USER GUIDE v

Transcription

1 USER GUIDE v

2 Short Sale Xcelerator User Guide. Copyright Notices Turn-key Systems, Inc./Marko Rubel. All rights reserved. The original licensed purchaser of these materials is authorized to use all advertisements and marketing tools in this kit for personal use only. These are copyrighted consulting materials. Any unauthorized transfer of license, use, photocopying or distribution of these materials to anyone else other than the licensed client/purchaser is prohibited and will be prosecuted to the full extent of the law. Published by the Turn-key Systems, Inc. Legal Notices This publication is intended to provide accurate and authoritative information with regard to the subject matter covered. It is offered with the understanding that neither the publisher nor the author is engaged in rendering legal, tax or other professional services. If legal, tax or other expert assistance is required, the services of a competent professional should be sought. From a Declaration of Principles jointly adopted by a committee of the American Bar Association and a committee of Publishers and Associations This book is intended for instructional purposes only. Every effort has been made to reflect the applicable laws as of the date of the publication of this book. However, this is a dynamic field of endeavor in which new laws are enacted, old laws revised and/or reinterpreted on a continuing basis and where statutes, rulings and precedential case law are constantly changing. Readers are advised to proceed with the techniques described herein with caution. Neither the author, printers, licensees nor distributors make any warranties express or implied about the merchantability or fitness for any particular use of this product. Copyright Marko Rubel Page 2 of 111 MentorMeMarko.com

3 Short Sale Xcelerator User Guide. Earning Disclaimer OUR LAWYERS INSIST WE MAKE THE FOLLOWING DISCLAIMER below, which in essence says that WE CAN NOT GUARANTEE YOUR SUCCESS, and the results presented in this course are not typical, which means that you may make little or NO MONEY AT ALL with this program. Individual results will vary greatly and in accordance to your input, determination, hard work, your finances, knowledge, various other skills, and ability to follow directions. Please read below. EVERY EFFORT HAS BEEN MADE TO ACCURATELY REPRESENT THIS PRODUCT AND IT'S POTENTIAL. THERE IS NO GUARANTEE THAT YOU WILL EARN ANY MONEY USING THE TECHNIQUES AND IDEAS IN THIS COURSE MATERIALS. EXAMPLES ARE NOT TO BE INTERPRETED AS A PROMISE OR GUARANTEE OF EARNINGS. EARNING POTENTIAL IS ENTIRELY DEPENDENT ON THE PERSON USING OUR PRODUCT, IDEAS AND TECHNIQUES. WE DO NOT PURPORT THIS AS A GET RICH SCHEME. ANY CLAIMS MADE OF ACTUAL EARNINGS OR EXAMPLES OF ACTUAL RESULTS CAN BE VERIFIED UPON REQUEST. YOUR LEVEL OF SUCCESS IN ATTAINING THE RESULTS CLAIMED IN OUR MATERIALS DEPENDS ON THE TIME YOU DEVOTE TO THE PROGRAM, IDEAS AND TECHNIQUES MENTIONED, YOUR FINANCES, KNOWLEDGE AND VARIOUS SKILLS. SINCE THESE FACTORS DIFFER ACCORDING TO INDIVIDUALS, WE CANNOT GUARANTEE YOUR SUCCESS OR INCOME LEVEL. NOR ARE WE RESPONSIBLE FOR ANY OF YOUR ACTIONS. THERE CAN BE NO ASSURANCE THAT ANY PRIOR SUCCESSES, OR PAST RESULTS, AS TO INCOME EARNINGS, CAN BE USED AS AN INDICATION OF YOUR FUTURE SUCCESS OR RESULTS. MONETARY AND INCOME RESULTS ARE BASED ON MANY FACTORS. AN AVERAGE USER MAKES NO MONEY WITH THIS PROGRAM. WE HAVE NO WAY OF KNOWING HOW WELL YOU WILL DO, AS WE DO NOT KNOW YOU, YOUR BACKGROUND, YOUR WORK ETHIC, OR YOUR BUSINESS SKILLS OR PRACTICES. THEREFORE WE DO NOT GUARANTEE OR IMPLY THAT YOU WILL GET RICH, THAT YOU WILL DO AS WELL, OR MAKE ANY MONEY AT ALL. THERE IS NO ASSURANCE YOU'LL DO AS WELL. IF YOU RELY UPON OUR FIGURES; YOU MUST ACCEPT THE RISK OF NOT DOING AS WELL. REAL ESTATE INVESTING AND FORECLOSURE BUSINESSES AND EARNINGS DERIVED THERE FROM, HAVE UNKNOWN RISKS INVOLVED, AND ARE NOT SUITABLE FOR EVERYONE. MAKING DECISIONS BASED ON ANY INFORMATION PRESENTED IN OUR PRODUCTS, SERVICES, OR WEB SITE, SHOULD BE DONE ONLY WITH THE KNOWLEDGE THAT YOU COULD EXPERIENCE SIGNIFICANT LOSSES, OR MAKE NO MONEY AT ALL. Copyright Marko Rubel Page 3 of 111 MentorMeMarko.com

4 Short Sale Xcelerator User Guide. ALL PRODUCTS AND SERVICES OFFERED BY TURN-KEY SYSTEMS, INC./MARKO RUBEL ARE FOR EDUCATIONAL AND INFORMATIONAL PURPOSES ONLY. USE CAUTION AND SEEK THE ADVICE OF QUALIFIED PROFESSIONALS. CHECK WITH YOUR ACCOUNTANT, LAWYER OR PROFESSIONAL ADVISOR, BEFORE ACTING ON THIS OR ANY INFORMATION. USERS OF OUR PRODUCTS, SERVICES AND WEB SITE ARE ADVISED TO DO THEIR OWN DUE DILIGENCE WHEN IT COMES TO MAKING BUSINESS DECISIONS AND ALL INFORMATION, PRODUCTS, AND SERVICES THAT HAVE BEEN PROVIDED SHOULD BE INDEPENDENTLY VERIFIED BY YOUR OWN QUALIFIED PROFESSIONALS. YOU AGREE THAT OUR COMPANY IS NOT RESPONSIBLE FOR THE SUCCESS OR FAILURE OF YOUR BUSINESS DECISIONS RELATING TO ANY INFORMATION PRESENTED BY OUR COMPANY PRODUCTS OR SERVICES. Compliance with Law SINCE LAWS ARE CONSTANTLY CHANGING YOU MUST CONSULT WITH YOUR OWN ATTORNEY TO DETERMINE THE TECHNIQUES, PROCESSES AND IDEAS PRESENTED IN THESE COURSE MATERIALS ARE LEGAL, AND IN COMPLIANCE WITH YOUR LOCAL REAL ESTATE LAWS, FORECLOSURE LAWS, AND OTHER LAWS. IT IS YOUR OBLIGATION TO INVESTIGATE ALL OF THESE LAWS OR REGULATIONS, AND TO ENSURE THAT ANY IDEAS, WEBSITES OR SERVICES OFFERED BY TURN-KEY SYSTEMS, INC. COMPLY WITH THOSE, AND ANY OTHER LAWS. Copyright Marko Rubel Page 4 of 111 MentorMeMarko.com

5 Short Sale Xcelerator User Guide. Table of Contents I. USER GUIDE: Short Sale Xcelerator... 6 About the Short Sale Xcelerator... 6 Overview... 6 Getting Started... 9 Starting a New File Short Sale Process EVALUATE The Property Profile Property Characteristics Financials Taxes & Legal Ownership & Locations Comps Estimate Repairs CALCULATE OFFER Initial Offer Maximum Offer GET APPROVAL Track Progress st Lien / 2nd Lien Generate SS Package Your Template Editor Print Additional Documents Repairs Estimate: CMA Analysis (Conservative COMPS) HUD Improve Fax Delivery SELL Printing Appendix A About UDS Copyright Marko Rubel Page 5 of 111 MentorMeMarko.com

6 Short Sale Xcelerator User Guide. I. USER GUIDE: Short Sale Xcelerator About the Short Sale Xcelerator The Short Sale Xcelerator is a powerful system that was specifically designed for quick-turn real estate investors to run and manage a successful short sale investing business. By using this versatile and powerful tool, your short sale business will become faster, more organized, and more profitable than you ever thought possible. Please take the time necessary to read this manual in its entirety. By doing so you will become fully acquainted with the software, and it will make it easier for you to begin using it. NOTE: we do NOT offer Phone Support for the Short Sale Xcelerator. support only is available through our support website at: This support is limited to technical issues only, since our support staff are not real estate investors. For real estate related questions refer to your membership area. Overview If you are even the slightest bit involved in real estate investing today, then you are no doubt familiar with the unbelievable amount of short sales on the market today. They are everywhere! And if you are not setup to handle this HUGE wave of opportunity, then you are missing the boat, and leaving A LOT of money on the table for your competition. Short sales can be an extremely profitable and lucrative way to make money, or they can be a frustrating and exasperating experience for you. (Translation = you can be cashing checks of $50,000 - $100,000 every month, or you can be working Copyright Marko Rubel Page 6 of 111 MentorMeMarko.com

7 Short Sale Xcelerator User Guide. hard for 5 months straight, with nothing to show for it in the end). It all comes down to how you run your business. Now short sales by their nature take a long time, and are very document and paper intensive. The transactions can be very time & energy consuming, and they require many hours of work on the phone and computer, and interaction with lenders, homeowners, agents, etc. The reason these deals can be so difficult is because #1 you are dealing with banks, (who are already slow to begin with). And #2, you are asking these banks to forgive money which they loaned out... which of course they don't like to do. So inherently, a short sale takes a long time. Now this is where YOU come into play. You can either be a savvy and sophisticated investor, or leverage the use of technology and systems, which streamlines and automates the process with the bank. (By using the Short Sale Xclerator, we were able to get over 70 deeds in one year alone in our business). Or you can try and 'manually' run the gauntlet, which can result in lost deals, lost paycheck, and unhappy people! So it was with this in mind that the Short Sale Xcelerator was designed. The Short Sale Xcelerator manages and automates the entire short sale process for you from start to finish. It sorts and organizes all of your files, contact information, and correspondence logs. It analyzes your potential deals, and calculates your maximum offer amounts. It automatically generates your short package, and most of the required documents. It analyzes and tracks your negotiations with the lender. And it manages the selling process so you can sell quickly for the most amount of money possible. The Short Sale Xcelerator divides the short sale process into 4 critical steps. Here are those 4 critical steps: 1. Evaluate the property the key to effective negotiations is to know where you are starting from. You can t do that effectively if you are not accurate Copyright Marko Rubel Page 7 of 111 MentorMeMarko.com

8 Short Sale Xcelerator User Guide. with your valuation of the property. Using the same Ultimate Data Service that is connected to ProfitGrabber, investors who use the Short Sale Xcelerator will have access to the most accurate comps available (in practically the entire country)! 2. Calculate offers using information from former bank loss mitigators, we took this insider information and created an offer calculator which takes the comps and other data that you provide, and it applies the banks' own formulas to it, which gives you the best chance for a positive outcome. It calculates your offers in just 3 clicks of the mouse. The Short Sale Xcelerator will calculate the initial offer, your maximum offer, and it will allow you to adjust the closing costs as needed. 3. Manage the Approval here is where the real work begins and the power of Short Sale Xcelerator really shines through. It begins with preparing the lender package. Each lender package is already prepared for you and is DONE for each individual lien holder!! With just a click your offer letter, the completed HUD settlement form, and other needed documents will be printed out. Just add the few required documents from the seller and you re DONE! There is even a 33 point Task List with Calendar Feature that will keep you organized and on top of the process, which will ultimately result in accelerated approvals. 4. Sell Quickly - your selling process will be managed and streamlined with ease. a. Lead Categorizing - each buyer is categorized by their down payment, credit rating, interest, etc. b. Easy Buyers Relationship Management regardless where your buyer comes from, you are on top of it! You will never again lose a buyer because it fell through the cracks. c. Sell QUICKLY for TOP price in Any Market! The bottom line is that the Short Sale Xcelerator was designed to make you more money, with less work. You will see as you go through this manual that there was an extreme amount of forethought that went into designing this system to be Copyright Marko Rubel Page 8 of 111 MentorMeMarko.com

9 Short Sale Xcelerator User Guide. as simple and efficient as possible. You'll see that key focus of the system is to maximize your time, and to minimize your effort. So let's get started! Getting Started Welcome to the Short Sale Xcelerator. To be efficient, when you open the program you can quickly choose where you want to start. You have 4 options available to you on the start screen, they are: Open Any- You can use Windows Explorer and open any file that you want to work on Open Last- This opens up the most recent file that you were working on. Start New- Here you can start a new file Partner-up- If you want to partner with us, this is where you'll submit your deals On the next pages we'll look at what happens when you click on each button: Copyright Marko Rubel Page 9 of 111 MentorMeMarko.com

10 Short Sale Xcelerator User Guide. Open Any When you click on Open Any, a window opens up and you can choose any existing file that you want to work on. In the example above, you can see that there are 4 files that you have saved. Copyright Marko Rubel Page 10 of 111 MentorMeMarko.com

11 Short Sale Xcelerator User Guide. Open Last Open Last will open the most recent file that you were working on. This shortcut will save you time in having to hunt through your list of files. Copyright Marko Rubel Page 11 of 111 MentorMeMarko.com

12 Short Sale Xcelerator User Guide. Start New When you click on Start New, you'll be asked to first SAVE the new file. The best way to save your files is by naming them after the property's address. Copyright Marko Rubel Page 12 of 111 MentorMeMarko.com

13 Short Sale Xcelerator User Guide. Partner-up The Partner-up button will take you to my partnering website. Here you can submit your deals, and see the 'deal criteria' that your deals must meet in order to qualify for possible partnership with me. We reserve the right to open, re-open or close the partnership opportunities at any time. Copyright Marko Rubel Page 13 of 111 MentorMeMarko.com

14 Short Sale Xcelerator User Guide. Starting a New File Now let's start at the very beginning and we'll look at how you start a new file from scratch. We'll look at what you need to do in order to get started with your Short Sale Xcelerator, and then we'll go step-by-step through how you complete a short sale with the system. 1. To get started, click on Start New 2. Enter the name of the file that you're currently working on. Again we recommend that you name your properties after the property's address. If you're just getting started at this point, and don't have any property's that you're working on, you can simply type in TEST, or make up a property address such as 1234 Elm St. Copyright Marko Rubel Page 14 of 111 MentorMeMarko.com

15 Short Sale Xcelerator User Guide. 3. The system will tell you that the document was successfully created. Press OK. 4. The next step for you to get started is to enter your user information. To do this, simply to go to the file menu at the top of the screen, and select User Information from the drop down menu. Copyright Marko Rubel Page 15 of 111 MentorMeMarko.com

16 Short Sale Xcelerator User Guide. Once you select User Information, and pop up that looks like this will appear on your screen: Simply fill-out your company's name and contact information, press OK, and the system will store it for you. (This information will be saved for all of your files). 5. The next step for you when getting started is to create your working folder. Your working folder is a very important folder. This is where you're going to keep all of the documents that you have for every property that you're working on. Documents such as: the seller's financial statements, other documents from seller, documents from title company, and all other disclosures and paperwork. a. Click on File button at the top left corner of the screen, and choose Set Your Working File Folder from the drop down menu. b. Let's say we want to save the folder on the desktop. So click on Desktop Copyright Marko Rubel Page 16 of 111 MentorMeMarko.com

17 Short Sale Xcelerator User Guide. c. Then click on Make New Folder d. Here you can see that a new Folder has been created. (When the new folder is created, the name field will be highlighted, so you can type the new folder name without having to press any additional buttons). Copyright Marko Rubel Page 17 of 111 MentorMeMarko.com

18 Short Sale Xcelerator User Guide. e. You should rename the folder to something such as: Short Sale Deals f. Then click on the folder that you just created, (Short Sale Deals), and you will see the sub-folders that the program will create. The program Copyright Marko Rubel Page 18 of 111 MentorMeMarko.com

19 Short Sale Xcelerator User Guide. will automatically create these subfolders for you every time to create a new property file! So if you were working on 10 short sales, you could click on your Short Sale Deals folder on your desktop, and you would have 10 files there (one for each property address). Then if you clicked on one of those 10 property address folders, you would then see the list of subfolders for that file. (You can see the list of subfolders in the image below). So anytime you receive anything for that file, such as pictures of the property, a document from the seller, an approval letter from a lender, etc, you'll save it here in one of the folders for that property. That way all of your properties are organized, and you can find any document you need in just a few clicks! Copyright Marko Rubel Page 19 of 111 MentorMeMarko.com

20 Short Sale Xcelerator User Guide. g. Now depending on your business, you may decide that you want to create some additional subfolders. To do that, simply push the button Add Subfolder. NOTE: the subfolders on the left, and any you specify on the right, will be created by default, automatically, for each new file/property, without you going again through this process. Every time you open a new file for a new deal, the system will create this subfolder structure under the parent folder bearing the name of that new property. h. Then name the folder whatever you need to, such as HOA Docs. Copyright Marko Rubel Page 20 of 111 MentorMeMarko.com

21 Short Sale Xcelerator User Guide. i. Now whenever you create a new file to work on, the subfolders on the left, and also the subfolders on the right, will automatically be created for that file. j. To see how this works, you can go to your desktop and click on the folder that you created Short Sale Deals. Copyright Marko Rubel Page 21 of 111 MentorMeMarko.com

22 Short Sale Xcelerator User Guide. k. Then inside that folder you'll see the first property file that we created earlier. l. Now if you click on that property folder, you'll see all of the subfolders below it. (including the additional 'HOA Docs' folder that we created) Copyright Marko Rubel Page 22 of 111 MentorMeMarko.com

23 Short Sale Xcelerator User Guide. m. If you went back and created another property file, such as 456 Washington St, then that folder would also be found in your Short Sale Deals folder, and it would also automatically have all of your subfolders in it as well! n. So now let's go back to our list of subfolders. If you look, you'll also notice that there is an additional excel file here, which is automatically named after your property address. This is a very convenient excel spreadsheet where you can keep a log of all the phone calls you make to the bank. Copyright Marko Rubel Page 23 of 111 MentorMeMarko.com

24 Short Sale Xcelerator User Guide. NOTE: This LOG file is very convenient way to keep the log of your correspondence with the lender, so we created a shortcut for quick and easy access to this file. You can set that shortcut to point to this file or any other by going to File menu, and clicking on Select Log File, then selecting this document. The shortcut is located in the Get Approval tab, under a 1 st or 2 nd Lien tab. We ll talk more about this later on in the Get Approval section of this User Guide. This is what the excel file looks like: Copyright Marko Rubel Page 24 of 111 MentorMeMarko.com

25 Short Sale Xcelerator User Guide. o. Notice that your phone log is made up of 3 worksheets. They are: 1st Phone log, 2nd Phone log, and MasterInfo. p. The 1st Phone Log & the 2nd Phone Log are used for your phone communications to the 1st lender, and also to the 2nd lender. If you have any additional lenders on the property you can simply add another worksheet. Copyright Marko Rubel Page 25 of 111 MentorMeMarko.com

26 Short Sale Xcelerator User Guide. The MasterInfo worksheet is used to store the important information regarding the homeowner and property. You'll also have this information in your Short Sale Xcelerator program, but it's also convenient to keep it here for quick access when you're on the phone with the lender. 6. Now when you start with a new file, the first thing you want to do is add a photo. Click on Add Photo, and then search for one of your pictures of the property that you want to add. If the photo is too big, the program will automatically resize it so that it fits. (See how the new house image is put in place). Copyright Marko Rubel Page 26 of 111 MentorMeMarko.com

27 Short Sale Xcelerator User Guide. 7. Now if you look at the screen, you'll see that there is only one lien by default. The program is designed this way since many properties only have one lien. (See the image on the next page). Copyright Marko Rubel Page 27 of 111 MentorMeMarko.com

28 Short Sale Xcelerator User Guide. If you want to add another lien, simply click on the button Add Lien, and you'll see that another lien tab will appear on your screen. NOTE: after you enter the lenders name, that name will appear between the parentheses in the tab name. Copyright Marko Rubel Page 28 of 111 MentorMeMarko.com

29 Short Sale Xcelerator User Guide. 8. Now let's take a look at the header. The header is where you'll keep all of the pertinent information about the homeowner and property stored. The header area of the screen always stays in place, even when you click through the different tabs on the screen. This way you can always see the pertinent information, (including the strategy that you are planning to use with your short sale. For example: simultaneous closing, short sale the junior lien, buy for all cash, etc). Note that if you click on any of the date fields, a calendar automatically opens up. This makes it easy for you to quickly enter the right information. Copyright Marko Rubel Page 29 of 111 MentorMeMarko.com

30 Short Sale Xcelerator User Guide. 9. Also for your convenience, you can click on the map icon and a map will pop up showing you the location of your property. 10. If you were going out on the road, and needed to take this information with you, you can press Print Contact Info, and you can instantly print out all of the contact information for all of the parties related to the file. Copyright Marko Rubel Page 30 of 111 MentorMeMarko.com

31 Short Sale Xcelerator User Guide. This is what the printed form looks like: Copyright Marko Rubel Page 31 of 111 MentorMeMarko.com

32 Short Sale Xcelerator User Guide. Now let's take a look at the system's heading row, and see what selections we can make from there. Under the File menu is the following drop-down menu options: Start New File: For starting a new file Open Existing File: For opening any file that you've previously been working on Save Current File: To save your current file in a different place, or under a different name. Set Your Working File Folder: this determines where your working file folder is kept. Select Log File: This determines which file is opened when you press 'Open Log File' located on a Lien tab, under Get Approval tab. User Information: This is where you enter your user information to appear on your letters and documents. Print Contact Info: This prints all of the contact information for the lien holders Exit: Exits this menu. Under the Property Data menu is the following drop-down menu options: Subscribe To Data: This takes you to the website where you can purchase data plans to the Ultimate Data Source which provides the accurate property data. My Account: This page will tell you how many credits you currently have with your data plan (if you are using the data service). Copyright Marko Rubel Page 32 of 111 MentorMeMarko.com

33 Short Sale Xcelerator User Guide. NOTE: the data service is completely optional, and is not required to use the rest of the Short Sale Xcelerator system. However, it is highly suggested to subscribe to it because accurate comparable sales are the foundation of your business. Even if you have access to the realtor s MLS, this service will give you a more complete property evaluation because it contains the properties sold by owner or at the foreclosure auction. The MLS will not have those unless they had been listed prior to getting sold. Under the Deal Assistance menu is the following drop-down menu options: Outsource Deals: This takes you to a website where you can learn about partnering with us on your deals. Learn More: Here you can learn about products, courses, and trainings that are available to help you profit faster and easier. Under the Tools menu is the following drop-down menu options: Open Existing HUDs: Here you can open any of the existing HUDs that you have created. In order to preserve integrity of the system you cannot save the HUD from this location. To make changes that you need to Save, go ahead and open the HUD document from the Calculate Offer tab. Automate Marketing: Here you can learn how we automate the marketing in our business to bring us a consistent stream of motivated sellers! Copyright Marko Rubel Page 33 of 111 MentorMeMarko.com

34 Short Sale Xcelerator User Guide. Set Label Offset Settings: Here you can adjust the printing of your labels. You will use this feature when you're putting together your short sale package Under the Help menu is the following drop-down menu options: Quick Start Webinars: This is where you can watch short webinars to learn about the Short Sale Xcelerator system. About: This is where you can see the current version of the system. Online User Guide: This is where you can access the online version of this guide. Copyright Marko Rubel Page 34 of 111 MentorMeMarko.com

35 Short Sale Xcelerator User Guide. Short Sale Process The entire short sale condensed down into 4 strategic processes: 1. Evaluate the Property 2. Calculate the Offer 3. Prepare the Package and Get the Approval 4. Sell the Property Your Short Sale Xcelerator has a tab for each one of these steps: Copyright Marko Rubel Page 35 of 111 MentorMeMarko.com

36 Short Sale Xcelerator User Guide. EVALUATE In the first step, 'Evaluate the Property', your goal is to find out as much as possible about the subject property that you're working on. This is important because how you can search for comparables if you for example don't know the square footage of your subject property. You need to know as much as possible about your property. How do you find out about your subject property? Through the use of our Ultimate Data Source. NOTE: The software itself does not have any monthly fees. When we were designing this software we intentionally didn't want to build it as a web-based software, (over the internet), for the reason that the software works much faster if it's on your desktop, plus some of the features are not possible to do on a webbased version. And the final reason was that we didn't want to charge you any monthly fees. Copyright Marko Rubel Page 36 of 111 MentorMeMarko.com

37 Short Sale Xcelerator User Guide. The Ultimate Data Source (UDS) is the Short Sale Xcelerator 's property data service. It provides you with fresh, timely and accurate comps, along with property information. This is the same data that is provided to the country s largest banks and title companies, so you can be assured that the information is completely reliable. The bottom line is that it's the most accurate information that you can possibly get. NOTE: The Ultimate Data Source (UDS), information comes directly from our data providers to you. (The names of our data providers are proprietary, so that information can not be disclosed here). However I can tell you that the data comes directly from the five largest data providers in the country (and consequently in the world). So how important is it to your success for you to have accurate comps and property data? It's extremely important. That's why we don't recommend using Zillow.com because we've been told by many of our users that the comps are way off, and the data is simply not accurate. So remember this when you're thinking about comps, the goal is not to have a pretty screen with nice graphics, the goal is for you to have ACCURATE comps. Copyright Marko Rubel Page 37 of 111 MentorMeMarko.com

38 Short Sale Xcelerator User Guide. Because if you're $20k or $30k off on the property value, you may overpay for the property and end up actually losing money. Or you may consequently walk away from a property because you don't think its worth enough, and then you don't go through with it. In both cases it's going to cost you a lot of money, so that's why you need to have accurate comps. After all, you cannot rely on Zillow.com or some other home value estimator. So as we said, the first step in 'Evaluating the Property' is to find out as much as possible about that property. Using this system you can search, and get up to 50 data elements about your property, which is displayed under the tabs: Ownership Information, Property Characteristics, Financials, Taxes & Legal. You can search for this information three different ways. You can search by street address, by parcel number, or by owner's name. (See the image below). The great thing about having this search functionality is that say for example you want to find out how many properties a person owned. You can do that by simply entering in the person's first name, last name, and county into Line C, and you will see all the properties that are on public record for that person. Copyright Marko Rubel Page 38 of 111 MentorMeMarko.com

39 Short Sale Xcelerator User Guide. Now you can also search by the address or parcel number to find out who the owner is. You can find out for example if a husband and wife own the property, or if it's only one spouse. You do this by pulling a 'property profile' on the property. Is it important to do a property profile on each of your files? Absolutely! This is critical because if you're going out and signing paperwork and you're only signing paperwork with one owner, (as in the example above), then you basically only contracted half a house. And that will definitely come back to bite you later! Plus, the information you learn here can greatly help you during the negotiation with the lender. When you know how much the owner paid for the property, how long ago they bought it, whether or not it was an REO, etc, will greatly help you when you're speaking with the homeowner. As we said earlier, the software doesn't have any monthly fees, however access to the data service does come with a small monthly fee, which can be as low as $50 / month, depending on the plan that you select. But the good thing is, for the same low price you have access to data for most every property in the entire country, over 1000 counties, all for one low price! Now the data service is completely optional, and if you have other access to comps, and property data, then it is not necessary for you to use it. The rest of the system functions perfectly without access to the data service. Let me stress that point to you by repeating it: Copyright Marko Rubel Page 39 of 111 MentorMeMarko.com

40 Short Sale Xcelerator User Guide. IMPORTANT: Even if you decide not to subscribe to the Ultimate Data Source (UDS), and use some other source for property data, rest assured that the rest of the Short Sale Xcelerator system functions completely with or without access to this service. This is only one part of the system, and the other parts are fully functional without it. When you subscribe to the Ultimate Data Source, you will receive 500 credits per month that you can use to search for comparable properties, and to pull 'property profiles' on a target property. When you perform your searches, the credits will be deducted from your account. A property profile uses 18 credits, and a comparable property search uses 22 credits, as of time this manual is written. Once you start using the Short Sale Xcelerator, you will see that these credits will allow you plenty of searches. You will learn this to be true after you study Marko's Home Study Course, or better yet when you attend his live training. You'll learn that it doesn't make good business sense to do detailed research on a property that's still in the 'could be a deal' phase. You want to wait until things have developed further before you do any advanced research on a property. This will allow you to use your credit on the deals you are most likely to work on. However if you're running a bigger business and you want to run more searches than what's provided, you can always use the 'Top Up' feature and add credits as you go. To learn more about how the billing for the Ultimate Data Source works, refer to Appendix A. When you're searching for a property, it's important to note that if your search turns up more than one property during the search, you will NOT be charged any credits until you've selected the specific property that you want to get data for. Copyright Marko Rubel Page 40 of 111 MentorMeMarko.com

41 Short Sale Xcelerator User Guide. Every time you do a search, the system will warn you that you will be received a credit reduction for that search. If you select Yes, you will still not be charged for that search IF the search resulted in multiple properties, until you've selected just one property. If the search resulted in a single property you will be charged. ACCESS TO ACCURATE PROPERTY DATA IS INCREDIBLY IMPORTANT FOR YOUR SUCCESS AS A REAL ESTATE INVESTOR If you want to profit, you need to have accurate and timely information about the property you are considering buying/flipping, and about the comparable sales that will determine its value. Would you agree? If you are of on your research, you may actually end up OVERPAYING for the property and consequently losing money. If you conclude that a property is worth less than in fact it is, you may walk away from potential profit. In both cases, you lose money! It took us over 2 years to integrate the best data providers in this system and cover the whole U.S.. We had to do it because out there you have only 2 main alternatives: Zillow (not accurate) or MLS (not complete). Now that we've talked about the basics of the Ultimate Data Source, and the benefits of using it, let's dive into the specifics of how to use this powerful feature. Copyright Marko Rubel Page 41 of 111 MentorMeMarko.com

42 Short Sale Xcelerator User Guide. The Property Profile The Property Profile tab is where you perform your searches to get the Property Info from the Ultimate Data Source. This is also where you'll receive the Property Profile report and Comparable Sales report for your property of interest. The Property Profile report is an extensive data profile of your subject property. This report contains over 30 (sometimes over 40) data elements, giving you the full picture of the property you are considering buying. A search for the Property Profile for a subject property is initiated by supplying one of the following pieces of information to locate the subject property: A) Subject Address or B) Parcel Number (APN) or C) Owner Name Copyright Marko Rubel Page 42 of 111 MentorMeMarko.com

43 Short Sale Xcelerator User Guide. You can search for a particular property using the property address, without knowing the full name of its owner. You can also search by its parcel number(apn) to obtain the address and the ownership information (for search details read the next page). This is very useful if you have a list of parcel numbers of properties that have some kind of unique situation, and you need to find their addresses and owners. And the third kind of search is the search using the owner s name. This search would be useful when you have the full name of the seller but are unsure of the exact address. It is sufficient to know one of the three search criteria above to successfully locate the property. However, many times you will have all three of the above data elements. In that case, you can search by one that you are most confident in its accuracy. When considering a possible purchase, it is important to verify a property's characteristics and also its ownership. You must not rely on the seller s word of this information! Using this Property Profile tab you can obtain all important information about the property and be assured of its accuracy. Some of the very useful info is obviously the correct owner s name, plus as we mentioned you can find out if a property is owned by husband or wife only, or it s owned by both of them. In other words, you can find out how they acquired the property (the vesting). Many times sellers will be wrong on that, so by using this important Short Sale Xcelerator feature you can verify that information before writing up your Purchase & Sale Agreement. Copyright Marko Rubel Page 43 of 111 MentorMeMarko.com

44 Short Sale Xcelerator User Guide. Remember that having only one spouse on the Purchase & Sale Agreement will make your Purchase & Sale Agreement incomplete, in case the property is owned by both spouses therefore, leaving room for the sellers to weasel out. Even MORE IMPORTANT is to not make that mistake on the DEED! As you are aware, having both sellers on the deed, when only one spouse owns the property, will create the same problem. Some other useful info that you will get from the Property Profile is the Mailing Address, Subdivision Name, School District, Actual Square Footage of the home, Lot Size, Last Sale Amount and Last Sale Date, Assessed Value, Yearly Tax Amount, etc. Copyright Marko Rubel Page 44 of 111 MentorMeMarko.com

45 Short Sale Xcelerator User Guide. Here s the list of the data elements that you will receive for a property profile search: Owner Full Name Owner Phone Number (if available) Site Street Address Site City and State Site ZIP Mailing Address Mailing City and State Mailing Zip Mailing Carrier Route County Subdivision School District Tax Parcel Number Assessment Year Property Tax Improvement Value Land Use Land Value Zoning Tax year Total Assessed Value Total Baths Total Bedrooms Total House Sq. Ft. Total Rooms Year Built Garage Area Lot Area (Sq.Ft.) Parking Capacity Parking Type Pool Seller Name Sale Date Sale Price Recording Date Price per Sq.ft. First Mort Amount First Mortgage Int. Rate First Mortgage Lender Copyright Marko Rubel Page 45 of 111 MentorMeMarko.com

46 Short Sale Xcelerator User Guide. Additional Data present when available: Delinquent Year Document Number Exemption Type Fireplace Flood Pane Air Conditioning Deed Type Basement Area Cash Down Census Tract Condition Flood Zone Prior First Mortgage Interest Rate Type Prior First Mortgage Interest Rate Prior Deed Type Prior Document Number Prior Lender Prior Recording Date Prior Sale Date Prior Sale Price Map/Grid Two Number of Stories Other Improvements Foundation Legal Book/Page Second Mortgage Amount Second Mortgage Interest Rate Second Mortgage Interest Rate Type Second Mortgage Term Situs Carrier Route Stamp Amount Tax Area Title Company Total Unit Number Township Name Unit- Number Zip Code + 4 Prior First Mortgage Amount Lot Width Map/Grid One Lot Size (Acres) Prior Stamp Amount Quality Roof Material Roof Type Lot Depth Lot Number Legal Description After a property profile search has been performed, this information can be found in the Property Profile Tab, under the 3 sub-tabs: Property Characteristics, Financials, Taxes & Legal. Copyright Marko Rubel Page 46 of 111 MentorMeMarko.com

47 Property Characteristics Financials Copyright Marko Rubel Page 47 of 111 MentorMeMarko.com

48 Taxes & Legal >> IMPORTANT: Not every search will result in all of these fields billing filled out. The amount of information that you are provided depends mainly on your county, and what kind of information they take on an ownership form when someone buys or sells a property. So you can get up to 50 data elements, but most counties will provide you with data fields which is sufficient for what you need. >> IMPORTANT: the Property Profile will not show any documents recorded after the purchase. The vesting info, and the loans info relates to the date the property was purchased by the current owner. In other words, any refinancing loans, or any partial deeds recorded after the purchase will not show in the Property Profile. Copyright Marko Rubel Page 48 of 111 MentorMeMarko.com

49 Ownership & Locations This Tab provides three ways to search the properties in Ultimate Data Source: A. ADDRESS SEARCH - The First method is the Address Search, and it is the preferred way to search. To search this way, you enter all the information you can into the address fields and click Search. Profit grabber will search using the info you entered and the result will be shown below in the Search Result. B. PARCEL NUMBER SEARCH - the Second method is the Parcel Number Search. For this search, you fill in the APN, ZIP, City and/or State and ShortSaleExclerator will search for a match. The result will be displayed in the Search Result. C. OWNER NAME SEARCH - the Third method is the Owner Name Search. The suggestion with this search is to try first using only the last name and run the search. If need be you can fill in more fields to narrow the search results down to the one you are looking for. > Remember, you will only be using one of the above searches methods at a time! Please, carefully read the Search Tips described below the picture. Copyright Marko Rubel Page 49 of 111 MentorMeMarko.com

50 >> IMPORTANT SEARCH TIPS: To increase chances of locating a property of interest, you need to submit only the MINIMUM amount of information that is required: A. ADDRESS SEARCH minimum required is the STREET NAME & STREET NUMBER, UNIT NUMBER (if applicable), and the ZIP CODE. > Instead of Zip Code, you can use County & State. > Pre-directional (East, West, etc.) will lower the chance of finding the property, as well as Post-directional, or Suffix (St, Ave, Pl, Ct.), so leave them out. > example: Property Address is 123 E. Main St, Unit 5, San Diego, CA You definitely do NOT want to type the complete address as it reads above. You need to use only this: 123 Main and 5 (for Unit number) and >> you do not need to use E., St. or City and State; >> use ONLY the street number, name and the ZIP! B. PARCEL NUMBER SEARCH this search requires formatted tax assessor s number (also called parcel number), and a ZIP CODE, or if you do not have the Zip Code you can use COUNTY & STATE info. > you must use formatted parcel number! For example if the number reads as , you must type it in exactly like that. Typing in only will not result in a successful report. C. OWNER NAME SEARCH uses the OWNER NAME and the ZIP (or County & State) to locate the property. The best is to use only the Last Name, and maybe just the first letter of the owner s First Name if available, and the ZIP code. Copyright Marko Rubel Page 50 of 111 MentorMeMarko.com

51 > Less Information is Better! as far as searching the Ultimate Data Source is concerned. Supplying less (but the required) information will increase your chances of finding that property. If the information you entered is insufficient, you will get back multiple properties, so you can choose the target one. NOTE: The reason that "Less Information is Better", is due to the fact that it is possible that a mistake was made at the county recorder's office when they entered in the information about that property. So for example if they typed in 'West', instead of 'East', then you wouldn't find your property. Therefore it is always best to start with the minimal amount of information necessary to perform your search. That is the very same reason why the system doesn t auto-populate the fields in the search tabs. For example, let s say you searched by Owner Name, and you put in Smith in the Last Name field, and you put only letter M in the First Name field. You also entered the ZIP, since that is the required field. The search will most likely return multiple properties all properties owned by persons whose First Name starts with M and whose Last Name is Smith, that are located in that ZIP code. Now, all you need to do is, double click on the property that you think is the most likely the subject property. The ProfitGrabber will paste the info in the search screen, ready for you to search for the Property Profile. Click Search button and wait a few seconds to get the report back. > the best success you will have if you use the ADDRESS SEARCH, so always try this search if you have the address. >>>> NOTE!! It is important to understand that you are charged only for successfully obtained reports. You are not charged for attempts that do not result in a valid report. Copyright Marko Rubel Page 51 of 111 MentorMeMarko.com

52 There is a Print Report button. Clicking this will consolidate the Property Profile Report into a printable form. A print preview is brought up first, and then clicking the print button on the preview will send it to your printer. Copyright Marko Rubel Page 52 of 111 MentorMeMarko.com

53 Comps Once you have researched your target property, the next step is for you to generate comps for that property. The COMPS tab allows you to search for Comparable Sales properties in order to determine the Fair Market Value of your subject property. The COMPS Report will return up to 50 comparable sales in the vicinity of your subject property. Then you can sort those properties by Distance, by Subdivision, or any other way you want to analyze them. You will tag the properties that you determine are the most comparable to your property. Once tagged, you can click Recalculate button, and the Estimated Value will be calculated. This value is calculated by dividing each property s Sales Price by its Square Footage, to obtain $/sq.ft. Then, that number is averaged and multiplied by your Subject Property square footage, to give you the Estimated Value. Copyright Marko Rubel Page 53 of 111 MentorMeMarko.com

54 NOTE: You are charged ONLY for 1 search, even though your search will give up to 50 comps, (depending on the search criteria that you use). If you want any additional information about any of the comparable properties, you can double-click on its address (or its row) and a new window will pop-up, giving you the complete Property Profile report for that comparable sales property. Here s the summary of how to search for COMPS report, and how to Estimate the Value of your subject property: 1. Enter the Subject Property Address > COMPS search is done using the PROPERTY ADDRESS only > enter ONLY the Street Number, Street Name, the Unit No. (if existing), the ZIP code (or County & State instead of ZIP code). > Do NOT enter Pre-directional, Post-directional and Suffix. > Enter Pre-directional, Post-directional and Suffix ONLY to narrow down your search, (if necessary!) Copyright Marko Rubel Page 54 of 111 MentorMeMarko.com

55 NOTE: It was by design that the property's address is not automatically prepopulated in the address field. The reason for this is that when it comes to searches of the database, remember "Less is More". So you'll use the same search techniques when searching for comps, that you did when you were searching for the property profile. 2. Enter Subject Property s Square Footage (Living Area Square Footage) 3. Enter Search Criteria to apply for your COMPS search, as below: a. Square Footage Range select the range of Square Footage that you want to cover with your search. > Suggested start is 30%. It is better to start with wider range, since you can sort by Square Footage once you receive the records back. If you start with too narrow search, you may get only 1 or 2 properties, and thus you may need to repeat the search and incur another charge. b. Sales In Last xx Months select number of months back that you want your search to cover. This relates to number of months the comparable sales happened. The recent sales are the best comparables. If the subject property is in a slow moving area, try searching for sales within 10 to 12 months window. c. Search Radius determines the size of a hypothetical circle around your property that encompasses the recent sales. The best is to use 1 mile radius, however if you are searching in a heavily populated area you should use smaller radius. On the other side, if you live in a rural area, you may need to search in a 2 3 mile radius. 4. Choose the Comparable Sales that are the best comparables One way to sort the returned list is by distance, and tag the properties that are the closest in square footage, amenities, and that sold recently (within the last Copyright Marko Rubel Page 55 of 111 MentorMeMarko.com

56 6 months), preferably in the same subdivision. You will eventually find your own way to screen down these properties. 5. Calculate the Estimated Value Once you tagged the comparable properties, all you need to do is click on the Calculate button, and your Estimated Value will be calculated! You can tag and untag different properties to see how accurate that value is. Now there are actually two values that you will be creating at this time. One is Conservative Value, and the other is Realistic Value. The Conservative Value is used when talking with the bank and meeting with the BPO agent. For this you want to use the lowest comps you can find. The Realistic Value is the one that is accurate and it's the value that you'll refer to when you're reselling the property. So the first step is to choose Step 1. Then you'll go and choose the low comps from your list of comps, and press Calculate, and the system will calculate the Conservative property value. Next you'll click on Step 2, you'll choose the accurate property comps, and after pressing Calculate the system will determine the Realistic property value. NOTE: A convenient, time-saving feature is that the system will remember which comps you have chosen for both the Conservative and Realistic values, and it will remember the calculated values. Everything stays stored in the system! Copyright Marko Rubel Page 56 of 111 MentorMeMarko.com

57 6. Print Comps- After you've chosen your selected comps, you can print them. THe comps are 'homeowner friendly'. They printouts don't contain the word 'Deal', or any other phrase that would turn-off a seller. The printouts are titled 'Evaluation Report', and you can use them to create credibility with the seller. Copyright Marko Rubel Page 57 of 111 MentorMeMarko.com

58 Estimate Repairs In the Estimate Repairs tab, there are two sections. The first section is the General Comments to appear in Short Sale package. This section shows you in quick review what the property needs, plus the comments here will appear in the Estimated Repairs Summary that you can include in the short sale package. So when you enter your comments in this section, you should keep it in mind that the lender will eventually read those comments. The second section of the Estimate Repairs tab is the Breakdown Section. You can access the Breakdown section by clicking on the buttons on the right side of the screen. Copyright Marko Rubel Page 58 of 111 MentorMeMarko.com

59 As you can see, the breakdown lists all of the little items that are associated with that repair item. So by going through the breakdown section, you'll be sure not to miss any required items. So to fill it out, all that you need to do is click on the item, and then enter the cost. You'll use the tab button to move to the next line. You can also change the name of any of the lines that are listed in the Breakdown Section. To do this simply click on the item so it's highlighted, and then type over it. There is also at the bottom of each Breakdown section a line titled: 'Click here to enter an item not listed'. You can always click on this line and add any additional lines that you'd like to. Use this feature to customize your itemization of specific repairs needed. So all you need to do is enter in the applicable amounts in the Breakdown section, and the system will automatically calculate the Total Cost for that repair item. Also, the system will automatically add up the repair costs as you go through so that the Total Repair cost is tabulated at the bottom of the screen when you're finished. Copyright Marko Rubel Page 59 of 111 MentorMeMarko.com

60 CALCULATE OFFER After you've finished with the Evaluate Section, then you're on to the next section, which is the Calculate Offer section. Initial Offer Now let's look and see how easy it is for you to calculate your Initial offer, all it takes is two clicks, and your offer is calculated, and your HUD settlement statement is completely prepared for you. First you'll click on Get Property Value, and then you'll click on Get Repairs Estimate. When you do this, you can see that the system brings in all of the information that you calculated in the Evaluate Section. Copyright Marko Rubel Page 60 of 111 MentorMeMarko.com

61 All of these filled-in numbers are based on your Offer Multiplier as shown below. The offer multiplier field you can easily change. If for example you wanted to use 0.80, simply type that number into the field and the all of the numbers will be automatically recalculated. Also, the system will automatically remember whatever field you last used. NOTE: We've found out through experience that 0.75 to 0.80 is the optimum place to start with your offer to the bank. This figure is one that is not too high, and not too low either. (And remember also that this percentage is multiplied by your conservative property value). Now the first offer multiplier that you use may be higher or lower, depending on your business. For example, if you're targeting 'fixer' properties, then you may need to start with a lower percentage, possibly as low as As you can see, the system automatically calculates your initial offer to the first lender. When doing this, it also factors in all of the commissions and closings Copyright Marko Rubel Page 61 of 111 MentorMeMarko.com

62 costs. This area also has a Breakdown section for each line, and you can access it by pressing the applicable button. The nice thing about this Breakdown section is that there is a time saving feature which is built into it. When you open this Breakdown section for the first time, the fields will show as a 'click to enter' field. You will then enter the name of the Listing agent, Selling agent, and the commissions that you're paying them in the transaction. Now since many of your transactions will involve the same Listing agent and Selling agent, as well as the same commission structure, you'll then want to click the button Save As Default Values. By doing this, the system will save this information, so that the next time you come to this screen in another file, you can simply click on Load Default Values, and the system will automatically enter your stored information. You can also repeat the same process for the following two sections directly below it, which are the Seller's Concessions, and the Closing Cost sections. Here you can see an image of the Closing Cost Breakdown section: Copyright Marko Rubel Page 62 of 111 MentorMeMarko.com

63 The figures and items you enter here will be transferred directly onto your HUD-1 statement. You can also add in items for line 1304 through 1309 by simply typing in the fields on the left side. At this point the HUD-1 that you're submitting is only a preliminary HUD, so you can keep it simple. The most common items that you'll be entering in this section is Line 1101 Escrow Fee, Line 803 Appraisal Fee, Line 1201 Recording Fee, and line 1304 Negotiation Fee. Don't worry too much about making a mistake on the HUD. Remember that the final HUD will be prepared by your title company. Just think of this HUD as a negotiation tool. It's very useful in this business to be able to prepare your own preliminary HUD. The reason why is that it can often take 2-3 days, or even 3-4 days, to get a HUD from a title company. Remember that your file is not the only one that they're working on! So by being able to do this step of the process on your own, it really allows you to expedite the process! Copyright Marko Rubel Page 63 of 111 MentorMeMarko.com

64 Remember when it comes to short sales, time is of the essence! Now remember that after you've finished entering the numbers in this section you want to click on the button Save As Default Values. That way the next time you have your next file, and you come back to this section, you only have to click on Load Default Values and you're stored information will immediately be filled in! So as you can see, the first time going through this entire process is pretty simple, but just imagine how easy it gets the 2nd and 3rd time through! Now if there is an existing second mortgage, you'll want to enter in a payoff for that loan, in the field that's shown below. You'll typically want to spend 10-15% of the loan balance of the second mortgage. But of course the loan to value ratio also greatly affects what kind of discount the lender will accept. NOTE: When you're making an offer to the first mortgage, you always want to list the payoff to the second mortgage as a larger amount than what you're willing to pay. When you're making an offer to the second mortgage, you always want to start with a smaller amount than what you're willing to pay. That way, you can see which lender has flexibility in their negotiations with you, and you can adjust accordingly. Copyright Marko Rubel Page 64 of 111 MentorMeMarko.com

65 Notice on the right side of the screen that you also have a section titled Your MAXIMUM OFFER TO 1 st LENDER. The purpose of this section is to help you calculate the most that you should be willing to pay to the first lender. You can adjust this number by adjusting the figures that are used to calculate your maximum offer. You should keep this maximum offer in mind at all times during your negotiations with the lender. Make sure to never start your negotiations to close to your maximum number. You should start out low, and leave yourself enough room to come up as need be. Copyright Marko Rubel Page 65 of 111 MentorMeMarko.com

66 Maximum Offer On the right side of the screen is Your MAXIMUM OFFER to 1 st LENDER. This is a very important section, as it calculates for you the maximum amount that you can pay for a property. The first field in this section is the REALISTIC Property Value. As you might have guessed, this figure is taken directly from the COMPS section of your Short Sale Xcelerator Note that when calculating your offer to the lender, the system uses your conservative comps, but when calculating your realistic selling price, it uses your realistic comps. It is for that reason that you select two different sets of comps when you're evaluating your property's value. The second field you have is the Repairs field. Your system will automatically pull the number taken from your Estimate Repairs Tab. This number may however have been slightly inflated since it was originally created to submit to the lender. For that reason, you can manually change this number to whatever you feel is most appropriate for you when reselling the property. To change the number, simply click in the field and type over it. Copyright Marko Rubel Page 66 of 111 MentorMeMarko.com

67 The next line in this section is the MAXIMUM OFFER SALES PRICE. This number is calculated by taking your REALISTIC PROPERTY VALUE, multiplying it by Your Strategy Multiplier, and then subtracting your repair costs from that number. Your Strategy Multiplier is a very important figure, as it directly influences your MAXIMUM OFFER SALES PRICE. The number that you use in this field, will depend on the exit strategy that you plan on using with the deal. For example, if you plan on selling the property with a Lease Option or with Owner Financing, then you can afford to pay more for the property, because your costs associated with selling a property this way are much lower. In these cases you could use a Strategy Multiplier of as high at If you are planning on selling the property outright on the MLS to a conventional buyer, (such as with a simultaneous closing), then you would want to use a smaller figure for your Strategy Multiplier. In that case a figure of 0.70 to 0.75 would be more appropriate. To find out more about specific short sale strategies, or to learn how to effectively run your short sale business, go to to learn about the products, courses, and live trainings that are available. The next three lines in this section are for Commissions, Seller Concessions, and Closing Costs. You can adjust these figures, and save them, the same way you did on the left side of the screen. Note that you want these figures to be as accurate as possible. Do not overinflate, or underestimate these costs. You want your calculated costs and profits when selling a property to be as accurate as possible because it allows you to more accurately calculate your maximum purchase price of the property. Copyright Marko Rubel Page 67 of 111 MentorMeMarko.com

68 The final entry line in this section is the minus 2nd Payoff field. Here you want to enter your best guess as to what the 2nd lender will accept for payoff of this loan. Note that this is different from your submittals to the bank. Remember that when you're submitting the short sale package to the first lender, you want to put down the payoff to the 2nd lender as being higher than what you expect it to be. And then when you're submitting your short sale package to the second lender, you want to start with a low payoff. That way you can 'negotiate the lenders against one another, and see which one will give in on the price. The reason why we want to put down our 'best guess' for the 2nd payoff field in the section on calculating offer Maximum offer, is because we're using it here for forecasting purposes, not for negotiating purposes. And finally at the bottom you arrive at your MAX OFFER NET TO 1st lender. This number represents the maximum amount of money that the first lender can receive as a payoff for their loan. Copyright Marko Rubel Page 68 of 111 MentorMeMarko.com

69 GET APPROVAL The GET APPROVAL tab is made up 3 types of sub tabs. The first sub tab, Track Progress, is the place where you'll monitor your progress through the short sale. The second set of tabs, titled 1st Lien, 2nd Lien, etc, is a place where you'll store all of the pertinent information about that loan. The third tab, Generate SS Package, is where you can put together and print the BPO package that you'll be submitting to the bank. Now let's take a more detailed look at each tab section. Copyright Marko Rubel Page 69 of 111 MentorMeMarko.com

70 Track Progress As you can see in the image above, the track progress tab allows you to see how your short sale is progressing through the stages. This tab was designed to be the first tab in this section, because after you have submitted your short sale package, this will be your most commonly used section. Under this tab you have the 33 critical steps that you must go though when completing a short sale. We have chronologically listed an entry field for each step that you must pass through. This helps to keep you on course, and ensures that you're not missing any steps along the way. A useful and time saving feature in the Track Progress section is the 'automatic calendar popup'. Whenever you click inside one of the date fields, a calendar pops up. Then all you have to do is select the date, and the system fills it in for you. 1st Lien / 2nd Lien The 1st Lien / 2nd Lien tab is the place where you'll store all of the information related to that loan. This is very convenient because it allows you to immediately find the contact information for any person related to the short sale of that loan, as well as a detailed note section when you track your progress and calls. Copyright Marko Rubel Page 70 of 111 MentorMeMarko.com

71 To start, you'll first want to enter the Lender's name and the loan account number. As you can see, 'Wells Fargo' is the lender for this loan. Once you've entered a company name into that field, that name will then also appear in the tab at the top. You can see here in this image below that a name has been entered for the first lien, but the second lien hasn't had a name entered yet, so it just shows the two parenthesis. ( ) As you proceed with your short sale, you will fill-in the contact information for the parties listed on this page as they becomes available to you. As you can see there are numerous fields, and you'll have plenty of space to keep your contacts organized. Copyright Marko Rubel Page 71 of 111 MentorMeMarko.com

72 Below the Contact Info section, is the Strategy section. Here you will choose your strategy for that lien. You can choose from one of 3 strategies: (Short Sale, Full Payoff, Reinstate). Also there is a notes section just to the right of that field where you can further explain you plan. At the bottom left is a field where you can enter your Max To Pay. Note that this is different from the Overall Max To Pay field which is located in the header on this screen. The difference is that the Max To Pay field is the maximum that you can pay for that specific lien, where as the Overall Max To Pay is the maximum that you can pay for the entire property. Next to the right is your offer tracker. Here you can log the offers that you make to the bank, and their counter offer back to you. This quick reference guide will allow you to quickly plan your next move. You will learn that this Strategy Section is very useful, and will refer to it often. The reason being is that once you get your business rolling, you will have many deals in play, and this well help you to quickly recall what your strategy is, and where you are in the process. Copyright Marko Rubel Page 72 of 111 MentorMeMarko.com

73 Now let's refer to the first of the two buttons at the top right corner of this section, which is Open Working Folder. Let's say that you're speaking with the negotiator, and they ask you about a specific file. No problem, you can find it in just seconds! All you have to do is click Open Working Folder and you'll be taken to the specific set of folders for that property. NOTE: If you haven't yet setup your Working Folder, then refer back to the Get Started section where it explains how that's done. So let's say that the negotiator asks you about an HOA document for that property. All you have to do is click Open Working Folder, and it opens up the correct set of folders. Notice at the top of the image below that the folders are showing for 1234 Elm St, which is the property that you're currently working on. Then to find the HOA document that the negotiator is asking for, all you have to do is click on the HOA Docs folder, and there you have it! Copyright Marko Rubel Page 73 of 111 MentorMeMarko.com

74 Now let's refer to the second of the two buttons at the top right corner of this section, which is Open Log File. This button, Open Log File, allows you to connect to your excel phone file for that lien with just one click. As you may recall, your ShortSaleExclerator system creates this Phone Log and keeps it in stored in your working folder. However instead of having to open the folder, and then open that excel file manually, the system does it all for you automatically! All you have to do is quickly set it up the first time. Here's how you do it. Copyright Marko Rubel Page 74 of 111 MentorMeMarko.com

75 First go to the File menu at the top of the screen and choose Select Log File from the drop down menu. The system will then tell you to select the file that you want to use. Just click Next on the button. The system will then open up your working folder for that property. You'll see that your phone log file is already in that folder, so all you have to do is click on that excel file named Phone Log, and then press the Open button. Copyright Marko Rubel Page 75 of 111 MentorMeMarko.com

76 And that's it! From now on anytime you press the Open Log File button, it will automatically open up your excel phone log for that property. As you can see, there are MANY time saving features that are built into the system to make your life easier. These numerous 'ease of use' features will dramatically increase your time savings for each deal. And that translates into more time and more money for you! Copyright Marko Rubel Page 76 of 111 MentorMeMarko.com

77 Generate SS Package This is one of the most important sections of the system because it automatically generates all the forms for your short sale package. You can see on the left side that the Property Owner's name is automatically brought into the field from the header. The system automatically fills that in for you. Then directly below that area you have a section for your Buyer. If you're doing simultaneous closings, or are using the strategy of paying off junior liens, then in those cases your buyer will almost always be the same person. Therefore you can enter their information and then click the button Save Buyer Info as Default..., and then every time you get to this page, this information will be displayed. Below the Buyer section is the Agent / Broker section. The same thing applies here. In most cases this information will remain constant in your deals, so you can save your listing agents info as your default, and it will save you time on your Copyright Marko Rubel Page 77 of 111 MentorMeMarko.com

78 future files. Note however that you can always change this information by simply typing over it. Now on the right half of the screen is the section Generate Lien Specific Documents. This is the area where you'll select and print all of the documents for your short sale package. The first thing that you must do in this section is to select a lien. The short sale package documents are specific to each one of your specific lenders, so you must create each package separately. The documents in this system come highly customized. For example, when you select the Fax Cover Authorization for Lien 1, it will contain merge fields for that lender. When you select Lien 2, a different form is used which contains merge fields for that lender. So you can see that this is indeed a very powerful tool! So you can select a lien by simply clicking on the lien that you want to work on. After choosing the lien, your next step is to choose the documents that you want to print. To choose a document, simply click in the box next to the name. Copyright Marko Rubel Page 78 of 111 MentorMeMarko.com

79 For your convenience, the Short Sale Xcelerator system comes loaded with 6 important short sale package forms, as well as space for 5 additional custom User Documents. All of these forms are completely editable and customizable. This way you have the flexibility to adapt your system as you deem necessary. The supplied system forms are as follows: FAX Cover Authorization: The FAX Cover Authorization is typically the first page of your short sale package. It announces to the bank that you are submitting a short sale package, and that you have included the authorization forms so they can communicate with you. Copyright Marko Rubel Page 79 of 111 MentorMeMarko.com

80 Authorization to Release: The full name of this form is 'Authorization to Release Information'. This form is signed by the borrower and it gives you or your negotiator the authorization to speak with the bank regarding their account. This for is very important because the bank will not communicate with you without it! Standard Packet Checklist: This document is not something that you'll send to the bank, but rather it is a checklist for you to make sure that your short sale package is complete. FAX Cover General: This is a generic fax cover page that you may use anytime you need to send a fax. Notice that all of your contact information and company name is listed in the header. SS Packet Cover Letter (Him) (Her) (They): The packet cover letter is typically the second page of your short sale package. The letter summarizes the reason for requesting a short sale, and it emphasizes why they should strongly consider the enclosed offer to purchase. There are actually versions of this letter (Him, Her, They), you'll use the letter that matches your homeowner, depending on where it's a man, a woman, or a couple. Hardship Letter: The hardship letter is a sample letter that you can give to your homeowner. This is an excellent letter so they should use it as a reference when they're writing their own hardship letter. It is important that the homeowner writes their own hardship letter though, because you want the details of their story to be accurate and true. Copyright Marko Rubel Page 80 of 111 MentorMeMarko.com

81 Your Template Editor Now after you've selected the documents that you want print, your next step is to press the Print Selected Docs button below it. When you press this button, it opens up your SSX Template Editor. The SSX Template Editor is a powerful editor that makes is easy for you to print out your documents. You can see in the image below, that the editor creates a tab for everyone document that you selected to have printed. Now you can see in this image that the editor opens up to the first document that you had selected, which is the Fax Cover Authorization form. Each one of the documents in the editor contains merge fields. These merge fields pull information from the Short Sale Xcelerator that you previously entered. Copyright Marko Rubel Page 81 of 111 MentorMeMarko.com

82 When the template editor opens your document to print, all of the merge fields have already been merged. So if the document looks good, you can simply right click anywhere on the document, and select print. But before we do that, since we've already right clicked, and we have the 'Options Box' open at this time, let's take a closer look at what options we have available to us in this menu. Copyright Marko Rubel Page 82 of 111 MentorMeMarko.com

83 New = for creating a new file Copy = to make a copy of whatever portion of the document you've selected Paste = to paste whatever you have copied on your clipboard Undo = to undo your last move Redo = to redo your last move Open File = allows you to select and open any file that you want to edit Save File = allows you to save your template as a.rtf file or a.doc file Open Merge Template = allows you to select and open any merge template Save Merge Template = allows you to save a merge field. Note that you should always rename a template that you're working on before saving it, so that it doesn't match the existing file name. NOTE: If you save over the existing file, that original file will be lost! Page Setup = this feature allows to select your size of paper, your source of paper, the printing orientation, and also the page margins Print Preview = allows you to preview the document, and zoom in on it, before printing it Print = This opens up your printing options. You can choose the printer you want to use, along with the printing properties as you normally would. Copyright Marko Rubel Page 83 of 111 MentorMeMarko.com

84 >>>Advanced Printing Option: For convenience can select Adobe PDF under the printer type, and the select the box Print to file, select OK, and the document will then be printed to a PDF File. Then later on you scan all of the documents that you got from the seller into PDF form, and using Adobe you can arrange them into the proper sequence, and then with just the click of a button, you can automatically or fax them to the lender using one of the efax companies such as MetroFax ( So what does that mean to you, a near paperless business! (You never need to print your documents out!) Now depending on the size of your business, and how many short sales you want to work on, you may decide to print out your documents, or you may decide to be only electronic. Just make sure that if you're doing it electronically you keep a backup! Because if you're computer crashes, or if you get a virus, you stand the risk of losing your documents. We'll get to the rest of the items in the ''Options Box' a little later, so for now let's get back to talking about our document and it's merge fields. So if you realize when looking at your document that one of the items didn't merge correctly, or if you want to look at, edit, or add or delete a merge field, you can view the merge fields by right clicking anywhere in the document and selecting Switch To Template. Copyright Marko Rubel Page 84 of 111 MentorMeMarko.com

85 If you want to return to the document view that shows the Merged fields, simply right click anywhere on the template and choose Merge, and you will be taken back to the Merge view. Let's look at the how the merge fields change between Template view, and Merge view. Copyright Marko Rubel Page 85 of 111 MentorMeMarko.com

86 Template View Merge View Copyright Marko Rubel Page 86 of 111 MentorMeMarko.com

87 Now as we mentioned earlier, these documents are completely editable and customizable. You can edit the documents as however you see fit. ATTENTION!!! Just remember that if you save a merge template, and don't rename it to something else first, then that document will become your new default template. For example, if you edit the Fax Cover Authorization, and then save in under the merge template name 'Fax Cover Authorization', then that form will become your new default template. Once you write over a default template, you can't go back to the original version of it. So if you want to save a different version of that template, but still keep the original, then make sure you save it under a different name, such as Fax Cover Authorization_version 2. There are many different merge fields that you can add into the document. If you want to add a merge field, the first thing you need to do is make sure that you are in Template mode, and not Merge mode. The next step is for you to place your cursor in the document exactly where you want the merge field to go. Then, right click on the template and it will open up the following control box. The items shown in the black box are merge field categories. To see the entire list of merge fields, you need to hover your mouse over one of the categories on the left, and it the actual merge fields will appear on the right. So for example if you want to insert the company's name at the top of the screen, you would simply place your cursor there, right click, hover your mouse over the field Company Info, and then select the word Name on the right. And that's it, you would then have a merge field. Copyright Marko Rubel Page 87 of 111 MentorMeMarko.com

88 IMPORTANT Note, when you add a merging field, it appears 'grayed out'. So make sure that you exit from that merge field by pressing the right arrow button twice on your keyboard. Otherwise you will remain 'inside' of that merging field and if you continue typing, you will be typing in that merging field. Later on it will not function properly when you try and merge the document. Now let's exit the Template Editor, and get back to the main Short Sale Xcelerator program. Copyright Marko Rubel Page 88 of 111 MentorMeMarko.com

89 Print Additional Documents Now let's refer to the right side of the screen, and look at the Print Additional Documents section. Repairs Estimate: The first button in the Print Additional Documents section is Repairs Estimate. By pressing the Repairs Estimate button, the system will automatically load the information that you completed in the repairs estimate section under the EVALUATE tab. This information is placed into a form that you can instantly print, and include in your short sale package. As you can see in the sample below, all of the pertinent information about the property, and the needed repairs, is conveniently organized for the lender to review. Copyright Marko Rubel Page 89 of 111 MentorMeMarko.com

90 CMA Analysis (Conservative COMPS) The second button in this section is the CMA button. By pressing this button, the system will pull up the conservative comps that you selected in the EVALUATE section so that you can print them. But of course, keep in mind that the report doesn't say 'conservative' on them anywhere, because that report will be sent to the lender. (And you don't want the lender to know that they are conservative comps!) The system will load up all of the comps that you selected earlier in the EVALUATE section, so all you have to do here is press print! Copyright Marko Rubel Page 90 of 111 MentorMeMarko.com

91 HUD 1 The third button in this section is the HUD 1 button. When you press the button, you'll first see the following popup: Copyright Marko Rubel Page 91 of 111 MentorMeMarko.com

92 What this popup is telling you is that the HUD 1 that you'll open from this button is for printing only. If you want to edit the HUD, you'll have to go back to the CALCULATE OFFER tab. So when you see this popup, press OK. After pressing OK, the HUD 1 will open up, along with a Page Setup window. Make sure that you select LEGAL when selecting your paper size. If everything else looks ok, press the OK button. Copyright Marko Rubel Page 92 of 111 MentorMeMarko.com

93 After you press OK, the Print Options box will automatically open up. Here you can select the printer you want to use, set the properties you want, and then print the document by pressing OK. Now as we said, if you want to edit the HUD 1, you need to go back to the CALCULATE OFFER tab, and select the button Open HUD. Copyright Marko Rubel Page 93 of 111 MentorMeMarko.com

94 Once you click on the button the editable HUD 1 form will open. NOTE: the only place where you can edit the HUD 1 form and actually save your changes is from this tab. You can access the HUD 1 form from Get Approval tab and from the Tools menu, however you cannot save the changes. The reason is that we want to minimize the users errors by changing the HUD at one place and then having the values in the calculator not corresponding to the values in the form. It is not possible for the system to read the values from the form and put them back in this calculator. It is advised for changes that are part of the calculator to make them in the calculator s fields, and then the system will update the HUD form. The HUD form lines that are not part of the calculator or its breakdown menus you can change directly on the HUD form, accessed from this tab. Copyright Marko Rubel Page 94 of 111 MentorMeMarko.com

95 Now let's say for example that you know some of these fields will always remain constant. Let's look at how you can save those fields to have default values in them, which will save you time in the future. Let's say that the name of your settlement agent will usually be Suzy Settler. The first thing we need to do is type her name in the field: Line H. SETTLEMENT AGENT. Copyright Marko Rubel Page 95 of 111 MentorMeMarko.com

96 Then you would click on the File button at the top of the screen, and select Save As Defaults. When you do this, you will see that several fields in the HUD 1 can hold default values in them. Anytime you want to load your default values for these fields, simply go to the File button at the top of the screen and select Load Defaults from the drop down menu. You should of course realize that these default values aren't fixed, you can write over them, or change them, anytime you need to. Ok now that we've talked about setting up default values, let's get back to talking about making changes to the HUD 1 for just the specific property that you're working on. It's really quite simple. All you have to do is type in the changes that you want to make and then click on the X in the top right hand corner of the screen (as you would when you're normally closing a document). Copyright Marko Rubel Page 96 of 111 MentorMeMarko.com

97 After you click on the ' X ', you'll see the following popup appear: You have 3 options at this point. You can: #1) don't check either of the boxes, and just press the Yes button to save the HUD 1. This will leave the existing HUD 1 unchanged, and you'll simply be creating an additional HUD 1. You'll be able to tell them apart because they will be saved with a time-stamp in their file names. The file that s saved last will be the one Open HUD button will open. >>>the reason that the system saves the HUDs with a time stamp, is so that when you're doing offers and counter-offers to the bank, you'll know which HUD is the current HUD by looking at the time stamp. #2) save the HUD 1 by overwriting the existing HUD. You do this by selecting the first box, and the press the Yes button. #3) If you think this is your Final HUD, you can select this option, and the system will save it with the name: Final HUD. To access any of the HUDs that you have created, simply go to the Tools menu at the top of the screen and select Open Existing HUDs. (note, however that these versions cannot be edited, they can only be printed.) Copyright Marko Rubel Page 97 of 111 MentorMeMarko.com

98 If you want to open up another version that you can edit, you have to click on the button Open HUD in the CALCULATE OFFER TAB. Copyright Marko Rubel Page 98 of 111 MentorMeMarko.com

99 Improve Fax Delivery The Improve FAX Delivery section can be found under the Generate SS Package tab, in the bottom right hand corner. If you're not using electronic faxing with Adobe PDF and an electronic fax, then you can use this section here to improve the delivery of your faxes. What you're doing in this section is printing labels which contain the account number, and page number, which you can place on each page of your short sale package. This will make it easier for the negotiator to go through the package. To do this, the first thing you will want to do is select the lien that you want to print labels for. Copyright Marko Rubel Page 99 of 111 MentorMeMarko.com

100 Then all you have to do is press the button Print Page / Loan# Labels, and you can print your labels. When you press the button, the following screen will appear: To print the labels, simply press the print icon which you'll find at the top left hand corner of the screen. You should use small Avery labels when printing. The labels are 1/2" x 1 ¾" in size. Copyright Marko Rubel Page 100 of 111 MentorMeMarko.com

101 There is a blank space available above the account number on each label. If you'd like you can add in the homeowner's name so that it shows above the account number. To accomplish this, simply type in the homeowner's name as shown here: Then when you press Print Page / Loan# Labels, the labels will appear as so: You also have the option of printing labels which contain just the name and address of the homeowner. To do this, simply press the Print Owner Info Labels button, and the labels will appear as so: Copyright Marko Rubel Page 101 of 111 MentorMeMarko.com

102 NOTE: When printing your labels, you may find that the print fields do not line up exactly right on the label, and they need to be adjusted. To make this adjustment, go to the header row at the top of the screen, choose the Tools button, and select Set Label Offset Settings. After you've made that selection, the following window will open: In this window, you can use the Vertical Offset & Horizontal Offset fields to move your print field accordingly. You should play with these settings until you find the combination which is just right for your printer. Copyright Marko Rubel Page 102 of 111 MentorMeMarko.com

103 SELL The SELL section will help you to create a buyer's list, manage your sales process, and help you to quickly identify the best selling opportunities. At the top of the SELL Section, you'll see a field for entering your general notes. Here you'll note the items such as Selling Terms, Lockbox, Gate code, etc. The rest of this section is made up of an electronic log sheet for you to store all of your potential buyers for the property. This is very important because to be good at selling properties, you have to be following up on your leads. So when someone calls about one of your properties, you want to log that call. You can do that by pressing the button Add New. Copyright Marko Rubel Page 103 of 111 MentorMeMarko.com

104 When you press that button, the following popup will appear: Copyright Marko Rubel Page 104 of 111 MentorMeMarko.com

105 This form will capture the following information: Date of: The system will automatically fill in the current date. Spoke With: Here you will enter if it was you that spoke with the person, your assistant, etc. Lead Source: It's always important to track where your leads are coming from. Your Interest: Choose here your level of interest in the buyer. (Hot, Good, Average, etc). Type Of Buyer: This section indicates how the buyer plans on purchasing the property Avail. $ Down: How much money the buyer has to put down on the property Credit: How good the buyer's credit is Name: The buyer's name Agent: Whether or not the buyer is working with an agent Phone Nr: phone number Fax Nr: fax number Notes: here you can enter any special notes you have about the buyer. One of the great features about this section is your ability to sort the columns. You can click on any one of the column headings and you can sort that column. This comes in very handy in many different scenarios. Let's say that you can to start calling your buyers, and you want to start with the buyers that you're most interested in first. In that case, just click on the heading Your Interest and the system will bring the best buyers to the top. Copyright Marko Rubel Page 105 of 111 MentorMeMarko.com

106 Or let's say that you want to track where your leads are coming from (which is an excellent idea by the way). In that case, all you have to do is click on the heading Lead Source and the system will automatically sort that column. Printing Another useful feature in the SELL Section is the Print feature. To access this feature, press on the Print button on the right hand side. Copyright Marko Rubel Page 106 of 111 MentorMeMarko.com

107 When you click on this button, the system will open up a window where you can print a complete buyer report for every buyer that is interested in your property! This is extremely useful as it allows you, (or an assistant), to follow up with these buyers when you're on the run, or outside of the office. No more scribbling down information on scrap pieces of paper! This is what the form looks like. So we hope you take advantage of all of the powerful features the Short Sale Xcelerator has to offer. Put this system to use, and it will maximize your profits, and simplify your business. Thanks for reading and let us know if this was helpful to you! Copyright Marko Rubel Page 107 of 111 MentorMeMarko.com

108 Appendix A About UDS Here s the Explanation on how the Ultimate Data Source service works! Short Sale Xcelerator connects to and combines several regional real property data providers, covering together over 1,000 counties all over the United States. This powerful database is called the Ultimate Data Source and it is updated daily. The access to the Ultimate Data Source requires low monthly subscription. Some of the services included are access to Property Profile reports that contain over 30 different data elements. You will find the Property Profiles very important in your analysis of a property! Some of the data elements readily available are the Last Sale Date, Last Sale Amount, Loans Amount, Square Footage, Lot Size, Year Built, Mailing Address, Full Owner Name, Tax Parcel Number, Assessed Value, etc. Another very important benefit of the Ultimate Data Source is its ability to provide you with the most accurate Comparable Sales (COMPS) report for a property that you are evaluating. This report is very accurate way to determine the Fair Market Value of a property in consideration. This COMPS report is more accurate than the Realtor s database (MLS Multiple Listing Service)! The reason for that is that an MLS contains only the properties sold through the MLS, and it does not have a record of any properties sold outside of MLS. For example, For Sale By Owner, or an investor purchased properties will not be in the MLS. The Ultimate Data Source will contain both, because it sources its data from a county s courthouse records. Once you perform the COMPS search, your system will return not only the comparable sales, but also the Property Profiles for each of the comparable sale properties, with up to 40 data elements for each individual comparable property. The mortgage information is dated at the time of last sale. It is important to subscribe to the Ultimate Data Source since the task of determining the accurate market value of a property is the most important part in your acquisition decision! Copyright Marko Rubel Page 108 of 111 MentorMeMarko.com

109 The monthly subscription is in the form of monthly credits, similar to your cell phone subscription. You will purchase a plan that gives you 500 credits per month. The cost of each plan depends on the length of subscription, but the credits are the same 500 per month. This 500-credits-per-month subscription is the minimum monthly commitment that gives you certain number of searches. If you do not use up all of the 500 units during your monthly term, you will lose what you do not use. If you exceed the 500 units, you are given the option to buy Top-Up credits that you can use that month. These Top-Up credits do rollover if not entirely used, so you can use them the next time you use up your monthly credits. One Month Term starts on the day you pay for the subscription, and ends exactly one month later. For example, if you start your subscription on January 21 st, your Month Term will end on midnight of February 20 th. Your new month-term starts on February 21 st and ends on March 20 th, and so on. Each Month Term has 500 available units. The cost per Property Profile, and COMPS search is listed on the Pink paper that came with your package, and on the website that can be accessed from the Online menu. For example, to make the calculation simple, let s say cost per COMPS and PROPERTY PROFILE search is the same - 20 credit units each (in reality the cost of those searches is different, but the concept is the same). That means that you could do total of 25 COMPS or Property Profile searches per month-term and not incur any additional charges (20 cost x 25 searches = 500 and 500 is your monthly allowable credit). What if you used 25 searches during your month-term? Assuming that the cost per search in this example is the same for Property Profiles and COMPS, and it is 20 units each, the 25 searches would exhaust exactly 500 units (20 x 25 = 500). In this case, you would use up all the credits available under your subscription, and not incur any additional charges. Copyright Marko Rubel Page 109 of 111 MentorMeMarko.com

110 What if you used 30 searches during your month-term? At the point that you don t have enough credits to run the search, you will be given the opportunity purchase TOP-UP credits. Purchasing these TOP-UP credits will allow you to continue running searches. Also these TOP-Up credits to not expire at the end of the month, you will be able to use these credits the next time you use up your monthly subscription credits. What if you used only 20 searches during your month-term? The 20 searches would use up 400 units, and you would have 100 remaining units for that month. You will have until the end of your month term to use them up, or they would be lost. Subscription is Pre-Paid meaning that if you select 12-month plan, you would be charged for your subscription upfront, and your access to Ultimate Data Source would start immediately. ACCESS TO ACCURATE PROPERTY DATA IS INCREDIBLY IMPORTANT FOR YOUR SUCCESS AS A REAL ESTATE INVESTOR If you want to profit, you need to have accurate and timely information about the property you are considering buying/flipping, and about the comparable sales that will determine its value. Would you agree? If you are of on your research, you may actually end up OVERPAYING for the property and consequently losing money. If you conclude that a property is worth less than in fact it is, you may walk away from potential profit. In both cases, you lose money! It took us over 2 years to integrate the best data providers in this system and cover the whole U.S.. We had to do it because out there you have only 2 main alternatives: Zillow (not accurate) or MLS (not complete). Single Subscription Covers Almost 3,000 Counties - your data subscription allows you full access to the whole Ultimate Data Source. This means that Copyright Marko Rubel Page 110 of 111 MentorMeMarko.com

111 you can obtain data records for any property in the United States all with one low monthly subscription! For example, let us say that you mainly work 3 counties in South Florida, but your bird-dog brought you a great lead that is in San Diego, California. Without the Ultimate Data Source, determining the Fair Market Value of that far away property might be a cumbersome task. Using this system, you can find out everything about that property (using Property Profile report) and determine its value (using COMPS report) within a few seconds, with no extra subscription costs or delay. As you realize, the Short Sale Xcelerator gives you a great leverage over your competition via this Ultimate Data Source subscription. > Tip: Subscribing during the first registration simplifies our accounting, so we are giving you 20% discount if you do so. This discount is only available during the first registration, so it is important to complete the subscription process right then. I hope you put this system to work and generate massive income in this current time of opportunity. When you decide to take your business to the next level, give us a call and we will recommend our products and events that fit your level and current phase of your business. Our office number is Let us help you expedite your success and your goals! I look forward meeting you in person at one of my live events, and possibly working with you personally! There s nothing more satisfying to me, than seeing other investors benefit from my work and change their lives because of it! I d like to hear from you and celebrate your success with you! Take action! To your success and better life! Copyright Marko Rubel Page 111 of 111 MentorMeMarko.com