Page 281 - Trump University Commercial Real Estate 101

Index

Property management fi rms negotiating with broker, 100–102
assessing quality of reports from, negotiating with seller, 94–100
186–187 tips for negotiating, 95–96
attitude of, 155–156
collections and, 154 Quick deals, avoiding, 112
fit with property, 216–218

giving up control and, 227–229 Rapport, building during negotiation,
loan application package and, 103
171–172 Real estate brokers
local ordinances and, 128 deal analysis and, 140–141
Monday Morning Report of, 157, on deal team, 202–204
225–226 making offer through, 102
occupancy and, 154–155 negotiating directly with, 100–102
property management agreement, property managers and, 216
223–224 resale and, 238–240
on property team, 208–209 selecting for resale, 240–243
reports expected from, 220, 224–227 as source of deals, 53–54
roles of, 213–216 tips for negotiating with, 103–111
selecting of, 135, 218–222 types of listings, 246–247
as time multiplier, 212–229 Real estate investment clubs, as source of
Property ownership associations, as deals, 40, 55
source of deals, 54–55 Reciprocity, law of, 191–192
Property survey, due diligence and, 91, Recourse loans, 168
123–124 References, asking property manager
Property tax bills, reviewing seller’s for, 221–222
during due diligence, 119 Relocations, market cycles and, 32
Property team, 208–211 Renegotiation
contractors, 209–210 after financial due diligence,

maintenance specialist, 210–211 121–122
property inspector, 210 after physical due diligence, 126
property manager, 208–209 Rent roll
Propertyline.com, 203 deal analysis and, 68
Psychological barriers, to selling due diligence and, 117–118
commercial real estate, 2–3 matching security deposit statements
Purchase and sale agreement (P&S) to, 119
assumption of existing debt and, 173 in property manager’s report, 226
in loan application package, 171 Rents
updated financial statements and, 69 checking creditworthiness of renters, 75

value of attorney to, 110 property manager and collection and
Purchase price deposit of, 213–214
deposit as percentage of, 111 raising before resale, 236
in letter of intent, 88–90 raising to increase cash fl ow, 12
negotiating tips, 95–96 raising to reposition property, 13
Purchase procedures Repair allowance, in letter of intent,
letter of intent, 87–94 88–89
negotiating techniques, 103–111 Replacement reserves, 76

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