Now That Is Too Good To Be True!

Don't Let This Be Your Expression - Trust but Verify

I am amazed at how many people always believe that if it sounds too good to be true, then it's not true.  Do you fall into this non-belief category?

Let me give you three examples and you tell me whether it's too good to be true?

1) We bought a property for $80,000 and sold it for $140,000 with a holding time of less than 2 weeks.

2) We bought a property for $27,000 and sold it for $85,000 with a holding time of about 3 months.  

In both cases we did nothing to the property and simply flipped it.

Too good to be true?  Must be a scam?  No way, Jose!?

Well, it's completely true and we have the HUD-1's to prove it.  These are just two examples of many, many deals we've done.

Still think the same about "Too Good To Be True"?

We recently also had a high profile investor tell us that a 500+ unit deal we had for $4,000,000 with 80+% occupancy was too good to be true and he completely balked at even looking at the financials?!!!  Let me reiterate:  If it sounds too good to be true, then at least do your own due diligence to confirm or deny whether there is truth or not in the deal being presented.  Not doing a simple due diligence may cost you thousands, hundreds of thousands or even millions of dollars in lost profit.  Play things smart and follow Ronald Reagan's approach..."Trust but verify".  Don't immediately pass on a deal if the numbers sounds amazing.  They actually just may be true and by acting rather than passing, you are the one that will make the money and not your competition.

Until next time......

Getting the Deal Closed

As I'm sure we've all experienced, the Buyer comes to the table with an Offer and we think the terms and price are good, so we agree to move forward but the deal doesn't end up closing.  What can we do to avoid this unpleasant result?  

Ideally, the Buyer should have a very short due diligence (DD) period to limit their control on the property.  Then they should close within days of the DD period expiring.  The reason is that we do not want our property tied up for any extended period of time because there is always a possibility that we will miss another deal.  This is why it's crucial to do our own due diligence on our Buyers.  Do they have the ability to close?  Are they serious?  Will they close?  These are all questions that we need answered before we agree to a contract and what they say is not necessarily the truth, so we need to dig further and ensure that we have a solid deal when we sign that contract to sell.

Ask for proof of funds at the time of Offer.  As our deals are always solid for the investor, we ask for non-refundable earnest money deposits as well.  Yes, non-refundable!  If the Buyer sees they are getting a "smoking" deal, then they should have no difficulty with this and should really do their due diligence prior to contract.  By providing a non-refundable EM deposit, they are showing they are serious and in this case it's probably not necessary to ask for proof of funds, just ensure that the due diligence period is reasonably short such as 3-5 business days.  This is enough time for an inspection, which should be the only contingency they need to be satisfied with.  Now if they don't close, they pay a penalty by forfeiting their EM deposit.  We must of course provide Clear & Marketable Title and this is the Closing Attorney's job.  Once this is confirmed, the deal is then firm and the Buyer must proceed with Closing by providing balance of funds and we then transfer title to them at Closing.  If they don't Close then, then we do have legal recourse if we choose (consult with your Closing Attorney for options if your Buyer does not Close but has waived all conditions / contingencies).  It's probably best to move on if this happens and at least you have the EM deposit as a penalty paid to you for wasting your time.

You don't have to ask for non-refundable EM deposits, but it doesn't hurt to do so and is indeed a preferred method of showing how serious the Buyer really is.  It shows commitment and that the Buyer is serious.  Refundable EM deposits are good as well as long as the contract due diligence period is not protracted to the benefit of the Buyer and the detriment of the Seller (in our example, YOU).

It's always best to deal with cash Buyers (theirs or someone else's, such as a hard money lender).  

Hope this helps with the thought process of getting the next deal closed quickly and avoiding the walk-away non-serious Buyer who is looking to flip your deal and does not intend to buy at all, or a similar type of person.

Until next time.....

Valuation - Understand Your Asset Before Buying

Valuation and the clear understanding of how this pertains to your asset is a fundamental requirement BEFORE buying.  Many people know this concept, but many also do not understand how to determine this to the best of their ability.

As was said before, confirmation of value is the responsibility of the Buyer and not the Seller.  Sellers motivation and Buyers motivations are clearly different, so it is clear that the Buyer must have a clear understanding of value.  When considering an acquisition that you simply wish to flip or rehab and flip, you must buy low enough to allow a reasonable profit.  However, what is typically missed in this course of events is how to value a property for purchase.

Let's consider some methods to help arrive at a value:  

1) You can go to websites like Zillow, eppraisal, or Trulia etc.  In fact there are many of these websites.  However, as seasoned investors know, you cannot determine the value of a property through some simple or complex mathematical algorithm.  This is simply not reality.  Those investors that take these valuations from these websites as law will eventually get into trouble and could be subject to significant losses as a result of believing these numbers.  Truly, I do not intend to put these sites down for providing this "data", however I do want to make it clear that it is in my opinion a negative for new investors because they are first, taking an algorithm's word for valuation and second, they are relying on a third party that has likely never walked through the property, understood the neighborhood dynamics, or noted any other affecting issues that would impact value.  These as a whole may point one in the wrong direction on a property.  This is why it is extremely important to have a feel for comparable sales in the area and then understand the condition of the property relative to these comps.  Only then can you have a good gauge of value and thus be able to make the difference between a good and a bad acquisition.  Website "value" numbers such as those on Zillow, eappraisal, Trulia etc. may serve as a basis only at the very best but in many instances do not even provide a basis.  Being in tune and fully aware of what properties are worth in your target market is crucial to you as an investor.

2) You can get comps from a Realtor or Licensed Appraiser.  These could cost you money or they may not.  Depending on how cooperative a relationship you have with one of these professionals can make the difference between having good or bad information.  Ideally, one should go to a Licensed Appraiser to pull comps.  The reason is that Realtors are motivated by commission whereas Appraisers are not.  I am not suggesting that Realtors may steer you wrong, only that to avoid such a possibility, it's best to go to an Appraiser to pull comps, especially in this continuing volatile marketplace.

3) Once you understand the condition of the property you are looking to acquire, after physically walking through or having someone you trust do the same,  have comps in hand and a good understanding of the neighborhood and potential future impacts in the area, you are then armed with information that will help you determine value.

As simple as it may sound at this point, picking a proposed market value based on the knowledge you've acquired, you simply subtract the cost of acquisition and cost of repairs to arrive at your maximum profit.  Of course, do not expect the maximum as there will be marketing costs to consider as well as negotiation downward from your Buyers as they have the objective of buying as low as possible contrary to your objective of getting the most out of the property.  If you follow these simple guidelines and build yourself a good "pad", you will make money and very much lower your probability of a potential loss financially.

Until next time.........

Flipping a Property (Reality vs What's in "books")

Happy 2013 Everyone!


This article is mostly for new people but other more experienced investors may learn some amazing tidbits here for free!  The next couple of minutes can literally save you thousands of dollars and countless hours of time.  Seriously...read on, it will be worth it.

If you're a typical real estate investor, you'll go to seminars, buy books, read everything you can on the subject, and then hear about stories where someone bought an apartment complex with no money and flipped it for a million dollar profit overnight using transactional funding!  Now you want to try something similar because you are soooo smart with your knowledge :) Now isn't that special?!  It's also unrealistic and if it did indeed happen, it was a complete fluke of astronomical proportion luck.  How do you think I know that?  From plenty of real life deals and experience, that's how.  MLS deals are the worst to deal with because there's just too much public information.  Off-market deals are better if you're selling to a homeowner, but if you're selling to an investor, the first thing they are going to check is how much you paid for the property!  Yep!  That's exactly what they are going to do.

Here's the reality folks:  The buyer wants to know how much you're making, no matter how stupid that may sound, that is the complete, honest reality of life.  And they'll find out in the HUD-1, won't they?  If you're not sure, go get a copy of a completed transaction HUD-1 and look at it closely.  The buyer will see "your" money.  So it doesn't matter whether you are using transactional funding or not.  The money distribution is on the HUD-1.

It's unfortunate, but you can rest assured that all buyers will look at the HUD-1 when it comes time to close and if they think you're making too much, your deal is dead.  If you're going to be making a significant gain on your deal, then you have to negotiate that ahead of time and make it completely clear to all parties.  I'm not talking about $10k profit.  That's reasonable and not necessary to discuss with the buyer, but if you're flipping an apartment complex for say a $500,000 or $1,000,000 profit on a quick flip without adding any value, then you are probably doomed to failure unless you can negotiate that up front.  

However, what I am writing in these short paragraphs that's free to you will save you a lot of time and money if you heed my advice.  

If you're expecting to make a significant sum on the deal, work out "your" money ahead of time and make sure it's ok with the buyer, otherwise when you're selling, you could get all the way to closing table and the buyer will likely back out if they think your side of the ledger is getting too much money, regardless of whether they are getting a smoking great deal or not.  Doesn't that sound counter-intuitive?  Absolutely, but people are funny and that's how people (buyers) think, make no mistake about it!  If you don't believe me, go do a deal where on paper, you make a ton of cash in a quick flip!  If it works, then I'd love to know your secret, but I would venture a guess that the probability is 99.99999% that you will fail at this endeavor.  Quick flips for big money are highly unlikely using conventional methods. 

Psychology plays a big part in real estate because you have to remember, that this is a people business and not a property business.  Always remember psychology comes first, and the deal comes second.

All the best in the New Year!

One Good Definition of Stupidity in Real Estate

I really don't have time for b.s.  If you're a real buyer, you don't either.  I've covered this topic before, but I really hope that hitting the same topic again will hit at least a few Sellers and shake their thought process up.

Let's talk to the Sellers:

Dear Seller,

It is your responsibility to demonstrate that you have something of value to your proposed Buyer.  If you control it or own it, you should have no trouble providing any of the information needed for a prudent Buyer to evaluate your deal.  Asking us for a proof of funds before demonstrating value proves nothing to us.  It actually doesn't do anything for you either because if you don't have something of value to sell, then you won't sell it and all you'll have is a nice proof of funds.  Do you really think you'll have anything else if you don't have something of value?  If you do, then I suggest you go to Dr. Phil's website and ask to be on the show.

Respectfully,

The Buyers

Now for some this may seem like a rant, but really it's not.  What it is, is a demonstration of reality and as such as reality check for those involved in this business.  If you don't have something good to sell, nobody will buy it, so stop asking for proof of funds before you demonstrate that value Mr / Mrs / Ms Seller.  Once you have an offer on the table, then you have a right to ask for a POF, but not ever before.

Now, I hope all of you Buyers and "REAL SELLERS" enjoyed that.

Until next time....

Is this a Good or Bad Market Now in Real Estate? No Such Thing!

I speak to many people every day like most of you.  I often am asked, "Hey Alex, what do you think will happen in the market next year."...or, "Do you think the market has bottomed?"...or various similar questions.

My business partner, Nate Mack says it best when he says, "There is no such thing as a good or bad market, only good or bad investment strategies."

Let's face the reality of the situation and understand that we cannot predict the future.  We are not fortune tellers and thinking that we are can lead to trouble.  I do not preach things that I cannot back up with data.  That type of preaching is hypothesis and conjecture, but I prefer to work with facts because when it comes to investing, decision making using predictions is essentially gambling, and I don't gamble.  There is no need to take on that kind of risk!

What we can do is make intelligent and educated decisions on investments by weighing all the facts at hand and ensuring that we've done our due diligence.

As I've mentioned many times in the past, our objective at this point in the market cycle is to buy low enough that we can't get hurt.  By purchasing well below fair market value, we eliminate almost all risk.  You can never eliminate it completely, but by being very picky and intelligent, you can buy into investments that have tremendous upside.  Yes, some of you are going to say, well, that's all well and good but those deals are hard to find or even impossible to find.  And those of you would be right (for YOU)!  Remember, if you think you can, you can and if you think you can't, then well....you can't!

Who ever said that type of deal would be easy to find?  Many people are skeptical that they can be found, but I'm here to tell you that we find them and we buy them and sell them.  

I enjoy working with people of like mind and similar investment goals and objectives.  You can get in touch with me at: info@almavesta.com or connect with me on LinkedIn at: www.linkedin.com/in/alexmusulin.

Until next time....

When and How to Show the Money

My company is asked to show proof of funds many times each week.  We have no problem doing that provided the other party has something of value to us.  Having a property is not necessarily something of value.  For example, if the property has a market value of X, and the asking price is X or higher, then there is nothing of value to us, and therefore, there is no need for us to show proof of funds.

As another example, many people ask for LOI's right up front before any due diligence has occurred.  Why do they do this?  I have no idea and sometimes I'll go ahead with it to get additional information about a property or properties, and sometimes I won't depending on what I know and/or how I feel about the source.

Asking for a Letter of Intent before divulging basic information about a property is entirely WRONG.  For those of you reading this that practice this modus operandi, please consider not doing this.  A buyer has a right to inspect and ask questions about a product until they are satisfied whether they want to buy it or not.  This applies to real estate, cars, trucks, electronics, food, whatever!  I wish the supposed professionals in our business would get that straight in their minds.  What purpose does it serve to ask someone to submit an LOI on something they really don't have any idea about, aside maybe an address and in some cases, that isn't even given.  You are wasting your time and theirs, period.

The last point is something that most professionals already practice but some do not.  I choose to handle our business this way:

When I give an offer, I include a proof of funds regardless of whether I am asked or not.  If the property I want to buy is $200,000, then my proof of funds will show this amount.  If the property is $1,000,000, then my proof of funds will be for $1,000,000.  Do the new folks understand why I am doing this?  If you don't know why, I'm going to tell you:  The reason is because it is nobody's business how much I have in my bank account except me.  The seller or the seller rep only needs to know that I have enough to consummate the deal, nothing more.  They do not need to know my bank account balance.

I have been asked by some sellers to provide proof of funds right up front before we've even decided what properties we want to purchase from the seller.  Umm, nope, I'm not going to do that.  Why should I provide that information before knowing I have something of value that I want to buy?  Do I need to show my bank account prior to putting in an offer?  NO, I DO NOT, and neither do YOU.

Let's not forget folks that seller's need buyers and we're buyers.  We do not need sellers as buyers.  We need sellers that have something of value that we want to buy.  There is a drastic difference in need here, so please understand this and do not make the mistake of thinking that it is a reciprocal relationship.  It certainly is not.  Uncooperative sellers deserve exactly what they dish out....a no sale.  

I had a rather annoying situation with a realtor recently.  She wanted an LOI and POF (proof of funds) before we even identified what we may want to place an offer on through her pipeline.  Well, as you now know our practice, the answer was no, but rather than saying no, I went through the trouble of showing several portions of HUD-1's we've closed in the past two months.  They showed purchase price, and other pertinent details to show we were serious.  I also posted a link to our buying entity from the Secretary of State and a link confirming ownership and signing authority from the same site.  I gave her POF without giving her POF, but that was not enough for her.  The realtor chose to play hard ball and ignored my valid request for additional information about the properties she had available.  We do not deal with difficult people and unrealistic and unreasonable ones are the first to get dropped and so she is now history.  

I like writing these articles because in many cases, I take real life events and discuss them.  I do not gloss over them as some writers do to make real estate look easy and fast money.  It is neither easy nor is the money fast.  

So in summary, as a buyer, do not provide proof of funds until you place an offer and only provide proof of funds to show you can consummate the deal, nothing more.  You do not show $1,000,000 in your bank account when you're buying a $50,000 property for example.  Doing so, reduces your negotiating ability and it gives too much information to the other party that they do not need.  It helps them, but does not help you.  They only need to know that you can close the deal and nothing more.

I hope this has been a helpful article for all those fine folks out there in cyberspace and that it has helped steer certain sellers into proper professional behavior because serious buyers do not play games.  They buy real deals fast and they pay cash but they only like to deal with nice, reasonable people.  If you as a seller or seller rep find yourself getting frustrated with buyers, then you either need an attitude adjustment, or you need to pick a different occupation.  Not having patience and being uncooperative with reasonable requests will hit you hard in your pocket book.  Do not make this amateur mistake those of you who know who you are. :)

P.S., our sister company has a brand new website and some high value-add properties available in Atlanta, GA right now.  Light to moderate rehabbers have the option of being one of the first to learn of new high value-add deals as they become available.  You can get more information here: AtlantaWholesaleHouses.com.

Until next time, enjoy your week!