Land Academy Show

What does Jills Transaction Coordinator Really Do (LA 1324) 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 what does Jill's transaction coordinator really do? I can't wait to hear the answer to this big picture, and hopefully detailed picture. Jill DeWit: Oh my goodness. Steven Butala: Because I've always wondered this, too. No. And all kidding aside, this is one of the most important positions that you can ever hire for, and it's a position that I've had for years in my own company. Jill's had it in her own company. Jill DeWit: Like you held the position? Is that what you're saying? Steven Butala: Oh yeah. Jill DeWit: Okay, thank you. Steven Butala: And even now we have to jump back in if there's too much deal flow. And we're all transaction coordinators until the end. Jill DeWit: I just took a call with a broker as a matter of fact. Steven Butala: I know. I just I caught the tail of that because we're setting up to record, and I bet that that's a perfect way to talk about this when we get into it. Jill DeWit: The main point here is that this came up because of a Facebook post. Someone was asking me like, "Jill, I'm hiring." You have talked about in the past what the trials and tribulations of hiring the right person. Okay, that's great. We got that. Now, what exactly do they do? And as I was writing this Facebook post, and I'll share more when we get into the show, I had a little revelation that I should have a thank you to them. So as I'm writing this, I'm sending my number one gal a heartfelt thank you because I realized, "You wear a lot of hats, and I really appreciate all that you do." And I sincerely was making sure, "Are you happy? Do you need anything? What's going on in your world?" It was good. 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: Greg asked, "Most of my deals have been self close, and I like that because, number one, it's cheap. Number two, it's fast. Number three, I'm in control in the process." Steven Butala: Amen. Jill DeWit: "I read the guidelines about dollar value and using title for higher dollar properties. Some people want title insurance, or just a closer title because it makes them feel better. And some are okay with just wiring thousands of dollars, and skipping the costs and the time." "So, my question is can I buy with a self close? Because I like that. And then sell, either sell to close or through title, depending on what the buyer wants or needs. Is there something wrong with this? I did this on one deal already with zero trouble, but my impression was that this was frowned upon or not even possible in some places. Any thoughts on this?" I'd say I have thoughts. Steven Butala: I have a lot of thoughts, too. Jill's closer to front lines than I am, so go ahead. Jill DeWit: I thought you were going to say closer to the mic at that moment. "Jill's closer to the line of fire at that moment right now." No. I love this. I see nothing wrong with this, and I do this all the time as well. Especially, I find myself doing this when there's some really good deals that you just can't let them get away real quick. You can buy and self close, and even get title insurance after the fact. So, there's lots of different scenarios. Let me back up and explain this here. What is self close? That is like buying a car without a dealer. It's like me going on Offer Up or Craigslist, buying the car from you, Jack, and getting my insurance, and doing the paperwork with the DMV, and all that stuff there. Steven Butala: This is a great way to explain this. Jill DeWit: Thank you. Because that's exactly what it is. I buy it,

Land Academy Member Jason Mayfield Interview (LA 1323) ---------------------------------------- If you have any questions or comments, please feel free to email me directly at [email protected]. The BuWit Family of Companies include: https://BuWit.com https://offers2owners.com https://landinvestors.com https://landacademy.com https://landpin.com https://parcelfact.com https://countywise.com https://deedperfect.com https://ownersdata.com https://houseacademy.com I would like to think it’s entertaining and informative and in the end profitable. And finally, don’t forget to subscribe to the show on Apple Podcasts.

Urban Land vs Rural Land (LA 1322) Transcript: Steven Butala: Steven and Jill here. Jill DeWit: Hey. Steven Butala: Welcome to the land Academy show. Entertaining land investment talk. I'm Steven Jack, Butala Jill DeWit: And I'm Jill Dewitt broadcasting from sunny Southern California. Steven Butala: Today, Jill and I talk about urban land versus rural land. Jill DeWit: I know what I like. Steven Butala: I know what I like. Jill DeWit: Oh, I wonder if it's the same. Steven Butala: I bet it is. Jill DeWit: You want to do it? Now or in a minute? Steven Butala: One word answer? Jill DeWit: Uh huh. Steven Butala: Go ahead. Jill DeWit: Okay. I'm going to count down three, two, one, and then we say the word. Okay. Three, two, one. [crosstalk 00:00:31]. What? That wasn't even on here. Steven Butala: I don't care if it's urban or rural, if it's priced good and it's got access, I'm buying it. Jill DeWit: Oh, you tricked me. Steven Butala: Well, it's not a trick and I don't trick you. Jill DeWit: I got to say most, most urban land will have access. Steven Butala: What I've noticed with Land Academy members is they pick one or the other and we don't. We have multiple deals in our database that we're either buying or selling in some process of that. And all of them have two or three of the same characteristics, urban, rural don't care. Grossly under priced is one characteristic, complete and full blown physical and legal access is another criteria and an environment where we know we can sell it fast. Those are the three things. Jill DeWit: Makes sense. Well, I guess we're done with the show. Steven Butala: There's some huge, huge differences between urban and rural land. And that's really what this show is about. Jill DeWit: Right. Steven Butala: It's not about, you just brought it up like, "See, you interpreted this." Which one would you like to buy, urban land versus rural land? Jill DeWit: Yep. Steven Butala: And I saw this as urban lands, very different than rural land and you should buy both. Jill DeWit: Well, I'm on the same page. I'll share that in a moment. After these words from our sponsors. Steven Butala: Who's our sponsors by the way? Jill DeWit: Brought to you by neighbor scoop, get the scoop on your neighbors. It sounds like neighbor scoop could be next door, but it's not. That's not like the next door app. You and our world used neighbor scoop, you're probably not next door. Steven Butala: If I could go back in time, I would've just called this land or diligence. That's what it is. We're going for pre COVID hair salons and stuff. And that's just not who we are. Jill DeWit: That's true. Steven Butala: So I'm not going to change the name again, but that's what it's called. Jill DeWit: I know. That's true. Steven Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. Jill DeWit: Tim wrote, "Hi from Seattle. Wife and I are preparing for our first mailer." Sounds like, my wife and I are preparing for our first child. That's cute. Steven Butala: Mailers, easier. Jill DeWit: True. "We realized there are some States here that are no solicitation, but it doesn't seem that applies to out of state owners. Has anyone had experience with this? If not, I will try to contact an attorney and then post the outcome of the conversation. Thanks in advance." Well, that's pretty cool. Steven Butala: Timmy nailed it. Jill DeWit: Yeah. Steven Butala: What he's talking about is this, there's a handful of States and I'll try to list them here, the ones that I know about anyway, that have rules, they pass laws, just like the phone, you have the federal do not contact. You can put your phone number in and people aren't supposed to, they do anyway, but they're not supposed to contact you with unsolicited stuff. You don't have to do this to not receive texts. It's an eight, but with a bulk mail with mail, send away.

Managing Communication with Sellers Brokers Buyers (LA 1321) Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Good day. 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 managing communication with sellers, brokers, and buyers. This is show number 1321. Jill DeWit: Wow. That's a lot. Steven Butala: That's amazing. Jill DeWit: Wow. And yet we still have stuff that we haven't covered. Steven Butala: We have a ton of stuff that we haven't covered, actually. Jill DeWit: Jesus, man. How many more of these are we going to do? How many more are we going to do by the way? Steven Butala: When people stop listening, that's when I'll stop. Jill DeWit: We have not talked about that. Steven Butala: Our listenership continues to go up and it has gone up, with a couple of exceptions, since we started this. It doesn't go down. Jill DeWit: Sure. Especially with COVID times and that going on, but there's more listeners now because people can. Steven Butala: Viewers, not so much, for a lot of reasons. Listeners, they keep going up. Jill DeWit: Why not? What's not great to look at here? Here, here. Steven Butala: Can we put a big black thing right across here and it's just you? We would probably do great on YouTube. Jill DeWit: Thanks. Maybe that's it. Wow. Hey, it's Jill. Oh, who's that guy? Steven Butala: Yep. Somebody said, "With you, Jack, Jill is a nine. Without you, she's a 12." Did you see that? Jill DeWit: No. Seriously? Steven Butala: Yeah. Jill DeWit: Who said that? Steven Butala: I don't know. It was somebody on the ... Jill DeWit: Oh my gosh. Steven Butala: It was somebody on the Thursday call. Jill DeWit: Well, thank you. Oh, you know what? I do remember that, actually. That was good. That was funny. Steven Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. Jill DeWit: Tao wrote, "Has anyone ever bought a road in an HOA?" I'm not sure why you would, but. "I recently came across a lot with a motivated seller. It turns out that a lot is actually a road in an upscale HOA. If I purchase, HOA would have to pay me. If I purchase, would the HOA have to pay me to use the road? I'm wondering what I need to check next." What are you going to do, put a gate up at each end and say, "No, one's getting through. It's my road"? Steven Butala: It costs $1 to pass. Jill DeWit: Yeah. Steven Butala: Like a bully in a grade school yard. Where's your lunch money so you can pass? Jill DeWit: Yeah. I decided this road is going to be a parking lot. What the heck? Apparently this is not an easy question. Steven Butala: It's an easy question for me. Jill DeWit: Well, I know it is for me too. You and I know exactly how to handle this. Slash however, Tao does not know how to handle this. This is why it's coming up. Tao, we are going to help you. Having a road or having a cemetery or having a functioning church- Steven Butala: This is the definition of extortion. Jill DeWit: ... or having a park restroom in your portfolio will do you no good. There's nothing you can do. You don't want this. It's assigned an APN for obvious reasons, but it's nothing that you want. Steven Butala: Let's take a step back. Let's say you're staring in Google Earth at a great piece of property. It's 40 acres. It's everything that we would ever want. It's pretty inexpensive. It's got road access. There's stuff built up around it. And it's 1971. It's not 2020. You can have this thought, you know what? I'm going to put a subdivision in there. And I can actually accomplish this because the municipalities and the places where I get approval to do this kind of thing aren't crawling with lunacy. They're actually in a frame mind frame set where they're pro development. So I go in.

How to Improve Your Acquisition Confidence (LA 1320) Transcript: 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 sunny Southern California. Steven Butala: Today. Jill and I talk about how to improve your acquisition confidence. Jill, what's the acquisition confidence? Jill DeWit: Acquisition confidence is going into a buying situation and feeling good about it. That's basically it. And I've got some steps here that I'm going to share in a few minutes. Steven Butala: I would even take it 10 times further than that. When you get that property back, when you're staring at a return purchase agreement or somebody on the phone saying, "You know what? I got your offer and I do want to sell." And you look it up and there's that little tiny moment where you pull it up on NeighborScoop, or wherever you're looking at the property, and you can't believe that you're about to do this transaction. It's that good. And you execute on that logical due diligence, period. But then you execute on it and you own it. That's acquisition confidence. Jill DeWit: You know what's so funny? It's a good thing there's two of us. It's kind of cool, because we look at it totally different. You're looking at the acquisition. I'm looking at the person. So I'm excited to talk about it more. It's totally important. Steven Butala: I can't wait to talk about that. Here's the funny story about that. Every single acquisition person, without exception, that I have ever hired, who's a female, categorizes the deals that they do by the last name of the seller. Jill DeWit: Oh, I don't do that. Steven Butala: The Dawson deal. The Smith deal. Jill DeWit: That's hilarious. Steven Butala: Every male acquisition person, including myself, categorizes it by APN. Jill DeWit: That's funny. Steven Butala: I could care less about the seller. I could absolutely care less. The less I know, the better. Jill DeWit: No, it's funny. I go about the property. Steven Butala: I only care about the dirt. Jill DeWit: Yeah. That's how I am about the property. Which one is that? That's the 40 acres in such county. I'm like, "Okay, thank you." Steven Butala: Guess who does more deals than Jill or me? Times 80, Jill, because this is a people business. Jill DeWit: Yeah. Steven Butala: There's a huge real estate component to it obviously. But... Jill DeWit: So you're saying I'm in the middle? Steven Butala: No, I think you're correct. Jill DeWit: Oh. Steven Butala: If you have to be one of the one or the other. You're talking to a person who's going to sell their property for way under value of what it's worth. There's a lot of finesse and a handholding and a lot of stuff involved. You have to meet that person from where they're coming. In my early days I was like, "This should be the last time we're going to talk. You gave me the APN. We have a signed purchase agreement, and the [inaudible 00:02:37]. Thanks very much." That, in reality, is silly. And I got away with it back then, because nobody else ever sent a letter to them ever, and a bunch of other reasons. 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: Cody wrote, "Hi Sean." Oh, so this is a response. Steven Butala: This is a response. So there's a string. I should have prefaced this. I'm sorry. You kind of got blindsided there. Land Investors is people post a question and then there's responses and responses. And so this is Cody's response to Sean. Jill DeWit: Okay. And I'm sure the response is going to tell us what the question was. Steven Butala: Yes. Jill DeWit: Okay, cool. So here we go. Cody wrote, "Hi Sean. I was able to view a little bit of your response from the members only forum from the activity on the homepage, but I'm not currently a pro member.

Take Imperfect Action (LA 1319) 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 take imperfect action. We interviewed one of our members. Her name's Bei. She's been a long-time member. The show actually airs next week. Jill DeWit: Oh, cool. Steven Butala: Not this week but next week. And she said ... I asked her a couple of things like, "What really separates ... I mean, you're in this for life now." She quit her job. She did everything correctly, in the right order and about the right time frames. And she's doing really, really well financially. Plus, which I always miss and Jill always catches, she has this good life balance. She's not a crazy Type A entrepreneur like most of us. Jill DeWit: Mm-hmm (affirmative). Steven Butala: So she said, "I take imperfect action." And I think that's what we want to talk about today. Jill DeWit: Mm-hmm (affirmative). Steven Butala: Before we get into it, let's take a question posted by one of the members on the LandInvestors.com online community. It's free. Jill DeWit: Jessica wrote, "Really basic question, but I'm looking at Google Maps and Google Earth Pro trying to understand what I'm looking at. If I look at this parcel that stretches along this road up to the intersection in the 3D model on Google Maps, it looks okay. Maybe a bit hilly, but probably buildable. But, then, when I look at it at Google Earth Pro ..." Okay, wait. Google Maps. Got it. "... Google Earth Pro, it looks way too hilly. How do I know what is too hilly? In other words, when will the hills limit my buyers? Why are these views so different?" I use these all the time, but I want ... This is more you. Steven Butala: The way that these 3D-rendering satellite images appear on the internet and appear to us as users is much more dramatic than they are, so ... I'm sorry. It's the reverse. In real life, they are going to seem much more dramatic than they do when you're looking down at them. The same way when you're looking in an airplane and you're looking at stuff, and it's like, "Oh, it's not that big of a deal." But you stand there, and wall's 22 feet tall, or whatever. So my professional recommendation is to learn how to use layers in these maps. One of them's called Terrain. And before all these renderings and these maps, somebody my age, that's the only thing we had. Jill DeWit: Right. Steven Butala: So you can see it's 300 peaks, 400, 500, 600 feet, or whatever. And, believe me, something that's 600 feet's not buildable. There's two questions in here, so that's the deal. It's like in your car where it says, "Things in the mirror might appear to be closer than they are," that's very much what's going on here. It might appear to be okay on the maps, but it's not. Jill DeWit: And we have that. I think we have a Terrain setting, I'm sure we do, in NeighborScoop. Steven Butala: We do. I know we do. Jill DeWit: And if you look at a hill, it's like it'll have circles, like an outline of the hill, and that's kind of the levels of the elevation. Steven Butala: Yeah. Like the rings in a tree. Jill DeWit: Uh-huh (affirmative). Exactly. That's cool. What else was I going to say? I have another cheat way to do this. You can always call. Worst case scenario, you're really not sure. You're having a real hard time with this. You could call Planning and Zoning. They'll get out a map and help you, and I think they ... Won't they? They'll talk about that. They'll probably talk too long about it. Steven Butala: That leads me to what I really think this question is about. "Should I buy this property, and can I use it?" Jill DeWit: Right. Steven Butala: "Can the person who I'm going to sell it to, can they put something on it?" Jill DeWit: Right.

Urban Exodus is Real (LA 1318) 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 the urban Exodus is real. People are moving out of where they live for a bunch of reasons that we'll discuss in droves. Jill DeWit: I bet people listening to this right now are saying, "Yep, that's us." Steven Butala: Mm-hmm (affirmative). Jill DeWit: "Yep. We're done. We left." And, I've seen people go far, back to Canada where they came from. Not kidding. Steven Butala: Yep. Jill DeWit: From Southern California pack up and say, "We're out of here, man." Steven Butala: It's real. Jill DeWit: With families and kids going and moving with parents. Steven Butala: And, that doesn't surprise me. Does this surprise you? That there's this is their reaction? Jill DeWit: Not really, no. Steven Butala: What I really want to talk about is why? Jill DeWit: No, because we've all thought about it. Steven Butala: You know what? People, we all should have this sort of mentality like the Marines, adapt and overcome. And, that's all they're doing. Life is throwing some stuff at them for better, for worse and they're making some changes. Hopefully for the better for their family, so. Jill DeWit: I think you're right. I would argue that most of them that are doing this, they're going to say "I'm glad I did it." Steven Butala: Me too. That's really the show here. Jill DeWit: Right. Steven Butala: Exodus [inaudible 00:01:23] has been a negative. It could have a negative connotation. Jill DeWit: It could. Steven Butala: Like, there's a hurricane, a hurricane caused an exodus. Jill DeWit: Do you know what's funny? If I wrote all these podcast. topics and the titles. They would be so worded differently. Steven Butala: It would be all girls. Jill DeWit: Oh, it's hilarious. It'd be, Oh my gosh... Steven Butala: What would this title be? People packed up their picket fence and... Jill DeWit: No, it wouldn't be like that, but it wouldn't be ugh, whatever that is. It wouldn't be... Steven Butala: You want to know the truth? I soften these titles. Jill DeWit: From what you really want to write? Steven Butala: Yeah. Jill DeWit: Wow. Okay. Steven Butala: I just think that's the nature of men and women. Jill DeWit: This is you softening? Steven Butala: Yeah. Jill DeWit: Okay. Steven Butala: Well, maybe not this one. 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. Jill DeWit: Okay. Lucas wrote, "Hi everyone. One of my goals for Land Academy is to someday return to my home state of Vermont. Is there anyone in this community that has experience in the state of Vermont? If so, I would appreciate some pointers. I had looked into purchasing property for myself over the last few years and I was stunned by the high cost of septic design and build. It's not uncommon for people to spend 35 to $45,000 on a septic system. I am told that mining and new quarry activity has been halted in Vermont. So, the all mound systems need to be transported from out of state and it also drives up the cost." Sheesh. "Aside from that land can be expensive there anyway. I'd love to speak with someone who has had success in buying and selling in Vermont. I have a feeling they are a non-solicit state." Steven Butala: By the way... Jill DeWit: What do they say? I'm curious. Is there a bunch of answers already? Steven Butala: Oh yeah. Jill DeWit: Okay, cool. Steven Butala: By the way, I think this is Headshot Lucas. Jill DeWit: I was thinking that too. Steven Butala: So, Headshot Lucas, you're incredibly intelligent and this is an awesome question. Jill DeWit: Wait, wait,

How We Created Pro Land Investors of Individuals with Zero Experience (LA 1317) 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: I'm Jill Dewitt broadcasting from sunny southern California. Steven Butala: Today Jill and I talk about how we created professional land investors for individuals with zero experience. I am just as intrigued and excited to hear about how we've done this. Jill DeWit: Because you don't know? Steven Butala: No, I don't. I don't know. Jill DeWit: You sit there going "I don't know what happened." That's hilarious. You have no idea. Steven Butala: I didn't. Jill DeWit: I don't know, I just threw it up and see if it would stick and it stuck. Steven Butala: That's part of it. 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. Jill DeWit: Matt wrote, "I've had some properties with funky old CCNRs," which is conditions, covenants, and restrictions. Steven Butala: Good work, Jill. Jill DeWit: Thank you. I happened to have lived... Steven Butala: Makes me want to- Jill DeWit: What that is, is if you live in an HOA Homeowner's Association or a POA Property Owners Association, they will often have these old rules and things about paint color and stuff like that. He says, okay, so he's got these properties and they're from the fifties that say things like, you can't build without passing in the architectural review. I've heard of that, and almost certainly the review board is gone... That's hilarious... and also they've all died. They also don't have the... If the review board doesn't reply within 30 days, then presumed it's okay. Type of language that bails you out of the defunct CCNR situation. It's hilarious. I also have a property that says a minimum of a hundred foot setback from the front, but the neighbor's house is 50 feet and was built after the CCNR took effect so it's not grandfathered. The same set of CCNR says, no pets. It's hilarious. Bottom line... This is so good. Steven Butala: Is this for land? Jill DeWit: Could you imagine? Steven Butala: No pets on your land. Jill DeWit: Right. "If I'm flipping the land and the CCNRs are from the fifties, can I presume that nobody is enforcing them and basically ignoring them? There are a few homes, not obeying the hundred foot setback and I guarantee someone in the subdivision has a pet. LOL. The properties are less than 30,000 market sales price." Well, here's my first point. Who wrote.. I'm going to say who wrote this, Matt. I've never read them. Did you need to go that far into it? Was there really a question that somebody asked you? Steven Butala: This is probably on the acquisition side. He's buying it and he's got these CCNRs. Jill DeWit: Why are you getting this far into it? I guess I need... I mean, this is true, if there is an HOA and they still exist and they do have these weird restrictions, it is important to know the major ones. I'd know the major ones but then again, I'm wondering, based on what I'm reading here, if they're even still around? Are people still paying into it? Where does the money go? And who's answering the phone. I'm guessing it's long gone. Steven Butala: Here I have two examples of CCA, CCNRs or HOAs. Number one, I bought a bunch of property in New Mexico one time and I found out later it had a CCA, there was an HOA and I was like, "Oh my god, this is going to wreck this whole thing." The first thing I did... and you should too, Matt, everybody... is Google the thing, see if they exist, see if you can get a phone number and I did. I called them and it was a woman and I think she was cooking dinner at her home and said, "This is Jackie," or something. I said exactly what Matt said, "I bought all this property in this HOA. What's the deal?" She said, "Oh,

Sticking to a Calendar Schedule is Imperative (LA 1316) 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, humid Southern California. Steven Butala: Today, Jill and I talk about sticking to a calendar schedule and why it's imperative. Boring, but completely necessary and possibly fatal if you don't do it, I think. Jill DeWit: You know what's interesting, is when we were talking about this topic, I was thinking of a different version of this. This is cool because I think this is how we are different. What I was referring to was being consistent in things, and how you interpreted that is putting it on a calendar because that works for you. Does that make sense? Steven Butala: Yeah. Jill DeWit: So, I'm excited to talk about this a little bit because, just like most men and women, we see things very differently, interpret things differently. Steven Butala: That's people in any relationship. Jill DeWit: Or just men and women. I don't care if you're related, or don't have to be in a relationship or not. We're going to see things... I say whatever. I say teal, and you go, "Hmm, green." Not you, but... Steven Butala: I thought you guys were going to talk about real estate. I thought the show's about real estate. I'm a first time listener. I'm not here to talk about calendars. I'm here to talk about making money in real estate. Tell me how to do it quickly. I have other stuff to do today. No, I'll tell you what, the truth is, I'm joking around about it, this topic comes up. It's one of the top five topics that I deal with inbound from people asking me questions. And it started on our first live event. I did a module about getting organized and people just, we spent three times the amount of a lot of time on that during the presentation in the live event, and it just keeps coming up. Jill DeWit: Well, I think people take a step back and go, "How are you so successful in what you do?" And a lot of it is there's a healthy mix of A, being smart and knowing what we're doing, and B, just getting up and doing it. That's the point. And that's where the calendar comes in. Steven Butala: Yeah. Well, we'll get into it in a second, but there's a huge component of outsourcing when it's necessary and then managing the outsourcing correctly. And I borderline want to do an education... I want to do a two hour education thing on it because, and I don't have any formal training in this. I just know from screwing stuff up all throughout my career that, wow, I can't do that again. Or we got into this and it was too much because of X. 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: Lucas wrote, "Hey folks, I'm planning my first mailer. And I had an idea, but I'm not sure if it's a good one or not. I was thinking of adding a professional headshot of myself to the top of the first page of each letter. Not sure if offerstoowners.com prints in color or not, or how well the print quality would manage a photo. I was thinking it'd be valuable to add a personal touch to the letter. Has anyone here tried that? Was it beneficial? What do you think? Thanks." Do you know what my first thought is? What? Steven Butala: I'm talking to the camera. Jill DeWit: Oh. Well, I'm over here. Okay. Do you know what my first thought is though? Steven Butala: Go ahead. Jill DeWit: I'm on the fence. My first thought is, do you look like a supermodel and that fantastic? And if you do, I'm still not sure it's going to send the right message. What do you think? Steven Butala: You got to be kidding me. What do I think about this? Jill DeWit: I know what your answer is. Steven Butala: What is my answer? Jill DeWit: No way. Steven Butala: It's way beyond no way. Jill DeWit: Thank you.

Acquisition Diversification is Part of Real Estate Investment (LA 1315) Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Good day. 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 and humid Southern California. Steven Butala: Today Jill and I talk about acquisition diversification is totally and completely part of your real estate investment scheme. Jill's got an idea she just shared with me about what that diversification is all about and why it's important. Give us a little prelude. Jill DeWit: Well, we talked about this, this topic came up yesterday when we were talking and I was just thinking about where we are in our career, and how good we're getting at picking things and dropping things. Like if it doesn't work out, let's not do it. And what I mean by that is, focusing on business that you know something about, and everything that we do is real estate base, because even within real estate, you can have a lot of niches, which is what we're doing and we'll talk more about this, and having several niches helps me sleep really well at night because I don't have all my eggs in one basket. I'm not doing one specific property type, in one area, in one price range. And I know people do, a lot of people do that. They just hone in and that has worked. But for me, I just, like I said, I sleep so well because I have all these different things. I know that if one goes a little sideways, I got three other areas over here that's going to take care of it. Steven Butala: That's about it. Jill DeWit: Thank you. Steven Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. Jill DeWit: [Molle 00:01:45] wrote, "Good morning. I have a couple of deals under my belt, but finally ran into a little problem on my third deal in Arizona. I have a buyer ready to go, but the escrow found a false deed of trust with the seller." Steven Butala: Did they? Jill DeWit: How is that? Steven Butala: Did they? Jill DeWit: How's that possible? Steven Butala: Jill's going to explain to us in a minute. Jill DeWit: And they- Steven Butala: The mistakes that escrow agents are capable of. Jill DeWit: They can do, yes. "And they might need to do a quiet title action and get the attorney involved. Given that this is my first time dealing with this, any advice on what I should do? Should I help pay for attorney's fees or anything else to get the deal done? Is it going to take a lot more time, like months? Is it even worth it or should I back out? Any advice helps." So I see ... Do you want me to read- Steven Butala: No. Jill DeWit: Okay. Steven Butala: No. This is a hot topic on land investors. So what Jill's referring to is just, I put in ... Jill DeWit: Some of the comments. Steven Butala: Just the comments, just to get a feel for what the ... It's not necessarily my opinion, but it's the opinion of other people on the forum. And just to give you a gauge, quiet title actions are amazingly profitable if you know what you're doing, the same way that restoring a '68 Camaro can be amazingly profitable if you know what you're doing, I do not know what I'm doing in both of those situations. So, I stay away from it. Quiet title simply means this. There's a piece of property somewhere, and somewhere along the chain of title, the ownership, how it was conveyed, is questioned. There's a cloud in the title, so to speak. That's the language in the industry. Jill DeWit: Can I say, it could be a spelling error. It could be something even that minor. I just want to throw that out there for people. That's not like a catastrophic ... It could be a missing deed, like from here to here, or just a spelling little thing. So, thank you. Steven Butala: And so, a quiet title action is meant to remedy that to the satisfaction that, Hey,

Now is the Time to Act on This Market Condition (LA 1314) 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 sunny Southern California. Steven Butala: Today Jill and I talk about how now is the time to act based on this COVID marketing condition we're in. Jill DeWit: Do you think this is a surprise for anybody? Steven Butala: I don't know. Jill DeWit: I hope it's not a surprise for anybody. Steven Butala: I think you have a different take on what the show's about. Jill DeWit: Well, I think we've obviously been talking about this for a while, and I was listening to somebody else's podcast, yes I do that now and then when I'm on my walk, and they were talking about it in their words and I just kind of wanted to hit it home for all of us. Steven Butala: Give us a little hint. Jill DeWit: I just did. Steven Butala: What were they talking about? Jill DeWit: They were talking about if you're sitting on the sidelines waiting for stuff to happen right now, you're an idiot as an investor. 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. We're going to find out why we're all idiots in a minute. Jill DeWit: Did I do that wrong? Steven Butala: According to Jill. Jill DeWit: No, I didn't say that. Did I do that wrong? Steven Butala: No. Jill DeWit: No, you asked me what they said. I verbatim told you what they said. I mean, that was really the gist of it. Steven Butala: Okay. Jill DeWit: Okay. All right, Lucas wrote, "Hi all, I just got my first response on my initial Craigslist ad. It's very gratifying and a nice reassurance that I'm doing the right thing. The parcel is 30 acres and not far from blank city in North Carolina, beautiful area. The seller is a half owner, undivided half interest." Yikes. "He said the other owner may also be interested in selling depending on the offer." Well, it's kind of important by the way, we'll go on here. "I'm also trying to do due diligence now. The land is in a killer location close to town and a major freeway. Comps are 10 to $20,000 per acre retail in the neighborhood. A similar lot on the other side of the hill is on Realtor for $310,000 and other comps in the area have sold for $90,000. My biggest concern, other than the ownership issue, is access. The land is not directly on a road. The next parcel over is on the road. So it appears that the father probably owns the roadside parcel on the son owns the interior parcel, but shares the ownership with someone. I can see the land was timbered recently." How many flags are you counting? Steven Butala: As if there's not enough, I was just going to say the same thing. As if there's not enough issues, now it's been timbered recently. Jill DeWit: Yeah. I'm sitting here counting red flags on my hands. "Many of the trees have been cleared and there are quite a few logging roads crisscrossing across a lot. The exit road passes through the father's land. Because of that, I'm thinking there is a row through the father's lot to the parcel in question. So my question finally is for you," well this is long to get to the question. "Which is the best tool to determine if legal access exists on a property? I'm having trouble getting my [inaudible 00:03:10] account set up. I'm going to call them tomorrow." You get that as a member, by the way. "If ownership issues and access are cleared up, I'm thinking $60,000 could be a good offer. Could be tempting for each [inaudible 00:03:24] to get $30,000. I feel I could easily sell this for $120,000, especially with the other properties nearby at a much higher cost. Many thanks to all." I have a lot. I know you do too. Steven Butala: Let me start with the really good news. This person, what's their name?

Staying Involved in a Professional Grade Land Investor Group (LA 1313) 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 staying involved with a professional grade land investor group just like Land Academy. Jill DeWit: The value of this is- Steven Butala: Every role, every professional job I've ever had where I worked big company, small company, usually bigger companies more so, they have a thing called continuing education, which I'm a huge fan of, and that's what the show is really about. We didn't want to just throw out some program and then not support it. And so we supported it in a million ways by land investors site, doing a Thursday webinar, and I can list off all the stuff. We do this daily show so we're big fans of continuing education and updating stuff as it happens. Jill DeWit: I completely agree with everything that you just said. Even for me, I see it a little bit different, which it's like an alumni group. It's like a fraternity. How about this? I see this as being with investors at your level and always wanting to be involved with investors at your level because there's going to be times you help each other out. Hey, remember that deal we did back in 2000 and whatever? Do you want in on this one? I got one of those again and I need a money guy or whatever it is. There's going to be something- Steven Butala: You're going to run out of something. For us, it's always money. And just now we have- Jill DeWit: Or expertise or something. Steven Butala: Endless capital to buy the... We both know that we're good at buying property, really cheap. But when you spend $4 million in a month on acquisitions and then you're rolling through them and they're smoking deals, you start to bring in partners. And it's good to be involved in a group, which is what this is, and have access to stuff like that. Jill DeWit: I want to talk more about this in a minute on the show here. Steven Butala: Oh, yeah. Jill DeWit: Thank you. Steven Butala: Before we get into it, let's take a question posted... I got ahead. Posted by one of our members on the landinvestors.com online community. It's free. Jill DeWit: John wrote, "I have a potential parcel acquisition that is bordered on one side by a railroad. The road has an access road that runs parallel with it as well. It's a desert property in Northern Arizona. Is this a bad thing or does it even matter? Thanks." Steven Butala: Jill? Jill DeWit: I think it's great. I heard access road. Steven Butala: You got to be real careful on- Jill DeWit: Depending how big it is. Steven Butala: On utility access roads like in the mountains where there's really large power lines coming out of a power plant. A lot of times there's gates and stuff. This is not my first choice on property. And if you put a gun to my head and said, "Is railroad property good or bad?" I would say bad. I think there are some positives to it. Number one, it's not out in the middle of nowhere, right? There is something there still, but in general, we're experiencing... Here's the reason I included this question. We are experiencing as a group, certainly Jill and I, but as a whole group, some of the best acquisitions we've ever done ever because of this COVID because people they need money. They're in a situation where a life event happened, that COVID happened or probably some job related thing or where people are passing away, and they're selling us their property. So I don't think you have to sell. Jill DeWit: We could be pickier now, which is true. Bordered on one side by a railroad and it's 40 acres, I'm not going to worry about it because I could be over here. 40 acres is pretty big with the railroad way over there. You know what I'm saying? Steven Butala:

Recuperate Your Land Academy Investment in 60-90 Days (LA 1312) 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 to recuperate your Land Academy investment in 60 to 90 days. Jill DeWit: That seems crazy. Steven Butala: So this was a direct request by our customer service team, because apparently this is... I don't know. Usually this is in response to some... Jill has a very successful click open rate on Facebook, and it's usually something that she says, or it happens that, that generates this. So I'm happy to listen to Jill explain this title. But before we get in- Jill DeWit: Because you don't know what it is? It's a big secret. Don't tell Steve, I'm going to save it for the show. Steven Butala: I know exactly how you can recuperate your initial investment. It's by buying land and selling it for more and doing it quickly and efficiently and without emotion. Before we get into it- Jill DeWit: Well, right, now it's- Steven Butala: ...let's take a question [crosstalk 00:01:04] posted by one of our members on the landinvestors.com online community. It's free. Jill DeWit: Martha wrote, "Hello. My name is Martha from North Carolina. I'm in the process of starting this business of land investment, and there are a lot of training programs out there." I'd love to know what people said here. "Can you share your thoughts about this training? Why did you join Land Investors?" Steven Butala: Now she has six questions. Jill DeWit: Okay. Are they all in different threads, or it is all in there? Steven Butala: It's all one thread. Jill DeWit: Okay. "Is it worth the cost of the training for your results? How long was it before you actually started making money? What has been your worst experience, if any? I'm a fashion designer, at least I have been for the last 20 years and I'm at a turning point, changing careers at age 50 and want to make the right decision as far as a training program goes. Please help. Thanks, Martha." So I didn't see in the comments. Did they have- Steven Butala: There's lots. Jill DeWit: Oh, good. Steven Butala: There's lots. And they're on both sides. We used to say this all the time. If you're thinking about joining Land Academy, this is ties into this. Usually, I don't want to sound like a commercial here, I really don't. It's either for you or it's not. And it ties into this topic, which is why I put this in here. But I will tell you this and I'll answer the question like this. Jill can... feel free to answer these questions individually or not. There's a very, very specific profile of a person who makes it into our advanced group very, very quickly. Here it is. You've owned another one or two or more companies in the past, or you do now. And you're looking for another line of revenue or another line of income. And you see the value in the marketing that we talked about yesterday. Please go back and listen to yesterday's show, because I think it was really telling about why this works so well. More than 80%, probably 90%, of the reason people succeed with this or anything in life, I don't care if it's a brain surgeon or being a great plumber, is because they just don't stop. They don't know when they've been beat. They just barrel through it and come out the other side and it either works or it doesn't. I'm not sure if fashion designer is the best previous choice to be a Land Academy member. Jill DeWit: Unless she owned her own company and she was- Steven Butala: Mm-hmm (affirmative). Age 50, I think that's only going to help you. Jill DeWit: Sure, exactly. Steven Butala: So, but I think that this takes a lot of structure, [sticktuitiveness 00:03:35], put a smile on when everyone around you is crying. Jill DeWit: Like me. Just kidding.

Qualified Sellers will Call You in Droves Cold Calling is Dead (LA 1311) 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 qualified sellers will call you in droves, and cold calling is dead. Cold calling's been dead for a long time. Jill DeWit: You know, isn't that funny? But that came up recently. I saw somebody talking about that. I want to say it was in social media. I'm like, "Hold on a moment. Please don't go there," and here are the reasons why, and so we'll talk about it here. I wanted to bring it up here on the show. Steven Butala: So why do you think this cold calling or driving for dollars or, like, what's the root of the person that's saying ... Like, what's the story? Tell us the story. Jill DeWit: I'm guessing they either have too much time and too much money on their hands. Steven Butala: Right. Jill DeWit: Which I can't imagine, because that's what it takes. I don't want to take from the show, but you know, honestly, I'm asking too. Or you know what? I'll tell you. They just don't know there's a better way, because that's the reality. If you knew there was a better way to get customers, I don't care what kind of business you have. You would do it. Steven Butala: So throughout my entire career- Jill DeWit: Correct me if I'm wrong. Steven Butala: No, I think you're a hundred percent right. I think it goes way deeper than that, but this is kind of the show, so before we- Jill DeWit: You think ... Oh, you're going to say more about it? Steven Butala: No, that's in there. It's the topic of the show, and it comes down to personality type. Jill DeWit: Alright, well we'll talk about that. Steven Butala: There's people who start systems- Jill DeWit: Sorry. I got us to close here. My bad. Steven Butala: People who I think start systems in life who are just systemic. You know, just people who start systems and are people who just want to get through the day, and I think cold calling, it's so unnecessary now and so ineffective and so annoying and just, there's nothing good about it, but it still happens. Jill DeWit: I know. Steven Butala: Then there's warm calling. So if I was writing this title I would have said warm calling's dead. Jill DeWit: You know what's funny? The only cold calling I get now today, right. In today's age, I don't know about you. Two things. One, "I want to give you money." Steven Butala: That's it. That's the one I get. Jill DeWit: Okay, well and there's two. I get one, "I want to give you money," and two, "Hey, could we talk about the upcoming election?" Steven Butala: Oh, I don't get that at all. Jill DeWit: I get both of those. That's it. Steven Butala: Wonder what list I got off of. Jill DeWit: Lucky you. I'm not off of it. Steven Butala: Oh, you know what? I know why. Jill DeWit: Why? Steven Butala: Because one of us just registered for party affiliation and one of us isn't. Jill DeWit: Oh. Poop. I goofed that up. Oh, so they don't know. That makes sense. So if you were registered for any party, that party would be calling you- Steven Butala: I think so. Jill DeWit: If they want to talk. They know how you feel about it. Steven Butala: Well that, and I've really spent a whole day about five years ago- Jill DeWit: Undoing it. Steven Butala: Contacting the federal do not contact list. Not political. Anything. Just, don't ever call me ever, registering all the numbers I can think of in my life. Jill DeWit: Yeah. Mine's all goofed up. Okay. Steven Butala: Today, Jill and I talk about ... I already said that. 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: Luke says, "Hi everyone. I've been searching through CountyWise tax sale...

Recessions Weed Out Unnecessary Businesses (LA 1310) 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 sunny, Southern California. Steven Butala: Today, Jill and I talk about how recessions weed out unnecessary businesses. And if you listened to yesterday's show, we will resolve the mystery apparently. The mystery in this title. Jill DeWit: Don't worry, it's not you. We don't mean you are unnecessary or your business is unnecessary. It's a bigger thing. 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: I hope you we play more truth time. It's your turn to do truth time. Steven Butala: Okay. Jill DeWit: Okay. Steven Butala: I mean, don't hold back on that. I love the truth time concept. Jill DeWit: That's funny. Okay, Lucas wrote, "Hi, folks. I'm scrubbing my data on accounting, and I was looking at historical sales prices. There is a pretty wide range from $300 all the way up to $800,000. I was thinking of cutting out all the properties with historical sales prices above a certain threshold. $30,000 as an upper limit, for example. Many of the properties don't have historical sales prices in the data, so I'll leave those alone. Does this make sense? Am I missing out on big cash opportunities by omitting these properties? Or is it practical to assume that they won't be good offers? My gut tells me to delete them from the data. Thanks." This is all you. Steven Butala: This is really, really important. And Lucas is relatively new, I think. He's pretty vocal in land investors, and I appreciate that. This is a huge issue. The issue is this, the underlying... What he's saying is this, if I go into a zip code in a rural County, specifically in a rural County, and I look at all the property that's there, all the land, big Atlanta. And I look at all the historical prices and I narrow it down to, let's say, a zip code. Because the more narrow you can get, geography wise, theoretically, the more accurate the pricing is going to be, because if you look at any County or any zip code, there's expensive areas, there's cheaper areas. There's waterfront property, there's property that's on a County road and on and on and on. There's things that make properties more expensive based on attributes or less expensive. So it's hard to do that when you're staring at data in a spreadsheet, it's hard to get a real average, is what I mean. And so he's asking about this decision. What, should I cut off the tip top? Should I cut off the bottom? Kind of go with that centered, bell curve average and get it all out there, or should I just start really surgically cutting out properties, which leads me to the two theories. There are two theories about pricing mail campaigns, the shotgun approach, and the rifle approach. We exclusively use the rifle approach for sending out mail to houses because houses, we have all these algorithms from Redfin and Truly, and all these other places that say, the house is worth 120, 130, 140, 99, and you average those out and you've got a real good offer price, and then you take some money off of that. Real simple stuff when you send out a mailer. You can try to do that, which he's alluding to here, for land. But here's the problem, we just don't have enough data for land. You just don't, because it's not an active market. Properties, people aren't buying and selling properties the way that they do houses. It's just, the velocity of the whole industry is a lot slower. So here's the answer. He's asking, do you delete the top and the bottom? And the answer is yes, but not seriously. You take the top two or three, because there are anomaly, weird things like $25 million in a rural. Come on. There's a clerical error. Jill DeWit:

Inconsistency in Sending Mailers Equals Inconsistent Income (LA 1309) Transcript: Steven Butala: Steve and Jill here. Jill DeWit: Hello. Steven Butala: Welcome to the Land Academy show, Entertaining Land Investment talk. I'm Steven Jack Butala. Jill DeWit: And I'm Jill DeWit broadcasting from sunny Southern California. Steven Butala: Today Jill and I talk about how inconsistency in sending mailers equals inconsistent income. Jill DeWit: That's a mouthful. Steven Butala: Seems simple. Jill DeWit: Say that three times fast. Steven Butala: It seems simple. I can easily do it and bore the heck out of everyone. It seems like a simple concept- Jill DeWit: Saying it three times fast? Steven Butala: Yeah. It's a very, very simple concept, but it's hard. It's harder to do, we're finding from our members and even with us, once in a while, in our land buying and selling effort, harder to do than it seems. You know why? Because you run into issues. Jill DeWit: I don't think it's hard, I think it's discipline. Steven Butala: Yeah. Jill DeWit: That's really all it is and this- Steven Butala: You know what? That's exactly right. Discipline's hard. Jill DeWit: Oh, well, that's true. Steven Butala: Well said. [crosstalk 00:00:55] Jill DeWit: Who was the last person you disciplined? And please don't say me. Steven Butala: Geez. Jill DeWit: Give me your last discipline moment. Steven Butala: You know what? I hate the concept of discipline. I always have. Jill DeWit: I suck at it. Steven Butala: It's the thing about being a parent that I just... I never have gotten my head around it and never will. Jill DeWit: I know. Someone said that once a long time ago and I believe it to be true, the hardest thing about parenting is parenting. I would have easily been one of those parents that just went to bed at whatever time I was tired and let the kids just figure it out. Like, I'll fall asleep when they're tired. No, we got to do bedtime, we got to get them... That's a lot of work. That's not what this show is about, but anyway. Steven Butala: It's a lot of stuff. Jill DeWit: It kind of ties in to- Steven Butala: It totally ties in. Jill DeWit: ...to this too. And I know we'll talk more about it. Steven Butala: We just recorded a show, actually, with a couple of guys, and it aired yesterday, or I guess, by the time this series, last week. And we really ended up talking about this topic. The stuff that it takes to do well, anything in life, is all the same. It's discipline, and a schedule, and staying on a schedule. We used to say stay motivated a lot. I don't think that comes up that much any longer, because I think being motivated at this is pretty easy. I just think it's sticking to a schedule. It's all some version of that. Jill DeWit: I hear you. Steven Butala: Why don't you stick to a schedule? Because stuff goes on. Jill DeWit: That's true. I hear you. Steven Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. Jill DeWit: Skylar wrote, "Hi Jack and Jill. I found out about your live event the day before and I could not attend." You must have saw my note here, too. "I've been, however, listening to your podcast every single day. Please, would you consider this live event again? I'm a beginner, by the way, and I would really like to do what Jack says in the podcast." And then this member is just killing it. That was your note? Steven Butala: This member is just killing it? No, they wrote that about themselves. Jill DeWit: Oh, that's funny. Well, I wrote... It's funny you say this, I'm getting out my calendar right now so I can look it up. So I responded to the person and said, "Yes, because here's the whole deal, it's all about our live event." And it's cool to get together- Steven Butala: The reason I included this question is- Jill DeWit: Yeah, tell me. Steven Butala: ...there's a bunch of strings in there that,

You Either Love Your Mask or Hate It (LA 1308) 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 am Jill DeWit, broadcasting from sunny, southern California. I'm chilling it out. It's Friday. Jack Butala: It is sunny. Jill DeWit: It is sunny. Jack Butala: Do you know about this Apple fire? Jill DeWit: No. What Apple fire? Jack Butala: It's east of Riverside. It's pretty serious. It's causing most of this gloom and haze. It's not the weather. Jill DeWit: I don't see any gloom. I'm looking behind me. I don't see the gloominess. Jack Butala: I'm just going to check and see if it's cleared up. Anyway, today, Jill and I talk about you either love your mask or hate it. Jill DeWit: You either love your husband or hate him. Jack Butala: That's probably true. Jill DeWit: I'm sure it's true. I'm sure the guys are saying, "You either love your wife or hate her." Jack Butala: Here's a spoiler alert for what we're going to talk about. The types of people that watch TV, and really love taking direction, and being issued orders, and told where to stand, and how to stand, and when you can go outside, and when you can't, love their mask. That's their comfort zone. Am I judging them or engaging one way or the other and this side? No. But they're very, very comfortable in a W2 environment. In their minds, contribution to the effort, it's optional for them. Jill DeWit: I would argue this. I just want to bring up this thought. Remember, how do I say ... You know how people are on the phone, they can say things they would never say in person? And on the computer, oh, gosh, especially on the app NextDoor, people are so verbal, and social media is so verbal. They say things they would never say in person and out loud. I wonder if there's a little sense of security with this that they think, "They don't know who I am, I'm going to say what I want." Jack Butala: I'm sure. Jill DeWit: Interesting. Jack Butala: Absolutely. I'm sure there's some elements of that. Jill DeWit: I hadn't even thought of that. Jack Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. Jill DeWit: John. I'm looking for the question, like where's the question? It is a one-line question. John wrote, "Hello all. How is the pandemic affecting the land business?" Jack Butala: I love these simple questions. Jill DeWit: You want to go first? Jack Butala: Yeah. It's not. Jill DeWit: You just do it all. Jack Butala: Here's what happened. This ties in actually to the mask thing. Really, I could have titled this whole show, how does this mask thing tie into real estate investors and investing? And that's really what we're going to talk about. So, how does the pandemic affect the land business? It had had somewhat of an opposite effect that usual recessions have had. The recession is dramatically affecting employment, unemployment rates, but they're only affecting very specific types of businesses, specifically hospitality and retail. Those two are the major ones. Manufacturing, durable goods seem to be okay. So how is it affecting real estate? The people that have their jobs, mostly the demographic that listens to this show, have been able to go home and effectively work at home. So they're not unaffected. The vast majority of the people in our social group have been unaffected by this. So the land ... What they're doing is buying real estate. They're making like we all do, some stuff changed and we're making decisions to change our life to adjust to it and hopefully, for the better. So it hasn't been affecting the land business. If it has been affecting it, it's only positive. Jill DeWit: I was going to take it to the next step, which is sales. Jack Butala: Please do. Jill DeWit: The jury's out.

Getting Rejected by a Local Escrow Agent (LA 1307) 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: And I'm Jill DeWit, broadcasting from sunny Southern California. Jack Butala: Today, Jill and I talk about getting rejected by a local escrow agent. This is something, for the 25 years I've been in this business, has never, ever happened with very, very few exceptions. Happens a lot now. Jill's going to tell us why. Jill DeWit: Before we get into it, should I do that? Jack Butala: Sure. Jill DeWit: Okay. Let's take a question posted by one of our members on the Land Investors online community. It is free. John wrote, I downloaded a list from real class, and there are a ton, almost half of properties with the same mailing address and situs address. Would you mail those or take them out? Well, that's interesting. You know what it makes me think of? It's like you download a not big list and one guy owns half the County. Is that how you read it? Jack Butala: No, not at all. Jill DeWit: Oh. Jack Butala: So there's counties, I'm almost sure this is not County data. This is the zip code data. There are zip codes for air force bases that have seven APNs in them. There's zip codes in some big cities that are a medical campus, like acute care. There's zip codes for all kinds of stuff that are not what we all think of as a zip code. So what happened here with John is- Jill DeWit: That makes sense. You're smart. Jack Butala: The data people... Really? Jill DeWit: Yeah. Jack Butala: I don't know if she means it or not. Jill DeWit: I do mean that. That was sincere. Jack Butala: I don't know if it's like, "You're smart." Bam"! Smack on the head. Jill DeWit: No. When have I ever done that? Jack Butala: Don't make me answer that. Jill DeWit: Oh. Jack Butala: I'm trying to get through the question here. Jill DeWit: What the heck was that? Jack Butala: Can you imagine if your siblings asked you that? Jill DeWit: What? My goodness, go ahead. Jack Butala: I can't imagine having that conversation like with my sister, Like, "Oh no, we never hit each other." She would just crack up. Jill DeWit: Okay. Jack Butala: So yeah, especially with zip codes, there's specific use zip codes. I think there's like 26,000 zip codes in the country, and I think that, for our purposes, the usability ones are like 12,000 to 18,000, some number like that. I don't know exactly. But here's the good news. All these data sources that we use, RealQuest, Datatree and TitlePro allow you to preview the data very, very easily without ever spending a nickel, ever. John didn't check. He pulled up his data set, he did all the stuff that you're supposed to do, like we teach. Jill DeWit: Click, click, click, click, click. Jack Butala: He's looking at it and he just hit buy. He didn't do that last step where you just kind of peruse the data. Like for instance, there's counties out West here that have a tremendous amount of Bureau of Land Management owned property, there's municipality owned property, a ton of native American owned reservation type property. And so for whatever reason, over the years, those properties have gotten assigned APNs, and they're of no use to us. We're not going to mail the US government a letter to see if we want... or any native American reservation. We're just not. So you have to check the data to see if it's usable or if it's what you anticipate. There is some properties that have huge cemeteries on them. You don't want it. You got to remove all that stuff. So, check your data for free before you download it. So you don't get disappointed. Same property? I don't think it's the same. The only time- Jill DeWit: No, I think you're right. I mean, there's times that it does. If there's a big developer, let's just throw this out there, a Del Webb community. If Del Webb owns a whole thing as he's,

Solving Partnership Disagreements (LA 1306) Transcript: Jack Butala: Steve and Jill here. Jill DeWit: Hi. Jack Butala: Welcome to the Land Academy Show, entertaining land investment Talk. I'm Steven Jack Butala. Jill DeWit: And Jill Dewitt, broadcasting from sunny Southern California. Jack Butala: Today, Jill and I talk about solving partnership disagreements. Well, it only happens once a year. Jill DeWit: Yes, exactly. Jack Butala: It needs to be- Jill DeWit: As co-CEOs, we have this licked. Jack Butala: And we feel qualified to talk to you about the very, very infrequent disagreements you're going to have with your partner, especially if she's your spouse. Jill DeWit: Thanks. So here, my first thought was, what if we put that on a business card? I wonder who would catch it, like co-CEO. Number two, then I thought are we going to have business cards anymore? Jack Butala: No. No on the business cards, and I have heard of co-CEOs. Jill DeWit: Wait a minute. Last time I checked, you can't catch anything... Well, you can catch stuff, but you can't catch the COVID from handing things over. Jack Butala: What's silly about business cards, really quickly, is that in this day and age, everything changes all the time. Jill DeWit: Right. Jack Butala: There's... How many phone numbers do we have now, especially if you're sending a lot of mail campaigns at different States and stuff. How many email addresses do we have? Nothing's worse than getting a business card and a cell all scratched out on it. Here's my real phone number. Here's my real last name. My last name changed. Jill DeWit: I want to do that. That, I want to do. Next time I put a... I'm going to do that. I'm going to cross off... I'm going to put all kinds of changes, new number, then hand that to somebody. Put co-CEO. You think I'm kidding? Jack Butala: Yeah, and change the name of the company. Jill DeWit: Here's... Oh, hang on a minute. Oh, wait, hang on a minute. Oh, that would be so funny. Jack Butala: Here's the thing. You could look at it and say- Jill DeWit: I want to do that just to be funny. Jack Butala: The name of company's changed. My email address has changed. My physical address has changed. My last name's changed. I'm not married anymore. Jill DeWit: My phone number changed. Jack Butala: Yep. Turn the card over. Oh, and my slogan's different, and I'm in the different business. Jill DeWit: That's what I'm going to do. You think I'm kidding? I'm going to totally do that. I think that's hilarious. Can you imagine? I just want to see the look on someone's face. When I say "Here's my card," and I hand them it, and it's all scratched. It's a home for free, written with a... Jack Butala: What's on there? Like the new... This shouldn't be a business card. Jill DeWit: I;d be like, "Well, let me redraw the new logo I'm thinking about." Jack Butala: When I talk to anybody, whenever we start, it's just... When we run into people and there's, what do you do? What do you do? And when you get through it and its like, that's awesome. What do I do? I say, go to landacademy.com. No one ever says, "What? How do you spell that? What is it?" Jill DeWit: That's true. Jack Butala: No one. How many times have you said, "Well, what's your name?" "Steven Butala" "What? Kukala? Deendida?" No, just go to Land Academy. It's all there. My entire life has been like that. You know what frustrates me? I'm going to use this time to vent for a second. Jill DeWit: I'm sorry. Jack Butala: The next time you... I'm going to make this about partnerships. Jill DeWit: Okay. Jack Butala: The next time you walk into your partner's office- Jill DeWit: This is good. You're making me cry a little bit. Jack Butala: You walk into your partner's office, whatever that means to you, and they're on the phone. Jill DeWit: Aka, the back bedroom. Jack Butala: They're on the phone. I want you to listen to the conversation, and I want you to specifically listen to-

Area Home Sales Dictate Land Sales (LA 1305) 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 sunny Southern California. Jack Butala: Today Jill and I talk about how area home sales dictate land sales. What the heck does that mean? Jill DeWit: Makes me think of last Sunday, how we drove around looking at home sales. So much of what we do ties together that I don't even realize we're doing it anymore. We spent all that Sunday... Was it last Sunday? Jack Butala: Yeah, I think so. Jill DeWit: Or was it the day before? Jack Butala: One of the Sundays recently. Jill DeWit: Yeah, I think it was last Sunday because our schedule was all goofed up because we had recorded on Monday and Thursday this week. We were all messed up. Jack Butala: All this stuff- Jill DeWit: Travel does that to you? Jack Butala: All this stuff starts with free resources. There are so many free resources. It's one of the topics actually on our Thursday webinar call that I have set up this Thursday for members. And this is a free resource, the way you can see what area home sales are. There's so much information that's available. Jill DeWit: I know. We're a free resource. Jack Butala: Yeah. We are. Jill DeWit: I'm like who are the free resources? You're talking about free resources to get you... You're going back to the topic. I was going off topic. Jack Butala: Oh, sorry. Jill DeWit: It's okay. Jack Butala: Well, there's a topic. Jill DeWit: Oh, there is a topic. I understand. Jack Butala: Hey Jill, how was your- Jill DeWit: It's okay. Jack Butala: Recent girl night out? Jill DeWit: Now we're going to go way off topic. Jack Butala: Checking to see how much you drank because I don't know what's going on here. Jill DeWit: No, that's not what's going on here. But it was really good. Jack Butala: When you go out with four professional women that are like your level all by yourselves, what do you talk about? Jill DeWit: Not business. Jack Butala: Really? Jill DeWit: Yeah. Nothing business. Jack Butala: [crosstalk 00:01:46] asking you. Jill DeWit: Nothing business, nothing COVID. This is good. We talk about travel. You know the only thing that comes up with the COVID discussion is all the things that we can't do. Like we were researching spas for... My friend has a big birthday coming up. So we're researching spas, and we were like the one really cool spa happens to open like this week kind of thing. It's just now reopening. So that's what we talk about. What do you guys talk about when you guys go out? Because if I'm out with the girls, you have free time. Jack Butala: I've noticed that our girl time and guy time don't coincide. Jill DeWit: I know. Why is that? Jack Butala: I don't know. Jill DeWit: I think because we secretly want the house to ourselves. [crosstalk 00:02:25] You're like, "You can go out." You're like, "No, no. This is fine." Jack Butala: What did we talk about? It usually starts with... Yeah, and here's what guys do. It starts with just venting. And usually there's a ring leader. It's actually usually me, who says this like, "Look- Jill DeWit: That's all true. Jack Butala: Everyone's got five to 10 minutes to just say what you need to say, whatever. You can complain about California. You can complain about the person you're married to. You can complain about your business numbers recently. Those are the top three topics. And then for about 30 minutes, that takes about... 30 minutes is a good time to consume the first drink. Then everybody's just a little bit chilled out. They got all this stuff they need to get off their chest. And then we actually start to have fun and laugh and talk about fishing- Jill DeWit: Cars. Jack Butala: Or cars, yeah, or whatever. Jill DeWit: I understand. Jack Butala: Oh, and the fourth one is our kids.

Top 5 Land Business Tools You Need & Should Avoid (LA 1304) 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 sunny southern California. Jack Butala: Today, Jill and I talk about the top five land business tools that you need and some that you're don't think you need, or probably should ever need. Jill DeWit: Like which ones are stupid? Jack Butala: Yeah. Which group do you think I want to talk about the most? Jill DeWit: The ones you don't need. Is that it? Jack Butala: The ones that are stupid, yeah. Jill DeWit: Because they keep coming up now, I think. Jack Butala: But like every show, I have to restrain myself, control my language and try to deliver some entertaining real estate investment advice. Jill DeWit: It's like going out to dinner with you. Jack Butala: Oh, really? Jill DeWit: Yes. Jack Butala: Let's hear that. What's that experience typically like? Jill DeWit: Oh, it's interesting. It's usually good. But now and then, I have to say, "Shh, there are people in this place. We have to tone it down. There are children over there." Jack Butala: Here's what I've gotten used to saying and doing, like, "Hey Jill, am I too much? Is this too much?" Jill DeWit: That's so true. Jack Butala: And probably most of the time you say, "No, it's fine." Jill DeWit: Do you know why? Jack Butala: Let's hear. Jill DeWit: Here's my argument. And for everyone listening, this applies to you as well. I can say this now because you can't get mad at me here because we're on the show. So babe, if you have to ask, am I too much, that's a pretty good indication you might be too. Jack Butala: Well, I'm sure that's true. I was just going to say, you usually say, "No, no, it's fine." It's an enthusiastic, "No, no, it's fine." I really want to hear- Jill DeWit: Because you say it out loud and people are looking at me. They want to know what the answer is. Jack Butala: Well, it's like, "No, no, it's fine. I want to hear the rest of what you're going to say," or it's like, "No, it's fine," or it's like, "Yeah, it's too much." I have three shots. Jill DeWit: I know. Well usually what happens is I'll be very honest. I'm like, "No, it's great." And then later on a few minutes later, I'll go quietly to you. I'll say, "Can you just tone down X or Y? But, thank you." Jack Butala: There's a lot to be frustrated in this life right now. And I'm sure- Jill DeWit: I get it. Jack Butala: ... if you listen to this show, you're obviously pretty intelligent. Jill DeWit: I hope you are. Jack Butala: You're frustrated too. Jill DeWit: Or bored. Jack Butala: I bet you, you're frustrated like me. 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: Jackson wrote, "I sold a property three months ago I originally bought with title insurance, but the notary closed it on the sell end. During the title close, I had to have the legal description redone by the surveyor, which I paid for. Shortly before I sold it, I had the abutter reach out to me saying how she saw it was for sale and told me the boundaries are wrong." Jack Butala: The abutter in this person's ... This person is calling an abutter the- Jill DeWit: I'm curious. I'm like, "Who is the abutter?" Jack Butala: The adjacent property owner. Jill DeWit: Oh, that's what they're saying. The person next door. Jack Butala: Yeah. Jill DeWit: The next door neighbor said, "Hey, your boundaries are wrong." How did they find ... How weird is that, that they would even find that? The percentage of that are so small, it's not even funny. Jack Butala: Let's read the rest of the story here. Jill DeWit: "I was just showing the GIS mapping and that she had all illegal access to the pond and the boat road that goes to the pond.

2020 Land Sales Marketing Trends (LA 1303) Transcript: Steven Jack B.: Steven and Jill here. Jill DeWit: Hi. Steven Jack B.: 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 Jack B.: Today Jill and I talk about the 2020 land sales marketing trends and generally just about what's going on with the land sales in 2020 and houses, by the way. Jill DeWit: This topic gets me so excited. When I saw this on the list for today, I was just as excited as you can hear in my voice right now. Steven Jack B.: You know who wrote this title? Jill DeWit: Not me. Steven Jack B.: Our customer service person. Jill DeWit: Really? Steven Jack B.: Mm-hmm (affirmative)- Jill DeWit: Oh. Steven Jack B.: She said, "You need to address what's going on in 2020 because people are wondering what's brand spanking new." Jill DeWit: Oh. Steven Jack B.: So it's not my favorite topic either. Jill DeWit: I understand now. I know we'll make it good, but it was just kind of like so many topics have a little flair, this is really business related. Steven Jack B.: Sorry, Jill. I know that buying and selling land is tough for you to talk about. Jill DeWit: That's true. Steven Jack B.: Versus relationships. Jill DeWit: Oh, here we go. I'd rather talk about land. You're right. Never mind. Steven Jack B.: Because we can work relationships into any of this. Jill DeWit: I know. Exactly. I actually like talking about both, so it's cool. Steven Jack B.: You know, speaking of a 2020 relationships, 2020. I wonder what the divorce rate is? Jill DeWit: Wouldn't that be interesting? Steven Jack B.: With everybody hanging out with each other. Jill DeWit: Yeah. Steven Jack B.: Spending all kinds of time. Jill DeWit: Well, I do know with everybody spending a lot of time together, we were talking about this earlier and I'm sure you have seen this in articles, as well, how many people are leaving. They're leaving the cities. They want more square footage. They want to see the sky. They want to have yards and they're willing ... now they can do it. It's awesome. Steven Jack B.: That leads right into this topic. Jill DeWit: Cool. Steven Jack B.: While you're watching or listening to this, if you're anywhere near a computer, go to realtor.com and look up zip code or city or county and then look at SFRs only or land ownage. Any topic. Mobiles, whatever you choose. And then click the pending button. So now you're going to get a number that if you go to LA County there's whatever, 18,000 properties for sale. If you click on pending just to see how many of those 18,000 are pending, you're going to fall out of your chair. That's what's going on in 2020. The number's going to be ... the amount of properties that are for sale on the MLS regardless of type or location versus pending, it's around 10% which means everybody's buying everything right now. Which means you should be buying property real cheap like we are and reselling it. Jill DeWit: And selling it. Steven Jack B.: Getting it out of the MLS and getting it sold. Jill DeWit: Yep. Ding ding. Steven Jack B.: That's the whole show. Jill DeWit: Thank you. Steven Jack B.: 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: Hello all. My name is John and I'm looking to be a Steven to someone's Jill. Aww. That's cute. And partner on deals. I'm open to any ideas for whatever role that could help with your business. For example, I [inaudible 00:03:28] a mailer that I could handle start to finish to a county you're working with or interested in. I could then handle incoming from interested and the not so interested sellers and distill everything down into an excel sheet with all the information along with my idea for retail pricing. I could also handle doing some due diligence as well,

So You Made 100K on a Land Deal Now What (LA 1302) Transcript: Steve: Steve and Jill here. Jill: Hey. Steve: Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala Jill: And I'm Jill Dewitt broadcasting from sunny Southern California Steve: Today Jill and I talk about, so you made a hundred grand on that last land deal, now what? Jill: I know what. Steve: Well. Jill: Do it again. Steve: Celebrate. Yes, first you need to take 10 minutes and celebrate. Maybe do shot of tequila or something. Jill: Yeah, tens good. Ten minutes is good. Steve: Whatever works for you. Eat a piece of chocolate cake, I don't know whatever works for you. Jill: What is yours? Steve: And that's the whole show. Jill: Quick. You want to celebrate? What? Can I have a budget? I made a hundred thousand dollars. How much money can I spend from my separation? Steve: You know, Jill and I made a huge amount of money one time on a real estate deal. You know what we did? Bought new computers. Jill: Yeah. It went to the business and it made us more effective and it, and I was just so happy. Yep. All right. Quick, you give yourself $500. What are you going to do? Steve: God, I haven't thought about something like this in a long time. Because usually I just go do whatever I want. Jill: I know but- Steve: For 500 bucks, what would I do? You know what I would do? Call up my buddies, probably bring you and your friends, girlfriends, and just pay for everybody's night out. Jill: That's very sweet. Well, now I feel like a little bit like a heel because mine's different. Mine is I call no one. Steve: Oh my God. Is this a spa day at that MZ diamond acquisitions? Jill: No because I have $500, it's just a spa day. That's it. I call no one, I turn off my phone, I leave it in the car and I'm gone for several hours. That's how I celebrate. Steve: Jill, I speak frankly, here. You should be doing that once a week anyway. Jill: I know. I should but spa's are kind of closed right now. Steve: Why don't you schedule that? Jill: Because the spa's are closed right now. That's, trust me, don't you, don't think I'm not, that's not on my list. Steve: Can't you have like a masseuse come to the house? Jill: I haven't really tried that hard but I could probably work on that. So, but thank you, that's not what this show's about. Thank you. Steve: Yes it is. This is about a hundred grand. It's totally about this. Jill: Okay, I guess so. Okay, yes because I just learned, I didn't know of any that would come to the house. And I just heard from somebody recently that they know someone. So that's in the works. But do you know what? I still don't want to do it in my own house. I have to go somewhere because I don't want to have to hide. And you know, I want to just, I'd like to go and be treated. Steve: You want to go somewhere and do that? Huh? What if I leave the house? And then- Jill: It's still not that great. I want to go be treated. Steve: This is interesting. Jill: You know what I want to do? Steve: You learn new stuff about your mate every day. Jill: I want to go to Terranea, or something equivalent, and just really have a nice, nice time. Thank you. Steve: 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: Okay. Mohad wrote, I've been practicing using Real Quest Pro to pull data in an area I'm looking to send my first mailer. Once I enter all the criteria and submit, it seems like a lot of the data I pull has some sort of housing on it. I'm entering in zero to 0% improvement and I'm still getting many buildings slash houses. I don't want to waste money on records with houses. I've gone through each land use to figure out which is pulling the records with the houses, but it looks like they are just blended in with several uses. Any suggestions on how to get rid of the houses, to be sure I'm doing something wrong? Steve:

Working with Your Spouse without Tragedy (LA 1301) Transcript: Steve: Steve and Jill here. Jill: Hello. Steve: Welcome to The Land Academy Show entertaining land investment talk. I'm Steven Jack Butala. Jill: I'm Jill DeWit, playing with my hair, and I'm broadcasting from sunny Southern California. Steve: Today, Jill and I talk about working with your spouse without tragedy. I'm sure Jill has a lot to say about this. Sure of it. Jill: Let's define tragedy. Just kidding. Steve: We can show you what a tragedy looks like on this episode, actually. Jill: I guess we could. Steve: We can give a great example of tragedy. Jill: So, divorce papers? Or just getting into it? Steve: Yesterday, and I bit the inside of my lip, we were talking about when to leave your job and I'm thinking like, "We should be talking about when to leave your relationship." Jill: Oh, that's sad. Don't say that. Steve: Sometimes you've got to leave. Jill: No, I mean, come on. Don't leave let's... careful. Steve: All right. Jill: All right. Let's be cool here. Steve: 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: Okay. Rebecca wrote, "Hi, Land Academy. Quick question on filtering and pricing lots. The last list I sent out for four to six acre lots/parcels, I filtered out the higher priced lots over 75,000, but kept the lowered valued lots. I filtered them out." So, she didn't keep them. Okay. "I received about eight signed contracts from people who I sent offers to for eight to $10,000 when their lots were worth less than $10,000. Should I price by zip code or filter out the lots assessed under 10K or both? Thoughts please." Steve: You should price by zip code, for sure. No doubt about it based on the information that we have, the level of information we now have specifically because of Zillow. So yes, you should price by zip code, for sure. Should you remove any of the top end or the bottom end data? I call it like a bell curve. I keep it all in. We send out offer prices at a million plus now, and we get some of them signed back because you just never know. Over and over and over again what I hear from our advanced group at our live events, is send out more mail. Send out more mail and see what happens. You put yourself in such a position of control when you send out just hoards of mail. So yeah, maybe some of it's overpriced, maybe some of it's under priced, to this day I over and underprice property sometimes, but I'll tell you, when you're staring at a pile of purchase agreements that are signed, let's say 10 of them, you're going to pick the best three. If you have five purchase agreements signed and you're going to pick the best three, it's not as good of a situation to be in as 10, pick three. But yeah, you've got to price by zip code now. Jill: Well, I like what you said too, careful, don't limit yourself too much because you never, like you said, you never know what's going to come back. And if you're really, really deathly afraid of anything over $100,000, I can understand that, that's over your threshold. I would download the data. You're famous for saying the data is cheap, the mail's expensive and that's true. So, I would download the data just to have it and play with it and think about it too, but go for some bigger numbers anyway because you can afford to do this. Why? Because we'll fund your deals and people in our community will fund your deals. You might find something spectacular, Rebecca, that you're buying it for $83,000 and holy cow, it's worth 400, that just comes across your desk. And I want you to be able to look at those and see those and act on them. Adding a zero or a couple zeros is not nuts. Steve: This group is packed full of people that would love to write you an $83,000 check. Jill: Right. My other thing is too, I think what may have happened is sometimes how counties assess properties.

Quick Land Sale vs. Retail Price (LA 1300) Transcript: Steve: Steve and Jill here. Jill: Hello. Steve: Welcome to the Land Academy Show. Jill: Oops. Steve: Entertaining land investment talk. I'm Steven Jack Butala. Jill: And I'm Jill DeWit, broadcasting from sunny Southern California. Steve: Today, Jill and I talk about a quick land sale versus retail price. Jill: Right. Steve: You want to explain that title? Because it's kind of your title. Jill: Oh, is it? Okay. It's kind of like, think about the kind of person you want to be. A quick land sale is for me, just how we operate. I used to say I'm a wholesaler, but that even gets confused. I don't want people to ... People have negative thoughts sometimes- Steve: Yeah, it became a negative term. Jill: It did, and it's so silly because I think people see a wholesaler as someone who doesn't acquire property, all they do is assign a- Steve: Get in the way. Jill: ... property. Exactly. Assign it versus yeah, virtually get in the way. I am with you. And the way we do it, which is still wholesaling. People don't, I don't know why it got all garbled. We buy the property. I will seek out the property. I will buy the property. I will pay the full price for the property. We own it. We close escrow, it's in our name. Now I'm going to turn around, mark it up and sell it. So I can choose to quickly double my money and get out or I can, Hm, I can mark it up and some people do this, they get a little greedy and they think about retail. Why would I sell a property, Jill, that I paid $20,000 for? Why would I sell it for $45,000 tomorrow when I can sit and wait and get seventy for it. Because that's really what it's worth. And my question is, why wouldn't you? I mean, do you really want to sit and babysit the property and talk to all the people who want to go drive on it and roll around on it and camp on it and love on it? Have a virtual thing of what their tiny home's going to look like on it and see their family running through the field on it. Dream it up. And waste all that time. I'm kind of getting into the show, but that's describing it and we'll talk more. Steve: The undertone or between the lines here is, the ethics of what we do. That's what I want to get into. Jill: Oh, really? Steve: Yeah, because I haven't heard it recently, but I've heard people in the past, give me a hard time about what we do for a living. We haven't brought this up. Jill: I haven't heard this in a while. Okay, good we'll talk about that. Steve: We haven't brought this up in a long time, but I think it's worth talking about. Jill: I love it. Steve: 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: Okay. Gina wrote, "Hello. My name is Gina. I've been doing land investing for a few years now and I guess I'm here to try and see if I can improve my workflow. I send out about 2000 letters a month, but I'd like to make that close to 5000." Thank you, Kevin. One of our moderators. Yep. Steve: Thank you, Kevin, by the way from me. Jill: Yeah. "Any tips, tools tricks you use to scale? I currently work a full time job and simply don't have the time to sort through all the sites and piece together that many records. 2000 sites would be my max without going crazy. Any help from experienced members, such as yourself, would be much appreciated." Cool. So I'm wondering what sites she's going through to piece together records. I'm thinking if she's a member, you're not piecing anything together, you're just- Steve: She's a member. Jill: Okay. So you should be using Real Quest Pro, having an idea before you go into there to download the data, you've spent a lot of time picking the areas, picking the County and getting it all from there. You're holding back. Go. Steve: In the interest of education, I'm going to be very plain speaking here. I don't see the difference between processing 2000 or 5000 at all. In fact,

Real Definition of Homestead (LA 1299) Transcript: Steve: Steve and Jill here. Jill: Hello. Steve: Welcome to the Land Academy Show, entertaining land, investment talk. I'm Steven Jack Butala. Jill: And I'm Jill DeWitt broadcasting from sunny, Southern California. Steve: Today Jill and I talk about, well, really, I talk about, the real definition of the word homestead. Jill: Why is it only you? This came up because of a call that I had it. And this guy was nutty. Well, I'll explain it. But this nutty seller was explaining to me how he got this property. He's the first one to get the property. It was never properly, what was the word he said, what did he call it? Divided. It wasn't subdivided. He said staked out or something like that. And I'm going along like a homestead and he's telling me no. So we talked about it. Now we're going to try to clear this up. Steve: That's interesting. Because I chose this topic because I was reading a stream, an extremely lengthy stream in our Facebook. Jill: So they're talking about it too. Steve: Yeah. It's all over the internet man. And it's so wrong. I have to be real straight here. There's some really bad information about the word homestead. And I know why, because homestead means four or five things to different people. So I'm going to try to clear it up. Jill: It's funny. Steve: And not in a boring way. Jill: [inaudible 00:01:22]. By the way. Steve: That's okay. Jill: Okay, good. I got to say usually we're recording this a few days before. Now pretty much today we're recording on the day. This tells you a little bit about our weekend. Steve: We were late because of our social life interfered with our professional life recently. Jill: You should not let that happen. And we did, "Well, we can record tomorrow." I'll just record tomorrow, or we can record tomorrow. And then here, we're like, Oh, you can't. We have no more tomorrows. Steve: Remember back when we first started out, not with the Atlanta Academy, but just working together. And we were there every day and working hard and all into it. And now it's just a lapse [crosstalk 00:00:02:03]. Jill: [crosstalk 00:02:06] I guess so. Don't do that. Steve: I hear radio radio switches clicking off all over the place right now. 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: Okay. So Austin wrote, "Hello. After a somewhat successful first round mailer, I have a handful of recorded deeds from the County," as you should. This is great. "I haven't sold anything so far. I focus in Northern Arizona and have five acre plus desert properties that I'm hoping to sell in the 2,500 to $3,000 range. For this price point, is it appropriate to hire a photo company such as WeGoLook. There's others like that too, to shoot photos and or video, or should I use stock photos from the region and those will be adequate?" Thanks, Austin. And we put those in there for [inaudible 00:02:59] people. That's one of the things- Steve: There's 10,000 pictures in the original program of Northern Arizona. Jill: That we shared. Steve: [crosstalk 00:03:08] 10,000, maybe 8,000. Jill: When I say we, I mean, somebody else that worked for us or you. Steve: What do you think about this topic? Jill: I would, you know what? I think that back in the day, it was hard to get people and hard to tell them where to go. And for them to find properties, it was difficult for us alone telling photographer. But nowadays you could get a guy for 50 to 75 bucks off these companies or Craigslist, and you can give them GPS coordinates that they can pop in their phone and they can drive right there. So I think not hiring it I think there's no reason nowadays to not hire a photographer, to go out there, hopefully see a couple... And you've got how many properties? Steve: A handful. Jill: Is there a way... Do all of them at the same time. Have your photographer pick the first sunny day w...

Five Year Anniversary Episode (LA 1298) Transcript: Steven Jack Butala: Steve and Jill here. Jill DeWit: Hi. Steven 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 Northern California. Steven Jack Butala: Today, Jill and I talk about... Well, it's our five year anniversary episode. Jill DeWit: Yay. Oh, I'm sorry I don't have champagne and balloons and everything right now, because this is recorded a few days before this. But I either have already by the time you're listening or I'm about to later today, as this airs on Friday, July 31st, 2020, we're doing something special. So you'll see us with some kind of celebration stuff going on. Steven Jack Butala: We launched Land Academy on July 31st, 2015. Jill DeWit: Wow. Steven Jack Butala: And all the way up to the setting up the podcast and learning a ton about software I never wanted to learn, that entire time I said, "There's no way this is ever going to work. Why would anyone... People aren't going to understand buying and selling land. They never have." Jill DeWit: And what if they don't like us? Steven Jack Butala: Yeah. Yes. Jill DeWit: And what if they get it, they just don't want to listen to us? Steven Jack Butala: Or all that in between. And Jill's response was, every single time, "You're crazy. They're going to love it. They're going to do well with it. They're going to respond to it well. It doesn't have to be perfect," and on, and on, and on. She was right, and I was wrong. Jill DeWit: Thank you. Steven Jack Butala: This is almost episode 1,298. Jill DeWit: 98. Woo-hoo. We have another thing to celebrate here pretty soon too. Steven Jack Butala: That's amazing too. Either that, or we're just weirdo whack jobs. Usually I say, let's take a question posted by one of our members, but today I'm going to ask Jill some questions about... And she theoretically is going to ask me some about five years later. Jill DeWit: So we're jumping right into the meat of the show? Steven Jack Butala: It's all the kind of the thing. Sure. This is the meat of the show. Jill DeWit: All right. This is exciting. This is awesome. Steven Jack Butala: Did you ever think that it would end up being this? Jill DeWit: No. I had no idea it would be this good and be this big- Steven Jack Butala: Just well received. Jill DeWit: ... and be this successful. Steven Jack Butala: You know what I didn't think? I didn't realize, number one, how many people we are helping. Not just like seller's getting out of their land, but people learning how to buy and sell real estate. And then number two, and this is really the meat for me, the meat of the show, I didn't realize how much I enjoyed teaching and watching people succeed. It's like a second career. Jill DeWit: That's good. Steven Jack Butala: What's your take on it? Jill DeWit: I agree. Steven Jack Butala: What's your surprising take? Or is this pretty much what you thought? Jill DeWit: Okay. So is that question number one? How are we going to do this? You want to ask questions or just converse? Steven Jack Butala: Well, it's the meat of the show. So yeah, just converse. Jill DeWit: Okay. So what are my biggest takeaways now five years later? I knew it would work because I know that... And that's a fact. Whatever you and I put our minds to and really put our heads down, we will go all in on it. We won't socialize, we'll stay home, we'll do whatever it takes. We'll work evenings, we'll work weekends. It's one of the nice things about us that we... And it would be hard if I was with someone that didn't feel that way. They'd be like, "No, it's dinner time. You have to stop." I'd be like, "this is our livelihood. I can't stop," kind of thing. And we help each other too. Like even this morning, we're getting ready to change locations. So kid and I are packing the car, while you're setting up equipment.

Disconnect Between Seasoned Real Estate Professionals and Blind Offers (LA 1297) Transcript: Steven Jack Butala: Steven, Jill here. Jill DeWit: Hey. Steven 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 the sunny Northern California still. Steven Jack Butala: Today jill and I talk about the disconnect between seasoned real estate professionals and sending out blind offers. If you listened to the show yesterday, I kind of alluded to this fact. There are a lot of seasoned real estate people that have their way of doing things, which involves locating properties in the MLS, talking, talking, talking, talking, talking, talking, negotiating, talking, talking, talking, convincing, sending old bottles of whiskey, and all kinds of old school stuff. When you explain it and then they've had success at that. When you explain, "Oh no, we should send out 15,000 offers and..." Jill DeWit: Finding out somebody passed someone, getting to build relationships. That's some of my favorite. Steven Jack Butala: When you say, "Oh, we're going to send out 15,000 offers and buy five pieces of property and make $50,000 each," that just makes their head spin and makes them a little angry. Jill DeWit: It is a little angry. Steven Jack Butala: What they're angry about is the fact that they don't know anything about computers and data. Jill DeWit: They don't know how to do it. Steven Jack Butala: They're not upset with the concept or anything. It's passed them by. I get that. Not really. Before we get into it though, let's take a question posted by one of our members on thelandacademy.landinvestors- Jill DeWit: Thank you. Steven Jack Butala: ... .com online community. It's free. Jill DeWit: Thank you very much. Mohad wrote, "Hello. I am new in land investment. I'm not sure what measurement/calculation I need to do... I need to put price in my blank offer. Any advice, please? Did I read that right? Is that what you- Steven Jack Butala: He's asking, and I think a lot of people who listen to this show and aren't part of this group have this question. What he's asking is, "How do I calculate what to offer? You guys are constantly talking about sending out blind offers. I get it. How do I calculate it?" And here's what you do. You take a look at a property that you have deemed is worth $100,000 retail. You're going to sell it for 70 to $80,000 wholesale because you want to sell it fast. You need to purchase that property for half of that. So $80,000, you offer 40 which ends up being between 20 and 40% of what the property is worth retail. Your first rule of order in a spreadsheet full of pieces of real estate is to establish in every single line item what you think that land is worth. There's easier ways and there's hard ways to do it. If this intrigues you, what I'm talking about, you're a Land Academy member candidate. If you're listening to this and you're already a member, you've since long passed this. And you probably started down this path with us because you were interested in this. This is a very root, basic 101 question. "Hey, how do I price an offer?" Jill DeWit: Hey, wait. How many for the third option, which is, "And if you hear this and this makes absolutely no sense, or sounds like absolutely just too much darn work, this might not be for you." Steven Jack Butala: Yeah. Good. Well said, Jill. I have a lot to say about that. Jill DeWit: I had to get the third one out there. Steven Jack Butala: I have a lot to say about that, necessary it's so foreign to me. Jill DeWit: I know. It's okay. Steven Jack Butala: What do you think that's all about? Jill DeWit: It makes their head hurt. They can't. You know why? I think they see it as one, big overwhelming project instead of sitting back and going, "Okay, let me break this into chunks. Okay, so I have to first pick a county and I got to make sure it checks this box,

Success Lies within Your Natural State (LA 1296) Transcript: Steven Jack Butala: Steve and Jill here. Jill DeWit: Hello. Steven 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 still from the road, still sitting in Northern California, kind of northern, in the middle. Steven Jack Butala: Jill and I today talk about how your success lies within your natural state to which- Jill DeWit: Not Wisconsin. Steven Jack Butala: Jill is constantly confused by my titles. Jill DeWit: I am. Aren't you. Steven Jack Butala: And if she's confused... This is what I think. If she's confused, the whole listening audience must be like, "What?" Jill DeWit: I know. Steven Jack Butala: Because she gets me. Jill DeWit: Normally. Steven Jack Butala: She's a headstart, anyway. Jill DeWit: I have a headstart. Steven Jack Butala: Here's the whole premise of the show. Jill DeWit: I get you and I like to think I complete you. Steven Jack Butala: Oh my God. Jill DeWit: I'm just kidding because you complete me. Steven Jack Butala: It's going to be one of those spiritual shows. Jill DeWit: You're the one that wrote it. Steven Jack Butala: Here's the deal. Again, I am going to sound like your father. You don't want to fight yourself your whole life. If you hate data and the thought of just sitting in a dark room just nauseates you, which is fine, this business model might not be for you. Or if you're bent on it, find somebody like me to be your business partner. So that's the premise of this. The motivation or inspiration behind me writing this title was Jill. We were forced to do a bunch of stuff. Jill was forced to deal with a bunch of insurance company crap earlier this week, which turned out... Actually, it turned out fine and Jill was in her natural state. She was on the phone for probably three hours talking to insurance companies and car rental companies. And man, we came out way ahead, actually. And so if it were just me dealing with that, I would've gotten through it, but I would have been a pretty angry person. Jill DeWit: Oh gosh. [crosstalk 00:01:57]. Steven Jack Butala: It's not my natural state, so this really translates into being successful at whatever you're doing. Jill DeWit: You just touched on something I was going to say real quick. Some people do this. Some people get into a business and a life. It's not their natural state and they suffer through it their whole lives and it makes me sad. Steven Jack Butala: It makes me sad too. The profession of a medical doctor comes to mind because the vast majority of medical doctors I've ever seen in a professional setting, not in a social setting, are just so unhappy. I think the academic... That profession, for some reason, the academic part of it and the research part of it is so intriguing, or just for me anyway. And then you got to deal with patients and it's just like... Jill DeWit: I know that would be hard for you. Patients and patience, both. Steven Jack Butala: Before we get into it, let's take a question posted by one of our members on thelandinvestors.com online community. It's free. Jill DeWit: But you have many, many, many, many great qualities, sweetie. I'm not picking on you. Steven Jack Butala: I know I don't take it that way. Jill DeWit: Okay. All right. Steven Jack Butala: I have thick skin, that's one of them. I'm with you. Jill DeWit: What? Steven Jack Butala: I just got to zing stuff in there once in a while. Jill DeWit: What? Okay. Actually we're getting along. It sounds like we're [inaudible 00:03:18]. No, we're good. Steven Jack Butala: Yeah. Jill DeWit: That's funny, because we're not at home. This is great. We're on the road having fun and we're not sick of each other yet. Steven Jack Butala: Not yet. Jill DeWit: Next week it could change, or tomorrow. Tiffany wrote, "Hello, all. I've got maybe an interesting question.

Thin Line Between Insulting a Seller and Pricing to Buy (LA 1295) Transcript: Steve: Steve and Jill here. Jill: Howdy. Steve: Welcome to Land Academy Show, entertaining land investment talk. I'm Steven Jack Butala. Jill: And I'm Jill DeWit, broadcasting from sunny northern California. Steve: Today, Jill and I talk about the line between insulting a seller and actually buying a piece of property. This is a topic that's very fresh in how we're buying and selling land, and it's something that we all deal with. It's one of the top five- Jill: It happens. Steve: -or eight questions that we get from new people or really even experienced real estate people, like, "What do you mean you send offers out for 20% of what the property's actually worth?" Jill: Exactly. Steve: How do you deal with that? There truly is a line between... There's a thin line between offering $25 for a piece of property, which I personally think is ridiculous. Some people do it with success. Jill: Right. Steve: We'll talk about all that. Jill: Thank you. Steve: Before we get into it, though, let's take a question posted by one of our members on the LandAcademy.com online community, it's free. Jill: I would like to add on the LandInvestors.com online community, it's free. Steve: Oh, yes. You'll get there. Jill: It's okay. Steve: You'll get there both ways. Jill: That's true. Lucas wrote, "Hi, everyone. Lucas here from Greenville, South Carolina. For some reason, I'm extremely nervous and excited at the same time. After reading the book-" Steve: Are you crying? Crying on the inside. Jill: That's daily. That's kind of how I wake up, nervous and excited. You're not alone, Lucas. Steve: Crying on the inside and laughing on the outside. That's how I wake up. Jill: "That's right. After reading your ebook, listening to the podcasts and watching YouTube interviews, I have become convinced that I want to do this and I could be good at this. I love data. Steve: Excellent. Jill: "I'm part of a manufacturing engineering group, and my colleagues call me the data guy because I so enjoy statistics and deep diving into the metrics." This is all really good. Steve: Excellent. Jill: "And I love land. This is good. I have a dream of starting a homestead with my wife and children someday, so for the last several years, I've been scouring GIS maps and Google Earth, trying to find a hidden gem for our homestead. I have long believed that there are incredible deals out there, just waiting to be found, and I couldn't process the data in a way that was efficient. After spending hours examining attributes of parcels in numerous states, I just couldn't figure out how to get the truly amazing deal. When I saw this community, it was like a lightning bolt turning on. It hadn't even occurred to me that this could be a potential business. I have been focused on upstate South Carolina, western North Carolina, upstate New York and all of Vermont, my home state. Steve: Excellent. Vermont's a great choice. Jill: "Someday, I want to leave properties for my children, and I want them to have business savvy. I feel like I have a knack for this stuff. I just need some direction. My biggest challenge will be managing this endeavor with the time constraints of my full-time job and my life as a parent. I'm so determined, though. If I can make some success with my initial mailer and my first purchase, I know there'll be enough momentum to really change my career. I'm looking forward to meeting some of you and collaborating and sharing ideas. Thank you, Steve and Jill." Awww, that's so cool. Steve: I'm going to turn this over to you right now, just the initial part of it, anyway, because I know that you talked to people constantly in the exact same boat. Jill: There's no question. I'm looking to see. He's just kind of sharing his experiences, right? Steve: Mm-hmm (affirmative). Jill: Am I missing something? Steve: I think he joined. Jill:

Buyers are More Willing Than Ever to Sell (LA 1294) Transcript: Steven Jack Butala: Steve and Jill here. Jill Dewitt: Hello. Steven Jack 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 sunny, mid-California. We're not in Southern California right now. If you're watching, you can tell it's not our normal background. Steven Jack Butala: San Francisco actually. Jill Dewitt: Yes. What would you call that? Mid? It's not Northern. Steven Jack Butala: I would call it mid. I was just thinking that- Jill Dewitt: Well, technically they say they're northern- Steven Jack Butala: You think it's northern California, but it's not. Jill Dewitt: Yeah. Steven Jack Butala: It's right in the middle. Jill Dewitt: Exactly. Steven Jack Butala: Before we get into it... Oh, I'm sorry. Today Jill and I talk about how buyers are more willing than ever to sell. Yeah. That's, really Steve? That sounds like you're making that up. No, it's just, it's the environment that we're in, the economic environment is dictating, it's putting a little flair under the seller's butt, but at the same time and I have to say I've never seen anything like this in my career at the same time, it's buyers are willing to buy. So, that's what's so unique about this. You can always find really willing sellers based on the geography you go, but it seems like it applies to everything right now, for land I'm talking about, not necessarily houses and buyers are pretty willing to buy within a day's drive of pretty large cities. 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 Dewitt: Martin asks, "Does anyone have a certain criteria they look for when acquiring higher price properties? For instance, what do you look for in a county when you're trying to buy higher priced properties with your blind offers? I currently buy myself mostly sub $40,000 properties, but would be nice to move up to 100,000 plus properties. Just not sure what to look for when researching those. Any ideas from someone who actively buys higher priced land?" Steven Jack Butala: So, yes. May I? Jill Dewitt: No. What am I going to say? Steven Jack Butala: If you've been through an education, I'm pretty sure Martin's a member. He might not be, but anyway we all know that pricing, any type of real estate starts with what you're going to sell it, the price you're going to sell it for and then you back down from that based on where you think a logical gap is between what you're going to buy it and what you're going to sell it. So, if you think you can sell, very easily sell a property for $100,000, that's a wholesale number, property's worth let's say 150, 130 and 100,000 is the number that you want to sell it for. You need to be buying that property for around 40 to 50,000 bucks to make it worth it. So, that's the answer. So, if you're having success buying sub $40,000 properties, doubling your money, making 20 and $30,000 on it hopefully, it's the same exact thing. You just move it up a notch for the $100,000 property. I will say this, there's fewer of those properties. The more expensive those properties get, the numbers are fewer and you want to make darn sure that the property at that price range, you have an audience and the audience is going to have to have some money. So, they should be coming out of larger cities. So, this is exactly, what you're describing is exactly what Jill and I are doing in our current mailers right now is we're buying. We are moving up. This is one of the reasons I chose this question. We're moving up this gap. Jill Dewitt: May I add? Steven Jack Butala: Of course. Jill Dewitt: As far as a certain criteria, am I looking for an attribute? Am I looking for now it's commercial land? Am I looking for agricultural land? No, don't even worry about it.

How to Maintain Your Enthusiasm and Revenue Stream During a Plague (LA 1293) 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: I'm Jill DeWit, broadcasting from sunny, Southern California. Steven Butala: Today, Jill and I talk about how to maintain your enthusiasm and your revenue stream during a plague. This is a fun show for me, maybe not so much for Jill. Jill DeWit: Why do you say that? Steven Butala: Here's the thing, here's the thing: we've been kind of life interrupted now for, what, five months, six months? It's hard to maintain your enthusiasm, let alone your revenue stream during a pandemic. There's a lot of stuff. Here's really what the juice of what we're going to talk about today: if you own your own company and you're an entrepreneurial spirit and you just don't know any other way, you're very used to adapting and overcoming whatever comes into your field of vision or whatever you need to overcome. Steven Butala: So, this year for a lot of us, I include myself and Jill in this, it's an adapt and overcome to a pandemic. So, maintaining my enthusiasm and our revenue stream has not been that much of a challenge. It's had its moments, but I think for some people, and this is really who this show is for, it just destroys their mindset. It's a lot to deal with. Steven Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. Jill DeWit: Austin wrote, "Hello. I have been quoted $200 for a two-document mobile notary signing in New York City. The notary said that it was higher priced due to COVID. What has your experience been as far as pricing a notary as post-pandemic? Also, is there a big geographical difference as well, such as a hundred dollars for Los Angeles and $50 Maricopa? Thanks, Austin." I have not experienced this. I'm wondering if it's a particular notary. Steven Butala: I think this is more of a New York problem, New York City problem than anything else. Jill DeWit: That's what I think. I have an in-house notary here in our office, we're in Los Angeles area, or I can still go, and they never closed, to my local UPS shop where you can drop a package and for the same $15, get a signature notarized. It never changed. I could walk in, I have to have a mask on, big deal. Steven Butala: The bigger question here is for me, and this question is very appropriate for the topic today, reading way below this question and what this is really about is how the world has changed because of this pandemic/plague that we're in and why people feel like it's okay to double their prices on stuff. Jill DeWit: That's kind of not nice. Steven Butala: What? Jill DeWit: It's kind of funny. No, you're right. You're not wrong. Steven Butala: It's not just pricing. It weans its way- Jill DeWit: Could you imagine? Steven Butala: It trickles its way and weans its way into everything. I mean, I have never walked through a Home Depot in my entire life and been told where to stand and that I'm not doing it right. It's like- Jill DeWit: Could you imagine? Steven Butala: ... in one week, the people that maitre des or servers and stuff have just been allowed to, and this is never going to change. This is my theory: I think it's here to stay, have been given some power to treat- Jill DeWit: Oh, like TSA. Steven Butala: Yes, like TSA, perfect example. Jill DeWit: TSA- Steven Butala: Well, TSA, those people- Jill DeWit: People that couldn't get jobs anywhere else got TSA jobs. Steven Butala: That's right. Jill DeWit: That's kind of saying this, a lot of it. Steven Butala: Let's say it. Say it. They have some, and boy do they use it. Jill DeWit: They can't carry a weapon or anything, they can just say, "Stop, go back through the metal thing," but whatever. Oh, that's kind of funny.

When Data Tells You to Pull the Plug on a Mailer (LA 1292) Transcript: Steven Butala: Steven and Jill here. Jill DeWit: Hi. Steven Butala: Welcome to the Land Academy show entertaining land investment talk. I'm Steven Jack Butala. Jill DeWit: And I'm Jill Dewitt broadcasting from sunny Southern California Steven Butala: Today. Jill and I talk about what to do when data tells you to pull the plug on a mailer. Jill DeWit: This is funny. I like this. Steven Butala: Before we get into it, though, let's take a question posted by one of our members on the landacademy.com online community. It's free. Jill DeWit: Landinvestors.com. Thank you. Steven Butala: Yeah, Land Investors. Jill DeWit: Eraldo, If I'm saying that correctly, wrote, "I have a property under contract in which the electric poles and the lines cut across the property. I'm not exactly sure if they're more on the edge or if they run through the middle, but I would assume this would affect the pricing somehow, correct? Does anyone have any experience with this? Steven Butala: I have tons of experience with this turns out. When you send a mailer out the way that we do the data, what you're looking at are the basic facts that are provided by the assessor. So that that data set includes basic stuff like size, value, location sometimes. So it's a dataset that doesn't give you all the information. For instance, the assessor doesn't care if your property has a power line easement on it, and it also doesn't care if it's waterfront or any of that stuff. It assigns a value based on an algorithm that's probably been used for ... It's probably outdated, quite honestly. You're never going to tell some of these attributes, specifically in this case with the power lines running through it, until it comes back. And by design, these mailers are designed so that you can very efficiently send out thousands of mailers, but people choose the ones that they want to sell. They come back to you. Jill DeWit: They self-select. Steven Butala: Self-select. Yeah. It works itself out. And then you're staring at 20 or 30 or 40 deals if you do it right and choosing the best one. Well, in this case, this one came back and it's got, I'm assuming, huge power lines going from some power plant somewhere out to the public. And this comes back with us all the time, because chances are the seller has had some tough, some experience or lack of experience selling the property. So they sign your offer, send it back and they say, "Yeah, I do want to sell." And you find out that there's an easement on the property in it. So Eraldo's question is, do I care? And the short answer is, heck yes, you care. It's probably going to kill the deal, in my opinion. However, if it's around the 20 acres or more and the poles aren't running right through the middle, you can get around it, but there's still going to be power lines there. And they're still going to be, in my opinion, relatively devalued because of this. Jill's probably going to say some stuff like, well now wait a second. We don't want to kill the deal yet. Jill DeWit: No, I was just going to say I'm not exactly sure if they're on the edge or in the middle. I'm guessing that he may send out some offers. He doesn't have the right tools he needs to look at the property in full, by the way. I was kind of reading it like maybe the owner disclosed that, which they probably did. There's power lines there and he's probably going, uh-oh. How do I find out where they are? It's easy. Neighbor scoop. You need to have a good tool. If you don't, you have to, it'll save you so much time. And you can stare at it and decide what's possible. And I totally agree with you. If it's a 40 acre property and it's over here dividing up five and 35, done. I could totally work with that. I'm okay with 35 acres. And even the other five, whoever this person, whoever the buyers going to be, they can make that work because- Steven Butala: If it's cheap enough,

Do Sellers Really Know the Value of Their Land (LA 1291) 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 sunny, Southern California. Steven Butala: Today. Jill and I talk about, do sellers really know the value of their land? Jill DeWit: Oh boy, do they. In some parts of the country. I'm here to tell you, based on experience. Steven Butala: The reason this topic came up is because Jill I are in the middle of doing a 10,000 unit mailer, as you might guess, from the previous shows this week. And it was in two parts of the country. One part was on the West Coast, one part was in the center of the country. And the people on the West Coast really know the value of their land, for whatever reason. The people in the center of the country aren't making a decision to sell to us or not sell to us based on price alone. They're doing it because it's just time or some other circumstance. So that's what this is all about. 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: Thomas wrote, I recently ran across the podcast and started digging into the information. My wife and I have been dabbling in almost everything real estate related, since 2017. We own two SFR rental properties, manage others, via our own management company, renovated 10 SFRs. We do home staging, flipping SFR, and most recently flipped a piece of waterfront property, which was $40,000 financed. We put 10,000 down. We held it for five months and then sold it for $60,000. Steven Butala: Excellent. Jill DeWit: We got worn out on the major reservations and have been looking at land in general. It looks like this is a great place to expedite my knowledge, gain methods rather than stumbling through it all myself. Okay. True. Steven Butala: I can't say enough positive stuff about this comment. Jill DeWit: Kind of been in your shoes too. Steven Butala: So here's the thing. Jill and I, by our professional history and everything about the two of us, would not lend itself to having a show like this, or really being the owners of Land Academy. In my soul, and Jill's, for sure, we're all about buying and selling land. And Jill and I, in 2015, sat down and said, "Hey, maybe we should share this with everybody because it's great." We had long conversations about it and my gut reaction was... I mean, it's not that I want to hide it and keep it all to myself. It's just like, I'm not that kind of person. I don't want to get in front of the camera. Well, what I've learned is this, since then. It was a great idea and it's one of the most rewarding things I've ever done, professionally in my life, if not the most rewarding. However, the reward comes from people like Thomas here. They come to us with a bunch of experience in real estate, or in some other business ownership and then they sign off, go through the program and dramatically improve what they've already created for themselves anyway. And then there's other people that just really struggle with it. So, Thomas, congratulations, you absolutely fit the profile of what I've learned over the last five years about real successful people in real estate. What do you think, Jill? Jill DeWit: I love it. Well, what's funny is, and of course what you said, everything's true there. We started doing land... I stepped in, only doing land and it's funny because through our career together, we've done some houses, we've done some renovations, I did home staging. We did stuff like that. And at the end of the journey, I was staring at myself again, going, this is stupid. land's the best. It really is. I mean, really. I mean, I still look around. I'm still shocked. What you and I can do in 45 days with the planet, the planet would barely do in 45 days.

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

Mailer Just Hit, What's it Like to Take 1000 Phone Calls (LA 1289) Transcript: Steven Butala: Steve and Jill here. Welcome to the Land Academy Show entertaining land investment talk. I'm Steven Jack Butala Jill DeWit: And, I'm Jill DeWitt, broadcasting from sunny Southern California. Steven Butala: Today. Jill and I talk about, the mailer just hit. What's it like to take a thousand phone calls? Jill DeWit: More like 10,000, really? Steven Butala: I like you, listener, I'm going to listen to Jill today. Jill DeWit: Well, thanks. Steven Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. Jill DeWit: Cupidgaveuponme, wrote, "I mailed a new county and the mail hit this week. I didn't get much response, but the first couple responses I did get, accepting my offer has caused me to believe that I overpriced my mailer. I would still like to buy, but not at the price I originally listed in the letter. I believe in being honest with people, but I'm not sure how to say that I actually want to offer less than what they have already accepted. There isn't anything particularly wrong with the properties. They all have access. They're all large acre desert properties with dirt road access, but they're big enough I will have to partner on the deal to purchase at my original offer. And there isn't enough to make it worth it. My son says, move on and keep mailing. I am proud, but I want to at least try. And I don't want to waste a lot of time. We have to brainstorm things to say, but nothing sounds very good to me. Can anyone give examples of what you say to sellers?" Doing it now. This always happens. Steven Butala: No one's more qualified to answer this question than you. Jill DeWit: Sometimes, this situation can happen. Yeah. Sometimes you came in too high, like, "Shucks. I goofed," or there's something about that property that makes it less desirable. That could be, and it's not that you're going to kick to the curb, but you do want to offer less. We do this all the time on our Thursday afternoon member calls. We have a section called, would you do this deal? And it's often that you and I, Steve, are looking at properties and we're like, "Oh, shucks. You know, I see why you offered 12. Man, I love it at five. I could maybe do eight. Twelve's pushing it because I think you're going to sell it for 20." That's usually how it works. So I usually, and I'm doing it now. I go back to the sellers and say, "Look, I didn't realize X was going on out there, such as days on market in that area are so high," or, "Whoops. There's 800 properties available in the zip code," which then I probably wouldn't want it anyway. But there's something that's causing you hesitation, and making you think that you're going to have to take a risk here. And I pass. I tell that honestly and openly with the seller. And then what I do is I would say, "Look, here's, what's going on." I state what the problem is. Say why I need to alter my purchase price. I give them my new, highest and best offer. And I make it... I say it like that, say, "Look, I still want it, but I'm willing to pay seven, not 12, like you signed and sent to me. If seven doesn't work for you, I get it. I totally understand. Please feel free to think about it, sleep on it. If you come to me, probably within 30 days I can still make this work, let me know." And then, just walk away. It's not worth it. There's nothing really to negotiate and such and such and just say what it is and move on. And then watch, hang up and watch what happens in a day or two, a large percentage of those guys, they know, and often if they answered back so quickly, they're like, "Ooh, Yippiekiyay. I never thought anybody would offer this." It's probably what's going on in their heads. So they get it. And they'll come back if they're serious. If not, don't worry about it too. The last thing you want to do is buy something for 12 and you kn...

TV Series Yellowstone is What We are All Selling (LA1288) ---------------------------------------- If you have any questions or comments, please feel free to email me directly at [email protected]. The BuWit Family of Companies include: https://BuWit.com https://offers2owners.com https://landinvestors.com https://landacademy.com https://landpin.com https://parcelfact.com https://countywise.com https://deedperfect.com https://ownersdata.com https://houseacademy.com I would like to think it’s entertaining and informative and in the end profitable. And finally, don’t forget to subscribe to the show on Apple Podcasts.

Scaling Your Land Business. Our Possible Education Program (LA 1287) ---------------------------------------- If you have any questions or comments, please feel free to email me directly at [email protected]. The BuWit Family of Companies include: https://BuWit.com https://offers2owners.com https://landinvestors.com https://landacademy.com https://landpin.com https://parcelfact.com https://countywise.com https://deedperfect.com https://ownersdata.com https://houseacademy.com I would like to think it’s entertaining and informative and in the end profitable. And finally, don’t forget to subscribe to the show on Apple Podcasts.

Why Some Members Make Millions with Land Academy (LA 1286) ---------------------------------------- If you have any questions or comments, please feel free to email me directly at [email protected]. The BuWit Family of Companies include: https://BuWit.com https://offers2owners.com https://landinvestors.com https://landacademy.com https://landpin.com https://parcelfact.com https://countywise.com https://deedperfect.com https://ownersdata.com https://houseacademy.com I would like to think it’s entertaining and informative and in the end profitable. And finally, don’t forget to subscribe to the show on Apple Podcasts.

Be an Area Specialist. Know All People Involved (LA 1285) ---------------------------------------- If you have any questions or comments, please feel free to email me directly at [email protected]. The BuWit Family of Companies include: https://BuWit.com https://offers2owners.com https://landinvestors.com https://landacademy.com https://landpin.com https://parcelfact.com https://countywise.com https://deedperfect.com https://ownersdata.com https://houseacademy.com I would like to think it’s entertaining and informative and in the end profitable. And finally, don’t forget to subscribe to the show on Apple Podcasts.

We will Never Run Out of Land to Buy and Sell. Here are the Numbers (LA 1284) ---------------------------------------- If you have any questions or comments, please feel free to email me directly at [email protected]. The BuWit Family of Companies include: https://BuWit.com https://offers2owners.com https://landinvestors.com https://landacademy.com https://landpin.com https://parcelfact.com https://countywise.com https://deedperfect.com https://ownersdata.com https://houseacademy.com I would like to think it’s entertaining and informative and in the end profitable. And finally, don’t forget to subscribe to the show on Apple Podcasts.

We Make This Look Easy but its Not (LA 1283) Transcript: Jack Butala: Steve and Jill here. Jill DeWit: Hey. 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 . Jack Butala: Today, Jill and I talk about how to go from... oh, that's the wrong title. Today Jill and I talk about how we make this look easy, but it's not. Jill DeWit: And we're not talking about the podcast. Jack Butala: Obviously, it's not that easy. Jill DeWit: Yeah. Apparently. That's really, really great. Jack Butala: Jill and I did a live event yesterday on Facebook. We got a very [crosstalk 00:00:32] Jill DeWit: Well, technically it was last week that it aired. Jack Butala: Oh yeah, sorry. Jill DeWit: Yeah. It's okay. Jack Butala: And we got a very, very good response. We got a lot of good responses from that. It's very much geared toward people who are brand new. Jill DeWit: Right. Jack Butala: So there's not a lot of how to do it. It's more of what's possible. Jill DeWit: Mm-hmm (affirmative). Jack Butala: There are several people in there that said, "You know, you guys make this look so easy, but it can't be this easy," to which I say, "You know what? I agree with you." Jill DeWit: Yeah. I want to talk about that. Jack Butala: Yeah. Jill DeWit: We don't mean to. Jack Butala: Right. Jill DeWit: It took a long time to get here, and we can fill you in more. Jack Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. Jill DeWit: This is a funny question. Mary wrote, "Hi, everyone. I'm a longtime lurker." There's a lot of those. "I've tried other 'geeky' programs." Yes. "And I have decided that Steven and Jill are the real deal." Jack Butala: That's the end of her comment, to which I say, "Thank you. I agree with you." The vast majority... not the vast majority... every single other land program out there, with very, very few exceptions... Jack Bosch is the biggest exception, are former Land Academy members. Jill DeWit: Mm-hmm (affirmative). Jack Butala: And so we're seeing, with this COVID, a lot of entrepreneurial spirited products that are coming up in land education. Jill DeWit: Which is great and we applaud. Jack Butala: To which I say, and we do. Jill DeWit: Yeah. Yeah. Jack Butala: To which I say, please make sure, whoever you're taking this advice from or whatever tool you're using, whether it's a pricing tool or mailer tool or anything, I want you to think about two things when you're doing this. Does this person have any experience? And number two, what are they really doing? What are they really helping you with, and the answer to the second one is almost always this. They're doing me a disservice to make this easier for me so I don't learn. Jill DeWit: Instead of teaching me what [crosstalk 00:02:40] Jack Butala: This isn't a rant. We're seeing a lot of offshoot products come up. We're seeing them on landinvestors.com. For some reason, people are real comfortable advertising their own products on the stuff we've created. Jill DeWit: I'm like, "Okay." Jack Butala: Which is not really what that was intended for, but Jill and I had a long talk about it. We're all entrepreneurs. It's a free market. You're free to choose. Just please just be aware. That's it. Jill DeWit: Mm-hmm (affirmative). Jack Butala: And thank you, Mary, because we are the real deal. Jill DeWit: I love when people come to me and go, "Wait a minute." It took me a while to figure this out, but why would I learn from the student when I can learn from the master? I'm like, yeah, kind of. Jack Butala: Why would I use a pricing tool where I just push a button, it prices it all out, and I send it. I mean, if you're that kind of person, I get it. But you're not really in a long, long, long haul like we are and a lot of our members are,

How to use Free Data to Price Your Mailer (LA 1282) 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.

These are Tough Times. Here's Our Response (LA 1281) 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 sunny Southern California. Jack Butala: Today, Jill and I talk about how these are tough times and here's our response about what to do. As promised yesterday, Jill and I are going to share a little anecdote in the beginning about how we've handled this kind of thing in the past and, actually, how our families have handled it in the past to very positive outcome. Jill DeWit: Ready? Jack Butala: Before we get into it, let's take a question- Jill DeWit: Oh, I thought you meant the beginning right now. Jack Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. Jill DeWit: I got confused. I thought you meant the beginning, beginning, not the beginning, beginning. Jack Butala: If you're confused on this side of the camera, imagine with the listeners and watchers are going through. Jill DeWit: I can imagine. Jessica wrote, "Hi, I'm looking at a new county where the days on market are okay-ish. They average out to about 103 and there are no low acre property listings on the land sites. The smallest I can find for sale is 30 acres, but on Zillow, there are many listings in the low acres, like, 17 of them between 2.1 acres and 11 and a half acres, almost all with long days on markets in the hundreds plus. So I guess my question..." She wrote that, I guess, she's looking for a response. Jack Butala: Yeah. She's, "So, what do I do?" So to me, this is a data question. Jill DeWit: Do I move on or do I do it? Jack Butala: Yeah. This is a data question and here's the thing. This is actually somewhat of the meat of the show here, from a real estate standpoint. The land sites like LandWatch, Land and Farm, land.com, I guess CoStar owns a lot of these now, their customer is a guy with the cowboy hat who really is into that lifestyle. And it's typically not on those land sites, the guy who builds houses or apartments, not a developer or commercial real estate person. And it's generally not a person who just... it's generally not our customer. People who list on those sites are our colleagues. Jack Butala: Now you take a place like Zillow. Zillow's got an IDX feed from all the MLSs, or most of them. And they also allow people to just post property. And so, Zillow is a true high-bred or a true, let's call it a mishmash slash, I don't know... It's just real. It's raw. So, you can get some great data out of there. The cowboy hat people generally don't want to horse around with a quarter acre property. Jack Butala: So, Jessica, this is a fantastic diamond-in-the-rough type question, because I love that you're going out and trying to figure out what the days on market are anyway, just to see whether or not you should send mail there. You're hugely ahead of the curve for most investors just by looking at that. Jack Butala: But I think the smaller properties are real important because if you see a super, super, super, super cheap, small Anchorage property, that's kind of a red flag for me. If you see properties all over the county that you're looking at listed for 3, 4 or $500, it really devalues the larger acreage property in my opinion, most of the time. Jack Butala: So here's my answer. Use Zillow, as much as you can. Crosscheck it against the other sites like you're doing, but also throw in realtor.com and redfin.com, which are MLS real estate agent listed properties only. And when you take a look at all that data, line it up in a spreadsheet, don't spend a ton of time on this, but just generally test it for reason, you're going to get the real picture. And then, if you've got a DOM for raw land at about 100 days, you're good. Jill DeWit: At a hundred? Jack Butala: Yeah.

Price Precision Effect and How it Works for Us (LA 1280) 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: And I'm Jill Dewitt, broadcasting from sunny Southern California. Jack Butala: Today, Jill and I talk about The Price Precision Effect and how it works for us. This is exactly what Jill said to me right before we turned on the microphone, "Why do we have to talk about the stuff that's dry? I'm on my walk right now," as she's speaking for the listener. Jill DeWit: The listener, right. Jack Butala: I'm on my walk right now. Jill DeWit: I'm looking for a little bit of entertainment, please. Jack Butala: "Can you please just not talk about all this technical stuff, doom and gloom, and stop talking about this virus." Jill DeWit: Yes. Yeah. Jack Butala: "Stop talking about all these ... People are out there. Everyone just wants to chill out," to which I say, "I completely disagree." I think- Jill DeWit: Okay. All right. Please let us know. Jack Butala: I think we ... yeah, let us know which one. Jill DeWit: Please let us know which you prefer, Team Jack or Team Jill. Jack Butala: I think there's- Jill DeWit: Well, there's a little bit of both anyway. Jack Butala: I think there's a huge, huge opportunity for people. If you're listening to this show, you're obviously interested in making, generating some money from real estate or just some version of that. Jill DeWit: It's not entertainment. Steven has just made that crystal clear. If you want to be entertained, have fun, this is not the show for you. Thanks. Jack Butala: [crosstalk 00:01:26] Jill DeWit: If you want to fall asleep, if you would like me to read The Wall Street Journal, just kidding. Jack Butala: Wow. Jill DeWit: I'm just kidding. Jack Butala: We could do that. Jill DeWit: I know we could. And I know you'd be good at that. I mean, in a good way. Jack Butala: Believe it or not, this is my way of compromising. Jill DeWit: Oh, thanks. Jack Butala: I'm bending way toward- Jill DeWit: Okay. I'll do my best to save you. Jack Butala: Before we get into it- Jill DeWit: Not you. Listener you. Jack Butala: ... let's take a question posted by one of our members on thelandacademy.com online community. It's free. Jill DeWit: Okay, so Rick wrote, "Hi. I'd like to acquire 11 properties in X subdivision," interesting number- Jack Butala: He said the subdivision. I took it out. Jill DeWit: I know. "In a- Jack Butala: In a subdivision. Jill DeWit: ... In a subdivision, about," but he's got a specific subdivision picked out, which is very interesting, "about 20 acres each as a set. I can do the work. I'm looking for a cash partner. I need to acquire them all or nothing. In terms of greenery, I want seven that look nice." This is very interesting. Jack Butala: That's why I cleared it. Jill DeWit: "In green, in satellite images, and then I'll take four that are not very green." So funny. "I would like-" Jack Butala: Green meaning it has trees is what he means. Not green like in your wallet. Jill DeWit: It's green in those images, right? "And I'll take four that look kind of, eh," so, okay. "I've sold some properties in this county recently at about $800 an acre. The buyer was happy so I really have a good feeling about this. Would someone like ... I would like someone to let me know how much they're willing to pay to acquire all of them as a money partner. According to my research, cheap properties in this area go for about $1,000 per acre on LandWatch." So he sold them for about 800. There's a total of basically 250 acres in this subdivision, I'm guessing. Jack Butala: Jill's going to continue on here, but I have to say this, you are doing everything right. This is a classic example of how to just catapult your land career. Jill DeWit: "I don't want to blow the deal with the seller by making an offer that's to...

We are Profitable While Most Real Estate Niches are in the Red (LA 1279) 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 sunny Southern California. Jack Butala: Today Jill and I talk about how we are profitable while most real estate niches are in the red. Jill DeWit: We were talking about this earlier today. I was thinking how I wrap my head around this and what I think about is who's losing sleep right now. That for me is my alternate title. Jack Butala: I look at everything like risk, and we'll get into this in the meat of the show, but it's very, very risky to have all of your eggs in one basket. Jill DeWit: It's true. Jack Butala: If you're, let's say, an apartment building owner, did you do anything wrong? No. It's just nobody could have predicted this situation. Jill DeWit: It's true. Jack Butala: But I think most apartment buildings that I know of are, and really commercial real estate, are based on 75% occupancy pays all your bills in a best case scenario. Jill DeWit: Gosh. Jack Butala: And then that 10, it's even really probably higher than that, 85-90%, so it's that last 10% is profit. Jill DeWit: Yeah. Jack Butala: So when you get a substantial number of people that are allowed to not pay, and I don't care how you feel about that, that's just the fact, then it's got some massive, massive financial hardship. Like Jill said, if we had a bunch of apartment buildings, I'd be losing some serious sleep. And then even worse would be office buildings. Jill DeWit: Right. Jack Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. Jill DeWit: Nick wrote, "I'm about to call the county for a couple of properties I have under contract to purchase. What things should I be asking the county when I call?" Jill DeWit: Good stuff. Nick obviously is doing his due diligence and making sure he wants to buy the properties. The first thing I do is I don't want to call the county and be that guy and ask them every last question when I have a lot of answers of my own. So the first thing I would do is, I use Neighbor Scoop. I go between Neighbor Scoop or Title Pro, because you have that, Nick, and you can get the ownership information, you can get the vesting deed if you didn't already get it from the seller, confirm ownership, you can check out zoning if you need to, confirm size, confirm annual taxes. There's all kinds of things you can do. Jill DeWit: The things that you call the county for, the few things you might need help with from them are, are they current on their taxes? Stuff like that. And how far back does it go if they're not current? Did they stop paying in 2016 or did they stop paying in 2019, whenever it is? Get the total amount of taxes. It's very rare, but you can ask them, too, are there any liens or things that you can spot that you see here on the property? Anything else that's been recorded against the property? Jill DeWit: What's possible? This is my favorite thing. This is usually why I'm calling, too. It's really those two things, and I might, while I'm talking, too, I'm going to verify everything's right too. I'm like, "Hey, just to make sure for ownership, I see, George Smith Family Trust. Is that what you've got?" "Yup. That's what we have, too." So I'll just double check that, even though I probably got the vesting deed already because I did it myself. Jill DeWit: But the big thing, too, is I'm asking the county, what's possible? I want to know. Do they know if it's buildable? Is there anything that they know about it? Is there utilities? It looks like there's utilities at the street. What can't I build there? For example, can I put a mobile there? If the answer's no, are there any restrictions as far as what kind of site built o...

How to Go From Land Hobby Enthusiast to Business Owner (LA 1278) 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 Jill and I talk about how to go from land hobby enthusiast to business owner. This topic came from a conversation that Jill had recently, very, very recently, with one of our members. One of our long, long time members. Jill DeWit: Four years. Steven Butala: Yeah. So... Jill DeWit: Cool. 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: John asked, "Does anyone know where the land use and property indicator fields come from and what they mean in personalfact.com or neighborscoop.com?" By the way, it's the same for both. "I contacted the county and they don't know anything about them." Steven Butala: Yeah. There's 330 columns of data in the dataset for Parcel Fact and Land Academy and Neighbor Scoop. Neighbor Scoop is Parcel Fact on steroids, so really this question is about Neighbor Scoop, not Parcel Fact. Parcel Fact is just real estate, Neighbor Scoop's got so many more features. And some of those columns are useless. Jill DeWit: Like phone numbers, by the way. Steven Butala: Yeah. Phone numbers and flood plain data and all kinds of stuff. So, some of these columns are very, very helpful and some of them are not helpful. And the county, because they're all exactly the same, there's 3200 counties in the country, approximately, 3144, and the assessors look at things differently. What that is is the assessor role for the county. So a rural county in Texas where the assessor is also the sheriff, and she's also the diner owner doesn't spend a lot of time on a lot of these [crosstalk 00:01:56]. Jill DeWit: And the only notary. Steven Butala: Yeah, doesn't spend a lot of time versus the County of New York or Manhattan, where they do utilize all that data pretty dramatically. So urban counties and rural counties and everything in between, are very highly different. Land use, if it's used at all, I'm telling you, it is meaningless, and so is property indicator. What you see all the time, I don't know why, is land use 400, which means vacant land. Do I rely on that in any way, significantly, to make any decisions? Absolutely not. So John, forget about it. Jill DeWit: Yeah, skip it. Steven Butala: That's why they don't know anything about it. In fact, the aggregator in this case, Real Quest Pro, may even just fill that in for no reason. It may be a post data collection from the assessor or data manipulation. Jill DeWit: Everything that falls in this category, they just call it that. Steven Butala: So to wrap this up in a little package, you'll know if it makes sense to you immediately. Jill DeWit: I was going to say, land use and property indicator is not zoning. Steven Butala: Right. Jill DeWit: That's different. Steven Butala: So in a County like LA and zoning's awesome. Jill DeWit: Then I care. Steven Butala: We do zoning based mailers. Jill DeWit: I care about that. Steven Butala: But in a rural county, like most counties in Arkansas, if you call and say, "Hey, what's the zoning of this property," what they'll tell you, literally, quite literally is, "Anything you want it to be. Please don't call again." Jill DeWit: That's hilarious. Steven Butala: Please don't call again, you Yankee. Jill DeWit: Yeah. Jill DeWit: You yuppie from Scottsdale. Steven Butala: How do you stop it? How did it go from a land hobby enthusiast to business owner? This- Jill DeWit: Or... go ahead. Steven Butala: This is the meat of the show. Jill DeWit: Or you liberal nut from California. Steven Butala: Yep. Jill DeWit: I don't know. Steven Butala:

Why We Have Stopped Yelling at Title Agents to Close Faster (LA 1276) 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, podcasting from sunny Southern California Steven Butala: Today, Jill and I talk about why we've stopped yelling at title agents to close faster. Have you stopped yelling at title agents altogether, or just the close faster? That's my question. Jill DeWit: A little bit of both. I'll share. Steven Butala: Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free. Jill DeWit: Brandon wrote... Okay, this is kind of long. Looks like we have the question- Steven Butala: It's a good question. Jill DeWit: And then I have one answer. Steven Butala: Two answers. Jill DeWit: Two answers from some members that piped in. Okay. Steven Butala: And they're great answers, which is why I included them. Jill DeWit: Awesome. Steven Butala: Brandon wrote, "Hi guys, I'm sending my second round to purchase infill lots in the county. I've developed my own red, yellow, green spreadsheet, which I use for SFRs and infills." And he attached a screenshot for people to see. That's really cool. "Thanks to Jack, I realized that I'm a data nerd." Love it. Jill DeWit: Happy to help. Sorry, Brandon. Jill DeWit: "Once I put in zip codes, I got about 3000 results. But as I go through the list before purchasing, I see pages and pages of associations. Some are county wildlife preservation. Many are city owned or county owned. My best guess is probably 50% of the 3000 units or offers are either HOA, state, county, or city owned. So is it best to, one, buy and download the list, scrub out the city, county, and state owned, and HOAs? Jill DeWit: Number two, do I sit and uncheck all those boxes before downloading the list? More work, but you can go and uncheck full pages at a time. Number three, delete the others and leave in the HOAs and mail them for one of their lots?" Jill DeWit: So, Laurie, one of our members, wrote in, "Hi, Geraldo, you didn't say what service you're using for data. If you're using any of Land Academy provided ones like RealQuest Pro, DataPro, or DataTree, you can use the search filters to get rid of most of the government owned properties." Steven Butala: She means keyword search things like county, HOA. Just the keywords. The names of the city and the county, the state names, the US government, there's a lot of them. She's right. Jill DeWit: "HOAs aren't filtered, but from what I've experienced, you'll save a lot of time if you don't try to go through the search results and uncheck the suspected HOA properties." Jill DeWit: That is a pain in the ass. If you sit, you're looking at 5,000 units. Could you imagine? I'm just like, my head on my desk, uncheck, uncheck, uncheck, uncheck. Steven Butala: There's keyword search filters. Jill DeWit: Uncheck, uncheck, uncheck. He's talking about before downloading the data so he doesn't have to pay the [crosstalk 00:02:51]. Steven Butala: Well, that's one way to do it. Jill DeWit: But, yeah. Steven Butala: But our keyword search filters to remove that stuff. Jill DeWit: Yeah. It's much faster to delete rows in a worksheet if you recognize there [crosstalk 00:03:00]. Steven Butala: Use a map. On a 3000 unit, the top line of 3000 units, if you end up with 50% of the property... So to download 3000 units of our data costs $300. If you're going to not use 50% of those, you're going to save yourself $150 spending about two hours moving them before you download them. Jill DeWit: Check, check, check. Steven Butala: So you have to ask yourself, and again, we just talked about it, yesterday we talked about the math on this. Jill DeWit: Right. Steven Butala: If you download 3000 units, you're going to save yourself 150 bucks and you...

Why Land Owners are Selling at Rock Bottom Prices Right Now (LA 1274) 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 why land owners are selling at rock bottom prices right now. Why do you think, Jill? Why do you think? Jill DeWit: Well, I'm not going to tell. Steven Butala: I know exactly why. I'm going to learn from you on this. Jill DeWit: Well, I'm going to give you some numbers and then we'll talk about 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. Jill DeWit: We don't want a 30 second show. Steven Butala: Maybe people do. Jill DeWit: Maybe people do. Sorry, I'm sorry. For those of you, viewers and listeners who want a 30 second show, not happening, so just- Steven Butala: I get emails like that once in a while, do you? Jill DeWit: No, they'll email you. It's your stuff that comes up on there. If you have any questions or concerns, email here at [crosstalk 00:00:56] is not my email. Steven Butala: Can you guys just cut to the chase- Jill DeWit: I know. Steven Butala: And stop horsing around and just tell us how to buy and sell land? Jill DeWit: Make it easier for me. I listen to it at double speed anyway. [inaudible 00:01:08] I never do that. I always forget that, that there's a way to do that, or they read the transcripts. That's funny too. Okay. Back to the question. Herbert wrote, "Hello all. I'm having trouble learning how to price counties efficiently. I'm used to shotgunning a whole County, but I know there's better ways to go about pricing." Do you want to explain shotgunning real quick? Steven Butala: Yeah. So there's a couple of ways to price a County when it comes to land. You can establish some version of, "I believe that the average sale price in a County is a thousand bucks an acre, so I'm going to send out offers for $200 an acre and sell it for 400 or $500 an acre as a wholesaler." That's shotgunning. Jill DeWit: Shotgunning is you don't get specific about the area- Steven Butala: The acreage. Jill DeWit: About any of the features. Steven Butala: You just get it in the mail. Jill DeWit: You just say, "You know what? Every single person is going to get an offer from me at this price." Some of them might be too much. Some of them might be too little. I'll just see who calls me back and then- Steven Butala: And I'll deal with it then. Jill DeWit: And so that's shotgunning. So then Herbert goes on to write, "How would you price, for example, Pinal County, Arizona, 40 to 20 acres. How do you identify significant differences in price points for certain areas when researching a County? I can't seem to find a significant difference in market values for the different areas of Pinal County so that I can price by APN or even zip code. I just don't see a difference. I'm not from nor have I ever been to Arizona, so I'm unsure of more in depth characteristics pertaining to anything that affects our pricing. I'm trying to put my next mailer in the best position to be successful, so any advice would be greatly appreciated in my book. I just want to know the thought process behind going about the steps." Steven Butala: So pricing is the hot topic right now. If you go through land investors, I just did it to put together the questions. Obviously this one made the cut for all our shows this week and pricing is a predominant topic for good reason, because I think Jill and I have been talking about it forever, but here's the deal with pricing. As we get further into this information age that we're in, that seemingly probably endless now, or at least for the rest of our lifetime, the prevalence of data dramatically has increased recently on complete...

Life Restarts When You Leave (LA 1273) 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, Jill and I talk about How Life Restarts When You Leave. Jill DeWit: It's funny. When I saw the title, I wrote it down. I wrote, Life Starts When You Leave. Steven Butala: It's the same thing. Jill DeWit: I know. Steven Butala: That could have been the title, actually. Jill DeWit: Yeah. Or like, restart? No, no. Sometimes life just starts. Sometimes you're in a bad situation for years, maybe decades. Steven Butala: Yeah. Jill DeWit: Yeah. Steven Butala: Maybe it's- Jill DeWit: Maybe it's your childhood. Steven Butala: And maybe it's your whole life, and it just never got restarted. Jill DeWit: Maybe. And now life starts. Steven Butala: Before we get into it, let's take a question posted by one of our members on the LandInvestors.com online community. It's free. Jill DeWit: Cupid Gave Up On Me wrote, this also goes onto the life starts when you leave [inaudible 00:00:00:57], "I was offered to purchase a property in Southern Colorado that is rural, heavily-treed, and very pretty. But when I was looking into it, I see it's classified as range land. I'm unfamiliar with this type of property. It's confusing, since a lot of it is forest. I tried looking it up on the county, but I can't seem to find any information as to what this means to me, as a possible investor. Is this a red flag for anyone? I'm thinking if I bought it, would I have a hard time selling it, because the buyer would be limited in its use." Steven Butala: You want to go first? Jill DeWit: Okay. We have two options. The way I see this, one is, and I personally might do a little more digging, because I always want to know what's possible with a property. Can I put a mobile on it? Can I put a camper on it? And looking at it online, I can see if there's a buildable spot. Are there things around there? There's things that I can do. So I don't want to dig too deep, because my time is really valuable. But I am going to dig a little bit further and just, again, find out what's possible. Jill DeWit: My other thoughts are, if I hit roadblock after roadblock after roadblock, where I can't find out, can I put a mobile on there? Can I do this? Can I do that? It's just so many confusing things. Then I would probably offer a crazy low price, then if they say yes, I have to buy it, and I don't really care at this point, because I know I can do something with it at that price. Jill DeWit: I'm passing the baton. Steven Butala: Yeah. I mean, I'm going to say, the data version, but the answer is still the same as Jill's. So she's got issues with, in quotes, range land. So to some extent, well, to every extent, you can control this by how you send out offers. And in the House group, we send out info lots, or maybe in the Land group too. We all know that houses aren't going to be built on these info lots. We do it. That's how we do the mailer. So we know what the use is when offers come back. She did, as I do, in a mailer, sent out a parameter, she built a parameter, either in Real Quest or DataTree, and sent everybody an offer, regardless of use. Or let's say- Jill DeWit: So Cupid, so this is a girl? Steven Butala: Yeah. Jill DeWit: Okay. Thank you. Steven Butala: Yeah, for sure. Jill DeWit: Okay. Steven Butala: Well, the picture is. Jill DeWit: Oh, I didn't know that. Okay. Steven Butala: And she's not a member. Jill DeWit: I thought you were talking about, for some reason, I think you said she, I thought you meant me. Steven Butala: No, no. Jill DeWit: No, you meant the writer. Okay, good. Steven Butala: So you can control the types of offers that come back, but why? Why not send it to all the uses that are acceptable,