Sales Hero Advice from Jill DeWit (LA 1144)
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 episode called Sales Hero Advice from Jill Dewit.
Jill DeWit: You paused like you forgot. This is a big show.
Steven Butala: It occurred to me ... So I wrote this title, but it occurred to me that everybody that's really successful in this, and I really think anything has some version of some sales capacity that's extraordinary. And I don't mean used car salesman, high pressure. That's not what we're talking about here at all. That's all gone. I don't know, maybe-
Jill DeWit: It'd better be.
Steven Butala: If you're over 65 you might still sell that way, but that was gone for 20 years ago. Sales is a long process and Jill's I'm sure going to explain it to us. It's not something where you say, "Hey, I've got to buy a piece of land. You should really buy it. It's the best one in the market. Can I just have your credit card number please?" That's not sales. That's just dumb. And it's annoying-
Jill DeWit: That's hilarious.
Steven Butala: And everybody hates it.
Jill DeWit: I love the way you describe it and how you see it as funny.
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: Okay, Travis asks, "No doubt this has been addressed in the forums, but I wouldn't know what to search. Short question, what do you guys do when someone rejects your offer because of the offer price, but then they say they have other properties they want to sell that are way outside your target market?" If they accepted the offer, awesome. I'll look at it all day. But if they reject it, is it even worth my time? I know I at least, and probably most of us, have the situation on every mailer. So here's an end quote. The seller says, "I do not want to sell my property for that price. You clearly don't know this market or what you're doing. I do, however, have five other lots in X County or X state, and of course somewhere that I didn't mail, and that I'd be interested in selling. Contact me if you're interested." Isn't that the funniest thing?
Steven Butala: Yeah.
Jill DeWit: I totally agree. "So how do you guys handle these? Do you think it's a waste of time to go and appraise other properties and counties and states that you've never looked at after they've rejected your initial offer?" Usually it's because your offer price on the property you mailed about. I get tons of these and I'm sure many are deals, but my logic is that if they were insulted by your offer price on this lot, then they will also want retail offer on any other lots they own and thus would not be worth a look.
Steven Butala: Makes sense to me.
Jill DeWit: Yep. T-D-L-R. What does that mean?
Steven Butala: T-L-D-R. I don't know what that means either.
Jill DeWit: Okay.
Steven Butala: Probably because of our age.
Jill DeWit: Maybe. If they reject your initial offer price, but want to sell their lots elsewhere, then they're probably not a motivated seller and it could be a waste of time to go to and appraise their properties. Agreed? Yeah.
Steven Butala: Go ahead, Jill.
