marketing – the foundation · 2009-08-13 · key is finding the facts. rule #2 after i have...

Thursday 9/175:30 – 6:00 PM

Topic: Cancellation of Debt Guest Speaker: Edgar A.

Kidd Sr., who works as an IRS Liaison who has responsibility for the Real Estate Industry, will explain the income tax liability that you may owe when you short sale or have a home

foreclosed on.

AUGUST 2009From Seminar to Success with IRC Support Systems, Investment Techniques & Real Estate Strategies for Today’s Entrepreneurs

At my real estate seminars I am of-ten asked by my students what area of the business they should

focus on first. I can relate to their con-cerns because I know how much there is to learn when you are building a real estate investment business. Unfortunately, some investors flounder the first couple of years in the business because they try to learn a little bit of everything without master-ing anything. As a speaker and educator, I think the opposite approach is better. Instead of trying to dabble in every niche, I think you should spend the majority of your time studying the areas of the busi-ness that generate revenue NOW! You can learn the rest of the business as you go along, but what is important now is to get your phone ringing off the hook. You are looking for motivated sellers willing to sell you their properties at 50 to 65 cents on the dollar. In order to do this you must be-come a Master Marketer!

Your knowledge of marketing will be the foundation from which your business is built. Marketing is what makes the phone ring and generates leads. Leads are the lifeblood of your business. They are the oxygen your business breathes. The more leads you have the more mon-ey you will make. So how do you be-come a better marketer? First, you must understand the principals all successful marketers live by.

Real Estate Marketing Principal #1: Define Your Target Market

You must understand that only 5% of all sellers are truly motivated and will be

willing to sell their property at a signifi-cant discount. Therefore, you will want to gear your marketing efforts towards people who have a reason to sell their property under market value. There are many reasons why someone would want to sell their property at a discount. Death, divorce, bankruptcy, and foreclosure are just a few of the many examples of why someone would want to get rid of a prop-erty quickly. You can find many of these lists through the public records with a little effort. Once your target market is located, you must then reach out to these people through your marketing efforts.

Real Estate Marketing Principal #2: Create a Compelling Message

Once you have narrowed down your tar-get market you then must compel the prospect to take action. Distressed prop-erty owners are by nature procrastinators and thus unlikely to respond to a generic offer. Therefore, you must create an ir-resistible offer so compelling it gets the prospect off the couch and over to the phone. The message must strike an emo-tional chord within the prospect if it is go-ing to be effective.

Real Estate Marketing Principal #3: Create Systems for Outsourcing and DeliverMost prospects don’t respond to your marketing efforts until they have seen your message at least seven times. Suc-

Than Merrill: Marketing – The Foundation of Your Real Estate Business

continued on p7

Don’t miss the

MINI-SEMINAR

at next month’s

IRC meeting!

I N S I DEThan Merrill: Marketing – The Foundation of Your Real Estate Business......... 1

Some Rules For Dealing With Law And Rule Changesby Wayne Gebhardt ................... 2

What’s In Your Wallet?By Pat Talley............................. 3

The Art of the Lease Purchase – Part 2By Rob Arnold .......................... 4

Rehab & Wholesale –Marketing for Deals By Eric Hale ............................. 5

Deals of the Month ................. 6

Business Directory .................. 8

Calendar of Events ............... 11

© 2009 IRC All Right Reserved. Quotation and reprint are not allowed without written permission of the publisher. 407-831-2498 • www.IRCFlorida.com 1


NaREIA, 2008 Top National Newsletter & Print Media Award Winner, Mid-size Association.

During the last several general meetings, I have had a number of conversations with various

members of the club in a state of fear over one proposed law or rule change or an-other. Some of the fear was innate. Some was the result of people with political agendas pushing people’s fear to achieve their political goals.

I have rules I use when dealing with pro-posed or real rule or law changes that allow me to remain relatively calm and make informed decisions. These rules ap-ply whether the proposed change involves tax law, real estate issues, or issues related to clients.

Rule #1Discover the actual FACTS of the pro-posed change NOT the politically slanted information that is presented by all of the parties involved (right or left, con-servative or liberal, etc.). Some times this means actually attempting to read the le-galese the changes are shrouded in. The key is finding the facts.

Rule #2After I have discovered the facts (or what I believe the facts are), I determine (as well as possible) the potential impact of the proposed change. I want reality not the political fictions. If I determine the

proposed change will negatively impact my interests or interests of clients, I will contact the parties that will be making the final decisions (i.e. usually elected officials) and make my interests know. When I contact the decision makers, I calmly express why the proposed change will either cause harm or not achieve the desired results and, if appropriate, I at-tempt to provide an alternate solution. If the situation warrants, I will get with others to help attempt to influence the final result.

Rule #3If I and/or others cannot get the proposed changes modified or eliminated, I have

no real practical choice but to accept it. I now look for ways to “get around or over the issue (i.e., loopholes—there are al-most always loopholes); for ways to work with the change; or for ways I or my cli-ents can utilize the changes to our advan-tage. Even the most “negative” changes usually have a way to use them to your advantage.

Rule #4Stay positive. Do not get caught up in the hysteria, histrionics, or paranoia of the moment.

We, as taxpayers and investors, have weathered numerous rule and law chang-es over the years and not only survived but made profits (e.g., the Florida foreclo-sure rules). But a key is not to get caught up in the negativity of the moment but to get the facts and take positive action.

Happy investing.

M. Wayne Gebhardt [email protected]

Some Rules For Dealing With Law And Rule Changes

by Wayne Gebhardt

http://www.prosourcefloors.com/orlando



You’ve heard this for a while on TV from that infamous credit card company, but did you ever consider it seriously?

The most valuable tool known to mankind to eliminate debt is in your wallet!!! Surprised???

We love to hear the investor’s credo phrase “Other People’s Money”.

Who do you think has more money to borrow from, Uncle Bob’s IRA or Mas-terCard, Discover, Visa, and American Express ? My bet is the latter.

So now that you know where all of the money is, the next question is “How much will it cost me”? If Uncle Bob is now get-ting 4%, and you offer him 6%, both you and Uncle Bob win. You get inexpensive private money and he gets an extra 2% in a challenging economy. Good deal right? Well maybe for Uncle Bob.

So now that you know where to get it, do you think you need to understand how to get it ? Well, of course you do. So let’s talk about “the time value of mon-ey”. You need to understand that there is no correlation between “interest rate” and “interest cost”. Interest rate is what you “think” you pay and interest cost is what you “actually” pay.

Need an example? Your new 30 year fixed mortgage at 6% has a monthly payment of $1,199.10, principal & in-terest, no taxes, insurance, PMI. Out of that, payment number one has $199.10 principal adjustment with $1000.00 in-terest. Does that sound like 6% to you? It doesn’t sound like it to me, but it does to your lender.

Sorry for that bad news, but there is

good news. Payment number two you get a whole $$$ dollar added to your principal adjustment and pay only $999.00 in interest. Yeah, that wasn’t the good news either.

The good news (really) is that you don’t have to do this any more. Se-riously...

What if you could use money from Visa, MasterCard, Discover and American Ex-press at 19.99% (or higher) to eliminate your 6% mortgage and save THOU-SANDS in interest and YEARS of mort-gage payments. If this doesn’t sound like it works, maybe you should join us this month at Money Money Money. I promise that we discuss this and other GREAT money techniques every month.

So, What’s In Your Wallet ? Hopefully a lot more money after a couple of visits to I.R.C. and Money Money Money.

Learn all you can. Use all you learn.

Join Cynthia & I for Money Money Money

the 4th Monday of every month

at Denny’s Lee Road & I-4 at 6:30 pm.

Chuck Burt [email protected]

Duane Williams dIRECToR oF nEwSlETTER & [email protected]

Andrea“Andy”Tolbert dIRECToR oF PRogRammIng & [email protected]

Dennis GaynordIRECToR oF [email protected]

Tim TolbertdIRECToR oF TEChnology [email protected]

Karen McRaineynEwSlETTER EdIToR P 407-699-4781, F [email protected]

Charlie McCarthyVolunTEER [email protected]

Investors RESource Center, LLCPO BOX 941658

Maitland, FL 32794Phone: 407-831-2498www.IRCFlorida.com

The Investors RESource Center promotes practical knowledge of real estate investment through education, discussion and networking. Opinions expressed are not necessarily those of the Investors RESource Center, LLC. While this publication is designed to provide accurate and authoritative information with regard to the subject matter covered, it is published with the understanding that the publisher is not engaged in rendering legal, accounting or other professional advice. If legal, accounting or other expert professional assistance is required, the services of a competent professional person should be sought. Nothing contained herein may be reproduced in whole or in part without express written consent of the publisher.

What’s In Your Wallet?By Pat Talley



W ith it being a buyer’s mar-ket, sellers and listing agents need to be creative

in order to sell their properties. Since fi-nancing is normally the key to getting a property sold, creative financing can go a long way to get a buyer into ultimately purchasing a property. In this article I will be discussing how to structure lease purchase transactions.

Since lease purchase agreements are not your typical buy/sell transaction, you have to use modified forms in or-der to complete the paperwork. Basi-cally there are 2 separate agreements. 1 agreement is the purchase & sale contract with the pre-occupancy rider

which normally gets signed at the time the price and terms are decided upon by both parties. The other form is the lease agreement which gets signed at the time money and keys change hands. The parties have 2 distinct rela-tionships. One relationship as a buyer/seller and the other as a landlord/ten-ant. That way if for some reason the transaction doesn’t work out, the buyer can be evicted under the lease and not force the seller to do some sort of fore-closure or ejectment proceeding. In Florida, evictions can typically be done in a few weeks whereas foreclosures can take 6 months to a year. By keeping the 2 agreements separate, this techni-cally gives the tenant the right to still

buy the property even if they are being evicted. However I’ve never seen that actually happen.

The upfront money should also be split into 2 groups. The bigger chunk is an earnest money deposit under the pur-chase & sale contract. This money is typically non-refundable and the seller gets to pocket it and do what they want with it right away - this is his “consid-eration” for taking the property off the market for a year or so while the buyer gets their financial situation and credit in order. The second smaller amount of money is the security deposit under the

continued on p11

The Art of the Lease Purchase • Part 2 by Rob Arnold

407-389-7318 www.SDRhouses.com

http://www.sdrhouses.com

http://www.jmeyers.com



No matter what business you are in, you need customers to sur-vive and your marketing plan

describes the method to obtain your next customer. While most people have some type of marketing plan, often it misses their target market. Let’s take this step by step.

1 Research Your Niche Market

A• Who is your market? When I ask this question, I usually get answers like “anyone who wants to sell their home”. A company like the Orlando Sentinel has a very large marketing budget so they can

market to all of central Florida. Unless you have a large marketing budget, you may want to start by identifying a small niche market that describes your best customer, i.e. Sellers motivated by job transfer with $250k - $750k homes and who own their home free and clear. After you have mastered your primary niche, then add nearby niches that describe your next best customers.

B• Assess the strength of your niche. Carefully consider your strengths and weakness in your niche market and make a list. Do you have the technology advantage, the expert ise advantage, the relationship advantage or other advantage in your chosen niche? What about your weaknesses in your niche?

C• Who’s your competition? A little competition is a good thing. If you truly have no competition, then the public may have trouble believing

Volusia CountyCHaPtER

Last Wednesday of Each Month

COME EARLY FOR SEATING!

Come help us celebrate the opening of our new Volusia County chapter! This new chapter is an extension of the main group and offers additional networking and educational opportunities for our IRC members. As a current IRC member, you are automatically members of the Volusia County chapter and therefore can attend these meetings free of charge. These meetings will provide attendees with a more intimate learning and networking experience and will be structured for beginners through the advanced investor.

TIME OF THE MEETING7 – 9 pm

LEADERSRick Puglisi & Debbie Crawford

VENUEInternational Christian Centre101 Indigo Drive, Daytona Beach, FL

Located

1minute off I-95 exit for International Speedway Blvd. or 5 minutes from the intersection of

I-4 and I-95

Rehab & WholesaleMarketing for Deals

by Eric Hale

continued on p9

ATTEND AN IRC MEETING AND LEARN WhAT WoRks AND WhAT DoEsN’T IN ToDAY’s REAL EsTATE MARkET!

If You foLLoW ThE NEWspApER & MEDIA You’RE 6 MoNThs bEhIND!

RSVP to [email protected]



Deal #1Kimberlee FrankOne of Kimberlee’s student partners was contacted by a seller from their yel-low letter campaign. The seller was in foreclosure and the student lived in the neighborhood. They marketed their own Bellago neighborhood for deals.The seller owed $374K on the EMC 1st mortgage and $94K on the EMC 2nd mortgage for a total of $468K.

On April 1, Kimberlee’s student placed the house in a trust with the transfer tax being paid conditional upon finding a buyer and getting a short sale acceptable to her. This allowed the transfer tax to be paid at closing. She used this method to satisfy the new Florida foreclosure res-cue regulations - House Bill Law 463.

She and her on staff ex-bank mitigator negotiated the short sale to a purchase price of $180,000 with the 1st mort-gage shorted to $169,128.55 and the 2nd mortgage shorted to $1K. Mean-while, Kimberlee and her student were both marketing the house and had 4 of-fers from the MLS listing. In this mar-ket, it takes a team to work together to be successful. Because the closing needed to be no later than June 26, she accepted the offer that was all cash. She closed on the property and then im-mediately sold it to her buyer. This is called a double or back-to-back closing. Funding for the deal was available with hard money at 2% of sale price + $500 to fund the deal.

Kimberlee and her student partner walked away with $35,683 profit. The

best part was that the Seller did not re-ceive a deficiency judgment. EMC ac-cepted the short sale in full, making this a win-win situation for all parties - Seller, Bank, Buyer, Realtor and Investor. Who says that short sales are dead?! Work-ing with a local, experienced team will help you overcome your fears. Now is the time to do short sales so don’t wait. Jump on board!!

Deal #2Susie Reale Susie had several deals. One lead was from her national website. It was an out-of-state widow who had 3 free and clear properties in Central Florida. She was leaving the country for a few weeks and wanted to get these houses sold quickly and would accept cash only. Susie got all three properties under contract. The first was a 3/2/2 in Lake County for $50K. It was worth $125K. She put out bandit signs and quickly found a buyer (an IRC member) who bought the house for $75K. Susie is still looking for buyers for the other 2 properties in Orange and Osceola counties.

Another deal was an REO that she got un-der contract. Susie’s mother has been anx-ious to get involved in real estate investing so this was a good one to cut her teeth on. Susie gave the deal to her mom who im-mediately found another buyer and made $7K on the flip. Way to go Mom!

A deal-in-progress came from another call from Susie’s website. It was a house in probate that was 4 months behind on payments. The house had been vacant for 2 years and a relative was supposed to be making payments. Susie expected the worst but then learned that they only owed $11K on the house which was in Azalea Park. She’s getting the house under contract and plans to wholesale it to another investor.

Even during these challenging times, in-vestors are doing deals. Kimberlee and Susie use completely different methods to find and close deals but both are making money. Each has adapted their business to take advantage of the current market.

Congratulations to both for some excel-lent examples of real estate investing at its best!

Barksdale Financial Associates, llcPrivate Mortgage Loans for Investors

Sharon & RebeccaPHONE: 407-322-8912

FAX: 407-688-1724

www.BarksdaleFinancial.InstantLender.com

T H R O U G H O U T C E N T R A L F L O R I D A

�

IRC wishes to thank Barksdale Financial Associates, LLC for sponsoring our April Main Meeting!

http://www.BarksdaleFinancial.InstantLender.com



cessful marketers realize they need a system to accomplish this. It is virtually impossible for any investor to fulfill all of their marketing campaigns by them-selves. Without systems you will con-tinually be short on time and short on quality leads.

If you ever have the pleasure of visit-ing my office you will see that we have a system for every one of our marketing campaigns. For example, we mail to ho-meowners in bankruptcy every Monday. Every week my marketing assistant grabs the new list off the internet. She then downloads the names into our database for tracking purposes before emailing the list off to an intern. The intern then uses the pre-designed letters and postcards on file to fulfill the mailing. The mailings are then organized and mailed out on Tues-day. The beauty of the system is that I have nothing to do with the process and

all I have to do is pick through the deals when they come in.

It is your job as the business owner to un-derstand the importance of using systems that can be outsourced to other people. Otherwise, you will forever be stuck in your business and will never free yourself from the drudgery of WORK.

Real Estate Marketing Principal #4: Test and Track

One of the most common problems real estate investors make is not testing and tracking their marketing. When it comes to marketing and running a business the devil is in the details. Marketers are usu-ally ultra-creative people and often times allergic to the bottom line. However, there is nothing more important when it comes to building a business. Your goal as a marketer is to have a system to con-cisely test and track your marketing and understand the numbers. Measurement

eliminates waste and tracking your re-sults will help you build a profitable real estate investment company.

I sit down every month and review my marketing expenditures. I look at how much was spent, how many leads came in, and which campaigns produced actual deals. I then make decisions for the next month shifting money from one market-ing campaign to another so as to maxi-mize the return on my investment. If you don’t have a tool for testing and track-ing your marketing, precious dollars will slip through the cracks. I created a tool to track my marketing and it is highly effec-tive and has literally saved me thousands of dollars over the years.

Than Merrill, CEO of FortuneBuilders, INC and CT Homes, LLC is currently a full time real estate inves-tor, speaker, and one of the most successful investors in the nation. He is also the star of A&E’s hit TV show “Flip this House.” In the past few years his company has bought and sold over 350 properties across the nation.

Than Merrill continued from p1

http://www.savemyloantoday.com



ACCOUNTING / BOOKKEEPINGA M Business Solutions 386-295-2506

ATTORNEYManzo & Associates PA. 407-514-2692Robert Lerner 406-767-0099Alvarez Law Firm 407-970-2954

CREDIT CARD PROCESSINGSunTrust Merchant Services

407-832-2222

DEBT REDUCTION / ELIMINATIONTPM & Associates 352-357-9310

FORECLOSURE & DATA SERVICESIRSFL.com 407-299-2891

FLOORING SUPPLIERPro Source of Orlando*** 407-293-2969

CONTRACTORS / PROJECT MANAGERS & PERMITINGCastle Services Group Inc 407-645-3540

HEATING & A/CBowers Enterprises 407-908-3060Sunrise Heating & A/C 407-402-4904

HOME INSPECTION SERVICESCertified Home Inspections 407-230-5682Marks Guaranteed Home Inspections

407-629-6640The Inspectagator 407-678-HOME

INVESTOR / INVESTMENTSCastle Properties Group LLC 407-645-3540HP Associates 863-224-6825

Welcomes you to attend

an informational and Q&A session

with

attorney Rachel M. Alvarez

at

Italian Restaurant1351 South Orlando Ave.

Maitland, FL 32751

Thursday, August 27th FROM 5:30 – 7:00PM

The Thursday following the August IRC meetingFood may be ordered on your own

R.S.V.P. is required (407) 970-2954www.rachelalvarez.com

Come discuss topics important

to YOU with a licensed Attorney!

IRC BusInEss MEMBERs DIRECtoRY



you are real. Look at your competition’s strengths and weaknesses. How do you compare in the customers’ eyes? Always be collecting copies of your competitors’ marketing efforts and if you can, record their effectiveness.

D• Learn the historical sales cycle of your niche. Understanding that every business has sales cycles and understanding yours is key to developing the best marketing plan.

2 Set Objectives and Goals A• What are your business goals? Determine where you are

going and what market share you want to capture.

B• Do volume analysis. To reach your business goals, what volume do you need each week or day?

C• What daily marketing tasks are required to reach your weekly volume?

D• Assign team tasks. What tasks do you need to delegate or team members do you need to hire or subcontract in order to reach your weekly volume?

E• What technology related tasks do you need to accomplish?

F• What education, seminars or mentoring would help you achieve your goals?

G• What type of contact do you need with your past customers?

H• Personal goals should also be considered in this part of the process. For example, if you are facing foreclosure while trying to grow your business see www.orlandostopforeclosure.info for information.

3 Implementation and AccountabilityMany people stop here because they are either afraid of success or failure. It is good to have an accountability partner in this process (other than your spouse).

4 Evaluation and adjustmentMake sure you have a method to evaluate each marketing strategy. If you don’t you will be like the lady who set her car on cruise control and fell asleep. She obviously didn’t stay on the road to her destination.

Remember “There is no failure, just successes yet to be finished, un-less you quit!!”

Eric Hale has been a R.E. Investor for 25 years, is a Short Sale investor, seminar speaker and the SIGroup leader of IRC’s Rehab & Wholesale group that meets on the 4th Thursday each month in South Orlando. Article suggestions and comments are encouraged. Contact Eric at: [email protected] or 407-340-331

Rehab & Wholesale continued from p5

INVESTOR / INVESTMENTS (continued)

J&T Investor Group 407-971-0013Mid-Florida Investments 407-366-3106New Beginningz Real Estate Group

321-690-0744The Real Estate Collection 407-341-5817

MORTGAGESAtmor Mortgage 407-448-9188

POOL CARECleanfast USA 407-552-1441

PRESSURE WASHINGCleanfast USA 407-552-1441

REAL ESTATE AGENTSSand Dollar Realty of Orlando, Inc.

407-389-7318

SHORT SALE SPECIALISTSTLC Home Solutions 407-574-5393

TITLE COMPANYCarrington Title & Escrow 407-514-2692Colonial Real Estate Title, LLC

407-619-6323

WHOLSALE PROPERTIESFirst Alliance Capital 407-897-0911House Consultant 407-862-9382HP Associates 863-224-6825Mid-Florida Investments 407-366-3106New Beginningz Real Estate Group

321-690-0744

IRA PROCESSING (SELF DIRECTED)Entrust 407-562-1927

IRC BusInEss MEMBERs DIRECtoRY



F or the past 22 years Jackie (my wife) and I have been aggressive real estate investors. We consid-

erer an aggressive investor to be one that is constantly seeking new investment opportunities and ways to increase the income and decrease expenses of their properties. This will increase the value of your property.

One of our residential properties consists of twelve units generating over $35 / sq ft per year. Typically class A commercial properties generate only $20 to $25 / sq ft per year. I think you’ll agree that our property at $35 / sq ft is maximized. The following are several ideas that Jackie and I have incorporated into our proper-ties to bring about maximum potential of each unit.

We have found that the addition of a

coin laundry facility to any property with 5 or more units increases our income by approximately $5 per person per week. We have also found that female tenants or couples spend more per person than single men.

There are several ways you can acquire coin operated equipment:

Buy used machines with the coin mecha-nisms already installed.

Buy new machines.

Lease the machines and split the income with the dealer.

We opted to purchase the used equip-ment. Thus far we’ve only encountered minimal repairs.

Several years ago we added basic cable to each apartment. The installation was free and our contract cost is approxi-mately $15.00 per unit per month. The income generated from this is currently over $30 per unit per month. If a service call is needed, the tenant is responsible for making the arrangements directly with the cable company.

Leasing on a weekly basis has signifi-cantly increased the income of each unit. By renting weekly you wind up with an extra month’s rent each year. You get 52 weeks rent rather than 48 weeks. This

also increases a potentially more man-agement intensive property. You will have to make the decision as to the value to you.

Weekly apartments get about 50% more rent than traditional apartments for the same size unit.

Another often overlooked source of in-creasing overall revenue is adding pay phones, beverage and candy machines, as well as, laundry detergent dispensers.

Another area to look at when consider-ing overall per unit income is location. We have found that the size of the unit is NOT the determining factor on what the tenant will pay. It is location and how close it is to light shopping, public transportation and various employment opportunities.

Last of all - - COLLECT THE LATE FEES! If you have a delinquent tenant and you don’t collect the late fees, it will only be the first of many. You are not training the tenant, the tenant is train-ing YOU to accept late payments!

Till next time . . . keep your eyes open in your farm area!

W. Duane WilliamsAmerica Equities Group, L.L.C.Americas Affordable Housing [email protected]

Maximizing Your InCoME…

by Duane Williams



lease. This money is placed in an escrow or separate account as required by the Florida landlord/tenant act. This way even if the buyer does not end up buy-ing, at least they get something back if they move out in an orderly fashion.

Some people like to let the buyer have a portion of the monthly payment go to-wards the deposit. They add up during the time of the lease and thus build up some equity. Personally I prefer not to do this, but if the buyer insists I will allow it as long as they are paying above market rent and give me a good-sized upfront deposit. It is certainly all negotiable.

How much should you ask for the up-front deposit? I learned years ago that it is best to be vague about this. Normally when people ask, I tell them we nor-

Lease Purchase continued from p4

mally ask for 5% of the purchase price as a down payment, but if they do not have that much we are willing to work with anyone who is interested. You definitely need to be much more liberal right now when the market is slow, so if they try to nail me down on a bare minimum I will give them a minimum figure of a few thousand dollars. How-ever by being vague, you occasionally meet people who have $10 or $20,000 to put down so you don’t want to give them a low upfront amount when they first ask.

Regarding the term of the agreement, I don’t like to write these agreements for more than 12 months. As most people now realize, prices and market condi-tions can change drastically in a short period of time. If at the end of a year,

the people need an extension you can re-negotiate a reasonable extension of the agreement.

If you are a Realtor in the transaction, it is certainly ideal to get paid as much commission as possible at the time the upfront non-refundable earnest money is paid. If you are a seller or buyer in the transaction, you would want to see a good chunk of the commission paid only at closing. That way the Realtor is forced to stay a part of the transaction and help out with getting the deal to close when the time comes.

The main thing with all this is to be flexible. In a buyer’s market, anything you can advertise to make your prop-erty stand out above the others is a good thing.

SIGroups CalendarDONT’T MISS OUR FREE Internet Marketing Seminar

with our July Guest Speaker Dan Stojadonovic – Saturday, August 8

1st Monday of Each Month: Landlording Signature GroupAugust 3 / No Meeting Sept. 7 Due To Labor Day Holiday6:30 PM, AAGO, 340 N. Maitland Ave., Maitland. Contact Neal Sayre at [email protected] for more information.

4th Monday of Each Month: Money, Money, Money!August 24 / Sept 28 6:30 pm. Denny’s located Lee Road and I-4 Please welcome Pat Talley, the new leader of this SIGroup! For more information, contact Pat (407) 417-1096 or email: [email protected]

4th Thursday of Each Month: Rehab & WholesaleAugust 27* / Sept 246:30 PM, Denny’s, 7660 International Drive (corner of Sand Lake Rd. and I-Dr.). * No meeting at Denny’s on Aug 27. You’re invited to a Q&A Session with Rachel Alvarez – refer to the information on page 8. Contact Eric Hale at 407-340-3311 for more information.

4th Tuesday of Each Month: IRC Breakfast with the DirectorsAugust 25 / Sept 22 9:00 AM. Denny’s at Lee Rd. and I-4.

2nd Tuesday of Each Month: Commercial & Land DevelopmentAugust 11 / Sept 86:30 pm.Denny’s Altamonte Springs, 2 blocks east of I-4 on 436. Contact Scott Banta at 407-947-9722 or by email at [email protected]

4th Wednesday of Each Month: Volusia County IRC ChapterAugust 26 / Sept 237:00 – 9:00 pmInternational Christian Centre 101 Indigo Drive, Daytona Beach 32114Located just off 1-95 exit for International Speedway Blvd. RSVP to [email protected]

3rd Thursday of Each Month: IRC Main MeetingAugust 20 / Sept 17

You will only find Real Estate networking at a Club meeting!

IRC ORLANDO CALENDAR OF EVENTSA u G u S T / S E P T E M B E R 2 0 0 9

Sunday monday TuESday wEdnESday ThuRSday FRIday SaTuRday2 3 4 5 6 7 8

9 10 11 12 13 14 15

16 17 18 19 20 21 22

23 24 25 26 27 28 29

30 31 1 2 3 4 5

6 7 8 9 10 11 12

13 14 15 16 17 18 19

20 21 22 23 24 25 26

27 28 29 30

FREE Internet Marketing Seminar with our July Guest

Speaker Dan Stojadonovic

SIGroupLandlording

6:30 PM, AAGOContact Neal Sayre

at [email protected] for more

information.

LABOR DAYNO SIGroup

SIGroupMoney, Money,

Money!6:30 PM

Denny’s located Lee Road and I-4

Pat Talley, the leader of this SIGroup! For more information, contact Pat (407) 417-1096 or email: [email protected]

SIGroupMoney, Money,

Money!6:30 PM

Denny’s located Lee Road and I-4

SIGroupRehab &

Wholesale5:30 – 7:00 pmCome meet Attorney Rachel M. Alvarez @ Buca di Beppo

SIGroupRehab &

Wholesale6:30 PM

Denny’s, 7660 International Drive

SIGroupIRC Breakfast with

the Directors9:00 AM

Denny’s at Lee Rd. and I-4.

SIGroupIRC Breakfast with

the Directors9:00 AM

Denny’s at Lee Rd. and I-4.

SIGroupCommercial &

Land Development6:30 PM

Denny’s Altamonte Springs, 2 blocks east

of I-4 on 436.

SIGroupCommercial &

Land Development6:30 PM

Denny’s Altamonte Springs, 2 blocks east

of I-4 on 436.

SIGroupVolusia County

IRC Chapter7:00 – 9:00 pmInternational Christian

Centre, 101 Indigo Drive, Daytona Beach

SIGroupVolusia County

IRC Chapter7:00 – 9:00 pmInternational Christian

Centre, 101 Indigo Drive, Daytona Beach

IRC Main Meeting

5:30 - 6p Mini-Seminar, 6 - 7:30p Meeting &

News, 7:45 - 9p Main speaker

IRC Main MeetingWelcome

Than Merrill, star of A&E’s

“Flip This House”

newsletter design provided by www.RiverCityConsulting.com

Contact Scott Banta at [email protected]

Contact Neal Sayre at [email protected]

Foreclosures Gone Wild

by Kimberlee FrankSept. 11, 12, 13

Refer to pg8 for

additional details

FORECLOSURESTM

Gone WildAre you tired of going to real estate seminars and not making all the money you desire?

Kimberlee Frank“UNCENSORED“

REAL ESTATE JUNKIE SCHOLARSHIP for 50 People for 70% off the normal investment making it$697.00 for 2 people. Now that is WILD!

I know why. You need to be on the right Team and have a Mentor that is working in the real estate businessthat really cares about YOU.

Hi , my name is and I am an experienced Real Estate Broker , Teacher and Investor whowould like to share . I have a team that I workwith from a Real Estate Broker, Coaches, Partners to an Ex Bank Mitigator on my staff. I want to share

on how we all can work as a Team with no competition! We welcome experienced andinexperienced Realtors & Real Estate Investors.

I would like to invite you to come join and I will teach you everything you need to know frombeginning to end on the short sale process. There will be no question left unanswered. I am having a

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My Vision

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90 personal mentorshipME

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3 Ways to Order321-392-4395 PHONE

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Name:_______________________________

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Total Investment

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By Kimberlee Frank

Flyer Design By Eddie Diaz www.encorecreations.com

THE LIVE EVENT

I am granting a3 Day LIVE Training Event on September 11, 12, 13 in Orlando Florida.

**Special for IRC

Member Only

http://www.foreclosuresgonewild.com

marketing – the foundation · 2009-08-13 · key is finding the facts. rule #2 after i have...

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