This document outlines the process for doing a real estate deal from A to Z. It discusses the key steps including finding buyers and sellers, conducting a desktop and field appraisal, making an offer, performing due diligence, and closing or renegotiating the deal. Each step is broken down into further substeps and tools to use. Graphics are included to visualize the overall process. The training emphasizes focusing on the motivation of sellers rather than just the numbers, and provides action items at the end for attendees to improve their skills.

1. Nakul Kongovi | Nakul@realtysimplifiedllc.com | 949 295 5308

2. © Realty Simplified, LLC
A – Z: Process of Doing a Deal

3. Puzzle Pieces
© Realty Simplified, LLC
There is a process in doing
a deal. We are going to
put all the pieces together
and go through the tools
and steps from A – Z.

4. Highlight of Today’s Training
© Realty Simplified, LLC
SZ3

5. Slide 4
SZ3 This graphic shows the entire process in one area. We will go through these steps. (says you should print this
out) We will refer back to this throughout presentation.
Suzan Zaghmouth, 4/1/2019

6. © Realty Simplified, LLC
Step 1: Finding Buyers
#1: Finding Buyers &
Sellers / Marketing
A) Agents / MLS
B) Newspaper
C) Websites
1.Craiglist.org
2.Hudhomestore.com
3.Trulia.com
4.Econohomes.com
5.Auction.com
6.Fsbo.com
7.Homepath.com
8.Homesteps.com
D) Marketing
1.Team
2.Bandit Signs
3.Direct Mail
4.Business Cards
5.Craigslist.org
6.Door Knocking
7.Purchase Leads

7. © Realty Simplified, LLC
Step 1: Finding Buyers

8. © Realty Simplified, LLC
Step 1: Finding Buyers

9. © Realty Simplified, LLC
Step 1: Finding Buyers
SZ19

10. Slide 8
SZ19 You can call buyers.
Suzan Zaghmouth, 4/1/2019

11. © Realty Simplified, LLC
Step 1: Finding Buyers and Sellers
SZ7

12. Slide 9
SZ7 This post is from a wholesaler, targeting buyers. Also a good way to find quality leads for sellers.
Suzan Zaghmouth, 4/1/2019

13. © Realty Simplified, LLC
Step 1: Finding Buyers and Sellers
• Website
• Facebook
• Pay Per Click
• Bandit Signs
• Craigslist
• Business Cards
• Billboards
SZ16

14. Slide 10
SZ16 Suzan Zaghmouth, 4/1/2019

15. © Realty Simplified, LLC
Step 1: Finding Buyers and Sellers
Direct Mail, Billboards:
A. Slowest, hardest, most expensive
B. Best quality lead
Bandit signs, CL Ads, Beginning Online Presence:
A. Slower, fairly easy, fairly inexpensive
B. Slightly better quality
Craigslist, MLS, Other Websites:
A. Fast, easy, inexpensive
B. Generally lower quality
2
1
3
SZ2
SZ6

16. Slide 11
SZ2 Asks audience, What makes the second and third tier slightly better quality leads? Answer: more targeted leads,
have the sellers calling you.
Suzan Zaghmouth, 4/1/2019
SZ6 Also asks, where are you from 1-3?
Suzan Zaghmouth, 4/1/2019

17. © Realty Simplified, LLC
Step2: Desktop Appraisal
SEARCH SORT MOVE ON
SZ8
SZ23

18. Slide 12
SZ8 Speed and motivation. Most powerful tool in this industry. Desktop Analysis, do not spend too much time on
step 2. 99% of people spend too much time here.
Suzan Zaghmouth, 4/1/2019
SZ23 #s are VERY rough approximations - Motivation is Everything.
Suzan Zaghmouth, 4/1/2019

19. © Realty Simplified, LLC
Step 2: Desktop Appraisal
#2: Desktop
Appraisal
A) Seller / Realtor
Lead Sheet
B) Repair Estimator
C) Deal Analyzer
1. The Seller / Realtor Lead Sheet (0-15 minutes)
2. Deal Analyzer (0-5 minutes)
3. Other tools and ideas
a. Zillow (0-5 minutes)
b. Repair Estimator (0-5 minutes)
c. Realtors, contractors, city
4. Set appointment and ask realtor for MLS comps
a. Maybe ask contractor to go with you.

20. © Realty Simplified, LLC
Step 2: Desktop Appraisal

21. © Realty Simplified, LLC
Step 2: Desktop Appraisal

22. © Realty Simplified, LLC
Step 2: Desktop Appraisal
#2: Desktop
Appraisal
A) Seller / Realtor
Lead Sheet
B) Repair Estimator
C) Deal Analyzer
SPEED not ACCURACY
MOTIVATION not NUMBERS

23. © Realty Simplified, LLC
Step 2: Desktop Appraisal
SEE MOTIVATION…
Ugly House
Tenants
Multiple Lending Problems
Inherited the Home
Overwhelmed
Other Expenses
Ready To Get Rid of Listing (Agents)
MOST COMMON MISTAKE = FOCUSED ON THE HOUSE AND NOT THE SELLER OR SELLER’S AGENT!

24. © Realty Simplified, LLC
Step 3: Field Appraisal and Offer
SZ9
SZ10

25. Slide 18
SZ9 On Step three but 6 is all the way accross. Which comes first? The chicken or the egg?
Suzan Zaghmouth, 4/1/2019
SZ10 #6 is not in a particular area. The answer is both. Raising money while finding deals.
Suzan Zaghmouth, 4/1/2019

26. © Realty Simplified, LLC
Step 3: Field Appraisal and Offer
1. Repeat Step 2 – LIVE and with
better information
a. Drive neighborhood with MLS
comps
b. Complete Repair Estimator
c. Build rapport with seller
d. Re-run the Deal Analyzer
#3: Field Analysis &
Purchase Agreement
OPENS FORMAL
ESCROW PROCESS
A) Repair Estimator
B) Contract (Offer)
1. Escape Clauses
2. Proper Time
Frame
3. Proper Terms
C) Give copies to
1. Lender
2. Title Companies
3. Attorneys
SZ26

27. Slide 19
SZ26 Suzan Zaghmouth, 4/3/2019

28. © Realty Simplified, LLC
Step 3: Field Appraisal and Offer
Focus On The Seller
Not The
House
SZ11
SZ12

29. Slide 20
SZ11 In phase 3 who are we focusing on at this particular time? A: We are concentrating on the seller NOT the house.
Build a relationship, and trust.
Suzan Zaghmouth, 4/1/2019
SZ12 Follow up is important.
Suzan Zaghmouth, 4/1/2019

30. © Realty Simplified, LLC
Step 3: Field Appraisal and Offer
REJECTED?
ACCEPTED?
Put in follow-up list
OPEN ESCROW!
SZ13
SZ24

31. Slide 21
SZ13 Understand their situatuation and how you can help them with a solution. Don't take rejections personally.
Suzan Zaghmouth, 4/1/2019
SZ24 Rejected? Put in follow-up list (Realeflow) Accepted? OPEN ESCROW!
Suzan Zaghmouth, 4/2/2019

32. © Realty Simplified, LLC
Step 3: Field Appraisal and Offer
TRUST YOUR
INSPECTION
CLAUSE!
Numbers are
better, but NOT
perfect!

33. © Realty Simplified, LLC
Step 4: Due Diligence
THIS is where you
finalize the numbers!
#4: Due Diligence
A)Physical
1. Scope of Work
B)Legal (Title)
C)Market
ASSIGNMENT

34. © Realty Simplified, LLC
Step 4: Due Diligence
#4: Due Diligence
A)Physical
1. Scope of Work
B)Legal (Title)
C)Market
ASSIGNMENT
A) ARV (Comps / Appraisal)
B) Rent
A) Contractors
B) Scope of Work
A) Title Work
B) Attorneys / Accountants

35. © Realty Simplified, LLC
Step 4: Due Diligence
WHOLESALE Alert:
THIS is where you would
ASSIGN a contract
#4: Due Diligence
A)Physical
1. Scope of Work
B)Legal (Title)
C)Market
ASSIGNMENT

36. © Realty Simplified, LLC
Step 5: Close, Renegotiate, Back Out
#5: Close,
Renegotiate, or
Back Out
ENDS/CLOSES
FORMAL ESCROW
PROCESS
DOUBLE CLOSE
SZ14

37. Slide 26
SZ14 What happens at step 5? A: 3 main options, move forward and close / wholesaling - assignment / renegotiate or
back out.
Suzan Zaghmouth, 4/1/2019

38. © Realty Simplified, LLC
Step 5: Close, Renegotiate, Back Out
WHOLESALE Alert:
THIS is where you
would Double Close
#5: Close,
Renegotiate, or
Back Out
ENDS/CLOSES
FORMAL ESCROW
PROCESS
DOUBLE CLOSE 2nd Wholesaling Option

39. Highlight of Today’s Training
© Realty Simplified, LLC
SZ3

40. Slide 28
SZ3 This graphic shows the entire process in one area. We will go through these steps. (says you should print this
out) We will refer back to this throughout presentation.
Suzan Zaghmouth, 4/1/2019

41. © Realty Simplified, LLC
Action Items
1. Rate yourself (1-10) on each of
the tools
2. Pick TWO skills that are holding
you back
3. In the next month, get those
TWO skills above a 7

42. NAKUL@REALTYSIMPLIFIEDLLC.COM
PH: 281 828 2352
JOE@UPPLANNINGEDGE.COM
PH: 713 484 9515
© Realty Simplified, LLC

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