Land Academy Show

Jack Thursday - Constant Change Personally and Professionally (LA 1577) Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Hi. Steven Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I'm Jill DeWit broadcasting from pretty Phoenix, Arizona. Steven Butala: Hey, it's Jack Thursday. I'm going to talk about constant change, personally and professionally. Should be no surprises here, yet we get constant questions. Jill DeWit: We're not talking about changing your marital status or the number of children or things like that. That's not what we mean by constant change. Correct? Steven Butala: This is all because on Discord, somebody who's brand new, rightfully so, requested that we add a channel called new stupid questions. Jill DeWit: Oh. Steven Butala: And I didn't realize this, but people were kind of intimidated about asking brand new questions, and that should never happen in an environment like this. And so- Jill DeWit: Put stupid questions. Steven Butala: Just brand new questions like, is 40 acres of better than 20? And I'm in there actively saying there's no such thing... there isn't, no such thing as a silly question or a wrong question- Jill DeWit: Exactly. It's okay. Steven Butala: ... in that channel. There's a lot of places where that's a ridiculous question, including some places in Land Academy, but- Jill DeWit: Got it. I understand. Steven Butala: That's what this is about. Jill DeWit: So, as a disclaimer, if you open this thread, be ready. That's good. 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, and if you're already a Land Academy member, join us on Discord, like I just said. Jill DeWit: Danielle wrote "When sending out neighbor letters, do you just send a certain radius around a property? How far out do you go? Thanks." Steven Butala: Okay. I specifically chose this question because of this topic. What do you think the answer is? Jill DeWit: Till you get a certain number because you... I don't want like three. I want a lot. Okay, let me back up. Are you getting mad? You look like you had like a "huhh." Steven Butala: No, I'm not mad at you. Jill DeWit: Oh, thought- Steven Butala: And I'm not, certainly not mad at Danielle. Just go ahead. [crosstalk 00:02:12] Jill DeWit: Well, you know what? Now I'm afraid to answer. Oh, I'm not going to answer now. You go. Steven Butala: What do you think the answer is to this question? Jill DeWit: Do you get- Steven Butala: And why are we trying to put this in a box? It has nothing to do with Danielle. Please don't take this personally. Jill DeWit: No. I personally go out far enough- Steven Butala: The answer is it constantly changes. Jill DeWit: Oh God. Okay, I can't win. Steven Butala: I don't know. There's a constant theme that goes on in Land Academy, and I think in life, where everyone's trying to get a straight answer, a straight hard answer- Jill DeWit: I understand. It's not 1.2 miles. Steven Butala: Yes, thank you, Jill. Jill DeWit: That's fair. Okay. Now I understand where you're trying to go with this. Yeah, because 1.2 miles, depending on... Here's why. 1.2 miles, depending on how big all the properties are around there, might give you 10, and that's really not enough. Steven Butala: How many is enough? Jill DeWit: Maybe you go so enough that- Steven Butala: You can't answer that. Jill DeWit: All right. Steven Butala: There's no answer to this. Jill DeWit: Well, enough that you're going to yield a bunch [crosstalk 00:03:10] of feedback. Steven Butala: It constantly changes, and you have to get... This is what's beautiful about real estate and what is awful about, let's say day trading. Jill DeWit: It is Jack Thursday. Steven Butala: Because there is an answer. There is an answer about day trading to everything. If you do this,

What Would You Do with Limitless Capital (LA 1576) 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 Dewitt broadcasting from pretty Scottsdale, Arizona. Steven Butala: Today, Jill and I talk about what would you do with limitless capital? I love this topic. I love talking about money. Jill DeWit: Oh, man the shopping I could do. Steven Butala: See? That's where it starts. Jill DeWit: Oh, oh, that's not what you meant? Oh, shoot. 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, and if you're already a Land Academy member, please join us on Discord. Jill DeWit: That's an honest mistake. I just kidding. Marianne wrote sometimes it's a blessing to have a full-time job that's a bit of a game delay in getting back to sellers. I was slammed at work and three callbacks stacked up from the same area. The pattern was a flag, and I was able to do some digging. Steven Butala: Red flag. Jill DeWit: Red flag. Okay. The subdivision originally sold 5 and 10 acre parcels that the county only allowed buildable at 20 acres. Interesting. It left a bunch of people unable to build their retirement homes and stuck with desert land in this state. My offers were based too high. My offers were too high based on this for purely recreational land, and I didn't even want them at all. I think if I had called the first seller back right away, I would have taken the deal. If anyone is into this sort of thing, please direct message me, perhaps one woman's trash, dot, dot, dot. That's good. So how do we learn to get better at finding and understanding legal descriptions and zoning codes? That's a part of this question, too? Steven Butala: Yeah. And so what she's getting at here is- Jill DeWit: Because she missed something and she might not have, I think. Steven Butala: What she's getting at here, this is my opinion, is chill out. Just chill out. Let your mailer do the work. These mailers do a ton of work for you. They don't just find sellers for you, which is amazing in its own right. They also tell you, hey, if there's 25 people responding to you immediately and signing your offers in one little area, that- Jill DeWit: There could be a problem. Steven Butala: It might be priced too high. And that's okay because you can go in and reduce prices and review it and whatnot. You have complete control over what properties you buy, entirely and completely. So let the mail do its job and chill out a little bit. Let them come back and choose the best one. It's like dating. Choose the best one. Jill DeWit: I was waiting. I'm like let him go. Let it go. He'll hang himself. It's fine. I don't need to get it on this. Steven Butala: And she says, how do we- Jill DeWit: Well, can I comment on this? Steven Butala: Oh, sure of course. Of course. Jill DeWit: I want to comment, too, that I love it. She quickly figured out on her own... People, this happens often. The first one comes back. We're scrambling to try to make it because it might be my only one. No, it won't. Hold on everyone. And the best thing I could say, too, is I'm glad you let hours and/or a day go by. I like to let a bunch of them come in. I want to review 10 deals at once, and I want you to review 10 deals at once. So then I know you're going to pick the best one. Don't try to make every deal, especially the first two or three, work because as she uncovered, there could be some problems. And I don't want you to try to see something that's not there. That happens. Now, on to the second part. Steven Butala: How do we learn to get better at finding and understanding legal descriptions and zoning codes? Google, YouTube, and Land Academy Discord. This was off of Discord, and this is a perfect place to start. And I didn't put it in this context,

Land Academy 4 AM Club (LA 1575) 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 pretty Phoenix, Arizona. Steven Butala: Today, Jill and I talk about the Land Academy 4:00 AM club. Something that our members came up with because they have... Our newer members usually have regular W2 jobs and they're obviously not happy with that. So they still have their W2 jobs, as they should. Jill DeWit: We'll talk about it. Steven Butala: Yeah. Jill DeWit: Yeah. I want to share more because I want to say where... I think it's just a really cool thing that they created. I want to share that. Steven Butala: First, let's take a question posted by one of our members on the landinvestors.com online community. It's free. And if you're already a Land Academy member, please join us on Discord. Jill DeWit: This is an exchange on Discord in the Success Stories channel. You hung out there. This is cool. Steven Butala: I love this channel. Jill DeWit: That was yesterday's question and today's question. So, all right. So this is written by a guy named Scott on August 11th, and it says, Jill mentioned she follows someone on Facebook in the group who travels full-time. That is our dream, RV life and international. If that is you, or you know who it is, DM me. Wink. I'd love to follow their page and be inspired. Jill DeWit: So this is another guy that also wrote, followed up on this. His name is Dan and he wrote, I don't travel full time at all, but was traveling for six weeks or so and was doing deals from my campsite next to the lake, with the weak little wifi signal I was getting. That was pretty awesome. So then Scott wrote back and replied, that's awesome. My wife is an immigrant and I like her to see more of the USA and get to go home more often. But it's impossible when you get two to three weeks off a year. Steven Butala: That's for sure. Jill DeWit: You put a lot in here. Okay. So then Steven, one of our members, Stephen A wrote, how about Land Academy members pool money and buy an RV park? And we can just do IRL Discord there with tall cans. What's IRL? Steven Butala: I don't know, but I love where this is going. Jill DeWit: That's funny. International, rural land. Maybe that's it. Something, I don't know. Scott wrote back, take my money. And then Steven A put, a grueling business weekend like that would have to be tax deductible. This is cute. That's really good. Steven Butala: This is the kind of stuff I put this in here because this is the kind of stuff that goes on, on Discord in this. Land Academy has become a culture. It's not just, "Hey, this is how you buy and sell land. And this is how you get wealthy." There's friendships happening for life. That's what the show is about. This 4:00 AM Club. These people will probably do deals with each other forever. Jill DeWit: That's really good. Yeah. It's a community. We help each other with all kinds of motivational and inspirational and getting through tough times and, you're right, it leads right into this show. Steven Butala: Today's topic. The Land Academy 4:00AM Club as described by Jill. This is going to be the meat of the show. Jill DeWit: So as we're saying, people are finding each other and finding similarities in each other. And it was funny cause we were on something. We were all chatting as a group and somebody said, well, I get up at 4:00 AM. This is when I do my best work because I've got a little kids. Steven Butala: Children, yeah. Jill DeWit: I've got a day job. Sleep will come later. It's paying off. This is the time that I can get up and the house is quiet and no one bugs me. I can review my deals, get things in the works. And then I do my day job. And then somebody else said, I do the same thing. And then more and more people were joining and going, I do that too.

Land Questions 101 From Our Nephew (LA 1574) Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Hi. Steven Butala: Welcome to The Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I'm Jill DeWit, broadcasting from beautiful Scottsdale, Arizona. Steven Butala: Today, Jill and I talk about land questions 101, directly from our nephew last night at dinner. Jill DeWit: It's funny. Steven Butala: Knows nothing about land. And Jill said, "Hey. How about you ask us some questions about land? You know a lot about construction." He's involved in commercial construction, pretty successful for his age. He's in his early 20s and he's- Jill DeWit: About to graduate college. Steven Butala: In his own language, he asked us several questions. Jill DeWit: They were good questions. Steven Butala: Honestly, cracked me up. Jill DeWit: Yeah, it was kind of [inaudible 00:00:45]. Steven Butala: I think about it now, I didn't even answer the questions. I just collected the questions for the show and that's it. Jill DeWit: That's true. Steven Butala: And he's never going to watch this or listen to it. Jill DeWit: That's true. He won't get the answers. Steven Butala: Before we get to the questions though, let's take a question, actually, from a Land Academy member from our online community at landinvestors.com, or if you're already a member, join us on Discord, Land Academy Discord. Jill DeWit: Okay. Steven Butala: I got a new teleprompter, and I don't know how to you use yet. Jill DeWit: I know I like to know where the camera is. So here's the scoop, by the way. Even if you are a member, whether you're a member or not, we created an online community over five years ago, and it's packed with information, so that's landinvestors.com. So go in there, type in questions, get an account. It's free. Have fun. Steven Butala: Thank you for saving me, here. Jill DeWit: You're welcome. I'm just explaining it. Then Jack's extra little PS is, by the way, if you're a member, get in both environments because there's a back area on the online community, Land Investors. And then we have a separate little thing with the Discord app that we have constant, banter, chats running too for members. We want to make sure that our members know about that. I think by now, they do, but just saying. Steven Butala: Before we get into the actual show. Jill DeWit: Here's our question. Okay, here we go. So that was an explanation, so here's the question. Spencer wrote, "Success story for a Friday. I bought this property before joining Land Academy. I made some mistakes, but I learned a lot along the way. I paid $45,000 for a 20 and a half acre, 20.5 acre property in the Southeast on April 5th, excuse me, March 5th. I interviewed a few local realtors. I went with one that my title company recommended." That's a good way to find them. Steven Butala: This is smart, I can tell already. Jill DeWit: He explained that I needed to get a survey done on the property to correctly identify the driveway easement going into the neighbor's property. I listened and paid about $2000 for the survey. We listed on March 30th. So that was March 5th, now we're March 30th, at 79,900 and had a full price offer in less than 24 hours. Woo hoo. Steven Butala: That's how it works. Jill DeWit: Yep. The buyer was getting a bank loan on the property, red flag number one, oops. And then requested that I pay for a perc test, red flag number two. Yeah, everything was great up until here. My broker said the perc test- Steven Butala: This is how you learn. Jill DeWit: Would cost $500 and shouldn't be a problem. I listened again. Steven Butala: Broker, broker, broker, broker. Spend money, spend money. Jill DeWit: Well, there's that. Steven Butala: Spend it on a survey, spend it on a perc test. Spend your money. Give me your money. Jill DeWit: Are you done? Steven Butala: Not yet. Jill DeWit: Okay. Do you want to finish this,

Jill Friday - Don't be that Guy (LA 1573) Transcript: Jack Butala: Steve and Jill here. Jill DeWit: Happy Friday. Jack Butala: Welcome to the Land Academy Show, entertaining land, investment talk. I'm Steven Jack Butala. Jill DeWit: And I'm Jill Dewitt. Broadcasting from sweet Scottsdale Arizona. Jack Butala: Today, Jill and I... Well, it's Jill Friday. And she's going to talk about, don't be that guy. Jill DeWit: Yes. This comes up now and then. It's so interesting. You'd be surprised how many people call us and they track us down at Land Academy because they're trying to find out if this person's legit? Is this a good deal? Is this person real? Are they a good person to do business with? Jack Butala: I don't know how they trace us, Jill's right, but I don't know how they trace it back to us, but they find out. So a member sends a bunch of mail out and they call Land Academy for some reason. And they want to check to see if they're legit. Jill DeWit: Yeah. Jack Butala: And so I don't know how that the train of that, that trail happens on the internet. Jill DeWit: We used to have a little tag, little icon graphics that we would share that you could put Land Academy certified or something. I wonder if people are still using that. If you are, go for it. I love it. I think it's cool. Jack Butala: I don't know. It's kind of hokey. Jill DeWit: It's fine. If they want to do that, I think that's fine. It's like saying I'm a member of whatever association and people look at that and go, that must mean something. 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 if you're already a Land Academy member, please join us on Discord. Jill DeWit: I like it when you say, join us on the Discord. I was waiting for that. Oh, this is Janet. Janet wrote, everyone keeps sending mail and working your deals. She's very vocal in my Land Academy ladies group too, by the way. Our big win today is a property we acquired for $11,500, all in, with title, photos, et cetera. We're closing on today for $52,000. Keep at it. We can all do this. Thanks Jill, Steven and Aaron. Oh, that's sweet. She's awesome. Janet has been with us for a couple of years now. Jack Butala: Really successful and vocal. We're proud of you. Jill DeWit: Congratulations. And thank you for sharing that, I love those. Jack Butala: Today's Jill Friday. And it's the name of the show is called, don't be that guy. I have a feeling this is going to be a Jack roast today. Jill DeWit: No, it's not you. Jack Butala: This is the meat of the show. Jill DeWit: No, it's not you, it's just, now and then, even we run into this. We are really good at trusting. You and I both will go in with good... Assuming everyone has good intentions, right? And then I find out later, shoot they didn't. And maybe it's on a deal or maybe something unrelated to this, maybe it's renovations on a house and they didn't follow through, like they said they were going to follow through, the time commitment, the communication, whatever it is. And all it does is just make it bad for everybody. It makes me never want to work with them. Never want to do business with them. And gosh, it's hard to even write the check at the end and then I'm having to do more work and they're not even happy. They're not happy. Nobody's happy. You know? Jill DeWit: So I just wanted to remind everyone. You don't want to be that guy. What I want you to do is think about this. You're starting your business, whatever it is. I want you to sit down and think of your own company motto and how you're going to roll. Because the foundation you lay is going to continue through you, your partners, your employees, all of it. And you want to be consistent. And the best thing I can say is do the right thing. And that's our motto, our motto, which you, I think you probably said it in passing a long time ago, but boy, it stuck with me.

Jack Thursday - Ordinary and Necessary (LA 1572) Transcript: Jack Butala: Steve and Jill here. Jill DeWit: Howdy. Jack Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: I'm Jill DeWit, broadcasting from cool, incredible Scottsdale, Arizona. Jack Butala: Today is Jack Thursday, and I'm going to talk about ordinary and necessary as it applies to business expenses and Jill's going to fall asleep. Jill DeWit: That's exactly right. Jack Butala: Before we get into it, let's take a question posted by one of our members on Landinvestors.com online community, it's free. If you're already a land academy member, please join us on discord. Jill DeWit: Aaron wrote, "I stopped telling my friends, outside of this group, I used to try and motivate friends to get into the land game with these crazy profit stories, but they're all like, "What's the catch? Are you dealing drugs? Are you on drugs, et cetera?" That's funny. "We can give someone a winning lottery ticket, but they're too skeptical to even check the damn numbers." This is what you guys call rich guy problems? This is hilarious. Jack Butala: If that's your question? Yes. Jill DeWit: Oh my gosh. Jack Butala: This is Aaron and Liz, Aaron. Jill DeWit: Oh, good. That's so funny. Jack Butala: Not using their last name. Jill DeWit: Okay, thank you. Jack Butala: Long, long time members. I had him on the show a couple of times. They're a lot of fun. Jill DeWit: Isn't that true though? We had this discussion the other day in Career Path. We were talking about things that people just don't get. It was along these lines too. We were talking about investing. We were talking about if you need money, you get going, you're starting to do great, you're doing some deals, you start to share with your family members, "You're not going to believe what I did. I asked made $20,000 last week." Next thing you know, they're saying, "Can I give you $5,000 and you do that for me?" You have to be careful, because it just always, in our situation, backfires. We don't do that anymore. It's better to say, "If you want to do this, just go do it." Then, like Aaron shared, most people don't get it. Jack Butala: I have couple of things to say. I stopped telling people what we do for a living a lot of years ago. It's not possible. For a while, my answer was that we buy real estate, we buy land, and then we sell it for more. They look at you cross-eyed. The super smart ones will say, "How do you do that?" I send a bunch of offers out. Thousands and thousands of blind offers to everybody who owns land in the area for a price that I'm willing to buy it, then I see who calls me back. It ends there for the smart people. Jack Butala: Here's my second point. I learned the hard way that when people get to know you, whether it's online like this, or whether it's in person, and they see that you're successful, you can put a couple of sentences together, speak in full sentences and your grammar's reasonably okay, they want to be a part of it. They don't want to send out letters. They don't care about real estate. That's all just noise to them. The real work is noise and difficult. They just want the fun stuff. I just want to live in a house on a beach, have a fast car or a hot girl like Jill. They don't care. Here's what I learned. Ultimately, they have to find us. We can't find them. They have to find us, because they're interested. Members who are successful find us because they're interested in real estate, money, land, data, and the whole process of all this. Not- Jill DeWit: Perfect. Jack Butala: "Wow, I love your car! How'd you get it?" Jill DeWit: That's the wrong approach. Jack Butala: It won't work. Jill DeWit: That's, often, how it is. They're like, "I can learn this too. My cousin's a real estate agent. Is that all it is?" Jack Butala: Jill, you're nailing it on the head. Nailing it. Jill DeWit: I'm like, "That's not it at all.

What Name to Use on Your Mailer (LA 1571) Transcript: Jack Butala: Steve and Jill here. Jill DeWit: Hello. Jack Butala: Welcome to the Land Academy show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I am Jill DeWit, broadcasting from cool southern Arizona. Not cool at all, though. It's hot. Sorry. Jack Butala: It's been kind of cool the last few days actually. Jill DeWit: This is true. Jack Butala: Today, Jill and I talk about what name to use on your mailer. This all came about because we had a huge discussion in Career Path, which is kind of our advanced Land Academy group. Should I put my name on there, or should I use a different last name? Should I put my assistant's name on there? Should I create a name? Should I be anonymous? Jill DeWit: You know, I have a question. You have a pretty solid name. Jack Butala: I think I have a confusing as heck name. Jill DeWit: This leads into my question. What name do you wish you had? If you were born with a different name or you could change your name, what ... Have you ever ... This is a girl thing because we think about this stuff. Jack Butala: Jill and I have ... Our tip-top holding company is called BuWit, B-U-W-I-T. It's a combination of my last name and Jill's last name, Butala and DeWit, and I think that would be a great name, Buwit, two syllables. Or Dewit's fine, but Butala is all confusing. I have to spell it every time. Everybody spells it wrong. Spellcheck- Jill DeWit: I can't say it. I say Butala because it's looks like that. Jack Butala: And you know what? You're probably right. Spellcheck thinks it's Brutal every time I type my name in. Jill DeWit: That's a cool name, Steven Brutal. Jack Butala: I think that's a great name for a 70s punk singer. Jill DeWit: Or WWF. Oh, there we go. Jack Butala: Jack Brutal. Jill DeWit: That's awesome. That's cool. I like that. Jack Butala: I don't have any complaints about my name. It's fine. The real positive to my name is that there's only two out there that I know of in the entire country that have the same name, and we know each other. We get each other's stuff. This is a funny anecdote. The Steven Butala that I know has a PhD in chemistry, I think, or maybe physics, and he is a professor. Last I heard was at University of Utah, totally respected in his field, and I'm not respected in my field at all. It's very ... We get each other's stuff, and we laugh about it. I get somebody's dissertation in the email, and I have to send it to him, and we really laugh about it. He gets all kinds of weird stuff that are supposed to go to me. Jill DeWit: That's hilarious. Jack Butala: Are you happy with your name? Jill DeWit: I always wanted to be the name ... It was a Charlie's Angel thing for me. I wanted to be Chris, but fortunately, that's kind of in my middle name, so I would kind of do that for a while. My other thing I used to do ... This is kind of silly, but every babysitter I had, I would adopt their name. I always thought that was a cool name. I don't know why. My mom would come home, and I'd say now my name is this. Jack Butala: That makes sense because they're older, right? Jill DeWit: Yeah. That's true. Jack Butala: Jill, I'll call you anything you want, for the record. Jill DeWit: Really? Princess? Is Princess on there? Jack Butala: I call you that all the time. Jill DeWit: I know. It's usually not out of love. It's like, listen princess. That's not how it should be used in a sentence. Okay. 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. If you're already a Land Academy member, join us on the Discord. Jill DeWit: P wrote, I have a signed purchase agreement for a lot, with an interesting situation. The current owner is an attorney who acquired the property via quitclaim deed from a client as payment for certain legal fees. It seems the property was divided in 2015 from a larger ...

On Site Land Improvements Never Pencil (LA 1570) Transcript: Jack Butala: Steve and Jill here. Jill DeWit: Hello. Jack Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I'm Jill Dewitt broadcasting from pretty Phoenix, Arizona. Jack Butala: Today, Jill and I talk about how on-site land improvements never pencil. Jill DeWit: Okay, explain this again. Please. Jack Butala: Land improvements are stuff that you buy a piece of land, and there's always this question, especially with our super new Land Academy members, "Well, I should probably clear it, and make sure you can see it, and then maybe I should put a well in." Yet, there's all kinds of stuff, and we'll talk about all the possible things that you can do. And I'll tell you the vast majority of the time it doesn't pencil. It doesn't make sense financially. Jill DeWit: Who came up with that? Who came up with the whole pencil thing? Jack Butala: I have an accounting background and I'm from the '80s. Jill DeWit: I know, but who came up with it? I was ready to say I have a kind of background from the '80s, and I still don't know who came up with that saying. Jack Butala: Well, you're from California too, so that there's a lot probably involved in that too. Penciling is just a way of saying, "Hey, let's make it-" Jill DeWit: You heard that. Jack Butala: "... Let's pencil this thing out before we actually go do it." Jill DeWit: Okay. Jack Butala: "Before we spend any money on it." Jill DeWit: Thank you, got it. Listen, soup to nuts, I'll give you soup to nuts. Jack Butala: Jill's constantly making fun of the sayings that I think are normal and everybody understands. Jill DeWit: No one in the planet says soup to nuts, or bajillion. 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 if you're already a Land Academy member, please join us on Discord. Jill DeWit: Michael wrote, "Hi, I've a signed purchase agreement from a recent mailer for a 10 acre parcel in Northern Arizona. Initially I felt that I over offered in the price, but then I talked to the seller who stated there's a shared well on the property. I reviewed the docs and feel comfortable with this being a great deal, that was until I visited the property and saw two derelict abandoned trailers with no wheels and a vehicle on the property, as well as two generators, and a heap of put trash and debris. Apparently this belongs to the uncle who willed the property to the current owners before he died. Otherwise this could be a great deal, which I think I could sell for three times our purchase price. Just not sure how to deal with the abandoned trailers and vehicles, any ideas would be greatly appreciated." Ready? Go. Jack Butala: If there's stuff on the property already 99% of the time it's better than just having big vacant land, unless, and there's only really one exception that I can think of, where the EPA might have an opinion about it, like an old storage tank, fuel tank, or tanks underground. Jill DeWit: Or, Refrigerator. Jack Butala: Or, 500 refrigerators leaking Freon. Doesn't sound like that's the case here at all. Sounds like you've got a couple of generators, which might be great. You know, the vast majority of the people that are going to want really rural property are really interested in all the things you described. They don't want... It's not like buying a house where it's you want to walk in and there's music playing and you move your stuff in, and it's beautiful. It's just not, it's a completely different mindset. Jill DeWit: This is... Jack Butala: People, they want a rural piece of land to get away from everybody and put their own trailer, and fix a trailer up. There's generators out there, I'm telling you, if there's two generators out there... Jill DeWit: That's worth something. Jack Butala:

Bank Financing on Land 101 (LA 1569) Transcript: Jack Butala: Steve and Jill here. Jill DeWit: Hello. Jack 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 sweet Scottsdale, Arizona. Jack Butala: Today, Jill and I talk about bank financing on land 101. You have a great deal, you don't have enough money. Or you already bought a piece of property with your own money or any way else, and you're going to want to sell it to somebody who's going to go to a bank and get financing. We're seeing that a lot now. Jill DeWit: I would like to pause for a moment and just talk about, for those of you who are not watching, I just got stopped with the funniest comment which was, Jill, where's the bottom of your blouse? You can't tell, it looks like it goes way down on the screen. It's there, it exists. Jack Butala: Then I said, is that okay? And then I corrected myself and said- Jill DeWit: Might improve our numbers. Jack Butala: Yeah, that's where [inaudible 00:01:01]. Jill DeWit: Let's see what Jill's wearing today. 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 if you're already a Land Academy member, please join us on Discord. Jill DeWit: Vic wrote, "I have a closing next week and there is physical access, but it's via a private road. The title company [inaudible 00:01:27] the following in the exception sections, that would be called schedule B, and I wanted to see if that clause is normal and if it would be a problem for me when I'm selling the property." Jack Butala: Like always- Jill DeWit: I was looking for the comment. Jack Butala: Like I said, there's a lot of comments on this. Jack Butala: Here's my take on it. The vast majority of schedule B exceptions on title policies say we don't ensure the fact that this property has access. Jill DeWit: Good, bad, or otherwise. Jack Butala: Yeah. That's just- Jill DeWit: We're not going to promise anything. Jack Butala: They don't even check it. It's just a sentence that they include in there among several other things that the title policy doesn't- Jill DeWit: Cover. Jack Butala: Yeah, it doesn't cover. So, no, I wouldn't. This doesn't concern me at all. I would check out the physical details of the private road. Is there a gate? That might cause some problems. That may change your mind. If the private road is maintained by a neighbor and the access to your property is through that private road, if this is actually the truth and it's not just template language in the schedule B title exception for the title policy, that could pretty dramatically affect how people get there to see the property to see if they want to buy it. And/or if they do buy it and somebody puts up a gate because it is their private road, that's a problem. Jill DeWit: I think there's two kinds of private. There's your neighbor's private road, and then there's the public utility. There's APS, the power service private road. So you have to do some digging. Jill DeWit: I was going to add, I had this come up yesterday, and people say things, too. You have to really do your own homework. Don't believe everything that one person says. Someone said, "Oh, that's a private road," and now you're believing it. It might not be true. Jill DeWit: An agent came up, we have a property that we're selling ourselves, and we got a phone call from an agent in the area who said, "I'd love to help you guys sell this property." We put a sign in the ground and she obviously saw it and called the sign. She told my transaction coordinator, "By the way, because it's only a half acre, you need an acre to build in this area." But she's all excited to list and sell the property. I'm like, I'm not sure I believe her. And so my transaction coordinator passed that on and I said, that's nice. Jill DeWit:

How to Choose a Market to Send Blind Offers (LA 1568) 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 to choose a market to send blind offers. Oh my God. Both of you. Jill DeWit: Haven't we talked about this before? Steven Butala: How many times can you talk about the same topic in five years of a daily show? Well it turns out, I agree with you, Jill DeWit: But it comes up. Steven Butala: That's why we're responding to demand. Jill DeWit: It still comes up, people are like wait, can we run through that again? Steven Butala: Yeah. Jill DeWit: Has anything changed? What am I missing? Steven Butala: And you know what? It turns out some stuff has changed. Jill DeWit: How do I do this? I got a good one. We can help. Steven Butala: Technology has changed. There's a lot of new available tools out there and we'll talk all about it. What hasn't changed is there's no easy button, which is why there's a few of us getting crazy wealthy at this, and then the rest of the people don't even know about Land Academy in the world. That's why you're listening. 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: Charlie asked, so I had a buyer pay the down payment on our website, fill out a form for the deed info, and then they disappeared. We talked through texts one time and I sent the contract and the deed because it was sold over [inaudible 00:01:26] with contract for deed, excuse me, it was sold on terms. And now I can't get ahold of them. She never signed, never returned the contract back to me. What do I do now? The contract lays out default clearly, but technically she never signed it. I think I'm going to keep trying until Friday to reach them and make sure I have everything documented and then re-list the property with the expectation that I'll just refund them if they ever return my calls. Any thoughts? That's kind of what I would do. Steven Butala: Well, I'll tell you, you're kind of stumping me here because this has never happened to us, not. This happens all the time. Jill and I over the last year, maybe two years actually now, maybe two and a half or three, have gone a hundred percent to cash sales. So, selling property on terms, we buy a piece of property for cash and you sell it on terms, $500 sound, $200 a month for five years and then you own it. Like a car. It's very popular among other groups in the land education environment out there. Or maybe it's not, I don't know. I don't keep up with them. Steven Butala: But it takes a whole different skillset than what I believe, Jill and I are really good at. We're good at data. We're good at sending out blind offers, buying property real cheap and reselling it very quickly for cash for more. This business of the customer service and the maintenance of servicing alone and the stuff that goes on with it, we learned pretty early in our operation together that we don't want to do that. Jill DeWit: It's a lot of work. Lot of people package this up like, oh, it's passive income, is what they. Because you set it up once- Steven Butala: There's nothing passive about it. Jill DeWit: You get them on auto pay, and it's all beautiful and sunny and everybody pays and they don't have to do anything. And that's the whole point. It's not passive. It's just like the situation, there's a little bit of work sometimes. And this person managing, this situation is actually easy. So let me cover real quick. What you're doing Charlie's exactly what I would do. They went dark. I leave them voicemails. I text mail. I email. I cover all the bases. I tried. And then I put the money aside knowing if they come back, I'm going to say you went dark,

How to use Free Data to Price Your Mailer (LA 1567) Transcript: Jack Butala: Steve and Jill here. Jill DeWit: Cheers. Jack Butala: Welcome to the Land Academy Show, entertaining real estate investment talk. I'm Steven Jack Butala. Jill DeWit: And I'm Jill DeWitt. No, I'm not drinking. And we are broadcasting from sunny, Southern California. Jack Butala: Today Jill and I talk about how to use free data to price your mailer. Jill DeWit: Can't get you to laugh. Jack Butala: I can try. Jill DeWit: Oh, none of this makes you happy? Jack Butala: I love free data. Jill DeWit: Okay. Thank you. There we go. Jack Butala: Yeah, I love free data. Jill DeWit: I'm trying to get some good response or just happy fun. Jack Butala: Here it is. Jill DeWit: What? Jack Butala: This is a serious time. Jill DeWit: Okay. Jack Butala: I mean, this is like, there are people that are out of work and I think that they need some help. Jill DeWit: Okay. Let me back up. Let me just say one thing, for everyone here. People grieve in different ways. Some people are serious. Some people cry. Some people tell funny stories. Some people go silent. Maybe we're grieving in different ways. No way is right or wrong. Jack Butala: Yeah. I couldn't agree more. Jill DeWit: Okay. Jack Butala: Jill, I'm not criticizing you at all. I'm just saying, "Yeah, can I laugh yet?" I can laugh, not right now. Jill DeWit: You don't have to. Okay, then you are allowed ... Well, obviously, you want to be very serious, I still choose not to be serious. That's how I prefer things. Jack Butala: There's a great way to price mailers. I'm digging deeply, deeply digging into how to more accurately price mailers faster. Jill DeWit: Yah. Jack Butala: And we're going to share it, and probably have a couple of laughs at the same time. But this is not ... I don't think that the vast majority, maybe few months ago, I think everybody was laughing and saying, "Yeah, this is a great. Those guys are entertaining." And I would love someone to email me and say, "Oh no, you're, you're totally wronged, Jack, we just want to laugh. That's why we listen to your show." Jill DeWit: Okay. Jack Butala: We can do two shows. Jill DeWit: Would you call it entertaining real estate investment talk? Jack Butala: Right. I actually think this is entertaining, watching us bicker. For some people. Jill DeWit: That's hilarious. Jack Butala: When I've watch other couples bicker, I'm like, "Wow, finally, somebody else too." Jill DeWit: Okay. Jack Butala: I'm want to tell you my Vince Vaughn story along those lines. Joe and I are sitting in Manhattan Beach, right outside of Los Angeles, a couple of years ago at this Mexican place, having the greatest street Mexican food there ever was. And Vince Vaughn's three tables down and his kids are crawling on his head, and it's just ... And so he and I make contact, eye contact, and he's, he just looks at me dad to dad, not ... And I'm like, "Yeah, I got it." And his wife's yelling in his ear about something and, you know. Jill DeWit: Mm-hmm (affirmative). Jack Butala: And I felt great about myself. Jill DeWit: It's your turn. Jack Butala: I felt completely entertained. Jill DeWit: Exactly. Jack Butala: If a guy like Vince Vaughn could have the same family stuff that goes on, I might be okay. Jill DeWit: Okay. Jack Butala: So there's a lot of guys listening to this going, "You know what? Those guys are talking to each other like I talk to my wife sometimes." I might be okay. Jill DeWit: Okay. Jack Butala: How's that for entertainment? It's not that funny, is it? Jill DeWit: No, it's not that funny. Jack Butala: You want ha-ha slapstick, silly. Jill DeWit: It's okay. It's okay. It's all right. Thank you. Jack Butala: Before we get into it, of course, Jill and I already have, let's take a question posted by one of our members on the landacademy.com online community. It's free. Jill DeWit: Blake wrote, "Hi, this is an Excel question.

Member Andy Barnhart Shares Land Academy Success Stories (LA 1566) 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 with member Andy Barnhart, who shares his Land Academy success stories. But, before we get into it I have a simple question. Andy, you're sitting right there in that seat. How did you get there? Tell us your story and tell us how you chose Land Academy, and if it's working for you. Andy Barnhart: Yeah, hello. I'll go way back to when I was a child and my dad was a farmer, a dairy farmer. He would try to grow his operation and buy more land, so he would show me plat maps when I was... So, I was looking at plat maps when I was eight years old. He's like, "Oh, we own this 80 acres, and I'm going to buy this 80, and I'd love to have-" he always wanted a section of land. That was his goal. I knew what a section was, and a quarter and a half section at a young age. After college, I got a job- Steven Butala: I have to explain to everybody what a section is. A section is a square mile, and it's 640 acres. A half section is 320, and a quarter section is half of that. Jill DeWit: 160. Steven Butala: 160, and on, and on, and on. Andy Barnhart: Yep. Steven Butala: Anyway, go ahead. So, you're in college. Andy Barnhart: So yeah, I got through college and I got my first job as an Auditor with the US Department of Agriculture with the Dairy Division. I went right in on my first day, and I had learned Excel and everything in college, and thought I was a whiz kid. Then I get into the government organization that I was hired with, and literally some older guys didn't even have a computer on their desk. They refused to work with a computer. All the programs were written in Lotus 123. So, it was like stepping back in time 30 years. Andy Barnhart: I was there 10 years, and we converted everything to Excel and all the reports and everything. So, I was very comfortable with... I had the agriculture background, I have Excel background, I have an auditing background. Then yeah, I bought the realtor courses and took all of the courses to become a realtor. I thought that's something I'm interested in, and then got to the end. I did all of the education and got to the end, and I think at that time is when I found your podcast. You guys were, as you are today, dealing with realtors and [inaudible 00:03:22]. Andy Barnhart: You guys have never shied away from talking trash on realtors, so it made me think, "Well, do I really want to be a realtor?" So, I never went to take the test, and then that's when I bought the programs in 2016. Yeah, that's how I got here. I'm in my third year, and yeah still- Steven Butala: Is it working? Have you done a bunch of deals? I guess, you're on the show so hopefully some of it's working. Andy Barnhart: Yeah, yeah I didn't start out of the gate with a bang. I was skeptical, and I took it really slow. I wrote down my numbers. The first year, 2017, I did 19 deals, and I still had some other jobs going on, some part-time things. The revenue that year was $62,000.00- Steven Butala: Awesome. Andy Barnhart: And then so last year- and I was still doing this all on my own. I did last year 184 deals completed, and then the revenue was $343,000.00. Yeah, I was like, "Yeah, this is-" Jill DeWit: I'm in. Andy Barnhart: I'm in. I'm not a skeptic anymore. Jill DeWit: Yeah, I think that was your testing it. Andy Barnhart: Yeah. Jill DeWit: After $400,000.00, I said, all right. I guess this works. Steven Butala: He's an auditor. You know, I have an auditing background too and I just [crosstalk 00:04:59] naturally un-trusting of everything. Unless you're an auditor, you can't explain that. People don't understand that. Andy Barnhart: Right. Steven Butala:

Why a Small Percentage of People Accomplish Their Goals (LA 1565) Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Happy new year. 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 why a small percentage of people accomplish their goals. And I thought this was appropriate because it's January, well, it's the first real show in January. Jill DeWit: Well, it's the fourth. This is one of those rare occasions where we're recording on the actual day. Steven Butala: The same day. Why? Because we just got off of, like everybody, having some fun during the holiday season. Jill DeWit: Well, here's what's funny too. Last week was supposed to be with my ladies, Land Academy ladies group on Tuesday, which is the 29th or something. We were going to talk about work-life balance. And because I respect work-life balance, I needed some more life balance and not work balance. So I canceled our thing. So tomorrow we're going to pick up where we left on work-life balance. So this is partially why we're recording today too. We needed that work-life balance. Steven Butala: Awesome. Today's topic. Oh no... 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: You're out of your mojo, out of your groove. Aren't you? Steven Butala: We haven't recorded in quite some time. Jill DeWit: Yeah. It's a week and a half. It's nice. James wrote, "Hello and happy new year. Transitioning military member signing up and excited to get started. The member guide appears to focus on the tools first, but I assume we should review the videos, which are the same thing as reference, the YouTube courses also references DVDs." Steven Butala: Yes. That's how long we've been doing this. Jill DeWit: Yes. You're right. Steven Butala: Used to be in DVD form. Jill DeWit: We did. And they provide the basics. "I have some of my family working with me and my initial thoughts about how to organize to take care of the most important responsibilities would be useful. Like step one, build a list, tutorial, step two, sort the list, et cetera. Noted we need a name and a website but we didn't understand the purpose of the website upfront. Is the purpose of the website to list on the mailer so sellers have a website with all your information and documents? Question. Thank you." Steven Butala: So this is a very, very popular question that usually Jill and I don't answer it, but I think everybody can benefit from it. We have a pretty substantial number of new members that signed up over the last 90 days. So it's really important to watch the programs, Land Academy One and Land Academy Two. And the Cash Flow From Land, the original program from 2015. And if you follow it step by step, all this stuff will get answered. And you will, at the end of it, have a comprehensive plan and a calendar, or you should anyway, from which to start at that point. So you don't want to build lists or whatever you mentioned in this, I'm not even sure what that means. Because we use database driven data, not lists. So the best thing you can absolutely do is follow the programming in order. Jill DeWit: Well, that's great. That's great, Jack. Let me answer your question, James. Steven Butala: Really? Jill DeWit: Yes. What's the fucking point to the website? Yes. I do want you to go out and spend a couple hundred bucks. Even if you need to do it on... Pay $200 and get something on Fiverr to get your website, pick a name. And you could spend, don't spend a week on this, but spend a day on it and make sure you find a name you like. Steven Butala: Yeah, but it's [crosstalk 00:03:32] Jill DeWit: Short as possible- Steven Butala: It's addressed in the program. Jill DeWit: I know, but I'm helping the planet right now.

Filling in the Land Acquisition Education Gaps with Land Academy (LA 1564) Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Good day. Steven Butala: Welcome to the LandAcademy 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 filling in the land acquisition education gaps with LandAcademy. This is all about understanding that you can buy and sell land. A lot of it's unwanted land for a pretty substantial profit with not a tremendous of cash outlay. Steven Butala: But what are the tiny little nuances, or the things that tell us exactly how to do it? What's the trick? What are the key things that I missed in all this other education that I see out there? Great. I know you can make money. What's the real deal? Jill DeWit: You know what's funny? I didn't know this until it happened that so many people over the years, since LandAcademy, have said, "Oh, my gosh, you guys. I didn't know this. You filled in this piece. This was all of the questions that I had, that the little things, you covered them all." I think a lot of them... What's interesting, too? A lot of those people have said, "I did it with the podcast." They have said that they've learned a lot and filled in a lot of missing information free right here on the podcast. Steven Butala: And here's a great real-world example. There are other people that are pretty loud out on the internet about... First of all, all the people that are in this teaching land space, every single one, without exception, except Jack Bosch, were LandAcademy members at one point. So, they've taken our concept and made it into some funky little niche. In a lot of cases, they copied exactly what we're doing and put their own face on it. Steven Butala: But there's several things that I think everybody's missing, and they are tiny little nuances. For example, the vast majority of people still don't send out offers. They send out letters of interest. Jill DeWit: Right. Steven Butala: Or they just send letters to people who are in a back tech situation. Jill DeWit: Mm-hmm (affirmative). Or I think they're not effectively pricing as well as they could. Steven Butala: Or they don't have the integrity that you should have as a acquisition or an investor and the compassion when you're talking to a seller and finding out why they're doing this, and what's going on. Jill DeWit: This is good stuff to talk about. Steven Butala: Before we get into it, though, let's take a question posted by one of our members on the landinvestors.com online community. It's free. Jill DeWit: Chris wrote, "I'm new to the land business and looking for others to join an accountability group. Whether you just joined LandAcademy as I did a few days ago, or are otherwise somewhat new to the business, it's all good. I anticipate we'll be running into a lot of the same questions and hurdles around the same time as we do our research, get out our first mailers. Mine will go out next week, field our first phone calls, et cetera. More answers and knowledge than we could ever ask for are here in the forums, education, podcasts, weekly calls, et cetera." Right, it's a lot. Jill DeWit: "So, we are covered there, but what we can provide each other some accountability and encouragement as we rack up our first success stories. Not to mention learning from whatever unique talents/experience we each bring to the table, and that landed us in this business. I, myself," it says, "experienced software developer/business owner. Perhaps a biweekly networking call over Zoom, and a free Slack channel to stay in touch in the meantime? Anyone interested, please reply to this thread or send me a private message. Thanks." Steven Butala: This is all you. Jill DeWit: This is something that we are actually working on. I'm so happy. Steven Butala: Me, too. Jill DeWit:

Jill Friday - How to Turn a Dead Deal into a Successfully Completed One (LA 1563) Transcript: Steven J Butala: Steve and Jill here. Jill DeWit: Howdy. Steven J Butala: Welcome to the Land Academy Show entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: I'm Jill DeWit, broadcasting from amazing Phoenix, Arizona. Steven J Butala: Today, Jill and I talk about how it's Jill Friday. Well, she's going to talk and she's going to let us know how to turn a deal, a dead deal, into a successfully completed one. Jill DeWit: That'd be funny. We should each ... Share how you would do it and how I would do it. Steven J Butala: Perfect. 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 join us on Discord if you're already a Land Academy member, Jill DeWit: Sandy wrote, "I've listened to the podcast this morning about how Jill talks to sellers in order to find common ground. I loved her examples. Does anyone know where I can get more info like this? I would love to have a number of things to practice that would help me connect with the seller." Oh. I have a few things right now. Number one, out of the gate ask how they are? People don't do that. How are you today? Every time I'm calling somewhere whether it's a title company, a bank, internet provider, I'm totally serious on this, I try to get them right on my team by being nice to them, by offering up a little something like, "How are you? How's your day going? Wow, that was a long hold time." And I'm not being sarcastic. Jill DeWit: I'm saying, "You guys are slammed, how are you hanging in there?" And I'll even say, "Take a second, catch a breath. Do you have coffee there? Take a drink." They'll be like, "Thank you." No one cares enough to even say that. So automatically I'm being nice and helpful, and I have them on my team, and now we can ... And then they're ready to go, "Well, how can I help you?" And then I say, "My cable doesn't work," or whatever it is. There you go. Steven J Butala: Some of the best advice I've ever gotten ever was from a bartender many years ago, 20 plus years ago. And he said, "Meet people from where they're coming." That's it. And he said, "Specifically, children. You're not going to meet a two-year-old ... You're not going to treat a two-year-old the way that you're going to treat a six-year-old or a 16-year-old. They're completely different people. And you need to meet everybody from where they're coming and it's going to go a lot better." Jill DeWit: You have to take a step back and think about where they ... Exactly where they're coming from. People in New York just live differently, talk differently, communicate differently, different speeds, different volumes than somebody from the Deep South. And you have to do your best to mirror them without not belittling and not condescending. But if you're talking to a sweet little lady from somewhere in a dreamy part of Georgia, I don't know. You need to ... You're going to take a step back, and calm down, and think she's sitting right now drinking her tea, opening her mail, and calling me. I need to be that person she wants to talk to, and answer all her questions, and get this deal done, and make it easy and understandable for her. Steven J Butala: You're trying to get a deal done here. This is the topic. Let's get into the topic. Jill DeWit: Okay. Steven J Butala: Today is Jill Friday. How to turn a deal, a dead deal, into a successfully completed one. This is the meat of the show. Jill DeWit: So by dead deal, we don't necessarily mean that you kicked it to the curb or they told you whatever and you're calling them back talking them into anything, which you could do some ... I mean, it does happens but- Steven J Butala: A lot of scenarios here. Jill DeWit: You're not talking anybody into anything. Steven J Butala: Back to what the question was today. People ...

Jack Thursday - Life Math (LA 1562) Transcript: Steven J Butala: Steve and Jill here. Jill DeWit: Hi. Steven J Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I am Jill DeWit, broadcasting from amazing Phoenix Arizona. Steven J Butala: Today is Jack Thursday. And I'm going to talk about life math, which completely confuses Jill. Jill DeWit: Yes. Hold on a moment. Steven J Butala: Not life math the topic, just what the hell is he going to talk about now? Jill DeWit: Oh, that does. Yeah. I don't know where you're going with that, but I was going to pause and say, I'm actually good at math. Steven J Butala: Oh, I know. Jill DeWit: I did really well in school at math. Steven J Butala: And physics. Jill DeWit: And physics, that was one of my favorite subjects. I liked physics. That was really fun for me. So flying and old school when you're learning to fly and you have to map out where you're going and how many minutes to get somewhere and degrees and that kind of thing, oh, I love that stuff. I kill it on all that. So don't think I can't do math. But that's not what this is about today. Steven J Butala: Right. Before we get into it though, let's take a question posted by one of our members on the landinvestors.com online community. It's free. If you're already a member of Land Academy. Jill DeWit: Of Land Academy. Steven J Butala: Join us on Discord. Jill DeWit: Thanks. Leah wrote, "Hello. I have a property under contract and the owner's relative has a neighboring parcel. The relative has agreed to give the owner an easement so her property can be accessed by the road. This is in" should I say the state or no? Steven J Butala: Sure. Jill DeWit: Okay, "This is in California. Where do I find the paperwork to get this done? What is the process?" Steven J Butala: This is not something you can do yourself. It's not something I could do myself after how many years of doing this. You need to call a lawyer, preferably a real estate lawyer that understands easements and preferably in that county, potentially even in that city. And that's really the only way that it's going to get done. Here's the great news, this almost never happens. The fact that these people are related and that they're cooperating and that-. Jill DeWit: That's true. Steven J Butala: What's you're now doing is every land person's dream. You're taking a property that until you do this, its use is very limited. If anything, it's only limited to the people that actually have access around it. Jill DeWit: Right. Steven J Butala: And fortunately, one of this is a relative. And you're creating equity. And that's what this is all about. We create equity here. We buy property cheap and we sell it for more, and create some equity for ourselves and the persons we sell it to. And so this is good. I put this in here for a reason. This is a dream situation. So anybody who's looking at property that doesn't have physical or legal access, and that's a lot of us all the time. The remedy is to talk to the neighbors and see, "Hey, can I get some access to this property over here? It's on the edge of your property. It doesn't look like you live there anyway. It looks like you live in Nevada, the properties in Texas. What do you say, I blade a road in, get some physical and legal access. I'll pay for it all, I just need you to sign some stuff." It doesn't happen enough. Jill DeWit: Beautiful. Thank you. Steven J Butala: Today's topic, its Jack Thursday. This is why you're listening. Jill DeWit: Life math. Steven J Butala: It's Jack Thursday about life math. Jill DeWit: What is life math? Steven J Butala: When I was a kid, I was confused like every kid. Jill DeWit: And now you've got it all down. Especially, understanding women. Steven J Butala: Like everything, not only was I confused, I wanted to grow up really fast. I was tired of being a kid. I was tired of being a kid.

How Career Path Members are Aligning themselves with Each Other (LA 1561) Transcript: Steven J Butala: Steve and Jill here. Jill DeWit: Hello. Steven J 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 amazing Phoenix, Arizona. Steven J Butala: Today, Jill and I talk about how Career Path members are aligning themselves with each other. Steven J Butala: This is a fascinating for me. Jill DeWit: I love this. This makes me so happy. This is why we're here. I'm not here to have a million members and just sit back and roll out a program and just go up and say, "Here you go. Have a nice day." Steven J Butala: "Figure it out." Jill DeWit: Could you imagine, it's like I'm at a cash register dishing out ice cream cones. That's not what I'm doing. We're here creating businesses and helping putting people together, not just with us, but with themselves. I really mean it when we say there's nothing better than hearing that you're making more money than me this month. It's really cool because all I think of is, "Hey, please remember me someday when you need cash. I'll fund your deal." It's awesome. It's great. We're doing just fine and I'm happy you're doing better. Jill DeWit: So, how does this happen? People in our group find each other and we'll talk more about that. Steven J Butala: Why wouldn't you? Jill DeWit: Right? Steven J Butala: That's one of the huge benefits of being a serious Land Academy member. You're doing deals with other people in the group. Jill DeWit: I remember our first, very first live event. People were like, "I was just so happy to be in a room. I thought I was on an island somewhere because you guys are here. I'm six states over. So, I was so happy to be able to get with like-minded people." And now with all of the ways that we have to communicate, our weekly calls, the accountability groups and Career Path and other meetings and venues and Discord and everything. The community can really communicate. You really find that you're not alone and that is huge. Steven J Butala: Yeah. When a group of like-minded people... Well, let's get into the show. Jill DeWit: Okay, cool. Steven J Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free and if you're already a member, please join us on Discord. Jill DeWit: A Land Academy member, that is. James wrote, "I'm buying from a seller who bought the property in 1985 and they want to close quickly and get cash with a local attorney and via warranty deed." Perfect. "I think I should close with title and pay the additional $700 plus two weeks, so I don't have any issues on the sales end. Do you normally take title on the buy and sales and pay twice? Thank you." Close quickly, local attorney. There's no difference here. Steven J Butala: Let me clarify something and this is a very, very good question. And I think a lot of people can benefit from it. When you buy a property through a title company, a title escrow company just like when you buy a house, you get a title policy and everything's good and it's recorded correctly. You dot your I's and cross your T's and it's done. It is the exact same thing with the lawyer. Exactly. There's no difference at all. In fact, they usually do it faster and I would argue cheaper and I would argue more accurately because they usually have more experience. Jill DeWit: Yeah. Steven J Butala: So, please, the take away from this is there's no difference between closing a deal through a lawyer and through a title escrow company except speed, money and quality. Jill DeWit: And James, you just spelled it out perfectly. If I go with the attorney, I save two weeks and $700. So, my argument is that's the right thing to do, James. Steven J Butala: So, I think, James, you're assuming and it's totally okay. I'm not knocking you here at all.

Jill's Confused about Our Accountants Email (LA 1560) Transcript: Steven J Butala: Steve and Jill here. Jill DeWit: Hi. Steven J Butala: Welcome to the Land Academy Show, entertaining land and investment talk. I'm Steven Jack Butala. Jill DeWit: I'm the patient one sitting next to the impatient one. My name is Jill Dewit and we're broadcasting from awesome Arizona. Steven J Butala: Today, Jill and I talk about why is Jill confused about our accountant's email? Jill DeWit: Good. Don't say anything. I'm going to read you what we wrote in a few minutes, and then I'm going to read you what his response was. I went, "What the heck is this all about? It's interesting. We'll talk all about it. Steven J Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. If you're already a Land Academy member, please join us on Discord. Jill DeWit: John wrote, I'm curious how others may approach pricing this situation, small county with only two zip codes. Good, not great market. Has a lake, but the lake doesn't appear to influence home values. Only doing less than one acre lots. Here's what I'm trying to square up. Medium home values are between 200,000 and 250,000 and Zillow searches reinforced that pricing. Jill DeWit: The Kelly treats most of the lots, like they're worth a couple of beers and not much more, except for a handful of properties that they think are worth between 60 and $70,000. Nothing vacant is currently for sale. Taxes seemed to have no relation to valuation of properties. One lot sold in the past year for $10,000. Would you price off of the homes and risk over pricing? Price off of the county and offer people wide range of prices and negotiate your way to deals or price off that one sold comp and then negotiate each deal? Steven J Butala: This is a brilliant question. How should I price something when I have no real data? How can I make a business decision without any real data? Not just for land, but anything, because all decisions should be made on ... Jill DeWit: Real information. Steven J Butala: Empirical data and not emotion. That's exactly what John is doing here. By the way, there's lots of Johns in our group. This one really knows what he's doing. You know who you are. I love testing new markets like this. If nothing's been purchased or sold or recorded, nobody's there doing anything. Steven J Butala: This is what I want you to do, I want you to go in there and just crush the price so low it's silly. There's going to be a bunch of low hanging fruit. Just get it all on that first run. There's a chance that you price it way too low and it'll bust. I haven't experienced that, neither has Jill, and most people ... I'd bet John, you haven't either. I don't think anyone has had it just completely failed. Jill DeWit: I argue. Steven J Butala: Mailer. Jill DeWit: I'm going to argue off failed mailers. It's usually not the mailer, it's something wrong with an area or something. Steven J Butala: You got $200,000 houses on smaller lots, less than an acre. I would go in and just start offering five to $8,000 just across the board for both zip codes and see what happens. It probably bites. This is what usually happens when I do this, we buy two or three, four properties, maybe. Hopefully the data set's big. If it's a thousand unit dataset, now, that's a little scary. But, if you've got eight or 8,000, let's say, vacant properties, I'd go in across the board. Forget about the lake. Go in across the board, in at $10,000, maybe 8,000, maybe seven or whatever pricing scheme you come up with. You're going to buy a few most likely, hopefully a few more. Then, you're going to find out where that magic ... by the way, you're operating all by yourself here. Nobody's doing anything else. Steven J Butala: You're going to find out where that threshold is. There's a threshold in every single market. I think it'd make a lot of sense, then,

Truth About Taxes as a Real Estate Investor (LA 1559) Transcript: Steven J Butala: Steve and Jill here. Jill DeWit: Hello. Steven J Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven J Butala. Jill DeWit: And I'm Jill DeWit, broadcasting from pretty Phoenix, Arizona. Steven J Butala: Today, Jill and I talk about the truth about taxes as a real estate investor. Jill DeWit: This is a hot topic often, not just tax time, but that's when it really hurts, but this is a big deal. People come into this, and it's kind of funny, I never thought about this going into this business. I never thought about if I make a lot of money, how am I going to do my taxes? I always let those things work themselves out at the end, but it turns out we have a lot of people, probably smarter than me, that are thinking about this now, so we wanted to talk about it to put everybody at ease and give you some insight and some ways to tackle taxes. Steven J Butala: If you love paying taxes- Jill DeWit: This is not the show for you. Steven J Butala: No, if you love paying taxes, then after these next three or four sentences, you can just turn the episode off, because the rest is for people who don't want to pay taxes or like to legally minimize tax. That's what this is about. If you love to pay taxes, this is what you do. You form an LLC. Jill DeWit: We'll save it for the show. Steven J Butala: No, this is just for people who love to pay taxes. Jill DeWit: So they can get it out of the way now. Steven J Butala: Form an LLC, set your W2 paycheck, you and your partner, pay the highest salary as you can, and then you pay a withholding, and then there's nothing left over, because pay yourself so much in all those taxes, so you're all set there. Jill DeWit: Oh, thanks. Steven J Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. If you're already a member, please join us on Discord. Jill DeWit: All right. Hello. I know these two. Erica and Abby wrote, "Hi, Jack and Jill. Just want to give you guys a quick update. My wife and I joined Land Academy a year or so ago, and we just completed 100 deals, 74 cash, 26 on terms." They were at our last live event. I remember. "We feel grateful and want to thank you so much for sharing this business with us. Please keep up the good work. Best Erica and Abby. That's so great. I also see them on social media traveling the world. Steven J Butala: Really? Jill DeWit: Yeah. Steven J Butala: That's great. Jill DeWit: So, it's obviously working out just wonderful for them. That's so good. Congratulations. Thanks for sharing that. Steven J Butala: Today's topic, the truth about taxes as a real estate investor. This is the meat of the show. Jill DeWit: Okay. I wanted to bring this topic up because it's important, number one, and it's often on people's minds, as it should be. We're making all this money. Where's it going to go? How do I account for it? Do I file taxes in every state? Do I get an LLC for every property? Do I get an LLC for every state? Oh my goodness. There's so many ways to do this. Here's my answer. Yes, there are so many ways to do this. This is the point for me, if you don't mind. Steven J Butala: Of course. Jill DeWit: Then I'm going to let the person with the accounting background give you their professional advice. But my advice is mainly this. People always ask us exactly how we do it, who's our accountant, can we call our guy? Can we copy you? You know what? We've been doing it for so long, and we have certain tax, you'll talk about this too, designations that may not apply to everybody. We're all different ages. We're all in different states. We've been doing things differently. Guess what? It's okay. My main point here today is there are different ways to do this. There's no perfect cookie cutter Land Academy approved roadmap to taxes that says,

Jill Friday - How to be an Effective Entrepreneur (LA 1558) 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 pretty Phoenix, Arizona. Steven Butala: Today is Jill Friday. How to be an effective Entrepreneur. I was going to say infectious, because you're like an infectious entrepreneur. And that's a compliment. Huge compliment. Jill DeWit: That's Great. But do you know with COVID [inaudible 00:00:26], you can't throw infectious around. Steven Butala: Yeah, that's probably not [inaudible 00:00:31]. Jill DeWit: Exactly. Two years ago. We all get it. Now, not so much. 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. If you're already a member, please join us on discord. Jill DeWit: All right. So Laurie wrote, "Success stories." I like this, I saw this the other day. Okay. Laurie wrote, "Success stories are too few and I'm posting this one on request. Bought 20 acres with a falling down house and a ton of trash for $70,000, sold in less than a week for $165,000 to the neighbor. I funded this for a partner who's negotiating and set a selling wizard and made it possible. We had to work through an attorney for several months to finalize probate and to get the property redated. Seller knew nothing about probate. Didn't even know she had to go through probate or to facilitate with two attorneys involved. Jill DeWit: Was a headache of a deal. But at the end, the seller was so incredibly grateful to have the money and the neighbors were thrilled to get the property cheap. My deal partner, and I were both delighted to make that much and sell so fast. And he wasn't even a bit upset to get a wire for $53,000. And the attorney was happy with the flowers we sent her and she sent a picture of them in her conference room. And a love you guys email. That's five people that were very happy from one deal made possible by Land Academy." Steven Butala: So I put this in the script on this episode because Jill's going to ... This is happy Jill. And because yesterday ... Jill DeWit: It was crappy Jack. Happy Jill, crappy Jack. Steven Butala: This experience, I believe represents the vast majority of what goes on Land Academy. Jill DeWit: Today's topic Jill Friday. How to be an effective entrepreneur. This is the meat of the show. For helping each other out this week. Sometimes we fall a little behind. Sometimes we lose our train of thought. Sometimes we're just, who knows what is going on. Steven Butala: Broadcasting to you from our personal job site. Jill DeWit: Here we go. Steven Butala: Construction site. Jill DeWit: There is that too. Yes, we are recording around different projects. So it's okay. So here's the deal. I find there's a lot of people that hit a certain level in their company, and it's usually deal flow and money combined. And they're like, "I know how to make 50, 75, a hundred thousand dollars a month seriously, but I can't get past that level of right now. I'm doing bigger deals. I'm answering the phone as best I can. I love my job. I'm not sleeping. I don't know what to do now. I'm trying to get past this hump. And so I want to help you be an effective entrepreneur. Guess what the problem is. It's you. Steven Butala: Maybe this is a rant today. Jill's rant. [crosstalk 00:03:42] maybe it's narcissistic view. Jill DeWit: You saw that coming right? Steven Butala: No. Jill DeWit: [inaudible 00:03:54]. I thought you would agree with me, but that's really it. It's you, okay. You've got- Steven Butala: I want to get in on this now. Jill DeWit: Why is it you? Because you are holding yourself back. You need to step aside. You need to hire, you need to let some self ... You need to let some things go. You've got to force the growth and I get it.

Jack Thursday - Land Academy Members with Personality Disorders (LA 1557) Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Hi. Steven Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I'm Jill Dewitt broadcasting from pretty Phoenix, Arizona. Steven Butala: Today's Jack Thursday. And I'm going to talk about Land Academy members with personality disorders. Jill DeWit: Put your helmet on. Steven Butala: Why would you ever talk about Land Academy members with disorders when 99.8% of all Land Academy members past and present are awesome. Because it's Jack Thursday, that's why. Jill DeWit: Because he wants to. Steven Butala: And some people need to be discussed and disgusted. Jill DeWit: Oh no. Steven Butala: Before we get into it let's take a question posted by one of our members on a landinvestors.com online community, it's free. And if you're already a member and you don't have a personality disorder, join us on Discord. Jill DeWit: Here we go. It's already starting. Jill DeWit: All right, Kevin wrote, this might be a rant on open contracts. Steven Butala: Options. Jill DeWit: Ops. Excuse me. Let me start over. "This might be a rant on option contracts. I talked to a man about five acres in a county in the Midwest. My offer was $10,681. And he said he received a higher offer from someone who wanted a 90 day close. I told him that the person making an offer sounds like they want to do an option contract. He said that sounds about right. He did not want to deal with this person and is willing to take my offer that is $3,000 less. This option contract person is pushing deals our way. I just talked to the seller yesterday and he had another deal with the same scenario." His offer was, a member, excuse me. Jill DeWit: "He talked to a member yesterday and he had to deal with the same scenario. His offer was less, but the seller did not understand the need for 90 day close and was put off. The seller would rather deal with the member, this other member, even though his offer is lower, same situation again. There's a time and a place for an option contract." Steven Butala: Is there? Jill DeWit: "But it's probably a poor choice for the initial offer, whoever's doing this is pushing deals my way, so thank you." That's totally true. So can I say real quick, here's an option. We would use to suggest this in the past and use this in the past when I was flat out out of money, when all these great deals are coming my way, I spent all my acquisition funds, I didn't have more money to take it down another deal. And I'd say, "Look, here's the story, I can't afford to buy it right now, but can I have 90 days?" And I'll kind of pull it together and what I might do and I would be honest with this too, is just go out and try to market it and sell it on my own, or sell it on your behalf kind of thing. And I'll give you the money that we agree upon. And they're like, "Sure, that's fine. As long as I get my eight grand, I don't really care how you do it. And 90 days is fine for you to try to go get me my eight grand." Jill DeWit: Okay. So I'd have them sign this option contract, which gives me a skin in the game, equitable title so I can go out and kind of market it as my own. And here it is, this is my new property on Land Stay and try to sell it. And if I, maybe I sold it for 12, maybe I sold it for 14, whatever it was, I could then go afford to buy it from him for eight and do it all really fast. That's the thing. Jill DeWit: Some people, and this is before, this is what I really would run out of money. And, or I would also suggest is like, maybe it was a really good deal, but I wasn't a hundred percent sure on the price. So I'd say, "Maybe I'll do an option. See if I can get what I think I'm going to get, then I'll pull the trigger and make it happen kind of thing." Jill DeWit: So what it has sadly turned into,

Number 1 Reason You May Not Be Doing as Many Deals as Possible (LA 1556) Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Hi. Steven Butala: Welcome to the Land Academy Show entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I'm Jill Dewitt. Steven Butala: [inaudible 00:00:10] Jill DeWit: Full fit. Broadcasting from perfect Phoenix, Arizona. Steven Butala: Today Jill and I talk about the number one reason you may not be doing as many deals as possible. Jill DeWit: And no, it's not answering the phone. That starts it, but that's not the only reason. Steven Butala: And no, it's not because your pricing sucks. Jill DeWit: That's right. Steven Butala: It's not those two. Jill DeWit: And no, it's because your pricing was just too good and they don't realize it. It's so perfect. These guys are idiots. That's not it. 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. If you're already a member, you can use Land Investors if you want, but join us on Discord. Jill DeWit: Use both. Use both. Okay. Because there's good information in both. I have to say, if you're a brand new member, if you're not using the search function and utilizing landinvestors.com you're missing it because there's so much information. There's- Steven Butala: There's 3,000- Jill DeWit: Six and a half years of information ... Of comments, and people, and- Steven Butala: 3,000- Jill DeWit: Situations. Steven Butala: Pages of questions. Jill DeWit: That. Steven Butala: To answer. Jill DeWit: There's a lot of things that have already been addressed that can really help you that are in landinvestors.com and it's a great resource. And it's free to the planet so go get an account. Shannon and James wrote, "I spoke with a lady today who has two and a half acres on a road with access and another pair of 1.25 acres behind it with no road access. She responded to my mailer from the 1.25-acre offer. She'd liked to sell all five acres." So two and half acre the payer and then the parent the 1.25, we got it, at one time. "And she's made it known that she just doesn't want to sell the two and a half acres with the access." Totally agree. "Should I make an offer on all five acres?" Yes. "However, break up the pricing for the non-access pair on the 1.25 acre lots." Steven Butala: Nope. Jill DeWit: I see where they're going that whole place. Steven Butala: So do I. Jill DeWit: Or should I move on because she doesn't want to sell me the two and a half acres that has the access, which is what I'd really like to purchase? Thank you, Shannon and James." Steven Butala: Sell it yourself. Jill DeWit: You want the five acres? So if you need to say ... If you need to ... I don't really need you to be this guy or this couple. Look. Or, I can't ... I'm not paying as much for the back acres as I am for the front acres because the access is here. So here's my offer. You could do that but I don't condone that. Just give her an offer for the all five acres. Love it. This is great. And down the road, if somebody else wants to do something with them, that's on them. They want to create access to the back half that's great they can do that too. I would just buy all five. Steven Butala: Or nothing. You'll see if they're a seller pretty quickly. You need access ... Property needs to have access this day and age. There's a ... If you go back to last week, there's a question in the topic about access that explains it. Why it's so important? So there was a time in my career when I bought a lot accessless property very inexpensively and resold it, disclosing that it has no access. So there's a whole business model there. But the time in our career right now is to buy property with access. Jill DeWit: Right. I look at it this way. She happens to have five acres on a road with three APNs. Steven Butala: That's exactly how I would look at this deal,

Real Math Behind the Number of Needed Offers Sent to Succeed (LA 1555) 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 pretty Phoenix, Arizona. Steven Butala: Today, Jill and I explore the real math behind the number of offers needed to be sent out to succeed. Should I send 100? Should I send 1000? I'm brand new, I don't know what to do. What's the real math behind it? I really want to buy a few properties. Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. If you're already a Land Academy member, please join us on Discord. Jill DeWit: Austin wrote, "Hey, y'all, I'm doing research in an area that is heavy on lakes. The comp data is all over the place, likely due to the variants in attributes. Do you guys sort out and price specifically for waterfront property or mix them up and use one pricing methodology?" Good question. Steven Butala: Well, you have two choices here, and you kind of identified both of them. Depending on who you talk to in the Land Academy group or really anyone, they're going to give you a different answer. But you're saying, hey, what do I do? What do I do? I look at the data. I look at the mailer I'm about to send out. California's like this. There's a lot of waterfront property that's incredibly expensive. And then if you go one block back, it's a different price. Two blocks back, it's a different price. And then three blocks back all the way to Michigan, it's the same price. Steven Butala: So if you're super concerned about pricing and accuracy, which you shouldn't be, and I'll explain why in a second, you're going to take a microscopic or what I call a rifle approach versus a shotgun approach to pricing all this data. So, dream with me for a second. If you had the time and the patience to look up every property, and we have people in our group who do this- Jill DeWit: That's the problem, yeah. Steven Butala: ... and price it, every single property, you will fail. Jill DeWit: It's just too much. It's too much. Steven Butala: It's too time consuming, and you're removing the possibility of hitting a home run. Jill DeWit: It's personal preference, I think, was really what it is. You can't line by line this stuff. We're going to talk here in a minute about the number of mail you should be sending out. You don't have time to sit and go through 15,000 of them line by line. You'll be here until December. Steven Butala: And it's not that important anyway. Jill's going to talk about that in a second. Pricing is not why people sign an offer, and she'll explain that in a second. So what do you do? You got all this, let's say Florida canal property, and then inland property. The Florida canal property is twice as expensive as the inland property on the MLS. You follow the methodology of zip code pricing, and you come to an average or a mean of all the data in that data set, and you send everybody an offer at a price that you think is appropriate below retail. So maybe it's 20% or 30% or 40% or some number like that. Steven Butala: What's going to happen is that the people who own the waterfront property and the people who own the inland property are going to get an offer roughly the same, and they're going to sign it. Some of them are going to sign it and some of them aren't. The ones who sign it on the waterfront, you're going to make a ton of money. The ones who sign it on inland, you're going to make- Jill DeWit: Still good money. Steven Butala: ... not quite a ton of money, but very good money on the deal as an investment. So pricing is not why people sign offers. People sign offers because you just hit them at the right time and they were having a life event and they want to sell it. Jill DeWit: You could also have this.

How We Test for Reason 3 Times During the Acquisition Process (LA 1554) 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 DeWitt broadcasting from awesome Phoenix, Arizona. I'll get my new little spiel down. Steven Butala: If I were you, I would've fast-forwarded through that too. Today, Jill and I talk about- Jill DeWit: What? Steven Butala: ... how we test for reason three times during the acquisition process. Jill DeWit: How much do you fast-forward in life? Steven Butala: I fast-forward everything. Jill DeWit: I know. Steven Butala: I mean, it's just the way the world is. Like the greatest thing in the world is that 10-second button on Netflix and Amazon. Jill DeWit: I don't use that unless I miss some dialogue because somebody else is talking. Steven Butala: Or like [crosstalk 00:00:37]- Jill DeWit: I go backwards. Steven Butala: Really? You wait [crosstalk 00:00:41] for all the stuff in the beginning, like which production company did what and who did the- Jill DeWit: No, I don't do that but- Steven Butala: So that's what that 10-second button's for. Jill DeWit: Okay. I thought you meant just my comments. Steven Butala: That's why half the people that are listening or watching this, they already know what the intro is. They're [crosstalk 00:00:53] going to fast forward to it. Jill DeWit: They didn't hear any of this anyway. Steven Butala: This is where they probably started. Jill DeWit: Yep. 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, and if you're already a land academy member, please join us on Discord. Jill DeWit: Hello. Eve wrote, "Hello all, I'm working on my first mailer and came across the data that I did not have a situs address or zip code. Do you all have any advice on how I can price these properties, since I did zip code pricing?" Thank you in advance." Steven Butala: Go ahead, Jill. Jill DeWit: Why? This is kind of your area. Steven Butala: The vast majority of real estate in the country doesn't have a post office address, therefore, does not have a ready-made zip code. You only get an address for a property, or the person who built your house got an address for the property by contacting the post office. Jill DeWit: And saying we want to get mail there. Steven Butala: Yeah. We want to get mail. Jill DeWit: Yeah. Steven Butala: It's not that hard to work backwards. If you have a small data set, you can just go on a map and look. It's not hard, or if mailing one small little area, that's pretty easy. But that's not how we roll here. We we send 10, 20, 30,000 mailers out at a time and all different zip codes. So DataTree was nice enough to populate the GPS coordinates columns really effectively. So it's not hard. In fact, it's incredibly simple to copy and paste the GPS coordinates out of the mailer that you're building, whether it's a 100 unit mailer or a 100,000 unit mailer. Drop them into an application that we use called geocod.io into a spreadsheet, pay them a couple of bucks and then dump it back out, back into your spreadsheet, into your mailer that you're building, and now you have a situs address. It's as simple as that, and then you can move through the zip code pricing like we teach in the education. Jill DeWit: Exactly. Steven Butala: Today's topic, how do we test for reason three, no less than three, sometimes more, during the acquisition process. This is the meat of the show. Steven Butala: What is test for reason? Test for reason is an old, I think it's an accounting concept, it might be, I mean, it's just pure logic to me. But I'm not sure where I first heard about it, but it's just applying logic. You go through all this brainy stuff in the world, especially at Land Academy,

Jack Thursday - The Drama of Scrapping the Internet for Accurate Pricing (LA 1552) Transcript: Steven J Butala: Steve and Jill here. Jill DeWit: Hello. Steven J Butala: welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: Is it entertaining? Steven J Butala: Maybe. Jill DeWit: Okay. Steven J Butala: For certain people it might be. Jill DeWit: Okay. Steven J Butala: I'm entertained. Jill DeWit: Oh good. I'm glad. That's what matters. And I'm Jill DeWit. We are broadcasting from awesome Phoenix, Arizona. I'll come up with a good name. Steven J Butala: Today is Jack Thursday and the topic is the drama of scraping the internet for accurate pricing. Jill DeWit: There's so much drama. Why is there so much drama? Steven J Butala: I'll explain it all. Because you know why? Because it's probably not ethical. In some cases, it might not be legal. Now, there's all kinds of potential lawsuits. There's a huge multi-billion dollar, not just a lawsuit, but it's almost now a criminal thing. So I'm not sure if it's a civil lawsuit or a criminal. Nobody knows the rules. That's why. It's brand new. Jill DeWit: It's not real clear. Steven J Butala: Nobody knows who exactly owns what data. So we'll talk all about that. Jill DeWit: Yeah, because it's MLS data. I can look at it freely on Zillow. Why can't I look at it this way and not that way? Steven J Butala: That's one of the seriously compelling arguments, in my opinion. I have access to all the data anyway. Jill DeWit: I could be writing it all down. Steven J Butala: Right. That's right. I could be screenshotting it. Is that okay? There's a lot of questions and not a lot of answers yet. 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 if you're a Land Academy member, please join us on the discord. Jill DeWit: Kyler wrote, "Data tree question. I just pulled some data and set my parameters on all the improvement fields to zero and zero, to weed out the properties with structures. I even tried setting the living area and other fields to zero and zero, but those took my search results down to zero. Once I'd pull the data, I had almost 900 lines with some type of Homer structure on them. Is there something I'm missing to weed out the properties with structures? I tried everything I thought would work, but either they don't weed them out or it takes my search results down to zero. Or do you think it varies by county? Thanks for any help." Steven J Butala: This is a very common question. And it's a very good question. And I have trouble with this. Everyone does. The fact is this will never go away. And here's why, here's a short answer. And then I'll give a longer one. The fields that matter to you in DataTree, don't matter to that assessor. Jill DeWit: Good point. Steven J Butala: But some fields do matter to that assessor. So, here's the long answer and it's very workable. I'll get you there. DataTree is a data aggregator. They have an agreement with 3,144 counties to access their assessor data. And as you can imagine, some are very urban counties. Let's use San Francisco as an example, because that's where Silicon Valley is, extremely sophisticated computerized assessor in tax role. What your accessing is this tax roll. So if you did this in San Francisco, it would probably be a breeze, but we don't buy property in San Francisco. And probably nobody in our group does because we're rural vacant land people. Steven J Butala: So let's just pick an Arkansas. Arkansas probably doesn't use half the fields that are in DataTree. They just don't care. They might check a box. Does it have a house on it? Check. They don't care about how many bedrooms it is or whatever their methodology is. And I'm not judging anybody, whatever makes sense to them, it's their county. And so you have to manipulate the heck out of getting those structures off out of you...

Career Path Mindset and How Different This Group is After Three Weeks (LA 1551) Transcript: Steven J Butala: Steve and Jill here. Jill DeWit: Hello. Steven J 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 sweet Phoenix area, Arizona. I don't know what to call it anymore. Steven J Butala: Paradise Valley. Jill DeWit: I know. I don't like that. Steven J Butala: Why? Jill DeWit: Because it's just, you know. It's a little personal. Steven J Butala: Oh, I see. Jill DeWit: If you really want to know. Thanks. Steven J Butala: Well, I guess the cat's out. Jill DeWit: Yeah, I don't think that's cool. I'm like, just say it like we'd say southern California. Steven J Butala: Oh, I see. Jill DeWit: See, I don't have a southern Arizona. I don't know what to call it. Steven J Butala: Central Arizona. Jill DeWit: Oh, okay. See, then that sounds kind of weird too. We'll get there. Okay. Steven J Butala: Today, Jill and I talk about the Land Academy Career Path mindset and how different the entire group is after the three weeks we've been through together. It's kind of a continuation of yesterday. Jill DeWit: Yeah. And good, because I have some notes of things that I forgot to say yesterday. Steven J Butala: Before we get into it though, let's take a question posted by one of our members on the landinvestors.com online community. It's free. And if you're already a Land Academy member, please join us on Discord. Jill DeWit: If I didn't know us any better, I would say we're hungover or something really bad, and we're not. Steven J Butala: No. Jill DeWit: We're kind of just out of sorts. So I apologize. Steven J Butala: Overworked is what we are. Jill DeWit: Thank you for your patience. I really appreciate that. Chuck wrote, "Good evening. Day one as a Land Academy member, many days as a lurker. Going through my video chapters. Question came to mind. I was listening to the website chapter. Seems to me that building a website targeted to sellers is very different objective than a website targeted to buyers, psychology and such. Would it make sense, given that the digital side of things is so cheap, just to create one presence for buyers and one for sellers? Anybody think this makes sense?" I like this question. I know this comes up often when people join in, and I have an answer if you want me to go first or you want to go first. Steven J Butala: You can solo answer this question. Jill DeWit: I can. We did that in the past. Totally thought that made sense. We no longer feel that way because the purpose of the website is A, sell property, and B, just show you're a real person and who you are and you are selling land. So if you go out right now and make a brand new landing page, just a here I am, I'm just a buyer kind of thing, that's great. And then have the second, I don't know. I think it just leads more credibility showing your full business. And we only have one website. Go ahead. Steven J Butala: Yeah. It's more of a landing page. All it is, is this, and this question comes up so often that I don't address it clearly or it's not- Jill DeWit: We're not doing anything clearly this week. Steven J Butala: How we are addressing this in the formal education has changed. Here's what I think. You need a landing page that shows just some basic information because when the property owners get your letters, they need to look you up. Jill DeWit: And one website will do it. Steven J Butala: Yeah, one landing page with maybe a contact us. Jill DeWit: Okay. You're saying the opposite. Steven J Butala: But that's it. No, one landing page with maybe a contact us, and that's it. You do not need two websites, I don't think. Jill DeWit: So the landing page is going to be like land.com/content. Where would you direct them? Because if they're going to go to your website, they're going to the website. Steven J Butala: Yeah.

Getting Ahead of Yourself in the Land Academy Education Process (LA 1550) Transcript: Steven J Butala: Steve and Jill here. Jill DeWit: Hi. Steven J Butala: Welcome to the Land Academy show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: Are you sure? Steven J Butala: Yeah. Jill DeWit: Okay, and I'm Jill Dewitt, broadcasting from awesome Phoenix, Arizona. Steven J Butala: I'm hot. Jill DeWit: How you doing there? What's going on, babe? Steven J Butala: Well, I'm hot. I'm distracted. Jill DeWit: Yeah. Steven J Butala: We are recording [crosstalk 00:00:24] right now, this moment, in the middle of a construction site [crosstalk 00:00:28] we call our house. Jill DeWit: Yes. Our house is literally at a job site. Steven J Butala: Our sort of house. We live in the living room. Jill DeWit: Yeah, there is that, too. All true. We're running around helping landscapers and pool people and flooring people and all that stuff, but ... Steven J Butala: And we're still here to do the show. Jill DeWit: I know. Steven J Butala: The show must go on. Jill DeWit: I'm happy to be the general contractor of our own project. Steven J Butala: Today, Jill and I ... Wow. And I can't talk. Today, Jill and I are talking about getting ahead of yourself in the land academy education process. Jill DeWit: One thing, I'm not getting ahead of myself with this project. You know what? This is a good example. I could be running around asking for things [inaudible 00:01:08] alone. No, I ask people, what's the process? For example, our wood flooring. How's this going to go? How long does that take? What's the next step? And then I wait. I put it on the calendar and I wait. So this ties into our topic. Steven J Butala: When I was a kid, I took a boating class. I had to take a class from coast guard to get my boating license, and I was a little. It's like with airplanes. It's not like you have to turn 16 to get your license. You can get a boating license really early on, and I think you can get certified as a pilot early on, too. Jill DeWit: You have to be 16 to solo. Steven J Butala: Okay, but I don't think that was the case a while ago, and I know it's not the case for boats. Maybe it's all changed recently. And the second I got into that class, boy, did I have a lot of questions. And I was really interested in getting out on the water that day. It was two weeks before we ever got on the water, and it was books and exams and all kinds of stuff. And I got so frustrated and ahead of myself and, by golly, that's what happens at Land Academy. Jill DeWit: By Golly. What am I going to do with you? Lickety split, by golly and bajillion. Steven J Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. If you're already a Land Academy member, join us on the discord. Jill DeWit: All right. So Erin wrote, Hello, I'm preparing my second first mailer. Oh, that's hilarious. I like that with a happy face. It took me second. Should I scrub out properties that are labeled low income in the opportunity zone column? That's hilarious. I'm concerned that there'll be a price cap on how much I could sell it. Is that accurate? Steven J Butala: This is a very, very hidden PhD level question. Jill DeWit: That's funny. Steven J Butala: What he or she is asking is what do I scrub out of my mailer when it comes to use? Property types, commercial use, industrial use, residential, NEC, which is non-classified property and on and on. What do I exclude? And the answer is nothing. In the very early parts of Land Academy, I made a big deal about use and how you should check out all kinds of stuff, specifically industrial property because you don't want to deal with any type of [crosstalk 00:03:35] EPA cleanup. Yeah, exactly. Well, times have changed. And the more letters that you get out now ... and we've grown as a land investor,

Internet Trolling has Become Acceptable Here is What We Do (LA 1549) Transcript: Steven J Butala: Steve and Jill here. Jill DeWit: Hi. Steven J 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 pretty Phoenix, Arizona. Steven J Butala: Today Jill and I talk about how internet trolling has become acceptable and this is what we do about it. Before we get into it, though, let's take a question. Jill DeWit: I was thinking [crosstalk 00:00:28]. Steven J Butala: Oh sorry. Jill DeWit: It's okay. Steven J Butala: Go ahead. Jill DeWit: No, it's just it makes me a little bit mad and it's very interesting. And what does this have to do with us? We'll tell you in a minute. It does. Steven J Butala: We created Land Academy. Jill DeWit: Yeah. Steven J Butala: To really improve people's lives and to create business partners for ourselves. And things like ... you can't ever anticipate something like this, but- Jill DeWit: It still happens. Steven J Butala: Ut won't be prevalent in our group, let's put it that way. Jill DeWit: [crosstalk 00:00:54] funny. Steven J Butala: Before we get into it. Let's take a question posted by one of our members on the landinvestors.com online community. It's free and if you're already with us and you're not a troll, join us on Discord. Jill DeWit: Okay. So Vic wrote ... this is long. So I'm going to do first part, you do the second part [crosstalk 00:01:12]- Steven J Butala: Long but incredibly important. This is a great question, a great series of questions and comments about access. Jill DeWit: Okay. So Vic wrote this initial question. I am in escrow on a property in Florida. And I'm running into a bit of a confusing situation for me as far as the access goes. I can clearly see a road running through the property and it has a street name as well. However, the township said they do not maintain it and is likely a private road or easement. When I look at the vesting deed, I see nothing in there about an easement. But what I do see on the deed after legal description is something that says less road right of way. So what does that mean? And what does this mean about the access? Steven J Butala: Excellent question. Access, access, access is one of our [crosstalk 00:02:03]- Jill DeWit: One of our five As. Steven J Butala: One of the five As and it's incredibly important. Jill DeWit: It's important. That's why one of the As. Steven J Butala: [crosstalk 00:02:08] you or the person you sell it to, to get to your property, within reason, without a helicopter. Kevin responds, Vic, the road is most likely a private road, i.e. not maintained by the county. Exactly. This is something that will affect your ability to sell the property quickly. When you get the preliminary title report, they should have the easements called out on the property. The road right of way thing sounds like the county has an easement for a possible future road in that area. You need to know about that and how much it takes out of this parcel. Meaning it's going to make it smaller. There's already an easement in the deed of this property to another property or a set of properties. If you get the information from the title report and you don't like the deal, you can renegotiate or decline to purchase. Jill and I just did this. You may have some fees to pay the title company if you need to do that. But that's very unusual. Jill DeWit: Exactly. Laurie went on to add, hey, I've had this situation play out in different ways. Some of them based on county records and others based on state law. But a title company should be the ones provide you the information. Here's what I've seen. Number one, the private road and ownership marked on a survey for one of the bordering properties. Sorry. Steven J Butala: That's awesome. [inaudible 00:03:31]. If you're listening to this, we have- Jill DeWit: Our landscaper's here.

Jill Friday - Why My Heart Felt Land Business Model Has Worked for Decades (LA 1548) Transcript: Steven J Butala: Steve and Jill here. Jill DeWit: Howdy. Steven J 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 sweet, sizzling, Scottsdale, Arizona. I got to ask you something. Why did you pause there for a second, like, "What show am I doing?" Steven J Butala: That's why. Jill DeWit: Have you not done enough? Steven J Butala: That's exactly why. Jill DeWit: "Welcome to the, what show is this today?" The same one you've done for 1,547 times before this. Steven J Butala: I've been writing the Showing Up for Life show, and we did a House Academy show for a long time. Jill DeWit: That's no excuse. Steven J Butala: And it's Friday. And it's your show. In fact, it's called Jill Friday: Why My Heartfelt Land Business Model Has Worked for Decades. Before we get into it, let's take a question posted by one of our members on landinvestors.com online community. It's free. Please have patience with me, unlike Jill, about reading lines. If you're already a Land Academy member, join us on Discord. Jill DeWit: And as you saw, you are witness to, he just skipped right over my comments. It's Friday. He's done. That's what that is. Okay, Sam Amalita wrote, "Love the honesty. We had a similar call. Was the daughter." So this is obviously down in the conversation. Steven J Butala: Yep. But it's really worth. Jill DeWit: "It was the daughter of the owner. She said, 'You're absolutely sure you want to buy this?' 'It used to be farmland and the land my father grew up on. The state took most of it and flooded it to expand the lake. Now we don't even know where the parcel is, but it's only what was leftover after the flooding. We tried to get there by foot and we couldn't. We had to cross other people's land, and we could never find it. We're guessing you have to go by boat.' I asked her why in the world her dad is paying on that, and she said, well, she's been asking him that for 15 years." Steven J Butala: They went on to buy the property. This person Sam Amalita, I believe, it was down a string, said they got it for such a good price from these people who inherited it, that they bought it. Jill DeWit: Definitely almost gave it away. Steven J Butala: So my point is not trying to get cheap property, because we all know how to do that. They're having a back and forth conversation, an honest conversation about the property. They clearly, as a seller, doesn't want the stuff anymore, or doesn't see the value in it. I will tell you, we have bought boat access only property and made a killing on it. People love that stuff. Jill DeWit: It was unique. You had to find the right buyer, but it worked. I want to say this, about asking that for 15 years. This is something I come across often. People don't know you can stop paying the taxes. There's a lot of people out there that think all unwanted land is in a back tax situation. No, it's not. There's a ton of unwanted land in a back tax situation like this one. People didn't know they could not pay the taxes. They think the IRS is going to come after them and garnish their wages or do something like that, which they don't. Steven J Butala: Let me make a comment on that. Jill is exactly right. When you stop paying your mortgage, you're in a lot of trouble. Jill DeWit: Correct. Steven J Butala: It's going to really affect your credit score, depending on what state you're in, they're going to come after you, and all kinds of stuff is going to happen. The IRS may or may not get involved. Typically, not now, they don't. And because you unknowingly signed a personal guarantee in a document that's tied to that real estate, usually it's a primary residence, or an office building, or all kinds of stuff, with freely owned real estate, the taxing authority,

Jack Thursday - Should Agricultural Land be Included in Your Mailer (LA 1547) Transcript: Steven J Butala: Steve and Jill here. Jill DeWit: Hello. Steven J Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I'm Jill DeWitt, broadcasting from sizzling Scottsdale, Arizona. Steven J Butala: That's for sure. Jill DeWit: Yep. Steven J Butala: Today Jill and I talk about ... Well, it's Jack Thursday, and I talk about should agricultural land be included in your mailer. Steven J Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community, it's free. Or if you're already a Land Academy Member, join us on Discord. Jill DeWit: "My name is Michelle. I live in Missouri and I am new to land investing. I have done some investing, but still consider myself new to the world of real estate. I have one rental property, and I just bought a property I'm doing some cosmetic fixes on for a nightly rental." Jill DeWit: "I have been interested in land investing and purchasing for a long time, and I'm excited to learn the process and add it to my portfolio. I'm planning on concentrating on land and note investing extensively going forward at this time. I look forward to learning from you all and we'll hopefully be able to contribute to others in the future. Blessings." Aww. Steven J Butala: I put this in here because this is very frequent, and welcome Michelle. But there's lots of people that are joining us that have somewhat of a light existing real estate investing background. In her case, she's got a couple of rentals and she's seen the light. Steven J Butala: If you've seen the light in real ... Here's my point. If you've seen the light, and I sound like a company here. Jill DeWit: Aah. This is it, it's just sounds a little weird, by the way I was going to ... I'm like ... Steven J Butala: Here's what I ... Let me try it the other way. If you love the idea of making a lot of money but you haven't seen the light in real estate and [inaudible 00:01:54] just kind of an afterthought, this is not for you. Jill DeWit: And we'll say in general, or our kind? Steven J Butala: If you've seen the light in real estate- Jill DeWit: Okay. Steven J Butala: ... and maybe you have a rental. Maybe you redid a few houses and you know that's not for you. Jill DeWit: Right. Steven J Butala: Or inherited some land and sold it and made some money, and it just, it is now in your soul and won't go away, Land Academy is for you. Jill DeWit: Right. Steven J Butala: If that hasn't happened to you ... Or let's say you're a data person and you want to capitalize on your understanding of data. And real estate is just the thing that you think might be able to ... you want to be able to do that, this is for you. Jill DeWit: You know what my favorite is? My favorite is the people that come to us and they're like, "Oh, that's boring." And they go off and do something else. And I'm like, "No, I think I'd like boring." You know what I mean? Steven J Butala: Yeah, and they come back. Jill DeWit: You're like, "How'd that renovation go?" Oh my goodness. They're like, "I could do with a lot less excitement." "Yeah, I bet it was exciting when you opened the walls and found that wasn't it." They're like, "I am not set up for that." So yeah. Steven J Butala: Michelle, welcome to the group. You are a perfect candidate to take this all the way to the end. Jill DeWit: Yeah. Steven J Butala: Today's topic. Should agricultural land be included in your mailer? This is the meat of the show. Steven J Butala: Here's the deal with agricultural property. Agricultural property is quite possibly the best zoned or used code that you can get in nearly every environment. Jill DeWit: Why? Steven J Butala: Because the taxes, there's huge incentives and have been ... This whole country was built on agriculture.

When is it Appropriate to Survey Land (LA 1546) Transcript: Steven J Butala: Steve and Jill here. Jill DeWit: Hello. Steven J 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 Scottsdale, Arizona. Steven J Butala: Today Jill and I talk about when is it appropriate to survey land? Jill DeWit: There are times it is, and there are times it is not. So does everybody hear that? There are times it is not appropriate, like most of the time. Don't give it away. Steven J Butala: I'm going to interview Jill, and I'm going to ask her when it's appropriate and when it's not. Jill DeWit: I can tell you, because some people think you do it on every time, and that is not the case, unless you want to give away a lot of money. Thank you. Steven J Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. If you're already a Land Academy member, please join us on Discord. Jill DeWit: Okie-dokie. Chuck wrote, which is this the Chuck that I'm thinking of or is this a different Chuck? Steven J Butala: I don't know. There's two. Jill DeWit: All right. "I've run into a weird problem with DataTree. In the last two batches of records that I purchased, between one-third and one-half of each list did not have a situs zip code. The zip codes for the mailing addresses were there, but the situs was missing. This is a problem because in both counties, my intention is to make offers based on the zip code values, which I've computed. The price per acre varies greatly between zip codes in these counties. It looks like the missing zip codes are for properties that do not have a street address, which is a lot of them, by the way. In all cases, the parcel numbers are there, as are the long/lat numbers. And the county CAD shows the situs zip codes. I would think there would be enough info for DataTree to be able to produce a zip code. Has anyone run into this with DataTree? I'm thinking of just mailing those with zip codes so I can price them reasonably. That would eliminate though almost half the properties. Thanks." Steven J Butala: This is an incredibly intelligent question, and luckily I have the solution. It's something I've been working on for a while. You take the data set that you have, and it sounds like you've taken it all the way to the point where you're stuck with this. So, I'll directly answer your question. DataTree was nice enough to include longitude and latitude numbers, and it's pretty easy for a computer to convert long/lat to zip codes in America. We use a website called geocod.io. It's G-I-O-C-O-D, without an E, dot io. For a very nominal price, and I mean like $2 or $3, you can take a massive dataset, drop the long/lat numbers in, and it's going to convert the long/lat to an American zip code. And as a bonus, it tells you how accurate that is. Steven J Butala: So they'll tell you it's 100% accurate. We know exactly where this property is or- Jill DeWit: Because of the long/lat. Steven J Butala: Yeah, because, well their database is limited. So it's still a work in progress. But what you do is then copy and paste the results of that into the back end of the zip code area, and you can then be on your merry way. Concierge pricing, which is a product that Jill and I launched very recently, does all this for you. And in Land Academy 3.0, which I'm filming right now, in this actual module that addresses this will be released before, because it's such a popular topic, will be released long before ... It will be really soon, very soon, within days I'm told, or at least this month. It's in post production. I recorded it and they're just trying to make it perfect, my team is. Jill DeWit: This is for Land Academy members, have access. Steven J Butala: Yeah. This is what makes DataTree so superior, in my opinion, to RealQuest and to Black Knight.

Fixed Price MLS listing vs Listing with an Actual Real Estate Agent (LA 1545) Transcript: Steven J Butala: Steve and Jill here. Jill DeWit: Hello? Steven J Butala: Wow. Welcome to Land Academy. Jill DeWit: Puberty just strikes at crazy times, doesn't it? Steven J Butala: Mid fifties. Jill DeWit: Exactly. Steven J Butala: I'm just now getting my adult voice. Jill DeWit: There you go. That's right. Steven J Butala: Figuratively and literally. Jill DeWit: You used to sound like your mom when you were 12 and now you sound like your mom again. Just kidding. Steven J Butala: Welcome to the Land Academy Show. Entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And, I'm Jill DeWit. Steven J Butala: [inaudible 00:00:36]. Jill DeWit: I mean, hilarious. If my voice dropped four octaves. Steven J Butala: Know what else would be hilarious? If you were the data person for a week and I was the salesperson for a week. Jill DeWit: Oh my Goodness. That would be a disaster. Anyway, we are broadcasting from sizzling, Scottsdale, Arizona. But it's cool. Steven J Butala: Today, Jill and I talk about fixed price MLS listings versus listing the property with an actual real estate agent. Jill DeWit: Not like a fake real estate engine, a real one. Actual. Steven J Butala: Most of them are fake actually. Jill DeWit: That's why you put that there. You should say one that shows up. Just kidding. Steven J Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free and if you're already a Land Academy member, please join us on Discord. Jill DeWit: Jeanette wrote, Hi Jeannette. Jill DeWit: "What flat fee MLS listing service is best for land? I hear a lot of people using Zillow, but if you use a different flat fee MLS service, it gets listed there anyway. Also, is the flat fee MLS fee per property, or does it allow for multiple property listings or switching properties for the listing period? Help, please." Jill DeWit: I can answer this. Steven J Butala: Oh, yes. Jill DeWit: Okay. I was waiting. So, it's per property and listing. You don't just... It's not like a turn it on, turn it off thing at six months to do like LandWatch or land and farm for your signature things. You have 10 that you could have running or five you can have running depending on whatever your deal is with them. Or you could put one up, it sells, take it down, put another one in its place. As long as you don't go over the five or the 10 or 20, whatever you have. So, this is a whole different thing it's per property. Jill DeWit: So, what does it cost? Anywhere from... I've seen deals down to man $39 for six months up to $400, 395 for six months, depending on the location. Because I think, I know that their contracts vary what each individual MLS and stuff, regions in the country charge these services. That's where the money difference comes in. Jill DeWit: So, do we want to jump into, I kind of answered her questions. Can we jump into the show because I'm going to talk even more about this. Steven J Butala: Today's topic fixed price, MLS versus listing with an actual real estate agent. This is the meat of the show. Jill DeWit: So, what the heck are we talking about? Steven J Butala: Well, let's define what the MLS is really quickly. Jill DeWit: That's... Okay. You define MLS. Steven J Butala: You took a lot of notes in this. Jill DeWit: I kind of did. Steven J Butala: This is right up your alley because we saw the vast majority or maybe all of our property with real estate agents now, so Jill's qualified. Jill DeWit: Do people not know what the MLS is? Steven J Butala: Yeah. People don't know. Jill DeWit: Okay. You define the MLS, then I'll define the different ways to get things right on the MLS. Steven J Butala: The MLS is an acronym for a Multiple Listing Service. There are approximately 344 ish of them in the country.

How Much Time Do I Really Need to Spend on Pricing (LA 1544) Transcript: Steven J Butala: Steven, Jill here. Jill DeWit: Good day. Steven J 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 sweet Scottsdale, Arizona. Steven J Butala: Today, jill and I talk about how much time do I really need to spend on pricing? Jill DeWit: Oh, What do you think? Steven J Butala: No, I think you should take a whole year. Jill DeWit: Oh that's true. I have a few people that are saying, "Yeah, I'm pushing a month." Oops. Yeah, we'll talk about that. Steven J Butala: We'll talk all about it and we're joking around, but I understand. We both understand it, how caught up you can get in this. Jill DeWit: You can accidentally spend a month on this. Steven J Butala: Yeah. 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 if you're already with us, please join us on discord. Jill DeWit: Anthony wrote, "I joined an auto pricing service just to see the product. I checked how they price counties and that I have previously mailed. In general, they price way too high. I've been mailing counties with a lot of waterfront properties. I find it difficult to come up with good prices, given that a parcel just a few blocks away can go for double and vice versa. Their prices were way too high there also. I don't think there's an easy way out for pricing. You have to put in the work, even if it means drilling down past zip codes to map sections. On the other hand, you can get sucked in and go too granular. I sometimes forget that perfect is the enemy of good enough." That was great Anthony. Steven J Butala: Anthony, tell me where to send the check. Jill DeWit: Was this in Land Investors or was this in discord? Steven J Butala: It was in discord. Jill DeWit: Wow. Steven J Butala: I responded and a lot of people did too. I actually responded to him and thanked him. Jill DeWit: So if you're in discord, you're a member. If you're in Land Investors, you might be both, by the way, you can be either. Sorry. Yeah, this is perfect. This ties right into it. Steven J Butala: Well, this was the inspiration for the actual topic. Jill DeWit: Yeah. Steven J Butala: So we're right in the pricing module right now, Jill and I, or about to be for career path. Jill DeWit: Number two. Steven J Butala: And it, for some reason, and I believe this is great, the Land Academy itself attracts technical people or intelligent people, or it's generally attracts, it seems to me now, technical people with a technical background, but are very comfortable in a sales role too. Jill DeWit: Because that's who we are. Steven J Butala: Yeah. Jill DeWit: Last time I checked. Steven J Butala: I mean, that's exactly who you and I are so... Jill DeWit: That's what I mean. Steven J Butala: Individually and collectively. And so because of that technical background, it's you can just spend way too much time on pricing. Hey, wait, today's topic, how much time do you really need to spend on pricing? This is the meat of the show. I can directly answer that question. And it's a one-to-one association with how new you are at land investing and how much experience you have with Excel and data in general. And if this is brand new and you are not a data person at all, I think a month. Jill was joking about it earlier, might be appropriate or better yet, use a product like Concierge Pricing that we created for people like you. Jill DeWit: To speed the process up. Steven J Butala: You can go to Offers 2 Owners and check that out there or get somebody like me to do your mailers for you. And if you go through discord, there's all kinds of people in there that are willing to do it. Jill DeWit: Here's the point. So when you're new, you need to spend the time, you need to put the time in.

Jill Friday - When to Get a Transaction Coordinator and Why (LA 1543) 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 sizzling Scottsdale, Arizona. Steven Butala: Today Jill and I talk ... Well, it's Jill Friday, and she's going to talk about when it's appropriate to get a transaction coordinator and why you need one. Before we get into it though, let's take a question posted by one of our members on the LandInvestors.com online community. It's free, and if you're a Land Academy member, please join us on Discord. Jill DeWit: Miles wrote, "On my first mailer, almost all of the potential deals I got were for other parcels or land in other counties that were not on my mailer. So I'm having to make new offers and I'm unsure how to price it because there are no comps. Would you contact an agent in this case? And before you make your new offers, do you get a broker's opinion? It sounds like you don't do that, right? Thank you." Jill DeWit: Okay, so let me back up. So here's what Miles is talking about. I sent my mailer, a guy calls back and says, "I don't want to sell that one, but I've got two over here if you want one. My brother has this, my mom has that, we want to sell whatever." That kind of a thing. And you're like, "Oh, why did this come up?" Because I've taught you well, hopefully. Steven Butala: Because you sent some mail out. Jill DeWit: Yeah, and one, I have it on my checklist. I always say when my inbound seller checklist, one of the questions your asking everybody is, "By the way, what else do you have?" Because they may have something great and you don't know it. They may say, "Oh, I have this other agricultural parcel two lots over, I didn't think you wanted that one." I'm like, "Yeah, I absolutely want that. That one's even better." Because that comes up. Jill DeWit: So in this situation Miles is going, "All right, now I need to go back and make new offers." Hold on a moment, Miles. Let me make it easier for you, what I would do instead is say, "Great, you have what? 10 acres where? Happy to go look for it. How much are you asking? Let's talk a for a second. You know who I am, I know who you are. I own this sweet little company, it's mine. I pay cash, I close fast. You're staring at my letter for a different property. So with that in mind, how much would you accept and I could just cash you out of that one, too, or instead of, or whatever?" Get a number from them. Jill DeWit: Last thing I want you to is get all excited and go and start spending a day and a half doing research, calling around, getting excited about this other area, this other potential property, and what's possible. Calling agents, calling brokers, and everything, and then coming back and going, "Okay, here's my number." And the guy says, "Oh, no, no, no. I wouldn't let it go for less than a million." You needed to know that before you even did anything. So that's what I want you to do. Jill DeWit: So let's say now you do this, so you go, "Okay, what's this?" I said, "You know what, all right, Miles, I get it. I know how you roll. I know it's worth maybe more than this, but you know what? I just one to get rid of this one- Steven Butala: "And I like you." Jill DeWit: ... because I'm never over there. My wife never wanted it. So you know what? I'd let it go for 30,000." You go, "Okay, give me date. Let' see, today's Friday, can I get back to you on Tuesday? Because I know it's getting late, the county's probably closing soon. I got to make some calls. Can I call you on Tuesday?" And where's the best time and what's the best number? "Yep, here you go, you can reach me here." "Awesome." Now Miles, now I want you to go look at this. Jill DeWit: And what do I want you to do? You're like, "Okay, how do I get the comps?" Well, look at all the normal places,

Jack Thursday - What Mailer Size Should I Send? (LA 1542) 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 Scottsdale, Arizona. Steven Butala: Today. Jill and I talk about ... Well, it's Jack Thursday. What mailer size should I send? This is an endless top five question that Jill and I get. If we get five new people in a month, we answer this question five times. Jill DeWit: So let's do the math. If you get 50 people a month, how many times does it come up? Steven Butala: Five zero. Jill DeWit: Uh-huh (affirmative). 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 if you're already a Land Academy member. Please join us on Discord. And maybe you can ask this question there and everyone will help you. Jill DeWit: You are a stinker. Steven Butala: This might be the shortest episode in the history of the Land Academy Show. Jill DeWit: You are a stinker. Okay. Rebecca wrote, "Hi everyone. When we previously posted our lots on Facebook Marketplace, Facebook gave us an option to add keywords in an SEO section." Jill DeWit: Recently, I'm not seeing that area when I post lots. Has anyone experienced something familiar or similar with Facebook? The SEO keywords really gave us a lot of interest from buyers in our lots. We have not been getting as much interest now that the SEO area's gone. Any input would be great. Thanks everyone." Steven Butala: Very familiar with the Facebook marketing, and not as familiar with Marketplace. I have two points here. Number one, sometimes stuff on Facebook changes. Jill DeWit: Yeah. Steven Butala: Sometimes it's not there, but it's only not there for an hour because they're working on that module. So stick with it. I can guarantee you this, SEO and keywords are the very center of how Facebook generates revenue and income. So chances are they've replaced it with something or they're working on it to make it better. Socially, I think Facebook is stupid. I think all the stuff that you hear on talk shows- Jill DeWit: Here we go. Steven Butala: ... and radio and how- Jill DeWit: Here we go. Steven Butala: ... it's just the bane of the world, I believe that. Jill DeWit: Here we go. Steven Butala: I think it promotes all kinds of terrible stuff. As a marketing device, there's nothing better. So if you have a product or you want to sell something, I don't care if you're selling jackknives out of your- Jill DeWit: Trunk. Steven Butala: Yeah, out of your garage. There's no better place to effectively sell anything, including land, than Facebook and Facebook Marketplace specifically. So if you don't know about it or it's not in your regular way to market property, I would stop what you're doing and really go look at it. Jill DeWit: Okay, now don't hold back. Please really share what you're trying to say. Steven Butala: Facebook for business is amazing. Facebook socially, get a life. Jill DeWit: Steven. Steven Butala: I mean it. Jill DeWit: Oh gosh. Anyway. Steven Butala: Number two. Jill DeWit: I like it, when used properly. I don't use it for political reasons. Steven Butala: You really want to know- Jill DeWit: Hold on a moment. Steven Butala: ... what your high school classmates are doing right now? I don't. Jill DeWit: Okay. Steven Butala: I have new friends. Jill DeWit: All right. Well, now I use it for my current friends too to see what they're doing, because we might be in another state. Steven Butala: That's what texting is for. Jill DeWit: We might be in another state though, but I get it. Okay, fine. Whatever. Steven Butala: Number two. And no one talks about this and I don't know why. There's metadata you can embed in graphics that CEO will capture. I love all the Adobe products,

Our Biggest Land Flipping Bottlenecks in 2021 (LA 1541) 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 scorching Scottsdale, Arizona. Steven Butala: Today, Jill and I talk about our biggest land flipping bottlenecks this year in 2021. Jill DeWit: I got two. Steven Butala: Yes, we're not perfect. Jill DeWit: I got two. I'm sure there's 20. Steven Butala: I have two also. Jill DeWit: Like, you know, you ask an unrelated third party, they're like, "Oh, all right. Oh honey, sit down." Steven Butala: I'll tell you, we just started Career Path, the second Career Path. So everybody's baring all. Like, this is what I want, this is what I do right and this is what I do wrong. And while we're doing that, I'm looking at myself going, wow, we don't have any of these issues, but these are our issues. So it's really helpful in a group like that to hear what other people's issues are. Jill DeWit: Like an AA meeting? Steven Butala: Yeah, just like that. Or Weight Watchers, yeah. Jill DeWit: Yeah. It's really helpful in a closed environment where we can all share personal things. Steven Butala: Before we get into it though, let's take a question posted by one of our members on the landinvestors.com online community. It's free. And if you're already a member, join us on Discord. Jill DeWit: That's how I'm going to lead the next Career Path meeting. I'm going to say, "Everyone, this is a safe space." Steven Butala: Taylor has a story here. It's a little bit lengthy, but trust me, worth it. Jill DeWit: Okay, cool. All right. Taylor wrote, "I wanted to share my latest deal that was in a flood zone." So if I can shed some light on buying flood zone properties. Steven Butala: Thank you, so I don't have to do this. Jill DeWit: "I had a seller reach out to me after receiving one of my offers on a seven acre property. The seller informed me that he would sell at $35,000 and not a penny less. I began my due diligence and found the entire property is in a flood sound. However, there are mobile/RV parks and houses throughout the surrounding area all within the same flood zone. I researched and found the flood elevation is just above the surface of the property. I decided to purchase at the seller's asking price, knowing it was higher than I would have liked, but knew there was a market for this property. After closing, the seller contacted me, thanking us for the purchase at his asking price because of medical bills stacking up from a health issue he was dealing with. The seller went on to tell me that several investors had inquired about this property, but all of them passed or tried to lower the price due to the flood zone. I listed the property a week later and sold it within five days for $72,500. The buyer had been looking for property for over a year just like this one." Jill DeWit: Two lessons to take note of here. Number one, not all flood zones are bad. Steven Butala: Totally. Jill DeWit: Just look at Phoenix, your famous one. Just because a property is in a flood zone does not mean the property won't sell. Steven Butala: Absolutely. Jill DeWit: Make sure to cover your due diligence, know what's developed around the area, know the restrictions on what you can and cannot do with the property and make sure to know where the flood elevation is. Number two, sellers and buyers both have problems that they're looking to resolve. Take the time to look into these deals and see what you can do to help. You never know. It may be profitable and beneficial for you as well. Steven Butala: Well said. Great story. Jill DeWit: That was great. Steven Butala: The entire city of Phoenix is in a flood zone. If you look it up on NeighborScoop and click the flood button at the end, complete entire- Jill DeWit: You're like, what? Oh no, move. Steven Butala:

How to Complete a Land Acquisition with a Mobile Home on it (LA 1540) Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Hi. Steven Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I am Jill DeWit, broadcasting from sunny Scottsdale, Arizona. Steven Butala: Hot. Jill DeWit: Yeah. Steven Butala: 100 degrees, Scottsdale, Arizona. Jill DeWit: I'm sorry, I meant to say scorching Scottsdale. Steven Butala: Today Jill and I talk about how to complete a land acquisition with a mobile home on it. Or do you even want to do that? Jill DeWit: That's a bad thing. Uh-oh, I only wanted land. Shoot. I almost said a bad word. Shoot. There's something on it. Is that bad? Hold on, everyone. This is good. This is great. It's great. Steven Butala: Here's a spoiler. Mobile homes rock. Jill DeWit: Yep. Steven Butala: And they're easy deals to do. We'll talk all 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 if you're already a Land Academy member, join us on Discord. Mean it. Jill DeWit: And Clubhouse. Okay. Steven Butala: Well, you might as well. You brought it up. When's your Clubhouse show? Jill DeWit: Every Thursday. Well, you're joining me now. Steven Butala: I know. Jill DeWit: You're a guest. Steven Butala: I got drug into this. Jill DeWit: He did, but you like it. Steven Butala: It's another thing on my calendar now, permanently. Jill DeWit: He likes it. Hey Mikey, he likes it. So, yes- Steven Butala: Every Thursday when? Jill DeWit: Every Thursday at one o'clock Pacific time. Come find me. Search me, find me, follow me on Clubhouse. In addition to that, join the land investing group and you will get notified whenever I schedule something and whenever we go live. Steven Butala: So there's a land investing- Jill DeWit: Club. Steven Butala: Clubhouse thing? Jill DeWit: There's a Clubhouse, like a separate group. Steven Butala: Do we run that? Jill DeWit: It's mine. Steven Butala: Oh, outstanding, Jill. Jill DeWit: It's all mine, man. Mm-hmm (affirmative). Steven Butala: Excellent. Jill DeWit: Exactly. Steven Butala: I love to not know what's happening in my own company. Jill DeWit: That great? You're welcome. And that's the truth. That's what's so funny. So, he's being sarcastic? Nope. Likes it this way. Every time we do a live event and he's like, "Just tell me where to stand." Steven Butala: I'll write it and show up. Jill DeWit: Sure, just like, "I don't want to do anything else." Steven Butala: That's basically my whole responsibility now. Jill DeWit: Exactly. Okay. Evan wrote, "I'm looking to purchase a parcel with a mobile home on it. The mobile's considered personal property with its own title. The owner wants to sell me the land and the mobile. How should I specify that the offer is for both the land and the mobile? Should I just add a line item to my purchase agreement?" That works. Steven Butala: Evan, we're going to answer this during the show here. Today's topic, how to complete a land acquisition with a mobile home on it. This is the meat of the show. There's a deed for the property and a title at the DMV. There's two separate components to this thing. The short answer is, and everybody loves this answer, me included, title company will work it out for you. If they don't know how to do it, find another title company or another title agent in that company. These are real simple transactions. You never want to buy a mobile home property with a mobile on it and then not buy the mobile home. Jill DeWit: Correct. Steven Butala: It's almost always more... Not almost always. It's frequently more expensive to move the damn thing than it is to just leave it there and sell it with it. Here's why. Somebody put probably a septic tank in or septic field- Jill DeWit: Maybe a pad. Steven Butala: Septic systems. Jill DeWit:

Successful Mailer Key Performance Indicators (LA 1539) 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 again, back in sweet Scottsdale, Arizona. You never know where we're going to be. Right? We just keep popping up in different places. Steven Butala: Today, Jill and I talk about successful mailer key performance indicators. Jill DeWit: That's a mouthful. Steven Butala: This was requested by our Land Academy staff, because people are asking about it through the customer service channels. What is it really? Did my mailer work or not? Jill DeWit: Why don't we just call it that? I have to ask. If don't you have a title [inaudible 00:00:43] and you have to explain the title. Why don't you just use the definition? Steven Butala: I'll tell you why. Jill DeWit: Did my mailer work? Steven Butala: Because you and I are very fortunate because all the people that work for us are smarter than we are. Jill DeWit: That's true. Steven Butala: We're just the actors. Jill DeWit: Yeah. It's getting more and more like that. 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. And if you're already a member, join us on Discord. Jill DeWit: I wasn't done with that thought. I have one more thing to add. I have a former personal assistant that told me this is probably something that you forgot again. I'm like no kidding. That's why I had you. Steven Butala: If you expect us to be smart- Jill DeWit: What? Steven Butala: ... about anything. Jill DeWit: I just remember everything. Steven Butala: About anything else. Jill DeWit: I hired you to remember things so I don't have to. I have a little bit going on. Steven Butala: Jill and I are smart about buying and selling land. That's why you're listening to this show. Everything else, forget it. Jill DeWit: The little details, I'm not going to remember that again. That's why I hired you. Anyway. Okay. Jill DeWit: James wrote, Hi everyone. This is my first year as a land investor. I bought and sold half a dozen properties already. I sold all my inventory within a month of buying it. However I'm working in cold Northern states. Since this is my first year, I'm interested to hear if others find it harder to sell property up here, once snow hits the ground. Does the snow make a difference in your sales? Do folks who invest in these areas also have non snow Southern states they rely on to do deals in the winter? Trying to plan a few months in advance. Thanks for your help. Steven Butala: You absolutely- Jill DeWit: I appreciate this. Steven Butala: ... So do I, it's a good question. And what I really respect here is planning ahead. Yes, you absolutely can sell property in- Jill DeWit: Winter. Steven Butala: I'm from Michigan. I know this. So it's just slower. And your red, green, yellow test will reflect that. So if you run a red, green, yellow test in February for November, December, January, you're going to see it's slower. It's going to slow down. Jill DeWit: Mm-hmm (affirmative). Steven Butala: The days on market are going to be slower and all of that. But there's no replacement for buying property at 20, 30% of it's value. Jill DeWit: Maybe that's the time buy it, by the way. Steven Butala: That's exactly what I was going to say. So just make sure your pictures are good. Make sure you got a bright sunny day. Jill DeWit: Without snow on the ground. Steven Butala: I would really seriously consider drone shots during that time of year because everything's a better from above. Everything looks better. And so no that shouldn't stop you. What it should do is encourage you to buy it even cheaper. Jill DeWit: Yeah. Steven Butala: What's the worst thing that can happen? You have to hold onto for six months to try and do...

Jill Friday - New Members Always Want to Send LESS Mail (LA 1538) 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 the last time in this location in sweet Southern California. We are going to be moving the operation. We will be back in some capacity. We're never going to always be fully out of California, but sitting in this exact seat with this [back 00:00:29] background, won't be happening again and that's okay. Steven Butala: Our background will be improving. Jill DeWit: As well, our mental health. What else? Steven Butala: And our general tax situation. Jill DeWit: Yeah. And our bank balances. Steven Butala: Today is Jill Friday. She talks about why new members always want to send less mail versus more mail. 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 if you're already a Land Academy member, join us on discord. Jill DeWit: Mitchell and Heidi wrote, "While I didn't make it to the last accountability group meeting, I have a question though. First, as to goals for the week, we made great progress this week and we'll be sending our first 1,500 pieces out next week. Next goal is 1,500 more the following week from the same data set, but larger parcels this time. Leads me to two questions I hope to ask on the call." Steven Butala: One second. We have accountability groups- Jill DeWit: This came from that? Steven Butala: As part of the membership of Land Academy and these two people missed the accountability groups. So when you miss a Weight Watchers meeting, you report in different ways, and try to make up for it. So that was the design with all of this, and it's kind of a taste on what this is about, but in their case, these are really good. They're really taking this seriously, which I love. Jill DeWit: Good. It's kind of like, "Can we get the teacher's notes? Because I missed the meeting." That's great. Jill DeWit: Here's what they wrote. So number one, "Do you set a lower acreage limit when pulling data or set it at 0.1 to capture the most parcels? I did 0.1 as the lower limit, which surprisingly, there are a lot of 0.1 to 0.4 acre lots in this rural county. Which leads me to question two. Upon a random test for reason of the first 1,500 pieces, I found a lot of these smaller parcels are right next to land with the owners' homes on them. I can't think of a way to stop that when pulling data. So I assume those will just be wasted mail because they aren't likely to sell the 0.1 acres right next to their home or that might be providing them access to their land. Am I missing anything?" Steven Butala: I put this in here because this saves so much time and mistake-making energy. This is a brilliant question. It's very typical and totally understandable for a new person. Yes. You're wasting your time. Especially if you're getting that much responses from 0.1 to 0.4. That's not part of the five A's. We want acreage. Larger acreage properties sell much faster. And so, I would have to see exactly where you're pulling it and the stuff that's coming back. But in general, I don't recommend buying, especially in the beginning, buying anything less than an acre, especially in an urban setting where it's going to be really expensive. Jill DeWit: Thank you. Steven Butala: That's it? Jill DeWit: Yeah. Steven Butala: Today's topic, Jill Friday, new members always seem to want to send less mail versus more. This is the meat of the show. Jill DeWit: So I've got it down to three things. I think there's three reasons why this happens and I want to talk about them. So what are we talking about? These guys are good. I want you to send 1,500 to 2,000, or more, depending what you could handle, units of mail to an area. Period. Jill DeWit:

Jack Thursday - 5 Rich People Personality Traits (LA 1537) 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 is Jack Thursday. And I talk about five rich people personality traits. Thursday... Jill DeWit: Sounds kind of funny. Steven Butala: I get to pick the topic. Jill DeWit: Oh. How about Monday through Friday you get to pick the topic? Because that's really what goes on. Steven Butala: I honestly have somewhat of veto power, which I don't exercise almost ever. But on Thursday, I like to talk about the stuff that I really think matters. Most of the time, it doesn't have to do with real estate. Jill DeWit: Okay. 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. If you're already a member of Land Academy, please join us on Discord. Jill DeWit: Dallas wrote, "Hi everyone. I've a property in escrow. I got a title commitment, but closing is a couple of weeks out. I found a builder looking for lots in this subdivision. Is there any reason I shouldn't let them take a look at it now? Is it too early to put on my website and market as coming soon or something? It's my first run-through with all this. So not sure what could go wrong. Just eager to sell and recycle the capital." Steven Butala: I respect that, Jill, this is all you. I know what I would do. Jill DeWit: Technically, not supposed to. Unless you want to have some kind of conversation real quick with the seller about it. Steven Butala: I think this is a massive opportunity. Everyone loves off-market property. I think you should say, "Look, you didn't hear this from me. I've got a piece of property in escrow." I thought you were going to fall off the stool. Jill DeWit: No, no, no. Steven Butala: "I've got a piece of property in escrow. It's due to close any time. It is in the subdivision that you're interested in and I'm not going to get into it in too much detail because I want to-" Jill DeWit: We are saying the same things. We're not going to give them all the details yet. Steven Butala: "Maintain some ethics, but here's a price range and it'll be available in two weeks and you have my word you have first crack at it." Jill DeWit: That would be okay with me. I agree with that. See, so as you can see Dallas, he's not fully disclosing and giving it all out there, but you can start the dialogue like, "I'm buying in this area, please sit tight. And I know you're looking for what size? Good. I got something coming. I'll let you know on this day." So, that's really the right thing to do. Cause you don't want to get into a pickle because things could go wrong. That's the thing. And you don't want to be collecting money before you own it. Things could go wrong. Steven Butala: My experience with builders is that they're not dealmakers. That's not why they do stuff. Jill DeWit: It's true. Steven Butala: They're builders. Jill DeWit: That's true. Steven Butala: They know about cabinets and framing and probably a little bit about finance. Jill DeWit: Contracting. Steven Butala: And I also don't think that they're left in the world in this business by being dishonest in general. So I don't think they're going to go around you or try to figure it out just to save whatever it ends up being 20, $30,000. Hopefully you're making that much money on it. But I'll tell you if you manage this relationship right and talk to this person every couple of days and say, "Hey, the escrow is just about to close. I can't wait to present it," and just build this trust, you'll have a customer for life. We have a couple of people in one market where we buy infill lots and dead houses and they can't wait to talk to Jill. Jill DeWit: I do think that, Dallas,

Social Media Trends 2021 for Your Land Business (LA 1536) Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Hi. Steven Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I'm Jill DeWit, broadcasting from sunny southern California. Steven Butala: Today Jill and I talk about how social media trends in 2001 can benefit your land business. Which ones are good, which ones not so much, and how we use them. Jill DeWit: Yup. 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, and if you're already a Land Academy member, please join us on Discord. Jill DeWit: Yup. Hey, Land Academy, Arturo wrote, "Hi, Land Academy. This inquiry is for someone well-experienced in this business." Steven Butala: That's Jill. Jill DeWit: Right. That's hilarious. "My name is Toro and for the next success chapter in my life, I've been looking for an effective and efficient way to buy and sell real estate without having to get a real estate license for quite some time. The Land Academy strategy appeared to be a good fit for me, and I've been binge learning mostly all day, every day since I first heard it about a week ago. I'm keeping my expectations low, but hopeful." That's funny. Steven Butala: That's me. Jill DeWit: "So, I'm going to follow Stephen B's advice from a podcast in the ebook by asking tough questions before I plunk down any dough." Steven Butala: Good for you. Jill DeWit: This is really good, yeah. Steven Butala: Outstanding. Jill DeWit: "Thank you for the opportunity, and here are my questions. Number one, how many members are there currently in Land Academy?" Steven Butala: About 500. I'll just take them as we go here. About 500. That's where we keep it always, intentionally. Jill DeWit: Yep. Do we close up enrollment and stuff now and then to- Steven Butala: We don't play those games. Jill DeWit: ... stuff like that. We do sometimes, but yeah, we're not here to sell 5,000 and say see ya. Nope. "Number two, what is the average yearly number of members who have canceled their membership?" Steven Butala: Less than 1%. Jill DeWit: I don't know, but it's low. Yeah. It's amazingly low. Steven Butala: We have a less than 1% annual attrition rate. Jill DeWit: Yeah. And the people that come back is awesome. It's always life got in the way and then they come back. "Number three, what is there no one-on-one beginner mentoring program for the people ... What is there one-on-one"- Steven Butala: Why. Jill DeWit: Oh, "Why is there a one" ... Oh, it is now. "Why is there no one-on-one beginner mentorship program for people who like this type of mentorship?" We do now. It started in 2021 and it's called Career Path. This is good. Steven Butala: Otherwise, there's discord. And the reason, we've tried these things in the past, and if you get matched with the wrong person, there's all kinds of stuff that goes on. Honestly for the price and what all this costs, we can't manage programs like that. We could charge you a lot more. That's not what we chose to do. Jill's right. Career Path is what you do. Jill DeWit: Career Path. "Number four"- Steven Butala: By the way, this person is a member now. Arturo already joined. Jill DeWit: Okay. I figured. Okay. Well, hopefully they're going to do Career Path too. That would be awesome. Okay. "So I've read the land investment forum that you need three things to get started, a website, a phone number and a mailing address. So in addition to joining Land Academy and the mailing service fees," like getting mail out there basically, "what are the other average startup costs associated with curating things like selling the first parcel of land, creating and maintaining a website and other things I would no way of knowing about." I'm sure everybody had a lot to say about that. Steven Butala: There's probably 50,

How to use the Multiple Listing Service MLS in Your Land Business (LA 1535) Transcript: Steven Butala: Steve and Jill here. Jill DeWitt: Hello. Steven Butala: Welcome to the Land Academy show entertaining land investment talk. I'm Steven Jack Butala. Jill DeWitt: And I'm Jill DeWitt broadcasting from sweet, sunny southern California. Steven Butala: Today, Jill and I talk about how to use the multiple listing service or the MLS in your land business. Jill DeWitt: I'm going to talk about three things by the way. I want to talk about when you use it before you're buying and then pricing property. I'm going to talk about due diligence and I'm going to talk about selling. So I'm going to give you all three different reasons, so get a pen. Just kidding. Steven Butala: I'm going to get comfortable because I want to learn some stuff here too. But when I'm done, I'm going to talk about how I use it to choose counties and stuff and- Jill DeWitt: Well, you're going to be first and then I'll do the second. Steven Butala: I was going to go last because yours is more important. Jill DeWitt: Well, then the phase one is... I was going to go in order. We can figure it out. Steven Butala: Well, do whatever you want. Jill DeWitt: We'll wing it. 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. And if you're already a member of Land Academy, please join us on Discord. Jill DeWitt: Travis wrote, "I'm nervous about this deal for some reason. I could sure use a set of experience eyes please. Would you do this deal," and he puts it in here and gives some notes. So I really liked the price of this one compared to the others and comps overlooking this river, the Arkansas river. It's hilly and it's not far from railroad. Thank you in advance. So it's [inaudible 00:01:29] County Arkansas. It's a little over six acres. It has access. The purchase price he's got locked in is 33,000 to $800 and thinks he could sell it for between 70 and 80,000. So easy doubling his money. It's got a paved road, not in the flood plain. It does have an HOA and there's electricity in the area. And the potential problems are this. He's like it's hilly, but he sees other people have solved it and they built there. So you want to go on this? Steven Butala: Yes. So this is what we call, "Would you do this deal?" It's very prevalent on Discord and a little bit on Land Investors, but not too much, but I want people who are not members or maybe just casual listeners to see what happens constantly in this group and see the value in it. And so probably 10 people responded to this, looked it up and responded and said yes and in this case, everybody loved it, including the moderator, Kevin, including me. I loved it at 30 and I love Arkansas acreage in general. But he's concerned. This person's concerned. And all of us said... It's one of their first transactions, so we really said, "Look, if you need some help with that, let me know," including me. It's a great deal actually. Jill DeWitt: Good. Yeah. I was going to say too, that that's part of the value of this group is that majority of what we're doing is sending mail and offers to cities in places and counties we're not in. And I think I know what's going and the numbers tell me what's going on, but man, having someone that's there and really knows is so beneficial. So having a group like this where you can throw something out there, there's probably someone who says, "Oh, I'm two counties over. I know exactly what's going on in this area. Buy it," because that happens often. Steven Butala: I mean, I know that we've done tens of thousands of deals, Jill and I and I can tell you by looking at this that... and I wasn't alone. Like if I was just the only one who said, "Oh yeah, that's a pretty good deal. I think you should take it to the next level or buy it and I'll pay for it if you want," and everybody else said,

Land Academy Costs Less Than One College Course (LA 1534) 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 Land Academy costs less than one college course. Jill DeWit: Isn't that amazing? Steven Butala: I talked about this in the content of one of our podcasts I think last week, and it exploded on Discord. Jill DeWit: Well, it struck a chord with me too. Steven Butala: Me too. Jill DeWit: So I was like this is worth talking about, the value and just how things change, how the value of this, the value of trade schools, the value of college degrees. They all have a place. Steven Butala: I mean there's probably 40 entries in there about personal... A lot of it is personal experiences about college degrees that people... other types of degrees they wish they got, how the degrees that they got had treated them well and then invariably costs. So Jill and I looked it up this morning because we were horsing around a little bit- Jill DeWit: Let's share it in a minute. Steven Butala: Over a cup of coffee. So yeah, we'll share it in a second. Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. If you're already a member, join us on Discord. Jill DeWit: If you're a member of Land Academy that is. So yes. Joseph wrote, "On a recent mailing campaign, I ran into an issue with a property owner listing his vacant land for sale with a realtor. He told me he will sell the land to me once his contract expires with the realtor. Evidently, the relationship had soured." That happens. Steven Butala: This is very common. Jill DeWit: Yeah. "My question is this, if I wait until the contract with the realtor expires and put it into contract, would this be considered ethical? I'm not real superstitious, but I don't want any bad juju." You know what? Yeah. There is a conflict here. I mean isn't it if they bring someone in during the course of the contract and then there's always a tail end of the expiration thing. I have to go back and read the exact verbiage, but I'm not loving this because I don't want to piss anybody off but I think you have a different opinion. Steven Butala: I do. Jill DeWit: Here we go. And we're going to hear it. Steven Butala: At least number one, this is a contract. That's it. It's a contract. There shouldn't be very much emotion. Joseph, this is a great question. I love answering this stuff and thank you for asking it. This is not personal at all. It's a contract and the terms of the contract are going to dictate everybody's behavior and those outcomes. So please read it. There's always, in my opinion, a trailing period of a listing where if... and I believe that it says now or it may be changed, chances are it's changed now because lawyers love to change these listing agreements minute by minute, but it used to say, like Jill said, if an agent introduces somebody to a property- Jill DeWit: Is identified during that time. Steven Butala: And they do buy it six months after the expiration of the contract, then you owe me money. Jill DeWit: Exactly. Now whether or not they... Because you know what? And you found it... Well, you know what? This is a tough one too. You didn't find it obviously because of the listing, so there's a bit of a gray area. I'm not going to- Steven Butala: That's not gray.The contract's not gray at all. It's black and white, whoever buys this property. Jill DeWit: But do you know what's gray? What's gray is you have to read the contract is, does it say if anybody came forward or if I identify this person, because technically you found this property on your own by a mailer and didn't know it was listed on the MLS. That's what I mean by a gray area, but again,

Jill Friday - I Have Money to Burn (on Your Deals!) (LA 1533) Transcript: S Jack Butala: Steve and Jill here. Jill DeWit: Happy Friday. S Jack 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. S Jack Butala: Today is Jill Friday, and she's going to talk about how she has money to burn on your real estate deals. Jill DeWit: Am I? S Jack Butala: Yeah. Jill DeWit: All right. Can we spend two minutes on that, because that's not as exciting. We could come up with some other stuff for Friday. S Jack Butala: Today, we're going to talk about what Jill wants to talk about. Jill DeWit: That's what I want to hear. S Jack Butala: How about inspiration by Jill? Jill DeWit: No, we can do... Well, that would be good. We can come up with some more stuff too. S 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 if you're already on Land Academy, please join us on [Discord 00:00:45]. Jill DeWit: Thank you. Sean wrote, "Great thanks to Jack and Jill. First mailer, a huge success." Aww. "After months of watching Jack and Jill's podcast, I put in some work and sent out my first mailer. I was planning on sending out 1500 offers but after scrubbing, ended up with only a thousand. My letters hit 10 days ago and I have four deals so far, and one seller has properties in four other states she wants to sell. After closing my first round of deals, I look forward to becoming a Land Academy member. I can't wait to join the community fully and enrich my life even further. Thank you so much, Jack and Jill, for creating such an incredible community and sharing your invaluable knowledge. I love you both and look forward to seeing every episode." S Jack Butala: Wow. Geez. Tell me where to send the check, pal. Jill DeWit: Aww, thank you Sean. That's so awesome. Thank you very much. I appreciate that. How cool is this? Sean just kind of winged it with what he collected here and now he's like, "Oh hold on, I know there's more," which is true, "How I can really up my game and make it big." S Jack Butala: When people come to us from other groups or prior real estate experience or own other types of companies, real estate related or not, they stay forever. I think this is great that you tested it on your own. This is what I would do. Jill DeWit: Mm-hmm (affirmative). S Jack Butala: Test it all on my own. Make sure I did it right, and then realize that, okay- Jill DeWit: Yeah. This is the thing. S Jack Butala: ... now I need to learn the right way to do this- Jill DeWit: Yeah. S Jack Butala: ... and bounce it out. Get myself some partners. Jill DeWit: Yep. That's so perfect. Good job. Congratulations. S Jack Butala: Yeah, it's great. It's a good Friday statement question. Today's topic, it's Jill Friday and she has money to burn on your real estate deals. Jill DeWit: Ready? S Jack Butala: Yeah. Jill DeWit: Yada, yada, yada, I got money. Some people are beating me to it. Stupid land tank, recreated that, some people put in deals there and keep looking at them before I do. That's great- S Jack Butala: I'll help you. Jill DeWit: ... because then people have money too, so I got money, hit me up, cheque book's open. S Jack Butala: It's no big secret that Jill and I do deal funding very successfully. Jill DeWit: Yeah. S Jack Butala: If you have a great deal, and you want a partner, just a funding partner, let us know. Jill DeWit: Mm-hmm (affirmative). S Jack Butala: There's lots of other places in the group to do it too. Jill DeWit: Okay, there I guess we're good. S Jack Butala: Yep. Jill DeWit: Now let's talk about something way more fun. S Jack Butala: Doh. Jill DeWit: Like deals. I know we got some crazy deals, so- S Jack Butala: I noticed that. I just got that email yesterday. Jill DeWit: Yeah.

Jack Thursday - Counties You Shouldn't Mail in 2021 (LA 1532) Transcript: S Jack Butala: Steve and Jill here. Jill DeWit: Hello. S Jack Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I'm Jill DeWitt, broadcasting from sunny Southern California. S Jack Butala: Today, Jill and I talk about, well, it's Jack Thursday, and I'm going to talk about counties you shouldn't send mail to in 2021. Jill DeWit: Oh I'm excited. Should I get out a pen and be ready to write them down? S Jack Butala: Actually you should, I am going to give a couple of counties that you just shouldn't send mail to, but I'm going to give you the secret weapon. Jill DeWit: But that's not what this is about. S Jack Butala: I'll give you the absolute secret weapon on how to analyze any county or parish in this entire country and it will tell you whether or not you should send out mail there. Jill DeWit: We're going to go through all 3144 today, right? S Jack Butala: No. Jill DeWit: Could you imagine? S Jack Butala: No, I'm going to tell you how to set up a spreadsheet. Jill DeWit: Yes, no, no, yes, yes, no, yes. That's so funny. S Jack Butala: I'll show you how to set it up in a spreadsheet and it'll tell you right away. Jill DeWit: Cool. S Jack Butala: Before we get into it though, let's take a question posted on landinvestors.com, our online free community, or some of the questions come from Discord and if you're already a member, you know all about the Land Academy Discord. Jill DeWit: Cool. S Jack Butala: This is like one of my favorite, I laughed out loud at this question. You have to read this all the way through. Jill DeWit: Okay, this is long. S Jack Butala: It's funny too. Jill DeWit: All right. Bear with me. This is going to be long. Okay. Jill DeWit: "I don't subscribe to Land Academy since I come from real estate oriented family and I've been involved in real estate investing for years." This is Dallas, okay. "My opinion is real estate is often hyper-local, get out on the ground and visit neighborhoods you'd like to invest in. Don't give away your investment strategy, but meet the neighbors, invest in foot leather, et cetera. Word of mouth is so powerful. Talk to cities and get to know council members, show that you care about your investment neighborhoods and want to make them even better places. You will learn so much and open up an avenue to better leads. Jill DeWit: Don't always enter it with expectation of flipping quickly, sometimes it makes sense to buy and hold, perhaps even develop certain vacant parcels or find temporary income producing uses. Sometimes you can work out deals with investor neighbors to acquire better parcels. PS, word to the wise, some great investment neighborhoods can be a bit rough and tumble. I'm a fairly big guy, but when I was getting started, I nearly got into a fist fight. I had an AK 47 pointed at me at point blank on one other occasion, and I've had to evict a drug addict, but I've also had disgruntled people yell at me dozens of times. Be safe and good luck." Jill DeWit: Boy, that sure makes me want to run out there and do the same thing. Not. What? What? S Jack Butala: This person is not a member and this person is engaging and engaging in what I would call a non data driven real estate career, like a real estate agent and like a person who drives for dollars or like somebody who flips houses for show on HGTV. I'm going to spend some time on this for a second. Jill DeWit: Can I tell you how many times I've had anything pointed in my face? Zero. S Jack Butala: When's the last time you saw a piece of property you even bought? Jill DeWit: Well, I'm trying to think of now. S Jack Butala: Five or eight years ago? On accident because we were on vacation. Jill DeWit: We were on vacation. We drove by it, actually and the conversation was we sold a bunch of stuff over there. Oh, that's kind of nice. It's pretty.

How Much do Flood Zones Really Matter? (LA 1531) Transcript: S Jack Butala: Steve and Jill here. Jill DeWit: Hey. S Jack 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. S Jack Butala: Today, Jill and I talk about the topic called how much do flood zones really matter? Jill DeWit: Are we still talking about this? S Jack Butala: What the heck are flood zones? Jill DeWit: Really? Is this really ... This is important? Yes, it is/however, is it worth spending weeks on this? Mm-mm (negative). We're going to talk about it. There's a lot of discussion going on in this, way too much discussion on this. S Jack Butala: Federal government has taken it upon themselves ... Jill DeWit: Once again. S Jack Butala: ... to map out the ... Jill DeWit: Once again. S Jack Butala: That goes without saying. Jill DeWit: Right. S Jack Butala: To map out the entire country and tell us all where the flood zones are. Jill DeWit: That's nice. S Jack Butala: I'll let you decided if that's a good thing or a bad thing. I personally think it's a good thing. And they gauge it in a map about when stuff floods ... and it always does, always ... where the water should go and what should be built there. And so, we'll talk about if your property's in a flood zone, exactly what to do. Jill DeWit: How excited should you really get? S Jack Butala: This is one of Jill's favorite topics. Jill DeWit: Oh, I love this. S Jack Butala: She loves talking about flood zones. Jill DeWit: Oh, sure. S Jack Butala: Driving for dollars. Jill DeWit: Oh, yeah. S Jack Butala: She loves talking about data. Jill DeWit: [crosstalk 00:01:21] agents, yeah. S Jack Butala: Mm-hmm (affirmative). Jill DeWit: I love how long things take. S Jack Butala: Jill had an interview. I keep thinking about this, I don't know why. Jill hired a personal assistant recently. And she had an interview, and she comes back from these interviews ... This is an in-person hire, so they work next to her. Jill DeWit: Right. S Jack Butala: They don't work in Canada. Jill DeWit: Remotely, yeah. S Jack Butala: Yeah, and so, she came back from this interview. And as always, I'm like, "How did it go?" I mean, I'm secretly hoping that she found the right person. Jill DeWit: Yeah. S Jack Butala: And Jill walks through the door and says, "She likes pretty things." Jill DeWit: Yeah, not going to work. Not going to work. S Jack Butala: Like, floral arrangements. And there's nothing wrong with floral arrangements, but that's just not the first thing you want somebody to say on an interview as a personal assistant. Jill DeWit: Like, "Where's my desk going to be? And what's it going to look like?" Huh? What? S Jack Butala: Before we get into that, let's take a question posted by one of our members on thelandinvestors.com online community. It's free, and if you're already with us, check out discord. Jill DeWit: Deanna wrote, "Hi. I thought I would post here seeking inspiration. I signed up for Land Academy in September, 2020. I sent out maybe 2,000 to 2,500 mailers thus far. I had quite a bit of call backs from sellers who were interested. I've not actually bought any property, for I do not necessarily have the capital to do so. I instead, have a few active option contracts, and also reached out to a few investors, but to no avail on the investors. The properties I have under option have been there now for three to five months. Option is difficult, because the seller wants what the seller wants, so it seems that the price is usually too high. I figured I will go at it anyway, because I'm not losing anything out of it. Now that it has been seven months and I still have not made a deal, I'm feeling a little disheartened and already looking at other career paths, but I know this one can be very successful and lucrative. I assume I should set up more mail.

Career Path - What We Learned (LA 1530) Transcript: S Jack Butala: Steve and Jill here. Jill DeWit: Hello. S Jack 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. S Jack Butala: Today, Jill and I talk about Career Path and what we learned. We just finished our first 10-week session for Career Path and [crosstalk 00:00:19]. Jill DeWit: The very first ever, ever group. S Jack Butala: And with glaringly positive results. Jill's going to talk to us about it. But before she does, let's take a question posted by one of our members on the landinvestors.com online community, it's free. And if you are already a member, please join us on Discord. Jill DeWit: This is very interesting username, Modern Asset Management. Okay, "We just funded our 20th partnership deal. Most of the sales have been on terms. I found a couple of great partners here. My goal is to build up a portfolio of seller finance contracts. My day job is running a small ..." S Jack Butala: Financial tech. Jill DeWit: Oh, thank you. "Financial tech specializing in subprime medical loans. We work with hospitals and surgery clinics and underwrite, buy and collect the accounts. We have a robust application website and use a full loan management system. Currently there are 1400 active accounts. This takes way more than 40 hours a week to operate. So I'm not just a passive investor." Jill DeWit: "We bring real experience to the table. I'm looking to buy, originate, fund, manage, et cetera. Target here is using the machine we've built and improve our assets under management. If you have experienced a good volume of smaller deals, we might be a fit. Also, if I'm completely off base just wave, and thanks to all. So far, this has been a great community." Jill DeWit: Interesting. So they're taking what they already know and basically knowing how to do terms, transactions and manage accounts and to do it with land. And get other people to be bird dogs, and bring them the deals and they'll fund them and help them manage them. I'm sure for some people that's good. S Jack Butala: This is something I've been waiting for, for a long time. Jill DeWit: Cool. S Jack Butala: Imagine this, you're new. Or you already have a well-established business like us. Properties come in. You're looking at the asset. Some assets scream to be sold on terms. You can drive right up to them. There're all kinds of stuff you can do with them. Like this weekend, you can camp on it, it's in a beautiful area. It's not necessarily a builder lot, but it's some kind of rec property that a family wants to purchase and use over time and then resell for more. S Jack Butala: There's a lot of assets that have classified that for us. You don't have any money, but you're great at finding them. You find it. It's great for terms, you call this company, they buy it, and you manage the asset or they actually manage it for you and pay you a percentage. S Jack Butala: How fast do you think if you're good at buying good properties like this, can you build up a portfolio with these guys and make 10, 20, $30,000 a month? Jill DeWit: Pretty quickly. S Jack Butala: Really, really fast. This is very unusual. People fund deals more like us, which is a lot more common in this group is, Jack and Jill, here's an asset, it's $50,000. I know it's worth 120. I've done 25 deals. I need the 50 grand. We write the check, you go and sell it. And we split the profit. That's the regular deal funding model. S Jack Butala: But if you have that other personality type that loves these payments, and there's a lot of people that do, and there's nothing wrong with that. Think about how much better it would be to get a couple of hundred dollars a month from a deal that you fed these guys versus owning a duplex. Jill DeWit: Oh, that's for sure. S Jack Butala: Because that's what this is. Jill DeWit:

How to Schedule Your Days Successfully (LA 1529) Transcript: S Jack Butala: Steve and Jill here. Jill DeWit: Hello. S Jack 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. S Jack Butala: Today, Jill and I talk about how to schedule your days successfully. Jill DeWit: All right, brain, go for it. S Jack Butala: Full disclosure, this is one of my favorite topics, and here's why. Not because I love to live in my calendar, but I love to make money. And this is the only way I know how to actually run a crew and make money and sleep at night, quite honestly. Jill DeWit: I thought you were going to say, I love to make fun of Jill. S Jack Butala: No, I don't want to ... Jill's amazingly good at this. She doesn't realize it, but we'll make fun of her in a minute. Jill DeWit: I kind of am. I mean, I do, on the big stuff. Maybe the little stuff, I kind of slack on, but remember I have my reasons why. We've talked about that. S 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 if you're already a member, please join us on Discord. Jill DeWit: Sandy wrote, "I just joined Land Academy a couple months ago. Honestly, I have stuck with my mailing procedure. Oh, I stuck with my mailing procedure instead of starting from scratch with Offers 2 Owners." I'm curious what her old procedure was. I hope it wasn't handwriting letters with the family at dining room. S Jack Butala: You'll see. There's a reason this made it into- Jill DeWit: Oh, it's coming? Okay, good. I'm excited to see what this is. Okay, Sandy. Here we go. "Unfortunately, I received an email today that states I have to send my mailers first class." Oh, that's funny. S Jack Butala: But it's hilarious. Jill DeWit: Here come the questions. "Number one, is it standard practice to send first class?" S Jack Butala: Not at all. Jill DeWit: "Number two, does O2O require that offers be sent first class?" S Jack Butala: Heck no. Jill DeWit: "Number three, how many people send first class versus standard?" S Jack Butala: Very, very few, if that. Jill DeWit: "Four, other than the obvious price difference, has anyone tested to see if there are any other differences, ie. performance, ease of mailing, et cetera? Thanks so much for any help you can give, Sandy." Sorry. S Jack Butala: If you're over 80, this matters. Jill DeWit: I don't think it matters. S Jack Butala: If you're over 80 and you're receiving a letter. I don't even look at how it's stamped ever. I mean, none of us do. Jill DeWit: No. No, we don't. S Jack Butala: First class is something that happened like in World War II and, I'm not exaggerating. No. And it goes on, everybody had some stuff to say about this, me included actually on ... And if you want to see it all- Jill DeWit: Was she licking stamps? S Jack Butala: ... it's either he or she, we don't know. And no, they were using click to mail. And so Click2Mail, it's not even a competitor, but it's another way you can send mail for twice as much money, and it's very popular with non-members of Land Academy and everybody changes over. And even Sandy now goes on to say at the bottom of the string. It was too long for me to include in this. Jill DeWit: It said, so I get it? I hear ya? S Jack Butala: So Click2Mail went into this whole thing about, they sent it to all their people saying, "If you're sending these, this and this, and here's the regulations from the Post Office," and they cited it all. Jill DeWit: How sneaky. That's sneaky, making you think you have to do that. S Jack Butala: Our other members just jumped right in and took screenshots of how this is all fiction. Jill DeWit: Wow. S Jack Butala: So look, I don't want to blow my own horn here, but I am for a second, our horn. O2O rocks. O2O is set up to do this.

Jill Friday - I'm Writing a Book! (LA 1528) Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Happy Friday. Steven Butala: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I'm Jill DeWit broadcasting from sunny Southern California. Steven Butala: Today is Jill Friday. And she's going to talk about the book she's writing. I can't wait to hear this also. Jill DeWit: Cool. So yesterday I alluded to, I talked about this not long ago. I always have three books on my nightstand. I have one, that's a high power, kind of business-related, leadership book. And then I often have a self-help book. And then I have a fun book, one of this fun book I'm reading right now, it's actually really fun for me. It's called Mouse Tales. It's Disneyland behind the scenes. And it's talking about all the stuff that went wrong and all the rats that happened in the beginning, early years and just crazy things that broke, went wrong, stuff he didn't know about, Club 33 is mentioned for those of you know who that is and it's just really kind of fun. It's cool. So anyway, I have all these books on my nightstand. While I'm reading this one book, this is going to tie into this, I promise. Jill DeWit: So reading this book from this woman, so I'm going to talk about mine here in the show, but I thought as preface to my book, I've found this book on the nightstand. I'm not going to say who it is because I don't think it's nice. I don't want to name names, but I am not impressed by her book. So she wrote this book as a woman in her late forties to help other young women. So you think it's going to be great. I'm like, I got to hear what she has to say, but as I'm reading the book, I realized, well, hold on a moment. You're beautiful. You've never not got any job that you didn't want. You are happily married, no kids. She's just never failed. Steven Butala: No life experience. Jill DeWit: That's my problem with this and no real experience. Her parents are still together. No one's been through a divorce. I think her grandparents and great-grandparents are still alive. She's never experienced any kind of serious hardship. Steven Butala: Who's that helping? Jill DeWit: So what's interesting is, I'm using the word interesting lieu of other words, but interesting is because she has no real experience, the stuff that she brings to the table is kind of fluff. I'm like, that's all you got? Her experiences and here's what I think you need to do to be successful. Have another dress at the office? You can always dress up. That's in there, that's in there. It's stuff have a backup dress for emergencies so you look good. Steven Butala: Oh man. Jill DeWit: Wait a minute. There's way more I think people need to think about and know about- Steven Butala: Before we get into it. Jill DeWit: Why are you cutting me off? Steven Butala: Because this is the topic of this show. This is interesting. You know why? Because I really want to get into it with you, but let's get the question out of the way. Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. If you're already a member, join us on Discord. Jill DeWit: Dana wrote, hi everyone. I joined Land Academy recently and I'm so glad I did. There's a wealth of information available here on discord and the podcasts, et cetera and it's so valuable. That being said, I am often guilty of spending too much time absorbing information and researching. I've been slow to start taking action on my first mailer. I suspect that may also be spending too much time thinking about how I want to brand my company and deciding on a name. I want to set up a domain for a landing slash squeeze page, along with profiles on social media and listing sites. My first thought was using my last name, but I'm having second and third thoughts because it doesn't seem memorable or catchy enough.

Real Estate Courses vs Free Online Content (LA 1526) 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 sweet, sunny Southern California. Steven Butala: Finally, Jill gets to come back to California. Jill DeWit: Right. Steven Butala: Today, Jill and I talk about real estate courses versus free online content. Jill DeWit: Okay. What's that about? Steven Butala: No, both are going to get you there. It's just how serious are you? Jill DeWit: I don't think both are going to get you there. Steven Butala: If you want to spend 10 years to do your first deal- Jill DeWit: And then still not get there. Steven Butala: And do it wrong. All the free stuff's here. Jill DeWit: There you go. Steven Butala: Before we get into it... Like I did because it took me 10 years. Jill DeWit: We're here to save you. That's the whole point. Steven Butala: Let's take a question posted by one of our members on the landinvestors.com online community. It's free and if you're already a Land Academy member, this is paid for stuff now. Please join us on Discord. Jill DeWit: Yeah. Here, podcast free. The Discord, not free but good. But worth it. We'll explain. Jill DeWit: Geraldo and Evelyn wrote, "Hello. For our mailers, we're thinking of leaving out a price offer and leaving it as if we would like to make you an offer. We're thinking this is going to entice the land owner more as it gives them a little more power on the initial negotiation." Oh yeah, it does. Have any of you ever tried? Steven Butala: These people are consuming the free content that we put out there. Jill DeWit: And for free, we're going to save you. We're going to attempt to save you. "Have any of you ever tried this method? And if so, was it a successful one? Is it too risky and what are your thoughts? Thanks in advance." May I go first, please? Steven Butala: Absolutely. Jill DeWit: Sure. We've tried it all. That's part of why you're here. That's why we're here. Oh, you better believe we tried everything. Steven Butala: This is what they're talking about. One second. You know how we send out all of these offers and there's a price in there and we talk about pricing and how to price and obsess on pricing. Jill DeWit: Red, yellow, green. Steven Butala: There's a reason for that. What they're talking about is saying, "Hey, Joe Smith, I know you own this property over here. We're thinking about making an offer. Can you give me a call? Let me know if you want to sell it." Jill DeWit: Yep. Jill DeWit: And here's what's going to happen. Every single person's going to call you. Steven Butala: You're going to get 5,000 phone calls. Jill DeWit: And more than half of them are only calling you because they're all excited about their number, which I'm pretty darn sure is not your number. So, what is that you're talking about? That's the make me move number. Everybody has their... "This is our lucky day, babe. I just got it. They want to buy it." Steven Butala: "I told you that property is worth a million dollars." Jill DeWit: "I know. What do you think? I was going to say two. You think one? Okay. All right. Well settle for one. Let's call him. You want to call him or you want me to call him?" That's not the call. And then they call and you're going to go, "Okay. Talk to me." And maybe you throw out a number too, "Well, I'm thinking 50,000." They're like, "Oh, that's... It says you want to buy it. What the heck is that?" And they have a whole long drawn out conversation and now they're mad. You've wasted time. And by the way, let's not think about all your time that got wasted with every one of those phone calls that are going to call you that you don't want. Steven Butala: A lot of this stuff can be solved by simple math. So, let's do some math. If you send out a 5,000 unit mailer that says,