DO IT YOURSELF THURSDAY!!!

How to Help Control Mold and Mildew in Your Home

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http://www.youtube.com/watch?v=CfmYTdwV6is&feature=youtube_gdata_player

WHAT YOU NEED TO KNOW WEDNESDAYS!!!

Words of Winners!

I've been in the business for little over eight years, and I've done almost 850 transactions. I'm very, very assertive. My specialty is communication--talking to homeowners and talking to banks.

So let's start with some embedded commands. Embedded commands are patterns of language that bypass conscious reasoning and speak directly to the subconscious mind. Embedded commands influence people at the subconscious level. This allows you to direct people to take specific actions.

They will also have specific thoughts and will generally do whatever it is you want them to do. The subconscious is in a constant search for patterns. One command is not a pattern. You have to bombard your customer with command after command after command.

Your brain is always analyzing what's going on around you. It's trying to find similar things from your past and trying to line them up. The subconscious mind has stored millions and millions of conversations with other human beings. These conversations have become so routine, that the mind has virtually fallen asleep.

Your subconscious mind runs on auto pilot. It's accustomed to remembering or responding to stuff day after day. Remember, the older you get, the more you think, "auto pilot heard this before." When using embedded commands correctly, you create unusual patterns of language that force the subconscious mind to wake up and pay attention.

Well what's the result? The subconscious has received a direct and specific command that it feels compelled to act on. What does this mean to you? Let me explain.

When you are in a normal, everyday conversation with investors, banks, and customers, you can influence them to sell this house, sign the deed, sign the contract, accept this offer, or whatever it is else you want them to do with absolutely no resistance.

How is there no resistance?

Remember embedded commands bypass conscious reasoning and speak directly to the subconscious level. Now, they simply begin to get it in their minds that they should do whatever it is you want them to do. Embedded commands are one to four word groups that order you to do something, and they make sense on their own.

Commands are like time bombs. When you use a command, you don't instantly see a reaction. When you say a command, you plant it in the subconscious mind, and it begins to grow into an action. Commands only work in massive quantities. Remember, the subconscious is looking for patterns. And one or two commands are not a pattern.

Examples of powerful embedded commands

Lets look at a few of these sentences that I wrote down. The first thing I say to homeowners when I get to their house is: "Usually my customers *do as I say*. Shall we *begin*?" Now, what's funny is to see their reaction to that. They always, 100% of the time say "Okay!" and start working with you.

Now, as you're walking from the front door, to the kitchen table, or into the living room, in their minds they're thinking: "Did he just say I had to do what he said?" It's very, very powerful language patterns.

Another one: "If you don't practice this daily, you will bumble and stumble when it comes time for your presentation. Don't you agree? If you don't (down-swing) *practice this daily*, you will bumble and stumble when it comes time for your presentation. (down swing) Don't you agree?"

Now, we didn't say: (up-swing) "Don't you agree?" We said, (down-swing) "Don't you agree?" We pulled down on the "agree." It sounds more commanding. You're basically telling them what the answer is: "Yes, you do agree." *Practice this daily* is the embedded command.

Let's look at another one: "You should work with me, so I can help you get what you want." *Work with me* is the command. Another one: "You must take notes while I'm speaking. You will learn so much more. Shall we do that now?" *Take notes* is the embedded command.

Another one: "You can begin to relax now that you are here." *Relax* is the embedded command. Another one: "You need to think deeply about what you're saying." *Think deeply* is the embedded command.

And the last one: "I don't know when you'll (pause) feel motivated. I don't know when you'll (pause) feel motivated. (pause) You have to (pause) trust your feelings (pause) and make that decision."

Now let's put "begin" in there. Lets put a presupposition in there. "I don't know when you'll "begin" to (pause) feel motivated. (pause) You have to (pause) trust your feelings and (pause) make that decision."

Use powerful language patterns and assumptions

Now, can you see how much stronger these language patterns are than what you're using? A lot of people, when they do short sales, call up the bank and say "Do you do short sales?" Don't ever do that--ever. Here's how you handle it. "Hi my name is Bob. I've done a short sale package on 123 Elm St. Here's the loan #. Can you pull the file up quick?"

And they'll pull up the file. "Where do I need to fax my short sale package, so you can go ahead and get this approved?" Now, hear the assumptions in there? "Where do I need to fax my short sale package?" It's not "Do you do short sales?" Now, I'massuming their going to approve it. Okay? Hear the language patterns here? This step, guys and gals, is so incredibly important.

I have a program called Secrets of Closing the Deal. It's an NLP program, and it's exactly what we're talking about here. Let's look at another one: "Unless you feel motivated, you'll never decide to work with me, which means you'll never get out of your situation, and that's not what you want. Is it?"

Hear how demanding that sounds and how assumptive that sounds? Let me tell you something; analogical marking is four things, in embedded commands:

Pausing before the embedded command

Going louder on the embedded command

Down-swinging on the embedded command

Pausing after the embedded command

So let's read it again: "Unless you *feel motivated*, you will never decide to *work with me*, which means you'll never get out of your situation, and that's not what you want. Is it?"

"Unless you *(down-swing) feel motivated*, you'll never decide to *(down-swing) work with me*, which means you'll *(down-swing) never* get out of your situation, and that's not what you (down-swing) want. (down-swing) Is it?"

See how much stronger that is? What I want you to do is get strong with your language patterns, and get strong with how you talk to homeowners and banks and how you talk to other investors. Remember, great sales people assume everything. Perception is reality. If they think you have power, you do. If they think you're an imposter, they're correct.

Do the homework, get the edge

Start writing down some of these embedded commands. Now, you know what's funny? Only 10% of you are going to do this. You know what? This is work. However, that 10% will out-produce the other 90% guaranteed. Let me give you some embedded commands.

Sign the contract

Trust me

Accept this offer

Work with me

Sell this house

Decide now

Act now

Do what I say

Do as I say

Feel motivated

Get excited

Take action

Agree with me

Convince yourself

Believe me

Extend the agreement

Come to my office

Sign this now

Listen to me

Accept less

Take notes

There are all kinds of them. Now, write these sentences down that you've created. Get them down to where you know exactly how to say them. When you figure out exactly how to say them, you can figure out how your customer is reacting to them.

I want you to say those sentences fifty times a day as fast as you can. When the customer says something, you know how to react to it. When the homeowner says, "You know what? Why should I deed my house to you?" Bam! You have the answer for it. You have something so much stronger in your arsenal. I hope you have learned something.

For any questions, please comment below. For investment services, leave a message at 314-246-9484 or you can email at dhibb99@gmail.com

TIP OF THE DAY TUESDAYS!!

Real Estate Tips: Buying & Selling : How to Buy a Home For Sale By Owner

GO TO 

http://www.youtube.com/watch?v=Q7SM8bDRdU4&feature=youtube_gdata_player

Main Question of The Day MONDAY!

What is Your Exit Strategy?

I know a fireman who once told me that it's not safe to enter a burning building without first knowing where all the exits are. It seems like common sense to me. Does it to you?

The same thinking applies to the real estate business. Before you buy any property, you must first decide on your exit strategy. In fact, you should decide on your exit strategy before you make your offer. It should drive your offer.

In other words, when you know what you will do with the property, it will help you determine the offer(s) you should make and the financing source (if any) you should use.

This exit strategy would also require short-term financing. I say short term because you'll be in and out of the deal in less than six months. Good sources for this type of financing would be:

· Hard money

· A partner who wants to split the profit

· A private lender who's okay with a short-term loan

· Your credit

· Your home equity, or

· Your own cash

Remember this about your credit, home equity, and cash. Never tie it up for more than six months. If you do, you limit your ability to move quickly. You reduce your liquidity.

Your exit strategy determines where you'll buy

Here's another consideration when you choose to retail the house. It must be in a neighborhood where "A" credit buyers are buying! If it's in a neighborhood where "A" buyers are not buying--retailing is not a viable exit strategy.

It's the "A" buyer that's got "A" credit and can get the new, high loan-to-value financing that will cash you out. That's the essence of retailing--cashing out. If the house is in a neighborhood where "A" buyers are not buying, then you need to choose another exit strategy.

How will you know? Ask a Realtor. Another clue is if there's an absolute absence of Realtor signs in front yards, but there are F.S.B.O. signs. Realtors generally don't list houses that aren't going to sell to "A" buyers because in order for them to get paid, the buyer needs to cash the seller out.

Lease options can be sweet!

Or suppose your exit strategy is to sell it on lease option. This will require you to line up long-term financing going in. If the seller is willing to "be the bank" and hold a note, and it's obviously very desirable that they do, then you might be willing to pay a little more for the house.

In fact, if the seller is willing to carry back zero interest financing, you might be willing to pay a good bit more for the property. This is my favorite way to buy--bar none. (As an aside, a great ad to attract this type of seller goes something like this: "I'll pay your price if you'll sell on my terms." It works! Try it.)

When your exit strategy is "buy and hold"

If your exit strategy is not to exit, but rather to rent the house and hold it long term, that's fine too. But here are a couple of considerations. One, your financing needs to be long term. My humble opinion is that private lenders with a long-term time horizon are far better than going to the bank.

No matter what the current rates are, a private lender is always better for limiting liability, flexibility of terms, and helping people in general.

Did you know that when you borrow a private lender's money, you are helping that person. You are providing them with an investment vehicle that is probably not available to them otherwise and presumably at a rate higher than they can earn anywhere else. It's true.

And if you're like me and make helping people a priority in life, then there's one more reason to use private lenders.

In this scenario, no balloon payment is most desirable. Balloon payments seem okay going in, but when they pop, and you're forced to refinance or sell, it adds stress to your life that you really don't need. So go for no balloon or a LONG term balloon (like 7 - 15 years) if at all.

One last thing about renting property...

Decide to use a professional property manager from the "get go." Managing them yourself is the fastest way to being miserable that I know, and I do know.

Oh, and if you think a property manager will cost you money, then you don't get it. You need to rethink the benefits. If you think that a property manager will cost you money, then you probably also think an accountant will cost you money. DUH!

So know your exit strategy before you even make the offer and be sure it's a viable one. Then line up the financing that the exit strategy requires, then do the deal!

For any questions, please comment below. For investment services, leave a message at 314-246-9484 or you can email at dhibb99@gmail.com

FACT FRIDAY!!!

Protect Yourself from Real Estate Scams 10 tips

1. Join your REIA and ask your leaders. Your local real estate investment group should have resources where you can ask for advice when something seems "fishy" or "too good to be true."

2. Ask for I.D. When you are dealing with a seller whom you've never met, and the home is vacant, ask for the seller's I.D. Some scammers pretend to own vacant houses and trade deeds for money.

3. Always place your deposit in your closing agent's escrow account. That says it all. If the deal goes sour, you're not chasing your money.

4. Your own attorney reviews all deals. Make sure your own attorney or closing agent represents you in every transaction.

5.Check city liens. Always visit the local governmental agencies to find out about pending liens that may not show up on the title search. This can save you thousands. Ask us how we know.

6Title Insurance--even for flips. If your name goes into the "chain of title," purchase title insurance. You only need one deal to go sour to pay for a lifetime of title insurance policies

6Title Insurance--even for flips. If your name goes into the "chain of title," purchase title insurance. You only need one deal to go sour to pay for a lifetime of title insurance policies.

7.Run your own comps and drive by the comps given you. Obtain comparable sales reports from your own sources when you are not sure of the area's value. Drive by each comp to make sure you are making a wise investment.

8.Stay in control of your deal. Don"t be intimidated by your seller. Protect yourself and stand up for your rights in the contract.

9.Use your own mortgage brokers or money sources. Make these contacts before your first deal, so you are not pushed into using a money source you don't know. Rushing to get financing can be costly.

10.Contingencies can protect. If you feel uneasy about the transaction, be sure to use a contingency in the contract. A contingency is a clause that binds the seller, but gives the buyer the right to cancel within a certain period of time.

Hope we didn't scare you too much. We practice these tips each time we do a deal, and we've learned many of these tips the hard way. Hopefully you won"t have to. This is a great business and we love it.

Bonus Tip #11: When you do make an honest contact, don't lose it. Build on it and grow from there.

For any questions, please comment below. For investment services, leave a message at 314-246-9484 or you can email at dhibb99@gmail.com

Tip of the Day Thursday!

How to Stage Your Home for Sale

GO TO:

http://www.youtube.com/watch?v=ec7QCZAxidY&feature=youtube_gdata_player

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What you Need To Know Wednesday!

What you need to know about Property Disclosures

When you sell a property, certain disclosures are mandated by state and federal law. Do you know what they are? Are there other disclosures that are recommended--even if not required? Let's address those issues.

Federal disclosures

Federal law requires disclosure of lead-based paint hazards on any property built before 1978. This is generally done on an EPA-approved form and the buyer is given a copy of the pamphlet, "Protect Your Family from Lead in Your Home," available at the EPA's website.

The law requires that you give your buyers a 10-day opportunity to test the house for lead.

State disclosures

Every state has different required disclosures, so it is best to research your own state's law. A good place to start is www.findlaw.com. Common disclosures include radon, mold, asbestos, meth labs, whether the property is in a flood zone, and other health and safety issues.

States like California require disclosure of "seismic hazards." Colorado requires disclosure of the source of water. Some states require disclosure of the existence of child predators in the area ("Megan's Law"). The bottom line: Learn your state's disclosure requirements.

Realtor disclosures

Typically, your real estate broker will ask you to fill out a 4-page property disclosure to give to the buyer. In most states, this is not a mandatory disclosure, rather a disclosure that the buyer demands in the purchase contract. I would recommend you fill it out either way, answering as truthfully as possible.

Common law disclosures

The common law rule is that you are required to disclose any known "latent" defects. That is, you must disclose anything that you know about that is not easily discoverable by a visual inspection of the property.

For example, if you opened up a wall to fix a mold problem and then sealed it up with new dry wall, there's no way for the buyer to know this. Such an issue should be disclosed to your buyer.

"As-Is"

Sellers commonly mistake the "as-is" clause in the contract as a substitute for full disclosure. It is not.Even if you are selling the property "as-is," you must comply with state, federal, and common law disclosures. Failure to do so could result in a lawsuit for monetary damages or rescission of the contract.

The bottom line is that disclosure is the name of the game. When in doubt, tell the truth, tell what you know or have reason to know. You will avoid many problems down the road.

For any questions, please comment below. For investment services, leave a message at 314-246-9484 or you can email at dhibb99@gmail.com