Land Academy Show

Jill Friday - Investing Like a Girl (LA 1727) Transcript: Steven Jack Butala: Steve 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 the Valley of this Sun. Steven Jack Butala: Today, Jill and I talk about, well, it's Jill Friday, and she's going to talk about investing like a girl. Jill K DeWit: You came up with this topic. Are you picking my brain here? You want to know what I've been reading and what I think about? Steven Jack Butala: There's a book on Jill's desk by Warren Buffett. Jill K DeWit: It's by a girl who works for Motley Crew or Motley Fool. Steven Jack Butala: Crew? Jill K DeWit: A brilliant woman who works for Motley Crew, I mean, Motley Fool. She wrote a book, and it's called Warren Buffett Invests Like a Girl and Why You Should Too. Steven Jack Butala: I see. Jill K DeWit: It's not written by Warren Buffett, sorry. Steven Jack Butala: Oh, me and the whole world think it's [crosstalk 00:00:46]. Jill K DeWit: Oh, you got all excited thinking Warren Buffett wrote a book. Steven Jack Butala: No. This is actually even better. I'd rather hear from advice ... I think that's great. 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. Steven Jack Butala: Back in the day, it was nearly impossible to find land without a mailing address like 123 Main Street. The reality is nearly all properties that have never been built on, which is what we buy and sell, don't have a post office address yet. They have an assessor's parcel number. Well, there is no database for that. Jill and I set out and now have 150 million up-to-date unit assessors parcel look-up database and spatial environment where you can look this up and find any property just in seconds. Like all these products, we've been using this for years. We just had never made it pretty enough to present to the public, but we have now. It's called neighborscoop.com. Go to neighborscoop.com for more information and check it all out. See if it's for you. Jill K DeWit: Dan wrote, "I just got an email from a mailer I sent a year ago, asked if I was still interested in buying. This was someone I had needed to reduce the original offer on, and they initially needed more. They had bought the 40 acres in 2007 for $50,000, and I had reduced my offer from 19,000 to 13,000 due to massive back taxes. They wanted to recoup more of their losses. Well, the property taxes for this year are about due and the assessed value took a hit from last year. So they are now ready to sell. Hooray. That would be the 12th great deal from a mailer of about 900 units." Wow. Steven Jack Butala: Geez, listen to that. Jill K DeWit: Holy moly. Steven Jack Butala: This guy's in Career Path too, in this Career Path. Jill K DeWit: Wow. This one is a base hit, base hit. I think it's more than that. Okay. All in for 19,000 and sell within a week comfortably for 30. I got it. I may push the price up a bit on this one. Steven Jack Butala: I would too. Jill K DeWit: It's not a huge profit percent-wise, but I've sold six exactly like it after buying five to $15,000 range and then selling between 25 and $29,000 range. It will be just so easy because I still have people lined up from missing out on the last couple that were a few parcels over. This is great. Steven Jack Butala: This is a direct result of Career Path. Jill K DeWit: That's so good. Steven Jack Butala: And I'm not selling anything. I'm just saying this is what we talk about in Career Path all the time. Jill K DeWit: And it's true. You can't really gauge these mailers sometimes, because you might not get calls for ... You get three now. You could buy a couple deals. And then a few months go by and you get another call and another letter. And more time goes by, another call, another letter.

Jack Thursday - Is it Okay to Bend Rules to Succeed (LA 1726) Transcript: Steven Jack Butala: Jack 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 the Valley of the Sun. Steven Jack Butala: Today's Jack Thursday. I'm going to talk about when it's okay to bend the rules to succeed. I have several examples professionally and socially. You're either going to love the show or hate it. Like all Land Academy episodes. Jill K DeWit: If you know me, I've never bend the rules. Steven Jack Butala: Jill's middle name. Jill K DeWit: I'm a rule follower. Steven Jack Butala: Jill's middle name is- Jill K DeWit: [inaudible 00:00:34]. Steven Jack Butala: There's several, I'll save it for the show. Before we get into it. Let's take a question posted by one of our members on the land investors 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: Dan wrote, "Does anyone have any banking relationships for a lender who would lend on a subdivide?" Steven Jack Butala: Dan, I'm going to answer your question, but think the bigger question is, does anybody have any banking relationships to help me succeed in the land business? And the answer is emphatically, no. And if they did, and they were in discord saying I'm an asset manager or a lender for a bank, we have tons of money to lend. I would kick them out of our group, you don't believe. I mean it, Jill thinks it's funny, but I'm not exaggerating. Jill K DeWit: All right, that's true. Steven Jack Butala: I don't believe philosophically this is me. And clearly maybe not Jill. I don't believe that all these sayings that we've all heard a million times, other people's money and use other people's money. Hahaha, I got somebody to give me money and there's people in our group that are like that. On the other end of that. There's people in every group that are like that. I don't think debt is okay. I just don't, debt. Jill K DeWit: Thank you. Steven Jack Butala: I don't think it's okay in your personal life to really, to any degree with very few exceptions. And one of them is a primary resident's first position mortgage when rates are really low and the market's doing what it's doing right now. I think that's probably okay. But tertiary debt, which is what I think you're talking about here is a bad idea. That's not to say, "Well great Jack, thanks a lot. So, but I don't have any money." That's okay. Jill K DeWit: Wait till you do. Steven Jack Butala: There's a massive difference between, no. There's a massive difference between debt and equity financing. I love equity financing, Jill and I provide equity financing all the time. "Oh Jack, it's so expensive. That's terrible." Yep, it is. Equity financing is way more expensive than debt financing. The consequences of defaulting on debt financing will destroy your life for 10 years. The consequences of defaulting on equity financing. When you have a partner with somebody like Jill and I, or many people that are in Land Academy, usually amount to one or two or three phone calls where the person that provided the equity financing. And we've done this many times. We say, "You know what? This deal didn't work out the way we thought." Jill K DeWit: We say, congratulations you're out of the deal. Steven Jack Butala: Yeah. Tell you what, why don't you throw us the figurative keys and we'll take it from here. And when we do sell it, because we lent you all the money to do it. When we sell it, you're not going to make anything. So I want you to put- Jill K DeWit: Not take it back. Steven Jack Butala: And I'll tell you what pal, why don't you send out another mailer and you're going to do great. And then it ends right there. Debt, if you want to spend some fun, if you want to blow a couple hours in your lif...

3 Circumstances That Tell Us it's Okay to Flip a House (LA 1725) Transcript: Steven Jack Butala: Steve and Jill here. Jill K DeWit: Hi. Steven Jack Butala: Welcome to the House Academy Show, entertaining real estate investment talk. I'm in Steven Jack Butala. Jill K DeWit: And I'm Jill DeWit, broadcasting from the Valley of the Sun. Steven Jack Butala: Today Jill and I talk about the three circumstances that tell us it's okay to flip a house. Jill K DeWit: There's probably 30, but we broke it down to three. Steven Jack Butala: What are you guys talking about? What are you talking about? Why are you talking about houses, Jack? I thought you buy and sell land. We don't advertise it, but Jill and I also have a company called House Academy. You can check it out on houseacademy.com. It's got regular members who buy and sell houses, usually alongside their land operation. Steven Jack Butala: And it's not something that we're really, really focused on right now. Actually that's the content of this episode, because there's a lot of competition. The market's super, super hot. And we would rather be over here, making tons of money buying and selling land right now. But that doesn't mean you can't do it, it's not profitable. Jill K DeWit: House's Academy is alive and well. We just had to check out the other day. Steven Jack Butala: Yeah, just saw that. Jill K DeWit: We saw people joining us. Steven Jack Butala: Right. Jill K DeWit: I don't want you to think that this is a bad thing that we're not invested in it, we're not doing it, because we are. Steven Jack Butala: Exactly. Jill K DeWit: And we're going to tell you, so for people who are thinking about House Academy and doing ... And we'll explain here in a few minutes who is a candidate for House Academy and why people come to us. Jill K DeWit: And then we'll talk about what we're doing now in this environment, because it was really important. And I want you guys to know that you are important to us and we are doing it with you, but we're being strategic. And that's what today's shows about. 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 last year a ton of land academy members came to Jill and I, needing extra help to get their blind offer campaigns into the mail and off the ground. Steven Jack Butala: I took a look at how we personally are sending out mail with our key employees, and ultimately made those exact same people available to Land Academy members to get the mail out. And we gave it a name, it's called Concierge Data. Steven Jack Butala: So it's a year later, and hundreds of our members are outsourcing their entire mail process with this product. Some of those members are people that have been doing mail themselves for years and they're tired of it. They're outsourcing it. And some of those members are brand new and are not fully ... It's stopping them from getting into the business. And they're in both cases and everything in between, using Concierge Data to get the mail out. Check us out at offers, the number two, owners.com and give them a call. Jill K DeWit: Aaron wrote, "Hi, I'm brand new to this course. I just bought it today. I was wondering, number one, should I set up an LLC in my home state? Number two, should I get an email forwarding service, slash virtual business address? Number three, should I get a local number or an 800 type number?" Well, good news is, that thing you just got today, watch it. Steven Jack Butala: What's that? Jill K DeWit: Because it's in there. Steven Jack Butala: What's that thing that he got today? Jill K DeWit: He just said, "I just joined Land Academy. I just got the education today." I'm like, "Congratulations. Watch it." Because all three questions are answered. They're in there. Steven Jack Butala: Yes, Jill's exactly right. Jill K DeWit: No, it's really good, I'm trying to say.

Josiah Ronco Land Academy Member Interview (LA 1724) If you enjoyed the podcast, please review it in Apple Podcasts . Reviews are incredibly important for rankings on Apple Podcasts. My staff and I read each and every one. If you have any questions or comments, please feel free to email me directly at [email protected]. The BuWit Family of Companies include: https://BuWit.com https://offers2owners.com https://landinvestors.com https://landacademy.com https://landpin.com https://parcelfact.com https://countywise.com https://deedperfect.com https://ownersdata.com https://houseacademy.com I would like to think it’s entertaining and informative and in the end profitable. And finally, don’t forget to subscribe to the show on Apple Podcasts.

How to Split Land Parcels Toward Huge Financial Success (LA 1723) Transcript: Steven Jack Butala: Steve and Jill here. 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, Jill and I talk about how to split land parcels toward huge financial success. Jill K DeWit: This sounds like a lot at first. Steven Jack Butala: It is a lot. Jill K DeWit: I know. Steven Jack Butala: I like to divide the whole land business and the education process into high school and college. And so splitting property is your last year of a master's degree and your first year of a PhD. Jill K DeWit: Okay, that's kind of funny. And a lot of people come to us with an associate's degree or they're wrapping up their associate's, or they're thinking about their associate's and they're like, "I want to do this." Hold on everybody. Steven Jack Butala: I'm glad you bring that up because, and I'll tell you why they do that. Because for the same reason I originally said, "This is what I'm going to do, split property." It's that whole bottle case theory. You buy a case of beer for 12 bucks or $24. There's 24 bottles in there, and you sell it for $3 each. It's not hard to do the math that you can make $50. Jill K DeWit: Exactly. Steven Jack Butala: $50 net on a case of beer. So it's the same thing with land. You buy 40 acres for $10,000. You split it all up into one acre parcels. This is all theory. And now you've got 40 properties you can sell for $5,000 each. That's the intrigue. Jill K DeWit: I understand. Steven Jack Butala: Show me where to start, Jack. That's what they're saying. 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 did you know that Jill and I personally instruct a handful of new and existing land academy members in a live class called Career Path? We do this every quarter. If you're buying, selling land and you think it's your career, or you think you want it to be, give us a call. Jill K DeWit: I would like to add, we are open right now and enrolling for session number four, and it starts April 23rd. We are doing it now on Saturdays. I'm so excited. Go to landacademy.com/careerpath and you'll find all the details there. Steven Jack Butala: This is not a commercial in any stretch. But I will tell you, one person a day is signing up for this. I expect that, what do we have? Typically 20 people. Jill K DeWit: I'm making it a commercial because it's good. Why do you always say that? Steven Jack Butala: I hate commercials. Jill K DeWit: I know. Steven Jack Butala: I hate selling and all that stuff. That's not what this is. Jill K DeWit: Okay. Steven Jack Butala: We're here to instruct everyone how to buy and sell land. Jill K DeWit: Yes, but we need to inform you. Steven Jack Butala: To a huge amount of success, so. Jill K DeWit: There you go. All right, Greg wrote, "I was wondering for those of you that send out neighbor letters first, how much time do you usually wait after sending the letters to list with a broker if you think you're not getting any interest from the neighbors? Jill K DeWit: I'm getting ready to close, and I guess I should get a drone video first. Send neighbor letters, post on Facebook, et cetera. And then the last step would be to list with the broker if none of that seems to get much interest. Or maybe I have it all wrong. Jill K DeWit: Also, when you do commit to list with a broker, you owe them commission no matter where the lead comes from. Right?" Okay. So first things first, I'm just jumping in here. Steven Jack Butala: I'll comment at the end if it's necessary because I know where you're going to go with this. Jill K DeWit: I love where you're going with this. A lot of properties are fit into this model. And I love the neighbor letter, get the drones, get the pictures,

Jack Thursday - Deadlines Deliverables and Communication (LA 1721) Transcript: Steven Jack Butala: Jack 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 the valley of the sun. Steven Jack Butala: Today is Jack Thursday, and I'm going to talk about deadlines, deliverables, and communication. Yes, there is a possibility that Jill's going to be bored out of her skull. Jill K DeWit: Because I've already had this team meeting. I've had to sit in it several times. I have it down. Steven Jack Butala: All kidding aside, I just developed this thing recently, because we were having trouble getting stuff done in the education companies, like we call it around the office. Not so much the land companies, we've got that licked. Mostly because the people who have been working in the land companies under Jill's direction, they just understand each other really well. But, our education companies are getting bigger and we're hiring more staff and we needed a better way. And we built this deadlines, deliverables and communication thing after Jill's model. She didn't have a cute little label for it, and maybe I don't either. I don't know. But we built it off of what she's been doing with her land transaction coordinators and people that work there and it's working great. Jill K DeWit: Thank you. I appreciate the compliment. Steven Jack Butala: The goal is to never talk to your employees and never have them talk to you. And that's what this accomplishes. Jill K DeWit: That's the whole point here. That's what he paid attention to. Like, wait a minute. I'm like, "No, Jan, I go weeks. We don't, I feel bad, we don't talk." We have to like every two weeks we kind of sit down like, "How are you? Check in. You got 10 minutes?" "Sure." And we catch up real quick, but all of our communication is all online and we don't miss anything. Steven Jack Butala: Yeah. Jill K DeWit: Thank you. Steven Jack Butala: Before we get into it, let's take a question posted by one of our land... Our members on the landinvestors.com online community is free. And don't for forget to subscribe on the Land Academy YouTube channel and comment on the shows you like. Jill K DeWit: Chuck wrote, "Does anyone have a LinkedIn profile in which they have info about their land investing company and their current job on it? I love to see how much you lay out. I don't know much about designing it." Jill K DeWit: I do. Steven Jack Butala: I do too. Everyone does. I think LinkedIn, is it LinkedIn? Yeah. LinkedIn is a great place to put, just to lay it all out. Everything. Yep. I graduated from college or I didn't graduate from college. This is a formal education I have. I'm still in college. Doesn't matter. This is the 21st Century now. Nobody cares about that stuff really anymore. Unless you're, you know,... Jill K DeWit: A doctor, attorney maybe... Steven Jack Butala: A doctor, a lawyer, and you're going to work for a high price firm and that whole old school kind of concept. That's all kind of gone. I say, just throw it all out there. Say, you know, "I live with my two dogs and my favorite person on a boat and wherever..." It just makes you that much more interesting. "Yeah. I've got this job over here. Sometimes I moonlight over here and I buy and sell land with Land Academy." Jill K DeWit: Perfect. Steven Jack Butala: I think I, you get my instant respect if you just, if you got a lot of stuff going on, Jill K DeWit: I agree. Steven Jack Butala: Today's Jack Thursday. I'm going to talk about deadlines, deliverables, and communication. This is why you're listening, or maybe not. Jill has a system set up and she's going to explain it to us in great detail in a second here, because I modeled my education company system after her land system. It took her two years to do it,

Recovering HGTV House Flippers Make Great Land Academy Land Flippers (LA 1720) Transcript: Steven Jack Butala: Jack and Jill here. Jill K DeWit: Hi. Steven Jack Butala: Welcome to The House Academy Show. It must be Wednesday, entertaining real estate 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, Jill and I talk about recovering HGTV House Flippers and how they make great Land Academy, land flippers. Jill K DeWit: I love this. You know what's funny, I was watching HGTV last night, as a matter of fact. You know what? Steven Jack Butala: Does it get better or worse, that channel? Jill K DeWit: It's great. Because you know what? It is so fun, it's so entertaining, and I'm not doing it. And it was funny because we were talking about one the other day too. Like, "That doesn't even sound real." I'm like, "You know I question it." I'm sure some of it's- Steven Jack Butala: No. Jill K DeWit: ... probably not exactly- Steven Jack Butala: None of it's real. Jill K DeWit: ... accurate or real, but again, it is entertaining. Steven Jack Butala: Somebody told me in there, when we lived in Los Angeles, somebody from Hollywood said, "You know, reality TV is a style. It doesn't mean it's real." Jill K DeWit: That's true. Steven Jack Butala: [inaudible 00:01:00]. Jill K DeWit: That's actually really funny. Steven Jack Butala: The sit the way that some people film westerns, some people film reality TV. Jill K DeWit: Does the name start with a B? Steven Jack Butala: I don't remember who said that. Jill K DeWit: Okay. Steven Jack Butala: I will say this that, the numbers that they flash on the screen about, "Oh, we bought this house, especially in Indiana, we bought this house for $5,000. The city was going to tear it down and we scraped it and put a new house up for $38,000." How is that possible? There's no stretch of, there's no way those numbers can be right. You can't put a new mobile home on a piece of property, I know this from recent experience, for less than 150,000 bucks. So, how you build a new house for 30,000 is just a crack up. Jill K DeWit: Exactly. 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. I've got to tell you, last year a ton of Land Academy members came to Jill and I needing extra help getting their blind offer campaigns in the mail. So, I took a look at how we personally send out mail with our key employees and ultimately, made the same people available to Land Academy members to get their mail out. We call it concierge data. It's the exact same service I use with the same people that I've trained over the years to do our mailers. Jill K DeWit: Our staff. Steven Jack Butala: Our staff. A year later, hundreds of our members now are outsourcing their entire mail process with this product. Check out offers2owners.com and take a look at concierge data. See if it's for you. Jill K DeWit: Erin wrote... Okay, I'm still running my red, yellow ring tests. I found out what appears to be some promising zip codes and decided to look at 12 months of past data. They look great in the last month but not so great for several months last year. See example. I saw that, what was there a minute ago. So, how much weight do you give to historical performance versus the last month or two? Steven Jack Butala: This is brilliant. A brilliant question. Do you look at just very recent data or the last two or three months? Or do you take a look at it a year back. Because this is kind of the experience that you're having here, Erin, has flipped from my experience. Usually the most recent months, at least where we're sending mail, are the best. They have the lowest days on market, the highest number of properties sold, and the lowest number of properties that are for sale. And all the ratios that were the red, green,

Why Sending Blind Land Offers within a Price Range Backfires (LA 1719) Transcript: Steven Jack Butala: Jack 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 Dewitt, broadcasting from the Valley of the Sun. Steven Jack Butala: Today, Jill and I talk about why sending blind land offers within a price range, backfires. Jill K DeWit: I have a lot to say about this. Steven Jack Butala: Jill said earlier, or yesterday I should say, that we own a ton of real estate all over the country at any given time, and she's never received... Jill K DeWit: Not one of these. Steven Jack Butala: Never received a range offer. What I mean by this is instead of sending an offer for, this is what we teach in Land Academy and very successfully implement, Jill and I together and have for decades. Is, "Hey, we want a buy your property that's located in this area, that we know you own for $16,832.28." We don't send an offer range like, "Well, we think your property's worth between $14,000 and $22,000 and call us back and we'll talk about it together." Jill K DeWit: Right. 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. Did you know that we have a full blown operational commercial printing company called offer2owners.com? Jill and I set this company up several years ago, specifically, to mail out our blind offer campaigns and then we've ultimately started sharing it with our Land Academy members and some non-members only a couple years ago. Last month, I just checked, we mailed out about 700,000 offers that month on our member's behalf. Give us a call or go to offers2owners.com and see if it's real. Jill K DeWit: Cool. Jill K DeWit: I am waiting for it to scroll up. Okay. Erin wrote, "Until recently, I have mostly avoided no access situations and used the title company to confirm access when it is questionable. Interestingly, I had one deal where one title company wouldn't ensure access, but the other one in town would. I guess the first title company just had a claim or two for a similar situation." Kind of funny. So one of our moderators, I already have one of their answers. So I'm going to answer this. I'll read this before we answer. So Kevin, one of our moderators wrote, "I have had a title company insurer with no access, but they had a disclaimer that said they would not govern any issues resulting from not having access. Also, I'm closing on a few right now that have a legal easement, but no rotor path. I purchased these and had a surveyor go out and mark the easement so that my buyers can clearly see that they do have a legal easement. Jill K DeWit: I avoid those with no access and even avoid deals or accesses through the neighboring parcel on a friendly verbal arrangement, since it's that part is not usually transferable. So now I sell all parcels with agents and then I need to have at least legal access for them to be able to show it by law." So he is taking it to a step further. Oh, one more thing. This is really lengthy. "I purchased a property from a guy who buys tax liens. Somehow he gets the deed. This property had no access, so he's sued for access. Cost him some money, it took about a year. Then I came long and made a good offer. I sent my surveyor out there to locate and mark the new easement through the neighbor property. That neighbor did not answer any attempt to contact during the suit or the easement." Steven Jack Butala: Sure. Jill K DeWit: "The suit for the easement, they may be uncooperative. So I work with an agent in the area who knows the neighbor and he went out there am fair warning that the surveyor will be working on the property next week." That was very nice. "I would not have done this deal without the connection with the agent to help with the neighbor.

Three Mandatory Tasks to Complete Every Day in Your Land Life (LA 1718) Transcript: Steven Jack Butala: Steven 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 Jill and I talk about three mandatory tasks to complete every day in your land life. I think they're going to be kind of surprised about some of this stuff. Jill K DeWit: All right. I'm excited. I know you put this together and you have some thoughts on this. I'm just going to let you run with it. 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 did you know that Jill and I personally instruct a handful of new and existing Land Academy members in a live class called Career Path? If buying and selling land is your career, or you want it to be your career, this may be for you. Check us out on the internet at LandAcademy.com and give us a call. Jill K DeWit: I would also like to add a little follow-up announcement that we are doing a live all about Career Path tomorrow because we have some great changes that we're making to it. This is actually session number four that is starting in April. So, tomorrow's the big announcement. Check out YouTube or Facebook live under the Land Academy pages at four o'clock Pacific time, eight o'clock Eastern time. So, that's Tuesday, March 15th, four o'clock Pacific time, 8:00 PM Eastern time. Go to Land Academy on YouTube or Facebook and you could see us live and ask us all kinds of questions about Career Path. And we're going to fill you in with some exciting new things that we're doing this time. Thank you. And back to the show. Okay. So, Casey wrote "$16.53 cents net profit. Be careful of HOA properties, as mentioned a lot." Aw, yeah. Steven Jack Butala: I have to tell you this. So, Casey's been with us for a while and I don't like all this rah-rah peaches and cream. So, Casey has a little story here about a property where he basically broke even and I think the world needs to hear it. Jill K DeWit: Yep. So, here's the story. "I bought this lot a year ago, assuming values were around $3,000, as was all the information that I could find. That included MLS access, which I have. After buying for $750, which I bought a second lot for $100 in the same HOA and sold a few weeks as the price was too good to pass up, I learned that the HOA had a board of property for sale at $1,500 or less. Thankfully, I was able to find a buyer this weekend who loved it. After all the fees I made a whopping $16.53 cents. I'm happy this one was a net positive and no matter how small, it's off my plate, but the point is watch out for those HOA properties." Jill K DeWit: That's one of the reasons why we kind of like... Unfortunately, initially I have a negative feeling about HOA stuff because of this and it may not be that bad. Some of the HOA rules are not that bad. Maybe just some nice, common sense, like let's not trash the place up, and I don't disagree with that. But some have really hefty transfer fees every single time and the way we do it, we buy the property, we own it, and then we try and sell it. So, I'm paying those transfer fees twice and they can be a couple thousand dollars each time. I've been hit with that. So, you got to really budget for it. Steven Jack Butala: Yeah. This is still the land of the free and the home of the brave and HOAs kind of throw a wrench in all that with their fees and their rules and all of that. So, we're rural vacant land people. It just goes against what land represents. Jill K DeWit: It kind of does. Isn't that funny? I know. Exactly. Steven Jack Butala: That cowboy type freedom. Jill K DeWit: Do you think Yellowstone has an HOA? Could you imagine? I'm sorry. I'm sorry. That back 40 over there,

Inconsistency in Sending Mailers Equals Inconsistent Income (LA 1717) RERUN Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Hello. 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 how inconsistency in sending mailers equals inconsistent income. Jill DeWit: That's a mouthful. Steven Butala: Seems simple. Jill DeWit: Say that three times fast. Steven Butala: It seems simple. I can easily do it and bore the heck out of everyone. It seems like a simple concept- Jill DeWit: Saying it three times fast? Steven Butala: Yeah. It's a very, very simple concept, but it's hard. It's harder to do, we're finding from our members and even with us, once in a while, in our land buying and selling effort, harder to do than it seems. You know why? Because you run into issues. Jill DeWit: I don't think it's hard, I think it's discipline. Steven Butala: Yeah. Jill DeWit: That's really all it is and this- Steven Butala: You know what? That's exactly right. Discipline's hard. Jill DeWit: Oh, well, that's true. Steven Butala: Well said. [crosstalk 00:00:55] Jill DeWit: Who was the last person you disciplined? And please don't say me. Steven Butala: Geez. Jill DeWit: Give me your last discipline moment. Steven Butala: You know what? I hate the concept of discipline. I always have. Jill DeWit: I suck at it. Steven Butala: It's the thing about being a parent that I just... I never have gotten my head around it and never will. Jill DeWit: I know. Someone said that once a long time ago and I believe it to be true, the hardest thing about parenting is parenting. I would have easily been one of those parents that just went to bed at whatever time I was tired and let the kids just figure it out. Like, I'll fall asleep when they're tired. No, we got to do bedtime, we got to get them... That's a lot of work. That's not what this show is about, but anyway. Steven Butala: It's a lot of stuff. Jill DeWit: It kind of ties in to- Steven Butala: It totally ties in. Jill DeWit: ...to this too. And I know we'll talk more about it. Steven Butala: We just recorded a show, actually, with a couple of guys, and it aired yesterday, or I guess, by the time this series, last week. And we really ended up talking about this topic. The stuff that it takes to do well, anything in life, is all the same. It's discipline, and a schedule, and staying on a schedule. Steven Butala: We used to say stay motivated a lot. I don't think that comes up that much any longer, because I think being motivated at this is pretty easy. I just think it's sticking to a schedule. It's all some version of that. Jill DeWit: I hear you. Steven Butala: Why don't you stick to a schedule? Because stuff goes on. Jill DeWit: That's true. I hear you. 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: Skylar wrote, "Hi Jack and Jill. I found out about your live event the day before and I could not attend." You must have saw my note here, too. "I've been, however, listening to your podcast every single day. Please, would you consider this live event again? I'm a beginner, by the way, and I would really like to do what Jack says in the podcast." And then this member is just killing it. That was your note? Steven Butala: This member is just killing it? No, they wrote that about themselves. Jill DeWit: Oh, that's funny. Well, I wrote... It's funny you say this, I'm getting out my calendar right now so I can look it up. So I responded to the person and said, "Yes, because here's the whole deal, it's all about our live event." And it's cool to get together- Steven Butala: The reason I included this question is- Jill DeWit: Yeah, tell me. Steven Butala: ...

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.

Learn More About House Academy Here Interview with Land Academy Member Tiffany Carter (LA 1715) RERUN Transcript: If you enjoyed the podcast, please review it in Apple Podcasts . Reviews are incredibly important for rankings on Apple Podcasts. My staff and I read each and every one. If you have any questions or comments, please feel free to email me directly at [email protected]. The BuWit Family of Companies include: https://BuWit.com https://offers2owners.com https://landinvestors.com https://landacademy.com https://landpin.com https://parcelfact.com https://countywise.com https://deedperfect.com https://ownersdata.com https://houseacademy.com I would like to think it’s entertaining and informative and in the end profitable. And finally, don’t forget to subscribe to the show on Apple Podcasts.

Pushing Past What's Holding You Back (LA 1714) Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Hello. 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 pushing past what's holding you back. This is a direct result of a conversation that Jill had with her... Well, you described where you got this topic [crosstalk 00:00:24]. Jill DeWit: It's the Land Academy ladies group. This is actually an upcoming topic that we're going to talk about. I think it's next week in our meeting. So, what it is, is if you don't know, I'll tell you. You can get in on this. For all the women, whether you're the primary person in your company or your secondary in your company, it's you and your husband or you and your brother or you and your sister, or you and your friend, whatever it is, it's for the women of Land Academy, we call Land Academy ladies. We have a weekly, closed zoom call where we get together. Guys are not allowed, sorry. And we talk about things that are unique to us. And this was one of the things that we talked about this week, and we're going to cover more in depth next week. Steven Butala: Awesome. How did it go? It was the first time, right? Jill DeWit: Oh my gosh, it was awesome. So much fun. And we had people there from Sydney, Australia. We had Hawaii, we had all over the U.S., you name it. And it was just a really... And we had all different backgrounds and all different ages and some with little kids and some way retired, almost. And this is just another thing they're doing. It was great. Steven Butala: That's great. Jill DeWit: Yeah. Steven Butala: It's always coming up with something new Jill. Jill DeWit: Mm-hmm (affirmative). It was really fun. Jill DeWit: I was inspired. Steven Butala: Awesome. Jill DeWit: What's so funny... That's the whole thing. I kind of... This came about because people were asking about it and I wanted to do it. And then I walked away with like, wow, I can't wait to do that again. I'm inspired. And I had an aha moment. It was awesome. Steven Butala: Good. Before we get into it today, let's take a question posted by one of our members on the landinvestors.com online community. It's free. I'm going to read the question today. We're going to answer the questions as we go, because this is a very, very, very positive, very good, realistic experience, I think, for what happens, even now with us today, when we buy land. Steven Butala: Thomas asks, "I would like to know some strategies that others are using. I sent my second mailer in October. A couple of weeks, went by with no responses, so I sent another one out in November to a different county in the same state, when my lack of patience bit me." Steven Butala: Every single time this happens to us. Jill DeWit: It does. Even to us. Steven Butala: "I began getting several calls and sign agreements for my second mailer. I have one purchase in title right now, and another behind that one and possibly a third. I have had a massive response on my third mailer, where I can't even keep up with the calls, emails, and sign agreements. Many I pass over because of the lack of the five A's." Jill DeWit: Yay. Steven Butala: "I have several deals lined up with my third mailer. Many sellers are in no rush, but I don't want to put them off. I can't handle the volume. What are some of you doing to delay purchases without seeming like a 'novice'", in quotes, "which I am." Jill DeWit: I think this is so great. Well, first, I want to say, thank you, Thomas, for picking up on the five A's or used to be four, and now there's five, because I added, alive, because that often comes up. Steven Butala: We should say what the five A's are. Jill DeWit: Okay. They are access, attributes, acreage, affordability, and alive. So,

Send More Mail with Land Academy Members Tom Debicki and Patrycja Zak (LA 1713) RERUN If you enjoyed the podcast, please review it in Apple Podcasts . Reviews are incredibly important for rankings on Apple Podcasts. My staff and I read each and every one. If you have any questions or comments, please feel free to email me directly at [email protected]. The BuWit Family of Companies include: https://BuWit.com https://offers2owners.com https://landinvestors.com https://landacademy.com https://landpin.com https://parcelfact.com https://countywise.com https://deedperfect.com https://ownersdata.com https://houseacademy.com I would like to think it’s entertaining and informative and in the end profitable. And finally, don’t forget to subscribe to the show on Apple Podcasts.

Jill Friday - Female Land Investors Unite (LA 1712) Transcript: Steven Jack Butala: Steve and Jill here. Jill K DeWit: Happy Friday. Steven Jack Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Stephen Jack Butala... Jill K DeWit: ... and I'm Jill DeWit, broadcasting from the Valley of the Sun. Steven Jack Butala: Today, jill and I talk... It's Jill Friday, and she's going to talk about female land investors unite. Jill K DeWit: Yeah. That should be a patch. We need to make that a thing. 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. Comment on the shows you like. Jill K DeWit: Okay. Someone wrote... I know it's not this name because I keep seeing the same name repeated. Steven Jack Butala: It is. There's multiple. Jill K DeWit: The one before was of Luke, but yeah. Okay. Maybe this is Erin. If it's not Erin, I apologize. You know who you are. On mailer... Steven Jack Butala: Are you questioning my podcast production value? Jill K DeWit: Nope. Nope. Nope. Not today. Thanks for asking. That was good, though. "On mailer yield, my mind asked the same analytical guide question. I've been doing one deal per a thousand letters. Target, 10 to $30,000 in profit lately, in an area I know really well. And I've been getting really, really fine-grain on the pricing." Good job. Steven Jack Butala: And it works. Jill K DeWit: "I've logged a 5,000 unit mailer at a new area and ended up with no deals, although I bet there was one in there with the right phone work. And just another variation, I lobbed 1.3 thousand unit mailer with really low pricing and did one nice deal." It depends. If you think you sent out a bunch of mail, you will both make some money and collect data to answer your own question. Steven Jack Butala: I put this question in here because this is Land Academy. What this person is describing is the same experience that Jill and I got on our last mailer, and it's the same experience I've gotten for 25 years. Sometimes, you hit it, and sometimes... We've honestly never been skunked, but largely because Jill, on her end, can... She and her team do things on her end that creates transactions for us out of mail that maybe I sent out that might be substandard, but it's never perfect. You can do this for 30 years. It's not going to be perfect, but it's very, very profitable, and very predictable. Jill K DeWit: Yeah. Steven Jack Butala: Today's Jill Friday. Female land investors unite. This is the meat of the show. Jill K DeWit: I was thinking about this when we were sitting down picking topics this week, and I love how many women I am seeing pop up in Land Academy. I see when there's a checkout and there's a woman's name. I see them in career path. In every session of career path, we have had a healthy, healthy showing of solo and partnered female investors, and it's great. I love it. I am so excited, and I wanted to just talk about it and let you... Every time you take a breath, I'm like, "He's holding back on something." Nope. Okay. I wanted to talk about it for a few minutes and just let you know that, if you weren't sure, you can do this, and I'm going to tell you some of the reasons why. I know that we can definitely... There's things we do better. Jill K DeWit: Sorry, but I got to say it. There's things that we do better. For example, who do you want to talk on the phone with when the mail comes out? Do you want Jack to the phone, or do you want me to answer the phone? It's just as simple as that. I'm totally serious. And, even if Jack put on as nicest... We talked about the happiest and the friendliest states. If Jack put on his, "I'm living in Utah," hat, so, "I'm the friend, I'm happy, and I'm going to talk like I'm from Tennessee or Minnesota, and so I'm the friendliest state,

Jack Thursday - Numbers (LA 1711) 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 the valley of the sun. Steven Jack Butala: Today's Jack Thursday. And this episode is called numbers. And I'm going to surprise, surprise, share my thoughts on why everything starts and ends with the numbers in business. Jill K DeWit: I understand. Hey, before we do that, can we do our fun thing? Steven Jack Butala: Sure. Jill K DeWit: Okay. So we mentioned yesterday, we were talking about from the question that [crosstalk 00:00:36]. Steven Jack Butala: We're the nicest people in the country. Jill K DeWit: Aaron wrote, hold, please. Yeah, Aaron wrote, and we launched into this question about like it was picking an address and picking area code for you to have as your home base for your mailer in your company. So we're thinking one of my ideas was what if you just researched and picked where the nicest people are in the country, and you use that as your place to have your phone number and everything tied to because everybody knows that you're so nice. What's funny is I guess two of the top three, I'm pretty proud of myself. So do you want to share? Steven Jack Butala: Yeah, you did. Well, this comes from a survey. This is 2022, where big seven travel. We have no affiliation in any way, asked 1.5 million of their social media followers to vote by state where the friendliest, nicest people are. And the results are. Jill K DeWit: Let's do the top three. Number one, this one, I didn't guess. Minnesota. That's number one. I love it. Steven Jack Butala: I can tell you with personal experience. There are a lot of people from Minnesota that are snowbirds here in Phoenix right now. Jill K DeWit: Yeah. Steven Jack Butala: They are the nicest people. Jill K DeWit: Yeah. Number two and number three, I guessed, I got Tennessee, and I was thinking there's probably someone we don't even hear about like South Carolina by golly; they're number three. Here's what's funnier. Steven Jack Butala: Keep going down the list. Jill K DeWit: Do you know what the meanest are? Oh, you want to keep going? Steven Jack Butala: Oh, there's meanest. Jill K DeWit: Oh, I wrote, oh wait. I've worked ahead on my project. Steven Jack Butala: I'm going to reel down the list. Jill K DeWit: Can you do the nicest? And then I'm going to add mine. Steven Jack Butala: Number four is Texas, number five, Wyoming. Number six, Indiana, a little bit of surprise there. Number seven, Colorado, no surprise. Number eight, Kansas. Number nine, Oklahoma, no surprises here at all. Number 10 Hawaii, which was very surprising. Jill K DeWit: Now let me add my research because this is funnier. This is what it said are the meanest people in the country? Number one is; New Mexico. Steven Jack Butala: What? Really? Jill K DeWit: I know. Steven Jack Butala: That's strange. Jill K DeWit: I know. And number two is; Arkansas. Okay. Then wait. Steven Jack Butala: That's not right. Jill K DeWit: That's what this says. I'm not kidding. And it said even like New Mexico, even though they may have friendly names of their towns are not that nice. And then this is even better. I wrote down the happiest and the unhappiest. This is a different study. They used 31 metrics. It was like a medical group, like a hospital that did this one on the happiest and the unhappiest. And they used 31 metrics, including unemployment and suicide rates. Not kidding. Steven Jack Butala: Jeez. Jill K DeWit: I know it's kind of scary. So the happiest state in the country is, do you know? Steven Jack Butala: I have cheated. I looked at it, so I do know. Jill K DeWit: Okay, Utah. Steven Jack Butala: Yeah. I'm surprised that Utah didn't come up on this list. Jill K DeWit: I know. Steven Jack Butala: Of the friendliest.

Learn More About House Academy Here Extraordinary Deal Funding Volume (LA 1710) Transcript: Steven Jack Butala:Steve and Jill here. Jill K DeWit:Hi. Steven Jack Butala:Welcome to The House Academy Show, entertaining real estate 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, Jill and I talk about the extraordinary deal funding volume we're experiencing. Jill K DeWit:It's so good. Steven Jack Butala:I, for years and years said, "We've created Land Academy and House Academy to create business partners for ourselves." Well, it's happening. Jill K DeWit:Well, you know what's so funny? We didn't plan for everybody... The way it worked and doing deals together and having more money and helping people with our money was, we thought about, but the fact that other people are helping other people with their own money, I never thought about. Steven Jack Butala:This is one big legal syndication that we have going on here. I've never said a sentence like this in my life and never thought it was possible. Jill and I could get anything funded, any deal of any size. If we believed in the real estate deal and sent out mega crazy mailers, which we're doing this year, and we will run out of money at some point that we've allocated to buy land, we'll very easily get funding on the rest. And that goes for you too. Steven Jack Butala:As a Land Academy member, you have access to tens of millions of dollars or more if the deal's good. I'm really proud of that. It's a serious accomplishment. It was one of the things that I tried to set out to do with this right from the beginning. Before we get into it, let's take a question posted by one of our members on 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:Erin wrote, "Anyone have a suggestion for this one? I need a mailbox to get back offers, but I'm not sure what to do since I may move in the next six months from the West coast to the East coast. If I set up one on the West coast, then I guess I could forward the mail to the East coast, but it seems very inefficient and would create a lag in responding to potential deals. Any ideas on how to better do this? Piggybacking on my last question, how about a phone number? Should I try and get a local area code number for Texas, let's say if I'm after Texas land, if no one cares what area they're calling back as long as you have the money?" I'll read this one response. Is it one response in here? Steven Jack Butala:Yeah. Jill K DeWit:Okay. Steven Jack Butala:Just one. Jill K DeWit:And then I'll add to it. Member Leonard already wrote in to help Erin here, and it says, "Hi. What I typically do is keep the phone number to the same area as my mailing address. We have used local area numbers and I don't think it makes a considerable difference. It does help if you're calling local realtors to have a local number. Don't overcomplicate it for yourself. We use," this is what I was thinking anyway, "www.virtualpostmail.com, and they email us a scanned copy of any letter." This is the best. That's what I was going to say. "Our phone system is open phone and it's $10 per number per month. Keep your business address forever." There you go. Steven Jack Butala:This response is- Jill K DeWit:Perfect. Steven Jack Butala:- from a father and son team in Ireland. Jill K DeWit:Yeah. [crosstalk 00:03:16]. Steven Jack Butala:If anybody has figured this out, it's somebody from a different country and got a time zone that's what, seven or eight hours different? Jill K DeWit:Yep. There you go. I can't do it any better, but I was going to mention, thank you, Leonard, for putting in there the name of the company. I couldn't think of the name of the one, but I knew they existed, where you have a physical mailing address where your mail will go. They open it, they scan it,

How many Land Academy Members are There Really (LA 1709) 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 the Valley of the Sun. Steven Jack Butala: Today Jill and I talk about, how many Land Academy members are there really? Jill K DeWit: Well, there's got to be like five million of you guys, right? Steven Jack Butala: We asked this question to our Career Path people. We said, "You know what? Just type in-" Jill K DeWit: What you think. Steven Jack Butala: Jill and I ... Hold it. We have Career Path, we're in the middle of Career Path right now. "Please type in how many members you think there are, and then how many members you think are active." And we got crazy responses. Jill K DeWit: We'll share. Steven Jack Butala: We'll clear it up here in a second. 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 please don't forget to subscribe on the Land Academy YouTube channel and comment on the shows you like. Jill K DeWit: Luke wrote, "With all this talk of the IRS." I guess it is the beginning of the year and it's tax time, that's true. "With all this talk of the IRS, taxes and our business model, I think Steve and Jill should nail down a CPA to have on a Thursday night call or one of the newbie calls. I'm sure we'd all learn a ton and have a general idea of what to take to our own CPAs. Just a thought." Jill K DeWit: Boy, I wish we could. Steven Jack Butala: How many times- Jill K DeWit: We tried to nail down our guy. Steven Jack Butala: Here's my question to Jill, this is unrehearsed. How many times have we contacted lawyers and accountants to be part of our group and help educate us and, "Give you a free time slot. Join us on the Thursday call, join us on the podcast. Maybe, I know it's crazy, maybe you offer your services to a closed group of people that have the same interest." Jill K DeWit: "And maybe you can charge for it, and maybe build your business." Steven Jack Butala: And here's their answers, across the board, "Nope, nope, nope. We have enough clients. Thanks, no. No." Jill K DeWit: It's shocking. Steven Jack Butala: Just the answers have been from all different types of lawyers and accountants- Jill K DeWit: Shocking. Steven Jack Butala: ... and CPAs. Across the board, no. Jill K DeWit: Shocking. Yeah, it's hard. I get it. I'm with you, Luke. It's hard to find a CPA who connects with you. We were talking to one of our ... Speaking of Career Path, we were talking to one of our moderators and helpers in Career Path. And his accountant is more on the ball a bit than our guy. And we're doing fine with our guy, thank goodness I have Jack here to make sure our guys stays ahead of the game. Jill K DeWit: But Brandon's guy's even better than that. I'm like, "I want your guy," but I know the answer. They're going to be like, "Nope." They're happy. So when you find an accountant- Steven Jack Butala: Or if you are one. Jill K DeWit: ... or an attorney, and you guys connect and they understand your business, I mean really understand your business. Don't have you getting an LLC and filing tax return on all 50 states. Jill K DeWit: That's a pet peeve of mine. If you're listening to this right now and your accountant says, "You need to have an LLC and do taxes in all 50 states," you need to interview another accountant. And here's the point. Steven Jack Butala: Let's not give advice here, Jill. Jill K DeWit: No, but here's my point. Let me finish my thing. Steven Jack Butala: Yeah. Jill K DeWit: Accountants and attorneys all take things ... They all read things differently. So my point ... Even down to how you're going to pay your employees. Some people say you should pay them this way, W-2,

Evolving with Land Academy (LA 1708) 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 Stephen Jack patella. Jill K DeWit: And I'm Jill DeWit, broadcasting from the valley of the sun. Steven Jack Butala: Today, Jill and I talk about evolving with Land Academy. Jill K DeWit: Yep. Steven Jack Butala: There's so much new stuff that constantly happens in real-time here. Land Academy evolves at the same speed that the internet involves evolves. Jill K DeWit: Yes, evolves revolves. 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: Would you like a drink of my water? Steven Jack Butala: No, I'm going to... While you read this question, I'll handle it. Jill K DeWit: Okay. Just checking. Here's [falls 00:00:50]. Heard a little tickle there. Troy wrote, "Has there been any discussion here on Russia and Ukraine? If a war happens, and the effects on land sales, could sales increase or decrease? I personally think sales will stay steady." You know, I never thought of tying them together. Steven Jack Butala: Well, Jill, you don't have to worry your pretty little head about such things. That's my job. Jill K DeWit: That's perfect. Okay. Troy, why? What are you talking about? What do you mean about, "What's going on with Russian Ukraine?" That's what I should have said. Is something wrong? Steven Jack Butala: Every once in a while, I have to go into discord. This Russian came from discord and I have to address some of these political things, because this is not the place for politics. And so that was my immediate reaction to this, but it found its way onto the show. So I think it's a very, very good point. And what the, really the question is, what happens to land purchases and sales or what happens to land market- Jill K DeWit: If we go to war. Steven Jack Butala: When there's a recession, when some stuff in happens. Is it like the stock market? And the answer is no. Jill K DeWit: That's a good question. Steven Jack Butala: No, it's not. Jill K DeWit: Yeah. Steven Jack Butala: What would ultimately end up happening, if we find ourselves in a recession, which I don't personally think is going to happen for economic reasons, anytime soon. For political reasons, like this, nobody knows, nobody knows what's going to happen next. I know that there are more, and more, and more, especially in this country, people that standing on the sidelines, waiting for stuff to happen and then buying everything cheaper. Jill K DeWit: Right. Steven Jack Butala: Specifically with the stock market. And I know that happens last. It happened with us last time with land. So you want to make sure that you're not overpaying for real estate, but that goes... That's any time. So, no. Do I think this is going to have any real negative effect? There's a possibility it might affect things short-term, but I doubt it. It's not like the stock market. When those things happen, you buy for lower and you sell for lower. And when it recovers, like we're in a total real estate bull market right now, you buy for a little bit higher and sell for a little bit higher. Jill K DeWit: Thank you for the visual. Oh, is that supposed to be me? That's supposed to be you, isn't it? Steven Jack Butala: Hold on. Jill K DeWit: Okay. Steven Jack Butala: I'm having computer malfunctions. Jill K DeWit: Has our script kind of goofed up? I can help. Steven Jack Butala: Today's topic: Evolving with Land Academy. This is the meat of the show. Jill K DeWit: Yeah. I looked at the script and it was rolling by so fast. I'm like, "Am I missing something? Am I supposed to be talking?" Oh my goodness. All right. Here's what's going on.

Jill Friday - A Little Kindness Goes Along Way (LA 1707) Transcript: Steven Jack Butala: Steve and Jill here. Jill K DeWit: Happy Friday. 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's Jill Friday. She's going to talk about how a little kindness goes a long way. Jill K DeWit: Yep. Steven Jack Butala: Boy. Isn't that the truth? Steven Jack Butala: Why is it so funny? Jill K DeWit: I'm just laughing. No, this is not directed at poor Jack here. Steven Jack Butala: Sure, it is. Jill K DeWit: I'm sure he might get something out of this. I don't know. Just saying. It's funny, this is not what the show is about. I mean, it is kind of, but we have different management styles. This is not about your employees. But it kind of could be. But Jack and I have different ways of coaching and motivating and mentoring our staff and this could apply there. Steven Jack Butala: I'm very kind, right at the beginning. Jill K DeWit: Oh sure. Steven Jack Butala: We all are. Jill K DeWit: You start off great. That's the best part. You start off great and then the person's going, "What just happened?" Myself included. Steven Jack Butala: Before we get into it, let's take a question. We're going to roast Steve today, posted by one of our members on the landinvestors.com online community, it's free. Please don't forget to subscribe on the Land Academy, YouTube channel and comment on the shows you like. Jill K DeWit: Erin... Is this the same Erin or a different Erin? Oh, it's the same Erin? Steven Jack Butala: I don't know. I'm not sure if it's the same person. Jill K DeWit: All right. Erin wrote, "It is clear now from the many videos I've watched that the biggest thing is to..." All caps, I love this. "SEND OUT MAIL. It solves all problems. More deals, better selection to choose from, more money, et cetera, et cetera. Okay, I get it. But does anyone have a good metric on the number of mail pieces on average it takes to get one closed deal?" We have all this. Yes. Steven Jack Butala: Yes. Jill K DeWit: "Like 2,000 mailers on average will lead to one closed deal because I'm trying to work backwards. I like to have three good deals per month on my desk. How much mail will that take on average?" That's in the Equity Planner. Isn't it? Steven Jack Butala: Yeah. It's all in there. 2,000 is a really good number. 2,000 mailers is a... Per closed, make money, deal is great. If you want an insurance policy, let's do some math real quick, because this is a Jill show and I want her to get to it. Jill K DeWit: Okay. Steven Jack Butala: Let's just say it costs 50 cents a mailer to send out. So you send out 2,000, you spend a $1,000. If your target net equity per deal is $30,000, you spend a 1,000 bucks to make 30. Nobody's going to argue with that, no one. Let's say you want to buy the best deals ever. You want to remove all the risk from anything that you're doing here entirely. So you send out 6,000 and you pick the best one. Now you spent $3,000 to make $30,000. You see where I'm going with this? Jill K DeWit: Mm-hmm(affirmative). Steven Jack Butala: You want to make super share, because you've got pricing and you get it and you've got somebody to answer your phone, whether it's yourself or somebody like Jill or however you're manipulating. And all the answers to all this are in the Land Academy program. You send out 10,000 units, you spend $5,000 to make 30. It still works. Jill K DeWit: We got it. Do you want me to read what Lori wrote here today? Steven Jack Butala: Sure. Jill K DeWit: Lori, one of our moderators, this is very sweet, responded with this. "This is like asking how much for one entree. It depends on the quality of the restaurant. Is it a good zip code? How popular it is. Is it obvious that many people are mailing there? Your budget.

Jack Thursday - Just Do it then fail and succeed and fail again (LA 1706) 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's Jack Thursday, and my show today is called, Just do it, then fail, then succeed, and then fail again. Jill K DeWit: I'm just going to let you go. Steven Jack Butala: It's my take on the whole Nike slogan, "Just Do It." Well, it's a little bit more complicated than that in land investing. 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 show as you like. Jill K DeWit: [Aaron 00:00:40] wrote, "If you mailed an area at a price per acre of let's say, 30%." I'm guessing, 30% of- Steven Jack Butala: Retail. Jill K DeWit: Retail. Okay, got it. "And you get a certain response, then you like the county, and want to do more, and you would even mail the same people at 40, 45% of price per acre. But you remind yourself that sometimes Jill and Steven have said that sometimes they get responses from people two, three, six months later, sometimes longer." That's true. "Are you shooting yourself on the foot by remailing people who might have responded to you in a month or so later? In that case, would it be better to have a set time to wait before remailing maybe, three months?" I know what my answer is- Steven Jack Butala: Go ahead. Jill K DeWit: ... I don't know about your answer. Steven Jack Butala: Go ahead. Jill K DeWit: Okay. My answer is, you find an area you're doing well, right? You did all the one to five acres, or five to 10 acres, or whatever your mailer was, and instead of hitting those people again, I would do all the 10 to 20, 20 to 40, 40 above. By the time you work through all those, you've given these people more time, and then you may have moved on, and your stuff's still out there. So we are not remailing like you think we're remailing. Steven Jack Butala: This is exactly what the show is about, just do it. Here's what... For everybody out there, who's a Land Academy member, and has questions like this, and I'm not picking on Aaron at all, I'm not, it's because this is a good question, and I can tell he is going to do well, very, very well, and it's well thought out. This is not the type of business model where you spend nine months asking 1000 questions, and eventually getting a reasonable, satisfactory number on every tiny, little thing that possibly could happen when you send a mailer out, "30%, 35%, is it 40%? Is it 20%? I don't know. Should I remail it? I don't know." I mean, on and on and on. Real... This is what you need to do. I'm going to cut to the... You know what? This is Jack Thursday. The show is called, just do it, then fail, and then succeed, and fail again. This is why you're listening. Jill K DeWit: When you're done, I have a follow-up to Aaron. Steven Jack Butala: Go ahead. Jill K DeWit: Okay. So my last follow-up to Aaron is, the point of the mailer is uncovering who wants to sell, because you might send them an offer at $30,000, but you end up buying at 35 or 40 anyway, because they come back and counter you, and you say, "You know what? It's worth it, I'll do it." So sometimes that works out. And that's my final, I will be quiet now. Steven Jack Butala: At the time of when this airs, I believe Land Academy 3.0 will at some point [inaudible 00:03:26] will be launched [crosstalk 00:03:28]. Jill K DeWit: [crosstalk 00:03:28] I know, it's coming. Steven Jack Butala: Soon. Jill K DeWit: Yes. Steven Jack Butala: What I want you to do, is watch Land Academy 3.0 as many times as you need to. Jill and I spent a ton of time updating the program.

Learn More About House Academy Here Has Your Real Estate Agent Been Around the Block (LA 1705) Transcript: Steven Jack Butala:Steve and Jill here. Jill K DeWit:Hello. Steven Jack Butala:Welcome to the Land Academy Show? Jill K DeWit:House Academy show. Steven Jack Butala:Oh, sorry. House Academy Show. Jill K DeWit:That's okay. That's why you have me. Steven Jack Butala:Entertaining real estate 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, Jill and I talk about, has your real estate agent been around the block? Do they have experience? Do they have experience in land? Have they ever done a deal? Jill K DeWit:It's houses. We're going to talk about everything. Steven Jack Butala:Well, yeah, we're going to talk about everything. Have they done more than 10 deals in the last month? Jill K DeWit:Mm-hmm (affirmative). Or a year? Seriously, even 10 deals a year analysis, I'll take that. We'll talk more. Steven Jack Butala:Not me. Before we get into it, let's take a question posted by one of our members on thelandinvestors.com online community. It's free. Don't forget to subscribe on the Land Academy YouTube channel and comment on the shows you like. Jill K DeWit:Dan wrote, "Okay. I sent a mailer to a few counties in Maine a while back. I may not do that again because it's a literal checkerboard of what shows up in NeighborScoop and what doesn't, and there are tons of decommissioned roads that make it look like there's access, but not anymore. Anyways, I picked up a 13-acre wooded property on a county road with mobiles on adjacent parcels. It has a gas pipeline running across it and I figured I could sell it for around $20,000, no problem. Got it for seven. Fantastic, right? I called a local broker and she said with the current market and demand, she would have zero problems selling it for $52,000. We'll see how it goes, but that would definitely make it worth the headache, with headaches with the area." Jill K DeWit:Isn't that great? I'm with you, Dan. Well, a couple things. Number one, wow, how I love it when that happens. You're like, "I don't even realize what I bought," and you're like, "Woohoo, home run," and two, you're like, "Now I'm eating my words. I don't care if I got this one deal out of that whole mailer that paid for it." Steven Jack Butala:Yeah. Sure. Jill K DeWit:All the struggle, all the aggravation, that's just fine. Steven Jack Butala:$40,000 that. Jill K DeWit:Yeah, I'm totally cool with that, and that's the right attitude. We've had that sometimes. We've had states or different things that were like, "Oh, I didn't realize." And now you know too, you need to add that to your list of your due diligence when you're picking an area, make sure it's in NeighborScoop. That's the little things you don't know until you're into it sometimes, like, "Oh, I can't find anything," or, "Shoot, good luck getting the county on the phone because they're only open two days a week from noon to 2:00," or something crazy like that. Or the county's not computerized. This is even really hard kind of thing. They don't even know where the properties are. That still goes on, by the way. So, good job. Steven Jack Butala:Yeah. Well, this happens a lot. You know, people send out their first mailer, they get a little antsy, like, "Oh my gosh, is this going to work?" Honestly, I get a little antsy every single time to the day. I'm concerned if the mailer works, and it always does. All it takes is one deal to cover all the costs of the whole thing, so congratulations. Jill K DeWit:You know what too, Dan? Some people would say, "Oh, it was a fail." Steven Jack Butala:Yeah. Jill K DeWit:This is the right attitude. I want everyone to hear, too. This is not a failed mailer. Some people would say, "I only got one deal and I made $40,000. It failed." Please listen to yourself. Steven Jack Butala:Well, I'd go back. I'd send it out again.

Buyer Management in this Hot Market (LA 1704) Transcript: Steven Jack Butala: Steve 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: I'm Jill DeWitt broadcasting from the valley of the sun. Steven Jack Butala: Today, Jill and I talk about buyer management and this super hot market we're all experiencing. Jill K DeWit: Isn't it great. Steven Jack Butala: Yeah. Greatest real estate market I've ever seen my entire life. Jill K DeWit: Who was I talking to? I can't remember who I was talking to the other day, but I was just like we all need to take a step back and just think about what's going on right now and how great this is. I was going to say this at the end, but lately the longer I have a property in inventory, the more the price goes up and I'm watching this too. Jill K DeWit: There's a property behind us. It's a spec home, and every six months they raise it $500,000. Instead of lowering it, they're raising it. Jill K DeWit: We've done that. We've had some properties that we priced a while back and then an offer comes in. And we countered it. Not only our full asking price but we went, "You know what, we actually priced it too low." So we countered with something else. And they're like, "What?" And they walk, and that's fine. They're like, "You know what, we're going to reset this with the agent." [inaudible 00:01:19] like, "All right." We're like, "This [inaudible 00:01:21] right now that we doubled." That's the price it commands. We'll talk about it more, don't be too fast here. Steven Jack Butala: When I was in public accounting in the late '90s at KPMG, I was working under a partner and our specialization was healthcare. But there were other partners that were in the same office building and their specialization was Y2K readiness. We all thought that computers are going to go haywire and all of that. Those guys retired and the amount of consulting that they delivered between 1997 and 2000 to get huge systems ready. We're in a situation now where if you wanted to, you can. Jill K DeWit: You go nuts in retire. Steven Jack Butala: A return of $20 million a year for the next few years can just be done. Or whatever your magic numbers. Jill K DeWit: Yeah you don't need that much. 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. Don't forget to subscribe on the Land Academy YouTube channel, comment on the shows you like. Jill K DeWit: Where would you retire with those numbers by the way? If you want to retire in Paris, then you need that money. If you want to retire in Mexico like we are talking about, you don't need nearly that much money. Steven Jack Butala: [inaudible 00:02:41] retire in Mexico at our age, honestly if you wanted to on a million bucks. Jill K DeWit: Exactly. And have a great life. Steven Jack Butala: Sure. Jill K DeWit: Yep. Austin wrote, "Just listed a property on the MLS on Friday with my broker, buying for $13,500 and selling for $38,000. I have two parcels in title right now, will probably be three next week. Land wheel turns." Steven Jack Butala: Austin is... he was reporting that in the subsection on Discord of Success. Success stories and he's also in our career path right now. Jill K DeWit: He's working him through the system. Steven Jack Butala: Yep. Jill K DeWit: And the great thing is with that a broker, the broker's doing the work and Austin can focus on getting more of them. That's perfect. Steven Jack Butala: Today's topic, " How do you manage your buyer in this market of total hotness." This is why you're listening. Jill K DeWit: I'm going to say once... I don't know if it's once a week, but a few times a month, I get a call because whether it's a deal funding or whether it's a deal that we have. But the message gets to me like this, "Hi Jill,

Undoing preconceived Real Estate Habits and Notions (LA 1703) Transcript: Steven Jack Butala: Steve and Jill here. Jill K DeWit: Hi. Steven Jack Butala: Welcome to the Land Academy Show, entertaining real estate 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, Jill and I talk about undoing preconceived real estate habits and notions. Jill K DeWit: This makes me think of this clubhouse talk, this room I was in earlier today. It was a real estate group, and it was multifamily apartments and things like that they were talking about. The conversation part of the way through, like halfway through shifted to not talking about that at all, the nuts and bolts, but talking about the mindset of a person coming into this environment. It was so interesting to me because that part doesn't change, and the whole point of what this person was saying was, why do you not trust someone who has experience? Usually a mentor doesn't say, "Hey, you want me to mentor you?" Usually, you go to them and say, "Will you please mentor me?" Jill K DeWit: And you're doing that because you recognize that they have experience, and they've made a lot of mistakes, and by not trusting them, and... hold on a moment, this all relates, trusting their experience and their way of doing things and getting out of your own head is nuts because that mentor is going to probably shave years off your learning curve. That's what this whole topic is for me today, and I really want to dive into this that, why people have a hard time dropping their habits and things. When someone's right there saying, "I've got 16,000 reasons why I do it this way." Steven Jack Butala: This, what you're saying specifically, in this topic, absolutely baffles me. Jill K DeWit: Right. Steven Jack Butala: And Jill and I talk about this often. Not often, once a week, usually when we're prepping for a show like this, or when something strange happens in the Land Academy Group, or there's a slew of questions in Discord, or when we have the opportunity in a real positive way, to get immediate and direct feedback, audio and video feedback, on career path. And we're on, what? We're in the middle of career path right now. So, we're on module 5 of 10. It's just shocking to me that how, I don't know if it's generational, I don't know what it is, but it just shocks me that people's minds, we're saying the same thing, just aren't open to listening to somebody that's got decades of experience. I've been fighting it. Jill K DeWit: We're going to talk about it. Steven Jack Butala: Oh yeah, this is the start of the show. Before we get into it, let's take a question posted by one of our members on thelandinvestors.com online community. It's free, and please don't forget to subscribe on the Land Academy YouTube channel, and comment on the shows you like. Jill K DeWit: Sarah wrote... Steven Jack Butala: By the way, if you don't like this, which I completely understand, don't subscribe. We take pride. Jill K DeWit: All right. Please subscribe or not subscribe, however you see fit. And if you need to hit the off button, we understand. Steven Jack Butala: Our subscribers, we take pride in the fact that our subscribers are into it, and we actually, when we communicate with our subscribers, not just on YouTube, everywhere, they respond really well. Jill K DeWit: There we go. Sarah wrote, "I have someone who wants to sell a property with some liens on it, but she doesn't know how much they are." I can relate to that. Who does know exactly? Steven Jack Butala: This is a perfect question for you. Jill K DeWit: Could you imagine? I know exactly what I owe. Really? Okay. "With the resources that we have here, is there a way to check for liens? I've only closed for attorneys, so I don't know how to do my own title search." Steven Jack Butala: You just answered your question. No, yeah, is there a super easy,

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...

Jack Thursday - Concept of Deal Flow (LA 1701) 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 Stephen Jack Butala. Jill K DeWit: And I'm Jill DeWit, broadcasting for The Valley of the Sun. Steven Jack Butala: Today's Jack Thursday and I'm going to talk about the concept of deal flow. Grossly, taken advantage of, not taken advantage of, taken for granted in this group and in our Land Academy group, because Jill and I are doing our jobs and we're teaching everybody. Instructing everyone to create an amazing amount of deal flow that's controllable and manageable. I'll talk about it in a minute. Jill K DeWit: Is there a problem? Steven Jack Butala: No, it's a great thing ever. Jill K DeWit: Are we in trouble? Steven Jack Butala: No. Jill K DeWit: Okay. Steven Jack Butala: It's just the greatest thing ever and I'll talk about it. 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, comment on the shows you like. Jill K DeWit: Edgar wrote, "I got the chance to meet Lori Phillips over the weekend in person, while she was on a trip down to Florida. We met at a nearby diner for coffee," this is funny, "and maybe a big breakfast for me. It was surreal because she is just as one would expect and really genuine person who wants the best for you. We talked for hours about a variety of topics. Although I'm sure she had millions of other things to do, she made me feel like I was her top priority that day." Steven Jack Butala: That's what you get out of being a Land Academy member, is access to people like Lori. Jill K DeWit: Mm-hmm (affirmative). That's it, that's all there is? Steven Jack Butala: Yep. Jill K DeWit: Okay. Steven Jack Butala: Today's Jack Thursday and I'm going to- Jill K DeWit: Thanks for sharing Edgar. Steven Jack Butala: ... talk about concept of deal flow. Jill K DeWit: Yeah and thanks for doing that, Lori, by the way. That was so cool. Steven Jack Butala: This is why you're listening, I want you to clear your mind for a minute and think from a philosophical or academic standpoint about why people are successful at anything. In my opinion... my goodness. Jill K DeWit: Let me cover for you. Steven Jack Butala: No, my goodness. People are successful in my opinion, because they have choices and when you are in a business where you have control over which deals you do and which deals you don't do at the level where we do, because we have so much self-generated deal flow, that's truly amazing. In all the companies and businesses that I've ever been involved in and responsible for bringing in new business, like in accounting bringing in new clients. You're sitting in front of 22 choices of new clients and you get to pick the best two or three, the ones that you think you're going to be able to make the most money with and get along with the most, they've all succeeded. When you don't have deal flow opportunities, it's very hard. When I started out in real estate, I wish somebody would've sat me down and said, deal flow is the whole key. Steven Jack Butala: If you're a real estate agent and you have 14 opportunities to list 14 opportunities to list properties that day, you're going to smash it out of the park in your career and it's your responsibility to generate those opportunities, not anyone's else's. Well, we make that easy through these mailers. If you send out 25,000 mailers and you do it correctly, like we teach, you're going to buy up to 50 properties at least 10. If you're making $10 or $20,000 per property, now you're making a quarter of a million on a mailer, all because of deal flow. This gets overlooked in this group. Jill and I get hundreds of questions all the time in different formats, the Thursday call hourly on discord,

Learn More About House Academy Here Due Diligence for Off Grid SFRs (LA 1700) Transcript: Steven Jack Butala:Steve and Jill here. Jill K DeWit:Hi. Steven Jack Butala:Welcome to the Land Academy Show. Sorry, the House Academy Show, this Wednesday, entertaining real estate investment talk. I'm Stephen Jack Butala. Jill K DeWit:And I'm Jill DeWit, broadcasting from the valley of the sun. Steven Jack Butala:Today, jill and I talk about due diligence for off grid houses or SFRs. Jill K DeWit:This came up because of the one we went and looked at? Steven Jack Butala:Yeah. Jill K DeWit:Okay, cool. So we're going to tell you all about that. We drove, gosh, an hour and a half each way to check out a really cool property. Steven Jack Butala:Full blown real ranch. Jill'll tell you all about it. Jill K DeWit:Let me remind you, we drove an hour and a half each way. Am I going to do that every weekend, maybe not. And then it was a good least half hour from civilization. Steven Jack Butala:Yeah. Easy. So in the end we didn't buy it. It was for personal use, but is it really ever for personal use? If somebody offers more, you always sell it. Jill K DeWit:Right. Steven Jack Butala:It's a lot of work. We'll explain it. But it was off grid. Jill K DeWit:It was cool. Steven Jack Butala:It was an interesting due diligence process. Jill K DeWit:Really cool. Steven Jack Butala:Before we get into it, let's take a question posted by one of our members on the land investors.com online community. It's free. Please don't forget to subscribe on the Land Academy YouTube channel, comment on the shows you liked. Jill K DeWit:Erin and wrote, "Hi everyone. After receiving a signed purchase agreement, how often do you try to reduce the price? I got back to signed PAs today. I offered 12,500 and would probably sell for 20 to 24,000. And the other one I offered 7,000 and would probably sell for 12 to 15,000, not including title and agent costs. If they sell at the low end, each deal is a little skinny. At the same time, I have cash sitting around, and I'd like to keep it moving. A 30 to 50% return in a couple of months would be pretty awesome in any other context." Jill K DeWit:You want to go first? Steven Jack Butala:No. Jill K DeWit:All right. I hate to be that guy. So I'm assuming you came in higher, obviously than you intended to on these offers or maybe you didn't come in higher, maybe now that you've looked at the properties, you realize, oh, because it's in this area or because the access is this situation or it doesn't have the attributes I thought it did, something like that means that your sales price is lower than what you were originally expecting. So there's a couple ways to look at this. There's a lot of ways to look at this, but first of all, I don't want you to go, if you have to adjust a sales price for something like that, I get it. But you don't want to be that guy and try to do that on every deal. You're going to be miserable with this, by the way, always talking to people down, it's harder to take away money than it is to add money. Jill K DeWit:We always try to come in lower and then add to it when we find out some great things about the property. So you could go back to the seller and point out because I thought it had X and it doesn't, look, we have physical access, we don't have legal access. It's going to cost some money to obtain that. Or X solution, whatever it is, you could do that and try. I'm even wondering, these numbers to me are not bad anyway. Jill K DeWit:You are holding back. You're sitting on your hands. Please, please share. Steven Jack Butala:Negotiation, like marriage is too prevalent. There's too much negotiation going on- Jill K DeWit:That's kind of what I'm trying to say. Steven Jack Butala:On this planet. And it's all because it's been ingrained in our heads, especially with this personality type, real estate personality type, to try to get it cheaper. When in reality,

Role of Your Telephone in Your Land Business (LA 1699) Transcript: Steven Jack Butala: Steph 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, jill and I talk about the role of your telephone in the land business. Well, really, Jill's going to talk about it. Jill K DeWit: Yeah, exactly. That's how it's going to go. 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: Jessica wrote, "Do you have a business line of credit? If so, where? And are you pleased with the service?" Well, this is interesting. Was this in discord? Steven Jack Butala: Yeah. It was a very popular topic and heavily responded to by other members. Jill K DeWit: Does anyone? Steven Jack Butala: Yeah, Jill K DeWit: Really? Steven Jack Butala: Yeah. A lot of people. Jill K DeWit: Ah. Steven Jack Butala: And different types of line of credit. So there's lines of credit, there's house, regular mortgage, second mortgages and all kinds of stuff. And everybody had a lot of positive stuff to say, which is why ... Jill K DeWit: I don't have ... Steven Jack Butala: Which I brought it up here. Jill K DeWit: We don't. Steven Jack Butala: This is why I brought this up because Jill and I don't believe in debt. Jill K DeWit: Yeah. Steven Jack Butala: Whenever we need to get something done, which is every single day, we use equity. And so do I have a business line of credit? No. Could we go get a multimillion dollar line of credit against ... Jill K DeWit: Anything? Steven Jack Butala: Probably just our credit scores. Jill K DeWit: Right. Steven Jack Butala: It'd be tertiary debt, just like unsecured debt, like a credit card. We choose not to do that for a lot of reasons. Mostly because both of us collectively and individual have been burned, extending too much credit, whether it's asset based or not and having things go south and then having to mop that up. And this is in the way distant past for both of us. Jill K DeWit: Let me know and I can share. Steven Jack Butala: So what I think you need to do, it's cheap as hell right now. You can get a line of credit for just 1% or 2%. So if you're crazy confident in what's going to happen in your career, that might be a good idea. It's a personal preference, but I vote no. Jill K DeWit: Here's my personal preference. We never have done this. So back in the day when we were huh, getting this going again, like I had acquisition funds, right? I had like a balance of our money that was set aside to buy land. And then when I was out of the acquisition funds, guess what I had to do? Hurry up and sell something so I could have the money to reinvest in something else. It just kept going and it would build up. It was great. So that's my first choice. Like you just said, I'm just not a fan of this at all. Steven Jack Butala: Me too. Jill K DeWit: If you have $10,000, then you buy stuff up to $10,000. And you need to hurry up and sell it. If you do it right next, in 30 days, you have $20,000. And in 30 more days, you have $40,000. You hurry up and move this money through. Jill K DeWit: Now, if you need something more than that, or you don't even have $10,000, then I would use a partner. Bring in a partner where you're doing the deal together. You're not borrowing the money. It's like you're partnering on the deal. And it all goes sideways, that person gets a deal. You don't owe them anything. You're just like, well, shoot. Steven Jack Butala: That's equity. Jill K DeWit: I don't get part of this. It's the, yeah. Steven Jack Butala: It's also way more expensive. Jill K DeWit: Yeah. Steven Jack Butala:

Building a Land Work Flow Process like Machine Events (LA 1698) Transcript: Steven Jack Butala: Steve and Jill here. Jill K DeWit: Happy Monday. 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 Jill and I, aside from Jill looking like a hippie, are going to talk a little bit about building a land flow. Jill K DeWit: What are you talking about? Steven Jack Butala: Building a land workflow process, like machining events. Jill K DeWit: Why do you think I look like a hippy? Because of my necklace? Steven Jack Butala: You got a little hippy thing going on. And it's good. Jill K DeWit: Well yeah. By the way, this is Laguna Beach sand in here. And by the way, did you know that there's a fire? Did you see the news today? Steven Jack Butala: No. Jill K DeWit: As we're recording this it's Thursday, it's four days before this is going to air and there's a big fire in Laguna Beach right now. Steven Jack Butala: In Laguna Beach itself? Jill K DeWit: Yes. And it's real close to the homes, so the firefighters, a wall of them standing between homes, it's in the little canyon and it's sitting in the winds and that's what's happening, it's blowing at the wrong, you know... Steven Jack Butala: Every single year. Jill K DeWit: I know, that's true. Steven Jack Butala: Every year this happens. Jill K DeWit: This is true. I know. Steven Jack Butala: It's still terrible. Jill K DeWit: I know, it's scary, but I'll take my hippy... Steven Jack Butala: That's an outstanding way to change the conversation almost immediately. Jill K DeWit: Wearing my Laguna Beach sand. Steven Jack Butala: It took an eighth of a second for us to not talk about real estate. Jill K DeWit: Yes, thank you. Now you know. Welcome to my world. 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 please don't forget to subscribe on the Land Academy YouTube channel, comment on the shows you like Jill K DeWit: Kim wrote... "Does anyone know if there's an easy way to search days on market for agents? I'm one by one-ing my way through Zillow and LandWatch at the moment, researching listing and brokers to engage. But I keep thinking there's an API or Excel download that I could be accessing. I'm attempting to weigh sales price versus days on market for these agents." Interesting. "This approach seems to make sense when choosing who I contact, let me know if you look for other characteristics as well in a listing agent." Oh, I have a few! "I don't want this to take forever, but right now I'm new to this piece of the process and wanting to make a little sense out of who I should engage." Steven Jack Butala: Kim, this is an extremely intelligent question. And Jill's got a lot to say, but before she says it, I want you to stop this notion of tying a real estate agent, the best real estate agent out there, maximizes your price. So I think that's what you're trying to do. You're trying to get a download to see who's getting the most price per acre, and then you're going to contact that agent and they might be your agent. Jill's going to dispel that for you right now. Jill K DeWit: Totally. So Kim you're clearly like Jack, and it's all data driven. And I do understand that, but here's my first tip to finding an agent. Do they answer the phone? Steven Jack Butala: Yep, call them. Jill K DeWit: That's number one. Steven Jack Butala: Jill calls him at like six in the morning sometimes to trick him. Jill K DeWit: I don't do that! Steven Jack Butala: Two or three days ago, you did that. Jill K DeWit: It was 8:00 and it wasn't a trick! Okay, wait a minute. It was between 7:00 and 8:00. It wasn't 6:00, but it was like 7:30 in the morning. Yes, it was early, but we were getting ready to go on the road an...

Jill Friday - Short Cuts (LA 1697) 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 Stephen Jack Butala. Jill K DeWit: And I'm Jill DeWitt broadcasting from the Valley of the Sun. Steven Jack Butala: Today it's Jill Friday and she's going to talk about shortcuts. Jill K DeWit: How do you think I feel about shortcuts? Steven Jack Butala: I'm pretty confident that you're not a big fan. Jill K DeWit: Nope, Nope. Not a fan. I'm going to give you ... we got to talk. This is brutal truth week, right? Sorry. I have a tickle in my throat. So I'm going to talk about first of all, when it's not okay, and then I'm going to talk about when it is okay. Steven Jack Butala: There's a massive difference between shortcuts and laziness. Jill K DeWit: That's usually what it is. Steven Jack Butala: Because laziness ... I've driven by laziness at times. And I'll tell you when I catch myself being lazy, the first thing I do is find somebody else to do this stuff, because I obviously don't want to do it. That doesn't mean I can't get it done. If I'm taking a shortcut, I'm just trying not to do it all together. Jill K DeWit: We're going to talk about this. Steven Jack Butala: That concerns me a lot. Jill K DeWit: Okay. Steven Jack Butala: Plus, well, it's Jill Friday. Jill K DeWit: We're going to talk about that. Steven Jack Butala: Jill's going to talk and I'm going to listen. Jill K DeWit: There you go. 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. Comment on the shows you liked. Jill K DeWit: Sandy wrote, "How do you come up with a price when there's nothing else for sale or sold in the area on Zillow, Redfin or Realtor? Do you keep zooming out or do you have another method? Or just give up?" Steven Jack Butala: You just give up. Jill K DeWit: This is a shortcut day. Yeah. Yeah. Who cares? Move on to where you do have some data. Give up. Shortcut. Now wait, you asked somebody else to do it for you. How sad. Steven Jack Butala: Nobody's ... We're not making fun of you, Sandy. Steven Jack Butala: Wait or copy someone. Here's a even better idea. Just copy somebody else. Steven Jack Butala: We don't give up on anything. Jill K DeWit: This is awesome. Steven Jack Butala: Giving up is not even a discussion. Jill K DeWit: You know, there's other ways. Steven Jack Butala: There's always data. Jill K DeWit: You got to dig. Steven Jack Butala: Yep. Jill K DeWit: You got to get in there Sandy. You can give me any zip code, any area and I'm going to come up with some numbers. I'll find them. Steven Jack Butala: I agree. Jill K DeWit: And if I can't find really good numbers, I can at least get a gauge in the area. For example: what if it's somewhere that I'm really having a hard time pricing land, but I can get house prices and house prices are either starting at $4 million on the beach, because I'm trying to [buy 00:02:45] I got to cut a good idea how that's going to go there. Steven Jack Butala: Yep. Jill K DeWit: Or I can buy a house for $4,000. I got a good idea how the line prices are going to go there. And so in both of those extremes, I at least know that I don't want to play in that pool. Steven Jack Butala: Yep. Steven Jack Butala: There's all kinds of alternative ways to find data. And I know we're poking fun and stuff, but this is a real issue. Lack of data in certain real estate markets in a lot of real estate markets, especially if they're rural is a, is an issue. So there's a couple ways to go on this and all kidding aside, you can move on, and if you're brand new, I would move on. If you're brand new, this is senior in high school stuff. This is not, I've just started doing this. Housing values are a really smoking great indic...

Jack Thursday - The Honest Truth about Business Ownership (LA 1696) 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's Jack Thursday. I'm going to talk about the honest truth about business ownership. Jill K DeWit: How honest you going to be? Steven Jack Butala: Brutally honest. It's brutal honesty week. Jill K DeWit: Oh. Maybe we should call the brutal honest truth. Steven Jack Butala: I should have. I don't know about putting brutal in a title though. Jill K DeWit: That's true. I don't know someone might be searching for that. I'm sure. Steven Jack Butala: I'm sure. I'm sure there are people searching for all kinds of stuff. Jill K DeWit: Tell me the good, bad and the ugly. I need to know. Well, that's why we're here. Again we're here to save you. Boy, do I wish I had us. Steven Jack Butala: Here's a prelude. Probably 80% of owning a business sucks. The 20% that's awesome. Jill K DeWit: Yeah. Steven Jack Butala: Like getting rich? Jill K DeWit: It outweighs that. Steven Jack Butala: Is worth it. And the 80% that's awful? You can outsource, Jill K DeWit: You know what though? You're talking about the 20%, the good part. I love. I'll never go back. Steven Jack Butala: Oh gosh. There's no way. Jill K DeWit: And I knew that. I knew that right away. I'm like, oh man. I knew that I was destined to do something like this with you. I knew. Steven Jack Butala: I know you did. Jill K DeWit: Every day, I got up and, yes, back in the day, I'm telling you how old I am because I actually had to punch a time clock. I really had to take a card off a wall back in the day and clock in and then clock out. I just knew that this is stupid. I shouldn't be doing this. I'm not this person. And I'm very happy where we are. I know we'll talk more about that. Steven Jack Butala: Me too, Jill. Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community that's free. Please don't forget to subscribe. Seriously. Don't forget to subscribe on the Land Academy YouTube channel and comment on the shows you like. Jill K DeWit: Carl and Samantha, hello, wrote, "When looking at the red, yellow, green test, I was comparing the last three months, month over month, to establish a baseline and understand if the area was showing a downward or an upward trend." Love this. "I know every market is different. So looking at one month wasn't giving me enough of a story to make a decision." Brilliant. Steven Jack Butala: This is a slice of brilliance, Jill's right. In the red, green, yellow test we provide what I think is an infrastructure to test a zip code about whether or not you should send mail there and whether or not it's going to work for buy for 30 and sell for 60, but it's a basic concept. The question that they're asking, and these people are in Career Path right now, what they're really asking is, "Doesn't it make sense to look at some more stuff just to make sure?" And the answer is, "Hell yes. Absolutely, it does." Whatever makes sense to you beyond that structure. That's what Career Path is. It's taken this to the way next level and making it your own. Steven Jack Butala: And so month over month statistics or year over year statistics, what they're talking about specifically is are there more properties selling this month versus last month? Or less properties or there more properties selling this year over last year? Year over year, month over month, it's in every statistic in all kinds of real estate. So if there are more properties selling, and there are not more properties listed, this is the kind of stuff we talk about in Career Path and in Land Academy itself all the time, that's a good place to send mail,

Learn More About House Academy Here Real Difference Between a Land and House Flip (LA 1695) Transcript: Steven Jack Butala:Steve and Jill here. Jill K DeWit:Hi. Steven Jack Butala:Welcome to the House Academy Show, entertaining real estate 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, Jill and I talk about the real difference between a house and a land flip. Basic structure, basic mechanical, send out blind offers, receive them, choose the ones you want, close the deal. There's a lot of stuff in the middle. Jill K DeWit:It's different. We're going to share this with you. It's different. Steven Jack Butala:There's a lot of stuff in the middle. Jill K DeWit:And I'm sure you can tell by my sigh which side I'm on. So there's Beth Dutton in me that just loves land. Steven Jack Butala:Once a week, a new Land Academy member reaches out to me. I'll put it in terms you can understand, and then we'll get into the details. Once a week, maybe once every other week, a Land Academy member reaches out to me and says, "That's it? I just got done with this land deal. We bought it for 10, sold it for 25. The whole thing took 35 days. And I think I talked to somebody three times. That's all you do?" And I can tell before they even say anything, that they're former house flippers. Jill K DeWit:Oh, gosh. Steven Jack Butala:That's why? Jill K DeWit:That's true. Oh, that's funny. Okay. Now I get it. 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. Don't forget to subscribe on the Land Academy YouTube channel and comment on the shows you like. Jill K DeWit:Corley wrote, "I was wondering if anyone has any advice for building credibility, other than social media presence. I just got off the phone with a seller and they wanted to know where they could learn more about my company other than my website and social media. I haven't done any deals, so I really don't know what direction to point them in. I haven't set up a LLC yet, but I'm waiting to get a few deals under my belt." I think what you've got is perfect. What are you going to do, say, "Call the Better Business Bureau. I have an A plus"? I don't do that anymore. Uh, oh, you have something to say. Steven Jack Butala:Watch this. Watch this. Listen or watcher, watch this. Jill, why should I sell my land to you? Jill K DeWit:Oh my. Okay. I wasn't ready for that. That's good. What are your concerns? Steven Jack Butala:I just want to know it's real. I actually do want to sell my land and I'm pretty sure the price works out, if it works out for you. I want to know that the deal's going to go okay and you have some kind of credibility. Is this a scan? Jill K DeWit:No, that's why we're going to do through escrow too. I'm going to make sure it all goes smooth. We're going to have an escrow agent closing the deal, if that's the case, whatever it is. Yeah. Then otherwise I just do refer them back to me. Look me up. Google me. Please Google me if you're not sure. Actually I do that now all the time for all kinds of things. We might be doing an Airbnb and I'll say, "Google me," and they go, "Okay, I see who you are. I see that you're real." And it's totally fine. Steven Jack Butala:If you're going to own your own business, you are, like it or not, in the business of selling yourself for now and forever. If you own a convenience store and you run it, and you're standing behind the counter and running it, you better get to know everybody in the neighborhood, so they subconsciously start to choose you for light grocery shopping. That's it. So know, this business model and Land Academy itself attracts a disproportionate number of Jacks, not Jills. There's a technical solution for everything. Well, if I just price it perfectly, like we talked about yesterday, if I price this mailer perfectly,

3 Critical Success Points in Every Land Deal (LA 1694) Transcript: Steven Jack Butala: Steve and Jill here. Jill K DeWit: Good day. 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 for the Valley of the Sun. Steven Jack Butala: Today, Jill and I talk about the three critical success points in every land deal. If you can envision a flow chart, a chart of all little events that happen starting from when you find an area that you want to send mail to all the way to when you get that check in your hand or that wire transfer on the sale, there's all these little points in between, but there's three of them that I think are imperative and critical. And we'll talk about that. Jill K DeWit: Okay. I was thinking something funny- Steven Jack Butala: What's your interest level in land today, Jill? Jill K DeWit: Well, first of all, I notice have an earring and that's kind of falling out. So I want to fix that. Steven Jack Butala: You should do a whole show about... Jill K DeWit: I've got that taken care of. Steven Jack Butala: How interested is Jill in this really? Jill K DeWit: Oh my goodness. I feel so bad. I was really trying to hang in there yesterday when we were doing some... It's career path and we were, you were in a deep discussion and it's just your side of the sheet. And it's data stuff that like the back of your hand. Jill K DeWit: And everybody's leaning in and drooling and I'm like, "Stay awake, stay awake, stay awake." So funny. I'm like, "Don't zone out. They can probably see that." As I'm trying to. So that's not happening here, but my mind goes other places. I'll be honest. Steven Jack Butala: Before we get into it, let's see if this will wake Jill up. Jill K DeWit: Oh, good, 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 this shows you like. Jill K DeWit: Kim wrote, is there a dollar amount for a sale? Would it make sense to involve an agent? Oh, I like this question. This is kind of a, my question. Thank you for doing this. Steven Jack Butala: Sure. Sure. Jill K DeWit: We're buying a property for $8,500 and based on comps, expect to sell it for a minimum of $25,000, maybe up to $40,000. Hey, nice numbers, Kim. This is where I would like the experience of a local agent, but I'm curious your thoughts. We plan to self close, but would need tile insurance, et cetera, on the sell side. All right, this is shaping up great. This is an awesome deal. I love these kind of a numbers- Steven Jack Butala: She's interested now. Jill K DeWit: Shucks. You could do 20 these a month. Think about that. And with the person that you hired from the show yesterday that we talked about and no, I think those are great numbers. So that's a good number. I think 25 to 40,000 number. I have brokers that will get involved and they are interested. Jill K DeWit: But what they will do is like, the good ones we'll have this conversation with you go look, all right, here's the deal though. I'm happy to take the deal down, but I need a minimum of X, maybe it's $4,000 or something like that because my cost costs, I have assistance. I have to get the photographs. I have a team. So if I can make a minimum of X, I'm happy to do it because my percentage would leave me with negative $10. Jill K DeWit: That's not going to work by the time I'm done. And I'm totally good with that. And you may need to offer that and maybe you found someone great, but they're worried about it. Commission wise, the percentage is so small. You could say, look, what is a minimum flat dollar amount that you would be interested in, that you could get? Jill K DeWit: And I think that's wonderful, the sweet spot, I have a relationship with these guys. So now that I bring them whatever size and they're good with it.

Outsourcing to Scale Your Land Business (LA 1693) Transcript: Steven Jack Butala: Steve 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 the Valley of the Sun. Steven Jack Butala: Today, Jill and I talk about outsourcing to scale your land business. Every 10- Jill K DeWit: This- Steven Jack Butala: Go ahead. Jill K DeWit: The topic for me is, kids, we need to talk. Steven Jack Butala: Really? Jill K DeWit: Yeah. Steven Jack Butala: Every 10 weeks we teach a course called Career Path. We're about the third week, third let's say module, third week in the 10 week class. Jill K DeWit: Where we are now. Steven Jack Butala: And every time we teach this, there becomes a theme. And last Career Path was pricing, and this Career Path is scaling up. And the only way to do that is through outsourcing, so I wanted to share some of the highlights with everybody on this, because it's incredibly important, and we're all here to make money. Jill K DeWit: Yep. Steven Jack Butala: Sometimes we forget that. Jill K DeWit: Isn't that funny, where I've got to pause on that. That's a good note. We were joking about that the other day, because everybody was talking about hiring. We're going to talk more about that, but they were talking about hiring and how do you motivate them, do you pay them per transaction or whatever. And we were kind of saying, you would be shocked and amazed how many people at that level, like a transaction coordinator position, they're not there for the money. They're not there to get bonuses when they close something. They're there to make sure they have a steady paycheck. And it's so amazing, you need to ask people by the way what they want. Usually they want flexibility, consistency, I know I'm going to get a check, that kind of thing. But we both chimed in and said that's not how we are. Steven Jack Butala: No, no. No, every- Jill K DeWit: The owners are not that way. Steven Jack Butala: Totally off topic already, but I ask everybody before we hire them, what are you motivated by? Not a single person in my entire career, hundreds and hundreds of people, have said, "I'm motivated by money." Jill K DeWit: Except for me. Steven Jack Butala: Which is my only motivation. Except Jill, which is now why we're here in front of you after all these years later. Jill K DeWit: Thank you. Steven Jack Butala: And I never wanted to hire you anyway. Jill K DeWit: I know, [crosstalk 00:02:12]. Steven Jack Butala: And we're kind of in this together. Jill K DeWit: Just kind of, I fell into it backwards. 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. Comment on the shows you like. Jill K DeWit: Luke wrote, "I'm assuming that most, not all, parcels from county to county labeled NEC are unusable in some way. Not much on the interwebs from my initial search, but after getting a signed contract back with one of these designations, I discovered it was mostly wetlands and in the FEMA flood zone. Just curious to everyone's experience with the properties they have that have these zoning labels." Steven Jack Butala: Okay, so Luke, I'm not picking on you here, but we need to make some definitions. There's two designations that these data aggregators, national data aggregators, put properties in to make them different from each other. One is land use, and one is zoning. They're very, very different. And some counties, most counties, don't use both. They just use one. NEC is short for something not yet classified. I'm not sure what the E is, but that just means we don't know what to do with it yet. It's another way of saying it's really rural. It doesn't mean it's bad.

Jill Friday - Land Love Language (LA 1692) Transcript: Steven Jack Butala: Steve and Jill here. Jill K DeWit: Happy Friday. 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, well, it's Jill Friday. Jill's going to talk about land love language. Jill K DeWit: This came up a couple weeks ago. I realized, "What's your land love language?" Because we look at things differently and I say we meaning him and I, so I'm sure that's probably going on in your world. First, let's take a question posted by one of our members on the Land Investors online community. It's free, and don't forget to subscribe on the Land Academy YouTube channel and comment on the shows you like. You want to read it? Steven Jack Butala: No. Jill K DeWit: Okay. Kyle wrote- Steven Jack Butala: I don't know where you're going with this. Jill K DeWit: You could just sit back this show. Steven Jack Butala: Jill's on a mission today. Jill K DeWit: I am. Kyle wrote, "So I've been doing a lot of red, yellow, green testing in the past 48 hours." Steven Jack Butala: Good. Jill K DeWit: "Hundreds of rows. Is it weird that 80 to 90% of all of them are passing as green for infill lots? I'm just worried that I'm doing something wrong." Steven Jack Butala: No, in fact the opposite. I think you're doing something very, very right. Jill K DeWit: Like you picked the right areas out of the gate? Steven Jack Butala: I think you did everything. You followed the program. I think- Jill K DeWit: If you are in doubt. Steven Jack Butala: ... probably, you trolled for the correct areas. I think you tested and retested and tested the zip codes that you found against each other and then you priced it correctly, because 80 to 90% of what's coming out is a go. And so that's what these fail-safe stopgap measures that I put in place for all this stuff, they're working for you. So step-by-step you're doing this, at any point when you go back and test it, if you're coming up with 20 or 30% are green, then you go back and go back and choose different areas, or choose different pricing, or trace your steps back so that you don't send out a bad mailer. That's what these steps are all for. Jill K DeWit: So he's got hundreds of zip codes that are working for him. So there's going to be a way, Kyle, that you could... You picked the hottest. Even though they're green, they're hitting your green criteria, whatever that is, like days on market less than 30 and this percentage and that percentage. You know what I'm talking about. So I would pick the hottest ones first, obviously. And then my question to you, Steven, is how long is this data going to be fresh? Can I use the same? So he's got hundreds of rows. He's not going to send out 900,000 units of mail this month. So he's going to stretch it out. How many months is this data good for? Steven Jack Butala: Six. Jill K DeWit: Six months. Okay, good. So you can use this and divide it up, pick your hottest ones and hopefully have six months worth of mailers ready to go, which, in my world, I think that's awesome. I think that'd be great. Steven Jack Butala: I'll tell you, I mean, when this happens to me, and it doesn't happen that often where it's 80 to 90%, that's really pretty strong, I would just send it all out. Jill K DeWit: But again, unless it's you don't have the staff to handle that much mail. You don't want to- Steven Jack Butala: I would- Jill K DeWit: You want to be able to handle the calls. Steven Jack Butala: ... comfortably send out 25,000 units at a time. Jill K DeWit: Yeah. Steven Jack Butala: Do you think that's too many? Jill K DeWit: Yeah. It depends on who's taking the calls now. I do. Steven Jack Butala: Well, I don't take the calls. I just send the mail out. Jill K DeWit: I know. But, see, you have us. This is my point.

Jack Thursday - How to Host a Successful Podcast (LA 1691) 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's Jack Thursday, and I'm going to talk about how to host a successful podcast. Jill K DeWit: Is this one? Steven Jack Butala: This is one. Jill K DeWit: Oh, good. Steven Jack Butala: As I mentioned yesterday, we have 100,000 unique downloads a month now on this show, and Jill and I've been doing it since 2015. That's what? 1700 or 1800 episodes. Jill K DeWit: Mm-hmm (affirmative). Steven Jack Butala: Pretty much daily. Used to be seven days a week, we went to five days a week a lot of years ago. And it turns out it worked. It turns out that people actually like it, so most people. Jill K DeWit: Most people. Well, at least 100,000 of you. Steven Jack Butala: For several months in a row, we've hit 100,000, so I can safely say it's probably reasonably successful. Jill K DeWit: I would concur. 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: Corley wrote, "If your data has several records where the site address matches the mailing address, but there are not actually any structures or houses showing up on the property in Neighbor Scoop, do you still mail to these owners if they live on an adjacent parcel, and think that they may be interested in selling?" Steven Jack Butala: Emphatically yes. Scrubbing the mailers, look, so we talked about this a little bit yesterday, and these are good questions. They're good, reasonably unique questions from people who want to know if they're making a mistake. And this is what Discord's for. So but I'll tell you, this whole business of scrubbing mailers down, here, let's do the math real quick. You do a 2500 unit mailer, it's going to cost you about $1000, maybe a little bit more with data and mail and using offers to owners and all of that. If you scrub out 200 because you're doing things like this, scrubbing out let's say 200 units out of the 2500 unit mailer, you're going to save yourself about $100. But what if the property that you're mailing in the 2500 unit mailer is the one that is that you've going to buy and sell? Jill K DeWit: Right. Steven Jack Butala: So this whole business of micro scrubbing all these types of things, like duplicate owners. There's four or five of them that always come up, and my answer's always no. Jill K DeWit: It's interesting. People assume that this little thing is going to make a difference in their mailer yield. And instead, they might be hurting themselves. Steven Jack Butala: That's what's happening, you're hurting yourself. Jill K DeWit: That's the thing. Spread a wider net, and just see what comes back is always better. And I can't even tell you how many times where I've bought properties that the people, they're in a money pickle. And it's this exact situation, where they live on the ranch next door, and they're selling the back 40 because they need the money, and they're not using it. It's just sitting there. And they can still enjoy it and look at it anyway, you just don't have to own it. And so you're going to miss that opportunity. Steven Jack Butala: I've had many people have come up to me in person and send me notes, whether it's in Career Path or wherever else, and say, "All I did was follow the program exactly what you said to do. What you and Jill said to do, I did it." Every single step, it took all ... I can save you a lot of stress and a lot of concern. Just mechanically like a robot, follow the Land Academy program. In the very beginning,

Learn More About House Academy Here Best Place to Buy Houses Right Now (LA 1690) Transcript: Steven Jack Butala:Steve and Jill here. Jill K DeWit:Hi. Steven Jack Butala:Welcome to the House Academy Show, entertaining real estate 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, Jill and I talk about the best place to buy houses right now. What is right now, Jill? February 1st, 2022. Jill K DeWit:What is today? Wait, what is today? Well, today is two, two, two, two, two. Steven Jack Butala:No, tomorrow. Jill K DeWit:I know. Hold please. Steven Jack Butala:Oh, well, we're recording it. Jill K DeWit:Yeah, it's a little early. Steven Jack Butala:Yeah. Jill K DeWit:Is it early? Okay. I understand. Yeah. As we record this on 02/01/22, this show is airing on 02/02/22. How cool is that? Steven Jack Butala:I don't know. Things like that amaze you. Jill K DeWit:I don't think I'm alone. Last time I checked by the way, silly. Steven Jack Butala:You know what amazes me? Jill K DeWit:What? Steven Jack Butala:Revenue. 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 please don't forget to subscribe on the Land Academy YouTube channel, comment on the show as you like. Jill K DeWit:It's not me that amazes you, it's just revenue. Steven Jack Butala:Well, you're amazing. I don't need to. Jill K DeWit:Oh, thanks. Steven Jack Butala:That's redundant. Jill K DeWit:Me wearing a dress made of spread sheets. Would that impress you? Steven Jack Butala:Sure. Jill K DeWit:Okay. Steven Jack Butala:Sure. Let me think about that. Jill K DeWit:Okay. Awesome. All right. Michael wrote, I got a call from a seller that accepted my offer, and then he provided the following information, and he had the following question. He said that the land is designated as a flood detention area, and what would I use the property for? Does the flood detention area kill the deal? Steven Jack Butala:Yes. Jill K DeWit:How would you address the seller in regards to your potential use of the property. Thank you for letting me know. Have a nice day. I mean, is it like a dam now? Oh, here we go. Is there more to it? Steven Jack Butala:Yes. Jill K DeWit:Okay. Oh, there's more to this point. Hold please, and I received a signed purchase agreement by email in a PDF format. Do I need to have the seller also mail me a copy of the purchase agreement with a wet signature on it? Or is the PDF version sufficient to complete the transaction? Well, I'm still wondering if we're going to complete the transaction at all. Steven Jack Butala:Let's decide. Jill K DeWit:Let's see if we need to get all hung up on this PDF thing for a moment, which is not a hangup. Go ahead. Steven Jack Butala:We've all seen flood detention areas. They're way different than waterways or FEMA flood zones or any of that. A flood detention area, and they're not everywhere. They're only in certain parts of the country. For some reason, you never see them in Arizona, or if you do see them in Arizona, they're master planned so that there's a soccer field there. Steven Jack Butala:But a lot of times in pre-planned industrial parks, you'll be driving down the street and an industrial park, there's buildings everywhere, semis all over the place, loading and unloading. Then there's a vacant piece of property with a fence around it that you can look way down into. It's way sub, it's not on the level of the streets or anything, it's way lower. That's because it's a designated retention, water retention area for flooding. Steven Jack Butala:Again, you only see this in certain parts of the country. Honestly, I don't know why. I probably should look this up and find out why some places you see it, some places you don't. You see it in California a lot. Jill K DeWit:Yeah. Steven Jack Butala:You don't see it in Arizona almost ever,

3 Types of Land Transactions We Do (LA 1689) 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, Jill and I are going to talk about the three types of land transactions that we do. This is something new that Jill and I just came up with in this current career path that we're instructing. It seems to be getting really, really good response and I think you should consider doing three types also. Jill K DeWit: I was going to pause and talk about for a second... It's kind of funny, this sounds like... Do you have IT issues too? Does your website go down at random times and you just need help and can't find a good person? Well, you are not alone. We're meeting with an IT person today, and we were just talking about... I'm like, "I wonder if anybody else has these same issues we do?" The whole problem about IT is not IT. It's the contracts and the way people go about it, how much money everybody wants up front, and how the projects never seem to end. Steven Jack Butala: Thanks for just blowing this whole thing, Jill. Jill K DeWit: I'm so sorry. I just thought that was interesting to hear and understand and share. Steven Jack Butala: Right before we turned the camera on for this show, we were talking about what's going to happen today, and I have to meet with a new tech person, who's extremely intelligent and a super good guy. But just that industry has gotten to a point where it's just no fun at all. Jill K DeWit: It's weird. Steven Jack Butala: Contracts are real thick, like contracts always get thicker, not thinner. Jill K DeWit: Yeah. Steven Jack Butala: It costs $25,000.00 to do a website now, bare minimum. It used to cost like $700.00. It's just all liquid pain. Jill K DeWit: Isn't it funny? Steven Jack Butala: It's so painful to get a website done. Jill K DeWit: Do you know you're right? I remember years ago going to this company that was going to build us a site, and they quoted $25,000.00 back then and I about fell out of my chair. We obviously didn't do it. We did it ourselves. Steven Jack Butala: Right. Jill K DeWit: Clearly we did it ourselves back then. If you remember Landacademy.org, that was us. Hey, but we did it and we got here and now we're like... "If it was only $25,000.00 I'd be fine with that." Steven Jack Butala: Yeah. Jill K DeWit: Not so much. Steven Jack Butala: It's more fun to do a podcast times 10 than it is to deal with any IT issues. Jill K DeWit: Very true. I'm glad we're here. Steven Jack Butala: Before get into it, thanks for letting us rant. Let's take a question, posted by one our members, on the Landinvestors.com online community. It's free, and don't forget to subscribe to The Land Academy YouTube channel and comment on the show as you like. Jill K DeWit: Lance wrote, "How do you price mailers for land in really hot markets?" Steven Jack Butala: This is totally on topic for what we're about to talk about today. You price them higher. We're going to talk about the three types of deals that Jill and I do. It didn't come to me, these types of deals, in an organized way. We just sort of organically started doing different types of deals to respond to the market. And so, Lance, I'll answer your question here in a second. Today's topic, there are three types of land transactions that we currently do. This is why you're listening. For some reason we started calling them buckets. Transaction number one is buy for X and double your money, then sell it. Steven Jack Butala: This could be in desert squares. We call it a bread-and-butter type land transaction. For us, the prices kept creeping up, so we would start... I mean, a typical deal for me before Jill and I joined forces was buy for $1,500.00 to $2,000.00 and sell for four, five or eight,

Going Broke Land Investing or Not (LA1688) RERUN Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Howdy. 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 going broke land investing or not, hopefully not. This came up because somebody directly emailed me and asked me, "Am I going to go broke doing this?" And I said, "I don't know. Are you?" I mean, I can tell you... That's what this episode is about. I can tell you exactly how to go broke or how not to go broke, hopefully. And what it takes like in your soul, and in your skillset, and in your attitude, and everything. Jill has got a lot of notes too, because I think a lot of it... Jill talks to a lot more, "I'm thinking about joining, but I'm not sure yet," people. Jill DeWit: And this is one of their big concerns. Steven Butala: Yeah. Jill DeWit: And I tell them, here's exactly what you do then, and you won't go broke. Steven Butala: Excellent. I'm going to enjoy the show, just like you are, listener. 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: Mike wrote, "I've seen a lot of talk and varying opinions on this. When would you remail the same acreage," and he put in bold, "Same acreage in a county you've mailed before. Would it depend on days on market and activity in the county, since some places will have a quicker turnover and change of ownership. Remailing after two months, I guess you'd piss off a lot of people, and it would be too soon to get a significantly different response or change of ownership. There must be a sweet spot. Any thoughts?" Steven Butala: So this question is not addressed in our formal education program, so it comes up. In fact, it comes up every single live event. It just comes up a lot. And it's a great question. And God, I hate when people answer questions like this, but I'm going to answer it like this. It's up to you. But I can tell you what we do, and I can tell you what other people do, and both are successful. We never ever remail the same acreage county, maybe in our lifetime. Steven Butala: What we do is, if we mail a county in, let's say, it doesn't matter, Minnesota, some specific county in Minnesota, I usually mail between five and 10 acres to begin with, or some number like that, depending on how the number check comes out. There's 5,000 properties in one county in Minnesota that are between one and five acres that don't have any improvements on them. Okay, bang. I'm going to mail it. If we have success, then we'd mail five to 10 acres. If we have success with that, then we mail 10 to 20 acres or whatever. Steven Butala: I cannot think of a single time in my entire career where I went back two months later because I had a bunch of success and remailed the same thing. So every time I get questions like this, this is what I ask myself. Why would you do that? And I bet you a dollar the answer is this. Because I don't want to buy any more data. I don't want to spend any more money. Jill DeWit: That's what you think is going on? Oh, that's interesting. Got it. Steven Butala: I already scrubbed all this data. It's already all in place. I'm happy with it. I got a good response on it. I'm just going to do it again. I want to skip that whole part of my life and just send it back to O2O, or maybe just call O2O and say, "Hey, can you just mail the same thing again?" Jill DeWit: I've heard people doing this when they thought they priced it so wrong, and they want to come back with a new price, and they want to hit the same area. I can kind of wrap my head around that one. Maybe you came in and you offered too little, you offered $100 an acre, and you realize, "Oops, I should have been offering $500 an acre." Something like that. And you're like,

Jill Friday - Your Goals are Your Goals Alone (LA 1687) Transcript: Steven Jack Butala: Steve and Jill here. Jill K DeWit: Hi, happy Friday. 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's Jill Friday. And she's going to talk about how your goals are your goals alone. Jill K DeWit: Yes, they are. Steven Jack Butala: What does that really mean? Jill K DeWit: It's not 2022. What are your goals? Let's all talk about it. Let's set some goals together, shall we folks? No, it's not that. No, it means that, with us, we have very different goals. I'll share something, like your goals, you have financial goals that are very different than my financial goals, and I support you in your financial goals. I have been happy and done and at the level I wanted to be as of a couple years ago and... Steven Jack Butala: Really? Jill K DeWit: Yeah, two houses ago. Steven Jack Butala: I didn't know that, Jill. Jill K DeWit: Two houses ago, I thought, "We've arrived." It was the greatest thing. And I was just so happy and it was a sweet little house, very little house, but it was just, in the location and the right neighbors. And we didn't have to sweat anymore. I think it was just getting over that hurdle is what it was for me. That's what I thought. I just needed to sleep well and not worry about things. But you have different goals and I'm happy to support you and continue down this path and keep up. And so we together now we up our goals kind of thing. You're like, "I think we can do X. What do you think?" I'm like, "Yep. I'm in." I always going to say yep, but it's just interesting that even we have different things that we want. And we'll talk about that. 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: John wrote, "I just got a letter from a guy who does custom lists. Is this a good or a bad source of data?" It's funny, I had this happen to me too recently. I got a mailer from a random person in Florida and it was really like, "Whatever you need, I can get it for you kind of thing." And they listed all these different examples on here. And I'm like, "How do I know this guy's good. And how do I know where he gets his information from? And I wish you hadn't have done this." He's like, "This is great for all kinds of lines of businesses, including MLM." I'm like, "Oh, it's like." MLM to me just gives me such a bad feeling. Steven Jack Butala: I wonder if you received this question or inquiry on a fax machine, because that's how old this concept is. Jill K DeWit: Right. Steven Jack Butala: Somebody like me or anybody out there more and more, there's tons of people that can pull data. Just like we all do. Jill K DeWit: Mm hmm (affirmative). Steven Jack Butala: All the time off a data tree or wherever put together a custom list and send it to you. The hell is that. Jill K DeWit: Right. Steven Jack Butala: That's ridiculous. That is the old... That's like 1993. Jill K DeWit: How do I know the guys pulling what I want to pull. Steven Jack Butala: Yeah. Jill K DeWit: That makes me think of too. Remember we used to go back, this used to be the way before we figured out all the other great places that aggregated, but you go to the county and you could go to the county and say, "I need to get a list of all this and this."- Steven Jack Butala: Tax role. Jill K DeWit: And you're trusting that this person cares and they sit down and spend the time- Steven Jack Butala: And that they know about computers- Jill K DeWit: And they download it and give it to you in the right- Steven Jack Butala: It's silly. Jill K DeWit:

Jack Thursday - Land Deal Flow Machine Consistency (LA 1686) Transcript: Steven Jack : Steven Jill here. Jill K DeWit: Hi. Steven Jack : Welcome to the land academy show entertaining land investment talk. I'm Steven, Jack [inaudible 00:00:08] Jill K DeWit: And I am Jill DeWitt and we are broadcasting from the valley of the sun. Steven Jack : Today's Jack Thursday. And I'm going to talk about land deal flow, machine consistency. This whole episode is about one basic concept and I'll phrase it as a question. Is it better to buy [crosstalk 00:00:28]. Jill K DeWit: Sorry. Steven Jack : Better to buy a piece of real estate and decide what to do with it every single time, or is it better to buy the same type of real estate over and over and over again and do exact same thing? The same process, the same people are involved over and over and over again. I bet you can guess which one I think is better. 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 and comment on the shows you like. Jill K DeWit: Steven wrote. "Hey guys, I am currently scraping data from Zillow for my next mailer, and I noticed that in Zillow, many of the listings don't show the acreage anymore. You have to click in the listing to find out. So because of that, when I scrape the acreage is not spit out, I need manually go into each listing to find out. Does anybody know of a workaround when scraping?" Steven Jack : There's two. And inconsistent data in Zillow is fairly common. And here's why. Some of the places in the country Zillow collects data from the MLS. Some of the places they have to be manually input by whoever's listing the property. There's two types of people that list the property, real estate agents, who don't usually don't know their ass from their elbow, or people like us, but it's mostly the ass from the elbow kind. And scraping data from Zillow can go great sometimes because sometimes they implement anti scraping software. Sometimes they don't. So it very much varies from area to area. Don't get discouraged, the sure fire away to fix this is to get a virtual assistant overseas, to manually input some of that data. It is not expensive at all. Usually wait if you order it, you'll get it back overnight because they're working, their day is our night. I've done it both ways for years, years and years, we manually order data mining from the Philippines in our case. And now we scrape. But the truth is if I can't get good data, when I scraped to price and mailer, I moved to a different area to send mail. Jill K DeWit: Peaches and cream. What's, peaches and rainbows [crosstalk 00:02:57]. Steven Jack : This show it's been on since 2015, every day. Jill K DeWit: Yep. Yeah. You'd think I would not be shocked. Steven Jack : Even real estate agents have reached out to me. And said I don't like your attitude. I don't think your description of the average real estate agent is accurate. Zero, zero. Jill K DeWit: Okay. [crosstalk 00:03:20]. Because they're not listening to this. Because they know. Steven Jack : Yeah. Jill K DeWit: All right. Steven Jack : Today's Jack Thursday, by the way. So I get to say what I want. Jill K DeWit: Yep. Steven Jack : I'm going to talk about land deal, flow machine consistency. This is why you're listening. Jill and I have struggled with this. So for years and years and years, I bought and sold real estate through one venue, eBay for years, 10,000 plus deals. And then around 2011, Jill and I joined forces and we did it a little bit differently and I have to say, we make a lot more money together than we did separately, but it was a totally a different type of company. We would buy property the conventional way, the way we buy property now. Sending out mailers a lot of times back then I went to tax sales, but we would buy it the same way every single time, process it,

Learn More About House Academy Here Record Low SFR Inventory (LA 1685) Transcript: Steve Butala:Steve and Jill here. Jill K DeWit:Good day. Steve Butala:Welcome to the House Academy Show, entertaining real estate investment talk. I'm Steven Jack Butala. Jill K DeWit:I'm Jill DeWitt, broadcasting from the Valley of the Sun. Steve Butala:Today, jill and I talk about record low single family residential inventory. Record low housing availability. Jill K DeWit:Since we are sitting in the Valley of the Sun, the Phoenix Metro area, let's just say, it's been nuts. COVID nuts. There was a lot of sales, a lot of transactions, a lot of stuff, available things, just moving hands. And then I've noticed very recently and we're through the holidays, so we're past all that. There's just not a lot of inventory. And the days on market are still like record low. So I want to talk to you about this, because I'm like, and I have a list of questions that I would like to hear your answer, and I'm sure you would like to hear his answer on. Steve 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:Luke wrote, "Any tips for building an online presence? I was staunchly anti-social media for years." Steve Butala:Me too. Jill K DeWit:"And now it's coming back to bite me when sellers search me on Google and find very little information about me." Steve Butala:Yeah. Same with me. Jill K DeWit:I have a buying. Well, it doesn't, they find Janelle. Steve Butala:Yeah, we're past it. Jill K DeWit:Yeah. "I have a buying website, LinkedIn and a few other socials, but most haven't been indexed by Google yet. So it doesn't show up in the search results. Also, if anyone wants to add me on LinkedIn, by all means." That's cute. I get a lot of LinkedIn stuff like that and I'm pretty much, like sure, let's connect. Yeah. Steve Butala:Here's how you solve this permanently. And I didn't like this either in 2011 ish. I was just never, I didn't, I had no usernames on any of this stuff at all. And I forced myself because I realized, I was one of the last people to get a cell phone, by the way. That's where I was mentally and still am in a lot of ways. But you have to make this mental shift and hopefully this will really help between using Facebook to talk to your graduating high school class, which is how I was using it in the beginning, and it was the most annoying, like I don't want to ... I don't care. Jill K DeWit:Like who had a baby. Steve Butala:Yeah, I don't. I mean, I had a blast with all of my friends in high school, but that's over. So I don't need to know. And some people do. And that's what social media really is for. Even these kids now, I watch how our kids use it and it's very much like that times eight. And so that's why they call it social media, not business media. Steve Butala:If you use, you have to make this mental change, social media for your company and inform people about where you are traveling to look at land or whatever you're doing that day, that might be interesting in a couple of sentences or one picture about buying and selling land, you're going to knock it out of the park. You're going to, one entry, is what you need across to all those platforms every day. Steve Butala:And you put it in your calendar. Maybe it's at 5:00 at the end of the day and you've taken a picture of yourself or maybe whatever content you think is meaningful and hopefully unique, then you will do incredibly well. But you have to start somewhere and five years from now, it's going to be five years from now anyway. So if you have all those entries in there, you're going to get indexed and everybody's going to get it. Jill K DeWit:So that's a mom thing, five years from now. Or I don't know if it's a mom thing, that I feel like it's like one of those few sentences that I g...

The Solution to All Land Business Bottlenecks (LA 1684) Transcript: Steven Butala: Steve and Jill here. Jill K DeWit: Hi. Steven 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 Butala: Today, Jill and I talk about the solution to all land business bottlenecks, and I would even venture to say all bottlenecks. Jill K DeWit: This is kind of like struggling week. Steven Butala: Struggling week? Jill K DeWit: I don't know. Because we talked yesterday about burnout. Today, we're talking about bottlenecks. I don't want to make it ... It's not bad week. It's not struggling week, but it's the beginning of the year. I hope you, like us, are taking a look around everything that you're doing and making sure going into 2022, am I doing it right? Am I motivated? Am I excited? Is my team excited? The goals and the things that we have forecast for this year, are we going to hit them? Are we all on the same page? And then you go, all right, what could be holding us back? What could be our bottlenecks? I want to talk about that. Steven Butala: Do you ever listen to a podcast or listen to someone speak or even read a book where everything's just, you can do this? Jill K DeWit: Oh. Steven Butala: This is how you ... You're great. You are a perfect person. Jill K DeWit: Jack Smiley, and everyone, and by golly, I like you. Steven Butala: Every single person that joins the Land Academy is successful and they smile all the way through and it's so easy. None of that's true. That's why. That's why we have a real podcast about real issues that deal ... We just are in the beginning of teaching this first year's Career Path, and everybody went around the table last week and talked about how successful they are. And then with this really negative tone in their voice, yeah, well, I only did $800,000 last year and netted 500,000 and that's not going to work for me. I'm not joking. Jill K DeWit: Isn't that funny? I know, yeah. Steven Butala: I'm not exaggerating at all. Jill K DeWit: It's true. That's why I'm giggling. Steven Butala: So that's my point. My point is we all know this works. Let's all take a minute and pat each other on the back, if that's what we need to do, Jill, here. Jill K DeWit: I didn't say that. Steven Butala: But the fact is- Jill K DeWit: I did not say that at all. Steven Butala: ... we're either going to improve tomorrow or we're not. So I don't care where you are in your business, if you're just starting or if you're not knocking it out of the park, I think improving tomorrow's in everyone's best interest, especially your own. Jill K DeWit: How about improve right this minute? Steven Butala: I see this very different than motivating employees. None of our employees listen to this, I'm sure. I'm sure they've had it. Jill K DeWit: But there's real bottlenecks and then there's in your head bottlenecks. That's how I see it. Steven Butala: But I'm really addressing not bottlenecks the topics of the show this week, because you're saying they're all negative and I just don't think they are. Jill K DeWit: Oh, we're starting off a little bit- Steven Butala: I think they need to be addressed. This stuff needs to be addressed. Jill K DeWit: Okay. I understand. Steven Butala: Before we get into it, for sure, really get into it, because I think that's how this episode is going with Jill, 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. Comment on the shows you like. Jill K DeWit: Dave wrote, "Getting my mailers ready is by far the largest speed bump in my process. Looking to be much more efficient with my time this year. Having said that, I'd really love to hear from anyone who has used the concierge data service with O2O, Offers2Owners.

Managing Land Business Burnout (LA 1683) Transcript: Steven Jack Butala: Steve 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 the Valley of this Sun. Steven Jack Butala: Jill and I talk about managing land business burnout. Jill K DeWit: It's a thing. Steven Jack Butala: Jill and I are neck-deep in Career Path right now, and we're coming up with a lot of good topics, because these are some of the things ... A lot of these topics this week, probably for next several weeks, are legitimate Career Path discussions. Jill K DeWit: Well, and even our discussions. Steven Jack Butala: On this topic, yes. Jill K DeWit: Yeah. We're just going to share it and air it right here with you. Steven Jack Butala: A little bit burned out, jill? Jill K DeWit: One of us does get burned out. And shockingly, not usually me, but we'll talk about that. Steven Jack Butala: Aah, this is how this is going to go. Jill K DeWit: Mm-hmm (affirmative). Steven Jack Butala: Before we get into it. Let's take a question, hosted 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: Kyle wrote, "Hey, I just joined yesterday, hitting the ground running. I started on Land Academy 1.0, but I'm a little confused. Should I be starting with Land Academy 2.0? Is that the most up to date? It was just confusing because one says Infill Lots and one says Vacant Land." I get it, it is a little confusing. Kyle, you are not alone. Steven Jack Butala: Here's the deal. We've really explained this in multiple areas and I'm glad you're asking here, because we'll explain it here too. It's a lot like Microsoft Windows. We're on Microsoft Windows 10 now, Windows 10. It's not often that, or ever, that I'll go back to Windows 3.1 and learn from it. Jill K DeWit: You know what's funny, my dad used to do that. He hated updates. He didn't understand it and he would just struggle through. We're like, "Why are you doing that, dad?" And he would still be on the 3.0 version when we're all on 8. Steven Jack Butala: Yeah. Well, back then- Jill K DeWit: So don't be that guy. Steven Jack Butala: Back then, since we're going to talk about computers. Jill K DeWit: Yeah. Steven Jack Butala: Back then, once you got the new version of Windows you needed to get new computer parts- Jill K DeWit: And [crosstalk 00:02:23] bought that. Steven Jack Butala: ... because the hardware couldn't hit handle it. Jill K DeWit: Yeah. Steven Jack Butala: So that's just not the case at all now, almost always. But anyway, back to this, start with the most recent. There are die-hard people on Discord in Land Academy that love the Cash Flow From Land program from- Jill K DeWit: 2015. Steven Jack Butala: Yeah. And Kevin Farrell's one of them, Kevin, our famous moderator in Discord. So he always tells everyone, "Don't do anything except go back to that. Follow it step-by-step." We had people in Career Path that just brought that up. Jill K DeWit: Yeah. Steven Jack Butala: "I just followed the step-by-step program and Cash Flow From Land program," which was our first one. Jill K DeWit: Not how I got here. Steven Jack Butala: Yeah. Jill K DeWit: Today. Steven Jack Butala: So 3.0, they're all kind of the same. They have extra stuff in them that I think is really helpful as we have gone through these years. But 3.0 will probably be out by the time this airs, or close to it. And so if I was brand new, I would start with that. Jill K DeWit: That's the new thing. It is coming out probably in a couple weeks, honestly. But so one point, the Cash Flow From Land is our original program. 1.0 was an updated version with some different things and tips and tricks that we've learned since then. Steven Jack Butala:

Jill Friday - How to Talk to a Seller (LA 1682) Transcript: Steven Jack Butala: Steve and Jill here. Jill K DeWit: Happy Friday. 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 Dewitt, broadcasting from the Valley of the Sun. Steven Jack Butala: Today, Jill and I talk about ... Well, it's Jill Friday. She's going to talk about how to talk to a seller. Sounds trite and silly, especially to a data person like me, because people like me ... How to talk to a seller? This is how you talk to your seller. Steven Jack Butala: "Hello." Jill K DeWit: "What do you got?" Steven Jack Butala: "I'd like to sell ... Yes. I got your letter, and wondering if it's legit. Yeah. Come on. You're talking too slow. Let's go." Jill K DeWit: "Hurry it up." Steven Jack Butala: That's not how you talk to sellers. Jill K DeWit: "I sent out 3,000 offers today. Hurry up, ma'am. Hurry it up. Come on, lady. Get to the point." Steven Jack Butala: "You want to sell or not? Going to the bar. I'm on my way to the bar. Want to sell or not?" Jill K DeWit: "Just sign it and send it in, would you?" Steven Jack Butala: That's not how you do it. 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. What's so funny? Jill K DeWit: It's just really funny. There's a reason why we don't let you talk on the phone. It's totally true. Jill K DeWit: Wait, wait. Truth time. Our phone ring in our office, back when we had an office, and I get excited. I'm like, "Let me answer." Steven's like, "Get me away. Is it still ringing? Why am I hearing ringing?" Steven Jack Butala: That's my exit. Jill K DeWit: Steven's like, "See ya." Steven Jack Butala: You've clearly forgotten to subscribe to the Land Academy YouTube channel, but please do so now. Comment on the shows you like. Jill K DeWit: Right. You would also sneak over and go ... Close my office door. Here they go again. Steven Jack Butala: I have 30 minutes of peace. Jill's talking to a seller. Jill K DeWit: That's funny. Jill K DeWit: All right. [inaudible 00:01:47] I was sharing yield data with another member here. I can't remember who. We figured out that his yield was so far off because he was using an employee to handle the incoming calls. Steven Jack Butala: Ding, ding. Jill K DeWit: I'm set up differently from him in a lot of ways, but I still worry that handing off my least favorite part of this could ruin it. Steven Jack Butala: Yep. Jill K DeWit: Jack and Jill talk a lot about the benefits of doing this as a partnership, but I'm not looking to give away half of the pie. Steven Jack Butala: I did. Jill K DeWit: I would only consider having the Jill work done by a paid employee or a VA. That's okay too. Steven Jack Butala: This is all you. Jill K DeWit: Oh. Steven Jack Butala: Honestly, I got pure luck with Jill. Jill K DeWit: Well, we didn't have to make this a partnership. You chose to do that. There's probably people ... There's lots of people out there that would ... The way it worked out, yes, we are partners in every way you can imagine. "Mommy, what does Miss Jill mean by that?" Steven Jack Butala: "Mommy, I want a partner." Jill K DeWit: "Can I have one like Miss Jill?" Anyway. Oh no. Steven Jack Butala: The kids are in the back seat. Jill's imitating them. She doesn't talk like that at random. Jill K DeWit: Could you imagine? No. That's true. All right. Jill K DeWit: I understand. Yeah. I would not go into this with that intent myself. If I didn't know you ... Let's back up. I'm this person. I'm not that good on the phone. I need someone that's good on the phone. Or I'm doing it, and I'm okay on the phone, but I could be better on the phone, and it's something I don't like to do. I would be searching and finding someone. Steven Jack Butala: So would I. Jill K DeWit:

Jack Thursday - Tranche Your Land Deals (LA 1681) 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 Stephen Jack Butala. Jill K DeWit: And I'm Jill DeWit, broadcasting from the valley of the sun. Steven Jack Butala: Today's Jack Thursday. And I'm going to talk about traunching your land deals. Jill thinks for some reason, this is some highfalutin concept, but I'm not sure. I don't think I agree. It's pretty simple, actually. Buy a bunch of property. Jill K DeWit: I wonder how many people are Googling this exact phrase right now. What do I want to do this week? I want to traunch my land deals. This is good. Steven Jack Butala: Traunching is used. It's a French word. Meaning- Jill K DeWit: I know. Steven Jack Butala: Separate and gather, or it's not just separate. Jill K DeWit: I always thought it was more, I thought it was grouping them together more than that. Steven Jack Butala: Yeah. That's a little bit. The American use of the word, especially in finance, is a little bit different than the strict translation. I researched all this before I went [crosstalk 00:00:53] Jill K DeWit: Well, good, because like you're making me need to do the research. That's the whole point. If we have a show that I got to actually, excuse me, I need to Google this for a moment. [crosstalk 00:01:01] Make sure I'm right. Steven Jack Butala: You've heard people in the stock market or in finance markets traunching their portfolio and you know- Jill K DeWit: Bundling them up, right? Steven Jack Butala: Yeah. Yeah. Jill K DeWit: That's how I think of it like- Steven Jack Butala: Buying and selling in traunches, which means not just taking a certain asset and selling it. It means bundling it up, putting the good with the bad. We heard the word traunch a lot in 2010 where they were taking home loans. Jill K DeWit: Houses. Steven Jack Butala: Yeah. AAA rated home loans and bundling them with non-performing C minus loans. Jill K DeWit: Putting a few crappy ones in with the good ones and just kind of sliding them under the rug that way. Steven Jack Butala: Yeah. Well not under the rug, but here's a portfolio. Take it or leave it. There's some golden here and there's some terrible stuff. Jill K DeWit: Got it. Steven Jack Butala: Like every garage sale. Let's say. Jill K DeWit: Thank you for not associating it with dating. Steven Jack Butala: Oh my God. You could buy- Jill K DeWit: Or marriage. Steven Jack Butala: Buy partners in traunches. I think that's a felony. Jill K DeWit: Yeah, oh my gosh. Wow. I didn't think we were going there, but it is Jack Thursday. He can do whatever he wants. 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. Don't forget to subscribe on the Land Academy YouTube channel and comment on the shows you like. Jill K DeWit: Here's what's going on right now for some of you, "Mommy." This is from the back seat, "Mommy. What did Mr. Jack mean when he said that?" Steven Jack Butala: I hope that's not true. Jill K DeWit: Exactly. Somewhere. Steven Jack Butala: Poor kids. Jill K DeWit: Somewhere in the minivan, this woman is quickly turning off our show. Steven Jack Butala: Poor children have to... All you children. I'm sorry. Jill K DeWit: Who are stuck listening to this. Steven Jack Butala: Your parents make you listen to this. Jill K DeWit: This is their nap time. Fall asleep. Steven Jack Butala: Yeah, yeah. Jill K DeWit: Thank you everyone because you put my kid to sleep every afternoon at three o'clock like clockwork. That's awesome. Better than Dr. Seuss. All right. Peter wrote, "I am slowly scaling up my land business and would love to hear about the anatomy of bigger deals. I presume we all start small, usually under $10,000 purchase, and then we, or 20 to $30,000.

Learn More About House Academy Here House Deals Made as Easy as Land Deals (LA 1680) Transcript: Steven Jack Butala:Steve and Jill here. Jill K DeWit:Hello. Steven Jack Butala:Welcome to the House Academy Show. Entertaining real estate 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, jill and I talk about house deals, made as easy as land deals. Is there really, such a thing? Jill K DeWit:Yep. You know what's funny? I'll share one story with you now. And then I have another story for in a minute. Well, first of all, happy Career Path Day, for those of you who are with us and joining us in Career Path, today is day one day. One of the rest of your life. Steven Jack Butala:Jeez, that's cheesy. Jill K DeWit:I know, isn't it. Steven Jack Butala:Something's probably cheesy. Jill K DeWit:It's stupid. I know. Steven Jack Butala:Who else walked up to me and said, you are cheesy. Some people have said a lot of stuff to me. Jill K DeWit:I'll do it. Steven Jack Butala:A lot of crazy stuff to me, but not you're cheesy and fake and this doesn't work. Jill K DeWit:Well, I never say you're fake, but sometimes I say goofy. I do. I did call Aaron a goofball the other day. So anyway, it was funny, because this whole show is, house deals made as easy as land deals. So last week, and I was talking to one of the attendees who's in Career Path with us, starting today. He was talking about how, two or three years ago, I think that they were three years in now. He's adding land to his portfolio, but they were doing all houses. Started year one doing one house, year two was six houses. And then year three was 145 houses. Well, here's what the difference was. And the money was so much better. But year one, they were doing it all wrong. They were doing the renovations themselves. Steven Jack Butala:Yeah. Jill K DeWit:And they got one done. Year two, he and his partner got six done, because again, they're doing renovations. And then they realized, why are we doing this. Year three, they transitioned to what we're about to talk about today. And they're like, "I'm not doing any renovations. I'm buying it, selling it quickly, and moving on", kind of thing. And that's how they went from six to 145. He's like, "And this year we want to do 250 or something like that." And it's a small crew, but they've got it. Steven Jack Butala:Yep. Jill K DeWit:It's good. 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, seriously. Subscribe on the Land Academy, YouTube channel and comment on the shows you like. Jill K DeWit:Luke wrote, "If I have a signed purchase agreement and the owner gets a better offer in the mail for other land buyer. Do I have any recourse?" I think we covered this question last week. Steven Jack Butala:I think we did too. Jill K DeWit:So I'm just wondering, this is funny. So let me think of a different question that I can sub in here- Steven Jack Butala:About houses. Jill K DeWit:Real quick, that can solve our little typo. Steven Jack Butala:God, whoever produces this podcast really needs to- Jill K DeWit:Get their act together. Steven Jack Butala:Yeah. Geez. Jill K DeWit:Wonder who that is. Steven Jack Butala:Come on, podcast producer. Jill K DeWit:All right. Here's a house question for you. I'm going to say, Jill asks, "What would be a fair dollar amount that I should expect to get on a house flip. I understand the way you guys do it. You buy houses, you mark it up. You sell it to another investor. What dollar amount makes sense to you? Steven Jack Butala:Between 50 and $100,000, if you're funding it yourself. Here's an example. Buy in a market that, where, it all done, it's $600,000 let's say, five to $600,000. You're buying a house for 200, because it needs a lot of work. You buy it for 200, 250, sell it for 300, 350.

How to Buy Your First Parcel of Land (LA 1679) Transcript: Steven Jack Butala: Steve and Jill here. Jill K DeWit: Good day. 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, Jill and I talk about how to buy your first parcel of land, the ever present question. Jill K DeWit: Yeah. People watch, they hear us, they see us. They're like, "I can do this. Okay. What do I do? Ready, I'm here. I showed up. What do I do? Is there a list somewhere? Do I just pick from them?" Steven Jack Butala: Keep going. This is great. Jill K DeWit: Do I just, I don't know, go online and pick one that looks good to me and just call the person, just call the agent? Is that the best way? And they just handle it all. I just write a check. Steven Jack Butala: I'll tell you a hint, and we're going to obviously cover this all in just a few minutes here. The secret to buying your first piece of land is in our ebook. If you haven't downloaded our ebook, even if you're a long time Land Academy member, it's like 10 or 15 pages, I think. It's just blow through a read, but it tells you how to get your first land deal done fast. 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. Please don't forget to subscribe on the Land Academy YouTube channel and comment on the shows you like. Jill K DeWit: Steven wrote, "Hope the holiday preps are going well for everyone." So this is obviously from a couple weeks ago. "A question I'm curious about. When listing with a flat fee MLS service, do you provide for the buyer's agent commission?" I have lot to say about this. Steven Jack Butala: I know you do. It's perfect. I'm going to zip it here. You go for it. Jill K DeWit: "I have had some horrible experiences with unprofessional realtors. The problems have been with the poor quality of the listings they prepare." Steven Jack Butala: Unprofessional. Jill K DeWit: I know. And in parentheses he wrote, "Why don't you use the pictures I gave you?" Steven Jack Butala: Unprofessional realtors is a- Jill K DeWit: I know, we could talk for a whole nother month. Steven Jack Butala: That's a redundant sentence, unprofessional realtors. Go ahead. Jill K DeWit: "Use the pictures I gave you, the ignorance of marketing outside the MLS." I know. Steven Jack Butala: And out and out laziness. Jill K DeWit: "And the out and out laziness. If you get an offer on my property, forward it the same day, not the next week. I could go on and on. I like the flat fee"- Steven Jack Butala: I wish you would. Jill K DeWit: "I like the flat fee because I can control the listing details. I've been offering buyer's agents the full 3%. No problem paying that if they bring a buyer. Do you guys think it makes any difference on the sales end to give the realtors their cut on the flat fee listing?" Okay. So here's what- Steven Jack Butala: I like fat fee listing. I like your way better. Jill K DeWit: Thank you. So Steven's talking about companies like Broker Direct MLS, and we've had other local companies that we've used. So what the heck are we talking about? Well, there are a number of places, brokers that say, "Hey, look for a flat rate fee, I'll put it on the MLS for you. You're doing the work. I'm not getting commission, but you can use my licensure and everything. This is all legal and legit. And through me, by paying me, I don't have to get a commission. I'll just take a flat rate. I'll put it on the MLS for you." Steven Jack Butala: It's a tech company. Jill K DeWit: And some of them, they might help you with the work. I'm sure there are people out there that do that. Most of the ones I work with, and this is the way I like it anyway, they just say, "Here's the paperwork. Fill it out how you see fit,

Are You Smart Enough for Land Academy (LA 1678) 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 Jill and I talk about are you smart enough for Land Academy? Who came up with this topic? Jill K DeWit: I know. Did somebody put that in Discord? Steven Jack Butala: No. And all kidding aside, this comes up every once in a while it comes up about, excuse me, geez. It comes up at the live event. It's come up and it just comes up in general. It's not so much, I decided to be really straight about it in the title. Jill K DeWit: Which we always are straight. So we'll talk about that. I have some notes here and there's always exceptions, but we want to talk about it with you, because we want for the right, well, how about this? You're all the right people. We want you to know, we either want to calm down your fears and or we want to be really honest with you and let you know what you're getting into. Steven Jack Butala: I titled this intentionally, but it could be titled, are you interested enough in doing this? Jill K DeWit: That's a good way of saying it. Steven Jack Butala: That's really what I think is happening. Jill K DeWit: That's brilliant. Steven Jack Butala: But people don't, they don't say it that way about themselves. Before we get into it let's take a question posted by one of our members on the Land Investors.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: Andy wrote, "If I have a signed purchase agreement and the owner gets a better offer letter in the mail from another land buyer, do I have any recourse? Just so weird that the week we were going to close, another offer letter would hit. They're wanting to take the higher offer, which is four times my offer price. Has this happened to anyone?" That's really not cool by the way. Steven Jack Butala: It's not cool at all. Jill K DeWit: By the seller, that is. Steven Jack Butala: This sparked a lot of interest in Discord. Jill K DeWit: I bet. What were the general responses? Steven Jack Butala: Let's answer the question first. The answer, it's the same how we're going to answer all of it. Your question is, do you have any recourse? Probably not. You might, but it's not worth it. It's generally not worth it to go down that path. My big comment is, do they really have an offer? Do they? Jill K DeWit: Yeah. Or are they changing their price last minute on you? Steven Jack Butala: Are they having second thoughts about the price? Jill K DeWit: Or selling? Steven Jack Butala: There's a lot of stuff going on. Jill K DeWit: Maybe they changed their mind and they could say that, that's true. That's a very, very good point. Steven Jack Butala: I've heard you on the phone many times in this situation and you know what she says, "You should take the offer." Jill K DeWit: That's what I do. I'm like, "So let's just go through, let's walk through the process. Shall we? You just got this offer in. You and I are going to close on Tuesday and you're going to get $18,000. And you're saying you got an offer for 40. Well, is there really? Let's just see. They haven't done any their due diligence. They haven't vetted this. You haven't even talked to them yet. Do we know that it's legit? Do we know they have the money? Do they know they're standing by? And after they do their due diligence, are they still going to want to pay that money? I'm sitting here right now. We are all done. You're about to get a check, a wire into your bank on Tuesday. Do you want to stop that and take the chance and or do you want a sure thing? We're done." And usually they go, "Oh yeah, hadn't thought about that." Steven Jack Butala:

Jill Friday - Enthusiasm (LA 1677) 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: I'm Jill DeWit, broadcasting from the valley of the sun. Steven Jack Butala: Today Jill and I... Well, it's Jill Friday and she's going to talk about enthusiasm. One of my most favorite attributes about you. I mean it. Jill K DeWit: Oh, I thought you were going to say one of your most valued attributes, yours. I'm just kidding. Steven Jack Butala: I don't understand. What do you mean? Jill K DeWit: Well, you have enthusiasm. How about this, on a scale of one to 10, how do you rank yourself as, enthusiastic about life? Steven Jack Butala: Probably, six. Jill K DeWit: Child raising? Steven Jack Butala: Two, keep going. Jill K DeWit: Having fun on the weekend? Steven Jack Butala: 10. Jill K DeWit: Riding your bike around town? Steven Jack Butala: Nine. Jill K DeWit: Taking the RV out? Steven Jack Butala: 10. Jill K DeWit: Hiring and training staff? Steven Jack Butala: One. It's a little impromptu game. Jill K DeWit: Wait, wait. Taking me to dinner? Steven Jack Butala: Nine. Jill K DeWit: Oh, taking me to a Mexican restaurant? Steven Jack Butala: Seven. Jill K DeWit: Okay. You get where I'm going here. We're going to talk about that, because I just threw out a bunch of different things. I have three main things I want to talk about, for you to be aware of, your enthusiasm in your life. That's one of them, and we'll talk more. 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, don't forget to subscribe on the Land Academy, YouTube channel and comment on the shows you like. Jill K DeWit: Okay. So Troy wrote... Did you just get questions from the same two people all week? Because all I could see, is the same names. Steven Jack Butala: No, is it Troy again? Jill K DeWit: Yeah. There's a Troy, there's Luke twice, Troy. Steven Jack Butala: Maybe I did the names wrong. Jill K DeWit: I'm like, okay... Do you just have favorites? Steven Jack Butala: No, somebody that's just active. There's active people in discord and there's not. Jill K DeWit: Okay, all right. So- Steven Jack Butala: Or I did it wrong. Jill K DeWit: Or, that too. Troy wrote, "My $80,000 dream buck, picture." There's a picture, there? Steven Jack Butala: A picture of a buck that he got with a bow. Jill K DeWit: Oh wow. And then he said, "I bought land for $80,000, arrow to buck, three days before closing." Oh wow. "And then sold it for $210,000 cash. Thank you, Land Academy, for making dreams come true." So he bought the land, was without loving and using it while he was selling it, and then gave it up. Steven Jack Butala: Yeah. He tripled his money. Jill K DeWit: Aw. And got his dream buck. Steven Jack Butala: It's January. Jill K DeWit: That's pretty cool, actually. Steven Jack Butala: So, that could be his whole year. He could be done. Completely done. Jill K DeWit: Yeah. I can live off that. Steven Jack Butala: $150 grand. Absolutely. Jill K DeWit: Yep. Thank you. Steven Jack Butala: So could I. Jill K DeWit: Totally. Steven Jack Butala: Today is Jill Friday. She's going to talk about enthusiasm. This is the meat of this show. Jill K DeWit: So I'm trying to remember why this came up. Why did this come up? Do you remember? Steven Jack Butala: Because I think enthusiasm... Here's why, I think. The message that I think this show is about is, that you send a bunch of mail out and, let's just assume that you do it correctly, which most people do. Especially if you use concierge data, you send the mail out, and then people are calling back. And Jill genuinely, honestly has enthusiasm for answering the phone and talking to these sellers. Even if, they're angry. Jill K DeWit: Right.