10537_Berges_ffirs_f.qxd 9/22/03 10:17 AM Page i THE COMPLETE GUIDE TO FLIPPING PROPERTIES 10537_Berges_ffirs_f.qxd 9/22/03 10:17 AM Page ii 10537_Berges_ffirs_f.qxd 9/22/03 10:17 AM Page iii THE COMPLETE GUIDE TO FLIPPING PROPERTIES Steve Berges John Wiley & Sons, Inc. 10537_Berges_ffirs_f.qxd 9/22/03 10:17 AM Page iv Copyright © 2004 by Steve Berges. All rights reserved. Published by John Wiley & Sons, Inc., Hoboken, New Jersey. Published simultaneously in Canada. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appro- priate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 750-4470, or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, e-mail: [email protected]. Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accu- racy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. The publisher is not engaged in rendering professional services, and you should consult a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages. For general information on our other products and services please contact our Customer Care Department within the United States at (800) 762-2974, outside the United States at (317) 572- 3993 or fax (317) 572-4002. Wiley also publishes its books in a variety of electronic formats. Some content that appears in print may not be available in electronic books. For more information about Wiley products, visit our web site at www.wiley.com. Library of Congress Cataloging-in-Publication Data: Berges, Steve, 1959– The complete guide to flipping properties / Steve Berges. p. cm. Includes index. ISBN 0-471-46331-0 (pbk.) 1. Real estate business. I. Title. HD1375.B429 2003 333.33—dc21 2003053493 Printed in the United States of America. 10 9 8 7 6 5 4 3 2 1 10537_Berges_ftoc_f.qxd 9/22/03 10:17 AM Page v CONTENTS Acknowledgments ix Chapter 1 Introduction 1 Background 2 Real Estate: A Sound Investment 4 Leverage: The OPM Principle 6 Economic Housing Outlook for the Next Decade 8 Chapter 2 Flipping Properties Defined 11 Three Primary Classes of Flippers 13 Scouts 13 Dealers 15 Retailers 17 Using Options To Flip Properties 19 Clearly Defined Objectives 20 Entry Strategy 22 Postentry Strategy 23 Exit Strategy 23 Chapter 3 The Value Play Strategy 25 Buy-and-Hold Strategy 26 The Value Play Strategy 29 The Value Play Selection Process 31 Property Location 33 Price Range 35 Physical Condition 35 Chapter 4 Ten Ways to Locate Properties 45 Real Estate Agents 45 Classified Advertising 49 Real Estate Publications 51 Local and National Web Sites 51 Real Estate Investment Clubs 54 Bank REOs 55 ■ v ■ 10537_Berges_ftoc_f.qxd 9/22/03 10:17 AM Page vi ■ Contents ■ Marketing 56 For Sale by Owners (FSBOs) 60 Vacant Properties 61 Foreclosures 62 Chapter 5 Valuation Methodologies 65 How to Know How Much Is Too Much 66 Valuation Methodologies 66 Replacement Cost Approach 66 Income Capitalization Approach 68 Sales Comparison Approach 70 Chapter 6 Financial Analysis 73 The Texas Two-Step 73 Multiply Your Efforts by 22 82 From Residential to Commercial 93 Chapter 7 Seven Steps of Successful Negotiations 111 The Psychology of Negotiating 111 Comprehensive Knowledge of Market 114 Degree of Seller’s Motivation 115 Backdoor Exits 119 Concessions 121 The Red Herring Technique 122 The Money-Talks Approach 123 Chapter 8 Financing and Closing Considerations 127 Conventional Mortgages 127 Mortgage Brokers 129 Local Banks 130 Lines of Credit 131 Owner Financing 133 Partnerships 135 Your Business Plan 136 What Every Borrower Should Know about Credit Scores 137 Underwriting Guidelines 140 The Closing Process 142 Chapter 9 Assemble a Winning Team of Professionals 149 Scouts and/or Dealers 150 Office Manager 151 Property Rehab Manager 152 Local Lender or Mortgage Broker 153 ■ vi ■ 10537_Berges_ftoc_f.qxd 9/22/03 10:17 AM Page vii ■ Contents ■ Real Estate Attorney 153 Title Company 154 Real Estate Agents 155 Chapter 10 Three Keys to Maximizing Your Potential 157 Postentry Planning 157 Doing It Yourself versus Hiring It Out 159 Increasing Your Property’s Marketability 163 Preplanning 163 Heightening Visibility through the MLS 164 Offering a Marketable Product 166 Competitive Pricing 167 Offering Incentives 167 Summary 168 Chapter 11 The Three Principles of Power 169 The Principle of Vision 172 The Principle of Passion 178 The Principle of Autonomy 180 Appendix A Property Inspection Checklist 183 Appendix B Owner and Subcontractor Agreement 195 Appendix C Sample Real Estate Forms 201 Appendix D Sample Personal Financial Statement 219 Appendix E www.thevalueplay.com 223 Appendix F www.symphony-homes.com 225 Index 227 ■ vii ■ 10537_Berges_ftoc_f.qxd 9/22/03 10:17 AM Page viii 10537_Berges_flast_f.qxd 9/22/03 10:17 AM Page ix ACKNOWLEDGMENTS Much of my life has been profoundly influenced by not one, but two, loving fathers. The first father is the father of my spirit. He is my Heavenly Father. It is with deep humility and eternal gratitude that I acknowledge His hand in all that is good and virtuous in my life. The second father is the father of my body. He is my earthly father. It is with intense love and great respect that I acknowledge his hand in all that is pure and decent in my life. The principle of parenthood, and more particularly, fatherhood, is an eternal principle. It is a pattern that was established in our premortal existence, continues in our earthly existence, and shall endure throughout our postmortal existence. It is with all the sin- cerity of my heart that I pray I may continue the righteous and loving pattern of fatherhood previously established to the beloved children who have been entrusted into my care—Philip, Samuel, and Benjamin. ■ ix ■ 10537_Berges_flast_f.qxd 9/22/03 10:17 AM Page x 10537_Berges_c01_f.qxd 9/22/03 10:09 AM Page 1 Chapter 1 Introduction Buying and selling real estate can be one of the most profitable and lucrative investments activities an individual can participate in. There are many approaches to investing in real estate, most of which are centered around various time horizons. On one end of the investment spectrum is the buy-and-hold strategy, where an investor might purchase a property and hold it for many years. On the other end is the buy-and-sell strategy, where an investor might hold the property for only a few months, weeks, or even days. It is the latter of these two strategies that I focus on in this book. While readers of this book are likely to have broad and diverse backgrounds, you do share one thing in common—that being your interest in real estate and, in particular, your interest in flip- ping properties. I try to be as thorough as possible since some of you are likely to have little to no experience, while others of you are seasoned professionals searching for that edge. This being the case, those of you who have a great deal of experience may find some of the material to be a bit basic. It is vital, however, that I lay the proper foundation for those who are not as experienced. Many of you have most likely purchased single-family houses at one time or another and have at least a minimal degree of rental prop- erty experience. In Chapter 2, the concept of flipping properties, along with spe- cific types of flipping, is more fully discussed. Then in Chapter 3 ■ 1 ■ 10537_Berges_c01_f.qxd 9/22/03 10:09 AM Page 2 ■ The Complete Guide to Flipping Properties ■ we examine the notion of a term I coined in a previous book, The Complete Guide to Buying and Selling Apartment Buildings: the value play. I love using the value play strategy, as it is the quick- est and surest way I know of to build wealth when it comes to real estate. In Chapter 4, we explore several methods you can begin using immediately to locate prospective investment properties, and in Chapter 5, we study in depth the most common methods of determining value and examine the most appropriate one for use in your analysis. Proper understanding of the valuation process will greatly facilitate building your real estate portfolio. Then in Chapter 6, we examine more fully the practical application of the valuation methods described in Chapter 5 by using various finan- cial analysis models that were created to analyze potential pur- chase opportunities. Chapter 7 helps you to more fully understand the rules of engagement as they apply to buying and selling properties, as we examine the seven steps of successful negotiating. In Chapter 8, we study the advantages and disadvantages of many of the meth- ods of financing.