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When making offers on properties as an Investor, you will need to have your exit strategies in place prior to purchasing the property.  What I mean by that is, who is your buyer and what type of financing are you going to allow the buyer to use when you sell the property.  Knowing this will allow you to maximum your profits.

When I look at properties to purchase I always analyze the value of the property and how long I will have to hold the property before I am able to sell the property for a profit.  The comparables that I use are through Realtytrac.com and also the Multiple Listing Service.  Realtytrac will give me the values in the area, however, the Multiple Listing Service “MLS” in addition to values will provide me with how the property was sold ie; Cash, Conventional mortgage, USDA mortgage, VA mortgage or FHA mortgage.  You can normally assume houses under $200,000 that many of the buyers purchasing at this price point are FHA mortgage buyers.  FHA mortgages are mainly used for first-time homebuyers.  The Mortgage Lender requires 3.5% as a down payment which attracts many first-time homebuyers.  Read More→

When I first started in real estate, I spent over $250,000 flying all around the world attending boot camp after boot camp, learning all the different ways I could get involved in creatively buying, selling and holding real estate.  It seemed like it was always the same group of people flying around the world with me and taking the same training.  The only difference I noticed was that many of the people who had attended these trainings had never even made an offer on a property.  They never used the knowledge that they received and just kept on going to more and more seminars.  And as we all do, we exchanged business cards with individuals we met at these meetings.  At that time it was my husband, step-son and I attending all of these trainings.  When I got home from many of the meetings, I would get telephone calls from individuals who still didn’t understand the process of the training they received.  Read More→

I am writing this article because I mentor so many people who desire to become successful in real estate; however, their life gets in the way of educating themselves.  Making offers on the Multiple Listing Service (MLS) is a great way to find Sellers, yet, when you submit an offer to the Seller, the Realtor really doesn’t know the answers to the following questions.  Is there a mortgage on the property?  Are the Sellers in foreclosure (unless it is a short sale)?  Is it a probate matter and how many heirs are in the estate?  What permits have been pulled for the property and what dates were items like the roof or A/C installed (this information is sometimes provided in a Sellers Disclosure)?

After talking with a Seller and/or finding a Vacant Home, the research you do is a vital part of your business success.  I provide students with over 43 ways to find motivated sellers without using the MLS.  Knowing in-depth information about the Seller’s situation, ownership and mortgage balance allows me to negotiate and close more deals than just listening to what a Seller has told me.  In fact, Sellers normally tell you what they want and not what they NEED.  In order to make a deal work for all parties, we need to find out what they NEED, not what they want, then see how/if we can create a win-win situation.  Read More→

As an Investor, having a Realtor to work with is important in your business if you are buying or selling houses on the Multiple Listing Services.   Many new Investors rely on their Realtor to send them “good deals” to buy, hold, fix and/or flip.  However, a Realtor does not know what good deal means to an Investor.  A good deal for us could be the cash flow that you receive on a rental property or it could be the profit that you would receive from reselling the home.  As Investors, you are taught a MAO “Maximum Allowable Offer” Formula in which you use to make offers on homes for buying, fixing and reselling.  The formula varies based on your own situation.  The average formula used for Investors who have to get hard money to purchase the home would be:  ARV (After repaired Value) x 65% – Repairs = MAO.  Let me give you an example:  $100,000 (ARV) x 65% = $65,000 – $10,000 Repairs = $55,000 Maximum Allowable Offer.  This formula would then leave you with $35,000 for holding costs, cost of money, closing costs of purchase and resale, and then profit.  Your MAO formula would be different if you are purchasing the home as a Landlord and/or you have your own money to fund the deal.  You may be willing to pay between 70-75% of the After Repaired Value for the home – Repairs = Your MAO.  Read More→

Dealing with Untruthful Sellers

Posted on December 5, 2016 by

When purchasing a property, the Sellers of the property should fill out a Seller Disclosure which tells you about the condition of the property, any repairs made since the date of purchase and any problems that they are aware of on the home.  As an Investor, there are many times I will purchase the home without receiving a Seller Disclosure, and without a home inspection other than my own personal inspection.  However, I highly recommend that Investors obtain a Seller Disclosure and have a formal home inspection even though you are replacing a lot of things inside and outside of the home. 

Recently, a Partner and I were working on purchasing a property from a 4-member limited liability company who had purchased the property at a Tax Sale.  Their Attorney informed us that the members would like to just sell the property and had purchased the property as a Tax Deed.  They started the rehab on the property with the assistance of the Attorney but had not completed it.  Our only contact was with the Attorney, who was a silent partner, and informed us of the following:  That they wanted $48,000 for the property, that they have all new windows for the property that they would give us included in the purchase price, that there was an open roof permit on the property that just needed the facia to be painted to close out the permit and that all the material in the property was also included with the purchase of the property.  We submitted the offer to the Attorney on October 31, 2016 and we still had not heard from him about our offer.  We had called a couple of times reminding the Attorney that our offer was only valid for 2 days and now it was 7 days and still waiting on a response.  Read More→

The State of Florida and many other states were affected by Hurricane Matthew, leaving many Sellers with problem houses.  I am located in Oviedo, Florida, and being a transplant from Michigan, I have never been in a Florida Hurricane.  All of my houses were blessed with minor damage such as big trees down in the back yard, shingles flying off the roof, branches and trash everywhere. I am very grateful to God for these blessings.  Other Sellers were not so fortunate and my heart goes out to them.  They now have to deal with making a huge decision of fixing the house or selling the house.  Some Sellers may not even have insurance on their house.  However, if they do have insurance, let me explain the process.  

An insurance claim can be long and dragged out with many Sellers becoming very frustrated with the insurance company’s findings.  These are Sellers that may need your help with you buying their house.  First, let me explain the process on Insurance Claims.  Sellers will notify the insurance company of damage to the property along with providing them a list of items damaged.  If the Insurance Company and the Sellers can come to an agreement, then a check is sent to them in their name and the names of all mortgage companies that may have a lien on the property.  Pursuant to the terms of the mortgage that was signed by the Sellers, all insurance proceeds are to be used to re-build the property to make sure that the mortgage companies have an asset that is worth the amount of their loan.   When there are large claims of loss to the insurance company, they normally dispute the amount of the claim and the Seller will have to hire an independent insurance adjuster to assist them in disputing the claim.  Read More→

Fighting Value on Short Sales

Posted on October 3, 2016 by

The number one thing you need to understand about a short sale is that the short sale lender must realize the true market value of a property.  Recently we got a house in Sanford that needs everything and I mean everything redone inside and out.  The house has multiple types of siding, the tile inside the house has been pieced together, various sizes and colors, and is pushing up from the ground due to water damage, the rotted wall from the 3rd bedroom was removed which makes the house a 2 bedroom, the air conditioner is not working, doors, lights, fixtures are all missing, and the kitchen cabinets have mold all over them.  SPS is the servicer for the Short Sale Lender and they are really easy to work with.  In fact, they normally process a short sale within 30 days, so you need to be ready when you submit the short sale package to the bank and ask them to provide you with a Broker Price Opinion (BPO) or an Appraisal. 

We submitted everything into the bank and were very excited to immediately hear from a BPO Agent (Real Estate Agent) stating that she has been instructed by the Bank to go out and get value.  We scheduled an appointment to meet her out there.  We had everything ready in a BPO/Appraisal Package to provide to her.  We had the following items:  Purchase Agreement, Estimate for Repairs from a Contractor, Comparables and liens from the City for major code violations.  Read More→

As a Mentor, one of the biggest things I stress to my Students/Partners is that you can’t buy and flip houses in sloooow motion.  As soon as a Seller calls you, you should fill out a Seller Information Sheet and schedule for the following day (within 24 Hours) an appointment to see the house.  Most of the information that is needed on the Seller Information Sheet you can get directly from the Seller.  I have been asked “How long do you talk to a Seller about their home?”  Since this is your first communication with a Seller and you NEED to build rapport, you should be on the telephone for a long time.  What does that mean to you?

I would suggest at least 30 minutes on the phone to talk to the Seller about their home, their life, where are they going…anything and everything you can think that you might have in common with the Seller.  Sellers like to do business with people they like.  So, if you are only on the telephone for 5 minutes, then did you build rapport or even completely ask all the questions that are on my Seller Information Sheet?  Probably not.  Call the Seller right back and ask ALL the questions on the Seller Information Sheet so that you will know what he/she wants for the house, why they are moving, where they are moving and when they want to leave.  Read More→

The number one thing that makes an Investor successful is finding, buying and selling properties from a Motivated Seller.  As I have stated in previous articles, the only thing that makes Investors money is a Motivated Seller.  So … how do you find motivated Sellers when it’s a Seller’s market?  There are several ways to become successful and as an Investor the key to your success is having a marketing machine running all the time.  A Seller’s market means that when a property is listed on the Multiple Listing Service, the Sellers receive multiple offers from Investors, homeowners and landlords.  Obviously a homeowner is willing to pay list price or more for the house since they are going to live in the property and there is a personal attachment.  Landlords will pay up to 75% to 80% of the market value and Investors pay 60% to 65% of market value.  Yes, the repairs come into consideration for the Landlord and the Investor, however, the homeowner is more accepting of repairs needed to the home, as they are planning on making changes anyway.  Therefore, submitting offers on the Multiple Listing Service is very time consuming for an Investor and the rate of acceptance is much lower than for a homeowner.  Read More→

Still Crushing Short Sales!

Posted on July 11, 2016 by

Many Investors don’t think that they can short sale an FHA loan and still make a profit,   due to the guideline that FHA accepts a minimum 88% of the appraised value.  I am here to tell you about an FHA deal that will bring a Pretty Profit!!  This house is a 3 Bed/1.5 Bath/1.5 car garage, approximately 1200 sq ft in Casselberry.  From the beginning, it was challenging since we had non-paying tenants in the home that were not as cooperative as a Seller would be for access to the property.  The best part of a typical short sale is that a lender will obtain a value that is good for 90 days and if you are in a Seller’s market, you end up with a higher profit, since the values are increasing based on the sales.

The Seller just wanted out of this house debt and didn’t know what to do with non-paying Tenants!!  The lead came in from my office signage.  The property was listed and an offer was submitted.  It took the short sale lender about 90 days before they ordered the value on the property.   We were very concerned about having access to the home when the appraiser came out from the short sale lender.  On an FHA deal, the short sale lender requires an appraisal on the home which is good for 4 to 6 months, versus the standard 90 days for a BPO value. Read More→

Right now, in my office, I am receiving short sales from sellers who decided to do a loan modification which was only valid for 3-5 years.  In my opinion, this is the second wave of short sales that you will be coming across.  Many Investors stay away from short sales because they say it takes “too long” or they do not want to negotiate the short sale itself.  After speaking with them, I find out that they really don’t understand the short sale process.  So they miss out on BIG profits that are available by making offers on short sales that are listed and/or controlling the whole deal by finding the seller that needs to do a short sale, list it and have a title company process the short sale.  When you close and make your $thousands$, that would get you real excited about short sales!  The key to a successful short sale is making sure that the Short Sale Lender has the correct value on the property and this is where so many Investors and Realtors fail! 

Many title companies will agree to negotiate the short sale on the property for the cost of title work so all they need is the financial package from the Seller and a Purchase Agreement from YOU!  In fact, title companies are contacting the Seller directly, so you do not even have to obtain the information from the Seller when it is needed.  Why, then, are Investors not making offers???  I believe it is due to a lack of knowledge.  You have to know what to tell the title company’s negotiator to say to the short sale lender’s negotiator if you want to create a great discount.  My Home Study Course teaches you what to say and ask, in order to create your great discount.  Read More→

BIG Reminder:  Follow up, follow up, follow up is crucial for capturing real estate deals!  What makes any deal is a Motivated Seller.  There are 13 main Seller motivators such as a vacant home, in pre-foreclosure, loss of job, job relocation, etc.  But how do we know when the “price” of the pain of home ownership becomes more than the price they want for the house?  How do we know when they’ve reached that tipping point, therefore agreeing to take a discount to allow an Investor to purchase the property and make a profit?  You guessed it….we follow up. 

Over 1 year ago, I was tracking a pre-foreclosure vacant home and I went to the next door neighbor to find out if they knew where the sellers moved.  During my conversation, I was informed that they hadn’t seen the neighbor in years and really didn’t even know them.  The couple I was talking to was an elderly couple who owned their home free and clear.  I asked them if they were interested in selling their house and John told me that he and his wife just might sell it at the right price; however, he and his wife were going to the doctor’s and he would call me to talk about the home and set an appointment to see inside.  I also got his telephone number so I could follow up in case he didn’t call me.  My first thought was whenever I hear the Seller say “at the right price,” that they always want more than what the house is worth and/or retail value.  I did ask John what the “right price” was and he replied again that he will call me back.  Read More→

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