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Selling Your Real Estate Investment Properties
It’s Friday and that means that whatever properties you are trying to sell right now, you need to have ready to show over the weekend. Both the properties that will benefit form a little staging and those ugly ones that need attention from investor buyers. Most real estate investors don’t get the house they are buying ready to sell. This is a mistake because it will delay finding a buyer and tie up your money longer.
Sometimes this just requires a little bit of cosmetic sprucing up or some staging in the property. You would be surprised how little things like that will do tremendous wonders to the home. You can go to Wal-Mart and spend one or two hundred bucks on some small items, some kitchen towels, some bathroom towels, some fake fruit baskets, some silk plants. I mean, you name it, some rugs, some curtains, stuff that makes it look like the house is lived in, a shower curtain in the bathroom, different things like that, little cosmetic toiletry things, nuances. It’s very important and you’d be surprised.
If the house looks like it’s already being lived in and it’s warm and inviting and comforting when people walk in to the property, they are going to want the house that much more than if they walk in the house and it’s a white tornado and it’s cold and it’s empty and it just looks like a vacant home, just like every other vacant home off the streets.
So, you want to do everything you can to try to make the home look inviting and warm. And another way to do that is get some air fresheners. Even if it doesn’t smell, get some plug in air fresheners or something in there so that way when they do walk in there it smells good. Because when people are buying, people are buying with all their senses, not just one or two.
So, do all you can. Sometimes it’s just the little things, a little bit of cosmetic stuff and a little bit of staging will do tremendous wonders to your properties when you go to sell or occupy these things. Trust me, it will help 110%.
If you have an ugly home for sale, make sure you are drawing attention to it by all kinds of for sale signs in the yard. Get pointer signs on nearby street corners. The more you can let buyers know how flexible you can be with selling this home, the better. Don’t be afraid to try an ad in the paper especially a couple days before a weekend when people are more likely to house shop.
For more details on how to market homes for sale, click on the following link and learn all about it. www.freemakemoneygift.com/Invitation.html
Smart Investing – Taking Title in a Trust
I wanted to share with you a mistake that can squash your real estate investing business. This is a big one. This is very important - real estate investors, beginners and seasoned investors, do not take title to properties in your own personal name. And whether you know it or not, that is a no-no. It’s not good.
If you’re trying to build your empire and you’re buying all these properties in your own name and something does eventually happen down the road and there’s a lawsuit brought up against you for one reason or another and an attorney goes down to public records and looks up all the real estate that you own and they see 20 properties that you own, all in your own name, your in trouble. Well, he is just going to be rubbing his hands together, licking his chops and thinking, “Man, we’re going to get this guy good because we know everything he owns. We know all his assets.” It’s all public information.
Don’t you think it would be a lot smarter, at the very, very least to at least put these properties in one of your corporations, an LLC, a limited partnership, something like that. But even better, if you were going to hold title on properties, it would be even better if you put these properties into a land trust, a grantor trust. It’s very simple.
A land trust is something that simply holds title to property. There are two parts to a land trust. There is the warranty deed to trustee, which gets recorded, and you as the beneficiary, appoint someone as the trustee of the property. I would recommend it not be somebody with the same last name as you, it should be one of your entities, whether it’s your corporation or LLC or whatever, that should be your trustee.
And the second part of the land trust is the trust agreement, about a 12-page or so trust agreement. Yours might be more or less depending on whichever one you use. Mine’s about 12 or 13 pages. And that trust agreement does not get recorded. That trust agreement is simply the babysitting instructions for the trustee and it also tells who the beneficial interest is of the trust.
So, the trust takes title. The trust owns the property, but you or your entity owns the trust. I don’t want to get too confusing here. If you need to, go back and reread that last paragraph. But utilizing land trusts is very, very smart in your business. And if you’re not sure about doing that, contact me and I can work on helping you understand it better about land trusts or any of these other things that we’re talking about.
And it would just be very wise to not get into the habit of taking title to properties in your own name. You do not a want people to know how many assets you have. And the empire that you’re creating, you want to remain private as much as possible, because it will just help minimize potential problems down the road.
So, be wise about this. Look into using a land trust or even an entity versus putting properties into your own name.
And for the record, a side note, this can also go for the actual home that you live in. The home that I live in is not in my own name. I keep it in a land trust. So, every piece of real estate property that I own is in a land trust. It does not cost any more when you buy a property to put it into a land trust than it does to put it into your own name. All it depends on is what piece of paper you use to have that filed at the courthouse and in this case it’s a warranty deed to trustee if you’re using a land trust.
I can share with you all the information you need to take title to properties in a trust. Take a look at the following link and then accept the FREE gift and let’s get started. Go here: www.freemakemoneygift.com/Invitation.html
Investigative Real Estate Investing – Due Diligence
Due diligence in its more common usage refers to a voluntary investigation. As a real estate investor you must do the required and proper due diligence on a property before going to closing. In my opinion, you should view it as mandatory and not voluntary. And it is an investigation, so be a smart sleuth. Very, very important that you do the right amount of research and the proper due diligence before you buy a property. It’s simple stuff.
First, you need to double check the title, make sure there aren’t any other judgments, liens or encumbrances you weren’t aware of on that property. You will also need to verify the ARV, the After Repaired Value. You verify that with comps. If you’re unsure based on your own assumptions, get an appraisal. Get a termite inspection. Get a property inspection. Get a mold inspection. You certainly don’t want to pay too much for a property, especially if the comps are showing its’ value has decreased.
If you don’t do proper due diligence, then it’s your own fault. There’s nobody else to blame but you.
Another due diligence is get title insurance. You can’t be too careful. It’s cheap insurance to pay in case something goes wrong with the title down the road. Even if you have checked and double-checked the title, if an attorney doesn’t have the right verbiage in a deed or something like that happens you will be covered.
Do your due diligence ahead of time. Measure twice, cut once. Do your due diligence before you close. It’s a simple thing. It’s a simple checklist of what to follow and what to do before you bring money to the table whether it’s yours, a private investors or a mortgage company’s, you have to do your due diligence on the front end.
On the flip side, another angle to this is make sure you do your due diligence with a tenant buyer when you’re selling a property, before you put somebody into a home. It’s very, very important. And I am very guilty of this on too many occasions, but after awhile you start to learn. You start to get some scars on your back from all the arrows that get shot in it and you start to make adjustments and do things the right way. This entails doing background checks, credit checks and if necessary look at paystubs and bank statements. A serious tenant buyer has nothing to hide and will appreciate your thoroughness. You don’t want to risk anyone’s money particularly if you are providing seller financing to someone and you wouldn’t be doing anything different than any other mortgage broker or lender.
So, I’m trying to tell you these things from my own personal experience. Do your due diligence with a tenant buyer. Have a mortgage broker check their credit, or if you’re with the credit bureau, you check their credit. Check their ability to pay. Can they actually afford to make this payment? Do a background check. Do a skip trace check. Check all the adults that are going to be in the property. Check their tenant history, all of this stuff.
It’s up to you to prepare on the front end for what the worst that could possibly happen. It’s your job and your job alone to be the one who makes the final decision based on the due diligence that you’ve done or had done on whatever the situation is that you’re doing.
Just be smart about it and work on improving the quality of your due diligence.
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Real Estate Investing in Black and White
One mistake that a lot of real estate investors make, and I can attest to this, but I don’t make them anymore, is they don’t get everything in writing. This is a cardinal sin when it comes to real estate investing even if the person you are doing business with is a friendly acquaintance. Very, very, very, very important to get everything in writing when you’re negotiating on a deal, whether you’re buying a property or selling a property.
There are going to be a lot of nuances that come into play when you’re negotiating with the other person. They’re going to want something. You’re going to want something. You want make sure that in order to avoid any future issues down the road, questions, problems, misunderstandings, all the agreements are spelled out in black and white. The more that you have in writing, the better you’ll be able to justify and explain and understand and go back and remember what was agreed to. None of this he said, she said stuff. So, that way if somebody were to come in from third party and look at all your paperwork from an outside point of view having not spoken to anybody involved, that person from the outside in should know exactly what the terms were, what’s going on and be able to make a decision based on one way or another if it came down it and know exactly what was agreed to. There would not be much room for interpretation and you wouldn’t be left guessing how your rights in the deal were being compromised.
Get everything in writing that you possibly can. There are addendums to contracts called CYA letters, which stands for Cover Your Assets (and other things if you know what I mean). It’s very important that you get those signed in certain situations if the situation calls for it.
If there is a situation that initially may not seem as if one of these addendums is necessary, but your gut says, you know, maybe I should then DO IT. It’s kind of like my father-in-law who when building just about everything uses gorilla glue in addition to the nails. It may not seem entirely necessary, but the job is that much more complete and he feels whatever he just put together is that much more secure. Also, it’s ok sometimes to ask the other party to sign an addendum that you thought maybe you should have got signed in the first place. You should always be vigilant about protecting yourself, because if you aren’t, no one else will and your business success will be a real struggle. You want to make sure you get everything in writing so that everybody knows; all parties know what’s going on.
Let’s drive this point home; if somebody can’t come in from an outside point of view and clearly see what was agreed to and know all the terms of the deal in black and white, then you’re not being concise enough with your documents. So, get everything in writing. It will protect you down the road if you ever need protection down the road with something.
I know this sounds like a really simple thing, but you’d be surprised how many people do not actually incorporate this process in their business. Get it in writing.
I have plenty for you in writing, manuscripts, CDs, and the list goes on all about real estate investing and what you need to know to pursue this business. You must go here:
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Use Scripts for Real Estate Investing Phone Calls
Here’s a tip for all of you investors out there who may feel intimidated by getting on the phone and talking with buyers and sellers or anyone you may do real estate business with for that matter. USE SCRIPTS! A lot of real estate investors do feel intimidated initially and make the mistake of not working from scripts when they make phone calls.
It’s very important that you work from scripts, especially in the beginning because you don’t know everything. You don’t know always what to say when people say something. And you forget. And you get nervous. And you get scared.
You need to have a piece of paper with a prepared script on it in front of you when you’re at your desk and you pick up the phone to call somebody back about buying their property. If you have a script in front of you, which tells you what to say, it’s so much easier and builds much more confidence. And you don’t forget something that you wanted to say if you have it written down in front of you.
Something else you want to incorporate in your script is answers to questions that the buyer or seller may ask. Particularly, answers to questions posed in opposition to what you are proposing or discussing. If you are able to respond quickly and effectively to any challenges thrown your way, that’s an even better credibility boost for you. It shows that you have covered all your bases and just aren’t trying to BS your way through a deal. If you are going to become a credible, trustworthy investor who does what you say you will do, you better know your stuff and be able talk confidently to buyers and sellers.
This is a really simple tactic that a lot of people don’t utilize in their business. It’s okay to pick up the phone and have a script in front of you, so that way you don’t forget or say something stupid.
So, if you don’t already work from scripts, try it. Until you start to get good at being on the phone, asking the right questions, analyzing properties on the phone, speaking with buyers and sellers. Until you start to get really good at that, work from scripts.
Write down your script and utilize that on a regular basis when you negotiate buying and selling properties. It will make your life a lot easier. It will reduce the stress and it will make you sound more professional because you’re saying good things, you’re not starting to get diarrhea of the mouth when you talk, you’re keeping it simple, you’re getting right to the point, people will appreciate that.
And they won’t know for one second that you’re on the other end of the phone looking at a piece of paper hoping that you don’t slip up and forget what you’re going to say.
So, it’s okay to work from scripts. So, implement that in your business if you need it and utilize it on a regular basis. One more thing, the scripts you use are the result of knowing how to invest wisely. They are not meant to just get you through a phone call, you better understand what you are saying and back it up by closing the deal correctly.
Educate yourself wisely as well. Check out what I can provide and give it a test drive. If you don’t like what you see, give me a call; believe me when I say, I’ll know how to respond! J Go to: www.freemakemoneygift.com/Invitation.html
The Five Steps to Business Success
These five steps that I’m about to share with you may or may not be new to you, but they are the five steps that you should be following in your business every day whether you’re buying a property or selling a property.
For the record, a great mentor of mine, Ron LeGrand, taught me these steps and I owe him a lot of credit for this. So, without further a due, the five steps that I’m referring to are the following:
Step #1 is you have to locate prospects. What that simply means is if people are not calling you with a house for sale on the front end of your business, then everything else doesn’t matter because you have to generate leads before you can do anything else in this business. So, step #1 you have to locate prospects.
Step #2 - you have to prescreen prospects when they call. So, you have to get them to call, but then you have to prescreen them to know, which leads are prospects and which leads are suspects. You obviously want to get rid of the suspects as quickly as possible and focus only your time on working with the prospects.
Step #3 - after you prescreen the prospects, you want to construct and present an offer to them, whether you’re buying a property, you want to construct an offer or multiple offers to the seller on how you would buy their house. If you’re selling a property, you want to construct an offer or present an offer to the buyer on how you can sell them the property. So, step #3 is constructing and presenting offers to the lead.
Step #4 - after you’ve constructed and presented your offer, you need to follow up and get a commitment. So, after you’ve constructed the offer, if they are willing to move forward with your offer, then obviously you need to follow up and get a commitment from that person as quickly as possible. And you need to tie up that commitment and do that with a contract, something in writing to tie it up with.
And then obviously Step #5 is close quickly and get paid and then repeat.
So, those are the five steps to success in this real estate business and any business for that matter that you’re in. Those five steps will and should apply on a macro point of view for your business.
So, as a little side note, if something in your business isn’t quite working right, then I would highly advise you to go back and look at these five steps and determine where in your business there is a hole in these five steps.
Are you having a problem generating leads? Are there problems getting persons to commit? Find out where the problem is if you have a problem in your real estate investing business. It will be somewhere within these five steps. So, as long as you keep these five steps as the cornerstone and the foundation to your business, then you will be very successful as a real estate investor.
To get more information about these five steps and learn how to implement them in your business, click on the lick below and take ACTION!
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Real Estate Investing – Trying to Improve Weaknesses and Building an Empire
You may have read that title and thought what in the world is wrong with trying to improve my weaknesses and wanting to make a lot of money by building a real estate investing empire? Read on fellow investor and reflect on what I’m about to share. A big mistake that a lot of real estate investors make, and in fact a lot of entrepreneurs and just people for that matter make is they try and improve their weaknesses when instead they need to be improving their strengths.
I learned this mindset from a mentor of mine, Dr. John C. Maxwell, a very well-known leadership coach. If you focus on trying to improve your weaknesses, and if you’re really bad at something, then you are only going to go from really bad to bad. If on a scale of one to ten you’re bad and you’re a two, you’re going to go from a two to maybe a four. I mean, how is that going to help you in your business?
Now focus on the strengths side. If you’re good at something or even average at something, you’re going to go from average to good or from good to great. And again, on a scale of one to ten, if you’re a six you might be able to go from a six to an eight or nine.
So, it really does make logical sense if you think about it: If you’re good at something, focus on getting better at what you’re already good at. If you’re bad at something, stop trying to try to get better at something you’re already bad at, because you’re just going to waste time, money and energy and that’s only going to bring you down. So, focus on improving your strengths, not trying to improve your weaknesses. Identify what in your business you are really good at doing, build on that and then find someone who is good at the things you know are your weaknesses therefore, growing your business.
This leads directly into my next point, which is a lot of real estate investors try to build an empire before worrying about today’s cash flow needs. I remember when I first got into this business and how excited and passionate I felt. I was so green, I was so full of energy that I could not wait to build my empire and be like Donald Trump.
You lose sight of what’s really important on how to get there, and if you don’t take care of today’s needs and the bills that you’ve got to pay this month, then how are you going to be able to get there and create this massive empire?
So, when you run your business, the deals that you pursue need to be able to get you from month to month, quarter to quarter or year to year. And as the deals that you are doing are generating the cash flow that you need to survive on a regular basis, then you can start worrying about getting wealthy once you’ve built up some money in the bank account and you’ve got some cushion and you can start to explore and expand your comfort zone a little bit.
Don’t get wealthy before you get rich. You want to get rich before you get wealthy. You want to have money in the bank, you want to have liquid cash that you can fall back on before you worry about having this empire of properties that you have in your portfolio.
So, really you need to prioritize what’s important. I’m not telling you not to focus on the big picture of generating an empire, but I am telling you that if you want to get there, you’ve got to generate cash and worry about today’s cash flow needs rather than worry about tomorrow’s empire of wealth. Focus on your strengths in building your cash flow, then start expanding and go for the gold.
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Investment Funds from Rental Properties
Most real estate investors spend the money from the rental property cash flow. Don’t make that mistake. Now, you might be reading this right now and thinking to yourself, “What are you talking about? Are you kidding me? That’s how I pay for my business expenses and keep my business going each month.”
Well, okay, that’s how you do it, but if something detrimental happens with one of your rental properties or if all of a sudden half of your tenants lose their job at the same time, what are you going to do? Are you going to be able to use that money to re-advertise your homes to get new people in them? Are you going to be able to pay for the problems that come up with the properties when they move out? Are you going to be able to put the money back into the properties to get them nice again?
Those are the things that you need to think about. And I would highly advise you that if you do, and hopefully you do, have a surplus with cash flow, passive income coming in from your rental properties, that you save that money for reserves for when you need it for those properties down the road.
Because if you have not needed it or used it yet, I can virtually guarantee that you will need it some time in the future.
Now, let me tell you a little story. We’ve all heard the term before, when it rains it pours, right? Well, it seems to me that I’ve experienced that somewhat recently with quite a few of my rental properties.
About 50%, within a few months, were all vacant. My tenants moved out or I had to evict them because they stopped paying or there was a job loss or whatever happened, it all seemed to happen at one time with my properties.
And to top it all off, one of my rental properties had a mold problem. So, I had to go and spend a small fortune, about $6,000 to get the mold removed from this property, to avoid any problems with the tenant and make sure I was doing my due diligence and civic duty as a good landlord.
So, if I did not have money in reserves with the positive cash flow income from my rental properties, then it would have been a very difficult time for me to have to find a way to keep those payments being made and get that mold taken out of the property and put a little bit of money back into these houses to get them fixed up, painted or whatever and back on the market.
So, if you have not experienced that yet, I hope that you don’t. But it’s very likely that you will, at some point, experience a situation similar to this. So, it’s always best if you do not spend the cash flow from your rental properties. The cash flow in your business should come from other sources. It should come from non-refundable option deposits. It should come from your quick flips, your sale and different things like that.
So, if your business is living on the cash flow from your rental properties, you want to seriously think about different income alternative sources as soon as possible.
The second thing you need to do is take action so you have a reserve for when things do go wrong. You need to have a reserve, because Murphy lives everywhere. And if something can go wrong, it will go wrong. And you need to have the cash reserves in your business to sustain your business when this happens.
So, make sure that you do have a reserve amount of money that your business can live off of if necessary, especially if detrimental things happen all at once. The difference between making it through difficult times and collapsing under pressure may just be those extra reserve funds you have so smartly saved.
Planning for financially challenging times is not the most pleasant task, but one to do so those times aren’t as stressful. You must continue to learn, plan and take action for all the good, bad and ugly business. You can take advantage of some incredible tools by going to:
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Investors - Don’t Make Promises You Can’t Keep and Get Testimonials!
There are many real estate investors that make promises they cannot keep. Now, please pay attention here because this is very, very important.
The last thing that you want to be seen as when you’re a real estate investor dealing with sellers and buyers is to be seen as somebody that does not keep their word.
Now, I can pretty much guarantee you that the moment that you make a promise to a seller that you’ll buy their house, or to a buyer that you’ll be able to put them into the house and you do not follow through with that promise, you will be looked on very negatively. And you will be certainly creating a negative image in your business.
An example where a situation like this might come into play would be if you’re buying a foreclosure property from somebody that is behind on payments and you’re going to have to negotiate a short sale. So, you’re getting paperwork signed with them and obviously your goal is to buy the property. But you’re getting paperwork signed with them, stating to your seller that you’re not going to make any promises to them that you’ll be able to follow through with this short sale deal, because you’re not in control of the situation.
You can tell them that you’ll make every effort that you possibly can to buy this property and stop the foreclosure, but that you will not look them in the eye and make them a promise and give them false hope that you’ll be able to do something that you do not know you’ll be able to do.
Now, situations like these are very difficult for a lot of people, because it’s human nature to want to tell the other person that you’re talking to that you’ll be able to satisfy their need and solve their problem.
But unfortunately, as the business owner, you’re not going to be able to be all things to all people. You’re not going to be able to solve every problem. You’re not going to be able to buy every property.
So, with that said, just be very careful that you do not get yourself into a trap where you’ve made a promise to a seller or buyer that you will not be able to keep that promise.
Another big reason not to make promises you can’t keep is because you want testimonial letters from happy, satisfied clients. These clients are the ones you have been honest with and not given any false hope. Now, I can assure you that it is vital to the longevity of your business to get these testimonial letters from your clients.
When you are trying to sell yourself to somebody, whether it is a seller or a buyer, I can assure you that there is nothing more powerful than what other people say about you. What you say about yourself is great, but it is 100 times more powerful if somebody else says something good about you. And that is where these testimonial letters will come into play with your business.
If you were to walk in my conference room in my office, you will see that we have framed dozens and dozens and dozens of testimonial letters from people that we have bought houses from and sold houses to and they’re all over our wall.
Therefore, when we bring new clients in and do business with them and they see these testimonials and they read what other people have to say about us, it makes my job as the real estate investor that much easier to persuade somebody to sign some paperwork or do business with me. Because they’ve already seen that other people are willing to do business with me and have been very satisfied in doing business with me. Therefore, they, in turn, are willing and happy to do business with me.
So, if you’re not already doing this in your business, make sure that you start asking the people you do business with for a testimonial letter. If you close on a property and you buy a house from a seller, when they go and sign paperwork, ask them to write a little something saying, “Thanks for doing what you said you were going to do and for helping me through this problem.”
If you put a tenant into the property, ask them to write a little testimonial letter when you sign the paperwork with them, asking them to say that, “You’ve worked with my situation and you were very pleasant and professional and easy to work with.” All you have to do is ask. If you don’t ask, you won’t get it.
And if you’ve already done some deals and have not been collecting these testimonial letters, then I can assure you that it’s not going to be too late to go back and contact some of the people that you’ve done business with and simply ask them if they will write a testimonial letter for you.
If you have to bribe them a little bit then bribe them. There’s nothing wrong with that. Give them a little $25 gift certificate to Red Lobster. People will gladly do stuff like this for you if you ask them.
So, if you want to set yourself apart from other real estate investors out there, make sure that you incorporate testimonial letters into your business.
Want to see how impressive a wall of testimonial letters can be?
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Don’t Become A Victim of the “Professor Syndrome” in Real Estate Investing
Some real estate investors develop what’s called ‘the professor syndrome.’ They think that because they’ve done a deal or two deals or three deals and made a little bit of money here and there that they don’t need to learn any more. Wrong. You need to constantly be learning new things.
The market changes, real estate changes. You need to adapt to the market conditions. You need to be able to adapt to the economic changes. You need to constantly learn new things.
I strongly believe that the minute you stop learning, is the minute you stop growing and the minute you start dying. You always can learn new things, no matter where you are in your business, no matter how successful you are. You need to constantly make that a part of your life, of learning new things. Just don’t stop learning. Always do the best you can and continue to acquire new information to make yourself better, to make your business better, to minimize your costs and to grow your revenues.
Learning is a lifelong process and a business builder. It’s healthy and it will make you more money in the long run.
Another way to avoid being a victim of the professor syndrome is having a mentor. Sounds kind of plain, doesn’t it? You’d be surprised how much better you can be when you have a mentor, especially in your early days.
In my early days I had a mentor. And I still have a mentor to this day. And it’s been extremely vital to my business that I have somebody that I can go to when I have a question that’s above me, or just a situation that I need to discuss with somebody that can help me see the big picture, that can help me make a decision.
Even if it’s a decision that I already know and believe is right, sometimes it makes you feel good to have some reassurance that your mentor can agree with you. Your mentor will make you accountable. They will push you, they will make you stronger, they will help you see mistakes, they will help you overcome problems, and they will help you make more money in the long run. This mentor should be someone who has had more experience than you, been around the block a few more times and can keep you from thinking that you know it all or are that “professor”.
So, if you don’t have a mentor, find a mentor. And it will, without a doubt, make you a better real estate investor and make you a better person.
For the record, I want you to know that another word for mentor could be coach or consultant, somebody that’s going to help you achieve your goals and help you surpass your goals.
Did you know that Tiger Woods has a coach? Do you know that Michael Jordan had a coach? Do you know that Arnold Palmer had a coach? Some of the biggest and most successful people in the worlds still have coaches and mentors and consultants and people that work with them to help make them better. There is no reason why you shouldn’t have this same mentality.
If you are looking for a coach, do a little research and find one who will make you grow and learn as an investor. You don’t need a buddy, you need a teacher. If you want to do some research, part of the tools I can provide will help with your decision.
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