Realty411 Vol3 No2

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www.realty411guide.com | Vol. 3 • No. 2 • 2010 A Resource Guide for Investors

Tips for Long-Distance
LANDLORDING

Turn-Key Rentals
Around the Nation
Cash Flow from the
Comfort of Home
Mathew Owens, CPA, owner of
OCG PROPERTIES
Buys & Rehabs
Rentals in Tennessee
from Redondo Beach
Get the Deals DONE
Learn Creative Real
Estate Techniques
from Dave Lindahl, Dolf de Roos,
Bruce Norris, Bill Gatten & more!
Look Inside

FREE Celebrating the Largest
Wealth Issue with More Pages &
Reports! Opportunities than Ever!

photo by Sam Green

<< Table of Contents >>
7 Secrets from the Master! Charity Walk and Gala
Dave Lindahl shares his latest 37 Join the Ultimate Bus Tour
tips for Investing Success with MemphisInvest.com
9 No Drama in Dayton 39 Creative Financing Options
Triple Net Houses Helps with MMG Capital, LLC
Investors Profit without Issues 40 Philbin Capital Discovers
11 California Living with Deals in the Golden State
Tennessee Cash Flow 42 The Key to Success by Club
Mathew Owens, CPA, owner of Founder Sam Sadat
OCG Properties, explains why
he loves to invest out of state
14 Beware of the Investment
Vampires by RBS Homes
16 Dolf & Carter: A Master-
mind with Arizona Investors
19 Enjoy a Tropical Paradise
with Phenomenal Returns

photo: Sam Green

45 Buy Bigger and Better Deals
by Kathy Fettke
46 Alternative Economics™
Club Debuts in California
51 Stop the Gambling!
Mike Woo, a “Rich Dad, Poor
In search of their latest gem in Dad” protégé, advises clients
Nicaragua, Maverick Investor 52 Is Your Mortgage Underwa-
Group traveled the world ter? Perhaps a Short Pay Refi-
22 Investor Nation Shares their nance is the Answer
Blue-Chip Real Estate Strategy 55 Pay Off Your Rental House
2 5 G i n g e r M a c i a ’s T h r e e in Five Years with the Short
FREE Ways to find a Great Term Retirement Program
Wholesale Deal
27 Creative Real Es-
tate Techniques with
Educator Bill Gatten
28 Matt Malouf’s 10
Weeks to Massive,
Passive Cash Flow
30 A Visit with Sensei
at his 12 Rounds Club
35 Bruce Norris discusses the 57 Who’s On Your Team?
“I Survived Real Estate 2010” Insights by 360 Investments

Platinum Partners
A Powerhouse Lineup of Top Industry Experts Presents
the Insider’s Edge on The State of REO 2010
The Norris Group’s award-winning event returns September 17, 2010 to the Nixon Library in Yorba
Linda, California. We’re assembling an incredible line up of accomplished industry specialists to
discuss the state of the REO market, on-going industry regulations, and the opportunities emerging
for real estate professionals.

New guidelines a ect every sector of our industry. In a climate ripe for both miscalculation and
pro table advances, how are our colleagues and partners navigating an industry in continued
transition? Our Who’s Who Round Table Includes:

Bruce Norris Joseph Magdziarz Tommy Williams Christopher Thornberg
President Vice President 2008 President Principal
The Norris Group Appraisal Institute National Auctioneers Beacon Economics
Association

Sean O’Toole Sarah Letts Daniel Phelan Peter Wayman
President Director, Credit Loss Mgmt Mortgage Bankers Sr. REO Director
Foreclosure Radar Fannie Mae Association Freddie Mac
MVT PRODUCTIONS

Last year, I Survived Real Estate 2009 focused on the dramatic shifts in regulation facing our industry. This year, our
panel separates fact from ction as we delve into the health and sustainability of the current real estate market and the
opportunities that lie ahead for hungry real estate professionals.

To nd out how you can participate as an individual or potential sponsor, see the back of this yer or visit ISurvived2010.
com for more information. Seating to this formal dinner event is limited, so go to the website or call our o ce today.

Thanks you to all our Platinum and Gold Sponsors and friends for making this unique event a possibility.

www.ISurvived2010.com or 951-780-5856

Gold Sponsors
Benton Group Investors Association (NSDREI)
Delmae Properties Personal Real Estate Investor
Elite Auctions Magazine
Entrust Mike Cantu
Inland Empire Investors Forum Realty 411 Magazine
Keystone CPA Rick & LeeAnne Rossiter
Las Brisas Escrow Starz Photography
Leivas Financial Services Tony Alvarez – theREOmentor.com
North San Diego Real Estate Westin South Coast Plaza
Winner of seven communication, outreach, and fundraising awards.

SPONSORSHIP OPPORTUNITIES
We can’t do this without your help! Businesses or individuals who are interested in
participating have two options:

1. SPONSOR the “I Survived Real Estate” Komen Breast Cancer Walking
Team in exchange for a seat (or table) at the event
2. JOIN the “I Survived Real Estate” Komen Walking Team and raise
money in your network for the walk in Newport Beach September
26th. Every $200 gets you one seat to the event (while seats remain).

All donations are made directly to our Susan G. Komen Breast Cancer Walk Team so
100% of the proceeds go to the Orange County A liate of Susan G. Komen for the
Cure.

This formal dinner event includes visitation to the Nixon Museum, appetizers, 3 course
meal, and the live event. Additional bene ts are listed below for those that become
platinum and gold sponsors (Please note all funds must be in place July 10th for gold
and platinum sponsors to take advantage of initial radio spots).

Single Gold Platinum
Cost $200 $2,000 $5,000+
Tables (Seats) Received (1) Seat 1 (10) 2 (20)
Advertising
Logo on Event Website featured
SEO-Optimized Pro le
Logo on Flyers Name only
Digital Signage at Event featured
Preferred Seating featured
Event Program Ad 1/3 page 1/2 page
Radio Show Mention (Intro - 15 total*)
Radio Show Mention (Outtro - 15 total*)
Event Video (Intro - Single Page)
Event Video (Outtro)
Press Release Mention
Event Bag Marketing Oppotunity

Call Diana Barlet at 951-780-5856 or visit
ISurvived2010.com for more information and preferred seating.
Note: All donations must be made through the “I Survived Real Estate 2010” walk team to be eligible
for advertising. July 10th is the deadline for all money to be in place to ensure radio spots include the
selected sponsor. There may be more than 15 radio shows that are aired for the run of event.

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published for Investors by Investors

A
by Dave Lindahl

Realty411 s a successful real estate inves-
tor and top-selling author, I’m
&
Wealth
Real Estate on the road a lot presenting
workshops across the county.
I often start with a bit of personal history
because when you’re a multimillionaire
like I am, people assume you were either
FOUNDER & EDITOR
Linda Pliagas
born rich or had a wealthy mentor show
info@realty411guide.com you the inside track to making money.
EDITORIAL STAFF That’s not my story. Not by a long shot.
Lori Peebles Fifteen years ago, I was running my own
Matt Malouf small landscaping business in New Eng-
Carla Fischer
Ginger Macias
land. I was a guy with a pickup truck and
COPY EDITOR lawn mower. If you haven’t experienced a
Lorie L. West New England winter, let me simply say it
PHOTOGRAPHERS

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$5,000…$10,000 or More
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Extra Monthly Cash Flow?
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310.439.1145
EVENTS & EXPOS
Lawrence Ruano means I was literally frozen out of work for What You Need to Succeed
ruanoinvestments@gmail a good part of the year. First and foremost, to succeed as a real
805.791.5457
I spent winters doing odd jobs to scrape estate investor you must be motivated. This
PRODUCTION
Lori and Mike Hampton by. A friend asked if I wanted to repair a business isn’t for the undecided. You have
Emma Krull - The Dab Hand property that needed some TLC so it could to want it bad enough to take action. Be-
CALIFORNIA DISTRIBUTION be resold fast. cause where there’s a strong will, there’s
Professional Distribution Solutions The owner was looking for a quick fix wealth.
1.877.418.6500
and flip, and thus I was indoctrinated in the I was 100% determined to own real es-
NATIONAL DISTRIBUTION
KJ Banks: 805.377.6328 business of flipping properties before it be- tate. I didn’t let the fact that I had a less
PUBLISHED BY came a national pastime and the subject of than $800 in the bank stop me from buying
Manifest Media Partners cable TV shows. But what attracted me to my first property, a three-unit building in
Nikolaos K. Pliagas - Chairman real estate was not the quick turn. It was the my hometown.
Our Mission is to Educate & Inspire
steady cash flow. Sure, I was nervous doing that first deal.
INFO/FAX: 310.499.9545
Realty411Guide.com | reWEALTHmag.com The idea of checks from renters filling I had no direct experience. No track record.
Main email: realty411guide@msn.com my mailbox month after month, regardless No personal wealth to use for collateral.
Realty411 and Real Estate Wealth magazines are published in Los of the weather, really appealed to me. But I didn’t let any of that stop me.
Angeles by Manifest Media Partners (mailing address: 4221 Neo-
sho Ave., Los Angeles, CA 90066). Publishers are not responsible I wanted other people to pay my mort- This is why I tell beginners everywhere
for unsolicited manuscripts, photographs and/or other materials. gages, creating huge equity in my build- that they can own real estate right now.
©Copyright 2010. All Rights Reserved. Reproduction without per-
mission is strictly prohibited. The opinions expressed by writers ings. I wanted to sit back and watch my I don’t care if you’re broke like I was. If
are not endorsed by the publishers and/or editorial staff. Before buildings appreciate, making me wealthier you’re motivated to succeed, real estate —
investing in real estate, seek the advisement of a trusted ﬁnancial
adviser, attorney or tax consultant. Please invest responsibly. and wealthier. and all the personal wealth it can generate
PRINTED IN THE USA. GOD BLESS AMERICA I wanted to live off the positive cash flow — can be yours once you know how to find
Connect to our network @ that I received each month, so I wouldn’t properties and structure the deal.
have to go to a job every day. No more dai-
ly grind. No more living paycheck to pay- How I Found My First Building
check. Best of all, I liked that “millionaire” I bought books and tapes on real estate,
was the likely outcome if I did it right. even though I didn’t find much on apart-
Back then there was nobody teaching ments. I went to local investment clubs,
how to buy rental properties. The gurus fo- networked with experienced investors, and
cused on single family houses, just as they started “bird-dogging” for them (finding
do today. So I had a big learning curve. Continued on pg. 60

Realty411Guide.com PAGE 7 • 2010 reWEALTHmag.com

invest without drama
Do you have reservations about becoming a landlord?
Triple Net Houses created a program to help investors proﬁt
from rental properties without ever having to deal with tenants!

I
by Carla Fischer

n 1903 The Wright (www.triplenethouses.
Brothers made history com) takes all the un-
in Dayton, Ohio, with knowns off the table.
their first power airplane By purchasing a Triple there. When we rehab a property we pretty
flight. Net rental, investors will much do everything so we know it’s going
One hundred four know exactly what their to be a maintenance-free property. When
years later, Peter Julian, CEO of cash flow is going to be we finish, it’s almost like a new house.”
Triple Net Houses, reflects on for the next ten years. The company’s record is impressive. “In
their short three-year revolution- Julian explains: “When the year 2009, we collected 97.4 percent of
ary history that began in 2007 as Peter Julian we lease the house it’s a our scheduled rent,” Julian proudly states.
a premiere provider of real estate manage- triple net lease, which means we pay taxes, “It even amazes me!”
ment. “We’ve reinvented the way people insurance and maintenance. Basically we In Dayton, market rents range from $595
invest in residential rental real estate,” Ju- pay all the operating expenses, so there’s to $950. The company rents with a one
lian says proudly. He then adds: “It’s kinda nothing our clients have to pay. We man- year lease agreement. A typical scenario

If an investor buys a Triple Net House, they know exactly what their
cash ﬂow is going to be for the next 10 years. They never have to deal
with tenants and never have to deal with or pay for maintenance.
overcast. We’re going to get some rain later age the property so there’s no management. is this: A tenant occupies a three bedroom,
on, which doesn’t mean a thing for our in- Investors will never have to deal with a ten- one bath home, 1,100 square feet, with a
vestors who are from all over the country. ant and never have to deal with or pay for one car garage, for $700 a month. Many
The weather rarely has anything to do with maintenance,” Julian explains. homes are brick with full basements, some
our business, unlike the Wright Brothers.” The company offers a 10-year NNN are ranch houses built in the late ’50s.
Julian shifts to business quickly explain- (triple net) lease. If investors want to ter- Dayton is home to the largest single
ing how he created a NNN (triple net) in- minate early, all they have to do is provide site employer in the state of Ohio: Wright
vesting model, which is traditionally only a 60-day written notice. There is no penalty Patterson Air Force Base with 26,000 em-
found in commercial real estate transac- and the investor still owns the property. ployees. The city also has two universities:
tions. “It’s a turn-key investment. It pays a Wright State University with an enroll-
“I’ve been a real estate broker for a little high yield and we’re able to buy houses at ment of about 18,000, including a medical
over 30 years. I’ve worked with investors low cost and rehab them economically. We school. Next is the University of Dayton,
my entire career. When I talk to them, most then pass that deal on to an investor, as a which enrolls over 10,000 students and
like all the good things about real estate, totally turn-key investment. Their total in- also offers a law school program.
like the cash flow, the tax write-offs, build- volvement after the investment is to collect As far as the financials, a Triple Net in-
ing-up equity, and potential appreciation. a payment from us each month, which is vestor can realize up to 17% return on each
But when potential investors get to talking electronically deposited into their checking house.
about managing, they’ve all heard the hor- account. It’s a perfect storm.” “If the investor pays cash then they
ror stories about tenants, maintenance and When asked how Triple Net Houses can will receive 9.1%.” Julian explains fur-
all those kinds of things.” provide guaranteed returns for investors, ther: “For example, if they have a $60,000
So Julian and his team came up with regardless of what is going on with their house the investor will be receiving $5,460
a unique solution. It’s basic and simple, property, Julian replies: “We’re very care- a year, which is 9.1% of the purchase price.
even though it tackles a complicated con- ful in selecting properties in neighborhoods Continued on pg. 47
cept. The Triple Net Houses program where we know the rents are going to be


California
Investors
Specializing in
the Memphis
Market!

California Life
Tennessee Rentals
by Ginger Macias | photography by Sam Green

L
ast year, while working as a pan- Ginger: What did you do before you
elist at a local real estate invest- became a full-time real estate investor?
ment club in Los Angeles, I had What is your background?
the pleasure of meeting Mathew Mathew: Let’s see, I grew up in the tiny
Owens, a certified public accountant and town of Los Angeles and graduated from
owner of OCG Properties. I was so im- the University of California, Santa Bar-
pressed by his experience and work ethic bara, with a degree in economics and an
that I invited him to partner with me on emphasis in accounting. Afterwards, I was
syndicating real estate projects. able to achieve one of the accomplishments
Having worked closely with him for al- I am most proud of, passing all four parts
most six months now, I can say that he’s the of the CPA exam in one sitting, a feat only
real deal and you’ll be in for a treat if you 10% of candidates have been able to do.
get the chance to work with him. Mathew After passing the exam, I worked as a
has many strengths that make him a great CPA, auditor and business adviser, help-
partner: integrity, organizational skills, ing my corporate and individual clients
and real estate and investment proficiency. increase their bottom line, helping them
Plus, he’s very likable. find fraud risk factors inside their business
I have met a lot of people in this business, systems and auditing their accounting re-
and I expect great things from him in the cords.
coming years. I guess that is why I am so good at do-
I recently sat down with him to ask about ing due diligence on real estate transactions
his real estate investing strategies and the now. The accounting and due diligence
current projects he’s working on out in Ten- skills are a perfect match for a real estate
nessee. Mathew has purchased, renovated, investor, I just had to adjust my personality
and sold or held more than 100 investment to be more outgoing and personable, which
properties in the last three years alone. most CPAs are not known to be. Being in
Below is a partial transcript of the inter- the real estate industry as a full-time inves-
view I had with him. tor, I am finding it is rare to find a CPA who
understands the tax and legal implications
Ginger: Mathew, in your own words, of investing and the real estate investment
what exactly does OCG Properties do? side in detail.
Mathew: In a nutshell, we help people in-
vest in real estate. At OCG, we sit down and Ginger: So tell us, how did you get your
go over our client’s financial situation and start in real estate?
resources to help them find the best ways Mathew: I started investing about five
to invest and meet their individual goals. years before I decided to take some real
With good in-house management in place, estate education courses and quit my cor-
you can hold for long-term growth and re- porate job cold turkey. I found that the skill
ally get a great return on your money. On sets I gained from working at CPA firms
top of that, the price points are low enough were hugely valuable, and I still hold the
that you can buy with cash and not even partners of those firms with the upmost
have to deal with financing. Talk about low respect for what they taught me, the eth-
risk! ics they instilled in me and the guidance
We help our clients achieve great returns they gave me. However, the skills that I
on their money while doing all of the due have developed running my own company
diligence on every investment. We bring a are unparalleled to anything I would have
ton of real estate experience to the table and ever expected. While working for myself,
help our investors every step of the way. I started flipping and holding properties >


in Memphis. I got through my initial learn- that the current reported unemployment to go out and develop a team in every mar-
ing curve and kept striving for more deals rate is 12.8%, there is a $19.9 billion dollar ket, which is exactly what we did out in
with a magnificent obsession for real estate gap in the California budget, the California Memphis. We have in-house management
that only few can really understand. It was mortgage delinquency is up almost 100% and a team on the ground there that helps
tough, but after getting through the strug- year on year, 90% of us get all of the
gles, you find yourself breaking through the Alt-A and Option Mathew Owens, his brother and little sister. information we
and finally achieving success. Working that ARM loans coming need to be suc-
much taught me multiple things. But one due are underwater in cessful.
thing stuck more than anything else: Pas- California, 1/3 of Op-
sive income is the goal! tion ARM loans are Ginger: What
delinquent already, the team members
Ginger: You live in Southern California California tax rate rose should one have
and invest in Memphis, Tennessee. Why from 9.3% in 2008 to when investing
do you invest so far away from where 9.55% in 2009, and it out of state?
you live? will rise again to cover Mathew: There
Mathew: That is right, I live in sunny the gap in the budget. are a number of
Redondo Beach and invest in Memphis. On top of all that, team members
Most of the investors I meet ask me this people who are under- you need in order
exact question, and the simple answer is: water in their homes to be a success-
I invest with logic and statistics, not based and not in financial ful real estate
on what my emotions are telling me. hardship are starting investor. At the
Look at the economics in the Memphis to walk away because top of the list
market. It has one of the highest price-to- it does not make finan- for any buy-and-
rent ratios in the nation! It did not take a cial sense to hold them hold investor is a
huge dip like a lot of markets, it had an av- and hope they go up great, and I mean
erage annual appreciation of 4% per year $200,000! G R E AT, p r o p -
over the past 20 years. It’s a very stable e r t y m a n a g e r.
market. The population is also expected to Ginger: I’m an out- Property man-
increase and you can pick up property that of-state investor too but other investors agement is the number one reason an in-
not only cash flows but gives you apprecia- may be skeptical about owning property vestment property will fail to produce posi-
tion potential in the next 10 years, which is so far away. tive cash flow, assuming you did your
numbers correctly and did not buy in a
ghetto. In addition, an investor needs lend-
ers, REALTORS®, inspectors, appraisers,
attorneys, CPAs, IT consultants, marketing
agents and the whole nine yards to really
develop a good system. Each team member
is crucial to your success, and that is why
investing in real estate can be so difficult
at times.
Your team can make or break you, and
you need to have reliable team members
that communicate well with you to be suc-
cessful.

Ginger: What separates your company,
OCG Properties, from the rest?
Mathew: At OCG we have in-house prop-
erty management, which is the key to our
A sample OCG Property.
and your investment success. We also take
an ethical and conservative approach to in-
not something I can say about California. Mathew: They are really missing out! vesting and do all of the right due diligence
California is a huge risk right now for buy- Ginger, we both know that with technolog- on every investment.
and-hold investments. ical advances you can invest anywhere in We really care for our clients and care
If you take a look at some of the econom- the world now, and it’s as if you’re invest- about their goals and what their interests
ic indicators in the California real estate ing in your own backyard. are. We have a guaranteed tenant and reno-
market, some of the things you will find are The reality is, everyone has the resources vation on every property, and put the proper


structuring and risk miti- exactly what the majority of men do.”
gation procedures in place If you never quit, you will succeed no
on every investment. We matter what adversity you face.
also set up proper com- Ginger: What is the first step someone
munication procedures needs to take to invest with you?
for our management com- Mathew: They need to call us and sched-
pany to keep our investors ule a consultation. We look at each inves-
frequently updated on the tor’s resources, financial situation and in-
progress of their invest- vestment goals to make sure we help them
ment. invest the right way and surpass their indi-
vidual investment goals. Once an investor
Ginger: What due dili- schedules a consultation with us, we move
gence is done on your them from sitting on the sidelines to devel-
investments? oping a passive income stream to retire on
Mathew: Wow, where — as fast and safely as possible.
do I begin? I will give
you the quick version. To Ginger: Do you have anything else you
start off, we do a complete Mathew: Do not give up, no matter what. would like to share with our readers?
neighborhood analysis on every property Any business, any new venture or opportu- Mathew: Yes, thank you. I would just like
along with a market value analysis, which nity that you want to achieve, is 90% men- to add that some people will make up ev-
includes pulling comparable sales and get- tal and 10% skill. If you never give up, you ery excuse in the book for why they do not
ting an appraisal done before we close es- can never lose. It’s best said in the book or cannot do something. I am here to tell

“With technological advances you can
invest anywhere in the world now, and it’s as
if you’re investing in your own backyard.”
crow. We also do a rental analysis, cash “Think and Grow Rich” by Napoleon Hill: you that you can do ANYTHING if you
flow analysis, profit analysis, renovation “Before success comes in anyone’s life, focus and take ACTION steps towards its
analysis and every kind of analysis a CPA one is sure to meet with much temporary achievement.
can think of to protect ourselves and our defeat, and, perhaps, some failure. When Do not let your emotions tell you it can-
investors. defeat overtakes someone, the easiest and not be done, even if you were not initially
In addition, we get an inspection by a most logical thing to do is to QUIT. That is successful. Even if it is difficult to see how
qualified inspector and compare it to the you are going to accomplish it, don’t give
renovation bid. Each renovation bid comes up. There is always a way, but it comes
with an item-by-item, room-by-room down to taking action. Most people give
breakdown of the renovation costs, includ- up at the mere thought of difficulty, and
ing materials and labor. This is extremely your success in real estate, and in life, are
important so you know what your costs are going to be based on your ability to focus
going to be on future renovations. When and take action.
leasing a property, it is important to get a Also, a successful investor has to be
qualified tenant. If you do not, you will be completely dedicated. They must ignore all
sorry later when you have to evict them of the people who have an opinion but are
because they cannot afford the rent. We less- educated about the subject.
qualify them similar to a home loan pro-
cess. We look at their debt-to-income ratio Ginger: Thanks, Mathew. I wish you
and credit. We do a background check and continued success in your investments.
really get a good assessment of their per- Mathew: You’re welcome, Ginger.
sonality, which can tell you a lot.
For more information, please visit:
Ginger: What tips can you give to people www.ocgproperties.com or email:
who want to get started investing in real invest@owenscg.com | OCG Properties
estate? Photograph of Mathew Owens by Sam Green can also be reached at: (424) 757-4680


Invest Investment Vampires
in YOU for the Next Decade by Richard Barrett

T
Never Miss an Issue!
he ten years ahead of us will be cant inflation soon. Experts argue that de-
Realty411
Realty411 Wealth Real Estate
extremely difficult for investors. flation is the bigger risk. While that may

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Yield and growth will be scarce, be true, it does not make inflation any less
www.realty411guide.com | Vol. 3 • No. 2 • 2010 A Resource Guide for Investors

Tips for Long-Distance Vol. 1 • No. 1 • 2010

LANDLORDING

Turn-Key Rentals
but much worse will be the four destructive when it starts nibbling at your
Around the Nation
Cash Flow from the
Comfort of Home vampires waiting to suck the life out of investments.
almost every investment you consider. In
Mathew Owens, CPA, owner of
OCG PROPERTIES
Buys & Rehabs
Rentals in Tennessee
from Redondo Beach

Look Inside
Get the Deals DONE
Learn Creative Real
Estate Techniques
from Dave Lindahl, Dolf de Roos,
this article, we will meet each vampire in- Garlic to Protect Your investments from
dividually, understand how they drain your the Inﬂation Vampire
Bruce Norris, Bill Gatten and more!
FREE
Wealth Celebrating the Largest
Report! Issue with More Pages &
Opportunities than Ever!

photo by Sam Green
Serving the Needs of Accredited Investors - INSIDE: Information to Grow and Maintain Your Wealth

16 Words of Wisdom from
Masters of Real Estate 19 Maverick Investor Group
Reveals the Next BIG Thing 35 Bruce Norris Prepares for Annual
“I Survived Real Estate” Charity
investments dry and learn about some “in- To protect against the corrosive power of
vesting garlic” that can keep them away. inflation, you need investing vehicles with
2 Magazines, 1 Mission: three specific features:
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T
he world of real estate investing is a small one.
Investors rub elbows at similar events, read in-
dustry publications and generally run in the same
circles. Carter Froelich, an author, investor and
CEO of The Property Ledger, recalls the time he met best- give
& the latest
DolfreadersCarter
Tips from AZ
selling author and renowned educator Dolf de Roos, Ph.D.
The two savvy Phoenix-based investors became friends
after an introduction by Andrew Waite, publisher of the Ari-
zona-based, Personal Real Estate Investor magazine.
At the time, Froelich was busy developing The Property Interview by Carter Froelich, CEO of The Property Ledger
Ledger, his online software designed to analyze property
holdings, store documents and forecast future returns. Once
ready to launch, he asked de Roos to test out his creation.
That was three years ago, and de Roos still uses the software
to track his portfolio.
Recently, Froelich welcomed de Roos home from his ex-
tended visit to Australia. The famed author of eight books,
including the New York Times Best Seller “Real Estate
Riches,” was visiting Down Under to raise private money
for property investments in Arizona. It proved to be a won-
derful opportunity for one master investor to interview
another. Froelich enthusiastically took on our assignment
and provided an outstanding interview.
This indeed is a rare treat; prepare to learn from two of Dolf de Roos Carter Froelich
Arizona’s top real estate investing giants. —The Editor

Carter: Hello, Dolf. Tell us about what Dolf: I like being on the cutting edge of cloud, you can access your portfolio’s de-
you’ve been doing lately and give inves- what is available. I have always done well tails from any computer connected to the
tors your perspective on the market. with new technology. When fax machines Web. Before long, most services will have
Dolf: Well, Carter, although the media re- came out, it saved us thousands of dollars a that feature, but by then The Property Led-
peatedly states this is the worst real estate year in courier fees. ger will have innovated yet another area.
market we have seen in decades, it is only Now, we don’t fax; scanned attachments Surfing is so much easier one foot ahead of
the wave than one foot behind.
Furthermore, having all the details of
“... with the information stored in the cloud, a property, including title documents,
HUD1s, leases, management agreements,
you can access your portfolio’s details from and the like, stored in one central reposi-
tory is simply a great way to run your prop-
any computer connected to the Web.” erty investment business. Once you have
experienced it, it is difficult to revert back.
It would be like going back to using slide-
the worst market if you are in the unfortu- are better quality, in full color and don’t rules, or for those readers not old enough to
nate position of being forced to sell. If you require an outdated phone system to get remember what they are, the curly-paged
are in the fortunate position of being able through to a recipient. and faded fax machine — if they even re-
to buy, then by definition, this is the best When I come across people in the real es- member that!
market we have seen in decades. tate industry who do not use email, and in-
With that said, there are still many who sist on using faxes exclusively, I think they Carter: Since you travel often, are the
have trepidation about entering our current must miss out on deals because of their features of Electronic Library useful?
real estate market. This has forced me to go aversion to new technology. I do not want Dolf: Absolutely. In fact, more and more
overseas. There are many countries right to fall into that trap. The Property Ledger companies are trending towards cloud
now experiencing the peak we saw a few is cutting edge, extraordinarily useful and computing. Clearly, it is convenient to
years ago so they see the relative merits of easy to use. Why would you not use it? be able to access all the relevant data on
bringing their money to the United States a property from anywhere and not have
and investing here. Carter: What benefits are provided by to be concerned with taking up space on
The Property Ledger, which other prod- your own computer, keeping data in sync,
Carter: Why did you become interested ucts do not provide? having the data concerned fall into strange
in The Property Ledger? Dolf: With the information stored in the hands in the event of a computer loss, in-

stalling upgrades, etc. It is all done for the investments regularly, with real estate, you simply the income divided by the invest-
end user. can buy a property and put the title in a bot- ment. With real estate, since you only need
tom drawer, take a six-month cruise, and to come up with a small portion of the pur-
Carter: Why is it important for investors not worry if you should sell the property chase price in cash, the cash-on-cash return
to monitor the financial performance of again. However, it is comforting to be able becomes very important and, dare I say
their real estate portfolio? to put your finger on the pulse of how your it, interesting. It is an advantage inherent
Dolf: Interestingly, it is important for inves- investments are performing. in real estate investing that is often over-
tors in stocks and commodities to maintain looked by financial advisors.
a vigilant eye on their volatile investments Carter: What is your favorite financial
so that they can jump ship if the ship starts calculation when analyzing your proper- Carter: What type of investment do
to sink. With real estate being a much more ties? And why? Here are the choices: you favor right now and why?
stable investment, much of the interest in •Gross Rent Multiplier Dolf: When it comes to residential property,
monitoring your portfolio is just that: inter- •Cash-on-Cash Return on Investment I prefer the single-family home. However,
est. However, if you want to know when •After Tax Cash-on-Cash Return for the last two decades, I have personally
you can invest in yet another property, •Internal Rate of Return focused on commercial real estate. That
based on cash-reserve build-up, equity po- •Return on Equity doesn’t mean I haven’t invested in other
sition, available collateral, etc.), then you Dolf: I like to analyze based on cash-on- sectors but the benefits of commercial real
want to have the up-to-date information cash return. This calculation shows you estate for the property owner are incred-
available instantly. The Property Ledger how the cash you are putting up is perform- ible. Here are just a few of the benefits:
provides just that when you need it. ing. It is the prime indicator of how you 1. The leases tend to be much longer —
can truly leverage your money. What other anything from three to twenty years. They
Carter: How often should an investor investment allows you to get a $100,000 are generally secured by the business, with
track the financial performance of their asset for only $10,000 or $20,000 in cash? the owners offering a personal guarantee.
real estate portfolio? For most investors, you can’t buy 2. Commercial tenants tend to maintain the
Dolf: As often as they feel comfortable. $100,000 worth of stock or gold or oil property better as the look and condition of
One of the advantages of real estate invest- without coming up with the entire pur- the property is important to their business.
ing that I often tout is that unlike the stock chase price in full. When you put up all the
market, where you have to monitor your money to buy an investment, the return is Continued on next page

Dolf & Carter, pg. 17

Tenants often improve and up- the Gilbert Planning Commis-
grade the space with their own sion. This is indicative of the
money. long term. In the short term,
3. With residential property, the things look pretty grim, again,
landlord tends to pay the outgo- if you are forced to sell. There
ings such as property taxes, in- is word on the street that there
surance and maintenance. With will not be a u-turn for years.
commercial real estate, the ten- Things go in cycles. When
ants who are leasing the prop- you get old enough to have
erty, pay for those expenses. experienced a few cycles, you
learn to embrace them rather
Carter: We’re both located in than fear them. There will be a
Arizona; let’s discuss the local turnaround. If you can buy real
market. Where is it heading? estate that cash flows now and
Dolf: I’m optimistic. There was have a great chance that long
an article in the paper just three term the capital value will go
days ago stating Taylor Morri- up immensely, why would you
son Homes will begin construc- not acquire some real estate?
tion in July of a master-planned Learn more online about
community in Gilbert. There The Property Ledger, visit:
will be 17 phases developed www.thepropertyledger.com
over the next 12 years accord- To reach Dr. Dolf de Roos, visit:
ing to the report submitted to www.dolfderoos.com

FREE e-Book Offer, For a Limited Time!
Download The Real Estate Wake Up Call Today
http://thepropertyledger.com/buy/90-the-real-estate-wake-up-call-e-book-free

Maverick Investor Group
Scours the Globe for the
Best Investment Properties
Interview by Linda Pliagas

W
ith a name like Maverick, one
immediately expects the unex-
pected. Real estate with a hip
and a bit of a rebellious twist.
Maverick Investor Group delivers all that
and more. It is a real estate brokerage that
caters to a community of sophisticated real
estate investors and agents, all of whom are
committed to using real estate as a vehicle
for designing their lifestyles. The broker-
age is licensed with its primary office in
Las Vegas, but the Maverick principals all
live in different states, work from laptops
on rooftop pool decks, and travel the globe
in search of premium buying opportunities
for their exclusive clientele.
Maverick negotiates directly with devel-
opers and owners for prices and terms that
are not available to the public. The buying
power of the Maverick community enables
developers to move more properties in less
time and save money on advertising, mar-
keting and other normal overhead. This al-
lows them to offer special prices and terms
to buyers in the Maverick community that
they could not offer to the general public.
Indeed, the traditional brick-and-mor-
tar neighborhood brokerage dedicated to
farming a five-mile radius, driving buyers
around and sitting at open houses seems
like an archaic business model next to
Maverick.
Even more avant-garde than their busi-
ness model is their corporate vision: “To Mark Solak Valerie Schrock Matt Bowles

Next Destination: The Hidden Tropical Paradise of...Nicaragua

radically improve people’s lives through close as many as 34 transactions and pay the international component, is just a con-
real estate.” out nearly a quarter of a million dollars in tinuation of the global lifestyle enjoyed by
And their radical approach to real estate buyer referral fees to real estate brokers in its principals. The company was founded
is working. Even during 2009, in a single the Maverick Referral Network. by Mark Solak, Valerie Schrock and Mat-
90-day period, the company was able to Maverick’s business model, including thew Bowles — real estate investors >


and licensed real estate professionals with worthy people I had ever met, all essential we use. It was crucial for everyone to start
formal, advanced degrees. Prior to joining qualities for business partners. The three of with the vision of their own ideal lifestyle.
forces, they led cosmopolitan lives, trav- us began pooling our skills, resources and Matt likes to work from his rooftop pool
eled the world and lived in foreign coun- creative energies to develop a cutting edge deck in LA, Mark likes to spend extended
tries for extended periods of time. business model that could provide unparal- time in Europe each year, and I like to go
Recently, I caught up with the Maverick leled advantages to real estate investors and skiing in Canada and spend part of the year
power trio to discuss their latest turn-key real estate agents. In 2007, it was ready to in Phoenix with my parents. So we struc-
buying opportunity—the Seaside Mariana be launched so we all quit our jobs, flew to tured our real estate business to facilitate
Spa & Golf Resort on the Pacific coast of Las Vegas and, while overlooking the Strip our dream lifestyles. But, more than that,
Nicaragua. from a rooftop lounge, raised our glasses Maverick has built an entire community

Seaside Mariana Spa & Golf Resort features the first Jack Nicklaus Signature Golf Course in Nicaragua.

Q: How did the three of you become busi- and announced to the world that Maverick of real estate investors and agents who are
ness partners? Tell us a bit about how Investor Group was born! focused on using real estate as a vehicle
Maverick Investor Group formed? for designing their dream lifestyles. We
MB: Well, Valerie and I met in graduate Q: The Maverick partners live in differ- show our clients how to do what we do.
school in 1999. We both got master’s de- ent states — Matt is in Los Angeles, Valer- You will notice that we have a section on
grees in International Peace and Conflict ie is in Washington D.C., and Mark lives our website that discusses “real estate life-
Resolution and then worked in human between Chicago and Las Vegas. That is style design” in great detail, down to the
rights advocacy in Washington, D.C., for pretty incredible! How did you decide to specific technology products we use. Real
several years. We started investing in real structure your company like that and how estate investing is only a means to an end…
estate on the side, reading books about it does it affect your business? it’s always important to keep your eyes on
and learning by experience. Soon we had VS: We were intentional about structuring the larger prize. Money isn’t very useful
millions of dollars in real estate holdings in the company that way from day one, and if you have lost touch with your dreams.
states all over the country. the primary reason is “freedom of mobili- How can real estate enable you to recapture
I met Mark in 2005 when he sold me over ty” for the Maverick partners. It’s all about your time, design your dream lifestyle and
$2 million worth of investment properties lifestyle. We can live wherever we want make enough money to finance it? That’s
in Las Vegas. I was blown away by his and travel whenever we want for as long the big picture.
customer service; it was the best I had ever as we want, and no business falls through
seen in any industry. These were two of the the cracks because of the systems and pro- Q: Maverick has always encouraged
most talented, ambitious, honest and trust- cesses we have set up and the technology out-of-state investing, why are you now


moving to international real ment in Nicaragua, making
estate? it particularly friendly to for-
MS: For the same reasons, eign real estate investors.
we’re just expanding the play- For example, as an inter-
ground. The reason why I national investor who lives
would never limit myself to in the US, I can own freehold
buying in my own city or state property in Nicaragua with
is because there might be a bet- title insurance from a North-
ter market than the one I live American-based title com-
in. The failure to consider in- pany, and when I sell it for
ternational real estate markets a profit I will owe no capital
produces the same restriction. gains tax in Nicaragua. Pres-
I want my money in the best ident Ortega has personally
market in the world no matter endorsed the Seaside Mari-
where I live, period. Maverick ana resort because it is an-
is opening up a private chan- ticipated that it will result in
nel for real estate investors to an explosion of tourism and
access unlisted properties in be a huge economic boon for
premium global markets, with the country. So the govern-
property management options ment is very supportive of
in place and a variety of exit foreign investors coming in
strategies. Buying through to buy real estate.
Maverick has always meant Seaside Mariana Spa & Golf Resort sits on 2 kilometers of pristine beach front.
getting exclusive prices and Q: What kind of deal terms
terms that are not available to up the coast is Nicaragua. It borders Costa was Maverick able to nego-
the public. That has simply expanded to Rica and has the same weather, the same tiate at Seaside Mariana and how can our
the international arena. beaches, the same sunsets, but a much readers get in on the action?
lower cost of living and, at the moment, VS: As you know, our prices and terms
Q: Why did Maverick choose Nicaragua? much lower property prices. Seaside Mari- are not available to the public, so I cannot
And why the Seaside Mariana Spa & Golf ana will be Nicaragua’s first luxury resort unveil any details here. I will tell you that
Resort project in particular? with a five-star international brand hotel this is one of the most extraordinary deals
MB: Over the last two years, the Maverick and a Jack Nicklaus signature golf course. I have ever seen and that we have a global
partners have traveled throughout Europe, We are talking about a 923-acre resort on exclusive on the entire resort—the only
the Middle East, the Caribbean and Central 2 kilometers of pristine beach front. Noth- way to buy a property at Seaside Mariana
America to review real estate projects. In ing like it currently exists in Nicaragua. is through Maverick.
our opinion, Nicaragua is one of the pre- This project will single-handedly take the For detailed information and private ac-
miere emerging markets on the world stage country to the next level as a tourist desti- cess to our special prices and terms, your
today. When you look at a map of Central nation. When the number one golf course readers will need to become part of the
America starting from the south, you be- designer in the world chooses to go into a Maverick community. Real Estate Inves-
gin with Panama, then Costa Rica — both market for the first time, real estate investors can apply to join our community of
of which have already exploded as tour- tors should perk up their ears. It is exactly VIP Buyers and get access to unlisted deals
ist destinations over the last 15 years and these types of seismic events that I look for like Seaside Mariana. Real Estate Agents
have seen corresponding appreciation in when I choose where and when to invest can apply to join the Maverick Referral
property values — and the next country my own money. Network and make 3% every time their cli-
ents close on a Maverick Deal.
Q: What is the political We invite smart real estate investors and
and economic climate in savvy real estate agents to contact us today.
Nicaragua right now? We don’t care if someone has a lot of ex-
MS: Nicaragua has had perience, we care if they are serious about
a democratic government using real estate to build their wealth and
for the past 20 years and design their lifestyle.
has had five transfers of
power during that time. For information, contact Maverick Investor
Recently, the government Group: www.maverickinvestorgroup.com or
has been passing laws to email: info@maverickinvestorgroup.com.
encourage foreign invest-


Blue-Chip Real Estate Strategy
Fits Economic Climate
by Ryan Hinricher, co-founder of InvestorNation.com
This article originally appeared on BiggerPockets.com

T
a lot of investors get well-versed in Section 8 you can profit
he housing recovery is in trouble. The lower greatly in the lower-end homes.
limping along slowly priced homes usually The median-priced home becomes the
leaving many real es- have households with blue-chip property. The blue-chip home
tate investors wonder- limited to no savings has lower levels of vacancy and rents that
ing where to invest their dollars. or emergency fund. So have been buoyed by average people be-
Some speculation is even re- when a tenant loses a ing displaced from their primary residence
turning to the market with new job, the property owner via foreclosure. In the market where my
investors looking to purchase, feels that impact pretty company is located, average-priced homes
renovate, and resale distressed quickly. Also lower- are selling for around $115,000. Obviously
properties for short term profits. priced homes tend to with distressed inventory out there, one can
Owning a real estate investment be in older areas giv- purchase properties at lower prices than
Ryan Hinricher
brokerage allows me to see a va- ing the owner a much this, improve them and probably have eq-
riety of transactions, including retail flips higher rate of maintenance. uity that is more tangible than lower-priced
from speculators, investors buying $8,000 homes. How can one possibly model a
homes, renovating and placing tenants in The Numbers $115,000 home the same way as a $30,000
them, and a higher quality purchase and This is where investors usually make mis- home? The $30,000 home (in most cases)
hold homes closer to median home prices. takes. The surface numbers can be very will have significantly higher rates of va-
The latter is a strategy that I believe right deceiving in real estate. When analyzing cancy and maintenance.
now is being overlooked by many inves- a real estate transaction If you go up a step to
tors. many investors aren’t the higher-than-average
using vacancy and main- priced homes, you’ll no-
The Product tenance, or applying the tice those homes might
There are many markets where you can same vacancy and mainte- offer stable tenants, usu-
purchase and hold homes at the median nance numbers to homes ally high-end profession-
or even average home price and receive a that vary widely in price, als who will reliably pay
positive cash flow with a traditional 20% age, neighborhood, size the rents. The cash flows
down strategy. These homes, are out-per- and city. This can cause a may look lower on the
forming many lower-priced homes from pretty big disappointment surface than other types of
rental prices and home values perspective. when the cheap property you purchase is homes but these blue-chip homes perform
Median-priced homes in most markets are affected by socio-economic issues leading more reliably on maintenance, vacancy,
three bedrooms, two bathroom homes, to high tenant turnover, criminal element, and valuations.
which offer good car storage. Usually this slow-paying tenants and maintenance is-
is the type of home most Americans desire sues. Financing
to live in ensuring you always have both an I’ve seen many people advertise profor- Financing on blue-chip homes tends to be
available rental pool and an available buyer mas with high cash flow on smaller, older much easier than most any other price point
pool. This product offers real estate inves- homes in areas with high crime, poverty, for a number of reasons. First because the
tors multiple exit strategies with the ability poor schools, and with low rates of home prices are low enough you don’t worry
to sell it retail versus lower-end properties, ownership. One can argue that these can be about jumbo loan pricing, rates, and re-
which usually need to be sold to other in- good investments structured correctly and strictions. On the lower end not all lenders
vestors. by applying the right metrics to ensure a are lending on homes priced under $50,000
In addition, median-priced homes are more accurate projection of cash flows is and at times have a different rate table. In
usually in areas low in crime, close to achieved. These lower-end properties have and around the median price nearly every
schools, shopping, houses of worship, and become the penny stocks of the real estate lender offers investor loan products. I’ve
with easy access to employment. The in- investment business. If you get the perfect also found the appraisal issues are fewer
verse of this is, of course, also true. I per- tenant who doesn’t feel the pains of the because normal sales activity exists at this
sonally own properties at much lower price recession, maintains the home themselves Continued on page 24
points as well. They took the hardest hit and stays in the property for a long time,
on rents and value. This is where I’ve seen you could hit pay dirt. Similarly if you’re

Blue Chip Real Estate Strategy, pg. 22

price point. When you have a ida, which were impacted very
lot of normal sales, valuation little by the housing boom and
tends to be (somewhat) stabi- bust. Many of these cities have
lized. a good economic future, afford-
able tax rates, net population
Exit Strategy growth, and high enough rents
Having an exit strategy is an es- to achieve positive cash flow at
sential part of your real estate the median home price.
plan. Some investors plan on
never selling and while that In Summary
can make sense to receive all With distressed properties mak-
the benefits of real estate, lives ing up a large percentage of
change. If you think back five total sales, then it only makes
years ago and how different sense to focus on buying blue-
things in your life were at the chip homes at a discount today.
time, you might agree that hav- In doing so, one can realize
ing an exit strategy is impor- equity through quality reno-
tant. vation, placing a tenant and
With these blue-chip invest- holding. These homes should
ment homes, you’ll find mul- provide you relative peace of

Having an exit strategy
is an essential part of
your real estate plan.
tiple exit strategies. Median- mind when compared to lower
priced homes have the widest price points due to the lower
available buyer pool. Think socio-economic risk discussed
about that for a minute: Lower- earlier.
end homes typically are resold These types of rentals are a
to investors. So imagine buying good fit for people looking to
a home on the lower-end at 60 diversify out of equities and
cents on the dollar and thinking accumulate a few properties.
you have a lot of equity. In fact While they may offer stronger
if your future end buyer is an fundamentals than most prop-
investor, do you think they’ll erties they obviously aren’t
pay 100 cents on the dollar? bullet-proof. These are compa-
Time on the market is also rable to owning GE stock (GE
another factor. At the median- registered no U.S. profit last
home price, time on the market year). While you can depend
is usually shorter than any other upon these homes most of the
price point. So in planning your time, the downside risk is usu-
long-term strategy it seems to ally minor price depression
make sense to invest in homes during an economic recession.
that could be sold quickly, fi- Lastly, in many markets this
nanced easily, and sold at or type of product and strategy
near market value? simply wasn’t an option when
prices were higher. I doubt that
Where to Find very far into the future this
There are many markets you opportunity will be as widely
can find these types of proper- available again in as many mar-
ties in today. Without going kets as it is today.
into much detail in this article, -
there are plenty of cities which Ryan Hinricher is co-founder
lie in states outside of Califor- of Investor Nation, visit online:
nia, Nevada, Arizona and Flor- www.InvestorNation.com

3 FREE Ways to Find a
Great Wholesale Deal Today!
by Ginger Macias

I
just had a great call with one narrow down your search
of my coaching students on to REOs, probates, fixers
how to get a deal signed up by or other criteria. You don’t
the end of today. Times are tough, even need access to the favorite ways to find deals is to ask other
and although sending direct mail MLS, just find an investor- wholesalers what they currently have un-
pieces is a great way to get leads, friendly agent and let them der contract and to market that property
sometimes it’s just not possible know your criteria. They to my buyers’ list. Or, if you’re a rehab-
to send them out — especially if will set you up to receive ber or landlord, you can pick up amazing
you’re just starting out. So over the years, free emails. deals without having to do all the leg work.
I’ve learned some “cheapskate” ways of It’s important to work with an agent who Where do you find these wholesalers? If
finding leads. knows you want a smokin’ deal, and who you see a “We Buy Houses” sign, call them.
will make lots of lowball offers on your be- You’ll likely be dealing with a wholesaler.
1. Online RSS: If you’ve been in real es- half without flinching. Also visit your local REI meetings, Google
tate any amount of time, you probably al- For most listings, other than REOs, you “wholesalers” in your area, ask rehabbers
ready know that online sites such as Craig- can also try and make seller-financing who they recommend, and ... don’t forget,
slist, Redfin, Backpage, Oodle, etc., can deals. The point is to get your foot in the ME! I’m an active wholesaler in Southern
have some pretty amazing leads on For door and start negotiating with the seller. California who loves working with other
Sale By Owner (FSBO) properties. The Another lead system you can set up on investors. (Shameless plug? Of course.) If
only problem is that it takes tons of time to the MLS is expired listings. These list- you get a deal done and need to sell your
sort through all those sites to find a decent ings have expired without anyone buying property really quickly, let me know.
deal. the property. This can mean you’d be deal- Well, now there is no excuse for you not
Rhett Halsey, one of my good friends and ing with very motivated people! to find a deal today! Good luck and send
an internet marketing guru for real estate Set up a win-win situation with your me a brief email letting me know if you
investors, told me of a free feature offered agent where they can present your offer, found this helpful.
by most websites: RSS or Real Simple and if the sellers don’t like it, the agent may
Syndication. Instead of multiple searches be able to pick up a new listing. To contact Ginger Macias or learn about
for leads, the leads come to you in one her speaking engagements and wholesale
spot. You can set up a Google Reader ac- 3. Other Wholesalers: One of my absolute deals, visit: www.OCWholesalers.com
count and have all these leads sent directly
to you, the minute they are posted on one of
these sites. It’s simply amazing how much
time this saves.
We have just implemented this in my of-
fice and within a few days got three proper-
ties under contract and sold them within a
few hours. My new assistant was floored
at how quickly an investor can get a deal
under contract and sold!
To set up your own RSS feed, go to your
favorite FSBO site, Craigslist (www.Craig-
slist.com) for example. Do a search using
motivated seller keywords like “fixer,”
“investor,” etc., one word at a time. Once
the search is complete, you can scroll to the
bottom of the page and click on RSS or the
little orange RSS icon. Set it up to point to
your Google Reader, and you’re done!

2. Multiple Listing Service: Your local
MLS (Multiple Listing Service) offers a
great way to find leads for free. You can

A Brave New
by Bill Gatten

L
et’s face it … money for a day

World in
the country, or two at a high
the econ- interest rate (but at
omy and the real a reasonable cost),

Compromise
estate market is with which to pur-
just terrible. There chase a foreclosed-
are no more good upon property by
deals. Let’s all get means of an all-
out of the business. cash offer prior to
People are not building, buying or selling its scheduled pub-
homes any more. There are so many over- lic sale date. And then selling it on the day for, or in advance of, services to be ren-
encumbered and foreclosed-upon cheap of closing, or soon thereafter, in a separate dered, whether such services are actually
properties available for pennies on the escrow settlement to an end-buyer who ob- performed or not. Another common viola-
dollar that nobody wants them anymore. tains his own loan and lives in and loves tion has to do with “sand bagging” by attor-
After all, who can make a living in this ri- the property forever. neys, and many non-attorneys, who bill on
diculous business these days? This process is known as the “A to B/B a monthly basis for services (mostly loan
Oh yeah? to C transaction.” In other words, you, the modification schemes) while a short sale
And Michael Jackson faked his death, investor are the “B” component; the cur- or loan modification process is presumably
Elvis eats at Burger King, and the world rent owner is “A,” and the end-buyer is taking place. Instead, either there never was
ends in three years! “C”. In other words, “B” buys from “A” any such attempt or the attempt failed, and
Not that they’re needed anymore, but
here are a couple solutions to these hor-
rible problems facing real estate investors “...two REALTORS® in Massachusetts were recently
in this disastrous economy: sentenced to ﬁve years in prison each for
1. Stay in bed with a tinfoil hat on your
head. having used this scheme several times.”
2. Go live with your parents and let them
feed you until you win the lottery. in one escrow closing process (taking full the client wasn’t informed and was told,
3. Go back to school on the government, ownership of the property), and then sells “We’re working on it…be patient,” while
and get a law degree so you can force peo- the property to “C” at a reasonable profit in the monthly payments continue.
ple to pay you to stop suing them. a wholly separate escrow process. Another big one, and one that is proba-
OR... It all sounds simple and it is! However, bly most tempting but also most deadly for
4. You can capitalize on singularly the a thorough knowledge of all the rules and REALTORS®, is the situation wherein the
greatest money-making opportunity ever! regulations concerning short sales, equity- investor/REALTOR® has already lined-
And you don’t even need a dollar or a dime purchasing, equity-stripping, foreclosure up a retail buyer who is ready to take the
to do it. consulting, credit repair and mortgage property at its true market value following
lending is absolutely mandatory before the short sale acquisition by the investor.
SHORT SALES becoming too far vested in the business When the scheme comes to light, the con-
The short sale industry is burgeoning of short sales. To date, hundreds of other- tention by the lender in these cases is that
now and will probably continue to do so wise nice-guy and gal would-be investors if the property were worth more than they
for three more years. New short sale mil- have been severally sanctioned, shut down, were told in the transaction, there would
lionaires are being made every day. There heavily fined and/or sent to prison for vio- have been no need for a short sale and their
are billions upon billions of dollars (Re- lating the very stringent laws regulating resultant loss. They see such schemes as
member when a billion dollars was a lot short sales and foreclosure consulting in blatant bank fraud and have no sense of
of money?) to be made in the “transac- various states. humor in such cases. As a matter of fact,
tional funding” of compromised mortgage In my own case, I’ve spent my busi- two REALTORS® in Massachusetts were
defaults — loans that would otherwise be ness as a fearless bull rider: but in this last recently sentenced to five years in prison
forced into expensive and time-consuming Rodeo, I’m sticking to riding milk cows. each for having used this scheme several
foreclosures, and sold by lenders at public I won’t set any records or win any prizes; times.
auction. but I’m a lot less likely to get thrown of and So the long and short of it is…kind’a
Def: Short Sale: The acquisition of real have a horn poked up my rear end (… this, like Henny Youngman was one to say: “If
estate at a compromised (wholesale) pay- is, by the way, an analogy … not a good one, it’s gonna hurt when you go like that … for
off amount that is less than the balance of I agree, but an analogy none-the-less). cryin’ out loud, don’t go like that!”
the mortgage obligation. One of the most often violated of the Today’s short sale market is burgeoning.
Def: Transactional Funding: The two- many regulations being put on the books
stage practice of using another person’s as of late has been that of taking money Continued on pg. 29

10 CA$H Weeks to
��

OW
��
��
��
��
��
�� with Matt Malouf
��
��
��

T
�� Macias
by Ginger ��
�� tors, courses and systems to help them
�� since 2001. Over the years, he has special-
��
�� real ��
oday’s �� estate environ- achieve their success? Those of you who
�� ized in wholesaling, owner financing and
��
ment can seem a little
�� estate ��
are living the real �� dream, you know foreclosures. Malouf has developed a busi-
��
tricky to navigate. So many
�� that luck had little to do with where you are
�� ness model that he describes as T.E.R.M.
��
possible ways to make
�� today. It takes concrete actions, goals and
�� “It is a model designed to efficiently
��
money exist in this indus-
�� guidance to get to your dreams.
�� minimize the investor’s time, energy, re-
��
�� overwhelm-
try, it can be Well, for those of you starting out in real
�� sources��
�� and money – in that order,” he ex-
ing, especially for those who are just get-
�� estate who are anxious to get going, there
�� plains.
��
ting started in real estate investing. There
�� are wonderful ways to get into all this ac-
�� To that end, his program is a 10-week
��
are many late-night television shows that
�� tion.
�� course that walks��
�� investors through the ex-
claim to teach you how to be a multi-gazil-
�� Recently, I spoke with Matt Malouf
�� act steps needed to find, analyze and buy an
��
�� there any truth
lionaire by next week, but is about his new program, which helps inves-
�� investment property that cash flows from
��
to what they’re saying?
�� tors bridge the gap from real estate dream
�� day one. Some topics include learning how
��
Take a look around. You’ll notice that
�� to reality. And by reality, I’m talking about
�� to set up your property management team,
��
there are a lot of successful real estate en-
�� actually owning your very own investment
�� screen tenants, how to hold title and financ-
��
�� are making a kill-
trepreneurs, people who �� end of the course! (More on
property at the ing options.��
��
ing today, in this down market. The ques-
�� that later.)
�� create this��
The motivation to �� course
tion is did they just start making lots of
�� real estate
Malouf is an investor-friendly �� came from Malouf’s desire to meet the
��
�� or did they have men-
money by pure luck, �� has ��
agent in California and �� been investing needs of investors who want to get educat-

��

ed and match them with the people on the team. Malouf and
best available product in the his team then go out and find a
real estate marketplace. property that meets the stu-
This “hybridization” will en- dent’s needs. They send per-
able beginning investors to buy sonalized updates, letting them
a property that meets their cri- know what’s being done to find
teria, after learning all the basic them a property.
steps needed to acquire and This program lays the foun-
manage that property. dation to successful real estate
“This is not just a course,” investing. Malouf gives this
Malouf explains. “At the end of analogy: “It’s like building a
10 weeks, they’re going to have skyscraper. You have to spend
a cash-flowing house, an asset the time to set up a foundation
to put in their portfolio. It is and set it nice and deep, nice
all- inclusive in the program.” and strong. That way, it will

It takes concrete actions, goals and
guidance to get to your dreams.
Malouf’s T.E.R.M model is stand through the good and the
ideal for someone who has a bad.”
full-time job and wants to start Malouf’s T.E.R.M program
building a real estate portfolio launched this summer and is
as part of their retirement plan. available year-round to a limit-
Over the course of 10 weeks, ed number of people. Be sure to
students receive the entire reserve your place today.
course through the internet, Readers can contact Matt
which includes 30 to 60 minute Malouf directly at (562) 443-
lessons by audio, video and text 7042; mention the “out-of-
articles. Each student also re- state magazine special.” Or
ceives the “Million Dollar visit: www.buysellwithmatt.com
Rolodex,” which gives the con- Enter the promo code “Real-
tact information of all the key ty411” in the note section.

A Brave New World, pg. 27

There really is no limit to the worm,” and “If everybody is
number of homes in foreclo- doing it, it’s time to do some-
sure that lenders would like to thing else.”
get off their books in order to Or
reduce their matching fund re- Set B - “Haste makes waste”;
quirements and free up more “Look before you leap”; and
cash to lend out. “Wait until all the bugs are
Millions of dollars are ready worked out before you jump
to be made by integrally in- in,” or “Wait until you see ev-
volved entrepreneurs over the eryone else doing it, then jump
next few years. in … why take chances?”
To miss out on any of it My own: “Successful people
would be an out-and-out shame make quick decisions and are
… if not a crime. slow to change their minds, the
There are two sets of adages unsuccessful are slow to com-
to live by that one must ponder mit and quick to change their
and decide upon before jump- minds.”
ing into the business: So, what’s my advice regard-
Set A - “Strike while the iron ing the current short sale mar-
is hot”; “He who hesitates is ket? OK, guess!
lost”; “The early bird gets the

[ Hitting the Club with
Sensei at 12 Rounds by Linda Pliagas

S
elf-reliance, balance, integrity: ness cards in hand. Dressed in casual cloth- and building wealth through cash-flowing
these are just some important ing, they chatted while munching on choc- rentals, all using Sensei’s Remote Rehab-
mantras in the martial arts world. olate chip cookies. They discussed their bing program. “The Phoenix market is pro-
Step into a monthly meeting at latest deals, needs and goals. viding incredible wholesale deals on newer
Black Belt Investors and you’ll soon dis- When the master approached the front, homes starting at $48,000,” he says. “Flip-
cover these disciplines are in full force. the students took their seats and settled pers are turning their properties and cashing
With two locations in Southern California down quickly, ready to start their lesson. out about every 90 days. The buy and hold
(Downey and Norco), Black Belt Inves- Sensei’s cash and wealth system is pure strategists are capitalizing on great cash
tors provide a social network for both flow averaging $900 per month.”
the novice and seasoned. It is a club Although he started his career as a
where education is emphasized, deals
are analyzed, and action is taken to
Sensei Spills His Top 5 remote rehabber (his first deal was in
Florida), he now prefers to wholesale
reach goals. Secrets to Land a Deal and calls it: “The Ultimate Real Es-
Ricardo Valencia, a national investor tate Cash Machine.” His investing
with holdings in four states (CA, TX, formula, “Find it, Bind it and As-
IN and MO), stressed the importance Can’t seem to locate sign It™,” is used in California, but
of attending monthly club meetings, a distressed home- the strategy can be duplicated in any
as we were walking into a community owner or unwanted area, in any market.
property? Believe it
center in Downey. Wholesaling “does not require cash,
or not, many people
“We have a responsibility to teach credit or a license, which equals NO
have real estate that
those who are newcomers,” he says they no longer need
RISK.” He further explains, “The
with a smile, “And, at the same time, or want. (Yes, we intention is to sell the contract to in-
you learn from those who are more first found this con- vestors who can’t find a deeply dis-
advanced.” cept hard to believe counted deal on their own.”
Valencia, who travels throughout Sensei Gilliland While many people, including Bro-
too!) Follow these
Los Angeles County to attend numer- five secrets from a master wholesaler, kers and REALTORS® who do not
ous real estate events, admits that and you’ll soon have more deals than understand creative real estate, frown
the members of Black Belt Investors time to work them. upon any deal that is not a traditional
“keep bringing me back ... it’s always transaction, wholesaling retains an
nice to mix and mingle with them.” #5: Code Enforcement: Many local gov-
important role in the community.
ernment websites, such as Los Angeles
What began as a casual meeting at As a matter of fact, wholesalers are
County, offer online lists of distressed
a coffee house in 2000, by investor, often the first to spot and service a
properties. This is an often overlooked
martial arts expert and entrepreneur, treasure filled with potential gems. homeowner or property in distress.
“Sensei” Sean Gilliland has become In wholesaling, success depends on
an organized official club boasting Continued on pg. 59 recognizing circumstances and offer-
two locations and filling the room ing solutions.
with a strong following each month. Sensei recalls one recent transac-
Sensei chose to stake his claim in Downey, and simple. He trains his students on how tion in which he assisted a family made
the city where he was raised. Next, he chose to create cash quickly through flipping real up of siblings scattered around the country
Norco, the city where he now lives with his estate so that resources can be funneled to who were feuding over an inherited home
wife, Annamaria, a licensed REALTOR®, purchase income-producing property. in need of many repairs. Because of the
and their three children. And what areas are being focused on? stress it was bringing upon the family, they
The club meeting room, located inside a Right now, he has two major target zones. wanted to dispose of the property quickly.
community center, was full and bustling in Phoenix, Ariz., is his target zone for rehab- Sensei packaged the deal and sold it to a lo-
May. The sweet aroma of freshly brewed bing flips and rentals; Southern California cal rehabber willing to put in a lot of sweat
coffee and abundant smiles were inviting. is his bulls-eye for wholesaling properties. equity and cash. The investor was willing
The group, mostly in their 40s and 50s, He and his members target Phoenix as to take a risk for a chance to profit.
was diverse in experience and background. their area of operation for fixing and flip-
They were master networkers, with busi- ping properties for immediate paydays Continued on pg. 59


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