Build Investor Clients for Life

1. Build Investor Clients for Life Finding, Keeping, and Growing with Them KW027

2. Presenter • Wendy Patton • Clarkston, MI • Market Center Instructor

3. “The Blue Book”

4. Build Investor Clients for Life • Main Ideas • Why Real Estate Investing? • What Is a Real Estate Investor? • How Do You Find Investor Clients? • How Do You Keep Them? • Making Offers for Investors • Consulting vs. Selling • Ideas into Action A copy of this presentation is available for download at www.kellerwilliamsuniversity.com

5. Seven Top Reasons to Invest • A solid investment and tangible asset • Best way to leverage finances • Timing of the market • Pay down and pay off for wealth • Tax benefits • Cash flow • Creativity

6. Additional Reasons to Invest-MREI • Accessible – Anyone can buy • Improvable – Sweat equity • Livable – Shelter in more ways than one

7. Financial Wealth is … • . . . the unearned income to finance your life mission without having to work.

8. Why Real Estate Investing? • Why are you NOT investing in your own profession? • Why is investing NOT a part of your budget? • What is holding you back? • Time? • Money? • Knowledge? • FEAR?

9. What Is a Real Estate Investor? • A person who buys real estate for an investment. • It is not their personal residence. • They make calculated decisions, not risks. • They are sometimes “unusual.”

10. But ... • They can also be a great repeat customer/client.

11. Real Estate Investors Might … • Think they know more than you • Have bad credit • Have good credit • Have no credit • Not want to use their credit • Have cash

12. Real Estate Investors Might … (continued) • Have no cash • Not want to use their cash • “Lowball” • Want “terms” • Want REOs • Want fixer-uppers

13. They Can Be Unusual • Enough said …

14. The Seven Ways Millionaire Real Estate Investors Think • Powered by a Big Why • Big Goals, Big Models, and Big Habits • Money Matters • Net Worth • Real Estate • Value, Opportunity, and Deals • Action

15. Your Highest Level of Achievement Your Natural Ceiling of Achievement The Power of Proven Models Over Trial and Error Where You Beginwith Action Basedon Proven Models Where You Begin with Action Based on Personal Experience Trial &Error

16. KnowValue FindOpportunity MakeDeals Think Value, Opportunity, and Deals

17. A ? D L E A

18. 30 Consider 10 Look At 3 Offers 1 Buy The Law of Numbers

19. Networking 32% Real Estate Agents / MLS 28% Driving / Walking 10% Newspaper and Ads 9% Foreclosure Listings 7% For Sale By Owners 4% Internet / Database Research 3% Targeted Marketing 2% Other 5% How Millionaire Real Estate Investors Find Opportunity

20. How Do You Find Investor Clients? • Suspects vs. Prospects • Real Estate Meetings and Conferences • Real Estate Attorneys • Real Estate Investor Websites • Mortgage Lenders • Newspaper and Internet • Auctions

21. How Do You Keep Them? • Find Out How to Help Them • Act Quickly – Opportunity → Deal • Educate Yourself • Network with Other Agents • Build a Network • Send Something of Value to Your List • Provide the Best Service • Know How to Work With Them

22. Educate Yourself • Join Local Groups • Learn the Terminology • Take Classes • Read • Invest in Yourself and FOR Yourself

23. The Millionaire Real Estate Investor’s Work Network Partners Consultants Mentors MILLIONAIRE REAL ESTATE INVESTOR INNER CIRCLE

24. Real Estate Agents Investors Lenders Accountants Attorneys MILLIONAIRE REAL ESTATE INVESTOR Property Managers Contractors SUPPORT CIRCLE The Millionaire Real Estate Investor’s Work Network (continued)

25. Appraisers Title Companies Inspectors Leasing Agents Landscapers Builders Developers ApplianceRentals FinancialPlanners Cleaning Services MILLIONAIRE REAL ESTATE INVESTOR InsuranceAgents Lawn Service Concrete Companies Flooring& Carpet Roofers Carpenter Plumbers Electrician Painter Masons MaintenanceTechnician CourthouseClerks SERVICECIRCLE The Millionaire Real Estate Investor’s Work Network (continued)

26. Appraisers Title Companies Inspectors Leasing Agents Real Estate Agents Landscapers Investors Lenders Builders Developers Partners Consultants Mentors ApplianceRentals FinancialPlanners Cleaning Services Accountants Attorneys MILLIONAIRE REAL ESTATE INVESTOR InsuranceAgents Lawn Service Concrete Companies Flooring& Carpet Property Managers Contractors INNER CIRCLE Roofers Carpenter SUPPORT CIRCLE Plumbers Electrician Painter Masons MaintenanceTechnician CourthouseClerks SERVICECIRCLE The Millionaire Real Estate Investor’s Work Network (continued)

27. A Thought ... • What if YOU provided these contacts? • Or just some of them?

28. Making Offers for Investors • Two Kinds of Criteria • What they will consider • What they will buy • Negotiate Everything • Current Financing Available • Short Sales/Foreclosures • Lease Options – Rent to Own • Seller Financing

29. Consulting vs. Selling • Selling is … • Consulting is … • The Value of Consulting

30. The Best Ways to Help MREIs • Have Patience • Provide the Best Service • Know Landlord Tenant Laws • Write up Multiple Offers Quickly • Understand Tax Implications

31. The Best Ways to Help MREIs (continued) • Know Depreciation Rates and Schedules • Special Incentives – e.g., GoZone • Understand 1031 Exchanges • Know the Area and Comps • Keep on the MLS and Set Up Searches • Do Not Take Anything Personal • It is only an offer

32. Ideas into Action • Learn About and Become an Investor • Read The Millionaire Real Estate Investor— The Blue Book • Attend: MREI Reception – Tues. Night • Visit: • CreOnline.com • REIClub.com • InvestingTours.com • Millionairesystems.com

33. “A few good real estate investors can be your income stream for life.” • Wendy Patton

34. Thanks for Being Here! Don’t Forget to Complete Your Evaluation ! KW027