Page 282 - Trump University Commercial Real Estate 101

INDEX

Repositioning, of property Ruling for Doing Business with Just
deal analysis and, 78–79 About Anyone, 48–50
local banks and, 163
as value play, 12–13 School districts, as market indicator, 35
Reputation, cultivating good, 48–50, Second mortgage
109–110, 130, 188–189 letter of intent and, 89–90
Resale, 230–231 as one possible offer, 107, 108
closing and, 250–252 resale and, 247
due diligence period and, 249–250 Security deposit account statements,
knowing when to sell, 231–235 reviewing seller’s during due
listing agreement and, 243–245 diligence, 119
preparing financials for, 236–238 Sellers

preparing property for, 235–236 learning to recognize motivated,
property managers and, 222 42–44, 99
property-information package, 238 learning to talk to, 40
real estate broker selection and, making life easier for, 48–49
240–243 negotiating directly with, 90, 94–100
real estate brokers and, 238–240 tips for negotiating with, 103–111
researching of buyer, 247–249 Seller’s agency agreement, 244
types of listings, 246–247 Seller’s market, phases of, 22–23
Reserve account, in property SEP accounts, investing with, 174
management agreement, 223 Service agreements, due diligence and
Response rates, to direct mail, 44–45 seller’s, 91, 119–120
Resume, personal, in loan application Shavel, Mark, 189
package, 170–171 Shopping center, sample deal analysis
Revitalization zones for, 82–84
buyer’s market and, 19 Short sales, 59
cautions about, 73 Silent treatment, in negotiations, 103, 106
Risk management, 138–139 Single-family homes

avoiding common causes of deal lack of cash flow from, 7
failure, 149–153, 154–156 risk and, 8
avoiding fear and desperation, Single-net lease, 76
145–148 Site inspection, due diligence and,
debt service and, 153–154 122–123
delegation and, 156–157 Site plans and specifications review, due

diversification and, 159–160 diligence and, 123
knowing place in real estate cycle, Skill multipliers
148–149 characteristics of successful businesses,
looking at lots of deals, 139–141 198–199
making offers regularly, 139–141, deal team, 202–205
190–191 delegation and, 196–197
recognizing bad deal early, 142–145 home team, 200–202
starting and stumbling and, 184–185 money team, 205–208
types of risk and, 158–159 property team, 208–211
Romeo, James, 8 Small Business Administration (SBA)
Roth IRAs, investing with, 174 loans, 166

262

10/14/08 11:32:32 AM
bindex.indd 262 10/14/08 11:32:32 AM
bindex.indd 262