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OFL
IP
HOUSESWI
TH
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ITTL
EORNOMONEY
BYCODYSPE
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www.
cle
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inv
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com

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P
AGE 0
1
Pr
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way swantedtobeat ea
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vestingisnoteasy…it
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ovenstrate
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nf act,myme nto
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dt oalwaystellme“youa r
emo rethanjust
amo men t
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e rwasalon g-
ter
m
st
rate
gy(n otag et
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ich
-fa
stscheme ),a
ndI shou l
dstopgett
inge moti
onal
wit
htheu psan ddownsoftheda i
lygri
nd.Do n’
tfal
linlov
ewitht hehouses
youfl
i
p,inst
ea dfal
linl
ovewiththelif
esty
ley ourpr
ofi t
sproduce!

Soenjoythebookandrememb erth
atwh o
les
ali
ngrealest
atei
sthe
fa
stestwaytoproducequi
ckcashwithoutne
edingatonofmo ney
orcr
editt
og etst
art
ed.Butkeepinmindthat
youwa nttore
inves
t
your
wh ol
es a
leprofi
tsint
op o
sit
ivecas
h -
fl
owin
ga sset
s(ren
tal
pr
operti
es)thatp
roducelo
ng-t
ermwe al
th.Act
ua l
l
yown i
ngreal
est
ateasana sse
tisthepat
htofi nanc
ialf
ree
do m..
.andwholesa
li
ng
i
sag re
a t
wa ytoear
nf a
stchunksofcashtopayfory
ou rr
enta
lsand
your
lif
esty
le!

P
AGE 0
2
This image tells you a lot about what we're going to talk about in this first chapter. The word 'wholesale'
brings to mind the traditional meaning of the term, such as retail operations (like Costco or Sam's Club).
The wholesaler who brings products to the market has to buy their inventory at a significant discount
from market value and sell the inventory at a discount so the end buyer feels they got a good deal. The
'spread' between the two prices is where the wholesaler makes their profit. But with retail wholesaling,
there is a very elaborate set of overhead structures and costs.

RErAIL WHOLESALING REAL ESTATE WHOLESALING

Buy in qty. from manufacturer Don't have to buy anything

Warehouse(s) for inventory None necessary

Trucks for transporting product None necessary

Employees to manage/stock, etc. None necessary

Insurance & payroll taxes None necessary

Bill & wait for payment Get paid at closing

Lots of cash to get started Little or none necessary

PAGE.
 0
1 WhatisRealEstateWholesaling?
CHAPTE
R

SoHo
wDo
esRe
alE
sta
teWh
ole
sal
i
ngWo
rk?

Aswithretai
lwholes
ali
ng,wh e
ny o
uwh olesal
erealestate
,you’
reessent
ial
lythemiddl
ep i
e cebe t
weenamo tiv
ated
sel
le
ra ndac as
hb uyer
,ma ki
ngyourprofitf
romb u y
inglowa ndsel
li
ngs l
i
g ht
lyhi
gher.
Th ema jordif
fer
enceistha
t
you’
ren o
th av
ingtotr
an s
portorst
oreinvent
ory,oreverspendmo neytoevena c
qui
rey ourinventor
y!Thekeyto
wholesal
ingreal
estat
eisthewo r
d“contr
o l
”
.Wh eny oup l
aceapropert
y“undercont
ract”forpurchase,ev
en
tho
ug hyouh av
en’tcomplet
edthetr
a n
sac t
i
ony et,d
uringtheclos
ingperi
ody ouessenti
al
ly“con t
rol
”there
al
est
atea c
co r
di
ngtothe“ t
erms”oft
hea gree
me ntyouma dewit
hthemo ti
vatedsel
le
r.Ands i
n ceyou“contr
ol
”the
pro
pe r
ty,y
o umayn owlegal
lymarketi
tinordertofindac as
hb uy
erwill
ingtopaymo rethanth epri
ceyoua gr
eed
topaytothemo ti
vat
eds el
ler
.Thesprea
db etweenthet wop r
i
cesisyourprofitasthewh ol
es a
ler,
andy ouwil
lget
pai
dth edi
ffer
encewh entheendcashbu ye
ra ct
uall
yc l
osesonthetransact
ion.

We’
regoin
gtog etin
todeta
ill
ate
raboutbui
l
dingyou
rli
sto
fcashbu
yerswhowi
llp
urch
aseyourav
ail
abl
e
whol
esal
ep r
op e
rti
es.
Thesearenor
mall
yeit
herfix&fl
ipi
nves
tor
s(a
lsocal
l
edre
habber
s)orl
ong-
te
rmrenta
l
i
nvest
ors(
alsocall
edlan
dlor
ds),
whowill
behap p
ytobuyf
romyou.
Th i
sal
l
owsyoutoear
nan i
cepr
ofitaslo
nga
s
yo
uc andel
iv
e rpr
opert
ie
sb e
lowma r
ketva
lue.

I
nanot
herch
apterwe’
l
ltal
kabou
thowyoulo
c a
tedi
st
re
ssedpr
oper
ti
es,mot
iv
ate
dsel
l
ers,
andho
use
sav
ail
abl
eat
d
eepdis
count
stocur
rentv
alu
e.Onc
eyouhaveacashbuy
erandadis
coun
tedpr
ope
rty
,andi
ft
henu
mber
swork
t
opro
videapr
ofitint
hemiddl
e,y
ou’
rer
eadytodoawhol
esal
edeal
.

Whyisther
eap l
aceforyouinthemidd
le?Howc anther
eb eap r
ofita va
il
abl
ewh e
nthesel
ler
scouldsi
mp l
y
conne
ctdir
ectl
ywiththebuyer
s?Actu
all
ythi
sisdon eal
loftheti
me .Themainrea
sonsar
eb ec
ausemo stcas
h
buye
rsarelaz
yan dei
therdon’
twantt
otaketheti
met ofindas el
lerwil
li
ngtosel
latabi
genoughd i
scou
n t
..
.or
th
eylackth
eu nders
tandi
ng(educa
ti
on)tobeabletofindan dnegoti
a t
egooddeal
s.Asth
erealest
atema r
ket
chan
ges(mo v
esfromab uyer’
smarke
ttoasell
er’
sma rk
etorviceversa)
,findi
ngdeal
sontheML S(Mul
ti
p l
eLi
sti
ng
Ser
vi
ce)ma ybecomemo redi
fficul
t
.Wh ent
hishappens,cashbuyerscan’
tre
lyonreal
est
ateagent
sforfindin
g
th
emd eal
s.That
’swh e
nt h
eyturnt
owh ol
esal
ersforfr
eshinves
tme ntoppo
rtun
it
ies
.

Y
ourgr
eat
estval
uei
sinyoura
bil
i
tyt
olo
catedi
st
ress
edp ro
per
ti
esordi
st
res
sedpeo p
leandne
g ot
ia
tetob
uyat
p
ri
ceswel
lbel
owma r
ketv
alue
.Youl
oca
tepro
pert
i
esy o
u ri
nve
sto
rcust
omersare
n’tawar
eof,
n e
goti
at
eapri
cet
o
b
uy/c
ont
rolt
heprop
ert
y,t
hensel
li
tt
oyourca
shbuyeratapri
cet
hat’
spr
ofit
a b
lefort
h eb
othofyou.

P
AGE 0
4
0
1 WhatisRealEstateWholesaling?
CHAPTE
R

Ho
wDoY
ouKn
owa
tWh
atPr
ic
etoBu
y?

T
oknowwh aty o
uc anpay,
firstyouneedt
oknowwh atyou
rcashbuy
erswil
lpa
y.Y o
uwo r
kbackwar
dfr
o mthe
p
ri
ceyouc a
ns el
l,t
hrou
ghy ou
rc ost
sanddesi
r
edp r
ofit,
andtheny
ouknowwh atyoucanpay
.Yourbuy
e r
sare
t
ypi
cal
lysavvyrea
l e
sta
teinv
es t
orswhoknowthei
rmarke
ts,a
ndunder
sta
n dwhatdesi
r
edret
urnst
heyare
l
ook
ingfo
r.Inotherword
stheyk nowwhatagooddeall
ooksl
ik
e,a
ndma keaquickbuy
ingde
cis
iononcethe
y
fi
ndag oodde a
l.

Whe t
herthey
’r
efi x&fli
porlongter
mrentali
nve
s t
ors,
youcanbesurethatthe
yh av
eag oodhandleonthei
rcost
s
andthep r
ofitt
h e
ywa ntfr
omth ei
ri
nvest
me n
ts.Onemo r
eth
ingyoucanb etonisth
attheywil
lnotwanttopayful
l
val
ueforap r
operty
.Succes
sfuli
nvest
orswantt
ob uybel
owma rk
etvalueandlocki
nsomep rofitfr
omthefi r
stday
ofowne r
shi
p.Inafutur
echapter
,we’
ll
takealookathowacashbuyerdetermin
esma r
ketval
uea ndwhatthe
y’l
l
payforah o
use.Iwil
lal
sob r
eakdownas i
mp l
eformul
awh o
lesa
ler
su s
ec al
ledtheMaxi
mu mAll
o wabl
eOffer
Formula(MAO)soy ouwil
lal
wa y
sknowt h
emo styoucanpayfo
rap ro
pe r
tywhil
esti
ll
ma ki
ngap rofi
t!

P
AGE 0
5
0
2 When,Where&WhoCanWholesaleRealEstate?
CHAPTE
R

Be
forewegeti
nt
othe“
how”o
freal
est
atewho
lesa
li
ng,l
et
’sg
etp
astt
hedo
ubtandf
eart
hatmanypeopl
eha
ve
whenthe
y’r
est
art
i
nganewbusi
nes
s.Real
est
atei
nves
ti
ngcans
eemcompl
ic
ate
dwit
hfinanci
alba
rri
er
stoent
ry
.

Oth
erfear
sh a
vetodowithwh et
hery
o ucanbesucce
ssf
uli
nwholes
ali
ngi
fyouhaveafullt
i
mejob,ar
eincol
le
ge,
oryou’
renott
he“nu
mb er
s”type.Whataboutwher
eyoul
iv
e;wi
ll
itworkt
here
?Evensca
ri
e rtoso
meiswo nd
eri
ngi
f
you’
reent
eri
ngthebus
inessinthewr
o ngma r
ket
,t
imi
ngi
twron
g. Th
ischa
pteri
sal
laboutthewhen
,whereand
whoo fr
eales
tat
ewholes
a l
in
g .

Wh
enDo
esi
tWo
rk?
We’
vea l
lbeent
hro
ughthere
ales
tat
eandmort
gagecr
ashtha
tbega
ninla
te2006
,an
dthede
cad
ebef
orewhe
nit
se
eme dli
keyoucoul
dmakemoneybuy
ingahous
ewit
hy o
ureye
sclos
ed.Us
ingt
heper
io
dfr
om200
0thro
ugh
2013
,wec anseeev
eryp
h a
seofare
ales
tat
ecycl
e.

P
AGE 0
6
0
2 When,Where&WhoCanWholesaleRealEstate?
CHAPTE
R

Up
tre
nd

Duri
ngthi
s13year
s,wesa
wah ug
euptr
end
,wi
thpri
cesri
si
ngatara
pidc
li
pgo
ingin
to200
5and200
6.Rea
les
tat
e
fl
i
ppin
gwa sext
re
melypo
pula
rbec
ausei
twasv
erypr
ofi t
abl
e.I
nve
stor
swer
ebuy
ingonemont
han
dsell
i
ngata
pr
ofitthenex
t.I
twasanamazi
ngt
imefo
rre
ale
stat
einves
tment
.

So,wh ataboutwholes
a l
i
ngd ur
ingtha tper
i
od?Thinkabouti
ta ndyou’l
lunder
sta
ndwh yitwasawo n
derf
ulti
me
fo
rrea les
tat
ewh ol
esa
lers
. The
rewe reunli
mit
edprofitopport
uniti
es,andre
habberswereeagercas
hb uyer
so fj
ust
abouta ny
thi
ngy oubroughttothem. Thewhole
salersi
mp l
yhadt oloc
atejus
taboutanyp r
opert
ytheycoul
dg et
“u
nd ercontr
act”
, e
venifi
twa satjustami no
rdis
cou n
ttocurrentmarketva
lue.
td
I idn’tsee
mt oma tt
erift
h edi
scoun twassmall
,becausethefastpri
ceappre
ciat
ionatthet
imeme antth
atthe
cashb uyer
swe r
ee xpe
c t
ingan i
cepro fit
,eve
nifth
e ycoul
dn’
ta c
q ui
rethei
rfl
i
psatad eepdis
count.Thespeedat
whichar eha
bb ercoul
dturnah ousea tani
ceprofitmeantthattheywereconst
antl
yont hel
ookoutformoredeal
s.
Theyleverag
edt hemsel
vest obuy
,ren ov
ate,
andfl
ipasma nyprop e
rti
esaspossi
ble.

Do
wnt
ren
d

The
ninlat
e2 0
06,t
hemark
ettu
rnedo
nadime
. Pl
ung
ingv
alu
esandpr
ice
sle
ftmi
l
li
onsofh
omeown
e r
sowi
ng
moreonthe
irmor
tgag
estha
nthei
rho
use
swerewort
handfo
rec
los
ure
sranr
ampant
.Th
isope
nedupaHUGE
op
po r
tun
it
yfori
nve
stor
s.

Duri
ngthedowntr
end,
ther
ewa safl
urr
yo fbuy
inggoi
ngon.Morethan30%ofall
housepurc
hase
sb ei
ngmadeb
y
cashi
nvest
orsweref
rom2 00
8throug
h2 012.I
n2 0
13thatnumberj
ump e
du pto43%accord
ingt
o
www.Real
ty
Trac.
com.Wh o
lesa
ler
splay
e dama j
orpar
tinst
abi
li
zi
ngthema r
ketandful
fil
li
ngdemandfor
di
scount
edproper
ti
esbycomingupwithcrea
ti
veme t
hodstowhole
sales
hortsal
es,
bankownedpr
o p
ert
ies
,
fo
recl
osur
es,an
dg ov
ernment-
ownedhou s
es(HUDhouses)
.

Al
sod u
rin
gthisti
me,majo
rinst
it
uti
onal
inve
stor
sjumpedint
othefr
ay,
withhedgefun
dsl
ikeBl
ackst
oneGroup
buyi
ngtensofth
ousandsofhouseasr
ental
prope
rtyin
vest
mentsi
nma j
orcit
ie
s.Andwhi
lethe
yacquir
edmo s
tof
th
eiri
nvent
oryfr
omforecl
osu
reau c
ti
ons,
theyal
sop u
rchas
edma n
yhousesdir
ectl
yfr
omreale
sta
tewh o
les
aler
s!
Evento
daywh ol
esal
er
sa r
esti
ll
thego-
tosourc
ema nyreh
abber
s,l
andl
ord
s ,
andevenhed
gefundstur
ntowh e
n
sear
chi
ngforthei
rnex
tinv
estmentoppor
tun
ity
.

P
AGE 0
7
0
2 When,Where&WhoCanWholesaleRealEstate?
CHAPTE
R

Si
dewa
ysMa
rke
t

Thi
stypeofma r
keti
sr eprese
ntedbymo s
tl
ys tag
nanthousep r
icegrowth
,thoughther
ec anbeslowp r
ic
e
appre
c i
at
io
n.It
’
smo reo fanextendedseri
eso fups-
and-downswi t
houtanyextende
dmo veme n
tineit
herdi
re
cti
on.
Manys t
ate
sintheMid west,a
nds mall
ercit
iesaroundthecountrytha
tdidn’
texper
ienceth
ema jori
ncli
neor
decl
ineofhous
ev al
uesd uri
ngthebo om/bustexperi
encedas i
dewaysma rke
ta n
ds t
il
ldotothi
sd ay
.The
i
ntere
sti
ngthi
nga bo
u tsidewaysma r
k e
tsisthatthe
reissti
ll
dema ndfori
nvestmentprope
rti
es,andsti
l
lmany
motiv
a t
edsel
le
rslook
in gtosel
lquickforcash.Ther
ea r
ema nyre a
sonswh ysomeonewo uldwanttosel
lqui
ckf
or
cashinasi
dewa y
sma r
ket.Jobloss
,d e
athinthefamil
y,rel
ocat
ion,medic
alcondit
ions
,legali
ssues
,fac
ing
fo
recl
o s
ure,
ti
redofbeingal a
ndlor
d,d o
wn si
zing/
upsiz
ing,houseneedstooma nyrepa
irs
,divo
rce,andanyot
her
re
asonu nde
rthesunth atcoul
dca u
s eafin a
n ci
alhar
dship.

L
ast
l
y,s
ide
way
sma r
ket
sarei
npa
rtd
uet
olo
wde
man
dan
dfe
werb
uye
rs.
Whe
nth
at’
sth
eca
se,
ift
hey
’r
eno
t
b
uyi
ng,
the
ymustb
erent
in
g .

Mor
erent
ersmeanh
igh
erren
ts,
andh
igh
err
ent
sat
tr
actmo
rec
ashr
ent
alp
rop
ert
yin
ves
tor
s.Mo
rei
nve
sto
rsme
an
op
port
uni
ti
esfo
rwhol
esal
er
s.

Ad
jus
ti
ngSt
rat
egi
est
oth
eMa
rke
t

Thet
ren
dsta
tusofthemar
keti
simmater
i
ali
fyou’
r
ea neducat
edre
ales
tat
ewhole
sal
erwithgoodbusi
nes
sand
mark
eti
ngs
yste
ms .Pr
ope
rtyt
ypes,
pri
cer
anges
,and/ornei
ghb
orho
odsoft
heprope
rti
esindemandwil
lch
ange,
bu
tther
ewi
llal
waysbecas
hinve
stor
swanti
ngtoputt
h e
irmoneyi
nt
oreal
est
atet
oe i
t
h e
rb u
y-n
-hol
dorfix-
&-f
l
ip.

Thestr
ate
gie
sandtec
hniq
uesyouemp l
oysi
mplynee
dtobeadjus
tedt
ofi tt
hecur
ren
tma r
ketcycl
e.Yo
u’l
ll
ear
n
whatyouneedt
oknowinthi
sbooktodojus
tth
a t
.Whol
esa
li
ngiscons
ide
redbymanytobethemo s
tfl
exi
bl
ereal
es
tatei
nvest
mentn
ichesi
mplyb
ec a
u s
eitwor
ksinev
erymark
et,n
oma t
terwhi
chwayit
’
stre
n di
ng.

Wh
ereDo
esi
tWo
rk?

Pr
oba
blyoneo ft
h egr
eate
streas
onstowholes
alere
ale s
tat
eist
hefac
tthatitwork
sinma nylo
cat
ions
.Bi
gcit
ie
s
an
dsma l
ltowns.Aslo
nga sther
earehomeownersandhouses.
.
.whol
esal
i
n greale
stat
eispossi
bl
e.Andwhi
leyou
mayhav
eh eardthephr
ase“lo
cati
on,l
ocat
i
on,l
ocati
on”asthegol
denr
ulef
o rreal
estat
einv
e s
tor
s,t
her
earemany
ca
sh-
heavylandl
ordsandrehabb
ersth
atlo
veown i
ngo rf
li
ppi
nghouse
sinlowe ri
ncomeareasasmuchasth
ey
l
oved
oingitinth
eb es
tareasofto
wn .

P
AGE 0
8
0
2 When,Where&WhoCanWholesaleRealEstate?
CHAPTE
R

Anot
herawe s
o merea
sontowh o
lesa
leisthefactt
hatitc
anb edonebot
hlocal
l
ya n
dremo tel
y.I
nalat
erchap
terI
wil
ldi
scu
s stheimpor
tan
ceo fbu
il
dingoutyo u
rp o
we rt
eam(thete
amo fpr
ofes
siona
lsthatwil
lhel
pyoucomple
te
tr
ansa
cti
on s
).Unti
lt
hen,
justunde
rst
a n
dth ataslon
ga syouhavegoodsy
stemsinpla
cefo rg
enerat
in
ga n
d
conv
ert
ingmo ti
vat
edsel
lerandcas
hb uyerl
e a
ds,andag r
eatte
amo fl
ocal
peopl
einp l
acetohelpyou,
youcan
whol
esal
er e
alesta
te.

Wh
oCa
nBeaWh
ole
sal
er
?

Whatar
etheeduca
ti
onrequ
ir
ementst
obeas ucc
ess
fulwh
o l
esal
er
?Whataboutfina
ncia
lreq
uir
ement
s?Canyo
u
wor
kful
l-t
i
mea n
ds t
il
lwh
olesa
ler
eale
stat
e?Whatabou
tfamil
ycommi
tmentsandma i
nt
ain
ingano
rmall
if
est
yl
e
whi
leyoubui
l
dyourbusi
ness
?Thesear
eallv
ali
dque
sti
ons,b
utyouca
n’tl
etan
yo ft
hems t
opyouors
lowyou
do
wn .

fy
I oukeepalogofyourdai
l
ya ct
i
viti
es,
youwouldeas
il
yseeh owmuchti
meyouares
pendi
ngando nwhatt
asks.
Thenyoucoul
dst
a r
ttopri
ori
t
izeyourti
meandfocusi
no nt
h eone
sthatar
emosti
mport
antt
oy ou
.Wh enId
id
th
is,
Ifo
u n
dthatIwaswa s
ti
ngat onofval
uabl
eti
mefocusedon“non
-moneymaki
ngact
i
vit
ie
s”,
ande v
enthoug
hI
hadaful
l-
ti
mejob
, t
herewassti
ll
plent
yofti
mee ac
hwe e
ktof o
cusi
no nmypas
sionf
ori
nvest
in
g.

So,howmu cht i
mewillr
ealest
atewh ol
esal
i
n gtak
e?Thea nswerisdif
fer
entforeac
hp ersonan ditwil
l var
y
dependin
go nyourcurr
entg o
alsandresour
ces.Somepe opl
ehav eful
l
-t
imej obsan
dwo r
kth e
irinves
ting
busines
sesatn i
ghtandonwe eken
d s.
Thiscaneasil
ybed on
ea slongasy ousetuptherightbusinessa nd
ma rk
eti
ngsystemstoh e
lpyoua ut
oma t
ec e
rtai
npart
so ft
heb u
s i
n e
ss.Forinst
ance,youcanh aveyou rinbou
nd
cal
lsansweredbya nansweri
ngservi
ceorgot ovoi
cema i
l
.Theny oucouldha v
eavirt
ua l
a s
sist
ant($3 .
0 0-$6.
00
hr
.)scree
nthec al
lsandonlyputyouintouchwit
htrul
ymo ti
vat
e dsell
er
so rcashbuyers.Ther
ea reeve nreal
est
a t
einves
ti
n gsoft
waresyste
msl i
ketheM5Au tomate
dMa rketi
ngMa chine(www.AutomateYourRealEstat
e.c
om)
th
a tcanaut
o -
ma gi
cal
lygenerat
eandfoll
owu pwithyourl
eadso nautopi
lot.Oncet
h e
yg ettoap oin
twh er
ethei
r
part-
ti
mewh ol
e s
ali
ngincomeismo retha
nth ei
rfu
ll
-t
imejobincome ,
theyqu i
tanddowh o l
esal
ingful
l-ti
me .

P
AGE 0
9
0
2 When,Where&WhoCanWholesaleRealEstate?
CHAPTE
R

Ot
her
sthatdon
’thav
eano
therjo
bspendasmucht
imeasnece
ssar
ysoth
eycanac
hiev
ethei
rfin
anc
ial
goal
s
qu
ick
er.
Ne i
t
heronei
sari
ghtorwro
ngc h
oic
ebutu
n d
ers
tan
dthis
,you
rhapp
ine
ssandsuc
cessa
sarea
les
tat
e
whol
esa
leri
sgoin
gtobebas
e dont
hre
ethin
gs:

F
ind
inge
mot
i
ona
lsu
ppo
rtb
yan
yme
ansn
ece
ssa
ry.
Thi
sme
anss
urr
oun
din
gyo
urs
elfwi
t
hli
ke-
min
dede
ntr
epr
ene
urst
hat
s
har
eth
esa
met
ypeo
ffin
anc
ial
andl
i
fes
tyl
ego
alsa
syo
udo
.So
met
i
mest
hi
sca
nbec
hal
l
eng
ing
,es
pec
ial
l
yify
ourf
ri
end
s
a
ndf
ami
l
y“r
ai
n”o
nyo
uri
nve
sti
ngp
ara
de.
Whe
nIfi
rsts
tar
ted
,myf
ami
l
yto
ldmee
ver
yre
aso
n“wh
y”I
sho
uldk
eepmy
“
rea
l”j
ob.
Itt
ookt
hems
eei
ngmes
tar
ttob
eco
mes
ucc
ess
ful
bef
oret
heys
tar
tedb
ein
gsu
ppo
rti
ve.
Tha
nkf
ul
lyd
uri
ngt
hat
h
arde
mot
i
ona
lti
meI
hada
nama
zin
gme
nto
rtoh
elpg
uid
ean
dsu
ppo
rtmewh
enI
nee
dedi
tmo
st.

T
akes
mal
lst
epst
owa
rdsBI
Ggo
als
.It
’
so.
k.t
odr
eamb
iga
nds
eth
ighfi
nan
cia
lgo
alsf
ory
our
sel
f
,bu
titi
sex
tr
eme
ly
i
mpo
rta
ntf
ory
out
ofo
cuso
n(a
ndc
ele
bra
te)a
llt
he“
sma
llwi
ns”y
ouwi
l
len
cou
nte
rwh
il
ebu
il
di
ngo
uty
ourwh
ole
sal
i
ng
b
usi
nes
s.Ge
ner
ati
ngy
ourfi
rstl
ead
,an
aly
zin
gyo
urfi
rstd
eal
,se
tti
ngy
ourfi
rsta
ppo
int
men
ttome
etwi
t
has
ell
er
,wa
lki
ng
y
ourfi
rstp
rop
ert
y,n
ego
ti
at
in
gan
dma
kin
gyo
urfi
rsto
ffe
r,g
ett
i
ngy
ourfi
rstd
eal
und
erc
ont
rac
t,a
ddi
ngy
ourfi
rstb
uye
rto
y
ourVI
PCa
shBu
yer
sli
st
,wh
ole
sal
i
ngy
ourfi
rstd
eal
,an
dye
s..
.ca
shi
ngy
ourfi
rstc
hec
k.I
t’
sth
eli
t
tl
e“wi
ns”a
lon
gth
ewa
y
h
tata
ddf
uel
toy
ouri
nve
sti
ngp
ass
iona
ndh
elpd
ri
vey
out
owa
rdsy
ourb
igg
erg
oal
s.

I
t’
sal
lab
outt
hel
i
fes
tyl
eyo
uwa
nt.
The
rei
snoo
the
rjo
bth
atI
hav
eev
erh
ear
dofwh
erey
ouc
anma
ke$
10,
000
,$2
0,0
00,
e
ven$
50,
000o
rmo
reo
nas
ing
let
ran
sac
ti
on.
Bui
l
dyo
urwh
ole
sal
i
ngb
usi
nes
sar
oun
dth
eli
f
est
yl
eth
aty
ouwa
ntf
or
y
our
sel
f
.Ify
oua
res
imp
lyt
ryi
ngt
oea
rns
omee
xtr
amo
neyt
opa
yof
fbi
l
lso
rsa
vef
orr
eti
r
eme
nt,
the
nyo
uwo
ulds
et-
up
a
ndwo
rky
ourwh
ole
sal
i
ngb
usi
nes
sdi
f
fer
ent
l
yth
ani
fyo
uwe
rer
el
yi
ngo
nyo
urwh
ole
sal
i
ngi
nco
met
osu
rvi
ve.
Spe
nd
s
omet
i
mer
efl
ect
i
ngo
n“wh
y”y
ouwa
ntt
owh
ole
sal
ere
ale
sta
tea
ndb
uil
dyo
urb
usi
nes
sar
oun
dwh
aty
our
eal
l
ywa
ntb
oth
e
mot
i
ona
ll
yan
dph
ysi
cal
l
y.

E
duc
ati
onF
act
ors

Acoll
egedeg
reewill
n o
tdisq
u a
li
fyyoufr
omrea
lest
atewhol
esa
li
ng.OK,t
hatwa sajo
ke.Buti
nalls
e r
io
usne
ss,y
ou
don
’tneedacol
legedegre
e,orevenarea
les
tat
eli
cen
s et
owhole
sal
ereale
s t
ate.I
nfact
,so
meo ftheweal
t
hies
t
an
dmo s
tsucce
ssfulwhol
esal
ersIknowbar
el
ygra
duatedhi
ghscho
o l
!Don
’tgetmewr o
ng,yo
ud oneedan
ed
uc a
ti
on,j
ustnotth
et r
adi
ti
onaltyp
eyoumaybeusedto.

Book
sli
kethi
san
dt h
es t
ep-
by-
st
epmen
tor
ingo
ffe
redb
yClev
erI
nve
stor(
www.
Cl
eve
rI
nve
sto
rMe
nto
ri
ng.
com)c
an
qu
ickl
yhel
pyougetyou
rwhole
sal
in
gbus
ine
ssup,r
unn
ing
,andp
rofit
able
.

AGE 1
P 0
0
2 When,Where&WhoCanWholesaleRealEstate?
CHAPTE
R

F
ina
nci
alRe
qui
r
eme
nts

Wh e
ni tcome st ores
ident
ialr
ealest
ateinve
sti
n gyoure
all
yonlyhaveac oupl
eo fopt
ions
.Youc anwhol
e s
ale,y
ou
canfix-&-fl
i
p,o ry o
uc anbuy-n
-hol
d.Wh il
efixi
nga ndfl
ip
pingaswe l
lasown i
ngre n
tal
srequi
reslot
sofcashinorder
tocomp le
tethet ransact
io
n,wh ol
esal
i
n grequi
resli
tt
l
eton omoneyb e
ca u
sey ouareusi
ngy o
u rbac
k-e
ndc ash
buyer
’smo neyt ofundthed eal
.Butt
ha tdoes
n’tmeanyoud on’
tneedanymo n e
ytob eawholesal
er
.Havinga
busi
nes sphon e,acomp ut
erwithi
n t
ernetaccess,
andenoughmo neyforyourearnes
tdeposi
tswill
berequir
ed.
Andfort h
oseo fyouthatdon’
tknowwh a
tane arn
estdeposi
ti
s,si
mp l
ythinkofitasasma l
lamountofmo neyyou
giv
ethes el
lera sad eposi
tto“hol
d”th
ep roper
tyduri
ngtheclosi
ngperi
od.Inmo repr
o f
essi
onalt
ermsit
’sthe
“
c o
nsiderat
ion”ab uy
ergive
sthes el
l
erino r
dertoconfir
mt hecontr
act.
I haveusedasli
tt
leas$ 1
0a sanearnest
mo ne
yd e
posita ndasmu chas$ 5,
000..
.iti
swh at
everyouandthesel
leragreeto.

Soi
fyouthi
nkaboutit,
afewhundre
ddoll
arsf
o re
arne
stmone
yc a
ng etyoui
ntoacont
rac
t,a
ndusi
ngfre
e
mark
eti
ngtec
hniq
ue sli
ke“dr
i
vin
gfordol
la
rs”canuncov
eramoti
vat
eds el
l
er.
Thenafr
eeadonCra
igsl
i
stcou
ld
dr
awo u
tacashbuye rl
ooki
ngforagoo
dd eal
.Ther
e’
salotmo
redeta
iltocome,j
ustu
nder
stan
dtha
tyoursu
cces
s
i
snotdepe
ndentupony ou
rbankbal
ance!

Mo
vin
gonn
owt
hat
you
’r
eco
nvi
nce
d:

Thi
schapt
ers h
ouldhav
econvinc
edy out
hatt
her
ear
en oh
ighhur
dl
esi
nyou
rpat
htosuc
cessf
ulr
eales
tat
e
whol
esal
i
n g
. Manymil
li
onai
r
esstar
tedwit
hwhole
sal
i
ngtoear
nquic
kcas
hthe
nuseso
meo ft
hemo n
eytheymade
toi
nve
stinrent
alsandfix-
&-f
l
ipsforbi
gge
rpayda
ysandweal
thb
uil
di
ng.
You
rfina
nci
algoal
sar
ewith
inyourr
eac
h!
Nowlet
’
sg eti
ntothe“
how-t
o”ofma k
ingi
thap
pen.

AGE 1
P 1
0
3 TheVIPCashBuyersList
CHAPTE
R

Iment
ionedea
rl
ierth
a twe’r
egoingtostartf
romtheta
ilendofthewh o
lesal
i
ngp r
ocess
..
.fin d
ingcashbuyer
s.We
wil
lwantt
odoth i
sfortworeason
s .
F i
r
s trea
soni
sb e
causeyourcashb uyer
swil
lhel
pe d
uc at
eyouonwh at’
sgoi
ng
onint
hema r
ketbytell
ingyouwhattypeo fpr
oper
ti
estheyar
elooki
n gforandwhatare
ao ftowntheywantto
pur
chasedea
ls.Thesecondreasonisbe c
ausefindi
ngcashbuyerstoaddtoy ou
rVIPCashBu yer
sli
sti
sana ct
iv
it
y
t
hatshoul
dstar
ttodaya ndneve
re n
d .
E achdayyouwanttonetwor
kwi t
hp ot
enti
albuy
ers.Thatwaywheny o
ud o
havea
va i
l
abl
ewh ol
esaleprope
rti
es,youwillk
nowexact
lywhi
c hcashb u
y e
rstomatchyourproper
ti
esto
.

Th
isc
hapt
eri
sal
lab
outthet
echn
iquesyouwil
lwantt
odep
loyi
no r
dert
oloca
teca
shbu
yer
s,b
uil
dre
lat
i
onshi
ps
wi
tht
hem,
cat
alo
gthei
rre
qui
rement
s,an
dt h
enu s
ethei
nf
ormat
iontomatc
hthemupwi
tha
vai
lab
lepr
oper
ti
es.

L
oca
ti
ngCa
shBu
yer
s

Thego
odne
wsist
hatt
h e
rearei
nve
stor
soutt
her
elo
adedwit
hca
sha
ndag
rea
tde
sir
etoo
wnr
eal
est
ate
.Th
ere
ar
etwoma
jorc
ate
gori
esfort
hei
nvest
orsy
ou’
ll
becour
ti
ng:

i
Fx&Fli
p:Thes
einve
sto
rsar
eint
heb u
sines
softak
ingdi
st
ress
ed,ugl
y,a
nd/orpr
obl
emp r
oper
ti
es,
reno
vat
i
ngand
r
epai
ri
ngthem,t
hensel
l
ingt
hemtolon
g-t
erminve
stor
sorre
tai
lbuye
rs.You
’l
lnee
dtobemo r
eaggre
ssi
vei
n
l
oca
ti
ngde a
lswel
lbel
owARV(Af
terRepa
irVal
ue)
,beca
useth
efi x&fl
ipi
nvest
orwil
lal
sonee
dtoma k
eaprofi
t.

AGE 1
P 2
0
3 TheVIPCashBuyersList
CHAPTE
R

L
ong-
TermRent
alI
nvest
o r
s:Thes
ein
vest
orswantt
obuyap r
oper
tybel
owma r
ketva
luei
nanare
atha
t’
sgoodf
or
r
ent
al
sa nda
tapri
cethatwil
lal
lowt
hemtorea
li
zeexc
ell
entpos
it
iv
ecashfl
owoverti
me.I
tmaybeabi
tmore
c
hal
len
gingt
oloc
atere
ad y
-t
o -
re
ntpr
oper
ti
esth
andist
re
ssedones,
butsel
l
ingt
othi
sg r
oupi
smoredi
r
ecta
nd
a
ll
owsforani
cepr
ofitma r
gin.

Nowlet
’
sgettos
omev e
ryeff
ect
iveway
sinwhi
chtol
ocat
e,meet
,an
db u
il
drel
at
io
nsh
ipswi
t
hthesec
ash
i
nves
tor
s.Somearef
re
e,andoth
ersmaycos
tafewbuck
s,butu
nti
lyouhav
eagoodbuy
erl
i
st,
youshou
ldb
e
de
ploy
ingasmanyoft
hesest
rat
egie
sasposs
ibl
e!

Re
alE
sta
teI
nve
stme
ntCl
ubs

Therear
emanyr
easo
nswhyy
ousho
uldc
onsi
derj
oi
ni
ngalo
calr
eal
est
atei
nve
stmen
tcl
ub.
You
’l
ll
ear
nal
otf
rom
th
eirli
br
aryo
fmat
eri
al
san
dgues
tspe
ake
rs,
aswel
lasf
romyou
rfel
l
owme mbe
rs.

Member
sin
clu
dereales
tat
eag
ent
s,o
theri
nvest
ors
,re
ale
sta
tea
tto
rneys
,ac
count
ant
s,mo
rtg
agebro
ker
s,r
epai
r
co
ntr
act
ors
,bui
ld
ingandre
model
cont
ract
ors
,ti
t
lecompa
nyper
sonne
l,h
ousei
nsur
anc
eagent
s,a
ndpro
pert
y
mana
gementpr
ofes
sio
nals
.

Al
loft
hesepeopl
eareval
uabl
econt
act
sandpossi
blefut
urete
a mme mber
sf o
ryourgr
owingre
ales
tat
e
i
nvest
me n
tbusi
ness.
Forthi
sdi
scus
sio
nhowever
,we ’
r
einter
estedi
nmeetin
go th
erin
vesto
rswhocoul
dbe
pr
ospect
sfory
ourVIPCashBuye
rsl
ist
.Th
erewil
lbeexper
iencedin
vest
orsinthe
seclub
swh oar
ether
etos
eek
ou
td e
alsandpeo
plewhocanbri
ngthemdeal
s;i
notherwords…you.

However
,t
herewil
lal
sobenovi
cei
nve
sto
rswhoareth
eretole
arn,
andth
eymayhavenoth
ought
sofwhole
sal
ing
orfix&fl
ipp
ing.Th
ey’
repeo
pleti
re
dof3%ret
urn
so nsa
vingsacc
ount
sandce
rti
fica
tesofde
pos
it
.They
’vebee
n
exp
o s
edtorent
alpr
oper
tyi
nvest
in
gandthe
ywa n
ttol
earnmo r
e.

The
sen o
vicei
nvest
orsof
feragrea
to pp
ort
uni
tyt
os h
a r
eknowl
e d
ge,pr
esentyour
sel
fasawhol
esa
ler
,andto
ex
plai
nwh aty
oud oandhowy o
uc anhel
pthemtoachi
evethe
irgoal
s.I
t’
str
ulya“Win
-Wi
n’i
fyo
uc a
na cqu
ir
ea
pr
ofita
bleprope
rtyfo
rarenta
lprop
ertyi
nves
torn
e wtothebus
iness
.Byhel
p i
ngthemtor
eacht
hei
rcashfl
ow
goa
lsyou’
rebui
ldi
ngarel
ati
onshi
pthatcanl
eadtomu l
t
ipl
epurchas
esinth
ef ut
ure
.

AGE 1
P 3
0
3 TheVIPCashBuyersList
CHAPTE
R

L
ast
ly,
youma yal
sowantt
otrywww.Me
etUp.
comandse
arc
hfo
rlo
cal
r
eal
estatemeet
upsi
nyourar
ea!I
fyouc
an’tfi
ndon
e..
.cr
eat
eonea
nd
h
ostyourownnet
work
ingmeeti
ngs
.

CleverTi
ps :Bel
o wareaf ewin-
personn et
wo r
ki
ngtipsIwant
edtos har
ewithyoub efor
ewemo veontot h
e
nextcashb uy
ers tr
ategy
.Wh e
n e
veryoua r
en et
wo rk
ingin-
per
sonyous h
ou l
dalwaysbep repare
da ndnever“wi
ng
i
t”
. Goa n
dg etsomep r
ofessi
onalbusi
ne s
sc ardsma d
ewi t
hyourname,jobti
tl
e(Profe
ssionalWh ol
esal
er)
,andcel
l
phone.Wh eneveryoua t
tenda nypro
fessi
on alnet
wo r
kin
ge v
ents
,Isuggestwri
ti
ngd owna ndme mo r
izi
ngyour“30
SecondCo mme rcial
”bef
orey ougo.Thisi
ss implyyourel
evat
orpi
tchofwh oyouarea ndwh atyoudo.Keepit
short
,swee t
,andt othepointandrememb ertofocusyourpi
tchonh o
wy ou“benefit
”o t
h er
s.Forinst
anceyouma y
say“Myn ameisCo dyandIs peci
al
iz
einh elpi
ngrealest
atei
nvest
orsjus
tlik
eyouu ncoverdeeplydi
scounted
mo neyma ki
ngo pp o
rtun
it
iestoe i
the
rfix&f l
iporbuyandh ol
d.Ia
mag r
eatma r
ketersoI k
eepr unni
nginto
of
f-ma r
ketdeal
st hatyouc a
n ’
tfindanywh ereel
s e.
Iwo ul
dlov
etolear
nmo r
eaboutwh oyoua reandwh atyoudo
soI c
a nbri
nga smu chvaluea sIcantoou rrel
ati
onshi
p.So.
..t
el
lmea boutyours
elf
..
.ho wdidy ougeti
ntoreal
est
a t
einvesti
ng?”

Thegoali
stog e
tthepeopl
eyouaren etworki
ngwithtodothema j
ori
tyofth
et a
lki
ng.Peop
lel
ovetal
ki
ngabout
th
ems el
vesandtheywil
lenj
oynet
wo rki
n gwit
hy oui
fyougi
v ethemap l
atf
ormtoshowo ff
!Asala
stli
tt
l
etip,
tr
y
yourhar
destt
oreme mberpeop
les’
na me s.Whi
lethi
smayb ehardtodo,Iwoul
ds ug
ge s
tcar
ryi
ngaro
undalit
tl
e
not
e p
adorfol
d e
ran dapenwheneveryo ugotoan et
worki
nge v
ent.Thi
swa y
,assoonastheconv
ersat
i
onisover
,
youcanjotdo
wnaq ui
cknot
ea bo
utth ep e
rson,whenyouplanonfoll
owi
ngu pwit
hthem,andhowyoub e
li
eve
youcanbenefitth
em.

Therealmagichappe
n saft
ert
henet
worki
nge v
e n
tisover
.I
thappen
swh enyoucal
lt
hepers
onupanda s
kthem
outforacupo fc
off
eeo rl
unchan
dtrul
ygettoknowthemo ut
sid
eofthenet
wo r
ki
ngeven
t.Younev
erknowwhere
th
a tr
elat
i
onshipwil
ll
ead .
Theymaybec
o meag re
atcashbuyert
oaddtoyourVI
PCa s
hBuyersl
i
st,
apri
vate
mo ne
ylenderwil
li
ngtolendyouc
ashforyo
urfi x&fli
pdeal
,oraposs
ibl
eti
re
dlandl
ordwant
ingt
osell
ap r
obl
em
pr
o pe
rty.

AGE 1
P 4
0
3 TheVIPCashBuyersList
CHAPTE
R

Ba
ndi
tSi
gns

Y
ou’v
es eenthes
esma l
l,
plas
ti
croadsi
desi
gnsatstr
eet
i
nt
erse
c t
ions,
aroundpar
kin
glots,
andvari
ousothe
rplac
eswh er
e
h
ome ownersdri
vebyonaregula
rbasi
s.Theyar
etherebec
a u
se
t
heywo r
k.Int
h i
schapt
erwe’r
enottal
ki
ngabouthomeowners,
h
owever.That
’si
nthenextchapt
er.
We ’
r
egoingtotal
kabouthow
b
andi
ts i
gnscana t
tr
actcas
hb uye
rs.

I
nste
adoft
hesignssayi
ngsomet
hingli
ke“
Ibuyh o
uses,
”or“
Cashfory
ourhouse
”,c
hangeupt
heme s
sageon
yo
ursig
ntofindbuyers
.Youwantyourban
d i
tsi
gnstoloo
kli
kethe
ywe r
ema debyahomeown
erdespe
rat
eto
se
llt
hei
rhou
se,orsomeothe
rsel
le
rtryi
ngtosel
lcheap.
Theide
aistoatt
rac
tacashin
vest
orbuy
erwhois
moti
vat
edt
ob u
ya ndcl
osequi
ckl
yonar ea
ll
yg o
odd ea
l.

I
t’
sagoodb e
tthatacall
ono neoft
hesesig
nsinac e
rtai
n
n
eighb
orhoodme ansth
attheinv
esto
rwa sdri
vi
ngthatar
ea
l
ooki
ngforoppor
tuni
ti
es.Nowy o
uk no
wwh erethe
yh ave
a
ninte
resti
nb u
ying,s
oa l
lyouneedareafewmo r
ede t
ai
ls
a
ndyouc anst
artarel
ati
onshi
pthatcoul
dbev e
ry
p
rofit
ablewel
lint
othefutur
e.

Rememb erthatwe ’
r
ea p
p r
oach
ingo urwhole
sal
ingasi
fwe’r
e
cashpoor,s
ower eal
l
yneedac as
hb uy
erbefor
ewelocat
ea
pr
op e
rtyandlockitupforadeal
.It
’snotmisl
eadin
gtoputout
th
esesigns,eventhoughthei
nvest
o rwhoc a
ll
sma yr
eal
ize
th
eywe ren’
tf
o rreal
.Onceyouhavethemo nthephone
,the
y
shoul
db ewil
li
n gtotel
lyouwhatt
h eywa n
tonthechancet
hat
youwil
l d
eli
verit.

AGE 1
P 5
0
3 TheVIPCashBuyersList
CHAPTE
R

Cl
ass
ifie
dAd
s(On
li
ne)

Al
ongthesa
meli
nesasth
eband
its
igns
,you’
r
enotgoi
ngt
ogett
heamo
u n
to fr
esul
t
syouwa
ntb
yru
nni
nga
nad
th
atsa
ys“Cashi
nve
sto
rswan
ted
.”I
nst
ead.
.
.youn
e e
dtoat
tr
actt
hemwi
ththeri
ghtbai
t
.

Us
ingsomeoft
hesametec
hni
que
sa n
dco
nte
nt,
you
’r
eru
nni
nga
dst
hatp
res
enta
nex
tr
emev
alu
eho
usef
ors
alea
t
adi
sco
un ti
nagoo
dn e
igh
borh
ood.

Y
oucanusemorewor
dst
hanonasmal
lba
ndi
tsi
gnandth
eadwil
lst
il
lus
ual
lyb
einex
pens
ive
.Yous
hou
ldrun
t
hemcons
ist
ent
l
ya n
dint
hesa
meloca
ti
onint
hecl
ass
ifie
ds.I
nve
sto
rswil
lge
tusedt
osee
ingthe
mandats
ome
p
oin
tyoumaygett
hatmo
neycal
l
.

Wheny
ougett
hecal
l
,youdothesame,l
et
ti
ngt
hemkno
witso
ld,
butyouh
aveo
ther
sint
hep
ipe
li
ne.
Askwh
att
hey
wa
ntandwh
e r
e,a
ndthe
irp
ric
ec r
i
teri
asoyouc
anch
eckyo
urpro
pert
i
esfo
ramatc
h.

Thekeyconsi
derat
io
nhereistha
ty o
ureall
yneedtoactonceyougetal
eadlik
ethi
s.Youdo n’
tnec
essar
il
yhaveto
actove
rni
ght,b
utyoushouldbebackintouc
hs oonwit
hy ou
rprog
ressandmo r
equest
ionsifnec
essar
y.Fort
his
re
a s
on,bef
oreyourunt
heseadso rpl
acethos
es i
gns,yo
us hou
ldhaveb
eg u
nma rke
trese
a r
cha n
dh a
vesome
pr
o s
pecti
vehousesony
o urra
dar.Youcangetseri
ousonceyouhaveabuyeri
nthewin
g s
. Mytwofavor
it
e
cl
assi
fiedsit
esarewww.Cr
a i
gsl
is
t.
c o
ma ndwww. Backp
age.c
om.

AGE 1
P 6
0
3 TheVIPCashBuyersList
CHAPTE
R

Cr
ai
gsl
i
st

Thesc r
eensho tf
romCr a
igsl
i
stshowsthe
di
rectapproa
cht ofi n
dingcashbuy
e r
s,as
wellashel
pingu stoil
l
ustr
ateth
epo werof
onl
inesearch.Thiswasas t
rai
ghts
e ar
chin
th
ec atego
ry“realest
atewanted
”withthe
keyword“cas
h.”

We’
reimme di
ate
lyseein
ga dsrunb yc a
sh
r
ealest
atei
n v
estor
sa ggr
essi
v e
lyse eki
ng
hous
es.Or,
andth i
sisal
sotrue,ma ybe
whol
esal
ersusin
ga dsli
kethesetolo ca
te
hous
esforsal
ea tad e
epdiscountto
va
lue.
Youwo n’
tknowwh ic
hu nti
lyo ucont
act
t
hepersonwh opla
cedthead .I
fitisa
whol
esal
er,onl
yafewmi nut
e sofyo urt
imei
s
wast
ed.I
fit
’sarealbuyer
,youh avea n
oppo
rtuni
ty
.

Runni
ngadst
osell
ah o
useatbel
owappr
ai
sedv
alu
eisanot
hera
ppr
oac
h,j
ustaswha
twedis
cusse
df o
rbandi
t
si
gnsandcl
ass
ifie
da d
s.Cr
ai
g s
li
sti
sgr
eatbe
cau
seit
’sf
re
eandyouc
anbemo r
edes
cri
pt
iv
ewith
outitcos
ti
ng
yo
umo ney
.

Doasearchi
n“reales
tateforsal
e”wit
hthek eywords“bel
owap p
rai
sal”
.We’l
ldi
scu
ssth i
sagaininthec
hapteron
l
ocat
ingproper
ti
es,butforthi
schapt
erwea reag a
inseei
ngthatwec a
nrunana dt
os ell
ah o
u seatare
alval
u e
pr
ic
etos e
eifwec ana t
tr
a c
tinve
stor
swithca s
h .Ahel
pfulf
eat
u r
einonli
nesear
chesl
iketheseisthe
“
auto-
complet
e”funct
i
o n.Wh e
ny oust
artt
yp i
nginas ear
chphrase,
thesit
ewil
lshowyo uot
he rsea
rche
swiththe
wor
d(s)you’
vetyp
edint hem.Thesear
es ear
c h
e sothe
rshaveused.So,s
tar
ti
ngtotype“must”wil
lgety
ou“mu st
se
ll
,
”andp os
sibl
yothersu g
geste
dp h
rases.Thiscanhelpyoutocomeu pwit
hsearch
e syouma ynothave
con
sider
edbefor
e,butthey’
rebei
ngusedb yb u
y er
sands e
ll
ers
.

Cr
ai
gsl
is
tisagrea
tre
sour
ce,a
sit
’
sveryp
op u
lara
ndf
ree
.Theo
nlyd
own
sid
eist
her
ear
esc
amme
rs,
soa
ppr
oac
h
maki
ngcont
actwi
thany
-onewhore
spondstoyo
ura
dswit
hcar
e.

AGE 1
P 7
0
3 TheVIPCashBuyersList
CHAPTE
R

We
bsi
t
eorBl
og
Havi
ngawebsi
teorblogaddscre
dibi
l
it
ytoyourr
ealest
atei
nvest
i
ngbu s
ine
ss,a
nde mpower
sy o
utog ener
ate
on
li
necashbuyerl
eads.Ye
arsagoIwoulduseWor
dPress(abl
oggi
ngplat
for
m)thatwasfr
eetodown l
oad,
but
t
ooksomete
chn i
cals
kil
lst
os e
t-
up.Igott
ir
edofal
lthecompl
icat
edt
hingsIwoul
dh av
etodoinordertohav
ea
hi
ghconv
ers
ionleadgener
ati
ngwe b
sit
e.Thi
ngssuc
ha sbuyi
ngdomainnames,p
urchasi
nghost
ing
,h i
ri
nga
gr
aphi
cdesi
gnerandawe bprogr
amme r
,wri
ti
ngcopy(t
hewordsonth
ewe bpag
e)etc.

Ideci
dedtoc r
e at
emyo wnleadc ol
l
ec t
io
ns o
ftwarethatdidtwot hi
ngse x
tr
eme l
ywe ll
..
.creat
emu lt
i
-pagewebsit
es
andone-pages que
e z
ep ag
eswi t
hthec l
i
ckofab utt
on,thenfun nelt
hoselea
d si
ntoama rke
tin
gs ys
temt ha
tdoes
email
,te
xt,andd i
rect
-t
o-voi
cemailv
oicebroa
dc as
ti
n g.
I cal
ledittheM5Au tomatedMa rket
ingMachine.
Itall
owsa
non-
techsavvyp er
son(li
keme )t
oinstant
lyhaveab eauti
f
u lwh o
lesal
in
gwe bsit
e(s)(whereIcanshowmya va
il
abl
e
pr
operti
es)thatautomati
cal
lybuil
dsmyVI PCashBu yer
slistbecausethesit
eisop ti
mizedtorankhighonsearch
engi
nes.Thegr aphi
csareal
readydoneforyou,th
ec opyisa l
readydoneforyou,t
h efoll
owu pema i
l
sa ndtext
sare
al
readydonefo ryou(t
hesystemd r
ipsoutemail
sa ndtext
st on ewleadsaut
o -
mag i
ca l
l
yb ui
l
d i
ngarelat
i
o ns
hipwit
h
th
eleadsforyo u)
.Ievenwroteafre
ee Bookyouca ngi
v eawa ytoe n
ti
cep ot
enti
alcashb uyer
stojoinyourVI
P
CashBuyersli
st.Ever
ythi
ngisd o
neforyousoy oud on
’thavet othi
nkab ou
ta ny
thing..
.j
ustgetthesyst
ema ndyou
wil
lbeupa ndru n
ningwithi
n2 4hour
s .

Andt
h ecool
estparti
s,thatanyl
eadsyoucoll
ectus
ingt
heM5 ,a
utomati
ca l
l
yfunneli
nt
oa ne mailmar
ket
er,a
nda
te
xtme ss
agema r
k et
er
. I
tevenfunne
lsin
tosomec oo
lnewtechnol
ogythatal
lowsyoutosendav oic
email
messagetoanyoneony ourli
stt
hatbypas
sesthei
rphon
eringi
ngandgetsd e
po s
it
eddir
ectl
yin t
othei
rvoi
cemai
l
i
nbox!Sowheneveryoug etawholes
alepr
opert
yundercont
rac
t,yo
uc ansimplyl
ogint
oyo urM5a ndbla
stoutt
he
pr
opertyt
oall
y o
u rcashbu y
ersvi
aema i
l,
tex
t,and
/orvoi
cebr
oadcast
.Thec ashbuye
rslooka tt
hedealandcal
l
youuptobuyit
.Itreal
l
yc anbethatsi
mp l
eIFyouhavet
herig
httechno
logyinyourbusi
ness!

AGE 1
P 8
0
3 TheVIPCashBuyersList
CHAPTE
R

Havi
ngwe bsi
tesof
twarewher
eyoudon’
th avet
oeven
t
h i
nkabouthost
in
g ,
graphi
cdesi
gn,
writ
ingcopy
,crea
ti
ng
eBooksorvi
deosisaHUGEt i
mesav
erfort
h eav
erage
,
non-
techsavv
yrealest
atei
nvest
or
.Wit
ht heM5..
.
ever
ythi
ngisdone-
for
-you!
Herei
swh a
to neoft
he
“
d o
ne-f
or-
you”VI
PCa shBuyer
ssqueez
ep agesl
ooksl
ike
:

Youcanlearnmo r
eaboutt
heM5Au toma t
edMa r
keti
ng
Machin
eb yvis
iti
ngwww.Auto
ma t
eYourReal
E s
tat
e.c
om.
Thesyst
ems el
lsfor$2
9 7one-
ti
meset-
u pfeeand$97a
month(paysforal
lyou
rh o
sti
ng,emai
l
,text,
a ndvoi
ce
bro
adcast
ing).Ther
earenocont
ract
san dyouc a
nc a
ncel
atanyti
me.

So
cia
lSi
t
es
Soci
almediac
anbeati
mewa sti
ngacti
vi
tyu
nles
syoug e
t
fo
cusedanddepl
oyaspe
cificst
rat
egyli
kegene
rat
ingcash
buye
rs.Themai
nsoci
aln
etworktha
tseemstoworkth
eb es
tfo
r
findi
ngc a
shbuye
rsi
swww.Lin
kedIn.
com.

www.L
inke
dIn.
comisaprof
essi
onal
social
net
workwhe
reyoucaneasi
l
yfindreal
esta
tei
nves
ti
n gi
nter
estgr
oup
s
aswel
lasothe
rgroupsf
ocus
edaroundaspec
ificsma
llbus
ine
ssownerorp
rofe
ssi
on.Is
uggestj
oini
nggro
ups
f
or“Doc
tor
s”,“
Accoun
tant
s”
,and“De
ntis
ts”
.Th
esewor
kingpr
ofes
sio
nal
stypi
cal
l
ye a
rngr
eatmo ne
yandma y
nee
dawa ytoinv
esti
t!

Theke
ytos u
cce s
so nLi
nke
dInist
otakeyourt
imeandbeengag
ing
. Un
li
kene
twor
ki
nginper
son,
onl
i
ne
net
work
ingtakesawh i
l
elonge
rforpe
opletofe
elcomfor
tab
lewi
thyou.
Spen
dtheti
men e
ces
sar
ytobui
l
d
ra
ppor
twiththeme mber
sofyourgr
oups,a
n donc
ey o
uh av
edonesothe
nst
arti
nt
rodu
cingt
hemtoy
our
whol
esal
i
ngb usi
ness.

AGE 1
P 9
0
3 TheVIPCashBuyersList
CHAPTE
R

L
eve
rag
eYo
urPo
werT
eamMe
mbe
rs

Y
o u
rin
vest
or-f
ri
endl
yrea
lest
ateage
nt,
clos
ingagent
,pr
oper
tymanag
er,
andre
alest
ateatt
orn
eypr
obab
lyk
nowa
l
otofl
ocal
cashinv
esto
rs.L
evera
gethe
irnet
workbyask
ingthe
mtoint
rodu
ceyoutothe
irbes
tcl
i
ent
sandl
ett
hem
k
nowthatyouwil
luset
hemifanyre
alest
atede
alsar
ecreat
edbec
auseoft
herel
at
ion
ship!

Y
ourOwnSe
min
ars

Thi
sonei
sfo
rthos
eo fuswhoar
emo reout
goin
ga ndli
ket
ohel
pother
swit
houre
xpe
rti
se.
Howeve
r,i
fyo
u’r
e
goi
ngtob
egivi
ngbeg
innin
grea
lest
ateinve
stmentsemi
nar
stopeo
p l
ein
ter
est
edi
nbuy
ingre
nta
lpr
oper
ti
es,
yo
u’r
egoi
ngtobegen
e r
ati
ngyo
urownl e
adsandp r
ofiti
ngf
romyourhe
lp.

Thi
nkabo
utasi
mp l
eshow-
and
-t
ell
typeofpr
esen
tat
ioni
nah ot
elc
onfer
enceroo
m, wit
hasli
desh
owoft
he
be
nefit
sandhi
gherre
tur
noninv
est
me ntf
romrent
alpr
oper
ti
es.Anot
ebookcomputerandp
roj
ect
ort
heh
ote
l
pr
ovi
desar
eal
lyo
un eed
,andy
oud oaPowerPo
intpr
esen
tat
io
na n
djustt
elli
tl
ik
eitis.

Whoatt
ends?Youwo u
ldmarke
ttheFREE“High
erROIfr
omRent
alHous
eInves
tment
”semina
ratre
ti
re
me nt
homes,
withinv
est
me nta
dvi
sor
s,i
nc l
ass
ifiedads,
onyourwe
bsi
tean
da ny
wh e
ree
lsewhereasoo
n-t
o-b
ereti
re
d
orr
eti
re
dp er
sonmayb eexp
osed.
Y o
u’r
egoingtosho
wt h
emtha
tthe
ycand of
arbet
tert
hanthe3%re
turn
so n
sav
ing
sa c
c o
untsandcer
ti
ficat
esofdepos
it
.

DoaL
it
tl
eBi
tof
Eve
ryt
hi
ng

E
veryst
rat
egyi
nthi
sc h
apterwork
stoaddcashinv
esto
rbuye
rstoyourVIPCashBuyer
sli
st
.Asyo
ug e
nera
te
t
hes
eleadsmakesur
ey o
uta k
etheti
metogettoknoweachca
shbuyer’
sb u
yin
gc r
it
eri
aandth
eonesth
atyou
f
eel
a r
esupers
eri
ousbuyer
sI s
uggestt
aki
ngthemtolunc
horcof
fee
.Th emoreyougett
oknowthem,
thehi
gher
y
ourchance
sofsel
li
ngthemad eal
!

AGE 2
P 0
0
4 LocatingSellers&Properties
CHAPTE
R

Nowt ha
tweh a veagoodunderst
andi
ngoffindingcashbuye
r s
,le
t’
stal
kaboutfindin
gmo ti
vatedsel
l
ers
.Justby
t
hen at
ureo fourgoal
sasawh ole
sal
er,
wek n
o wthatwemu stbeabl
etob u
ya tadeepenoughd i
sco
unttosel
lt
o
ourin
vestorcustomer
s,sobot
hp art
i
escanma keap r
ofit
.Becauseofthi
swen eedasigni
ficantdi
scoun
tfrom
r
etail
sowea r
elooki
ngforei
th
e rdi
st
res
sedsell
ers,
ordis
tr
essedp r
oper
ti
es.Ad i
st
ress
edsell
erisany
one
ex
p er
ienc
ingse ver
efinanci
aloremoti
onal
painatthemome nt,
andg e
tti
ngcashint
othei
rpocketi
sthesolu
ti
onto
t
heirpro
blem. Ad i
st
re
ssedpro
p er
tyi
sanypropert
ythatnee
dse xt
ensi
verepai
rs.
..
inothe
rwo r
d s“
ugl
yhou s
es”
.

Be
lowa
rej
usts
omeo
fth
ere
aso
nsas
ell
erma
ywa
ntt
ose
llq
uic
kfo
rca
sh:

Pe
ndi
ngb
ank
rup
tcy Pr
ope
rtyi
sinp
rob
ate
/i
nhe
ri
te
danu
nwa
nte
dho
use

F
ore
clo
sur
eord
efa
ultn
oti
ce Ho
usei
sinn
eedo
fex
ten
siv
ere
pai
rs
Be
hin
dinmo
rtg
agep
ayme
nts Up
sid
edo
wni
nth
eirmo
rtg
age
Di
vor
ce So
meu
nex
pec
tedd
ead
li
nef
ors
ell
i
ng

L
ostt
hei
rj
obo
rsa
lar
ycu
ts Ti
r
edo
fbe
ingal
and
lor
d

De
li
nqu
entp
rop
ert
yta
xes L
ega
ltr
oub
les
De
athi
nth
efa
mil
y Ti
t
leo
rde
edi
ssu
es
Me
dic
alb
il
ls F
ir
e/wa
terd
ama
ge

AGE 2
P 1
0
4 LocatingSellers&Properties
CHAPTE
R

Sor
ig
htn
owy
oumi
ghtb
eas
kin
gyo
urs
elf
,“
Whyd
oes
n’tt
hes
ell
erj
ustl
i
stt
hei
rpr
ope
rtywi
t
har
eal
est
atea
gen
t”?

Well
theansweriss i
mple.
..s
ell
i
ngtradi
ti
ona l
l
ytakestimea ndsell
i
n gtoan“al
lcash
”bu y
erisfasta n
de as
y.In
manyState
s,th
ea verageti
meitta
k e
stose l
lah ouseviatheML Sis60-100+days
.Also,
wh enselli
ngtrad
it
ional
l
y
t
hesell
ermu s
tfin darealest
ateagent
,payc ommiss i
ons,hol
do penhouses,pa
yfortheproper
tyt obema i
ntai
ned
whi
letherea
lest
a teagenti
sma r
keti
ngit,
pa ycl
osingco st
s,andevena f
teral
loft
hat,
thebu y
erwi ll
typi
cal
lyget
ani
nspecti
onandu setheneededrepai
rston e
go t
i
a t
ed ownthep r
ice.Manysell
er
svaluespeeda nds i
mpli
cit
y
ove
rsell
in
gtradi
ti
o nal
ly
..
.andthat
’
swh ywh oles
alersarearound.Wec re
atea“Win-
Win”val
uep r
o posit
i
ontoo ur
sel
l
ers.
Weg etag oodde al
andtheygetfa
s tcashintheirpock
et,with
outa l
lt
hetypi
calhas
sleso fsel
li
ng
t
radi
ti
onall
y.

I
nther
estoft
hischap
terwewi
lld
isc
ussan umbero
fma r
keti
ngst
rat
egi
esandte
ch n
ique
sforfind
ingmo t
i
vate
d
s
ell
er
sthatar
ewo r
ki
ngforwho
les
ale
rsaro
u n
dthecountr
y.Someoral
loft
hemma yworkfo
ryou,buty
ou’
lln
eed
t
oadaptandeval
uat
ethemint
heconte
xtofyou
rlocal
ma r
ketar
eaandthei
nve
storcompet
it
iv
eenvi
ronment
.

Rememberyou
rval
uea
sawhole
sal
eri
ssol
vi
nghomeowner
’
sfina
nci
alsi
t
uati
onsandp
rov
idi
ngi
nve
sto
rswi
t
h
go
o dde
als.
Atthee
ndoft
hed
ay,t
woski
ll
scon
tri
but
edi
re
ctl
ytoy
ourb
ottoml
ine:

Y
oura
bil
i
tyt
olo
cat
epr
ope
rti
esy
ouc
ana
cqu
ir
eatd
eepd
isc
oun
tst
ocu
rre
ntma
rke
tva
lue
.
Y
ourn
ego
ti
at
io
nsk
il
lso
nth
ebu
yin
gan
dse
ll
in
gsi
deso
fth
epr
oce
ss.
(Sc
ri
pt
sco
min
gupi
nal
at
erc
hap
ter
)

F
reeMe
tho
dsf
orF
ind
ingSe
ll
er
s
Le
t’
ssta
rtoffwithsomeofmyf av
ori
t
efre
eme t
hodsforfi
nding
moti
vat
edsell
ers.Thes
ewilli
ncl
udedr
iv
ingfo
rdoll
ar
s,pl
aci
ngadson
onl
i
neclas
sifieds i
te
s,i
n-p
ersonnet
work
ing,
onli
nesoc
ial
networ
ki
ng,
maki
ngoff
erso nML Spr
opert
ies
,you
rwebsi
te/
blog(
SEO),
and
co
-whol
esal
ingo th
erwholes
aler
’
sinv
ent
ory.

AGE 2
P 2
0
4 LocatingSellers&Properties
CHAPTE
R

Dr
iv
ingf
orDo
ll
ar
s

Aslonga
sther
ehavebeencars
,ther
ehavebeenre
alest
atei
nve
s t
orsdri
vi
nga r
oundl
ooki
ngforposs
ibl
ede
als
.
Thekeyt
osucces
sful
l
y“dr
ivi
ngfordol
lar
s”i
su n
ders
tand
ingwhattolo
o kf
orasyoudri
vearo
und.Boar
dedup
wi
n d
ows,ov
ergr
ownlands
capi
n g
,ma i
l
/phonebook
s/doo
rh a
nge
rsp i
le
du ponthefr
ontdoor
,f
orec
los
ureno
ti
ces
post
edonthegar
ageorfr
ontofth
ep r
opert
y,fi
redamage,pi
l
eduptrashonthepro
pert
y,o
ranyth
ingtha
tmay
i
ndic
atet
hatth
ep r
oper
tyi
sa b
andonedorindi
str
ess.

Onceyoufindap r
opert
ythatmaybeac andi
date,sna
paq uickphot
oo ft
h efron
toftheprope
rtyandwr i
tedown
th
ea ddr
ess.I
fyoua r
ea noutg
oingpers
ona ndfeelco
mf or
tabl
e,ge
tou tofyourcaran
dg oknocko nthedoorto
seei
fanyoneish o
me .I
fthe
ya r
e,th
enletthemk nowthatyouar
eal o
c al
inv e
storl
ook
ingtobuyah ouseinthe
nei
ghborh
oodf orcashandyouwe r
eo u
ttalk
ingtoall
theneighb
orstos e
ei ft
heyknewa nyo
neinter
estedin
sel
li
ng.I
fi
tisvacant,t
hengok no
cko nthenei
gh b
orsd o
orandseeifyouc angetanyi
n fo
rmati
ona bou
tth e
subj
ectpr
opertysuchaswh oownedit,
ho wlo
n ghasitbee
nv ac
ant,dotheyh av
etheo wner
sco n
tacti
n f
oe t
c.

Onceyoug etbac
ktoyourhomeo rof
fice,l
ookuptheaddr
essofth
eproper
tyi
nthecountyta
xrecor
ds.Ther
eisa
websi
tethatyoushoul
dbea b
letousetofindyourSta
te’
staxas
sesso
rswebsi
teanditi
scall
ed
www.NETRo nl
ine
.com.Cl
i
cko n“
Pu b
li
cRe c
ordsOnl
ine”t
hencl
ic
ko nyou
rStat
eth
e nchooseyou
rCounty.
It
sh
o ul
dgivey o
ua l
lt
heinf
ormati
onforanypubl
icof
fices,
incl
udi
ngyourl
ocalt
axasse
s s
or’
swebsi
teandphone
number.

Thegoa l
istolookupwh oth e“own e
ro frec
o rd”isi
nt hetaxr ecor
d
dat
a b
asea ndfindwh attheir“t
a x
ab l
ema il
ingad dress”is
.Th i
sisthe
addre
sswh eretheownero fthep r
opertyreceivesthei
rma i
l
. Reme mb e
r
th
isma ybed i
ff
eren
tthant hep hysi
calp r
opertya ddre
s s,
wh i
c histhe
addre
ssthaty o
uwroted ownwh end r
ivi
ngf ord ol
lar
s. Nowy ouh ave
th
eiraddres
sa ndnames oy ouc and oaq ui
c kse ar
cho n
www.Wh i
tePages.
comt ose eifyouc andigu pth ei
rph onenu mber.Als
o,
youcans endthemalette
r( ma i
ledtotheirt
a xablema il
ingad dr
ess)
expl
aini
ngyo uwanttopayc ashforthei
ra b
a ndo nedp r
operty!The
re
asonI wantedyoutosna paq ui
ckp hot
oo fth efr
o n
to fthep r
opertyis
becauseIrecommends endingaf lye
rth a
tloo k
sl i
keth i
s:

AGE 2
P 3
0
4 LocatingSellers&Properties
CHAPTE
R

Asyo
uc a
ns e
ethi
sli
t
tl
efl
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cal
l
yg r
absthes
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ten
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andt
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fer
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fer
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outeeachdaywhenr
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goingto
wor
k,ors
impl
ygodri
vearo
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uteseachda
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argetar
eas
!

On
li
neCl
ass
ifie
dAd
s

Whenahome ownerist
ryi
ngtosel
lt
hei
rho
use“F
orSal
eByOwner
”(FSBO)
,of
tent
ime
stheyl
ooktowa
rdsonl
i
ne
cl
ass
ifie
ds i
te
slikewww.Cra
igsl
i
st.
com,
www.Ba
ckpag
e.c
om,orapos
tings
it
eli
kewww.F
orSa
leBy
Owner.
comto
mark
etthe
irpr
o p
e r
ti
es.

o
Fri
nst
anceonwww.Crai
gsl
i
st.
com,youcanc l
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ckon“
rea
lesta
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ors
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n d
erthe“
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na tt
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opo
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ic
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eve
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ert
yty
peyouaresea
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ngfor
.Thegoa
listofil
te
rout
a
nyl
is
ti
ngtha
tisn
’tatr
ueFSBO.

Thenyouc ancontactt
h eownerthroughthecontact
i
nformati
ono ntheli
sti
ngan dseeiftheywouldbe
i
nteres
tedinrecei
vin
ga nal
l cashoffe
ro nthe
irpro
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ty!
Youcana l
sod othi
ss ametechniq
u ewith“Fo
rRe ntBy
Own e
r”(FRBO’
s)ont heses
a mewe bsit
esandSe ct
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l
andlor
dsf o
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lSer
v e.
com.Sec t
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ionedwe b
s i
te
.

Y
ouc a
ncal
lt
hemandaskt
hemift
hey“l
i
ke”b ei
ngala
ndlo
rd,
ori
fthe
ywo u
ldrat
herca
shoutanddosometh
ing
e
lsewi
tht
hei
rmone
y.I
fthe
yhav
ea ni
nte
restinsel
l
ing,
youcant
henmakethe
ma nall
cas
ho f
fer
.Thi
ssame
p
roces
scanbed
onewi
thanyon
lin
ecla
ssi
fie dorpost
i
ngsit
ewherel
and
lor
dsorsel
le
rspo
stthei
rpr
opert
i
es.

AGE 2
P 4
0
4 LocatingSellers&Properties
CHAPTE
R

Cl
everTi
p:Youcanal
soaskt
hela
ndl
ord
syoufi n
do nwww.
Soc
ial
Ser
ve.c
omifthe
yh a
veanyi
nter
esti
n
h
avi
ngyouserveupsi
gni
fican
tl
ydis
count
edwhol
esal
edeal
stot
hemsotheycanaddmorepr
oper
ti
esinthe
ir
p
ort
fol
i
o.Ma n
ytimest
hes
elandl
or
dswil
lmakeg
reatcas
hb u
yer
syo
uc a
na ddtoy
ourVIPCas
hBuyersli
st
!

I
n-
Per
sonNe
two
rki
ng

Reales
tat
ehasb e
e na n
da l
wayswil
lbea“ r
elat
io
nship”busi
ness.Yourwealthwillbead i
rectres
ultofthen u
mb er
andqual
it
yofrel
ati
on shi
psyouhave
, sobecomeg r
eatatn e
tworki
ngin-per
s on
. Startwi
tho r
deri
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pr
o f
ess
ional
busin
e sscard
s(dif
fe
renttha
ny ourcar
dsu sedforcashbuyers)th
a th a
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rn ame,ti
tle
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acti
nfor
ma t
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m. Is
uggestusin
gaf re
eGo ogleVoic
ep honenumb er( www.Goo gl
e.
com/ Voi
c e
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re
g i
st
eri
ngaprofe
ssionalemai
laddr
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fer
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O.Boxholder
s .
Atthee n
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u sttr
ya nda v
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gy o u
r
pers
onalco
ntacti
nformati
onandNE VERu seagoofyema il
addressl
ikehotma mma 77@yahoo.com!

Nowthatyouhavesomeb u
sin
esscar
d s
,st
artnet
wor
kingbytel
l
ingever
yoney o
uk n
ow( yourco-
wo r
ker
s,f
amil
y
members,
fri
endsatchur
ch,pe
opleyoumeetwhil
epumpin
gg as
,etc.
)aboutyouri
nte
resti
nb uyi
ngproper
ti
esfor
ca
sh.Lett
hemk nowthatyouhaveasi
mp l
epro
gramthatal
lo
wsah o
meown erafas
t,no-
hasslesal
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Ex
pla
inthatth
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oidmakin
ga n
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inganycl
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Theg o
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sonn e
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tchoft
he“bene
fits”youbri
ngtothet
abl
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ng
out“why”t
hesel
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edstosella
ndwhatthe
yp l
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ntoth
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asonsforsel
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o wyoutota
kethes e
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empera
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Ifth
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etr
ul
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v a
ted,
youcaneasi
lycr
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Win”of
fe
rthatal
lo
wsy o
utob uyatabigenoug
hd i
sco
u n
t,whi
lehel
pi
ngto
so
lvethehomeowner’
sprobl
ems.

On
li
neSo
cia
lNe
two
rki
ng

I
ntheprevi
ouschap
ter
,wed i
scus
sedb ui
ldi
ngyourVIPCashBuyersl
istbynet
worki
ngthr
oughtheonl
ines
oci
al
websi
te
,www.Li
nkedI
n.co
m. Whenitcome st
ofindingmotiv
atedsell
er
s,www.Fac
ebo o
k.c
oms eemstowor
kthe
bes
t.Themainre
asonisyoucaneasi
lysprea
dthewo rdaboutyo
ur“cashfo
rhouses”busi
nessbypos
ti
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t
imel
ine,
changi
ngyourbannergr
aphictoexpl
ai
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vedinth
econ v
ersat
i
o n
s.

AGE 2
P 5
0
4 LocatingSellers&Properties
CHAPTE
R

Thek
eyiss
pread
ingt
h ewor
dtoasmanypeopl
easyoucansothe
yc o
met oy
ouift
heyh
aveapro
pert
ythe
yar
e
l
ooki
ngtos
ell
quic
kforcas
h.Andr
ememb e
rtol
eteve
ryo
nek n
owt h
atift
heyse
ndyouadea
l,y
oucanpayt
hema
“fi
nder
’
sfee
”of$500or$1000
.Soth
eyaremoti
vat
edtose
n dpot
ent
iall
ead
syourway
!

Cl
eve
rTip
:Ify
ouwa ntt
ogetacoolb
annergr
aphi
cmade,I
sugges
thir
in
gsome
oneof
fofwww.
Fi
ver
r.
com.I
t
i
sawebsi
t
ewh e
reyoucanhi
ret
a l
ent
edpeop
letodoth
ing
sfor$5buc
ks.Goont
hesi
te
,cr
eat
eafr
eeac
count
,
a
ndhir
eagra
phicdes
ign
ertocr
eateyouaki
l
ler“
cashf
orhou
ses”g
raphi
cyouca
nusef
oryou
rFac
eboo
kbanner
!

Ma
kin
gOf
fe
rso
nML
SPr
ope
rti
es

Thi
sme t
hodforfindingdeal
srequi
resyounetwo r
ki
ngwi thaninvest
o r
-fr
ie
ndlyre
a l
estat
eagentandhavi
ngthem
make“l
owball
”of
fersond eal
sfoundontheML S.Youwi l
lneedaPr o
o fofFunds(POF)togoal
ongwithyourof
fer
i
fyouwanttobetakens er
io
usly
,butth
atisre
a l
lyyouro n
lyhurdl
e.Ha veyouragentma k
eoff
ersonfor
ecl
osures
,
sh
ortsal
es,
bank-ownedp r
opert
ies
,andgover
n mento wnedh ous
e s(HUDh ouses
).Als
oh av
ethemma keoff
erson
pr
opert
i
eswithhig
h“ daysonma rk
et”
,aswell
a s“goof
y ”pr
opert
iesthatareunusualf
orthenei
ghborh
ood.For
ex
amp l
e,hou
sesthata r
e2b edr
oom1b athsi
nan ei
ghb o
rhoodfullof3b e
droom2b athhouse
s .
Basi
cal
lyany
ugl
yorunusualh
ou searehabbercoul
daddva l
uetob ybrin
gingitupt ocur
rentmarketst
anda
rdsorbyaddin
g
sq
uarefoot
age!

Cle
verTip:Inafuturechapt
erwewi l
ldi
scusshowtos t
ruc
tureyourwho l
esal
eoff
ers,butsi
ncewea r
et al
ki
ng
a
boutbuyi
n ghousesofftheMLSth i
sisagoodspottotal
kaboutfundi
n gre
q u
ir
eme nt
s.Manyt i
meswh enbuying
f
romaban k(REO’sandSh or
tSal
es),t
heywil
lrequi
reyoutoact
uall
ycloseonthed e
alpri
ortob e
ingabletofl
ipit
.
I
nothe
rwo rds,
theywo n’
tall
owy outo“as
sig
n”or“doubl
ec l
ose
”yo u
rc ont
ract
.Becauseofthi
sma nyinve
s t
ors
u
se“Tr
ansa ct
io
na lFun
ding”tot
a k
ed ownthepropert
ytheni
mme diat
elyfl
i
pittothei
rback-
en dcashbuyer.
Yo u
c
angoogle“tr
ansa c
ti
onalfundi
ngforreal
esta
te”andlear
nmo r
ea boutit
,buti
tisess
en t
i
a l
l
y1 00%s h
ortter
m
f
undi
ngforinvest
o r
sthatwanttoquick-
fl
i
pap r
o pe
rtyandal
readyhavetheb a
ck-e
ndc ashbuyerl
inedup.

I
sugge
stusi
ngatra
nsact
ion
all
ende
rthatisrec
ommend
edfr
oma n
oth
erinv
est
ort
hath
asu
sedthe
mint
hepas
t,
o
rtr
ychecki
ngoutc
rowd-
fundi
ngwebs
it
e sli
kewww.
Pat
cho
fLan
d.c
omo rmyfa
vor
it
e.
www.
Len
din
ghome
.co
mto
s
eei
ftheywi
llf
undyourd
eal
s.

La
stti
pistomakesur
ethatther
eareno“
deedr
estri
ct
io
n s
”whenbu
yinga
nREOo rs
horts
ale
. Adeedr
est
ri
cti
on
wi
lll
i
mityoura
bil
i
tyt
oq u
icklyre
-sel
lt
hepr
oper
tytoyourbac
k-e
ndcas
hbuye
r.As
kyouragenttoe
nsur
ethatt
her
e
ar
enod e
edrest
ri
ct
io
nspri
o rtoyoucl
osi
ngont
h edeal
!

AGE 2
P 6
0
4 LocatingSellers&Properties
CHAPTE
R

We
bsi
t
eorBl
og

Havi
ngcre
dibi
l
it
yisimport
antwh enworki
ngwithmo t
i
v a
tedsel
ler
ss ohavi
ngawe bsi
t
e/blogwh e
reth
eyc a
nlear
n
abo
utyourexpe
rti
seaswellaswh oyouareandhowy oucanhelpthemisagreati
dea.As i
mple4-5pa
ge
websi
te
/bl
ogwill
dothetri
cka n
dI wouldnotspen
dat onofmo neyort
imetry
ingtoma keitt
oofancy
.Isugge
st
st
art
in
go f
fwit
hthefol
lowi
ngp ages(Home,AboutUs,CashForHo u
ses,
Blog,
andCo nt
actUs )
.MyM5Au tomat
ed
Mark
eti
ngMa c
hinetec
hnol
og y(www.Auto
ma t
eYourReal
Esta
te.
com)willdoth
etric
k,butifyo
uwa ntt
og oati
t
al
one,
Ireco
mme ndawe bsi
tebu i
l
tonWo rdPr
ess.

Thekeytosucc
essf
ull
ygener
ati
ngmo ti
v a
tedsel
l
erlead
sthrou
ghy ourwebsit
eorbl
ogistoconsi
stent
lypost
fr
esh,r
el
evant
,andl
ocal
ize
dc ont
enttoitonaregul
arbasi
s.Foc
use achpagearoun
d1o r2l
oc a
li
z e
dk ey
word
phr
ases.Bydoi
ngthi
syouare“opt
i
mi zi
ng”yourp
a g
eforsear
chen g
ines(SEO).
Somee x
amplesofh i
ghl
y
opt
imize
dk e
ywordphr
aseswouldbe“Ca s
hforAri
zonahouses
”,or“
Ibu yugl
yChandl
er,
Ari
zonaho use
sforcash
”.
Bywrit
i
nga r
ti
cl
esar
o u
ndap art
i
cularto
p i
candplaci
ngyourhi
ghlyopti
mizedkeywor
dphras
esthroughoutt
he
ar
ti
clesear
chengi
nesaremorel
ikel
ytos howyourwebsi
teasaresul
twh ensomeonet
ypesi
nt hatpar
ti
cula
r
phr
ase.

He
rea
res
omeo
the
rsu
gge
sti
onsf
orp
age
/bl
ogp
ostc
ont
ent
:

Wh
att
odowh
eny
oug
etan
oti
ceo
fde
fau
lti
n[Y
ourSt
ate
]. 5T
ipsf
ora
voi
di
ngf
ore
clo
sur
ein[
Sta
te]
.

Wh
ata
ret
hes
tep
sin[
You
rSt
ate
’s]
for
ecl
osu
rep
roc
ess
? Wh
yse
ll
in
gtoar
eal
est
atei
nve
sto
risag
rea
tch
oic
e.

Ho
wtos
ell
you
r[St
ate
]ho
usef
astf
orc
ash
. Ho
wtog
ett
opd
oll
arf
ory
ourh
ous
ewi
thi
n3d
ays
.

T
her
eal
i
ti
eso
fth
e[St
ate
]Sh
ortSa
lep
roc
ess
.

Y
ou’
llt
hi
n kofmo r
e,e
specia
ll
ywh e
ny ou
’reask
edquest
io
nsfromho
me owner
s.Nearl
yever
yquest
io
na
h
omeown erasksi
sag o
o dtop
icfora
na rt
ic
leorb
logpost
!Atth
eendofth
eda y
,makesureyouco
ll
ectth
esell
er
’s
n
ame,ema i
landphonenumb erf
romthemu si
ngan“o
pt-
infor
m”pl
acedontheri
ghthan
ds i
deofyourwebs
it
eor
b
log
.Thisform(andyourphonenumber)shou
ldbeonever
ypagegi
vi
ngthesel
lert
hehig
h e
stamountof
o
pport
unit
iestoconn
ectwithyou.

AGE 2
P 7
-'fj_- Clever Tip: Optimizing your Meta and Title Tags on each page to coincide with your optimized keyword
phrases is a great idea. Meta Tags are read by search engines so they understand what each page is about so they
can index them properly. Each page can have its own set of Meta and Title Tags, so match them up with your
optimized keyword phrases to get better results!

Co-Wholesaling Other Wholesalers Inventory

One of the reasons I chose to start off having you focus on finding cash buyers first is so you can easily start
co-wholesaling other wholesaler's inventory to them. This is a completely free way to make some quick cash
without having to spend any money on marketing to find deals. Simply network with other local wholesalers and
market their deals to your cash buyers.

The key to legally being able to do this without having to have a real estate license is getting the wholesaler to sign
an "option" contract with you, giving you the option to buy the property at a certain price. Once you have your
"option" agreement executed, you can now legally remarket the property to your cash buyers because you are now
a "principal" in the transaction.

I teach this strategy in detail (and give you an awesome Co-Wholesaling agreement) in both my Fast Track Profit
System course and my Quick Flips For BIG Profits courses. You can learn more by checking out my free Fast Track
Profit System web class I put on by visiting www.RealEstateWebclass.com or my Quick Flips For BIG Profits video
at www.QuickFlipsForBigProfits.com).

-'fj_- Clever Tip: The best places to find other wholesalers is by searching "cash for houses" companies online
(Google/Yahoo), and by searching in www.Craigslist.com for ads from "cash for houses" companies. Call them up
and ask them what they do with the houses once they have them under contract and see if they work with local
investors to buy /sell their deals. You can also ask your closing agent, real estate agent, or even local hard money
lenders, and see if they have any local wholesalers they could connect you with!

PAGE.
0
4 LocatingSellers&Properties
CHAPTE
R

Pa
idMe
tho
dsf
orF
ind
ingSe
ll
er
s

Nowthatwec overe
ds omeo fthebest“f
ree”waysforfi
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le
rs,l
et
’stal
kab
o uthowyoucouldaddsome
ro
cketf
ueltoy ou
rb usi
nessa ndgenerat
eat onmoremoti
vatedsel
l
erleads
.Theseme t
hodsi
nclu
d eDi
rectMai
l,
Bandi
tSi
g n
s,a n
dPa yPerClick(PPC).Whil
etheymaycostmo ne
y,youhavetot
hinkofi
tasaninvest
me n
tinto
yourbu
sinessandn otanex p
en se
.Ifdonetheri
ghtway,t
heseth
reeme t
hodswi
llgener
atemoremo t
iv
atedsel
ler
l
eadsthanyouc anhandle
. Thi
sish owmea n
da l
lmywe al
t
h ybudd
iesrampedupo u
rwh ol
esa
li
ngb us
iness
esand
domina
tedou rl
ocalma r
kets.

Di
r
ect
Mai
l

Byfarthebes
t“pai
d”ma rk
eti
ngme th
odforgen
erat
ingmo t
iva
tedsel
le
rleads
i
sdir
e ctmai
l.
..
als
ok nowna sdi
rec
trespons
ema r
keti
ng.Theconce
ptwo r
ks
l
ik
eth i
s.Youcr
eate(orbuy)ahi
ghlytar
get
edmail
ingl
ist(p
robat
e,i
nher
it
ed
pr
ope r
tie
s,f
ore
clo
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re,hi
ghe q
uit
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lt
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ro fr
ecor
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opt
imizedpost
car
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lett
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Thek
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ngit
.On
lypr
ovenma i
lpi
ecest
oprov
enmai
l
ingl
ist
s.I
fdo
nec
orr
ect
l
yyo
ush
oul
dex
pec
t
be
tweena2-
5%r
espon
serat
edepe
n d
ingontheli
sta
ndmai
lpi
ece.

Myfa
vori
temai
li
ngli
sti
sthe“hi
ghequi
tyno
n-o
wneroc
cupi
ed”l
i
stpul
l
edfr
o mwww.Lis
tabi
l
it
y.c
om.Thesear
e
es
sent
ial
l
ylan
dlor
dsthathav
ep r
ope
rti
eswi
tht
onsofe
qui
tyi
nthemandforonere
asonoranot
her(s
ickof
t
enant
s,pr
oper
tygott
rash
eda n
dtenantmo
vedout
,l
andl
or
dwantst
oret
i
re)th
e ynowwanttosel
l
.

The
nIma i
lou
tas i
mple4.25by6in
chy e
ll
owandbla
c kpos
tca
rdIcal
lt
he“Magi
cBu
lle
t”.
Bel
owismymagi
cbu
ll
et
po
stca
rdandthete
xti
n s
ideth
etoppinkdas
hedli
nei
st h
eheadl
in
e,t
hetex
tin
sid
ethebl
uedash
edli
nei
sth
e
bo
dy,andt
hetexti
nsi
dethebott
omp i
nkdashe
dli
neistheP
.S.
sect
io
n.

Ma
gicBu
ll
etPo
stc
ardE
xamp
le:
(Fr
ont
andBa
ck)

The
s esect
i
o n
sa r
ethemo stimpor
tanti
n g
redi
ent
st oanydir
ect
mai
l pi
ece.
Y o
urheadl
ineshou l
dbeatte
n t
io
ng r
abbing,y
our
bodyshoul
de x
plai
nhowy ouc anben
e fitt
hesel
leralon
gwi t
h
yo
urc ont
acti
nfor
ma t
ion,
an dtheP
.S.sect
ionshoul
dc r
eate
sc
arcit
yandremindthesel
lertoke
ept h
ema il
pieceincasethe
y
wanttosel
latala
terdate
.

AGE 2
P 9
0
4 LocatingSellers&Properties
CHAPTE
R

Andasy o
ucansee,
thec
ardissi
mp l
eindesi
gnb utdon’
tl
ett
hatf
oolyou.I
h av
etestedever
yaspectoft
hiscar
d
andma i
le
doutov
er800,
000ofthemjusti
nthelas
t2y ear
s.I
t’
sche
ap(around$.3
0-.35percar
d)andtypi
cal
ly
conve
rtsar
ound3-
5%.Iha
ved es
igne
da ndtes
tedd o
zensofmai
lpi
ecesoverth
ey e
a rsj
ustl
ik
ethisone,
andon
aver
age,br
in
ginar
ound500-
1000mo t
ivat
edsell
erlead
samo nt
hfromdir
ectma i
l
.Ifyouconta
ctLis
tabi
l
it
ya ndt
el
l
th
emy ouknowCodySpe
rberfr
omwww. Cle
verI
nvesto
r.
comtheywi
llhel
pyoup ul
lt
h eli
stan
dg i
veyouali
ttl
e
di
scount!
Be
lowa
reac
oup
leo
fsu
gge
sti
onst
opu
llo
the
rhi
ghl
yta
rge
tedma
il
in
gli
st
s:
I
nhe
ri
te
dPr
ope
rti
es–www.
USL
ead
sLi
st
.c
om

F
ore
clo
sur
e/Pr
e-
For
ecl
osu
re–www.
Rea
lt
yt
rac
.co
m

Hi
ghE
qui
t
y/Own
erOc
cup
ied–www.
Li
st
abi
l
it
y.
com

Pr
oba
tes–www.
USPr
oba
teL
ead
s.c
omo
rpu
ll
edf
orf
re
edo
wna
tyo
url
oca
lco
urt
hou
se.

Sonowt h
a tyouhaveyo u
rli
standy o urfir
stpos
tcard,youmightbeaski
n gyour
sel
f,“
Howd oIsendoutpostc
ards
orl
ett
ersonama ssscal
e?Iha v
en ev e
rdoneanythi
n gl
ikethi
sbefore
”.We l
l
,mostin
vestor
suseas y
stemc a
ll
ed
www.Cli
ck2Mail
.com.AndI usetoa swe l
l
,butIf
ou ndthatt
hep r
ocessforsendi
ngma i
li
sc o
mp l
i
catedandtakesa
l
ongtime.Some t
imesitwouldtakeme3 0minut
e stogetmyma i
l
ingpie
c efo
rmatt
edcorrec
tl
yonlytohavethe
sys
tem“ti
meo ut
”andI woul
dh avet ostar
tal
lover.
Soaf ewy ear
sagoI deci
dedtobui
ldmyo wncustomi
zed
mail
i
ngp orta
lthathousedall
myh i
g hl
yopti
mizeddirec
tma i
li
ngp i
eces.
Myd ir
ectmail
po r
tal
ma k
ess e
ndi
n g
post
cards
,lett
ers
,andy el
lo
wl et
terss u
p e
reasyandlight
n i
ngfast
.With
in1 -
3minute
syo ucoul
dma i
loutasma ny
mail
piecesasyouwa ntedwithoutha v
ingtobego o
dwi t
ht ec
hnology!

Unfo
rtu
natel
y(orf
ort
un a
tel
y,
depen
dinghowyouloo
katit
)Ionl
ygi
vemyh i
gh-
endment
ori
ngst
u d
ent
sacce
ssto
th
ep or
tal
.Idothi
sbecausei
ti
saHUGEc ompet
it
iv
ea d
vanta
getoh
avin
ga c
cesstoa
narse
nalofpr
ove
nma i
l
pi
ecesandhigh
lytar
getedmai
li
ngl
ist
s.I
’
mn o
tk i
ddi
ng,on
ceyoucr
ackthedi
re
ctmai
lcod
e,i
t’
sl
ikeadd
ingr
ocke
t
fu
eltoyourwhol
esal
ingbusi
nes
s!

SPECI ALI NVITE-T olearnmor ea boutj oi

ni ngmyr ea lestateinvesti
ngme nt
oringpr ogr ampl ea s
etake
as econda ndv isitwww. CleverI
nve s
t orMent oring.coma ndwa tchthes hor tvi
de o.Hone stl
yit’
snotf or
everyone ,buti tma ybet hepe rf
ectfitf ory ou. I aml ookingf orpos i
ti
ve ,motivatedpe opletha thavea
passionf orma kingmone yandha vingf un. Ifyoua res ome onethatha sas t
rong“ why ”a ndadr i
vethat
compe l
sy out oc ha ngey ourlif
e,the nI wa nttot alkwi t
hy ou.Trustmewhe nIs aythis ,havi
ngme ntor
s
andc ons ultantsi ny ourbus i
nessishowy ouwi ll
mo v efromonel eveltot hene xt.Whe nI fir
sts tar
ted
i
nt hisbus ines s,Iwi ngedi t
,andle t
’
sj usts ayI didn’tge ttoof ar
. Oncemyme ntors howe dmet he
blueprint,Iwa sa bl etoge tmybus i
ne ssupa ndof fthegr ounda nds t
a rt
e dma k i
ngs omes e
rious
mone y .Ove rthey e arsIha v
es pentas ma ll fortunehi ri
ngme ntorsandc onsultantsa nde a c
ht imemy
busine ssha sgr ownc onsiderabl
ya nds oha smyba nka cc ount.Sma rtpe opleunde rstandhowt o
l
ev er
a geot herpe oples’skil
lsandk nowl edge ,
a ndtha tise xactl
ywha ty ouwi llbedoi ngwhe ny ou
becomeame nt orings t
ude ntwithmea ndmyt eam.

AGE 3
P 0
0
4 LocatingSellers&Properties
CHAPTE
R

Ba
ndi
tSi
gns

Ju
stli
keusi
ngbandi
tsi
gnst
oma r
ketforca
s hbuy
ers
,th
eseli
tt
l
er o
a d
sides
ign
sa r
eagrea
twaytoge
n e
rat
e
moti
vat
edsel
le
rlead
s.Bysi
mplyc
hangingthemessa
geonthesignsandpl
aci
ngtheminhi
ghvi
si
bi
li
tyar
eas,y
ou
ca
ne a
sil
ygener
atet
onsofhi
ghqual
it
yleadsfo
rarou
nd$ 1
.00persi
gn.Bel
owaresomeexamp
leban
d i
tsi
gnsI
ha
veusedint
hep as
t.

Thek eytosucc
essf
ull
yg e
n er
ati
n gmotiva
tedsel
le
rle
ad swit
hbandi
ts i
gnsisreal
i
zin
gy ouonlyhave2-
3seco
nds
tograbad ri
ver
’
satte
nti
o n
,soma keyo
u rheadl
i
neandp honenu
mb erthemo stpr
ominentfeat
ureofy
oursi
gns.
Wh i
tesignswit
hblac
ko rredfontworksgreata
ndifyouareina
na r
eawi t
hal oto
fsnow,I s
uggestus
ingy
ell
ow
si
gnswi thbl
ackfon
t.Last
ly,I
li
keu si
ngthe12x1 8in
chs i
gnsbecau
s etheyarecheape
ra ndtendtos
tayu
p
l
o n
ge rthant
hestandar
d1 8x2 4inchones.Youcanbuyyoursi
gnson l
i
nef r
omc ompani
e sli
ke
www. Dir
tChe
apSig
ns.com.

Cl
everTi
p:The
s esi
gnswor
kb e
stinl
oweri
nco
me /
wo r
ki
ngcla
ssneigh
borh
oods,a
ndI s
ugges
tpl
aci
ngyou
r
s
ign
soutl
a t
eaft
ern
o ononaFri
dayandpi
ckthembac
ku pSun
daynig
h t
.Ther
easonyouwantt
odothi
sist
o
a
voi
dgett
i
n gati
cketfr
omc o
deenfo
rcemento
rhar
assedbyany
oneforpl
aci
ngthesi
gns.

AGE 3
P 1
0
4 LocatingSellers&Properties
CHAPTE
R

Pa
yPe
rCl
i
ck(
PPC)

Manyst
ress
edhome o
wn er
sc h
oosetoresear
chthei
ropti
onsonli
nebysear
chi
ngc ommo nlocal
i
zedsearc
hp hr
ases
l
ik
e“cas
hforAri
zonahouses
”,or“
sel
lmyAr iz
onah o
useforcas
h”.Asi
mp l
ewaytog etyourle
adg e
nerat
in
gwe bsi
te
t
oshowu patt
hetopofthesearc
hresult
sistopayGoogleorYah
ootod i
spl
ayyourwebsitei
nthei
rp a
idr
e s
ult
s
se
cti
on.Typ
ica
ll
ycost
ingbetween$1-5percl
ickdependi
ngonhowco mpet
it
iv
ey o
u rl
ocalma r
keti
s,PPCisthe
f
aste
stwaytogetnot
ic
edo nl
ine,
evenifyoujus
tlaunc
hedyourwebsi
teandhavenoo r
gan i
cwebp r
esence.
Below
i
sali
stofcommo n
lysear
chedphras
est ogi
vey o
us o
mei ns
pir
ati
onwh e
nsett
ingupy o
urPPCc amp ai
gn:

WeBu
yUg
lyHo
use
sCi
t
y St
opF
ore
clo
sur
eInSt
ate
St
ateCa
shF
orSt
ateHo
use
s Sh
ortSa
leHe
lpCi
t
y,St
ate
Se
llHo
useF
astSt
ate Se
llHo
useQu
ickCi
t
y,St
ate
F
orSa
leByOwn
erI
nCi
t
y,St
ate WeBu
yHo
use
sCo
mpa
nie
sInCi
t
y,St
ate
Se
llMyCi
t
yHo
useF
orCa
sh F
astCa
shF
orSt
ateHo
use
s

T
oa dv
ert
is
eu s
ingPPC,Is
uggestst
art
in
gwithGooglefir
st
.Vis
itwww.Go
o gl
e.
com/Adwor
dsandwa t
cht
heir
t
uto
ri
al,
setupanaccount
,an
dc rea
teasmallt
exta
db udge
tofaroun
d$1 0aday
.Runyouradsfo
r5-7day
sand
t
rac
ktheres
ult
s.PPClea
dsarealit
tl
eexpe
nsi
ve,buthi
ghl
yquali
fiedl
eadstha
tconve
rtwel
l.
Justonede
alcoul
d
p
ayforanent
ir
ey e
ars’
wort
ho fPPCcampai
gns!
!!

T
hat
’
sBo
thE
nds
?No
wth
eMi
ddl
e

We’
vecov
eredhowtob
uil
daVI
PCashBu
yer
sli
stf
ul
lofeag
erca
shinv
est
ors
,andwe’
vesee
nh o
wwecanl
oca
te
t
hepro
ductwe’
llb
edel
i
ver
ingt
oth
em.Nowl
et’
sgoth
rou
ghthei
nfo
rmati
oncol
l
ect
io
np r
oces
ssowec
anbest
se
rvet
hesel
ler
.

AGE 3
P 2
0
5 TheArtofConversion
CHAPTE
R

Nowthatyouhavele
adspour
ingi
ntoy o
urbusines
s,i
t’
sti
met odi
scu
ssthepr
operwaytocol
l
ecti
nf
ormati
onfr
om
moti
vat
eds el
le
rssoyouca
nd oyourduedil
i
g en
cea n
dn e
gotiat
eagoodpur
chasepr
ice
.Thi
sispr
obabl
ythemost
i
mporta
n tchapt
eri
nthi
sbookbec
au sei
ttookmes i
tt
ingdownwithov
er1000homeowner
stodev
elo
pmy
t
echni
que s
.Ify
ouma st
ert
hearto
fn egot
ia
ti
n gyouwil
lbec
o meanunst
oppabl
emoneymakingmach
ine,
andIam
ex
cit
edtos har
esomeofmyb e
stkeptsecr
etswit
hy o
u.

Th
eba
sici
nf
orma
ti
ony
oun
eedt
oco
ll
ectf
romas
ell
eri
s:

Pr
oper
tyCh
ara
cte
ri
sti
cs(
add
res
s,b
eds
,ba
ths
,pa
rki
ng,
poo
l,s
tor
ie
s,Sq
.Ft
.,
lots
ize
,ye
arb
uil
t
,an
d
es
ti
matedr
epa
ir
s).

Sel
le
rChara
cte
ri
sti
cs(
name,p
hone
,emai
l
,whatt
hesel
l
ert
hi
nkst
heprop
ert
yiswor
th,
whatt
heywan
tfo
r
th
ep r
oper
ty
,whatt
heyowe
,andi
fth
erea
reo
therpe
opl
etha
twil
lbei
nvo
lve
dinth
edeci
si
onmaki
ng
pr
ocess.

Se
ll
er
(s)Mo
ti
vat
i
on(
why
,wh
at,
howf
ast
).

AGE 3
P 3
0
5 TheArtofConversion
CHAPTE
R

Nowsomeo ft
h i
sin
for
mati
onwil
lbec o
ll
ect
eddir
ect
lyf
romthesel
le
rdur
in
gy ourfir
stphonecal
lwi
tht
hem.
Howeve
r,manyti
me st
hesel
l
erfor
getsorgue
ssessomeofth
einfor
mat
ion
,sothenextst
epinver
if
yi
ngth
e
i
nf
o r
mati
on(orfill
i
nginth
eblank
s)isusi
ngthelo
calt
axre
cords.
Youca
nfi ndyourl
ocalc
ou n
ty’
sta
xasse
sso
r’
s
of
ficebyvis
it
ingwww.Net
rOnl
i
ne.c
omo rbyGo o
gli
ng“[
St
ateorCi
ty]
Ass
essor’
sOffic
e”.

Whenyouar
eonth etaxassess
or’
swebsi
te,
veri
f
ythatt
hese l
le
ry o
uwe r
es pe
aki
ngwithi
sactua
ll
ythesel
le
rof
Rec
ordandt
hatEVE RYs e
ll
eronti
tl
eisonboar
da n
dp r
esentdur
ingyourconver
sat
io
ns.The
nv e
ri
fythepr
opert
y
i
nf
orma t
i
on;
squarefeetofthehou
se(Sq.F
t.
),bed
rooms,ba
t h
s,poolornopool
,andwri
tedowntheAsse
ssor’
s
Pa
rcelNumb
er(APN)fo ryou
rreco
rds.Y
ouwill
usethi
slat
erwh enyouwrit
eupyouroff
er
.

Bel
owares
omequ
esti
onsIt
ypi
cal
l
yaskt
hese
ll
erd
uri
ngmyfi
rstp
hon
eco
nve
rsa
ti
onwi
t
hth
emo
the
rth
ant
he
ty
pic
al“
sot
ell
meabo
utthepr
oper
ty
”st
uff
:

‘
Tel
lmeMr.Se
ll
er
,wha
t’
shap
pen
ingi
nyo
url
i
fet
oma
key
ouwa
ntt
ose
llmet
hi
spr
ope
rtyh
eret
oda
y?’
(Th
is
t
el
lsmeth
es e
ll
er
s“why”
)

‘
Sole
tmeaskyo
uthis.
.
.whatdoyoup
lano
ndoi
ngwi
t
hthemo
neyo
nceI
mak
eyo
uano
ffe
ryo
uca
n’t
r
efu
se?’
(Th
iswi
l
lte
llme“wh
a t
”th
eyneedt
hemo
neyf
or)

‘
AndifIwer
etomakeyoua
nall
-
cas
hoff
ero
nyou
rpr
oper
tyh
eret
oday.
.
.ar
eyo
uabletowai
tthet
rad
it
io
nal
30daystor
ecei
veyou
rcas
h,o
rwoul
dyoul
i
kei
ti
nyou
rpock
etasf
astas1
0days
?”(Thi
ste
ll
smethei
r
“
lev
el”ofmot
iv
ati
on)

Thekeytosuccessf
ul
lyn egot
iat
i
ngag oo
dd ealwit
hamo ti
vat
e dsel
l
eri
sto
bui
ldrappo
rtwit
ht h
ema ndunders
tan dhowtoc on
structanoffert
hat
“b
enefits
”them.Atthee ndofthedayp eo
pledob usi
nesswithp eopl
eth
ey
“f
eel
”li
ketheyknowa ndtrust
.Spenda smucht i
mea sneededa ski
ng
quest
i
o n
sa ndbei
ngag oodli
st
ener.Repl
yeveryonceinawh i
leusi
ngthe
sel
l
ersnamet oshowthemt hatyoua r
eprese
n tandfocusedo nthe
conve
rsat
ion.I
fthesel
lerli
kesyou,y
o uunder
standtheir“why”andcomeu p
wit
hac r
eati
vesolut
iontos o
lvi
ngtheirhous
ingp r
obl
e ms,the
ny ouprobab
ly
wil
lgett
hed eal
!

AGE 3
P 4
0
5 TheArtofConversion
CHAPTE
R

Qu
ickSn
if
fTe
st(
3Ea
sySt
eps
)

T
hisi
sStep#1Bytheendoft
hefirstc
onver
sati
onwit
hthes
e l
l
eryoushoul
dh a
veall
thei
nfo
rmati
onyo
uneedt
o
s
tar
tdoi
ngyour“
duedi
l
igen
c e
”.Du
ed i
l
ige
nceisdefin
edasthein
vesti
gat
i
ono raud
itofap
otent
i
ali
nve
stme
nt
o
pport
uni
ty
.Its
tar
tswi
t
hg oi
ngtothet
axrec
ordsassugg
est
eda bo
ve.

h
TenSte
p#2isgoi
ngtoGo o
gleMa p
stodosomeo n
lines
cout
ingoft
hesubjec
tprop
ert
yandnei
ghbor
hoodto
s
eei
fthe
rei
sany
thi
ngthatmightaff
ectt
heva
lueoft
h epr
oper
ty.I
ndus
tri
alar
eas,
mainr
oad
s /
fr
eeways
,and
p
owerl
in
esar
eal
lexampl
e sofst
ufft
owa t
choutf
or.Somet
imesIeve
njustGoogl
ethea
ddr
essofth
es u
bje
ct
p
rop
ert
ytos
eewhatcomesu p!

Th
enSt e
p#3isv
isi
t
ingwww.
Zi
ll
ow.
comandp
ull
i
ngupthe“
Zes
ti
mate™”o
fth
eprop
ert
ytogetagutc
heckon
whathous
esa
resel
l
ingf
ori
nthear
ea.
Eve
nth
ougha“Z
esti
mat
e™”i
sn’
tal
waysa
ccur
ate
,iti
sst
il
lagr
eatst
art
i
ng
po
int!

Bet
weenwhatt
hes e
ll
ersai
dtheywant
edfort
heprope
r t
y,wha
ttheysai
dtheyowedonth
ep r
ope
rty
,andwhat
yourp
rel
i
minar
yresea
rchshows,y
oushoul
dstar
ttopaintapi
ctu
reofwheth
e rorn
ott
her
eisapote
n t
i
aldea
lh e
re.
Remember
..
.wearel
ookin
gformo t
i
vati
onandequi
ty
.Ifthi
squi
cksni
fft
estl
e ad
syoutobel
i
evet
herei
s,t
heniti
s
ti
metodoamo r
ecomp r
ehensi
veanal
ysi
soft
hepropert
y.

T
heCMA,
Comp
ara
ti
veMa
rke
tAn
aly
sis

Byf
ar
,th
emostu
seful
tool
you’
l
lhav
eforpro
per
tyval
uat
i
onistheo
neuse
dbyrea
les
tat
eag
ent
san
dap
pra
ise
rs
ar
oundt
hec
ount
ry,
andit
’
stheCompar
ati
veMar
ketAnal
ysi
s(o
rCMAfo
rshor
t)
.

t
I’
sno
tane
xac
tsc
ien
ceb
eca
usev
alu
eiss
ubj
ect
i
ve!
!
!

Wh e
theranappra
ise
rorarea
lest
ateagen
t,t
heval
uati
onproce
ssa n
dtheCMAwilln
o tb
eah a
rdnumberth
at
ev
e r
yonewill
agre
eu po
n.Eac
hp er
sondoi
ngtheval
uat
ionhasthe
ircho
iceof“
comps”th
ecomparab
lepr
opert
i
es
t
heywa nttousei
nthecal
cul
ati
on.The
sechoi
ceswi
llch
a n
getheendresul
t
.Ther
ecanb ev
ali
dre
asonsfo
rrul
ing
outoneproper
tyorcho
osi
nganother
.

AGE 3
P 5
0
5 TheArtofConversion
CHAPTE
R

E
venwh e
ntworeale
stat
eagent
susethesamecomps,t
he yoft
encomeupwithdi
f
fer
entval
ues.
Thisi
sdueto
t
hei
radj
ustment
stothecompssel
l
ingpr
ice
s.We’
lll
ookath o
wa dj
ust
mentsar
edonetobri
ngcompswith
d
if
fer
entfe
atu
resi
ntoli
newit
hthesubj
ectp
rope
rty
.It
’
sno tal
wayspossi
bl
etofindthr
eeormorere
cent
lysol
d
h
ousesal
lwit
hthesamenumb e
rofbedr
ooms,ba
ths,
squa r
efoot
ageandoth
ervar
iab
les
.

He
rea
ret
heb
asi
cpr
oce
sss
tep
sbe
for
ewed
oane
xamp
leCMA:

No
tet
hef
eat
ure
san
dsp
eci
fica
ti
onso
fth
esu
bje
ctp
rop
ert
yyo
u’r
ese
eki
ngt
ova
lue
.

Choo
serece
ntl
ysol
dcompar
abl
epr
ope
rti
esi
nth
esa
meo
rne
arb
yne
igh
bor
hoo
d,wi
t
hfe
atu
resa
ssi
mil
art
oth
e
su
bjectp
rope
rtya
spos
sib
le.

Tr
yandfindco
mp ar
abl
ep r
ope
rti
esth
athav
esoldwi
t
hint
hel
ast3month
s,wit
hi
nth
esa
mesu b
div
isi
ono
r1/2
mi
le,
+/-
400Sq.Ft
.i
ns i
ze,
and+/-5yea
rsofa
ge,wi
t
hthesa
mec h
ara
cter
is
ti
csast
hes
ubj
ectpr
oper
ty(
poo
l,
ga
rages
ize
,st
ory
,et
c.)

fy
I o
uca
n’tfi
nd“
goo
d”c
omp
smo
vef
urt
hero
utb
efo
rey
oumo
veb
acki
nti
me!

Ad
jus
tth
eco
mps
oldp
ri
cesf
ord
if
fe
ren
ces
.

Us
eth
eav
era
geo
fth
osep
ri
cest
ova
luet
hes
ubj
ectp
rop
ert
y.

I
nmo stcasesyouwil
lr
el
yo nyouri
nve
storfr
i
endl
yreales
tat
eagentwi
thacce
sstoth
eML Stohel
pyoucomplet
e
aCMA, bu
tifyoudon’
thaveoneyet
,yo
uc an“bu
y”yourwayi
ntoasyst
emthatpr
ovi
dessi
mila
rdataf
romsit
es
l
ikewww.RealQue
st.
com.Theendgoali
stohaveacce
s st
orece
ntl
ysol
dd a
tasoyoucancomeupwithar
eali
st
ic
curr
entmarketv
alue
.Then,wecanbeassur
edthatwe’
regoi
ngtobuyatani
cedi
scountt
othatv
alue
.Let
’
slookat
anexample:

AGE 3
P 6
0
5 TheArtofConversion
CHAPTE
R

T
heSu
bje
ctPr
ope
rty

We
’r
ese
eki
ngt
ode
ter
min
eth
ecu
rre
ntma
rke
tva
lueo
fah
ous
ewi
t
hth
esema
jorf
eat
ure
san
dch
ara
cte
ri
st
ic
s:

3Be
dro
oms 2Ca
rEn
clo
seda
ndAt
tac
hedGa
rag
e
2Ba
ths NoPo
ol

No
rma
llo
tsi
zef
orn
eig
hbo
rho
od/
sub
div
isi
on Bu
il
ti
n19
98
1
900Sq
.Ft
.

I
nthi
sexample,wewanttowhol
esal
ethehous
etooneofourcashr
enta
lprop
e r
tyi
nvest
ors,
andweknowthat
t
heywil
lwanttobuyatnomoret
h a
n8 5
%o fcur
ren
tma r
ketva
lue(s
aidano
therway,a15%inve
sto
rdi
scou
nt)
.
We’
renego
ti
ati
n gwi
thadist
re
ssedowner,
andthehou
seisinr
eady-
to-
re
ntcondi
tio
n,sot
h e
re’
snonee
dforre
pair
co
nsid
erat
i
on s
.

Se
lec
ti
ngt
heCo
mpa
rab
lePr
ope
rti
es

Ther
eh a
vebeenmult
i
plesal
esi
nthesamene
ighbo
rho
odandonesub
divi
si
ono
ver,
andit
’sver
ysimil
ar
,sowe’r
e
goi
ngtohaveagoodchoi
ceofc
o mps
.Howeve
r,s
omeadj
ust
me n
tsmustbemade
.Thefirstmajo
rfact
oriswhen
th
eywe r
esol
d.Wedefini
tel
ywanttou
secompssol
dasre
cent
l
yinth
ep as
taspo
ssib
le,
definit
el
yn omoretha
n3
monthsors
ointhepast
.

Weworkwitho u
rinv
est
orf
ri
end
lyre
ales
tat
eagen
twhoisha
ppytosha
reso
ldd
atawi
thu
sfr
omtheMul
ti
pl
e
Li
st
in
gSe rv
ice(MLS)
,ast
hi
sisgoi
ngtobemor
ecurr
enta
ndacc
urat
ethans
omeoft
hebi
gre
ale
sta
tes
it
esli
ke
www.Zi
l
low.
co m.

AGE 3
P 7
0
5 TheArtofConversion
CHAPTE
R

Co
mp#1

Th
ish
ous
eisj
ustas
tr
eeto
rtwoa
wayf
romo
urs
ubj
ectp
rop
ert
y:

3Be
dro
oms Bu
il
ti
n19
99
2Ba
ths So
ldf
or$
176
,00
0th
reewe
eksa
go

2Ca
rGa
rag
e NoPo
ol
2
000Sq
.Ft
.

We’
rer
eal
lycl
osewi
t
hh o
usec
har
act
eri
st
ic
s,c
loseenought
hatwec
oul
djustwo
rkwi
tht
hi
scompasitst
and
s.
Ho
we v
er,
sin
cewewantt
obeasa
ccur
ateaspos
s i
bl
e,wewantt
oadj
ustt
hesol
dpr
ic
efo
rthedi
f
fer
encei
nsiz
e.

$
176
,00
0/200
0Sq .
Ft.
=$ 8
8/Sq
.Ft
.
$8
8X1 0
0=$ 8,
800
Thi
sisourfir
stadj
ust
ment
.Bec
a u
sethi
shous
eisla
rge
r,we’
r
ea s
sumingt
hati
tsol
dforapp
roxi
matel
y$8,
800
moretha
nitwoul
dhavei
fi
twere190
0Sq .
Ft.
,l
ik
eoursubj
ectpr
oper
ty
.So,wewantt
osubtr
actt
hat$8,
800f
rom
th
ea c
tuals
oldp
ri
cetobr
in
gitdowntowhati
twoul
dhavebeeni
fthehou
seweresmall
er
.

$
176
,00
0-$
8,8
00=$
167
,20
0
Thi
sistheap
proachy
outak
ewit
hanyadj
ust
ment.
You’
r
ead
jus
ti
ngtheso
ldpr
ic
eoft
hepr
oper
tytomo
re
ac
curate
lyr
efl
ectwha
titwo
uldh
aveso
ldf
orifi
twer
eal
mos
texac
tl
ycompar
abl
einc
har
act
eri
st
ic
stoour
su
bjectpr
oper
ty
.

AGE 3
P 8
0
5 TheArtofConversion
CHAPTE
R

Co
mp#2

Th
ish
ous
eisi
nth
ene
arb
ysu
bdi
vi
si
on,
buti
t
’sv
erys
imi
l
ara
ndn
oad
jus
tme
ntn
eed
stob
ema
def
orl
oca
ti
on:

2Be
dro
oms 1
700Sq
.Ft
.
2Ba
ths Bu
il
ti
n19
97

2Ca
rGa
rag
e So
ld4
5da
ysa
gof
or$
154
,00
0

Nowwen ee
dt oma k
ea nadjus
tmentforthefewerbedr
ooms.Wewo ul
dassumet hatthi
sh ou
sewo u
lds e
llf
or
l
ess,
appr
oxi
ma te
lybytheva l
ueofabedro o
m. We’r
enotworki
ngwit
hthecosttodoar emo del
ad di
ti
on,butthe
l
esse
rcostt
h a
two ul
dh av
eb eent
hec a
s ewh enthehous
ewa sbui
lt
.Don’
tgett
o oana l
yt
icalhe
re,asit
’sall
just
“
est
imati
ons
.”However,y
ouc oul
dconsultwithaloca
lappr
ais
erandaskthe
mt og i
vey outheval
u estheyusefor
be
drooms,bat
hs,andgaragespaces
.Or,ift
h ey
’r
ereal
l
ygooda n
de x
peri
enc
ed ,
ar e
al es
tateagentcouldhelpyou.
I
nthi
sexamp l
e,l
et
’ssaythatyoudeci
det hatanaddi
ti
onalb
edroomwouldhaverai
se dtheval
ueo fthi
sh ouseby
ar
ound$11,
000ifi
th adbeenbuil
t-
i
no r
iginall
y.

$
154
,00
0+$
11,
000=$
165
,00
0
We’
reassumingthatt
h ehousewoul
dh av
esoldfo
raro
und$165,
000i
fithadthatext
rabedroo
m. Howev
er,
we
ha
vean o
t h
eradju
s t
me nttomakeaswell
,t
hesquar
efoot
age.
Youhavetwop o
ss i
bl
eap p
roache
s.Youcan
as
sumet hatt
hiswouldb eacc
ounte
dforwit
hthebedr
oomadjus
tment
,an dj
ustigno
reit
.Or,
youc a
nma k
e
an
otheradjus
tmentforthe200Sq.Ft
.dif
fer
ence
.Oneappr
oachwoul
db etospl
itt
hed i
ff
ere
nce,asabedr
oom
woul
dn otnor
ma l
lybe2 00Sq.Ft
.i
ns i
ze,
mo r
eli
ke12x12,o
r144Sq.Ft.The56squarefoo
tdif
fer
encei
show
we’
l
lapproachit
:

$
154
,00
0(o
rig
ina
lso
ldpri
ce)/1
700Sq.
Ft.
=$9
1/Sq
.Ft
.
$91X56=$5,0
96
$
165
,00
0(a
dju
ste
dva
lue
)+$
5,0
96=$
170
,09
6
Asy o
uc a
ns e
e,weh adchoi
cesi
nwhet
hert
odoas i
zeadju
stmentandt
henumberofSq
.Ft
.wewoulduse.Y
ou
canseethatt
hisis
n’tahar
dnumber
sgame,bu
tmo r
eofane s
ti
ma t
i
onproc
essgu
idedbyex
per
ie
ncey o
u’l
lgai
n
overti
me.Get
ti
n ghelpf
romanin
ves
tor
-f
ri
endl
yre
alest
ateagenti
salwa
ysagoo
dt h
ingi
ntheb
egin
ning!

AGE 3
P 9
0
5 TheArtofConversion
CHAPTE
R

Co
mp#3

Si
ncewe’v
eseenh o
wwema k
eadj
ust
ments,
we ’
l
luseaho
usewit
hallo
fthesameba
sicch
ara
cter
is
ti
csaso
ur
su
bjectp
roper
ty
.Itsol
dint
hesamenei
ghbor
hoodtwomonth
sbefor
efor$
1 7
9,00
0andisr
oughl
ycompa
rab
lei
n
sq
uarefoot
ageaswe l
l
.So,
we’r
eusi
ng$17
9,000forou
rco
mps o
ldpri
ce.

T
heCa
lcu
lat
i
onWr
ap-
up

Si
ncewe’
vea
djus
tedou
rso
ldpri
cesf
orsq
uaref
oot
age,
we’
reus
ingt
hesu
bje
ctp
rop
ert
y’
s19
00Sq
.Ft
.si
zet
o
ap
plyt
oanaver
ageoft
het
hre
eadjus
teds
oldpr
ope
rtyp
ri
ceso
ftheco
mps:

$
167
,20
0+$ 1
70,09
6+$1
79,00
0=$ 5
16,
296
$
516,2
96/3=$17
2,099
$
172
,09
9/1
900=$
91/Sq
.Ft
.
Si
ncewe’
veal
re
ad ya
d j
ust
edforth
esquarefoo
tag
etoap
proxi
mat
eou
rsubj
ecthous
e,wer
eal
l
yd o
n’tne
edthat
l
astca
lcu
lat
i
on,asourave
rag
ei s$17
2,0
99 .
Thisi
sth
eappr
oxi
mat
eval
ueo
fou rs
ubje
ctpr
ope
rtyi
nthecur
ren
t
mark
et.

Wecoul
dhaveta
k e
nad i
ff
ere
ntappr
oac
handnotdonesqu
arefoo
tagead
jus
tment
sforea
chcomp.Thenwe
woul
dsi
mplyhavegott
enth
ea v
era
geofou
radj
ust
edp r
i
ces(adj
ust
edonl
yforc
hara
cter
is
ti
csot
herth
ans i
ze)a
nd
di
vi
dedbyt
heaverageoft
hei
rtr
uesqua
ref
oots
ize
s.Theres
ultwoul
dbever
ycl
ose,
andma n
yagent
sp r
efe
rthat
ap
proac
hforsi
mp l
i
cit
y.

Wekn
owthato
urin
vest
orwi
l
lonl
ypayu
pto85%ofval
ue,
sowewil
lbesel
l
ingtot
hemforapp
roxi
mat
el
y
$1
46,
000
.Nowwes i
mpl
ydeci
dewha
tourc
ost
swil
lbet
og e
tthed
ealdo
nea ndsu
btr
actou
twh a
twewantf
or
ou
rwhol
esa
lepr
ofit
.The
nwewill
kno
wthemostwe
’l
lpayf
orth
eprop
ert
y.

AGE 4
P 0
0
5 TheArtofConversion
CHAPTE
R

E
sti
mat
i
ngRe
pai
rs

Oneoft
hebestpar
tsofb ei
ngarealest
a t
ewhole
sal
eri
sthatyou
don’
tne
edtobecomea ne x
perti
nesti
ma ti
ngrep
air
s.I
nfact
,
whenIfir
stst
art
edI kn
e wnothin
gabo utcons
tr
ucti
on.
Ihad
ne
verre
habbedah ous
e ,
andg odfo
rbidIhadtofixanyt
hi
ng
ar
oundthehous
e.Wh atIre
ali
zedver
ye arl
yon,i
sasol
id
es
ti
ma t
ewil
ldo.Bel
owa resomeb a
sicrenova
ti
onnumbersto
he
lpyougetafeel
forconstr
ucti
oncosts:

Ki
t
che
nwi
t
hne
wca
bin
ets
,gr
ani
t
eco
unt
ert
opsa
nds
tai
nl
esss
tee
lap
pli
anc
es:
$6,
000-
$90
00
Ba
thr
oomwi
t
hne
wva
nit
y,t
oi
le
t,a
nds
howe
r/t
ub:
$2,
000-
$4,
000
Ne
wRo
of(
100
0Sq
.Ft
.Ho
use
):$
3,0
00-
$5,
000
I
nte
ri
orp
ain
t(1
000Sq
.Ft
.Ho
use
):$
1,0
00-
$1,
500
E
xte
ri
orp
ain
t(1
000Sq
.Ft
.Ho
use
):$
1,0
00-
$1,
500
F
loo
ri
ng(
100
0Sq
.Ft
.Ho
use
):$
3,0
00-
$6,
000
Ne
wA/
Cun
it
:$3
,00
0-$
4,0
00
Pl
umb
ing
:$1
,00
0-$
2,5
00
E
lec
tri
cal
:$5
,00
0-$
2,5
00
Ge
ner
ald
emo
li
ti
on:
$1,
000-
$1,
500
Pu
ll
in
gpe
rmi
t
s:$
500-
$1,
000

Att
heendofth
edaya1000-1
500Sq.F
t.ho
usewoul
dcosta
round$25,
000-$4
0,0
00tocomple
tel
yremode
l
depe
ndi
ngonwh a
tyoudi
d.Mos
tofmyre
habsonsmal
l
erhous
escameinaro
und$30,
000
,soifIwal
kint
oasmal
l
hous
ethatn
eedsnewfl
oor
i
ng,
kit
che
n,ba
th(
s),
gen
era
lla
ndsca
pin
g ,
andpai
nti
nsi
deandout
,Ity
pic
all
yuset
hat
number
.

AGE 4
P 1
0
5 TheArtofConversion
CHAPTE
R

AQu
ickF
ormu
lat
oUs
eWh
enI
naHu
rry
..
.

Ma
nyt
i
me saswhol
esa
ler
sweu s
ewh a
tiscal
l
edt
heMa
ximu
mAl
l
owa
bleOf
ferf
ormu
lat
oqu
ick
lyc
omeu
pwi
t
ha
ma
xof
ferpr
ic
e.Th
eformul
alo
oksli
kethi
s:

MAO=(
(ARV*I
nve
sto
rDi
sco
unt
)-E
st.
Rep
air
s–E
sti
mat
eCl
osi
ngCo
sts-Y
ourWh
ole
sal
erF
ee)

Solet’
sjustsayyoubeli
evethataf
terdoingyouronl
iner
esear
ch,house
sthataref
ull
yfi x
edupandup-t
o-da
teare
sel
li
ngfo rappro
ximate
ly$ 1
5 0
,000
.Bu tt
h esub
jectpr
opert
yyouareloo
kingatneed
sa ro
und$20,
000inrep
air
sto
getto“f
u l
lyfixedupstat
u s–theARV” .Y
o ucal
lyourcl
osi
ngagentandaskthemwh atexpe
cte
dclos
ingcost
sona
$150,000c a
s hsal
ewouldb eandtheytel
lyou$1400.Youal
sob e
li
evetha
tafte
rtal
ki
n gwit
hmo s
tofyourca
sh
buyers
,th e
ywa ntatl
easta2 0%dis
co untfr
omretai
lbef
orethe
ywill
evenlookatadeal.
Inaddi
ti
on,
youwantto
ma k
ea tleast$10,
000foryourwhol
e sal
efee.L
e t
’
sp l
ugthes
ee s
ti
matesin
too u
rfor
mu la
..
.

MAO=(
($1
50,
000*.
80)-$
20,00
0-$1
,40
0-$
10,
000
)
MAO=$ 88
,680
*
*Not
icehowIu
sedt
herec
ipr
oca
loft
he20%disc
ount(
Iuse
d.80o
r80
%)j
ustt
ocu
tdo
wno
nth
eex
tras
tepo
f
s
ubt
rac
tin
goutt
hedi
sco
untfr
omthefi
rsth
alfo
fthee
q u
ati
on.

Asaremin
der,
thi
sisNOTah ardn u
mb e
r,buti
nsteadaqui
ckesti
ma t
eofthehighe
styoush o
uldp ayIFyouwa n
tto
make$10,
000andbea bl
etoselli
tqui
ckl
ytoat ypi
calc
ashbuyer
. I
havewento v
ermyMAOt i
mea ndti
mea gai
n
andst
il
lmadeaprofitbecau
sea ttheen
do fthedaymyp er
cept
i
o nofval
ueisdif
fer
enttha
ne ver
yo neel
se .
Maybea
l
ocalr
ehabbe
rbel
ievest
heycand otherep
a i
rsforl
ess
,ortha
ttheprope
rtyi
sreall
ywo r
th$160,0
0 0ARV. Si
nceyou
ar
einthebus
ines
so fcon
tro
ll
inga n
dn o
town ing
, I
sugge
styougetthepr
o p
ertyundercont
ractatthebestpri
ce
youca
nn ego
ti
ate.
Ifyoucan’
tfin daback-
endc ashbuy
erbecau
sey ouar
eintotheproper
tyfort
o omu chmo ne
y,
j
ustr
enegot
iat
eorwa l
k-away.

AGE 4
P 2
0
5 TheArtofConversion
CHAPTE
R

T
imet
oGoSe
eth
ePr
ope
rty

Hopef
ull
ybynowyouhaveag o
odu nde
rst
a ndi
ngofwhatth
ep ro
p e
rtyisworth,youhaveag en
e r
ali
deao fwhat
yo
uwa ntt
ooff
er,
andyouh a
vespentenoughti
meo nthephonespeakingwiththesell
erandbuil
di
ngra p
p or
t.Now
i
ti
stimetogoandseeth
ep r
opert
yinpers
o n.Y
ourgoali
stoveri
fyallyourr
e s
e a
rchyouf ou
ndo nl
i
nea boutt
he
dea
landhopef
ull
ymeetwit
hthesel
leri
n-p
e r
sonandma keyouroff
er
. Pri
ntoutallt
heco mpsyouu s
edwh en
va
lui
ngthepr
opert
yandgod r
iv
ethemp r
iortovi
ewingthes
u b
jectpr
o per
ty.Confirmwh atyouseeonp aperi
swh at
yo
us eei
npers
ona n
dma keanyadj
ustmentsnece
ssaryi
fthecompiswo r
seo rbet
tert
h anyoursubj
ectprope
rty
.

I
fYo
uCa
nMe
etWi
t
hth
eSe
ll
er

Meet
in
gwiththesel
l
eri
n-per
son(b
ecausetheyli
veinornearthesubjectpr
oper
ty)i
sthebestpossi
bl
eopt
ions
inc
e
i
tgi
vesyoutheabi
l
it
ytoseethepr
opert
y,bui
ldra
pp or
tface-
to-
face,a
n dcont
inuenegot
i
ati
ngd ownthepr
ic
e.I
su
ggestbr
in
gingaPurc
haseandSaleAgr
e e
me nt
,twop e
n s(onebla
cka ndonered)
,ayel
lowleg
a l
notep
ad,
bus
ine
sscardsan
da l
lyo
uronli
nere
s e
archwithyoutothea p
po i
nt
me nt.I
woulddres
sp r
ofes
sio
n a
ll
yand
r
ememb e
rtosmil
eandgiveafirmhandshakewheny oufirstmeetwiththesel
l
er.

Be
lowi
sth
ety
pic
alp
roc
essI
fol
l
owwh
enme
eti
ngwi
t
hamo
ti
vat
eds
ell
er
:

s
Ipendthefi r
st10-
15min u
tesbui
ldi
ngmo rerap
portandtr
yi
n gtoconn
e c
temo ti
onal
l
ywi t
hthesel
ler
.Ity
pic
all
y
l
ookar
o u
n dthehousef
orvisua
lclu
esoft h
ingsIca
nc hi
tchataboutwi
ththesell
er
.Forexample
..
.i
ftheyhavea
p
etorchil
drenIwouldt
alkaboutmykidsandmyb ull
dogSul
ly.Ihav
epre-
load
e dpi
cture
so ft
hekid
sa ndmyd o
g
o
nmys ma rtphon
e ,
whichIshowthema tth
isti
me.Als
oI s
pe ndti
merepeat
ingthei
r“why”andcont
inuehel
pi
ng
t
hemvisuali
zewhatthe
ya r
eg o
ingtobed oi
ngwit
hthemo neyo n
cetheygeti
t.Las
tl
yI al
sotr
yandtell
ajokeor
t
wojusttokeepthemoodlight
.

The
nIgoonapr
ope
rtyt
ourt
aki
ngn
otesonmyyel
l
owlega
lpadwi
thar
edp
en.Ia
skth
es e
ll
ert
opoi
nto
ut
an
ythi
ngt
hatma
yneedr
epai
re
dorupd
a t
ed.
Ita
kepi
ct
ure
sa l
ongt
hewa
yusi
ngmysmartph
one.

AGE 4
P 3
0
5 TheArtofConversion
CHAPTE
R

The
nI askthesel
lert
os i
tdownwithmet orevi
ewouropti
ons.
Thisi
swh ereItr
ansi
tio
nintoma ki
ngmyini
ti
al
al
l
-cas
ho ffer
.It
ryandsitnex
ttothesel
l
e randIal
waysmirr
orthei
rposi
tio
n i
ngandb odyla
ngu a
ge.Her
eisan
ex
amp l
eo fhowI t
ransi
ti
onint
oma ki
ngmyo f
fer
:“
We l
lBobaf
tersee
ingtheproper
tyinpersonIamc on
fidentwe
ca
nc omet oanagreementher
etodayth
a tweb ot
hwil
lfee
lgoodabout.Andeventhoughthep r
oper
tynee
dsmo r
e
wor
kth anIanti
ci
patedl
iketh
ec a
rpetandti
leneedi
ngtobetot
all
yrepl
aceda ndroo
fn eedi
ngrepai
re
d,Ibel
i
eveI
ca
ng etmyp art
neronbo a
rdwit
hu saswe l
l
.No wIknowonthephonewed iscus
sedu smakingyouanoff
er
ar
ound$ __
____,
butaft
erseei
ngtheprop
e rt
yinpers
ona n
dd r
i
vingal
lthecomp ar
ablesale
sa ndavai
l
abl
ep r
oper
ti
es
Ia
mc o mfort
abl
ep ay
ingupto$_____
_fortheprop
ert
yh e
reto
day.Shoul
dI putth
isdowno np ap
erandgoovert
he
co
ntra
c twit
hy o
u?”

Theke
yistostarty
ouroff
erl
owandwor
kyourwayup.Af
tery
o umaket
heini
t
ial
offe
rimmedi
ate
lys
topta
lki
ng,
re
achoutyourhand,an
dstar
eatt
hese
ll
er
’se
y e
s.I
fthe
ysayYE S,
the
nshaket
hei
rh a
ndandsaycon
grat
ul
ati
ons
anddon
’tsayanyth
ingel
se.I
mmedi
at
el
yproc
eedint
ofill
in
go utyo
urcon
tra
ct,
rev
iewin
gitwi
t
ht h
em,andget
ti
ng
th
emtos i
gnit.

I
fth
eysayNO(an
dyousho
uldexp
ectthi
sre
spon
se)t
henputyo
urhan
dbackdownanda
skt
hemwhati
s
p
reven
ti
ngthe
mfromsi
gni
ngthecon
tra
ctwit
hyouri
ghtn
ow.Usea
cti
vel
i
sten
ingan
dfoc
usonov
erc
omi
ngt
hei
r
o
bject
i
ons.
Somecommonobje
cti
onsar
e:

Obj
ec t
ion–“Ireal
l
yn eed$ _
_____toma k
eth i
swo rkforme ”.MyRe sponse–“ Hmmm. (PAUSE)Jeez(firstname)I
comp l
etel
yunders
tandwh yy ouwo uldwa nt$___
___fo rtheproper
ty,andI wo uldneverwa ntt
olosead ealovera
fe
wt housanddoll
ars.
..butth
ef actofthema tt
erisIca n(orh ave
)sh o
w( n)yo up r
oofwh athousesli
keyo ur
sa r
e
sel
li
ngforandId on
’tthi
nkmyp artn
e rwil
loverpayforthispropert
y.NowI amwi l
l
ingtob efl
exi
bleifyouwillas
well
.Wh ydon’
tIste
po utsid
ea ndc allmyb usi
nesspa r
tnera ndseeifIcan’tge thi
m/ h
e rtocomeu pinp ri
ce.Sound
fa
ir
?Th engoo ut
sideandc al
lyou rpartn
er(wife
,h us
b and,fri
end,ordog)a ndwh enyoug ob a
ckinsid
es ay“Well
(fi
stn ame)Ihavegreatnews.Afterrevie
wingy oursi
tua t
iona ndproper
tywi thmyp ar
tnerIg o
thim/heru p.Nowit
i
sn otatyournumber,butatl
ea sttheyareb e
ingflex
iblean dIhavea u
thoritytowr i
tethisuph er
etoday.Icano f
fer
you$ _
____
_a n
do fcourseIwil
l beco ver
ingallt
radit
i
o nalclosi
ngco st
ssot h i
swi l
lbea“ net
”numb ertoy o
umi nus
anyloansyouhaveo nthep r
operty.Doweh av
ead eal
? ”

Obj
ect
ion–“Ihav
eo t
herinves
torst
h a
tareint
ere
stedi
nt h
ep ro
p e
rtythatIwanttospe
akwithbe
foreI a
cceptyour
of
fer
”.MyRespons
e–“ We l
l(
firstna
me ),
it’
sobvi
ousthaty
o uareasavv ysel
le
randit
’
ssma r
ttosh
o pa r
ound,bu
t
th
efactoft
hema t
te
risI a
mh erewit
hy ouri
ghtnowwill
in
gt oworko uta“Win-
Win”de
al.
Attheendo ft
hedayI
onl
ywa n
ttodobusi
nesswithpeopl
eI kn
o wandtrust
..
.andIfeelc
o mfo r
tab
leput
ti
ng$___
___i
nyou rpocke
twith
th
epropert
yini
t
sc ur
rentcondi
ti
on.Buti
fI l
eav
eh e
retodayIamg oingt omoveontoanot
herde
al.Solet'
stak
ea
st
epbackandseewhatwec anwo r
ko ut
.Soundfai
r?”

AGE 4
P 4
0
5 TheArtofConversion
CHAPTE
R

Objec
tion–“ I
a mn oti
nah urr
yandwo u l
dli
ketothinkaboutyouro f
fer
.
”MyRe spon
s e–“ Ah(firstna
me )sowh at
yo
ua retel
li
ngmei sthatIFyouc o
u l
dge tenoughmo neyto(t
heirwh y
)a ndma yb
eh a v
eal i
ttl
eextr
ac a
shi nyour
pocketaft
erwardsthatyouwo u l
dfeelmo r
ecomf or
tabl
es i
gni
ngwi thmeh eretoday
. Sowh yd on’
tyoujustthr
ow
outan umberth a
two ul
dt i
py ouovertheedgean dgetyoutosignmyc o ntr
acther
et oda y
”.Noti
cehowI always
posi
ti
o nmyselfinap ar
tnershi
p.That’
sb ecaus
eino rd
ertobea neffect
ivenegoti
atoryo uneedtohavea“ hig
her
author
ity
”toreferto.I
nmo stc
a s
esmyh ig
herauthori
tyismywife,butitcanbeab us i
nessp ar
tner
,afr
iend,orev
en
yo
u rdog.Thep ointi
syo uHAVEt ohaveo ne,o
ry ouri
skp i
nni
ngy ourse
lfint
oac orner.Neversaythi
ngsli
k e“t
hi
sis
myb estandfin aloff
er”
.Instea
ds ay“myp art
nersaidthi
sisourb e
standfi naloff
er”
. Thatwa yyoucanalwa y
s
comeb acklat
e randexp l
ainhowy oupleadedwithyourpart
nera ndgotthemt ocomeu p.

Cl
everTi
p: Agreatwa ytoc omp r
omiseinan egot
iat
i
onisal i
ttl
etact
icIcal
l“l
et’
smeetinth
emi d d
le”
.Itworksli
ke
th
is.
Ifyouh avegoneb a c
kinf or
thandy ouarecl
osebu tno tquit
ether
es a
ys omethi
ngli
ke:“Well(
firs
tn ame)it
’
s
l
ooki
nglikewea reno tgoingtobea bl
etoc ometoana greeme ntheretoda
y .L
etmes t
epoutsideandc al
lmy
par
tnerr
ea lq
u i
cktote l
lthemwh erethi
n g
sa r
elandi
ng.I willberi
ghtback.Thenste
po ut
si
dea ndma kethec a
ll
.
Wheny o
uc omeb ac
ki nsay:‘Gre
atn e
ws( fir
stname )
,Ihav eafi nalof
ferIams ur
eyouwil
lac ce
p t
.Iknowy ou
wanted$____
__f o
rthep ropertyandweo ri
ginal
l
ywa nt
edt op ay$ _
____
_.We ll
aft
ertal
ki
ngwi t
hmyp a
r t
nerwefeel
th
atthefai
restwa ytoma keu sbothfeelcomfor
tabl
ewi t
ht hed eali
stome eti
nthemiddl
ea t$____
__.It
’
sn ot
exac
tl
ywh atyo uwan tedtohe ar
,buti
tisfai
rtothebotho fu sat$__
____.
Doweh av
ead eal
?’

I
fYo
uCa
n’t
Mee
tWi
t
hth
eSe
ll
er

I
fyoucan’tmeetwiththesell
erbecausetheyliv
eo ut-
of-
stat
e,t
heny ouwil
lhavetod othesa mep ro
cesswe
di
scusse
da bove,butovert
hep hone.Theo nl
yrea ld
if
fer
enceisthati
tbecome shard
e rto“r
ea d”bodyl
anguage,s
o
st
ayawa r
eo ft
hes el
le
r’
st o
nea ndpit
ch. Mir
rorthewa yt
h e
ys ou
nda ndd o
n’tdi
veint
oa no ff
ert o
oq ui
ckl
y.
Rememb ertha
tthelongeryoutalkwit
ht hesell
erb u
il
dingrapp
ort,
a ndshowingthebe nefi
tso fworki
ngwithyou,
th
eh i
gheryourchancesa r
eo fpayi
ngthep r
iceyo uwantfort
hep r
o p
e r
ty
.Wh enyoud oc o
met oanagreementuse
adig
ita
lsignat
ureservi
celi
keAd obeSign(www. acrobat
.adob
e.com/us/en/
sig
n .
ht
ml )togetthec ont
rac
ts i
gned
.
AdobeSignisad i
gi
talsi
gningp l
at
for
mwh ereyo ucaneasi
lyupl
oady ourPurc
h a
sea ndSa l
eAg r
eement
,ema i
li
tto
th
esell
er(
s )
,andtheycand i
gita
ll
ysignitontheircomp u
terorsmartphone.Theyoff
e rafreetri
alandtheser
vic
e
cost
saround$ 15amo nth.

AGE 4
P 5
0
5 TheArtofConversion
CHAPTE
R

F
ina
lTh
oug
hts

I
nthi
schapterwec over
edd oi
ngy ourduedili
gence,
e sti
mati
ngv a
lue,est
i
ma ti
ngrepa
irs,t
hewh olesal
e r
’
sMAO
f
ormul
a,ands omen egot
ia
tiontacti
cst
oh elpyoug etmo r
ed e
a l
sundercontra
ct.Th
ek eywh e
nfi rststart
ingis
b
eingabl
etor el
yo nyourpowerteamme mb e
rs(RealE s
tat
eAg ent
,Contr
actor
,andClosin
gAg ent)toh el
pyo u
c
omeu pwithestimate
sa ndvaluesunt
ilyoulearnhowt odoityourse
lf.Ev
e n
tual
lyyouwill
real
izethatyous houl
d
n
everove
r-
th i
nkawh olesa
lede a
lb e
causea tt
hee ndo ft
hed a
yy ouareonlycont
rol
li
ngt h
erealestatenoto wni
ng
i
t
.Inth
en extcha p
ter
,Iwanttocoverthetwod if
fer
entd eal
str
ucture
swh oles
aler
suset ofinancetheirdeal
su si
ng
t
hei
rback-
en dcashbuyer’
smo ney.Oneisca l
l
edthe“As si
gnmentofCon t
ract
”method,andtheoth e
risc al
l
e dthe
“
Doubl
eClose”me tho
d.Botha r
ev er
yeasytos tr
ucturebecausetheonlydi
ffer
encebetweenthetwoo ft
hemi show
y
ouwrit
eupy o
u rPur
chasean dSaleAgreement.

AGE 4
P 6
0
6 FundingYourWholesaleDeals
CHAPTE
R

Uptothi
sp o
int
,I’
vecov
ere
dalotofmater
i
al.I
fyouh
avedoneeve
ryt
hin
grigh
t,you
’l
lber
ead
ytopu
tapro
per
ty
undercont
rac
tsoy o
ucanwhol
esalei
ttosomeoneo
nyourVIPCas
hBu y
ersl
ist
.Nowlet
’
sre
vie
wthet
womai
nd e
al
st
ructu
reswhole
sale
rsuse
..
.t
he“Assi
gnment”
,an
dthe“
DoubleCl
ose
”.

T
heAs
sig
nme
nto
fCo
ntr
act
Met
hod

Probabl
ythemostcommonwho l
esa
lefundi
ngme t
hodiscall
edan“Assi
gnme n
t”.
Th eword“ass
ignment
”me a
ns
th
a tyou’
l
lbepass
ingal
ongyourr
ightt
ob uyt
heprope
rtytosomeoneelseforafee(cal
l
eda nassi
gnmentf
ee).
You’l
lbeext
ri
cat
ingyou
rsel
ff
romthedealbysi
gnin
go v
e ryou
rrigh
tsANDy ourobli
gati
onstoyourbac
k-en
dc as
h
buyer
.InanAssi
gnment,
yourc
a s
hb uy
ertake
so v
eryourresp
o n
sibi
l
it
ies
,wh i
chme anstheyknowandunders
tand
al
ltheter
mswithi
nthePurc
haseandSaleAgr
eementyouh avewit
hthemo t
ivat
edse l
l
er.
Th eys
tepinandfini
sh
outthetr
ansac
ti
onwh i
l
eyousi
taroundandwa i
tf
orthed e
altocl
osesoy o
uc angetpaid.

AGE 4
P 7
0
6 FundingYourWholesaleDeals
CHAPTE
R

Bu
yer
(s
):Yo
urCo
mpa
nyNa
mea
nd/
ora
ssi
gns(
ora
ssi
gne
e)

Thos
ea r
ethemagicwor
dswit
hinyourPur
chas
eandSal
eAgreementt
haty
ouwi
llne
edtohav
einorde
rto
as
signyourr
ig
htstoso
me o
neelse
.Bywr i
t
ing“
and
/oras
sig
nee”af
tert
henameoft
hebuyi
ngent
i
ty,
you’
re
l
et
ti
ngthemo t
iva
tedse
ll
erkno
wt ha
titispo
ssi
bl
e/
li
kel
y/
cert
ai
nthatso
me o
neel
sewil
lbej
umpi
nginasth
e
buy
erinthef
utur
e.

L
et’
sTa
keaSma
llSt
epBa
ckwa
rds

Be
lowa
ret
het
ypi
cal
ter
msy
ouwi
l
lben
ego
ti
at
in
gwh
enc
omp
let
i
ngaPu
rch
asea
ndSa
leAg
ree
men
twi
t
has
ell
er
:

Pu
rch
asePr
ic
e Wh
ereTh
eCl
osi
ngWi
l
lOc
cur(
Esc
row/
Clo
sin
gAg
ent
)
E
arn
estDe
pos
it Wh
oPa
ysCl
osi
ngCo
sts

Cl
oseo
fEs
cro
wDa
te I
nsp
ect
i
onPe
ri
od

I
fyo
udi
dyo
urj
obn
ego
ti
at
in
gyo
uwi
l
lha
vep
osi
t
ion
edy
ouro
ffe
rto“
l
ean
”int
hef
ol
lo
win
gdi
r
ect
i
on:

L
owe
stp
urc
has
epr
ic
epo
ssi
bl
e Bu
yerp
aysc
los
ingc
ost
s(Y
es.
.
.th
at’
syo
u)
L
easta
mo un
tofea
rne
stde
pos
itpo
ssi
bl
e(fu
ll
y L
ong
esti
nsp
ect
i
onp
eri
odp
oss
ibl
e
r
efu
ndabl
eduri
ngy
ouri
nsp
ect
i
o np
eri
od)
Cl
osewi
t
hyo
uri
nve
sto
r-f
ri
end
lyc
los
inga
gen
t

AGE 4
P 8
0
6 FundingYourWholesaleDeals
CHAPTE
R

Solet
’
ss ayyouoff
eredtop ayas el
ler$ 105,
000fortheirpro
pert
yb ec
a useyouf e
lti
thada nARVo f$2 15,
000aft
er
a$40,00
0r ehab.
Youwo uldp a
ya llt
h eclosi
ngc o
s t
s,closewit
hin20d ays,
an dputupaf ul
ly-r
efundabl
ee ar
nest
deposi
tof$100tosecurethec ontr
ac t
. L
astl
y,yourclosi
nga ge
n tf
romABCTi t
leComp anywill
handleallt
he
paper
wo r
ka ndyounegoti
atea1 0bus i
nessdayinsp e
c t
ionper
iodtoa l
l
owy o uandy o
urteamt i
met ob e
tte
r
anal
yzetheproper
ty
.Youa ndth esell
e ragr
eetoa l
lthet e
rms,t
h enspend15mi n
u t
esfill
ingoutthePu r
chaseand
Sal
eAg r
eeme ntt
oget
h e
r.Beforey o
ul eavethepropertyyoutakema nygreatpict
uresandav ide
oo ftheprope
rty
.If
i
tisvacant,
youaskthesell
erforak eya ndp e
rmissiontos l
apac ont
ractor
’
sl ock
b o
xo nthesideofthehouse
(www.homedepot.
com/p/Kidde-Port
a ble
-3-
Key-Box-wi
th -
Pushbutt
on-
Co mbinati
on-Lock
-Clay
-001404/100653157)
soyouandy ourt
eamc anc omeb a
cka n
dc omp l
etetheinspec
tionandb egi
np l
anningfortherehab.I
ftheprope
rty
i
so cc
upied,youl
etth
es el
lerkno wtha tyouands omeo fyourteamme mb ersma yneedtoco meb ackafewtimes
duri
ngthe10b usi
nes
sd ayinspe ct
ionp er
iod.

Assoonasyouh av
ee n
ter
edint
oac ont
rac
ttobuythepr
opert
yfr
omthesel
l
eryoucannowstarts
hoppi
ngtha
t
deal
a r
oundtofindac a
shbuyer
.Youwil
lwanttodothi
simmedia
tel
ybec
auseyour10bus
ine
s sda
yinsp
ect
ion
per
iodsta
rte
da ssoonasth
ec o
ntra
ctwassign
edbya l
lpar
ti
esandth
isi
syourmajo
r“e
scape”cl
auset
hata
ll
ows
youtobackoutoft
hed e
alandgetyou
r$100earne
stdeposi
tback
!

L
et’
ssa
yinth
ise
xampl
eyo
uwantt
omakeaqui
ck$
10,
000assi
gnmentf
eesoyouwi
l
lbema
rke
ti
ngt
hi
sde
ala
t
$
115,
000.
Soyouputu
psomeb
andi
tsi
gnsa
rou
ndt
hesubj
ectpr
ope
rtyt
hatsa
y:

Nextyoucreateapropertyfl
yerusingyourM5
AutomatedMa rk
eti
ngMa c h
inean dp os
to nyour
Facebookpage.Theny oupostana don
www.Craigs
li
st.
com. Thenyoug ot oyourinves
tor
fr
i
end l
yClosi
ngAg entando penu pe s
crowb ygi
vi
ng
th
ea gentyourcompletedPurchasea ndSa l
e
Agreementaswe l
lasyou r$100e arnes
td epos
it
.Whi
le
you’
rether
ey ouasky o
urClosingAg enti
ftheyknow
anycashinvesto
rsthatma ywa ntan o
therdeepl
y
di
scountedpropert
y.
L
ast
ly
,i
fyouhadc
ashbuy
ersa
lr
eadyo
ny o
urVI
PCa s
hBuye
rsl
istyouwo
ulde
mai
l
,te
xt,
ord
ir
ect
-t
o-v
oic
ema
ilv
oic
e
b
roa
dcas
tthe
mu si
ngy
ourM5Auto
matedMark
eti
ngMac
hines
ys t
em.

AGE 4
P 9
0
6 FundingYourWholesaleDeals
CHAPTE
R

Aspotent
i
alcashbuyer
scallyoutol
earnmo r
eaboutth
ed ea
l,y
o ufiel
dthei
rquesti
onsand“sel
lt
h e
mt hedream”
ofwhatth
ep r
o p
ert
ycoul
db e.Expl
ai
ntothemthatt
h i
sdealwi
llgoquic
kly
,andift
heyarei
nteres
tedtheyneedto
dothei
rduedil
igen
ceasfastaspossi
bl
e.Sendthe
mt hepic
ture
sa ndvi
deooftheprope
rty
.Ifth
eya r
esti
ll
i
nter
este
da f
terathor
oughon l
in
erevi
ew,youcansc
h ed
uleati
met ogetth
emi n
tothepropert
yforanin
s pe
cti
on.
Tryyou
rbesttoweedout“t
i
r eki
cker
s”andpeopl
ethatdon’
thaveenoughcas
h ,
a n
difyoucang ett
hemt odoa
“
driv
eby”pri
ortoyouspend
in ganyofyou
rtimeshowi
ngthemt hepro
pert
y,d
os o.

Be
lowa
ret
hes
tan
dar
dte
rmsy
ouwa
ntt
oha
vewh
ens
ell
i
ngt
oac
ashb
uye
rus
inga
nAs
sig
nme
nt:

As
sig
nme
ntf
ee(
Int
hi
sca
sei
t
’s$
10,
000
)
No
n-r
efu
nda
blee
arn
estd
epo
sit(
$10
00-
$2,
500
)
Cl
osi
ngd
ate(
Fewd
aysb
efo
rey
ouro
ri
gi
nal
clo
sin
gda
te)
Us
ingy
ourc
los
inga
gen
t(Be
cau
see
scr
owi
sal
r
ead
yop
ene
d)

Onceas er
iou
scashb uy
erste
p sf
orwardand
wantsthedealy
ous i
mplyneedtofil
loutaone
page“Assi
gnmentofContr
act
”formwh i
chassi
gns
yo
urin t
ere
stint
hed e
alovert
ot h
em.He r
eiswhat
aty
p i
calAssi
gnmentFormlooksli
ke.

Asyouc anseeit
’
sas imp l
eo nepagedocume ntt
hat
onl
ytakesaf e
wmi nutestofi ll
outtha
tp a
ssesa l
lof
yourri
ghtsandob l
i
gati
o nsu nde
rthepurchase
agr
e e
me nttotha
tb uye
r.Tha tmeansyourcashbuyer
hastorevi
ewtheo ri
gi
na lPurchas
ea n
dSa l
e
Agreementandag r
eetoe veryt
hin
g.Oncetheylove
th
ed ealandagreetotheterms ,
thecashbuyer
si
mp l
yn eedst
ofi l
loutthea ssi
gnmentandt a
keit
pl
usth e
irnon-
ref
u n
d ab
lee arnes
tdeposi
tovertoyour
cl
osingagentandturnitin.Oncethi
shappensy o
u
ar
eo ffic
ial
lyoutofthede al
a ndjus
tneedtokickback
andwa i
tforth
ed ealt
oc los
es oyoucang etpai
d
your$10,000ass
ignme ntfee.

AGE 5
P 0
0
6 FundingYourWholesaleDeals
CHAPTE
R

Be
nefi
tso
fanAs
sig
nme
nt:
Cheap-Rememb e
rhowyouagre
edtop a
yforal
lcl
osi
ngcos
tswit
htheo
ri
gina
lse
ll
er.
We l
lno
wthaty
ouassi
gne
d
yo
u rco
ntra
ct,y
ourback
-endc
ashbuyerst
epsi
ntoyours
hoesandpa
ystho
secost
s.You
rassi
gnmen
tfe
eisa“ne
t”
numbertoyousoiti
seas
ytocal
cul
ateyourpr
ofita
sawh ol
esa
ler
.

F
ast-
Fil
l
ingo
utao
nep
aged
ocu
men
ton
lyt
ake
saf
ewmi
nut
es.

E
asy-Exp
lai
ni
ngt
oyo urcas
hbu y
erthatyouhun
teddownasmoki
nghotde
ala
ta50%dis
countf
romr
eta
ilan
d
s
erv
edituponas
il
verplat
te
rforonl
y$1 0
,000i
sap r
et
tyeas
ysel
lt
oaseri
ousr
eha
bbe
r.Al
lt
heycar
eabou
tistha
t
y
oulef
tpl
ent
yof“
mea tontheb
o ne
”forthemtost
il
lmakeahug
eprofi
t!

Do
wns
ideo
fanAs
sig
nme
nt:
Vi
sib
il
it
y-Ev
ery
oneinthetr
ansact
i
o nwil
lseewhatyoumadeasawh ol
esal
er
.Inot
herwords,
yourpr
ofiti
sful
ly
di
scl
oseda
ndifyouaremakin
gtoomu chmo ne
yb o
ththes
ell
erandbuyermaygetir
ri
tat
edorangr
yatth
efact
th
atyouba
rel
ydidanywo r
kandarema k
ingsomu c
hmo ne
yoffofth
em. Thi
scaneasi
lyscr
ewu py
ourdeal
so
ONLYuset
heassi
gnme n
tme t
hodifyo
ua r
ema ki
ng$10,
000orle
ssandh av
eag oodrel
at
ions
hipwi
thyourc
ash
buye
r.
Asyourwhol
esa
lebus
ine
ssg r
ows,
you’
l
lbebui
ldi
ngst
rongre
lat
ion
shi
pswit
hyourc
ashbuy
ers
.Theywi
ll
gro
wto
tr
ustyou
rdeci
si
onsandval
uethepr
oper
ti
esyoubr
in
gtothem.Somuchsotha
tassi
gnme
ntswi
ll
onlyb
ecome
easi
erande
asi
erove
rti
mea syout
rai
nyourc
ashbuyer
so ndoi
ngbus
ine
sswit
hyou

T
heDo
ubl
eCl
oseMe
tho
d

Nowthatyouunderst
andthesi
mpli
ci
tyofusin
ga nAss
ignment,
let
’st
alkabou
tasli
ghtl
ymo r
ecompli
cat
edfund
ing
pr
oces
sc al
ledtheDoubl
eClos
e(someti
me sknownasaSimul
taneousorBack-
to-
Backcl
ose)
.InaDoubl
eClo
se
yo
ua r
ea ct
uall
yusi
ngy ou
rback-
endcashbuyer’
sfu
ndstofundthepur
c ha
sefr
omt h
esell
erwit
hthe“
over
ages”
bei
ngpaidouttoyouthewhol
esal
er
.Thi
n kofi
tasanA-B,B-
Ctransac
ti
o nwher
ethe:

Mo
ti
vat
edSe
ll
er=A

Wh
ole
sal
er=B

Ca
shBu
yer
=C

AGE 5
P 3
1
0
6 FundingYourWholesaleDeals
CHAPTE
R

Soh
erei
tho
witwo
rksa
ndl
et
’su
set
hes
amen
umb
ersf
romt
heAs
sig
nme
nte
xamp
le.

Sol
et’
ssayyoun e
g ot
ia
tetobuyaprope
rtyf
romamo tiva
tedsel
l
erfor$105,
000becau
s eyoufel
tithadanARVof
$215
,000aft
era$4 0
,000re
hab.Andju
stli
kebef
o r
e,y
o uagr
eetoputupa$ 100ear
nestdepos
ittosecur
ethe
con
trac
ta n
du s
ey ourt
it
lecompanywher
ey o
uwi l
lpa
ya l
lthet
radi
t
ionalc
losi
ngcost
s.Y o
uh a
vea1 0bus
ine
ssd
ay
i
nspect
ionper
iodtobett
eranal
yzet
hedealbef
oreyourear
nestde
positg
oesh ar
d,a
ndy ouwil
lcl
o sewit
hi
n30
day
s.

nt
I hi
sexampl
elet
’
ssayt
hatinste
ado fwan
ti
ngtomakej
ust$1
0,0
00(l
i
ket
heAss
ignmente
xampl
e),
youwantt
o
mak
e$ 2
0,00
0s oyo
umarketthepro
pe r
tyf
or$12
5,0
00,u
sin
gsomeoft
hemar
ket
ingte
chni
quesI
showedy
ouin
t
hi
sbook.Her
eishowt
hede a
lwo ul
dp l
ayout
:

F
ir
st,
youp
utt
hep
rop
ert
yun
derc
ont
rac
twi
t
hth
ese
ll
erf
or$
105
,00
0wi
t
hth
efo
ll
owi
ngt
erms
:

Pu
rch
asep
ri
ce:
$10
5,0
00 Cl
osi
ngl
oca
ti
on:
You
rcl
osi
nga
gen
t’
sof
fice
E
arn
estdep
osi
t:$
100(F
ull
yre
fun
dab
le I
nsp
ect
i
onp
eri
od:
10b
usi
nes
sda
ys
d
uri
ngin
spect
i
onper
io
d)
Cl
osi
ngc
ost
s:Wh
ole
sal
erwi
l
lpa
y
Cl
oseo
fes
cro
w:3
0da
yso
ut

L
et’
scal
lthi
sth
eA-Bsideo
fth
etra
nsacti
onwher
eyou(
thewhol
esal
er
)ar
ebuyi
ngthep
roper
tyfr
omthemoti
vat
ed
s
ell
erandassoonasyo
ugott
hecontr
actsi
gne
dyouwentan
do p
enedesc
rowwit
hyourcl
osi
ngagen
t.Nowyou
h
aveequit
abl
eint
er
esti
nthepr
ope
rtysoyoune
edtost
artmar
ket
in
gitt
ofindacashbuye
rwil
li
ngtopay
$
125,0
00 .

Se
condle
t’
ssa
yyoufindac
ashbu
yerwi
l
li
ngtopay$
125
,00
0soyout
el
lt
hemt
haty
ouwi
l
lbes
end
ingt
hemo
vera
Pur
cha
seandSal
eAg
reeme
ntt
osi
gntha
thasth
efol
l
owi
ngter
ms:

Pu
rch
asep
ri
ce:
$12
5,0
00 Cl
osi
ngl
oca
ti
on:
Onc
eag
aina
tyo
urc
los
inga
gen
t’
sof
fice
E
arnes
tdep
osi
t:$
2,5
00(Non-
re
funda
ble I
nspe
cti
onper
io
d:0day
s.(
The
yneedt
odoth
eird
ue
u
nle
ssyoucan
notpassc
lea
rti
tl
e) d
il
ig
encepr
io
rtocon
tra
cti
ngt
hep
rope
rty
)
Cl
oseo
fes
cro
w:2
0da
yso
rle
ss Cl
osi
ngc
ost
s:Ca
shb
uye
rwi
l
lpa
y

AGE 5
P 2
0
6 FundingYourWholesaleDeals
CHAPTE
R

Soyoucrea
tethepaper
wor
k(on
cea ga
in“l
eani
ng”thete
rmsinyourfav
or)a
nds e
nditov
ert
othecashb uye
rtoget
si
gned.
Ass oo
na sthe
yagr
eet
oth et
ermsandsignthecont
rac
t,y
o uhavet
hemg ot
oy o
urcl
osi
nga g
e n
t’
so f
fice
andopenupescro
wb ygi
vi
ngyourcl
osi
ngagentthesi
gnedPur
chaseandSaleAgr
eementa
swe l
lasthei
r
non-
re
fundabl
eearnes
tdep
osi
t
.Yo unowhavet
h ecashbuye
r“l
ocked”i
ntot
hed e
alandwewil
lca
llt
histheB-C
si
deofthet
ransact
i
on.

Soupt othisp o
intwehavetwoescr
owso pe
ned .
Onewh ereyo uarebuyi
ngthepro
pert
yando ne
whereyo uaresell
ingth
ep r
oper
ty.
Oncethecash
buyeri
sr eadytoc l
ose,
the
ywilld
eposi
tthei
r
$125,0
0 0intoescrowandyourcl
osi
ngagentwill
al
low$ 105,
0 00toflowfr
omt h
eB-Cescr
owo verto
th
eA- Bes c
rowa ndfundyourpur
chase.

Onceth
eA-Be sc
rowisclose
dout,yo
urc l
os i
ngagentwil
lth
encomp le
tethetr
ansac
ti
onb ycl
osi
ngoutt
heB-C
es
crowandd i
sper
setheremain
ing$20,
00 0(minusclo
singcost
s)toyou,t
hewh o
lesa
ler
.Sothemot
ivat
edsel
l
eri
s
ha
pp ybec
au s
etheygotthei
ras
kingpri
ceo f$105,
000.Thecashbuyerishapp
ybecausethe
yh a
vead e
epl
y
di
scount
edp r
oper
tytheywil
lei
th
errehabo rkee
p.Andy ouarehap
p ybeca
u s
eyouwh ol
esal
edagre
atdeal
and
madeah ef
ty$20,
000profitusi
ngnoneo fyourownmo neyorcre
dit.

Be
nefi
tof
aDo
ubl
eCl
ose
:

Vi
sib
il
it
y-Bec
ausey
ousep
ara
tedt
hep
urc
has
erf
romt
hes
aley
oua
rea
blet
osc
ree
nyo
urh
ugep
rofi
tsf
romb
oth
th
eb uy
eran
dthese
ll
er
.

AGE 5
P 3
0
6 FundingYourWholesaleDeals
CHAPTE
R

Do
wns
ide
sof
aDo
ubl
eCl
ose
:

Cost-Bec
auset
her
earet
woesc
rows,t
herewi
ll
betwosepar
atese
tofcl
osi
ngcost
s.I
t’spr
ett
yeasytogety
our
back-
endcas
hbuyert
opayf
ort
heB-Csetofc
losi
ngco
sts,
butty
pica
ll
yth
ewh ol
esa
lerhastopayf
ortheA-
Bs e
tof
cl
osin
gc o
sts
,whi
chcanbea
slowas$1,
00 0a
nda smuc
ha s$5,
000,
depend
ingonyourSta
te’
sprop
e r
tyt
ran
sfer
fe
es.

Compli
cate
d-Pr i
ortothema r
ketcrashi
ngin2 006-2007s i
mu l
t
aneousclos
ingswerepre
ttycommo n,
a n
dma ny
cl
osi
nga gen
tsu nderst
oodanda ll
owedth e
mt ooccur
. However,
aft
erthecra
shma nyofthosecl
osi
nga gen
tslef
t
th
eb usi
ness
.Plu sther
ewe r
eafe wn e
wr egul
ati
onsintr
oducedthatchange
dthewa ycl
osingagent
sd obusi
ness.
Whil
eintheor
yd oub
leclos
esares t
i
lll
egal,manynewc los
ingagentsei
the
rdon’tunde
rst
an dthe
mo rdon’
tall
ow
th
emt ooccura tth
eircompany.Thi
sc anbeas mal
l h
u rd
lefornewwh ol
esal
er
sb ec
ausetheycaneasi
lyget
misi
nf
o r
medt hatdou b
lecl
osesa r
e“il
l
ega l
”ornotal
lowed.Soifyourunin
toas i
tu
ati
onwh ereaclo
singagenti
s
te
ll
in
gy outhatd oubl
eclos
esaren otal
l
o wedinyourstat
ep ol
it
el
ytell
themthankyouandk eeponloo
k i
ngforan
i
nvest
orfri
endlyclosi
ngagentthatwil
lall
owt h
em..
. t
rustme,youwill
event
uall
yfindo ne
!

Al
lof
thePi
ece
sar
eFa
ll
in
ginPl
ace
..
.

Y
ounowk n
owh o
wt olo
catepr
oper
ti
es,
bui
ldaVIPCa
shBuyer
sli
st,
cal
cul
ateval
ueandcos
ts,
negot
iat
eli
keapro,
a
ndhowtofundyou
rwh ol
esal
edea
lsusi
ngOPM—OtherPeo
ple’
sMoney.I
nthenex
tchap
ter
,l
et’
sre
vie
wac oupl
e
o
frea
lli
f
ecasest
udi
e st
oil
lus
tr
atet
hetwoclo
sin
gmethod
sandp u
llal
lt
hi
se d
ucat
iont
oget
heri
ntoastep
-by
-st
ep
a
cti
onpl
an.

AGE 5
P 4
0
7 CASESTUDYRESOURCES
CHAPTE
R

I
nthi
schapte
r,I
wantt
ob r
eakdowntwod if
fer
entwhole
sal
ede a
ls(o
n eass
ignmentandonedoubl
ecl
o s
e)th
at
ha
ppenedtocomei
ntomylif
eontheverysamed ayusi
ngcomp l
et
elydi
ffe
rentmark
eti
ngtechn
iqu
es.Thefirs
tone
i
saproper
tyof
fof5t
h.Str
eeti
nTempe,Ariz
onathatcameinf
romap os
tcar
dma i
l
e r
.Theot
heri
soffofAl
ameda
Dr
.i
nTemp e,
Ari
zon
a,th
atcameinfr
ommy“ dr
ivi
ngfordol
l
ars”st
rat
egy.Bot
hlead
swe reg
e n
erat
edth
es ameday
,
bu
teachdealt
ookonali
feofi
tsown.L
e t
’ssta
rtwit
htheassi
gnmentd e
al.
..

Back
g r
oundStor
y-OnAu gust7t
hI gotac a
llof
fofo neofmy
“
Absente
eOwn er
”post
cards.Thesel
le
r ’
snamewa sHAa ndhe
wasa6 0-
somethi
ngyearol
dma nwithap roper
tyh ehadowned
si
nce1998thathewant
e dtosel
l.Th
ep r
oper
tywa salit
tl
ehous
e
bui
l
tin1925thatwaslo
c at
edrigh
tnex tt
oArizo
n aState
Uni
vers
it
y.Oneofmya c
q ui
si
tio
na ge
nts ,
Josi
ah,an s
we r
edth
e
phoneandtal
kedwit
hHAf orabout10mi nut
es.
6
02W.
5thSt
ree
tTe
mpe
,AZ8
528
1

Jo
siahask
edHA,“Whatwashappeni
nginhi
sli
fetoma k
eh i
mwa nttosell
hisproper
tytousto
day?”Thi
squesti
on
wasdesi
gnedt
ou nc
o v
erHA’
sreal
mo t
iv
ati
onforwanti
ngtosell
.HAtoldhimthathewa sget
ti
ngoldanddidn
’t
wantt
od e
alwi
thap r
oper
tyth
atwassod i
str
ess
eda ndneededmajorr
e p
air
sa l
ltheti
me.Thr
oughoutth
e
co
nvers
ati
on,J
osia
hc ompl
ete
dmy“ Sel
l
erInt
akeForm”wh i
chgath
e r
sa l
lt
hen ece
s s
aryin
for
ma t
io
nI wi
lln
eedto
ev
entua
ll
yanal
yzethedeal
.Af
terh
ejump e
do f
fth
ep honewit
hHA, Jos
iahbeg a
nh i
so nl
i
nerese
archandwhenh e
wasdonehenot
ifie
dmeweh adanewleadandthati
twa sr
eadyformyr e
view.

AGE 5
P 5
0
7 CASESTUDYRESOURCES
CHAPTE
R

Ip
rocessedall
theinformatio
na ndd eci
dedthep r
opertywaswo rt
ha round$ 110,
000initsc urr
entcondi
tion
,butif
i
twasco mplet
elyremo del
editc oul
db ewo rt
hu pto$2 00,
000.IsentJo s
iahovertothep r
o pert
ytodoa“ dri
veb y
”
an
dtakes omep i
ctures.Whenh egotb a
ckI hada l
lt
hei n
formati
onI neededtoc al
lHA.SoI mad et
hep honecallt
o
i
ntr
oducemy sel
f.Wet al
kedfo rawh il
ea ndIeventual
lyma deave rb
a lof
ferof$45,
0 0
0ju sttoseewh atHAwo uld
do.
Heto l
dmet h a
th eneededt os peaktohiswifeandt h
athewo u l
dc al
lmeb ackthenex tday.Thenextdayh edi
d
ca
llbac
ka ndhet ol
dmet heofferwa stoolowa ndthatIneedtora i
seit.
I ask
edh i
mwh a tthelowesthewo uld
ac
ceptisandh ewo ul
dn otans wer.Hetoldmet othi
n kaboutwh atthemo stIwouldoff
erh imwa sandt ogetback
t
oh i
m.Sot henextda yIcal
ledHAb acka ndtol
dh i
mI cou
ldo n
lyp ay$55,000becausethep r
opert
yneed e
daf ul
l
r
emodel.Oncea gai
nh etol
dmet h
ath eneededtotalkwithhiswifeandg etbacktome .Th enextdayI f
oll
owedu p
wi
thhima ndhet ol
dmet heo fferwa stoolowan dthatIneededtore t
hinkmyo f
ferandra iseit
.Frus
trat
ed,Ionce
ag
ainaskedh i
mwh atnumb erh ewo ul
da ccep
ta ndhet ol
dme“ toraisemyo ff
erandg e
tb acktohi
m” .

Cle
verTi
p:Somet
imesamo t
iva
tedsel
l
erwill
notpr
ovi
dey o
utheinf
ormat
ionyoun
eedtoqui
ckl
ygetadeal
d
one.Whenthi
shappensyouhav
etostaycal
ma ndst
ic
ktoyourgamep l
an.
Don o
trus
hthedea
lorbi
da ga
inst
y
ours
elf
.Real
iz
ethatp
rofe
ssio
nalne
goti
ato
rsfocusonbui
ld
ingrappo
rt,
agi
tat
in
gthesel
l
er’
spa
inpoi
nts
,provi
di
ng
s
olu
ti
ons,an
dtell
i
ngthesel
ler
sHOWt h
eycand obus
ines
swiththe
m.

O.
K.,bac
ktomys to
ry.Thene xtdayI c
all
edHAa ndtol
dhimt h
ea bsol
ut
emo stIcoul
d
paywas$65,
000.Hea skedifI c
ou l
dme ethimn eart
heproper
tyataloca
lStarbuck
s.I
agr
eedandthenextdayweme t
.HAwa sav eryn i
cemanan dinf
ormedmet hatheand
hi
swifewoul
dac ce
pta noff
e rof$70,000
. Eventhought
hiswa smo r
etha
nI wa n
tedto
pay,
IknewIcoul
ds el
ltheprop e
rtytoareh a
bbe rorl
andl
or
db ecausei
twass oclos
eto
ASU.SoIagr
eedwithtwoc on di
ti
ons.Cond i
ti
on#1wa sthatHAp ayal
lcl
osi
ngc ost
s.
Condi
ti
on#2wa sthatIhavea3 0d ayclo
s ewitha1 5da
yin s
pecti
onperi
od.HAc al
le
d
hi
swife,
the
na g
reed,ands i
nc eIcametot heme et
ingpr
epared,wefill
edoutthe
Purc
haseandSaleAgreemen tri
ghtther
ei nStar
b uck
s.
So
rryf
orb
lur
rypho
to-t
ook
wit
hmyc el
lph
one
.

AGE 5
P 6
0
7 CASESTUDYRESOURCES
CHAPTE
R

I
NOWCONT
ROL
LEDHA
’SPROPE
RTY!

AssoonasIgotbacktot heof
fice,Jos
iahupl
oadedHA’spr
opertyt
omy
whol
esali
ngwebsi
te(www. Ari
zona
Propert
ySu
perst
ore.
com)ands e
ntal
l
th
ea cq
uisi
ti
onpaperworktoourinv
estorf
ri
endl
yclos
ingagenttoope
n
escr
ow.Wethensentou tama s
sema i
landte
xtblas
ttomyVIPCa sh
Buyer
sli
st(a
bout4250lo cal
cashinv
estor
s)usi
ngmyM5Au t
oma t
ed
Market
i
ngMa chi
neso f
tware.Weadver
ti
s e
dtheprope
rtyf
orsalefo
r
$92,
500cashorhardmo neyonly
.

Wit
hinminut
esIr
ecei
vedarespons
et omyt e
xtbl
astfro
mal oca
l i
nve
stort
hatimmedi
atel
ywen tan
dd r
ovet
he
pr
opert
y.Hecal
l
edmewh enh ewaso uti
nfron
tofthehouseandtol
dmeh ewo ul
dtak
eitfo
r$8 0,
000cashan
d
cl
osewit
hin10days
.It
o l
dhimI woul
dl e
thimknowb ytheen
do ft
hed a
ya ndsi
ncenooneels
ema demea noff
er
Ia
ccepte
da ndse
ntovermyon epageAssig
nme n
tForm,whichheimmed i
at
elysi
gne
da ndsenttoesc
rowal
ong
wi
tha$ 2
,500non-
re
fundabl
eearne
std epos
it
.

BOOM..
.
Iwa
s10d
aysa
wayf
romma
kin
g$1
0,0
00a
sar
eal
est
atewh
ole
sal
era
ndI
bar
el
ywo
rke
d2-
3ho
urso
nth
e
deal
!

OnAu
g u
st20t
hwec lo
s e
dthedeal
,andIwascuta$1
0,3
2 0c
hec
k($32
0wasmye
arnes
tmoneyr
efun
d),HAso
ld
hi
sunwant
edpr
o b
lemp r
oper
ty
, a
ndmye ndca
sh -
i
nve
storwa
sabl
etopi
cku
padi
sco
untedp
rope
rtyt
hathewi
ll
re
modelan
drentoutasst
udenthou
sing
.

He
rei
sac
opyo
fmya
ssi
gnme
ntc
hec
k:
Asyoucanseewhol
esali
ngusin
gtheassi
gnme n
tmethodisext
remel
y
si
mple,
fun,an
dprofit
ablei
fdoneusin
gtherig
htsyst
emsa ndpr
ocess
es.
I
nthenextcases
tudyIwanttobre
akdownad ealwher
eIusedthe
Doubl
eClosemet
hodb e
c a
useIwastryi
ngtomakeamu chbig
ger
spr
eadthan$10,
000
. L
et’
sloo
ka tadealI
comp l
et
edonAlamedaDri
ve.

AGE 5
P 7
0
7 CASESTUDYRESOURCES
CHAPTE
R

Backgr
oundStory:Als
oo nAugus
t7 t
hwhil
ed ri
v i
ngtomyo f
fice,I
deci
dedtotakean ewroutet
hatIhavene
v erdriv
enb e
for
e.Idi
d
th
istoseeifIcoul
dr u
na cr
ossanyrundown ,orunu
s u
alprope
rti
es
th
atmightb evac
an torunca
redf
o r
.Abo
uttwob l
ocksawayfrom
myo f
ficeIs po
tte
dah ous
ethathadacr
ewo fpeopl
ethrowi
ngall
th
efurni
tur
ea ndbe l
ongi
ngsawayinagiantd u
mp st
er.Ipul
l
ed
over
,sna
p p
e daquickp h
oto,
andwr o
tedownt headdress
.
5
31E
.Al
ame
daDr
i
veT
emp
e,AZ8
528
2

OnceIgoti
ntotheof
ficeIcheckedth
eta xre
cordst
oseeift
heta
xablema i
l
ingadd
res
swa sdi
ff
ere
ntthanthe
phy
s i
cal
p r
oper
tyaddr
ess.
Th i
sisagreatin
dica
tort
hatt
hep r
ope
rtyi
so wnedbysomeon
et h
atdoesnotli
vei
nthe
pr
opert
y.Icoul
dals
otel
lthatt
hep r
oper
tywa snotowne
db yabank.
.
. b
u tb
ya ni
ndi
vi
dual(
actu
all
yitwasowned
byt
h eDorot
heaB.**
***
****Revocabl
eT r
ust)
.

Att
hispoin
tImai
lmerge
dthepi
ct
ureo
fthef
ron
toft
hepr
oper
tyt
oasi
mpl
efl
yerI
useth
atgra
bsth
eowner
s
at
ten
tio
nb yas
kin
g“ISTHI
SYOURPROPERTYbec
aus
eIwantt
opayc
ashf
ori
t
”?Ithe
nma i
l
edoutt
hef
l
yerand
wai
tedfort
hecal
l.

Anyway.
.
.backtomystor
y.Tu
rnsouttha
tthedaug
h t
er-
i
n-l
awr e
ceiv
edmyfly
erandgav
emeac al
lin
for
mingme
th
atthepr
opert
yisownedbyherhusba
nd’smot
herwhoh asStag
e3Al z
hei
mer’
s,
andju
stmovedi
ntoalon
gter
m
car
efaci
li
ty
.Sheal
sole
tmek nowthatt
hemo mwa sahoardera
ndh ad10ca
ts.
Thedaugh
ter
-i
n-l
awandher
husba
ndliv
edover3hour
sawa ya
ndd i
dn otwa
nttodealwit
hthi
sp r
obl
emprope
rty
.

Theyo
wnedt
hep
roper
ty“
fr
eeandclea
r”andhadaPowerOfAt
tor
neyov
erth
emo t
her
’
ses
tat
e.I
askedherwhat
th
eywant
edt
ose
llt
hehous
eforifI
ma deheranal
lca
shoff
er,
andshes
aidshewa
nte
dar
ound$10
0,00
0c as
h.
Sheal
sot
ol
dmetha
tthepr
ope
rtyneededaful
lre
model
.

I
spentaco
upleo
fmi
nut
esgath
eri
ngsomemorei
nfo
rmat
iont
henl
eth
erk
nowt
hatI
wou
ldc
all
herr
ig
htb
ack
a
fte
rIcompedhe
rpr
ope
rtya
nddidso
meo n
li
nere
sear
ch.

Myres
earchi
ndi
catedthatthep r
oper
tywaswo r
tha r
ound$200,
000,i
fi
twasfu l
l
yremo de
led.Si
nceitwasri
ght
ar
oundthecor
nerIdrov
eo vertotheprope
rtyt
od oaq ui
ckvi
suali
nspe
cti
on.Theh ous
ewa same ss.
..t
her
ewa s
j
unkever
ywher
e,anditsme l
l
edh orr
ibl
e(l
ikedeadcats
).Ibe
li
evedaful
lr
emod elona1700 +Sq.Ft
. h
ousewould
co
starou
n d$3
0,000soIs t
artedcre
ati
nga nof
ferinmyh e
adthencal
le
dtosa ythemostI co
uldpaywa s$
85,50
0
an
dthatwewo ul
dh a
vetos pl
itthecl
osin
gc os
ts.Shecount
ere
da ndsai
dtha
tt helo
we s
ttheycouldtak
ewa s
$90
,000
.Itol
dthemI wouldbewi l
li
ngtopay$89,000andcove
ra l
lt
hecl
osi
ngc osts
..
.theyagree
d.

AGE 5
P 8
0
7 CASESTUDYRESOURCES
CHAPTE
R

I
NOWCONT
ROL
LEDT
HEPROPE
RTY!

I
imme
dia
tel
yema
il
edt
hemaPu
rch
asea
ndSa
leAg
ree
men
twh
icht
heys
ign
eda
nds
entr
ig
htb
ack
.

RealWorl
dAd vi
ceFromTh eCl
e v
erInve
stor-I
neveryr
eales
tat
etra
nsact
io
nthatIg
etin
to,I
ALWAYSma kesure
tha
tthesel
lerbene
fitsinthetr
ansacti
on.I
nthi
sc a
se,t
hedaught
er-
in
-l
awandsonwereext
remel
yhappytogetr
id
ofth
isprobl
emp r
opert
ya ndfocusonhel
p i
nghi
smo th
eradj
usttomovi
ngint
othel
ongter
mc ar
efa
cil
i
ty.Bec
a u
se
the
ys o
ldtoaninves
tor
,andn ott
h r
oughtr
adit
io
nalchann
els
,the
yenjoy
edahassl
e-
fr
eesal
ea n
drece
ivedth
ec ash
the
yn ee
dedt oaf
for
dca r
i
ngf o
rtheiri
l
lfamil
ymemb er
.

AssoonasIr
ecei
vedth
ec on
tra
ctback
,Jo
sia
haddedt
heprope
rtyt
oourwhol
esal
i
ngwebsi
tean
dblas
tedi
toutt
o
ourVI
PCashBuyer
sli
stfo
r$121,
000usi
ngmyM5Au t
omate
dMa rk
eti
ngMac
hinesof
twa
re.
Atthes
ametime,
we
fa
xedtheco
ntr
actove
rtomyinves
torf
ri
endl
ycl
osi
ngage
nttoopenesc
row(
thi
sisth
eA-Bsi
deoft
he
tr
ansa
cti
on)
.

I
leth
erkn
owth
atI
pla
nne
dondoi
ngado
ubl
eclo
sebec
aus
eIwa
sg o
ingtob
ema k
ingal
oto
fmo
neyo
nth
iso
ne,
a
ndIdidno
twa
nte
ver
yon
ein
vol
vedi
nmytr
ans
acti
ont
okn
owwhatIwasmaki
ng.

Wit
hi
nmi nu
tesofsendi
ngoutth
ep r
oper
tyvi
atex
tmes s
ageIgotacal
lf
romag uyn
amedJ e
remyth
atsai
dhe
woul
dtakethedeal
ifwewouldsel
li
ttohi
mf o
r$118,
800.Iag
reeda
ndI se
nthi
mo ve
rtheSal
esCont
rac
ttos
ign
.I
i
nfor
me dhi
mt ha
then e
ede
dt otak
ethesi
gnedagr
eementtomyinv
estorf
ri
end
lycl
osi
ngagenta
lon
gwithhi
s
ea
rnestde
posita
ndo pe
nescrow(t
hisi
stheB-
Csideofth
etrans
act
i
on).

Att
hisp
oin
tIj
ustsa
tbackan
dwait
edfort
hedeal
toc
los
e.Acoup
leofday
slat
eramo
bil
eno
tar
ysh
owe
dupa
ta
bea
chhouseI
wa sr
ent
i
nginCor
onad
o,Cal
if
orn
iat
osi
gnthec
los
ingd
o c
ume n
ts.

Afewdaysl
aterwecl
ose
dbothes
cro
ws( p
artofth
efu
ndsf
romtheB-
Ces
cro
wfl
oat
edove
rtofu
ndtheA-
B
es
crowandtherema
ini
ngba
lanc
eintheB-
Ce s
c r
owwaspa
idou
ttomeasmypr
ofit
)an
dI waspa
idmywhol
esa
le
pr
ofitof$
2 9
,492.
41.

He
rei
sac
opyo
fmy“
dou
blee
scr
ow”c
hec
k

AGE 5
P 9
0
7 CASESTUDYRESOURCES
CHAPTE
R

Soa
saq
uic
kre
vie
wbyd
oin
ga“
dou
blec
los
e”i
nst
eado
fana
ssi
gnme
nt:

Hadt
oo p
entwoescr
owswit
hthesamecl
osi
nga
gen
t(e
scr
ow#1wast
heA-
Bescr
owwher
eIpur
chas
edt
he
pr
ope
rtyf
romthemoti
vat
edsel
l
er)a
nd(e
scro
w#2wast
heB-Ce
scr
owwher
eIf
l
ippe
dth
eprop
ert
ytomy
ca
shback-
endi
nves
tor
).

Had2set
sofc
losi
ngcos
tst
hatI
hadtode
alwi
t
h(I
pai
dforal
loft
hecl
osi
ngcos
tswhenIp
urch
ase
dfr
om
t
hemoti
vat
edsel
l
er,
butt
hro
ughneg
oti
at
io
nsmyca
shbac
k -
endin
ves
torp
aidf
oral
loft
hecl
osi
ngc
ost
sfo
r
t
hesec
ondesc
row).

Wasablet
ok ee
pevery
oneinth
etran
sact
io
nfr
omseei
ngwh
atIwasmaki
ng(
act
ual
l
ynow-
a-
dayswhen
do
ingad o
ub l
eesc
rowtheback-
endcas
hbuye
rha
stosi
gnsome“
Supp
lemen
tal
Esc
rowI
nst
ruc
ti
ons
”that
di
scl
osethatadou
blecl
oseist
aki
ngpla
ce)
.

He
rei
sth
eac
tua
lwo
rdi
ngi
nth
e“Su
ppl
eme
nta
lEs
cro
wIn
str
uct
i
ons
”:

‘
Thecl
osi
ngofthises
crowi ssubj
ecttoandc onti
ngentu p
onthec o
n c
urre
ntclos
ingwh er
e i
ns el
le
risacqui
ri
ng
t
heprope
rtyt
hatsel
le
risc urr
ent
lysell
i
ngtob uyer
. Buyeri
sawa r
ethatal
lorap or
ti
ono ft
h ep r
oceedsfr
omt h
is
t
rans
acti
onaretheso
u r
c eofal
lorap or
ti
ono fthep ur
chasepri
ceintheescr
owwh ere
ins ell
erisacqui
ri
ngthe
pr
oper
ty.
Escr
o wagentisauthor
iz
eda ndinst
ructedtotransf
erfundsfr
oms el
le
r’
sproceed sinthi
sescr
owt o
t
heescr
owwh erei
nsel
lerispurc
hasingthepropert
yina namo untsuf
fici
enttoal
lowselle
rt oclos
ee sc
rowand
pur
chas
ethep r
oper
ty
. Withful
lkno
wl e
dgeo ftheexist
enceofthisdoubl
eescro
w,sel
leran db u
yerauthor
iz
e
an
dinst
ructe
s c
rowage nttopr
oceedwiththec l
osingofthi
ses c
rowasinstr
ucte
d.Sel
lera ndb uy
erfur
ther
ag
reeth
atescrowagentwillh
avenol i
abi
li
tyforandwi l
lbeheldharml
essfromanyma tterresul
ti
ngfrom
es
crowagent
’
sc ompl
iancewiththeseins
truct
ions’
.

Hope
ful
ly
,bygoi
ngthr
oughth
esetwocasestu
d i
es,
eve
ryt
hin
gisstar
ti
ngtogetpul
l
edtog
eth
er,
andyouar
e
be
ginni
ngtovi
sua
li
zeyour
sel
fwhole
sal
ingre
alest
ateus
ingbot
hc l
osi
ngtec
hniq
ues.Asy
oucansee
,eac
h
cl
osi
ngstr
ate
gyhasi
tsownuniq
ueb en
efitsandbot
haresi
mp l
etoimpl
ement.

AGE 6
P 0
AF
ina
lBu
sin
essTi
p
Av
oid
ing‘
Dea
ler
’St
atu
s…o
rMi
ni
miz
ingi
t
sImp
act

Oneoft
hegreat
estadva
ntage
sofr
eal
est
atei
nve
stme
ntist
het
axadv
antaget
rea
tme
ntofy
our
i
nvest
ments
.Itv
arie
sbytypeandd
ura
ti
onofi
nves
tmen
t,bu
tge
ner
al
lyth
erear
esomeawes
ometa
x
ad
v a
ntag
esinre
alesta
te.

Howeve
r,t
hetaxcodewant
stoben
efitth
osewhoinve
stinreal
est
atemor
easapas
ti
meth
ana sa
bus
ine
ss.So,
ther
eisthi
s“d
eal
erst
atu
s”thi
ng.
Thema j
ordrawbac
ktobei
ngco
nsi
der
edadea
leri
sth
at
yo
urinc
omeiss u
bje
c tt
oth
eful
lse
lf
-empl
oymentt
axwit
h h
oldi
ngof15.
3%.

AGE 6
P 1
AF
ina
lBu
sin
essTi
p
Av
oid
ing‘
Dea
ler
’St
atu
s…o
rMi
ni
miz
ingi
t
sImp
act

Ot
herd
own
sid
est
obe
ingc
las
sifie
dasad
eal
eri
ncl
ude
:

Ho
ldi
ngr
ent
alp
rop
ert
i
esi
nth
esa
meb
usi
nes
sen
ti
tyi
nwh
ichy
ouwh
ole
sal
e,y
ou’
l
ll
oset
hea
bil
i
tyt
o
t
aked
epr
eci
at
io
nont
her
ent
alu
nit
s.

Y
ouc
an’
tt
akea
dva
nta
geo
fth
e10
31E
xch
ang
eify
ou’
r
ecl
ass
ifie
dasad
eal
er
.I
fyo
uus
ecr
eat
i
ves
ell
er
fi
nan
cin
gtos
ell
pro
per
ty
,yo
uca
n’td
efe
rin
comeo
nyo
uri
nst
al
lme
nts
ale
.Th
een
ti
ret
axh
itwo
uldh
ave
t
obet
ake
nimme
dia
tel
y.

F
ir
st,
ify
oup
lano
nin
ves
ti
ngi
nre
nta
lpr
ope
rty
,de
fini
t
elys
epa
rat
eth
atb
usi
nes
sfr
omy
ourwh
ole
sal
i
ng.
Se
tupad
if
fe
ren
tbu
sin
esse
nti
t
yfo
rth
ere
nta
lpr
ope
rti
esi
nor
dert
ota
kea
dva
nta
geo
fth
e10
31
E
xch
ang
ean
dth
ede
pre
cia
ti
ond
edu
cti
ono
nyo
urr
ent
alu
nit
s.

F
ory
ourwh
ole
sal
i
ngb
usi
nes
s,c
ons
ide
rse
tt
in
gupac
orp
ora
ti
on,
eit
hera
nLL
Casa
nS-
Cor
p,as
tra
igh
t
S-
Cor
p,o
raC-
Cor
por
ati
on.

Ofc
our
se,
we’
r
eno
tgi
vi
ngt
axo
rle
gal
adv
ice
.Me
etwi
t
hag
ooda
cco
unt
antt
opl
any
ourb
usi
nes
s
f
orma
ti
onwi
t
hlo
ngt
ermt
axa
dva
nta
gesc
ons
ide
red
.

AGE 6
P 2
Th
eEn
d&Th
eBe
gin
nin
g
Y
ouKn
owI
t–No
wUs
eIt

WhenIfirststa
rte
dinvest
in
ginreale
stat
eoverade c
adeago,al
lmyfri
endsa ndfamil
ythoughtIwa s
cr
azy.
No wtheyareal
lbeggi
ngmet ohel
pthemlearnhowtoinve
s t
.I
nmyh umbleopin
ionthereisno
be
tte
rwa ytoachie
veyourfinanci
algoa
lsandcr
ea t
ewealt
hthanthroughrea
lestat
einvest
in
g .Sureif
yo
uh adatono fmoney,
youwo u
ldhavealotmoreopti
ons,
butthereal
i
tyis,
youd on’
tneedtoh avea
boa
tloadofc a
sh(orcre
dit
,orex
peri
ence)t
oma keatonofmoneyv er
yq ui
ckl
yinthi
sb us
iness.Ma k
ing
t
hatdeci
siontoget“b
ackinthegame”wasthebestdec
isi
onofmyl i
f
e(n e
xttoma rr
yi
ngmyb est
f
ri
end!
)Ican’ti
ma gi
newhatmyli
fewo u
ldlo
o kl
i
keifIst
il
lwork
edforsome oneel
sema ki
ngthe mr i
ch.

Asyoudeci
dewhetherornott
otaketh
enextste
p(s)i
nyourrea
lest
atecar
eer
,keepthi
stho
ughti
n
min
d—i nde
cisi
onissti
l
lade c
isi
on.
Fiv
eyearsfr
omn owwh e
rewil
lyoube?Wh a
twil
lyourl
i
felo
okli
ke
i
fyoudeci
detofoc
u sonbecomingasucc
essfu
lreale
sta
teinve
sto
r?Ho wwil
li
tfeel
toachi
eveyou
r
fina
n c
ial
goal
s?Fiv
ey ear
sfr
o mnowisgoi
ngtoc omewhethery
ouwa nti
ttoornot
,whatar
eyougoin
g
todotod
aytoshapeyourfu
ture?

AGE 6
P 3
Th
eEn
d&Th
eBe
gin
nin
g
Y
ouKn
owI
t–No
wUs
eIt

I
tismyh opeforyouthatyouthinkBIG,s
e t“
foc used”goal
s,andseethe
mt hro
ug h
.Crea
tesyst
emsinyour
busi
nesstohelps a
veyoustr
e ss,
time,energy
,a ndmo ney.Myme nt
orusedtoalwayst
el
lme“ h
opeisnota
st
rate
gy”.Don’
tflybytheseatofyourpantsor“ wingit
”.Besma r
tandrepl
i
catewhatothe
rsucces
sfuli
nves
tor
s
havedoneb ef
oreyou.Whil
eI di
dn’ti
nventwh olesal
ingoranyofthe“NoMo ne
yDo wn”i
nvest
in
gstrat
egi
eswe
di
scussedinthi
sRE IGui
de,Ihavep e
rfec
teds ystemsf o
rma rk
eti
ng,nego
tia
ti
ng,anddealst
ruc
tur
ingtha
thave
mademea ndmys tudent
smi l
l
ionsofdoll
a r
s.Ifyou’r
es er
i
o u
sa bou
tma ki
ngreales
tat
eac a
reer
,t
henyouwill
wanttopayc l
osea t
ten
ti
ontowh atIa mab outtosa y.

Wh
at’
sMyNe
xtSt
ep?

Alo
tofpeopl
egett
hiswrong
.Andth
at'
sok.I
tto
okmeo ver2yea
rsoftr
yin
ginreale
sta
tebef
oreIfig
uredito
ut.
Asyou’
vep
robabl
yle
a r
nedbynowre
adin
gthi
sb oo
k..
.I
'v
ema desomebigmist
akesi
nthi
sbusi
ness.
It
'sbeen
al
most15year
snows i
nceIst
art
edt
ryi
ngtomakemo n
eyinre
alest
ateandtosayi
t'
sbeenagrea
tadvent
ure
woul
dbeanunders
tate
me n
t.

I
'
vebeenbr
oke,
I'
veb
eens
camme
dfo
r$3
0k,
I'
vej
ustl
ostmo
neyb
eca
useo
fla
cko
fkn
owl
edg
e,I
hav
ebe
en
t
hro
ughita
ll
.

I
'v
ea l
sohadgre
atmo ment—themo me
n tIfirstma d
e$ 4
0,00
0inl
essthan2we e
kswit
houtr
is
kin
ga nyofmyo wn
cas
h.OrthemomentIqui
tmyb ookk
eepi
n gjobIhatedandmywif
ea ndkid
sandItoo
koffonalongvaca
tio
nto
Mexi
cojus
ttocel
ebra
teands p
endqual
i
tyf amil
ytime.Bei
ngabl
etogrowa7 -
figur
eayearbus
ine
ssa ndemplo
y
myDadwh ohadbeenla
idoffandwashavingtrou
b l
efindi
ngwork.F
inal
lyget
ti
ngtor
ewardev
eryonei
nmyl i
fe
whowa s1
0 0
%wi t
hmeint h
eg oodt
imesa n
dt hebad.

Wa
itas
eco
nd.
Tha
twa
sn’
tt
hec
ase
.

Thethi
ngi
s,I
'
dlovetot
el
lyo
uthatmypare
ntsan
dmywifeh
avealway
ssup p
ort
edmeandmyd r
eamt
obe
comea
su
c c
essf
ulr
eale
stat
einv
est
or.
Butth
atwasn'
tt
heca
se.I
nfa
ct,
itwaspre
ttymucht
heo
pp o
sit
e.
Andit
'
sthesc
ari
est,
mostment
all
yta
xin
gthi
ngyouca
nimagi
ne.

But
,Ido
n'tbl
amet hem.Itso
undscraz
y.I
'mnots
ureifI
eve
nb el
i
evedmysel
fwhenonedayIbo
ldl
ypro
cla
imedt
o
myfami
lythatIwas"qui
tti
ngmyjobasab oo
kke
eperandgoi
ngful
lt
imei
ntore
ales
tatei
nve
sti
ng.
"Ter
ri
fy
ing
.I
l
it
era
ll
ylostc
o u
n to
fa l
lt
h epeo
ple
,in
clud
ingmywif
ea n
dDad…a n
dfri
end
s,whotol
dmeI wasquot
e"
maki
ngami st
ake"

AGE 6
P 4
Th
eEn
d&Th
eBe
gin
nin
g
Y
ouKn
owI
t–No
wUs
eIt

We
ll
..
.

I
fyoucan
'tmakemis
take
s ,
y o
uc anneverl
ear
n.Andt
hat
'sthe#1re
asonmo s
tpeopl
efai
lwit
hanyth
ing.
Because
t
heyarea
frai
dof'
fa
il
ure'
.Butwh a
tis'f
ai
lur
e'
,r
eall
y?F
ail
ureisr
eal
l
yjustawor
dthatsho
uldn'
texi
st
.Becau
se
f
ai
lur
ereal
lyon
lymeansthatyoudidsomet
hingandi
tdi
dn '
twor
kout…YET!I
nourworl
dit
's"
normal
"tobri
ng
p
eopledo
wno rl
aughatt
h emfortryi
ngsomet
h i
ngan
dn otsuc
ceedi
ngri
ghtawa
y.We'
veallex
peri
ence
dthat.

o
Yutri
edtofl
ir
twit
hsomeoneandgotst
o o
du pandall
y o
urfr
ie
ndswe r
ela
ughinga
ty ou.
..
Youtri
edtost
arta
b
usi
ness,
butyourDadsai
d:"
Maybeyoushoul
dg etareal
jobwit
hgoodbenefit
sthatwil
lbesaf
er
."Yo
ub o
ug h
t
a
not
herreale
stat
ecour
seonli
neandyourspous
es ai
d:"
Ican’
tbel
ie
veyouwouldsp
e ndmo r
emo n
eyo nt
hat
g
arb
ageyo u
’r
en e
vergo
ingtodoanyt
hi
ngwi t
h.Wec an
’taf
for
dforyout
othro
wmo n e
ya way!
"

Ri
ght
?!

I
'
vebeentheret
oo.
..L
ist
en,i
tdoes
n'tgeteasi
er.
Wh enIbui
l
tmyreale
stat
eb u
sin
essto$10,
000permonthandI
e
xpl
ainedtopeopl
ewhatIdi
d,t
heywo uldte
llme:"t
hat
’sno
tareal
busi
n e
ss.
"WhenI wo
uldbegen
u i
nel
ythan
kful
f
orbei
ngab l
etobuyahouseandprovi
dingformyfamil
yandsha
rethatonl
i
ne,peo
plewoul
dsay:
"You'
reashow
o
ff,
you'
rema ki
ngpeop
leje
alou
sbyd oi
n gst
uffli
ketha
t.
"That
'
swhathappenedt
ome .Youbui
l
dsome t
hinga
n d
p
eoplewil
lal
waystr
ytobri
ngyoudo wn…

Wel
l,t
heonlywaypeopl
ecanbri
ngyoudown,i
sifyou
'r
eaboveth
em. Rig
ht?Th
inkofthi
swhenpeopl
etr
yi
ngto
ki
ckyouagain
.It
'sr
eal
lyj
ustTHE
IRfe
a r
sandanxie
ti
es.Th
at’
sit
.Fearofl
osi
ngyou,bec
auseyou
'r
egrowi
ngtoo
f
ast.
Fearofma k
ingt
oomu chmone
ya ndt
hin
kingthat
'
sab a
dthing
. Fe
arofhav
ingtochan
gethei
rownli
ves
bec
auseofyoursucc
ess.

AndtothisdayI'
me mb ar
rass
edbythisfact
,asst
rongwil
ledandd et
ermineda sIwastoma ker
ea l
est
ateworkf
or
me ,
jus
t2y earsaf
terst
a r
ti
ngout—I quit
.Al
ltheneg
a t
iv
it
ywa sjustt
o omu chtoh a
ndl
e ,I
star
tedtobel
i
e v
ethe
l
iestha
tp eopl
einmyl i
fetol
dme .
I g
aveu ponmyd r
eam. Anditwasn'
tu n
ti
la boutayearl
ater
,whenIdisc
over
ed
th
isoneth i
ng.
..
thateve
rythi
ngchangedforme.I'
l
lex
p l
ai
nwh atIme anbutbe f
o r
eIdoifyouonl
yr e
memb ert
his
pl
ease,pl
easek n
owt her
e'
sa no
therwaytoli
veyourl
ife
.Alif
eo ffr
eedom.Alifewh e
reYOUc hoosewhenyouwork
andhowmu chyou'r
egett
ingpai
d,becauseYOUknowwh atyou '
r
ewo rt
h.Alif
eo ffinanci
alfr
eedom.Ali
fewhere
YOUd on
'thavetowo r
ryaboutmortgageorbi
ll
sorpayi
ngy ourki
dsco l
le
ge.

Ali
f
ewh er
eyouc a
ng ot
ob e
da tni
ghtPEACEFULLY,b
ecauseyou
rb anksta
tementl
ooksl
ikeyourz
ipcode.Al
i
fe
wher
eYOUc hoos
ewh oyouworkwit
h,be
c au
sey ouhaveth
eluxurytodoso.Spend
ingti
mewi t
honlyt
hemo s
t
i
nte
res
ti
ngp eo
pletha
tin
spir
eyouandGIVEy ouenergy
,i
nstea
do fta
kingyoure
nergyaway
. I
fyou'
vebe
e n
FAI
LI
NGtryi
ngtoma kei
tasaninve
storo
rh av
ingtroubl
egett
i
ngc onsi
ste
ntdeal
sthi
nkaboutthi
s:Whati
fyou
r
moma n
dd adwould'
vet
oldyoutoj
ustst
o pt
ryin
gt owal
kwh enyouwe r
eak i
d?

AGE 6
P 5
Th
eEn
d&Th
eBe
gin
nin
g
Y
ouKn
owI
t–No
wUs
eIt

"
J ustst
o pit
,yousu c
ka tt
his.
""
Do n'
tevent
ry,y
ouwo n'
tbeabletod othi
s.
"Ab s
urdrig
h t
?No ,th
e yt
oldyoutogetup,
h
e l
dy ourhanda n
ds oonenoughy ouwerewalki
ng.
.
.b a
bystepb ybabystep.Andyouk now?Itdidn
'ttak
elongbefor
e
y
o uwe r
eRUNNI NG! Runnin
glikethewind!
Reme mberhowmu c
he nerg
yy ouhadasac hil
d ?Justal
wa y
srunni
ng
e
ve r
ywh ereandbu mpingi
ntothin
gs !
Allbe
causeyourpar
entstoldyoutokeepg oi
ng.Therewa snosuchthin
ga s
"
fai
lure"
.Th e
rewa sonlyfal
l
ingandg et
ti
ngbackup!Fal
li
ngan dge t
ti
ngbacku p,u
ntil
youwe r
eRUNNI NG!Pare
nts,
u
s ual
ly,
a r
etheb e
s tmentor
syou '
l
leverhave
.Andyouk no
wa lsointhi
sb us
inessever
yb o
d yneedsame ntor
.Youneed
s
o me o
net hatkee
p syouaccountabl
ea n
dtell
syou:
"Ibel
iev
einy ou.
""Keepyourlegsl
ikethis,
thenyouwo n'
tfal
l
.""
Here
,
l
etmes h owy o
uh owtod othat
.
"

L
yletaughtmeh owtobeagoodme nt
or.
Hewa seve
ryt
hin
gy ouwoul
deverwantinatea
cher.
Becaus
e,asI
'msu r
e
y
ou '
rewel
l awar
eo ft
her
e'
salotofbadtea
cher
soutther
ewh owantnot
hi
n gmorethant
otakeyou
rmo n
e y
.Lotsofbad
c
omp anie
st ha
tpreyonustr
usti
ngandnaiv
epeopl
e.Andfor10ye
a r
sIhadsuchaBADtastei
nmymo uthfr
omt hese
s
emi na
rco mpani
es—t ha
tIjus
tkeptmyheaddownandgrewmyb usi
nessandfocus
edonmea ndmyfamily
.Idi
d n
't
t
hi
n kI'
deverst
artareal
esta
teeduc
a t
io
nc omp
a n
y.Thei
deas o
meonecallmea"rea
lest
ategur
u"mademys ki
nc r
awl,
y
ouk now?

h
Iadalwaysl
ovedtea
c hi
n g
,infa
ctIwant
edtobeah ighscho
olhis
tor
yteacher
,butIjustkeptputti
ngmyh e
addown
a
ndgrowingmyb u
sinessbecausei
nreal
esta
te"ifyoucan
'tdo,
youteac
h"rig
ht?Th enaf e
wy earsago,I
rea
li
zed
“
what
’sst
oppin
gmef romd oingbot
h”.I
twasthes a
met hi
ng!Ig
aveuponmyd r
eamo fteac
h i
ngb ec
auseof,
e
ssent
ial
l
y,ot
herpeopl
e ’
sopini
ons.
Iwasins
ecureaboutwhatpeopl
ewouldthi
nko fme .Andalsoselfi
shl
yIthou
ght
t
hati
fIgaveeve
ryt
hingI kne
wa wayandst
art
edtot eac
hmyb usi
nesswouldsuf
fer
. MindyouI wasma ki
ngmil
li
onsp
er
y
ear—I d
idn'
twantth
a ttoend.

Soeventhoughitscaredmeh al
ftod eath,
Ideci
dedtoch angething
s. Gi
vingawaytr
aini
n gaf
tertra
ini
ngwh er
eIshar
e
ever
yth
ing.
No tho l
di
n ganyth
ingback .Jus
tgivi
ng,
soo therswil
lbenefi t
.Andyouknowwh a
t?SinceIstar
teddoi
ng
th
at,mybusin
e s
sg rewe venmore.I
t'sab e
auti
fult
hi
n g
. Thekeythoug h,ha
sb ee
nCleverInv
est
o rhasgrownwith
i
ntegr
it
y.Youwil
l neverseeus"t
o u
ri
n g"ci
tytoci
tytr
yingtop eddl
eo ureducat
iontothema s
ses.No ,
Ivowedwewo ul
d
dothi
ngsdif
fere
n tl
y.Wed on'
taccepteveryo
n e
,becaus
en o
te v
e r
yoneisag oodfitfo
ro urment
o ri
ngp r
ogra
ma ndI
can'
tphys
ical
l
yh e l
phu nd
redsofstude n
tsatonce.I
t'
sno tf
a i
rtome ,
it'
snotfai
rtoyou.Youdeservetogetper
sonal
at
tent
iononthis
. Some t
hingthati
sth eEXACTthi
ngthaty ouneedfort h
isEXACTindust
ryandfo ryoutodoEXACTL
Y
whatyouwanttod o.

Sothat’
swh yIcr
eatedamentor
ingpro
gramthatist
heREALdeal
,notsomeBSl i
fecoachi
ngprogr
am.Whatwoul
dyou
doifyouandI coul
dpers
onal
lyworkto
gether
,howval
uab
lewouldthatbetoyourbusi
ness
?Wh atwou
ldyoubeabl
eto
acc
o mplis
hifyouwo r
kedwit
hsome bo
dywh o’
sma d
emil
li
onsandmilli
onsdoi
nge xa
ctl
ywh a
tyouwantt
od o.
Some onethatwoul
da d
vis
eyou,someonetha
two ul
dgui
deyou.
I t
hinkweb ot
hk n
owt h
at’
sthepie
ceyou
’vebe
en
missi
ng.Soifyou’
rerea
dytotur
ne v
eryt
hin
ga r
oundandst
arth
av i
ngma ssi
vebreak
thr
oughs,j
ustgot
othi
sli
nkto
apply
:Clever
Inve
stor
Mentor
in
g .
com

k
Inowyoupr
obabl
yhav
eat
onofquest
io
nsa ndt
hat
’
so k
,re
me mbert
hi
sisj
ustth
efir
sts
tepi
nthep
roces
s.Webot
h
n
eedtomak
esuret
hisi
sap
erf
ectfi
t.Choos
ingth
eri
ghtmento
risabi
gdeci
si
o nf
ory
ou,
andfo
rmec h
oosi
ngth
eri
ght
s
tud
enti
scr
ucia
l.

AGE 6
P 6
Th
eEn
d&Th
eBe
gin
nin
g
Y
ouKn
owI
t–No
wUs
eIt

S
"o
Juj
u
s
tss
t
tol
i
pk
ie
t
,yL
oy
ul
e
sut
o
ckl
d
a m
tt
he
i
sa
."l
o
"
Don
ng
'
tet
im
vee
nt
ra
yg
,o
y
oe
uve
wr
oy
n'
ts
bu
ec
ac
be
ls
es
tf
ou
dl
om
thia
sn
.
"Ao
brw
s
uro
dm
ria
gn
ht
?w
Noil
l
,l
ti
s
h
e t
e
yn
t
olt
do
ya
on
ut
og etup,
hel
dyourhanda n
ds oonenoughyouwe rewalki
ng.
..
b a
bystepbyb a
bys tep.Andyouk now?Itdidn'
tt
akelongbefor
e
oppo r
tun i
tyinitsen ti
retyaskg o odq uesti
onsa ndt henma keawe l
l-
e ducate dd eci
sion.
yo
uwe reRUNNING! Runni
nglik
ethewi nd!
Reme mberhowmu chenergyy ouhadasac hil
d ?Justal
waysrunni
ng
ev
erywhereandbump i
ngintothi
ngs!Allbe
causeyourpar
entstol
dyout okeepg oi
ng.Therewa snosuchthin
ga s
"
fai
l
Sodu
re"
.
oy T
h
oue
r
re
sw
ela
fso
afnl
y
a
v f
a
ol
rl
i
an
nga
dfind
lg
le
ot
uti
n
tg
t
hba
eack
pu
pp
l!
i
cF
aal
l
t
ii
n
og
noa
n d
ntg
het
t
eli
ng
i
n ba
kack
bou
vp,
eau
nt
nily
ou
dmytw e
er
e
aR U
mwiNNI
l
lN
gG
e!
tP
iar
nte
nt
os
u,
ch
us
uall
y,ar
etheb e
stme nto
rsyou'l
leverhave
.Andyouk no
wa ls
ointhisbu s
inessevery
b o
d yneedsame nt
or.Youneed
w
si
ot
mehy
oo
n u
ett
ho
a a
tkn
es
e
pw
syer
oan
uacy
cq
ou
ue
nt
as
bt
i
lon
ea s
ny
dto
eu
llm
syoi
g
uh
:t
"
Ibh
ea
l
iv
ee
va
ei n
nydo
ug
.o
"t
"h
Ke r
eou
pyg
ouha
rll
el
gth
sle
i
k d
ete
hit
sa
,
ti
l
hs
e.A
nyn
od a
uwot
nt
'ha
tft
al
l
.p
"o
"i
n
Het
re
,i
f
l
e
wt
eme
fes
eh
lo
i
tw
’y
sao
u“h
Wo
iw
n-t
od
W i
no
”t
sha
i
tt
.
"
uati
o nwec ans t
artwo rki
n gtoge ther.

L
yletaug
htmeh owtobeagoodme nt
or.
Hewa seve
ryt
hin
gy ouwouldeverwanti
nateacher.
Becaus
e,asI
'msure
J
y
ou
ust
'
ret
o
wer
e
l
lc
aa
wp
ar
ewh
o a
ft
ht
eI
r
es
'
sai
d
al
oe
ta
or
fl
i
be
ar
dI
tc
ea
a
cn
h’
et
w
r
s o
o
ur
tk
tw
hei
t
r
eh
wehv
e
owr
yo
a
ntn
ne
o,
ta
hn
i
nd
gmId
oo
rn
e’
t
ht
w
anan
t
ot
tat
ko
e.
yI
w
ou
ra
mnt
ot
n
eow
y
.Lo
or
tk
sw
o i
fbt
h
ad
co
mp ani
estha
tpreyonustr
usti
ngandnaiv
epeopl
e.Andfor10year
sI h
ads uc
haBADt astei
nmymo uthfr
omt hese
peop l
ethatinsp i
r
emep eoplethatha v
eth atwhateve ri
ttakesme ntal
i
ty.
s
emi n
arcompani
es—t ha
tIjus
tkeptmyheaddownandgrewmyb u
sine
ssa n
df o
cusedonmea ndmyfamily
.Idi
d n
't
t
hinkI
'deve
rst
artareal
esta
teeducat
io
nc ompan
y.Thei
deasome onecal
lmea" r
ealest
ategur
u"mademys ki
ncrawl,
y
ou
No kno
wwhw?
enyo ufi l
loutthea ppl
icati
onreme mb ertob eope nan dho nes
t I
’veme ntoredinvestor
s
w
h
Ii
at
ha
d a
ll
l
wk
ai
yn
sd
l
os
veo
df
td
ei
af
f
ce
hi
nre
g
,n
it
ns
ft
a
ca
tr
t
Ii
wn
ag
np
t
eo
di
tn
ot
s
beso
am
hie
g
hsbr
ca
h
on
od
lhn
ie
s
tw
or
ys
to
em
ace
hh
er
,a
v
be
utIb
je
ue
s
tn
ki
en
pv
te
ps
u
tt
ti
n
i
ng
gmfo
yr
hd
e
ae
dca
dd
o
wess
n o
d
a
no
dn’
t
g
rof
e
we
il
nt
gh
me
ynbe
ue
s
id
net
so
sbs
ep
cr
u
auc
sea
ei
nny
r
et
ah
l
ei
n
sg
ta
tu
ep
"ij
fu
y
os
uts
ch
a
no
'o
tt
doi
t
,
yt
oo
utm
ee
ac
hs
"t
rr
ia
g
hi
g
th
?t
Thbe
ec
na
au
fs
e
weyi
f
e
aw
rse
aa
gor
e
,I
rg
eo
a
li
n
i
zg
edtobe
“
what’
sst
oppingmefromd oingbot
h”.I
twasthesamet h
ing!I
gaveuponmyd r
eamo fteac
hin
gb ec
auseof,
f
amily,t
h at
’sho wI viewmys tudent
s,tha tstart
swi t
ht r
u st
!
e
ssent
ial
l
y,ot
herpeopl
e ’
sopini
ons.
Iwasins
ecureaboutwhatpeopl
ewouldthi
nko fme.Andal
soselfi
shl
yIthought
S
t
ho
aun
tid
fIgf
a
avi
r?
eeI
vf
es
r
yo
t,
h
ig
no
gIhke
nr
e
e
wanow
wa :
yaC
nl
ev
dse
t
ar
rI
n
t
eve
dt s
ott
o
ear
M
c ent
hmybor
ui
n
sg
i
n.
ec
som
swouldsuf
fer
. Mi
ndyouIwasma ki
ngmil
li
onsper
y
ear—I d
idn'
twantthattoend.

evWi
Soe
es
h
v
r
yi
e
tn
gy
nt
h
ino
umu
h
g
o
.c
u
Nohs
g
uc
hi
thc
e
os
s
ts
i
na
c
l
d
a
i
nl
l
r
t
h
e
a
gat
y
no
yud
dmeh
to
h
i!
a
n
l
ft
gb
od
ack
ea
.
t
J
h
u
,
I
s
d
tg
e
i
c
v
i
d
i
n
e
g
dt
,
s
oc
oo
h
th
a
e
n
r
get
swi
h
l
l
i
b
n
e
g
s
n
.
efi
Gi
v
t
.
in
An
ga
dy
wa
o
yt
ukn
r
a
o
ini
n
wwh
ga
a
t
f
tert
?Sin
r
c
a
in
eI
i
n
s
gwh
tar
te
er
eI
ddo
s
i
n
h
g
ar
e

—C
ody
th
at,mybusin
e s
sg rewe venmore.I
t'sab e
auti
fult
hi
n g
. Thekeythoug h,ha
sb ee
nCleverInv
est
o rhasgrownwith
i
ntegr
it
y.Youwil
l neverseeus"t
o u
ri
n g"ci
tytoci
tytr
yingtop eddl
eo ureducat
iontothema s
ses.No ,
Ivowedwewo ul
d
dothi
ngsdif
fere
n tl
y.Wed on'
taccepteveryo
n e
,becaus
en o
te v
e r
yoneisag oodfitfo
ro urment
o ri
ngp r
ogra
ma ndI
can'
tphys
ical
l
yh e l
phu nd
redsofstude n
tsatonce.I
t'
sno tf
a i
rtome ,
it'
snotfai
rtoyou.Youdeservetogetper
sonal
at
tent
iononthis
. Some t
hingthati
sth eEXACTthi
ngthaty ouneedfort h
isEXACTindust
ryandfo ryoutodoEXACTL
Y
whatyouwanttod o.

Sothat’
swh yIcr
eatedamentor
ingpro
gramthatist
heREALdeal
,notsomeBSl i
fecoachi
ngprogr
am.Whatwoul
dyou
doifyouandI coul
dpers
onal
lyworkto
gether
,howval
uab
lewouldthatbetoyourbusi
ness
?Wh atwou
ldyoubeabl
eto
acc
o mplis
hifyouwo r
kedwit
hsome bo
dywh o’
sma d
emil
li
onsandmilli
onsdoi
nge xa
ctl
ywh a
tyouwantt
od o.
Some onethatwoul
da d
vis
eyou,someonetha
two ul
dgui
deyou.
I t
hinkweb ot
hk n
owt h
at’
sthepie
ceyou
’vebe
en
missi
ng.Soifyou’
rerea
dytotur
ne v
eryt
hin
ga r
oundandst
arth
av i
ngma ssi
vebreak
thr
oughs,j
ustgot
othi
sli
nkto
apply
:Clever
Inve
stor
Mentor
in
g .
com

k
Inowyoupr
obabl
yhav
eat
onofquest
io
nsa ndt
hat
’
so k
,re
me mbert
hi
sisj
ustth
efir
sts
tepi
nthep
roces
s.Webot
h
n
eedtomak
esuret
hisi
sap
erf
ectfi
t.Choos
ingth
eri
ghtmento
risabi
gdeci
si
o nf
ory
ou,
andfo
rmec h
oosi
ngth
eri
ght
s
tud
enti
scr
ucia
l.

AGE 6
P 6