Thursday, May 31, 2007

Lease Option: Finding and Qualifying the Tenant/Buyer

by James Gage

Once you and the seller have signed your contract your job becomes to move that property to a tenant/buyer (this is also known as a sandwich lease). Remember, to save time, to have your flyers and signs done before going to meet with the seller. This allows you to drive the neighborhood before meeting with the seller to see where you can place your signs and flyers.

So be sure to place your signs once your meeting with the seller is concluded. Next is to place your ad in the newspaper and any specialty papers in your area. Go through your manuals and make a checklist of all the other areas we mention to place your flyers and signs. Next check your database of tenant/buyers to see if any are looking for this type of home in this particular area.

Make the telephone calls to the appropriate agencies we discuss in our manual.

Once you start receiving telephone calls be sure to qualify your tenant/buyer. Can they pay rent on or before the first of the month? Can they make repairs? Is the assignment fee in their budget? Go through your checklist for this in your manual.

Again, you don't want to make wasted trips, you are not a Real Estate Agent. Be sure they are serious. If they are, either have them complete your application by phone and/or set up several appointments and bring your application forms. Always be sure to tell the tenant/buyer about your procedures and fees. This avoids confusion and prevents wasting your time.

Remember if a tenant/buyer wants you to hold the property, they have to leave a deposit. Be sure to give them a receipt for the deposit. This form is in our contract package; explain your procedures on this. Deposits are not refundable unless the tenant/buyer does not qualify. Changing their mind is not an option, since you have removed the property from the market to any other tenant/buyers.

After the credit check and application process is fulfilled, you call your seller to tell them you found a tenant/buyer for their property, and then set up a meeting time with your tenant/buyer to process the paperwork. Assign the property and cash your check.

Isn’t lease purchasing a wonderful business?


www.jgage.com/renttoown.htm

Wednesday, May 30, 2007

Lease Options: Juggling The Day With A Deal


By James Gage

Doing deals with sellers is why you went into lease purchasing. Again, using organization and time management is very important here.

I find the biggest problem beginners have is that they spend too much time going out to look at property. I teach my students that you do not leave the office unless you are certain there is a deal to be had. Remember, you are not a Realtor. You are not getting paid to look at houses all day, so you need to be sure before you leave your office there is a deal. The best way to do that is to ask all the questions when you do your telephone calling. I do it, and I expect my students to do so also – your time is valuable, if you don’t value it, no one else will !

To avoid wasting your time, look at your phone script and make it more complete. Add the questions that you need to ask so that you don't make a wasted trip.

When done correctly, the deals can very easily be assimilated into your normal work day. As you do your other work, you take calls from tenant buyers on your properties, give them the information on the particular property they are calling on, qualify them, get credit checks done, and show property on your time schedule, not theirs. Again organization and time management skills come into play along with re-vamping your materials to work more efficiently.

So, take a look to see what changes need to be made with how you deal with sellers, tenant buyers and working deals in your daily schedule. If you are unsure how to make changes ask for help.

Monday, May 28, 2007

How Do You Implement The Lease Purchase Plan?

by James A. Gage

Well, as we have discussed in previous newsletters first you have to set up goals for yourself, both long term and short term. Don't forget these goals define how your business is run. They will determine what you do on a daily, weekly and monthly basis.

First determine how much time you will have to work on your business. If you are starting part time or spare time and think you might have 5-7 hours per week, in reality you probably will have 2.5 to 3.5 hours per week. Whenever we ask a partnering student how much time they have I always cut the time they give me in half. Why? Well because things come up, such as children, obligations, illnesses, their other job, etc. So rather than kid yourself and set yourself up for failure before you even start, be realistic with the amount of time you will have.

Once you have determined how much time you have, make up a 12 month plan. For example if you only have 3 hours per week to work, that means in a 4 week month you have 12 hours. So realistically, the first month is going to be getting yourself set up, getting your identity package done, your template letters done, your database set, your telephone script done, your research (networking, FSBO sites). You want to start collecting newspapers (remember 5 weeks and older). Your second month would be going through the newspapers, and going on line to those FSBO sites and collecting numbers. During the end of the second month (6 weeks after you have started) you should be able to start calling on property. Depending on the hours you are doing your calls will determine how many people you get to speak with as opposed to leaving a message for them. Months three and four you will continue your calls, set up a networking schedule and do deals with one particular strategy. After you feel comfortable with that strategy you can move on to the next one during months five and six. Months seven and eight should have you starting the next strategy, and the same goes for the remaining months (nine, ten, eleven and twelve). During months eleven and twelve you should do some evaluating of your goals for the year, and start thinking of where you want to go in year two. Be sure to write articles up for each deal and make note of things you did wrong (yes, you will make mistakes) and how you fixed them for subsequent deals.

Once you have your monthly plan set up, break that down in weekly goals, and then set up your daily goals to meet your weekly goals. If you don't meet some goals, don't beat yourself up. Look at the reasons why you didn't meet your goals for that particular day, week or month. Did other things get in the way (family, work, health issues) or did you just slack off. Sometimes you need to take a breather and come back with some fresh energy. So if you need a break once in a while take one.

However, you need to realize if you want to succeed you need to make a commitment to implementing the plan you set up. If this means missing some television shows, shopping spree, visiting with friends or some sleep; then that is what you have to do.

So start implementing the plan today!

Interested in having your own successful, home based creative real estate investing business? James has been helping folks start successful home based businesses for over 16 years, and he can help you too! To see how visit www.JGage.com for the latest FREE tips and tricks, educational products and mentoring in creative real estate investing.

How Do You Implement The Lease Purchase Plan?

by James A. Gage

Well, as we have discussed in previous newsletters first you have to set up goals for yourself, both long term and short term. Don't forget these goals define how your business is run. They will determine what you do on a daily, weekly and monthly basis.

First determine how much time you will have to work on your business. If you are starting part time or spare time and think you might have 5-7 hours per week, in reality you probably will have 2.5 to 3.5 hours per week. Whenever we ask a partnering student how much time they have I always cut the time they give me in half. Why? Well because things come up, such as children, obligations, illnesses, their other job, etc. So rather than kid yourself and set yourself up for failure before you even start, be realistic with the amount of time you will have.

Once you have determined how much time you have, make up a 12 month plan. For example if you only have 3 hours per week to work, that means in a 4 week month you have 12 hours. So realistically, the first month is going to be getting yourself set up, getting your identity package done, your template letters done, your database set, your telephone script done, your research (networking, FSBO sites). You want to start collecting newspapers (remember 5 weeks and older). Your second month would be going through the newspapers, and going on line to those FSBO sites and collecting numbers. During the end of the second month (6 weeks after you have started) you should be able to start calling on property. Depending on the hours you are doing your calls will determine how many people you get to speak with as opposed to leaving a message for them. Months three and four you will continue your calls, set up a networking schedule and do deals with one particular strategy. After you feel comfortable with that strategy you can move on to the next one during months five and six. Months seven and eight should have you starting the next strategy, and the same goes for the remaining months (nine, ten, eleven and twelve). During months eleven and twelve you should do some evaluating of your goals for the year, and start thinking of where you want to go in year two. Be sure to write articles up for each deal and make note of things you did wrong (yes, you will make mistakes) and how you fixed them for subsequent deals.

Once you have your monthly plan set up, break that down in weekly goals, and then set up your daily goals to meet your weekly goals. If you don't meet some goals, don't beat yourself up. Look at the reasons why you didn't meet your goals for that particular day, week or month. Did other things get in the way (family, work, health issues) or did you just slack off. Sometimes you need to take a breather and come back with some fresh energy. So if you need a break once in a while take one.

However, you need to realize if you want to succeed you need to make a commitment to implementing the plan you set up. If this means missing some television shows, shopping spree, visiting with friends or some sleep; then that is what you have to do.

So start implementing the plan today!

Interested in having your own successful, home based creative real estate investing business? James has been helping folks start successful home based businesses for over 16 years, and he can help you too! To see how visit www.JGage.com for the latest FREE tips and tricks, educational products and mentoring in creative real estate investing.

How Do I Implement The Lease Purchase Plan?

by James A. Gage

Well, as we have discussed in previous newsletters first you have to set up goals for yourself, both long term and short term. Don't forget these goals define how your business is run. They will determine what you do on a daily, weekly and monthly basis.

First determine how much time you will have to work on your business. If you are starting part time or spare time and think you might have 5-7 hours per week, in reality you probably will have 2.5 to 3.5 hours per week. Whenever we ask a partnering student how much time they have I always cut the time they give me in half. Why? Well because things come up, such as children, obligations, illnesses, their other job, etc. So rather than kid yourself and set yourself up for failure before you even start, be realistic with the amount of time you will have.

Once you have determined how much time you have, make up a 12 month plan. For example if you only have 3 hours per week to work, that means in a 4 week month you have 12 hours. So realistically, the first month is going to be getting yourself set up, getting your identity package done, your template letters done, your database set, your telephone script done, your research (networking, FSBO sites). You want to start collecting newspapers (remember 5 weeks and older). Your second month would be going through the newspapers, and going on line to those FSBO sites and collecting numbers. During the end of the second month (6 weeks after you have started) you should be able to start calling on property. Depending on the hours you are doing your calls will determine how many people you get to speak with as opposed to leaving a message for them. Months three and four you will continue your calls, set up a networking schedule and do deals with one particular strategy. After you feel comfortable with that strategy you can move on to the next one during months five and six. Months seven and eight should have you starting the next strategy, and the same goes for the remaining months (nine, ten, eleven and twelve). During months eleven and twelve you should do some evaluating of your goals for the year, and start thinking of where you want to go in year two. Be sure to write articles up for each deal and make note of things you did wrong (yes, you will make mistakes) and how you fixed them for subsequent deals.

Once you have your monthly plan set up, break that down in weekly goals, and then set up your daily goals to meet your weekly goals. If you don't meet some goals, don't beat yourself up. Look at the reasons why you didn't meet your goals for that particular day, week or month. Did other things get in the way (family, work, health issues) or did you just slack off. Sometimes you need to take a breather and come back with some fresh energy. So if you need a break once in a while take one.

However, you need to realize if you want to succeed you need to make a commitment to implementing the plan you set up. If this means missing some television shows, shopping spree, visiting with friends or some sleep; then that is what you have to do.

So start implementing the plan today!

Interested in having your own successful, home based creative real estate investing business? James has been helping folks start successful home based businesses for over 16 years, and he can help you too! To see how visit www.JGage.com for the latest FREE tips and tricks, educational products and mentoring in creative real estate investing.

Wednesday, May 23, 2007

Seller Objections To Lease Purchase

Seller Objections To Lease Purchase

by James Gage

A large percentage of the mail I receive are from people that complain that sellers don't want to do a lease purchase, they just want to sell their house. Or sellers come up with too many objections. My questions to those individuals are:

  1. How soon after a property is listed are you calling? If you are calling only 2-4 weeks after a house is listed, sellers are not as interested. They still believe they will sell their home.
  2. Are you following up on those sellers who say they are not interested now? While right now they may not be interested in lease purchasing their home, they might be six months down the road. Remember you are not in this business for the short term, but the long term. So be sure to follow up with every call you make. Your follow up can take the form of a call or correspondence. Personally, I like to send a letter. It allows me to send a business card and tell that person again how I can help them with my program.
  3. Are you building a rapport with the seller? If you are just calling and asking if a seller wants to do a lease purchase or not, you are NOT building rapport. You are also not getting any information on that home at all. You also can't do any follow up even if you wanted to. This is why you need a telephone script. A good telephone script allows you to build a rapport with the seller. It also gets all the information I need to decide if I even want to do a lease purchase on this property. I do not waste my time going to look at property, or setting up a meeting without having all the information about a property (physical, pricing and financial).
  4. Are you telling the seller the advantages of lease purchasing their property? That they will get their asking price or even higher. That you have a large pool of tenant buyers that you can have drive by immediately. That these tenant buyers want to purchase their own home, not just rent. That you can get them a higher monthly payment. That you can get them get positive cash flow each month. That they will also receive non-refundable option consideration. That the tenant buyer will do all minor maintenance. That it is still their property until the tenant buyer exercises the option. That there are no Realtor commissions, closing costs, etc.
  5. Are they objecting to lease purchasing because they think they are getting a renter? It is YOUR job to explain the difference to them between a renter and a tenant buyer. Renters give a security deposit that owners must pay back, put in a separate account (in most states). Renters don't care about the property; it is just another house, townhouse, condo to them. If something breaks or goes wrong, it's the owners problem not theirs, and they won't pay their rent until the owner fixes it.

Tenant buyers are giving them non-refundable option money (a down payment). Tenant buyers are receiving a rent credit each month based on their payment record. Tenant buyers are responsible for minor maintenance. Tenant buyers want to be able to have their rent credit and option money applied to the purchase price of this home. They don't want to lose out. They want this home to become theirs. They are going to take care of this property like it was their own. You can tell a seller that many tenant buyers make improvements ( with their permission, of course).

So be sure you explain to the seller the difference between a renter and a tenant buyer.

And remember, there are going to be some sellers who just want to sell their home. Tell them you wish them the best, that you are here for them if it doesn't work out, and go on to the next seller you can help. There are a ton of them out there, you just have to make the call !

Tuesday, May 22, 2007

NEW ! HOT OFF THE PRESS

Negotiating For Profit CD

Presented by Gage Consulting Group, LLC

www.jgage.com

Have you ever wondered why most people are not successful in Real Estate or achieve very limited results? All Real Estate techniques and strategies have a learning curve, even Lease Purchasing, AKA Rent to Own; which I believe is the only way to control Real Estate. That being said, after you have grasped the strategy or the technique you want to implement - what now! The easy part was learning about the strategy, now comes the hard part which is Negotiating the deal. You can go to all the seminars, buy all the books and tapes on Real Estate investing and still fall flat on your face or come out on the short end of the stick - costing you time and money.

OK, OK if rah rah seminars, boot camps and positive thinking don’t work, what does? What's the SOLUTION? There is a common sense, success method that can achieve remarkable results in a reasonable time frame and it¹s called Negotiating For Profit. This method literally allows the user to leap ahead and learn quickly and become profitable, thereby eliminating all the usual wrong turns and costly mistakes that others make. The secrete to being successful in Real Estate or anything else for that matter comes down to 3 components:

1. Perception : The battle begins in the mind. We absorb subconsciously every negative and limiting comment or circumstance we have been exposed to and like wise positive events and comments too. However, if you are like most of us the negative far out weighs the positive. The way we look at ourselves and the situations we encounter must and can be changed to succeed in life.

2. Tools/Equipment/Knowledge : What ever you choose to do in life you must have the tools and knowledge to be successful. I believe that One -On-One Mentoring is the only way to be truly successful in Real Estate or anything else for that matter. Learn from someone who is already successful in that area; books and tapes will only get you so far!

3. Consistence : Self explanatory- right? Wrong! Most people think they must devote hours upon hours to achieve success. That’s not true, the name of the game is Consistence. If you have only 30 minutes a day to devote to your venture, then be faithful and devote 30 minutes a day, 7 days a week to your venture and see your success rate climb by leaps and bounds.



Finally the missing piece of the success puzzle is now available through the efforts of James A. Gage of Gage Consulting Group. This cutting edge CD will accomplish all 3 components, easily and effectively in just 20 minutes .

I have teamed up with a leading Hollywood Clinical Hypnotherapist and have created Negotiating For Profit CD.

Listen to it at night before going to bed for three weeks. It is important that you listen to this CD every night during the 3 week period; if you miss a night, add that night onto the three week period. Thereafter, listen to it at night as needed for reinforcement.

The CD will relax you and when it’s over, allow you to fall into a natural sleep. Most people, after listening to the CD a few times, are not aware of what is being said on the CD past the first few minutes -this is Normal. Rest assured that your subconscious mind is still receiving the positive messages for change even while your conscious mind is unaware.

This CD is not a bunch of psycho babble or positive thinking jargon, but rather a scientific based approach on transforming you into a world class Negotiator. After using this CD you will have the confidence and strength to be able to Negotiate anything on Your terms.

Sunday, May 13, 2007

Up Coming Speaking Event

Hi All :

Just thought I would start posting my speaking engagements; come out and meet the man behind the blog....see ya there!


Wednesday, May 16, 2007 : 7:00PM- Worcester, MA

Massachusetts Real Estate Investors & Apartment Owners Association

Topic : Lease Options Made Easy

Where: www.massreia.com: Worcester Hotel & Conference Center, 500 Lincoln Street, Worcester, MA ( The Old Holiday Inn)

Up Coming Speaking Event

Hi All :

Just thought I would start posting my speaking engagements; come out and meet the man behind the blog....see ya there!


Wednesday, May 16, 2007 : 7:00PM- Worcester, MA

Massachusetts Real Estate Investors & Apartment Owners Association

Topic : Lease Options Made Easy

Where: www.massreia.com: Worcester Hotel & Conference Center, 500 Lincoln Street, Worcester, MA ( The Old Holiday Inn)

Up Coming Speaking Event

Hi All:


Just thought I would start posting my speaking engagements; come out and meet the man behind the blog....see ya there!


Wednesday, May 16, 2007 : 7:00PM- Worcester, MA

Massachusetts Real Estate Investors & Apartment Owners Association

Topic : Lease Options Made Easy

Where: www.massreia.com: Worcester Hotel & Conference Center, 500 Lincoln Street, Worcester, MA ( The Old Holiday Inn)

Is There Any Such Thing As Getting Rich Quick ?

By James A. Gage

A wise man once said, I got rich quick once and it only took me 80 years to get there!

Getting Rich Quick, that’s what we hear all the time. The newspapers, magazines, TV, and radio espouse the idea constantly. One guy got rich in his underwear, another did it by being lazy. It’s taught through seminars, infomercials, books, and tapes. One infomercial Guru loves to parade several very nice looking folks holding up big checks. You see them sitting under palm trees by the pool, holding drinks with little umbrellas, smiling, and laughing. Meanwhile you’re at home wondering if you have enough credit left on your charge card to pay for your kid’s birthday party at the Chucky Cheeses Pizza joint.

At one time or another we have all fantasized that it could be us winning the lottery or having the Publisher Clearinghouse Van & cameras come to our front door during the super bowl. It’s tantalizing imagining yourself on your Tom Vu yacht in the Caribbean or driving the new deluxe Hummer model while others slave away at jobs they hate.

The question remains, is it possible that wealth is just around the corner ? Do people really get rich quick in real estate or anything else for that matter ?

I found my financial freedom by learning and implementing the techniques of Lease Purchasing. It was not get rich quick, but rather a slow and steady get rich slow formula. It doesn’t have to take you a lifetime to accumulate or achieve fiscal solvency and security, but you do have to follow some basic common sense rules.

1. Do something you are passionate about: The greatest tragedy in the world is for people to spend their lives working at a job they hate or to work for a company where management doesn’t appreciate them. I was fortunate. I discovered creative real estate at an early age and I loved it. This is what I wanted to do.

2. Obtain Specialized Knowledge: If you think books, tapes, and seminars are expensive then try ignorance. Become a learning sponge. If you’re on a tight budget, go to the library, log onto the Internet, join your local investor club. Work with or for a Successful Investor. All successful people have one thing in common, they are aware that they don’t know everything and they must constantly learn to stay on top of their field.

3. Make a Plan: I know the sneaker commercial says ‘just do it’, but how about putting some thoughts on paper first. Throw out the day planner and get a simple calendar book. Make a list of things to do, jot down your thoughts, take notes, make appointments and phone calls, and WRITE YOUR GOALS DOWN and how you will implement them.

4. Discipline: Success takes lots of discipline. You must be consistent in working your plan every day - consistency equals success in what ever you do.

5. Work Smart: Always ask yourself the question, am I really making money doing this or just spinning my wheels? Is there a cheaper, quicker or just better way to accomplish what I want? You can never make more time, but you can use your existing time more productively.

Example: I used to spend hours at the copy store. I found a great printer who not only picks up and delivers, but one who charges me a lower price than the local copy store.

6. Be Financially Aware: Create multiple avenues of cash flow. I learned that Lease Purchasing (AKA Rent to Own) was just the way to achieve many avenues of income from a one niche concept.

Sorry, but getting rich quick for the most part is a tempting delusion. It could happen, but it’s not very likely. However, having said that, GETTING RICH SLOW is a realistic way to really become financially free.

Moral of The Story: It’s ok to want to become rich, just be willing to pay the price and be patient.

Friday, May 11, 2007

Why People Are Not Successful In Real Estate

By James A. Gage

Have you ever wondered why most people are not successful in Real Estate or achieve very limited results? All Real Estate techniques and strategies have a learning curve, even Lease Purchasing, AKA Rent to Own which I believe is the only way to control Real Estate. That being said, after you have grasped the strategy or the technique you want to implement - what now! The easy part was learning about the strategy, now comes the hard part which is Negotiating the deal. You can go to all the seminars, buy all the books and tapes on Real Estate investing and still fall flat on your face or come out on the short end of the stick - costing you time and money.

OK, OK if rah rah seminars, boot camps and positive thinking don’t work, what does? What's the SOLUTION?

Why doesn't conventional Negotiating training work ? Why is it that most people who attend Negotiating training courses and seminars show very little sustained improvement? Why doesn't modern Negotiating training consistently produce successful individuals? Why do most people do their best to avoid investors?

Is this all endemic to negotiating or is there something fundamentally wrong with the way we negotiate that causes these problems? Could it be that Negotiating as the Art of Persuasion is a concept whose time has come and gone?

The answer is YES!

There are methods that literally allows the user to leap ahead and learn quickly and become profitable, thereby eliminating all the usual wrong turns and costly mistakes that others make. You must learn to Negotiate from someone who has used it not only as an investor (with success), but someone who has implemented it professionally as a source of primary income. Negotiating can never be taught from seminars or books, but rather it needs to be accomplished not with generic scripts and theories, but with real world experiences and role playing.

Negotiating is truly the “Million Dollar Skill".

Wednesday, May 9, 2007

"How to Sell Lease Purchase Deals to Landlords/Sellers"

by James Gage

People sell their homes for various reasons. Some of which include, but are not limited to:

1. Job transfer. 2. Making two mortgage payments. 3. Trade up to a bigger home or better neighborhood. 4. Tired of managing properties. 5. Moving in with a significant other. 6. Divorce. 7. Lost job or income and can not make the payments. 8. Physical problems with the property that they do not have the ability or time to repair. 9. Etc...

MOTIVATION is the key when dealing with Landlords/Sellers. If you can find out what motivates people, you can strike a great deal with them. Your goal is to find out what needs they have and satisfy them.

If they are a landlord and are sick of renting out that house and fixing leaking toilets at two in the morning, you can offer them something that will fill their needs. You can offer them a friendly way of selling that property over time for a price they can live with and with none of the landlord hassles. I spent the last nine years as a landlord and to be honest, there were plenty of times that if one of you called me up and offered to take all of my properties off my hands I would have jumped at the chance.

Landlords are a key source of deals. Many landlords are not as sophisticated as you might think. Many of them inherited their properties or just have homes that they had trouble selling so they decided to rent them out. The key when dealing with landlords is to let them know from the beginning that you just want to help them solve their problems and make some money in the process. Make them understand that it is a one-sided partnership. You are agreeing to do their work and still give them the money that they want for the property. If it doesn’t work out in a year or two, they can have their property back plus keep the option money. If they rent it out, they will still have to worry about replacing the carpeting and painting when it turns over. They really are in control of the process.

Let them know the advantages available to them. The reality is that what you are doing is limiting the landlord's risk and at the same time accomplishing what a real estate broker and property manager would. You are taking a small part of the monthly rent and making a small percentage of the total sales price at the end of the deal. If the house doesn't sell, they get to keep what you have into it. No real estate broker in the country would do for them what you can.

I define selling as the art of fitting a persons needs to a product or service and educating them on its utility. I suggest that when you approach a Landlord/Seller that you project a sense of confidence that you know that this is what will work for both them and for you and that you explain the benefits. I find that in order to build trust between the person I am selling to and myself, I need to discuss the drawbacks. If you do not talk about the drawbacks, the Landlord/Seller will spend hours trying to find out how this deal might be bad for him. You want him to know right up front what the drawbacks are and then you can discuss these issues together and work out solutions.

We are all in this business to make money, but you will find that if you come off as trying to make a buck, you will look like a cheat. I like to think of myself as a creative problem solver. . When people call me I immediately go into a mode of discovery. What does this person need? What do they have? What is keeping them from getting what they need? What do I have that can help in this situation. Sometimes I talk to someone and find out that their best answer does not involve me. . I know that I probably lose deals that way, but I know that I have built some good relationships and will get referrals down the line from some of these people. Remember no today doesn’t mean no tomorrow- always keep your options open along with lines of communication.

Monday, May 7, 2007

Is Leaes Purchase Investing For Everyone?

By James A. Gage

The obvious answer most individuals would say if polled is no! But I believe the better question is - why not?
Let’s look at why I believe everyone should employ this strategy for real estate investing, whether as a novice or seasoned professional. Let me pose a question: Why do we get involved in real estate investing? To make money of course. However, there is a myth circulating within the investing community that traditional real estate and creative real estate investing has minimal risk. Nothing could be further from the truth- let me explain.

I have been involved in real estate and other forms of investing for over 20 years and I can say without hesitation that all investing has risk, some more than others that being said there is always one exception to the rule, in this situation it’s Lease Purchase. You receive all the benefits of control of the property without ownership- how can you beat that scenario? If the deal doesn’t pan out the way you thought it would or the market turns against you in the future, thus turning a profitable transaction into a potential negative one you can walk away without losing hundreds of thousands of dollars. How? Because you have not invested that kind of capital in the first place. We, as smart lease purchase investors construct are contracts with iron clad terminology which provides us with escape options.

Lease Purchasing, AKA Rent To Own is the ultimate creative real estate niche strategy and can be used to control single family homes, condos, town homes, mobile homes, land and multi-dwellings. This strategy can also be used on foreclosures, probate, tax lien property and in place of low or no money down strategies. We can use this strategy in a up, down or side ways market while commanding 15%-20% above market rents and selling prices. The best part of this great strategy is I can give full price offers if I so choose and still make money. Do you think this alone will cause you to secure more deals?

In conclusion, I hope you can see the power of lease purchasing as I did many years ago this is truly real estate investing leverage at its’ best.

James A. Gage. is a best-selling author and internationally-known expert in Lease Purchase, AKA Rent To Own Real Estate Investing and Negotiating. He Mentors One-On-One throughout the U.S. and across the world. James is also director of the Gage Consulting Group, LCC , 800 Main Street, Suite 104 Holden, MA 01520 .

Sunday, May 6, 2007

Tighter mortgage market shuns bad credit

Hello All:
I'm posting this article to emphasis what I have been saying for 15 months now- lease option investing is going to explode due to the sub-prime melt down. When people can't get financed due to challenged credit , they have 2 choices- 1. Rent or 2. Lease option.
Be well,

James Gage

By JANET FRANKSTON LORIN, Associated Press Writer Sun May 6, 2:09 PM ET

With a second child on the way, Chris Shields and his wife, Michelle, wanted to move from their two-bedroom apartment in Southern California to a house with more space.

But because their timing coincided with a shakeout in the mortgage market earlier this year, their credit now isn't good enough to get a loan to purchase the house they wanted with no money down.

Rising interest rates and dropping home prices have squeezed a market that had been propped up by risky loans and easy credit during the housing boom. As mortgage bills came due, foreclosures rose, and the easy credit dried up for families like the Shieldses.

"Now we're stuck in the apartment," said Shields, 31, a firefighter who lives in Manifee, Calif. His wife gave birth to baby Gabriella at the end of March, and they are running out of space without options for a house.

These mortgages, also called "subprime," opened up homeownership to people who otherwise couldn't buy houses because they had weak credit or little money for a down payment.

Unlike traditional 30-year fixed mortgages, these loans are often adjustable, and payments grow with rising interest rates. The nontraditional loans allowed homeowners to borrow large amounts thanks to low initial "teaser" rates, piggyback loans split into two mortgages, or interest-only payments.

In the past, lenders didn't want to give mortgages to people with below-average credit because it was risky, said Kathe Newman, a professor at Rutgers University in New Jersey who has studied the subprime market and foreclosures.

But the explosion of a secondary market for repurchasing mortgages provided more cash to lenders, and investors were willing to take bigger risks. Technology, such as automated credit scoring, also allowed lenders to quickly assess risk, she said.

This year, the volume of subprime mortgages is expected to drop by about 30 percent, said Jay Brinkmann, vice president of research and an economist for the Mortgage Bankers Association in Washington, D.C.

Over the last few months, Louis Allee, a mortgage broker based in Whittier, Calif., said he has seen fewer clients qualify for 100 percent home financing. More potential home buyers also are having to prove their incomes, and they must show they have the equivalent of several months' mortgage payments in their savings account.

LaVerne Jackson, who sells homes for Century 21 south of Newark, N.J., said the mortgage situation is slowing her business.

In early March, one of her clients was set to close one afternoon on a $320,000, four-bedroom home in Linden, near Newark Liberty International Airport. But the deal was canceled abruptly just hours before closing when the buyer's mortgage company shut its doors, she said.

Jackson said the housing market will suffer as buyers work to establish better credit.

"They will have to do a lot of credit repairs before they can qualify," Jackson said. "It also means the houses will sit a little longer."

New Jersey in April barred two companies, Atlanta-based SouthStar and LoanCity of San Jose, Calif., from doing business in the state because they lost financial backing and weren't able to fulfill existing loan obligations, said Jim Gardner, a spokesman for New Jersey's Department of Banking and Insurance.

The month before, the state also barred New Century Financial Corp., which pulled funding for 59 home loans and eight with the company's Home123 Corp. unit that had already closed. The loans have since been placed with other lenders, Gardner said.

Irvine, Calif.-based New Century had taken an additional 451 applications that did not close and Home123 had 293, and they have been directed to other mortgage companies.

The shakeout of the market could have positive benefits, some housing advocates say. Ira Rheingold, executive director of the National Association of Consumer Advocates, said people won't qualify for loans they can't afford.

"People will have the opportunity to buy homes they can sustain, not the absurdities we've been seeing," he said. "What's going to happen is only good for homeowners and consumers."

Some people who got into trouble with loans they couldn't afford have since refinanced with better rates.

Osvaldo Rodriguez, a 40-year-old postal worker, purchased a three-family house in Newark last June with about $1,000 down and $300,000 broken into two mortgage loans. His monthly payment was about $2,200 and rising, more than he could afford on an annual income of about $60,000, including veterans disability payments.

"It was tight, very tight," he said, sitting on a couch with a clear plastic slipcover in his living room. "I was paying it, but I was kind of struggling."

Rodriguez's home didn't go into foreclosure because he sought help from ACORN Housing Corp., a housing advocate. He said he had a good credit rating, and he recently refinanced to a lower mortgage rate from a bank, which made his payments more affordable. He also now has tenants to boost his cash flow.

Other borrowers haven't been as lucky.

Deborah Beatty recognizes that she and her family could lose their home in Jersey City, N.J., across the Hudson River from New York, because they can't afford the mortgage. The newly constructed three-level home offers a view of the Manhattan skyline and the Statue of Liberty from Beatty's master bedroom window.

"I'm going to miss that," said Beatty, 53, who collects disability payments and does not work. "When I come in, I like to see the lady (the statue), especially when it's a beautiful clear night."

Her 29-year-old daughter, a graduate student with an annual income of less than $20,000, qualified for a mortgage of $600,000 with no money down, split into two different loans at 8.75 percent and 12.5 percent interest rates.

With income from tenants, which didn't come right away, Beatty's daughter thought she could afford monthly payments of nearly $5,000.

But she hasn't made a mortgage payment in more than three months, and she's receiving letters threatening foreclosure.

Beatty's daughter had to take out a nontraditional loan because she would not have qualified to borrow that much money through a traditional 30-year-fixed mortgage, said Judith Brzuskiewicz, a loan counselor with Citizen Action, a nonprofit advocacy group that is helping the Beattys and other families avoid foreclosure.

Beatty acknowledged the mortgage was probably too good to be true, and now her house is on the market. The family wouldn't be able to afford buying another house and would likely rent, she said.

"It's embarrassing," Beatty said. "It hurts your pride, your respect."

Tighter mortgage market shuns bad credit

Hello All:
I'm posting this article to emphasis what I have been saying for 15 months now- lease option investing is going to explode due to the sub-prime melt down.
Be well,

James Gage

By JANET FRANKSTON LORIN, Associated Press Writer Sun May 6, 2:09 PM ET

With a second child on the way, Chris Shields and his wife, Michelle, wanted to move from their two-bedroom apartment in Southern California to a house with more space.

But because their timing coincided with a shakeout in the mortgage market earlier this year, their credit now isn't good enough to get a loan to purchase the house they wanted with no money down.

Rising interest rates and dropping home prices have squeezed a market that had been propped up by risky loans and easy credit during the housing boom. As mortgage bills came due, foreclosures rose, and the easy credit dried up for families like the Shieldses.

"Now we're stuck in the apartment," said Shields, 31, a firefighter who lives in Manifee, Calif. His wife gave birth to baby Gabriella at the end of March, and they are running out of space without options for a house.

These mortgages, also called "subprime," opened up homeownership to people who otherwise couldn't buy houses because they had weak credit or little money for a down payment.

Unlike traditional 30-year fixed mortgages, these loans are often adjustable, and payments grow with rising interest rates. The nontraditional loans allowed homeowners to borrow large amounts thanks to low initial "teaser" rates, piggyback loans split into two mortgages, or interest-only payments.

In the past, lenders didn't want to give mortgages to people with below-average credit because it was risky, said Kathe Newman, a professor at Rutgers University in New Jersey who has studied the subprime market and foreclosures.

But the explosion of a secondary market for repurchasing mortgages provided more cash to lenders, and investors were willing to take bigger risks. Technology, such as automated credit scoring, also allowed lenders to quickly assess risk, she said.

This year, the volume of subprime mortgages is expected to drop by about 30 percent, said Jay Brinkmann, vice president of research and an economist for the Mortgage Bankers Association in Washington, D.C.

Over the last few months, Louis Allee, a mortgage broker based in Whittier, Calif., said he has seen fewer clients qualify for 100 percent home financing. More potential home buyers also are having to prove their incomes, and they must show they have the equivalent of several months' mortgage payments in their savings account.

LaVerne Jackson, who sells homes for Century 21 south of Newark, N.J., said the mortgage situation is slowing her business.

In early March, one of her clients was set to close one afternoon on a $320,000, four-bedroom home in Linden, near Newark Liberty International Airport. But the deal was canceled abruptly just hours before closing when the buyer's mortgage company shut its doors, she said.

Jackson said the housing market will suffer as buyers work to establish better credit.

"They will have to do a lot of credit repairs before they can qualify," Jackson said. "It also means the houses will sit a little longer."

New Jersey in April barred two companies, Atlanta-based SouthStar and LoanCity of San Jose, Calif., from doing business in the state because they lost financial backing and weren't able to fulfill existing loan obligations, said Jim Gardner, a spokesman for New Jersey's Department of Banking and Insurance.

The month before, the state also barred New Century Financial Corp., which pulled funding for 59 home loans and eight with the company's Home123 Corp. unit that had already closed. The loans have since been placed with other lenders, Gardner said.

Irvine, Calif.-based New Century had taken an additional 451 applications that did not close and Home123 had 293, and they have been directed to other mortgage companies.

The shakeout of the market could have positive benefits, some housing advocates say. Ira Rheingold, executive director of the National Association of Consumer Advocates, said people won't qualify for loans they can't afford.

"People will have the opportunity to buy homes they can sustain, not the absurdities we've been seeing," he said. "What's going to happen is only good for homeowners and consumers."

Some people who got into trouble with loans they couldn't afford have since refinanced with better rates.

Osvaldo Rodriguez, a 40-year-old postal worker, purchased a three-family house in Newark last June with about $1,000 down and $300,000 broken into two mortgage loans. His monthly payment was about $2,200 and rising, more than he could afford on an annual income of about $60,000, including veterans disability payments.

"It was tight, very tight," he said, sitting on a couch with a clear plastic slipcover in his living room. "I was paying it, but I was kind of struggling."

Rodriguez's home didn't go into foreclosure because he sought help from ACORN Housing Corp., a housing advocate. He said he had a good credit rating, and he recently refinanced to a lower mortgage rate from a bank, which made his payments more affordable. He also now has tenants to boost his cash flow.

Other borrowers haven't been as lucky.

Deborah Beatty recognizes that she and her family could lose their home in Jersey City, N.J., across the Hudson River from New York, because they can't afford the mortgage. The newly constructed three-level home offers a view of the Manhattan skyline and the Statue of Liberty from Beatty's master bedroom window.

"I'm going to miss that," said Beatty, 53, who collects disability payments and does not work. "When I come in, I like to see the lady (the statue), especially when it's a beautiful clear night."

Her 29-year-old daughter, a graduate student with an annual income of less than $20,000, qualified for a mortgage of $600,000 with no money down, split into two different loans at 8.75 percent and 12.5 percent interest rates.

With income from tenants, which didn't come right away, Beatty's daughter thought she could afford monthly payments of nearly $5,000.

But she hasn't made a mortgage payment in more than three months, and she's receiving letters threatening foreclosure.

Beatty's daughter had to take out a nontraditional loan because she would not have qualified to borrow that much money through a traditional 30-year-fixed mortgage, said Judith Brzuskiewicz, a loan counselor with Citizen Action, a nonprofit advocacy group that is helping the Beattys and other families avoid foreclosure.

Beatty acknowledged the mortgage was probably too good to be true, and now her house is on the market. The family wouldn't be able to afford buying another house and would likely rent, she said.

"It's embarrassing," Beatty said. "It hurts your pride, your respect."

Saturday, May 5, 2007

Seven Traits of Highly Successful Investors (Do You Have Them?)

By James A. Gage


I read recently that of the people who become landlords, roughly 85% of them file for bankruptcy after five years.

Why the sky-high failure rate? After mentoring new investors for roughly 16+ years, I know it's because people go into real estate investing with "pie in the sky" expectations that don't pan out.

We all know about the late night talk show gurus who promise you can become a millionaire overnight using their "proven" tactics. The fact is, however, that what separates the successful investors from those that fail isn't luck or fortune or hard sell tactics.

What makes people successful is hard work . . . with a little luck thrown in. I know that isn't what you want to hear, but the truth of the matter is that successful real estate investors don't need to watch late night TV gurus because they've taken to heart - and continually practice - the following seven traits:

Trait # 1: Successful investors prepare themselves mentally.

It's easy to get caught up in the hype regarding real estate investing. You hear or read the stories of people becoming millionaires almost overnight - and you want a piece of the action, too. Tomorrow, preferably.

A new investor, believing the hype, becomes impatient and foregoes preparation and education. He then ends up in over his head with his first deal, and when it goes sour, he blames it on the guru who sold him a bum rap.

Savvy investors, on the other hand, patiently lay a solid foundation. They take the time to educate themselves about real estate, financing, and negotiation. When that first deal comes along, they're mentally and knowledgeably prepared to ride out the inevitable ups and downs.

Trait #2: Successful investors work with mentors.

Real estate investing requires skill, patience, and street-savvy knowledge - knowledge you won't get from a guru who has written a best-selling book but hasn't practiced in years.

No matter what their experience level, savvy investors work with experienced coaches, mentors, or investors who can help them reach the next level. They also choose their mentors and coaches wisely - preferring to work with those who actively practice their craft.

You can either pay a coach or mentor to work with you or you can partner with successful investors. Either way, you want to find someone who is actively practicing what you want to accomplish and model your behavior after him or her. (Note: Experienced investors can smell couch potato investors a mile away. So have your game plan in-hand and be ready to get to work.)

Trait #3: Successful investors never give up.

It's a negative world out there - and your spouse, co-worker, or relative can destroy your confidence and drive with statements such as, "What you're doing is sleazy," or "You'll never become wealthy - you don't have the ambition."

Even worse is your own negative self-talk - especially if you're tried real estate investing in the past and weren't successful or if you have yet to close a deal. Beating yourself up is debilitating. The louder your negative self-talk, the easier it is to second-guess yourself and/or not proceed to the next step.

Successful investors know past events don't determine future out comes. They keep a positive mental attitude and consistently work toward their goals even when faced with negative outcomes or criticism. They know that a "no" today doesn't mean a "no" tomorrow. In short, they don't give up.

Trait #4: Successful investors work consistently.

One of the biggest mistakes new investors make is assuming that real estate investing is a 100-yard dash - when it's really a 26-mile marathon.

A new investor, for example, will attend a training course and come out pumped up and ready for action. After putting in a few 40-hour weeks with no results to show for his efforts, the newbie investor becomes burned out and ends up quitting within three months.

Investors who have achieved success, on the other hand, have learned that consistency is what matters. Whether they work 20 minutes a day or 20 hours a week, they devote time to their craft on a regular and consistent basis. Doing so ensures they keep up their momentum and drive - which is why they're ready when that deal they've been waiting for "magically" appears.

Trait #5: Successful investors invest in themselves.

Consider golf pro Tiger Woods: although he's won the PGA Masters three times, plus dozens of other championships, he didn't decide to slow down and coast on his success. Instead, he recently worked with a coach to make his golf swing more efficient. He's now the #1 ranked golfer in the world.

No matter how successful you become, you must continually invest in yourself. Like Tiger Woods, successful investors continue to attend seminars and conferences, network with other investors, read books, and work with coaches or mentors to help them reach the next level in their game.

Trait #6: Successful investors understand Return on Investment (ROI).

It's a fact: entrepreneurs are often times the worst business people - meaning they have the vision needed to get a business up and running but lack the practical application for making sure it becomes profitable. (This is why eBay has Meg Whitman at the helm, not the original founder.)

Ditto for real estate investors. How often have you heard someone brag, "I put hundreds of hours into this deal!" - as if spending all that time is a good thing. If you spent hundreds or thousands of hours putting together a deal, and your profit is only $5,000, then you're not making much more than the person flipping hamburgers.

Experienced investors know that calculating a deal's ROI is crucial for ensuring future success. They keep track of their time and the funds spent/earned to ensure their business remains profitable.

Trait #7: Successful investors have a financial plan.

Once you start generating cash flow from your investments, it's very easy to fall into the trap of spending money - especially if you lived frugally in order to build your investment business. Dinners out, fancy vacations, and a spiffy new car can wreck havoc with your bank balance.

Instead of spending your money, take a tip from successful investors and work with your accountant or financial planner to develop a plan. Your financial plan should allocate monies that support your lifestyle and family, investments in yourself and/or your business, savings for future endeavors and retirement, and donations to your favorite charities.

If you're serious about wanting to be successful at real estate investing, consider how you can change your routines and habits. Like dieting or anything else we do to improve ourselves, the key to success is consistency and most importantly, action! Study these traits and put them to work in your investing business - you will see results. You'll also get to bed a whole lot earlier.

Friday, May 4, 2007

Why People Are Not Successful In Real Estate

By James A. Gage, www.jgage.com

Have you ever wondered why most people are not successful in Real Estate or achieve very limited results? All Real Estate techniques and strategies have a learning curve, even Lease Purchasing, AKA Rent to Own which I believe is the only way to control Real Estate. That being said, after you have grasped the strategy or the technique you want to implement - what now! The easy part was learning about the strategy, now comes the hard part which is Negotiating the deal. You can go to all the seminars, buy all the books and tapes on Real Estate investing and still fall flat on your face or come out on the short end of the stick - costing you time and money.

OK, OK if rah rah seminars, boot camps and positive thinking don’t work, what does? What's the SOLUTION?

Why doesn't conventional Negotiating training work ? Why is it that most people who attend Negotiating training courses and seminars show very little sustained improvement? Why doesn't modern Negotiating training consistently produce successful individuals? Why do most people do their best to avoid investors?

Is this all endemic to negotiating or is there something fundamentally wrong with the way we negotiate that causes these problems? Could it be that Negotiating as the Art of Persuasion is a concept whose time has come and gone?

The answer is YES!

There are methods that literally allows the user to leap ahead and learn quickly and become profitable, thereby eliminating all the usual wrong turns and costly mistakes that others make. You must learn to Negotiate from someone who has used it not only as an investor (with success), but someone who has implemented it professionally as a source of primary income. Negotiating can never be taught from seminars or books, but rather it needs to be accomplished not with generic scripts and theories, but with real world experiences and role playing.

Negotiating is truly the “Million Dollar Skill".

Wednesday, May 2, 2007

Seller Objections To Lease Purchase

By James A. Gage, www.jgage.com



A large percentage of the mail we receive are from people that complain that sellers don't want to do a lease purchase, they just want to sell their house. Or sellers come up with too many objections. My questions to those individuals are:

  1. How soon after a property is listed are you calling? If you are calling only 1-2 weeks after a house is listed, sellers are not as interested. They still believe they will sell their home.
  2. Are you following up on those sellers who say they are not interested now? While right now they may not be interested in lease purchasing their home, they might be six months down the road. Remember you are not in this business for the short term, but the long term. So be sure to follow up with every call you make. Your follow up can take the form of a call or correspondence. Personally, I like to send a letter. It allows me to send a business card and tell that person again how I can help them with my program.
  3. Are you building a rapport with the seller? If you are just calling and asking if a seller wants to do a lease purchase or not, you are NOT building rapport. You are also not getting any information on that home at all. You also can't do any follow up even if you wanted to. This is why you need a telephone script. A good telephone script allows you to build a rapport with the seller. It also gets all the information I need to decide if I even want to do a lease purchase on this property. I do not waste my time going to look at property, or setting up a meeting without having all the information about a property (physical, pricing and financial).
  4. Are you telling the seller the advantages of lease purchasing their property? That they will get their asking price or even higher. That you have a large pool of tenant buyers that you can have drive by immediately. That these tenant buyers want to purchase their own home, not just rent. That you can get them a higher monthly payment. That you can get them get positive cash flow each month. That they will also receive non-refundable option consideration. That the tenant buyer will do all minor maintenance. That it is still their property until the tenant buyer exercises the option. That there are no Realtor commissions, closing costs, etc.
  5. Are they objecting to lease purchasing because they think they are getting a renter? It is YOUR job to explain the difference to them between a renter and a tenant buyer. Renters give a security deposit that owners must pay back, put in a separate account (in most states). Renters don't care about the property; it is just another house, townhouse, condo to them. If something breaks or goes wrong, it's the owners problem not theirs, and they won't pay their rent until the owner fixes it.

Tenant buyers are giving them non-refundable option money (a down payment). Tenant buyers are receiving a rent credit each month based on their payment record. Tenant buyers are responsible for minor maintenance. Tenant buyers want to be able to have their rent credit and option money applied to the purchase price of this home. They don't want to lose out. They want this home to become theirs. They are going to take care of this property like it was their own. You can tell a seller that many tenant buyers make improvements ( with their permission, of course).

So be sure you explain to the seller the difference between a renter and a tenant buyer.

And remember, there are going to be some sellers who just want to sell their home. Tell them you wish them the best, that you are here for them if it doesn't work out, and go on to the next seller you can help. There are a ton of them out there, you just have to make the calls ( and I don't mean only 10 to 20 calls)!