the profit newsletter july 2013 for tampa reia

8/22/2019 The Profit Newsletter July 2013 for Tampa REIA

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Tampa Real Estate Investors Alliance JULY 2

2013 Tampa REIA, LLC. All Rights Reserved. Reprint not permitted without written permission from publisher.

MAIN MEETING

IN THIS ISSUE

JULY 2013

Beauty in Bandit SignsBy Russ Hiner

Come join us at Tampa REIA on Thursday, July 11th at6:00PM at theDoubletree Suites Tampa Bay located at 3050 North Rocky PointDr. West in Tampa, FL where Russ Hiner, a real estate expert withover 30+ years experience, is going to show us How to WholesaleHouses or Fast Cash!

Tampa REIA, LLC

Thursday, July 11th6:00pm 9:00pm

DoubleTree Tampa Bay3050 N. Rocky Point Dr. West, Tampa, FL

405 S. Dale Mabry Hwy, Suite 114Tampa, FL 33609

P: (813) 358-8050 F: (813) [email protected]://tampareia.com

Weve all seen them as wepull up to a light or get off

the interstate; those tem-porary signs that line the medians andlight poles advertising anything fromDJ services to yard work to houses forrent and sale. They are a tacky eyesoreand I love them! Some people see gaudy,eye pollution but all I see is dollar signs.Yes, dollar signs. These beautiful banditsigns are one of the best marketing toolsin the world and have been many inves-tors bread and butter. Now dont deludeyourself, if it were without some hazards,

everyone would be using them, so lets getthe skinny on bandits,how and why they

work and what thedrawbacks are.

The how and whyis pretty simple.

The reason banditsigns work is because

they offer a solutionto peoples

problems in areaswhere customersmight not readthe newspaper or

have access to the Internet. And whilemost households have televisions, most

investors dont have additional nancesto pay for TV ads (it all goes back intothe house). Like all advertising, you needto strike an emotional cord with yourcustomer. As a home investor offeringto buy, sell, & rent houses, you alreadytap into that emotional cord, especiallyin this desperate economic time. Yoursign has the potential to be the answerto the age-old cry for help, Dear Godgive me a SIGN!

With bandit signs you need to have acritical mass, like in chemistry. Thismeans that you need to have enoughsigns on the street so that the desperateand motivated will see them. And themore they see it, the better. Potentialcustomers seeing your signs repeatedlyhelps to build trust and credibility thatyou can do the job. The critical mass forme is about 100 signs on the street atany one time. I know it seems like a lot,but trust me it works. Because banditsigns have been so successful a whole

industry has been built around them.In my area alone there are at least threecompanies that will place your bandit

continued on p7

Beauty in Bandit SignsBy Rus s Hiner.............................................................................1

Your Most Important Deal. . . Keeping Your Investments

and Family on Track!

By Jim Hitt..................................................................................4

The Art O The Conversation With Motivated

Sellers - Part 1

By Kathy Kennebrook .............................................................5

Using Trusts to Own Real Estate - Part 1

By D yches Boddiord ...............................................................6

How Pervasive is the Problem o Mortgage Fraud

and Clouded Title Issues?

By Bob Massey ..........................................................................8

About Tampa REIA ..........................................................................9

Striking a Balance: Sucker or Scrooge?

By Don DeRosa ...................................................................... 10Are Property Values Really Rising Fast?

By Mark Jackson ...................................................................11

The Gag Reex

By Bill Cook ............................................................................. 12

Driving or Dollars and Farming with Flyers

By Dustin Grifn .................................................................... 13

Playing Hide and Seek with Lenders

By Kimberlee Frank ...............................................................14

More Marketing Mistakes Most Marketers Make

By Tony Pearl .......................................................................... 16

Summertime is a Great Time to Buy Houses

By Larry Harbolt ....................................................................18

Real Estate Investor Daily Success Activities

By Matt Larsen .......................................................................19

7 Deadly Mistakes You Can Avoid - Part 1

By Ron LeGrand .....................................................................20

Be Valuable

By Bill Ham .............................................................................22

Meeting Calendar..........................................................................25

Calendar o Events ........................................................................26
http://www.meetup.com/tampareia/http://www.youtube.com/TampaREIAhttp://www.twitter.com/TampaREIAhttp://www.facebook.com/TampaREIA





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Tampa REIA Members Can Attendfor FREE and Guests for $10.00.

Pease RSVP at http://rsvp.tampareia.com

Most people wanting to learn about real estate investing oten have

little or no cash, credit, or experience. Because o this, wholesaling

houses is one the astest and easiest ways to get involved in real estate

investing. It takes little or no cash, the risks are low, the opportunities

to learn are BIG!

Come join us at Tampa REIA on Thursday, July 11th at 6:00PM at

the Doubletree Suites Tampa Bay located at 3050 North Rocky

Point Dr. West in Tampa, FL where Russ Hiner, a real estate expert

with over 30+ years experience, is going to show us How to Wholesale

Houses or Fast Cash!

Russs current real estate business is ocused on the rentals, wholesale

real estate transactions, lease options, notes and deeds, loaning

private money, commercial and note buying. Russ has consistently

been reaching his goals in real estate or over 30 years and he is going

to show you how to do the same thing by starting with wholesaling.

MEETING AGENDA*6:00 pmMeet & Greet, Networking

6:30 pmIntroductions, Haves & Wants

7:00 pmAnnouncements

7:30 pmRuss Hiner on Wholesaling Housesor Fast Cash

9:30 pmLate Night Networking at

Whiskey Joes

*Please Note: Meeting agenda is subject to change.

Join us at Tampa REIA to discuss

Whoesaing Houses forFast Cash With Russ Hiner

Doubletree Suites Tampa Bay3050 North Rocky Point Dr West

Tampa, FL

Bringyourbizcards&fyers

RussHiner

Juy 11th @ 6pm

Main Monthy Meeting


3/26

Do you want to play the real estate investing game but dont know where

to start? Do you have little or no cash or credit? Want to avoid risk, repairs,

tenants and toilets? Want to buy houses with no money?

Wholesaling is a great strategy or making quick cash, low risk, without the use o your credit, income, o

money. Wholesaling real estate is among the most popular investment strategies because anyone can dit you dont need a real estate license or a lot o money to start. And once you start, with a little eor

its nearly impossible to keep the money rom pouring into your bank account.

I you want to learn how to wholesale houses and get paid within 30 days ater you put a house undecontract, you should consider attending our Wholesaling 101 Workshop with Russ Hiner onJuly 13th, 201

rom 9AM to 5PM at the Doubletree Suites Tampa Bay located at 3050 North Rocky Point Dr West in Tampa, FL.At the workshop, Russ will teach you the wholesale strategies you need to succeed and take you step-by-step through the entir

process o how to wholesale real estate. All applicable orms and agreements with lled out examples are included.

Register or this training session i you want to learn:

H How to nd the best wholesale real estate deals so you can get them closed quickly.

H How to determine deals rom no deal. How not to get stuck!!!

H How to create a property inormation sheet to get the largest prot or every ip and assignment you do.

H The critical questions to qualiy potential buyers and sellers that make all the dierence.

HWhat to include in the contracts and agreements to make sure the deal works every time

HHow to answer the phone when it rings and ask the right questions.

H How to structure the deals correctly rom start to nish to generate quick cash without risk

H The tips and costly pitalls to avoid when Wholesale houses, real estate wholesaling and doing assignments

H How and where to nd thousands o buyers without depending on local connections or wholesaling.

H Use wholesaling to create cash to pay o those credit card bills, vacation, or buy investment property.

H All this and much, much more!

This offer expires soon.RSVP Now and Save!

Register Online at http://wholesaling101.tampareia.com

GodMembers

$24.95*

SiverMembers$39.95*

Non-Members$59.95*

Eary Registration Specia*Register Now & Save!

Whoesaing 101 WorshopDoubletree Suites Tampa Bay, 3050 North Rocky Point Dr West, Tampa, FL

The best part about wholesaling properties is that you dont get bogged down with tenants, toilets, or holding costs. Its all abounding a motivated seller, putting their house under contract and then selling the house to a motivated buyer or instant prot an

moving on to your next big deal. Register now and come learn how to get started wholesaling real estate so you can make all younancial dreams come true.

PLEASE NOTE: Workshop prices will increase to $34.95/person or Gold Members, $49.95/person or Silver Members and $79.95/person or

Members ater early registration expires. Non-Members who join Tampa REIA between now and July 11, 2013 can attend the workshop or FREE.

oining Tampa REIA, please indicate that you want to attend the workshop at no charge. You can join Tampa REIA at http://membership.tamparei





Youre prepared right?

The rst step is one that many real estateinvestors have already taken care of...drafting a Last Will and Testament. So,you have it all spelled out...you have metwith your lawyer and carefully drafted aWill that details who inherits all of yourassets right down to your great greatgrandfathers pocket watch. While thisis an important rst step, if you are anactive real estate investor, the fact is thatyou have some additional preparationneeded in order to allow your loved onesto continue to maximize the benets ofall your hard earned investments.

The Real Estate Investors Portolio

Property Detailso Address

o Purpose of Property (i.e. Rental,Fix and Flip, Buy and Hold,Commercial, etc.)

o Income details (Monthly rentalamounts and any other incomestream)

Property Management Details (i.e.name, phone number, e-mail address,and role of each person managing theproperty, etc.)

Maintenance Team Details

o Nameo Contact Information

o Wage Information (how muchare they paid, how frequently, andhow (direct deposit, check, etc.))

o Skills (i.e. carpenter, plumber,electrician, etc.)

o Property and/or properties youhave them servicing

o Loan and Mortgage Details

o List mortgage and loans specicto each property along with Name, Address, Phone

Number, and contactperson at each Bank

Loan/Mortgage AccountNumber

Monthly Payment Amountand Due Date

Maturity Date

Interest Rateo *Remember* to include this

same information for any privateinvestors you may owe money toas well.

Bank Informationo List bank accounts you have

and which properties they areassociated with along with

Name, Address, PhoneNumber, and contactperson at each Bank

Account Number

System Informationo Make a list of any computer

systems you use for your businessalong with Link to Login Page Purpose of the system

(property management,

bookkeeping, etc.) Property(ies) you use it for

Instructions

o Include a personal note outliningany instructions you feel yoursuccessor will need to successfullycarry on with each investment.

Documents

o Include copies of key documentsyour successor will need. Somedocuments your successor mayneed: Leases Purchase Agreements Loan Documents Sale Agreements Rental Agreements Etc.

Login Information and Passwords

o You may want to draft a list oflogin information and passwordsthat your successor will need.

o Important Note: Make sure yousecure this information properly.

Hidden benets

Once you have your real estate investorsportfolio completed, you will nd thatyou can rest easy. Your successors willhave what they need to carry on withyour investments. The hidden benetis that you will nd you now have aphenomenal reference tool that you canuse for yourself!

Disclaimer

The documents listed, the examples, and thereferences in this article are merely examplesThis is not an all-inclusive list of what you needto include in your real estate investment portfolio;this is absolutely for illustration purposes only.

American IRA, LLC does not give investmentadvice. We do offer guidance as to the rules andregulations related to their self-directed accountsand the benets of different account types so thatour clients can take that information to their

professionals to discuss the ramications of variousdecisions on their individual situation.

Comment on this article online athttp://tampareia.com/?p=2320

Your Most Important Deal KeepingYour Investments and Family on Track!

By Jim Hitt, CEO of American IRA, LLC

Fast track to selF-DirecteD ira investing

Jim Hitt800-750-0472

[email protected]

www.AmericanIRA.com

www.Facebook.com/AmericanIRA

www.Twitter.com/IRAExpert

Jim Hitt is the Chie ExecutiveOfcer o American IRA, LLCand has been committed to allaspects o investing or more

than 30 years, using seldirected IRAs or hisown investments since 1982. Jims orte is thenancing and acquisition o real estate, privateoerings, mortgage lending, businesses, jointventures, partnerships and limited liabilitycompanies using creative techniques.
http://www.americanira.com/http://www.americanira.com/





Marketing Magic tricks

One of the concerns many ofmy students seem to run intois; once they nd the deal,

what do they say to the motivated sell-ers? How should that conversation go?On top of these concerns, many of mystudents say they are not really comfort-

able with having a conversation witha stranger, so how do they handle thatconversation? How do you get overthe jitters?

Okay, so youve practiced what you aregoing to say, you have a plan, you haveyour paperwork, youve probably pro-crastinated a little, then scheduled yourappointment with the seller, so nowwhat? You still feel those butteries inyour stomach and youre still not com-fortable with how the conversation withthe seller is going to go. What shouldyou say rst? How should you make theoffer? What if they ask you somethingyou dont know? What if they acceptyour offer? What if they dont?

Being ready or prepared is a relativeterm. Just because you dont feel quiteready or totally comfortable dealing withthis motivated seller face to face to makethe deal doesnt mean you shouldnt justjump right in there and do it. You ab-

solutely should!! Believe me, I under-stand this concept rst hand after hav-ing many conversations with motivatedsellers. And it only gets easier every timeyou do it, especially when the seller istruly motivated.

I believe that there are denitely somethings you can do to get prepared fora conversation with a motivated seller,especially if you havent done it before.With adequate preparation you can be-

come more ready than not, and by be-ing more ready, your chances of a suc-cessful conversation with your seller aregreatly increased. Readiness is not justa practical matter; it is a state of mindthat affects our emotions and feelings ofpreparedness. When you feel more ready

to have a conversation with a motivatedseller, you begin to relax, creating a morecomfortable atmosphere and leaving youwith fewer things to worry about.

Having conversations with motivatedsellers is an art can be practiced. Withthe right approach, it doesnt have to bescary or unnerving. In fact the conver-sation with the sellers and the makingof the deal should be fun, exciting, chal-lenging and fullling, knowing that youare helping this motivated seller solvewhatever problem they are having thatnecessitate them selling their property.

But sometimes it just seems like thereare demons hiding out, just waitingto turn a normal, intelligent personinto a quivering bowl of jello. When weget in front of the seller, we stutter, wemumble, we keep changing the subject,anything to steer away from the mat-ter at hand. And worse still, we start tosweat, our hands begin to shake, and our

memory of what we were going to sayjust fades away and we forget importantfacts we wanted to share.

Let me share a scenario where I had anappointment with a motivated seller anddrove around the block four times beforeturning into the sellers drive-way, justto try to calm the jitters I was having. Iended up buying the property and lateron the sellers mentioned to me that theyhad seen me going around the block sev-

eral times. Fortunately we all had a goodchuckle over it.

So how do we get past these jitters? Andhow do we get ready for these all impor-tant conversations with motivated sellers?

Be sure to read part two of this articlenext week when I share many ideas toget ready for these all important conversations with sellers and get yourdeals made!

In the meantime, be sure to visit my web-site at www.marketingmagiclady.comwhere you can nd many tools I haveavailable for buying and selling proper-ties quickly for your Real Estate Investing business. While you are there be sureand sign up for our FREE Monthly Newsletter and receive $149.00 in Free Invest-ing Tools.


The Art Of The Conversation

With Motivated Sellers -Part 1By Kathy Kennebrook, The Marketing Magic Lady

Kathy Kennebrook

[email protected]

www.MarketingMagicLady.com

www.Facebook.com/Kathy.Kennebrook

Kathy Kennebrook is a speaker,author and has been activelyinvesting in real estate since 1999,Kathy currently resides in Bradenton,FL and is known as the Marketing

Magic Lady because she is the countrysleading real estate marketing expert on ndingmotivated sellers using direct mail.





Beach REIAMeets 3rd Thursday Each Month at 6PM

at Gators Cae & Saloon located at

12754 Kingfsh Dr, Treasure Island, FL

BeachREIA.TampaREIA.com

It is impossible to outline a single setof guidelines for due diligence, buthere is a basic checklist, in no par-

ticular order, to begin your due diligencewith a deal presented by another investor(referred to as offeror here). No moneyor commitment should change handsuntil you have satised at least this pre-liminary checklist. After all, you spenta signicant period of time making yourhard-earned money; dont throw it away

in 30 minutes. Unfortunately, this hap-pens all too often. In many cases withexperienced investors who should knowbetter.Every business that seeks to growand achieve success has a detailed busi-ness plan. Any real estate entrepreneurthat expects cash ow and asset growthin any reasonable time period shouldhave a detailed plan as well.

High Taxes and aggressive litigationare todays motivators. Tax risks rangefrom income tax to draconian deathtaxes that consume up to 55% of theassets a person leaves behind. Trustsare often used along with more mod-ern adaptations of other old entities,such as partnership aberrations, to in-clude family limited partnerships andlimited liability companies. The questis to keep what you have accumulatedand to have some extended control ofit, even after death.

A perfect example of using ingenuity tokeep ones assets away from the gripsof the tax man was a trust establishedby Maria Cristofani in 1984. Maria es-tablished a trust and transferred to itreal estate with a value of $70,000. Theprimary beneciaries were her two chil-dren and, as contingent beneciaries, 5grandchildren should the two primarybeneciaries die within 120 days of Ma-ria. All was ne until Maria died and the

IRS audited her estate tax return.

Naturally, the IRS wanted more money.They claimed that Maria failed to le agift tax return and owed back gift taxes.The IRS argued that Maria was entitledto give $10,000 per year to the two pri-mary beneciaries, but that taxes wereowed on the $50,000 not excluded. Theestate disagreed, claiming that the 5contingent beneciaries did have an in-terest in the trust. The trust had a Crum-mey power and, in accordance with thatpower, the trustee had given written no-tice to all 7 beneciaries of their rightto withdraw. Thus, the full $70,000 wasexcludable.

This means that multiple-beneciarytrusts now can be used to expand thet-tax exclusion. It took someone with atolerance for risk to mix old law, and anold trust entity with a new way of look-

ing at the old to save Marias family substantial wealth.

Over the years trusts have been used ex-tensively in the attempt to control howmuch the government inherits. Some othe more familiar trust names includeBypass Trust; Marital Deduction TrustGeneration Skipping Trust; Grantor Re-tained Income Trust; Insurance Trustetc. The common thread for all of these

trusts is to legally avoid paying the ma-jority of the deceaseds wealth to thegovernment. Failure to act is to assurethat the estate will pay the highest pos-sible tax.

A NEED FOR PRIVACYReal Estate Investors often use trustas business devices. It is hard personsnever being in business to understandbut business can be war. There is an evergrowing number of enemy soldiers attempting to invade and plunder the in-vestors castle of wealth. Sometimes thisis accomplished by out and out illegameans, such as thieves that rob and de-stroy property or those who embezzle bynot paying rent. The cruelest enemy ishe who uses the law to plunder. Todaylawsuits are treated as a lottery.

Enemy troops look for excuses to sue; itis nearly a guaranteed prot. If a person

Using Trusts to OwnReal Estate Part 1By Dyches Boddiford

assets 101
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Russ Hiner404-660-4289

[email protected]

www.RHiner.com

www.Facebook.com/1RHiner

Russ has been investing in realestate in Atlanta Georgia since 1981.

His company currently controlsapartment buildings and single-amily properties in Georgia and

other states. His ocus is on raising private capitalthrough Hedge Equity, LLC.

Russ invests everyday. His knowledge andexperience is current in the market. He iscapitalizing on the needs, wants, and desires othe customer. He has a deep level o experiencein building relationships with vendors, investors,tenants, sellers, and qualied buyers. He hasthe knowledge to negotiate contracts, managerental properties, and make his co-investorswealthy. He enjoys taking properties whichare virtually destroyed, renovating them, andcreating a better community.

signs out on a Friday evening and pickthem up before 9 a.m. on Monday.They all ask for roughly a dollar a sign(negotiate for a better price) so if you aregoing to blanket the city (I put up to 8signs at large intersections), you might

want to do it yourself or hire a friendfor $10/hr to place the signs up in yourtargeted areas.

Now why do these companies place andpick up all bandit signs between Fridayevening and Monday morning? Simple,the legality of bandit signs isnt all thatclear. In some areas they are ok, andin others they are not. You need to beinformed on sign codes in all areas thatyou are looking to advertise. Whileyou can make a lot of money utilizing

bandits, you can also suffer some losses,

i.e. FINES! I have had to pay for codeviolations, and chances are you mighthave to also. Do your due diligenceand be aware. Call your local codeenforcement and nd out the rules. Anddo not be discouraged if they tell youNO SIGNS but you see signs all overthat area. The reality of it all is that while

bandit signs might be discouraged in anarea, code enforcers are not on the clockfrom 5 p.m. Friday evening till 9 a.m.Monday morning, hence the companyhours. In most cases if you advertiseduring these times, you will not incur anynes but I make no promises and assumeno responsibility! And remember, makean impact and you can make money, alot of money!


continued from page 1

can nd some excuse to sue, even if veryimsy, the defendant will almost alwayssettle for at least a few thousand dollarsbecause it is cheaper to settle than to in-cur the cost of legal defense. It has be-come so bad that in some cities, such asBuffalo, NY, unscrupulous people pub-lish lists of landlords and divulge suchthings as the number of properties, thenumber of units and the total value ofreal estate owned. Why? Because con-tingency fee lawyers will not spend thetime and money to go after someonewith minimum assets. They look for thefatted lamb.

LAND TRUSTSA result of this attack is a defense sys-tem. Trusts are used by some investorsas a key part of their defense. The most

common trust used in real estate invest-ing is referred to as an Illinois style landtrust. The primary purpose is to remove

the legal title from the investors name.The title is held in the name of a trusteeand the investor is both the grantor andthe beneciary to the trust. the trust doesnot offer the same kinds of protection acorporation or limited liability companycan, but it has a place in the castles de-fense and is the most economical of allentities to set up and maintain.

Legal advisors often recommend trustsbe used in conjunction with other busi-ness entities assuming the amount ofwealth involved is sufcient to justifythe cost of the business entity. Trusts,on the other hand, are usually very eco-nomical. An attorney prepares the origi-nal trust and it can be duplicated foradditional use. The fee to have a knowl-edgeable attorney prepare a land trust

can range from $300 to $1,000. Someof us do our own trusts, but a great dealof knowledge must be obtained before

you consider doing this. There are no additional expenses, such as franchise feeor income tax returns. A land trust ireported on the beneciarys tax returas if the beneciary personally ownedthe property.


Dyches [email protected]

www.Assets101.com

Dyches Boddiord is a ulltime investor who speaks romexperience in a variety o real estateareas. His seminars and conerencesare intended or the serious real

estate investor, though entrepreneurs in otherbusinesses or investments will nd his training

helpul as well.





Lenders like to argue that when ahomeowner gets behind on themortgage the issues involved

in foreclosure are cut-and-dried. Thehomeowner owes on the mortgage, theyhave not been able to catch up overmany months, so they should pay and/or lose the house. The reality is far lessclear-cut. In many cases homeowners donot argue in court that they dont owe

on a mortgage; the real questions arewho does the homeowner owe the loanto and does the party bringing a fore-closure action really have standing to lefor foreclosure?

An audit ordered by San Francisco asses-sor, Phil Ting, of about 400 foreclosureswas reported in a New York Times articleby Gretchen Morgenson showing perva-sive irregularities in how mortgages arewritten and how foreclosure lings arecarried out. While the study was speci-cally of problems with San Francisco areaforeclosures, similar ndings could bemade nationwide. For example, a recentwhistleblower report on Wells Fargo ex-posed the systematic fabrication and al-teration of mortgage documents nation-wide. Their fraud was so rigorous thatthey even took loans that were endorsedproperly and altered them as well!

Of the 400 foreclosure lings from Janu-ary 2009 to November 2011 that were

examined there were clear violations ofthe law found in 84% of the les, andtwo-thirds of the les had more thanfour violations or irregularities. Thestudy puts to rest the notion that these

irregularities are just isolated cases.

Here is a sampling of the problemsfound in the San Francisco foreclosuredocumentation study:

8% of the sample did not properlynotify the borrower of a default;

85% of the sample failed to show

proper transfer of recorded docu-ments to a new trustee, or the docu-ments were not led on time;

45% of auction sales were to entitiesimproperly claiming to be the ben-eciary of the deed of trust makingthe sale invalid;

6% of cases had the same deedof trust assigned to two or moreentities at the same time makingit unclear which had the right toforeclose.

The report casts serious doubt on theaccuracy of MERS transfers. In 58% ofthe cases audited found that loans listedin the MERS database showed differ-ent owners than were reected in otherpublic documents led in the county re-corders ofce.

But what about that $25 billion settle-ment with the largest banks? Accord-

ing to experts, the settlement covers justa small portion of the issues identiedas fraudulent and it does not inoculatelenders and servicers from a whole raft ofpotential liabilities. This audit provides

clear evidence that homeowners are routinely being deprived of their legal safeguards and due process in foreclosures.

These frauds have opened up a huge opportunity for real estate investors to helpunderwater homeowners AND pick upproperties at large discounts. By investigating the specic circumstancesbehind underwater homeowners loans

we are discovering unbelievable and blatant fraud that can be used as leverageagainst the banks in order to negotiatehuge discounts. This allows investorto free homeowners from the burdenof dumping money into an underwatehome while doing some incredible deals

If you would like more information onthis awesome strategy, give my ofce acall at 706-485-0162!


How Pervasive is the Problem of MortgageFraud and Clouded Title Issues?By Bob Massey

Bob Massey706-485-0162

[email protected]

www.REWealthCoach.com

www.Facebook.com/BobMasseyOicial

Bob Massey is a recoveringcorporate executive who is now

living the dream running his ownsuccessul real estate investingbusiness and teaching others how

to do the same. In the process he has becomethe nations leading educator on the oreclosureinvesting the oreclosure process.

www.YouTube.com/TampaREIAKeep up to date with our latest videos by subscribing to our YouTube Channel
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2013 Tampa REIA, LLC. All Rights Reserved. Reprint not permitted without written permission from publisher. http://TampaREIA.com

LEGAL DISCLAIMER: Tampa REIA, LLC promotes practical knowledge of real estate investment though education, discussion and networkingThe information, views and opinions expressed in the publication do not necessarily reect the views, policies and opinions of Tampa REIA, LLCor any of its members and sponsors, nor does mention of certain trade names, products, services, individuals or organizations imply endorsementby Tampa REIA, LLC or its members or sponsors. The information presented in this publication is made available for informational purposes onlyand is not to be construed as nancial or legal advice which should only be obtained through a competent attorney, accountant or other qualiedprofessional advisor. Tampa REIA, LLC does not pre-qualify, evaluate, endorse, guarantee or warranty any particular deal, service, company, orperson. Tampa REIA, LLC recommends you perform your own due diligence and seek appropriate legal, accounting, or other professional advicebefore making any investment. Tampa REIA, LLC disclaims any and all liability for any actions or inactions taken by readers of this informationalmaterial or as a result of communications from or to its ofcers, directors, employees, contractors, partners, members, sponsors and afliates.

Tampa REIA, LLC405 S. Dale Mabry Hwy

Suite 114Tampa, FL 33609

P: 813-358-8050F: 813-200-1330E: [email protected]

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Larry HarboltLarrys Weekly REI MeetupP: 727-420-4810E: [email protected]

Tampa REIas mIssIon is to help insure our members real estate success by providing extremely

aordable, high quality, relevant real estate investing inormation and education, as well as requent,

un and rewarding real estate networking opportunities. Our goal is to be the premier educational

and networking organization or real estate proessionals in the Tampa Bay area.

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Matt & Courtney LarsenLeaders of Beach REIAP: 813-838-0171E: [email protected]
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Aunt Tillie is on re! Not literally,of course. Shes hot into real es-tate investing. Shes got six rental

houses, all occupied, and every tenant isup-to-date on the rent. At least, they wereup-to-date until last month. Mr. Farklesrent was three weeks late last month andhe still hasnt paid this month. Tillies hav-ing a hard time deciding whether or not to

start eviction proceedings. She knows hedpay it if he could, but she cant afford togive him free rent. Is it better to be kindlyand poor, or mean and rich? And are thoseher only choices?

This balancing act Should I be a sucker,or a scrooge? is one of the toughest thingsreal estate investors have to walk through,and we have to do it on a regular basis.

I had a disturbing conversation recentlythat brought this point home for me. Acouple I know invests in real estate to-gether. They have about a dozen rentalhouses, and they do very well. When theeconomy tanked, though, they foundthey had to be a little more exible aboutcollecting rent payments.

Now that the economy is looking up, thehusband has decided its time for sometough love. He was never too keen on theexibility thing anyway, if truth be told.In fact, his usual procedure is to start evic-

tion proceedings on the second day of themonth if the rent isnt paid.

So now, one of their long-time tenants is acouple of weeks late on the rent. The ten-ant, who has lived there for three years andusually pays early, was 18 days late lastmonth. When she called to ask if she couldhave some extra time this month too, thehusband said no. The tenant, who is sevenmonths pregnant, somehow got the mon-ey together and hand-delivered a money

order for the full amount of the rent. Un-fortunately, she lled it out wrong and hasto go to the bank to get a new one. Thiscould be done in less than a day. There waslittle doubt that the money was coming.Yet the husband started eviction proceed-ings anyway.

In discussing the situation, I asked thehusband whether it mattered that thetenant was pregnant. His response:Frankly, I dont care if she has to givebirth in the parking lot. I shouldnt havelet my wife talk me into giving her extratime last month.

Now, Im all about making money, andI dont like being taken advantage of,but this guy seems a little extreme to me.The tenant had never been late before lastmonth, and she takes good care of the

place. Would I really want to risk an emptyhouse when a couple of weeks would help agood tenant get back on her feet?

Still, theres that other kind of tenant. Youknow, the one who is always late, andhasnt mowed the lawn since he moved in.The one who wont take your calls. Theone whose big Doberman chased the post-man for a half a mile last week. Hey, Imall about tough love for that kind of tenant.

The trick, of course, is guring out the in-between cases. At what point does a goodSamaritan become a sucker?

When it comes to sticky issues like this, Ilike to see how other investors strike thatbalance. We all come across the same situ-ations, after all, and I want to hear whatyou have to say. You already know whereto nd the kind of community Im talkingabout: Its your local Real Estate Invest-ment Association, or REIA, of course.

Im a technology kind of guy, though, soI dont just limit myself to local events. Icheck out the articles and forums on myREIA website. Maybe I even start a con-versation string myself. And I dont stopthere. I can create an Internet turbo com-munity by looking beyond my local chap-ter. Other chapters have a lot to offer, awell as national sites likewww.national

reia.com andwww.biggerpockets.comAnd dont forget about other resourceslike your place of worship. Those folks havecreated turbo communities, too.

Once youve gathered other viewpointsthough, what then? How do you deal withthat late tenant?

Theres no chart or graph or excel spread-sheet that can tell you whether to evict atenant. No website will give you the an-swer. When it comes down to it, theresonly one place to nd the answer, and its isright in front of your face. For this kind ofanswer, you have to look in the mirror.


Don [email protected]

www.MobileRealEstateRockstar.com/Tampa-REIA

www.Facebook.com/Don.DeRosa

www.Twitter.com/DonDeRosa

Don DeRosa was recognized asone o the nations top 21 realestate investors in the New York

Times bestseller The MillionaireReal Estate Investor. Don, whois a ull-time investor, trainer,

and mentor, is the rst to oer his completeinvesting system on a mobile platorm. Donteaches investors how to Make More and WorkLess by being more efcient, productive andcompetitive, leveraging mobile technology andapps on the iPad, iPhone, Android and othermobile devices.

theres an app For that

Striking a Balance:Sucker or Scrooge?By Don DeRosa

Compassion brings us to a stop, and for a moment we rise above ourselves. ~ Mason Cooley




2013 Tampa REIA, LLC. All Rights Reserved. Reprint not permitted without written permission from publisher.2012 Atlanta REIA, LLC All Rights Reserved. Quotation and reprint are not allowed without written permission of the publisher. http://TampaREIA.com2013 Tampa REIA, LLC. All Rights Reserved. Reprint not permitted without written permission from publisher. http://TampaREIA.com

407-831-2498

Subscribe to

@http://IRCForida.com

Meets on the 3rd

Thursday of eachmonth from

5:309:00pm

Winter Park Civic Center

1050 W. Morse Blvd.

Winter Park, Fl 32789

FOllOW IRC ON: www.Facebook.com/IRCFlorida

www.Twitter.com/IRCFlorida

We meet at Whiskey Joes Bar & Grill,located at 7720 West Courtney Campbell

Causeway in Tampa, right ater ourTampa REIA Main Meeting

Join us or

LATE NITE NETWORKINGat the

Meeting-Ater-the-Meeting

http://www.whiskeyjoestampa.com

Irecently read an article which statedIf you thought that all you wantedwas skyrocketing appreciation on

your home or investment property, thenone real estate ratings rm is warning youto think again. At REIAComps.com,along with its Property Valuation Supportand Training, you will know the truth foryourself. Lets continue with that ratingsrm According to a new report from

the data analysis rm, recent home pricegains may be too rapid and contributingto a market imbalance that could eventu-ally stall or reverse the positive trend. Therm warns that in some markets an arti-cially constrained supply of homes for saleis keeping prices high even though buy-ers do not actually have the wherewithal,as a population, to sustain these purchaseprices. Also they added that strong insti-tutional investor demandis keeping thesupply-demand balanceeven more pro-nounced.

The ratings agency spotlighted Californiaas a state where the recovering marketsfast pace could present a problem. Thesame can be true in your home state aswell. California home prices have risen 13percent year over year despite employmentcrunches in many parts of the state. If em-ployment does not soon catch up to hous-ing, this new bubble could burst, analystswarn. In San Francisco, home prices are up22.2 percent year over year, and are only

going higher thanks to restricted supplyand heightened demand. Lastly, the rat-ings rm says that more and more bor-rowers are likely to move to the sidelines inareas where the recovery is too rapid inorder to wait for prices to stabilize.

Do you think that there is any such thingas a recovery that is too rapid? UsingREIAComps.com will put you in a posi-

tion to know if your market area is cryingwolf or is there a potential problem in theworks? Let REIAComps.com show youthe lambs from the wolves.


Are Property ValuesReally Rising Fast?By Mark Jackson

appraiser secrets For real estate investors

Mark Jackson

678-318-1773 Ext [email protected]

www.REIAComps.com

Mark Jackson is an appraiser,real estate investor and propertyvaluation specialist who teachesothers to get more out o their realestate investing business. In 1999,

Mark ounded an appraisal company and soonound his true git was analyzing property valuesor real estate investors. Since 2000, has closedmillions o dollars worth o his own domesticand international real estate transactions. Markspassions are: aith, amily, gol and real estate.
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CALL 678-318-1300

R VISITQUALITYANSWERINGSERVICE.COM/TAMPAREIA

Last month, Kim and I were part

of a panel discussion at DustinGrifns Atlanta REIA monthly

meeting. The topic was about how werestructuring our deals in the current realestate market. A lot of time was spentanswering questions about hedge fundsand how theyre driving up home prices.

Because hedge funds are gobbling up anungodly number of properties and arewilling to pay at or above a propertysCONSERVATIVE fair market value many investors are no longer able to behigh bidders at the foreclosure auction.And because many of these so-called inves-tors know of no other way to buy property,they simply quit showing up or worseyet, pay WAY too much for a property.

Frankly, Kim and I dont give hedgefunds much thought other than think-ing theyre making one giant mistakethats gonna bite them in the butt oneday soon! Sure, these days were rarelythe high bidders on the steps, but that

doesnt mean were not doing deals. Justthe opposite is true!

April was the month Kim and I realizedthat the foreclosure auction was no longerthe best place to nd deals. However, westill managed to dofourdeals! Three werefound by knocking on sellers doors; ourrealtor told us about the fourth one.

Heres the hedge funds primary prob-lem: Hedge funds are run by Wall Street

people, not by folks who understand

single-family houses and landlord-tenantrelationships.

Some folks think that when it comes to realestate investing, Wall Street people are thecats meow. They point to the big returnspromised by the hedge funds and say, Igotta get me some of that! We say, Sillyrabbit, tricks are for kids! Do you remem-ber how successful the Wall Street folkswere with real estate from 2002 to 2006?Remember how THAT dance turned out?!

Let me tell you a story: There was a verywealthy man in Macon, Georgia. Hewanted his son to be a nancial success.The son was very young and had zero realestate experience. Still, the dad told theson to go out and buy thirty single-familyrental properties for cash over a ninety-day period of time using the dads money.

Buying ten houses a month, for threestraight months, is a very difcult task especially for someone not versed in real

estate. How many of the thirty homes doyou think were eye-popping deals? Howmany big mistakes do you think thewell-meaning son bought?

After the properties are purchased, nextthey have to be rehabbed. How much re-habbing experience does the son have? Fi-nally comes the BIG job: Finding and man-aging tenants. Can you saytrain wreck?

What do you think of the dads hair-

brained idea now? After this little real es

tate investing picnic blows up, how badlydo you think the dad and the son wilwant to chew their arm off to get out ofthese deals?

OKtheres no dad in Macon doingthis for his son. However, this is EXACTLY what the hedge funds are doingevery stinkin day but with a lot morzeros! What do you think about thosesharp Wall Streeters now? Dont youknow that soon theyre gonna gag on althe goofy deals theyve done, taking thefund investors down with them!

And when the gagging happens andit will happen who do you think will bethere to put Humpty Dumpty back to-gether again? Real estate investors whoknow how to creatively structure and -nance win-win deals, of course!


The Gag ReexBy Bill Cook

real WorlD real estate investing

Bill Cook727-420-4810

[email protected]

www.REIOutpost.com

Bill Cook is a ull-time real estateinvestor, speaker and author. Hespecializes in single-amily homes andmobile home parks. Bill believes that

real estate investing, especially the act o buyingand holding rental property, is the surest wayto nancial independence and wealth. Bill andhis wie Kim run North Georgia REIA where theyteach others how to successully invest in realestate.
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One of our favorite and mostcost effective ways to marketour home buying business is

through the frequent use of yers. Infact, yers are one of the most versatileand low cost forms of advertising we useto generate leads on a regular basis.

Flyers can be used in a variety of formatssuch as handouts, posters, mini banditsigns, over sized business cards, postcards,

free reports, brochures, door hangers,newspaper inserts, tear off yers, etc.

We like to use full size 8.5 x 11 (or 9x 12) or half size 8.5 x 5.5 (or 8 x 6),double sided, full color, UV coated, cardstock yers for our ongoing marketing ef-forts. We can get 5000 of these full color,double sided, UV coated, 9 x 12 yersfor $480 or .096 cents each. We can alsoget 5000 of the same yers in 8 x 6 sizefor only $190 or .038 cents each! Thiscan give us a lot of bang for our buck,depending on how we use these yers.

When it comes to using these yers, thereare many ways to distribute them. Twoof our favorite distribution methods areDriving for Dollars and Farming.

Driving for Dollars simply means tograb a stack of yers, drive around neigh-borhoods and yer houses youd like topurchase. These houses could be For Saleby Owner, listed with a Realtor, For

Rent, vacant or whatever types of housesyou choose. You could put your yers onthe mailbox, in the driveway, on the frontdoor or the garage door. While youre atthe house, you can snap a photo or two,write down the address and a phonenumber too, if one is available, for futurefollow up by phone or direct mail.

Driving for Dollars is, by far, one of thecheapest, easiest and most cost effectiveways we use to get fast, targeted results

using yers. Driving for Dollars is a per-fect example of Direct Marketing at itsnest since we are able to target and mar-ket directly to sellers who have homes forsale right now in neighborhoods wherewe want to buy.

Farming is when you, or someone youhire, distributes yers to every singlehome in a neighborhood where you wantto buy houses, over and over again, to

generate leads and continuously buildyour brand as a serious homebuyer inyour area. The goal is not only to marketdirectly to the sellers with homes for salenow, but to also build rapport and cred-ibility among all the other home ownerswhose house isnt for sale yet. The idea isto get current sellers to call you now andfuture sellers to call you rst when theyare nally ready to sell.

Farming has been a very effective mar-keting method for us since the sellerswith homes currently for sale call or visitour website as do many of the people whoare thinking about selling (the shop-pers) and havent listed their homes forsale yet. Farming is an excellent exampleof Mass Marketing since you are advertis-ing to everyone in a neighborhood whereyou want to buy homes even though onlya dozen homes may be for sale at any giv-en time. You can get quite a few referralsthis way as well, especially if you mentiona nders fee on your yers.

Thoughts to Ponder WhenUsing Flyers:

1. What types of yers will you use tomarket your business?

2. What size, color and type of materialwill you use for your yers?

3. What marketing message will youuse on your yers?

4. How will you capture the leads youryers generate?

5. How many times must you yersomeones house to get them to re-spond?

6. How much will your yers cost tohave printed?

7. Where will you distribute youryers?

8. How much will your yers cost todistribute?

9. How often will you yer the samehouse or neighborhood?

10. How will you track the leads youryers generate?


800 pounD guerilla Marketing

Driving for Dollars andFarming with FlyersBy Dustin Griffin

About the Author: Dustin Grifn is theExecutive Director o AtlantaREIA and Tampa REIA andis also an entrepreneur, real

estate investor, websitedeveloper, internet marketingenthusiast and a husband andproud ather o two.





Playing Hide and Seekwith Lenders

By Kimberlee Frank

Foreclosures gone WilD

Working an effective short salecan seem impossible if yourSeller is not providing you

with accurate information. The veryrst thing I require from all Sellers is acomplete Seller Information Sheet. MySeller Information Sheet is customizedto specically catch every pertinent factabout the Seller and the house.

Below are several things that I need inorder to review the deal and determinemy exit strategy as an Investor and/orRealtor.

1. Seller(s) name, phone number, emailaddress.

2. Property Address.

3. Their estimated value and how theycame up with that gure.

4. Their asking price and how they canup with that gure.

5. Is the property listed or has it everbeen listed?

6. Is the home vacant or occupied bythe Seller or a Tenant?

7. If Tenant occupied, I request theterms of the lease, rent amount and

security deposit.

8. Information about the house beds,baths, square feet, lot size/location,garage, construction - brick/stucco,pool operative or not, date pur-chased and amount owed.

9. Lenders/liens on the property,amount owed, adjustable or xed,interest rate, monthly payment and

does it include taxes and insurance.

10. Is there a Homeowners Associationand if so how much? Yearly, Quar-terly, Monthly. Are they current orbehind and how much in arrears.

11. Name of the HomeownersAssociation.

12. If they pay their own taxes, howmuch is it and are they currentor behind?

13. What type of mortgage do theyhave on their home? FHA, VA,Conventional 80/20 loan?

14. Will they sell the house for whatthey owe? If yes and it is upsidedown, then it has to be a short sale.If no, then after all the debt is paidoff including closing costs, howmuch do they want in their pocket?Once they give me that amount, Iask them if that is the best they cando? Believe it or not, they drop iteven more.

15. What are they going to do if theycant sell the house?

16. Do they own any other houses?

17. I will also need to know what thevalues are on the home. I use myMLS, ReiFax, Zillow and Trulia forsold comps. When looking at thevalues, you should only go back90 days.

Only after I have all this information amI properly equipped to structure a suc-cessful and protable deal. You skipthese questions and you are asking for

trouble down the road that will kill youdeal, maybe even at the closing table. Iyour Seller is not willing to provide youwith the above information, then theyare not as motivated as you thoughtMost of my Sellers initially tell me thatthey are working on a loan modicationor they have hired an attorney to represent them in the foreclosure action. Un

derstanding what the Sellers want wilassist you in making your deal happenWhen they are attempting a loan modi-cation, I ask they what they want fromthe bank. Is it a reduction of the principal or a change in their monthly payment? I will walk them thru why a loanmodication may or may not work fothem. If they have an attorney involvedI ask What is the attorney doing foryou? Are they doing a forensic exam todispute the paperwork or are they stall-

ing to either get a loan modication oget you more time in the home? Understanding their expectations of the at-torney will help you construct your deal

Many loans have been sold off multipletimes which may require you to do someinvestigation as to who is holding theloan that we are attempting to shortsale. I am currently working a deawherein the Sellers had two loans on theproperty. Both were with Countrywideand then bought by Bank of America

The short sale lenders that we deal withare typically the servicers on the loan, somany times we are not dealing directlywith the investors of the money. Manypeople dont understand this practiceThe money was loaned by a group of investors, which could be REITs or TrustsThen they give the money to the bankswho are servicers for their money, whoin turn loan the money to the SellersThe rst loan on this deal went back to





Soutions that hepyou Mae More.

Wor less.

Use your iPad, iPhone,or other mobile device,anywhere, to

H Find comps andrental rates

H Sign and send contractsH Plan your entire rehab

H and so much more!

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Bank of America who has no knowledgethat there is a second on the property asthe servicers dont pull title work. Andif you are not pulling title work well inadvance of closing your deals, then youcan expect some harsh last minute sur-prises. Please be proactive on this, Iwant to see you closing deals, not los-

ing deals! The second loan was givento Litton Loans but is no longer activeand was given to a collection agency.That is where the trail goes cold. Ihave sent an authorization to the col-lection agency and they are going toresearch who has the loan.

Do you remember when 60 minuteshad busted the banks for Robo sign-ing of documents? If not, you needto google www.60minutesovertime.com and look up Robo signing. Mort-

gage Electronic Registration Sys-tems, Inc. (MERS) is an Americanprivately held company that oper-ates an electronic registry designed totrack servicing rights and ownership ofmortgage loans in the United States.When a lender assigns their rights toMERS, no information is given to thepublic as to who now owns the loan.However, you are able to find out whois the servicer just by going to www.mersinc.org and click on informa-tion for homeowner and then mymortgage info. Then click the on-line link and you have several optionsto locate which lender is servicing theloan. I would recommend that youput in the MIN number which you canfind on the front page of the mortgageor use the sellers name, social secu-rity number and zip code of property.With the help of MERS I was ableto find that the second mortgage iswith Ocwen.

In a worst case scenario, if its not aMERS loan and the seller has been outof the property for over a year, you canhave them submit a new change of ad-dress with the post office which onlylasts for 1 year. That way, all commu-nication from the unknown party(ies)will come to them again.

Again, you must always, always havetitle work pulled first thing on yourshort sale deals. This tells you upfront

if you are going to have any challengeswith additional liens. The title com-pany will conduct a search going back40 years to expose any liens or encum-brances. They also conduct a namesearch. The name search will pullup any outstanding credit card judg-ments, civil judgments (child support

liens) or any other liens. On my par-ticular deal, there was a child supportlien. Although the names were simi-lar, in this case, the lien did not belongto my Seller. If it did, I would havehad to also short sale that lien.

The best advice that I can give youon any deal is to have your teamplayer ready that will work with youand do whatever is necessary to closethis deal. In this case, it is my TitleCompany. I would also recommend

having a relationship with more thanone Title Company, as their rules andregulations change.

I look forward to providing you with fu-ture tips so stay tuned or join me at mynext boot camp.

Happy Negotiating!

Kimberlee Frank


Kimberlee Frank407-888-3255

[email protected]

www.ForeclosuresGoneWild.comwww.Facebook.com/ForeclosuresGoneWild

www.Linkedin.com/in/KimberleeFrank

www.Twitter.com/KimberleeFrank

Kimberlee Frank is a MasterNegotiator who has closed over600 deals since 1998. She is aMentor, Trainer, Author and RealEstate Broker teaching Investors

and Realtors how to creatively purchase andsell short sales with her Step-by-Step System.She has helped Investors and Realtors earnhundreds o thousands o dollars.
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Welcome back! If youre join-ing us from last time, youllremember that we talked

about the Biggest Mistake Most Peo-ple Make in Their Lead Gen Market-ing. Whether youve read it or not, Illjust re-cover it here, so that were all onthe same page.

The biggest mistake is that most peopletry to SELL something too early in theprocess, rather than just get the prospect(reader) curious enough to take actionand request more information.

Most of the time, we want them to eithercall us orll out a form on our website.

By simply getting them to take thatONE, easy action - The First Step, yougive your sales process the chance it needsto succeed. Of course, after the rststep has been taken, thesecond and thirdsteps are next. These steps should be anatural progression down a slipperyslope that eventually leads to youclosing the sale/deal.

For example, after you get your prospectto call you, you would have someoneanswer the phone, and pleasantly aska few questions to get the appropriateinformation from your prospect in orderto see if you can help them. If they ll

out a form (name & email) on yourwebsite, your next step might be to takethem to the next page, where you deliveryour Special Report/Video, then offerthem more information in exchange forgetting the rest of the information youneed, such as phone number, locationof their property, ARV, Repairs, etc., sothat you can follow up with them later.

Make sense? Great! So, with that outof the way, lets now take a closer look

at some other marketing boo-boos &blunders that most marketers make,shall we?

Heres 5 More CommonMarketing Mistakes Most

People Make:

1. Not Getting Your Marketing

Message Out Where YourProspects Can See It.

Once youve written at least a halfway-decent marketing piece (using the advicefrom above), you then need to get thatmessage OUT and in front of the eyesthat will benet from what youreoffering. It wont do anyone any goodif you cant get the word out about whatyou do. Even a crappy out blasted outall over the place will make more moneythan a brilliant ad only seen by a fewpeople (in most cases).

He Who Has a Thing To Sell, andGoes and Whispers in a Well,

Will Never Make As Many Dollars AsHe Who Climbs a Tree and Hollers!

Remember that.

2. Not Getting Your MarketingMessage Out To Enough Places.

These days, your prospects areeverywhere. Online and ofine. Mepersonally, Im a very technologically-oriented kinda guy. I do most everythingonline. When I need something, I goclickety-clack on my keyboard to ndwhat Im looking for.

More and more people are doing thesame. So you should be able to be foundonline - in as many places as possible!Do some research to nd what your

potential prospects are doing to ndpeople like you online. And build severapieces of virtual real estate to have themnd you.

For example, put up an optimizedwebsite (or 2 or 3). Build aFACEBOOK Fan Page or 2Get yourself listed in a few online

business directories. Thats huge. Put upsome ads on Craigslist. Take out someonline Classied Ads. You get the idea

3. Only Paying Attention to EitherOFFLINE Or ONLINE.

Just as its important to serve the evergrowing ONLINE community, youd beshooting yourself in the foot if you forgoabout all the people who are OFFLINEI know its hard to believe, but theresstill a TON of people who dont use acomputer. Theres even more peoplewho dont know how to use it the righway! Even if some of your prospectshava computer, they may not know HOWto FIND YOU! Right?

So get your marketing message out tothem, too. The last I heard, Bandit Signsand Direct Mail still work very, verywell. Target your market & get yousigns up and your letters out.

4. Forgetting What I Just TaughtYou.

In the opening paragraphs, as well asthe last article in this column, I told youthat the biggest mistake most peoplemake is to try and SELL the prospecright away. Please remember that thaaint gonna happen 99 times out o100. Your rst ad should simply arouseenough curiosity and give them a strongenough benet (reason WHY) they

pearls oF WisDoM

More Marketing MistakesMost Marketers MakeBy Tony Pearl





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should take that rst action and requestmore information from you... by callingor lling out the form, etc.

5. Not Doing Anything.

I saved the best for last. Listen, the easiestthing for anyone to do is nothing. Just curl

up in a ball and blame the world for allyour troubles. A lot of us have been there- especially over the past few years, whenreal estate and the economy in generalwere both crumbling like a cookie.

But doing nothing wont solve yourmoney issues. It wont make thingsbetter. And most of all, if you do nothing,youll be missing out on all the FUN youcould be having by working and helpingpeople who truly needyour unique skillsand talents... and the services you can

provide them.

So write your ad. Get it out there. Geton the phone andtalk to people. Makesome offers.

Even though my last 2 articles talkedabout NOT making mistakes, perhapsthe REAL Biggest Mistake is to Not Do

Anything. Dont be afraid to fail!

As a smart guy once said, You dont

have to get itright,

you just have toget itgoing!

I remember a few years ago, when Irst started experiencing success in realestate investing. I was young, hungry,and knew just enough to be dangerous.But I took massive ACTION by puttingup ads everywhere I might be able toget a deal. I talked to banks & actuallygot them to believe me! I made offers

on houses I had no idea what to dowith. Some deals worked out and somedidnt. But I kicked up a big cloud ofsmoke and improvised along the way.And when the dust settled & the smokecleared, Id closed a bunch of deals... andwas a millionaire!

It was the most terrifying, exciting, andfun time in my business career. I madefriends, rubbed elbows, and earned therespect of people who were WAY aboveme. Why? Because I took action.

In closing, Id like to remind youthat there are a few great tips in thisarticle about how you can avoid somecommonly-made marketing mistakes.But again, the real Biggest Mistakewould be to not do anything. Hey, mistakesare going to happen. You cant avoidthem, no matter how hard you try orhowmany of my great articles you read. Butjust do the best you can to avoid writingbig checks, making promises you cantkeep, or personally guaranteeing debt,and you should be just ne!

Until Next Time, Im...

Wishing You Success,

Tony Pearl


Tony Pearl202-556-0670

[email protected]

www.TonyPearl.com

www.Facebook.com/TonyPearl

www.Twitter.com/TheTonyPearl

www.Youtube.com/TonyPearl

Tony Pearl is an entrepreneur,

copywriter, proud ather, mentor,marketing consultant andtalented teacher who residesin the Washington, DC area. He

has traveled to over 26 countries, speaks 4languages, and continues to travel extensively.He has been a proessional Ballroom and Latindance instructor, competitor, and exhibitor orover 19 years. As a Real Estate Investor, Tonyhas bought and sold over Ten Million dollarsworth o real estate, and has been educated byand associates with the best.
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Hello fellow investors,

Now that summer is ofciallyupon us its time to do some

serious thinking how to maximize ourprots over the next several months inthe most effective ways. A few years agoI noticed another investor I knew whobecame very intensively busy starting inlate March and early April. One day whilewe were having lunch I asked him why he

did most of his deals in the summer months.He gave me a very well thought out andprotable explanation of his strategy, whyhe used it and how protable, if done right,his strategy could be.

With so many schools continually receivingpoorer evaluations, for many parentssending their children to good schools isbecoming more and more important intodays world. My friend explained thatas the school year draws to a close andsummer is quickly approaching that manyparents start to look for areas with the bestschool accreditations to send their childrenand nd a house to rent or buy. Once heexplained what he was doing I startedlooking for three and four bedroom housesin the best school districts where I couldbuy houses affordably I could x and rentor x and sell to these families. I startedlooked for houses in those areas thatneeded some cosmetic work done to themthat I could buy at an affordable price orwith terms that would allow me to make a

monthly prot no matter what I did withthe houses, rent or sell.

My criteria for the houses I wanted to buywere, 3 and 4 bedroom houses in moreupscale neighborhoods, but not where

the houses were ridiculously high priced. Iwanted areas where working class familieswho could qualify for a mortgage wantto live. I needed houses that had goodcurb appeal and a oor plan that was welldesigned for a family with several children.I wanted houses in good areas where therewerent too many senior citizens. Areaswhere families with children alreadylive. I found senior citizens in nice, quietneighborhoods with children playing in

the streets all hours of the day and eveningdont work well together.

It is a proven fact that these parents whoare more concerned with their childrenseducation start to think about movinginto school districts that have higherscholastic scores about the time theschool year is about to end giving themthe entire summer to nd a new houseto live in where they want to live. As aninvestor I needed to buy the houses forthese families in March and April to giveme time to x them and get them readyfor these families to move into as soon asthe school year ends. From my years ofexperience repairing houses I know for afact that to have a house ready to sell toa family who can qualify for a loan takesapproximately 4 months from the day Ibuy the house until the day I go to closingto sell the house. If I had a family whowanted to rent my house I knew it wouldtake approximately 3 months from theday I buy it until I could move a qualied

tenant into my house. Ive done too manyhouses over the years to know my time-frames are pretty close to reality.

The houses you buy must be affordablefor the buyer or the renter and provided

I bought the properties at the right priceor with good terms I could sell or rent andmake the deal affordable for the buyeror the renter and still make a very goodmonthly cash-ow.

This is an excellent strategy for anyinvestor looking for a specic type obuyer or renter where you can buy housesin good areas where you will have manybuyers who want to live in good areas

Just remember, start looking in the springso you will have as many houses ready tosell during the summer months before thenew school year starts.

Happy Investing,

Larry


Summertime is aGreat Time to Buy HousesBy Larry Harbolt

creative Financing is king

Larry Harbolt727-420-4810

[email protected]

www.LarryHarbolt.com

www.Facebook.com/Larry.Harbolt.7

www.Twitter.com/LarryHarbolt

Larry Harbolt is the nations leadingcreative Seller Financing expert aswell as a popular national real estatespeaker and teacher whose time-

tested strategies and nuts and bolts teachingstyle has helped thousands o aspiring real estateentrepreneurs realize their nancial dreams

with little or no money and without the needor credit. Larry has been successul creativelybuying and selling real estate or over 30 yearsand has written numerous popular articles andreal estate courses. Larry also has been running ameetup group in St Petersburg, FL or real estateinvestors or over 13 years.
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My article this month WAS go-ing to be about A Day in theLife of a Full Time Wholesaler,

but after thinking out the article in myhead it came down to productivity, focus,goals, and time management which areall interrelated. I also thought that thesethings can be applied to any area of realestate investing, not just Wholesaling.

No matter if you are full time or part time,

you still need to be very cognizant of whatactivities are getting your closer to yourgoals whether its doing wholesale dealsor any type or real estate investing (ndingseller nance deals, nding good buy andholds, nding good x n ips, nding buy-ers, nding private lenders, building yourteam, etc).

This article will be more focused on theDaily Success Activities of a Wholesaler,but can be applied to most types of realestate investing (plus I think everyoneshould be doing some wholesaling in their

RE business). So like I said, no matter ifyou are full-time or part-time in real es-tate investing, you need to have goals, andyou need to focus on the activities thatwill move you closer to those goals. As awholesaler, your goals are typically to closedeals (ip houses and/or contracts for cash).You determine how many deals you wantto have done by the end of the year or howmuch money you want to have made fromthis. Thats an example of a goal you couldhave now how do we get there?

Here Are Examples o DailySuccess Activities

Review your goals: do this once a day

Education: try to do 30 minutes ofeducation a day: Podcast, Audio Book,

Video, REIA Meeting, Read articles,etc dont get bogged down by this(dont want information overload orparalysis of analysis)

Marketing: one of the most importantactivities got to have leads comingin: driving for dollars, writing yellowletters, posting Craigslist ads, callingCraigslist ads, building a website tocapture leads, contacting buyers, put-

ting out bandit signs or yers, workingon a direct mail campaigns, etc.

Networking: You always want tobe building your network this is apeople business. REIA Meetings aregreat. Meet other investors, realtors,contractors, title people, property man-agement, buyers, lenders anyone thatcan help you in your business

Talking to Sellers: ranks very high onthe success activities, the more sellersyou talk to, the more deals you will get

Analyzing Deals: the better you getat this, the less time you will need tospend, but will always be a part of yourday. Make sure you are getting gooddeals.

Face to Face appointments withSellers: normally an important step(can be done over the phone if theyare not local). Viewing/Inspecting theproperties normally necessary

Making Offers to Sellers: Cant closeany deals if you dont make any offers

the more offers you make the moredeals you will get

Closing Deals: this is where you makeMoney( YEAY!). Usually includes ad-vertising a property, nding a buyer,

open Escrow, Closing with Title Company or Attorney

These activities are fairly universal to anyone that wants to be successful in reaestate investing. You will want to trackthese activities on a daily basis to ensureyou are moving towards your goals. If youarent getting the results you want jusincrease those activities. Pretty simpleright? These things are all easy to do. Bu

they are also easy not to do arent they? Strack and measure them things that gemeasured, get done.

We have a Real Estate Investor Daily Success Sheet that we provide to those whosign up for our FREE Fast Cash CrashCourse on our website. We also include video to show you how to use the sheet ona daily basis and what activities to focus on there is a scoring system (which makes ifun right?). So go check it out and at leasstick to these daily success activities thaIve mentioned above, and you will be on

the right track. Best of luck to you anfeel free to contact us anytime for helpin your real estate investing business.


Matt Larsen813-838-0171

[email protected]

www.MrAndMrsQuickFlip.com

Matt Larsen started buying and sellingreal estate in October 2012. In the lastew months, he and his wie Courtneyhave done over 25 wholesale deals

with no prior real estate investing experience,very little cash and none o their own credit. Nowthey are both ull time real estate investors, workon their own schedule and report only to eachother.

Real Estate Investor DailySuccess ActivitiesBy Matt Larsen

Quick Flip For Fast cash
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larry Harbots WeeyRea Estate Investor Meetup

Every mdy t 7:00Hibachi Buet7610 49th St N, Pinellas Park, FL

JoinUsa

t

Over the last 23+ years, Iveknown many investors andentrepreneurs. Ive seen every

possible scenario, from overnight successto plodding, sit-on-your-butt-and-do-nothing failure. Ive known people whowould get off to a great start, and thenfade away, and some who would piddlearound and never seem to get anywhere.

Ive known those who made a very suc-cessful living and even a few who be-came super wealthy.

Is there a magic formula for success? Iwish I could tell you there was. It couldhave saved me a whole lot of headachesover the years. And having the copyrighton that formula would have made mean awful lot of money. Unfortunately,theres no more magic in being success-ful than there is in anything else worth-while in life.

However, from years of experiencing myown successes and failures, as well as wit-nessing those of others, I have identieda few mistakes that can short-circuit anentrepreneurs rise to fortune. Ive com-piled a list of the most common road-blocks youll face on the road to becom-ing a successful real estate entrepreneur.

Now, you may be one of the fortunatefew, and never nd yourself faced withany of these problems, and thats great.More likely, youll recognize parallels inyour own situation in what Im about todiscuss. My goal here is to put you in aposition where you can identify these pit-falls. Then, when you encounter them(and you will), youll be armed with the

ability to direct yourself around them andget back on track . . . immediately. Youwont have to worry about these thingshindering you from achieving your goals.So, lets dive in and go down the list.

1. Lack of focus. I dene focus as con-centrating only on the work you mustdo to succeed in your business, avoid-ing all distractions and not gettingside-tracked by every great ideathat pops up. Its not easy. The worldwe live in today is lled with thingsthat beg for our attention. We livein whats being called the Informa-tion Age, and thats great exceptall this bombardment of informationmakes it hard for most of us to siftthrough the junk and come up withthe good stuff. Thats why most ofus have a problem staying focused even when were trying to con-

centrate on something we know wilmake us wealthy. There are a mil-lion ways to make a million buckand every day a new avenue for richesis presented to us. But Ive learnedthrough trial and error (lots of errorthat the only way to make somethingwork is to lter out everything elseand stick with what I know works

I get frustrated when I see peoplewith tremendous potential for thibusiness get off track with a so-called get-rich quick scheme (andthere are a lot of them just watcha little late-night television). If youdabble in one business, jump to an-other then try something else completely different, youre not likely tobe successful at any of it. Focus takeswork, determination and discipline

Sometimes it hurts. Like when youhave to say no to your family so youcan go out and make them ve or tenthousand dollars when you could bewatching Seinfeld re-runs at homeBelieve me, when your increased in-come starts showing up in trips toDisney World, new clothes, carsetc., your spouse and kids wont havea problem with it.

7 Deadly MistakesYou Can Avoid Part 1

By Ron LeGrand

the Millionaire Maker





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2. Getting into the rental businessbefore your cash-ow needs aremet. Boy, did I ever get tangled upin this one. When I rst got start-ed with real estate, I decided tobuy all the rental property I could.I gured with a lot of tenants in alot of houses, the cash would just

fall into my lap every month, right

Wrong. It was the biggest singlemistake I made for a very simple rea-son I just wasnt ready. Like yourstruly, many beginning real estate in-vestors get into the rental businessbecause they think its some kind ofquick path to wealth. But its not.Its slow and long-term. Soon af-ter I built my rental empire backin 1982, I discovered that my dailycash ow needs were not being met.

I had a huge amount of capital tiedup in equity and a thin stream ofincome. And I had a family to feed

Dont get me wrong, Ive got noth-ing against rental property as an in-vestment. Ill probably have themuntil the day I die. However, if youdont have a cash cushion built up,youd better get really good at buy-ing properties dirt