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1 Apartment Wholesaling Mastery Virtual Boot Camp Session #3 REMINDER: Dial in to the conference call number on your webinar screen. Lance Edwards Tip: If on a land line, please turn OFF your cell phone or place it 10 feet away. Session #2 Topics (Last Session) Homework Review Instruction Section 2: Qualifying & Analyzing Apartment Deals -- Part 2 Section 3: Finding Deals Q&A Homework Assignment Homework Review 1. Listen/read Modules 4 & 3A-B in Multifamily Success Home Study System. 2. Practice analyzing 3 more deals on using the Deal Analysis Sheets. 3. Call & speak to at least 2 brokers. 4. Bring your comments and questions next week. 5. Optional: Download RealCoach QuickStart Audio at Create your daily mindset routine.
2 Let s Take Some Questions Questions from last session? Aha Moments from last session? Comments? Press *6 or enter through your Control Panel Curriculum Session #1 How to Recognize a Deal Session #2 How to Find Deals Session #3 - How to Create Deals & Attract Buyers Session #4 Closing & Getting it Done Session #3 Agenda Homework Review Instruction Section 4: Structuring Your Deal Section 5: Finding Buyers Q&A Homework Assignment Special Announcement(s) Each session is 9:00-11:00 PM Eastern but I may go over to take questions. I will provide homework at 11:00 PM
3 The Wholesaling Process 1. Find the Deal 2. Qualify It 3. Get it Under Contract 4. Find the Dollars (Buyer) 5. Qualify Them 6. Assign the Contract to Buyer 7. Buyer Closes 8. You Collect Assignment Fee This is Tonight s Focus Section 4 Structuring Your Deal How to Structure Your Purchase Offer for a Quick Sale Reference: Module 3 in Home Study System Funding Deals 2 Schools of Thought Structuring Your Purchase Offer School 1 Negotiate lowest price for max assignment fee Make all CASH offers School 2 Negotiate best terms for easy close & assignment Pay higher price for financing terms (less cash) When starting out & until you have a Buyer s list, I recommend School 2. You want to be a creative financier.
4 Example Which Would Be Easier to Assign? Price: $1 Million $1 Million Cash Price $1.1 Million $275,000 Cash $825,000 New Bank Mortgage Which would pay a higher assignment fee? Price $1.1 Million $165,000 Cash $110,000 Seller Finance $825,000 Assumed Mortgage Strategy: Attract Buyers Like a Magnet Think like a Buyer. Use creative purchase strategies to place the property under contract: Assumable Mortgages Seller-Financed Mortgages Own Nothing. Control Everything. Make it as easy as possible for the Buyer to gain Control of the Property. Sell your creative contract. The Easier it is for Your Buyer to Buy, the Easier it is for You to Sell Your Contract for a Premium, Quickly. Raising Private Money Formula 1. Predisposed 2. Control 3. Low Risk 4. High Return Return of Capital Before Return on Capital You Need to Think Like a Buyer-Investor
5 Predisposed Sources for Funding Your Deal Banks Seller Private Investor Real Estate Broker You Buyer You are the Conductor - Orchestrating the Deal to Closing Banks National Banks Community Banks FHA (non-rehab & rehab) Found thru Commercial Mortgage Brokers Traditional Bank Finance Model 20-30% down payment 70-80% new bank financing 6% interest 30 year amortization 5 year balloon or rate adjustment (Recourse vs Non-recourse) Non-recourse $2 Million loan & above Lower risk to Buyer
6 Key Predisposed Source Seller Assumable Mortgages Assumable Mortgage Always ask Is the loan assumable? 1% transfer fee Terms can be very good <6% interest Ask, When is the note due? Conduit loans Great interest rate (< 5.5%) but Has to be assumed. Cannot be refinanced. Ask, What is the prepayment penalty? Your Deal Analysis Sheet asks if the loan is assumable. Key Predisposed Source Seller Seller Financing Seller Financing Always propose they finance at least 10% of the purchase 2 nd mortgage Offer 2x prime rate (7%), interest-only, 5 yr balloon Even better is deferred interest Deferred down payment Very similar to Seller financing Ex: 1 year deferral of down payment or pay over 12 months My 1 st Deal Small Apartment 100% Seller Financed 6% interest 30 year amortization NO balloon The Secret to getting this I asked!
7 Student Example Jon Perry 42 unit distressed Bank REO Purchased & closed for: $210,000 ($5000 per door) 95% bank financing 6% interest-only NO Balloon The Secret to getting this he asked! Key Predisposed Source Seller Sophisticated Lease-Option What if the property is upside down? (Seller owes more than the property is worth?) Example: Mortgage balance is $1 Million Value is $850,000 Strategy: Own Nothing. Control Everything. TM Own Nothing. Control Everything. TM 5 Year NNN Master Lease Situation: Low occupancy; Needs moderate rehab & rent increase. Out of state Owner. Option to Buy for $1 Million Private Investor (for rehab if needed) $50,000 Reposition, raise income & hence value to $1.3 Million. Buy for $1 Million or Sell the option.
8 Bonuses Look for this on the Resource Vault: BONUS 3: Offer Letter - Own Nothing, Control Everything. Let s Take Some Questions Questions? Aha Moments? Can you do this? Press *6 or enter through your Control Panel Section 5 Finding Buyers How to Find Qualified Buyers Who Can Close So You Get Paid Reference: Module 3 in Home Study System Funding Deals
9 How to Find Buyers Put on your money glasses Ask: Who is Predisposed to Want to Buy this Deal? What Are We Looking For? Intersection of 2 Things: 1. Interested Buyer 2. Can Close (Have Funding Capacity) What We Do NOT Want No Bird Dogs No Nothing Down Buyers No Wanna Be s No Newbies No Tire Kickers
10 Finding Qualified Buyers The Secret is MASSIVE ACTION Ask: Who is Predisposed & How Do I Get Access? Step-By-Step Cook Book Finding Qualified Buyers Tools: 1. Internet 2. Voice Box 3. NDA / Non-Compete 1. Advertise for Buyers 2. Have them sign NDA 3. Present the Deal 4. Qualify Them 5. Negotiate their Offers 6. Orchestrate thru Closing Advertising for Predisposed Buyers Gaining Access (Off-Line) Ads Newspaper Local Large cities Flyers Direct Mail Real Estate Clubs IRA Networking Events Commercial Real Estate Groups Apartment Associations Real Estate Auctions Commercial Brokers Mortgage Brokers 1031 Exchange Agents Money Intermediaries Property Mgmt Co s. Ask for Referrals: Who do you know who would be interested in buying an apartment like this?
11 Bonuses Look for this on the Resource Vault: BONUS 4: Sample Marketing Flyer for Real Estate Auctions Advertising for Predisposed Buyers Gaining Access (On-Line) Listing Services Google Apartments for Sale LoopNet: Big Board services Social Networks: Google Groups Advertising for Predisposed Buyers Automatic Systems 24/7 1. Set up a Voice Box 2. Record a 2 Minute Message 3. Direct ads to the Voice Box 4. The message directs qualified buyers to call you. ( Proof of funds required with all contracts. ) We are managing the lead generation funnel.
12 Step 1: Setting Up Your Voice Box FREE Voice Box Local Phone Number re-directs Motivated Seller. 10 Unit Apartment for Sale at discounted price. 24 Hr Msg: Ad Templates Stable Priced to Sale. 50 Unit Apartments. Stable income. Mgmt in Place. 24 Hr Msg: Needs Work Fixer-Upper. 50 Unit Apartments. Priced to move fast. 24 Hr Msg: Postive Cash Flow. 50 Unit Apartments. Takeover. Priced to move fast. 24 Hr Msg: Value Play Opportunity. 50 Unit Apts. Discounted price. 24 Hr Msg: Keywords: Priced to Move, Discount, Cash Flow, Rehab, Motivated Seller, Fixer Upper, Value Play, Opportunity Voice Box Message 1. Do not give away the address or any way to identify the property if it s listed already. 20 units in Memphis, Tennessee 2. Just provide enough info to generate a call. 3. Make it keyword-rich. 4. Qualify them by saying at the end, Serious buyers or agents only. Proof of Funds required with a contract. See the Voice Box Script Template.
13 Protecting Your Deal 1. Do not disclose the location until you have a Non-Disclosure / Non-Compete Agreement signed (NDA). 2. Prior to an NDA, you can provide an Executive Summary on the deal. 3. After the NDA is signed, you can provide the Financials and a copy of your Contract. See the NDA. Executive Summary Description of Project # units, Class type, City & State Opportunity for a Buyer High cap, Rehab, Raise rents, etc. Financial Projection (Pro-Forma) Special Financing Assumption, Seller Financing, Cash requirements If it s a heavily advertised project, don t divulge the identity too much. Bonuses Look for this on the Resource Vault: BONUS 5: Sample Executive Summary
14 Qualifying the Buyer Questions to Ask Before Contract With Contract Experience? Funding capacity? Funding source? 1031, own money, Line of Credit, partner money, JV? Will you be able to show Proof of Funds with an offer? What are you looking for? (Do they know?) Proof of Funds required with contract Bank Statement Line of Credit Statement No Pre-Qual Letters Negotiating Ability to close is most important Speed and certainty that s what we value. Unlike brokers, we have deadlines to close. Let s Take Some Questions Questions? Aha Moments? Can you do this? Press *6 or enter through your Control Panel
15 Homework Assignment 1. Listen/read Modules 3C-G & 5 in Multifamily Success Home Study System. 2. Practice analyzing 3 more deals on using the Deal Analysis Sheets. 3. Call & speak to at least 2 new brokers. 4. Bring your comments and questions next session. 5. Optional: Download RealCoach QuickStart Audio at Create your daily mindset routine. End of this Session See you Next Week Same Day & Time Please answer the brief survey as you exit the webinar. Thank you.
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