Think-Realty-Magazine-December-2017

Think-Realty-Magazine-December-2017

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3 KEYS TO STAGE “MERRY & BRIGHT”

THE PHELPS-KEGLOVICH LONG GAME WORKS PAGE 20 Strong Community Secures Returns

NUTS & BOLTS NATURAL DISASTERS: COULD THEY HELP YOUR HOME VALUES?

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TABLE OF CONTENTS

INSIDE THIS ISSUE

THINKING REALTY 8  Where We’re Thinking Realty

MARKETING 52  The Power of Multi-Channel Marketing for Bold Returns Single-family rental investors can benefit from creative marketing strategies. by Pam Kosanke 60  Beating Your Competition to Bargain Properties As the industry evolves, the rules for lead generation are changing. by Mitch Stephen MARKET BREAKDOWN 83  An Introduction to Note Investing The simplest (but least understood) form of real estate. by Bryan Ellis 88  Regional Spotlight: Detroit, Michigan Now, as always, “The Motor City” market is full of passion and potential. by Carole VanSickle Ellis NUTS & BOLTS 104  Creating Instant Equity in Investment Properties Short sales can be the key to buying low 106  4 Ways to Find Foreclosures There are still plenty of foreclosure deals out there if you know where to look. by Jim Paul 108  3 Simple Secrets to Effective Real Estate Syndication Raising money to do big deals does not have to be complicated. by Monick Halm INVESTOR REVIEW 67  Taking Financial Flight Services to improve, expand & defend your portfolio. and selling high. by Gaylene Lonergan

Exclusive events coverage and sneak peeks.

COACHES CORNER 10  Think Realty Coaches

Get expert insight, course reviews, and meet the newest members of the Think Realty Coaching Team. 16 Don’t Rule Out Your Own Backyard Think Realty Coach Abhi Golhar makes the case for local investing. 18  A Small City Office Can Revolutionize Your Investing Think Realty Coach Pamela J. Goodwin on finding insider insights in unexpected places. THE BIG PICTURE 27  Redefining the “Path of Progress” Wherever Amazon’s HQ2 lands, it’s going to shake things up. by Carole VanSickle Ellis

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ON THE COVER

TAMMY PHELPS-KEGLOVICH (pictured above standing in front of Baltimore’s Inner Harbor) and her husband Jim own multiple investments in multiple states on the East Coast. Their successful operation hinges on hard work and heart.

32  OSHA: The Business of Safety How compliant contractors keep your investments safe. by Heather A. Elwing

STRONG COMMUNITY SECURES RETURNS

by Carole VanSickle Ellis :: photos by Zach Miller

SUCCESS MINDSET 38  Don’t Let “That Number” Get the Best of You In racing, as in real estate, obsession with an end date will end your dreams. by Jennifer Jo Cobb UP CLOSE & PERSONAL 45  One-on-One For success to be easy, you have to play a different game. with Shaun McCloskey

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MARKETING

NUTS & BOLTS

UP CLOSE & PERSONAL

DESIGN POINT

7 NATURAL ADVERTISING MISTAKES Totally normal errors in judgment that will hurt your bottom line.

SMART-HOME INVESTING These days, every generation wants high-tech homes.

ONE-ON-ONE WITH KAAREN HALL Insider insight from a self-directed account administrator.

THE DELICATE ART OF SEASONAL STAGING

How merry and bright is right?

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FROM THE EDI TOR- IN-CHI EF

PUBLISHER R. Michael Wrenn

Many Happy Returns

PRESIDENT, AFFINITY WORLDWIDE Eddie Wilson | [email protected]

EDITOR-IN-CHIEF Carole VanSickle Ellis [email protected]

VICE PRESIDENT OF MEDIA SALES Rodney Halford [email protected] 816-398-4111 x86122

rofessional author of inspirational quotes William Arthur Ward

ties are laid out in detail, explained by Think Realty’s expert contributors, and applied in multiple real-world scenarios to make it as easy as possible to see how they might fit in with your current and future investing strategies. That kind of tactical analysis represents real

P

has famously compared opportunities to sunrises, noting, “If you wait too long, you miss them.” No one knows this as well as a real estate investor. In all likelihood, no other profession better understands the delicate balance between leaping for opportunities but not lung- ing after every “shiny object” that catches the eye. In this issue of Think Realty Magazine , we’ve ded- icated ourselves to the identification and meticulous evaluation of real estate investing opportunities. As Ward warns us, time is of the essence, so we explored a market that some in other media venues have speculated may be overheating. We believe we’ve uncovered the truth about that particular opportunity. Furthermore, we’ve worked closely with experts leveraging creative strategies in markets of all temperatures in order to generate solid, predictable returns, while clearly exposing the options present in those local markets and beyond. That kind of education represents real opportuni- ty. The kind you can’t afford to miss. Speaking of perfect timing, did you realize that every real estate strategy you already employ holds multiple, creative options that might offer you substantial flexi- bility if your market shifts unexpectedly? Or that subtle adjustments in your existing business practices could increase cash flow, decrease delinquency risks, and even shore up your retirement portfolio? Those opportuni-

CONTENT DIRECTOR CariAnn Steward [email protected]

ASSISTANT EDITOR Heather Elwing

DESIGN CONSULTANTS Rivet | www.WeAreRivet.com

opportunity. The kind you can’t afford to ignore. And speaking of contributions, we did not forget during this season of thankfulness to take time to look at the ways that real estate investing contributes to communities and to the lives of investors and those with whom they interact. Whether your passions lie closer to foreclosure investing or feeding the hungry, never forget that real estate investing has been one of the greatest and most reliable of all wealth generation methods for the duration of our country’s history. In this issue, we explore how investors are supporting great pursuits through their real estate and improving their own lives, those of their loved ones, and the wider community in the process. That kind of potential represents real opportunity. The kind that no one can afford to overlook. Returning to William Arthur Ward for just a mo- ment: The great motivator once observed, “When we seek to discover the best in others, we somehow bring out the best in ourselves.” Think Realty is thankful this season and always that part of our passion revolves around a history and prec- edent of discovering the best in you and, by extension, the privilege of improving ourselves as well. •

GRAPHIC DESIGNER Emily Bowers

CONTRIBUTING WRITERS Tim Berry, Aimee Breeden, Bryan Ellis,

FOR ARTICLE REPRINTS :: Contact Jeremy Ellis at Reprint Pros, 949-702-5390. www.reprintpros.com. SUBSCRIPTIONS :: The annual subscription for Think Realty Magazine is $28.95 in the U.S. Order online at www.ThinkRealty.com or call 816-398-4085. Provide your full name, address and telephone number. DISCLAIMER :: Think Realty Magazine , its owners, contractors, distributors and their respective representatives do not provide tax, accounting, investment or legal advice and make no guarantee as to the effectiveness or success of any investment or tax strategies discussed herein. Please consult your own independent adviser as to any questions you have or decision you are contemplating. ABOUT THIS MAGAZINE :: ThinkRealtyMagazine isapublicationof AffinityRealEstateMediaLLC.Reproductionoruseofanyeditorial orgraphic,withoutpermission, isprohibited.Wearenotresponsible for thecontentofanypaidadvertisements.Forreprintrights; toob- tainadetailedstatementofourprivacypolicy;and forallsingle-copy requests,addresschangesandothersubscription inquiries: Abhi Golhar, Pamela J. Goodwin, Kaaren Hall, Monick Halm, Jenna Heneghan, Carmen Inman, Pam Kosanke, Gaylene Lonergan, Shaun McCloskey, Jim Paul, BreAnn Stephenson, John Trautman, Mitch Stephen, Ingo Winzer, Julie Ziglar Norman INVESTOR REVIEW: Affintiy Loss Prevention Services, CityVest, Corporate Direct, GreenZone Properties, Preferred Trust, Secure Pay One, Toward Wealth COVER PHOTOGRAPHY Zach Miller

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CAROLE J. VANSICKLE ELLIS, EDITOR-IN-CHIEF

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THINKING REALTY

EVENT COVERAGE

Congratulations to our Winners!

MARCO SANTARELLI Norada Real Estate Investments MASTER INVESTOR OF THE YEAR

MARCUS PAINTER MC Properties LLC SINGLE-FAMILY INVESTOR OF THE YEAR

DAN BUTLER CrestCore Realty MULTI-FAMILY INVESTOR OF THE YEAR

WhereWe’re Thinking Realty

KEVIN ORTNER Renters Warehouse SERVICE PROVIDER OF THE YEAR

JAN BRITT Jan Britt Interiors EDUCATOR OF THE YEAR

LINDA LIBERATORE Secure Pay One PROPERTY MANAGER OF THE YEAR

EXCLUSIVE EVENTS COVERAGE AND SNEAK PEEKS.

his past October, Think Realty host- ed a National Conference & Expo in Atlanta, Georgia. The theme, “Pathways to Smart Investing,” was ideally suited to the diverse local market. An unparalleled attendance list was particularly noteworthy thanks not only to the many members of Think Realty’s expert coaching team who attended, instructed, and consulted on site, but also to the 2017 Think Realty Honors finalists, former award recipients, T

and members of our panel of independent judges, who turned out en masse for our awards luncheon (see opposite page for a list of finalists and winners). Steve Down of Financially Fit and Kent Davis of Equistream delivered keynote addresses, there were 12 educational breakout sessions, and the local market panel featured not only local investors but also a representative from the Federal Reserve, who was able

to shed insight on local trends as well as national ones. National Real Estate Insurance Group (NREIG)’s traveling expert Shawn Woedl also contributed unique insights to the local market conversation by bringing important geographic considerations and potential risks to light for local investors. Think Realty is looking forward to an exciting and highly educational 2018. See below for future dates and locations. •

CITYLINK REAL ESTATE GROUP Keith Murray & Tyler Weitz 2017 RISING STAR

TAMMY PHELPS-KEGLOVICH Capital City REIA COMMERCIAL INVESTOR OF THE YEAR

BILL GREEN LendingOne PRIVATE LENDER OF THE YEAR

IRVINE, CA JULY 14-15, 2018

DALLAS, TX FEB 24-25, 2018

BALTIMORE, MD APRIL 14-15, 2018

ATLANTA, GA SEPT 22-23, 2018

STEVE DOWN Financially Fit, Even Stevens, The Falls Event Centers R. MICHAEL WRENN HUMANITARIAN OF THE YEAR

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NUTS & BOLTS COACHES CORNER

COACHES CORNER

STRATEGIES: REITs Think Realty Coaches

Think Realty Coaches

Course Reviews: Building a Business Investing in Real Estate and Buying Investment Property A SNEAK PEEK AT THE LATEST THINK REALTY COACHES’ COURSE OFFERINGS.

Think Realty coach Linda Liberatore in the studio explaining the finer points of buy-and-hold strategy.

Taking Your Investing Seriously

THINK REALTY’S COACHING TEAM HELPS YOU BUILD CREDIBILITY, CREATIVITY.

his month, Ben Rao debuts his first two courses. Rao, who is nicknamed “The Entrepreneur,” teaches real estate investors how to build a business and shares various paths to the purchase of an investment property. T

Think Realty coaches provide valuable education through video courses accessible on the Think Realty website. Each course typically contains between six and 12 lessons that are easily digestible and implementable.

by Carmen Inman

I

f you want to be successful in real estate, you need to complete spe- cific steps to be taken seriously. That’s my takeaway from our coaching corner this month. And, by the way, how great will it be for us to get this type of information more frequently now that T hink Realty Magazine is a monthly publication? This month, we are excited to introduce Linda Liberatore as the newest member to our coaching team! Linda brings extensive knowledge to the buy-and-hold investing space. Linda has taken a problemmany investors have and provided solutions through systems meticulously scaled to size. Anyone managing multiple properties will benefit from this coaching coursework. I love to see a plan come together, and with Linda’s advice investors can put short- and long-term plans into action. While some investors may dream of taking their in- vestment business to the next phase, Linda provides the guidance to make that a reality with the proper tools.

I’m particularly fond of the messages in our coaching content this issue. Ben Rao’s informative course on establishing your investment business and brand is guidance everyone needs if they want to dip their toe in the investment pond. The benefit that a well-branded, properly structured business entity provides seri- ous investors is invaluable and necessary for a sound foundation in the industry. Abhi Golhar shared tips for invest- ing in a local market. I think a lot of investors can get behind the idea of local market investment as it lends well to building a sense of community, increas- ing property values close to home, and potentially generating more tax dollars for public school funding where your children or grandchildren attend. How- ever, Abhi reminds us that if we want to be serious about local deal profitability we can’t make our investing decisions with our heart. I love his combination of practicality and passion.

Finally, Pamela J. Goodwin’s Econom- ic Development Corporation advice is right on track for anyone wanting to get serious in the commercial space, or perhaps those already investing commercially. Her tips can also give you an advantage over your competition if you prefer residential investing as well. Here’s a little hint of what’s in store: In- timidated by the idea of walking into an EDC director’s office? She’s got four go- to questions laid right out for you! My guess is: If you’re serious enough to take this step, you’re pretty serious about your investment path, and that makes me proud of our coaching students and the team that supports them. •

mation by disclosing tools, services and companies that can help you succeed with your real estate investing business. COURSE: Buying Your Investment Property (4 episodes) In an all-encompassing look at buying a property, Rao kicks things off with creative ways to structure deals. He touts that finding money should not be something you worry about. Investors also learn to leverage traditional funding, with Rao’s own profitable experiences leading the conversation. He goes on to remind us the importance of property valuation, and imparts his ideas on inventive means to go about it. The course wraps with a discussion regarding the security of your assets. Keeping with the pattern of new twists on old things found throughout this course, Rao gives a fresh take on insurance and security. •

COURSE: Building a Business Investing in Real Estate (5 episodes) Everything you build requires a foundation, including your business. Rao walks us through his secrets to suc- cess, and says you need to “begin with the end in mind.” He shows investors how to determine strategy based on their goals, and identifies the key questions each investor needs to answer. Then, Rao dives into legal structure and accounting. His know-how and brutal honesty about past missteps offer insight to even the most seasoned investors. Once Rao gets through the fundamentals in the first two courses, he dives into your brand. Rao reminds investors that brand tells everyone else who you are as a business, and shares the tactics that have strengthened his own business and brand. We move on from there to learn how to use your brand in networking. Rao closes out this course full of golden nuggets of infor-

Carmen Inman is Director of Member Services for Think Realty. She may be reached at [email protected].

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NUTS & BOLTS COACHES CORNER

STRATEGIES: REITs Think Realty Coaches

MEET

LINDA LIBERATORE

like and don’t like, trends that might indicate it’s time to sell for a profit, indi- cators that can give you a heads-up that the market is about to turn, even ‘selling’ points that will attract better tenants at every price point. “The changes and evolution that are happening in artificial intelligence, ma- chine learning, >Page 1 Page 2-3 Page 4-5 Page 6-7 Page 8-9 Page 10-11 Page 12-13 Page 14-15 Page 16-17 Page 18-19 Page 20-21 Page 22-23 Page 24-25 Page 26-27 Page 28-29 Page 30-31 Page 32-33 Page 34-35 Page 36-37 Page 38-39 Page 40-41 Page 42-43 Page 44-45 Page 46-47 Page 48-49 Page 50-51 Page 52-53 Page 54-55 Page 56-57 Page 58-59 Page 60-61 Page 62-63 Page 64-65 Page 66-67 Page 68-69 Page 70-71 Page 72-73 Page 74-75 Page 76-77 Page 78-79 Page 80-81 Page 82-83 Page 84-85 Page 86-87 Page 88-89 Page 90-91 Page 92-93 Page 94-95 Page 96-97 Page 98-99 Page 100-101 Page 102-103 Page 104-105 Page 106-107 Page 108-109 Page 110-111 Page 112-113 Page 114-115 Page 116

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