Jill Friday - A Little Kindness Goes Along Way (LA 1707)

Transcript:

Steven Jack Butala:

Steve and Jill here.

Jill K DeWit:

Happy Friday.

Steven Jack Butala:

Welcome to the Land Academy Show, Entertaining Land, investment talk. I'm Steven Jack Butala.

Jill K DeWit:

And I'm Jill DeWit, broadcasting from the Valley of the Sun.

Steven Jack Butala:

Today's Jill Friday. She's going to talk about how a little kindness goes a long way.

Jill K DeWit:

Yep.

Steven Jack Butala:

Boy. Isn't that the truth?

Steven Jack Butala:

Why is it so funny?

Jill K DeWit:

I'm just laughing. No, this is not directed at poor Jack here.

Steven Jack Butala:

Sure, it is.

Jill K DeWit:

I'm sure he might get something out of this. I don't know. Just saying. It's funny, this is not what the show is about. I mean, it is kind of, but we have different management styles. This is not about your employees. But it kind of could be. But Jack and I have different ways of coaching and motivating and mentoring our staff and this could apply there.

Steven Jack Butala:

I'm very kind, right at the beginning.

Jill K DeWit:

Oh sure.

Steven Jack Butala:

We all are.

Jill K DeWit:

You start off great. That's the best part. You start off great and then the person's going, "What just happened?" Myself included.

Steven Jack Butala:

Before we get into it, let's take a question. We're going to roast Steve today, posted by one of our members on the landinvestors.com online community, it's free. Please don't forget to subscribe on the Land Academy, YouTube channel and comment on the shows you like.

Jill K DeWit:

Erin... Is this the same Erin or a different Erin? Oh, it's the same Erin?

Steven Jack Butala:

I don't know. I'm not sure if it's the same person.

Jill K DeWit:

All right. Erin wrote, "It is clear now from the many videos I've watched that the biggest thing is to..." All caps, I love this. "SEND OUT MAIL. It solves all problems. More deals, better selection to choose from, more money, et cetera, et cetera. Okay, I get it. But does anyone have a good metric on the number of mail pieces on average it takes to get one closed deal?" We have all this. Yes.

Steven Jack Butala:

Yes.

Jill K DeWit:

"Like 2,000 mailers on average will lead to one closed deal because I'm trying to work backwards. I like to have three good deals per month on my desk. How much mail will that take on average?" That's in the Equity Planner. Isn't it?

Steven Jack Butala:

Yeah. It's all in there. 2,000 is a really good number. 2,000 mailers is a... Per closed, make money, deal is great. If you want an insurance policy, let's do some math real quick, because this is a Jill show and I want her to get to it.

Jill K DeWit:

Okay.

Steven Jack Butala:

Let's just say it costs 50 cents a mailer to send out. So you send out 2,000, you spend a $1,000. If your target net equity per deal is $30,000, you spend a 1,000 bucks to make 30. Nobody's going to argue with that, no one. Let's say you want to buy the best deals ever. You want to remove all the risk from anything that you're doing here entirely. So you send out 6,000 and you pick the best one. Now you spent $3,000 to make $30,000. You see where I'm going with this?

Jill K DeWit:

Mm-hmm(affirmative).

Steven Jack Butala:

You want to make super share, because you've got pricing and you get it and you've got somebody to answer your phone, whether it's yourself or somebody like Jill or however you're manipulating. And all the answers to all this are in the Land Academy program. You send out 10,000 units, you spend $5,000 to make 30. It still works.

Jill K DeWit:

We got it. Do you want me to read what Lori wrote here today?

Steven Jack Butala:

Sure.

Jill K DeWit:

Lori, one of our moderators, this is very sweet, responded with this. "This is like asking how much for one entree. It depends on the quality of the restaurant. Is it a good zip code? How popular it is. Is it obvious that many people are mailing there? Your budget.