2014 RE investment News
NEWSNEWSNEWSJanuary 2014 Volume 1January 2014 Volume 1January 2014 Volume 1
Real Estate Investors
Five Common Mistakes
And How to Avoid Them
Planning for Real Estate
Success in 2014
2 RE investment News 2014
MAREI, through it’s partnership with the Home Depot, offers
its members a 2% Bi-Annual Rebate on top of any discounts
you already receive through the Home Depot & its Pro
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mation on Membership Meetings, Discounts on Prod-
ucts and Services, and education for Real Estate Inves-
tors, Landlords, and Industry Service Providers.
2014 RE investment News 3
MAREIMid-America Association of Real Estate Investors
A Real Estate Community
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Dedicated Pro Desk Associates.
Two hour advance order pulling.
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4 RE investment News 2014
From the Publisher
The years have crept up on us and MAREI
and the Real Estate Investment News is cele-
brating our 10 year anniversary.
We have came a long way since that long ago
Sell-A-Thon Real Estate Convention at
Wealth Builders in Tampa Bay where it rained
for 4 days straight, forcing us to bypass the
beach and enjoy 100% of the entire confer-
We were subjected to training speakers from
8 am to 10pm every day for 3 1/2 days and
we spent many hours networking with the
members Wealth Builders finding out what it is
that they liked about their group why they at-
We also spend many hours talking to their
group leaders before, during and after the
event getting tips on how they managed their
REIA group. The result was after four days
that we came home with a course on how to
Wholesale Houses, which made me $10,000
after I finally implemented it and that I still re-
fer. Plus we came home with a business plan
for our own Group.
With the help and support of a few key friends
and business associates, we launched MAREI
in January of 2004 with $300 for a marketing
budget and my 3000 member buyer database.
At the high of the market in early 2008 we were
approaching the 500 mark in membership and
we weathered the downturn quite well. We
could not have survived with out the help and
support of our Members who Attended, our
Business Members who provided services and
Volunteers who helped in many capacities.
We have recently added an Executive Director
to manage the MAREI office, websites and coor-
dinate events. We hope with this addition we
will be better able to serve our membership
In the next 10 years we want to work with our
members to have more involvement in the com-
munity and a stronger voice in our local, state
and government affairs. We know that with your
support we will be able to reach that goal. We
are looking for committee volunteers to take part
in both of these projects.
Kim A. Tucker
Publisher & Founder of MAREI
2014 RE investment News 5
Real Estate Investors
Five Common Mistakes
And How to Avoid Them
Planning for Real Estate Success in 2014
6 RE investment News 2014
2014 Are You Ready
What You Need to Know
Nine Effective & Efficient
Steps to Success
The First Two Months
Are the Hardest
Small Claims Court
Dealing With Deadbeat Tenants
The New FHA
Why You Should Join
Your Local REIA Group
Frank Dodd & the Safe Act
Member Benefits at a Glance
Monthly Meetings & Dates
RE INVESTMENT NEWS IS PUBLISHED
IN ASSOCIATION WITH
OF REAL ESTATE INVESTORS
8014 State Line, Ste 210
Prairie Village, KS 66208
Mid-America Association of
Real Estate of Investors and
the RE Investment News does
not exist to render and does
not give legal, tax, economic
or investment advice and dis-
claims all liability for the
action or inaction taken or
not as a result of communica-
tions from or to its members,
officers, directors, employ-
ees and contractors. Each
individual should consult
his/her own counsel, account-
ant and other advisors as to
legal, tax, economic, invest-
ment and related matters con-
cerning real estate and other
The views and opinions ex-
pressed by authors of arti-
cles contributed to this
newsletter do not necessarily
reflect those of the associa-
tion, the board of directors
or the staff.
With Dave Williams
2014 RE investment News 7
Don’t Toss another Seller Lead
for Lack of Buyers!
Let Us Review Your Lead . . .
Assign to us or partner with us.
Houses & Notes
8 RE investment News 2014
Kansas City Real Estate Market Report
Sales Prices Up, Sales Up, Inventory Down
Year end reports for the Kansas City Housing Industry support that 2013 was a good year for Real Estate
in Kansas City.
Permits for single family construction was at
4087, the first time they were over 4000 since
2007 and up 24 percent over 2012 according to
the Home Builders Association. Multi Family
permits were up 62.2 percent over last year.
The year also closed strong with the existing
home prices up 95% and new homes up 3%
over 2012. According to the KCRAR we are
now in a seller’s market with only a 4.1 supply of
existing homes on the market at the end of 2013
after having a balanced market for most of the
Get involved: MAREI is looking to partner with our mem-
bers and business Associates for a Habitat for Humanity
House Project, a Summer in July Type Project, a Blood
Drive, Project Warmth and/or a Food Drive for Harvesters.
If this is a project your company has been considering, or
you might be willing to chair a committee to organize a
community project, please email Kim@MAREInet.com.
2014 RE investment News 9
The New Rules
For 2014 . . . Are You Ready?
Consumer, Owner Occupied Loans
Verify and Document Borrowers are Qualified
Must be fully amortizing, no Balloon Payments
Fixed Interest Rate for First Five Years
Can adjust no more than 2 points per year with cap of six
points from original rate. And it must be tied to the Prime
Rate at the Start.
Have to Prove and Document the Borrowers Ability to Re-
pay, not just the initial rate, but the Adjusted Rate
Standard Debt to Income Ration of 43%
If borrower goes into Default
For the Life of the Loan, if it goes into foreclosure, the Bor-
rower can claim faulty underwriting and go payments, in-
terest, fees, and all legal fees.
See Article Page 38
See Website: www.MAREInet.com/QM
Dodd Frank E-Book from Alan Cowgill
The Kansas City Star reports that
hoe foreclosures at the national
level are at their lowest level since
the early stages of the mortgage
RealtyTrac reports that default no-
tices, schedule auctions and bank
repossessions are down 26 per-
cent in 2013 from the previous
“Shadow cast by the foreclosure
crisis is shrinking” according to
Daren Blomquist at RealtyTrac and
he predicts a greater drop in fore-
closures in 2014.
Foreclosure rates have also
dropped in the KC Metro area with
Kansas down 39 percent and Mis-
souri down 40 percent in 2013
over the previous year.
10 RE investment News 2014
Hairy, black mold isn’t just unattractive–it’s un-
safe. Whether in your home or place of business,
mold could be an issue and your health at stake.
Sure, the idea of throwing a dinner party at your
moldy home isn’t an option–who wants to show
off their hairy, black regions? But, the risk of
grossing out your friends is just superficial. The
real concern is the underlying risks you’re taking
by living in moldy conditions.
A mold problem can usually be seen or smelled–
but not always. Mold growth may often appear as
slightly furry, discolored, or slimy patches that in-
crease in size as they grow–or it could be danger-
ously hidden out of site. Often times they produce
a musty odor, which may be the first indication of
a problem–or when hidden, the first sign is your
The best way to find mold is to examine areas for
visible signs of mold growth, water staining, or fol-
low your nose to the source of the odor. If you can
see or smell mold, you can assume you have a
mold problem. Other clues include excess mois-
ture and water damage. It may be necessary to
look behind and underneath surfaces, such as
carpets, wallpaper, cabinets, and walls. There are
some areas of the home that are always suscepti-
ble to mold growth and should be part of routine
cleaning to keep them under control.
The EPA’s: Ten Things You Should Know
1. Potential health effects and symptoms associ-
ated with mold exposures include allergic re-
actions, asthma, and other respiratory com-
2. There is no practical way to eliminate all mold
and mold spores in the indoor environment;
the way to control indoor mold growth is to
3. If mold is a problem in your home or school,
you must clean up the mold and eliminate
sources of moisture.
4. Fix the source of the water problem or leak to
prevent mold growth.
5. Reduce indoor humidity (to 30-60%) to de-
crease mold growth by: venting bathrooms,
dryers, and other moisture-generating sources
to the outside; using air conditioners and de-
humidifiers; increasing ventilation; and using
1010 RE investment News 2014
2014 RE investment News 11
exhaust fans whenever cook-
ing, dish washing, and cleaning.
6. Clean and dry any damp or wet
building materials and furnish-
ings within 24-48 hours to pre-
vent mold growth.
7. Clean mold off hard surfaces
with water and detergent, and
dry completely. Absorbent ma-
terials such as ceiling tiles, that
are moldy, may need to be re-
8. Prevent condensation: Reduce
the potential for condensation
on cold surfaces (i.e., windows,
piping, exterior walls, roof, or
floors) by adding insulation.
9. In areas where there is a per-
petual moisture problem, do not
install carpeting (i.e., by drink-
ing fountains, by classroom
sinks, or on concrete floors with
leaks or frequent condensa-
10.Molds can be found almost any-
where; they can grow on virtual-
ly any substance, providing
moisture is present. There are
molds that can grow on wood,
paper, carpet, and foods.
(Sourced from epa.gov)
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Titan is dedicated to serving its cli-
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2014 RE investment News 11
12 RE investment News 201412 RE investment News 2014
2014 RE investment News 13
2014 RE investment News 13
Nine Effective &
Efficient Steps to Success
By Patti DeNucci and Ed Rigsbee, CAE, CSP
Ever wonder why some people are so powerfully connected, are the first to hear about great
opportunities, and earn more quality referrals? The answer may surprise you. To attract more
success in business, you don’t have to network more; you just have to network
more intentionally. This means becoming more focused, engaging, trusted, and memorable.
And not necessarily with more people, but with “your people”—meaning the people who natu-
rally bring the most value into your world.
After years of experience and study, we’ve discovered your networking success boils down to
nine critical steps. Here they are for you, presented in their most basic form and derived from
Patti’s award-winning book The Intentional Networker: Attracting Powerful Relationships, Re-
ferrals & Results in Business.
1. Know yourself.
It truly is not selfish or narcissistic to practice self-awareness. This involves knowing your
strengths, weaknesses, beliefs, passions, preferences, and traits. Fact is, knowing yourself is
a key component to creating success and building connection. It breeds authenticity, enthusi-
asm, and discernment, which helps others see and “get” the real you more readily.
2. Know what you want.
If you are vague, ambivalent, scattered, or unsure of your vision, intention, and goals, then you
are likely drifting along, preserving the status quo, and possibly even invisible to others. Clarity
and focus go a long way to helping you become more memorable, which in turn means others
are clearer and more focused on how to help you.
14 RE investment News 2014
3. Show up in alignment with the
above two points.
Everything about you, from your
attitude and appearance to your
correspondence and conversation,
gives off messages. What’s more,
you have mere seconds to make a
first impression. If your image
doesn’t line up with whom you say
you are and what you aspire to,
then confusion, disengagement,
and distrust can result. Be sure
everything associated with you and
your career or business is congru-
ent with who you are and what you
4. Focus on quality, not quantity.
People often believe that doing lots
of networking and having hundreds
of contacts and connections
equal greater success. Not so fast!
Rather than adding more new peo-
ple to your network, invest some
time identifying your most valuable
connections; the ones who not only
bring you referrals and opportuni-
ties, but also provide you with valu-
able insights, information, and sup-
port. Focus on these top connec-
tions for a while. The same goes for
your networking activities. Which
ones really bring energy, value, and
results to your career or business?
Next, make a list of the traits that
make these top people and events
valuable to you. Note for future ref-
erence how you originally met or
heard about them. This information
will help you recognize and attract
more of the same. You’ve just cre-
ated a faster track to your success!
5. Say no with grace.
Once you identify your top contacts
and networking activities, you’ll start
to see who and what no longer
serves you. It will be easier to priori-
tize, which is crucial to your net-
working efficiency and suc-
cess. Figure out who and what
needs to be edited out (or given
less attention). Gradually—
and graciously—back away from
those who drag, drain, and disena-
6. Focus on your best connec-
Stay in touch with your best con-
nections. This means reaching out
and staying top-of-mind on a regu-
lar basis. Invest a few minutes each
day to sending friendly, helpful,
grateful, congratulatory, or support-
ive notes to your valued connec-
tions. Set up one or
two weekly strategic coffee or
lunch dates. Attend a few targeted
business or association events
each month. Organize and make
time in your weekly routine to follow
up and succeed utilizing the
above. The key is doing these
things regularly and consistently.
7. Stand out in the crowd.
You just never know where or when
an important conversation will take
place, when an opportunity will
arise, or when you will run into a
valued colleague or customer. Be
ready, alert, and aware. Live your
brand and allow it to guide how you
show up and conduct yourself.
Show genuine interest in other peo-
ple by being the first to say hello,
offering a professional handshake,
and engaging in friendly conversa-
tion. Ask questions that show inter-
est. Then take the time to actively
listen to what others have to say.
With a little extra effort and courtesy
you can make connections and
meetings so much more memorable
New to MAREI, Meeting Tips
1. Taking Your Seat: Remember during the networking portion, this is your time to get up and speak
to several new people you don’t know. By all means mark the seat you want to take for the presen-
tation portion, but don’t sit for an hour and wait. Get up and visit with vendors, browse the deals on
the marketing table, visit with people you know, AND go meet 3 or 4 new people.
2. Business Cards: Spend $20 at Vista Print and get something that you can use. It does not have to
be perfect. Include your name, company name if you have one, contact information and a bit about
what it is that you do. If you have a business outside of real estate, that you would like to share ,
utilize that business card.
16 RE investment News 2014
The First Two Months
Are the Hardest
The first two months are always the hardest. I’m talking about when we take
over a rental property for the first time. Whether it’s already been managed
by your or we have just finished rehabbing the house and now it’s ready to
rent (well,e specially if it’s being rented after rehab) we find that the first two
months, from a property management standpoint are always the hardest.
If we are taking over the property the tenants usu-
ally will want to tell us why. Let’s face it. If we are
taking over a property it is probably because
someone else hasn’t been doing a bang-up
job. So first we have to clean up the deferred
maintenance issues that are no doubt present,
smooth over the tenant and do all this without
freaking out your check book too much.
If we are renting a house that just got through with
an extensive rehab then there are all sorts of
things that may not have shown up in the re-
hab. For instance, you can run drains and flush
toilets for construction crews but until you have a
house full of people using toilet paper and using
the toilets often you cannot know if there is a prob-
lem somewhere deep down the drain line. Or per-
haps the furnace only works intermittently because
of some weird deal. We always find at least a few
things like this.
The caution here? Just make sure you have some
repairs dollars still set aside for the first couple
months of new tenancy. After that it usually slows
down to just an occasional trickle of problems. But
those first couple months I can almost guarantee
you we will speak quite often.
Setting Goals in 2014
Instead of making resolutions you may never in-
tend to keep, may I suggest setting your 2014
goals for your real estate investing ventures? How
many properties do you own? How many would
you like to own? Here are some things to think
about as you are setting 2014 goals;
Should you sell or exchange in 2014?
Should you buy?
Should rents be moved up or down?
Is it time to change who manages the property?
Is this the year to catch up on deferred mainte-
Have a good tenant? Maybe it’s time to send
them a “thank you” letter.
Any value-added improvements that could be
Hopefully those few things can get you started on
your planning for next year.
2014 RE investment News 17
Renter Insurance for Your Tenants
18 RE investment News 2014
Small Claims Court
Dealing with Deadbeat Tenants Cynthia Schmidt
What if the tenant vacates the rental property owing back rent, damages above the security deposit and/
or an unpaid utility bill?
The majority of real estate investors across the country will rationalize to themselves “I got my place
back” or “I don't care about the money”.
That was not good enough for me, I didn't get into real estate investing to have my profits stolen from a
non-paying tenant. I deserve every dime the tenant owes me and I knew I had to get aggressive to prove
to the non-paying tenant that I mean business!
This is when a Small Claims lawsuit is filed with the clerk of the court. The average time allowed to file
after the infraction in the 50 states is 5 years. So, the investor has 5 years to pull the judgment debtor
into Small Claims to obtain the judgment.
At the court hearing, the Judge or Magistrate will have to be presented the rental agreement to render a
money judgment concerning any back rent owed. When seeking a judgment concerning damages above
the security deposit, he/she will want to see a copy of the itemized statement concerning the deposit that
was sent to the tenant 30 days vacating and all pictures and receipts of the excessive damages. If it is
for the unpaid utility bills, he/she will ask for the rental agreement that states the tenant's responsibilities
concerning the utilities and the unpaid utility bills.
Once the judgment is awarded in Small Claims Court, the Judgment Creditor will have to proceed to the
post-judgment proceedings to collect. So, when I hear through the grapevine that it isn't worth the paper
it is written on- I challenge that statement! I have collected 90 satisfied judgments and I haven proven to
those 90 tenants that I want my money!
March Main Meeting
2014 RE investment News 19
Have you ever evicted a tenant and received a judgment for back rent?
Were you able to collect on the judgment? No?
Would you like to know how to collect all the back rents due you?
If so you will not want to miss hearing Cynthia Schmidt at our Main March MAREI
Collecting Back Rent and Judgments!? Now I know what you are thinking --this will not work in Texas!
That is what I thought too! But after five minutes on the phone with Cynthia Schmidt--she had me con-
vinced that this should be a very interesting meeting.
You owe it to our profession and yourself to give the Schmidt's 90 minutes to enlarge your vision. A must
for the serious investor that wants to change the mindset when dealing with a non-paying tenant.
Here is just some of what will be covered...
--> Serving of the Notices
--> Forcible Entry and Detainer
--> Small Claims
--> Abstract of Judgment
--> Writ of Execution-Personal Property
--> Writ of Garnishment (Bank Levy)
--> Subpeona Duces Tecum
--> Show Cause Hearing
--> Contempt to Judgment Satisfied
--> And much much more
Tuesday March 11th Main Meeting. Register on the
calendar of events at MAREInet.com
About the Speakers
Cynthia and Gary Schmidt have been landlords
for 20 years with over 500 tenants. Fifteen years
ago, they ventured into post-judgment proceed-
ings and has collected 90 satisfied judgments. In
2005, they wrote their first Collect Back Rent
Manual and the filming of their first DVD.
Today, after constantly improving they have
comprised the 50 State Overview Books-Dvd's
with an additional book for each of the 50 states.
They have been endorsed by Jeffrey Taylor
(Mrlandlord) and have spoken on his 22nd An-
nual Cruise and Convention this year with great
20 RE investment News 2014
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2014 RE investment News 21
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22 RE investment News 201422 RE investment News 2014
The New FHA
The Federal Housing Administration recently announced they were going to reduce loan limits, one of
their high costs areas. They raised these limits back in 2008 when the financial markets just were not
making loans and the economy was entering the recession. The FHA raised the limits to help
support our failing housing industry and the economy at large.
Since that time, the economy and the housing sector has recovered and the government wants to mini-
mize their exposure to losses from higher end loans.
So here is what to expect for 2013
1. Loan Limits will be reduced. That means that
on average the maximum price of a house they
will finance in the Kansas City Metro area be
2. Jumbo Mortgage Loans will be coming back,
but with harder qualifications in terms of credit
histories and debt to income ratios. So while
FHA will finance people sooner out of foreclo-
sure, short sale or bankruptcy, the Jumbo bor-
rowers will in most cases have to wait the full
seven years or have a 30 percent down pay-
3. Credit Scores are going to need to be higher.
The higher the score the better the loan you are
going to be ble to obtain.
4. Borrowers May Need a Minimum 20 Percent for
Down Payment. If you are not getting an FHA
loan you are going to see that 20 percent down
is going to be the new normal in many markets.
5. With larger down payments and harder FHA
standards, borrowers are going to be turning to
friends and family for documented gift money to
help them purchase the property.
6. Lenders are going to be looking at the borrow-
ers reserve funds to cover future payments.
While FHA does not have a requirement on re-
serves, most jumbo loans do. For example you
may need six months of mortgage payments in
your post closing escrow account.
7. Buyers may have to buy houses they can actu-
ally afford rather than buying the big house and
hoping their income grows to afford the larger
house. Or they may want to
wait to buy while they spend time to save up a
substantial down payment.
8. Keep in mind that the housing market is show-
ing a strong improvement and while FHA is re-
ducing limits, other types of loans are stepping
up to fill the gap.
Real Estate Investors need to keep a strong eye on
what is going on in the mortgage markets as this
will affect how hard it is for buyers to get traditional
bank and mortgage company lending.
Investors who retail houses to owner occupant
buyers will often have to jump through special
2014 RE investment News 23
hoops to help make sure the sale goes
through the are channels.
Other real estate investors are offer crea-
tive financing options for their buyers
through lease options and seller financing.
These options are also being challenged by
Join us on Wednesday February 19th when
MAREI Business Member Beth Langston, a
loan officer at Pulaski Bank in Lee’s Sum-
mit hosts MAREI’s roving meeting for the
month. We will have an open house for
networking and a discussion about chang-
es in FHA lending and how this will affect
us as home sellers.
2014 RE investment News 23
New for 2014:
Starting in January 2013, MAREI will
no longer hold the secondary north-
The main monthly meeting will con-
tinue on the 2nd Tuesday of the
Month, as it has been for the past 10
The secondary meeting will vary by
January’s secondary meeting will
be hosted by Chris Lengquist of
Keller Williams in Olathe.
February’s will be hosted by Beth
Langston of Pulaski Bank in Lee’s
March on the 5th Monday we will
be going back up north for a net-
working and discussion. Location
and topic yet to be determined,
watch the MAREI calendar.
24 RE investment News 2014
Learn how to save money at Home De-
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Plus 20% Discount on Paint in Kansas
City. And coming in 2013 the New
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All members receive a discount card
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Websites for investors, landlords, and
other services. FREE trial.
Email and Social Media Marketing, Free
Trial and Discounts for paying in ad-
Screening for tenants & workers with
20% discount for members.
FORMS & DOCS
Member Library is packed with forms
and docs to use in your real estate
Market your rentals on the nations top
ranked rental site. Member discount
is 20% off Regular Prices.
Save on select FedEx Office copy and
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MAREI’S MEMBER BENEFITS PROGRAM
YOUR MEMBER BENEFITS
AT-A-GLANCEUSE THIS PAGE AS A GUIDE TO VALUE ADDED DISCOUNTS TOOLS AND SAVINGS CREATED JUST
FOR YOU ON GOODS AND SERVICES YOU USE EVERY DAY.
MAREI’s award winning weekly email
update with what’s happening in real
estate including properties for sale, gov-
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The award winning newsletter for Mid-
America Association of Real Estate In-
vestors: published monthly and distrib-
uted both in print at our meetings and
digitally to our database of over 5000
people. One of the best ways to get
your message in front of a targeted
group of real estate professionals.
Free issues of both magazines
available at the monthly
meetings of MAREI.
News & Information
2014 RE investment News 25
We have several services as part of our
website to help you grow your business.
Calendar of Events to stay up to date with
all of our activities.
Browse the member properties to find
your next deal. Take the time to post your
investment opportunities for other mem-
bers and site visitors to browse.
The Member Library is packed and ever
growing with pdf versions of entire books,
EBooks, Articles, Forms, and Documents.
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itable. Get your Accounting on track.
Buy at a 20% discount our special
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Members also have
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Look under Resources
& Members Only
26 RE investment News 2014
Why You Should Join
Your Local REIA
Group Tim Herriage
HomeVestors & REI Expo
Just recently I returned from a National REIA mid-year conference in Pittsburgh. Needless to say, I was very im-
pressed with the organization and all the hard work and dedication put forth into the event to make it a success. This
was a “coming together” type of mastermind group of REIA leaders so that they could compare notes and ideas there
to hopefully do a better job with their local REIA groups.
For me personally, my REIA experience started in 2003 when I was struggling with additional financing for my Real
Estate investing. The irony was not only did I find additional financing but I found a whole new career in note investing
of which I can attribute directly to the education I had received from my local REIA in Philadelphia.
So take note from me, if you’re in the note business, you need to be a part of your local REIA. And here are 3 rea-
1.) Education – this was the beginning for me as I was introduced to people like Jimmy Napier, Donna Bauer, Pete
Fortunato, and later on Eddie Speed. My local REIA offers monthly meetings with guest speakers and Saturday work-
shops. When I was getting started, I took every single weekend workshop I could. I’m glad I did it too because I never
would’ve networked or learned as much as I did in such a short amount of time. Some of these speakers and fellow
REIA members became mentors to me, and in turn I did the same to others. If you’re looking for a coach or mentor
you’re REIA group is a great place to start.
2.) Sources of Capital – Not only to build relationships with like minded investors, I made a lot of friends who still in-
vest in my Real Estate projects as well as my current note funds today. And it’s not just the people I’ve met, but also
the sources I have learned about. 37% of the capital that we raise is from Self-Directed IRA’s, a technique I learned
about at a REIA meeting.
3.) Networking – My REIA group has turned into a great distribution network for my deals, both hard real estate and
notes. It’s funny, now when I go to a meeting I see two groups – note investors…and everybody else. Being in such a
niche business is great because within our REIA we’ve built a little community where we can see each other at least
every month to discuss deals and give advice. I love it!
Now if you’re in the note business and you’re not in a REIA group, I strongly urge you to consider joining and maybe
even actively participating. I’m not saying you have to be a speaker like me, but maybe you can become a vendor or a
volunteer that just helps out. You’ll not only help out your local REIA, but you and your business could get more
recognition. If you don’t have a meeting in your area, you could start one yourself. As Tom Hennigan pointed
out there’s over 38,000 members in National REIA, with chapters both for profit and non-profit alike. So if
you want to get an education, sell a note, or meet like minded investors join or start a local REIA today.
2014 RE investment News 27
of Real Estate Investors
Have a Product or Service
To Promote to Real Estate Professionals
Who Live or Invest in Kansas City
By far the best bang for your buck when targeting
the Real Estate Professional for your product or ser-
vice in the Kansas City Metro would be a Business
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The business membership includes all the access to
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28 RE investment News 2014
28 RE investment News 2013
2014 RE investment News 29
Real Estate Investors
Nine CharacteristicsVena Jones Cox
In my 18 years in the real estate business, I bet I've met 100,000 investors at all levels of knowledge and experi-
ence. Some have become amazingly successful, while others have lost steam or experienced dramatic failures. In
this time, I've noticed that there are certain characteristics that come with real estate investing success. As a mat-
ter of fact, that I have come to believe that I can predict with fair accuracy whether a particular investor will be suc-
cessful. All I have to do is find out a little about their attitudes and actions, and I'll know what their chances of be-
coming successful are.
Before I outline the specific characteristics that I've found in successful investors, I’d like to define what I mean by
"successful investor". A successful investor is NOT the person who owns the most properties or does the most
deals, or who has the most zeros in his net worth. A successful investor is simply a person who knows what he
wants - financially, personally, and in terms of what he wants to contribute to the world - and uses real estate in-
vesting as a way to get those things. For a successful real estate investor, real estate is a means to an end, not
an end unto itself. A successful real estate investor works to become as financially secure as is necessary for his
peace of mind and who is happy and comfortable with his investment activities.
Successful investors I've known include high school dropouts and PhDs, men and women of all races and back-
grounds, people born into poverty and people born with trust funds, guys who started investing at 19 and those
who started in their 70's, part-timers and full timers. There is no single predictor of success, but there are things
that I've found that all successful investor have in common. Here are a few.
1. Successful investors have a plan - and work it.
It's simple enough to put pen to paper and figure out how to become financially independent in 2 or five or ten
years. It's another thing altogether to wake up each morning and do the things you need to do to reach this goal.
Somehow, your real life always seems to get in the way of your long-term goals. Successful investors battle this
tendency to get caught "in the thick of thin things" by creating not just a list of goals, but a daily plan for getting
30 RE investment News 2014
2. Successful investors net-
Real estate investing must be
the only profession in the coun-
try that has no accepted curricu-
lum of formal training. Since
your success as a real estate
entrepreneur relies in no small
part on your ability to get reliable
information and advice when you
need it, and since your local
community college doesn't teach
courses on important topics like
how to evict a non-paying ten-
ant, the only answer is for you to
find a mentor who can teach you
Choose a mentor who is knowl-
edgeable, motivating, accessi-
ble, and is known for high ethical
and business standards. Don't
abuse your mentor by constantly
asking for information that you
could get from a simple trip to
the library. And don't forget to
thank your mentor by taking him
to lunch, giving him gift certifi-
cates to his favorite restaurant,
and, of course, letting him in on
good leads when you find them.
Where do you find mentors? Try
your local non-profit real estate
investment or landlording associ-
ation. It's full of people who are
there to share.
3. Successful Investors Cull
When I was a little kid, I read an
article about chicken farmers.
This article mentioned that when
the new chicks hatched, the
farmer killed the weak, under-
sized, and deformed chicks be-
fore they had a chance to grow
up. I was, of course, horrified,
and immediately began making
plans to open an orphanage for
runt chickens. Unfortunately, my
home in the suburbs and my in-
sensitive parents conspired to
keep my project in the planning
stages to this day.
Most real estate investors look at
selling their "dud" properties with
the same horror with which I
view the wholesale slaughter of
slightly imperfect baby chicks.
They will keep a property year
after year despite the fact that it
loses money, doesn't fit the own-
er's goals, is a huge manage-
ment hassle or is in a neighbor-
hood that has become a
warzone. Successful investors
review their portfolios at least
once a year, and aggressively
get rid of their loser properties
before they can damage the
profits from their winners.
4. Successful Investors Pro-
tect Their Assets.
What's the use of building a
huge real estate portfolio if a sin-
gle lawsuit could wipe it all out?
Why bother to achieve financial
independence if the bulk of your
estate will end up in the hands of
the government? And why is it
that the average real estate in-
vestor does absolutely nothing to
reduce their #1 yearly expense -
Arranging your affairs to protect
your assets from creditors, plain-
tiffs, and the taxman is tedious,
complicated, and time consum-
ing. Yet every successful real
estate investor takes the time to
do it, thus assuring that their
hard-earned money stay theirs.
5. Successful investors have a
code of ethics.
We tend to think of our invest-
ment activities in terms of bricks
and cash. In fact, the real estate
business is about PEOPLE.
Without sellers, renters, contrac-
tors, agents, and so on, you
would have no real estate busi-
ness. And since your business
activities affect so many other
people, I think it's important to
decide how you are going to
treat the people you come into
contact with each day.
Since there is no formal code of
ethics for real estate investors,
it's up to each of us to decide
how we'll behave toward cus-
tomers, tenants, sellers, workers
etc. Instead of using as a meas-
ure, "what can I get away with?",
or "what allows me to sleep at
night?”, perhaps the proper
question is, "what’s FAIR?".
Take the time to think about your
2014 RE investment News 31
activities and how they affect peo-
ple that you come into contact with.
6. Successful Investors Involve
In ten years, I have yet to meet a
truly successful investor who did
not have the support of his (or her)
significant other. Because your
real estate activities generally in-
volve spending (or promising to
pay back) tens of thousands of dol-
lars at a time, and since your busi-
ness will take time away from your
family, I think it's very important to
sit down with everyone who's old
enough to feed themselves and
explain what you're doing, and
why, and that you'd really like to
have their help or at least their un-
derstanding. If you have a spouse
who's reluctant to allow you to take
out a second mortgage on your
home in order to invest in the deal
of a lifetime, try sending him or her
to a beginner's seminar on invest-
ment. Some of your significant oth-
er’s very natural fears may be
overcome by an understanding of
what you're doing.
7. Successful Investors Treat
Everyone Better than They Ex-
pect to Be Treated.
What goes around comes around.
If you think that your reputation as
a buyer or landlord doesn't pre-
cede you, think again. When you
go the extra mile to solve people's
problems, both profit and success
8. Successful Investors Stay Ed-
Since I began investing in real es-
tate full time in 1989, my state has
passed a mandatory seller disclo-
sure law. The federal government
has made lead-based paint disclo-
sures mandatory and expensive to
ignore. Congress has changed the
rules for capital gains taxes twice.
HIV-positive people have become
a "protected class" in terms of fair
housing. My city has passed ordi-
nances that say that I can be fined
or jailed for renting to drug dealers.
Mortgage money for high-risk bor-
rowers has become cheap and
easy to get. The Fair Credit Re-
porting Act has been revised to in-
clude landlords. Things change.
Your business is affected. Stay on
top of it.
9. Successful Investors Pass On
What They've Learned.
Just as successful investors have
mentors, successful investors be-
come mentors. By passing on their
knowledge to novices, they keep
our industry alive, give others at
chance a financial independence,
and get a wonderful sense of their
own accomplishments. Now that's
what I call success.
Reprinted from The Real Life Real Estate
e-letter with permission of Vena Jones-
Cox. Get a free subscription at
Listen to Vena and her guest
speakers on her real estate
radio show: Real Life Real
Estate Investing, find in pod-
casts on iTunes. Join Vena
to learn Real Estate 101 in
Her Express Success
Training Program pre-
sented here at MAREI.
32 RE investment News 2014
How to Retail Houses, Sell Creatively
and when to Rent Properties.
How to Screen Sellers for Motivation and
Negotiate the Best Deals.
Understand Due Diligence, Disclosures,
and What Happens at the Closing
How to Protect Your Assets and the Ba-
sics of Using Land Trusts
Understanding Contracts and all Those
Clauses and Addendums
Time Management, Planning and the Im-
portance of Systems
The Real Estate Goddess’s Guide
To Getting Your First Deal
Learn Property Evaluation for Single
Family & Multi Family Properties.
How to Inspect Properties Efficiently &
Estimate Repair Costs.
Buying Creatively with Seller Financing
and Alternative Financing.
How to Find and Utilize Private Funding
and When to Use Hard Money
How to find desperate sellers with direct
mail, bandit signs and internet marketing.
How to Wholesale Houses
6 Months Wednesday Web Classes
20 Year Vetteran Real Estate Investor
Vena Jones Cox
2014 RE investment News 33
for Paying in Full
Saturday MAREI Workshops
MAREI has 1 Saturday Workshop planned
for every month except November & De-
cember, that’s 10 Live Workshops
Real Estate 101
Vena will mail out her Real
Estate 101 Training Course:
- a 200 Page Manual
- 10 hours audio
- CD Rom of Forms & Docs
Vena’s Email Coaching
12 Month Curriculum of Education,
Support & Accountability to take
your Business to the Next Level
Two Payment Plans
Pay in Full
1 MAREI Member $599
2 MAREI Member’s $799
1 MAREI Member $100 Up Front
Then $55 a month for 11 months
2 MAREI Members $100 Plus
$75 a month for 11 months
Ever wonder why some of the folks at MAREI are do-
ing really well and other’s just can’t quite get started?.
After all, they have the same info and opportunity.
We sat down with Vena to find out and we recorded it.
Download and Listen now at www.MAREInet.com/ES.
34 RE investment News 2014
If you think you can be successful in real estate investing without making mis-
takes, you have a lot of surprises in store! And in fact, if you are afraid to make
mistakes, you will probably never be successful in this business. It’s a crazy
world out there, and you are going to make mistakes. It’s time to face up to it
and get used to it. It’s a crazy reality, but you will probably learn more from your
mistakes than anything else.
Along with all the success I have had, I have made a lot of mistakes in my busi-
ness. I list only a few of them here in hopes that I can help you avoid the same ones. But if you are
hard-headed like me, you will read this list and think, “OK – yeah, that’s great. That’s really good
stuff. But I wouldn’t do anything like that. I already know that. I’m cool. Whatever…”
The most successful people in this business learn from their mistakes, and they are wise enough to
learn from the mistakes of others. When they fail, they fail falling forward. So here are some mistakes
I have made. I hope you will learn from them so you can avoid them yourselves!!!
Mistake #1 – Slowing Down Your Marketing
It’s tempting. You have been doing some marketing and you are getting some success. Now you are
starting to get sellers to call you. Congratulations – your marketing is working! You might be getting
real excited. All of the sudden, you are busy. You’re starting to wheel and deal. You’re a “deal-
maker” now! You find a motivated seller and you get a house under contact. You start seeing dollar
signs. You start advertising and marketing the house all over the internet. You take a ton of calls from
tenant-buyers. You drive around all over town, meeting the tenant-buyers at the house. You stick
F i v e C o m m o n M i s t a k e s
A n d H o w t o A v o i d T h e m
“I believe there is no easier way than Wholesaling Lease Options to
make quick chunks of cash in 2-4 weeks. It’s so easy to do, doesn’t re-
quire any money, and involved very little risk. Join me at my Whole-
saling Lease Options Full Day Seminar on March 22nd, being hosted
36 RE investment News 2014
signs and flyers all over the neighborhood. Then final-
ly, you sell the house! You breathe a big sigh of re-
lief. The tenant-buyer is happy. The seller is hap-
py. You are happy. You just made $5,000! Congratu-
lations! And then you look around you and say to your-
self, “Awesome! Let’s do another one!”
But what just happened? You just wasted 3 weeks
spending all your time & effort selling a home while
your marketing for sellers has completely ground to a
halt. Now what are you going to do for new
leads? Well, okay, you start marketing again for
sellers. But now it takes another 2 weeks to find anoth-
er seller. And then it takes another 4 weeks to sell that
property. All of the sudden, it’s been 6 weeks since
your last paycheck and you’re starting to freak out!
This mistake is real easy to avoid, and it should be ob-
vious how to avoid it… Don’t stop your market-
ing! Keep doing it consistently, systematically, reli-
Mistake #2 – Trying To Sell Houses People Don’t
Want to Buy.
I get a lot of investors that call me and ask me to help
them sell their investment property on a lease op-
tion. They are usually extremely frustrated by a lack of
results. I ask them what they have been doing to sell it
and usually, they are doing all the right things. Then I
find out where the house is located and discover imme-
diately what their problem is. They bought a good
house in the wrong neighborhood. The numbers work,
but no one wants to live in the home – at least no one
who wants to eventually buy it. And don’t you think
that might be a problem? There is usually nothing I
can do to help investors sell these types of homes.
Here’s one of the most important keys you can ever
learn in this biz – whether you learn it from me or you
learn it after you buy the wrong property… You can
only sell homes people want to buy! Stay away from
ugly houses in bad neighborhoods! Only lease pur-
chase nice homes in nice neighborhoods.
What are buyers looking for in your area? I run most of
my lease purchase business in St Louis, Missouri. Ob-
viously, each market is different. But here is a list of
what buyer’s are looking for in my area:
1. 3+ bedrooms & more than one bathroom
2. Homes in good school districts
3. Homes in the median price range ($120,000 –
4. Homes that have a basement and a garage
So it’s logical to see which homes I stay away from like
1. Anything less than 2 bedrooms & only 1 bathroom
2. Houses with no garage and/or no basement
3. Houses in bad school districts
4. Houses in rental neighborhoods
If you follow these simple rules when marketing for
Lease Purchase homes, you will save yourself a ton of
headaches… and you will make more money!
Mistake #3 – Not Treating Your Investing Business
Like a BUSINESS
Real estate investing should not be a hobby to
you. You need to treat it and run it like a business. Do
you have a business plan? What are your business
goals? If you don’t have something in writing, create a
business plan today! It doesn’t have to be an epic
tome. What type of real estate investing business do
you want to have? How many homes do you need to
sell a month? How much marketing do you need to do
every week to meet your goals? What cash flow do
you need every month to break even? What type of
sellers and tenant-buyers are you looking for?
There is so much that could be said about this topic,
that I don’t have the time to write it all our here. The
main point is that you need to have a plan. You need
to have something in writing that guides everything you
do. What’s the saying – “If you don’t know where
you’re going, I can guarantee you will get there.” Get a
plan and work the plan!
Also, one final important tid-bit – learn to manage your
cash flow. Cash flow will make you or break you. You
have to know what’s coming in and out every month.
Mistake #4 – Being Too Hard For Your Sellers and
36 RE investment News 2013
2014 RE investment News 37
Buyers to Reach.
Does it really need to be
said? Would you ever do business
with someone who is impossible to
reach? If you look at any successful
investor in your area, I can almost
promise you they do not use all
those expensive & elaborate voice
mail systems and websites that all
the guru’s try to sell you
on. Why? Those systems pre-
screen everyone out. If you want to
be successful in this business, you
must be easy to talk to. When a
seller calls, don’t make them jump
through 100 hoops and answer
1,000 questions before you call
them back. When a tenant-buyer
calls, don’t make them listen to a 10
minute message that tries to answer
every question they have about
Lease Purchasing. Be accessible!
On all my marketing and in all my
voice mails, I have a way for people
to reach me at my office. They can
leave a message if they want, but
they also all know that they can be
re-directed to my office if they want
to talk to a live person.
Now I am not talking about answer-
ing the phone at all hours of the day
and night. I am just talking about
basic, simple customer service. You
wouldn’t believe how much business
I used to throw away before I
changed this part of my business
and became easier to get a hold of.
If you’re worried about spending too
much time on the phone with “tire
kickers”, your focusing on the wrong
thing! You’re focusing on yourself
and not your customers. Here’s the
key – you’re going to waste more
time playing phone tag than you
would if you just answered the stu-
pid phone and answer their 3 ques-
tions! Usually, I am not on the
phone more than 2 minutes with a
tenant-buyer, and not more than 5-
10 minutes with a seller. But before
they ask me all their questions, I ask
them my questions first. I stay in
control of the conversation. I only
talk to motivated sellers and tenant-
buyers. If they are not motivated, I
thank them for their time, and I get
off the phone as quickly as possible.
Mistake #5 – Not Outsourcing
I have a virtual assistant that does
ALL my marketing for sellers and
tenant-buyers. Yes, you heard that
right. Actually, I have 3 virtual assis-
tants – but that’s a different story. I
have already talked about how im-
portant marketing is. But this is one
of the easiest parts to outsource –
yet I don’t understand why so few
investors are actually doing it!
You think it’s too expensive to hire a
virtual assistant? Guess how much I
pay my VA? $2.78 / hour. She lives
in the Philippines, has excellent
English, and is very happy with
What do I have her do? Well, you
need to subscribe to my course to
find out! In my course, I will give
you the exact instructions, check-
lists, and videos I give to all my virtu-
al assistants. It’s not rocket sci-
ence. All you need to do is write
down everything you do for market-
ing, and have your VA do it. Here
are two tools that I use all the time in
• www.oDesk.com – I like the VA’s
from the Philippines
• www.JingProject.com – a free
tool where you can record videos
and instructions for your VA’s
Listen, you have more important
things to do than researching the
internet, stamping envelopes and
addressing postcards. Hire some-
one else to do all your marketing. It
will be some of the best money you
ever spend on your business.
This list of mistakes could easily be
2-3 times longer. These are just A
FEW of the lessons I have learned
along the way. You can learn more
about the mistakes I made and how
to avoid them by subscribing to our
membership site and gaining access
to all our great content.
2013 RE investment News 31
Saturday SeminarSaturday SeminarSaturday Seminar
Lease OptionsLease OptionsLease Options
Joe McCallJoe McCallJoe McCall
Saturday March 22ndSaturday March 22ndSaturday March 22nd
Details atDetails atDetails at
38 RE investment News 2014
Full Day Workshop Saturday March 22nd
Joe McCall has been investing for over 7 years and he says there has probably never been a
better time to invest than right now. In the last 24 months, he has seen his part-time business
take off by using a simple strategy he calls “Wholesaling Lease Options”.
Discover why "Wholesaling Lease Options" is one of the easiest, cheapest, fastest, and safest
ways to make big chunks of cash in real estate today. You can get started right away with zero
prior experience, no sales skills, and no big down payments (just $10)... because you are not
“buying and selling” houses.
Let’s look at some facts…
1) There are TONS of sellers out there who can’t sell their home.
2) There are TONS of buyers out there who can’t buy a home.
3) Creative Investors have the solutions these people need!
Most Sellers can’t discount their home to 70 cents on the dollar to compete with all the dis-
tressed houses in their neighborhood. And most Buyers can’t get a loan because the banks
won’t lend them any money! It’s a vicious, downward spiral.
So, Joe asked himself, why am I throwing away all these leads? Why can’t I do anything with
them? Why can’t I plug “Lease Options” and “Wholesaling” together, and start making money
with these two strategies at the same time?
So that’s exactly what Joe did. Within 3 months, He started consistently making $10,000 -
$15,000 every month, working part-time, spending very little money on marketing, and hardly
throwing away any leads!
Watch the MAREInet.com Blog over the next
2014 RE investment News 39
“ I believe there is no easier way than Wholesaling Lease Op-
tions to make quick chunks of cash in 2-4 weeks. It’s so easy to
do, doesn’t require any money, and involves very little risk.
Join me on February 22nd, when I am in Kansas City for a full
day workshop with me and I will teach you how to do it!
For Low Equity Deals & Very Little Capital!
REGISTER BEFORE FEB 19th for EARLY BIRD PRICING
□ Member Price $39 (early $25) □ Non-Member $49
□ Member Price for 2 $49 (early $35) □ Non-Member for 2 $69
□ $99 Add Membership for 1 Person □ $149 Add Membership for Two People
Student Member #1 Email #1
Student Member #2 Email #2
Address City State Zip
Phone Credit Card #
_____ / ____ __ _________________________________
Expire Date / Sec Code Signature
Register Online MAREInet.com/JM Scan & Email to info@MAREInet.com / Fax to 201-574-2969 /
Or Call 913-815-0111 Mail to MAREI : 8014 State Line, Suite 210, Leawood, KS 66208
More Information at MAREInet.com/JM
t 30 days for quick tips and articles from Joe
40 RE investment News 2014
Wholesale Real Estate
Building Your Buyer’s List
“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
quite often recommend getting your start in this business by learning how to wholesale properties. It does not take a bunch of
money to wholesale a house and all the tasks needed in wholesaling should be learned in just about any other type of residen-
tial real estate investing.
2014 RE investment News 41
So what are your plans for 2014? Are they written
out and scheduled? Do you have an effective sup-
port group and coach to keep you on task?
PLANNING FOR REAL ESTATE
SUCCESS IN 2O14
A brand new year with brand new possibilities!
Kim Tucker, KCInvest
THIS TIME, 2014 is the year I will reach my Goals.
I have read time and again that in order to reach goals, you need to be able to visualize what it you want to ac-
complish and have bench marks to be able to determine if you have met your goal. Next you need to outline the
steps needed to reach those goals, breaking a big goal into smaller portions that need to be completed. You
need to take the time to schedule all of these steps and probably most importantly, you need a support structure
to help keep you on task. Let’s face it, life happens, stress and schedules get in the way and if you don’t have the
support you need to keep you motivated and to offer assistants, you might lose sight of the prize.
To give you an example that everyone can relate to we will turn to the most common New Years Resolution: Get-
ting Fit / Losing Weight. We can all probably relate to getting fitter. We can all visualize what we want to look like
and feel like when we do get fit. We can set down with a doctor, nutritionist and / or exercise coach to help us
come up with a written plan of what we need to do. Eat the right things, limit the bad things we do to our body and
have an exercise routine. We jump in week 1 in January and we work real hard and follow the plan to a “T”.
Week 2, you are so busy on Tuesday that you grab some fast food not on the plan and you are so tired on Satur-
day that you skip the exercise. Week 3, you screw up even more and by Week 4, you have given up.
Sound familiar? What was missing in our exercise example? We left out the support structure, if we don’t have
the support we need from our friends and family as well as from outside sources we might get discouraged when
we deviate from our plan and eventually give up.
Do you remember way back when to one of the times that Oprah lost a bunch of weight and looked so great?
She did it several times, as did many famous people. How do they so dramatically change their lives? Well first
they have the money to hire someone to help them. They decide I want to do “X”, then they hire a coach to help
them define what “X” is and to create a plan to attain “X”, then they hire support staff and coaches to keep them
on track until, they achieve “X”. We also know that Oprah, while she lost all the weight and looked so awesome,
also gained it all back, why? Well, I don’t know the real reason, but I am going to bet that once she reached the
2013 RE investment News 41
42 RE investment News 2014
goal, she didn’t need the chef and
the exercise coach at her house
daily to support her in her efforts
and to keep her on track. The
coaches stopped coming, the exer-
cise and the diet slipped and back
came all the weight.
How can we apply these to our real
estate goals for 2014? Well, keep
reading and let’s see if I can trans-
late . . .
I have heard this several times from
new investors this past month. “I
have been thinking about getting into
real estate and this year is the year.”
I have also heard that “This is the
year I take my real estate to the next
These are both great statements, but
what is the goal? Do you want to be-
come a Realtor or the guy who drives
around and takes photos of houses
or the gal who goes in and stages
houses? All three are “Getting into
Real Estate” but might not be exactly
what you had in mind.
So you need to define what you want
to do and put in measurable bench-
mark points. So for example if you
want to build your rental portfolio you
might say: “I want to buy 5 Rental
Properties using Creative Financing
Techniques in 2014 that Cash Flow
$300 a month so that at the end of
2014 I have only $2,000 out of pocket
on each house and a net cash flow of
$1500 by December.” If your goal is
to become a house flipper, you might
state that “ I want to flip 6 houses with
a minimum profit of $3,000 each to
add $18,000 to my IRA by the end of
Next, take that goal and break it
down, from the goal of what you want
to achieve over the whole year and
put it into monthly or quarterly goals.
Then define the necessary steps you
need to take to reach the smaller
goals. After you have the steps de-
fined, put in deadlines and get them
on your calendar so you can make
sure they happen and that life will not
get in the way.
You may need some help finding
breaking down the goals and outlin-
ing the steps that need to be taken to
acquire the goals. One way to get
the help is to purchase a training pro-
gram or hire or partner with a mentor.
Where can you find courses, coaches
and others in the business to partner
with? I would suggest getting in-
volved and meeting people at your
local Real Estate Investor Associa-
tion. The local REIA will be filled with
people who are doing exactly what
you want to do as well as have rec-
ommendations on training and coach-
You might also find that you already
have a course from past years gath-
ering dust on your shelf. Or you
might find a great resource in one of
the many online sites for Real Estate
If you purchase a training course and
it is not step by step, then get busy
and convert it into a step by step
plan. Set deadlines for each item on
your plan and schedule it out on your
Then once you have the plan, you
need to go out and do it. This is
where things often slip through the
cracks, its easy to plan out the tasks,
but much harder to go out and get
As you look at each step, be it send-
ing out marketing letters, posting
craigslist ads, returning seller calls,
posting property ads or whatever,
make sure each step is scheduled on
your calendar. And make sure it gets
completed. If you just don’t have the
time to complete the steps, then you
might have to give up some other
activity or hire someone to do some
of the steps.
So for example, if you know for a fact
that you will not physically print out
2014 RE investment News 43
that 100 letters each week and hand
address the envelopes, stamp them
and take them to the post office . . . I
have a hard time with this. Then you
need to go out and find a way to get it
all done for you. (That is . . . if this is
one of the steps on your plan)
Get a system down that you know
you will actually do, over and over
and over. It may be that year one,
you do a lot of the work until it be-
comes a repeatable system that you
could outsource to an employee, a
virtual assistant or a partner in year
number 2. Many of the trainers out
there offer resources for outsourcing
because they know most students
are not going to be able to do every-
thing themselves. Resources like call
centers to take calls, website design-
ers to create websites, mailing hous-
es to help you create the mailing list,
the letters and to get the mailings out.
Many of the trainers also have Virtual
Assistant Companies that do work for
them who will also do the same tasks
Now we are really moving, we are
dropping the weight and getting fit or
conversely we are getting the market-
ing out and making the phone ring,
but what happens when we stumble.
What if we are doing this real estate
thing on the side and a HUGE project
at our day job gets in the way and we
let a few things slide. We don’t have
things just falling into our laps. We
get discouraged and we want to give
Yes, it will happen. Most people that
decide to try something new and set
the New Year’s Resolution to do it,
totally give up by April if not before.
Sorry, that’s just the way it is.
What do we need to do? Get a sup-
port group and / or coach.
Personally when I find things to be
discouraging, when I have a week
where nothing clicks, those are times
I need to go to a real estate investor
meeting of other investors and talk to
them about what they are doing.
Share my problem and work with
them to brainstorm new ideas. Ask
them for suggested resources.
So where do I find these meetings?
Well I own a Real Estate Investor As-
sociation that has meetings once a
month, so I make sure I never miss a
meeting. But I also belong to several
other groups of Real Estate Investors
that meet weekly, monthly, by tele-
phone and at big conventions.
I also am a coaching student of a na-
tional real estate investor trainer that
has several telephone trainings each
week, and online forum to ask ques-
tions and big live training events sev-
eral times a year. I find that partici-
pating in all of these resources helps
me stay on task, fix my broken tasks
and be more successful.
So what are your plans for 2014?
Are they written out and scheduled?
Do you have an effective support
group and coach to keep you on
task? If you do, then GREAT! If not,
I highly recommend picking out at
least one of your goals and finding a
way to break it down, implement it
and get it done, so this time next year
you will not be staring at the same list
of things to accomplish as you have
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44 RE investment News 2014
D o d d F r a n k & t h e S a f e A c t
Owner Financing, Dodd-Frank and the SAFE Act… If you are selling properties to owner occupants and doing sell-
ing financing, you ought to be aware of some comprehensive new regulations that have been in effect for a few
years, and a real zinger that goes into effect on January 10, 2014.
A few years ago, the “SAFE Act” was passed on the federal level, then was implemented on a state-by-state ba-
sis. The SAFE Act basically required that you be a mortgage loan originator, or use a mortgage loan originator to
sell properties with owner financing. This means getting a loan application like a FNMA 1003, comply with Truth in
Lending, and have the buyer sign the ½” thick pile of other lender disclosures.
People panicked when the SAFE Act came out, and declared that seller financing was all but dead. I simply
walked down the hall of my office building and asked a mortgage guy if he could “originate” my seller financing
loans. He printed the stack of documents from his lender software and charged the buyer $400 as a loan origina-
tion fee. No big deal, just a waste of good trees in my opinion.
The SAFE Act was later amended in my state (and many others) to allow you to do three or so deals a year without
having to do all this nonsense. The Act did not address using different entities every three deals, so, as a practical
matter, the issue was put to bed for us in Colorado. In other states, however, there were NO exemptions, meaning
unless you were selling your own principal residence, you had to be a mortgage loan originator, or use one in the
transaction, even for one deal. Technically, you can’t even ADVERTISE the seller-financing feature – the mortgage
loan originator has to do so. But, again, as a practical matter I don’t think the powers that be are searching through
craigslist or looking for “owner will finance” signs on houses, and the likely scenario is a “cases and desist” letter
from your state agency, giving you a chance to get licensed. No fines, no jail time.
Enter two corrupt, knucklehead politicians named Dodd and Frank. They managed to pass the Dodd-Frank regula-
tions that go into effect January 10, 2014. This one is a bit more complex and difficult to deal with, largely because
it is confusing and has regulations that have yet to be clarified.
We’ll start with who is exempt and who is not. If you are selling raw land, commercial property, or to a person who
is not going to a live in the property, you have nothing to worry about. If you are a person or a trust, you can do one
deal a year, so long as it’s not a “funky” loan, like a reverse amortization, etc . I know, you’re thinking, “I’ll use dif-
ferent land trusts for each property”, but that may end up blowing up in your face if you get caught. Admittedly,
Reprinted from William Bronchick’s website http://legalwiz.com/owner-financing-dodd
Please visit his website for a video on the subject as well as a lengthy discussion
over the past few months between Bill, readers of his blog and other experts in the
2014 RE investment News 45
however, nothing clearly in the Dodd-
Frank regulations address this. We
certainly are anticipating a “controlled
group” definition to come out
soon. One federal regulator com-
mented that the rule was 25% com-
mon ownership, but nothing in the
regs back that up.
If you are a corporate entity, then you
can do up to three deals a year, if the
deals meet the following three crite-
1. There’s no balloon in the note
(meaning it must be fully-
2. The interest rate is fixed for at
least five years, and
3. You “qualify” your buyer.
Of course, these geniuses did not lay
out what the qualifications are sup-
posed to be, except for the debt-to-
income ratio (43%) In my opin-
ion, you’d be a fool if you sold a
property and did not check the buy-
er’s credit, verify their income (with
tax returns and employment), and
make sure their gross income is at
least THREE times their total monthly
debt payments, including the mort-
gage. Personally, I’ve always done
this and I don’t object to making this a
rule, other than the fact that there are
already too many regulations in this
Country. On a practical note, if you
are selling to a tenant or lease/option
tenant, you can use their rental histo-
ry as strong proof of their ability to
Again, it is not clear if you form a new
LLC or corporation for every three
deals you can get around all of this,
but nobody wants to be the “test
case”. Also, if you want to have a
balloon after five years, simply pop
the interest rate up so it hurts the
buyer enough for him to want to re-
finance and pay you off anyway
(note: you can only increase the rate
2% a year for a maximum of 6%
above the original rate).
So, effectively you can do three deals
in an entity, and one deal in a trust or
your own name if you are strictly fol-
lowing the law. A second entity
owned by your IRA and a third owned
by your spouse would add six more
deals, in theory. If you buy and sell
with owner financing more than 10
times a year, you will likely need to
become a licensed mortgage loan
originator or hire one on staff, which
may not be a bad idea, just a bit of a
hassle because the slew of other nit-
picky regulations that come with
it. Also, when you are beyond the 4
deal limit, you must not only prove
ability to repay, you must DOCU-
MENT it. Tax returns, W-2′s, bank
statements – the works. Thus, if you
have a self-employed person who
looks broke on paper but has 30%
cash to put down, you really can’t
document his ability to repay
(suggestion – lease/option for 2
years, then convert to a owner-carry
Are the Feds going to be chasing
down real estate investors for
this? No, the SAFE Act already co-
vers that at the state level. What the
Dodd-Frank Act does is provide a
buyer who is being foreclosed or
evicted with a counterclaim recouping
all their interest paid, plus their down
payment, attorney’s fees, and court
costs. I always recommend that peo-
ple settle out of court when a buyer
defaults, using the “cash for keys”
method. But on the off chance that
they aren’t paying you and can still
afford a lawyer, then you will be fac-
ing a fight. One investor I met in
Houston recently commented, “If that
happens, I’ll just give them the prop-
erty”. Since he was dealing in $60k
homes, that would be a simple solu-
tion. It’s really rare that you’d end up
in court over this Dodd Frank issue
anyway, but what keeps me up at
night is the slimy “consumer protec-
tion” lawyer who puts out an ad that
says, “Have you bought a house with
owner financing? Call 1-800-BAD-
LOAN”. Yikes! Even so, if you do
every deal in a separate LLC, then
you are limited in exposure to the val-
ue of the equity in the home. If you
bought the property subject-to the
existing loan with little or no equity,
then all you really risk losing is the
cash flow from the deal.
So, to sum it up:
You can do one deal per year as a
natural person or trust, three deals
per year in an entity without being
licensed under Dodd-Frank. HOWEV-
ER… if your state has no exemption
under the SAFE Act, you still have to
use a licensed mortgage loan origina-
tor on EVERY deal.
In theory, if you are married and you
both have IRAs, then that’s 4 + 4 + 3
+ 3 = 14 deals a year in various enti-
ties. That’s a lot of leeway without
having to get licensed.
Remember, too, this is only a sum-
mary of the Dodd-Frank and SAFE
Acts. You should consult with a qual-
ified attorney in your state before pro-
ceeding. Remember there’s state
law disclosures, RESPA, Truth-in-
Lending, and servicing rules to worry
46 RE investment News 2014
There’s not a better investment in
yourself that you could make!
At our monthly meetings we host guest speakers, panels and
roundtable discussions with industry experts providing insightful and
current information for attendees. MAREI meetings are an essential
tool 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 with
members and the community at large who provide our members with
information they need to be successful in today’s world.
We are the place to go for the information you need from the novice to
the experienced Real Estate Investor. Monthly meetings are the best
place to connect and build relationships with like-minded people and
learn a thing or two along the way.
MEETINGS HELD AT:
(1st Thursday of the Month)
North Kansas City Community Center
1999 Iron Street
North Kansas City, MO
Day of the Month Varies
Watch Email & Website
Jan 14: Main Meeting: Kelly Scanlon
Thinking Bigger in 2014
Jan 18: Workshop: Dave Williams
Be a Successful Rehabber
Jan 29: Webinar: Vena Jones Cox
Five Things Successful RE Investors Do
Jan 22: Roving Meeting Olathe
Market Update with Chris Lengquist
Feb 4: Webinar: Joe McCall
5 Top Reasons for Lease Options in 2014
For first time guest to visit meeting.
More Education & Networking Opportunities
Feb 11: Main Meeting
Feb 19: Roving Meeting Lees Summit
Feb 22: Seminar: Joe McCall
Wholesaling Lease Options
Mar 11: Main Meeting: Cynthia Schmidt
Collecting Back Rent
Mar 15: PHP Credit Catch Up Saturday
Mar 31: Roving North TBD
2014 RE investment News 47
Investment News Page 5
LET US HELP
KEEP PROPERTIES MARKETABLE
Keep Costs Under Control & Meet Tight Deadlines
Dedicated to your Success, With Solutions for Every Surface & All the Essentials
EXCLUSIVE MEMBER DISCOUNT
MAREI as a member of National REIA is able to bring our
members the exclusive Sherwin William Discount Card that
offers unbeatable savings on paint, applicators, floorcovering,
paint sundries, wall covering, spray equipment, and even window
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 Services
Our strategic account teams can simplify
processes and maximize efficiencies with
centralized account management.
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Download the latest guide on our prod-
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48 RE investment News 2014
Increase Your Profitability
Join Mid-America Association of Real Estate Investors
Members receive a complimentary e-subscription to RE Investment News.
Become a Part of a Local, State and National
Network that Supports YOUR Industry!
MAREI MEMBERSHIP AUTOMATICALLY GIVES
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MAREI is the local Chapter of National Real Estate Inves-
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ciations through out the United States representing 40,000
members across the U.S.
LEGISLATIVE MONITORING & ADVOCACY
MAREI monitors and promotes the enactment and enforce-
ment of local, state and federal laws and regulations benefi-
cial to the real estate industry. Support and create local and
national advocacy initiatives and grass roots mobilization.
EDUCATIONAL SEMINAR AND COURSES
MAREI offers all National REIA Programs locally.
Professional Housing Provider Designation
National REIA University
MAREI also offers local training events
2 Monthly Meetings a Month
Weekend Workshops and Full Day Seminars
Partnering with National Education Events locally and
across the country.
MAREI maintains a website that includes our event calendar,
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interest and member properties for sale. All members are
able to interact through our website with member forums.
MAREI SOCIAL MEDIA
MAREI maintains active social media spaces on Facebook,
LinkedIn and Google+ for the benefit of members to interact
with each other and the public at large. Build your circle of
influence by interacting on our social media pages.
NETWORKING & BUSINESS BUILDING
MAREI holds a variety of events that enable members to
interact with other industry professionals, develop contact
and gain knowledge that helps them grow their business.
MAREI’s calendar also includes a variety of events held by
members and outside groups that are open to the general
NATIONAL REIA BENEFITS INCLUDE
National Cruise: Network and learn about new tech-
niques on the National REIA annual cruise.
Industry Resources: Brining member benefits to the na-
tional buying power of our local associations.
“I went to the MAREI meeting and was very im-
pressed with the quality of people I met, as well
as the content that was presented. Thank you
for putting that on, and I look forward to next
Joe McDonald, Real Estate Investor
“The main reason for joining was to meet with
other Real Estate Investors in the Kansas City
area. Not only have we done that but we have
also received access to services from other MA-
REI members, among them rehab insurance
and a general contractor.”
Tami and Kerry Hardinger, RE Investors
“I can’t afford to let my membership expire! It
pays for itself. I think you have really done a
good thing creating MAREI. It is a
very important tool.”
Scott Shore, Real Estate Investor Contractor