Page 275 - Trump University Commercial Real Estate 101

Index

“Contract,” avoiding use of word, 97 direct mailings, 57–58
Contractors, on property team, 209–210 government agencies, 58
Conventional loans, 165 Internet, 57
Cost method, of property valuation, 71–72 property ownership associations,
Courthouses, as source of deals, 56 54–55
Credit history real estate brokers, 53–54
personal, 168 real estate investment clubs, 55
of potential renters, 75 Debt. See also Financing
Csikszentmihalyi, Mihaly, 190 assumption of existing, 172–177
Cycles of market, 16–17 using prudently, 162
buyers’ market, 17–20 Debt coverage ratio
demand drivers and, 25–27 deal analysis and, 66
finding property in right phase of, 186 negotiation and, 108–109

land use and, 24–25 risk avoidance and, 153–154
resale timing and, 232–233 Debt partnerships, 176–177
risk avoidance and, 148–149 Debt service
seller’s market, 22–23 cash flow and, 162

signals of change in, 31–33 deal analysis and, 65
signals of coming strong, 33–36 Decisiveness, 194
supply drivers and, 27–30 Deferred maintenance
occupancy rates and, 151
Deadline, in negotiations, 104–105 property repositioning and, 12–13
Deal team, 202–205 reviewing seller’s record during due
attorneys, 204–205 diligence, 121
real estate brokers, 202–204 risk avoidance and, 144
Deals. See also Deal team; Deals, sources of Delegation. See also Skill multipliers
advantage of full pipeline of, 47–48 risk avoidance and, 156–157
benefits of attracting, not chasing, to smart persons, 184

41–42 three things you cannot delegate,
common early mistakes in, 52–53 187–188
direct mail and, 44–47 Demand
focus on deal, not deal-maker, 3–4 drivers of, 25–27
importance of system to, 50–52 in seller’s market, 22–23
making time for, 38–41 Demographics, 14–15
recognizing motivated sellers, 42–44 demand and, 26
rules for doing business with anyone, as market indicator, 33–34
48–50 neighborhood cycles and, 10–11
secrets to fi nding, 48–50 Deposit
Deals, reading of. See Value, in letter of intent, 92
calculating of as percentage of purchase price, 111
Deals, sources of Depreciation, of expenses, 63
acquaintances, 59–60 Direct mail
attorneys, 56 business growth and, 198
bank-owned property listings, 58–59 response rates and, 44–45
courthouse records, 56 as source of deals, 57–58

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