Building Your Buyers List – Part 2

Step no. 1 Identify the market that you wish to start investing in. This is critical as this will be the market you will start looking for cash buyers in. A real estate market can be defined in a number of ways, such as:

  • City Limits
  • County Limits
  • Zip Codes – this is the most common
  • District – in the larger and more populated cities

Step no. 2 Find realtors to help with your market research and analysis to determine the following:

Step no. 3 Find cash buyers. Here is a list of both online and physical resources you can use:

  • Local real estate agents, such as Keller Williams, RE/MAX, Coldwell Banker and Berkshire Hathaway.
  • Title companies, such as Chicago Title and Old Republic Title.
  • Various paid websites that offer real estate software products that allow you to search county records and the Multiple Listing Service for recent purchases of real estate that were done with cash.
  • County records. This can be done online or in person.
  • Real Estate Investor Clubs. Make sure to search online for the local REI club in your area and attend the next meeting so you can speak with cash buyers there.
  • For finding contact information, search the following websites:

Step no. 4 – The Qualifying of Cash Buyers – here is a suggested list, both scripts and questions:


“Thanks for calling. I apologize, but I put the ad out a little premature. I haven’t got the contract accepted yet, but if this is what you are interested in I’ll call you back once I lock it up. Before I let you go, I assume you’re an investor, correct? What kind of deals are you looking for?”


“Hi, my name is [name]. I found your information online and it says you’re buying houses. I’m a real estate investor too, and I wanted to see if you have anything for sale. I can sometimes get great deals through other investors. Do you have anything available?”


Where are you investing? (City, County, Zip Codes, etc…)

What type of properties are you buying?

What property characteristics do you look for? (Beds, baths, sq ft, etc…)

What types of repairs do you typically do on your properties?

What is your maximum purchase price?

How much profit do you need?

How many deals can you handle per month?

Building Your Cash Buyers List – Part 1

Many first-time real estate investors start off wholesaling in order to gain the experience and get the exposure they need to become a fix and flipper or a buy and holder. If this is the case, then these first-time investors’ first step is to find cash buying investors or cash buyers to wholesale their properties to.

In this article, we will go over many ways to find cash buyers and discuss how to screen and qualify them.

Before we move forward, keep in mind that cash buyers can be either groups or companies, such as trusts, holding corps or LLCs, as well as individuals.

When wholesaling properties to cash buyers, you need to look at properties from two different perspectives:

  • Fix & Flips – These are properties that you are trying to get at the highest discount you can. For most investors this could be between 25-35% below market or even as low as 40-50%. It’s key to find out from your cash buyer what their rehab budget is, as well as the level of profit they are looking for. This is critical in coming up with your offer amount on the property. A fix and flipper is looking for a specific profit after they buy the property, do the rehab and resale it.
  • Buy & Hold (Rental Property Owners) – This is where you try to get the best discount you can. Usually if you can get an offer accepted at upwards to 20% below market then you have a good deal. You need to understand your cash buyer’s specific criteria on what types of rental properties they are looking for and in which market, the amount of cash flow they are looking for, and the capitalization rates they wish to get. Often, you can find the answers to these questions from the following sources:
    • Real Estate Brokerages
    • Property Management Companies
    • Other investors and those you network with by attending Real Estate Investor Clubs

This will help with your preparation prior to reaching out to cash buyers, and it will help you get specific and detailed knowledge of the following:

  • What type of properties are selling the most and the speed at which they are selling
  • The median price of property sales, as well as the average price per square foot that they are selling for

In Part 2 we will go over some simple steps to consider.

Let’s Start Our Power Team – Part 1

Ah, the mysterious POWER TEAM! Why on earth are we so attached to this idea? Believing you must have a power team is something that can hold you back. Since you don’t have a clue what a power team is, who should be on it, or how to draft your team members, you may be perplexed and stuck. Maybe you will stall and do nothing because, after all, your power team isn’t yet assembled. Well, just stop it now before you get started down this path.

Your power team, like your business plan, and even your goals, is something that is going to naturally evolve over time. It is not something you have to fully create before you begin.

You should start at the very beginning, a very good place to start. When we read, we begin with A, B, C. When we invest, we begin with a real estate agent. Finding the right agent might take some doing, but that individual is the key to your success.

Real estate agents do not receive training in investing. They essentially learn how to use the Multiple Listing Service (MLS) contract and how to not get sued. It is your job to find the rare gem of an agent who understands and likes working with investors. Oftentimes, a good place to start is with Keller Williams or REMAX. Those particular offices usually provide at least a little investment training to their agents. However, I have often found a great agent at an office with only one location. This search is part of your great scavenger hunt! Here’s what I want you to do.

Find a real estate office in the general area where you want to invest. Though any agent can show you any property, agents tend to know the neighborhoods surrounding their office the best. The phone will likely be answered by an administrator.

The conversation is going to go something like this: “Hello, It’s a wonderful day here at Keller Williams. This is Angie. How can I help you?” (Yes, they say something like that.)

“Hello Angie (use her name). This is Gena. I’m a real estate investor. I’d like to speak to one of your agents who works with investors.” This will stop Angie from sending you to the agent covering the floor that day or to the next one on her list. You are already in control. You know who you need to speak to, and you have said so. Sometimes Angie knows just what to do, other times she doesn’t have a clue. In the latter case, ask to speak to the managing broker.

With simple guided conversations, you can find a great realtor for your business.

How to Get Started in Real Estate

So you’ve decided you want to be a real estate investor — now what!?! The dynamic and fast-paced world of real estate investing can be daunting for any first-time investor. Follow this step-by-step guide to get your bearings and successfully launch your career in real estate investing.

#1 Define Your Goals

Many would describe the world of real estate investing as “limitless.” Despite the nearly endless potential for success, defining your goals is an important step. Determine what YOU want from your career as a real estate investor. Do you want to supplement your current full-time job and save for retirement? Do you want to eventually have monthly cash flow so you can quit your full-time job? By understanding your goals, you will be able to determine the direction of your real estate investing career.

#2 Find Your Niche and Investment Style

After you define your goals, it’s time to pick the investment style that will best help you achieve them. The common ways to invest are:

  • Buy and Hold: When an investor purchases a rental property, typically with a traditional 30-year mortgage, and uses the proceeds from tenant rent to pay the mortgage and create equity.
  • Fix and Flip: A short-term investment strategy where an investor purchases a property in need of repairs, completes the repairs and then sells the property for a profit. Because the property is in poor condition, a fix and flip deal is primarily a cash deal.
  • Wholesaling: An excellent strategy for a beginner investor, wholesaling is finding real estate deals and then selling the deals to investors who have capital on hand. They then take a commission.

If you don’t have a ton of capital on hand, a fix and flip might not be for you. Research all the investment styles and choose the one that makes the most sense for your goals and budget.

#3 Invest in Your Knowledge

Once you have defined your goals, secured your capital, and determined your investment style, the next step is to determine the best way to achieve your goals. While the Internet is an excellent resource, having the support of a mentor or teacher is invaluable. As a real estate investor, you will need to learn the tools to support your goals. You will need systems to hire the right people, as well as resources to find your ideal investment properties. Finding a teacher or mentor will help you avoid time-consuming and potentially costly mistakes.

Getting Started in Real Estate Investing

If you take your time and define your goals, you can embark on a successful career in real estate investing! Don’t bite off more than you can chew. Take your time and you will reap the rewards.

Fast Track to Your First Million

Are you looking to get started with real estate investing? If so, here are a couple of pointers on your first steps to making the big bucks. In order to make millions, you need to start thinking and planning for millions.

The first thing you need to do is get organized. Create some good habits now to better prepare for the hefty paycheck. When getting organized, you are going to want to get a business or entity, phone number, email address, business card, and work space. Establish a schedule and pencil in when you are going to have your weekly company meeting, even if it’s just with yourself. Create a model of what you are doing so it will be easily duplicated when your company expands.

Once you are organized, you need to get going on marketing your company. Go to clubs and send out flyers and other marketing materials. Also, don’t forget to introduce yourself as a real estate investor. Get out and talk with people. Let them know who you are and what you do.

Now that you are organized and are marketing yourself, I want you to get your power team built up. Create a list of resources of different people or companies that could be useful in real estate investing. This list may include investors, agents, contractors, title companies, real estate attorneys, etc.

Don’t forget to surround yourself with like-minded people. Find people in real estate that are killing it and talk to them. Pick their brain. Repeat some of their best practices. Do ride-alongs with them or go get lunch.

Once you have implemented these first steps, you will be on your way to getting some deals going. At this point, it’s all about getting those offers submitted.

Five Tips for First Time Home Buyers

Buying your first home can be an overwhelming experience. These 5 tips will help you stay on track during the emotional experience of buying your first home.

#1 Know Your Budget

Most real estate websites allow you to search by price. Know your budget and stick to it. Don’t be tempted to look at homes above your budget in hopes of “negotiating the price down.” By sticking to your budget, you will be able to enjoy your home long-term without it being a financial burden.

#2 Work with an Experienced Real Estate Agent

Try to get a referral from a trusted friend or family member. Your real estate agent is a very important part of your home buying process. In a hot market, a good real estate agent can be the difference between finding the right home as soon as it’s on the market and being the last to know.

#3 Know What is Your Non-Negotiable

Do you NEED something move-in ready, or are you ok with a bit of a project? Is space the most important thing to you or will you sacrifice that guest room for your preferred location? Know what items you are willing to compromise on and what you aren’t.

#4 Look at a lot of Different Houses in Your Price Range

Even though buying a home can feel like an emotional decision, it is also a financial one. By looking at a lot of homes in your price range, you can get a feel for what your budget will afford you. If you can’t find a single 4-bedroom home in your area within your price range, you may need to expand your search or save up.

#5 Anticipate Closing Costs

Part of tip #1, knowing your budget, is also knowing what to expect from closing costs. In most markets, the buyer is responsible for all costs associated with closing. From inspections to lawyer fees, there can be up to 3% of the purchase price in costs accrued. Knowing what cash you need to have on hand for closing is an important part of the budgeting process.

Buying your first home is an exciting time. Use these five tips to keep your home search on track and on budget.

It’s a Numbers Game

Every aspect of real estate investing is a numbers game, and you have to be okay with that. From the number of properties you look at to finding the right deal, to the number of offers you put in to getting one accepted, to the number of realtors you go through to finding a good one, and on and on. It’s all about the numbers.


I often hear clients say, “I can’t find a good realtor,” or “I can’t find the right properties,” or “I can’t get a property under contract.” When I ask how many realtors they have talked to or worked with, they say something like, “I have worked with 3 or 5, and I just can’t find a good one.” When I ask how many offers they have put in they say something like, “We have put in 5 or maybe 6 offers and still can’t get one accepted.” This can lead to discouragement, which can lead to frustration, which can lead to giving up.


This is one reason many people are not successful at investing in real estate. You have to do what it takes, and if going through 8 or 10 or more realtors is what it takes, you have to be willing to do that. If it takes submitting 20 or 25 offers to get a deal under contract, you have to be okay with that.


One of my most used words in real estate investing is, NEXT. Next property, next realtor, next contractor, next lender, NEXT.


Sure, some people get lucky and find the right realtor right off the bat or they run into the perfect deal that goes under contract, but that is the exception. How many does it take to find the right one? It takes as many as it takes, and you need to be okay with that.


In real estate investing, you will always be shopping for the right deals and the right people. Find ways to stay focused on doing what it takes. Learn to use the word NEXT with a smile. Avoid any negative self-talk. You can do this! Keep at it, and happy shopping.

Wholesaling Rental Properties and the BRRR System

Almost everyone who gets started in real estate investing hopes that one day they will own a whole bunch of highly profitable rental properties. Yet due to lack of experience and money, they begin wholesaling properties to experienced, well-funded investors who rehab them and sell them to homeowners. This type of wholesaling has worked for many beginners over time; however, it might not be the fastest way to get to that long-term goal of owning all those “cash-cow properties.”

Some people find it easier to wholesale rental properties directly to landlords rather than to rehabbers who sell to homeowners. “Gosh,” they say, “there are hundreds of people who own rental properties that they paid for with cash in almost any area of the country. Not only do these people want to buy more rentals, some of them want to sell some of the properties they have.” This can be a goldmine for wholesaling rental properties because of a host of factors. Let’s look at those factors:

  1. It is easy to find buyers and sellers of rental properties through lists, title companies, real estate investing clubs, and even signs and ads posted all over the place.
  2. Rental properties are valued based on three factors:
    1. First is the return on what you put down to buy the property. This is called the “Cash on Cash Return.” To help your financing efforts, remember that many sellers are willing to carry mortgages for little down. Many banks will finance 80% of what you buy the property for.
    2. Second is the return in relation to the purchase price of the property. This is called your “ROI” or return on investment. It is difficult, even impossible, to find safe investments secured by real estate or anything else of stable value that offer such returns as real estate does.
    3. Third is the ability to fund the property. This is called the “DSCR” or debt service coverage ratio. Banks want to see how much you have after expense income in relation to how much the mortgage payment is. For many, this is a difficult math problem. But finding great rental deals is just that, a math problem! It is not based on fickle market conditions.
  3. Rental properties can be wholesaled at a profit based on the money the property makes. They are often even easier to sell if they don’t need work. Hence, you can make money very quickly. You just need to find the deal and present it to your buyer.
  4. Wholesaling rentals as an addendum to your existing wholesaling business will increase the possible deals you can do. Further, the more you learn, the more you can earn because people with money are always looking for skilled people to work with.
  5. Areas that are close to colleges, universities, hospitals, military bases, shopping centers, and fast public transportation are ideal and lend themselves to bigger profits. Homes on main roads that won’t sell to homeowners can often be rented for top dollar to accountants, consultants and other zoned businesses. It is often easy to rent properties on main thoroughfares with a simple “for rent” sign because so many people see the sign. It pays to advertise, and advertising skills are well paid.
  6. Can you manage a rehabber or do licensed rehab work yourself? If so, you can add value to what you offer as a wholesaler.
  7. Can you find a tenant and a property manager or are you a licensed property manger? If so, you can add value to what you offer as a wholesaler.
  8. Do you have or know someone who has money to invest in finding, taking ownership, and fixing a property to make it “rent-worthy” so you can put a tenant and property manager in place? If so, you can add value to what you offer as a wholesaler.
  9. Banks will often refinance a rental property for 80% of 100 times the monthly rent revenues. Hence, every $1,000 a property rents for will be valued at $100,000 and will finance for $80,000. Remember, you are fixing properties to increase their value. Every dollar in increased rent is worth $100 in value. If you can do the things above and find rental properties that will refinance for way more than the cost of buying them and fixing them up, you can add SIGNIFICANT value to what you offer as a wholesaler.
  10. Do all the above or call the advisory line to learn how to do all the above and you can make what other successful wholesalers are making doing what is called the BRRR System of Wholesaling (Buy, Rehab, Rent, and Refinance). There are wholesalers who make anywhere from $15,000 to $35,000 doing the BRRR System and don’t use any of their own money.
  11. Every one of you reading this has “all-you-can-eat” coaching help on the advisory line. Let us help you learn how to do this so you can make the long-dollar!
  12. Are you willing to learn how the numbers work? Spreadsheets to help you zero in on the values are included with this article! A website you can visit to learn how to use these spreadsheets is also included with this article:


If you are just beginning to wholesale and finally have a property under contract, what’s next? Your focus now has to turn to finding a cash buyer, as quickly as possibly, who is interested in the property for a fix-and-flip or a rental. So, how do you find this type of investor?

First, create an email brochure that includes all the information about the property: address, description, price, rehab cost, after rehab value (with comps), pictures, an action line saying, “The first person to bring a non-refundable earnest money deposit of $2,500 will get this property,” and, of course, your contact information.

Next, send a copy of the above email to all the cash buyers you have qualified. Then call and let them know you sent them an email of a deal they will be interested in and get them out to see the property. Then start marketing the property by creating bandit signs and ghost ads that have all the information on the property, except the address. When potential investors call, get their email and send them a brochure giving them the address and encouraging them to see the property.

Next, attend several real estate investor clubs and pitch the deal to everyone there. Then hand out brochures and your business card as you collect their contact information. Also, attend foreclosure auctions and let the bidders know about the deal. Then start calling landlords and pitching the deal to them. Continue by calling “We buy houses” ads online and telling those investors about the project. Follow up by calling members of the Better Business Bureau who are investors and pitch the deal to them.

Lastly, if you are fortunate enough to have Response’s real estate software, you can look up and call cash buyers to let them know about the investment opportunity. Also, contact all your friends and relatives who have money to invest and let them know about the potential profits that can be made fixing and flipping the property or holding it for rental income.

Once you have an investor interested, collect the deposit and get them to sign an Assignment of Contract agreement. Submit both the Purchase Contract and the Assignment of Contract to the escrow company, and they will basically do the rest.