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Monday, January 19, 2015

Marketing Boot Camp-Finding the Property

Real Estate Marketing is a two way street.   The real estate agent realizes the first order of business is finding a property to sell. Every agent learns early that you can't sell from an empty wagon. In order to protect their work and outline the real estate brokers duties and the sellers responsibilities to pay for real estate services the agent gets an agreement to sell or a "listing".

The same applies to the real estate investor.  The need is to find the property, put it under contract to buy and get the funds together to complete the transaction.  Your mission then is to put your investment hat on and turn your newly acquired property to work for you.

Here is a little tip:  When talking to the owner to make an appointment to view a property to buy, ask the seller,  If I make you a cash offer today can you make decision and sign the sales agreement now?   If they have to ask another person, anything can happen.  You can always put, "agreement subject to attorney as to legal form".

Actually the real estate investor has a much easier job than the agent. The real estate agent has the two way street to travel finding the property to sell, convincing the seller to pay a commission, finding a buyer and negotiating a purchase.  The real estate investor finds the property and immediately negotiates the purchase on terms that a profit is possible.

A real estate investor then goes on the same road as the real estate agent.  Moving from agents to finding an investment property to buy the investor moves to seeking directly to buy from an owner.  The places to look for properties to buy are many.  
"we buy houses, any condition, all cash"

Owner ads and for sale signs.   Real estate investors have moved to advertising to buy properties with signs also.  The investor can seek leads for property for sale by advertising in the usual venues.  Investors can drive around looking for run-down, distressed  and vacant properties to buy.  

Investors have " bird dogs", some may have business cards or flyers printed for posting in public places. This where the real estate agent has a definite advantage.  Most will be members of a Multiple Listing Service where they can keep track of properties that did not sell, expired listings and seek out a renewed sales agreement.

The real estate agent of course has another big advantage.  Those customers they have successfully served.  Periodically they will keep contact with them and request referrals.  Actually former clients may become a buyer or seller again.  It will pay big dividends for the agent to keep those contacts and turn them into Bird Dogs on the hunt for new business.

Direct mail, where real estate agents offer free comparative market analysis the investor can offer to directly buy the property offering immediate sale, quick closing, no mess with people running through your house. 

The real estate agent spends huge sums on classified advertising to sell houses but very little for the other leg, houses for sale.  Once in awhile you see open ended ads, "we can sell your house" which doesn't usually bring much response except for someone that is already acquainted with the agent and just didn't realize where to reach them.

A much better method of classified advertising for property to sell is the direct "I've got a buyer ad." ie  < 'Desperately searching for a 3 bedroom, 2 bath, double garage for transferred buyer.  Prefers Wild Wood School District, sale will  be all cash to seller.' >

With type ad the real estate agent has uncovered a prospective property to sell.   The agent is not just wildly shooting for a listing but serving one of their buyers.  The buyer doesn't need to be a transferee, but could be an existing client "just sold their home looking for..."

What the real estate investor or real estate agent are looking for are sellers needing assistance "to get rid of their property".  After some actual face to face with a prospective seller closing a sale, obtaining the listing, working on the seller's motivation will lead to profits.

Friday, January 16, 2015

How to find a real estate sale price without a formal appraisal.

As a listing tool many real estate sales associates offer free comparative market analysis for homeowners.  The idea is to "get their foot in the door" and also disclose possible sellers and prospective listings. 

Working up a "fair price/value" takes access to real estate records and some reasonable past experience.

Before putting a home on the market or listing with a real estate agent, savvy home sellers obtain a comparative market analysis, also referred to in the industry as a CMA. Real estate agents use direct mail letters or post cards to homeowners offering free CMAs. These pitches offer you a free report to tell you how much your home is worth. Sellers use a CMA to figure out home pricing.

A comparative market analysis (called a CMA for short) is a property analysis that real estate agents use to help sellers and buyers determine the market value of real estate. A CMA is not an appraisal, but it does contain some of the same types of information that you'll find in an appraisal. While banks will not use a CMA to verify value before approving a loan, experienced real estate agents can often use the report to come very close to the dollar amount a property will ultimately fetch.
CMAs help you put a value on property for both sellers and buyers, so it's important to learn how to prepare the reports as soon as you start working as an agent. Get started by preparing a practice CMA for your own home, then get more experience by compiling CMAs for any homes or land with which you are familiar.
Although the methods differ, nearly all Multiple Listing Services offer their agents the ability to perform CMAs with the same computer software that is used to search for current and sold listings. You'll find that the software is very easy to use. Instructions included with each system will take you step-by-step through the CMA process.
What is an appraiser?
Real estate appraisals are performed by licensed appraisers — individuals who have attended school, passed an exam, and worked a certain number of hours under the supervision of an experienced appraiser to gain the skills required to offer a detailed opinion of property values. Lenders use appraisers to determine the value of homes on which they lend.
Agent CMAs are prepared by comparing the 
  • Pending Listings
    Pending sale homes are formerly active listings that are under contract. They have not yet closed, so they are not yet a comparable sale. Unless the listing agent is willing to share information about the pending sale -- and many are not -- you will not know the actual sold price until the transaction closes. However, pending sales do indicate the direction the market is moving. If your home is priced above the list price of these pending sales, you could face longer DOM.  (Days on the Market)
  • Sold Listings
    Homes that have closed within the past six months are your comparable sales. These are the sales an appraiser will use when appraising your home for the buyer, along with the pending sales (which will likely have closed by the time your home is sold). Look long and hard at the comparable sales because those are your market value.
  • Off-Market / Withdrawn / Canceled
    These are properties that were taken off the market for a variety of reasons. Usually the reason homes are removed from the market is because the prices were too high. The median prices of this group will almost always be higher than the median prices of comparable sales. However, listings cancel also for the following reasons:
  • Comparable sales are those that most closely resemble your home. It is difficult to compare a tri-level home to a single-story home. Select the homes from this list that are mostly identical to your home in size, shape and condition,

Agent CMAs are prepared by comparing the property you wish to price, called the subject property, with three or four similar properties that have sold in the recent past. You must always use the sales price of sold properties when doing a CMA. This is the data that an appraiser will use when a potential buyer is looking for a loan. Property does not sell based on the prices of sold properties alone — supply and demand is also a factor.
You will also need to compare the subject property to other properties that are currently available to see how it stacks up against the competition.
The more details you have about the subject property, the easier it is to prepare a CMA. You should know:
  • Location and year built
  • The total acreage or lot size
  • The number of and types of rooms
  • Structural details, such as insulated versus single-pane windows, type of heat and air conditioning, size and type of garage, basement, fireplace, etc.
  • Facts about components, such as the types of flooring installed Overall condition of the structure and its components
  • Style
  • Similar amenities, upgrades and condition
    Appraisers will deduct value from your home if other homes have upgrades and yours does not. A home with a swimming pool will have a different value than a home without a pool. A completely remodeled home is worth more than a fixer. Homes with one bath are worth less than homes with two or more baths. Deferred maintenance will count against you.
  • Location
    Everybody knows that real estate is valued on "location, location, location," but have you considered what that means? A home with a view of the city, for example, is worth more than a home facing a cement wall. Homes located on busy thoroughfares are worth considerably less than homes on quiet streets. Compare your home to those in similar locations. If your home sits across the street from a power plant, look for other homes with power plant exposure or those located along railroad tracks, among other undesirable locations.
Think in these terms, four things sell houses.  
Price (adjustable) Terms (low down payment, non qualifying contract/mortgage)  Condition (remodeled or "as is")  
Location (sorry, it's where it is)

Insert a statement within your CMA that confirms it is a comparative market analysis and not a certified appraisal. States that require that type of disclosure furnish agents with the specific wording to be used. But, play it safe, make a disclosure, required or not.

Thursday, January 15, 2015

Financial Leverage -- Your road to wealth

Using real estate to demonstrate the way to financial success and wealth using financial leverage.
It boils down to three very simple rules:
1. Find out where people are going.....people make price.
2. Get there first
3. Buy up parcels of land
Location--Location --Location  
Services, transportation--not in a swamp or environmental hazard area will provide the safest investment.

How do the RICH GUYS do it?
Financial Leverage...The Keys to Financial Freedom

To put it simple:
Take the smallest amount of money to control the largest value in a real estate investment. Take a duplex valued at $100,000. {This low figure is for demonstration purposes, of course property values tend higher.} if it is purchased with 10% down, that 10% is the financial leverage used to control not the $10,000, but 10 times as much, the whole $100,000.

****You don't have to be a tax attorney or an accountant to realize the government is subsidizing your ownership by allowing certain business expenses such as taxes, insurance, mortgage interest deductions and depreciation during property ownership. **** {Warning to understand the full federal and state government tax benefits a good tax attorney or accountant is Necessary. Better be safe and well informed now, than sorry later.}

Rental Income could well pay for the property, possibly furnish some cash flow at the same time. So What! Having renters buy a property is just the smallest benefit. Building up equity is not the end of the story.

INFLATION, APPRECIATION in property value provides the real wealth. Owning the property for only 10 years at the average inflation rate of 5% per year is not unrealistic. Purchasing in a good growth location will produce much more and at the end of a 10 year period check how much is the property worth?

Financial Leverage, the secret to wealth, using borrowed money to control the resource, in this case real estate, while the value soars. At 5% appreciation at the end of ten years your $10,000 original investment has grown five times. The investment is now worth $150,000 plus from the value of $100,000 controlled at the time of purchase.

The big secret to financial leverage is the small original investment used to control the largest amount of value. Other benefits accrue at the same time such as cash flow and equity build up, just more frosting on the cake.

No puzzle, no mystery...just using money plus time...and the correct pick of investments of course.     

Basic:  Private Money for Investing  Click Here   
3 different ways to structure Private Money Deals
Learn More about "Private Money"   Click Here   
6 Ways to Structure Private Money Deals!

The lesson is to take the smallest effort to multiply and expand your resource.


All material herein © '2007-2014 "Harvey Akeson Tucson Calling" Reprint right by permission: harvey@harveyakeson.com

Monday, January 12, 2015

Free Real Estate Software for Wholesalers, Rehabbers and Brokers!

Free Video Special Information and Invitation for "Rehab Valuator Lite" 

Rehab Valuator Lite software is a simple, FREE real estate investment analysis and property marketing software program for the wholesaler, rehabber and real estate investor – to save you time, put an end to overwhelming number-crunching, and make you a lot more money!  This is great for anyone involved in house flipping and/or property renovation!

Real Estate Wholesalers:
  • Use our “Max Offer Calculator” to figure out the right price to pay for your flip or rehab property in just seconds!
  • Quickly figure out if a property deal is right for your wholesale buyers!
  • Create a quick “Property Summary” to make a powerful property presentation to your buyers!
Property Rehabbers - Investors:

  • Evaluate any real estate deal in seconds!
  • Evaluate 2 different exit strategies for your rehab deals:
    • Flip the property for fast wholesale profit, or
    • Refinance and Hold in your Rental Portfolio.
  • Calculate your potential Flip Profit!
  • Enter your Rehab Budget, Financing Assumptions, Holding Costs, Closing Costs to determine whether the deal will work.
  • Make professional Property Presentations to lenders, partners or buyers with the click of a mouse!
  • Make better decisions and faster decisions – without the headache and hours of number-crunching.
  • More MORE offers and BETTER offers – and make more MONEY!

  • How do the RICH GUYS do it?
    Financial Leverage...The Keys to Financial Freedom--
      Read More


    "Private Money Structuring – How to Get Lenders to Chase You". 
    Successful Investor Shares Experience and Information with You on video.
    In this video, he shows you:
    - Breakdown of typical financing avenues for real estate deals
    - 3 Ways to structure private money deals, with examples
    -A slick way to borrow money from people who don't have money to lend
    - A way to structure private money deals that will have lenders chasing you
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    Monday, January 05, 2015

    Real Estate Investing for Solid, Secure Future Income

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