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In Search Of Profitable Fixers

You’ll notice I said PROFITABLE FIXERS in the title! There are literally hundreds and thousands of fixer houses on the planet, but many are not worth the time of day. As you develop your fix-up skills, you must make certain you are rewarded appropriately for your efforts! Don’t waste your time fiddling with fix-up projects with “skinny profit potential”. I often tell my students: We are looking for a particular set of circumstances more than for a property. We’re looking for fixer properties with all the right things wrong with them!

FINDING BIG EQUITIES

I’m looking for properties where sellers have large equities. Obviously, it means the debt is smaller and the seller has probably owned the property for quite some time. He’s allowed it to gradually run down hill – “property milkers” we call these sellers! They pocket all the rental income with no intention of putting any money back into the property for upkeep. Finally, the property is rundown and becomes a pigsty!

Big equities are necessary because most sellers develop a mental block and become negative if your offer is less than the mortgage balance! For example; suppose they owe $75,000 mortgage debt on a property I believe is worth $100,000 to me! I would like to make an offer for $70,000 total. Sellers will almost always refuse my offer and quite often feel insulted. There’s also a good chance they’ll refuse to negotiate any further with me.

On the other hand, using the same $100,000 value, let’s say they owe a mortgage balance of $50,000. It’s much more likely they’ll now accept my offer for $70,000! It’s easier for the seller because now he has some room (equity) to work with me on the price. In the first example the seller would need to pay me $5,000 to make the deal work. With additional equity, however; the seller now gets to pocket $20,000 if he accepts my $70,000 offer. More equity allows him to take less for the property – and not feel insulted.

FREE FIX-UP MONEY FROM HUD

I am a firm believer that the world is divided into three separate groups of people those who make things happen, people who watch what happens and those who wonder what happened! Do-it-yourself investing requires that you be a part of the first group. It’s not good enough to wait and wonder if you expect to be successful doing this stuff!

My message to investors is this — Nothing is going to happen for you unless you make it happen! It’s always been that way – always will! Because real estate investing offers such a wide variety of profit making opportunities beyond simply buying and selling properties – investors should never find themselves bogged down in a position where they can’t do something to improve their net worth! For example; I don’t concentrate on selling when it’s a buyer’s market! That means buyers have all the advantage – there are too many properties available for too few buyers who want them! When the situation reverses – that’s when I start to think about selling. Obviously, fewer properties with more buyers means a higher selling price for me. Meanwhile, I can work on other ways to improve my real estate wealth! Perhaps my favorite is the local HUD grant funded rental housing program — Sometimes called the matching funds program.

UNCLE SAM STILL HAS MONEY FOR ECONOMY HOUSES

While much of the traditional real estate activity has slowed down like the economy, investors can still find high profit investment opportunities. One such bright spot is government assisted low-income rental housing rehabilitation. The program is available nationwide! .

Grant funding is the governments most active program to assist landlord owners in fixing up sub-standard rental properties – making them available to lower income-subsidized tenants. What makes this program so attractive to property owners is — Grant funds are free money. That’s a big difference from loan funds which must be paid back. Free money is the government’s “dangling carrot” to attract property owner participants. If you learn the ropes and do this right, I’ll assure you it’s well worth the time and effort it takes working your way through the “red tape”.

HOW TO GET STARTED FROM SCRATCH

The first step is this! Visit your local city/county-housing department, often called the Housing Authority of Housing Assistance Office. Incorporated cities generally have their own housing department under the direction of the public works official. In rural communities the county performs the same function.

For example, in my area, Shasta County, California, the county population is approximately 200,000. My town has nearly 100,000 population. I deal with the city primarily because most of my properties are within the city limits. Outside the city limits is county jurisdiction. Quite often there are big differences between the two government agencies, even though their funding source is exactly the same. One significant difference is worth mentioning here! Within my city limits, property owners like myself, are not allowed to perform grant funded rehab (fix-up) work on their own properties! They may, however, if they’re licensed contractors and are approved to bid on city housing projects.

In the county jurisdiction, the rules are not nearly so strict! I am allowed to do all rehab work on my houses, so long as I can convince the county housing authority that I am responsible and that I have the necessary “know-how” to complete the work. Shasta County is also much more liberal when it comes to obtaining building permits associated with their low income housing projects. Only extensive work would require a permit for Hud rehab jobs.

The main reason I’m passing this information along, is to make you fully aware that local housing departments differ a great deal in their methods of administering housing rehab funds. It will be to your advantage to search out all the information and rules concerning your own particular area before you formulate a plan of action. In summary; first go visit the housing authority! Ask for all information about grant rehab funding for landlords. Ask how it works! Finally, get a map of the area where the city or county wants to apply their funding. I’ve found it’s usually in the older-rundown sections of the city. That’s where rehab is needed the most.

PLAN FOR RETIREMENT – STARTING NOW

Besides more monthly income, real estate investors who subscribe to my investment strategies, buying the kind of income properties that produce cash flow every month - now comes the best news of all. Nationally, home construction and apartment building has slowed to 790,000 units, down from an average of 2 million units. This is a record setting low dating back more than 50 years since they began keeping track!

You might be asking yourself — What’s this got to do with me? Nothing if you don’t own rental houses – but if you do, like most of my subscribers, then your stock just went up “sky high” because your houses are turning to pure gold. It’s like the old saying goes — They ain’t making ‘em any more, they’re a lot more scarce, which of course, bumps up the value.

The record low construction pace is only a tiny part of the rental housing crisis however, because the lion’s share of new units are custom homes not affordable to the majority of renters. Once again, the landlords who own affordable rental properties are gonna prosper big time – but there’s also a tremendous opportunity brewing if you don’t yet own properties!

It’s also a very unique opportunity! First, the economy is down, lending is in the dumper, the big bubble - or the “American Dream Home” has burst wide open at the seams! The real estate market has never seen worse times in at least 20 years or so. And yet, Don, Beth, Silva and Dan, all my students, will tell you flat out, they’re prospering! Times have never been better when you ask them! Are they all smokin’ funny cigarettes, or what?

The truth is, they never bought “bubble houses” so there’s nothing to burst! They don’t finance their properties with regular bank mortgages, so FICO scores and lending policies are of no consequence. Over the years, 84% of all my investment property financing has been from the sellers who sold me their properties. If I were just starting out today during this current economic meltdown - with no commercial loans even available, I’m certain that all my mortgages would be 100% seller financing!

What’s different about Don, Beth, Silva, Dan and myself is that we only invest in houses that pay us more money every month than we spend on them. In plain old fashion terms; that’s called cash flow – a term that somehow escaped in the planning for many bankrupt house investors. One strategy, or one sentence to be more exact, that I’ve always stressed at my seminars — Buy only the kind of properties that the largest percentage of renters in your area can afford to rent from you. -It will make you rich!

I’ve always felt that my investments should pay for a better) life! I’ve also believed that my houses would always provide me with financial shelter no matter what happens to the rest of the economy. So far I’ve not been disappointed! I’ve got the best retirement plan money can buy!

HIRE A HANDMAN – BUT PROTECT YOURSELF

If you are a do-it-yourself real estate investor like I am and if you are successful doing it — Soon the day will come when you need outside help. You’ll discover, same as I did, that there are not enough hours in a day or in a month to do all the things that must get done. When you find yourself working eighty hours a week, it’s time for you to start looking for help.

HIRING HELP IS EASY – THE RULES ARE COMPLICATED

Hiring a handyman to do your job sounds innocent and straight forward enough, however, there are serious pitfalls for the unsuspecting. Usually us property owners and ·landlords fit into the category of “Unsuspecting”. That’s the reason I think you’ll benefit a great deal from learning how to overcome potential problem areas.

To begin, let me start by saying that the government wants every worker to be an employee and they want you to be an employer. See how simple they make it. By the way, government means both State and Federal taxing authorities. The reason they like the employer/employee arrangement is because they have a lot better control over employers. It’s easier for the government to get their taxes. Employers are even required to have special I.D. numbers for payroll reporting. The government says employee income taxes are the responsibility of the employer. The employer is charged with the responsibility of collecting them and getting the tax money to the government.

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This way the government has all the worker’s tax money collected “up front”. They never have to chase it or listen to excuses why it’s not paid. Employers are required to deposit payroll taxes in the bank. Like most landlords, the government clearly understands the value of a bird in the hand.

Many workers, especially the piece-meal or part-time handyman types would rather not pay taxes “up front”. Many don’t make a great deal of money and simply don’t feel like advancing payroll taxes and waiting for their legitimate refund at the end of the year. Others claim they work for themselves and that they should be the ones responsible to the government for taxes. Many handymen will not work unless you pay them gross payments i.e. no taxes withheld. These workers claim they are independent contractors working only for themselves.
Receiving pay by the hour is not normal for regular contractors — Employees usually get paid by the hour. Contractors, on the other hand, will generally bid a flat sum amount to do a job. When they finish, they expect to be paid in full. It’s also customary for contractors to present billing statements showing the services rendered and the total amount of their charges due. Employees don’t need to do that.

LEARNING TO TELL THE DUCKS FROM THE SWANS

As you can plainly see from the different payment arrangements, it’s not always clear sometimes what your handyman is! Is he an independent contractor or is he really an employee? What he or she is — determines whether or not you must withhold taxes and social security from paychecks. It also determines when you must purchase worker’s compensation insurance. The law says – All employees must be covered by their employer’s worker’s compensation policy. It might be smart to carry worker’s compensation for independent contractors. However, it does look a bit odd because they are supposed to carry their own insurance.

Ignorance might be bliss — But it can also be quite expensive. If you hire a handyman and treat him like an independent contractor, that is, you don’t withhold payroll taxes and FICA (social security) from his paychecks. Chances are everything will ‘be just fine unless something goes wrong. What mostly goes wrong is you fire him or worse yet — He falls off your roof. He then goes straight to the nearest state employment office and files for unemployment pay or disability benefits. Naturally he forgets to tell the state office that you and he had mutually agreed to the no payroll tax withholding. He might even forget to mention that the independent contractor idea was his to begin with. He will likely claim — He was only your humble employee. The nice lady at the desk will ask for your version, however, remember what I said earlier. Government people want clear cut employers and clear-cut employees. They don’t have much compassion for folks who aren’t one or the other.

Let’s say your independent contractor is judged to be an employee when he fell off your roof. Also we’ll say you were so sure about his independent contractor status that you didn’t purchase worker’s compensation insurance. Right now my friend — You’re in very deep “Pucky”. Many employers cover their independent contractors with worker’s compensation insurance for just this reason. In my judgment, that tends to look like you secretly harbor some thoughts that your handyman is really a duck and not a swan.

We’ll cover the common law factors they use to determine the relationship between you and your worker another time. However, for now, I want you to fully understand — The deck is already stacked in favor of employee status.

SELLER FINANCING IS EASY AS PIE

Almost every real estate book written and nearly all seminar instructors expound repeatedly on the virtues of 30 year fully assumable FHA or VA financing.  Certainly these are good loans when they fit the deal.  However, I must tell you this — There is no way on earth I could have ever purchased all of the investment properties I own today or developed the cash flow I have now or enjoyed the substantial profits I’ve made from discounting seller carry back notes if I had purchased only those properties suitable for VA or FHA financing.
I think seller financing is often misunderstood because it’s really so simple!  Some folks tend to think real estate deals are not very good if they’re not complicated and don’t hurt. Try and get a new bank loan today on an older income property, you’ll understand exactly what I’m saying here, seller financing can be structured mostly by using common sense. Conversely, many of the new variable rate type loans that banks and thrifts are offering today don’t make any sense whatsoever. Even the banker’s can’t always explain how they work.
Mark Twain once said, “The trouble with most folks is not that they know so little, but that they know so much that just ain’t so.” An important part of making big money in real estate comes from doing those things that actually payoff and ignoring the “hear-say” stuff that uninformed folks continually pass along!  Learning the difference quickly as you can will make your bank deposit day a more pleasurable event — SOMETHING YOU CAN BRAG ABOUT. Allow me to reprint a letter from my student that may help you!
Dear Fixer Jay,
I just finished reading your latest book, Investing in Goldmine Houses.  This is another great book…. I enjoyed reading it. You must have your share of skeptics of your style of real estate investing. You seem to address their criticisms more in this book than in your previous two books.
The information in Chapter 5 was my favorite since you explained in layman terms the true nuts and bolts of how creative financing actually works. A week ago, I attended a 3-hour seminar in Atlanta on creative financing techniques and It was a Joke.  After driving back to my hometown, UPS had delivered your book. The information in Chapter 5 was really all I needed.
On a different note, Chapter 16 was nauseating for me to read. 1 got a sinking feeling in my stomach as I read each sentence. I am glad you included this chapter, however, I just hope I never have to experience that legal nightmare.
In conclusion, I currently have 7 houses in my inventory and they are all rented at market rents with good tenants. While most investors today are earning meager. 1-3% returns on stocks, money-markets accounts, CD’s etc, I am happy to admit that I am earning approximately 20% yearly dividends with my little ATM houses.
Thanks, Roy N.

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