THE INVESTOR FAST CASH STRATEGIES ROUNDUP
THIS NEW LAW CHANGES FORECLOSURE INVESTING IN OHIO
Presented by Penny Worley A new law has quietly gone into effect in Ohio that could effectively end the foreclosure and sheriff’s sale process as we know it. Member Penny Worley is playing an instrumental role in the implementation of the law, which will make Ohio foreclosures both easier to access and more competitive. As far as we can tell, every REIA member ultimately wants passive income and wealth - but cash strategies like wholesaling, retailing, flipping notes, and even lease/options are the fastest way to get to the point where your investment properties can truly support you, and to inject much-needed money into your business for reserves, maintenance, and debt reduction as you go along. Discussion about these techniques usually come with a big dose of hype, but not at this meeting. You’ll hear from real life, local investors what it really takes to generate checks of $5,000, $10,000, even $20,000 in 1-6 months. Our panel will share: • The pros and cons of turning deals into cash • What resources and traits you have to possess to be a successful quick turn artist • Where the deals are hiding right now • Inside secrets of wholesaling, retail-
ing, lease/options, and other ways to get cash fast • And whatever else you want to know! This is a rare chance to hear multiple successful REIA members discuss and defend their favorite strategies. Bring your toughest questions and join us on May 4 beginning at 7:30 pm at our NEW LOCATION at the Ramada Plaza, 11320 Chester Road, Cincinnati Ohio, 45246! OPHP 1.5 hour exit strategies
JOIN US EARLY AND ENJOY HEARTY HORS D’OEUVRES!
The Real Estate Investors Association of Greater Cincinnati (REIAGC) has added food to our general meetings! Please be sure to join us early for hearty hors d’oeuvres and networking fun with your industry peers.
Get up to date on this new law at the early meeting beginning at 6 pm on May 4 at the Ramada Plaza on Chester Road. OPHP 1 hour regulation
REIAGC MEMBERSHIP MEETINGS HAVE MOVED! Here at REIAGC we are proud to say that we have grown so much in the past year that we need more meeting space! Our meetings have now moved to the Ramada Plaza located at 11320 Chester Rd, Cincinnati, OH 45246. We hope to see you at our next general membership meeting at the Ramada Plaza and as always be sure to come early for hors d’oeuvres and conversation. See you there!
10945 Reed Hartman Hwy | Ste. 113 Cincinnati, OH 45242 P: 513 407-3137 www.cincinnatireia.com
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2017 BOARD OF DIRECTORS & COMMITTEE CHAIRS
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Secretary Gina Bowden 513 477-4132
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President Anita Johnson 513 334-0444 Vice President Drew White 513 207-9846
Board Members Ben Bauer Eric Kottner Narendra Mundhe Cheryl Long Linda Hull Tom Terlau Association Manager Nancy Terry 513 407-3137 Cincinnati REIA 10945 Reed Hartman Hwy | Ste. 113 Cincinnati, OH 45242 P: 513 407-3137 | F: 844 734-2472 www.cincinnatireia.com
Disclaimer
The REAL ESTATE INVESTORTM is published 12 times a year by the REAL ESTATE INVESTORS ASSOCIATION OF GREATER CINCINNATI. The subscription cost is $120 per year. First class postage paid. © Copyright 2016 by the REAL ESTATE INVESTORS ASSOCIATION OF GREATER CINCINNATI. All rights reserved. Reproduction or dissemination in whole or in part, in any form whatsoever, is expressly prohibited. Printed in the USA. The information contained herein and information shared at meetings and events is believed accurate, but it is not guaranteed or warranted in any manner. The information is provided with the understanding that neither the author(s), program speaker(s), nor the publisher (or its directors, officers, employees or agents) are engaged in rendering legal, accounting or other professional advice. REIAGC does NOT pre-qualify, evaluate, endorse, guarantee or warranty any particular deal, service, company, or person. We recommend you perform your own due diligence and seek appropriate legal, accounting, or other professional advice before making any investment.
2015 2 | The Investor ||August May 2017
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REHABBER’S FOCUS GROUP
6 pm Slatts 4858 Cooper Road, Cincinnati 45242 Joe Davidson Eric Kottner
WHOLESALING FOCUS GROUP
6:30 pm | Perkins 7108 Hamilton Avenue North College Hill Michelle Clayton - 513 400-4937 Cheryl Long - 513-429-2583
GENERAL MEETING
6 pm - New Law Changes Foreclosure Investig In Ohio 7:30 pm - Fast Cash Strategies Ramada Plaza, 11320 Chester Road
FRIDAY MORNING MEETUP 9 am to 11 am Crown Plaza Blue Ash 5901 Pfeiffer Road, Blue Ash Linda Hull - 513 549-7821 Cheryl Long - 513 429-2583
INVESTORS LUNCH
11:30 am - 1 pm Century Inn Restaurant 10675 Springfield Pike Dave Jasper - 513 942-5110 or Max Arroyo 513-772-5736
FAST CASH SATURDAY 9 am- presented by Ron LeGrand Clarion Cincinnati North 3855 Hauck Rd
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LANDLORD FOCUS GROUP 6:30 pm Crosley’s Sports Cafe 4901 Vine Street, Cincinnati Scott Ellsworth, 513 659-5531 Jim Shapiro, 513 515-6717
GENERAL MEETING
6 pm - 9 pm - Investor Solution Showcase Ramada Plaza, 11320 Chester Road
CREATIVE BUYING AND SELLING FOCUS GROUP
6:30 pm Perkins, 7108 Hamilton Avenue North College Hill
NORTHERN KENTUCKY FOCUS GROUP
6:30 pm at PeeWee’s Place 2325 Anderson Road Crescent Springs, KY Brandon Brewer - 859-240-7339 Tom Terlau - 859-653-6412
FORECLOSURE NOTE BUYING SHORT SALE FOCUS GROUP
6:30 pm, Wendy’s Restaurant 5909 Mulhauser Road Deb Meyer - 513 266-4008 or John Dohtery - 859-653-3290
MISSION STATEMENT
OF THE REAL ESTATE INVESTORS ASSOCIATION OF GREATER CINCINNATI (REIAGC) • Encourage our members’ success through education and professional services • Represent REIAGC members as positive, ethical contributors to the economic and the social well-being of our community
PRESIDENT’S CORNER
By Anita Johnson, REIA of Greater Cincinnati President It’s May, and we are in full swing with having our meetings at the Ramada Plaza in Sharonville. The first meeting in April was at the new location, and it was a success! We kicked off our early meeting with a Women in Real Estate panel, where you heard from some of the women in our group that are doing some pretty awesome work across the various areas of real estate investing. And our main meeting was all about how to buy properties at the Sheriff’s Sale and who better to talk through the process than the Sheriff himself! So it was a great night, the place was packed, and some of you walked away with some nice door prizes! The new location is easy to find, centrally located, and offers a number of real and intangible benefits to our members. From members to non-members to vendors, everyone has had favorable comments about our new location and the networking atmosphere it provides. As with any change there are lots of learnings and opportunities to do things better, and we will continue to strive to make our meetings a great experience for our members.
Our all-day Saturday session on Saturday, May 13 will be none other than the “grandfather” of real estate, Ron LeGrand. Many of today’s experts were taught by Ron LeGrand….or taught by someone else who was taught by Ron LeGrand….so that’s how he has earned the title of the “grandfather.” Ron has been in this business now for 35 years and has literally taught thousands of people how to become millionaires using real estate. Finally, on the second Thursday of May we will have our annual Vendor Showcase, which will be held on Thursday, May 18. This annual event is open to the public and will showcase the products and services of many local vendors that are of value to our members. This event grows in size each year and there will be prizes and giveaways so you don’t want to miss this event. Finally, REIAGC is always looking for volunteers, so if you have an interest in helping with any one of our events please let us know. We have started the process of recruiting new board members for next year so please let us know if you would like to serve in a leadership capacity for the organization. As I always say, “everyone has something to contribute.”
This month, our General Member meetings on Thurs- Have a great May! day, May 4 will cover the new foreclosure law (early meeting) followed by our main meeting which is a cash Anita Johnson strategies panel. You’ll hear from fellow members that are doing deals using various cash strategies.
FRIDAY MORNING MEETUP Have deals to sell? Services to provide to real estate investors and landlords? Or just want some time to just hang out with fellow real estate investors, landlords, and service providers with no agenda except making connections? Then join our Friday morning meetup—it’s free and open to the public. This morning networking meeting doesn’t have a topic, but just the chance to meet with fellow entrepreneurs and service providers. This meeting will take place the Friday after the 1st Thursday of every month.You’ll meet great, helpful people and make connections to build your business. A breakfast buffet is optional and available for purchase prices are $12 for hot buffet and $8 for cold buffet, available in the lobby/atrium area until 10:30am. Our next meeting is scheduled for Friday, May 5, 2017, from 9 am to 11am at Perkins in Sharonville located at 4006 Houck Road.
The Investor
Call 513-407-3137 for more information!
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INVESTOR SOLUTIONS SHOWCASE ON MAY 18
In this FREE and OPEN TO THE PUBLIC session, you will have the opportunity to meet, greet and learn from a multitude of suppliers who can improve your real estate investments! Exhibitors from a variety of areas will be on hand to answer your questions about all areas of real estate investment and property maintenance. Lucky attendees have a chance to win hundreds of dollars in door prizes each hour! Register today and BRING A FRIEND!
Inco�e �rotec�on with no �edical underwri�ng
Exhibitors representing the following services and areas will be on hand for consultation:
Life insurance with guaranteed rates to 100 ‐ Guaranteed Issue*
*Call for details: Paul at 800.333.4638 ext. 203
• Construction and Rehab • Management and Tenant • Financial • Real Estate • Accounting • Legal and Title • AND MANY MORE! Each attendee will go home with a directory of service providers for their use.
Investor Solutions Showcase May 18 from 6 - 9 PM Location: Ramada Plaza 11320 Chester Road, Cincinnati, OH 45426
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�ccident and �ri�cal Illness �rotec�on
May 2017
WELCOME NEW AND RENEWING REIAGC MEMBERS! REIAGC Would like to welcome its new members and thank its renewing members in the month of March: Komal Chandhoke William Wilson David Ellis Tiffany Minton - Dirt2Beauty Homes LLC Clint Minton Ajay Menon
Gold Vendor Michael Smith and Gregory Wagner Serious Property Management LLC Gold Vendor Paul Olzeski - Stepping Stones Silver Vendor Michael Rullmann - Let Me Manage It LLC Max Lamriben - Whetstone Realty LLC Richard Boenning Raenesha Storey - Diamonds and Marbles Real Estate Rashile Netter - Joy Real Estate LLC James Visconti Tina Richardson - Boggess Property Management Chanell Fleming Cynthia Ross David Spears - Boggess Property Management Yawna Laury Kris Sanders Sara Ellis
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REIAGC PRESENTS EMPLOYEE BENEFIT INSURANCE PACKAGE Our relationship with REIAGC started with a common interest in the real estate market in the Greater Cincinnati area. While getting to know people, the most common question asked is “What do we do?” When responding with “Employee Benefits”, we are met with – “I wish I had access to benefits.” REIAGC has negotiated for their members, a special “Employee Benefit” insurance package. Why? Well we found many of the members polled do not have access to traditional benefits, either because of being 1099 contractors, or perhaps working elsewhere, where the employer that does not offer benefits. These unique employment situations have limited their ability to apply for benefits, not available to the general public. Now, through your REIAGC membership, you have access to: • Guarantee Issue Term and/or permanent life insurance. Policy can include cash accumulation with no health question, no blood or urine test. • Accident coverage that pays indemnity benefit if you are involved in an accident requiring medical care, big or small.
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• Short-term disability coverage to replace your lost income in the event of an accident. • Long Term Care coverage • Critical Illness – this will provide cash if you are diagnosed with a heart attack, cancer or contract other dread diseases • Teledoc – Gives access to 24-Hour doctor consultations. Teledoc can also provide dental and vision coverage.
These new benefit offerings are providing guarantee issue with negotiated prices, unlike any other associations. These truly are “Employee Benefits” made available only to REIAGC members. For additional information, please consult the REIAGC website, For personalized numbers and requests: www.steppingstones.rocks or email Polzeski5@aol.com, or call (513) 5200939 or (800) 333-4638x203.
May 2017
REIAGC IS LOOKING FOR A FEW GOOD MEMBERS So you have been coming to the meetings and see all of the action and activity that happens with REIAGC, right? If not, you should be! One of the greatest benefits of membership is the education offered and the chance to network with other investors. What you may not know is that this organization is run by volunteer leaders such as yourself. Have you ever wondered when and how you can be a part of growing your education, this industry and your association? Well the good news is that now is the time! REIAGC is looking for volunteer leaders to participate on the Board of Directors and on volunteer teams. We are changing things up a bit and are excited to tell you about it. REIAGC is looking for a couple committed leaders to serve on the Board of Directors so nominations are currently being accepted. Candidates should bring a solid business perspective along with good critical reasoning skills. To participate in this process is easy. Each nominee will be asked to complete a simple three question survey on their skills which will then be submitted to the REIAGC Nomination and Election Committee. The committee is tasked with the responsibility of developing the slate of candidates for REIAGC Election 2017. Members will get the opportunity to vote on the slate. We are truly trying to reach out to the members to bring you what you want and need to grow your
criterium-cincinnati@fuse.net
business so help us to help you. The second area of need is as a team participant. REIAGC can’t grow without the ideas and effort of many folks. What this means is that we have several teams that are looking for participants. The team may be for a specific purpose such as developing a slate of nominees for election, for work on a specific short term project, or maybe for something longer term such as marketing and membership recruitment. The point is that we want you to be an active part in the leadership of your REIAGC. Team focus areas include communication, finance, membership development, marketing, volunteer management and more. Whatever your area of interest is, we will match you with a team that needs your talent. If you have an interest in serving on a team or on the Board, contact Nancy Terry at the REIAGC office at (513) 407-3137 or info@cincinnatireia.com. We are accepting nominations now so call today!
513-474-9600
BUILDING EVALUATIONS BY LICENSED PROFESSIONAL ENGINEERS • Residential and Commercial Inspections • Structural Inspections • Reserve Studies
Max J. Arroyo, Jr. Vice President Investment Property Asset Manager Berkshire Hathaway Profesional Realty
Commercial Services First Circle Property Management
7311 Tyler’s Corner Place First Circle Property Management
West Chester, OH 45069 Direct: 513-772-5736 Leasing and Service: 1-888-288-5912 E-Mail: Marroyo@bhhspro.com www.firstcirclepm.com A member of the franchise system of BHH Afiliates, LLC
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WHERE DO I GET THE MONEY TO DO REAL ESTATE? BY RON LEGRAND
Ron Legrand is definitely “The Godfather of Real Estate”, making more millionaires for longer than any other guru out there. We’re thrilled that you get to learn from him on May 13th in Cincinnati (or 12th in Columbus), but this one day sold out last time and will again— so register NOW at www.CincinnatiREIA.com. Probably the most asked question we get, but before I answer it this question must be answered… Money For What? Everyone is so concerned about where to get the money when the reality is most of the best deals in real estate don’t require any or very little. You don’t need a dime to do ACTS deals or sandwich lease options. No down payment, closing costs or even earnest money. Subject to deals usually only require closing costs, sometimes a little to the seller. Wholesale flips require only an earnest money deposit and so do options. So raising capital is really only applicable if
you intend to pay cash for houses. Truthfully, you can spend your entire real estate career and make a good six figure income and never pay cash for a house. Many do. Spend a little to get properly trained and it will become abundantly clear you don’t need money to make money, especially not in real estate. In fact, the minute you do raise capital you’re now at a risk. The training you need is in my Quick Start Real Estate School; and I promise you it’s costing you a fortune in lost income until you make up your mind to get there and by the way, there is no substitute for it. No book, no CDs and no other seminars. There is no easy or free way to get the training. As a Gold Club Member we deliver a lot of training in the form of videos and lessons like this but you can’t get to college and skip high school. Now don’t you get me wrong, I did not say you shouldn’t buy cash deals. I only said you don’t have to but unfortunately some people use money as a lame excuse not to do anything. Now’s the best time in our lifetime to buy bank owned houses. Never been better. I’m buying them at 1985 prices just as we do in my Quick Start School. Actually, you should be buying like…A bat out of hell! This recession won’t last forever and these prices won’t stay this low for long. So let’s discuss where to get the money for cash deals. Really there’s only one good source. Its private lenders. Not mortgage brokers or professional lenders. Just ordinary people with money in the bank who want a higher rate of return. Not the super wealthy. Just ordinary people with a few
Building Value LLC 4040 Spring Grove Ave. Cincinnati, OH 45223 (513) 475-6783 www.buildingvalue-cincy.org 8
John C. Wagner | 513.857.9179
May 2017
hundred thousand dollars or so and they’re all around you regardless of who you are or where you live. They need you as bad or worse then you need them but they won’t come to you, you must go to them and let them know what you do. Of course, the hardest loan to get will be your first. Once you crack the code it gets easier every time and you can use the first lender for credibility. I know what you want is someone to hand you a list of lenders so you don’t have to do any work or get uncomfortable asking. Sorry… ain’t gonna happen. There is no such list and if there were any investor would rather you date his wife then give up his private lender. So don’t ask! It only makes you look foolish. FYI, there are those who say this magic list exists and all you have to do is subscribe to a matching service and they’ll flood it to you….not true. There are lists of potential prospects who appear to be good candidates but even then you must approach them. Unfortunately the SEC has regulations against you soliciting for money unless you have an existing relationship and the rules are cloudy. The best thing you should do is not to publically advertise for money.
The good news is the president signed a law removing this restriction recently but it comes with a lot of restrictions which render it almost worthless to small investors. Plus, I can make a case that a private loan is not a security and have seen evidence of that in a Supreme Court ruling. However, I don’t want you to be the one defending that in front of the SEC so my advice is simple…assume you can’t publically solicit for now. So that brings us to the fastest, easiest, and no cost way to get money…flap your lips. Here’s my elevator speech I used for years and still do today when talk to people… “Do you have an IRA or other investment capital not getting you a high rate of return, safely?” If the answer is no, ask for a referral. If the answer is yes, and many will be, follow up with… “I buy and sell houses and I sometimes borrow funds from individuals such as yourself to purchase and rehab these houses and pay a high rate of return. Your money is secured by a mortgage, closed by an attorney with title insurance, fire insurance and properly recorded. I never borrow more than 65% of the current value so there’s always plenty of value
STRIVING TO REACH YOUR FINANCIAL GOALS TOGETHER
Investing in real estate is a serious decision. Don’t go it alone. • Investment Analysis and Due Diligence Assistance • Accounting Services Different levels of service to match your budget • Clean, organized records means less hassle at tax time • Tax Planning and Compliance
Ellsworth & Associates 513-272-8400
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above the loan. Does that sound interesting to you?” If you get a no try to find out why. Sometimes they need to discuss it a little to understand better. If you get a yes… “OK, all I need to know is how much you want to put to work and I’ll call you when I’m ready for my next loan. If you approve, I’ll ask you to wire the funds to my attorney and we’ll close shortly thereafter. Of course I’ll give you his number if you’d like to call him. Do you have any more questions?” That’s it. Yes it is that simple. Of course the lender will ask you what rate of return he/she will get and your answer is… What do you think is fair? It’s likely the answer will be in the low single digits since bank accounts are paying less than 1%. I offer 7% even if they’ll take less. That’s 14 times what banks pay. You can offer what you want but be careful your mouth doesn’t overload your brain. The wrong words here can cost you a lot of money. The term is up to you, not the lender. You are in control. Remember, no mortgage brokers here to make the rules. They are what you say they are. If you want five years, its five years. If your goal is to rehab and flip get at least two years. No need for a shorter term. You’ll likely pay it off sooner but what if you don’t? A longer term costs nothing. If your goal is to lease option the house, get five years. Don’t box yourself in to a short term. If it’s a short term load let the interest accrue so you don’t have a payment. Only make one if you don’t have to and you don’t. If you borrow 100k at 7% in two years you owe 114k. Simple. Now you get to keep 100% of the rent if you install a tenant. Remember, you make the rules. I dare you to start asking for money. It costs nothing and you may be surprised with the results. Don’t forget to ask for referrals. Happy Hunting. 10
May 2017
THE REAL COMPETITION KILLER - BUILDING RAPPORT WITH YOUR SELLERS BY SHAUN MCCLOSKEY
Shaun McCloskey is a short sale investor and a nationally known expert on the topic. His unique approach to “giving first” is what I love about him I think we can all agree that competition is becoming more and more relevant in the world of residential real estate investing. Thanks in large part to the sheer accessibility of information the internet has brought along with it, it’s now easier than ever for anyone with a $500 computer to learn how to make money through real estate. Which also means of course that more and more people are actually out there doing it. And every time I turn around I see another “expert” (real or not) teaching folks how to “make money at home in your underwear” by investing in real estate. Most of us know that it is going to take a little more than just lounging around at home in your Superman Underoos to make any real money in this game. It takes targeted education, a smart, tactical approach, action and determination. And while I truly believe real estate is indeed one of the few vehicles that can legitimately take a person with very little education or business experience to millionaire status in the shortest period of time, it takes a certain level of action on the part of the potential investor. But there are others willing to take action too. FACT: THERE ARE A LOT OF OTHER PEOPLE OUT THERE DOING WHAT YOU DO - OR TRYING TO… So, if you’re going to win in the real estate game, you’re need to be doing things a little differently than everyone else out there, don’t you? When competition rises, it’s not enough to just know the steps to take to get a deal done; you also need to know how to rise above your competitors by being more than just a “we buy houses” kind of investor like everyone else. Look, we all buy houses. What sets you apart? Why should
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they choose you over the next Joe? Why are you so special? After a glimpse inside my real estate business, one of the top questions I often get from both new and experienced investors alike is, “How is it that your deals seem to go so smoothly, with so few surprises from the homeowner?” I also hear, “How come none of your deals get stolen out from underneath you by other investors?” Basically what they’re asking is, “How are you keeping your competition at bay?” The answer boils down to 3 common ingredients: 1. You must understand how to build unparalleled rapport with your customer right from the very first conversation. 2. You must be able to recognize very quickly which deals to go after and which ones are simply time wasters. 3. You must be able to explain things to the homeowner in a way that helps them understand that you both have common goals. (We’re not out to get them or take from them.) BUILDING INSTANT RAPPORT… Let’s start at the beginning: How to build unparalleled rapport with the seller, as quickly as possible. In my book, it starts with mirroring and modeling. If you want both you and your customer to get the most value out of your encounters together, you’d do well to become a student of these arts. I’ll describe them in depth in a moment. But first, a heartfelt recommendation. If you’ve never read the book entitled, How to Win Friends and Influence People by Dale Carnegie, you really need to. You can pick it up about anywhere. It was written a long time ago, but all of the principles you’ll discover apply every bit as much today as they did 50 years ago. It’s powerful stuff. It was first recommended to me by a friend who I had noticed seemed somehow able to build rapport instantly and effortlessly with just about anyone he met. I looked up to him immensely for this unbelievable talent, so when he recommended the book I picked it up immediately. To this day I still read it at least once a year. Yes, it’s just that good. Even though we all come from different backgrounds, different cultures, and different family structures and traditions, we all still have the same basic emotional needs and many predictable common denominators in our preferences. For ex-
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ample, we all like to be around others we perceive as similar to us in some way – and the more like us we perceive them to be, the more we find we enjoy their company. Think about it… have you ever met someone and just immediately hit it off with them? Have you ever just “clicked” with someone and felt like you’ve known them for years, though you may have only met 5 minutes ago? I know I have. And I know the reason that I’ve felt like this in the past is because the person that I felt so connected to was really a lot like me in some way. And I’m not just talking about hobbies we have in common, although that can play a part. But a lot can be said from more subtle similarities – things that may not jump right out at you, but are alike nonetheless. Things like similarities in how you speak or listen, expressions on your face, how you stand, your posture, the pace at which you speak, etc. The arts of mirroring and modeling are about being strategically similar to the person with whom you’re building rapport. People (myself very much included) tend feel comfortable around other people that remind them of themselves. So when you are having an important conversation, the more you can “model” the other person, the more they will naturally feel drawn to you and let their guard down. Subtly reflecting back to them a little bit of themselves can go a long way in helping them feel generally more at ease.
I also believe the more you can posture yourself to “walk in another mans shoes” the better you will understand where he has been, and the more willing he’ll be to really open up about a sensitive situation – that is, whatever his particular house problem might be. I actually believe this principal applies in every aspect of your real estate investing career. For that matter, it’s not just for seller negotiations. If you try it, you’ll quickly discover how effective it can be in all your relationships. It takes some practice, but once you’ve mastered this art, you can literally feel what other people feel and almost see exactly what they see in their mind. It’s almost like having super powers – but we only use our powers for good, don’t we? ☺ INTRO TO THE SENSES… There is a science that I was introduced to a few years ago called NLP (standing for Neuro-Linguistic Programming). NLP is a method, set of techniques, and personal development system first developed in the early 1970s by Richard Bandler and linguist John Grinder in association with Gregory Bateson. NLP is basically a toolbox of strategies that teach how to amplify positive behaviors and eliminate or reduce negative behaviors through a combination of thoughts, gestures and words. And that same toolbox also leads us into how
Now it’s important I clarify something so you don’t take this the wrong way. I don’t mean that you should fake who you are, lie about what you stand for, or compromise your own personality or belief system. This is not “Seller Manipulation 101.” I’m really just talking about being a more effective communicator – a version of you that’s more in tune with how to be as effective as possible in your interactions with others. It’s about strategically tweaking yourself a bit to be more accommodating to the other person, not manipulative. It’s about style.
Benjamin A. Bauer, Attorney at Law 10999 Reed Hartman Hwy., Suite 108A (513) 851-7600 ● ben@thebauerfirm.com -
Wills, Trusts, & Probate ● Real Estate ● Evictions LLCs ● Small Business Law ● Civil Litigation
Sasha Allen 513-449-0514
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www.thebauerfirm.com 12
May 2017
to gain instant rapport with another person using the same techniques.
receptive and open to discussion between the two of you.
The core principle is this: Thoughts, Gestures, and Words – change any one of these things and you literally change your perception of the world around you.
• Leader – The leader will set the initial pace in both tone and the overall feel of the conversation. This person will essentially be the “leader” of the content of your discussion, how it will be discussed and the overall feel of the conversation. The leader will usually be the person you’re trying to build a relationship with (your customer). This person will initially lead the conversation.
For our purposes, the idea is to modify one or more of these three things through “mirroring” the person you’re building rapport with, thereby changing your viewpoint a bit more to theirs – seeing their perspective, through their eyes as much as possible. Or to put it even simpler, take a moment step into their shoes and you’ll be much better equipped to both understand where they’ve been and feel what they feel. And when you can honestly convey that you can relate to how another person is feeling on some level, you’ll find yourself naturally and effortlessly building trust and rapport with them in no time. Have you ever thought “WOW, this person really knows how I feel”? Or better yet, have you ever said to someone, “I know exactly how you feel?” My guess is you have, and I’m going to go out on a limb and guess that when you experienced it, you also felt connected on a certain level to the other person. It’s just human nature. People long to feel heard and understood. BUILDING RAPPORT QUICKLY... In order to build rapport with someone quickly, you must first feel empathy for how the other person thinks and feels. By mirroring or matching the other person’s body language, posture, breathing and vocal tonality, you can more easily tune in to their world, and have them simultaneously tuned in to you. Once a “mirror” has been established, respectfully leading someone down the right path will become nearly effortless. At times it’s almost like that person is being led by themselves. Think of this like a mime doing his routine. If you can imagine two mimes performing an identical routine together, this gives you an idea as to how two people could build some serious rapport very quickly.
Your duty in the first part of the conversation is to be the listener. You will listen to the homeowner and get them talking. Ask them questions about themselves that demonstrate you have some level of interest in them personally, not just in their house. The more you can get them to talk about themselves, the more rapport you will build quickly. The more you can get them to lead the conversation, at least in the beginning, the more open and comfortable they will feel with you. I HOPE THIS HELPS! I’ve just introduced you to just a few of the ways that we build rapport quickly in order to help those that really need us, as well as some of the most important things you need to consider when prescreening a short sale deal. As investors in the short sale business, you and I have to luxury of being able to really make a difference in the lives of the people that we touch each and every day. But we also need to be as effective and efficient as possible in this process. That’s what I hope I’ve just helped arm you to do. Remember though, this will only work if you put it to practice immediately! It’s great to know this information, but knowing it is not always enough. You must now put your knowledge to work. Remember, give first. ** Shaun McCloskey will be presenting for REIAGC in September, 2017. Mark your calendar to attend his session on The Power of Zero!
Unless the routine is pre-designed and rehearsed ahead of time, there is always going to be an initial tone established by each of the people involved. And this “tone” is usually established by the person you would like to build rapport with. (In this case, your customer.) There are two major roles: The “listener” and the “leader.” • Listener – The listener’s job is simple. Sit back and listen to the other person and be open to suggestions. In the beginning of rapport building, the listener is the person trying to establish rapport (YOU). Do not offer solutions too quickly. As the listener, you will initially be the most The Investor
13
REPAIR AFFAIR SET FOR MAY 13 AT 9 AM Join 3000 Cincinnatians helping elderly and disabled homeowners maintain their home at the PWC Repair Affair
SIGN UP NOW!!! Go to the People Working Cooperatively website: www.PWChomerepairs.org
More than 3000 volunteers work every year at People Working Cooperatively’s Repair Affair - and we want you to join the REIAGC Prepare Affair Crew.
Sign up under Volunteer Type as: NEW VOLUNTEER Answer the information questions.
Spend 3 hours helping elderly and disabled neighbors take care of their home. Meet other REIAGC members and make a HUGE difference for some people who really need the support. Trust me - by the time you finish at noon, you will feel great for what you did. Bring your friends. Bring your kids. Do a good deed and get some good karma in return! WHAT: People Working Cooperatively’s Repair Affair WHEN: Saturday, May 13, 2017 starting at 9 AM
Under Prepare Affair Volunteer Questions select: I am signing up as a: Repair Affair Volunteer - I have a crew, Then under My Crew Leader is, select: Joe Davidson – Cincinnati REIA Questions? Contact Joe Davidson: 513-720-8723 or jdavidson4607@gmail.com JOIN THE REIAGC CREW. Have some Fun. And when you finish, know you did a good thing!
DON’T MISS THE FUN! Thursday, May 18
Join us from 6 pm - 9 pm at the Ramada Plaza 11320 Chester Road, 45246
14
May 2017
COMPANY
CONTACT NAME
PHONE NUMBER
BUSINESS TYPE
LEVEL
Badcat Properties LLC
Samuel Moore Jr.
moorejrsam@hotmail.com
(513) 485-8599
Financial Services
Silver Vendor
Berkshire Hathaway Commercial Division
Max Arroyo
marroyo@bhhspro.com
(513) 772-7781
Property Management
Silver Vendor
BildWise
Dan Poske
dposke@crnsllc.com
(513) 301-0247
Rehab Project Mgmt.
Gold Vendor
BKH Contracting
Keith Hardig
keith@bkhcontracting.com
(513) 266-8719
Contractor Services
Bronze Vendor
Bowie Properties
Vena Jones Cox
vena@therealestategoddess.com
(513) 471-0141
Real Estate Services
Platinum Vendor
Charles P. Vonderhaar CPA
Chuck Vonderhaar
chuck@cpvcpa.com
(513) 563-0598
Accounting
Bronze Vendor
Cincinnati Home Improvement Company
Chris Penn
CincyHomeImprov@gmail.com
(513) 898-1878
Rehab & Restoration
Platinum Vendor
Core Group RE
Jiries Dawaher
jdawaher@gmail.com
(513) 504-5565
Real Estate Services
Gold Vendor
Criterium-Cincinnati Engineers
Matt Klein
criterium-cincinnati@fuse.net
(513) 474-9600
Inspection Services
Silver Vendor
Dayton Capital Partners
Darrin Carey
darrin@daytoncapitalpartners.com
(937) 458-3303
Financial Services
Silver Vendor
Ellsworth & Associates Inc. CPAs
Scott Ellsworth
sellsworth@ellsworthcpa.com
(513) 272-8400
Accounting
Platinum Vendor
Exit Best Realty
Marty Russell
martysrussell@gmail.com
(513) 899-9990
Real Estate Services
Silver Vendor
Exit My Foreclosure
Kristin Calendine
kristin@exitmyforeclosure.com
(513) 429-3948
Real Estate Services
Bronze Vendor
Fabulous Floors of Cincinnati
David Caldwell
davidCaldwell@fabulousfloorsusa.com
(513) 453-4006
Floor (Wood) Restoration
Silver Vendor
Federle Realtors
Sasha Allen
teamallenrealtors@fuse.net
(513) 449-0514
Real Estate Brokerage
Gold Vendor
Formula Exterminators
Cindi Goff
cindi.goff@gmail.com
(513) 671-7378
Exterminator
Silver Vendor
Handy HomePros
Bev Poske
BevPoske@emailneeded.com
Rehab and Reconstruction
Bronze Vendor
Hartlaub CPA Advisory Grp
Marc Steiger
msteiger@hartlaubtax.com
(513) 821-8768
Accounting
Silver Vendor
Icon Property Rescue
Jeremy Clayton
clayton@iconenvironmental.net
(513) 396-6653
Restoration
Silver Vendor
Invision Homes Inc.
Patricia Boling
patricia.boling@gmail.com
(513) 300-9108
Rehab and Reconstruction
Bronze Vendor
Keller Williams Pinnacle Grp
Kathy Waldeck
kathy.waldeck@kw.com
(513) 553-1883
Real Estate Services
Bronze Vendor
LD and SL Properties
Stephen Hering
STEVEHERING@PRODIGY.NET
(513) 737-6888
Real Estate Services
Bronze Vendor
Let Me Manage It LLC
Michael Rullmann
Mike@letmemanageit.com
(513) 703-1169
Management Services
Silver Vendor
McSwain Carpets
Jon O’Connor
joconnor@mcswaincarpets.com
(513) 354-4400
Flooring
Silver Vendor
NTN-Indiana/Ohio
John Spafford
john@ntnonline.com
(877) 579-3520
Tenant Screening
Bronze Vendor
OdorXit
Deb Meyer
deb@odorXit.com
(513) 266-4000
Cleaning Products
Bronze Vendor
Olmec Reflections Inc.
Donald Boling
olmecreflectionsinc@gmail.com
(513) 300-9203
Floor Restoration
Silver Vendor
Parkway Title
Louis Breeden
louis.breeden@parkwaytitlellc.com
(513) 701-7296
Title Company
Silver Vendor
Secured Investment Lending Corporation
Brittany Kiah
brittany@securedinvestmentlending.com
(407) 878-2830
Financial Servies
Platinum Vendor
Security Services LLC
Kristen McClanahan
kmcclanahan@adt.com
(513) 924-2375
Security
Silver Vendor
Service Link
John C. Wagner
John.Wagner@svclnk.com
(513) 857-9179
Title Company
Silver Vendor
Spring Valley Bank
Dave Woodcamp
springvalleybank@cinci.rr.com
(513) 761-6688
Financial Services
Bronze Vendor
Stepping Stones
Paul Olzeski
paul@steppingstones.rocks
(513) 520-0939
Insurance
Gold Vendor
Stratagem Capital LLC
Matthew Adams
mattadams@fuse.net
(877) 753-3863
Financial Services
Platinum Vendor
Swept Away Property Clean Outs
Sasha Allen
TeamAllen@fuse.net
(513) 344-3972
Cleaning & Haul Outs
Bronze Vendor
The Bauer Firm LLC
Benjamin Bauer
ben@thebauerfirm.com
(513) 851-7600
Legal
Silver Vendor
The Northcoast Commercial Group
James Markowitz
james@nccgfinancing.com
(216) 310-4667
Financial Services
Silver Vendor
Handyman Connection
Derek Christian
CHRISTIANDW@YAHOO.COM
(513) 934-3254
Rehab and Reconstruction
Gold Vendor
The Investor
15
PRESORTED PRESORTED STANDARD STANDARD
Cincinnati REIA Cincinnati REIA Road, Suite 100 7265 Kenwood 10945 Reed Hartman Hwy., Ste. 113 Cincinnati, OH 45236 Cincinnati, OH 45242
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a New o t g n i ! Mov We’re ion April 7tdhetails! Locat ow & inside for l See be
REIAGC Meetings Our General Meetings are held at:
Ramada Plaza - Sharonville
11320 Chester Road
Cincinnati, OH 45246
Across from Sharonville Convention Center Be sure to come and check out our beautiful new location! Visit: www.CincinnatiREIA.com for continuous information updates and valuable resources!