The monthly newsletter for Mid-America Association of Real Estate Investors. Offering Networking and Education for area Real Estate Investors. Find us online at www.MAREInet.com.

1. MID-AMERICA ASSOCIATION OF REAL ESTATE INVESTORS
Investment News NETWORKING : EDUCATION : COMMUNITY
Read Online www.MAREInet.com/Newsletter March 2012
SELLER FINANCING
Non-Performing Notes
SHORT SALES MARKETING SHORT SALES
Disclosing Intent Right Message

2. BUSINESS MEMBERS
ADDRESSING THE NEEDS OF
THE REAL ESTATE INVESTOR
Type Company Web Phone Contact
Insurance APIA REOIns.com 877-752-2742 Lisa Goodner
Lender Argentine Federal Savings ArgentineFed.com 913-402-1500 Ann Wilkinson
Partnering kcmoHomeBuyer kcmoHomeBuyer.com 816-523-4400 Don Tucker
Prop Mgr Abraxas Prop Mgmt AbraxasMgmt.com 816-474-8800 Meka Cayce
Prop Mgr Jamieson Home Team JamiesonHomeTeam.com 816-503-4671 Kevin Jamieson
Prop Mgr Premier Leasing MyPremierLeasing.com 816-841-9500 Jeff Woods
Realtor Realty Resource RealtyResourceKC.com 816-523-4400 Kim Tucker
Security Devcon Security DevconSecurity.com 913-907-4942 Marian Collins
Staging ShowHomesKC ShowHomesKC.com 770-853-3506 Amanda Palomba
Supplier Canyon Stone Canyon-Stone.com 913-254-9301 Matt Puckett
Title Accurate Title Company AccurateTitleco.com 913-338-0100 Jackie White
Real Estate Investors and Landlords depend on a well
rounded team of professionals. If you are building your
team or looking to make a trade, start your recruiting with
our Vendor Members and Business Associates. See a
complete list of suppliers and any discounts they may of-
fer to MAREI members by visiting, www.MAREInet.com.
www.MAREInet.com/Services
Page 2 MAREInet.com

3. Contents
MAREI News
In This Issue
Business Members 2
Contents 3
Fine Print 4
Staff 5
Directors Notes—Non-Performing Notes 6
Disclose Intent on Short Sale Flips 8
Member Benefits at a Glance 10
Seller Financing to the Rescue 12
Alternative Financing Workshop—March 17 15
Welcome New & Returning Members 17
Marketing: You Get What you Ask For 18
Calendar of Events—SubGroups 22
Investment Properties 24
Tips for the New Website: Posting Property 26
Join Now 28
March Meeting
Jump Start Your Investing! Pre Meeting in March
Get started on the right foot with Short
We have a search engine friendly property marketing
Sale Real Estate Investing. Presented by
tool on the new website. Fairly user friendly too, but
veteran MAREI members Donna Wilson and
Laura Bullock. you might need some tips to get you started in the right
direction. Come early on the 13th for our 5:30 Pre-
Tuesday March 13th., from 6 to 9
Meeting to find out how to most effectively post your
- New Member Orientation at 6:30 properties for investor buyers on our site.
- Speed Networking at 7:15
Investment News Page 3

4. MAREI
Notes
2011 Contact Information
National REIA
PO Box 8685, Prairie Village KS, 66208
Awards of Phone: 913-815-0111
Excellence
Our Mission Statement
Mid-America Association of Real Estate Investors is dedicated to promoting ethical real estate in-
vesting and to protect and promote the best interest of our membership through educational and
networking opportunities as well as community, legislative and public relations.
Legal Disclaimer
MAREI does not exist to render and does not give legal, tax, economic or investment advice and
disclaims all liability for the action or inaction taken or not as a result of communications from or to
its members, officers, directors, employees and contractors. Each individual should consult his/her
own counsel, accountant and other advisors as to legal, tax, economic, investment and related
Honors matters concerning real estate and other investments.
Content Disclaimer
Of Merit The views and opinions expressed by authors of articles contributed to this newsletter do not neces-
sarily reflect those of the association, the board of directors or the staff.
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Page 4 MAREInet.com

5. MAREI
Kim Tucker 816-523-4400
Director
Kim@MAREInet.com
Staff
Scott Tucker
Don Tucker 816-523-4400 John Welchert
Meeting Ambassador
President Meeting Ambassador
STucker319@gmail.com
Don@MAREInet.com 816-522-0002
Steve Burns Dan Goodwin 913-642-5218 Shelda Goodwin
Audio Visual Meeting Ambassador Meeting Ambassador
cashflowtreasures@gmail.com DanGoodwin@kw.com SheldaGoodwin@kw.com
L. Scott Ficinus, SFR, WHS Debra Felderhoff Michelle Winberry
Meeting Ambassador BS, LS, Indep Subgroup Weekly Wednesdays
Scott@Ficinus.com
Investment News Page 5

6. Director’s
Notes
Back in early January the phone rang and on the months sell it for a profit as a performing asset.
other end was Jeff Merrick . Jeff works for several
In the next scenario, the borrower says “We
companies that sell bulk packages on notes. It
have been trying to work a short sale, but the
turns out that he knows Eddie Speed, our guest
bank would not work with us. If we could pay
trainer for March on note buying , and even sells
just $10,000 less than what we owe, we could
quite a few notes through Eddie’s Company
sell it.” So if they owe $100,000 and you just
Colonial Funding.
bought the note for $75,000, you just made an
Anyway, Jeff and I had a lengthy conversation easy $15,000.
about the buying of Non-Performing notes. You
His last scenario is the borrower says “We have
see when a home owner does not make their
been trying to deed the house back to the
mortgage payments and it is still on the banks
lender, but they would not work with us, can we
books, it is usually classified as a non-performing
deed the house to you?” That gives you a
note. And Jeff said we can make some awesome
house almost immediately with out the hassles
deals with non-performing notes, if you know what
of foreclosure that you can now resell or rent.
you are doing.
Many of the issues right now stem from the
He had three typical scenarios for this type of
mega banks being unwilling or unable to negoti-
note. All include buying the note for a discounted
ate to with the borrower. Because you would be
price due to the fact that the borrower is not pay-
a small lender dealing with one or two loans that
ing, the more notes you buy, the larger the dis-
you purchased for a large discount, you are in a
count it seems..
position to work with them and resolve their is-
His first scenario is that you buy the note at the sues and creating a win-win situation for all in-
steep discount. Then call the borrower up to ask volved. Before you start tackling buying notes,
why they are behind and they say something to especially non-performing notes, be sure you
the effect of “With the increase in real estate know what you are doing.
taxes, insurance cost and interest rate adjusting
This concept has intrigued me for several years.
the payments are just too high. If we could elimi-
So please join me at the Note Seminar on the
nate all of our late payments and start fresh, with
17th. We are going to be taking a ton of notes!
a lower interest rate and amortize it for another 30
years we could make payments easily. But the Kim Tucker
bank would not work with us.” Because you are
now the bank, and bought the loan for pennies on
the dollar, you are in a position to work with them
Director
and make this a performing loan and in a few
Page 6 MAREInet.com

7. accurate
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877-752-2742
Property Management
Rental Services
Kansas City Metro
www.JamiesonHomeTeam.com
Real Estate Owned / Forced Placement Kevin Jamieson
For Investors & Finance Institutions 816-503-4671
Investment News Page 7

8. Should You Disclose Intent
On Short Sale Flips
Short sale flips – the process of shorting a property In essence, this is no different than a regular
then reselling it for a cash profit in a simultaneous wholesale flip except instead of paying off seller’s
closing – has been taking heat lately from title com- lender in full, investor pays off seller’s lender at a
panies and real estate brokers. Realtor blogs are discount.
filled with drivel about how these transactions are
The Hoopla
illegal or unethical. What’s the real truth?
Some Realtors and title companies think there
The Basic Process
should be full disclosure to the lender and seller
The process of the short sale flip works as follows. about the resale of the property, otherwise the
bank and seller are being “defrauded”. In order to
Step 1: Investor signs a contract to buy a house
be defrauded, someone must be owed a legal
from a seller who is behind in payments.
duty of disclosure.
Step 2: Investor contacts seller’s lender to negotiate
short sale
As far as disclosure to the seller, I see no issue
Step 3: Investor gets lender to approve short sale because the seller is not getting any money out of
Step 4: Investor lines up backend buyer the deal either way. His lender will not agree to a
short sale while the seller walks away with money.
Step 5: Investor closes with seller, paying off lender, So any profit made by the investor is fair game.
then resells to backend buyer in simultaneous clos-
ing for a profit. As far as disclosing to the lender that you plan on
reselling the property for a profit, of course you
Don’t miss this event!
Monthly Meeting
March Monthly Meeting: Agenda More info and Registration
 Thursday March 13th, 2012,  5:00 Set Up http://www.MAREInet.com/March
6pm to 9pm  5:30 pre-meeting
 Career Education Systems,  6:00 check in
 FREE for members, Guests  6:00 vendor hall
$25 at the door, $15 if you pre-
register  6:30 new member orientation
 Getting Started as an Investor,  7:00 mini speed networking
focus on Short Sales  7:15 Donna Wilson/ Laura Bullock
Page 8 MAREInet.com

9. are going to do that. That’s what “Consumer Protection”. Exactly that the package is 100 pages long
investors do – they make a profit. which bank is the consumer?? and the bank’s loss mitigator is
probably not going to read the con-
If you planned on keeping the Disclosure
tract in detail, but who’s fault is
property as a killer rental instead
Chances are this will end up in that?).
of flipping it, there would be no is-
court someday and a jury will have
sue. If you fixed the property up Should you further disclose in your
to be convinced that failing to tell
and sold it 3 months later, there cover letter to the lender that you
people you are reselling your prop-
would be no issue. have a buyer lined up to resell the
erty for a profit is somehow a fraud
property to at a higher price?
For some reason everyone gets upon the lender or the seller. No-
upset because you are flipping it body wants to be the test case, so Maybe. Maybe not.
an hour later for a profit. I think that to be on the safe side, Article written by Attorney William
In other words, what exactly trig- your contract with the seller should
gers a duty to disclose to the clearly disclose that you intend to
lender that you intend to make a resell the property for a profit.
profit? Well, in at least one state “Buyer may resell the property in a
(Colorado), the law now requires simultaneous closing for a higher
you to disclose if the resale is in- price and make a profit.”
tended within 14 days. This re-
This covers the seller, but what
quires an all-cash closing on the
about the lender? Well, the lender
front end with no back-end con-
gets a copy of the contract in the
tract signed until day 14, risking
short sale package the investor
the loss of your back-end Bronchick, Investor and Founder
submits to the lender. This puts
buyer. Geniuses at the Colorado of the Colorado Association of
the bank on notice (We all know
Legislature passed this law under Real Estate Investors.
First 100 Attendees
To March Meeting
Receives a FREE Copy of the
April 2012 Issue
PERSONAL REAL ESTATE
INVESTOR MAGAZINE
Subscribe http://www.MAREInet.com/PREI
Investment News Page 9

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Page 10 MAREInet.com

11. Member Service
We have several services as part
of our website to help you grow
Magazine for the real estate investor. your business.
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members.
MAREI’s Government Affairs ac-
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Investment News Page 11

12. Seller Financing
To the Rescue
How Investors Can Profit from the Emerg- more quickly and at higher prices. That’s be-
ing Solution to the Real Estate Crisis cause it offers a much larger pool of potential
buyers.
As a real estate investor, you know all too well
that the mortgage industry is suffering from a With safe seller financing, you underwrite
major meltdown. Too many institutions have loans before they are made, and then manage
been lending money in a blind, reckless way. them thereafter. You must learn how to iden-
Lending institutions are folding, foreclosures tify and qualify capable buyers who are ex-
are reaching record highs, and subprime lend- cluded from traditional mortgages as a result
ing has caused a catastrophe for property sell- of today’s tightened underwriting standards
ers, buyers, and lenders alike. and the diminishing number of conventional
lending institutions.
As a result of today’s credit crunch, there’s a
limited pool of qualified buyers and a shrinking Seller financing is fast emerging as the solu-
supply of conventional lending sources. In addi- tion to the collapse of many lending institu-
tion, there’s a growing number of would-be tions, and the shrinking supply of financing
buyers who can no longer obtain conventional available from those that survive. For you, the
loans—and an abundance of properties on the real estate investor, it could very well be the
market at low prices. key to your survival in this business.
Seller financing is coming to the rescue. It’s Seller Financing Goes Mainstream
filling the void created by the mortgage crisis,
After the high-interest rates of the 1980s,
offering an alternative to those hard-to-come-
seller financing became a specialty niche
by conventional loans. But seller financing can
among real estate transactions. The upheaval
do more for the real estate investor than just
in the housing market, however, is now creat-
move property. For one, it can sell property
ing an extraordinary demand once again for
this alternative funding source.
Consider this: two years ago, seller financing
accounted for about 1 in every 400 real estate
transactions. Today, it accounts for 1 in every
50 transactions. What’s more, some real es-
tate experts predict that seller financing will
soon become the financing vehicle for one out
of every ten real estate transactions. Not
since the 1980s, have I seen the extraor-
dinary increase in, and necessity for,
seller financing.
What does this mean to you? Seller financing
provides you the opportunity to sell your prop-
erties to quality buyers, at the full retail prop-
erty values and more quickly, for a substantial
and steady income stream. The smart real es-
Page 12 MAREInet.com

13. tate investor will become adept falls that brought down many the place and fled? With fal-
at using this method. Indeed, lending institutions, however, the ling prices in the housing mar-
your level of success will likely investor must weigh the risk of ket, even the equity might be
depend on how well you use each loan and proceed only with reduced. The seller/lender
seller financing. those that present a high likeli-
gets stuck with unpaid bills
hood of success. That means be-
For Quality, Qualify and costly repairs. The honey-
ing meticulous about qualifying
Qualifying for a conventional the buyers and lending only to moon is over.
mortgage today is much more those of the highest caliber. Like fiancés, borrowers are
difficult than it was just a few emotionally involved with the
From This Day Forward . . .
years ago. As a result, there are
transaction and might not
many more quality candidates for Most people enter into seller fi-
seller financing than there were nancing contracts with the same
view their situation objec-
in the past. These are people enthusiasm with which they enter tively. Even well-meaning
who’ve been rejected by conven- into marriage. They’re as happy buyers might believe they can
tional lending institutions, in at closing as newlyweds at the afford to commit to a long-
part, because less money is altar. Everybody’s eating the term loan without realizing all
available. More restrictive under- cake and tossing the rice. But if the responsibilities and ex-
writing criteria are in effect, the commitment is based solely penses they will incur, nor
which disqualify countless candi- on blind faith, the relationship their ability to meet those ob-
dates who have both a willing- may dissolve faster than ice in ligations. Equally excited
ness and the ability to meet the the punchbowl.
about closing the deal, the
requirements of the loans. In ad-
No investor finances his property seller might be blind to the
dition, many other would-be buy-
for a buyer with the belief that potential risks in doing busi-
ers have had hardships that
the arrangement will turn sour. ness with a particular buyer.
they’ve since overcome.
At most, it’s considered a remote
Together, these factors contrib- possibility with tolerable conse- Other investors recognize the
ute to a startling fact: As many quences. If the buyer defaults on risks but believe they can
as 50% of the people who the loan, the investor assumes sidestep a foreclosure action
would have qualified for a that he can simply annul the by having the buyer pre-sign
conventional mortgage just deal, repossess the property, and a deed back to them at clos-
two years ago no longer do. avoid any loss. ing. That would be an invalid
True, there had been much reck-
But this assumption is flawed. deed because the buyer can-
less lending to risky borrowers in
The buyer has occupied the prop- not waive his future rights.
recent years. But since the
erty for months, perhaps years. But there is no protection for
shakeout in the lending industry,
What condition is it in now? Have the seller in case the arrange-
many good candidates are now
the taxes been paid? Are the in- ment goes sour. Seller financ-
being denied the opportunity to
surance premiums up to date?
borrow money. ing doesn’t come with a pre-nup.
Has the buyer kept up with the
Seller financing is the ideal solu- routine maintenance and repairs? Clearly, the smart approach is to
tion for these people and inves- Or, as in the case of some fore- learn all you can before you’re
tors alike. To avoid the same pit- closures, has the buyer trashed (Continued on page 14)
Investment News Page 13

14. (Continued from page 13) with dating; it’s smart with lending.
Likewise, real estate sellers should evaluate their
seller-finance candidates with this same level of
heavily invested in the relationship.
scrutiny. Yet too often, they fail to conduct due
A Safe Bet diligence. This careless approach results in count-
less defaults and creates the impression that
How risky is seller financing? Much lower than it used
seller financing is riskier than it should be.
to be. In the past, would-be borrowers paying on
seller-finance mortgages were, as a group, much The savvy investor will ensure good underwriting,
riskier than they are today. That’s because it was not only to achieve a smooth and successful
easy, too easy, to obtain a conventional loan. People transaction but also to maximize the cash value of
who failed to qualify for traditional mortgages were, the note. Most note holders don’t realize that the
by definition, the riskiest borrowers. number one variable that affects the cash value of
their note is the buyer’s credit. So not only does
Lending institutions have since tightened their crite-
disciplined underwriting mean a more trouble-free
ria, making it far more difficult for would-be buyers to
loan, you also create a more salable loan in the
borrow money. As a result, more people are now pur-
future, and one that’s worth more.
chasing property with seller financing. Squeezed out
of conventional lending, formerly qualified applicants To help ensure a profitable relationship with your
are increasing in number and anxious to buy prop- borrower, then, you must perform due diligence.
erty. This raises the quality of the typical seller- The independent investigation will assess the ac-
finance candidate. curacy of your buyer’s statements regarding as-
sets, income, employment, debt, and so forth.
Many are “just missed” borrowers who now fall nar-
Due diligence allows you to make sound decisions
rowly outside the newly tightened criteria of lending
based on solid facts, not subjective impressions.
institutions. These are reliable, low-risk prospects
It allows you to distinguish the quality borrower
who show every intention of meeting the terms of
from the risky one. And you can then create a
their loans, and they have the ability to do so. They
more valuable loan.
would have easily qualified for conventional mort-
gages in the past but no longer “measure up” on pa- Ronald Reagan said it best with his signature
per. phrase, “Trust but verify.”
What the savvy investor must do is differentiate be- You Can Bank on It!
tween those deserving buyers and the obviously risky
Using another analogy, imagine that you’re con-
ones. Your success will depend on the thoroughness
sidering buying stock in a bank. Despite the
by which you investigate each prospect and then use
bank’s history of solid performance, let’s say it
sound judgment when deciding whether to offer seller
now decides to relax its due diligence procedures.
financing.
This saves both the time and expense of verifying
I Do Diligence the loan applicants’ statements and examining
other sources of pertinent information. With less
Returning to our marriage analogy, approving your
stringent requirements, the bank is now able to
seller-finance candidate is a lot like choosing your life
qualify more borrowers and process more loans.
partner.
Risky loans. Now here’s the question: Would you
Few people enter marriage without having first gath- want to own stock in that bank?
ered considerable information about their mate. It
Unfortunately, many property owners enter into
starts with that first encounter, when your date pre-
seller-finance contracts with that same, careless
sents himself or herself in the best possible light. He
approach. They don’t pull a credit report, verify
appears honest; she seems responsible. As you get to
income statements, examine the employment his-
know each other, you like what you see and you want
tory, or investigate the buyer’s liabilities. It’s like
this to work. You make plans.
eloping on that first date.
Smart couples approach the altar having already dis-
When you seller finance, you’re buying stock in
covered and judged their fiancés’ background, char-
your own bank. Make sure you can bank on your
acter, values, strengths, and weaknesses. They con-
decisions.
duct their own due diligence before their “I do’s.”
Many singles even hire a private investigator to do an You can be extremely successful in this business,
independent background check on their potential if you use a methodical approach that calculates
mate before proceeding with the romance. It’s smart
(Continued on page 16)
Page 14 MAREInet.com

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Investment News Page 15

16. (Continued from page 14) is find them. the property (your basis), the
less risk you can afford to take.
The Basis Basics
the risk and weighs the benefit. Let’s say you’ve invested
(Trust me, I know.) In addition, During my 28 years in seller fi- $75,000 in that $100,000 prop-
it’s much more profitable than nancing, the question I’m most erty. You’re now at a greater risk
sitting on an unsold property. But frequently asked by property of losing more, if delinquency
seller financing does require that sellers is this: At what point and default occur.
you understand some fundamen- should you make a very aggres-
With a low basis you can lower
tal principles—and that leads us sive underwriting decision?
your underwriting standards. I’ve
to our next analogy.
The answer depends entirely on known and even consulted with
Playing Your Cards Right how much you’ve invested in the real estate investors who main-
asset. If it’s worth $100,000 and tained a fairly liberal underwrit-
Let’s take this concept to Las Ve-
you’ve invested only $25,000, ing practice. These transactions
gas. You certainly wouldn’t play
you have a “low basis.” With a succeeded because the investors
Blackjack without first under-
low basis in a property, you can had a low basis in their proper-
standing the rules of the game.
better tolerate a default risk. ties. With an inordinately low in-
With that knowledge, for exam-
vestment in the property, say 20
ple, you wouldn’t take a hit if you In a way, you’re like a pawn shop
or 30%, you can tolerate the ad-
have 18 and the dealer shows a owner. You’ve taken as collateral
ditional risk. This strategy, how-
4. Otherwise, what stays in Ve- an item whose value is far
ever, is riskier and more chal-
gas is your money. greater than the money you’ve
lenging. It demands greater at-
loaned. If the transaction pro-
Yet a lot of people who offer tention to detail, and requires
ceeds as planned, your customer
seller financing are gambling with more time and resources to ser-
repays the loan with interest, and
their own assets. That’s because vice the portfolio. But if you have
you make a profit on your loan to
they don’t understand the basic a low basis, you can apply lenient
him. If your customer defaults,
principles involved. Rather than qualifying criteria and still be
you take possession of the collat-
analyze the risk and then judge successful.
eral. Having invested only a frac-
wisely, they unwittingly close
tion of its retail value, you can Seller Financing: It’s a Good
deals with high-risk buyers.
then sell it to someone else for a Thing
Smart seller-financing is profit- healthy profit.
Having purchased more than
able. There are plenty of aces in
That’s why the higher the per- 30,000 seller-financed notes, I’ve
the huge and growing pool of po-
centage of your investment in seen a pattern of success and
tential buyers. All you need to do
failures. These aren’t just theo-
retical concepts. They’re the re-
sult of actual experiences involv-
Get Your Own Free Copy ing a range of variables. With
due diligence, good judgment,
Find out how you can profit. and some common sense, you
can become very successful
Download your with seller financing. And the
MAKING MONEY FROM timing couldn’t be better.
Free Ebook Today!
THE MELTDOWN Today there are plenty of quality
How to Profit from the Nation’s Growing Real Estate Crisis people who deserve the opportu-
Go Online to nity to own their own homes.
They can afford to buy your
MAREInet.com/freeMMM property, and they will make
their payments on time. In addi-
tion to your own success in this
Information on business, you can provide a
March 17th Seminar much-needed service that will
help others. Are you ready to say
Go to Page 27 or online at: “I do”?
MAREInet.com/EddieSpeed By Eddie Speed, Note Business
Expert & MAREI’sGuest Trainer
By Eddie Speed on March 17th.
Page 14 MAREInet.com

17. New Members Renewing
 Barry Bottemuller: Leawood, KS  Albert & Josephine Abraham: Shawnee
 Eric Buchman: Kansas City, Mo  Bemate Bomboma: Overland Park, KS
 Terry Carter: Freeman, MO  Day Boswell: Overland Park, KS
 Perry Cashion: Lees Summit, MO  Michael Bryant: Lees Summit, MO
 Rene DeCrumpe: Kansas City, MO  Larry Christensen: Weatherby Lake, MO
 Joey Frey: Leawood, KS  Ken Collyard: Shawnee, KS
 Kymberly Griggsby: Kansas City, Mo  Laura Johnson: Kansas City, MO
 Bret & Nancy Hoover: Independence, MO  Steve Lau: Overland Park, KS
 Ronald Ireland: Kansas City, MO  Lisa McKay: Overland Park, KS
 Lisa Rabbe: Kansas City, MO  JJ Palowski: Kansas City, MO
 Dale & Phyllis Steinman: Chanute, KS  Stephen Summers: Independence, MO
Investment News Page 15

18. Marketing
Seller-Finance
You Get What You Ask For!
By W. Eddie Speed sell the note, it’ll be a challenge to get a decent
price for it.
Eureka! That moment of mutual exhilaration has
finally arrived when your prospect says to you, Many real estate professionals conclude that the
“This is it!” He decides to buy your property—and prospect pond is stocked with only the riskiest of
you’re eager to sell it to him. But then reality hits. candidates, since that’s the response they re-
Your buyer’s application for a conventional loan ceive from their ads. In fact, the quality of poten-
is rejected. The deal falls through, yet again. tial buyers seeking properties with seller financ-
ing is much better than you might imagine—and
This scenario is becoming all too common, caus-
it’s improving. It’s the advertising that needs
ing immense frustration for individual sellers,
help. By simply changing the wording of their
realtors, investors, and buyers alike. But as I re-
advertisements, I’ve helped countless real es-
ported in “Seller Financing to the Res-
tate professionals find better buyers.
cue!” (Invest Magazine, Oct. 2008), there’s an
alternative to conventional lending that addresses The Right Pitch for the Best Catch
these situations. Seller financing is filling the To get the best results, your ads should reach
lending void created by the mortgage meltdown out to the best buyers. This simple strategy can
and the credit crunch. boost your real estate business big time.
Success with seller financing requires smart mar- Whether you’re using newspaper ads, yard
keting. With the right marketing, you’ll be able to signs, websites, email blasts, flyers, direct mail,
identify and target your best prospects. You’ll be billboards, Craig’s List, or any combination of
able to interact with people who are not only ca- marketing tools, market wisely. Specify the kind
pable of meeting their repayment obligations but of buyer you’re looking for.
are most likely to do so. To use a fishing analogy: If you want to lure the
To attract these low-risk buyers, I recommend an prime candidates, you need to use the right bait.
advertising method that is remarkably simple yet Fish for anything that bites, and you’ll find your-
powerful. It’s a technique that challenges the type self unhooking the catch and tossing it back,
of ads that are commonly used for seller financ- again and again. Meanwhile, you’re wasting
ing. your time and your tackle. As a real estate pro-
fessional, it’s what you hook—and keep—-that
The typical seller-finance advertisement targets
counts.
the broadest audience possible—and focuses on
the least qualified candidate. The result is pre- So, how do you “fish” for the best buyers? It
dictable. If you use vague, all-encompassing ads, starts with the bait. Or more accurately, the line
you’ll attract buyers with lousy credit, zero assets, that you use.
sporadic employment, and/or substantial debt.
“Bad Credit? No Credit? No Problem!”
Even if the property sells, it could take up to 20
years of monthly repayments before you’ll know Does this line sound familiar? Search it on
whether you’ve made the right decision. Remem- Google® and you’ll find more than 17,000 list-
ber: you don’t get paid in full at the closing of a ings. Earlier today, I even heard it on the radio.
seller-financed transaction. And if you decide to This copycat copy is so overused that it satu-
Page 16 MAREInet.com

19. rates seller-finance marketing. ing, you should ask yourself: Is this candidates—and increasingly, bet-
Perhaps you’re even using this the buyer I’m looking for? ter candidates are needing it.
line, or something similar, yourself. Seller financing is also being used
Good Guys, Bad Luck
to create far better loans on pricier
Worse, the bad-credit/no-credit
Meanwhile, people with fairly de- properties.
message speaks to the folks you
cent financial circumstances will
least want to attract. It announces, There are plenty of responsible,
likely dismiss your ads. That’s be-
albeit unintentionally, “No qualifica- capable people who would have
cause until recently, “seller fi-
tions required!” If you can fog a qualified for a typical mortgage
nance” or “owner will carry” ads
mirror, you can get a loan. only recently—and their numbers
targeted the riskiest buyers and
are increasing. These just-missed
The fact is that you almost never sold the least attractive properties.
applicants are being squeezed out
find good-credit buyers with a bad-
As it emerges as a mainstream of conventional lending because of
credit ad. Before spending one
financing method, however, seller changing market conditions, more
more dime on this kind of advertis-
financing is attracting much better restrictive qualifying criteria, a
Property Management
Section 8 Housing
“Presentation is Everything!”
KC Metro Wide
Canyon-Stone.com
Jeff Woods 550 E. 56 Highway, Suite B
Olathe, KS, 66061
Broker
www.MyPremierLeasing.com Phone: (913) 254-9300
816-849500 Fax: (913) 254-9301
info@canyon-stone.com
www.Canyon-Stone.com
Investment News Page 17

20. (Continued from page 19) your time chasing chancy deals might have been turned down for a
and getting frustrated by the out- conventional loan only because of
shortage of available funds, and come. recently tightened lending prac-
personal circumstances that make tices. On paper, they’re labeled
Back to my fishing analogy, you’ll
them look risky on paper. unqualified but just barely. These
catch fewer fish with a more re-
prospects feel they deserve the
strictive ad, but they’ll more likely
opportunity to buy the property
be what you’re fishing for. You
The bad-credit ad looks like the they can afford because they know
won’t waste your time and re-
seller is seeking desperate buyers. they’re honest and trustworthy.
sources catching—and tossing
Many low-risk borrowers won’t They can—and will—meet their
back—unqualified buyers. You’ll
even consider doing business with repayment obligations. Now, isn’t
get what you advertise for.
someone who caters to the poor- that your ideal buyer?
est of prospects. What does that Here’s a superb example of this
Why not ask for deserving buyers
say about the condition of the principle. I knew a real estate in-
in your ads? This comes with a
property, the price the buyer will vestor who was at the top of his
bonus: You’ll feel especially good
have to pay, or the terms of the game. His advertisements offered
about being able to serve them.
loan? properties for “only $500 down.”
As a result, he attracted just what The Low Down on High Down
Better-qualified people don’t rec-
he asked for, plenty of buyers who Payments
ognize themselves as risky bor-
could afford only $500 down. Over
rowers, and they certainly don’t Over the years, I’ve known a hun-
time, his buyers defaulted at a rate
lump themselves into that category dred or more seller-finance inves-
that was three times that of other
of bad-credit types. They don’t see tors who buy mobile homes in
buyers who paid significantly
themselves as the bad guys, but rental parks. They purchase them
greater down payments. And he
good guys in a bad situation. for cash at rock-bottom prices, say
probably missed out on some de-
$2,000 to $5,000 apiece. Then
They’re the retiree on a solid pen- cent buyers in the process.
they spruce them up, and seller
sion whose employment history
If you want qualified buyers, ask finance them for substantially more
ended a decade ago. They’re the
for them. You’ll filter out most of than they paid for them. Appealing
career soldier whose income is
the high-risk candidates before to the low-credit/no-credit pros-
modest but reliable. They’re the
you even hear from them. You can pects, these investors attract
working woman who’s advancing
spare yourself and your clearly plenty of buyers. Risky buyers.
in her career and making final pay-
unqualified prospects much Buyers with dreadfully low credit
ments on her college debt. They’re
wasted time, expense, and disap- scores who put little money down.
the “just missed” buyers who are
pointment. Without much skin in the game,
ideal candidates for seller financ-
these buyers have little to lose if
ing. Serving the Deserving
they’re delinquent in their pay-
Ask and Ye Shall Receive! To attract the most viable candi- ments or go into default.
dates, there’s an even more dis-
So, how do you market seller fi- This can be a successful invest-
criminating approach you might
nancing in a way that attracts ment strategy but only if you main-
want to consider. You can appeal
these prospects? It’s simple. Just tain an extremely low cost basis
to low-risk prospects with the
ask for them! Forget the vague and are prepared to deal with sig-
word, “deserving.”
and desperate, I’ll-deal-with- nificant problems. When asked,
anyone ad. Instead, try something “Seller Financing for Deserving Buyers!” I’ve warned potential investors that
like this: 30% of their loans could go into
This can draw an even better re-
“Seller Financing for Qualified Buyers!” sponse, since you describe your default. A colleague of mine tried it
targeted prospect as not only a and succeeded. After several hun-
“Qualified Buyers: Owner Will Carry!” dred deals, though, he told me I
qualified buyer but a quality per-
Tell your prospects what the son. I’ve seen excellent results was wrong. The default rate was
“catch” is upfront. That way, you’ll from such ads. Here’s why: only 29%.
spare the riskiest buyers the disap- If those are the odds you want to
“Deserving buyers” recognize
pointment of a rejection while you play, go forth and multi-buy. But
themselves in these ads. More-
encourage the best candidates to there’s a better method, one that
over, they appreciate that you rec-
call. Better still, you won’t waste has proven quite successful by a
ognize they’re out there, too. They
Page 20 MAREInet.com

21. long-time real estate investor in off a large debt are prime candi- specific weakness. Bad Credit? No
Pennsylvania. dates for these transactions. Credit? Problem!
Vince Sellers also buys mobile Catering to this market requires The Bottom Line for Top Dollars
homes on the cheap. But he even more attention to your adver-
In your seller-finance ads, you
proves that with the right ad, you tising message. Why not use an
should pitch to your most promis-
can find the right buyers. Vince’s upscale, feel-good ad like:
ing prospects. Whether you want a
ads clearly specify what he wants:
“Luxury Living for Deserving qualified buyer, a deserving buyer,
“Owner Financing with Large Buyer: Owner Will Carry.” a significant down payment, or
Down Payment.” some other criterion, tell would-be
Give Credit the Credit it De-
buyers what you’re looking for. Let
And that’s exactly what he gets: serves!
them screen themselves out of the
buyers with $8,000, $10,000, even
running so that you don’t have to.
$12,000 in down payments. That
Now let’s look at the secondary Rather than sell them on your
alone covers his cost of the prop-
market. As a buyer of seller- property, position your offer so that
erty and provides him with some
financed notes, the question I’m they’ll want to sell themselves to
immediate profit along with it. The
most often asked is, “What’s the you. You’ll waste less time with the
only thing Vince does differently
discount on this note?” This al- decidedly unqualified, and can fo-
from his peers is this: He adver-
ways leads me to a critical point: cus on the quality candidates you
tises for what he wants.
The buyer’s credit is the number most want to do business with.
Premium Properties Enter the
one factor that determines the dis- If your phone rings less often, it
Seller-Finance Market
count. doesn’t matter. That’s because it’s
In general, seller financing has not the response rate but the con-
Other variables that contribute to
been used for low-cost housing version rate that matters. So start
the amount of the discount include
and land transactions. During the asking for those quality buyers.
the property itself (the collateral),
1980s, there was a notable excep- You’ll have more quality transac-
down payment, structure of the
tion. When interest rates on con- tions as a result. Eureka!
sale and note, seasoning (how
ventional loans soared past 18%,
many payments have been col- Suggested Pull Quotes:
owners of luxury properties turned
lected), and loan documentation.
to seller financing. It allowed them “The typical seller-finance adver-
In all of my years of note acquisi-
to establish their own interest tisement focuses on the least
tion, I can usually attribute the
rates, down payments, monthly qualified candidate.”
note’s value to these factors. If the
payments, and terms of their
note has a negative in, say, the “You almost never find good-credit
loans. This flexibility allowed sell-
seasoning, yet the other factors buyers with a bad-credit ad.”
ers to offer affordable rates and
are positive, it has the potential for
buyers to make their payments. “The buyer’s down payment alone
a good price.
When institutional lenders dropped can cover your cost of the property
their interest rates to more toler- But of all of the factors that deter- and provide immediate profit.”
able levels, expensive properties mine the amount of discount, the
“The buyer’s credit is the number
began selling through conventional buyer’s credit counts the most. In
one factor that determines the dis-
financing. fact, bad credit can be a deal
count.”
breaker.
Rampant foreclosures at all levels “It’s not the response rate but the
of the price spectrum are now Let’s say you have two identical
conversion rate that matters.”
placing even luxury homes on the scenarios, except one buyer has a
market at bargain prices. With the credit score of 750 and the other’s Learn more from Eddie Speed,
shortage of conventional mort- is less than 550. That alone can Founder of Note School®, at his
gages, especially jumbo loans, affect the amount of the discount all Day Training in Kansas City on
seller financing is making a come- by 25% or more. And that as- Saturday March 17th.
back on these high-end properties. sumes there’s an offer to purchase Details & Registration on
This offers tremendous profit po- the low-credit note in the first
tential for the real estate profes- place. Page 27 or online at
sional. The just-missed buyers This is yet another reason why you http://www.MAREInet.com/notes
who have the wherewithal to pay should avoid ads that cater to this
Investment News Page 19

22. CALENDAR
events
,
Locations, Cost & Registration at www.MAREInet.com/Calendar
Saturday, March 3rd  7:15pm Presentation
 9:00am: Tax Free Wealth—All Day Semi- Wednesday, March 14
nar with Equity Trust, Airport Marriot.  9:00am Sub-Group: Weekly Wednesdays
 4:00pm SubGroup: Blue Springs / Independ- Saturday, March 17
ence Real Estate
 8:30am All Day Alternative Financing
Sunday, March 4th Workshop, Career Education Systems
 9:00am: Sub-Group: Lees Summit Real Es-  4:00pm SubGroup: Blue Springs / Inde-
tate Investors pendence Real Estate
Wednesday, March 7th Sunday, March 18
 9:00am Sub-Group: Weekly Wednesdays  9:00am Sub-Group: Lees Summit Real Es-
Saturday, March 10 tate Investors
 4:00pm SubGroup: Blue Springs / Inde- Wednesday, March 21
pendence Real Estate Investors  9:00am Sub-Group: Weekly Wednesdays
Sunday, March 11 Saturday, March 24
 9:00am Sub-Group: Lees Summit Real Es-  4:00pm SubGroup: Blue Springs / Inde-
tate Investors pendence Real Estate Investors
Monday, March 12 Sunday, March 25
 5:00pm Deadline to Reserve Vendor Table  9:00am Sub-Group: Lees Summit Real
for Tuesday’s Meeting Estate Investors
Tuesday, March 13 Wednesday, March 28
Monthly Meeting Career Education Systems,  9:00am Sub-Group: Weekly Wednesdays
Ward Pkwy Shopping Center
Saturday, March 31
 5:30pm Pre-Meeting—How to post properties
on the MAREI Website  4:00pm SubGroup: Blue Springs / Inde-
pendence Real Estate Investors
 6:00pm Monthly Vendor Hall / Networking
Sunday, April 1
 6:30pm New Member Orientation
 9:00am Sub-Group: Lees Summit Real
 7:00pm Speed Networking Estate Investors
Page 22 MAREInet.com

23. Sell Vacant Houses Faster “Flexible rehab options
and for more money! and purchase financing
How? We transform vacant houses - often
for qualified investors!
seen by buyers as stale, lifeless, unappealing - Ann Wilkinson
into fully-furnished, inviting, valued Show- Vice President
homes. Now in our third decade of service to Mortgage Loan Production
Homeowners and their Realtors, we've become 12501 Antioch Rd
America's premier home staging service coast- Overland Park, KS 66213
to-coast. Ph: (913) 402-1500
Fax: (913) 402-0673
Our professional home staging services can add
AnnW@ArgentineFed.com
thousands of dollars to your sale price -- and at the
same time reduce the stress and expense of mar- www.ArgentineFed.com
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ShowHomesKC.com
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Management Solutions
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transfer to new owner to help your properties
or move to new house
Operate Smoothly
DevconSecurity.com Increase Desirability
Marian Collins: 913-907-4942 Enhance Investment Value
Attract & Retain Tenants
Find us Online
www.AbraxasMgmt.com
816-474-8800
Investment News Page 21

24. PROPERTIES
Eagle Bay Missouri $99,000 Package: house, cot- Danny Hammond
tage, bus, boat
www.EagleBayLO.com
10812 Newton $43,000 4 bdrm Turn Key South KC 4 Christoph Becker
bdrm Sect 8, Net ROI
Kansas City, Mo 816-419-1165
23%
3212 Victor St $49,500 4 bdrm Amazing Turn Key Christoph Becker
Completely Rehabbed
Kansas City, MO 2.5 ba 816-419-1165
Net ROI 24%
2912 Lockridge $30,000 6 plex Historic District Candace Vanice
Kansas City, MO May be eligible for
Historic Tax Credits
3435 Holmes $50,000 Candace Vanice
Kansas City, MO
3312 Holmes $50,000 Candace Vanice
Kansas City, MO
3414 Charlotte $50,000 $15K in TIF Funds Candace Vanice
Kansas City, MO
1010 E 33rd St $50,000 $15K in TIF Funds Candace Vanice
Kansas City, MO
703 E 34th St $75,000 Renovated Candace Vanice
1019 S Brookside $54,900 3 bdrm $2,000 buyer agent Kevin Jamieson
Avenue (1/2) bonus, Updated
1 ba Reece & Nichols
Independence, MO
913-384-8331
Page 24 MAREInet.com

25. No address provided $9,000 3 bdrm Easy Rehab, Dis- Virtue Investments
counted. Could be a
1 ba Makeba Hart
great rental
North Jackson Av $49,999 3 bdrm Turn Key Beauty Virtue Investments
Kansas City, MO 2 ba Makeba Hart
5173 Palmer $12,500 3 bdrm Fixer Upper Bilal Hazziez
Kansas City, Mo 1 ba Raytown Schools 816-237-8696
Video
7508 High Grove Rd, $57,500 mls Large Ranch Joe Clark
Grandview, MO
2 car gar, bsmt Reece & Nichols
8300 E 104th Tr $38,700 mls Large bdrms, eat in Jamieson Home Team—
kitchen, minor TLC Reece & Nichols. 913-
Kansas City, MO
384-8331
12### E Blue Ridge $55,000 3 bdrm Great Cash Flow Virtue Investments
Blvd
1ba Makeba Hart
Kansas City, MO
3509 E 30th St $14,000 3 bdrm Move in Ready 3 Bedroom BluePrintPropertySolu-
tions.com Christoph
Kansas City, Mo 1 ba
Becker 816-419-1165
5637 Highland $24,500 4 bdrm Move In Ready! 25% ROI! BluePrintPropertySolu-
This home is 99% Move In tions.com Christoph
Kansas City, Mo 1.5 ba Ready and will be cash-
flowing in no time at all. Becker 816-419-1165
5038 Bellefontaine $9,500 2 bdrm Fixer Upper should rent BluePrintPropertySolu-
$600, Repairs: tlc, plumb- tions.com Christoph
Kansas City, MO 1 ba ing, furnace
Becker 816-419-1165
3703 E 68th St $7,500 2 bdrm With a little TLC, this home BluePrintPropertySolu-
would make a great cash tions.com Christoph
Kansas City, Mo 1 ba flowing investment prop-
erty Becker 816-419-1165
See More Properties MAREInet.com/Properties
Investment News Page 23

26. Using the Website
Some Tips
Property Pages: MAREI members people to look.
can log in and post their investment  Photos, be sure to load up at least
properties to the site. For the search 1 photo of the front and make that
features to work, the more items you photo your featured images. For
share about the property the better.
multiple photos, it is suggested to
We do request that these be your prop- embed an online photo album or
erties that you own, have a controlling video.
interest through a contract, or a listing  Contact Information: be sure your
agreement as a Realtor. member profile is up to date and
Best Practices that you make sure to include your
website link, company name, your
 One property per posting.
name and a phone number. People
 Packages - list each property indi- can’t contact you about your prop-
vidually and note in the text that erty if you don’t tell them how.
property is available as a package
 Take a look at the properties on the
and the address of the other prop-
previous pages. Note that proper-
erty.
ties with very little info did not in-
 Details - fill out as much property clude on their listing.
information as possible in the fill in
the boxes section including complete
address, bedroom, bathroom and To find out more about how to use
price. these portions of the website, please
visit:
 Tag Line - this appears on sum-
mary pages, so be sure to have your www.MAREInet.com/Help-Page
key points about the house here. We will be meeting at the March meet-
We would suggest that your title be ing at 5:30 to show you how to post a
the address and that your tag line property.
be your catch phrase info to get
Page 26 MAREInet.com