Table of Contents

DISCLAIMER...2 Forward.....................................................................................................................3 About Me4 FINDING YOUR AGENTS..............................................................................................6 Hiring Your Agent.7 Interviewing Agents.7 MLS Access..............................................................................................................8 TARGETING THE PROPERTIES..................................................................................10 Fast Market Analysis................................................................................................11 Short Sales...............................................................................................................12 REOs.15 Buying at the Auction..18 Code Violations19 WRITING OFFERS ........................................................................................................ 23 Structuring Your Offers ........................................................................................... 24 Assignments ............................................................................................................ 24 Always Have an Exit Strategy ................................................................................. 25 YOUR CASH BUYERS .................................................................................................. 27 PERSONALITY TYPES ................................................................................................. 31 CONCLUSION ............................................................................................................... 37 ACTION PLAN38

DISCLAIMER

The material presented in this course is for educational purposes only and is not to be construed as legal or financial advice. Laws vary from state to state and are constantly changing. The authors urge you to consult with licensed, competent attorneys and CPAs in your state.

COMMON SENSE
I am required to say that results are not typical. The success I have enjoyed by following the methods laid out in this manual does not in any way ensure or guarantee that everybody reading this will have the same results. I would like to remind you that nothing will happen unless and until you take action. Your results will depend on the amount of time and effort that you put into this business as well as the business experience and people skills you bring to the table.

FTC AFFILIATE DISCLOSURE

Some links inside this manual are affiliate links. If you use this link to reach a website and decide to purchase a product there, I may be compensated for that transaction. I included links in this manual based on their usefulness to us both; affiliate commissions are incidental and were not a determining factor as to whether or not to include an affiliate link.

Forward
I congratulate you on your decision to take action and invest in your future! I know that Cash Cow Know How can be your vehicle to developing your real estate cash machine. As you will learn throughout this home study system and through the training provided, you have complete control to shape your financial destiny. You have just invested in a system that sets you apart from the average real estate investor. I think differently and will show you how to think outside the box so that you too can achieve success. If you have already invested real estate before, I am going to give you several tricks to do it differently. These skills will enable you to have the true potential to develop consistent cash flow. This system will guide you through the very first deal through a lifetime of real estate profits. You are going to learn how to generate money quicker; this works in any market and helps you create your very own cash cow. I am going to show you how, by investing in real estate using my system, you can have true financial freedom, knowing that you too can generate cash whenever you want it. Cash Cow Know How by Lindsey Jean was created in collaboration with several wholesale real estate investors around the country to bring to you the best information and tools possible. When you attend my live program, you will learn how to function at your peak potential and perform better. You will learn how to surround yourself with a team that will complement your strengths and support you. I will teach you how to communicate with multi-millionaires and partner with them on profits. I am going to show you how you can get more done in less time. It is not just taking action; it is taking smarter actions more consistently. I congratulate you on choosing Cash Cow Know How! I look forward to sharing years of growth with you!

About Me
I would like to give you a little history. I havent always been partnering with multimillionaires; I used to be a licensed realtor and broker doing financed deals. I have always been fascinated with real estate and got my license in 2004 and acted as an agent for buyers and sellers in Southern California. In 2008, lending became challenging; in 2009, half of my deals fell out because of financing or appraisals. It was my wake-up call to follow the money, which was with cash buyers. I started working with investors who closed quickly with all cash. I think outside of the box to create winning solutions for everyone. I quickly became known as the go-to person for people who wanted to get investment properties. Most of the neighborhoods I was buying properties in were investor-frenzied with 20-30 offers, some as high as 50. I had a 95% success rate of getting my offers accepted. I was not typically the highest offer nor had I done a lot of deals with the listing agent. I was excellent at building relationships quickly, understanding the needs of the other party and delivering on them. Frequently, other agents would call me to see if I had made an offer on a property because they knew they could not compete. It was so much fun when they asked, What are you doing? I cant get anything accepted when youre involved even when I offer more money! They didnt get itwe are in the relationships business. You need to be excellent at communicating and building relationships. If its not your strong point now, it will be when youre finished reading this book. I was great at getting the properties multi-millionaires wanted, but I was working all the time and decided to hire agents and train them to do what I do and cultivate more investors. Now, I work less, make more money and have built relationships with multimillionaires from all over the world. I travel frequently, and now, my business works for me. Right now, nearly 100% of my deals are with multi-millionaires and since nearly 35% of all real estate being purchased is with all cash, my timing is perfect!

My Objective
The objective behind this quick start guide is to help put you on the path towards a better life. When I started partnering with multi-millionaires, my life dramatically changed for the better and so will yours. Through this Cash Cow Know How - Quick Start you will learn the steps of selling properties quickly with zero risk by optimizing a cash buyers list. When implemented, you will be able to doing deals and make money right away in fact, I want to see you doing at least two to three deals a week. I will provide various goals and action plans at the end of each chapter for you to go through to make sure you understand the content within this quick start:
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! You do not need cash ! You do not need credit ! You do not need experience My goal is to show you how to get paid quickly. I will show you how to create, optimize and profit from having a cash buyers list and, more importantly, I will show you how I am doing this right now, in a depressed economy. You do not have to spend thousands of dollars in marketing, hire a huge staff or have a real estate license. This system is for the individual investor who wants to make real money quick. Once you are finished reading Cash Cow Know How - Quick Start, you should be able to: ! Find cash buyers and build a quality list ! Become the go-to person in your area for buying and selling properties ! Have deals brought to you daily Buy real estate with no money, no credit, no experience. Have cash buyers begging to work with you. Let me reframe your thinking and wrap your mind around this: control and profit in real estate without owning it. I am all about making money with as little effort and as few strings as possible. More billionaires are created during times of economic downturns though real estate investments. Right now, multi-millionaires are heavily investing in real estate. Their biggest problem is a lack of properties to buy and their lack of knowledge and connections to get them. This is where you come into play. You will hire real estate experts (agents) in your market who will find these properties for you. The agents will find, secure and manage the entire process for you. You will find, friend and help these multi-millionaires get the properties they so desperately need. You will be their superhero. Youre creating a life of service helping others while enjoying the financial freedom you create.

Finding Your Agents

Finding amazing agents is going to be where youll make money quickly and how youll run your business seamlessly. Hiring the right agent will allow you to go on vacations and make money remotely. Your agents will find you deals and then manage the entire process for you. The right agent is motivated for success; they are hard workers, smart and willing to do almost anything to put a deal together. They must have the mindset of an entrepreneur; up early, down late and weekends consist of getting it done. Having the right agents working for you is one of the most critical elements of your success as a real estate investor. Finding the right agents is a huge part of your business. Your agents are the foundation of your business; its up to you to determine whether it will either be weak or strong. Make sure you hire the right way and rememberquality is much more important than quantity. One out of every twenty agents you come into contact with will be agents worthy of hiring. It is important to be picky and only hire agents that fit the mold perfectly. If you settle, it will be a waste of both your time. It will undoubtedly cost you money, because they will not be finding you deals, and could potentially cost you your reputation. When the market was really hot, or before the so-called bubble burst, it seemed like everybody was getting their license. There were too many people who just should not have been allowed to help people with the biggest investment of their lives. Most of those lesser agents are gone now and the better ones remained, so your elimination process should be rather quick and easy. Some challenges I have come across working with realtors is their inability to be creative or think outside of the box. Every deal you do will end up being different; something unique or special will come up. A lot of realtors were taught one way to write a contract, one way to put a deal together and one way to get a listing. They followed this exact process over and over, not considering options, assignable contracts or other possibilities for buying and selling real estate. Make sure when youre hiring an agent that they are open to doing business a little differently. REIA (Real Estate Investor Association) meetings are a great place to meet and network with investor-friendly realtors. Realtors at these meetings are not as conservative as traditional realtors. They are already educated in different types of investment scenarios are typically more aggressive and think differently. In this business, you need realtors to work with. Yet, I frequently hear people complain that they cant get a realtor to work with them. That can be a big challenge, but when

you go to these meetings, you will meet investors who actually have real estate licenses.

Hiring Your Agent

You can find agents by calling local real estate office and ask the receptionist to speak with the agent who specializes in: short sales, investors or is a new agent. You are automatically narrowing down the search to candidates who are the best fit for you. You can Google: investment realtor city name. If the agent is the top ranking on Google and has a good website, it shows they care about their business. These agents take the time to do things right and think differently than most agents. When you interview agents, you are going to have the first conversation over the phone and the second one over lunch, if they make it that far. The point of the first conversation is to weed out the ones that are not a good fit out. Since most of our business is done over the phone and the agent is representing you, they must have excellent phone skills. When you ask them questions do they answer them directly or do they talk in circles? Are they pleasant to talk with or did you want to hang up on them? Remember: how they communicate with you will be how they communicate with others; make sure the conversation led you to want more from them. Next, Ill give you some sample scripts you can use when interviewing prospective agents.

Interviewing Agents
Hi, this is _________. Im a real estate investor here in _______, you were referred to me by _______ as the best. Im looking to buy a lot of properties and interviewing a handful of agents since this will be a long term relationship. Are you interested in picking up a new client? Hi this is __________. Im a real estate investor here in _______, I found you on the internet. Im looking to pick up 5-10 properties a month with all cash; are you interested in taking on a new client? Im interviewing a few agents because I want to make sure its a good fit for both of us since I plan on doing a lot of business over the next few years.

1. What is the main source of your business? (They should automatically answer with short sale, REO, first time home buyer, investor or new agent. If they do not understand the question, take it as a red flag; you want smart people who can think quickly.) 2. Have you worked with investors before? How many? What was your experience? 3. How many properties did you close in the last 90 days? How many would you like to close monthly? How many years have you been in the industry? 4. What would you like your business to look like if you could make a wish and it would happen? 5. Would you say you are a more traditional realtor or a realtor who thinks outside the box? 6. Tell me about a transaction in which you saved a deal by thinking differently. 7. How do you typically handle conflict? 8. Have you heard of wholesaling? (Describe briefly) 9. Have you heard of a double closing? (Describe briefly) 10. Do you know what a REIA is? Have you ever attended a meeting? (Describe briefly) 11. I am looking to purchase 5-10 properties a month. It will require making a lot of offers, viewing lots of properties and gaining more knowledge to be able to work with me successfully. Does this sound like something you are interested in? 12. Why dont you sleep on it and if you want to work with me we can get together for lunch to discuss further. 13. (Meet them at a Starbucks or someplace similar and explain to them what you do and what your expectations from them are.) 14. I have created an agent training guide that I call my Hot Deals Handbook. I give this to all my agents. The book trains them how to find properties, manage our offers and explains what we do and their contribution. You can find the book at www.CashCowKnowHow.com. 15. If it sounds like its a good fit for both of you, have them sign NCND and get started. The entire interview process consists of you analyzing whether they are open minded, motivated and hard workers. If you hit any resistance, you probably want to move on. It is ok if they do not understand and ask questions but it is not ok if they seem to disagree with some of the comments or explanations you give. You are not in the convincing business; you are building your team and they need to be strong players. Remember, you are going to be doing a lot of business together, so make sure you like them. This is also true for them; the more they like you, the more likely they will make you a priority client. So, try to find someone whose company you can see yourself enjoying. The buyers agents are going to be a lot more motivated work harder for you and make more offers for you because they know that you are making money. Always leave enough profit for you on the deal so you can give your agents bonuses.

Your buyers agent is one of the most important parts of your business. You are not in the convincing business. Some realtors think that whatever they dont know about is illegal. You want someone who knows there is more to real estate than just the traditional methods of buying and selling. Your agents must have a strong work ethic. That means they answer their phones and they return messages promptly. Your buyers agent should be hungry and a hustler. Explain to him or her that you are going to make a ton of offers; this will involve a lot of paperwork for them. If the idea of making a lot of offers throws them, move on to another agent. If the agent immediately starts looking for ways to automate the offer system, youve got yourself a keeper. You want someone who gets it rather quickly and does not need to call you every day for an hour to explain everything. You need someone who understands what you are doing and then does the job without needing his or her hand held. I dont have time to babysit an agent and you dont either. An important factor other people might overlook is to find someone that you feel comfortable hanging out with. You are going to be doing a lot of deals together. You want someone that fits your personality, your way of doing business. Find someone you mesh with. I like to have fun while I am making huge amounts of money; dont you? Just a quick side note about getting paid: the bank pays your buyers agent as part of the closing costs. You will receive your check at closing unless your buyer paid you prior to closing via cashiers check.

MLS Access
The MLS (Multiple Listing Service) is a great tool that a lot of average investors do not know how to access. Develop a strong relationship with your agents; they are an integral part of your business and you need them. The MLS lists the majority of the properties in your town that are for sale. Thats lot of inventory! You can make a living just off the properties on the MLS. Some people say you have to find the deals before they hit the MLS. Those are great deals to find, but they are fewer are harder to find. You can make a great living simply by buying properties off the MLS and flipping them. You will need to get a realtor who will provide you with access so you can go into the MLS and search on various criteria. You could have the realtor do it for you, but I recommend learning your area and what the market is doing so youre knowledgeable when talking with your cash buyers. Most MLSs allow realtors to add an assistant for a nominal fee, pay it and learn your market, youll be glad you did. Your agent needs to set up search criteria that target
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your properties so will they receive notifications as soon as a property hits the market. You also need to receive these notifications to make sure your agent is submitting offers on everything. This will keep you up to date on the market and how much inventory is being added every day. Have your agent setup an auto search for your targeted areas and specs. Set the parameters for them by: Location, by zip code Price Search words like needs work, handyman special, needs TLC Also search for the words short sale, reo, bank owned, foreclosure, must sell, owner motivated, pre-foreclosure ! Look for soon-to-expire listings ! ! ! ! The MLS is set up to send an email with the targeted properties to your agent. As soon as any property that fits your parameters comes onto the market, your agent gets an email. Your agent should get this list daily.

Targeting Your Properties

There are two basic keys to quick cash with cash buyers. The first is finding the cash buyers. The second is finding the properties that cash buyers want. It does not matter how good a deal is; if a property does not fit your buyers criteria, it wont move. The first step is you need to find the areas (via zip codes) where cash buyers are actually buying. You need to look at the types of properties; bedrooms, bathrooms, square footage, school districts. Every area is going to be different, so you (or your agent) need to do the research for your area. Typically, detached single family residences are the hot commodity in most markets, but there are several high-end communities where condos are selling. Target properties that need work; missing kitchens, flooring, holes in the wall. Houses that need too much work cannot be financed by conventional lenders; therefore, you eliminate competition from buyers that would need financing. A lot of cash buyers love to rehab and the more work a property needs, the more they like it. Banks give bigger discounts when the houses need work. You want an area that has tons of comparables; few comparables means that there is very little activity going on. Target properties that will sell quickly, properties that you know investors will buy because you have the stats and comps to support it. Your agent needs to call the listing agent and find out if there are any other offers on the table. Whos negotiating it? Has a broker price option (BPO) been completed yet? You
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might want to find out a little bit of history about the agent. Have they done a lot of short sales in the past? Then you want to ask them what has to be done to get an offer in. You need to know what has to be done to get the property to pending in the MLS immediately. Once your agent has the listing agent on the phone, they need to find out as much information as they possibly can; information about the property, information about the seller, the title company, etc. Understand that many deals are going to fall apart. Sometimes they fall apart because the banks values come in too high; the banks do not know what these properties are worth. They are hiring a BPO agent, which is a real estate agent who is trying to put a value on a property and they are getting paid $55-$65 to do so. BPO agents are typically agents who are failing in the industry and doing BPOs for extra income. Most banks will not even do interior BPOs. If an entire kitchen and bathroom is missing from a property, theyd never know because they never once set foot on the property! Substantial problems like these are obviously going to affect the material value or the resale value of the propertyand thats why your detailed list of the property condition as well as the supporting pictures. When you talk with your cash buyers, they will tell you exactly what and where they buy and you can sort through the MLS to match their criteria.

Fast Market Analysis

The name of the game is all about bringing value to your list. You are their eyes and ears on the street. You need to know your market, what areas have properties moving, what areas are going downhill. One of the best sources for demographic information, on a mind-blowing scale, is http://www.city-data.com. This website tells you how many houses sold in a zip code, what the ethnic breakdown of a neighborhood is, the average price of a house, the ratio of renters to owner-occupied, average number of people per household and how many building permits were pulled. It is also a great site for finding median income. Whats important about median income? Median income tells you what people can afford to pay in rent. If people can afford to pay $750 a month in rent and the houses are all selling for $125,000, thats not a great cash flow situation, even for a cash buyer. If people typically pay $750 a month in rent and the houses are selling at $45,000, now youve got a good cash flow situation. Take the time to explore your target neighborhoods through city-data.com. You will know more about your market than any other player and that is what will put you on top. How will you find the properties your cash buyers are looking for?

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1. 2. 3. 4.

MLS Expired listings Code violations Private sellers will call you (once youve branded yourself as the expert)

Many investors dont know how to get a property in the MLS because the competition is stiff and their offers dont get accepted. This is where you and your agent will be able to help them.

Short Sales
The majority of the real estate market is made up of short sales and REOs and youre going to be cashing in on this. The more knowledgeable you are about the business the easier it will be for you. You will like short sales for a number of reasons. First of all, everyone goes after REOs. A lot of realtors have a search criteria set up in the MLS that the day a new REO (real estate owned) hits the market or anytime that theres a price change in a REO listing from an REO listing agent, its emailed to them. There is a lot of competition and I have found myself, in many cases, ending up in bidding wars for these kinds of properties. I would say that there are probably five short sale listings, if not more, for every single REO that is out there. REOs can usually close rather quickly where non-approved short sale listings can take a really long time to wait out, which is an advantage of REOs and why everybody targets them. Your chances of being the winning offer on an REO are lower because of the competition. Theres so much competition and everybody thinks REOs are the way to go, so its very hard to buy a massive amount of real estate in your market area. Unless you have really good relationships with these REO agents, it can be tough, especially if youre a newbie. There are thousands of non-approved short sales in the MLS and nobody really wants to wait these things out, they can take a long time. Heres the problem: listing agents wait for offers because the banks wont even start the process until an offer is made. Most buyers agents pass these listings over because they know that their buyers are in the market to purchase a property within the next 30 or 60 days or less so the property just sits there.

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It is basically like a Catch-22. The bank wont get started until theres an offer and the buyers agents do not want to put an offer on the property because buyers dont want to put offers on the properties because they take so long to get these types of properties approved. By the time it does get approved usually the buyer has already become impatient and walked and they moved on to another property. In a lot of the cases, you have to use the banks title company. The title company from the listing agent has done a lot of negotiating or a lot of the documentation prep work in the very beginning. Because short sales involve so much work, a lot of title companies have stepped up the demand for these short sales by helping out, either doing the negotiating or prepping a lot of the initial paperwork. The title companies do this in hopes of getting the deal themselves when it closes; to be able to provide title insurance and do the closings. Not all title companies understand exactly what we do and that can be challenging with short sale listings. Most likely every transaction that you will be dealing with involves a different title company. Another misconception about short sale listed properties is that you have to wait six months to a year, and sometimes more than a year, just to get the short sale approved. For a lot of real estate agents, while the education they have been receiving has gotten a lot better in dealing with short sales, there are still a lot of agents who are new to it, and dont exactly know what they are doing. Agents may know how to deal with the banks and it is really not their fault. Its just a whole different animal and every bank seems to have its own system. With non-approved listed short sales you have little or no control over the negotiating process. You have no control in dealing with the bank. You have no control in dealing with the BPO agent. The listing agents title company is going to be dealing with a lot of this. Many investors have a hard time allowing the listing agent to take this apect on. I like to help the listing agent by submitting photos and comps that support the value in our offer. Have your agent take pictures of every flaw the property has, no matter how small when viewing the property. Zoom in on the cracks, stains and damage. Submit these photos along with an estimate from a contractor on how much money these repairs are going to cost. Also, submit comp houses that reflect the value of your offer. In many cases, the BPO will come in significantly higher than your offer and that could kill your deal. In the beginning, you may want to accompany your agent to these properties. You should know your market: what houses are selling for, what repairs are needed, and how much does the repairs cost. If you help the agent with the package to send to the bank in the beginning, you will build rapport and credibility with your new agent.
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When you submit your comps and detailed condition of the property with evidence, your offer becomes more credible than the BPO and you will frequently get your offer accepted for the price that you need. If you and your agent are not familiar with repair costs have several contractors meet with you at several houses and compile a list of what repairs cost. You and your agent will then be able to submit the estimated repairs to the bank. This also helps you agent analyze what to offer on the property with the simple deal analyzer software that you got with your Cash Cow Know How system. Its basically a numbers game. Some of them are going to come in too high; some of the deals are not going to be negotiated well enough. You need to submit many offers with the understanding that some just are not going to work out for whatever reason. Another challenge with non-approved short sale listings is that a lot of listing agents do not like to deal with investors. Offers can be challenging when presented to the banks based on what the investor is trying to accomplish; that an investor is trying to make a profit off of the property immediately seems to present a drawback for them. It can be very challenging to get your offers accepted if you do not present it the right way. There are thousands of non-approved short sale listings on the MLS and less people are pursuing them than REOs. This is good for you; go against the current, against the grain. You could do the one thing that nobody else is really doing and actually go after these sales aggressively. I look at this as being a positive thing because this screams opportunity. Nobody wants to wait six months to a year. I dont know about you, but my business operates 12 months out of the year. You need to be making offers on houses that will be selling in three to six months, nine months or a year from now. Once you submit your offer, get the agent to put it into pending status in the MLS. It is almost like a first right of refusal. You can literally control hundreds of properties this way, because once you get the listing agent to put it to pending it does not exist on the market anymore. Very few real estate agents, when they do searches on the MLS, will search the pending properties. Why would they do searches for properties that have contracts on them? That does not interest them. Once you get it to pending, you have control of that property, because nobody is really looking for it at that point. You want to be known as the Wal-Mart of real estate. This is a customer satisfactiontype business, so your get a lot of repeat business from your partners, because at the end of the day, youre getting them good deals.

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One out of every five or non-approved short sale listings in the MLS remarks it will say short sale, but it does not say short sale approved. Have your agent call and find out if the short sale is approved or about to get approved, or if the previous buyer flaked out. These are great opportunities! A lot of the short sales in the MLS are pending or back-up offers, but because they take so long to get approved many times the buyers is long gone. Thats when you step in and close on these deals. These are just opportunities; your agent is not going to find out about them unless they pick up the phone. They cant just shoot an email over to them. They have to call and get the scoop on whats going on with each and every deal. These deals can close a lot quicker than REOs. Therefore, this is one of the most important parts. By going after these non-approved short sale listings you are going to find some that are approved, letter in hand.

REOs REAL ESTATE OWNED

REOs are properties that did not sell at the auction. When a property goes to the auction and is sold to the plaintiff for $100,000, thats where the bank is getting the property back. Once the bank takes the property back they kind of have their own procedure of doing things; checking title, clearing up the title issues and they then list it with a real estate agent, a.k.a. REO agent. These are the people you want to get to know. Usually these agents are doing a ton of REOs. It has taken them a while to become REO agents, but once they have developed a good reputation with banks they are called on to list bank REOs. You want to get to know whom these people at the bank by having lunch meetings with them because they have access to most of the REOs in your local area. For the most part, REOs are not assignable. The name on the contract is the name that they want to actually close on the property. Thats why you need to write the offers in a trust so you can sell the beneficial interest in the trust. Another challenging thing with REOs is that they can take up to 30 days to close. This can be very frustrating because your cash buyers are going to want to close quickly. One of the major challenges here is that everybody goes after REOs. As soon as an REO hits the market, you already have a ton of people looking at them immediately.
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Theres a lot of competition, which in turn cuts down your chances of getting a lot of REOs and can actually raise the price of real estate. Run your numbers in the simple analyzer and stick with it, dont allow that youre competing with others to raise your offer. Dont take a higher counter from the bank; run your numbers right the first time and stick to them. Short sales can be occupied by owners or tenants and sometimes can be challenging to view them. Sometimes on short sales banks have changed the locks and the agent has not gotten around to getting the locks changed back. Its also a lot easier to view REO homes because they are vacant and on lockbox, so you can overcome that challenge of short sales access to properties. To view an REO, all you need to do is just call the agent and get the lockbox code and they are vacant, so that works. You should already have a target market, so when a new property hits the market or there is a price reduction, your agent should get an email about it. This alone can get overwhelming, because there are going to be new listings every single day so your agent will have to weed through them first. This is very important; you have to know what areas to target. I had a buddy of mine call me from Los Angeles the other day and he said to me, Ive got a great REO property that is practically rehabbed and its in a nice neighborhood. I think we can get it for about a half-million dollars. He had a contract on it for about a half-million, and he thought there is a $300,000 spread on it. I immediately asked him Hey, how many cash buyers do you have in that neighborhood? He said, Oh, a lot, I am familiar with the neighborhood. I said No, no, no thats not what I asked you. In the last 90 days, how many cash transactions have you had in that zip code? He had no answer. Thats a big mistake right there that you can easily avoid. You should already have your target market and know for a fact how many cash buyers you have in that neighborhood. Some listing agents are playing a game; they will list the property very low, because they know they are going to have a ton of offers on the property. You, me and everybody else is so excited at this low price, now they have 20 or more offers on the property the first day. Now you go into a bidding war.and the best offer wins. Buyers who want to win bid up these properties, and you want to win and make money. You need to be less concerned about a given property. You will usually want to avoid these agents and their listings because they will most likely be a waste of time.

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Make sure your agent calls the agent on the property before you dismiss it. Sometimes there are reasons why it may seem really low and you can get a great deal. The neighborhood I was buying a lot of properties in where the houses were 3 bed/2 bath/1200 square feet were going for around $65k. A property I was interested in was listed at $57k. I checked it out anyway, and to my surprise, I could smell feces emanating from the house at the street level. It was horrid; I ran through the house with my shirt covering my face. This was in July in Southern California, so the temperature was around 110 degrees and no one had been in the house for two months. The old owners were apparently upset and smeared fecal matter all over the house. To my benefit and perseverance, the house also had a back house that couldnt be accessed without walking through the first house. I got the property from the bank for $52,000. It had three bedrooms and two bathrooms with 1200 square feet for the front house. The back house had one bedroom and one bathroom with 700 square feet. The seller did not receive any offers because nobody went inside. I cleaned it up for $16,000 and now its being rented for $1,700 a month! Before you automatically dismiss a property, check it out or call the listing agent, because some of these are the best deals out there. If the listing agent playing games, walk away, you do not play games. Only make offers on properties that you know that you want; the numbers need to work. You do not want to make offers on everything on the market; just exactly what fits your criteria so that you can close on them quickly. Your reputation means a lot, and if you get a property under contract, you want to close it. I had someone the other day who sent me seven properties in one last week he got under contract in the neighborhood that I like. I asked him, How many of these properties have you looked at? He said that he hadnt personally gone to see any of them. I told him, Do not ever send me a property unless youve taken a look at it. What he was doing was making blind offers. Never make blind offers, because your reputation will go down the tubes really fast. All your investors, REO agents, the other movers and shakers will know if youre running a quality business. Make sure your agent takes the time to weed out the properties you do not want. Only focus on the properties that will give you the most bang for your buck. You will rarely back out of a contract because you should know for a fact that you can sell the property before you even attempt to put a contract on it. Use your deal analyzer software and put in the numbers. Know what the after repair value (ARV) is, rehab costs and what investors are typically paying in that area.

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If youre not running these numbers, your agent should be. Youll need to know that their numbers are good, because its your reputation on the line. They should know exactly what the house should sell for within a margin of $10,000, and their rehabs should be point on as well. Once you or your agent has looked at the property and you are ready to put an offer on it, you are going to use a few secrets I have used to get it accepted. This information 99.9% of realtors and brokers do not know. When I was an agent, I had a 95% success rate with every offer even though I was competing with 10-40 offers on any one property. It got to a point where other agents would ask me if I made an offer on a property because they didnt want to compete with me. They were being smart and going after properties they thought they could get accepted, no one could hold a candle to me. Other agents would beg me to tell them my secrets; this is the first time Ive ever shared them with anyone. Everything that is going on in the market is always documented in the MLS at the fingertips of professionals yet no one ever does anything about it! The secrets come down to simple common sense. Doing a search in the MLS for what sold as rehabbed/flipped properties tells you what properties are worth. Pulling the information on those exact same houses when they were sold to the investor via MLS or tax records tells you what investors are paying for a fixer. Youll need to calculate for estimated rehab costs. When you input these 3 numbers into the simple deal analyzer software, it tells you exactly what percentage investment properties are selling for in your area.

Buying At the Auction

Every state is different, so for some states, you will need to provide the funds immediately and others the next day. If you buy in a state that requires payment up front bring, a cashiers check for the amount you are willing to pay for the property. And never go over that number! You will receive a refund quickly with the difference from what your winning bid was and the cashiers check was for. You may also bring multiple cashiers checks for different amounts so that when the bidding increased you do not end up giving them an excess amount just to be refunded. If you chose to use multiple cashiers checks you will have to be very careful not to misplace them. If youre buying in a state that allows you to pay within 24 hours, there is a good possibility that some of the houses bought will end up back on the auction block again because payment is not delivered immediately and there will be people who then try to

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raise the funds. Some courts, from what Ive heard, will actually provide a small real estate commission. Youd think people would be jumping at the opportunity to pick up a couple hundred extra dollars, but youd be surprised how few people know about this process. Depending upon the county, after you win the bid, you have to fill out some paperwork. They are going to give you a form and let you know how much money you have to bring in by the next day. If you bid on a the house and you win, but you decide to walk away from the house or if you do not provide the full cash amount the next day, you will lose your deposit and the house will be re-auctioned. .Avoid doing this at all costs; youll become known as someone who does not perform and wont be allowed to bid. Only walk away in the most necessary of circumstances.

Code Violation Opportunities

I like properties that have code violations. Abandoned properties get code violations and the resulting fines will build over a period of time, sometimes to the tune of $50 or more per day. I bought one house that had $10,000 in code violations. I got it under contract, had my guys clean up the yard and fix a few things. Then I got it re-inspected. I was able to negotiate the $10,000 code violation down to just $250. Many cities just want these properties cleaned up. As a new potential owner, cleaning up the property before you buy it is a sign of good faith. You do not want to sink a whole lot of time and money into doing this, but for those exceptional code properties, is the effort is definitely worthwhile. Code violations can be great for negotiating any deal. And Ill pay you the full 6% commission! Code violations are one of my best kept secrets. I have not yet met any other investor that targets these properties. Look for properties that are vacant or abandoned or ones you can easily identify as being in a distress-type situation. The way you can identify them is easy: overgrown yard, fallen fences, a green pool, Yellow Pages or flyers tossed by the door or sometimes you can just look through the windows and see that its vacant. Its pretty obvious once you know what to look for. If you drive around looking for them, it could be time consuming. You work smarter, not harder and therefore go to the city or county code enforcement agency and get everything you need in the matter of a few hours. Sometimes there are two different agencies involved; there might have a city and a county. Code enforcement will issue a warning to resolve the problem, then if the problem is not taken care of within a certain grace period, they will impose a fine on the property. They do not try very hard to contact the homeowner; usually they will just post a notice on the door. If the homeowner lives there, then they will get it and possibly take action. You are not particularly interested in those properties. But if the
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homeowner does not get the notice because of abandonment, the fine is not a one-time fine, its actually a $50 to $100 fine per day, every day that the violation is not rectified. The homeowner can be difficult to find for the properties that are vacant. This is where your opportunity lies because a lot of realtors or investors are lazy or do not know where to start to do the additional legwork to find the property owner. Once the fine is imposed, the fine keeps adding up. I have seen homes with up to a half million dollars in code violations on the property when the home is only worth about $100,000. This is because the $50 to $100 a day fines rack up every day. You have to wonder how this happens sometimes. How can the city or the county expect somebody to pay a half million dollars or a quarter of a million dollars in code violations on a property thats only worth $100,000?

KEY TIP! This is something else that most people do not know about code violations. After the violation is remedied, this violation fee can be negotiated. We had a $10,000 code violation negotiated down to about $250. Weve seen another code violation of about $75,000 on a property negotiated down to around $1,200, so we know firsthand that these can easily be significantly negotiated down.

Most people do not know this and you can actually use code violations as a negotiating tool for a deal with the homeowner. You can contact your local county or city code enforcement agency and get a list of every code violation in your city or county. Some code departments are more web savvy than others. Depending on your area, you may have to first find out where the codes department is located, drive down there and actually talk to somebody. They may sell their code violation list for a nominal fee and give it to you as a spreadsheet. With this code violation list you want to do a mailing campaign to these people. It is not a huge mailing campaign, but youll need to have in spreadsheet form so you can easily convert it into a mail merge and print out the letters. When I have done mailings to homeowners of code violation properties I have had an overwhelming response. I am talking about a 20 or 30% response rate on these, in part because nobody is doing mailings to these people.
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After you get a list of the properties from the local city or county violation department, use Accruent.com to skip trace and try to find a phone number for the original homeowner. Unfortunately, this method isnt terribly reliable. You will rarely get a phone number for the homeowner, but you will at least get an alternate mailing address. Sometimes, you can also find an alternate mailing address in public records. You can take that address and the address you get from Accruent. From the skip tracing software, youll be able to see what comes back and take that address down. This will be an excellent way for you to close more deals every month and generate some extra income. I have my agent pull the houses, I pay for the marketing and they make the full 6% commission. What youll like about a lot of these properties is usually the mortgages because they are pretty low or they are owned free and clear. There is usually equity in these properties, but the homeowners dont usually see it because the code violations are so large. Once you get the code violation fees negotiated, there is actually quite a bit of equity to be had. Make it very clear to the homeowner that our goal is to sell their property for a profit, and disclose that your purchase agreement is assignable. Put in the contract is you have the right to repair the property and you also have the right to market the property for resale. The five-day inspection period is not just for looking into the actual property. You use these five days to contact the code violation department on this particular property. They are going to tell you in advance, prior to moving forward on the home, what they will accept in place of the $10,000 code violation e.g., they will settle for $250. This way you can make an informed decision before you even move forward with the property. If you do not like their answer, simply get out of the contract with the homeowner. This is a great selling point and its exactly how you will explain it to the seller. Tell them something along the lines of, Look, worst-case scenario your place is actually in better condition and you also get to keep my non-refundable security deposit, so how can you go wrong? That usually gets them on board. You write up offers on code violation properties differently. Write up the offer for 6090 days to close on the property and make it clear that the contract is assignable. Put down $100-$2,000 earnest money and make it non-refundable. During this period, you will clean up the property and then re-assign it to another investor for a profit. These houses are normally disasters. They can be left vacant for several years or more. Most investors are not going to do the legwork to actually find these properties and they are not going to generate leads from a code violation-type situation. When I talk about actually cleaning up these properties I am not talking about a full rehab. You are not going to see me ripping the kitchens out, changing the bathrooms,
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the countertops or anything like that. You can invest little to no money into these properties. I am talking about a few hundred dollars to maybe $1,000 maximum. I am mainly looking at cleaning up the yard, the garbage inside the house, maybe some paint or drywall repair. If the pool is green and theres a way I can get the pool to not look green, that really changes the look of a property.

Wheres the house?

Purchase Contract: $ 10,548.70 Assigned to Investor: $ 25,000.00

PROFIT:

$14,451.30

Time Frame: 12 Days

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Looks good now!

You have taken control of the property, you contact the code violation department and once you have negotiated the $10,000 code violation to $250 or $500 guys to clean up the yard or rectify the code violation, whatever it is, the fallen fence or the overgrown yard. Then meet with the code enforcement office, pay the violation fine and when it gets signed off then it will go on the U.S. Department of Housing and Urban Development (HUD) web portal at http://portal.hud.gov/hudportal/HUD. Codes violation properties are probably the most overlooked sector of the marketplace, especially right now when everyone is chasing after short sales, foreclosures and REOs.

Writing Offers
Writing a clean offer means keeping it simple enough for t a loss mitigation specialist who reads contracts from every state wants to accept. Since most of our business nowadays involves a bank, you must write your offers knowing that the deciding party will not know the details of your offer because they are managing files all across the country. Your job is to make it easy for them to accept your offer over all others even though your purchase price may be less. The key is keeping it simple and selecting that the buyer pay for everything. Every state has different contracts and different standards for what is normal for buyers and sellers to pay. Keep in mind areas that what a seller would traditionally pay for may only cost a couple hundred dollars.
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The loss mitigation specialist does not have these minor details memorized for every state. They are looking the offer that looks the best; they get paid for closing files. They are supposed to get as the most money and sell the property. I get offers accepted for $10,000 less than my competition because I have checked that Ill pay for natural hazard disclosure (NHD), transfer taxes, city taxes, county taxes, code violations, Homeowners Association costs (HOA), title, termite, inspection. These fees are usually between $0-$100! My offer looks great although its for less money I am willing to pay for everything. The loss mitigation specialist does not know how much these fees could add up to so they are leaving less to chance working with me. By saying that I am willing to pay for all the fees makes me look very serious and the loss mitigation specialist is mostly concerned with the buyer who will close escrow. Write up your offers for a 10 day close with all cash. Check boxes you want to draw attention to: No Appraisal, No Inspection, All Cash, Buyer to Payeven check that youll pay for items where you know there are no fees (code violations, HOA costs, transfer taxes, inspections). This makes it look like youre saving the seller money that the other offers did not account for. Leave the contingency period with what is standard without checking anything (this keeps you protected). You will probably write up your offers with 2% earnest money, but have may go as much as 20% on properties that are phenomenal deals that you need to have. You will need a new POF (proof of funds) every 30 days. This is a copy of your bank statement showing the bank you have the cash funds to close the deal. You can get a POF from one of your cash buyers, a transactional lender, hard money lender or just create one yourself using Adobe Acrobat Pro. Also submit photos, repair estimate, and comps to support your offer if the listing agent is in support. You will find that most agents want to get properties sold as quickly and easily as possible, so submitting supporting documents are welcomed.

Structuring Your Offers

This is where you make your money, so you have to buy right. Your agent figures out what the offer will be by working backwards from the price that they are confident you can sell the property for completely rehabbed; this creates your ARV (after repair value). Take that ARV enter it into your deal analyzer software with the estimated cost of repairs and it will calculate the most I can pay for that property. You also need to know how to do this so you can make sure the agent is right on. To figure out what the ARV (after repair value) will be, you will do a search in the MLS for the last 90 days for that exact type of property. You will look at pictures, drive by the houses, and if some are still in escrow or listed on the market, you'll go see them
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personally. You will know what the property can sell for because you just saw 25 other similar ones. You will keep abreast on the neighborhoods so that when doing this you know immediately what youll be able to sell it for rehabbed. Your agent will be doing all of this for you, but I recommend you do it too. Knowledge is power. To a certain extent, your agent will have already done research on what properties selling for. One of the benefits of this system is that you are working in a repeat area. It does not take long to get your hand on the pulse and to truly know values. You do not need to go running all over the county to find deals. True real estate pros make their deals; they do not find them.

Assignments
Listing agents and lenders hate to see the buyer listed as Joe Smith and/or Assigns. It is a red flag that the property is being flipped immediately. Since the listing agents job is to get the highest price possible for the property and since the lender is losing money on the deal and wants to get the highest price possible, its better not to rub their noses in the fact that you are going to turn around and sell the property for a profit. Yes, they may suspect it, and they may turn a blind eye to it, but theres no sense in rubbing it in their faces. Competition is so stiff right now that an offer like this will never get accepted. What is an assignment? An assignment is the transfer of rights or interest in a property to another party. The same term is used when referring to real property or personal property (such as a vehicle). An assignment fee is what is paid to you in return for those rights. The assignee (person receiving the rights) is obligated under the same terms and conditions of the contract that you were. The deal stays the same; only the players change. Many people make the mistake of putting And/or Assigns into the purchasers line of a contract. Some sellers will object to this: they want to know who they are dealing with and do not want a daisy-chain of middlemen. Since most contracts (including the standard contract thats in constant use) are assignable, theres no need to upset the applecart. You should always read every contract you are using thoroughly and make sure you understand all its moving parts. An assignment fee is usually paid at closing, but it can be paid at any time up until then. If the assignment fee is paid at closing, it will show up on the HUD portal. If you have disclosed to the seller that you are in business to make a profit, this shouldnt be an issue. Assignments are better than double closings because it keeps you from having to pay double fees. Everything is disclosed upfront, it is on the HUD portal and you are sure you are going to get your fee from the title company. In addition, because it is an
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agreed-upon fee, you know what you are going to walk away with. Assignments are simple, quick, clean and easy. Since you are creating assignable contracts, the easiest way is to transfer ownership to your cash buyer is through a trust. Your write up the offer in a trust and sell the beneficial interest.

Always Have an Exit Strategy

Make offers on properties where you know there are a lot of buyers. Try to have it presold prior to getting it officially under contract. After you have been doing this for even a short while, you will find properties that you know are a perfect fit for one of your cash buyers. Let him know its in the pipeline by giving your cash buyers a possible deal with the numbers and get them to agree to it so you have it practically re-assigned before you have it secured. Too many new investors rush into a good deal because they can pick up a property cheaply. You need to know what you are going to do with that property before you buy it. If you have a number of cash buyers for that type of house in that particular neighborhood at that price, then you are probably in a strong position. If you are going to keep the property for yourself, fix it and flip it or hold it and rent it out, fine. Know your numbers and exactly who you can sell the property to and get a tentative agreement. Always tell your investors what deals you just sold or are getting to other investors. This makes you much more attractive to potential investors. You become more important to them then they are to you. . It is a very good idea to have a cash backup waiting in the wings in case your buyer does not come through. Know what you are going to do with the property before you sign on the line. It is better to pass on an iffy deal than it is to get stuck with one that doesnt work. The last thing you want to do is back out of a deal. Have your buyers agent pull comps with these parameters: ! ! ! ! ! Similar bedrooms and baths Less than one mile radius Sold within the last three to six months Square footage plus or minus 15% Pay attention to pools, garages and any amenities that influence price including busy streets, parks, school districts, as these differences will change values in homes that may appear to be the same.

This system is all about volume, not $50,000 spreads. Mark up the property $2,500 $15,000 depending on the approval price and comps. If you find no one is biting on your offer, your price is off. See if you can sweeten the pot a little by cutting your spread. Keep this lesson in mind the next time you price out a
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property. In reality, because you know what your cash buyers are paying for properties and because you figured your mark up in the offer to the lender, your price to your buyer should be right in their sweet spot. Your agents should be submitting offers for you daily.

YOUR CASH BUYERS

In this section, I am going to talk about building your cash buyers list. Your cash buyers are the engines that make your real estate machine run. Once you have your cash buyers. You are going to get into different ways of finding and structuring real estate deals and how to tie it all together. It is important to remember that it all starts with your cash buyers and that great deals are the product of creativity and hard work. There are going to be times where you will need to be flexible and creative to get a deal done.

Build Your Cash Buyers List

While it is not uncommon to hear people talking about having a cash buyers list, you would be surprised how very few people actually do this very important step. Very few real estate agents actually manage and track their cash buyers list and almost no investors do it. The people who build relationships with their cash buyers are successful when they present the opportunities that they are buying. Quality is much more important than quantity. If you have 10 multi-millionaires that know you well on a first name basis and talk or text with you weekly, know you run a great business and enjoy socializing with you, youll do ten times more business than having a list of 100 multi-millionaires who dont know you who you only email whenever you get a property. You are who you surround yourself with, so why not become friends with these multimillionaires? Find ones that are like you, ones you share common interests with who you can easily talk to and you will do much more business with people you enjoy. They will also be far more likely to do repeat business with you. The quickest way to make money in real estate and create a steady stream of income is with cash buyers. Know your buyers and more importantly, know their criteria. ! ! ! ! ! ! ! Location Beds, baths, square feet Price Goals Flipping, rehabbing or holding long term How much rehab needed What return percentage do they need (so you can calculate in simple analyzer)
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Have their phone numbers, email addresses, notes on what they want. ! Spend a little time with them ! Lunch, dinner, sporting events, family events ! Keep track of anniversaries, birthdays, etc. Now you see why I suggest working with people that you like to hang out with. It is all about relationships. The more cash buyers you have, the harder it will be to manage. You can build you cash buyers list different ways. I have put these in no particular order; they are all good and each one has worked for me. One may work better in your particular city, so I will go through all if these. I use a system that I pay for, but it is quick and easy and it tells me how much the investor spend and what they are buying so I know they are multi-millionaires because I have the proof. I also know exactly what they have bought, so it makes our first conversation is very easy to impress them. You can use this to at www.accesscashbuyers.com. Going to auctions is a great way to find cash buyers. A lot of people do not really know the auction process very well. All the houses purchased at auction have to be bought with cash. There may be 45 people at the auction, 15 will be buyers, eight of them will be very serious buyers who work with a large invest company. You want to observe the auction for fifteen to thirty minutes to determine who the big players are. You go there a couple of times; people start to recognize your face. You shake a couple hands, you get to know some people in there, and the next thing you know you have a handful of investors who have all cash and are hungry for properties. Every single day, these investors are leaving auctions empty handed and hungry for properties. You will quickly become their new best friend. You will build relationships, just from showing up, or sitting next to somebody and getting to know them. Dont just go there and get their name and email addresses. Ask them what and where they buy, find out area, bed, bath, square foot, and price points. Repeat back what they said and casually ask them whats the best way to contact them if you can find what theyre looking for. Always ask if they are the decision maker; frequently, the guys at the auction are not. You always want to deal with the decision maker, or make sure you get their contact info and you make a phone introduction.

REIA Meetings
There are numerous REIA meetings in every city and in every state in the U.S. Find out where your local REIA meetings are held. The best way to start finding anything is via a Google search by typing in REIA meetings in whatever city you are in. Or you can go to

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http://www.nationalREIA.com and from the menu on the left hand side of the page, click on Find a REIA.

Your search will pull up a variety of listings for meetings being held. Those meetings typically consist of real estate investors, realtors, mortgage lenders, title reps and newbies. When you attend meetings, be sure to take business cards and promote yourself. It is a great first step with regards to meeting people in your local area that are involved in real estate investing. REIA meetings they allow you to go to the front of the room to introduce yourself which provide additional exposure during the meetings and gives you more credibility.
People you will want to immediately start networking with: Real estate agents Title agents Attorneys: Foreclosure/Probate/Eviction/Divorce attorneys Contractors City officials Eviction marshals Family, friends, neighbors, community groups and places of worship Bankers

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And always remember to: ! Pick up the phone and call your cash buyers, especially the buyers that the property is perfect for! ! Send an email of the deal to your cash buyers ! List the property on free online classified ad pages When it is time to sell a property, you want to go all out. This is not the time to be shy. When you do not close, you lose the deal, credibility, and money, while your investors lose the opportunity. Remember, you are helping cash buyers you have got to make sure they know about the opportunity. I have already discussed emailing and phoning your cash buyers list. This is incredibly important; when you move a property with a phone call, you wont have to go through any other steps. Wholesaling is the technique of placing a bargain priced property under contract and then quickly assigning (flipping) the deal to another investor. Wal-Mart is one of the most profitable companies worldwide; they are leading wholesalers of common goods in the U.S. You are a wholesaler of real estate during the best time in U.S. history!

Its Just Business

This is business; its never personal. Dont fall in love with a property; this is a numbers game, simple as that. If you do not get the one you wanted, just simply move on. a. b. c. d. Do not raise your bid Stick to your number Stay disciplined Dont get emotional

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DISC Personality Type

Here is a valuable tool you can use to gage what kind of people youre working with, from brokers to bankers to agents and homeowners. Its another way I always keep ahead of the competitionthis simple Personality Test can give you valuable insight into yourselfand othersthat you can use to always have the inside track. DIRECTIONS: For each of the statements below identify which words describe you best, mark with 1 for the best answer, for second best, mark 2, for third, 3, and for fourth, mark 4. When in a group of people and a predicament comes up, I am: ____A) Seizing control of the situation ____B) Imaginative ____C) Encouraging of others ____D) Systematic When I have the opportunity to meet someone for the first time, I am: ____A) Outspoken and direct ____C) Spontaneous/funny ____B) Welcoming and friendly ____D) Reserved I consider myself to be: ____A) Competitive ____B) Passionate/animated ____C) Peaceful/laidback ____D) Diligent/dependable When dealing with someone on a one-on-one situation, I want to come across as: ____A) Confident ____B) Inspiring ____C) Supportive ____D) Intellectual The traits of someone I dont interact well with are: ____A) Slow/indecisive ____B) Meticulous/critical ____C) Controlling/insensitive ____D) Unorganized/chaotic My approach when communicating would be best described as: ____A) Taking charge ____ B) Exciting/energetic ____C) Compassionate/understanding ____D) Accurate/logical My time management would be best described as: ____A) Efficient ____B) Moving quickly to next fun thing ____C) Going with the flow ____D) Systematic/prompt

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In relation to leaders, I tend to: ____A) Be the leader ____B) Hate directions ____C) Want the best for everyone ____D) Like exact instructions I tend to be: ____A) Bold, determined ____B) Spontaneous ____C) Calm, even tempered ____D) Predictable, conservative When given an assignment, I am: ____A) Productive ____B) Creative in finding solutions ____C) Focused on helping others ____D) Diligent, detailed TOTAL UP EACH LETTER D A_________ I B_____________ S C_____________ C D______________

The LOWEST score is your dominant personality:

DISC Personality Overview D

Natural Unconscious Strengths

Competitive, enjoys challenges and change, persistent, decisive, takes charge, achievement driven, results oriented, independent, risk taker, influential, efficient.

Natural Unconscious Weaknesses

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Blunt, tends to be bossy, quickly bored by routine, poor listener, may talk over others who are slower, can be insensitive to the feeling of others.

Turn Ons
The bottom line, eye contact, preparedness, to the point, talking results, having options, pressure and deadlines.

Turn Offs
Vagueness, broad topics, rambling, wasting time, excuses, lack of commitment, unprofessionalism.

Appearance
Image conscious, likes to wear quality clothing, clean cut look, materialistic/likes gadgets, confident demeanor, talks fast, aggressive handshake. Sharply dressed, jewelry, walks tall, aggressive handshake, can have manicured hands, likes gadgets.

Communicating with Ds
Be brief and to the point, show them whats in it for them, let them feel in control, how they can be a powerful leader, make decisions and have everything they desire. Visually stimulate them with the possibilities of financial gain with strong documented results. Listen attentively to their ideas, dont interrupt and be as agreeable as possible and build them up. When youre finished, leave. Do not hang out. Be courteous, ask specific questions. If you disagree, disagree with the facts not the person. If you agree, support the results and the person. Stick to business, skip the chit-chat and try not to speculate. Know what is required and the objectives of the task at hand.

Natural Unconscious Strengths

Extroverted, risk taker, expressive, emotional, passionate, captivating, inspirational, dynamic, very social, positive, full of life, stimulating.

Natural Unconscious Weaknesses

Easily distracted, unrealistic, can be too talkative, totally disorganized, tends to be late, impulsive, gets involved in too much drama, poor follow up skills.

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Turn Ons
Lots of recognition and praise, applause, socializing, constant follow up, special deals, inclusion.

Turn Offs
Being pinned down, being alone, too much detail, being impersonal, accuracy above appearance.

Appearance
They tend to wear bright colors with bright makeup, loves jewelry. Fashion conscious, prefer designer brands. Trendy and cool hair style, they walk with a bounce in their step. Outgoing, smiles a lot. Tends to flatter, flirt and touch.

Communicating with Is
Be talkative, enthusiastic, upbeat, active and motivational. Ask for their opinions and ideas. Be lively and entertaining. Create moments of fun and laughter. Use analogies and stories when possible; make them the highlight of your answers. Place them into social environments and introduce them to important people and paint a vision of what the future can look like. Allow them to be vocal and give their input, place them in situations where they will receive lots of personal attention and be recognized.

Natural Unconscious Strengths

Agreeable, considerate, easygoing, helpful, dependable, sympathetic, sensitive to the feelings of others, committed to providing service, team player.

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Natural Unconscious Weaknesses

Fears change, slow to initiate, overly passive, avoids confrontation even when needed, provides help to a fault, allows people to take advantage of them, overly apologetic, tends to hold grudges, gets feelings hurt easily.

Turn Ons
Flexibility, teamwork, being asked for help, sincere interest, one on one praise, showing visible concern, honesty, listening

Turn Offs
Business only, pushing details, manipulation, pushy, aggressive, dictators, rushing into business, being impersonal, pressing hard for change.

Appearance
Casually dressed, not image conscious, earth tone colors, long hair not styled. Natural looking, little makeup, soft spoken, can appear shy, passive handshake, laid back, calm presence. Can have facial hair, soft spoken, can appear shy, laid back, calm presence, passive handshake.

Communicating with Ss
Show respect, they with be hurt by any attempt to push them. Break the ice, it shows your willingness to build a relationship. Listen and be responsive, take your time and learn all you can about them. Ask questions to make them feel included and to get their opinions. Assure them the decision they make will in no way risk, harm or threaten other. Be easy going, laid back and genuinely interested in building a relationship. Ask numerous questions about family and take the time to build trust. Show them how what youre offering can make a difference in peoples lives and the valuable role they can play, talk about the mission and contribution they can make. Create a vision of a familylike environment.

Natural Unconscious Strengths

Meticulous, orderly, high standards, prepared, analytical, systematic, high regard for integrity, proficient, accurate, controlled, detail oriented.
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Natural Unconscious Weaknesses

Rigid, wont make a decision without all the facts, too hard on self, too critical of others, excessively sensitive, can appear unapproachable, expects flawlessness, too picky, overly cautious, very skeptical, doesnt like change.

Turn Ons
History, items in writing, business focus, allowing them to think, past records, procedures.

Turn Offs
Shortcuts, immediate decisions, immediate actions, unpredictability, leaving things to chance, over personalizing, being too casual.

Appearance
Dresses conservatively and professional, wears browns, blacks and grays. Clean cut, well-manicured, tends to be well kept. Shows very little emotion, glasses, pens in coat or shirt pocket, briefcase or portfolio, likes electronic devices, briefcase or portfolio of some kind.

Communicating with Cs
Support their principles, show interest in their questions. Cover all bases, do not leave things to chance or rely on luck. Follow through, the worst thing you can do with a C is break your word, because they will remember it. Be professional, structured and accurate. Be systematic, logical and have an outline or agenda. Present facts, evidence documentation, and physical data. Be detail oriented, do not exaggerate or embellish. Explain everything is by the book, ethical and of the highest level of integrity. Do not pressure to make a decision, they need time to process and evaluate thing before they move forward.

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DISC Importance
Every person has all four elements of DISC, typically 1 or 2 are stronger than the others. As you were reading the explanation you probably were thinking Yes thats me, and I cant stand it when people do x,y,z. You probably analyzed who your friends and family were and thought back to situations where if you had approached them differently the result would have been better. Through understanding other peoples personalities, we can communicate with them the way they like to be communicated with and ultimately give them what they want. Become an expert in DISC and know how to read a person within 60 seconds, this will change your business dramatically. For example, Ill call a listing agent about a property I want to write an offer on and Ill ask Is there anything I should know about the property?, or, What is the most important thing your seller is looking for from a buyer? Ask a question, any question and listen and categorize where their answer falls. If it is straight forward and to the point they are a D. If they are chatty and fun, they are an I. If they take the conversation personal or want it to be really great transaction for everyone to get along they are a S. If they give you lots of details they are C. Now you know what their hot buttons are and how to communicate with them; out of the 20 offers they receive they remember how much they liked you and how you said exactly what they wanted to hear.

CONCLUSION
You want and need cash buyers "because that is where the money is." Make a goal of selling one house a week. That should put you easily over $10,000 a month (not bad for someone with no money, no credit, and no experience). You should have at least one closing every week. This might not happen your first week or second week, as it is a building process. The harder and faster you work in the beginning, the sooner you will see the return on your time and hard work. When I first started building my list, I did not know many cash buyers and I did not really know what properties my buyers would take. Over time, getting to know the buyers and the market, I have become able to contract a house and

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tell you which one of my cash buyers is going to take it. Sometimes it feels like I am a personal shopper for my buyers just filling their orders. There are so many properties on the market, it is easy to pick and choose and find the right property at the right price for the right cash buyer. Lining up and building relationships with your cash buyers is key. The houses will start popping up all over your landscape because you will have trained your eye to find them. The snowball effect this system has is amazing. But if you want to take advantage of it, you have to get started today. Do it now. So what are you waiting for? Go on, get out there and get a deal done today!

ACTION PLAN
1. Set up your business entity. Create a corporation that you will use to do all your deals in; never do deals in your own name. 2. Find Your Agents a. Get to know the MLS b. Learn your market c. What percentage are investors paying for properties d. Learn what rehabs are costing e. Find what and where the cash buyers are buying f. Find what specs the cash buyers are buying 3. Find Your Cash Buyers a. Position yourself as their go-to person b. Give your agent their requirements 4. Make Offers a. Offer the possible deal to your cash buyer b. Once in agreement with seller sign assignment agreement with cash buyer c. Sign documents in escrow over to cash buyer and step out of transaction 5. Get your check at closing from escrow or cash buyer

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I WOULD LOVE TO HEAR FROM YOU

Questions, comments, and suggestions? Let me know. I want you to be successful! Website http://www.cashcowknowhow.com Videos http://www.youtube.com/LJeanInvestments Facebook http://www.facebook.com/LindseyJeanInvestments Twitter http://twitter.com/itslindseyjean Linkedin http://linkedin.com/in/lindseyjeaninvestments Email Support@cashcowknowhow.com Cash Buyers www.accesscashbuyers.com

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