Page 277 - Trump University Commercial Real Estate 101

Index

renegotiation and, 121–122 Headline, in direct mail letter, 45–46
rent roll, 117–118 Heating/ventilation/air-conditioning/
security deposit account statements, 119 cooling (HVAC) systems
service contracts, 119–120 maintenance specialist and, 211
utility bills, 119 obsolescence of, 29
year-to-date operating statements, Helmsley, Harry, 9
116–117 Home team, 200–202
Financial risk, 158–159 assistant, 200–201
Financial statements marketer, 201–202
in loan application package, 170 Housing and Urban Development,
in property manager’s report, 226 Department of (HUD), 58
readying for resale, 236–238 HVAC systems
Financing maintenance specialist and, 211
assumption of debt, 172–177 obsolescence of, 29
common mistakes of, 161–162
investors and, 177–181 Immigrants, demand and, 26–27
loan approvals, 168–172 Income, types of, 63
loan types, 164–168 Income method, of property valuation,
sources of, 163–164 70–71
Flinch, in negotiation, 104 Inefficient market, commercial real estate

Flow (Csikszentmihalyi), 190 and, 3
Forced appreciation, 11–12 Infill areas, 24

Foreclosures, competition for and Inspection period, in letter of intent,
market cycles, 20 91–92. See also Due diligence
Freddie Mac, 163, 165 Institute of Real Estate Management,
Free money, market cycles and, 31 55, 217, 223
Free or low-cost land, market cycles and, Insurable risk, 159
31–32 Insurance coverage
due diligence and, 91, 128
Gerber, Michael, 51 property managers and, 218
“Give before you get,” 191–192 seller’s policy and claim history, 120
Goals Interest rates, assumption of debt and,
creative discipline and, 194 173–174
setting for negotiations, 99 International Council for Shopping
Google, 248–249 Centers, 55
Governments Internet
agencies of, as source of deals, 58 as source of deals, 57, 203–204
laid off workers and market cycles, 33 service contracts and, 120
loans from, 165 Investors
Gross lease, 75 dealing with, 177, 207–208
Gross potential income, 63 debt partnerships, 176–177
equity partnerships, 176–177
Hard money deposit, 92 sources of, 178–180
at resale, 248 IRAs, investing with, 174
Hard-money lenders, 167–168 IRS section 1031 tax-deferred exchange,
Hazardous waste clause, 110–111 14–15

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