Michael Lynch graduated from Auburn with an accounting degree and later obtained an MBA and master's in real estate valuation. He has worked for families buying and selling land across the country. In his presentation, Lynch emphasizes the importance of integrity, finding a mentor, understanding human emotions can impact real estate markets, and being aware of real estate cycles. He warns that the real estate industry can bring out the worst in people due to large money involved and stresses the importance of making decisions based on understanding risks rather than just low interest rates.

1. BY: MICHAEL LYNCH
Things You Don’t Learn
In Class
At Auburn

2. My Background
Graduated From Auburn- Accounting Degree
MBA at UAB, Concentration Finance
Master’s in Real Estate Valuation,VCU
Live in Demopolis, AL
Worked for a group of Families buying and
selling land all over the country
I do a little bit if everything
What I’ve Learned Is More Important…

3. What’s The Most Important Thing In Real Estate?
What kind of man are you?
 Do you always keep your word?
 Do you ever manipulate, exaggerate, or pervert the truth?
 Are you always honest no matter what the outcome will be?
 Is your reputation and integrity more important than money?
 Do you work till the job is done or are you a 9-5er?
 Can people depend on you when things get tough?
 Do you treat other folks money like it’s your own?
Due To The Large Amount of Money At Stake- The Real
Estate Industry Brings Out The Worst Qualities In
Human Beings – Be Careful…

5. The Actions You Take Determine The Man You Become
Nothing Is Black and White
Your Decisions Will Be Complex And Have Serious
Consequences
People Are Smart- They Will Understand Your
Intentions

6. Example of Integrity
Pat Smith, Registered Forester

7. Find A Successful Mentor
How many people know where they are going to
work when they graduate?
How many people know what company they will be
working for when they graduate?
How many people know exactly what there job will
be or what they will be doing when they graduate?
What is the key to moving up in an organization?
What is the most efficient way to learn about your
job or industry?

8. Learning Curve Getting Started

9. My Mentor
Bill Mackey, Entrepreneur

10. Tricks Of The Trade
Always Give Your Customers A Discount On The
Invoice
Never Use A Round Number When Estimating A
Value For A Serious Client
It Doesn’t Cost Any Extra To Be Nice
When Negotiating, Never Give Your Number First-
Always make Them Give You Their Number First
When Someone Puts You On The Spot And Asks An
Important Question- Always Reply Let Me Think
About It, An I’ll Get Back To You

11. What Drives The Real Estate Market?
Is It Supply And Demand?
Is It New Employment, Population Growth,
Availability Of Credit?
Can Human Emotions Drive The Real Estate Market?
Do Your Finance Or Economic Professors Ever Talk
To You About Human Emotions?
How come the Real World Is So Different From The
Academic World Or Your Text Books?

12. Example of Arrogance & Pride

13. Example of Greed

15. Lesson’s Learned
You Make Your Money When You Buy Something,
Not When You Sell It…
Always take The Money And Never Worry About
How Much The Next Guy Is Going To Make
Don’t Let Low Interest Rates Influence Your
Decision To Buy A Marginal Property
Always Understand The Risks Associated With Your
Property

16. How Come The Real World Is So Different Than The Text
Books And What You Learn In Class?
The Real World Is Not Fair
The Real World is Vey Hard And Complex
There Are Many Real World Variables You Can Not
Predict Or Model
Human Emotions Have A Large Impact On How You
Negotiate Or Deal With People
You Must Take Action To Truly Learn
You Will Fail Many Times In Your Real Estate Career
If I’m Ever Invited Back…

17. Real Estate Cycles
Do You Believe In Real Estate Cycles?
Is There A Repetitive Nature To Events?
What Drives Real Estate Cycles?
 Construction, Interest Rates, Inflation, Technology,
Availability of Credit, Social Changes
Can You Make Better Decisions if You Understand Cycles?
- When to Invest, When to sell, When to save,
Understanding the value of specific types of real estate

18. The K-Wave

19. Suggested Reading…
You have to know what’s going on to make good
decisions
 The Wall Street Journal
 Business Week
 Bias in information
 Which way are you being persuaded?
 Buyer or Seller
 Broker or Appraiser
 Banker or mortgage broker
 Who giving you your news

20. Any Questions?
Lets Beat LSU This Weekend
WAR DAMN EAGLE!!!!