Jill Friday - Real Relationship You Need to Establish with Your Seller (LA 1772)

Transcript:

Jack: Steven Jill here. Welcome to the Land Academy Show, entertaining land investment talk. I'm Steven [inaudible]

Jill : And I'm Jill Dewitt broadcasting from the valley of the sun.

Jack: Today's Jill Friday. She's going to talk about the relationship you need to establish with your seller to get a deal done.

Jill : Thank you.

Jack: 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. I'll tell you what, back in the day, it was impossible to find a piece of real estate that has yet to be assigned a mailing address, like 123 Main Street. To solve this, we have created and enabled a live database so you can look it up by APN or assessor parcels number. It is called neighbor scoop and soon to be parcelfact.com. Check us out neighborsgroup.com or parcelfact.com. You can find property in seconds.

Jill : I would open up my computer all day long. It's the best thing ever. How we ever got by without it? I don't know. Aaron wrote "Hi all. So my first mailer is slowly starting to yield some phone calls that aren't hate. I want to ask the group, the script you guys have on the first time call. I know Jill has questions, has a questions list for new calls, but I'm talking a bit more about building some rapport with the seller. Like I have been getting asked, what do you do? Or why do you want the property? Or what are you going to do with the property? This is what I'm telling people so far. I'm a convenience buyer." That's good. I like that. "I provide liquidity to landowners who would like to sell their land relatively quickly. The average age of market for land in America is 235 days." Well, I didn't know that.

Jack: This is a great speech.

Jill : This is really cool. "So, basically two thirds of a year, or you can sell it to me. I do some quick due diligence and I can get you a fast, close price. So, I'd like to possibly send assemble more properties like yours and sell them all to one investor who wants the acreage. Or I may develop the property myself, make a subdivision who knows? Can I get some other ideas on what you all do? Is your intro on the call?"

Jack: I'm going to interject. This is pretty good. Well, this is your, the topic.

Jill : I know you want to just jump in?

Jack: Today's topic, It's Jill Friday. She's going to talk about the real relationship you need to establish with your seller to get a deal done. This is the meat of the show.

Jill : This is a perfect little intro because I have a checklist when you answer the phone of the questions to ask them. But some people are having other people ask, answer the phone and they don't have time to do a whole little checklist. Just get the beef, the juice there. And you don't have a lot of time when these people call in to win them over. So, that's the first thing. People are concerned about this, because it's a big deal. It is a big deal. You spend so much time pricing these offers getting them out there in these people's hands. These sellers, these owners, they don't even know their sellers yet, they're owners. They open up your letter and they call you back. First thing we want to do is calm them down, find out if they want to sell, get the property info, see if our number works or what is their number.

That's the gist of it. It's easy to write a script I'm actually working on and I have written script and I have shared those within land academy and it's always tweaking a little bit. I love people. The best thing you can do is take my script and tweak it for whatever makes sense to you. I think that's great. Don't worry too much if it's not you answering the phone, some people have the luxury of their wife, like on Wednesday with the [inaudible], she can answer the phone. I know other people that do it. We did. I answered the phone and then it, but there's times that you have to remove yourse...