ANALYZE AND FUND THE DEAL

Transcription

1 ANALYZE AND FUND THE DEAL KNOW YOUR MARKET & DETERMINE YOUR DEALS CHEAT SHEETS FOR RUNNING THE NUMBERS THE NUMBERS AND FUNDING

2 KNOW YOUR MARKET AND DETERMINE YOUR DEALS The very foundation of any great real estate deal lies in the numbers. Smart, successful real estate investors make decisions based on facts, not feelings. Getting to the facts is a process of discovery - and one that relies on information from the home seller, your own due diligence and what the local real estate market can tell you about your prospective investment property. In this module, you ll learn: What the Numbers Tell You How to Distinguish Suspects from Prospects How to Master Your Market

3 THE NUMBERS YOU NEED When gathering information about potential investment properties, you re looking for the facts. Some you will get from the home seller, others you will get during your deal analysis and due diligence. Regardless of the source you need the facts that help you determine if your deal is really a deal. There are key numbers you need to uncover since they form the foundation of the offer you ll make to the seller. In the Working with Sellers - One on One section, we walked you through the key info to gather from the seller. You also need a solid idea of these key numbers as well: Value of the Property After Repairs Cost of Repairs Holding Costs until Sold or In Service Cost of Money Desired Returns - whether a flip, wholesale or rental Acquisition Cost - purchase/closing Marketing and Resale Costs

4 PINPOINT TIP The Cheat Sheets for Running the Numbers give you all of the formulas and how to use them. Plus, you get insights to determine if your deal is worth pursuing and making the offer. Whether your end game is wholesaling, fix and flip or buy and hold, you ll find the formulas you need. Suspect or Prospect? Once you have a handle on the potential of a property and the seller s willingness to sell, it s time to give the property a full vetting. Investment real estate has risks - but many of those risks can be mitigated through careful due diligence.

5 DUE DILIGENCE: THE ULTIMATE CYA So you ve found a property with great profit potential. Be warned! Until you cash the check from closing on the resale, that s all it is...potential. In this section, you ll find the insider tips that investors use to make sure the deal is a deal from start to finish. A thorough analysis of the property is critical to success. But due diligence is more than a thorough property inspection, it takes that and more into consideration: The Structure(s) - What needs need work to meet code and appeal to your end buyer? The Infrastructure - Are the utilities sufficient? Are there existing but outdated services? The Land - What, if any, issue does the environment create at the location? The Legal - Is the land really what you think it is? The Authorities - What permit or other overarching authority issues could you face? If you re a new flipper, it helps to have a hole-poker. We re not talking about a device to check wood rot and termite damage; we re talking about a devil s advocate - someone with more experience than you that will poke holes in your deal and keep your exuberance in check. If you re an experienced flipper, you may know the game but a good hole poker can help keep you out of trouble. Too often, experienced investors suffer from two very real dangers. They get addicted to the deal because of their past successes. That leads to the second danger - sloppiness. They become less thorough in their due diligence and the results of lax due diligence are never good. There are always bound to be gotchas with any property and project, so careful due diligence is always in order.

6 THE GOTCHA CHECKLISTS Below are some of the gotchas that will get you in each area of due diligence. Disclaimer: This list may or may not be relevant to your area. We suggest you consult with local investors and add your own due diligence items. THE STRUCTURE(S) - What needs need work to meet code and appeal to your end buyer? The Unseen The Visible Check crawl spaces, basements and attics. These are areas that get little attention from homeowners and can reveal significant problems. Look for: Potential water intrusion Pest infestations and damage Other: Structural insufficiencies Mold Insulation issues Asbestos or Lead paint Aluminum wiring and other electrical Test all the mechanicals - HVAC, water heater, plumbing (inside and out including irrigation). The Walls, Ceilings, Doors and Windows - what needs painted or replaced? Will you move or take down walls? Flooring - how much needs replaced or refinished? Kitchen and Baths - what level of renovation is needed? The Exterior - roof, siding/brick, soffits, garage, patios, sidewalks or decks. Use a property inspection checklist to gather all the info needed to build your renovation budget.

7 NEWBIES BEWARE! If you are new to house flipping, don t rely on your own experience (or lack of) when it comes to completing due diligence. Get a home inspection - and insist on being present for the inspection. Use a hole poker - someone with more experience - to point out the possibilities and the pitfalls. Get to know every aspect of your potential purchase so you can build a realistic budget and timeline - or maybe even walk away from the deal if the repairs are more than initially anticipated. WHAT ABOUT THE NEIGHBORS? AND THE NEIGHBORHOOD? There s a lot you can do to fix a house but you can t fix the neighbors. Explore the neighborhood at different times of day to see neighborhood activities. Take a look around at adjoining properties. Is there junk in the yard, unkempt landscaping or other undesirable aspects that can scare away potential buyers? Can something as simple as a privacy fence fix the problem or are you dealing with an eyesore you can t hide? BE MINDFUL OF OTHER THINGS YOU CAN T CHANGE. Those massive power lines? You can t do much about that - but if you must buy a property with nearby power lines, be sure to build this detractor into your after repaired value and your estimated holding time since it s likely to take longer to sell the property. Other potential pitfalls: railroad tracks, steep hills and erosion, busy streets, and nearby commercial properties.

8 Water and Sewer Oil Tanks Electrical THE INFRASTRUCTURE - Are the utilities sufficient? Are there existing but outdated services? Check with local providers about the services to the property. Are you dealing with well and septic? Extra due diligence is in order. Many are no longer in service but may still be on site. Verify how to remove from the property (whether buried or above ground). Is the electric service panel sufficient to handle new appliances or any other additional demands? THE LAND - What, if any, issue does the environment create at the location? Water & Ice Grading Landscape If at all possible, visit the property when it s raining or during a heavy snow. A site visit during inclement weather can tell you a lot about potential problems. If you can t visit during a weather event, talk to neighbors about typical occurrences during storms. Over time, the grading around a property changes. Look for potential problems with soil levels, stormwater flow and more. Are there trees or other landscaping that can cause potential problems?

9 Deed & Title Boundaries Easements Upcoming Annexation or Assessment Zoning Insurance THE LEGAL - Is the property really what you think it is? Under no circumstance should you close on a property that hasn t had a thorough Title Search. A title search reveals legal documents that are evidence of the history of a property, financial or otherwise. It determines relevant interests in and regulations concerning the property. It s always prudent to purchase title insurance, which covers the loss of ownership should defects in the title arise. Mortgaged properties must have title insurance. Most properties in platted subdivisions have clear boundary lines. But not every flipped property is located in a subdivision. Make sure you know what you are buying and that county records reflect the actual legal boundaries and that your plans for the property are within local regulations. Title searches may not reveal easements - especially if individuals or government entities have facilitated changes in boundary lines for any reason. If you suspect easements, it s best to get a survey. Growth and development can be a catalyst for municipalities to annex areas or charge assessments for connection to government infrastructure. Be sure to check for any potential issues that can occur while under your ownership. Most existing properties fall within local zoning regulations. When properties have or plan to add a second unit or other significant changes, zoning can become a major issue. Zoning problems can halt a project, create funding issues or require variances from a government entity. Contact an insurance broker during your due diligence period. Vacant properties often require different policy provisions and premiums. You need a clear picture of the type and costs of a policy for your flip project.

10 THE AUTHORITIES - What permit or other overarching authority issues could you face? Permits Most rehabbers know the local regulations when it comes to permitting new work. If you don t, call your local government office to find out more. But what a lot of investors don t know is that OLD work that was not properly permitted can be a big problem. Know before you commit to the property. HomeOwners Associations (HOA) If you are proposing work on a property within an HOA, it s best to get a copy of the Covenants and Restrictions. Work that doesn t fall within the area s written guidelines can be very costly. Historical Districts These entities can have a big impact on renovation plans. Be sure to check your location to see if it falls in a historic district that requires committee approvals for proposed changes. Other Restrictions Be cautious of protected areas where removing plants or other environmental changes can impact protected species of plants and animals. PINPOINT TIP Beware of the NIMBY s NIMBY s are the Not in My Backyard neighbors who oppose the work you re proposing and can become a major nuisance. Though most neighbors are happy to see a problem property being given the TLC it needs, you may still be the target of a nosy NIMBY.

11 The Bottom Line - Facts Not Feelings Due diligence is almost like insurance for your fix and flip project. And while you can t file a claim in the event of loss, you can do everything in your power to avoid loss and make big profits. When assessing a property for investment, focus on facts - not feelings. You have to do your homework - and do a thorough analysis of the physical property along with everything that can impact your budget and your timelines. When and if you find a problem before you close on the purchase, it s still possible to get it good deal. Revisit your budget and renegotiate and if that doesn t work, consider moving on to the next deal. HOW TO LEARN YOUR MARKET Fundamental to your success as a real estate investor in any niche, in any area is solid knowledge of the local market. Virtually everything about your potential investments is impacted by the conditions in your local market. If you are new to real estate investing, learning your market may not be as intimidating as you think. But building that base of knowledge will make you a more nimble investor who can take deals to closing faster and for potentially more profits.

12 IF YOU ARE A NEW WHOLESALER Your role in the world of real estate investing is to negotiate deals that your investor buyers want to purchase. Because of that, you want to focus your efforts in the areas where active real estate investors are flipping and renting properties. Look for job site properties. When you see a number of properties in a concentrated area that are under renovation, it s safe bet that investors are focused on flipping there. Get to know those neighborhoods. Connect with local investors inside the Connected Investors Community. Look for groups that focus on the cities where you will wholesale. Post a question to the group to find out the areas and price ranges they flip. Go to your local REIA. Networking with area investors is always a good idea. You ll learn the preferred areas and make valuable contacts. Even a small network of active investor buyers can put money in the bank for you!

13 IF YOU ARE A NEW HOUSE FLIPPER Unlike the wholesaler, you are looking for properties to purchase for flipping or perhaps for rental income. The areas you focus on should be driven by market demand, capital availability and even the property types - especially age. LOCAL MARKET DATA - Check with your local association of Realtors. They have data on the most in-demand price ranges - and many times they offer monthly reports online on current market conditions. When you focus on market demand, you set yourself up for a quicker flip. FUNDING - The amount of funding you have available to you should be a major consideration when choosing your niche. Unless you have extraordinarily deep pockets, you ll need to work in the price ranges that you can secure funding for. PROPERTY TYPE - Not everyone has the wherewithal to restore historic homes - no matter the market demand or availability of funding. Be mindful of what it takes to renovate different home types. BECOME A MARKET EXPERT It s relatively easy to learn market values in your chosen niche. Let s say you ve determined that an area between the local mall and several schools is in high demand. Drive the area, set up notifications from Zillow or a local listing site and watch for new listings, pending and sold properties. You can learn typical values fairly quickly. Of course, typical is not what you use to run your numbers. It s simply a way to quickly screen areas for potential investments.

14 PINPOINT TIP Find a complete overview on running Comps in the Cheat Sheets section The Right Stats for the Right Price When determining your ARV sales price, you want to look for comparable sales with the following characteristics. LOCATION Located within a 1 mile radius whenever possible or as close to the property as possible. There are exceptions to this rule. For example, a comp in close proximity may be much older or newer, it may have a better or worse location such as a busy street or railroad or it sold too long ago. On the flip side, a house 3 miles away in a similar neighborhood could possibly be a good choice.

15 PRICE PER SQUARE FOOT Choose properties of similar size, age and neighborhood and use the price per square foot as a benchmark. PSF is a time-honored method of real estate valuation in many areas, but not all. It does have limitations, however. It won t account for a better than average location or the upgrades recently made to the home. Homes that may look similar will vary widely in their features so look carefully at each home chosen as a comparable. One home can have high-end interiors like granite countertops and hardwood floors while another may have laminate and vinyl. Be mindful of lot size also. In a cookie cutter neighborhood, this may not be significant even if it s a couple hundred square feet, but if you re looking at a two acre lot, it makes a big difference and price per-square foot numbers need more careful analysis. SELECT RECENT SALES A sale date within a very recent time frame is ideal. Look for sold properties within the last 3-4 months - less in a hot market; look back further in a slow market. THE MORE ELUSIVE ELEMENTS Always use hard data when deciding the resale price of a property...but it shouldn t end there. There are less quantifiable aspects to just about every property, and they deserve consideration - because they can step up or step down the value. Proximity. Is the property close to added-value locations such as good schools, water views, and nice surrounding neighborhoods? Or are there nearby looming power lines, railroads, busy streets, flood zones and other detractors?

16 Neighborhood Character. Is the home located in a gentrifying area? Or are homes in the area in some level of decline? Growth. Related to proximity, this aspect has to do with the demographics in the area near the home. Is there new development in the works, with the potential to positively impact the home s value? Or are businesses shuttering and nearby home sales lagging? The Home Itself. Are there distinctly unique features of the home that have wide appeal? Or does the home have some funky aspects that could turn potential buyers away? THINK ABOUT THIS WHEN SETTING THE PRICE Past Sales When pricing, study past sales - not current, active listings. Review recent sold properties. None will be identical but look at the similarities and differences. Active listings These are homes currently on the market that have not yet sold. While they shouldn t be used as comparables, they can be informative. How long has the home been on the market? What characteristics could be limiting the sale? While newer, active listings are your competition; older listings may only be an indicator of what your property won t sell for. Price per Square Foot Pay close attention to the price per square foot. This is where the science and raw data come even more into play. Once you find comparable properties, make note of their price per square foot and get an average of those homes. You can use that average and apply to your property to begin pricing.

17 Appealing Price Point Find that appealing price point. Think about a typical shopping experience. Most items are priced just below the next higher dollar amount. You rarely see something priced for $20 but rather, pricing is often set at $19.95 to keep below a psychological tipping point. Once you have a target price in mind, think about prices that are your buyers tipping point. For example, if you have a target price of $205,000 in mind, consider listing it for $199,995. It s an effective strategy if your budget can handle it. You ll attract buyers who search by price range (and who doesn t?). Plus you ll tap into that tipping point psychology that items priced just under the next highest number are more appealing to potential buyers. Use a Price Band Strategy Look at the current, active listings in your price range and neighborhood. Find the soft spot where your home s price fills a void. Find that empty spot and separate your home from the pack so it generates interest and gets showings. For example, if three homes are priced from $164,995 to $168,995 and the next comparable homes are in the $184,995 range, considering pricing your property in the $170,000 price band. Inventory This is the supply and demand factor every home seller has to deal with. Lots of homes on the market? Buyers are in the driver s seat because of competition. Few homes on the market - especially ones like yours? You ve got a better chance of commanding your price. The Local Economy Areas where there is growth in employment will command higher prices. Homes located close to major employers that are expanding can drive pricing. Stay aware of the economic indicators when you buy and sell fix and flip properties to maximize profits.

18 Unsold Homes Look at your current competition. Homes that are on the market but haven t sold hold some important information. How long have they been on the market? What s their price per square foot? Do they have disadvantages such as a busy street or other detractors? Watching the sales activity of similar homes can help you gauge your pricing strategy throughout the listing period.

19 CHEAT SHEETS FOR RUNNING THE NUMBERS Running the numbers on your potential investment properties is the key to determining your profit potential. In this section, we give you a variety of Cheat Sheets for Running the numbers on: FIX & FLIP PROPERTIES House Flippers Max Offer using a Margin (The 70% Rule) Flippers Offer Using Desired Profit Wholesalers Offer - using flat fee or percentage Rental Properties Landlord s NOI, Leverage, and Debt Service

20 THE FIX & FLIP CHEAT SHEETS CHEAT SHEET #1 THE FIX & FLIP FORMULAS Determine what to offer for a fixer upper that will net you the profits you desire. This is the Maximum Allowable Offer (MAO) and provides you several different ways to run the numbers on your deals. CHEAT SHEET #2 THE WHOLESALER S FORMULAS Calculate your offers when you are wholesaling. Two different formulas will help you calculate offers with your wholesale fees built in. CHEAT SHEET #3 USING COMPS FOR AFTER REPAIR VALUE Make a Comparables Analysis to determine the After Repair Value of the property. This is critical to making logical and profitable offers. CHEAT SHEET #4 CALCULATING THE COST OF MONEY Formulate a plan for funding your property and project. The Cost of Money can be a big one, and it s critical to include it in your calculations. CHEAT SHEET #5 FIX AND FLIP EXPENSES Inspect and Budget for the property s renovations. Every property is unique in character and needs, but having a good, working Cheat Sheet will help you cross your t s and dot your i s.

21 CHEAT SHEET #1 THE FIX & FLIP FORMULAS MAO (Max Allowable Offer) Used by house flippers, The Maximum Allowable Offer (MAO) formula for flipping is based on the 70% rule. The 70% rule is the notion that an investor cannot pay more than 70% of the After Repaired Value (ARV) of the property after accounting for the cost of funding, repairs, holding costs and resale commissions and costs. It looks something like this: ARV $150,000 Value of property after repairs Loan (Cost of Funding) 6,000 Origination fees, Closing fees, Interest Repairs 25,000 All expenses related to renovations Holding Costs 2,000 Insurance, Utilities, Taxes, HOA, other ReSale Fees 9,000 Realtor Fees (6%) $108,000 x.70 ARV minus costs to flip $ 75,600 Maximum Allowable Offer If it all plays out as planned your projected profit is $32,400 ($108,000 $75,600)

22 AN ALTERNATIVE TO THE 70% RULE Every fixed and flipped investment property requires a different amount of time, cash and considerations. The 70% rule at its most basic, builds in a 30% profit margin and can be a great rule of thumb. But investors can also look at property that may be a really quick and easy flip and determine that a property is a good deal even if doesn t meet the 70% rule simply because the time and money needed to complete the deal is less effort. Rather than use a margin, use a set profit amount. For example, let s say you can pick up a 1000 sf brick ranch in a very marketable neighborhood. The ARV is $150,000. The house only needs some basic cosmetics to bring it up to market and you can get the job done with little time and hassle. Repair costs are only $12K and holding costs are lower because the renovation time is shorter. In this case, you ll build in your desired profit to determine your offer. ARV $150,000 Value of property after repairs Loan (Cost of Funding) 5,000 Origination fees, Closing fees, Interest Repairs 12,000 All expenses related to renovations Holding Costs 1,000 Insurance, Utilities, Taxes, HOA, other ReSale Fees 9,000 Realtor Fees (6%) Desired Profit - 20,000 $123,000 ARV minus costs to flip $103,000 Maximum Allowable Offer If it all plays out as planned your profit is $32,400 ($108,000 $75,600) WHEN IT S OKAY TO BREAK THE RULES: When you have a guaranteed built-in buyer. No need to pay resale fees. When your cost of money is lower (e.g. a subject-to transaction) or access to cheap cash

23 HOUSE FLIPPER S OFFER CHEAT SHEET USING THE MAO 70% RULE ARV (After Repair Value) $ Deduct the Cost of Money (Origination fees, Closing fees, Interest for holding period) - Deduct Cost of Repairs (All expenses related to renovation) - Deduct Holding Costs (Insurance, Utilities, Taxes, HOA, other) - Deduct Resale Fees (Realtor Commission, other costs related to resale) - ARV minus costs to Flip - x.70 MAXIMUM ALLOWABLE OFFER PROJECTED PROFIT (ARV - COSTS - MAO) BASED ON DESIRED PROFIT ARV (After Repair Value) $ Deduct the Cost of Money (Origination fees, Closing fees, Interest for holding period) - Deduct Cost of Repairs (All expenses related to renovation) - Deduct Holding Costs (Insurance, Utilities, Taxes, HOA, other) - Deduct Resale Fees (Realtor Commission, other costs related to resale) - ARV minus costs to Flip DESIRED PROFIT $ - MAXIMUM ALLOWABLE OFFER PROJECTED PROFIT (ARV - COSTS - MAO)

24 CHEAT SHEET #2 THE WHOLESALER S FORMULAS The Fix & Flip formulas are also used by wholesalers. They use the same basic formula but include a wholesale fee one of two ways. 1. They use a 65% Rule that accounts for their wholesale fee. Using the Fix & Flip example the wholesaler would make an offer of $70,200 and charge a $5400 wholesale fee to the investor buyer. $108,000 ARV minus costs to flip x.65 $ 70,200 Max Allowable Offer when Wholesaling 2. The Set Fee Formula. Using the Fix & Flip example, the wholesaler adds the fee into the costs. Let s say this wholesaler wanted a bigger fee because it was a difficult property to get under contract. It would look something like this: ARV $150,000 Value of property after repairs Loan (Cost of Funding) 6,000 Origination fees, Closing fees, Interest Repairs 25,000 All expenses related to renovations Holding Costs 2,000 Insurance, Utilities, Taxes, HOA, other ReSale Fees 9,000 Realtor Fees (6%) $108,000 x.70 ARV minus costs to flip 70% Rule Applied $ 75,600 Net Offer before Wholesale Fee Wholesale Fee - 10,000 $65,600 Max Allowable Offer by the Wholesale

25 WHOLESALER S OFFER CHEAT SHEET USING THE 65% RULE ARV (After Repair Value) $ Deduct the Cost of Money (Origination fees, Closing fees, Interest for holding period) - Deduct Cost of Repairs (All expenses related to renovation) - Deduct Holding Costs (Insurance, Utilities, Taxes, HOA, other) - Deduct Resale Fees (Realtor Commission, other costs related to resale) - ARV minus costs to Flip - MAXIMUM ALLOWABLE OFFER x.65 BASED ON A SET WHOLESALE FEE ARV (After Repair Value) $ Deduct the Cost of Money (Origination fees, Closing fees, Interest for holding period) - Deduct Cost of Repairs (All expenses related to renovation) - Deduct Holding Costs (Insurance, Utilities, Taxes, HOA, other) - Deduct Resale Fees (Realtor Commission, other costs related to resale) - ARV minus costs to Flip WHOLESALE FEE $ - MAXIMUM ALLOWABLE OFFER

26 CHEAT SHEET #3 USING COMPS FOR FIGURING AFTER REPAIR VALUE There an art and science to determining the ARV on fix and flip properties. And both need to be mastered to become skilled at calculating ARV. The science lies in the data. You ll need access to the local MLS to get real-world numbers on actual recent sales. Unless you re a licensed agent, you ll need to work with a local Realtor. You cannot rely on guesstimate websites to give you the real information you need. The art of the ARV lies in the more subjective judgements - the condition of the comps, the fit and finish, the location and its relative value plus much more. Once you know your market well, you ll find determining ARV relatively easy. The key is always using up-to-date market SOLD comps and thoroughly assessing the comparable properties to your own and its after repair value.

27 THE KEY FACTORS Proximity Age Condition Square Footage Beds Baths Parking Porches/ Decks Fireplaces Comps should be within 1 mile whenever possible The best comps will be within a 5-7 year age range Most comps aren t just fully renovated. Look for homes in excellent condition or make adjustments for those that aren t. Similar sized properties are best - but if none are available, you can work with a price per square foot adjustment Look for comps with similar number and size Ditto A garage adds value; on-street parking does not. Adjust for properties without similar parking amenities. Outdoor features add value - if your comps don t share similar characteristics, make adjustments. The importance of this will vary depending on locale. In Florida, it may not be a relevant. In Minnesota, it can be. Other + or - This is where you account for pluses or minuses. Huge power lines nearby? Adjust down. Close to a fantastic amenity? Adjust up. DOM/Sale Date Knowing the days on market (DOM) can tell you how wellpriced a property was. The sale date is useful for understanding the selling season and it s up and down swings.

28 COMPARABLES CHEAT SHEET Use this sheet to compare attributes of your property in relation to recently sold properties. Use only SOLD properties. Then use the Comparables Adjustment Cheat Sheet to determine your property s ARV. ADDRESS SUBJECT COMP 1 COMP 2 COMP 3 SOLD Price Proximity n/a n/a Age Condition Square Footage Beds Baths Parking Porches/ Decks Fireplaces Other + or - DOM/Sale Date

29 COMPARABLES ADJUSTMENT CHEAT SHEET Use this sheet to make up or down adjustments to your property s ARV (After Repair Value). The values placed on the adjustments will vary depending on your region and market conditions. Example: If your property has a garage but none of the comparables do, enter a (+) value that is relative to the value of a garage in your area. ADDRESS SOLD Price SUBJECT COMP 1 COMP 2 COMP 3 Proximity n/a Age Condition Square Footage Beds Baths Parking Porches/Decks Fireplaces Other + or - DOM/Sale Date TOTAL ADJUSTMENTS Adjusted Value (Sold Price + or - Adjustments) Once you ve made adjustments to the Comparables, there are several ways to calculate the ARV. Price per Square Foot: Divide the Adjusted Value by the number of Square Feet to get the Price Per Square Foot. Then, multiple your property s square footage by the Price Per Square Foot. Average: Add the Adjusted Values together and divide by the number of Comparables included in your calculations.

30 CHEAT SHEET #4 CALCULATING THE COST OF MONEY Unless you ve got a pocket full of cash to fund your deals, you ll need to borrow money for your fix & flip projects. Some investors use hard and private money loans, some tap into the equity of their own home and assets, and fewer still use traditional financing like banks. In our examples, we ll assume this is a hard money loan. We all know borrowing costs money and the cost of money varies widely, depending on the source. Despite where the money comes from, it s important for fix & flip investors to include funding costs in their overall project budgets and plans. Most fix and flip investors borrow both the acquisition funds and the rehab funds, plus the carrying costs including interest payments for 6 months. Depending on the local market, six months is typically enough time to renovate and remarket the property. Many fix and flip loans are interest only loans and do not require payments during the loan period. This cheat sheet provides you a quick and easy way to calculate the cost of money for your project. To run the numbers on the cost of your funding, you ll need:

31 1. After Repair Value (ARV) - We covered ARV earlier, but it s important to remember that the lender s ARV and yours will vary. The lender s after repair value is determined by the appraisal that is part of loan application. Most investor lenders will loan 65% of the ARV. Check with yours before signing on the dotted line. 2. Purchase Price - The amount of money you are paying for the property. 3. Rehab Costs - The rehab costs are outlined in your rehab budget and scope-of-work. It s the renovations that will make the property s numbers work using its estimated after repair value. 4. Points (Origination Fees) - A point is equal to 1% of the total loan amount. Points vary widely among lenders, so it s critically important to compare among lenders and include this is your funding costs. 5. Closing Costs (Title, Taxes, Insurance) - Closing costs are paid when you purchase the property and includes title fees, insurance, & taxes. If you are paying a wholesaler a fee, be sure the fee is included in your calculations. 6. Interest Reserve (Prepaid Interest) - Not all lenders require this but the interest reserve is simply prepaid interest. When applicable, prepaid interest is reserved at closing and withheld from distribution of the proceeds. TOTAL COSTS This is everything you should expect to have paid by the end of the term of your loan. This includes the loan amount and all associated costs/fees. LOAN-TO-VALUE RATIO (LTV) This is the total cost relative to the after repair value of the subject property. Most lenders work on a 65% loan-to-value ratio, but it varies. Check with your lender before committing. For this example, let s assume the ARV is $150,000. You will borrow the funds for 6 months at at 12% interest with 5 points in origination fees. Closing costs are $5000.

32 EXAMPLE: CALCULATING THE COST OF BORROWED MONEY HOW MUCH LOAN? After Repaired Value $150,000 X Loan to Value (LTV %) X.65 Maximum Loan Amount = $97,500 ESTIMATING LOAN PROCEEDS (The loan minus the costs to get it) Maximum Loan Amount $97,500 Points/Origination Fees (Loan Amount x Points Percentage) - 4,875 Closing Costs (Title Fees, Taxes, Insurance, Wholesale Fee, other) - 5,000 Total Available for Acquisition and Renovation = $87,625 Purchase Price - 55,000 Amount Available for Renovations = $32,625 CALCULATING THE COST OF BORROWING Points/Origination Fees (Loan Amount x Percentage $4,875 Closing Costs (Title Fees, Taxes, Insurance, Wholesale Fee, other) 5,000 Annual Interest (Loan Amount x Interest Rate %) = $97,500 x.12=$11,700 Divide Annual Interest by 12, then multiply by the number of months the loan will be in place. $11,700/12= $975 x 6 months 5,850 Total Costs of Borrowing = $15,725

33 CALCULATING THE COST OF BORROWED MONEY CHEAT SHEET HOW MUCH LOAN? After Repaired Value $ X Loan to Value (LTV %) X Maximum Loan Amount =$ ESTIMATING LOAN PROCEEDS (The loan minus the costs to get it) Maximum Loan Amount $ Points/Origination Fees (Loan Amount x Points Percentage) - Closing Costs (Title Fees, Taxes, Insurance, Wholesale Fee, other) - Total Available for Acquisition and Renovation = Purchase Price - Amount Available for Renovations = $ CALCULATING THE COST OF BORROWING Points/Origination Fees (Loan Amount x Percentage + Closing Costs (Title Fees, Taxes, Insurance, Wholesale Fee, other) + Annual Interest (Loan Amount x Interest Rate %) = $97,500 x.12=$11,700 + Divide Annual Interest by 12, then multiply by the number of months the loan will be in place. $11,700/12= $975 x 6 months Total Costs of Borrowing =$

34 CHEAT SHEET #5 FIX AND FLIP EXPENSES The numbers on the cost of repairs are important but so are other costs related to the profitability of your fix & flip project. SIX THINGS TO REMEMBER WHEN PREPARING YOUR BUDGET 1. Always do a thorough inspection and make note of the deficiencies. Also make note of critical measurements. This will save you time when sourcing everything from doors to baseboards to vanities. 2. Be prepared for the unexpected. Even with the best inspections, you ll discover unplanned repairs and expenses. 3. Always build in a cushion - in both money and time. Many rehabbers add 10% to their overall budget plan to account for additional repairs and delays in finishing the project. 4. Be sure to include holding costs, such as taxes, insurance, utilities and the cost of money. All of this should be accounted for when preparing your MAO (Maximum Allowable Offer). 5. When getting repair estimates, always get more than one! And get contractor referrals from other experienced flippers. 6. Size matters! Your neighbor may assure you that their new roof or flooring only cost $ but you ve got to compare apples to apples. His 1200 square foot brick rancher is much cheaper to cover than a two story, 1800 square foot contemporary home. There s volumes written on what and how much to expense for repairs. We can t cover all of that here, but rather, this worksheet will help you account for the line item expenses for your project.

35 PRE-PURCHASE PROPERTY INSPECTION & BUDGET CHEAT SHEET Repair Area Est. Cost WALLS Typical Wall Construction & Materials? Crown/Other Moldings? Repairs Needed CEILINGS Type of Finish? Repairs Needed BASEBOARDS & TRIM Type? Repairs Needed INTERIOR DOORS Type? Trim? How Many? Hardware? Condition? FLOORING Living Areas: Replace? Y N Type: SF: Kitchen: Replace? Y N Type: SF: Bedrooms: Replace? Y N Type: SF: Baths: Replace? Y N Type: SF: Other: Replace? Y N Type: SF: FIREPLACE Type? Condition? Repairs? BEDROOMS How Many? Lighting? Closets: Type? Condition? BATHROOM # Condition of Vanity Size? Tub? Hardware & Plumbing? BATHROOM # Condition of Vanity/Size? Tub? Hardware & Plumbing? Other: Toilet? Subfloor? Toilet? Subfloor?

36 Repair Area Est. Cost KITCHEN Cabinets: Condition? Appliances? Plumbing: DW? Linear Ft? Counters? Electrical? Sink/Faucet? LAUNDRY Plumbing? Flooring? ELECTRICAL Wiring Type? Main Panel: Age/Location/Capacity? Subpanel: Age/Location/Capacity? Electrical? Storage/Other? Switches/Outlets? HVAC Type? Air Handler? Vents (Up/Down/Wall)? Wiring? PLUMBING Type/Age? Water Heater: Location? Hose Bibs? Age? OTHER UTILITIES Gas or Propane? WINDOWS How Many? Repair or Replace? EXTERIOR DOORS How Many? Repair or Replace? Type? Type? EXTERIOR CLADDING Type? Soffit/Fascia? Repairs? Shutters? FOUNDATION Type? Slab Crawl Condition? Height/Access? Insulation?

37 Repair Area Est. Cost ROOF Condition? Gutters? ATTIC Access? Sheathing? Chimney? Framing? Insulation? GARAGE Attached Detached Framing/Walls? Door? Wiring? PATIO/DECK Type? Repairs PORCH Type? Repairs Size? Size? DRIVEWAY Type? Repairs Approx. Size? LANDSCAPING/YARD SHED/STORAGE FENCING Type? Condition? PESTS Treatment Needed? HOA Yes No

38 Repair Area Est. Cost FLOOD ZONE Other Unusual Assessments? WATER/SEWER Service Provider? Well/Septic? DEBRIS Removal? Dumpster Needed? Y N City OTHER SUBTOTAL PLUS 10% OVERRUN TOTAL REPAIR ESTIMATE ARV HOLDING COSTS SALES REPAIRS SUBTOTAL PROFIT MAX OFFER (Based on Comps) (Taxes, Insurance, Utilities, HOA, Yard Maintenance, Cost of Money) USING FORMULA (65%/70% or Desired Profit)

39 THE LANDLORD CHEAT SHEETS Novice landlords often make the mistake of thinking that if the rent covers the mortgage, it s a money maker. Nothing could be further from the truth. Successful landlords know that a mortgage payment is only part of the picture. They utilize tried and true measurements like Net Operating Income to make sure their rental properties are properly (and safely) leveraged. It s just as important to give potential rental properties entirely different considerations than flip properties before investing. There are very useful formulas to help compare apples to apples and make smart acquisition decisions. In this section, you ll find the following Cheat Sheets to Figure your Rental Investments:

40 CHEAT SHEET #6 NOI - NET OPERATING INCOME Determine NOI. This tells you if your rental is making money. It accounts for income and expenses and allows you to make smart decisions on expenditures and the placement of debt. CHEAT SHEET #7 SMART LEVERAGE USING NET OPERATING INCOME (CASH FLOW) Evaluate the financials on the property and determine how much debt the property can safely support. CHEAT SHEET #8 GRM- GROSS RENT MULTIPLIER Quickly compare potential income properties prior to diving into deeper analysis CHEAT SHEET #9 CAP RATE Go beyond GRM to determine the value of multi-unit income properties using Cap Rate. CHEAT SHEET #10 DSCR - DEBT SERVICE COVERAGE RATIO Figure out if your income property can handle debt and if a lender will even consider a loan on the property. CHEAT SHEET #11 CASH ON CASH RETURN Use this to determine if an asset is worth further analysis and even more useful, it can be used to compare potential investments and the cash required for the investment. CHEAT SHEET #12 ROI - TOTAL RETURN ON INVESTMENT A very useful measure, this tells you what you are actually getting paid to own the property.

41 CHEAT SHEET #6 NET OPERATING INCOME (IS YOUR RENTAL REALLY MAKING MONEY?) The Net Operating Income calculation is fairly straightforward. Rental income minus the expenses to own and operate the property equals the Net Operating Income (NOI). NOI tells you how much cash flow the property is generating monthly. NOI does not include debt service (i.e., the mortgage payment) but we do include this in Cheat Sheet # 7, where we show you how to safely leverage a property and still realize cash flow. To calculate a rental property s NOI, you ll need some basic data on the property. All figures should be based on monthly amounts. 1. Rent - What is the projected monthly rent to be received? 2. Taxes - What are property taxes on the subject property (Annual Taxes divided by 12) 3. Insurance - What is the monthly insurance premium? 4. Vacancy Rate - This helps you budget for vacancy and will vary with the turnover rate. If turnover is rare, use a lower percentage of the monthly rent amount. If turnover is high and it takes several weeks to ill vacancies, use a higher rate. 5. Repairs - All properties need repairs - even newer ones. Don t skip this, as it allows you to theoretically set aside a budget for repairs. Most landlords use 8-10% of the monthly rent. 6. Management Fees - Even if you self manage, you should include a management fee - your business incurs management expenses, too. Most management fees run from 6-10% of the monthly collected rent. 7. Other Fees - HOA, lawn maintenance and other miscellaneous expenses are accounted for here. The result of your calculations is the Net Operating Income, or monthly cash flow BEFORE any mortgage payments.

42 NET OPERATING INCOME Rent $1000 Deduct Taxes Deduct Cost of Insurance - 75 Deduct Vacancy Rate 10% of monthly rent. The percentage should vary with the property s turnover rate Deduct Repairs 8% this varies by property and helps you budget for repairs - 80 Deduct Management Fees 10% - include this even if you self manage. You deserve to get paid, too! Deduct Other - HOA, Utilities and other expenses related to the property. - 0 NOI /Cash Flow - This assumes that the property carries no debt. For more on properties with a loan, see the Smart Leverage Cheat Sheet. $495

43 NET OPERATING INCOME CHEAT SHEET NET OPERATING INCOME (NOI) Rent $ Deduct Taxes - Deduct Cost of Insurance - Deduct Vacancy Rate 10% of monthly rent. The percentage should vary with the property s turnover rate - Deduct Repairs 8% this varies by property and helps you budget for repairs - Deduct Management Fees 10% - include this even if you self manage. You deserve to get paid, too! - Deduct Other - HOA, Utilities and other expenses related to the property. - NOI /Cash Flow - This assumes that the property carries no debt. For more on properties with a loan, see the next Cheat Sheet. $

44 CHEAT SHEET #7 SMART LEVERAGE USING NET OPERATING INCOME (CASH FLOW) HOW MUCH DEBT MAKES SENSE? Investors looking for cash flow and the benefits of building wealth through more passive rental income can use the NOI formula4 for determining how much leverage (DEBT) makes sense. Rental properties should support themselves the conservative investor will never overleverage into a position of negative cash flow. This formula takes expenses TODAY into consideration but it s important to remember, rents rise over time as do expenses. Here s the basic NOI formula to use when considering purchasing or refinancing a rental property. Rent - $1,000 Taxes Insurance - 75 Vacancy (10%- this will vary with turnover rate) Repairs - 80 (8% this varies by property and helps you budget for repairs) Management (10% budget to pay yourself even if you self-manage) Other - 0 (HOA, Utilities, Other Expenses) Net Operating Income $495 WHAT IT MEANS The net operating income tells you how much mortgage the rental property can support today based on current rent and expenses. Using a mortgage calculator, working backwards, determine the loan amount that a $495 payment can support. Calculate for principal and interest only; taxes and insurance are already accounted for in your Gross Operating Income. This is the MAXIMUM amount the property can support today.

45 Net Operating Income of $495 allows a monthly payment of $ on a $92000 loan amortized over 30 years at 5% interest BUT this does NOT include monthly cash flow. At this level of financing, the property is fully leveraged. CALCULATING CASH FLOW Net Operating Income calculates your monthly cash flow. This takes Net Operating Income one step further and applies the monthly loan payment to reveal the total cash flow after expenses AND mortgage debt. When determining how much debt to acquire on your rental, calculate your Net Operating Income and then DEDUCT your desired monthly cash flow. Net Operating Income $ 495 Desired Cash Flow -100 Available for Debt Payment $395 Using NOI and your mortgage calculator, work backwards to determine the loan amount that a $395 payment can support. Calculate for principal and interest only; taxes and insurance are already accounted for in your Gross Operating Income. This is the loan amount the property can support today and provide $100 per month in cash flow. In this case, Net Operating Income of $495 minus $100 in monthly cash flow allows a monthly payment of $ on a $73500 loan amortized over 30 years at 5% interest. At this level of financing, the property is not over leveraged (unless market values fall, rents decrease or expenses increase significantly). This formula can also be helpful when buying rental properties. The monthly rent and expenses should be a determining factor in your offer price and funding choices.

46 SMART LEVERAGE CHEAT SHEET (CASH FLOW) CASH FLOW: NET OPERATING INCOME WITH DEBT SERVICE Rent $ Deduct Taxes - Deduct Cost of Insurance - Deduct Vacancy Rate 10% of monthly rent. The - percentage should vary with the property s turnover rate Deduct Repairs 8% this varies by property and - helps you budget for repairs Deduct Management Fees 10% - include this even - if you self manage. You deserve to get paid, too! Deduct Other - HOA, Utilities and other expenses - related to the property. Net Operating Income $ Deduct Loan Payment (Debt Service) - Cash Flow $

47 CHEAT SHEET #8 GRM - GROSS RENT MULTIPLIER When considering an investment property, it helps to compare the potential purchase with similar properties. The Gross Rent Multiplier (GRM) is the ratio of the price of a real estate investment to its rental income before expenses such as property taxes, insurance and other expenses of owning and operating. Since we know all properties have expenses, GRM isn t the most precise tool for evaluating a property. But it is an easy calculation and a quick way to do a rough valuation for a property before deciding to take the time to a more detailed analysis prior to making a purchase decision. A GRM analysis can be done in a few seconds, which allows investors quickly to decide to reject a property outright or dig deeper into Cap Rate analysis, income and expense analysis, Return on Investment analysis, and the other important due diligence work involved in making a buying decision. The GRM is useful for comparing investment properties where you expect values and expenses to be somewhat similar across the properties or at least, insignificant in comparison to gross rental income. Without actual data from comparable properties (such as rents, repairs, vacancy), using properties with a similar profile for this quick and easy calculation.

48 Gross Rent Multiplier (GRM) = Sale Price / Potential Annual Gross Income In general, the lower the number the better. But it s also important to note that the lowest GRM properties often have less than desirable attributes such as: Deferred maintenance High turnover Less desirable location Multi-units with all of the above Most investors look for GRM numbers in the 9 to 12 range, and will explore the possibilities of a property with a 15 if it has the potential to be turned around for better financial performance. COMPARING VALUE OF PROPERTY BASED ON GRM If the GRM is extremely high or low compared to recent comparable sold properties, it probably indicates a problem with the property or over-pricing. 1. Let s assume you did an analysis of recent comparable sold properties and found that the GRM s averaged around Next, approximate the value of the property being considered for purchase. Assume that you know that its gross rental income is $10,200 annually.

49 GRM X ANNUAL INCOME = MARKET VALUE (GRM) X $10,200 (Annual Gross Income) = $68,850 (Market Value) If it s listed for sale at $95,000, you might not want to waste more time in looking at it for purchase. EXPENSES MATTER Expenses can t be overlooked which is why GRM is simply an initial screening tool. It only takes Gross Rental Income into consideration - and all properties have expenses. The next step in analyzing a property is looking at annual net rate of return by calculating its Cap Rate. While Cap Rate can be somewhat useful for single family properties, it s a critical measure for commercial multi-family properties as their value and viability for funding is based on net income.

50 GROSS RENT MULTIPLIER CHEAT SHEET GROSS RENT MULTIPLIER (GRM) = SALE PRICE / POTENTIAL ANNUAL GROSS INCOME 1. Enter Sales Price 2. Divide Sales Price by Annual Gross Income GRM GROSS RENT MULTIPLIER (GRM) = SALE PRICE / POTENTIAL ANNUAL GROSS INCOME Sale Price $ Potential Annual Gross Income Gross Rent Multiplier =

51 CHEAT SHEET #9 CAP RATE Cap Rate goes beyond the Gross Rent Multiplier and takes expenses and vacancy into account by using Net Operating Income. Because of this, it is a much more reliable analysis of the financial performance of a property. So, if you are trying to figure out how much an apartment building or other commercial property is worth, then use Cap Rate to estimate the value. At its simplest, commercial real estate is valued based on a multiple of its income. The more income it produces, the higher its value. Unlike single family properties whose value is derived solely from comparable sales, you can actually control the value of your apartment building. For example, buy a multi-family property at fair market price, raise the rents and reduce some of the expenses, and you ve increased the building s income and with it, its value. Here s how it works. You need to know two things to value commercial property: The Net Operating Income (or NOI ) and its Capitalization (or cap ) rate. Once you know both of these, to determine a building s fair market alue you divide the NOI by the cap rate:

52 NET OPERATING INCOME (NOI) / CAP RATE = VALUE For example, if the building is producing $50,000 per year in Net Operating Income, and the cap rate for buildings in this area is 8%, then the fair market value of the building is $625,000: $50,000 = $625,000 8% NOI AND CAP RATE Before you can estimate value, you have to determine NOI and Cap Rate. The NOI is the income after all expenses but before debt service (i.e. the mortgage payment). Cheat Sheet # 6 walks you through calculating NOI. The Cap Rate is the rate of return if you buy a property with 100% cash. Most investors don t buy with all cash, but this is the standard way to measure the returns and value of a building. The importance of the Cap Rate is that it gives us an indication of what investors are willing to pay for similar buildings in the same area. LOW CAP RATE. If the prevailing cap rate for apartment buildings in an area is 6% (fairly low), that indicates that investors are willing to settle for a lower return, oftentimes because the area and/or the building itself is very desirable, easy to take care of and has high quality tenants. HIGH CAP RATE. If the prevailing cap rate is higher, say 10%, then that means that investors are looking for higher returns, probably because the area or building is a bit rougher and harder to manage and for that extra effort, they expect additional return.

53 How Do You Determine the Cap Rate? CAP RATE = NOI (Net Operating Income) / Sale Price The Cap Rate can be assessed by evaluating other deals for similar buildings in the same area. Look at the NOI of comparable sales and divide it by the sales price to get the cap rate. The more comps you have, the more accurate the Cap Rate. Typically you don t have access to that kind of data but brokers do and you can also look at current listings on the commercial property listing site, LoopNet. A great way to get the Cap Rate for an area is to ask several brokers they should be able to tell you. Another good source are appraisers, whose business it is to value commercial real estate every day. In other words, the prevailing Cap Rate is a few phone calls away. PUTTING IT ALL TOGETHER Once you have the typical Cap Rates for an area, you ll need the financials of your potential purchase. Then to get the fair market value, apply the formula. Commercial real estate is fairly easy to value if you know the prevailing Cap Rate and the Net Operating Income.

54 Words of Caution: Make sure the NOI is accurate and conservative. Sellers or brokers can over-report the NOI to make the numbers look good, and this will result in an inflated price. So make sure you examine NOI closely! Since Cap Rate is the ratio of the Net Operating Income to the Purchase Price, clearly a larger number seems better because that means you re making more (NOI) or paying less (Price). But remember, there s a reason that Cap Rates are high and low and it typically has to do with risk and ownership hassles. Cap rate is based on Net Operating Income which is calculated BEFORE debt service. While Cap Rate can indicate if you re getting a good price, it doesn t tell you anything about real cash flow (what s left over after the loan is paid). Using Debt Coverage Ratio (Cheat Sheet # 10) calculates the ratio of Net Operating Income to debt payments. When financing a commercial property, if the interest rate on the loan is higher than the CAP RATE then you are borrowing money at a higher cost than the investment produces. Conversely, If the interest rate on our loan is lower than the CAP RATE then you make return on the borrowed money.

55 CAP RATE CHEAT SHEET CAP RATE = NOI (NET OPERATING INCOME) / SALE PRICE Calculate NET OPERATING INCOME (Cheat Sheet # 6) Divide NOI by Annual Debt Payments CAP RATE CAP RATE = NOI (NET OPERATING INCOME) / SALE PRICE Annual Net operating Income $ Sale Price Cap Rate =

56 CHEAT SHEET #10 DEBT SERVICE COVERAGE RATIO (DSCR) The financing of an income producing property is as important as the property itself. We know that Cap Rate gives us a measure of net income in relation to the purchase price which is helpful in making purchase decisions. What Cap Rate doesn t tell you is how well the property can support itself when there is debt service (a loan to be repaid). In order to get a better picture of the property s cash flow (cash after all expenses and debt are paid), you need to use Debt Coverage Ratio (DSCR). DSCR is the ratio of Net Operating Income to Debt Payments. DSCR = NOI / Debt Payments A DSCR of approximately 1.0 means the property is generating just enough Net Operating Income to pay the mortgage. It s simply a near 1:1 ratio. For example, a property with an annual NOI of $12,000 and has $11750 in annual Debt Payments has a DSCR of 1.02 $12,000 (NOI) / $11,750 (Debt Payments) = 1.02 (DSCR) Conversely, if the same property had an NOI of only $11,000 with the same debt would have a DSCR of.93 - meaning that the income is not sufficient to cover the loan obligation. This further illustrates the importance of accurately calculating NOI. Lenders typically require for a stabilized property7. This ensures that there is sufficient income for unexpected expenses and vacancies that could put the lender at risk for a defaulted loan. Conservative investors look for a DSCR of 1.6 or more. This provides even more cushion and allows for payments to partners and investors (when applicable).

57 DEBT SERVICE COVERAGE RATIO CHEAT SHEET Calculate NET OPERATING INCOME (Cheat Sheet # 6) Divide NOI by Annual Debt Payments The result is the Debt Service Coverage Ratio and demonstrates if the property can support debt payments. DEBT SERVICE COVERAGE RATIO DSCR = NOI / DEBT PAYMENTS Annual Net operating Income $ Debt Payments Debt Service Coverage Ratio =

58 CHEAT SHEET #11 CASH ON CASH RETURN Another useful measure for real estate investors is the cash return on the investment - commonly called Cash on Cash Return. The formula is simple yet important because it includes debt and expenses (using CASH FLOW analysis that includes Smart Leverage) and provides a quick measurement of the return on investment when cash is invested. This can be helpful when comparing potential investments - in relation to the amount of cash available for investment. It s called a quick napkin test because it so easy and can be used to determine if a potential asset is worth further scrutiny. Cash on cash return is calculated on an annual basis, usually for the first year and is expressed as a percentage. CASH ON CASH RETURN = ANNUAL BEFORE TAX CASH FLOW / CASH INVESTED EXAMPLE 1 You purchase a property with a $20,000 down payment. In the first year of operation, the property will produce $3000 in cash flow AFTER debt service (See Cheat Sheet # 7) CASH ON CASH RETURN (EXAMPLE 1) CASH ON CASH RETURN = ANNUAL BEFORE TAX CASH FLOW / CASH INVESTED Annual Before Tax Cash Flow $3000 Cash Invested Cash on Cash Return =.15* * Expressed as a 15% Return on Cash Invested

59 EXAMPLE 2 You purchase a property with a $10,000 down payment, and invest $7000 in repairs to put the unit(s) into rental service. The first year cash flow is $2300. CASH ON CASH RETURN (EXAMPLE 2) CASH ON CASH RETURN = ANNUAL BEFORE TAX CASH FLOW / CASH INVESTED Annual Before Tax Cash Flow $2300 Cash Invested Cash on Cash Return =.135* * Expressed as a 13.5% Return on Cash Invested When comparing potential investment opportunities, it s up the individual investor to determine the most important factors in making an acquisition decision. Sometimes the cash return on investment may not be the deciding factor.

60 CASH ON CASH RETURN CHEAT SHEET Calculate Annual Cash Flow (Cheat Sheet # 7) Divide by Total Cash Invested The result is the Cash on Cash return and tells you the annual return on the property in relation to the down payment and in some cases, the cash invested to put the property in service. CASH ON CASH RETURN ANNUAL BEFORE TAX CASH FLOW / CASH INVESTED Annual Cash Flow $ Cash Invested + Cash on Cash Return =

61 CHEAT SHEET #12 ROI - TOTAL RETURN ON INVESTMENT The Total Return on Investment (ROI) is the bottom line - how much total return you are getting on your investment. It tells you what you are actually getting paid to own the property. to takes Cash on Cash Return one step further and includes the reduction of principal debt into consideration. Unlike Cash on Cash Return which is typically calculated for the first year of ownership, Total Return on Investment can be used any time during the lifetime of ownership. CASH FLOW + PRINCIPAL REDUCTION / CASH INVESTED = TOTAL RETURN ON INVESTMENT EXAMPLE You purchase a $100,000 property with a $20,000 down payment. The property produces $3000 in cash flow annually and the annual principal paydown on the $80,000 debt is $1150. TOTAL RETURN ON INVESTMENT CASH FLOW + PRINCIPAL REDUCTION / CASH INVESTED = TOTAL RETURN ON INVESTMENT Annual Cash Flow $3,000 Annual Principal Reduction $1,150 Cash Invested $20,000 Cash on Cash Return =.20 (20%)

62 Use the Amortization Table for the property s loan to determine principal reduction. ROI is similar to Cap Rate in that stable, safe and low risk properties often offer a lower ROI. Higher risk properties can offer a higher ROI for the willingness to own and operate properties with more potential for losses. A Trifecta of Calculations - these three formulas provide great screening tools when evaluating a deal. Use Cap Rate to help determine the value and/or purchase price of a potential investment. Use DSCR to make sure there is sufficient cash flow after covering debt service. Finally, you calculate your ROI to make sure you have ENOUGH cash flow to pay yourself and your investors. Calculate the Total Return on Investment when the property is in service and any debt is being reduced by rent payments.

63 TOTAL RETURN ON INVESTMENT CHEAT SHEET 1. Calculate Annual Cash Flow (Cheat Sheet # 7) 2. Calculate Annual Principal Reduction (from Amortization Schedule) 3. Add Cash Flow and Principal Reduction together 4. Divide by Total Cash Invested The result is the Total Return on Investment and tells you the return you are getting for the total amount of cash invested in the property plus the non cash investment value derived from the principal reduction. TOTAL RETURN ON INVESTMENT CASH FLOW + PRINCIPAL REDUCTION / CASH INVESTED = TOTAL RETURN ON INVESTMENT Annual Cash Flow $ Annual Principal Reduction + Cash Invested Cash on Cash Return =

64 THE NUMBERS AND FUNDING Funding is the foundation of investment properties and the path to profits. It s imperative that you have a solid understanding how funding impacts your deals whether you are wholesaling, flipping or renting properties. In this module, we show you: The Importance of Funding in Your Niche The No Money Down Myth What Loan to Value Means to You and Your Deal A Sample Deal - Down Payment, Costs and More

65 What s YOUR Endgame? There are endless opportunities in real estate investing. Will you fix and flip? Do you plan to wholesale properties? Are you looking for income properties? Your answers to these questions can point you toward the opportunities that are a great fit for your endgame. A major factor in any investor s endgame is funding. Access to funding - either short or long term - sets the foundation for the kinds of deals you pursue and ultimately close. Understanding how lenders look at the numbers for investment property loans can help you seek out and negotiate better deals. Wholesalers are in the position of not needing funding for their deals - but what they do need are deals that have enough margin to allow for a wholesale fee. For the wholesaler, high equity properties are a primary target - as are the properties that need a good dose of TLC and a cash infusion. But wholesalers aren t completely off the funding hook. You see, their ability to close deals depends on their investor buyer s ability to get the cash to close. Fix and Flip investors must have access to not only to cash to close the deal, they need capital for improvements, holding costs and marketing/ resale costs. Funding for fix and flip properties is readily available through hard and private money lenders. Rental Property Owners work from an entirely different set of numbers (which we covered in detail in the Cheat Sheets section). Properties that need renovations prior to renting will need special consideration. In addition, lenders will be very keen on getting information on potential cash flow, along with acquisition and renovation costs. Understanding how lenders look at the numbers for investment property loans can help you seek out and negotiate better deals.

66 PINPOINT TIP CiX.com is the investor s source of private and hard money funding. The application is simple and multiple lenders compete to fund your deal. How Does Investment Property Hard Money Financing Work? Hard money loans are closed much more quickly than the typical 45-day home loan. In real estate investing, time is always of the essence and most investment property purchases need to happen in days, not weeks. Hard money lenders specialize in underwriting and closing real estate investment loans quickly. It s not uncommon for the application process to take only a day or two, and closings can happen in as little as a week.

67 Is Hard Money the Same as No Money Down? Even though hard money loans provide funds for both the purchase and renovations, they are NOT no money down loans. The borrower must have skin in the game in the form of a down payment at closing - and it is acceptable for a partner to provide the down payment. At closing, the real estate investor typically receives funds to purchase the property plus a draw. The draw gives the investor cash to begin the renovations. As the project proceeds, the investor requests additional draws. With each draw, the lender will assess the progress of the renovations. Also during this time, it s expected that the investor will make interestonly payments to the hard money lender. Once the property is renovated and re-sold (or refinanced), the investor pays the balance of the loan including principal and interest. The Hard Money Lender s Loan to Value Considerations Many homebuyers today are required to put at least 20% down on a home for purchase. For example, on a $100,000 home, the buyer would need to bring $20,000 as a down payment and would get an $80,000 loan. Why does the buyer need 20% down? Because the lender s loan to value (LTV) ratio is 80%. The lender will loan 80% of the value of the home. Lenders rarely, if ever, loan 100% for the purchase of the home. No money down, 100% loans are too risky. If the homebuyer defaults, the lender is on the hook for more than the property may be worth.

68 Now, let s apply this to a hard money loan. A hard money lender is taking on even more risk and because of the risk, their loan to value ratios are much lower. On a property that s worth $100,000, a hard money lender may only loan $65,000. That s a 65% LTV. Does this mean the buyer has to bring a $35,000 down payment? No, and here s why. Most hard money lenders base the LTV on the value of the property AFTER it s been repaired.