Page 279 - Trump University Commercial Real Estate 101

Index

Map to property, in loan application Motivated sellers, learning to recognize,
package, 171 42–44, 99
Marginal deals, failure and, 151–152 Multi-Family Millions (Lindahl), 13, 79
Market segments, 4–5 Multiple offers, being ready to make,
Marketer, on home team, 201–202 107–108
Marketing, 198, 228 Multiplier Effect, 21
Markets, hodge-podge nature of, 4
Markets, reading signals of, 16–17 National Association of Apartment
buyers’ market, 17–20 Owners, 55
demand drivers, 25–27 National economy, demand and, 25–26
land use and, 24–25 National lenders, 163, 164
seller’s market, 22–23 Negotiation
signals of change in, 31–33 avoiding quick deal, 112
signals of coming strong, 33–36 directly with real estate brokers,
supply drivers, 27–30 100–102
Master lease options, 175 directly with sellers, 94–100
Master plan, of local community, 19 tips for effective, 97–100, 103–111
Media, demand and, 26 tips for price negotiating, 95–96
Mezzanine loans, 165–166 Net lease, 75
Modified gross lease, 75 Net operating income (NOI)

Momentum plays, 78 capitalization rate and, 64

Monday Morning Report, of cash flow valuation and, 12
management company, 157 cash-on-cash return and, 65
elements of, 225–226 debt coverage ratio and, 66
Money multipliers defi ned, 63
assumption of debt, 172–177 income valuation methods and, 70–71
common mistakes of, 161–162 resale and, 236–238
investors and, 177–181 “No,” leaving seller room to say, 96
loan approvals, 168–172 No-money-down arrangements,
loan types, 164–168 avoiding, 59, 161
sources of, 163–164 Non-recourse loans, 168
Money team, 205–208
mortgage brokers and, 206 Obsolescence, supply and, 29
private investors and, 206–207 Occupancy rates
Monthly operating statements, 116 maintenance issues and, 151, 154–155
Month-to-month trending report, deal property manager’s role and, 214,
analysis and, 69 220, 221
Moratoriums on buildings, supply and, 28 Offers, making regularly, 139–141,
Mortgage brokers 190–191
deal analysis and, 84–85 Off-market deals, 50
due diligence and, 115 Onassis, Aristotle, 251
financing and, 164 Open listing, 246

on money team, 206 Operating account, maintaining access
Mortgage principal, reducing to build to, 222
equity, 9 Operating expenses, 63
Mortgage-backed securities, 164 resale and, 237

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