Jill Friday - How to Turn a Dead Deal into a Successfully Completed One (LA 1563)

Transcript:

Steven J Butala:

Steve and Jill here.

Jill DeWit:

Howdy.

Steven J Butala:

Welcome to the Land Academy Show entertaining land investment talk. I'm Steven Jack Butala.

Jill DeWit:

I'm Jill DeWit, broadcasting from amazing Phoenix, Arizona.

Steven J Butala:

Today, Jill and I talk about how it's Jill Friday. Well, she's going to talk and she's going to let us know how to turn a deal, a dead deal, into a successfully completed one.

Jill DeWit:

That'd be funny. We should each ... Share how you would do it and how I would do it.

Steven J Butala:

Perfect. Before we get into it, let's take a question posted by one of our members on the landinvestors.com online community. It's free and join us on Discord if you're already a Land Academy member,

Jill DeWit:

Sandy wrote, "I've listened to the podcast this morning about how Jill talks to sellers in order to find common ground. I loved her examples. Does anyone know where I can get more info like this? I would love to have a number of things to practice that would help me connect with the seller." Oh. I have a few things right now. Number one, out of the gate ask how they are? People don't do that. How are you today? Every time I'm calling somewhere whether it's a title company, a bank, internet provider, I'm totally serious on this, I try to get them right on my team by being nice to them, by offering up a little something like, "How are you? How's your day going? Wow, that was a long hold time." And I'm not being sarcastic.

Jill DeWit:

I'm saying, "You guys are slammed, how are you hanging in there?" And I'll even say, "Take a second, catch a breath. Do you have coffee there? Take a drink." They'll be like, "Thank you." No one cares enough to even say that. So automatically I'm being nice and helpful, and I have them on my team, and now we can ... And then they're ready to go, "Well, how can I help you?" And then I say, "My cable doesn't work," or whatever it is. There you go.

Steven J Butala:

Some of the best advice I've ever gotten ever was from a bartender many years ago, 20 plus years ago. And he said, "Meet people from where they're coming." That's it. And he said, "Specifically, children. You're not going to meet a two-year-old ... You're not going to treat a two-year-old the way that you're going to treat a six-year-old or a 16-year-old. They're completely different people. And you need to meet everybody from where they're coming and it's going to go a lot better."

Jill DeWit:

You have to take a step back and think about where they ... Exactly where they're coming from. People in New York just live differently, talk differently, communicate differently, different speeds, different volumes than somebody from the Deep South. And you have to do your best to mirror them without not belittling and not condescending. But if you're talking to a sweet little lady from somewhere in a dreamy part of Georgia, I don't know. You need to ... You're going to take a step back, and calm down, and think she's sitting right now drinking her tea, opening her mail, and calling me. I need to be that person she wants to talk to, and answer all her questions, and get this deal done, and make it easy and understandable for her.

Steven J Butala:

You're trying to get a deal done here. This is the topic. Let's get into the topic.

Jill DeWit:

Okay.

Steven J Butala:

Today is Jill Friday. How to turn a deal, a dead deal, into a successfully completed one. This is the meat of the show.

Jill DeWit:

So by dead deal, we don't necessarily mean that you kicked it to the curb or they told you whatever and you're calling them back talking them into anything, which you could do some ... I mean, it does happens but-

Steven J Butala:

A lot of scenarios here.

Jill DeWit:

You're not talking anybody into anything.

Steven J Butala:

Back to what the question was today. People ...