Message What we are offering? Media

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1 D.C. Fawcett The Nation s Leading Short Sale Automator To generate low cost, direct response leads of distressed commercial deals before they re listed and before your competition knows about them. Goldmining is finding properties that need to be sold, not properties that are necessarily for sale. No Money Down -They will carry back financing Very Flexible You can take over their payments so you don t need credit to get a new mortgage They may not know what the property is worth They are very motivated they want out! There is no competition because it s not listed You can save them broker fees and taxes by creatively structuring the deal It s worth it for you to mine for the gold! Market Who is our Target Market? Geographic (Shotgun Marketing) Choose Emerging Markets you want to target Demographic (Targeted Lists) in emerging markets or in your own backyard Pre-Foreclosure, REO, Tax delinquent lists, Seller Financing Candidates Media Message What we are offering? How we deliver our message to our market? 1

2 We are looking for distressed properties where there is a problem with the property, management, or financing. Location Focus on Emerging Markets for Value Plays, Long Term Holds, and short sales. You can do commercial short sales in your backyard as well as emerging markets if the property will sell quickly. What Are We Offering? We are offering to buy the property Directly from owner From broker representing property owner From Bank Other option: Backdoor approach To offer to help the owner save the property by offering to do a workout for them or to negotiate a discount on their loan and refinance them. (Short Refi) Letters, Postcards Phone Calls and Personal Visits Realtors and Brokers Commercial Loan Officers Local Private/Hard Money Lenders Asset Managers at Servicing Companies Tax Delinquent List Shows property is in distress because its behind on taxes. Great way to find properties that are headed toward foreclosure that are not listed yet and not in foreclosure yet but headed there. Tax Delinquent List You can get this list from county tax assessor. Refer to training on this in Module 1. That is the MANUAL LABOR way to do it. 2

3 Tax Delinquent List You can also buy it from a private list provider so you don t have to do any of the manual labor in searching for and compiling the list. Tax Delinquent List Manually pull the info from County Tax Assessor Gold Package - Discount Code: Pre-Foreclosure List (Notice of Default) Pre-Foreclosure Lists (Notice of Default) This is the list of properties that have entered the first stage of foreclosure. This is list is NOT competitive like the residential foreclosure list is because not many investors use it because they don t know where to get it. You will not find a commercial foreclosure list by searching the Internet. This list is great for Commercial Short Sales and buying properties directly from owners no money down. They are very motivated. Pre-Foreclosure Lists (Notice of Default) Manually pull commercial foreclosure records at county recorders office. Pre-Foreclosure Lists (Notice of Default) CA, NV, CO and FL Gold Package -Discount Code: 3

4 Pre-Foreclosure Lists (Notice of Default) All States Aaron Poling Foreclosure Auction (Notice of Sale) Send another letter to the property owner again when the Auction is scheduled because they become more motivated when it gets closer to the auction. Foreclosure Auction (Notice of Sale) Manually pull commercial foreclosure records at county recorders office. Foreclosure Auction (Notice of Sale) Gold Package -Discount Code: Bank Owned REO List (Real Estate Owned) This is the list of properties that are in the last stage of foreclosure. Get Direct bank information to know which banks have taken back these properties in foreclosure. Bank Owned REO List (Real Estate Owned) It s a great source to get to work directly with the bank to try and get their properties before they list them. When you work directly with the bank you can structure creative financing offer like cash flow mortgages and bank seller financing. 4

5 Bank Owned REO List (Real Estate Owned) Manually pull commercial foreclosure records at county recorders office. Bank Owned REO List (Real Estate Owned) CA, NV, CO and FL Gold Package -Discount Code: Bank Owned REO List (Real Estate Owned) All States Aaron Poling Short Sale Candidates (Upside Down Mortgages) These are properties where they owners owe more than the property is worth and are perfect short sale candidates. Calculated based on LTV of Mortgage amount(s) over appraised value. Short Sale Candidates (Upside Down Mortgages) CA, NV, CO and FL Gold Package -Discount Code: Seller Finance Prime Candidates (purchased property 18 yrs ago and prior) Manually pull commercial foreclosure records at county recorders office. 5

6 Seller Finance Prime Candidates (purchased property 18 yrs ago and prior) CA, NV, CO and FL Gold Package -Discount Code: Seller Finance Prime Candidates (purchased property 18 yrs ago and prior) All States Aaron Poling Letters (Tell Steve DC sent you for best pricing) Postcards Send letters and postcards every 30 days for 6 months. Time motivates property owners to sell. You need to be in front of them so when they are ready to sell, you are there for them. an get very creative with mail pieces and can hand address all of your envelopes for you. If you want your mail to get opened, it needs to be hand addressed. Download template mail pieces from Rapid Success Module 2 Do NOT put a company name in return address and no letterhead type corporate envelopes! 6

7 Call the owner of the property manager and ask them if they are interested in selling. Goldmining is finding properties that need to be sold, not properties that are necessarily for sale. Visit the property. Ask for the owner or where the property manager is. Ask them if they re interested in selling. 7

8 List Source # 1 Lists Provided: Upside Down Short Sale Candidates for all 50 states Tax Delinquent List Commercial Foreclosures For: CA, NV, CO and FL (Notice of Default, Notice of Sale, REO) List Source # 1 Sign up for the GOLD package and it will give you all the data you need to get started. Special GoldRush Discount Code: Get a Free Trial Anytime List Source # Lists Provided: Commercial Foreclosures for all 50 states (Notice of Default, Notice of Sale, REO) Seller Finance Prime Candidate list List Source # Contact: Aaron Poling Direct: E-fax: apoling@corelogic.com Tell him you were referred by DC Fawcett Generic Letter -Tax Delinquent List, Notice of Default Short Sale Letter -Notice of Default, Upside Down Properties Notice of Sale Letter -Notice of Sale Leads Tax Shelter Letter Seller Finance Candidates 8

9 Decide which markets you want to target. Determine which lists you want to use or use all of them. Customize the mail pieces with your name, company name and phone number on it. Get the list! Send the list to mail house. Start taking Calls from Property owners. Fill out the Property Profile Sheet for each property. Get all the information to determine if the property is CASH or TRASH. All of your marketing should be directly tracked so you know what marketing is working You should use a system that acts as a virtual assistant that s sorts the deals for you You want the Cash Deals, Not the Trash deals Use a Toll Free Number that sorts the cash from the trash WITH 9

10 What is Dedicated Toll Free Number Virtual Assistant/Operator Professional & Friendly greeting Call Capture/Lead Gen System Unblock ALL Calls Tracks the performance of your marketing Computer All You Need!! Phone Cellphone Phone Line $249PBNext Software + $49.95per Month PLUS 3.9 per Minute Charge D.C. and Karen s KILLER Deal Your Own Personal/Business Notification Toll Free Number (Voic & Faxes) Unlimited Incoming Calls Multiple Incoming Faxes Unlimited Long Distance Full Calls System Company FREE!!! Directory w/ Extensions 60 Simultaneous Incoming Calls Multiple Businesses-One Toll Free Auto Attendant I N C L U D E S Voic Interactive Hold Music$39.95 per Month ALL YOU CAN EAT! Interfaces With Outlook 3-Way Calling With FREE Multi-User Calls! Extensions 10 line Conference Calls No Additional Instant Charges Professional EVER!! Image Call Manager No Equipment To Buy Multi-User Extensions Follow Me Call Forwarding FREE FOR 30 DAYS! 10