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DON’T GET SUED FOR USING OTHER PEOPLES PHOTOS We want to have bright, eye-catching images on our websites, social media and advertising. But use the wrong photo, incorrectly and you could get sued. In a recent blog post the Mike Blankenship at Carrot.com shared some does and don’ts to keep you out of trouble. Stock Photos: While it is very tempting to go to Images.Google.com and find the perfect photo for your subject, limit this resource for ideas of photos you might want. Then find a free source of similar photos. Suggested sites for this include: Unsplash, Pexels, and Pixabay. ScreenShots: For example you might be writing an article about a favorite website, so a screenshot of that with a link to the website should be fine. Or you might otherwise be discussing information form a website and use a screenshot. But, we do recommend, checking the copyright policy before using too much of their content. Text: Other times you might want to create a graphic or just use the text as a quote from someone else. Just remember to use quotes, Page 4
tell who said it and give proper attribution. To learn more read the full blog post at https:// carrot.com/blog/proper-text-and-imageattribution/
BEST INVESTMENT OPTIONS Wondering just what is the best place to invest your time and money for the best returns? Clare Trapasso with Realtor.org took a look at the eight most common investments to see what kind of returns they offered in the last 5 years. This might be some interesting data to share with your potential private lenders. Your Home You live In: • • •
One Year Returns: 4.3% Three Year Returns: 15.2% Five Year Returns: 23.9%
US Real Estate Investment Trusts: • • •
One Year Returns: 16.09% Three Year Returns: 7.42% Five Year Returns: 8.67%
Bitcoin: •
One Year Returns: 16.31%
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Stock Market:
payments were merely Ponzi-style returns which, unbeknownst to investors, came from investor principal as opposed to the profits from any real estate projects.”
• • •
This is why it is very important in the Real Estate Investing industry to complete your due diligence on every investment.
• •
Three Year Returns: 1,526.52% Five Year Returns: 1,429.14%
One Year Returns: 9.2% Three Year Returns: 5.3% Five Year Returns: 0.6%
Mutual Funds: • • •
One Year Returns: 3.41% Three Year Returns: 5.73% Five Year Returns: 4.72%
Bonds: • • •
One Year Returns: 3.8% Three Year Returns: 3.0% Five Year Returns: 3.1%
Home Flipping: (active investment) • • •
2018 Returns: 44.8% 2016 Returns: 51% 2014 Returns: 45.3%
Single-Family Rentals: • • •
2018 Returns: 8.6% 2016 Returns: 9.1% 2014 Returns: 9.9%
Dig a bit deeper into this article at https:// www.realtor.com/news/trends/real-estateinvestment/
$20 MILLION REAL ESTATE FRAUD Reported on HousingWire.com, the Securities and Exchange Commission accused George Slowinski of a $20 million real estate fraud scheme. Convincing more than 600 investors to invest in his Chicago house flipping business, Rebuilding America. Instead of actually investing the money, Slowinski and his associates, besides making bad investments diverted 34% to 42% of every dollar invested to themselves through fees and commissions. A further $2.8 millions was used to pay companies overhead. “As a result of the hidden fees and Rebuilding America’s inability to make even modest profits from its real estate projects, Rebuilding America could not pay investors the promised returns,” the SEC said in its complaint. “Instead, Rebuilding America simply paid investors one year’s worth of interest payments. But these first year
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Read the full story by Ben Lane at https:// www.housingwire.com/articles/49232-secaccuses-chicago-house-flipper-of-running-20million-real-estate-fraud-scheme
KCRAR MARKET UPDATE APRIL 2019 For much of the country, the first quarter of 2019 provided several disruptive weather patterns that contributed to less foot traffic toward potential home sales. Coupled with low affordability, higher prices and an inventory situation in its infancy of recovering from record lows – not to mention several more days of wintry weather in April – slower sales persisted across most residential real estate markets. However, buyers are beginning to return in force this spring. For well-priced homes in desirable locations, competition is fierce. Closed Sales decreased 6.7 percent for existing homes but increased 1.1 percent for new homes. Pending Sales increased 7.0 percent for existing homes but decreased 9.8 percent for new homes. Inventory decreased 5.5 percent for existing homes but increased 3.7 percent for new homes. The Median Sales Price was up 5.8 percent to $200,000 for existing homes and 4.9 percent to $359,975 for new homes. Days on Market increased 2.4 percent for existing homes and 6.3 percent for new homes. Supply decreased 5.3 percent for existing homes but increased 9.1 percent for new homes. T he national unemployment rate dropped to 3.6 percent during April 2019, the lowest level since 1969. A historically low unemployment rate can provide reassurance to wary consumers. But in order for sales to increase on a grand scale, buyers will need more spending power, or sellers will need to reduce prices to land where buyers are most active. Neither situation is likely to occur in 2019, yet inventory is straining to keep pace in the most competitive price ranges. http://kcrar.com/statistics
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W h y Wo u l d A n y o n e Wa n t To ? From information provided by Real Estate Investor, Dawn Rickabaugh, on her website www.NoteQueen.com
estate notes created. It is my belief that if more people under stood this technique, the numbers would be much higher. 1. Defer capital gains
WHY WOULD ANYONE CARRY BACK PAPER? Many people, including professionals, mistakenly believe that only desperate sellers agree to carry paper and finance the sale of their own property. While it is true that some sellers (who would rather have all cash) carry the financing just to get their property sold in a timely manner, many sellers use Seller Financing intentionally to meet certain predetermined objectives. It is estimated that there is somewhere around $94 billion is existing seller-financed real estate notes. Each year, there are approximately $2.8 billion in new seller-financed real
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Let’s face it . . . federal capital gains will probably be going up. For this reason, more and more people are looking for ways to avoid paying them. When someone in California sells a non-owner-occupied investment property, they will incur a 25% capital gains tax liability. For example, someone who makes a $400,000 profit on the sale of their rental may immediately owe the government $100,000 right off the top. This leaves them with only $300,000 to invest. That $100,000 is no longer available to work for them. To get around this, many people use the 1031 exchange. They can defer capital gains indefinitely using this technique,
moving from one type of investment property to another. But what about people who don’t want any more real estate to deal with? Is there a way for them to defer capital gains? YES! Seller Financing allows you to defer capital gains as well. You only pay capital gains on the amount of principal you collect each year. You will pay capital gains on the down payment you receive, and then on the amount of principal you receive in each subsequent year. Keep in mind, however, that if you amortize your note over 30 years, you are initially receiving interest payments (which are taxed at regular rates). There is only a small amount of principal reduction, which means your capital gains liability is minimal for quite some time. 2. Keep your equity working for you, often at interest rates higher than you could get with a bank CD or money market fund
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Many people think that they need all cash when they sell a piece of property, but do they? Some do, some don’t. What most people need, more than a huge pile of cash, is income. If you had enough income on a regular basis, would you need a large chunk of change all at once? Going back to the previous example . . . You sell your property for $400,000, and you hand Uncle Sam his $100,000. What are you going to do with the $300,000 that you have left? Put it in a money market account? Let’s see… as of this writing, you could put that $300,000 to work at about 3.4%. That works out to $850 of interest income per month. What would happen if your decided to carry the financing instead of cash out at the close of escrow? Instead of $400,000 cash, what if you only took $40,000? Your tax liability would be $10,000 instead of $100,000. That would leave you with a $360,000 note secured by a first deed of trust on your own property. You would have $360,000 working for you instead of $300,000. So what kind of rate can you expect to receive on your trust deed? It all depends, but let’s take a really conservative approach and say that you are going to compete with prevailing mortgage rates (even though you can sometimes do much better). Let’s say you decided to carry at 6.25% amortized over 30 years. This gets you a monthly payment of $2,216.58! Sounds a lot better than $850, doesn’t it?
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3. Collect hassle-free monthly income for years There’s nothing easier than depositing a note payment. Collecting rent can be effortless, but you still have to deal with tenants, maintain the property, and pay property taxes and insurance from time to time. If you are receiving payments on a note, all you do is cash the check! Or better yet, pay a note servicing company a small fee to collect it for you and have them send it straight into your account! If you collect the note payments yourself, keep track of the amount of each payment, and exactly when it was received. Solid documentation of payment history will be important if you ever decide to sell your note. A potential note buyer will want to know if the payor makes his payments on time. 4. Generally, you get more each month than you could collect in rent Many sellers of residential property can get much more per month by selling their property and carrying the financing than they could possibly collect in rent. I don’t know how it is where you live, but in my town, a $400,000 house (more like condo or townhouse) would probably rent for $1,500-$1,800, and out of that, I would have to pay taxes, insurance, and make a few repairs. Alternatively, if I carry the note, then I’m getting $2,216.58 per month, and I don’t have any of those expenses. 5. Never worry about dealing with tenants or maintaining
the property When you use the Seller Financing technique, you become the beneficiary, not the owner. Who calls Washington Mutual (Now J.P. Morgan Chase, see what I mean about banks?) when they have a leaky faucet? No one! As the note holder, you will never receive a phone call from tenants, or have to worry about replacing the roof. The Title Holding (Land) Trust is also a great way to maximize monthly cash flow and greatly reduce or eliminate management issues, you because you have occupants with an ownership mentality. They’ll take much better care of the property. 6. Pay no more property taxes or insurance That’s it . . . there are no more expenses related to the property. If you choose, (and I would recommend you do) you can pay someone to service your note but that shouldn’t cost more than a few dollars a month. The only other expense that you may have in setting up your transaction is completing a credit check on the buyer. And usually you can get the buyer to cover the cost.
Want to learn more? Join me at the June 11th MAREI meeting. I will go more in depth into Seller Financing and Notes. And be sure to visit my website www.NoteQueen.com to request a copy of my book “Seller Financing on Steroids: Pumping Paper for Power, Peace and Profits.”
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Insurance Be Sure Your Assets Are Covered!
Insurance is not the hot and sexy topic when it comes to talking about Asset Protection. The teachers of asset protection can make way more money selling you a course on creating an LLC or their services in setting up all your corporate entities than they can by telling you to buy insurance. In most cases, having the right insurance plan in place can protect your assets against large losses that could cause financial havoc. Sadly, the average person understands the basic concepts of insurance but don’t really know all of the types of insurance that are available. Just last week, on one of the social media forums I am on we had an in-depth discussion on workman’s comp insurance and who needs it and who does not. The handyman who was out doing the work but who had no employees was telling everyone that because he had no employees, he was not required to have it by law. But Real Estate Investors who are out there hir-
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ing contractors were explaining that they could not hire him without the insurance because if something happened to the contractor on the real estate investors jobs site, the contractor’s family might sue and without a workman’s comp policy in place for protection, it would be the Real Estate Investor who would lose out. Most of us understand we need an insurance policy on their home, their car, their health and maybe their life. After that, they don’t have a lot of knowledge. In this article, I am going to take a look at the basic coverages that the real estate investor needs to understand and reach out to their insurance professional to make sure they are covered. Hazard and Fire Insurance for the Physical Property: This is the basic type policy that you are going to have on your property. It may come in the form of Homeowners Insurance if you live in the property and it might come in the form of a Landlord Policy if it is a Rental Proper-
ty. And if you have a lot of rental properties, your trusted agent might advise an umbrella type policy that covers all your properties to a lesser degree and at a lower cost, because the odds of all your properties burning down at the same time are slim. But this can vary by state, so do talk to your advisor. Builders Risk Insurance: Otherwise known as vacant property insurance this is the policy you need as a property investor when you hold properties that are not occupied, either for wholesale or during rehab. The traditional Hazard and Fire will usually be null and void if there is a claim and the property has been vacant for more than 30 days. This costs quite a bit more than the Standard Hazard and Fire and usually covers a lot less. Most companies that offer this type of insurance turn to Lloyds of London and broker this to you. Note if you are working with motivated sellers with a vacant property, that often their Homeowner Insurance that they are
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paying for is no longer valid as the house has been vacant for more than 30 days. That has helped us negotiate some really great purchases on vacant homes. Renter’s Insurance: This is a fairly low-cost policy that all landlords should make sure their tenants obtain. For a very low cost, it will cover the renter’s possessions in your unit and any damage to your unit caused by your tenants. For example, in one of my units, the tenant set the kitchen on fire, twice. And the repairs were on my dime because she did not have renter’s insurance. Many landlords make obtaining Renters Insurance a clause in their lease. Flood Insurance: If you own property in a designated flood zone or an area that often gets flood water, you will want Flood Insurance. The average Hazard and Fire will cover flooding from a burst pipe but not from acts of god. So talk to your insurance provider to find out the best options for flood insurance and before you buy the property, investigate the flood zones and the cost of flood insurance if it may be needed. Sewer Back Up Insurance: This is an add on to your Hazard and Fire Insurance that
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can save you should the sewer back up and destroy items. And of late, local municipalities want to offer line replacement insurance should your water or sewer lines that could possibly be almost 100 years old collapse and need to be replaced. The insurance would cover the costs, not you or the city. So, check it out if your property is older. Loss of Income Insurance: You often see the Aflac Duck talking about insurance for when your hurt and can’t work, so you might be familiar with one version of it. But when you insure investment property, you can often add loss of income to the hazard and fire policy to cover you when you can’t rent the home. For example, the tenant burns the house and makes it unlivable, this would cover you for the lost rents until it was repaired and back functioning as cash flowing rental property. Tenant Discrimination: This one is a new one for me that I found out about from our insurance provider Arcana. It provides Property Owners and Managers against claims brought by tenants alleging discrimination. Auto Insurance: This is one that I urge anyone who uses their car to drive around clients, has contractors or employees
pick up materials for a rehab or otherwise has is using their own car on behalf of your business. If you have an auto that will in some way be used in your business, talk to your insurance agent to make sure you have the right coverage. And if you have employees that might run to Home Depot for a part on the job, you will want to make sure that someone somewhere has the appropriate coverage for that task. General Contractor Insurance: For our General Contractors, this type of insurance protects against claims of property damage or bodily injury on the job site. It pays for the costs of medical care or property repair. Workers Compensation: This provides wage replacement and medical benefits to employees who are injured or become ill at work. It will also pay death benefits to families of employees who are killed on the job. One insurance you want to make sure that all your workers in your properties carry in case they or an employee gets hurt or killed on your job site or falls ill because of something in the property. Something bad happens, the insurance pays. Without it employers including you the investor hiring the contractor could face severe and costly repercussions
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including payment of claims out of pocket, fines, or imprisonment. Plus, lawsuits from the injured party or their heirs. Errors and Omissions: This is a policy that Realtors obtain that protects companies and their workers against claims of inadequate work or negligent actions. This is an insurance that most agents working for large firms pay for by the transaction or as a part of a monthly fee. It is important to note, that if you are a small brokerage, where most of the transactions are those where the owner and or agents are principles in the transactions, that Errors and Omissions will not cover those transactions, only transactions where unrelated parties are being represented. I hope this list has given you a good overview of the insurance you need to think about as a real estate investor. As a closing thought, I want to urge you to assemble your needs and review your coverage with your current provider to make sure you are covered correctly and at least every couple of years, get a few quotes from other carriers, you might be leaving money on the table. Just this past year, I checked out the pricing provided by Arcana Insurance, the provider recommended by National REIA and that provides discounts on several types of policies to MAREI members. I found that for Builders Risk I was paying about 20 to 25% more with the company I had been with for several years. Currently, we have 3 Insurance providers who are working to earn your business here at MAREI, pick up the phone and have a conversation with them.
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The Basic Rules & Concepts There are some basic rules and concepts to remember when you are negotiating. I will describe these rules and concepts so that you can get a clear idea of what negotiating is and what things you need to be aware of. Remember that you are negotiating all the time. This is true for many aspects of your life. Therefore, even if you are not using a specific technique, keep these basic rules and concepts in mind. They are the starting point and framework for any negotiation. Five Things that Make a Good Negotiator The right state of mind is im-
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portant. As is learning the skills necessary to success and improve. Like anything else, there are things that you can do to improve your mindset and skill set. Consider these five things that make a good negotiator: 1. Understanding that the other side has pressure on them to do the deal as well. Both sides are under pressure to do the deal. So don’t feel too intimidated. Don’t think it is just you that needs to perform. If you start approaching someone like you desperately need to buy, don’t forget that they need
By Tom Zeeb
to sell. Some need to sell more than others. And some really need to sell fast. Understand that there is pressure on them as well. There is time pressure on them. There is money pressure on them. There are other situational pressures on them. Don’t forget that. Don’t always feel that there is just pressure on you. Stop and breath, take a step back, and look at the situation calmly. A lot of this is about going around the other side of the table and thinking like them, feeling like them and recognizing what is going on there.
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Just don’t forget that they have pressure on them to close the deal as well. 2. Wanting to learn negotiating skills. You have to want to learn this stuff. That sounds basic and obvious, but many people think to themselves, “I am a good businessman. I am a good negotiator.” Yes, maybe. But there is a lot you can learn and it is going to take practice. Commit to wanting to learn about negotiation. 3. The desire to practice. You need to be willing to practice these skills. I have a friend whom I told to study these techniques. I recommended a course to him and he said to me, “I am a good negotiator already. I know all that. I don’t need help.” I said, “Just humor me on this one. You are starting a new job and I think these techniques will really do you good.” I had once thought the same thing myself, that I couldn’t get any better, etc. That’s nonsense! Everyone can get better if they study and practice the right things. He did actually study the techniques. I got an email from him a couple of weeks later and he said, “That stuff was awesome. I am doing so well now.” He negotiated 25% discounts across the board from all the vendors he was dealing with. He said his boss is thrilled beyond belief and can’t believe what a great choice they made hiring him. He applied these techniques and totally changed the dynamics of the way that his company is doing business with other companies. Page 15
He said some of the stuff sounded basic but you just don’t always think about it, especially in a big picture perspective that ties it all together. Commit to practicing the skills it takes to be a successful negotiator. 4. Understanding negotiating skills. Start to think about negotiating as an art and as a science. It is something coherent that you can learn and it just takes some practice. Be wanting to learn negotiation skills and become a better negotiator. Practice the negotiating skills that you learn. You will only get better through practice. 4. Wanting to create "win/ win" negotiating situations. I know you hear the term “winwin” a lot and it might sound a little cheesy, however it really does make all the difference in the world. Not viewing someone as the winner and someone as the loser is one of the major things that separate negotiation from highpressure sales techniques. High pressure sales techniques sometimes make you feel like a loser. Especially if you are the one who forked over a lot of money for something you maybe didn’t need or really want. In a win-win situation, you would say “I think I got a good deal. I got some of value out of that”. That will make a difference in the way you are perceived by the other party and by the business community in general. It will make people want to refer you to others.
video that discusses the three things I do at the beginning of negotiations on a house. I am sharing these three things here, but you do need to watch the video as it has more meaning if you hear my discussion and see my facial expressions that are part of the negotiations. 1. Flinch: Any time anyone gives you a number, flinch at the number. 2. Bracketing: Making your initial offer to be about equal distance below your target price as the seller is above your target price. This gives you the ability to come up as they come down. 3. Use Specific Numbers: Rather than an even number pick some random specific number, to make your number seem more credible. Watch at TractionRealEstateMentors.com/Trifecta To learn more about how to get the best price and terms on a deal, join me at MAREI in August. -- ### -Tom Zeeb has been featured by CNBC, The Washington Post, Kiplinger's Magazine, The Washington Examiner, Financial Lifeline Radio and National Real Estate Investors Association's Magazine among others. He is the President of Traction REIA, the Recipient of the National REIA "2010 Honors of Merit" and the "2009 Award of Excellence" for Best Real Estate Investor Association! Traction REIA serves the Greater Washington DC Metro Area. Check out www.TractionREIA.com and www.TractionRealEstateMentors. com for more information.
By the way, I recorded a short
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With MAREI Business Members Save time and money by starting with service providers who already know your business. Who can solve problems as they arise to help you get the deal completed on time and for maximum profit. Accountant Beebe & Associates, LLC Brian Beebe www.MyCPAkc.com 816-388-9222 Coleman Accounting Service Bob Coleman www.ColemanAcctg.com 913-787-0308 Mid America Tax Planners Ahmad Malik www.Accounting-USA.com 913-210-4765
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HCS Restoration KC, LLC Mike Peace HCSRestorationLLCKansas.com 913-731-6537 NuLook Custom Finishes Cabinet Refinishing Carol Baldwin www.NuLookFinishes.net 913-385-2574 Under Pressure Property Services Rehab, Maintenance, & Staging Dallas Kidd www.MyUnderPressure.com 913-274-9555
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