Archive for June, 2009
Turn a Negative Real Estate Market Into a Positive
If there is one thing that most Americans can agree on today, it’s the deplorable state of our economy. Though most of the market reports are saying that we’re stabilizing, and some companies are even beginning to report quarterly gains, most of us at home aren’t feeling the optimism.
The real estate market in particular has been threatening. Ever since the housing bubble “burst,” the reports of foreclosures, mortgage defaults, and short sales have been never ending. Though the media has almost stopped reporting on the horrible state of the real estate market, it doesn’t mean that the situation has improved much.
The one thing that we can always count on – regardless of the market – is that someone, somewhere will find a way to take advantage of other people’s hardships. It’s not surprising that the way people have found to take advantage of this situation is “house flipping.”
“House flipping” is a popular term for those that buy a dilapidated or foreclosed property, and perform general maintenance, repairs, and basic improvements in appearance before selling the house for a profit.
House flipping is not new. In fact, one of the most popular television programs of the 2000s – TLC’s “Flip That House” – chronicled the trials, tribulations, and eventual victories of people participating in this very business. But even before TLC started rolling the cameras, you can see from a simple search on Google, home income “gurus” were already well versed in this idea, and perhaps even more well versed in how to sell it to you.
Robert Allen (not associated with the Robert Allen furniture design store), John Alexander, Bill Bowen, all familiar faces on the late night infomercial circuit, promising that they will show you how to take advantage of this opportunity for a price. Fortunately, due to television shows like “Flip That House,” this concept has already been blown wide open.
AE already has a follow up show, “Flip This House.” HGTV has multiple shows that teach the tricks of “home staging” for a fast sell, and the whole DIY network is dedicated to “do-it-yourself” home improvements. And if taking notes in front of the TV set isn’t your thing, there is a magical place called “the library” where you can find books filled with knowledge.
Or, if you still refuse to go to that library because your son has a $30 fine from a book he lost, there’s always Old Reliable – Google. Home income “gurus” aside, there are hundreds of websites that will explain to you the difficulties of purchasing a foreclosed home, the most important steps you should take once you’ve purchase one, and the top ten things you should improve to get the best price on your house.
There are people who say that they enjoyed and learned from the programs being sold by Robert Allen, John Alexander, Bill Bowen, and the rest of them, but if you want to save that seminar money to put toward granite countertops in your new foreclosed home, then you certainly have that option.
Important Things Before Negotiating Real Estate
Before you sit down at the negotiating table, you need to be prepared. I cannot emphasize this enough. And it sounds pithy. “Be Prepared”. It sounds so obvious.
It’s not. Let me ask you this…
What is negotiation?
It is two parties sitting down, both wanting different things and eventually coming to an agreement. Note these three words:
Wanting Different Things. That means, you are entering a conflict situation. Think about that. That’s important. It is a conflict situation.
Now… how do the words “be prepared” sound to you? It’s not so pithy anymore, is it? It’s not some beat-up cliché gurus throw around anymore, is it? It is now ten times more important in your head. And all I had to do was say the magic “C” word. Conflict.
Now you’re probably getting images of soldiers, or law courts or football stadiums in your head. And if you were not before, you should now. Good. Now we’re ready to talk about “being prepared”. You may be wondering why I did that. It’s simple. Because in this conflict of negotiations… you have to understand… it is YOU who’s starting the conflict. The seller is asking THIS price and you’re coming back with THAT price.
And before you start the conflict, you need to ASK QUESTIONS. You need to gather as much intelligence as you can. Because once you start the conflict… there is NO going back.
These are the three things you must understand about negotiations.
1. Negotiating is conflict
2. You start the conflict
3. Once you start it, you cannot go back.
So… here are the NINE things you must have — clear in your head — before you walk into a situation like this.
1. Worst Case Scenario
2. Best Case Scenario
You need to know where your limits are. What’s the price you want out of this deal, what’s the lowest price you’ll take before you walk away?
3. Time heals all wounds
If someone walks away, let a few days pass, and get back at the table. If you ever see labour unions negotiating, you’ll see they’re ALWAYS walking away and coming back. It’s just another strategy. That’s it.
4. It’s not personal
Who cares if he yells and screams? Who cares if he swears? As long as you get what you want.
5. Assume they’re acting
I’m not kidding. Because most of the time… they are. They’re putting on a front as much as you are.
6. External Advisors
At the end of the negotiating day, take notes and review them with a mentor. This is invaluable. A pair of fresh eyes will give you strategies and tactics you’ll NEVER think of — because you’re in the thick of it.
7. Prepare yourself in advance
8. Expect them to be unhappy and angry
9. Practice and role-play.
That’s it.
Getting Started as a Real Estate Entrepreneur by Attorney William Bronchick
Whether you are new to real estate, or have reached a “plateau,” the following will help “jump-start” your real estate investing career.
Surround Yourself With Like-Minded People
“Creative” real estate is non-traditional, which means that most people don’t do it this way. Thus, most people you speak with will tell you it won’t work. If you tell them you heard it in a seminar or a course you bought from a late-night television “guru,” they will laugh and call you “gullible.” Attorneys and other professionals will denounce it, because it sounds unusual. Keep in mind that these people are either threatened by their own lack of success or are looking to protect their own butts.
The first thing you should do its join a local real estate association. A complete list can be found here. These associations will help you keep your thoughts in the right place and prove to your subconscious that it really does work, despite the opinions of the 20/20’s, Datelines, 60 Minutes and other self-proclaimed “consumer watchdogs.” If you cannot find a group, form a “mastermind” group that meets for breakfast once a week. If you don’t know what a mastermind group is, you should read “Think and Grow Rich” by Napoleon Hill. If you already read it, read it again, again and again.
Have a Team
Don’t wait until you have a deal brewing to find the players. You need to find the following players on your team:
- Attorney – preferably one that does real estate deals for himself as well as others
- Title or Escrow Co – stay away from the big name companies; find one that caters to investors. Make sure they understand double closings, land contracts etc.
- Insurance Agent – find one that understands land contracts, landlords, etc.
- CPA – find one that is aggressive and owns real estate.
- Contractor – one that will give you free estimates and knows how to “cut corners” in the right places.
- Mortgage Broker – one that is savvy, creative and experienced with investors.
- Partner – in case you need it for money or experience.
- Mentor – someone you can call to smooth out the rough spots.
Don’t Talk to Unmotivated Sellers
This is the biggest mistake I see beginning investors make. They waste time talking to sellers who are marginally motivated. Even worse, they drive by the house and look for comps without even talking to the seller first! Never visit a house before speaking with the seller over the phone. I love Ray Como’s Mastermind Script Book. It has hundreds of questions designed to extract the seller’s motivation over the phone. Heck, the course will save you enough gas money to pay for itself!
Be Persistent
Anyone who has ever been in sales will tell you that few deals are ever made on the first try. In fact, most deals are made after contacting a prospect for the fourth or fifth time.