before you close it? Steven Jack Butala: Sure. Sure. Jill K DeWit: It’d be nice to just identify some of the trigger points here. What makes someone really wildly successful? I would like to add that. So of these steps, step number one, okay, taking the time to dig in and not have a dart board, not trust your friend, not trust somebody you’re watching, doing what you think you know. “Oh, San Antonio, I got to hit San Antonio. Let’s just mail that.” But really taking the time and testing these markets, that’s a huge thing right there, and that separates the successful from the unsuccessful right out of the gate. Number two, just taking action, going through the process, learning how to do a mailer or hiring someone to do it for you, but knowing. Don’t have an automated easy button and you know someone who really knows what they’re doing. They understand this whole process. They know how to scrape comps. It’s again, not an easy button in a machine that doesn’t really look at these numbers and knows what is real and what is not real so you can take them out and not mess up your numbers and have an overpriced mailer kind of thing. But taking action and getting through that is huge. These are places… Like someone coming in, I’ve seen them go through the step one, but actually getting the mail out, huge obstacle. For some reason, people get hung up right there. We’ve had people in Land Academy for months who haven’t sent out a mailer, and I know in their hearts they’re here for the right reason. They’re like, “Okay, next month I’m going to do it. Next month I’m going to do it.” But there’s something that holds them back. So you’ve got to just, who cares? Push through it. If it’s not the greatest work, that’s okay. Get it out there, but you have us, and we’ll show you and teach you and coach you and help you to make sure you did everything you possibly could. Do your best job here. Now hit it, get it out kind of thing. Looking through here where people get hung up and what’s successful. Okay, when we got to the part about the calls are coming back, that is huge. The successful folks answer the phone themselves, A., or have some other live body that they know, they’ve vetted, they’ve tested, even a service that we all use or other people have used and trusted, huge. You would have so many missed deals, if it goes to voicemail or you have some other… What if you only had an email? It’s just people aren’t going to use that. They’re going to pick up the phone and call you kind of thing. And you have to have someone there and have the right person there, by the way, who knows how to talk to these sellers and work with them. Let them know who you are. It’s a real person and talk money with them right away. That’s another just a light bulb, successful moment. Making the decisions, what’s a really good, successful person there? They know how to make quick decisions, and they’re very good with their time, and they are not afraid to cut a deal that they’re not comfortable with. I see people getting hung up here trying to make a bad deal work. A real successful person knows what we’re talking about. They study their eight A’s. They go, “Yes, yes, yes, yes, yes, yes, yes. Got them all. Let’s go.” And they’re not afraid to just move forward and buy the property. What’s another point? Well, when we’re buying the property, what’s a real successful person doing? They’re not afraid of money. They’re not as afraid of spending money, and if they don’t have the money, they’re not afraid to ask for money. I know people that don’t utilize the deal funding resources that we have right here, even from us. Ask. If it’s a great deal, I will happily write that check. Steven Jack Butala: If it’s even a reasonable deal, there’s somebody in our group- Jill K DeWit: They’ll write the check. Steven Jack Butala: … may or may not be us, they’re here to fund deals. They’re not here to do what you do. Jill K DeWit: That happens and what’s great too, it’s confidence and experience and knowing what you’re good at. I am not too proud to say, and I’ve done this like, “Hey, I think this is a great deal, but you know what? I don’t know this area quite as well as this person, and I know they are loving to do deal funding. If I were you, I would reach out to this person and tell them I sent you, see what they say. And if it’s a real good deal, they’ll tell you. And if they want to fund it, oh, they will,” kind of thing. And there you go. I’m trying to find the… I’m thinking of successful light bulb moments is what I’m doing here. Signing paperwork, there’s no light bulb moment there, other than do it. Let’s see what else here? And make it easy. Just make it easy. Don’t overthink stuff. Steven Jack Butala: Can I jump in here? Jill K DeWit: Yeah. Why? You’re going… I can’t go through with this? Steven Jack Butala: Oh, are you… Just go ahead and finish it. Jill K DeWit: Oh, yeah. I want to finish my little light bulb moments through the list. Listing with an agent. Real successful people know how to pick up the phone and vet an agent and to not take the first person you call until you find someone that you connect with. And then the last thing, you already know how it’s going to end. Real successful people already have, when they bought it, already have in their head a targeted sales price. So it’s no surprise. Now you can take that. Steven Jack Butala: That’s a recap. Let’s recap. The first step in this process is to locate, based on data, locate a place to send mail. The second step is to identify all the people that own property there and get an offer in their hands. The third step is to manage the inbound flow of deals and make some decisions about which ones you like, which ones you don’t, and why. The next step is buy the ones you like. This next step after that is sell the ones you like or sell the ones that you own, and that’s it. And it’s those five basic steps. There’s a lot of stuff in between that happens, a lot of details, but that’s what groups like Land Academy are for. Jill K DeWit: We’ll help you. Steven Jack Butala: It’s a five step process. Yep. Jill K DeWit: Well, the whole thing is too, people don’t understand I think though. We go into great, almost too much detail sometimes, but you brainy folks love it. So if you’re questioning, “Hey, does Land Academy talk about fill in the blank?” 99.9% of the time, it’s yes. Steven Jack Butala: Yeah, we do. Jill K DeWit: The only thing I’m not going to do is to sit down with you and fill out your tax return kind of thing. But outside of that, every possible conversation you can imagine, because that’s who we are. I’m here to help. The whole thing is Land Academy is helping you start or grow or both your own successful company. That’s it. And then we’re all just doing deals together and it’s awesome. Steven Jack Butala: Here’s a profile after 10 years of teaching that we think really fits who’s successful at this and who’s not. First, who’s successful? If you’ve been successful at anything in your life in the past or let’s say most of the stuff that you’ve tried, you’ve been successful at it, you’re going to be successful at this. You probably don’t even know it. You don’t know that you have that go-getter type personality, and you’re not going to lose. You’re not going to even know when you’re defeated. You’re just going to keep barreling through. We have tons of people in our group who have sold their companies or own companies now, and they want an extra place, diversification, an extra revenue stream. And so those people do very, very well with us. The second type of really successful member for us is somebody who’s just really, really new and really, really energetic. Jill K DeWit: I was going to use the word hungry. Steven Jack Butala: Both. It’s the same thing. We’re talking about the same type of person. So those are real, and that comes down to a personality type. It doesn’t come down to whether or not they’re smart enough to understand the processes or whether they’re a Jack or a Jill. That personality type is going to overcome all of that anyway. That’s just how they do it. Jill K DeWit: And age doesn’t matter. Steven Jack Butala: Yeah. As you can imagine, on the flip side, the people who don’t do this successfully are the ones who quite simply just don’t follow through. They don’t follow through on the steps and that’s it. Jill K DeWit: Well, I just call it sometimes it’s like I say, “They let life get in the way.” That’s what happens. So I understand. So that’s part of it too, when you’re going to come at this… Oh, I could use it for that. All right. Steven Jack Butala: No, no. Jill K DeWit: I’ll save it. Oh, no, I can save it for my inspiration. Steven Jack Butala: I’m just saving it next. Jill has something inspirational to share. Jill K DeWit: Something [inaudible 00:35:15]. Okay, I can save it for that. So all right, so I’ll just say that. What my inspiration is, don’t let life… Well, life will get in the way if you’ll let it. Steven Jack Butala: With anything. Jill K DeWit: It really will. And I know I don’t need to minimize. Sometimes there are major life events, so I’m not referring to that. But there are a whole lot of life events that people could overcome, but they let them get in the way. And it’s interesting to me. I’ve had people even four times, it’s the sweetest thing. Steven Jack Butala: Really? Jill K DeWit: You know who you are and I love you guys. People have left. There’s been a life event. They left and then sometimes weeks, sometimes months, sometimes even a year, they’re like, “You know what? I did not give that my full attention and energy. I know what’s going on in Land Academy. I’m still hearing about my buddy that I started with and how much money he’s making right now. I need to go back and get back to this.” And they come right back, and I’m happy to have you back and I love that. So my inspiration is the first thing would be, get yourself mentally and physically ready to do this. I want you to have the budget so you can afford to get educated. Just like anything, I wouldn’t say go buy a 7-Eleven with no money and take out a loan. And I wouldn’t say… There’s no business I would say, “Oh, just take out a loan and see how it goes.” No way. No matter what business you’re going to do, save up, get some education, do everything you can before you jump in so you know what you’re getting into, and then prepare your whole family and your whole life, your vacation schedule, your kids, every little thing. This is the same thing. It shouldn’t be taken lightly. If you want to really be successful, get everything in a row. Prepare everybody. “We’re not going to take a vacation this summer. This is what we’re doing, because wait two years and wait until you see the vacations we can take,” kind of thing. That’s the goal. So just get everything ready and go at it 112%. Remember that 12 degrees thing. I think that was 12 degrees, whatever that book was, that was so long ago. That’s my inspiration. And if it’s not the right time, and I tell this to people all the time, I talk to people that call in, I say, “You know what? Wait six months. I’m not going anywhere. You need to be in the right place. You need to be ready to do this, and I don’t want you to do this half blank. I want you to come at this full speed, and we’ll get you there.” What do you want to share today? Steven Jack Butala: So I was having a conversation with one of the people that worked for us a couple of weeks ago, maybe a week ago, and we were talking about how this generation, it is an absolute. It’s expected of you and it’s a norm to have some type of side gig, to be working on something on the side that eventually, if it goes right, is going to be your entrepreneurial shot and mark in life. And I could not have grown up in a more different environment. I grew up where you were very rewarded for, this is a lot of years ago in Detroit, rewarded for either being in a company person and working there forever and getting a gold watch and you retire. Or going off and starting your own company, which is nearly impossible back then unless you had all kinds of backing and people that were involved in the businesses and the contacts and the money, because starting a metal stamping plant costs back then even millions and millions of dollars. So most or all of us chose number one. Fast-forward to now, it’s 180 degrees different. You are expected to have a side gig. But I don’t think that most people have any idea what that means from a personality standpoint and what Jill just referred to about sacrifice, personal sacrifice. The more stuff you pile on in your life like children and marriage and a mortgage and all of that, the further you’re going to get away from accomplishing whatever’s making that side gig that we’re all now expected to have a reality. And I think that makes me sad, because we’re in one of the greatest entrepreneurial times, if not the greatest entrepreneurial time, in the history of our country. It has never been cheaper and easier. You are literally a half hour away from starting your own company. Jill K DeWit: Isn’t it amazing? Can we unfold this onion a little bit here? I was raised differently, which really I saw both sides. I watched my dad hustle with different jobs back in… He had so many jobs it’s comical, from firefighter and selling insurance and radio DJ and mailman, Disneyland. Some of this was before I was born, but I know of these jobs, and to pilot to professional pilot to investor. He too, I always watched my dad have this job that paid very well and then a little side hustle, because he had time to do this stuff. I just think it’s really interesting. I’m trying to think with the kids now. I see when I say kids, I am referring to our kids. So this is the one. I’m not picking on anybody that doesn’t deserve it, but I watch our kids have- Steven Jack Butala: Jill’s caveats. That’s what I call it. Jill K DeWit: There we go. So I watch our kids have an opportunity, squander the opportunity, have to get a real job or just some other job to pay the bills, which you should, not sleeping on my couch, kind of thing. And then realize, “Oh, that’s an opportunity,” and I’m seeing a shift. I feel like there’s a generation where… There’s a generation in the middle of us and our kids where they’re afraid to take on their own company. Have you noticed this? Steven Jack Butala: Go ahead. Yes. Jill K DeWit: Okay. Steven Jack Butala: It’s the same fear that I had and that my parents had and their parents had. Nothing’s changed. I’m going to finish your point. Jill K DeWit: Yeah, go ahead. Steven Jack Butala: Nothing has changed from me staring into the abyss when I was 18 or 17 years old with this insurmountable task of trying to open a metal stamping plant or whatever. Jill K DeWit: That was your thing? Steven Jack Butala: Just hold on. Jill K DeWit: Oh, sorry. Steven Jack Butala: It doesn’t matter. It doesn’t matter what I wanted. You are staring if you’re a young person right now into this seemingly black abyss, because everything’s relative of where do I start? What you have that we never had was education and the internet. Jill K DeWit: YouTube. Steven Jack Butala: And you have answers to every question that you’ve ever, ever… So this is not some old guy saying, “I had it harder than you.” That’s not what I’m saying. I’m saying it’s the exact same thing. It’s just relative. The tools that we had were finite back then, and the tools that you have are finite now. You just have to work your way through it, and at some point you’re going to look at yourself in the mirror and say, “I’m set up for this or I’m not.” Or you’re going to motivate yourself. If you have a personality type like Jill, you’re going to motivate yourself and talk to yourself to the point where you’re going to make this successful and that’s it. And that is coming full circle to what this topic is about today is How to Flip Land Successfully, because you’re staring in the mirror saying, “This is it now, this is it, and I’m taking this down to the end. I might not know how to do a mailer. I’m going to find out somebody who does. I might not know how to build a website and that’s easy. It costs 300 bucks on Fiverr. I don’t know how to do this. I don’t know how to do this, but what I do know is I’m going to succeed at it and I’m going to be the quarterback.” That’s all I am. In all of these businesses that Joe and I own is a quarterback. Jill K DeWit: What am I? Steven Jack Butala: You’re like a- Jill K DeWit: I like this. Steven Jack Butala: You’re the wide receiver. Jill K DeWit: I was going to say- Steven Jack Butala: You’re Tron. Jill K DeWit: I know. I was waiting for that one. I’m not the kicker. Steven Jack Butala: No one wants to be the kicker. Jill K DeWit: No one wants to be the kicker. Yeah, I’ll be the wide receiver. I was expecting that. Steven Jack Butala: Calling myself a quarterback is actually not that accurate. I think I do a lot less than what a quarterback does. What I probably- Jill K DeWit: Well, you call the plays. Steven Jack Butala: I’m a general manager more than anything. Jill K DeWit: That makes sense. Steven Jack Butala: Quarterbacks have talent. I’m the general manager that makes sure the lights are on in the stadium and then whoever didn’t turn the lights on in the stadium is going to hear from me. I am not the quarterback at all now that I’m thinking about it. Jill K DeWit: That’s hilarious. Are you the guy that makes sure the Gatorade’s out there and all filled up too? Steven Jack Butala: I am the guy who put the person in place of the Gatorade. Jill K DeWit: There we go. Okay. Well, in that case, now what? Am I still the wide receiver or what am I? Steven Jack Butala: No, no, I think I’m not sure. I don’t know. Jill K DeWit: I’m definitely not the person with the clipboard yelling at people. Steven Jack Butala: You’re the mascot. Jill K DeWit: Oh, I’m the mascot. That is actually accurate. Steven Jack Butala: Although if Jill was a mascot, she would be the mascot with the head on, the head of the mascot on for about eight minutes, and she’d take it off and, “No one can see me with his head on.” Jill K DeWit: No one knows it’s me. This is going to come back to bite us. I can already hear you folks who know us are going to bring this up again. I’m talking about the… What was your job? You’re the manager, the manager of the mascot. Steven Jack Butala: Not even the owner. I’m just the manager. Jill K DeWit: General manager of the mascot. That’s great. That’s like every years ago we had team red, team blue. That’s good. I love this. Hey, don’t forget, if you want to find out more, you have some questions, you can talk to our team, reach out. Send a note to support@landacademy.com. Steven Jack Butala: Join us next Wednesday for another interesting episode. You are not alone in your real estate ambition. Jill K DeWit: We are Jack and Jill. Steven Jack Butala: We are Jack and Jill. Information. Jill K DeWit: And inspiration. Steven Jack Butala: To buy undervalued property. https://youtu.be/MqVbdwkCAcc Thanks for listening, and finally, don't forget to subscribe to the show on Apple Podcasts.

Jill Friday - I Love Everything about Your Land But the Price (LA 1867) Transcript: Steve: Video - three, two. Steve and Jill here. Jill: Hi. Steve: Welcome to the Land Academy Show. Entertaining land investment talk. I'm Steven Jack Butala. Jill: I'm Jill DeWit, broadcasting from the still amazingly nice weather, sweet Detroit, Michigan. Why did I just call it Sweet Detroit, Michigan? If you have not been downtown lately, Detroit, let me tell you, it's changed and it's awesome. Steve: Really is. Jill: Fancy restaurants and walking down the street, having a good time and shopping and yeah. Steve: Today's Jill Friday. She's going to talk about - I'm quoting her now. "I love everything about the land deal, except the price." Happens all the time. If you buy and sell a lot of property, you know this happens. Jill: Yep. Steve: If you're still in the beginning stages of your career here, get ready for it. Jill: Yep. Steve: Deal's awesome, too expensive. Jill: Yep. And as a side note for yesterday, the Happiness Lab is still existing, so that was kind of funny. Clearly Jack does not listen to that. Steve: No. Nor have I been invited to be on the show. Jill: No, no, that's okay. Steve: Before we get into it, let's take a question posted by one of our land investors, one of our members of the landinvestors.com online community. It's free and I hope you know that we have a site now and we've had it for several years called parcelfact.com. It allows you to look up an assessor's parcel number and find the property and all the things that we think as land investors, you need to know about to make a real quick first, phase one due diligence decision. Jill: Uhuh. Steve: Check it out. Parcelfact.com. Jill: Exactly. Okay. "Can someone with Land Academy experience, give me some advice on PATLive? I'm new to Land Academy and have the ability to answer my own calls from 7:00 AM to 7:00 PM central standard time. I've been in sales for 40 plus years, so answering the phone is the easy part for me. However, if I'm on the phone, it will go to a vendor voicemail, which I want to avoid. I'm starting with a five to 6,000 unit mailer month and I'm going to wrap up to 10,000 plus units a month as the business income grows. My budget's tight, so I'm trying to get a price range on what your average spend is for a 10,000 unit mailer. Thanks in advance for your help." Steve: I think you're setting yourself up for serious success here. If you're going to answer the phone between seven and seven, it's 12 hours a day. I think that's a great start. I really would highly recommend, Jill, this is more your area than mine, to have yourself with an account with PATLive or whatever, so that if you do miss calls, which nobody wants; but it happens, especially in the beginning part of a mailer, then- Jill: They could roll over to PATLive. Or for whatever reason, you're not available every single day from seven to seven, you could just flip a switch and have them go to PATLive. Steve: No, I think you thought this out perfectly well. I love your five to 6,000 mailers a month and ramping up to 10,000. You're going to be successful. Jill: And taking the initial calls, you're just going to learn so much about this and sellers and develop your own script and tweak what you want PATLive to do for you and your business. I think it's awesome. Steve: Yeah. Jill: Don't change a thing. I know it might be a bit in the beginning, but just do it. And there's always waves when the mail hits; you know it. There's a couple crazy days, that's fine. And then it starts to trickle off. You're like, "ah, you know what? I can handle this." You'll be - you could do it because you're a professional - Sid, you could handle it. Steve: Yeah. Yes. Answer the phone. Seven hours a day is huge. Jill: Ten - Steve: What do you think - Jill: 12. Yeah. Steve: What do you think [inaudible 00:03:41], he's asking at the end here, for 10,000 units. Jill: Oh,

Jill Friday - I Love Everything about Your Land But the Price (LA 1867) Transcript: Steve: Video - three, two. Steve and Jill here. Jill: Hi. Steve: Welcome to the Land Academy Show. Entertaining land investment talk. I'm Steven Jack Butala. Jill: I'm Jill DeWit, broadcasting from the still amazingly nice weather, sweet Detroit, Michigan. Why did I just call it Sweet Detroit, Michigan? If you have not been downtown lately, Detroit, let me tell you, it's changed and it's awesome. Steve: Really is. Jill: Fancy restaurants and walking down the street, having a good time and shopping and yeah. Steve: Today's Jill Friday. She's going to talk about - I'm quoting her now. "I love everything about the land deal, except the price." Happens all the time. If you buy and sell a lot of property, you know this happens. Jill: Yep. Steve: If you're still in the beginning stages of your career here, get ready for it. Jill: Yep. Steve: Deal's awesome, too expensive. Jill: Yep. And as a side note for yesterday, the Happiness Lab is still existing, so that was kind of funny. Clearly Jack does not listen to that. Steve: No. Nor have I been invited to be on the show. Jill: No, no, that's okay. Steve: Before we get into it, let's take a question posted by one of our land investors, one of our members of the landinvestors.com online community. It's free and I hope you know that we have a site now and we've had it for several years called parcelfact.com. It allows you to look up an assessor's parcel number and find the property and all the things that we think as land investors, you need to know about to make a real quick first, phase one due diligence decision. Jill: Uhuh. Steve: Check it out. Parcelfact.com. Jill: Exactly. Okay. "Can someone with Land Academy experience, give me some advice on PATLive? I'm new to Land Academy and have the ability to answer my own calls from 7:00 AM to 7:00 PM central standard time. I've been in sales for 40 plus years, so answering the phone is the easy part for me. However, if I'm on the phone, it will go to a vendor voicemail, which I want to avoid. I'm starting with a five to 6,000 unit mailer month and I'm going to wrap up to 10,000 plus units a month as the business income grows. My budget's tight, so I'm trying to get a price range on what your average spend is for a 10,000 unit mailer. Thanks in advance for your help." Steve: I think you're setting yourself up for serious success here. If you're going to answer the phone between seven and seven, it's 12 hours a day. I think that's a great start. I really would highly recommend, Jill, this is more your area than mine, to have yourself with an account with PATLive or whatever, so that if you do miss calls, which nobody wants; but it happens, especially in the beginning part of a mailer, then- Jill: They could roll over to PATLive. Or for whatever reason, you're not available every single day from seven to seven, you could just flip a switch and have them go to PATLive. Steve: No, I think you thought this out perfectly well. I love your five to 6,000 mailers a month and ramping up to 10,000. You're going to be successful. Jill: And taking the initial calls, you're just going to learn so much about this and sellers and develop your own script and tweak what you want PATLive to do for you and your business. I think it's awesome. Steve: Yeah. Jill: Don't change a thing. I know it might be a bit in the beginning, but just do it. And there's always waves when the mail hits; you know it. There's a couple crazy days, that's fine. And then it starts to trickle off. You're like, "ah, you know what? I can handle this." You'll be - you could do it because you're a professional - Sid, you could handle it. Steve: Yeah. Yes. Answer the phone. Seven hours a day is huge. Jill: Ten - Steve: What do you think - Jill: 12. Yeah. Steve: What do you think [inaudible 00:03:41], he's asking at the end here, for 10,000 units. Jill: Oh,

Jill Friday - I Love Everything about Your Land But the Price (LA 1867) Transcript: Steve: Video - three, two. Steve and Jill here. Jill: Hi. Steve: Welcome to the Land Academy Show. Entertaining land investment talk. I'm Steven Jack Butala. Jill: I'm Jill DeWit, broadcasting from the still amazingly nice weather, sweet Detroit, Michigan. Why did I just call it Sweet Detroit, Michigan? If you have not been downtown lately, Detroit, let me tell you, it's changed and it's awesome. Steve: Really is. Jill: Fancy restaurants and walking down the street, having a good time and shopping and yeah. Steve: Today's Jill Friday. She's going to talk about - I'm quoting her now. "I love everything about the land deal, except the price." Happens all the time. If you buy and sell a lot of property, you know this happens. Jill: Yep. Steve: If you're still in the beginning stages of your career here, get ready for it. Jill: Yep. Steve: Deal's awesome, too expensive. Jill: Yep. And as a side note for yesterday, the Happiness Lab is still existing, so that was kind of funny. Clearly Jack does not listen to that. Steve: No. Nor have I been invited to be on the show. Jill: No, no, that's okay. Steve: Before we get into it, let's take a question posted by one of our land investors, one of our members of the landinvestors.com online community. It's free and I hope you know that we have a site now and we've had it for several years called parcelfact.com. It allows you to look up an assessor's parcel number and find the property and all the things that we think as land investors, you need to know about to make a real quick first, phase one due diligence decision. Jill: Uhuh. Steve: Check it out. Parcelfact.com. Jill: Exactly. Okay. "Can someone with Land Academy experience, give me some advice on PATLive? I'm new to Land Academy and have the ability to answer my own calls from 7:00 AM to 7:00 PM central standard time. I've been in sales for 40 plus years, so answering the phone is the easy part for me. However, if I'm on the phone, it will go to a vendor voicemail, which I want to avoid. I'm starting with a five to 6,000 unit mailer month and I'm going to wrap up to 10,000 plus units a month as the business income grows. My budget's tight, so I'm trying to get a price range on what your average spend is for a 10,000 unit mailer. Thanks in advance for your help." Steve: I think you're setting yourself up for serious success here. If you're going to answer the phone between seven and seven, it's 12 hours a day. I think that's a great start. I really would highly recommend, Jill, this is more your area than mine, to have yourself with an account with PATLive or whatever, so that if you do miss calls, which nobody wants; but it happens, especially in the beginning part of a mailer, then- Jill: They could roll over to PATLive. Or for whatever reason, you're not available every single day from seven to seven, you could just flip a switch and have them go to PATLive. Steve: No, I think you thought this out perfectly well. I love your five to 6,000 mailers a month and ramping up to 10,000. You're going to be successful. Jill: And taking the initial calls, you're just going to learn so much about this and sellers and develop your own script and tweak what you want PATLive to do for you and your business. I think it's awesome. Steve: Yeah. Jill: Don't change a thing. I know it might be a bit in the beginning, but just do it. And there's always waves when the mail hits; you know it. There's a couple crazy days, that's fine. And then it starts to trickle off. You're like, "ah, you know what? I can handle this." You'll be - you could do it because you're a professional - Sid, you could handle it. Steve: Yeah. Yes. Answer the phone. Seven hours a day is huge. Jill: Ten - Steve: What do you think - Jill: 12. Yeah. Steve: What do you think [inaudible 00:03:41], he's asking at the end here, for 10,000 units. Jill: Oh,

Jill Friday - Mailer Excitement (LA 1817) Transcript: Steven Jack Butala: Steven and Jill here. Jill K DeWit: Hello. Steven Jack Butala: Welcome to the Land Academy Show. Entertaining land, investment talk. I'm Steven Jack Butala. Jill K DeWit: And I'm Jill DeWit broadcasting from sunny Southern California. Steven Jack Butala: Today is Jill Friday. She's going to talk about her mailer excitement. Jill K DeWit: Mm-hmm (affirmative). I love this. Like Jack was sharing yesterday, a big one went out. We, I divided it up with another person and I have PATLive on standby, should any of us throw in the towel. But I like to take the first wave of it. It's all part of the excitement and learning, and I'll tell you more here in just a minute Steven Jack Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community, it's free. And I hope you know that we have a full blown database of all, and I mean, all 150 million parcels of real estate in this country, when I say all, I mean like 99.5%, you get the data that you need right at your fingertips to make good, fast acquisition decisions. It's called neighborscoop.com. Check it out. Jill K DeWit: Thank you. Ooh, this. Okay. This is a long one. Is this just kind of a comment? Steven Jack Butala: It's a comment. Jill K DeWit: Okay, good. All right. And that's where it ends right here. Okay, good. Thank you. Evan wrote, oh, if you're looking for a Jill to help take your business to the next level, I can help. There's a subset of investors that excel at picking areas, pricing, mailer, and reviewing properties. However, they can lack the time skillset and/or interest to answer the phone and truly work their deals. This can create a major bottleneck that limits growth of their business. I have partnered with a handful of investors that fit this criteria and we're seeing great results since teaming up. Huh. Since quitting my WT last month, I can even take on some more people. So here's what I do. I will field the incoming calls. Hey, I've got 10 years of corporate sales. I know how to quickly connect with the seller assure them, If they're skeptical, I can nail down a price and see if they're willing to sell. I get deals done based on the guidance my partners provide. I know how to negotiate and do whatever's necessary to get that signed purchase agreement and know how to close a deal. A deal doesn't count unless it closes. That's true. I communicate with him throughout the whole process to keep it from falling apart. This is, this is great. So I'm sure, so he is offering his stuff in our closed- Steven Jack Butala: Discord. Jill K DeWit: In our closed member community, by the way. Steven Jack Butala: So the- Jill K DeWit: So don't miss out on any more deals. This is kind of cute. And just send me a note. Steven Jack Butala: There are multiple people that responded- Jill K DeWit: I bet. Steven Jack Butala: Who's already partners with where it's really working. So my point is, just like yesterday, there's always a solution. Jill K DeWit: Yeah. Steven Jack Butala: If you are a data person like me and you've got some money laying around, or even if you don't and you need a partner, this person may or may not be for you, but they, you can outsource their entire, that entire part of your business and split the profit. Jill K DeWit: Yeah. Go ahead and dive into the show, because I'm going to tie these together. Today's topic, jill Friday, mailer excitement. Sorry. That's where I was going. This is the meat of the show. So finding an Evan, the point I wanted to just dive into the show here and tie this in here is not that easy. Steven Jack Butala: I agree. Jill K DeWit: So that's- Steven Jack Butala: That's why I put it in here. Jill K DeWit: Yeah. It's not that easy. Steven Jack Butala: I totally agree. Jill K DeWit: This is a- Steven Jack Butala: It's way easier to find a Jack than a Joe. Jill K DeWit:

Jill Friday - Mailer Excitement (LA 1817) Transcript: Steven Jack Butala: Steven and Jill here. Jill K DeWit: Hello. Steven Jack Butala: Welcome to the Land Academy Show. Entertaining land, investment talk. I'm Steven Jack Butala. Jill K DeWit: And I'm Jill DeWit broadcasting from sunny Southern California. Steven Jack Butala: Today is Jill Friday. She's going to talk about her mailer excitement. Jill K DeWit: Mm-hmm (affirmative). I love this. Like Jack was sharing yesterday, a big one went out. We, I divided it up with another person and I have PATLive on standby, should any of us throw in the towel. But I like to take the first wave of it. It's all part of the excitement and learning, and I'll tell you more here in just a minute Steven Jack Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community, it's free. And I hope you know that we have a full blown database of all, and I mean, all 150 million parcels of real estate in this country, when I say all, I mean like 99.5%, you get the data that you need right at your fingertips to make good, fast acquisition decisions. It's called neighborscoop.com. Check it out. Jill K DeWit: Thank you. Ooh, this. Okay. This is a long one. Is this just kind of a comment? Steven Jack Butala: It's a comment. Jill K DeWit: Okay, good. All right. And that's where it ends right here. Okay, good. Thank you. Evan wrote, oh, if you're looking for a Jill to help take your business to the next level, I can help. There's a subset of investors that excel at picking areas, pricing, mailer, and reviewing properties. However, they can lack the time skillset and/or interest to answer the phone and truly work their deals. This can create a major bottleneck that limits growth of their business. I have partnered with a handful of investors that fit this criteria and we're seeing great results since teaming up. Huh. Since quitting my WT last month, I can even take on some more people. So here's what I do. I will field the incoming calls. Hey, I've got 10 years of corporate sales. I know how to quickly connect with the seller assure them, If they're skeptical, I can nail down a price and see if they're willing to sell. I get deals done based on the guidance my partners provide. I know how to negotiate and do whatever's necessary to get that signed purchase agreement and know how to close a deal. A deal doesn't count unless it closes. That's true. I communicate with him throughout the whole process to keep it from falling apart. This is, this is great. So I'm sure, so he is offering his stuff in our closed- Steven Jack Butala: Discord. Jill K DeWit: In our closed member community, by the way. Steven Jack Butala: So the- Jill K DeWit: So don't miss out on any more deals. This is kind of cute. And just send me a note. Steven Jack Butala: There are multiple people that responded- Jill K DeWit: I bet. Steven Jack Butala: Who's already partners with where it's really working. So my point is, just like yesterday, there's always a solution. Jill K DeWit: Yeah. Steven Jack Butala: If you are a data person like me and you've got some money laying around, or even if you don't and you need a partner, this person may or may not be for you, but they, you can outsource their entire, that entire part of your business and split the profit. Jill K DeWit: Yeah. Go ahead and dive into the show, because I'm going to tie these together. Today's topic, jill Friday, mailer excitement. Sorry. That's where I was going. This is the meat of the show. So finding an Evan, the point I wanted to just dive into the show here and tie this in here is not that easy. Steven Jack Butala: I agree. Jill K DeWit: So that's- Steven Jack Butala: That's why I put it in here. Jill K DeWit: Yeah. It's not that easy. Steven Jack Butala: I totally agree. Jill K DeWit: This is a- Steven Jack Butala: It's way easier to find a Jack than a Joe. Jill K DeWit:

Jill Friday - Mailer Excitement (LA 1817) Transcript: Steven Jack Butala: Steven and Jill here. Jill K DeWit: Hello. Steven Jack Butala: Welcome to the Land Academy Show. Entertaining land, investment talk. I'm Steven Jack Butala. Jill K DeWit: And I'm Jill DeWit broadcasting from sunny Southern California. Steven Jack Butala: Today is Jill Friday. She's going to talk about her mailer excitement. Jill K DeWit: Mm-hmm (affirmative). I love this. Like Jack was sharing yesterday, a big one went out. We, I divided it up with another person and I have PATLive on standby, should any of us throw in the towel. But I like to take the first wave of it. It's all part of the excitement and learning, and I'll tell you more here in just a minute Steven Jack Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community, it's free. And I hope you know that we have a full blown database of all, and I mean, all 150 million parcels of real estate in this country, when I say all, I mean like 99.5%, you get the data that you need right at your fingertips to make good, fast acquisition decisions. It's called neighborscoop.com. Check it out. Jill K DeWit: Thank you. Ooh, this. Okay. This is a long one. Is this just kind of a comment? Steven Jack Butala: It's a comment. Jill K DeWit: Okay, good. All right. And that's where it ends right here. Okay, good. Thank you. Evan wrote, oh, if you're looking for a Jill to help take your business to the next level, I can help. There's a subset of investors that excel at picking areas, pricing, mailer, and reviewing properties. However, they can lack the time skillset and/or interest to answer the phone and truly work their deals. This can create a major bottleneck that limits growth of their business. I have partnered with a handful of investors that fit this criteria and we're seeing great results since teaming up. Huh. Since quitting my WT last month, I can even take on some more people. So here's what I do. I will field the incoming calls. Hey, I've got 10 years of corporate sales. I know how to quickly connect with the seller assure them, If they're skeptical, I can nail down a price and see if they're willing to sell. I get deals done based on the guidance my partners provide. I know how to negotiate and do whatever's necessary to get that signed purchase agreement and know how to close a deal. A deal doesn't count unless it closes. That's true. I communicate with him throughout the whole process to keep it from falling apart. This is, this is great. So I'm sure, so he is offering his stuff in our closed- Steven Jack Butala: Discord. Jill K DeWit: In our closed member community, by the way. Steven Jack Butala: So the- Jill K DeWit: So don't miss out on any more deals. This is kind of cute. And just send me a note. Steven Jack Butala: There are multiple people that responded- Jill K DeWit: I bet. Steven Jack Butala: Who's already partners with where it's really working. So my point is, just like yesterday, there's always a solution. Jill K DeWit: Yeah. Steven Jack Butala: If you are a data person like me and you've got some money laying around, or even if you don't and you need a partner, this person may or may not be for you, but they, you can outsource their entire, that entire part of your business and split the profit. Jill K DeWit: Yeah. Go ahead and dive into the show, because I'm going to tie these together. Today's topic, jill Friday, mailer excitement. Sorry. That's where I was going. This is the meat of the show. So finding an Evan, the point I wanted to just dive into the show here and tie this in here is not that easy. Steven Jack Butala: I agree. Jill K DeWit: So that's- Steven Jack Butala: That's why I put it in here. Jill K DeWit: Yeah. It's not that easy. Steven Jack Butala: I totally agree. Jill K DeWit: This is a- Steven Jack Butala: It's way easier to find a Jack than a Joe. Jill K DeWit:

Dave started at PATLive in 2004 as a receptionist and still remembers taking calls for Ron LeGrand and his students 18 years ago. He quickly moved into Sales and Marketing, and then advanced to Training before finally settling in his current role as the Director of Customer Service. Over the years, Dave has had the opportunity to work closely with a variety of customers across various industries, but none more so than Real Estate Investors. Dave explains, “The nature of the business is that most of our interactions are via phone or email, so we don't really get a chance to meet customers face-to-face. So, it's always a great pleasure to attend one of Ron's seminars and meet real customers who are using the service and enjoying it.” What you'll learn about in this episode: What PATLive is and how to get signed up with them The types of calls PATLive takes and what a typical script sounds like How using PATLive can help free up your time to run the rest of your business Why it's essential to have someone else answering prospective buyer and seller calls The importance of customizing your script to be more personable How call tracking numbers gives you insight into your marketing ROI Resources: PATLive phone number to register: 1-800-775-7790 Free Training: www.Thementorpodcast.com/terms Get Ron's $599 Wholesaling course for FREE when you join his Gold Club for ONLY $59 a month!

People are Getting Rich (LA 1716) RERUN Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Happy Monday. Steven Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I am Jill DeWitt, broadcasting from sunny Southern California. Steven Butala: Today Jill and I talk about how people are getting rich. This whole title, and show, and episode came up because Jill had a consulting call with a couple of people, and they're getting rich. They're in our group, getting rich, and they want to know how to get, I guess- Jill DeWit: Richer. Steven Butala: Better. Jill DeWit: It's so funny. It was just like, I hung up the phone ... Or, wasn't on the phone. It was a Zoom call. I got off the call, and I'm like, "Holy cow." It's just a sweet couple in our group about to quit their jobs. Those are good jobs, by the way. I'm like, "Do they even realize what just happened?" Then what we were talking about is what's possible. That's what's ... They're ready for it. They're like, "Yep, we get you." They weren't even shocked, as we talked. I know we'll share more about this. Steven Butala: Yeah, we'll get into it in the episode, because we haven't talked about it at all, except for the title. I want to know what they said and what their situation is, and how they got there, and all of that. Jill DeWit: It's funny. Yeah. Steven 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: [Pete 00:01:23] wrote, "Hi, all. I'm new to Land Academy and loving it all. I just approved my first batch of 10,000 units of mail, 10,000 mailers, with offers to owners. I can't wait until the activity starts." Steven Butala: Yikes. Jill DeWit: I know. I wonder if Pete's going to send it out all at once, been there, done that, or he's going to sparse it out. I'm guessing he's going to sparse it out, but we'll see. Jill DeWit: "In my opinion," here we go, "I'd rather send a large quantity of mail and be a little picky instead of moving forward with marginal deals that will take longer to sell. I'm hoping to get on this schedule, this amount of mailers per week as a base, and then build up from there. Am I setting myself up to be overwhelmed, or is this a level that I can manage as long as I delegate as much as possible? I'm planning to use PATLive, and I've got a couple assistants already that work for me for other businesses." Steven Butala: Oh, okay. Jill DeWit: That's good. Steven Butala: Here we go. He's got other businesses. Jill DeWit: "It should be pretty easy for me to get them up to speed on some of the other tasks." Steven Butala: Excellent. Jill DeWit: "Is there anyone out there that sends 100,000 mailers a month? From the response rates I've heard just reading here, this type of volume could be really lucrative as long as you can turn your system into a well-oiled machine." This ties into what we talked about yesterday. "If any pros out there have some advice or tips on anything, I'm all ears." Jill DeWit: You want to go first? Steven Butala: No, you go first. Jill DeWit: Okay. This ties into ... It was last week, actually, the call that I had with this couple that we're going to talk about today, and just what's possible. Jill DeWit: To answer Pete's question, see what you can do. I personally ... We talked about this in the last couple weeks, those people that are go-for-it people that just jump off the cliff, there's people that, "I'm going to stand over here and watch you guys," and there's some that can't get out of the car. Pete's clearly a "jump off the cliff", and he's a "run off the cliff" person. Steven Butala: Just like Jill. Jill DeWit: I'll figure it out. You're either going to sink or swim. You're going to figure it out. It sounds like Pete has other companies and things going on. This is not nuts for him. I think it's great. Steven Butala: I do too.

People are Getting Rich (LA 1716) RERUN Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Happy Monday. Steven Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I am Jill DeWitt, broadcasting from sunny Southern California. Steven Butala: Today Jill and I talk about how people are getting rich. This whole title, and show, and episode came up because Jill had a consulting call with a couple of people, and they're getting rich. They're in our group, getting rich, and they want to know how to get, I guess- Jill DeWit: Richer. Steven Butala: Better. Jill DeWit: It's so funny. It was just like, I hung up the phone ... Or, wasn't on the phone. It was a Zoom call. I got off the call, and I'm like, "Holy cow." It's just a sweet couple in our group about to quit their jobs. Those are good jobs, by the way. I'm like, "Do they even realize what just happened?" Then what we were talking about is what's possible. That's what's ... They're ready for it. They're like, "Yep, we get you." They weren't even shocked, as we talked. I know we'll share more about this. Steven Butala: Yeah, we'll get into it in the episode, because we haven't talked about it at all, except for the title. I want to know what they said and what their situation is, and how they got there, and all of that. Jill DeWit: It's funny. Yeah. Steven 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: [Pete 00:01:23] wrote, "Hi, all. I'm new to Land Academy and loving it all. I just approved my first batch of 10,000 units of mail, 10,000 mailers, with offers to owners. I can't wait until the activity starts." Steven Butala: Yikes. Jill DeWit: I know. I wonder if Pete's going to send it out all at once, been there, done that, or he's going to sparse it out. I'm guessing he's going to sparse it out, but we'll see. Jill DeWit: "In my opinion," here we go, "I'd rather send a large quantity of mail and be a little picky instead of moving forward with marginal deals that will take longer to sell. I'm hoping to get on this schedule, this amount of mailers per week as a base, and then build up from there. Am I setting myself up to be overwhelmed, or is this a level that I can manage as long as I delegate as much as possible? I'm planning to use PATLive, and I've got a couple assistants already that work for me for other businesses." Steven Butala: Oh, okay. Jill DeWit: That's good. Steven Butala: Here we go. He's got other businesses. Jill DeWit: "It should be pretty easy for me to get them up to speed on some of the other tasks." Steven Butala: Excellent. Jill DeWit: "Is there anyone out there that sends 100,000 mailers a month? From the response rates I've heard just reading here, this type of volume could be really lucrative as long as you can turn your system into a well-oiled machine." This ties into what we talked about yesterday. "If any pros out there have some advice or tips on anything, I'm all ears." Jill DeWit: You want to go first? Steven Butala: No, you go first. Jill DeWit: Okay. This ties into ... It was last week, actually, the call that I had with this couple that we're going to talk about today, and just what's possible. Jill DeWit: To answer Pete's question, see what you can do. I personally ... We talked about this in the last couple weeks, those people that are go-for-it people that just jump off the cliff, there's people that, "I'm going to stand over here and watch you guys," and there's some that can't get out of the car. Pete's clearly a "jump off the cliff", and he's a "run off the cliff" person. Steven Butala: Just like Jill. Jill DeWit: I'll figure it out. You're either going to sink or swim. You're going to figure it out. It sounds like Pete has other companies and things going on. This is not nuts for him. I think it's great. Steven Butala: I do too.

People are Getting Rich (LA 1716) RERUN Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Happy Monday. Steven Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I am Jill DeWitt, broadcasting from sunny Southern California. Steven Butala: Today Jill and I talk about how people are getting rich. This whole title, and show, and episode came up because Jill had a consulting call with a couple of people, and they're getting rich. They're in our group, getting rich, and they want to know how to get, I guess- Jill DeWit: Richer. Steven Butala: Better. Jill DeWit: It's so funny. It was just like, I hung up the phone ... Or, wasn't on the phone. It was a Zoom call. I got off the call, and I'm like, "Holy cow." It's just a sweet couple in our group about to quit their jobs. Those are good jobs, by the way. I'm like, "Do they even realize what just happened?" Then what we were talking about is what's possible. That's what's ... They're ready for it. They're like, "Yep, we get you." They weren't even shocked, as we talked. I know we'll share more about this. Steven Butala: Yeah, we'll get into it in the episode, because we haven't talked about it at all, except for the title. I want to know what they said and what their situation is, and how they got there, and all of that. Jill DeWit: It's funny. Yeah. Steven 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: [Pete 00:01:23] wrote, "Hi, all. I'm new to Land Academy and loving it all. I just approved my first batch of 10,000 units of mail, 10,000 mailers, with offers to owners. I can't wait until the activity starts." Steven Butala: Yikes. Jill DeWit: I know. I wonder if Pete's going to send it out all at once, been there, done that, or he's going to sparse it out. I'm guessing he's going to sparse it out, but we'll see. Jill DeWit: "In my opinion," here we go, "I'd rather send a large quantity of mail and be a little picky instead of moving forward with marginal deals that will take longer to sell. I'm hoping to get on this schedule, this amount of mailers per week as a base, and then build up from there. Am I setting myself up to be overwhelmed, or is this a level that I can manage as long as I delegate as much as possible? I'm planning to use PATLive, and I've got a couple assistants already that work for me for other businesses." Steven Butala: Oh, okay. Jill DeWit: That's good. Steven Butala: Here we go. He's got other businesses. Jill DeWit: "It should be pretty easy for me to get them up to speed on some of the other tasks." Steven Butala: Excellent. Jill DeWit: "Is there anyone out there that sends 100,000 mailers a month? From the response rates I've heard just reading here, this type of volume could be really lucrative as long as you can turn your system into a well-oiled machine." This ties into what we talked about yesterday. "If any pros out there have some advice or tips on anything, I'm all ears." Jill DeWit: You want to go first? Steven Butala: No, you go first. Jill DeWit: Okay. This ties into ... It was last week, actually, the call that I had with this couple that we're going to talk about today, and just what's possible. Jill DeWit: To answer Pete's question, see what you can do. I personally ... We talked about this in the last couple weeks, those people that are go-for-it people that just jump off the cliff, there's people that, "I'm going to stand over here and watch you guys," and there's some that can't get out of the car. Pete's clearly a "jump off the cliff", and he's a "run off the cliff" person. Steven Butala: Just like Jill. Jill DeWit: I'll figure it out. You're either going to sink or swim. You're going to figure it out. It sounds like Pete has other companies and things going on. This is not nuts for him. I think it's great. Steven Butala: I do too.

Jill Friday - How to Get Over the First Deal Jitters (LA 1702) Transcript: Steven Jack Butala: Steve and Jill here. Jill K DeWit: Hi. Steven Jack Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill K DeWit: And I'm Jill Dewit, broadcasting from the Valley of the Sun. Steven Jack Butala: Today is Jill Friday, and she's going to talk about how to get over the first deal jitters. Jill K DeWit: This is a thing. I understand. I always tell you, if you want to wake up tomorrow and be an investor, you can. Just wake up, you're an investor today. Steven Jack Butala: I love that. Jill K DeWit: Yep. This is what I'm going to do. Making some changes. This is it. And then it's like, "Oh crap. I told everybody." Steven Jack Butala: Now you have to do it. Now I have to be one. Now I have to be one. Jill K DeWit: Oh my gosh. I sent out all these letters. Now they're going to come back. Holy moly. I'm pretending to be an investor. I'm going to fail. No, no. You got it. Steven Jack Butala: You're going to be fine. Jill K DeWit: You will be fine. Steven Jack Butala: Because you have a massive group here that was where you're sitting right some time ago. Jill K DeWit: Right. And I'm going to tell you, I got three things that I'm going to tell you right now that are really going to help you and calm this all down. Steven Jack Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. And don't forget to subscribe on the Land Academy YouTube channel and comment on the shows you like. I bet that I'm not one of those things that's going to be calming. Jill K DeWit: No, that's why this is Jill Friday. Yeah. Yeah. Get a partner like this. Steven Jack Butala: Putupwithapartner.com. Jill K DeWit: Oh boy. Ian wrote, "I sent out a 2,400 unit mailer last Monday, and I have another 1400 letters going out today. This is awesome. I thought they were really good zip codes with good numbers, and I just wanted to things moving. Yesterday, I listened to a podcast where Jill talks about talking to sellers. And one of the examples I used was a member of Career Path who had good deals coming back, but he just wasn't picking up the phone enough to get the deals. So now, since I work a lot, I'm worried that I'm going to be negatively impacted by the calls from these mailers going straight to voicemail." Jill K DeWit: Yeah. "Jill has mentioned in the past how you want to wait until you have some experience to go with something like PATLive, but I'm wondering if I should set up PATLive? I have enough money saved up, and I think I'm really more worried about missing phone calls, and thus, mail being wasted than I am paying for pat live. Any insight?" Yeah. I'd rather have the phones being answered. Steven Jack Butala: Me too. Jill K DeWit: You're right. I really want a live body on the other end. Steven Jack Butala: And I love that you're this concerned about it. Jill K DeWit: And you planned for it and you could afford it. Steven Jack Butala: Me too. Jill K DeWit: So you're right. Because the voicemail, it's not effective. It's not as good as that. And I'm not... And I want you to call everybody back, by the way. Any missed calls, call them back, every one. But yeah, I think you're right. Good. You're exactly right. Steven Jack Butala: Today is Jill Friday. She's going to talk about how to get over your first deal jitters. This is the meat of the show. Jill K DeWit: Okay. Yeah. This kind of came up a little bit from Career Path, because we have some newer people in there, and a little bit from the session that we did, that first session that we did. Those of you listening know who you are. That was really fun. We budgeted an hour to answer some newbie questions with a really small group. There were 20-something people in that room. And it went a little over two hours because we wanted to get through all your que...

Jill Friday - How to Get Over the First Deal Jitters (LA 1702) Transcript: Steven Jack Butala: Steve and Jill here. Jill K DeWit: Hi. Steven Jack Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill K DeWit: And I'm Jill Dewit, broadcasting from the Valley of the Sun. Steven Jack Butala: Today is Jill Friday, and she's going to talk about how to get over the first deal jitters. Jill K DeWit: This is a thing. I understand. I always tell you, if you want to wake up tomorrow and be an investor, you can. Just wake up, you're an investor today. Steven Jack Butala: I love that. Jill K DeWit: Yep. This is what I'm going to do. Making some changes. This is it. And then it's like, "Oh crap. I told everybody." Steven Jack Butala: Now you have to do it. Now I have to be one. Now I have to be one. Jill K DeWit: Oh my gosh. I sent out all these letters. Now they're going to come back. Holy moly. I'm pretending to be an investor. I'm going to fail. No, no. You got it. Steven Jack Butala: You're going to be fine. Jill K DeWit: You will be fine. Steven Jack Butala: Because you have a massive group here that was where you're sitting right some time ago. Jill K DeWit: Right. And I'm going to tell you, I got three things that I'm going to tell you right now that are really going to help you and calm this all down. Steven Jack Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. And don't forget to subscribe on the Land Academy YouTube channel and comment on the shows you like. I bet that I'm not one of those things that's going to be calming. Jill K DeWit: No, that's why this is Jill Friday. Yeah. Yeah. Get a partner like this. Steven Jack Butala: Putupwithapartner.com. Jill K DeWit: Oh boy. Ian wrote, "I sent out a 2,400 unit mailer last Monday, and I have another 1400 letters going out today. This is awesome. I thought they were really good zip codes with good numbers, and I just wanted to things moving. Yesterday, I listened to a podcast where Jill talks about talking to sellers. And one of the examples I used was a member of Career Path who had good deals coming back, but he just wasn't picking up the phone enough to get the deals. So now, since I work a lot, I'm worried that I'm going to be negatively impacted by the calls from these mailers going straight to voicemail." Jill K DeWit: Yeah. "Jill has mentioned in the past how you want to wait until you have some experience to go with something like PATLive, but I'm wondering if I should set up PATLive? I have enough money saved up, and I think I'm really more worried about missing phone calls, and thus, mail being wasted than I am paying for pat live. Any insight?" Yeah. I'd rather have the phones being answered. Steven Jack Butala: Me too. Jill K DeWit: You're right. I really want a live body on the other end. Steven Jack Butala: And I love that you're this concerned about it. Jill K DeWit: And you planned for it and you could afford it. Steven Jack Butala: Me too. Jill K DeWit: So you're right. Because the voicemail, it's not effective. It's not as good as that. And I'm not... And I want you to call everybody back, by the way. Any missed calls, call them back, every one. But yeah, I think you're right. Good. You're exactly right. Steven Jack Butala: Today is Jill Friday. She's going to talk about how to get over your first deal jitters. This is the meat of the show. Jill K DeWit: Okay. Yeah. This kind of came up a little bit from Career Path, because we have some newer people in there, and a little bit from the session that we did, that first session that we did. Those of you listening know who you are. That was really fun. We budgeted an hour to answer some newbie questions with a really small group. There were 20-something people in that room. And it went a little over two hours because we wanted to get through all your que...

Jill Friday - How to Get Over the First Deal Jitters (LA 1702) Transcript: Steven Jack Butala: Steve and Jill here. Jill K DeWit: Hi. Steven Jack Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill K DeWit: And I'm Jill Dewit, broadcasting from the Valley of the Sun. Steven Jack Butala: Today is Jill Friday, and she's going to talk about how to get over the first deal jitters. Jill K DeWit: This is a thing. I understand. I always tell you, if you want to wake up tomorrow and be an investor, you can. Just wake up, you're an investor today. Steven Jack Butala: I love that. Jill K DeWit: Yep. This is what I'm going to do. Making some changes. This is it. And then it's like, "Oh crap. I told everybody." Steven Jack Butala: Now you have to do it. Now I have to be one. Now I have to be one. Jill K DeWit: Oh my gosh. I sent out all these letters. Now they're going to come back. Holy moly. I'm pretending to be an investor. I'm going to fail. No, no. You got it. Steven Jack Butala: You're going to be fine. Jill K DeWit: You will be fine. Steven Jack Butala: Because you have a massive group here that was where you're sitting right some time ago. Jill K DeWit: Right. And I'm going to tell you, I got three things that I'm going to tell you right now that are really going to help you and calm this all down. Steven Jack Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. And don't forget to subscribe on the Land Academy YouTube channel and comment on the shows you like. I bet that I'm not one of those things that's going to be calming. Jill K DeWit: No, that's why this is Jill Friday. Yeah. Yeah. Get a partner like this. Steven Jack Butala: Putupwithapartner.com. Jill K DeWit: Oh boy. Ian wrote, "I sent out a 2,400 unit mailer last Monday, and I have another 1400 letters going out today. This is awesome. I thought they were really good zip codes with good numbers, and I just wanted to things moving. Yesterday, I listened to a podcast where Jill talks about talking to sellers. And one of the examples I used was a member of Career Path who had good deals coming back, but he just wasn't picking up the phone enough to get the deals. So now, since I work a lot, I'm worried that I'm going to be negatively impacted by the calls from these mailers going straight to voicemail." Jill K DeWit: Yeah. "Jill has mentioned in the past how you want to wait until you have some experience to go with something like PATLive, but I'm wondering if I should set up PATLive? I have enough money saved up, and I think I'm really more worried about missing phone calls, and thus, mail being wasted than I am paying for pat live. Any insight?" Yeah. I'd rather have the phones being answered. Steven Jack Butala: Me too. Jill K DeWit: You're right. I really want a live body on the other end. Steven Jack Butala: And I love that you're this concerned about it. Jill K DeWit: And you planned for it and you could afford it. Steven Jack Butala: Me too. Jill K DeWit: So you're right. Because the voicemail, it's not effective. It's not as good as that. And I'm not... And I want you to call everybody back, by the way. Any missed calls, call them back, every one. But yeah, I think you're right. Good. You're exactly right. Steven Jack Butala: Today is Jill Friday. She's going to talk about how to get over your first deal jitters. This is the meat of the show. Jill K DeWit: Okay. Yeah. This kind of came up a little bit from Career Path, because we have some newer people in there, and a little bit from the session that we did, that first session that we did. Those of you listening know who you are. That was really fun. We budgeted an hour to answer some newbie questions with a really small group. There were 20-something people in that room. And it went a little over two hours because we wanted to get through all your que...

Jill Friday - It's about Connecting with People, Not What You Know (LA 1632) Transcript: Steven Jack Butala: Steve and Jill here. Jill K DeWit: Howdy. Steven Jack Butala: Welcome to The Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill K DeWit: And I'm Jill DeWit, broadcasting from the Valley of the Sun. Steven Jack Butala: Today is Jill Friday, and she's going to talk about how it's all about connecting with people and not really as much about what you know. Jill K DeWit: Yep. So you've heard Jack this week talk about these intensive trainings, and his is Get Your Mailer Out. I'm doing one too. And mine, it's really called, How Jill Gets Deals Done. And I'm really trying to have everyone take a step back and think about ways and how, and techniques and words and listening to connect with people, because you're going to get more deals out of it. You mentioned that, I don't remember what day it was, we were talking. It was a data heavy day and you were mentioning, "This is all great. You want to improve your mailer yield? Do what Jill does." And that's what this is about today. Thank You. Steven Jack Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community, it's free. And don't forget to subscribe on the Land Academy YouTube channel and comment on the shows you like. Jill K DeWit: Buckley wrote, "Evening all, hope everyone is well. I'm reviewing emails from a mailer or the PATLive recorded calls. If the seller states they're not interested in selling, is it still worthwhile in following up and asking why or just leaving it be and moving on? The sales part of me moves towards ..." This is good, by the way. "The sale is in the follow up, but being my first mailer, I'm trying to put good energy into what is deserving and worth the time. Day job consumes a lot of my time, so I'm trying to put focus on where it's needed. Thanks guys." Jill K DeWit: So this is good, because this is actually stuff that we talked about. I've already, at the time of recording, I've got through week one of the session. And week one was a lot of theory and concepts and all that. And my first goal is you answer your own phones, because you can form that connection right away, find out what you need to find out, Buckley, and you'll know yourself. But you're just getting a message from a service. So what I'm talking to everyone about is, you got to, based on the feedback that you get, you need to see. Maybe you could tweak your questions with PATLive or whatever service you're using to find out, is it a price reason. Is the reason you're not wanting to sell because of price? That's easy. And then you know you need to call them back. Jill K DeWit: So, whether or not you are able to answer the phone, that's okay, but you still need to connect with them the first time that you do talk to them, and it probably is going to be in the follow up. So I tell people whether it's a voicemail ... My goal is not to have these scenarios, but sometimes life happens. You get a voicemail maybe, you get an email maybe, you get something in the mail back maybe. Any indication that there might be something there, I do reach out, just to find out for myself. It's too easy to bust out those phone calls, set up some time, "Thursday afternoon when I get home from work, that's the time I bust out these calls," just to see if there's some juice there, and then you'll know. Steven Jack Butala: Can I ask questions? Jill K DeWit: Absolutely. Steven Jack Butala: What if you don't like talking on the phone? You loathe it. Jill K DeWit: You need to get over that, and that's what this is about too. I'm really trying to help people. I think people who think that they're loathe it's because I think that they're not good at it. Steven Jack Butala: No, I don't think so at all. I think people loathe it because they loathe it, because I'm one of those people. Jill K DeWit:

Jill Friday - It's about Connecting with People, Not What You Know (LA 1632) Transcript: Steven Jack Butala: Steve and Jill here. Jill K DeWit: Howdy. Steven Jack Butala: Welcome to The Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill K DeWit: And I'm Jill DeWit, broadcasting from the Valley of the Sun. Steven Jack Butala: Today is Jill Friday, and she's going to talk about how it's all about connecting with people and not really as much about what you know. Jill K DeWit: Yep. So you've heard Jack this week talk about these intensive trainings, and his is Get Your Mailer Out. I'm doing one too. And mine, it's really called, How Jill Gets Deals Done. And I'm really trying to have everyone take a step back and think about ways and how, and techniques and words and listening to connect with people, because you're going to get more deals out of it. You mentioned that, I don't remember what day it was, we were talking. It was a data heavy day and you were mentioning, "This is all great. You want to improve your mailer yield? Do what Jill does." And that's what this is about today. Thank You. Steven Jack Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community, it's free. And don't forget to subscribe on the Land Academy YouTube channel and comment on the shows you like. Jill K DeWit: Buckley wrote, "Evening all, hope everyone is well. I'm reviewing emails from a mailer or the PATLive recorded calls. If the seller states they're not interested in selling, is it still worthwhile in following up and asking why or just leaving it be and moving on? The sales part of me moves towards ..." This is good, by the way. "The sale is in the follow up, but being my first mailer, I'm trying to put good energy into what is deserving and worth the time. Day job consumes a lot of my time, so I'm trying to put focus on where it's needed. Thanks guys." Jill K DeWit: So this is good, because this is actually stuff that we talked about. I've already, at the time of recording, I've got through week one of the session. And week one was a lot of theory and concepts and all that. And my first goal is you answer your own phones, because you can form that connection right away, find out what you need to find out, Buckley, and you'll know yourself. But you're just getting a message from a service. So what I'm talking to everyone about is, you got to, based on the feedback that you get, you need to see. Maybe you could tweak your questions with PATLive or whatever service you're using to find out, is it a price reason. Is the reason you're not wanting to sell because of price? That's easy. And then you know you need to call them back. Jill K DeWit: So, whether or not you are able to answer the phone, that's okay, but you still need to connect with them the first time that you do talk to them, and it probably is going to be in the follow up. So I tell people whether it's a voicemail ... My goal is not to have these scenarios, but sometimes life happens. You get a voicemail maybe, you get an email maybe, you get something in the mail back maybe. Any indication that there might be something there, I do reach out, just to find out for myself. It's too easy to bust out those phone calls, set up some time, "Thursday afternoon when I get home from work, that's the time I bust out these calls," just to see if there's some juice there, and then you'll know. Steven Jack Butala: Can I ask questions? Jill K DeWit: Absolutely. Steven Jack Butala: What if you don't like talking on the phone? You loathe it. Jill K DeWit: You need to get over that, and that's what this is about too. I'm really trying to help people. I think people who think that they're loathe it's because I think that they're not good at it. Steven Jack Butala: No, I don't think so at all. I think people loathe it because they loathe it, because I'm one of those people. Jill K DeWit:

Jack Thursday - More Deals Less Work (LA 1492) Transcript: Steven J Butala: Steve and Jill here. Jill K DeWit: Hello. Steven J Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill K DeWit: And I'm Jill DeWit, broadcasting from awesome Scottsdale, Arizona Steven J Butala: Today, Jill and I talk about how it's Jack Thursday, and more deals and less work is my current goal in life. Jill K DeWit: Yes. Steven J 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. If you're already a Land Academy member, please join us on Discord. Jill K DeWit: I'd like to back up for just a moment. Jill K DeWit: Shouldn't that be everybody's goal? Steven J Butala: You know- Jill K DeWit: It's not just your personal goal. It happens to be mine, too. Steven J Butala: I know. It's Jack Thursday, so it's kind of about me. Jill Friday is tomorrow. Jill K DeWit: Oh, excuse me. Oh, it's about you. Sorry. Oops. Steven J Butala: Well, I'll give you an example where this should not be your goal. If you haven't done your first deal yet, this doesn't apply to you. You just need to get past that first deal. In fact, Joe Long said, get 10 deals under your belt, see if you really want to do this. But if this is now your career and you're full-time, this would absolutely be your goal. Jill K DeWit: Mm-hmm (affirmative). Totally. Jill K DeWit: Okay, Miguel wrote, I failed my first mailer. Jill K DeWit: He thinks he failed his first mailer. Let's see here. Jill K DeWit: I had co ... Oh Steven J Butala: I love to throw Jill for a loop on these questions because she doesn't read them before. Jill K DeWit: No, I have no idea. This is cold, in case you can't tell. In case you did not know, this is totally unrehearsed. Steven J Butala: In fact, this is the most that Jill and I talk to each other the entire week. Jill K DeWit: This is true. Only on Thursdays. Jill K DeWit: I had calls sent to my Google voice number voicemail, and I missed most of the calls. Won't happen again. I have PATLive now. No deals, no acceptance on any offers, but a few angry owners left messages. I offered 20% of the assessed land value per the data tree column just to get the mail out. Any tips from a pro are appreciated. Jill K DeWit: Well, [inaudible 00:02:04] without giving Miguel ... Miguel kind of knows. Steven J Butala: No, I do. Jill K DeWit: We've got a couple of things he already figured out. You want to- Steven J Butala: Here's the good news. Here's good news, Miguel, this failure is one step closer to success. If I added up all my failures, oh my gosh. Jill K DeWit: Sorry, I wasn't laughing at you. I was just giggling. Steven J Butala: One of my really long time friends for decades came to me and said, "Look, I've got this great business idea. I'm not sure where to start and I could really use your advice." And I said, "I'm happy to help you, but I will tell you, no one can turn a dollar into 50 cents like me." I said, of all the companies Jill and I have ever started and all the stuff I've ever done, the ones that we have right now are the ones that were leftover because they succeeded. Jill K DeWit: They made the cut. Steven J Butala: And they're the most recent. All the failures and all of that, we don't have a show about failing at companies. We have the Land Academy Show. Steven J Butala: Don't get discouraged. That's the good news. I will tell you, this questioning and the few points in here, I have to really seriously request, and please take this to heart, this is for everybody, you got to go through the steps, the Land Academy steps. You've got to go through the program. You have to participate in our Thursday calls. That's how you get the most up-to-date information on the tools that we use. You have to use the Discord, and you put this in Discord which is awesome.

Jack Thursday - More Deals Less Work (LA 1492) Transcript: Steven J Butala: Steve and Jill here. Jill K DeWit: Hello. Steven J Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill K DeWit: And I'm Jill DeWit, broadcasting from awesome Scottsdale, Arizona Steven J Butala: Today, Jill and I talk about how it's Jack Thursday, and more deals and less work is my current goal in life. Jill K DeWit: Yes. Steven J 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. If you're already a Land Academy member, please join us on Discord. Jill K DeWit: I'd like to back up for just a moment. Jill K DeWit: Shouldn't that be everybody's goal? Steven J Butala: You know- Jill K DeWit: It's not just your personal goal. It happens to be mine, too. Steven J Butala: I know. It's Jack Thursday, so it's kind of about me. Jill Friday is tomorrow. Jill K DeWit: Oh, excuse me. Oh, it's about you. Sorry. Oops. Steven J Butala: Well, I'll give you an example where this should not be your goal. If you haven't done your first deal yet, this doesn't apply to you. You just need to get past that first deal. In fact, Joe Long said, get 10 deals under your belt, see if you really want to do this. But if this is now your career and you're full-time, this would absolutely be your goal. Jill K DeWit: Mm-hmm (affirmative). Totally. Jill K DeWit: Okay, Miguel wrote, I failed my first mailer. Jill K DeWit: He thinks he failed his first mailer. Let's see here. Jill K DeWit: I had co ... Oh Steven J Butala: I love to throw Jill for a loop on these questions because she doesn't read them before. Jill K DeWit: No, I have no idea. This is cold, in case you can't tell. In case you did not know, this is totally unrehearsed. Steven J Butala: In fact, this is the most that Jill and I talk to each other the entire week. Jill K DeWit: This is true. Only on Thursdays. Jill K DeWit: I had calls sent to my Google voice number voicemail, and I missed most of the calls. Won't happen again. I have PATLive now. No deals, no acceptance on any offers, but a few angry owners left messages. I offered 20% of the assessed land value per the data tree column just to get the mail out. Any tips from a pro are appreciated. Jill K DeWit: Well, [inaudible 00:02:04] without giving Miguel ... Miguel kind of knows. Steven J Butala: No, I do. Jill K DeWit: We've got a couple of things he already figured out. You want to- Steven J Butala: Here's the good news. Here's good news, Miguel, this failure is one step closer to success. If I added up all my failures, oh my gosh. Jill K DeWit: Sorry, I wasn't laughing at you. I was just giggling. Steven J Butala: One of my really long time friends for decades came to me and said, "Look, I've got this great business idea. I'm not sure where to start and I could really use your advice." And I said, "I'm happy to help you, but I will tell you, no one can turn a dollar into 50 cents like me." I said, of all the companies Jill and I have ever started and all the stuff I've ever done, the ones that we have right now are the ones that were leftover because they succeeded. Jill K DeWit: They made the cut. Steven J Butala: And they're the most recent. All the failures and all of that, we don't have a show about failing at companies. We have the Land Academy Show. Steven J Butala: Don't get discouraged. That's the good news. I will tell you, this questioning and the few points in here, I have to really seriously request, and please take this to heart, this is for everybody, you got to go through the steps, the Land Academy steps. You've got to go through the program. You have to participate in our Thursday calls. That's how you get the most up-to-date information on the tools that we use. You have to use the Discord, and you put this in Discord which is awesome.

People are Getting Rich (LA 1394) Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Happy Monday. Steven Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I am Jill DeWitt, broadcasting from sunny Southern California. Steven Butala: Today Jill and I talk about how people are getting rich. This whole title, and show, and episode came up because Jill had a consulting call with a couple of people, and they're getting rich. They're in our group, getting rich, and they want to know how to get, I guess- Jill DeWit: Richer. Steven Butala: Better. Jill DeWit: It's so funny. It was just like, I hung up the phone ... Or, wasn't on the phone. It was a Zoom call. I got off the call, and I'm like, "Holy cow." It's just a sweet couple in our group about to quit their jobs. Those are good jobs, by the way. I'm like, "Do they even realize what just happened?" Then what we were talking about is what's possible. That's what's ... They're ready for it. They're like, "Yep, we get you." They weren't even shocked, as we talked. I know we'll share more about this. Steven Butala: Yeah, we'll get into it in the episode, because we haven't talked about it at all, except for the title. I want to know what they said and what their situation is, and how they got there, and all of that. Jill DeWit: It's funny. Yeah. Steven 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: [Pete 00:01:23] wrote, "Hi, all. I'm new to Land Academy and loving it all. I just approved my first batch of 10,000 units of mail, 10,000 mailers, with offers to owners. I can't wait until the activity starts." Steven Butala: Yikes. Jill DeWit: I know. I wonder if Pete's going to send it out all at once, been there, done that, or he's going to sparse it out. I'm guessing he's going to sparse it out, but we'll see. "In my opinion," here we go, "I'd rather send a large quantity of mail and be a little picky instead of moving forward with marginal deals that will take longer to sell. I'm hoping to get on this schedule, this amount of mailers per week as a base, and then build up from there. Am I setting myself up to be overwhelmed, or is this a level that I can manage as long as I delegate as much as possible? I'm planning to use PATLive, and I've got a couple assistants already that work for me for other businesses." Steven Butala: Oh, okay. Jill DeWit: That's good. Steven Butala: Here we go. He's got other businesses. Jill DeWit: "It should be pretty easy for me to get them up to speed on some of the other tasks." Steven Butala: Excellent. Jill DeWit: "Is there anyone out there that sends 100,000 mailers a month? From the response rates I've heard just reading here, this type of volume could be really lucrative as long as you can turn your system into a well-oiled machine." This ties into what we talked about yesterday. "If any pros out there have some advice or tips on anything, I'm all ears." You want to go first? Steven Butala: No, you go first. Jill DeWit: Okay. This ties into ... It was last week, actually, the call that I had with this couple that we're going to talk about today, and just what's possible. To answer Pete's question, see what you can do. I personally ... We talked about this in the last couple weeks, those people that are go-for-it people that just jump off the cliff, there's people that, "I'm going to stand over here and watch you guys," and there's some that can't get out of the car. Pete's clearly a "jump off the cliff", and he's a "run off the cliff" person. Steven Butala: Just like Jill. Jill DeWit: I'll figure it out. You're either going to sink or swim. You're going to figure it out. It sounds like Pete has other companies and things going on. This is not nuts for him. I think it's great. Steven Butala: I do too. Jill DeWit:

People are Getting Rich (LA 1394) Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Happy Monday. Steven Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I am Jill DeWitt, broadcasting from sunny Southern California. Steven Butala: Today Jill and I talk about how people are getting rich. This whole title, and show, and episode came up because Jill had a consulting call with a couple of people, and they're getting rich. They're in our group, getting rich, and they want to know how to get, I guess- Jill DeWit: Richer. Steven Butala: Better. Jill DeWit: It's so funny. It was just like, I hung up the phone ... Or, wasn't on the phone. It was a Zoom call. I got off the call, and I'm like, "Holy cow." It's just a sweet couple in our group about to quit their jobs. Those are good jobs, by the way. I'm like, "Do they even realize what just happened?" Then what we were talking about is what's possible. That's what's ... They're ready for it. They're like, "Yep, we get you." They weren't even shocked, as we talked. I know we'll share more about this. Steven Butala: Yeah, we'll get into it in the episode, because we haven't talked about it at all, except for the title. I want to know what they said and what their situation is, and how they got there, and all of that. Jill DeWit: It's funny. Yeah. Steven 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: [Pete 00:01:23] wrote, "Hi, all. I'm new to Land Academy and loving it all. I just approved my first batch of 10,000 units of mail, 10,000 mailers, with offers to owners. I can't wait until the activity starts." Steven Butala: Yikes. Jill DeWit: I know. I wonder if Pete's going to send it out all at once, been there, done that, or he's going to sparse it out. I'm guessing he's going to sparse it out, but we'll see. "In my opinion," here we go, "I'd rather send a large quantity of mail and be a little picky instead of moving forward with marginal deals that will take longer to sell. I'm hoping to get on this schedule, this amount of mailers per week as a base, and then build up from there. Am I setting myself up to be overwhelmed, or is this a level that I can manage as long as I delegate as much as possible? I'm planning to use PATLive, and I've got a couple assistants already that work for me for other businesses." Steven Butala: Oh, okay. Jill DeWit: That's good. Steven Butala: Here we go. He's got other businesses. Jill DeWit: "It should be pretty easy for me to get them up to speed on some of the other tasks." Steven Butala: Excellent. Jill DeWit: "Is there anyone out there that sends 100,000 mailers a month? From the response rates I've heard just reading here, this type of volume could be really lucrative as long as you can turn your system into a well-oiled machine." This ties into what we talked about yesterday. "If any pros out there have some advice or tips on anything, I'm all ears." You want to go first? Steven Butala: No, you go first. Jill DeWit: Okay. This ties into ... It was last week, actually, the call that I had with this couple that we're going to talk about today, and just what's possible. To answer Pete's question, see what you can do. I personally ... We talked about this in the last couple weeks, those people that are go-for-it people that just jump off the cliff, there's people that, "I'm going to stand over here and watch you guys," and there's some that can't get out of the car. Pete's clearly a "jump off the cliff", and he's a "run off the cliff" person. Steven Butala: Just like Jill. Jill DeWit: I'll figure it out. You're either going to sink or swim. You're going to figure it out. It sounds like Pete has other companies and things going on. This is not nuts for him. I think it's great. Steven Butala: I do too. Jill DeWit:

How can you make more money by doing less? It's an age-old problem in real estate, but luckily, there's a solution: PatLive. Their virtual calling system takes much of the pressure off of real estate agents' shoulders and allows them to focus on other tasks. Today I spoke with Richard and Jamie of PatLive to find out just how beneficial their system can be, and not just for real estate agents. To hear their words of wisdom, watch my latest interview. About Joe: Mr. Mendoza has a long track record of success. 100's of millions of dollars of real estate transactions. Hundreds of people mentored, coached, and trained. He's been on television, radio, and multiple publications. Are you looking for a trusted advisor in real estate? Perhaps help to get to the next level in business or life? Joe is the MAN! Looking for a new broker, real estate company, brokerage? Join me and EXP Realty now! We are in ALL 50 states, Canada, Australia, and United Kingdom (UK) http://becomearepro.com/ Add "Joe Mendoza" is my sponsor. Buying, selling, or investing? https://www.homesnap.com/joe-mendoza Find Deals! http://findhiddendeals.com/ Connect with Joe: http://joemendoza.com/ Follow Joe on Instagram: https://www.instagram.com/coachjoemendoza Keep watching, subscribe, or reach out to Mr. Mendoza today for a private consultation, training, or speaking engagements. Joe Mendoza - California DRE #01234540 Top Real Estate Pro, Coach, Investor, and Speaker 100 E. San Marcos Boulevard, Suite 400 San Marcos, CA 92069 Office (877) 794-5227 --- Support this podcast: https://anchor.fm/therealestaterawshow/support

Olympian Devon Harris, an original member of the 1988 Jamaican bobsled team, always believed that a positive, “Keep on Pushing” attitude would take him farther than anger or a focus on injustice. On this episode of Impact Theory with Tom Bilyeu, Devon Harris explains exactly what he means by his mantra, “Keep on Pushing”. He talks about his life growing up in Kingston, the lessons he learned from his grandmother, the reasons why he is so passionate about education, and the power of dreams and visualization. This episode is brought to you by: Butcher Box: Go to ButcherBox.com/IMPACT Blinkist: Go to https://blinkist.com/impact Try it FREE for 7 days and save 25% off your new subscription. PATLive: Get 15% off their regularly listed rates. Call 866-708-2507 and mention this podcast. For more information, visit PATLive.com SHOW NOTES:   A positive attitude will carry you farther than a heart filled with rage at injustice [0:34] Devon explains how he saw Olympians as average people with extraordinary dreams [2:00] Devon’s grandmother’s greatest ambition for him was that he would learn to read [4:23] You can’t allow yourself to settle [5:30] Devon explains what it means to have a “Keep on Pushing” attitude [6:59] When Devon competes he is a totally different person [8:02] Devon advocates living a fulfilled life, a rounded life but he is also absolutely driven [10:41] Devon talks about how important his family is to him [14:27] Dreaming is the starting point of all achievement [18:09] Education gives you confidence, opens doors, and lets you see opportunities [19:27] Devon explains what it means to walk your own path [21:29] Why you have to create a new story that you become a character in [22:37] Devon talks about how he deals with fear [25:03] Devon has used visualization before he knew what visualization was [28:02] You can’t quit on the goal, but you sometimes have to quit on the strategy [31:09] Devon describes the core values he tries to instill in his kids [32:59]   QUOTES:   “You can’t allow yourself to settle...Stepping out of the environment that you find yourself in to go get that thing across the street that looks so much better, to get a much better life, it’s difficult because you feel so out of place. You feel, almost, not-so-worthy. And you have to convince yourself that you deserve this.” [5:45]   “Walk your own path.” [21:32]   “I have no idea how I’m going to do it. But I just have to.” [22:59]   FOLLOW:   WEBSITE: devonharris.com/ FACEBOOK: facebook.com/keeppushing/ TWITTER: twitter.com/keeponpushing88  

Righteous indignation is personally intoxicating, culturally powerful and incredibly motivating. It also doesn’t necessarily align with reality, as shown by the fact that opposite sides of many issues are often equally righteous and equally angry. So how do we move past righteous indignation to look at problems like racism in terms of realistic solutions and honest tradeoffs? On this episode of Conversations with Tom, the brilliant young intellectual Coleman Hughes discusses the ways that our national debate about race has gone far off the rails. He also points out real-world solutions to some smaller problems that have actually worked, and strongly advocates that we adopt a more facts-based mindset on the bigger issues. This episode is brought to you by: Tresta: Start your free 30-day trial at tresta.com/impact Indeed: Go to Indeed.com/IMPACT for a FREE $75 credit to boost your job post. PATLive: Get 15% off their regularly listed rates. Call 866-708-2507 and mention this podcast. For more information, visit PATLive.com SHOW NOTES:   Coleman and Tom discuss music and the music industry [0:36] Coleman describes the experience of taking online classes [2:24] Tom and Coleman discuss social distancing, COVID-19 and authority [5:04] Coleman talks about why he would prefer Obama to be president currently [9:48] Coleman discusses the current state of racial conversations [18:00] Coleman explains why he is willing to wade into the debates about race [22:58] Almost anyone who has had a hard life and become successful doesn’t play victim [29:10] Coleman says the cultural zeitgeist on race is getting things deeply wrong [35:45] Coleman asks why people need to feel that they are victims of racism [38:29] One of the worst things about growing up poor is not having actual role models [47:17] What if creating wealth is more important than political power? [51:17] Righteous indignation feels incredible, but it cannot be trusted [59:48] Coleman explains why he actually favors dismantling police over defunding police [1:04:41] Coleman describes ways to get police out of certain work while still reducing crime [1:12:26] Coleman and Tom discuss whether there is a culture of murder [1:17:50] How are we going to improve the quality of police forces? [1:23:26] Coleman explains why sometimes he has answers, and other times he doesn’t [1:28:29] Coleman argues against the connection between capitalism and racism [1:34:26] Why do so many people take the same side on wildly disparate issues? [1:44:07] Some people just aren’t swayed by logic, so what should be done? [1:50:49] Coleman’s approach to music is completely intuitive [1:55:15]   FOLLOW COLEMAN:   WEBSITE: https://colemanhughes.org/  INSTAGRAM: instagram.com/coleman_hughes/ FACEBOOK: facebook.com/colemancruzhughes1/ TWITTER: twitter.com/coldxman 

Real Profit on a 10,000 Unit Mailer (LA 1290) Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Hey. Steven Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I'm Jill DeWit, broadcasting from sunny Southern California. Steven Butala: Today, Jill and I talk about the real profit on a 10,000 unit mailer. It costs like five grand to do a 10,000 unit mailer, which is a huge one, by the way. If you're brand new, you never want to do one that big. But here's a hint on the answer. You make more than $5,000. Jill DeWit: One deal could do it. Exactly. Steven Butala: Before we get into it, let's take a question posted by one of our members on landinvestors.com online community. It's free. Jill DeWit: Charlie Row. So I was opening my PATLive account after deciding I don't like talking on the phone. It's holding my business back. And I saw one of the things that they specialize in is real estate sales. They're currently answering my phone for mailers, but I didn't even know that they would do sales. My first instinct is to just use them on cheap property, where I find myself repeating everything that's already in the ad when a potential buyer calls. Is anybody using them for sales? How is their salesmanship? I mean, if they sell one property a year, it pays for itself. I think I have to do it. I've honestly not used them for sales. Steven Butala: So, I mean, you're an expert at this stuff, Jill. Do you mind if I ask you a couple of questions interview style? There's something bigger and deeper going on here, and I'm certainly not picking on this person at all. We all have stuff that we love to do, and we all have stuff that's not our favorite task to do in these real estate deals. So this person is stating something that has fascinated me since the beginning of my career in real estate. You post the perfect posting, you buy a piece of property for 10 grand, you post it for 25,000. You have a perfect posting. It gives all the information you could ever want, utilities, all of it. Yet, to this day, buyers call and say, "Hey, where are the utilities on this?" What's the psychology behind the same questions over and over and over again from these buyers? Jill DeWit: Well, first I would argue... I want to make sure... If he gets this, there's a chance that you miss something now and then. There's a chance that you forgot to put the taxes in. So I would pay attention to that if I get the same question, like, "Oops, I forgot to add that." Because that can easily happen. Then otherwise, they're just people that are not real buyers. There's tire kickers out there and everything. I'm sure every person, I don't care what kind of product you sell, there's a percentage of people that don't bother looking at the description, and they go, "Is it really baby blue? Are you sure it's not navy blue? How blue is the baby blue?" You know what I mean? Who knows? There's something of that nature. But other than that, if you do a really good posting and you spell it out correctly, and you're getting it in front of the right people too, by the way, you're marketing it to the right community, you're hopefully getting the right calls, and it's just kind of a, "Hey, I'm about to drive out there. Just want to make sure your website's up to date and it's available." "Yep." Or, "Hey, I'm going to buy this. I need to wire some money over tomorrow. How can I lock it in right now?" Kind of thing. Steven Butala: If you do everything right in the acquisition and in the presentation of the property online, that property should sell in one or two weeks or less. The problems come, and all these questions that are related to sales like this come when property doesn't sell as fast as you think it should, or you're overpricing it, or a combination of those things. I've long said there's two reasons that property doesn't sell quickly. Number one,

Real Profit on a 10,000 Unit Mailer (LA 1290) Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Hey. Steven Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I'm Jill DeWit, broadcasting from sunny Southern California. Steven Butala: Today, Jill and I talk about the real profit on a 10,000 unit mailer. It costs like five grand to do a 10,000 unit mailer, which is a huge one, by the way. If you're brand new, you never want to do one that big. But here's a hint on the answer. You make more than $5,000. Jill DeWit: One deal could do it. Exactly. Steven Butala: Before we get into it, let's take a question posted by one of our members on landinvestors.com online community. It's free. Jill DeWit: Charlie Row. So I was opening my PATLive account after deciding I don't like talking on the phone. It's holding my business back. And I saw one of the things that they specialize in is real estate sales. They're currently answering my phone for mailers, but I didn't even know that they would do sales. My first instinct is to just use them on cheap property, where I find myself repeating everything that's already in the ad when a potential buyer calls. Is anybody using them for sales? How is their salesmanship? I mean, if they sell one property a year, it pays for itself. I think I have to do it. I've honestly not used them for sales. Steven Butala: So, I mean, you're an expert at this stuff, Jill. Do you mind if I ask you a couple of questions interview style? There's something bigger and deeper going on here, and I'm certainly not picking on this person at all. We all have stuff that we love to do, and we all have stuff that's not our favorite task to do in these real estate deals. So this person is stating something that has fascinated me since the beginning of my career in real estate. You post the perfect posting, you buy a piece of property for 10 grand, you post it for 25,000. You have a perfect posting. It gives all the information you could ever want, utilities, all of it. Yet, to this day, buyers call and say, "Hey, where are the utilities on this?" What's the psychology behind the same questions over and over and over again from these buyers? Jill DeWit: Well, first I would argue... I want to make sure... If he gets this, there's a chance that you miss something now and then. There's a chance that you forgot to put the taxes in. So I would pay attention to that if I get the same question, like, "Oops, I forgot to add that." Because that can easily happen. Then otherwise, they're just people that are not real buyers. There's tire kickers out there and everything. I'm sure every person, I don't care what kind of product you sell, there's a percentage of people that don't bother looking at the description, and they go, "Is it really baby blue? Are you sure it's not navy blue? How blue is the baby blue?" You know what I mean? Who knows? There's something of that nature. But other than that, if you do a really good posting and you spell it out correctly, and you're getting it in front of the right people too, by the way, you're marketing it to the right community, you're hopefully getting the right calls, and it's just kind of a, "Hey, I'm about to drive out there. Just want to make sure your website's up to date and it's available." "Yep." Or, "Hey, I'm going to buy this. I need to wire some money over tomorrow. How can I lock it in right now?" Kind of thing. Steven Butala: If you do everything right in the acquisition and in the presentation of the property online, that property should sell in one or two weeks or less. The problems come, and all these questions that are related to sales like this come when property doesn't sell as fast as you think it should, or you're overpricing it, or a combination of those things. I've long said there's two reasons that property doesn't sell quickly. Number one,

Sociologist and physician Nicholas Christakis, named one of the 100 most influential people in the world by Time Magazine, is on the forefront of research into human social networks and the evolutionary and biosocial determinants of behavior, emotions and health. In this conversation with host Tom Bilyeu, the best-selling author of “Blueprint: The Evolutionary Origins of a Good Society” discusses everything from grieving elephants to colonies on Mars and future sex robots. He explains why good human impulses are eventually more powerful than antagonism and division, describes experiments where interaction with artificial intelligence improves peoples’ behavior towards each other, and expresses hopeful optimism about our ability to constantly expand the moral sphere and upgrade the social contract. This episode is brought to you by: PATLive: Get 15% off their regularly listed rates. Call 866-708-2507 and mention this podcast. For more information, visit PATLive.com  ShipStation: FREE for 60 days when you use offer code IMPACT at ShipStation.com ISSUU: Go to ISSUU.info/impacttheory to sign up for your FREE account. SHOW NOTES:   Why are we cultural animals in the first place? What is the capacity for culture? [1:00] Nicholas advocates that there is more that unites humanity than there is that divides us [4:43] People don’t really think that their life experience is dictated by their group membership [7:12] When travelling, at first people seem so different, but soon it’s clear how similar we are [9:38] Nicholas discusses the ability of elephants to feel grief, and why faces are different [13:35] Elephants will teach each other how to raid human crops [18:11] Nicholas explains the power of grief, and the way it is so different from other emotions [20:26] Nicholas talks about the rituals surrounding grief, and how they reconnect people [24:20] Nicholas uses whaling to describe how the human moral sphere has expanded [28:28] Nicholas shares stories of being a hospice doctor [30:33] Nicholas talks about how important active listening is, especially as a hospice doctor [37:49] Nicholas explains how to talk to someone who is dying [41:55] Nicholas then explains the basic principles on how to break bad news [46:21] Nicholas discusses colonizing Mars and why he thinks it is inevitable [49:43] Nicholas and Tom discuss Shackleton and shipwrecks [53:11] How does artificial intelligence change the way humans interact with each other? [56:43] Nicholas talks about sex robots, and how we may need a new social contract [1:01:15] How will we program AI, and how will it affect human society? [1:04:27] Nicholas describes an experiment where robots encouraged human sociality [1:13:47]   FOLLOW NICHOLAS:   WEBSITE: https://bit.ly/3eepkx7  FACEBOOK: https://bit.ly/2Nber36  TWITTER: https://bit.ly/3d9eWFt 

Best-selling author Ken Honda might not be famous in America yet. But in Japan, he has helped millions of people change their relationships with money for the better. On this episode of Impact Theory with Tom Bilyeu, Ken Honda describes the first steps everyone needs to take to start healing their money wounds, and to transform money from something to be feared into something that brings peace and ease. He also goes into exquisite detail on the tough subject of how to find your gifts, and then how to go about making a living with them. This episode is brought to you by: Wagner Spray Tech: https://bit.ly/2WNICDs PATLive: Get 15% off their regularly listed rates. Call 866-708-2507 and mention this podcast. For more information, visit PATLive.com Allform: Go to allform.com/impact for 20% off your order. Skillshare: Explore your creativity at skillshare.com/impacttheory for 2 free months of Premium Membership.     SHOW NOTES:   The Zen approach is to find satisfaction in what you have instead of seeking more [1:20] Ken’s first lesson about money was to forget about money [2:20] Ken gives a surprising definition of what wealth means [5:12] Money doesn't buy happiness, but it really is powerful [7:04] People are afraid of money because of “money trauma”, often from parents [8:17] The first step to taking control of your money narrative is gratitude and appreciation [12:15] Focus on what you can give, and it what you will attract into your life [15:27] How do you find your gifts, and how do you polish them into something extraordinary? [21:13] Ken asks people literally a thousand questions to help them find their gifts [24:18] Ken describes the way that you can monetize your gifts [26:30] Ken advocates not comparing yourself to other people as a remedy for depression [29:47] Ken shares the story of his upbringing, where he had money but not peace [32:19] Ken shares another story of a man who committed family suicide [36:34] Ken describes how the pain of his father and grandfather fuel him now [39:13] Friendship is more protective than money [41:22] Being in a no-money situation is uncomfortable, but it doesn’t kill you [43:49] Ken describes cultural differences between Japanese and American attitudes [45:53] Ken talks about what he would do if he lost all his money [50:08]   QUOTES:   “If you start appreciating everything, including money, your life will be filled with money and appreciation.”  [4:35]   “Wealth is an emotion. It doesn’t really matter how much you have or how much you make.” [5:50]   “Most of us are not born with only one gift. We are born with several mediocre gifts...so there are many small gifts, but you have to multiply them. And then you become the one and only!” [22:25]   FOLLOW:   WEBSITE: kenhonda.com INSTAGRAM: https://bit.ly/2N8Yfjd  FACEBOOK: https://bit.ly/3ecxDcY  TWITTER: https://bit.ly/30SWgr4 

Right now people need to know the facts about the novel coronavirus, COVID-19. Knowing how the virus actually spreads, how it damages the body on a cellular level, and how it provokes counter-productive immune system responses will help everyone make significantly better decisions about their diet, lifestyle and social activities. On this episode of Health Theory with Tom Bilyeu, Dr. Rishi Desai explains exactly how the coronavirus infects people, what it does to the body’s cells and immune system, the reason why tracking the virus is so difficult, and why it will take time to get a vaccine.   This episode is brought to you by: WHOOP: For 15% off your order, go to https://www.whoop.com and use discount code HT at checkout. Better Help: Get 10% off your first month at https://betterhelp.com/impacttheory PATLive: Get 15% off their regularly listed rates. Call 866-708-2507 and mention this podcast. For more information, visit PATLive.com   SHOW NOTES: Dr. Rishi Desai explains exactly how the coronavirus infects people [1:37] Rishi describes how the virus actually damages your body on a cellular level [3:16] Rishi talks about the effect of humidity on the virus [7:37] Hospital admissions are a lagging indicator of how many cases there really are [9:23] The possible reasons for why COVID-19 seems more contagious than other viruses [13:14] Rishi describes the steps he takes to reduce his chances of getting infected [15:51] Rishi talks about methods for treating the virus that he has high hopes for [18:15] Why does diabetes seem to be such a serious risk factor? [19:51] Rishi explains how cells “communicate” with each other, and why it matters [23:59] Rishi explains how fluid builds up from severe inflammation, preventing oxygen flow [27:01] Tom and Rishi discuss why it’s so important to actually understand how the virus works [30:07] Rishi explains why merely transferring antibodies doesn’t confer immunity [33:40] Why are vaccines so time-consuming to create? [35:12] How important is Vitamin-D? [39:52] You can probably only get too much Vitamin D if you take a pill [43:52] What is the single most important health change most people should make? [45:30]   FOLLOW RISHI & OSMOSIS: WEBSITE: https://bit.ly/2SLOlqW INSTAGRAM: https://bit.ly/2YQVydd TWITTER: https://bit.ly/2YEa9bJ YOUTUBE: https://bit.ly/2W9mvqr  

In order to survive and then thrive in a serious recession like the one we are entering, your tactics are going to have to change. Fortunately, serial entrepreneur Russell Brunson, founder of ClickFunnels, and Impact Theory’s host, Tom Bilyeu, are both well aware of the fact that in times like these survival comes first. And you can also set the stage for extraordinary future success by doing the right things, right now, alongside simply surviving. In this episode Tom and Russell discuss how to rebrand and rebuild your career and your business, why you have to focus on survival first, and how to then take advantage of what could be your greatest opportunity. This episode is brought to you by: WHOOP: For 15% off your order, go to https://www.whoop.com and use discount code IT at checkout. Blinkist: Go to https://blinkist.com/impact Try it FREE for 7 days and save 25% off your new subscription. PATLive: Get 15% off their regularly listed rates. Call 866-708-2507 and mention this podcast. For more information, visit PATLive.com   SHOW NOTES:   Russell talks about how relentless practice turned him into a good wrestler [0:57] The danger of tying your success to your identity [2:58] How to keep going when you are beaten down and fatigued [5:24] Russell advocates the virtues of a relentlessly competitive mindset [9:28] Why you should shift your marketing before you shift your product [13:43] Russell talks about first finding the people you want to sell to, then creating the product [19:39] Tom and Russell discuss why you should focus on getting your basic needs met [23:46] What are the eternal truths of marketing and getting customers? [29:00] Tom and Russell talk about why you need to build your own platform [33:15] The secrets to building a social media platform [36:43] Russell explains how he stays motivated when times are bad [42:23] Russell advocates that business is a call from God [45:20] Russell shares the impact he wants to have on the world [49:03]   QUOTES:   “I’ve never seen someone lose with a smile on their face.” [8:30]   “Endure long enough to get noticed.” [39:08]   “This is the greatest opportunity in the four decades I’ve been on this earth.” [45:40]   FOLLOW:   WEBSITE: russellbrunson.com  INSTAGRAM: https://bit.ly/3azFgHL  FACEBOOK: https://bit.ly/2Y0SvP2  TWITTER: https://bit.ly/3azFGha 

Health coach Chris Kresser, author of the Paleo Cure and one of the most influential people in nutrition and fitness, is not just someone who has studied and practiced functional medicine for years. He’s also someone who has had to use his own approach in order to overcome a decade-long struggle with chronic illness. On this episode of Health Theory with Tom Bilyeu, Chris Kresser details the consequences of lifestyle and diet related disease, a topic that is garnering significant attention because of the connection between pre-existing conditions and COVID-19 mortality. He delves into the mystery of why diabetes is an even more severe problem than lung disease for COVID-19 sufferers, details the kinds of lifestyle changes we should all be making, and explains why his approach to health and medicine is ultimately always individualized. This episode is brought to you by: Whoop: WHOOP: For 15% off your order, go to https://www.whoop.com and use discount code HT at checkout. ITU Planner: Impact Theory Planner: amazon.com/shops/impacttheory PatLive: PATLive: Get 15% off their regularly listed rates. Call 866-708-2507 and mention this podcast. For more information, visit PATLive.com   SHOW NOTES:   Chris explains why his approach to diet and lifestyle is always individualized [1:59] Chris distinguishes between food quality and food quantity [3:49] Why are people so dogmatic about dietary beliefs that seem obviously false? [6:41] Chris discusses the connection between pre-existing conditions and COVID-19 mortality [10:44] Diabetes is an even more severe risk factor than lung disease for COVID-19 [15:12] Chris talks about B12 and why it matters so much [17:15] Chris explains why we should be very concerned about blood sugar levels [19:46] Chris discusses the many different forms of fasting, and why they all may be useful [23:16] Chris theorizes about why the carnivore diet works for some people [26:52] How much do genes affect the results of various kinds of diets? [28:43] Chris talks about which factors are more important than genetics [33:11] Chris advocates starting with testing, particularly extensive blood testing [35:12] Chris explains why most disease is lifestyle driven, and why that matters [37:25] Chris describes the best lifestyle for an energetic, healthy existence [40:01] Chris discusses the benefits of meditation in his own life [43:36]   FOLLOW CHRIS:   WEBSITE: chriskresser.com  INSTAGRAM: https://bit.ly/2XVrM6C  FACEBOOK: https://bit.ly/3eL42In  TWITTER: https://bit.ly/2XU5SAD 

Would you like to know when it is the right time to be in the housing business? Join this episode for Blair and Jeff's take. They discuss what is going on in the real estate market, recommend the best way to operate a transactional pipeline and real estate investment business, and remind everyone about the purpose of these calls. Blair and Jeff remind everybody to keep their eyes open for the next big thing: virtual real estate investing for 2020. Here is another reason to join this call: find how to work out a terms deal, negotiate a seller carry-back using the proper terminology, and plan an exit strategy. During this call, important topics include how to negotiate a pay-off, how to deal with sellers that want 20% down in a seller financing and serious skin in the game, and sale techniques for the follow-up. They also talk about sources to get leads coming in, outgoing and incoming payment services, as well as the best way to settle payments from different mortgages. Mentioned Resources: Perry Marshall – author of “80/20 Sales and Marketing” NAR Mojo MyPlusLeads Craigslist CallRail PATLive Escrowserv Cozy Ron LeGrand In this episode we covered: 00:00:38 – Start-up and welcome to the call 00:01:53 – Article and video with what is going on in the market and business opportunities 00:12:46 – Selling when the market is changing 00:15:33 – Real estate business according to housing markets and six major real estate groups including NAR 00:19:26 – Cash coming in, playing the cyclical play, and the purpose of these calls 00:22:48 – Negotiating a seller carry-back using the proper terminology and finding an exit strategy 00:29:52 – Best way to work out a terms deal 00:38:59 – Sources to get leads coming in; CallRail numbers that go directly to PATLive 00:42:20 – Outgoing and incoming payment services and best way to settle payments of different mortgages 00:46:00 – The best way to negotiate a payoff 00:52:50 – A risky marginal deal with no exit strategy 01:02:33 – Does the VA join the payoff call? 01:03:33 – One-on-one business training as an option to the elite program, but less expensive 01:04:57 – Coming up soon: virtual real estate investing for 2020 01:05:33 – Sales technique to follow-up with sellers 01:08:42 – Dealing with sellers that want a 20% down in seller financing and serious skin in the game 1:15:24 – The way this business works best 01:18:02 – Wrap-up About Blair: Blair is the founder and creator of Dealbot, a motivated seller lead generation company. He has managed nearly $2mm in marketing spend and generated over 100,000 motivated seller leads. He also buys and sells houses himself in the Winston-Salem and Charlotte, NC markets. In the past year, he has acquired nearly $3mm in cash flowing rental properties with zero money out of his pocket. Multimedia: Youtube Apple Podcasts Google Play Facebook Thank you for listening!

Why Delinquent Tax Sellers are Problematic They are Dead (LA 1055) Transcript: Steven Butala:                   Steve and Jill here. Jill DeWit:                            Hola. Steven Butala:                   Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit:                            And I'm Jill DeWit from sunny southern California. Steven Butala:                   Today Jill and I talk about why delinquent tax sellers are problematic, and it's usually because they're dead. I actually have a lot to say about this topic. There was an interesting lawsuit in Arizona, very recently, less than 12 months ago. I'll talk all about it during the show. Jill DeWit:                            Cool. Steven Butala:                   When people have passed away and they're the sole owner of a property and they have heirs, it's very difficult now in some states to foreclose without giving notice to the heirs. That all changed less than 12 months ago. I'll give all the details on the show here. But 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:                            Nick shares: "I plan on using PATLive for my second mailer." That tells me he got overwhelmed the first time, which is good. "I found it difficult to answer calls at work. With PATLive will I be able to call sellers back after work hours? Will the sellers find this unusual to receive calls after normal work hours? I don't want to give the impression that I'm a part time land investor, which I am. Or am I overthinking this?" Steven Butala:                   So there's a ton of answers on this question. Jill DeWit:                            Can I give mine first? Steven Butala:                   Yes, I would love for you to, and then I chose one of the answers [crosstalk 00:01:31] Jill DeWit:                            Okay. First of all, just so everybody knows and is clear, PATLive is a great solution and we really encourage people, especially in situations like this where you can't hire someone, maybe you don't have the budget to hire someone to answer your phone, or you are working a job. We have a great deal that we offer to our members, its 20% off. Which, by the way, I have to say, that's the most I could get out of them, is 20% of their normal rate. And so then what they told me was so cool, they said, "We'll give you 20% off if you want to keep 5, 10, 15%, give them whatever discount you want, you can do it." Jill DeWit:                            But you know what, we're the kind of people, this is how we roll. We give our people the full 20% off. I don't get anything from it. I want our people to be successful and it's a good deal. Steven Butala:                   Land Academy was put together by Jill and I to help people. Jill DeWit:                            Exactly. Steven Butala:                   To provide the data and the tools that we use to be successful buying and selling land. It's not a profit center for us, it never will be. The real benefit that we get out of it is providing these tools to you and educating you so you and I can go be business partners together long term and make tons and tons of money. Jill DeWit:                            Ding ding. Steven Butala:                   And so there's lots of people who have a different take on this out there, I'm noticing recently, that feel like they need to somehow participate in this from an education standpoint to their own benefit. And so it saddens Jill and I, quite honestly. Jill DeWit:                            It does. It's not the right reasons. Steven Butala:                   Yeah, we look at this like a .org and we always have. Jill DeWit:                            It was a .org at one time. That's true. Maybe we should go back to that, we still have it. Okay. So here's one of Nick's comments from one of our members...

Why Delinquent Tax Sellers are Problematic They are Dead (LA 1055) Transcript: Steven Butala:                   Steve and Jill here. Jill DeWit:                            Hola. Steven Butala:                   Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit:                            And I'm Jill DeWit from sunny southern California. Steven Butala:                   Today Jill and I talk about why delinquent tax sellers are problematic, and it's usually because they're dead. I actually have a lot to say about this topic. There was an interesting lawsuit in Arizona, very recently, less than 12 months ago. I'll talk all about it during the show. Jill DeWit:                            Cool. Steven Butala:                   When people have passed away and they're the sole owner of a property and they have heirs, it's very difficult now in some states to foreclose without giving notice to the heirs. That all changed less than 12 months ago. I'll give all the details on the show here. But 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:                            Nick shares: "I plan on using PATLive for my second mailer." That tells me he got overwhelmed the first time, which is good. "I found it difficult to answer calls at work. With PATLive will I be able to call sellers back after work hours? Will the sellers find this unusual to receive calls after normal work hours? I don't want to give the impression that I'm a part time land investor, which I am. Or am I overthinking this?" Steven Butala:                   So there's a ton of answers on this question. Jill DeWit:                            Can I give mine first? Steven Butala:                   Yes, I would love for you to, and then I chose one of the answers [crosstalk 00:01:31] Jill DeWit:                            Okay. First of all, just so everybody knows and is clear, PATLive is a great solution and we really encourage people, especially in situations like this where you can't hire someone, maybe you don't have the budget to hire someone to answer your phone, or you are working a job. We have a great deal that we offer to our members, its 20% off. Which, by the way, I have to say, that's the most I could get out of them, is 20% of their normal rate. And so then what they told me was so cool, they said, "We'll give you 20% off if you want to keep 5, 10, 15%, give them whatever discount you want, you can do it." Jill DeWit:                            But you know what, we're the kind of people, this is how we roll. We give our people the full 20% off. I don't get anything from it. I want our people to be successful and it's a good deal. Steven Butala:                   Land Academy was put together by Jill and I to help people. Jill DeWit:                            Exactly. Steven Butala:                   To provide the data and the tools that we use to be successful buying and selling land. It's not a profit center for us, it never will be. The real benefit that we get out of it is providing these tools to you and educating you so you and I can go be business partners together long term and make tons and tons of money. Jill DeWit:                            Ding ding. Steven Butala:                   And so there's lots of people who have a different take on this out there, I'm noticing recently, that feel like they need to somehow participate in this from an education standpoint to their own benefit. And so it saddens Jill and I, quite honestly. Jill DeWit:                            It does. It's not the right reasons. Steven Butala:                   Yeah, we look at this like a .org and we always have. Jill DeWit:                            It was a .org at one time. That's true. Maybe we should go back to that, we still have it. Okay. So here's one of Nick's comments from one of our members...

What to Expect on Your First Mailer (LA 1049) Transcript: Steven Butala:                   Steven and Jill here. Jill DeWit:                            Hi! Steven Butala:                   Welcome to the Land Academy show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit:                            And I'm Jill DeWitt broadcasting from sunny Southern California. Steven Butala:                   Today, Jill and I talk about what to expect on your first mailer. And usually I come up with these topics by myself in a dark room somewhere and Jill just plops down and does it with me. But today, and actually this week on all five of these episodes, we've got our camera guy, Daniel filming a behind the scenes, you know, video/I don't know what it'll end up being. We never know when it's going to end up being. Jill DeWit:                            It'll be good. Steven Butala:                   So you should check it out. The episodes may make little bit more sense when you see the back, behind the scenes part of it. Before we get into the topic today, let's take a question posted by one of our members on the landinvestors.com online community. It's free. Jill DeWit:                            Sean asks, "My first mailer went out on July 15th and I have started receiving my first calls today. So 10 days later.". Steven Butala:                   Perfect. Jill DeWit:                            "I have a Vember number that I'm forwarding to PATLive. So all my calls get automatically recorded in Vember. Based in the seller responses so far, it's safe to say I didn't overprice." Good for him. [crosstalk 00:01:15] That means good response. "Oh, I didn't over price. Does that mean it's a lot of not happy people?" Steven Butala:                   Well this whole today's topic, well let's just say it. Today's topic is what to expect from your first mailer. This is kind of what triggered it all. So congratulations on getting your first mailer out. Jill DeWit:                            Exactly. Steven Butala:                   That's the hardest part. Jill DeWit:                            That's good. Steven Butala:                   Getting the first mailer in the mail and then beginning to deal with it and develop your business from there is what this is all about. Jill DeWit:                            And I think it's cool that he's recording all the calls so you can go back and listen to them later and get better with what he's doing over time. Maybe you get better at the questions that he's asking based on the seller responses. Steven Butala:                   Yeah. Jill DeWit:                            I think that's all. Or even just to laugh at later because I'm sure you have some good ones that are coming in. Steven Butala:                   Yeah. We do the same thing. We record everything. We use a system called ... What's it called? Jill DeWit:                            It's ... Well, streams and I can't think where it comes through, but Pentara. Steven Butala:                   Yeah. Okay. This is the meat of the show. So it's 19 ... No. For you, it's like 2008-ish. Jill DeWit:                            For me? Steven Butala:                   Yeah. So I'm going to ask you a question. Jill DeWit:                            Oh, okay. Steven Butala:                   It's 2008. the first mailer goes out that you and I have done together. Jill DeWit:                            Right. Steven Butala:                   And so what's going through your head? Jill DeWit:                            Bring it. I'm not scared at all. I'm like, "I want to see this in action." I was never afraid of it. I'm like, "Bring it. Make my phone ring" and I've always been like that. "Make my phone ring." Seriously because whatever it is, I'll do my best to turn it into something. That's always how it's been. And if ... And it's funny because I really do set out, make it my goal.

What to Expect on Your First Mailer (LA 1049) Transcript: Steven Butala:                   Steven and Jill here. Jill DeWit:                            Hi! Steven Butala:                   Welcome to the Land Academy show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit:                            And I'm Jill DeWitt broadcasting from sunny Southern California. Steven Butala:                   Today, Jill and I talk about what to expect on your first mailer. And usually I come up with these topics by myself in a dark room somewhere and Jill just plops down and does it with me. But today, and actually this week on all five of these episodes, we've got our camera guy, Daniel filming a behind the scenes, you know, video/I don't know what it'll end up being. We never know when it's going to end up being. Jill DeWit:                            It'll be good. Steven Butala:                   So you should check it out. The episodes may make little bit more sense when you see the back, behind the scenes part of it. Before we get into the topic today, let's take a question posted by one of our members on the landinvestors.com online community. It's free. Jill DeWit:                            Sean asks, "My first mailer went out on July 15th and I have started receiving my first calls today. So 10 days later.". Steven Butala:                   Perfect. Jill DeWit:                            "I have a Vember number that I'm forwarding to PATLive. So all my calls get automatically recorded in Vember. Based in the seller responses so far, it's safe to say I didn't overprice." Good for him. [crosstalk 00:01:15] That means good response. "Oh, I didn't over price. Does that mean it's a lot of not happy people?" Steven Butala:                   Well this whole today's topic, well let's just say it. Today's topic is what to expect from your first mailer. This is kind of what triggered it all. So congratulations on getting your first mailer out. Jill DeWit:                            Exactly. Steven Butala:                   That's the hardest part. Jill DeWit:                            That's good. Steven Butala:                   Getting the first mailer in the mail and then beginning to deal with it and develop your business from there is what this is all about. Jill DeWit:                            And I think it's cool that he's recording all the calls so you can go back and listen to them later and get better with what he's doing over time. Maybe you get better at the questions that he's asking based on the seller responses. Steven Butala:                   Yeah. Jill DeWit:                            I think that's all. Or even just to laugh at later because I'm sure you have some good ones that are coming in. Steven Butala:                   Yeah. We do the same thing. We record everything. We use a system called ... What's it called? Jill DeWit:                            It's ... Well, streams and I can't think where it comes through, but Pentara. Steven Butala:                   Yeah. Okay. This is the meat of the show. So it's 19 ... No. For you, it's like 2008-ish. Jill DeWit:                            For me? Steven Butala:                   Yeah. So I'm going to ask you a question. Jill DeWit:                            Oh, okay. Steven Butala:                   It's 2008. the first mailer goes out that you and I have done together. Jill DeWit:                            Right. Steven Butala:                   And so what's going through your head? Jill DeWit:                            Bring it. I'm not scared at all. I'm like, "I want to see this in action." I was never afraid of it. I'm like, "Bring it. Make my phone ring" and I've always been like that. "Make my phone ring." Seriously because whatever it is, I'll do my best to turn it into something. That's always how it's been. And if ... And it's funny because I really do set out, make it my goal.

Illinois Governor Pritzkner Property Tax Evasion Investigation (LA 983) Transcript: Steven Butala:                   Steve and Jill here. Jill DeWit:                            Happy Friday. Steven Butala:                   Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit:                            And Jill DeWit broadcasting from sunny Southern California. Steven Butala:                   Today, Jill and I talk about Illinois Governor Pritzker, property tax evasion investigation. Sounds boring, but I promise you it's not. Jill DeWit:                            This is a good one. Steven 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:                            Michael A. Hello. Michael asks, "Hello friends, for those of you who have subscribed to PATLive, how's it working out? Sure, PATLive can take messages, but are they really helping out? Are you simply calling back at the calls that PATLive takes? Is it really helpful? Every call is different and often there's amount of rapport building that's needed to convince the seller that you're not a scam or that your offers legit? Is PATLive able to do this for you? Please share your experiences. Thanks." Steven Butala:                   Jill's an expert at this, but I must say before she answers, I've never seen so many answers, membership answers. There's probably 35 answers of positive experiences from our users about PATLive. So, there's an underlying meaning here to this question. Jill's going to answer the actual question. Does PATLive work, yes or no? And I'm going to answer, what I think is the underlying meaning here. Jill DeWit:                            Okay, I love it. So here's the deal about... So PATLive, there are other different services out there, but we all, as a group, use PATLive and it's nice because they are a little bit real estate based. I think we have a group and they know us. Steven Butala:                   They understand our group. Jill DeWit:                            They do and they understand our calls and what we're doing. We've got some seasoned people now, so it works out great. But what's funny too is... What it is, is you send out mail, and the offers come back. You can pick up the phone yourself and weed through all the calls, either the good and the bad and the, "Hey, take me off your list calls." Or you can have someone like PATLive answer the phone, weed through those calls and then, just send you the responses. Which is a beautiful thing because it saves you so much time and energy. Jill DeWit:                            Maybe you have a day job. This covers that for you and then, all you get at the end of the day is a list of who you want to call back. You may have six no's, one person that was really unhappy and you can see that. Then, you have four people that said, "Love your offer. How fast can we close?" And those are the ones you call back. Jill DeWit:                            So it's really great and they'll take down some of the details too, which I appreciate. Because what you can do then is have a chance to look up the property and just look over some things and go, "All right, I remember what I offered. They liked it. There's the property." So when you call them back, you're ready to in that... Now you're only making that one phone call, you can efficiently, really close the deal on that call. Jill DeWit:                            You could have already looked it up and said, "Hi, I just want to make sure I'm talking to Mr. and Mrs. Smith? Yep. Well, I looked it over and you accepted my offer of $1,293? Yep. We love it. Can we do it on Tuesday like you said? Absolutely. Is this the right address for you [inaudible 00:03:11] notary? Yes it is." And you can see how that goes. You could really in one call, with this service,

Illinois Governor Pritzkner Property Tax Evasion Investigation (LA 983) Transcript: Steven Butala:                   Steve and Jill here. Jill DeWit:                            Happy Friday. Steven Butala:                   Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit:                            And Jill DeWit broadcasting from sunny Southern California. Steven Butala:                   Today, Jill and I talk about Illinois Governor Pritzker, property tax evasion investigation. Sounds boring, but I promise you it's not. Jill DeWit:                            This is a good one. Steven 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:                            Michael A. Hello. Michael asks, "Hello friends, for those of you who have subscribed to PATLive, how's it working out? Sure, PATLive can take messages, but are they really helping out? Are you simply calling back at the calls that PATLive takes? Is it really helpful? Every call is different and often there's amount of rapport building that's needed to convince the seller that you're not a scam or that your offers legit? Is PATLive able to do this for you? Please share your experiences. Thanks." Steven Butala:                   Jill's an expert at this, but I must say before she answers, I've never seen so many answers, membership answers. There's probably 35 answers of positive experiences from our users about PATLive. So, there's an underlying meaning here to this question. Jill's going to answer the actual question. Does PATLive work, yes or no? And I'm going to answer, what I think is the underlying meaning here. Jill DeWit:                            Okay, I love it. So here's the deal about... So PATLive, there are other different services out there, but we all, as a group, use PATLive and it's nice because they are a little bit real estate based. I think we have a group and they know us. Steven Butala:                   They understand our group. Jill DeWit:                            They do and they understand our calls and what we're doing. We've got some seasoned people now, so it works out great. But what's funny too is... What it is, is you send out mail, and the offers come back. You can pick up the phone yourself and weed through all the calls, either the good and the bad and the, "Hey, take me off your list calls." Or you can have someone like PATLive answer the phone, weed through those calls and then, just send you the responses. Which is a beautiful thing because it saves you so much time and energy. Jill DeWit:                            Maybe you have a day job. This covers that for you and then, all you get at the end of the day is a list of who you want to call back. You may have six no's, one person that was really unhappy and you can see that. Then, you have four people that said, "Love your offer. How fast can we close?" And those are the ones you call back. Jill DeWit:                            So it's really great and they'll take down some of the details too, which I appreciate. Because what you can do then is have a chance to look up the property and just look over some things and go, "All right, I remember what I offered. They liked it. There's the property." So when you call them back, you're ready to in that... Now you're only making that one phone call, you can efficiently, really close the deal on that call. Jill DeWit:                            You could have already looked it up and said, "Hi, I just want to make sure I'm talking to Mr. and Mrs. Smith? Yep. Well, I looked it over and you accepted my offer of $1,293? Yep. We love it. Can we do it on Tuesday like you said? Absolutely. Is this the right address for you [inaudible 00:03:11] notary? Yes it is." And you can see how that goes. You could really in one call, with this service,

In this Episode of the Discount Property investor Podcast, David talks with his buddy Sharad Mehta!   Sharad has lots of value to give in this episode about how he runs his business from another state all the way across the country.  He lives in California and he runs a business flipping houses out of North Indiana.   He shares TONS of valuable information about how he set up his team, why he chose to invest in real estate, and how his business works.   This episode was awesome and jammed pack with lots of nuggets on how Sharad has built a virtual team and is able to flip over 50 houses a year.   He also owns lots of rental properties as well as does some wholesaling from time to time.   Key Talking Points: Sharads team consist of 4 people + himself.  (5 people in total) VA Acquisitions Manager Office Manager Project Manager He also uses the answering service “Patlive” to help with ALL the inbound phone support. Sharad does a ton of direct mail and sends out his campaigns every 6 weeks or so.  His favourite lists to market to are High Equity homeowner that have owned their homes for at least 5 years. He also targets those who have an unknown last sale date as well as unknown equity. His business is set up to be Simple and it is impressive how simple he keeps it. The flow of leads goes as follows: All calls go to Patlive -> Then Virtual Assistant then takes all the Patlive data and uses it to clean the List AND the CRM -> Then Acquisition Manager Runs appts and does some follow up (however his AM does not spend to much time in the CRM) that is the VA’s Job ->  Then the VA or the AM does the follow up on those leads -> Then the Office manager coordinates the closings / Funding of the deal once the seller agree’s to sell to Sharad and his team -> Then the Project manager works with all the contractors to get the house rehabbed and flipped ->  Last but not least the Project Manager lists the property for 4.5% commission and keeps the 1.5% for themselves.  3% goes to the buyer’s agents Both the Acquisition manager and the Project manager are licensed and the AM gets 10% of the Net profits at the end.    

In this episode, Bill and Pete cover the different ways to get phone numbers for sellers to call. This includes overviews of things like PatLive and FreedomVoice.

Today on the Med Spa Growth and Profitability Podcast we’re joined by Jamie Lowary, the Channel Relations Manager at PATLive. Whether you own a small business or have multiple locations, customer service is something that can not be ignored. You have many options for how you handle customer service for your medical spa, you could hire a receptionist at your location or you could completely outsource your receptionist. I love what PATLive is doing to help businesses of all size provide around the clock customer service. They are a 24/7 answering service open 365 days a year. With PATLive you aren’t working with a big box call center, you’re working with 100% US based top notch agents dedicated to getting to know your business to ensure that none of your calls go to voicemail. If you are looking to up your customer service game and gain patient loyalty, outsourcing and using a service like PATlive for your medical spa may be what you need.

Discover the best tools and software to provide a great customer experience. Shep Hyken sits downwith Jackie Gonzalez, Vice President of Operations at PATLive to discuss the best tools and methods for a customer support organization. TOP TAKEAWAYS: • First, some background on PATLive. Some third-party support centers employ thousands of agents, many of whom are overseas. PATLive agents, however, are all located in Tallahassee, Florida. These agents are trained to be like employees of the companies they represent. They provide their clients’ customers with a personalized experience. • Before choosing a tool or software for a support service, an organization must evaluate it for functionality, cost, difficulty, security standards, and other objective factors. With how much tools have changed, however, there are more higher-level factors to consider, including a balance between a tool’s functionality and the message and brand of an organization. • Evaluating the internal tools in addition to the external tools is very important. If the internal tools being used are outdated or difficult to use, it creates a negative in-house operation and frustrates employees. These frustrations can, in turn, lead to a negative customer experience. • Gonzalez shared eight tools PATLive uses that have improved their support center operation: 1. KnowledgeOwl: a knowledge management tool that keeps internal information organized in one place 2. Articulate 360: lets trainers quickly create online courses that are used to train employees 3. Slack: allows for easy communication and collaboration between team members 4. Trello: a project management tool allowing team members to organize and prioritize information 5. LiveChat Inc.: a live chat software tool allowing agents to chat with customers 6. Formstack: allows anybody to create an online web form to collect information and convert into workflows 7. Sprout Social: a social media management tool 8. Tresta: a phone system that records calls for quality assurance purposes • Though tools are necessary for customer support, you cannot let tools get in the way of creating a good employee and customer experience. To engage another person on a personal level, the tool should just be in the background for additional support. Traditional customer service principles must be the priority. ABOUT: Jackie Gonzalez is the Vice President of Operations at PATLive, the number one rated answering service since 1990. PATLive has a team of live receptionists who ensure great customer service. Shep Hyken is a customer service and experience expert, New York Times bestselling author, award-winning keynote speaker, and your host of Amazing Business Radio. Learn more about your ad choices. Visit megaphone.fm/adchoices

Jackie Gonzalez is a leader for several different areas of PATLive, including their Customer Service department, Accounting Team, and Human Resources team. As a VP, Jackie is responsible for all of the traditional responsibilities of the position, including the oversight of all financials, legal considerations and personnel management. As a key member of the Executive Team, Jackie is also involved in the implementation of projects that involve all departments, whether it is a new product/feature roll out, new marketing campaign or a project designed to update or improve internal processes. Jackie puts out fires, but is prepared to build them when they're needed. What you will learn: Why Jackie went to law school after years of working in the field What Jackie learned from law school and why she went back to PATLive afterwards Learning to change paths when things aren't going your way and why that's okay Automating your call answering services with PATLive Why investors aren't spending their time wisely and how they can fix it The everyday tasks you should be delegating to someone else The services PATLive offers and how you can get a free 14-day trial Customizing the services PATLive offers to fit with your business Resources: SmartRealEstateCoachPodcast.com/PATLiveFreeTrial SmartRealEstateCoachPodcast.com/webinar SmartRealEstateCoachPodcast.com/termsbook SmartRealEstateCoachPodcast.com/ebook SmartRealEstateCoachPodcast.com/QLS

Since becoming CEO in 2014, Austin has transformed PATLive from a boutique answering service into the #1 virtual receptionist service in North America. With a background as a software engineer, Austin has brought a unique perspective to PATLive that pairs the power of people with the capabilities of cloud technologies, driving the company to unprecedented growth and a new breed of best in class services. Today, PATLive employs over 170 people and delivers live human services at scale with proprietary call scripting that rivals the traditional in-office receptionist at a fraction of the cost. Thanks to his tenacious focus on innovation and superior service, Austin has pushed the company his father started to new heights, enabling businesses across the country to wow their callers without ever answering their own phone. What you’ll learn about in this episode: Delegation and why it’s important to help your business thrive The backstory of how PATLive was founded Austin’s path to entering the family business What PATLive is and how the answering service works Features that make PATLive stand out from other answering services Why this answering service works for a variety of different companies The downfall of mega call centers and what PATLive does differently PATLive’s shared agent model which helps calls to be answered quickly and correctly Chief demands that clients expect their answering service company to be able to meet Templates and examples of scripts that top clients use An example of how PATLive can pay for itself even with one phone call Different ways clients can forward their phone numbers How you can try PATLive risk-free for 14 days Resources: REInvestorSummit.com/PATLive REInvestorSummit.com/Grow REInvestorSummit.com/noteservicing REInvestorSummit.com/101 REInvestorSummit.com/200

Irony Of Assessed Value (CFFL 526) Transcript: Jack Butala:                       Jack Butala with Jill Dewitt. Jill Dewitt:                           Hi. Jack Butala:                       Welcome to the show today. In this episode, Jill and I talk about the irony of assessed value. Before we get in to it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. Jill Dewitt:                           Okay. Luke asks, "I have used Google Voice for the last year and it's worked great, until they randomly shut down my account. I requested that they reactivate it, and they did it within about 24 hours, but I'm at the point where I can't be dealing with setbacks like that." I agree. Jack Butala:                       Yeah, good for you, Luke Harris. Jill Dewitt:                           "I'm using PATlive as well, but I need a service to text and make outbound calls with. What sponsors did you all use for your business?" Jack Butala:                       We use Jill Live, which we are still in a test phase with. Does it have a texting piece? I'm looking in to that, but we don't currently do that, and we, you know ... Jill Live is a fantastic product, it's just down the chain of products that we're releasing, so, I wish I could help more. Most people are using PATlive in our group, you know, because I talk to the sales rep there once in a while, and he tells me how many new people are signing up all the time, so ... I don't know if there's an all-in-one, CRM based ... I have a meeting about this actually today. CRM based sales scenario out there, but we're in the process of developing it, just like everything else. Jill Dewitt:                           I keep hoping we're gonna find, like, you know we have our VOIP service? I'm waiting for you, or somebody ... We're gonna trip on the VOIP/texting enabled, all within, like, Microsoft or something, and that's gonna be perfect. Jack Butala:                        I have a meeting this morning on that. Jill Dewitt:                           Okay. Jack Butala:                       And so I'm very aware of the demand, Luke. Jill Dewitt:                           This is a big deal. Jack Butala:                       And very aware of the technological challenge. We made the mistake, Jill and I ... Jill Dewitt:                           Hang in there. Jack Butala:                       We were releasing products too soon that don't work. Jill Dewitt:                           Yeah. Jack Butala:                       We never want to be in that situation again. Jill Dewitt:                           That was a long time ago. Jack Butala:                       Yeah, it was. Like we said in the last show, we want to make sure that ... So, obviously this is one of Luke Harris's bottlenecks right now. We're trying to, one by one, eliminate those. ParcelFact eliminated ... Jill Dewitt:                           Right. [crosstalk 00:02:14] That took precedent over answering the phones, and things like that. Jack Butala:                       If you haven't ... Jill Dewitt:                           And [inaudible 00:02:19] has taken precedent. Jack Butala:                      Yeah. If you haven't used ParcelFact, the free version, for a while, you should go check it out, because it solves due diligence entirely. Jill Dewitt:                           Right, and that's the point. We're focusing on products that ... There is no other solution, and let's get those tackled, because those are huge bottlenecks. But answering a phone, all right, we can figure it out. Are we spending more money sometimes? Yeah, okay, but at least we have some options. Jack Butala:                       You're right. ParcelFact was a solution that was not out there. Jill Dewitt:                           Right. We had to get to that first and offer it to owners right now.

Irony Of Assessed Value (CFFL 526) Transcript: Jack Butala:                       Jack Butala with Jill Dewitt. Jill Dewitt:                           Hi. Jack Butala:                       Welcome to the show today. In this episode, Jill and I talk about the irony of assessed value. Before we get in to it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. Jill Dewitt:                           Okay. Luke asks, "I have used Google Voice for the last year and it's worked great, until they randomly shut down my account. I requested that they reactivate it, and they did it within about 24 hours, but I'm at the point where I can't be dealing with setbacks like that." I agree. Jack Butala:                       Yeah, good for you, Luke Harris. Jill Dewitt:                           "I'm using PATlive as well, but I need a service to text and make outbound calls with. What sponsors did you all use for your business?" Jack Butala:                       We use Jill Live, which we are still in a test phase with. Does it have a texting piece? I'm looking in to that, but we don't currently do that, and we, you know ... Jill Live is a fantastic product, it's just down the chain of products that we're releasing, so, I wish I could help more. Most people are using PATlive in our group, you know, because I talk to the sales rep there once in a while, and he tells me how many new people are signing up all the time, so ... I don't know if there's an all-in-one, CRM based ... I have a meeting about this actually today. CRM based sales scenario out there, but we're in the process of developing it, just like everything else. Jill Dewitt:                           I keep hoping we're gonna find, like, you know we have our VOIP service? I'm waiting for you, or somebody ... We're gonna trip on the VOIP/texting enabled, all within, like, Microsoft or something, and that's gonna be perfect. Jack Butala:                        I have a meeting this morning on that. Jill Dewitt:                           Okay. Jack Butala:                       And so I'm very aware of the demand, Luke. Jill Dewitt:                           This is a big deal. Jack Butala:                       And very aware of the technological challenge. We made the mistake, Jill and I ... Jill Dewitt:                           Hang in there. Jack Butala:                       We were releasing products too soon that don't work. Jill Dewitt:                           Yeah. Jack Butala:                       We never want to be in that situation again. Jill Dewitt:                           That was a long time ago. Jack Butala:                       Yeah, it was. Like we said in the last show, we want to make sure that ... So, obviously this is one of Luke Harris's bottlenecks right now. We're trying to, one by one, eliminate those. ParcelFact eliminated ... Jill Dewitt:                           Right. [crosstalk 00:02:14] That took precedent over answering the phones, and things like that. Jack Butala:                       If you haven't ... Jill Dewitt:                           And [inaudible 00:02:19] has taken precedent. Jack Butala:                      Yeah. If you haven't used ParcelFact, the free version, for a while, you should go check it out, because it solves due diligence entirely. Jill Dewitt:                           Right, and that's the point. We're focusing on products that ... There is no other solution, and let's get those tackled, because those are huge bottlenecks. But answering a phone, all right, we can figure it out. Are we spending more money sometimes? Yeah, okay, but at least we have some options. Jack Butala:                       You're right. ParcelFact was a solution that was not out there. Jill Dewitt:                           Right. We had to get to that first and offer it to owners right now.