2013 RE investment NewsREinvestmentinvestmentinvestmentNEWSNEWSNEWSJune 2013June 2013June 2013The RoadThe RoadThe RoadTo SuccessTo SuccessTo SuccessI s E a s yI s E a s yI s E a s yThe Top 9 MistakesThe Top 9 MistakesThe Top 9 MistakesR e a l E s t a t eR e a l E s t a t eR e a l E s t a t eI n v e s t o r s M a k eI n v e s t o r s M a k eI n v e s t o r s M a k e
2 RE investment News 2013The Mid-Wests Resource for Real Estate Investors Rental Property Owners Apartment Owners Industry ProvidersBased in the Kansas City MetroFAST IN AND OUTTime is money — we’ll get you back to work quickly. Dedicated Pro Desk Associates. Two hour advance order pulling.In Store Hands On—How ToWorkshopsWant to learn How a project is completed. Check out our workshops. In store workshops each month, check out our website and yourlocal store. Access step by step video 24-7 on our website—look for our Pro-ject Guide Library10% Price GuaranteeIf you find a lower price on identical in-stock item We will match the price & beat it by 10%. Excludes special orders & bid pricing and others—see websitefor complete details.GREAT PRICES JUST FOR PROSWe Offer everyday low prices, plus more ways to save on larger or-ders. You can count on competitive pricing on everything in every de-partment Volume pricing discounts available on purchases as low as$2,500. Instant bulk price savings available 1000s of items.MAREIMid-America Association of Real Estate InvestorsA Real Estate CommunityMAREI, through it’s partnership with the Home Depot, offers itsmembers a 2% Bi-Annual Rebate on top of any discounts youalready receive through the Home Depot & its Pro Desk.Join MAREI Today, and start saving THOUSANDS TODAY . . .Program is retroactive back to Jan 1, 2013Visit MAREI at www.MAREInet.com for more informationon Membership Meetings, Discounts on Products and Ser-vices, and education for Real Estate Investors, Landlords,and Industry Service Providers.PRO DESKGet the job done withHelp from the Pro Desk.
2013 RE investment News 3cover story22The RoadTo SuccessIs EasyIf you have a planAnd follow it.8Title InsuranceIs Misunderstood26The top 9MistakesReal Estate Investors Make whenDealing with Short SalesCONTENTS
4 RE investment News 2013CONTENTS6March Market ReportIs it a Flat Market?65 SignsYou are Ready to InvestIn Real Estate7Mortgage Interest TaxDeduction in KS In Jeopardy7KCMO Water Department& Landlords: an Update10AppealYour Property Taxes & Save14Property ManagersCommunicate Your Standards16RadonHome Buyers & Sellers Should Test20Direct Mail+ Social Media = Marketing Success34Wholesale Real EstateGetting Started InvestingRegular Features18Member Benefits at a Glance36KCInvest Properties for Sale38Monthly Meetings & EventsJune2013PUBLISHERKim TuckerADVERTISING INFORMATION913-815-0111info@MAREInet.comRE INVESTMENT NEWS IS PUBLISHEDIN ASSOCIATION WITHMID-AMERICA ASSOCIATIONOF REAL ESTATE INVESTORSP.O. Box 8685Prairie Village, KS 66208www.MAREInet.com913-815-0111DISCLAIMERMid-America Association ofReal Estate of Investors andthe RE Investment News doesnot exist to render and doesnot give legal, tax, economicor investment advice and dis-claims all liability for theaction or inaction taken ornot as a result of communica-tions from or to its members,officers, directors, employ-ees and contractors. Eachindividual should consulthis/her own counsel, account-ant and other advisors as tolegal, tax, economic, invest-ment and related matters con-cerning real estate and otherinvestments.The views and opinions ex-pressed by authors of arti-cles contributed to thisnewsletter do not necessarilyreflect those of the associa-tion, the board of directorsor the staff.J uly MeetingsNorthland MeetingIs Canceled in J ulyAs it Falls onJ uly 4thSouthland MeetingTo be Vendor NetworkingNight.
2013 RE investment News 5Welcome toRE Investment NewsCONTENTSWelcome to the RE Investment News, the monthly publica-tion of Mid-America Association of Real Estate Investors.We are an organization of more than 392 local investormembers and service providers that are here to help eachother take advantage of the incredible opportunities offeredby real estate investments.Property prices and investment cash flow potential have notbeen this good in over a generation. A wise and educatedinvestor can purchase properties that can bring larger andsafer returns that bank deposits and many stock market in-vestments. Smart investors also understand that catching areal estate cycle at the bottom of the curve on its way up, isthe best place to start. Most experts agree we are in thatphase right now.We meet several times a month for educational presenta-tions, workshops and seminars. We also meet face to faceto facilitate networking so members can conduct businesswith each other through real estate transactions, providingservices and mentoring each other through the business.At meetings you will find both highly experienced investorsas well as beginners. People that wholesale, rehab, hold forrental and flip. You will also find lenders, realtors, title peo-ple, contractors and other service providers to help roundout your real estate investing team.Remember, you can’t do this business all alone. We sug-gest you seek out knowledge and contacts from our groupor a similar group in your area if you are not in Kansas Cityso you can find people who are more than willing to sharetheir goals and success.Last as we always remind our members to perform theirown due diligence in all transactions, you will find the re-sources and connections included in membership a helpfultool in your investment making decisions.
6 RE investment News 2013Advocacy1. Got Cash: You have funds availa-ble to invest in a property.2. Found Property: You have aproperty with potential for profit.3. Have Time: You have time to de-vote to putting deals together.4. Solid Team: You have assembledyour team of advisors.5. Market: The Market is in yourfavor.Ready to InvestSigns you are Ready toInvest in Real Estate5April Real Estate Market ReportSales Prices Up, Sales Up, Inventory DownKansas City Regional Association of REALTORS® reports that inventory is down and prices are up across the metro area.Sale Price: All counties except Platte & Wyandotte experienced an increase in the average sale price of existing homes andnew homes were up all except Johnson Counties over last year. Overall both showed a 5 % increase over April 2012.Home Sales: All counties experienced an increase in the total number of existing homes sold at 6 percent as well as newhomes at 23 percent with an over all increase of 8 percent this April over 2012.Home Inventory: Existing home inventory is down by 15 percent andnew homes are down by 8 percent with anoverall decrease of 15 percent from April 2012.Pending Sales: Existing home pending contracts are up 27 % overApril 2012, New Homes up 19% and Overall they are up 26% over lastyear.Supply of Homes: Supply of homes is the calculated by dividing in-ventory by the 12 month average number of sales. A 5 to 6 monthssupply is a “balanced” market. Existing homes have a 5.5 month supplyand new homes are at a 5.3 month supply with an over all 5.5 supplycompared with a 7.3 supply this time last year.Read more about market data at www.KCRAR.com
2013 RE investment News 7AdvocacyMortgage Interest Tax DeductionIn Jeopardy in KansasMortgage Interest Tax Deduction is still in danger of being reduced or eliminated inKansas. An earlier compromise in the state that would have tied reductions inMortgage Interest Tax Deductions to reductions in the state income tax is in jeop-ardy.A memo from the Wichita Area Builders Association President & CEO WessGalyon on May 23rd says: “Unfortunately, an effort is underway. . . To abandonand revers the good-faith compromise reached earlier. . . . The latest proposalfrom the Senate does nothing to eliminate the state income tax in the short-termand could result in a massive tax increase on over 400,000 Kansas taxpayers whocurrently have and want to protect their ability to reduce their tax burden by itemiz-ing deductions such as the mortgage interest and property tax deductions.”The vice president for governmental affairs, Luke Bell said that the proposal by theSenate would make the phase out of the deduction more quickly that previouslyagreed upon.The senate wants all deductions, except for those for charities, phased out by2018, but the state income tax would still be at 3.5 percent and have no guaran-tees to take it lover.Bell said the House still supports the original compromise that would reduce de-ductions by 25% and be retroactive to this tax year and phase the reduction downby 50% by 2018.Reported by the Wichita Business Journal“The competitor to be feared is one who neverbothers about you at all, but goes on making hisown business better all the time.”- Henry Ford“A business has to be involving, it has to be fun,and it has to exercise your creative instincts.”- Richard BransonKCMOWater DepartmentThe Landlord Legal Defense Fund Continuesto raise money in an effort to stop bad billingpractices by the Kansas City Missouri WaterDepartment.Case Filed: The attorney filed the courtcase on March 19th in the 16th JudicialCourt of Jackson County. After assign-ment of the judge, a motion was filed tochange judges.City Attorney: Filed a motion to have thecase moved from the State Court to theFederal Court. As this issue applies toMissouri Constitutional Law, the LLDFwants to keep this in a State CourtDismissed Case: LLDF had the originalcase dismissed and added two moreLandlords to the case, one with actualdamages of over $62,000 due to the Wa-ter Department and their practices.Refiled: The New case was refiled onMay 17th, attain in the 16th Circuit Courtfor Jackson County Missouri.The city is no doubt hoping the fund runsout of money before the case ever gets tocourt.If you have property in Kansas City Mis-souri, or are a fellow property owner in themetro, please support the Kansas CityProperty Owners by donating to theFund—go to LandlordLegalFund.org
8 RE investment News 2013Title InsuranceIs MisunderstoodTitleOne of the most misunderstood insurance policies is a title insur-ance policy. Most consumers regard it as a waste of money andjust adding to the high closing fees on their purchase or sale.This is far from true, as according to the American Land Title Asso-ciation, about 25 percent of all residential real estate transactionshave issues with the title. Most are resolved prior to closing; how-ever, some claims and challenges can crop up after you have be-come the new owner. Examples include a mortgage which hasbeen paid off but never released or a deed without a marital staus.There are two types of title insurance policies that you will beoffered at your closing. The Lenders’ Policy protects the bankagainst possible title problems and you will be required to pur-chase this policy if you are financing your home. It does not, how-ever, protect your interests. For your protection you will need tobuy an Owner’s Policy.Unlike other forms of insurance, title insurance covers what hashappened in the past instead of the future. The current owner isliable for these past events through their equity and liability in theproperty and an Owner’s Title Insurance Policy will protect you.Title insurance is paid through a one-time premium, usually atclosing. Given the cost of insurance in general, this single premiumis relatively low cost while affording significant protection to theproperty owner. If a title claim arises, merely consulting a lawyer todefend the claim can cost a property owner more money than thepolicy premium. The policy continues as long as you have anyinterest in the property. This means if you warranty the title (file aWarranty Deed as opposed to a Quit Claim Deed) to a future pur-chaser, that Owners Policy covers you in the event that a previousissue affects their ownership interest. Almost all title insurancepolicies in the United States are issued on universal forms ap-proved by the American Land Title Association, although somestates have modified them.Following are items that a Basic Owner’s Title Policy would cover,if not disclosed and listed as an exception: Documents recorded during the time period between title ex-amination and closing Unrecorded documents that may give other individuals or enti-ties an interest in the property Encroachments by fences, driveways or other structures Forged documents Invalid or fraudulent probate of wills and estates Improper foreclosure Incorrect marital status of owner Invalid or contested divorces Liens filed by contractors or others who have not been paidfor labor, materials or services provided on the property Previously undisclosed heirs with claims to the property Tax liens Transfer of the property by a minor or mental incompetent Property line disagreement Mistakes in the public recordsIf you don’t understand an exception, ask your title agent or yourattorney. Additional coverage may be negotiated for an additionalfee, but remember, title insurance only covers past issues that maysurface later. The title insurer has the right under the policy to ei-ther provide legal defense or pay you the amount of your loss, upto the amount of your policy, which should be the amount of yourpurchase price. Owners Title insurance does not cover mattersthat happen after you take title to the property or if you create theissue to the title. Examples would be if you don’t pay your contrac-tor and he files a Mechanics Lien or you don’t pay your taxes anda tax lien is filed against you, title insurance will not cover actionsyou created or agreed to. It does also not cover anything yourlender does as this event most likely occurred after you took title tothe property. Unlike most other forms of insurance, title insuranceis coverage for PAST matters.A Lender’s policy which is sometimes called a loan policy is is-sued only to mortgage lenders. Generally speaking, it follows the8 RE investment News 2013
2013 RE investment News 9SAVE THE DATETitle InsuranceWhat You Don’t KnowCan Cost YouSaturday WorkshopFrom Accurate TitleJune 8th : Register Nowwww.MAREInet.com/WorkshopTitleassignment of the mortgage loan, meaning thatthe policy benefits the purchaser of the loan ifthe loan is sold. For this reason, these policiesgreatly facilitate the sale of mortgages into thesecondary market. That market is made up ofhigh volume purchasers such as Fannie Maeand the Federal Home Loan Mortgage Corpo-ration as well as private institutions.In general, the basic elements of insurancethey provide to the lender cover losses fromthe following matters: The title to the property on which the mort-gage is being made is either Not in the mortgage loan borrower, Subject to defects, liens or encum-brances, or Unmarketable. There is no right of access to the land. The lien created by the mortgage: is invalid or unenforceable, is not prior to any other lien exist-ing on the property on the date thepolicy is written, or Is subject to mechanic’s liens un-der certain circumstances.As with all of the ALTA forms, the policy alsocan cover the cost of defending insured mat-ters against attack.Elements 1 and 2 are important to the lenderbecause they cover its expectations of the titleit will receive if it must foreclose its mortgage.Element 3 covers matters that will interferewith its foreclosure.Of course, all of the policies except or excludecertain matters and are subject to various con-ditions.Additionally, one of the most important exclu-sions is the policy excludes “matters agreed toor suffered by the lender”.A lender’s policy only covers the lender and anowner is not covered which is why if you arepurchasing you should always make sure toget an Owner’s Policy.Most people don’t understand that youhave right to shop around for title insur-ance (some states set the rates) and it is ille-gal for someone to tell you that they will notsell or give you the loan unless you use a spe-cific title insurance company. In some areasyou can request a discount if you have a copyof your recent title insurance policy.It depends on what part of the country you arepurchasing property who would pay for eithertitle insurance policy. However, the final deter-mination would be what you negotiate in yourcontract. In the case of a refinance, the bor-rower usually pays the premium but somelenders have programs where they pay theclosing fees, including the cost of the Lender’stitle insurance policy.If you feel you have a title insurance claim, besure to file it with o your title insurance compa-ny, not that of the individual claiming the title toyour property. First, get your owner title insur-ance policy in front of you. Make a copy of it tosubmit with the claim. If you can’t find yourpolicy, make a copy of your HUD-1 SettlementStatement. The HUD-1 is proof that you paidfor an owner policy.Look for the name and address of the actualtitle underwriter, not the agent. Some but notall policy jackets will have this informationprominently posted, some will not. If you can’tfind it, look for a large office of the title under-writer in the closest metropolitan area. You canfind it on-line if you Google their name. Inmany cases the underwriter will have a form ontheir web page to file a claim with explana-tions. Included in a title insurance claim is awritten document explaining what your claim isabout, and forms provided by your insurancecompany. Any additional information, such asletters back and forth regarding the dispute,receipts for the title to your property, and de-mands for payment should be included withyour title insurance claim.The company that ensures your title to proper-ty will usually respond to you within a few daysof receiving your claim. Any further informationor instructions will be included in this response.By law, title insurance companies are usuallyrequired to respond to your claim in a timelyfashion, and issue an acceptance or denial ofyour claim along with any appertaining infor-mation. Many times, however, losses incurreddue to title disputes are not covered under titleinsurance. If you feel as though your title insur-ance claim did not adequately cover you in theevent of a title issue, you can contact a lawyerwho will advise you as to how to continue claimproceedings.The opinions stated in this blog are those ofthe author, and should not be construed to bea statement of fact or conclusion of law. Anystatements herein should not be relied upon inany litigation, arbitration or mediation. State-ments herein have not been approved by theAmerican Land Title Association, its officers ormembers.2013 RE investment News 8The Team from Accurate Title will be sharing: How to READ a Title Report . . . What is an Issue in Title and What is no big deal. . . How can Issues be Fixed . . . So just Why do we NEED Title Insurance What Does Title Insurance Cover How much does everything COST Reviewing the Settlement Statement, can save you $1000’s What Everyone Needs to Bring to Closing How do we deal with Liens & Judgments Tax Sales, Foreclosure Issues and O & E What is a Double Closing and Why they are sucha BIG Deal
10 RE investment News 201310 RE investment News 2013JacksonCountyMissouriInformal AppealDeadline to AppealJune 14thIf you are not satisfied with the 2013 marketvalue placed on your property or you feelyour reassessment notice is incorrect, youmay file an informal appeal with the Assess-ment Department by calling (816) 881-4601ppealourropertyTaxes& aveAYPs
2013 RE investment News 11In Kansas City2013 RE investment News 11There is no “one-size-fits-all” strategy for successfully growing your self-directed IRA with real estate investing.What will work well for you may not be the best option for someone else. The best strategy for you will de-pend on your own personal situation and your own knowledge of how the various strategies work. Knowledgeof the various strategies will help you determine how best to move forward.Real EstateTax BillJackson County Tax Assessor Issued New Tax BillsUpdate on How to Protest themDonald J. Swartz, ASACBIZ MHM, LLCState Tax Bills In MissouriThe State of Missouri authorizes counties to re-evaluate all real estate parcels as of January 1st, every other year.2013 is a re-appraisal year in Missouri and the news has been inundated with information regarding the significantincreases on several real estate parcels in Jackson county. Respective counties have been gathering sales datasince 2011 to determine if market values for all types of real estate (commercial, industrial, residential, vacant, ag,etc.) have increased, decreased or remained flat since January 1, 2011.Your RightsAs a property owner or as the person responsible for paying real property taxes, it is important to know your rights toinsure you aren’t paying more than your fair share of property taxes. The review you perform now will have an impactfor at least the next two years, so take the time to analyze your property valuations.The process of reviewing and potentially appealing your valuations should not be a daunting or harrowing experi-ence. Informal and formal opportunities exist for taxpayers to provide information to support a fair market value. Re-member, Jackson County alone has over 160,000 parcels of real estate, so it is conceivable a notice of assessmentmay be issued that is not reflective of market value of your property. Here are a few tips when deciding whether toYou have the right to appeal the 2013 market valueon your assessment to the Jackson County Board ofEqualization (BOE). Appeals to the BOE must befiled on or before Monday, July 8, 2013. Hear-ings will be scheduled after July 1 and thru August31, 2013. The Board of Equalization may increase,decrease, or maintain the current market value atyour hearing.FormalAppealDeadlineJuly 8thHearingsJuly 1 to August 31
12 RE investment News 2013appeal your property in Missouri.DeadlinesFirst, be aware of the deadlines. Inthe greater Kansas City area, taxpay-ers have until the 3rdMonday in June,June 17ththis year, to appeal their 2013valuations to the respective CountyBoard of Equalization. This deadlineapplies to Platte, Cass and Clay coun-ties; however, Jackson County haselected to use the same deadline as2ndClass Missouri counties or July 8,2013. Several counties encouragetaxpayers to call the county asses-sor’s office directly to discuss valua-tion issues in an effort to minimizedisputes before the Board of Equali-zation. This time frame varies bycounty, but generally the next 2-3weeks (May 15th– June 7th) is a greattime to discuss your valuation con-cerns with a county appraiser.DataNext, gather the appropriate datato support an appeal. If you believeyour current assessment is exces-sive, it is important to research com-parable sales between 1/1/11 –12/31/12, to determine if your proper-ty is in line with sales activity. Forsingle family residential properties,this is the most important informationyou can gather. Be sure to researchsales within a short radius of yourproperty, this provides you with aguide to determine the value associ-ated with comparable homes andtheir selling value. This informationcan be difficult to obtain, but there areseveral residential real estate brokerswho may provide this information toyou upon request or for a small feefor their time or use of the MLS realestate service. After reviewing thesales data, make sure the sales arecomparable to the subject property interms of age, number of bedrooms,bathrooms, ½ baths, finished base-ments, etc. If a county appraiser hada $1.00 for every person whomarched in with the argument, “I’llsell it to you tomorrow for the valueyou have on my property”, the countyappraiser would own a lot of property.Comparable sales and making ad-justments to the comparables willgive you your best chance for suc-cess.If you have commercial or industrialproperty, other methods are also re-viewed to determine if an appeal iswarranted. Income producing proper-ties should be reviewed on an In-come Approach to Value, so be pre-pared to analyze and provide incomeand expense information associatedwith the property for at least the lasttwo years, along with current rentrolls. One particular item to note re-lating to income statements is theanalysis of debt service, depreciationand amortization. Counties are onlyinterested in operational expensesassociated with the property. Ac-counting and finance expenses suchas interest, depreciation, amortizationand debt service are not necessarilyrelevant to the valuation of a propertyfor property tax purposes. When the-se items are excluded from an in-come statement, net operating in-come can increase dramatically,which in turn could significantly in-crease the value of a property. Becareful when analyzing all incomeand expense information.ConsultationLast, consider working with a prop-erty tax consultant. Many taxpay-ers find the use of a property tax con-sultant to be the easiest and mostefficient way to protest values. Whilemost consultants focus on commer-cial, industrial and multi-family prop-erties, situations arise where consult-ants may often help in single familyresidence situations. There are sev-eral reasons and advantages to using12 RE investment News 2013In Kansas CityDonald J.Swartz, ASAManaging DirectorCBIZ MHM, LLCDon is a Managing Director in the NationalState and Local Tax Practice of CBIZ MHM,LLC. With over 25 years of experience in prop-erty tax appeals, he has worked with 1,000+ cli-ents assisting in property tax reviews. You canreach Don at (913) 234-1310 or via email,email@example.com.
2013 RE investment News 13consultants, but the single biggestreason to engage a property tax con-sultant is for their experience. Prop-erty tax appeals and reviews are theirprimary business. Consultants per-form this service every day and havefamiliarity with not only the process,but also the various appraisers andassessors. Most consultants havethe credibility and experience ofworking with the local jurisdictionsand generally, consultants are effec-tive in achieving results for their cli-ents in an efficient and professionalmanner. If you choose a consultant,make sure that consultant under-stands everything about your proper-ty, so when representation occurs,they are prepared for questions fromthe Assessor’s Office and Board ofEqualization. The taxpayer and theirrepresentative will be more familiarwith the property than the county. Asa result, the additional informationand knowledge should pay dividendsif an appeal is warranted.Again, the review you perform on your2013 valuation will have an impact forat least the next two years, so take thetime to analyze your property valua-tions and if you believe your valuationsare excessive, don’t be afraid to appealfor an equitable and fair valuation.What Can Taxpayers Do?Pay attention to valuation notices receivedRemember Time to Appeal is Usually ShortGo Online to Find ValuesLook at Market Transactions for Like Kind PropertiesLook at Market for Lease and Rental RatesFile an Appeal if you Believe Value is ExcessiveConsult a Tax ProfessionalRemember: If you wait until you receive your tax billIt’s generally too late!Property Tax!It may be the largest tax your company pays. Thereare more than 80,000 different taxing jurisdictions inthe U.S. How many are you familiar with? This year,most companies will overpay. Will you?2013 RE investment News 13In Kansas CityCBIZ (NYSE: CBZ) is a professional servicescompany, providing a comprehensive range ofbusiness services, products and solutions thathelp our clients grow and succeed by bettermanaging their finances and employees.CBIZCBIZ is associated withMayer Hoffman McCannP.C. (MHM)*, a national,independent CPA firm.
14 RE investment News 201314 RE investment News 2013Property ManagersCommunicate Your Standards From MR Landlord.comA long-distance landlord recently asked a question on LandlordingAdvice.com regarding the expectations and performance ofhis property. Here was the question:"I have hired a new Property Manager (PM) for some of my rentalsthat are far from me and he has placed two residents in two rentals Ihave recently. He kept the deposit in the company and I paid himone months rent to find the residents as usual. Problem is, bothresidents are deadbeats, they have not paid rents for the last twomonths they have been there, and they have not even transferredutilities in their name like they were supposed to.Now I have to evict them both and find new residents and re-do thehouses again. My question is, should the PM be charging me againto find new residents? I think the PM failed in his job to find goodand paying residents. What would you do?"Some landlords responded to the inquiry, but one response in par-ticular is one I wanted to share that offered several excellent pointswhen working with Property Managers (locally or long-distance). Thefollowing response was provided from one of our regular contribu-tors to MrLandlord.com, and this contributor was also a prior work-shop instructor at one of the MrLandlord.com National Conventions.Thanks, Katherine (TX)!I ran my properties in Missouri for about 5 years from Texas. Now Iam in MO (local to the properties) but I still use a PM because I trav-el so much for business so I really still need one.When I first started out with a PM I was very clear about require-ments for my rentals. I specified credit scores, income requirements,pet terms, criminal and credit checks, etc., etc., etc. I insisted onthese things in our contract although I only had 2 rentals at thetime.The first PM I had got fed up with me because I required too muchtime of hers (because she was not concerned about the quality ofthe person she was placing, she just wanted the fees and to be ableto keep her crews busy cleaning and repairing other peoples prop-erty to her advantage.) Needless to say we parted ways quickly.Now I have a PM who Ive had for years. This brokerage gets all mybusiness, on the transaction side and the management side, andthey managed my apartment building for 2 years for FREE while Idid major rehab work. And when I had totally negative cashflow,they put up with me for being very "hands-on" as far as residentselection.As a result my portfolio has grown nicely and the apartment nowmostly carries itself. I now have 23 rentals instead of 2. So their per-centage each month Im rented up has increased nicely as I havegrown my business.There are some good PMs on this board. But the best PM out therewill never manage as tightly as an owner. Some do come close infairness, but that is part of the business.Some PMs, like other service people, are great on the sales side,but less great on the service side, so they may make promises theydont keep. Only you know what sort you are dealing with, but to bevery honest with you - I am not surprised about your outcome be-cause you did not set any boundaries about what was acceptableinsofar as your standards.So what happens in a case like that is this: The PM places betterrenters in houses where the landlord requires better renters. You didnot insist on certain standards but you are surprised when no stand-ards were applied. Added to that might be that if you only have 1 or2 rentals, you are not a top priority with the PM as someone whohas 10 or 20 rentals. Basic economics there. Your 1-2 rentals re-quires as much management as 10-20, but the income your fewrentals generate is much less than the guy with 20 rentals, and avacancy at your rentals likewise affects his bottom line less than thevacancies with a bigger client. Ask me how I know :)Ive been the little guy and Ive become a bigger guy and so now Ienjoy higher priority at my PM. Thats going to be true anywhere, butin your case you have further placed yourself at a disadvantage bynot requiring standards. If I were you, heres what Id do: Go to yourrentals and see them and talk in person to your PM. You may needa new PM, you may not. If I were you Id find someone else thoughbecause this is going to be tough for your professional relationshipto recover from. You think he did a bad job, but really you didnt re-quire any standards, so there is plenty of blame to go around.If you do decide to stick with this guy, get your standards in a writtenagreement and have some sort of repercussion if an eviction occursor if a resident gets behind, etc. in your updated agreement. If thePM balks at this, you must find a new PM. Be matter of fact but dip-lomatic.If I were you Id say, "Well it looks like this didnt work out as well aswe had hoped, Im going to require some standards moving forwardto avoid this happening in the future, and here is the list of require-ments and the fail-safe mechanisms to help us work together and tokeep the properties rented to responsible people", and then give himyour list of policies and requirements.Youll need to pay for him to place additional residents if your con-tract doesnt say otherwise, but going forward you can have a reme-dy if this happens again after your standards are contractually inplace via a signed agreement.If all this sounds too tough, then you might want to consider selling.You have to be willing to draw these kinds of lines when you havelong-distance property. You have to be able to trust the PM, andnever forget that the PM is in a position to steal from you in severaldifferent ways, including charging too much for repairs with their in-house people or preferred vendors. You need a PM who respectsyour bottom line. Not all of them do."Management tips provided by landlords on MrLandlord.com. To receivea free Rental Owner newsletter, call 1-800-950-2250 or visit our na-tionwide Q&A Forum, LandlordingAdvice.com, where you can ask land-lording questions and seek the advice of other rental owners 24 hours aday."For Landlords
16 RE investment News 2013RadonHome Buyers and Sellers Should TestFrom the EPA’s Home Buyer’s and Seller’s Guide to RadonYou cannot see, smell, or taste radon. But it still may be a problem in your home. When you breathe air containing radon, you increase yourrisk of getting lung cancer. In fact, the Surgeon General of the United States has warned that radon is the second leading cause of lungcancer in the United States today. If you smoke and your home has high radon levels, your risk of lung cancer is especially high.You Should Test for RadonTesting is the only way to find out your homes radon levels. EPA and the Surgeon General recommend testing all homes below the thirdfloor for radon.You Can Fix a Radon ProblemIf you find that you have high radon levels, there are ways to fix a radon problem. Even very high levels can be reduced to acceptable lev-els.If You Are Selling a Home...EPA recommends that you test your home before putting it on the market and, if necessary, lower your radon levels. Save the test resultsand all information you have about steps that were taken to fix any problems. This could be a positive selling point.If You Are Buying a Home... EPA recommends that you know what the indoor radon level is in any home you consider buying. Ask the seller for their radon testresults. If the home has a radon-reduction system, ask the seller for information they have about the system. If the home has not yet been tested, you should have the housed tested. If you are having a new home built, there are features that can be incorporated into your home during construction to reduce radonlevels.The radon testing guidelines in this Guide have been developed specifically to deal with the time-sensitive nature of home purchases andsales, and the potential for radon device interference. These guidelines are slightly different from the guidelines in other EPA publicationswhich provide radon testing and reduction information for non-real estate situations.Contractor’s Corner16 RE investment News 2013
18 RE investment News 2013Learn how to save money at Home De-pot and register for a 2% Rebate for allpurchases & rentals across the US.Plus 20% Discount on Paint in KansasCity. And coming in 2013 the NewHome Depot App for iPad exclusively forChapter Members to use in project esti-mation on home repair and remodel.All members receive a discount cardto access our exclusive discounts upto 40% off all paint, supplies, andflooring—nationwide.Websites for investors, landlords, andother services. FREE trial.Email and Social Media Marketing, FreeTrial and Discounts for paying in ad-vance.Screening for tenants & workers with20% discount for members.FORMS & DOCSMember Library is packed with formsand docs, plus 15 % discount at EZLandlord Forms for premium forms.Market your rentals on the nations topranked rental site. Member discountis 20% off Regular Prices.Save on select FedEx Office copy andprint services up to 20% and on Fed-Ex Shipping up to 22%.Receive discounts up to 65% on over12,000 products you use the mostonline and in store.MAREI’S MEMBER BENEFITS PROGRAMYOUR MEMBER BENEFITSAT-A-GLANCEUSE THIS PAGE AS A GUIDE TO VALUE ADDED DISCOUNTS TOOLS AND SAVINGS CREATED JUSTFOR YOU ON GOODS AND SERVICES YOU USE EVERY DAY.E-UpdateMAREI’s award winning weekly emailupdate with what’s happening in realestate including properties for sale, gov-ernment affairs and local market data.Investment NewsThe award winning newsletter for Mid-America Association of Real Estate In-vestors: published monthly and distrib-uted both in print at our meetings anddigitally to our database of over 5000people. One of the best ways to getyour message in front of a targetedgroup of real estate professionals.Free issues of both magazinesavailable at the monthlymeetings of MAREI.Landlord ServicesOffice SolutionsSuppliersMarketingNews & Information
2013 RE investment News 19We have several services as part of ourwebsite to help you grow your business.Calendar of Events to stay up to date withall of our activities.Browse the member properties to findyour next deal. Take the time to post yourinvestment opportunities for other mem-bers and site visitors to browse.The Member Library is packed and evergrowing with pdf versions of entire books,EBooks, Articles, Forms, and Documents.Nearly 70% of QuickBooks users saythat it makes their business more prof-itable. Get your Accounting on track.Buy at a 20% discount our speciallinks from the MAREI Web Site.REAL ESTATE BOOKSThe nation’s largest provider of real estatetraining materials, DEARBORN isAmerica’s Premier Real Estate Publish-er. Members receive up to 40% off.Special member discounts for members atAvis, Budget, andEnterprise Rentals.The Local Market Monitor tracks realestate sales and economic trends nationwide. Offering 25% Discount for Mem-bers.MAREI’s Political Advocacy Group ac-tively monitors national legislation andrule-making that impacts the real estateindustry and harnessing the strength ofMAREI members at the grassroots level.MAREI members also receive timelyCalls to Actionwhen there is atime for our mem-bers to take actionon an importantvote.Members also haveaccess to the latest in Market Data.Other DiscountsVISITwww.MAREInet.comLook under Resources& Members OnlyMember Service
20 RE investment News 201320 RE investment News 2013Facebook has more than 1 billion registered users. People send 100,000 tweets every minute. Nearly 20% ofwomen who use the Internet also use Pinterest. Social media is here to stay, and its become one of the bestways for businesses both large and small to connect with customers and prospects, especially since social mediais all about relationships and community building. Benefits of social media marketing include: More exposure for your business Increased traffic to your website More qualified leads Better search engine rankings “Stickier” relationships with prospects and customersRather than touching a customer once like you would with a single mailer, you become a part of their life when they connect with you on socialmedia. But that doesnt mean that there isnt a connection between social media and direct mail. If youre looking for ways to drive traffic to yoursocial media profiles, increase Facebook likes, and learn more about your customers, direct mail can help.4 ways to combine direct mail with social mediaAdd social badges to each mail piece: This one is easy – make sure you include social media badges on each of your direct mail pieces.That will let recipients know that youre present on those channels. After all, people wont follow you on Twitter or like your Facebook page if theydont know its there.Create an interactive mailer: Use a QR code that directs recipients to your Facebook page when they scan it. Or include a link or QR to one ofyour YouTube videos.Make social media a part of your integrated mobile and direct mail efforts: Say you include a URL on a postcard that takes recipients to apage on your mobile website that allows them to claim an offer. After they claim their offer, include links to your social media profiles on the“Thank You” page. It will be easy for people to click through and connect with you on social media. Or, encourage people to “share” the offerwith friends, which can help build your social media presence exponentially, especially if the offer goes viral.Include a call-to-action: Make it obvious that you want to build relationships with social media. Use direct mail to invite people to connect withyou on social, perhaps by offering an incentive, such as a coupon or free sample for people who “like” your Facebook page.What can you do once people have connected with you on social media? The opportunities are nearly endless. You have an existing poolof interested, engaged customers and prospects with whom you can share special deals, news and updates. You can enhance your relation-ships with those people by offering quality content via social media (remember, dont just promote yourself or your business; instead offer infor-mation that people can use).Finally, social media offers access to a wealth of customer data, which you can use to better understand your customers and created targetedmarketing campaigns. Use social media to generate lists of qualified people to whom you can send your direct mail. Post status updates thatencourage people to sign up for your mailing lists. Make sure to explain the benefit of sharing their address, so theyll know theyre getting some-thing more than what theyd get on social media.Do you have questions about adding personalization to your direct mail campaign? Our customer support team is always happy to help you out so that you can create the mosteffective direct mail campaign for you. Drop us a line at firstname.lastname@example.org or give us a call at 866-665-2787. Were here Mon-Fri, 9AM to 8PM Eastern Time, and were alwayseager to answer your questions.From Click2MailDirect MailMarketingSocial MediaMarketing Success=
22 RE investment News 201322 RE investment News 2013Photo from Doug Shaw from Carshalton, United Kingdom
2013 RE investment News 23“I’m not suggesting that becoming successful requires no workand that there are no struggles, but when I say that The Road toSuccess is Easy, I’m suggesting that when someone has a planand they follow it, that success is attainable to all, and it can bedone in a relatively short period of time.”Shaun McCloskeyThe Road to Success. . .Is EasyShaun McCloskeyWhen I hear someone say that success is easy, it always raises my BS sensors. It really concerns me when someonesays this, but then I have to look at myself because I say this as well. The difference is, I really mean it. But in orderfor success to become easy, you’re going to have to play a different game than most.I’m not suggesting that becoming successful requires no work and that there are no struggles, but when I say that TheRoad to Success is Easy, I’m suggesting that when someone has a plan and they follow it, that success is attainable toall, and it can be done in a relatively short period of time.We live in a world in which we idolize success and as a result we pursue it with all that we have. As a culture we havedefined success as having a lot of money. We want it so badly that we look for shortcuts, we’ll compromise our values,and we’ll tear down things that are important to us in order to attain it. We’ll go into debt. We’ll buy things we don’tneed to impress people we don’t care about. What we all really want is life. We want freedom. We want to be able tospend time doing and experiencing the things in life that provide the most fulfillment, however, most of us today havegiven up any hopes of this life in pursuit of the almighty dollar.What we teach at Lifeonaire is that if we will simply follow a plan, that success is easy. It’s an easy road. What wehave found is that the world around us is pursuing success every other way, that what makes pursuing the path to suc-cess difficult is that we have to go against the grain and do things differently than those around us. The path is easy,but getting to the the right path and living and doing things differently than others around us is the challenge.It’s a challenge for a number of reasons: The biggest reason it is a challenge is because we have few examples of people to follow. The masses are strivingfor success, seeking to make more and more money. Money is the primary focus of many peoples lives today,however, this seems to be the wrong path as evidenced by the results. How we define success may be different. Being successful at making a lot of money doesn’t guarantee us thatwe’re going to live a great life. There is plenty of evidence around us that demonstrates this. Have you ever heardof or known someone that has a lot of money and is still miserable? Their goal in life is to make money, not to livelife so they get exactly what they are pursuing.Cover Story2013 RE investment News 23?
24 RE investment News 2013Let’s be very honest for one mo-ment. What does success mean toyou? To me it means having the free-dom to live the life that I want tolive. To do what I want when Iwant. To be free to experience rela-tionships with those closest tome. When I talk with others their defini-tion of success tends to boil down tosomething similar.Take the time to imagine the life thatyou want, and now think of everyonethat you know personally. How manypeople do you know who are living thelife that you would like to live? If youare like everyone else I know, you’restruggling to come up withnames. Everyone is out there pursuingthis life, however, very few people everget there. This is evidence to me thatthe reason success seems difficult isbecause most people are on the wrongpath. If they were on the right path,we’d be able to come up with a list ofnames of people in our lives who areexperiencing that ultimate freedom thateveryone wants.At Lifeonaire, we show you how easy itis to achieve prosperity and success. Itstarts with getting on the right path, andthen following a simple plan down thatpath. It also starts with setting thegame up to win. That’s especiallytough for most people today since theirgame is loaded up with a lot of obliga-tions and no vision for what it is theyreally want. Getting on the right pathmeans creating the vision for what youwant your life to look and then estab-lishing a plan to get from where you areto where you want to be. Sounds sim-ple enough, however, the problem withmost of America today is that even ifthey had a vision and a plan, most areso bogged down with existing obliga-tions that they don’t have the time topursue their vision even if it is clear.Debt is one of the biggest obligationspeople have which hinder them fromreally living life. Most people mistak-enly believe you can’t run a legitimatereal estate business without incurringdebt, but I’m here to tell you other-wise. Because of this, get prepared tolearn new strategies that you can im-plement as well at MAREI at the ShortSale Wealth and Debt Free InvestingSeminar this coming Saturday June15th. We’re going to pull back the cur-tain on what it means to design a busi-ness that has your life in mindfirst. Most people design their busi-nesses with how much money they’llmake, but we’re going to teach you theexact opposite of this. We’ll show youhow to get on the right path, and thencreate a business that serves that pathand purpose. And the best part? We’llshow you how to do that while being100% debt free. I can’t wait to sharethis with you and change your perspec-tive forever. What you’re going to learnabsolutely changed my life just 4 yearsago, and I can’t wait for it to do thesame with you.See you soon.Sean McCloskeyCOVER STORYShaun McCloskey & Jason Roberts relaxing on mission trip to Guatemala
2013 RE investment News 25We will be showing you:The Four Distinct Stages of financial prosperity and why 99.9% of in-vestors are building their business in a way that guarantees failure.How Shaun and his business partner eliminated a combined $5.5 milliondollars worth of debt in just a few short yearsHow to set your real estate business up to where you absolutely can notlose. (Sounds simple but most investors have setup the game to be verydifficult to win. We’re going to show you how to set the game to win be-cause you not only know the rules, you also know the perfect strategy towin!)How (and when) to leave your job feeling 100% secure in your decision,knowing you can not fail.How to run your entire real estate business without ever borrowing a sin-gle dollar again.How to get unlimited access to money for your real estate dealswithout ever having to qualify at a bank.Utilizing J oint VenturesTo Build Your Real Estate BusinessHave you ever been told “ focus on yourstrengths, the money will come?” Soundsgreat, but how much of your current busi-ness really focuses on ONLY yourstrengths? What if you could wake up eve-ry morning knowing that you’re only goingto do the things that you’re the most pas-sionate about? Do you think you’d wake updifferently that you wake up now? What ifyou could make more money by not doingthe things that you are not totally pumpedabout, without costing any additional moneyto hire others?Join us at the Bonus Workshop at theNorthland MAREI meeting to Learn: How to start leveraging other peoplestime and expertise to help you makemore money that you ever thought pos-sible. Four specific “game changer” JointVenture strategies that Shaun has per-sonally implemented in his own busi-ness. How to implement Joint Ventures inyour own business and to get unlimitedaccess to funds. How to create an entire real estatebusiness in literally ONE HOUR PER WEEK using joint ventures!COVER STORYSee Saturday June 15th SeminarAfternoon Session: Debt Free InvestingWe’re going to show you how to build, run and manage youentire real estate business without using any debt whatsoever.As a matter of fact, if you have any debt whatsoever right now,we’re going to show you how to eliminate all of it once and for all!(even the debt you have on your rental properties!)
26 RE investment News 2013COVERSuccess StrategiesRegardless of whether you decide to pursue your educationin short sales through me or elsewhere, if I could offer you alittle bit of advice - make education a priority in your life.The way I see it, if you’ re not growing, you’ re dying. AndI don’ t plan on dying anytime soon! D o you?The TOP 9 MistakesInvestors MakeR e g a r d i n g S h o r t S a l e sShaun McCloskeyMMISTAKE #1ISTAKE #1 -- Ineffective or Lack of MarketingIneffective or Lack of MarketingFirst things first, without marketing your phone is not ringing.First things first, without marketing your phone is not ringing.Without your phone ringing you have no deals. Marketing is the single most important aspect of your business. A combina-tion of your message as well as how its delivered will be the difference between zero phone calls a day and 10 phone calls aday. Your marketing message should be consistent with what youre looking to accomplish.If youre message is not to actually help other people, youre in the wrong business. The key to getting people to respond toyou is to give them all of the information they could ever ask for FIRST. The law of the universe states that in order to re-ceive you must first give. Contrary to this, I look at most other investors marketing pieces and the message is completelydifferent. The message is more along the lines of, “what can I take from you?”Understand that these people are going through some of theUnderstand that these people are going through some of thetoughest times of their entire lives.toughest times of their entire lives.What most people facing foreclosure really want is peace of mind. They want to know what their options are. They get15,000 letters from other investors saying the same thing over and over again, “We Buy Houses.” Who cares? The home-owner doesnt care what you do. The homeowner only cares what you can do for them. So, our marketing messages verysimple. We simply show homeowners what their options are and invite them to speak what us with a free consultation.In our consultation, we’ll custom tailor a solution depending on their exact situation. We also give them a ray of hope in thesense that they actually do have options. Most of these people think they have only two options, either catch up on theirback payments, or lose the house to foreclosure. And the reality is that they actually have many other options. By being will-ing to give first, we naturally get what we want: more short sale deals. Trust me, people call us every single day completelywilling to sign over the deed to their house to us with us barely even asking. Theres no reason I cant offer help to the onesthat we may never make a dime on. The point is, they wont call you unless youre sending the right message. And its cer-tain that they wont call you if you dont even market to them in the first place.Im not suggesting that you have to start with a multimillion dollar marketing campaign. Marketing can be as simple as puttingup a few bandit signs per week at a cost of 99 cents per sign. Marketing can be as simple as knocking on a couple of doors,or making a couple of phone calls, or networking with real estate agents, or handing out business cards. (Or if you’re reallysmart… finding someone else to do all of this for you….) This stuff is not rocket science, but you need to make it consistentin your business. Both the message and the manner in which you present that message must be consistent. This is the veryfirst, yet most important aspect of any facet of real estate, not just short sales. You skip out on this one, you will fail.26 RE investment News 2013
2013 RE investment News 27COVER STORY2013 RE investment News 27
28 RE investment News 2013MMISTAKE #2ISTAKE #2 -- Improperly Screening Seller CallsImproperly Screening Seller CallsGoing After Deals that Arent DealsGoing After Deals that Arent DealsSo many new investors call me with deals that they want to work onwith me. And usually after a series of only a couple questions, I canvery quickly determine whether or not the property is worth even goingafter by breaking the deal down into two categories, the Seller and theProperty:SellerSeller First and foremost, does the seller have a legitimate hardship?Are they not able to pay their mortgage payment because they trulycant? Or because they dont want to? Is the seller being cooperative with your ideas and suggestions, orare they fighting you every step of the way?Are these people that actually deserve your help? What do I meanhere? Well, in order for people to deserve your help, they must bewilling ready and able to assist you in helping them. It doesnt do anygood to try to convince anyone that youre their best option. Your jobis to give them their options and then let them decide. If you ever findyourself in front of a seller, and you feel like youre talking them intosomething, know that you are in front of the wrong seller.PropertyProperty -- Is the house worthy of pursuing?Is the house worthy of pursuing?Is the loan balance already significantly less than the house is worth?Is the loan balance already significantly less than the house is worth?Heres an example that I hear from new investors from time to time. Aseller has a house that is in perfect condition. There’s a mortgage onthe property in the amount of $100,000. The house, in its current con-dition, and in our current marketplace, is worth $200,000. Is this prop-erty worth pursuing as a short sale? The answer is no. The housecan solve its own problem. There is already enough equity in the deal,so a short sale is not needed. Why would a lender take a discount onthis property? They dont need to. The lender could foreclose on theproperty, take it back into REO status, and then turn around and sell itlater on and actually make money on the deal. Why would they dis-count their mortgage to you?Enough time left before the sale date?Enough time left before the sale date?Often times, I see investors go after deals, and call me as an absoluteemergency at the 11th hour. Theyll call me and say, “Shaun, I needyour help. I have a short sale deal here thats a hot deal, and we needto act fast, because the foreclosure sale date is in two days!!!”Dont waste your time. There are exceptions to the rule, but if there isnot at least 10 days to the foreclosure sale date, youre wasting yourtime. This varies from lender to lender but for right now think of 10days as a guideline.Do you have an effective exit strategy?Do you have an effective exit strategy?Its great to go after properties and get huge discounts on loans, how-ever, it doesnt do you any good to get that kind of a deal if you cantturn around and sell the property later. I often see new investors goafter deals that are in complete and total war zones. Some of themhave been very successful in negotiating large discounts on thesedeals. Heres the problem: whos going to buy that house later on?Dont get me wrong, I have bought a ton of properties in lower incomeneighborhoods, and you can make a lot of money in these types ofneighborhoods. But what Im talking about here is the house thats inthat TOTAL war zone area. If you are afraid to go into this neighbor-hood to go on the first appointment, how many buyers to you think aregoing to qualify for a mortgage in that type of a neighborhood as wellas actually want to live in that neighborhood?Does the house need a lot or repairs? Or is it perfect?Does the house need a lot or repairs? Or is it perfect?Heres another one I see quite often. In newer investor comes to mewith the property that has a mortgage balance of $200,000. Thehouse is an absolutely perfect, pristine condition. Every single compa-rable property in the neighborhood has sold for $200,000. The housesin this neighborhood are also selling in less than 30 days because itsa highly desirable neighborhood to live in. In this situation, the investorcalls me and based off of what he heard at a seminar or read in abook, he thinks that he should be able to offer 70% of the current valueand it will be accepted. 70% of $200,000 would suggest making anoffer on this property in the amount of $140,000. Why would the lend-er except an offer like this?While its true that it does cost money to foreclose, contrary to whatsome other courses might teach you, it doesnt cost $60,000 to thelender to foreclose. The lender would be better off to foreclose on theSuccess Strategies28 RE investment News 2013
2013 RE investment News 29Success Strategiesproperty and then sell it later. This investor isnot thinking in terms of making his deals a win-win-win situation. The only person that wouldbe winning in this deal is the investor… Notthe bank.On the other hand, if this same house neededa complete gut rehab, you would have muchmore of a justification for coming in at a signifi-cantly lower price.Are there any other weird things about theAre there any other weird things about thehouse that would affect its value?house that would affect its value?Is there anything else that you can think ofabout the house that might affect its value? Orat least its perceived value? There is a differ-ence, you know.For example, are there railroad tracks runningright through the backyard? Is the house on abusy street where its difficult to raise children?Are their airplanes flying 10 feet above thehouse every six minutes because it’s only aquarter-mile away from an international air-port? Did there used to be beautiful greengrass fields around the house when the home-owner bought it 10 years ago, but now theresa Wal-Mart in the backyard? These are allthings that have a negative impact on eithervalue, or perceived value.MMISTAKE #3ISTAKE #3 -- Not Giving Enough Justifi-Not Giving Enough Justifi-cation for your Offercation for your OfferAnother huge mistake I see newer investorsmake is that they dont give enough justifica-tion as to why theyre offering what theyreoffering. If the property is now parked directlyin front of a Wal-Mart, that doesnt help you outin any way unless the lender knows about it. Ifthe property needs a significant amount ofrepairs, wouldnt it be a good idea to providerepair estimates with your offer? If houses inthis neighborhood are taking on average sixmonths to sell, wouldnt it be a good idea toinclude proof of that in your offer (or counterof-fer) as well?Think of it like when you were a little kid - re-member this? When youre a kid, and youwant something really badly, isnt it true thatyou try to convince your parents up all of thereasons why you should have this one particu-lar thing? Isnt it true that youll bug them overand over and over until they say yes? Andyoull continue to think of more and more rea-sons why they should let you do or have thisone particular thing? (I’m sure you all knowwhat I’m talking about here…) Is it also truethat when you didn’t want to do something thatyour parents have asked you to do that youwould kick and fight and scream and think ofevery single reason why you shouldnt have todo it? Didnt you come up with excuses as towhy it wasnt a good idea to do what they weresuggesting that you do? In a way, youre kindof doing the same exact thing with the lender,only in not quite as immature of away.The point is… you must be able to justify yourThe point is… you must be able to justify youroffer to the lender.offer to the lender.Justify it with repair costs. Justify it with infor-mation about mold remediation. Do so withpictures of the Wal-Mart in the backyard. Andremember, if you put yourself in the banksshoes, would the justification that youre relay-ing to them be enough reason for you?MMISTAKE #4ISTAKE #4 -- Not Attending the BPONot Attending the BPOThis is an absolutely critical part of the shortsale process. The BPO agents’ job is to go tothe property, take pictures of the property, andgive his or her best evaluation as to what theproperty is worth in it as it is current condition.If youre not there to provide your opinion and/or justification on these issues, you may aswell not even try to do a short sale at all. Thisis where 90% of investors who try short salesfail right off the bat.There are tactful, legal, and ethical ways toThere are tactful, legal, and ethical ways toinfluence a BPO agents’ decision as to theinfluence a BPO agents’ decision as to thevalue of the property.value of the property.Remember, not only do you need to justifyyour offer to the bank. The BPO agent is theperson is telling the bank how much the prop-erty is worth. Wouldnt it be a good idea thento relay the same justification information thatwe talked about above to the BPO agent aswell?MMISTAKE #5ISTAKE #5 -- Fear of Negotiating withFear of Negotiating withLoss MitigatorLoss MitigatorWhen I first got in this business, I was scaredof talking to the loss mitigation rep at the bank.I was scared because I felt like I didnt knowenough to be able to talk the lingo required.While its true that you do need to have a solidbase of education to be able to have an intelli-gent conversation with a loss mitigation rep,they are just people too! Dont forget that.To negotiate most effectively, you will do 95%of your negotiations on paper before you evereven have to pick up the phone.So dont feel like you have to be some slicksalesperson to speak effectively to loss mitiga-tor. All short sale offers are required to bewritten offers, with specific paperwork, in aspecific order. The justification for your offer2013 RE investment News 28
30 RE investment News 2013Success Strategiesshould be written down and included in theoffer letter. This means that the negotiationscan be well thought out in advance since youcan obviously take your time and really thinkabout what youre going to say when its in writ-ten format. Theres no need to feel like youhave to be the slick salesperson with a quickcomeback for everything that a loss mitigatorsays to you. For those of you that hate pushysalespeople, dont worry, you dont need to beone to be effective in this business.MMISTAKE #6ISTAKE #6 -- Not Keeping ConstantNot Keeping ConstantCommunications with the HomeownerCommunications with the Homeownerand/or Making False Promisesand/or Making False PromisesYour seller needs to be informed of whereyou’re at in the process throughout your negoti-ations.Without you keeping them informed, they will,without a doubt, lose trust in you.The entire short sale process is exactly that.Its a process. And processes take time. Soduring that time, your job is to keep the home-owner informed and well educated as to whatto expect next.We do this in our initial conversation with thehomeowner so theres no question about it lateron. We also let them know that there may notbe new information to relay to them each andevery single day, so we inform them that we’llcall them to provide an update on their propertyevery Friday. This way, they’ll always knowexactly where they stand in the process.This does a couple things:First it lets the homeowner know that we willkeep them informed on a regular basis. Thisbuilds trust.Second, it frees up the rest of our week to doother tasks, work on their deal, and go afternew deals. This one small change we made inour business free up a con of our time through-out the week.Every Friday, we sit down and call each of thehomeowners for just a few minutes and letthem know where were at. This sets the ex-pectation upfront and frees up valuable time tobe spent on other aspects of your business.MMISTAKE #7ISTAKE #7 -- Focusing on Money InsteadFocusing on Money Insteadof Changing Livesof Changing LivesThis is a lesson that I had to learn the hardway. Youve heard of motivated sellers? Well,when I got started I was actually a motivatedbuyer. Many brand-new investors are thesame exact way. This is very obvious to othersand comes across in the way you speak topeople, and in the way you negotiate. If youredoing this just for the money, you may succeedfor a certain period of time, but the long run youwill fail.Remember, when youre working with peoplewho are facing foreclosure, many times thesepeople are going through some of the toughesttimes of their entire lives. You can either focuson what you can take from them at this point,or you can focus on how you can make a differ-ence. YOU have an opportunity to influencepeoples lives for the better. YOU have thepower to literally bring families back togetheragain. None of this can be accomplished byfocusing on the money you stand to make. Ichose to focus on short sales in the real estateindustry because this is the one aspect of realestate were I feel that I can truly make a differ-ence.If theres one thing that you take away from thissection, understand this:When you give other people what they wantWhen you give other people what they wantfirst, the money will come automatically.first, the money will come automatically.True wealth (Short Sale Wealth!) in real estatecomes not only from money. It comes from thequality of the relationships of people that youtouch each and every day. And you will beable to sleep much better at night because of it.MMISTAKE #8ISTAKE #8 –– Not having a system inNot having a system inplaceplaceLets face the facts of this business. The realestate game can be one of the most fun busi-nesses that individuals can get into. This busi-ness is a “little guy’s” business. Have you evernoticed that there are no publicly traded resi-dential real estate investment companies outthere? There’s a reason for this.Real estate investing is a business that I’veseen individuals start with literally no moneyand end up financially free within a few shortyears. This business is one that just aboutanyone with the will and determination to suc-ceed can do. I met a gentleman recently thatmakes over $500K per year consistently buyingresidential real estate. Before he started thisbusiness he was a janitor at a high school.There’s no doubt that investing in real estatecan be rewarding. This business can also bethe worst nightmare of your life if you aren’t setup properly.The next time you go to McDonalds, take no-tice of something. Isn’t the fryer always on theleft hand side of the restaurant? Isn’t the drivethru always on the left also? Aren’t the bath-rooms always in the rear right side of the build-ing? (Are you picturing this in your head rightnow?)How about Sam’s Wholesale Club? Isn’t theentrance always on the right hand side of thebuilding? Isn’t there always someone therechecking to make sure you have your Sam’scard with you? Isn’t the electronics section thevery first thing you always see as you walk inthe front door and to the left is the customerservice department?What about Walgreens? Imagine someoneblindfolding you and dropping you off right inthe middle of Walgreens. Isn’t it true that youcould open your eyes and immediately knowwhere you are?Why do they do business like this?The answer is simple. These companies havea system. As simple as this sounds, it’s thedifference between a successful business andone that never seems to get off the ground.Having a system in place is fundamental to anylong term reward in any business. The wayMcDonalds sees it, why reinvent the wheelevery time they build a new restaurant? Whynot just come up with a template, duplicate itover and over again, and let the system takecare of the rest? The reason that McDonaldsbecame so successful selling franchises is notbecause they have the best burger in the world.Let’s face it… I’m no cook and even I can makea better hamburger on the grill than I could getat McDonalds. They are successful becausethey have a system. They have a tested sys-tem, and that system works.It makes sense, doesn’t it? Why can’t we dothe same thing with residential real estate, youask? The answer is… now you can. There’sno sense in reinventing the wheel every timethe phone rings with a prospective seller.There’s no sense in changing what you do eve-ry time you put a property on the market forsale. You don’t have to take time figuring outwhat paperwork goes where when you submitan offer to a lender. This can all be a part of asystem that operates virtually identically everytime. Big companies do this all the time. Itseems like very few real estate investors un-derstand this though. Not only does this makeyour life much easier, but it also makes trainingother people so much easier! Do you think theCEO of Walgreens trains the cash register op-erator at their stores? Heck no! Walgreenshas a training “system” in place that shows thecash register operator exactly what to do andwhat not do to in almost any situation that couldpossibly present itself.When you have a system, your business nolonger controls your life.When you have a system, your business nolonger relies solely on you to continue to grow.You can grow with your business rather thanhave your business control your every move. Ihave friends that are very successful in the realestate business, but I also have friends that aremiserable and don’t understand why. Whenyou have a system, you can assign tasks toothers so that you can take time away from thebusiness and come back to have it operatingmuch the same as it was before you left. Andlet’s get to the good stuff… when you have asystem, you can do more deals with less effort!This equates to a bigger bottom line.30 RE investment News 2013
2013 RE investment News 31MMISTAKE #9ISTAKE #9 -- Lack of Continuing Educa-Lack of Continuing Educa-tiontionLets be real here for a minute... you absolutelyMUST be dedicated to continuing educationregardless of what business youre in. Timeschange, people change, the real estate industrychanges. Im sure you know by now that ifyoure doing real estate the same way you weretwo years ago, youre going to have a very dif-ferent result. Real estate, just like any otherbusiness, has cycles.You can make overwhelming sums of money inboth an up market and a down market if youhave the proper education.Many new investors have come to me recentlyworried about the economy, and worried aboutwhats going to happen in the real estate marketover the next 12 to 24 months. I couldnt bemore excited about real estate right now. Thetruth is, if youre well educated, you can actuallymake more money in a down market becausetheres abundance of opportunity and less com-petition. The only way you can do accomplishthis, however, is by being committed to youreducation.Think Im kidding? In the past 12 months alone,I have spent over $26,000 on continuing educa-tion in real estate. This includes books, cours-es, CDs, and live seminars I’ve attended. Ihave a complete library of courses on real es-tate, and I absolutely love it! I believe thatspending this money on education is nothingmore than an investment in myself and in myfamily’s future.Not only that, but isnt it just FUN when youlearn something new? Isn’t it FUN to learn onenew idea that takes your business (and life) to awhole new level? Its kind of ironic that I wasthe guy that absolutely hated school growing up.I think the reason I hated it so much is becauseI was learning about so many things that I was-nt necessarily interested in. Learning how tocreate win-win-win situations where I walk awaywith a big check interests me though. Changinglives interests me. Making a difference in thelives of other people interests me…Regardless of whether you decide to pursueyour education in short sales through me orelsewhere, if I could offer you a little bit of ad-vice –make education a priority in your life.The way I see it, if youre not growing, youredying. And I dont plan on dying anytime soon!Do you?See you in June. . . .Shaun McCloskeySHORT SALE WEALTH SEMINARDominate the Pre-Foreclosure MarketWith or Without Your Own Money or CreditHOW TO CAH IN on Short Saleswith NO NegotiationNEVER PAY for Marketing AgainLearn from LIVE SELLER CALLSDemystify DEAL EVALUATIONEffective NEGOTIATION TACTICSthat WorkBusiness Management MasteryUNLIMITED Deal FUNDINGPLUS Bonus SessionDEBT FREE INVESTINGShaun McCloskey & Jason RobertsSaturday June 15thKansas City MissouriDetails at MAREInet.com/SeminarSpecial Pricing thru June 6th Meeting2013 RE investment News 31
32 RE investment News 2013Saturday June 15th : 9:00 am - 4:00pmCareer Education Systems,Ward Pkwy Shopping Center -8600 Ward Pkwy, KCMOThe Right Topic at the Right TimeHere’s what you will learn:Never pay for marketing again: How to generate all thepre-foreclosure leads you’ll ever need—for the low, low costof ZERO dollars!Pre-foreclosure deal finding strategies: Learn how to findand pursue ONLY the best of the best short sale leads inyour area.Deal evaluation demystified: Learn the 6 stratetegies toquickly find (and pick) the lowest hanging fruit that equates tothe biggest possible paychecks.Approved! Other structuring tactics designed to virtuallyguarantee the biggest discounts and most approved shortsale offers.Effective negotiation tactics that work: Learn specificallyhow to structure your negotiations to maximize the discountthe lender is willing to accept.Bank secrets revealed: Discover the #1 secret to uncover-ing the lowest possible dollar amount that a lender will acceptas a short sale payoff. (This secret alone is worth thousands ofdollars in cash in your pocket).Sell that house FAST! Discover the brand enw house sell-ing strategy that virtually GUARANTEES you to sell anyhouse in any market in 7 days or less.Business Management Mastery: How to set your real es-tate business so that it runs on AUTOPILOT, allowing you toput cash in your pocket in your spare time.Unlimited deal funding: How to access all the cash you’llever need to fund your real estate deals.Bonus SessionDebt Free InvestingLean how to build, run and manage yourentire real estate business without using any debt whatsoev-er. As a matter of fact, if you have any debt right now, youare going to learn how to eliminate all of it once and for all!(even the debt you have on your rental properties)Bonus Session Includes:The four distanced stages of financial prosperity and why99.9% of investors are building their business in a way thatguarantees failure.How Shaun and his business partner eliminated a combined$5.5 million dollars worth of debt in just a few short years.How to set your real estate business up to where you ab-solutely can not lose. (Sounds simple but most investorshave setup the game to be very difficult to win. We’re goingto show you how to set the game to win because you not onlyknow the rules, you also know the perfect strategy to win!)How (and when) to leave your job feeling 100% secure inyour decision, knowing you can not fail.Think it’s not possible to run a 100% debt free real estatebusiness if you’re a landlord? Think again! Find out stepby step how to build a 100% FREE AND CLEAR rentalportfolio of 12 - 15 properties in less than one year (NOONE is teaching this right now!)How to run your entire real estate business and never bor-row a single dollar again.How to get unlimited access to money for your real estatedeals without ever having to qualify at a bank.Short Sale Wealth SeminarDominate the Pre-Foreclosure Market with or without your own Money or CreditFeaturing Shaun McCloskey & J ason RobertsTraining
2013 RE investment News 33Special Registration: Available thru the J une 6 th MeetingMember Pricing Short Sale Wealth $15 All Three Events $15Non-Member Short Sale Wealth $35 All Three Events $45_______________________________________ ____________________________________Attendee 1 Email__________________________________ ____________________________________Attendee 2 Email__________________________________ ______________________________________Address Phone__________________________________ ___________City State Zip Total Charge__________________________________ ___________ ________Credit Card Number Expire Security Code_________________________________ Referred by: ___________________________Signature.Shaun McCloskey has bought andsold hundreds of investment proper-ties. He has turned the art of the shortsale into a science that virtually any-one can do by creating a system thatis foolproof. Using the Short SaleWealth system, Shaun has helpedthousands of homeowners and lend-ers avoid foreclosures.“Everyone says they want to be a millionaire, but what theyreally want is LIFE! The American Dream says that moremoney equates to a better life, however, I know a numberof people that have made millions of dollars and are alsomiserable. I know because I was one of them. I want toshow you how to have both money and LIFE.”Shaun is also teaching at the MAREI KC North Meeting onJune 6th: Shaun McCloskey has bought and sold hun-dreds of investment properties. He has turned the art ofthe short sale into a science that virtually anyone can doby creating a system that is fool proof. And by combiningthe short sale strategies with his Joint Venture Techniqueshe can do more deals with less time and other peoplesScan & Email to info@MAREInet.comCall 913-815-0111More Info: www.MAREInet.com/SeminarPresented by:Mid-America Association of Real Estate Investorsmoney. Join us on June 6th to find out how you too can do more withless using joint ventures. See more online at www.MAREInet.com/KCNorth.———————————-Jason Roberts is Shaun’s #1 Star Student. He is coming on the 15thto teach with Shaun. He is also joining us at MAREI’s KC SouthMeeting on June 11th.In 2010 Jason was dead broke. He had just lost his mortgage busi-ness, his cars had just been repossessed, and now he was goingthrough foreclosure on his own home, then to chapter 7 Bankruptcyat the end of 2010.He turned it all around in 2011 earning $3.6 MILLION DOL-LARS HOUSES. We’ve all heard you can do real estate investingwith no money and no credit and Jason is going to show you step bystep exactly what he did to make it happen and how you can too.See more online at www.MAREInet.com/KCSouthBe sure to note we have special pricing to attend all 3 events—listedbelow and posted online. Special Pricing Runs through the end ofthe evening on Thursday June 6th.Training
34 RE investment News 2013Wholesale Real EstateLearning Your Market“I want to get into this real estate investing. Where should I start?”This is a question that I often receive and while many factors should go into where you personally start like time and money, I quiteoften recommend getting your start in this business by learning how to wholesale properties. It does not take a bunch of money towholesale a house and all the tasks needed in wholesaling should be learned in just about any other type of residential real estate in-vesting.In last months investment news we had a broad overview ofWholesale Real Estate Investing, that is an essential compo-nent of any type of real estate investing. If you can masterthe art of finding deals, evaluating properties, solving prob-lems for sellers, finding buyers, and selling the deal - the keysteps in Wholesaling, then you are ready to take on most realestate transactions.Today we are going to talk about the first step in wholesaling,which is learning your market. When you first start investingin real estate, any type of real estate or move to a new city,you need to learn your market for two reasons. First youneed to be able to identify a good deal and Second you needto know what buyers want so you can sell it to them..First Steps?So where do you start in learning your market?We will break these down, but you need to do some marketresearch on the market as a whole.. Select the area whereyou want to focus. Then get into more specific online re-search of property values and rental ranges. Last is going tolook at houses.Market Research: When you are wholesaling houses youwant to find a market where houses are bought and sold. Ifyou focus on a subdivision where people want to live and noone ever moves,, if you get a deal there, you probably have akiller deal But because everyone loves where they live andyou basically have to wait for someone to go to the retirementhome to be able to buy a house, you might of wasting a lot oftime and money trying to find a deal that would work for aninvestor because houses will be very easy to sell.On the other end of the spectrum is an area where no onewants to live. Here in Kansas City this might be an urbancore area where there are a lot of vacant and boarded uphomes, very few owner occupied properties and a high num-ber of rental properties.The ideal area for wholesaling will be an area where there isa good mix of owners and renters, where houses sell to bothlandlords and homeowners..You will find when wholesaling that the number one buyer ofyour homes is other investors and you will want to do a bit ofmarket research on what other investors are buying. Here inour office we have investors who are looking for turn key rent-al properties and properties that can be turn key rentals, butin areas where people do what to live. We also see investorsbuying in areas that are a bit better than renal neighborhoodwhere they have several options with the house from rentingit out, offering it on lease option, to potentially selling it to anowner occupant. Our last buyer is the rehabber who is look-ing for a house that they can fix up, list on MLS and sell to anend buyer.Other things to consider would be the availability of jobs inthe area. The quality of the schools in the area. Access toamenities and transportation. If any of these attributes arenegative, you may want to focus on a bit better area.Selecting Your Farm Area: After researching the variousareas in your city, next is to pick the areas you want to focuson first. You can’t learn the entire city at once. By pickingone area and learning in well, you will be better able to talk tobuyers and sellers about properties. You can always learnone area, deploy your marketing and then add in a new farmarea.Just what is a “farm area”? This is the area where you willfocus your marketing and community outreach. You will besowing your seeds so to speak to grow a potential deal and inreal estate focusing your efforts on a specific area is calledfarming.Online Research: After researching your area and selectingyour farm area. Spend some time researching the values ofhomes in the area. One good way is to ask a Realtor friendWholesale
2013 RE investment News 35to set you up with an automatic searchof mls (the realtor listing service) andhave it send you every houses thatgets listed, goes under contract andsells so over time you can learn values.You can also spend a lot of time on forsale by owner sites and Zillow.com tosee what houses look like, what a typi-cal houses is and what they are sellingfor and also average rents.As you are researching your farm areayou will notice that most areas havethree price zones: Low or Bank Owned Sales Prices Average Home Owner Prices All Renovated Updated PricesSo depending on how you intend to sellyour potential deal you have the blow itout, fixer upper value. The averagehomeowner price or if it is a rental mar-ket, the average rental home price.And last the value of homes that arerenovated and selling retail to home-owners.Looking at Houses: Now you haveyour area and know roughly where youwant to market and the average values.Now you need to get out in the fieldand start looking a houses.You may hit open houses, go see forsale by owner houses, and possiblyhire an agent to go show you housesfor the day. And as you market for moti-vated sellers, as you are first gettingstarted, you might want to go look ateverything, just to get a feel for houses.So what are you looking at as you lookat these houses?First you want to learn just what makesup a typical houses. What are thehome styles. How many bedrooms andbathrooms do they have. Are they oncrawl space or do they have base-ments. Hardwood floors or tile. Formi-ca or Granite.When estimating repairs, you want tomake your average house look as goodor a bit better than all the other houses.And when you come across a weirdduck, you want to know it’s an oddhouse.An odd house is not the typical cookiecutter house in your neighborhood. Itmay be that all the other houses havehardwood and the one you are lookingat does not, you need to figure some-one is going to have to put in hardwoodfloors. If all the other houses havebasements and 2 car garages, andyour subject house does not, well thenit’s going to have to be a lot cheaperthan all the other houses.Second you want to look at the neigh-borhood itself. Where are differentthings that could be potential sellingpoints or detractors located. And overall just become familiar with an area soyou can use it in building rapport with aseller. Knowing the school is just downthe block or something similar on aninitial phone call can be very helpful.See you in our next installment we willlearn how to build a buyers list.Don’t Toss another Seller Lead for Lack of Buyers!Let Us Review Your Lead . . .Assign to us or partner with us.kcmoHomeBuyer.com816-200-2198 Rehab and Retail Houses Turn Key Rental Properties Fixer Uppers & Multi Family Non-MLS PreferredCall and speak with Don or ScottSubmit Through WebsiteHouses & Seller Financed NotesWantedWholesale
36 RE investment News 20134234 Wyoming,Kansas City, MO 64111$179,900 4 Bed1.5 BathModern Midtown Gemwith Google FiberScott TuckerRealtyResource913email@example.com E. 49th St.Kansas City, MO 64129$37,500 3 Bed1BathCompletely RehabbedKansas City InvestmentProperty – RaytownSchools Estimated NETROI = 19%!Christoph BeckerBlueprint Properties Inc816–419–firstname.lastname@example.org Paseo Blvd.Kansas City, MO 64110$19,500 4 Bed2 BathWholesale Deal!Up and Down Duplex!Christoph BeckerBlueprint Properties Inc816–419–email@example.com Forest AveKansas City, Mo 64110$10,000 3 Bed1.5 BathThis home does needsome work, but hasLOTS of potential!Christoph BeckerBlueprint Properties Inc816–419–firstname.lastname@example.org Indiana AveKansas City, MO 64128$27,000 4 Bed1.5 BathLivable condition andwould make a perfectCash Flowing Invest-ment PropertyChristoph BeckerBlueprint Properties Inc816–419–email@example.com Waverly AveKansas City, KS 66104$23,000 2 Bed1 BathFreshlyRehabbed BargainHomeChristoph BeckerBlueprint Properties Inc816–419–firstname.lastname@example.org Agnes AveKansas City, MO 64130$16,5003 Bed1.5 BathWholesale Deal with 2car Detached GarageChristoph BeckerBlueprint Properties Inc816–419–email@example.com Drury AveKansas City, MO 64137$38,000 3 Bed1 BathThis Home is located in theHickman Mills SchoolDistrict!Christoph BeckerBlueprint Properties Inc816–419–firstname.lastname@example.org Bellefontaine AveKansas City, MO 64130$18,000 3 Bed1 BathA Lot for the Money!SOLID Mid Town CashCow.Christoph BeckerBlueprint Properties, IncBlueprintPropertySoltions.com(816) 419-1165KCInvestMAREInet.com/ PropertiesProperties36 RE investment News 2013
2013 RE investment News 372013 RE investment News 37MAREIMid-America Associationof Real Estate InvestorsMember Digital LibraryMembers can Learn about aWealth of Real Estate TopicsThrough the MAREI website Forms & Documents: log in to themember library to access all kinds offorms, sales and rental contracts to usein your real estate business Special Reports: MAREI as been col-lecting E-Books for 10 years and addingall of them with real educational contentto the library. Digital Books: We have a small butgrowing archive of books that havebeen converted to PDF for you to readon your reader or print out. Audio & Video: Members also have ac-cess to 100s of hours of trainingthrough pre-recoreded webinars andteleconferences saved in the MemberLibrary. All hosted on Google Drive. Benefit included in all MembershipPlans - Join Today!
38 RE investment News 2013MonthlyMeetingsThere’s not a better investment inyourself that you could make!At our monthly meetings we host guest speakers, panels androundtable discussions with industry experts providing insightful andcurrent information for attendees. MAREI meetings are an essentialtool for building a comprehensive team for real estate professionals.MAREI works to keep its members up-to-date with the latest infor-mation on the real estate industry. MAREI has built relationships withmembers and the community at large who provide our members withinformation they need to be successful in today’s world.We are the place to go for the information you need from the novice tothe experienced Real Estate Investor. Monthly meetings are the bestplace to connect and build relationships with like-minded people andlearn a thing or two along the way.MAREI MEMBERSHIPMEETINGS HELD AT:Northland(1st Thursday of the Month)North Kansas City Community Center1999 Iron StreetNorth Kansas City, MO(816) 300-0433MAREInet.com/KCNorthSouthland(2nd Tuesday of the Month)Career Education Systems/ In Mall8600 Ward Parkway, Ste 2080Kansas City, MO(816) 444-7277MAREInet.com/KCSouthUpcoming D atesJune 6th Meeting: Joint Ventures: Learn how to grow your real estate business or any business for that matterwith Joint Ventures from our guest speaker Shaun McCloskey. Plus networking 6 to 6:50June 8th Workshop: Title Services from ordering title to closing the transaction, learn the process from start tofinish with the team from Accurate Title. 8:30 to NoonJune 11th Meeting: Flipping Short Sales: Guest Jason Roberts went from broke mortgage lender in 2010 toearning millions in 2011 by flipping short sales . Plus Networking from 6 to 6:50June 15th Seminar: Short Sale Wealth Seminar. Learn how to profit from PreForeclosures. Plus bonus ses-sion on Debt Free Investing. Guest Trainers Shaun McCloskey and Jason Roberts. All Day.MAREIMid-AmericaAssociationofRealEstateInvestorsARealEstateCommunityGUEST PASSName: ______________________________Date: _______________________________Email: _______________________________Source: ______________________________For first time guest to visit meeting.GuestPassisavailableforfirsttimeattendeestoMAREI.Ifyouhaveattendedbefore,exploremembershipoptionsorpayguestfee.EventsMore Education & Networking OpportunitiesMAREInet.com/Calendar
2013 RE investment News 39I nvestment News Page 5LET US HELPKEEP PROPERTIES MARKETABLEKeep Costs Under Control & Meet Tight DeadlinesDedicated to your Success, With Solutions for Every Surface & All the EssentialsEXCLUSIVE MEMBER DISCOUNTMAREI as a member of National REIA is able to bring ourmembers the exclusive Sherwin William Discount Card thatoffers unbeatable savings on paint, applicators, floorcovering,paint sundries, wall covering, spray equipment, and even windowtreatments!Members look for your discount card in your members Benefit Pack-age or download from the Member’s Discount Section of the MA-REI Member Library.National Account ServicesOur strategic account teams can simplifyprocesses and maximize efficiencies withcentralized account management.LEED® & VOC CoatingsDownload the latest guide on our prod-ucts that meet LEED® and low VOCspecs.Color ServicesFind out about our color design servicesfor properties and read about the latestcolor trends.Flooring Products & Installa-tionWide variety of name brands, 24-hourturnaround and reliable installation.Commercial WallpaperSherwin-Williams is your one-stopsource for commercial wall covering.Over 5,000 residential and commercialwallpaper collections available.Commercial Floor CoveringsFrom carpeting to sheet vinyl, select theright floorcovering specific to yourneeds. Fully stocked national network,fast turnaround and reliable service.HomeScapes®Enhance curb appeal and make selectioneasier with pre-selected exterior colorschemes.Finishing Touch™ Builder SupportProgramComprehensive Program for your HomeBuyers: Welcome Kits, Discount Cards,and Model Home Programs.ASK SHERWIN WILLIAMSFind out more about all these products and ser-vices offered by Sherwin Williams plus theirChip It Online Color Matcher, ColorSnap Studiofor iPad and their Paint Pro Alerts by Text atwww.Sherwin-Williams.com .EXCLUSIVE MEMBER DISCOUNTMAREI as a member of National REIA is able to bringour members the exclusive Sherwin William DiscountCard that offers unbeatable savings on paint, applicators,floorcovering, paint sundries, wall covering, spray equip-ment, and even window treatments!Members look for your discount card in your membersBenefit Package or download from the Member’s Dis-count Section of the MAREI Member Library.