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 sweet Scottsdale, Arizona.Steven Butala:Today, Jill and I talk about the five land investing tools that we can't live without.Jill DeWit:Yes, this is going to be good. I have my list. Don't look.Steven Butala:Okay.Jill DeWit:Don't [inaudible 00:00:20].Steven Butala:Okay, good. Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community, it's free. And if you're a member, please join or participate in our strings on Discord. I promise you, you will not be disappointed.Jill DeWit:You're going to get immediate answers. I was telling someone about that the other day. I'm like, if you're struggling with anything.Steven Butala:Anything.Jill DeWit:And you're not taking advantage of the support that's there, you just got to throw a question and people will answer it.Steven Butala:Here's an example.Jill DeWit:That's kind of like, I can't help you with that. If you don't do it, don't ask.Steven Butala:I'm having trouble getting my first mailer out. I can't just pull the trigger. Can somebody please kick me in the butt? And everybody will sweep in, me included. I answer tons of questions in real time.Jill DeWit:That's good. Okay. Thomas wrote, I have sold many things online in the past and understand that there's no shortage of flaky people that call on items listed for sale.Steven Butala:We talked about this yesterday.Jill DeWit:I did not expect this with real estate though. I'm trying to sell my first two properties and I'm getting a steady flow of interested buyers, but all of them disappear after telling me how interested they are to buy. I'm now advertising on Craigslist and Zillow right now. The properties have good attributes, almost five acres each, and a price at half of what two and a half acre properties are. Is the issue my lack of reach in marketing or because they are desert properties where several others are being bought and sold?Steven Butala:This is [inaudible 00:01:45]. This is a classic. This is classic men mistake. I'm a man and I have made this mistake and sometimes make it to this day. You believe that the thing that you're selling is what matters. You believe that the mouse trap that you've built doesn't require any sales, and what really is happening here is, you're doing the first 60% of everything correct. And you're not doing the backend 40%. I would bet you a dollar that you are not having this conversations with these people and then saying, "Hey, what's your email address? I'll email you all the information right now, and included there is a link for you to put $500 down on the property so we can start the closing process, and somebody would buy it. That's all you need to do. It's not the posting is bad or the real estate's bad. It's the sales. It's the call to action closing part.Jill DeWit:We had someone on our staff who now is doing a different job, trying to help with this job for a while. And that's all they were doing. They thought they were just there to answer questions like customer service.Steven Butala:No.Steven Butala:I'm like, no, you've got to...Jill DeWit:You're there to sell it.Jill DeWit:Exactly. You've got to do a little bit more than just answer the question and go, is that it? Okay, well, have a nice day. Click. Hello? What the heck? That's not what this is about. That's right. That's where it is. Okay, good. All right. Take care. No.Steven Butala:It's interesting, most real estate agents are like this too. They just don't... They just wait. Okay, thanks. No, you've got to send... You need to...Jill DeWit:Work. You've got to work a little bit.Steven Butala:Jill can write the book on getting people to do what she wants them to do without them having any idea that they're actually being sold something.