KREIA Newsletter - 08 2016 by Frederick Helm

Vol 08-16 August 2016

Monthly Newsletter for KREIA Members

To All Fellow KREIA Members: President’s Letter Page 1 MAIN MEETING: Show Me the Money! Page 3

Upcoming KREIA Events Page 4 Welcome, New Members! Page 4 ‘Tenant Bubble’ vs. ‘Landlord Bubble’ Page 4 Government Affairs Update Page 10 KREIA Photos Page 10 In-Depth Look at Last Month’s LOTS House Page 11 KREIA Mentor Workshops Page 15

Let me start off by saying residential and commercial real estate are booming right now, and if you have ever thought about being in the business now is the time to take the leap and at least try it out part-time, while you still have your regular income from your full-time job!

Frank Miller I’d like to say thanks to VP Eric George for helping me with the July meeting, where we covered the topics of wholesaling and marketing! For this meeting we had a record crowd of over 190 attendees, and I hope everybody took a lot of notes and learned a little something and had FUN! It is great to give back to all of you members and share some of my real estate expertise. I hope you guys take the knowledge that I laid out there and put it to work! Thanks for attending, and I’m looking forward to meeting everyone face-to-face in the future. Also one more thing: Saturday’s session for wholesaling was a big hit as we had around 48 attendees show up — it was by far our largest Saturday session yet. Everybody in the room took a lot of notes and had plenty of questions during the session, and every question was answered. Also, thanks to Jay Long for showing up and telling us how he got started in real estate by wholesaling homes and making big money. You cannot miss the next KREIA meeting on August 25th, 2016, as the main topic is “Show Me the Money.” We will have local lenders in the area speak on how to get money fast, and also the three important steps on obtaining a quick loan for all your real estate transactions. If there are any concerns or suggestions with KREIA in general, please do not hesitate to contact me at News@kreia.com. So we look forward to seeing everyone join us! Sincerely, Your President, Frank Miller

Copyright MMXVI Kentuckiana Real Estate Investors Association • P.O. Box 91225 • Louisville, KY• 40291 (502) 509-2216 www.KREIA.com DISCLAIMER: KREIA does NOT pre-qualify, evaluate, endorse, guarantee or warranty any particular deal, service, company, or person. The Kentuckiana Real Estate Investors Association recommends you perform your own due diligence & seek appropriate legal, accounting, or other professional advice before making any investment. KREIA is a Member of National Real Estate Investors Association.

Your KREIA Leaders

President Frank Miller

Vice President Eric George

Secretary Treasurer Treasurer Elect Dave Coffey Mike Grinnan CPA Wally Kallbreir

Board of Directors

George Foree

McFarland

Rue

Erik Hitzelberger

Fred Butler

Tamara West

Dan Jones

Stephanie Gomez

Marcus Anderson

Jeani Bryant

John Jones

Lauren Willoughby

Darin O’Neil

KREIA Newsletter is published monthly and serves both as a newsletter and a reminder notice of your upcoming monthly meeting. KREIA is a members-only association focused on education, networking and resources for today’s investor and to educate real estate investors from the basics to the complex. We are an excellent choice for all levels of investors. Whether you are just starting out in real estate investing, or are working on your hundredth deal, KREIA can help you learn more, earn more, and have more fun doing it. To Subscribe to the KREIA Newsletter is simple and easy. Go to KREIA.com and join the Kentuckiana Real Estate Investors Association. Group Discounts are available. To Advertise in the KREIA Newsletter To Advertise on KREIA.com To Sponsor A Monthly Meeting To Sponsor A LOTS Program Please contact News@KREIA.com

KREIA Sponsorships Half Page Business Membership Ad + Table + Pre-Meeting Speaker Only $499

Business Card Membership: Ad Only $199

Event Sponsor: Meeting, LOTS, Parliamentarian Hank Schildknecht

Saturday Seminars, and more!

Past President Dennis Erhard -----------------------------------------------------

Your KREIA leaders are involved and chair several committees to make KREIA happen every month for you and your fellow KREIA Members. Get involved with KREIA. You can help with the monthly meetings, L.O.T.S. Program, this newsletter, Saturday Workshops, Government Affairs, Social, Annual Picnic, Marketing, the new KREIA website and more PLUS You Get EXTRA KREIA Points for everything you do! Get phone and emails of all KREIA members with the new KREIA Online Member Directory.

Place Your Ad Now at KREIA.com --------------------------------------------”KREIA Advertising is by far, hands down, the absolute best advertising dollar ever spent for Borders & Borders!”

Harry Borders, B&B Attorneys

Reach out and tell them they are doing a great job! (It makes them do more for KREIA!) Copyright MMXVI Kentuckiana Real Estate Investors Association • P.O. Box 91225 • Louisville, KY• 40291 (502) 509-2216 www.KREIA.com DISCLAIMER: KREIA does NOT pre-qualify, evaluate, endorse, guarantee or warranty any particular deal, service, company, or person. The Kentuckiana Real Estate Investors Association recommends you perform your own due diligence & seek appropriate legal, accounting, or other professional advice before making any investment. KREIA is a Member of National Real Estate Investors Association.

Show Me the Money! Local lenders explain how to get your deals funded It takes money to make money, right? But does the money have to be all yours? At this month’s main meeting on August 25th, at 7 p.m., area bankers and hard money lenders will talk about how they help investors rehab houses and buy rental property. KREIA is pleased to welcome these gentlemen to the podium: Zac Banta of United Citizens Bank and Trust Company, Montrell Bross of Century Mortgage Company, and Mike Fallot of Mortgage Man Investment Real Estate Funding. After their presentations they will be taking questions from the audience, so you might want to get your questions ready now! We’re taking the opportunity now to pick their brains to get things rolling. (If you want to learn more about hard money lending, be sure to be on time for the 5:30 p.m. early meeting — Mike Fallot, from Mortgage Man, is leading that session.)

Zac Banta, Loan Officer with United Citizens Bank and Trust How long have you been working with real-estate investors? About 7 Years, my entire lending career. Can you share a quick story describing how you’ve worked with an area investor in the last year? I’ve worked with a lot of investors lately for both refi and purchases. One that comes to mind is a large portfolio loan of 11 properties all over Jefferson and Oldham counties. This particular investor owned all the properties free and clear, and we were able to help him use the equity in those properties to purchase more rentals with no cash out of pocket. For investors who want to get their ducks in a row before approaching you, what advice do you have? Do your research and study the market. Make sure

the numbers work for you before approaching a lender about a deal. Always have a backup plan and secondary source of repayment. Don’t over-leverage yourself. What is the best thing investors can do to make it easy for you to say yes to their loan? Look at your financial condition through the eyes of a banker. Liquidity is key in investment property deals. Obviously monitor your credit history and make other payments on time. Do you lend to LLCs or trusts? Yes to LLCs and other business structures. No to trusts. Do you work with first-time investors? Yes, but there are usually better options than myself. Do you make loans that include the cost of repairs? Depends on the situation. Do you make non-recourse, asset-based loans to investment retirement accounts? No. What is your opinion of the current real-estate market in Kentuckiana? The rental market is thriving, property values are high, and retail inventory is low. It’s a good time to be a seller and a landlord. (Continued on Page 13)

5:30 p.m. Early Meeting: The Basics of Finding Financing for Your Deals Where do you start when you need funds to fuel your real estate investment? What is “private” money? What is “hard” money? What are the costs of borrowing, and how do investors best position themselves to obtain funding? Find out from the “Mortgage Man” himself — Mike Fallot.

‘Tenant Bubble’ vs. ‘Landlord Bubble’ By Mike Butler How You Can Make More Money When You Understand Your ‘Landlord Bubble’ compared to Your ’Tenant’s Bubble’ Master This and You Will Be Well On Your Way to Getting Over 100% of Your Rents Every Month If you have rental property, does this sound familiar? “I can’t believe my tenant did that!” “Why did they do this?… I thought they were good tenants.” Don’t worry, it happened to me when I got started too. Here’s your big question: Why do tenants act like they do not have any common sense? ANSWER: Because their definition of “common sense” is totally different from yours! Try this on for size: Back in high school, I got a job at Winn-Dixie grocery store as a bag boy and buggy retriever. Do you think the manager tossed me an apron and said go up front and start bagging groceries? That is what I expected, but it did not happen. In fact he took me over to the employee lunch room, where I had to watch at least two hours of “Welcome to Winn-Dixie” along with training videos on how to sack groceries properly. That’s not all. Then I had to take a “test” using practice groceries to bag them properly using the paper bags with corners. (not plastic) Only after I passed my “bagging groceries test,” did I receive my new green apron diploma to begin sacking groceries for customers along with rounding up buggies in the parking lot. What does this have to do with my tenants? A lot! Chew on this for a moment. Odds are, if you have rental property (Continued on Page 6)

Featured Events

5:30 p.m. Early Meeting: Mortgage Man Mike Fallot

5:30 p.m. Early Meeting: Rawn Law Firm

Upcoming Events  August 30 – noon to 1 p.m. LOTS Meeting. Location TBD.  September 14 — 11:45 a.m.-1:30 p.m. KREIA Indiana SubGroup Luncheon Meeting. Meets the 2nd Wed. each month at Tucker’s Restaurant in New Albany on State Street and I-265. Open to all — you buy your own lunch. Brian Haeseley chairs.  October 27 – 7 p.m. Main Meeting: How to Buy REO Foreclosures & Auction Properties 5:30 p.m. Early Meeting: Zac Banta of United Citizens.  November 17 – Holiday Party.

Welcome, New KREIA Members! Sheritha Bousso Kevin Jarboe Kelly Lennon Howie Mayberry

Ken Silvestri Robert Solley Leigh Wise Stephen Wilkins

ISC Provides 4 simple yet powerful tools, backed by Private Investigators, to make screening and managing your ideal tenants easier than ever!

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From: Gordon Brown Home of the Innocents To: Rue McFarland KREIA Rue, Alan Johnson’s father

Copyright MMXV Kentuckiana Real Estate Investors Association • P.O. Box 91225 • Louisville, KY• 40291 (502) 509-2216 www.KREIA.com DISCLAIMER: KREIA does NOT pre-qualify, evaluate, endorse, guarantee or warranty any particular deal, service, company, or person. The Kentuckiana Real Estate Investors Association recommends you perform your own due diligence & seek appropriate legal, accounting, or other professional advice before making any investment. KREIA is a Member of National Real Estate Investors Association.

Quotable Quote “My basic philosophy about investing is to keep my money in a position where the actions of other people can cause the least possible effect in my net worth…. It is my policy never to get my money in a position where other people get to vote on it. You can then see that stocks and condos would not fit in my investment portfolio.” — Jim Napier, “Invest in Debt,” 1983

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(Continued from Page 4) and remember when you got started: How many times did you call your next new tenants, tell them they are approved, and to meet you at the house at 5 p.m. today or tomorrow? You show up and ask them if they have their money. You pull out your papers and rental agreement and instruct them to initial each page and then sign the last page and date it? Maybe this is done on the kitchen counter or the hood of your truck or in a fast food joint. Then you count your money while they are initialing and signing. After you make sure you got your money, you gather up your originals and give them keys to your investment property. Isn’t this the same as tossing a green apron to the next new hire? Yes, it is. What kind of training did you give your new tenant? ZERO, nada, zilch. And now you honestly want them and expect them to behave like Aunt Bee in Mayberry? We live in our own “Bubble” and Tenants live in their own “Bubble.” Where do you and your family members shop? Probably the mall, a department store, or maybe even WalMart. Where do most tenants shop? Hold your breath on this one. Many tenants shop at pawn shops, rent-a-centers, etc. WE think this is NUTS. Why? Because we live in our bubble and would never set foot in any of those places with over-priced products and outrageous financing. Here is the real world. Did you know Aaron’s Rent-ACenter is a very successful company that sponsors a NASCAR team or two? If they are making huge profits and we never set foot in those places, this means they do have a lot of customers, just none of us. This is what I am talking about. This is normal in the Tenant’s Bubble. We say things like shopping at pawn shops and rent-acenters is not the best way to shop. OK. This is our BUBBLE. We think folks who shop at those places are not real bright. Tenants say things like “Landlords have deep, rich pockets. They do not have to shop at pawn shops and rent-a-centers.” What we think is normal is our “Bubble.” What tenants think is normal is their “Bubble.” This is what makes the world go round. They call us “weird” and we call them “weirder.” This will never change and the sooner you grasp this, the quicker your business is more successful. (Continued on Page 14)

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thelogsdongroup.com • (502) 657-9534 Copyright MMXVI Kentuckiana Real Estate Investors Association • P.O. Box 91225 • Louisville, KY• 40291 (502) 509-2216 www.KREIA.com DISCLAIMER: KREIA does NOT pre-qualify, evaluate, endorse, guarantee or warranty any particular deal, service, company, or person. The Kentuckiana Real Estate Investors Association recommends you perform your own due diligence & seek appropriate legal, accounting, or other professional advice before making any investment. KREIA is a Member of National Real Estate Investors Association.

Government Affairs Update Greater Louisville Association of Realtors Government Affairs Update August 12th, 2016 Louisville Metro Government 1. Councilwoman Butler has drafted a rental registry ordinance. This ordinance was filed Thursday, July 28th. The ordinance would require rental property owners to register their properties once online without a fee in order for Louisville Metro to have better owner contact information, such as email addresses and phone number. The goal is to have this info so that if there are maintenance issues with the property, Louisville Metro Inspections Licenses and Permits has the correct info at their fingertips. GLAR representatives met with Councilwoman Butler on Tuesday of this past week to discuss an alternative. After discussing this alternative of using the Revenue Commission info filed annually, the County Attorney stated that utilizing Revenue Commission info is not a viable option in order to get that info. This ordinance will be heard in front of the Labor and Economic Development Committee on Tuesday afternoon at 4 PM at Metro Hall. 2. The Jefferson County Board of Education has floated an idea to increase the school portion of the Jefferson County property tax by a nickel per $100 of property value. If they were to propose this increase, it would require a referendum vote on a November ballot in the future. Currently, the JCPS Board has put together a task force to look at this issue and the long-term needs of JCPS.

KREIA

Photos

KREIA President Frank Miller shared his secrets of wholesaling at last month’s main meeting.

The size of the crowd that turned out to hear about wholesaling shows how popular the topic is with Kentuckiana investors.

— Rue McFarland

Last month’s early meeting was packed as Mike Butler and Rue McFarland filled in landlords on local Section 8 weirdness. Insurance for the Real Estate Investor realprotect.com

Do you take photos at KREIA meetings, LOTS meetups and other KREIA events? Help us out! Send your snaps to News@kreia.com

Iroquois-area LOTS Home: A Closer Look Bruce and Cathy Allen modernize home in second rehab project The wallpaper came down, the termites met their maker, ivy was peeled off the brick walls, a new roof went on, and new bamboo floors were installed…. Those are just a few of the highlights in the journey of turning this roomy 1970’s ranch house into an attractive modern home. When we visited Bruce and Cathy Allen last month at the LOTS (Learn on the Site) meeting they were hosting, they said they were three weeks from finishing the house — The house at 2603 Pikes Peak Blvd. that the Allens renovated oozes curb appeal. only their second rehab project. Now the house is listed at $179,900. Google the We asked some follow-up questions: address above to visit real estate websites like Zillow, Trulia When did you two decide to go into real estate and RedFin to see more photos of how it turned out. investing? Cathy said they’d been thinking about it “forever,” and when they put in their own hardwood floor about 10 years ago, that got them thinking that rehabbing was something they could do. But it was exactly a year ago that she said they got serious: “We paid for a class this time last year. It was way expensive for not as much knowledge as we hoped. If we’d known better we’d have joined KREIA right away and skipped the class.” She did say the class helped kick-start them into action, though. Now that you have a couple of houses under your belt, what advice can you give to other rookie house flippers? “Go to all the meetings,” Cathy said. “Go to the LOTS programs and ask lots of “I'm pretty much a rookie at this,” said Bruce Allen. The LOTS questions. house was the second rehab project for Bruce and his wife, Cathy. Find a mentor The Allens purchased the house at the end of April for through “about $104,000,” Bruce said. “I’ll have, when I’m done, KREIA.” about $35-$36,000 into it.” About $4,000 of that amount was to get rid of termites. The Allens outsourced the termite treatment, which involved replacing the bottom plate in the Bruce Allen described the rehab project to family room at the back of the house. They expect to make a KREIA members, who were enjoying sub profit of $20,000. sandwiches from Jersey Mike’s. Copyright MMXVI Kentuckiana Real Estate Investors Association • P.O. Box 91225 • Louisville, KY• 40291 (502) 509-2216 www.KREIA.com DISCLAIMER: KREIA does NOT pre-qualify, evaluate, endorse, guarantee or warranty any particular deal, service, company, or person. The Kentuckiana Real Estate Investors Association recommends you perform your own due diligence & seek appropriate legal, accounting, or other professional advice before making any investment. KREIA is a Member of National Real Estate Investors Association.

“Show Me the Money!” (Continued from Page 3)

Montrell Bross, Regional Sales Manager with Century Mortgage How long have you been working with real-estate investors? I have been working with investors financing deals for over 15 years now. Can you share a quick story describing how you’ve worked with an area investor in the last year? I have a client that I’ve worked with for over 10 years now in refinancing his portfolio and assisting him in bundling his residential home mortgages into several commercial loans, making way for new residential mortgages for his investment purchases. I have worked closely with him in letting him know how much he needs to claim on his taxes in order to continue to obtain residential mortgages. For investors who want to get their ducks in a row before approaching you, what advice would you give them? Claim some of your real earnings and pay a little taxes. We can only count the income that you pay taxes on, not what you “really” make. What is the best thing investors can do to make it easy for you to say yes to their loan?

Know your numbers and be able to prove it with financials. In addition to that be very OCD when it comes to meticulous organization. Do you lend to LLCs or trusts? No, we lend to the person and then they will have to quitclaim the property into the LLC or trust after the fact. Do you work with firsttime investors? Absolutely! I love showing them the ropes. Do you make loans that include the cost of repairs? No. Do you make non-recourse, asset-based loans to investment retirement accounts? No. What is your opinion of the current real-estate market in Kentuckiana? I think it is tough to buy cheap, but if you’re selling it’s never been better. (Continued on the next page)

Mike Fallot, Private Lender and CEO of Mortgage Man How long have you been working with real-estate investors? 12 years. Can you share a quick story describing how you’ve worked with an area investor in the last year? We helped many experienced investors take advantage of good buying opportunities, when their other funding sources did not have adequate funds. For investors who want to get their ducks in a row before approaching you, what advice would you give them? Provide a clear description of your investing plans and goals, accurately describe your investing history and accomplishments, be prepared to provide tax returns and credit score information. What is the best thing investors can do to make it easy for you to say yes to their loan? Present a clear and concise plan that describes the scope and budget for their investment. Do you lend to LLCs or trusts? Yes. Do you work with first-time investors? Yes, if they have a mentor relationship or have adequate financial resources.

Tenant vs. Landlord Bubbles (Continued from Page 6) After chewing on the above and “getting it,” let’s go back to the bag boy job. Why not have a new Tenant Training 101 and orientation with a “Welcome to Your Company” video (Rent Talk System DVD), along with detailing their responsibilities and consequences. Oh yes, included is a checklist they initial and date as they progress through your new tenant training. Lastly, there’s signing your lease, counting money, and giving them keys to your investment property. ALWAYS include a Welcome Package. It shows them you value them as your new residents. To Your Continued $uccess! Mike Butler

Do you make loans that include the cost of repairs? Yes. Do you make non-recourse, asset-based loans to investment retirement accounts? No. What is your opinion of the current real-estate market in Kentuckiana? A seller’s market with good opportunities for patient investors. What question did we not ask that you’d most like to answer? The two most important traits of consistently successful investors are discipline at the purchase and management of the rehab.

Contact Information Zac Banta Loan officer with United Citizens Bank and Trust http://www.unitedcitizensbank.com/ (502) 532-7392 zbanta@unitedcitizensbank.com Montrell Bross Regional Sales Manager with Century Mortgage http://centurymortgage.com/MONTRELL-BROSS.html (270) 505-1265 montrell@centurymortgage.com Mike Fallot Private lender with Mortgage Man, CEO http://mortgagemanfunding.com (502) 400-3011 mike@mortgagemanfunding.com

P.S. There’s only 11 Seats left for Landlord Certification Training 3-Day Boot Camp Sept 16-18 right here in Louisville, KY. Early Bird Discounts and BONUSES still available! Register Online now at http://mikebutler.com/3dayllap

2016 KREIA Mentor Workshops

Experienced local investors spend six sessions showing you how it’s done Did you come to last month’s Saturday workshop? Whoa — wasn’t it intense? We got four hours of high-energy wholesaling training from KREIA President Frank Miller and Past President Jay Long. This seminar really drew a crowd. Lots of notes were taken, and many questions were asked. Frank talked about how he finds a lot of his wholesale deals, and he gave folks plenty of incentive to subscribe to the Sunday paper … and to comb a certain area of Craigslist. He talked about how he built his team and outsources some of his due diligence to them. Then there was that list of the 12 websites he always goes to for KREIA President Frank Miller taught a workshop on wholesaling and marketing. sourcing deals. And the list of hot ZIP codes he rattled off. Jay Long described how he got his start in real estate — bird-dogging for two more experienced investors — and the lessons he learned from that. One of the most important lessons he stressed was to pick a farm area and learn it inside-out: “Know your formula and know your farm area,” he said. Ready for the next session? There’s only one more Saturday session to go in 2016! Hang on for…

Session 6: How to Buy REO Foreclosures & Auction Properties Some of the best real estate deals you can buy are REO foreclosed homes and properties sold at auctions! Learn how to buy houses from banks directly and at auctions, and how to avoid big mistakes doing so.

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Frank Miller

Jay Long

6th Session: Saturday, Oct. 29, 2016 How to Buy REO Foreclosures & Auction Properties Home of the Innocents, 1100 East Market St., Louisville, KY 40206. 9 a.m. - 3 p.m. COST: $99 for members; $149 with a guest. Non-members’ costs are $149.

REGISTER NOW AT KREIA.COM! Copyright MMXVI Kentuckiana Real Estate Investors Association • P.O. Box 91225 • Louisville, KY• 40291 (502) 509-2216 www.KREIA.com DISCLAIMER: KREIA does NOT pre-qualify, evaluate, endorse, guarantee or warranty any particular deal, service, company, or person. The Kentuckiana Real Estate Investors Association recommends you perform your own due diligence & seek appropriate legal, accounting, or other professional advice before making any investment. KREIA is a Member of National Real Estate Investors Association.

PO Box 91225 Louisville, KY 40291 Return Service Requested

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KREIA’s Monthly Meeting! Thursday, August 25, 2016 5:30 p.m. Early Meeting: Mike Fallot of Mortgage Man talks private money and hard money loans

7 p.m. Main Meeting: “Show Me the Money!” Local lenders advise you on the best ways to get funding for your deals

PRE-Pay Now at KREIA.com to Qualify for a Big Door Prize Drawing!