Over the many years that we've been serving real
estate investors, one of the most asked questions
on our site has been, "How Do I Get Started in Real
Estate Investing?"
People from all over the world have been coming to BiggerPockets
to find the answer to that question. While some might lead you to
believe that there is a simple answer that works for everyone, that
simply isn't the case. We've built this guide to help simplify the
process of figuring out how YOU can get started. Of course, this
guide is not an all-encompassing "how-to" manual about every
aspect of real estate investing, but a broad-stroke overview of the
best ways to start down your path to financial freedom through real
estate investments.

What to Expect in This Beginner's Guide
This guide contains eight chapters, each focusing on a specific part of your investing journey. If you can
master these, you increase your chance of building wealth through real estate and minimize the risk of
failure or loss. This guide will walk you through the following:

Your Real Estate Investing Education
Before you start investing in real estate, it is imperative that you get educated in the important
concepts. There are dozens of ways to get educated and build your knowledge base, and Chapter 2
will focus on those areas in great depth.
1 | Ultimate Beginner's Guide to Real Estate Investing
Choose Your Real Estate Niche and Strategies
There are a number of different strategies and angles from which to approach the business of real
estate investing. The more you focus on one specific thing, the better and more knowledgeable you
become at it. This will be the focus of Chapter 3, as we dive deeper into looking at the various
niches and strategies you can profit from in your real estate investing journey.
Create Your Real Estate Business Plan
As the ancient proverb goes, a house built upon sand is subject to collapse. By creating a strong
foundation that your real estate investing endeavors will stand upon, you will create a more
sustainable business that can weather the storms you may face. Chapter 4 will show you the best
ways to build that foundation to maximize the odds of your success.
Find the Best Investment Properties
When it comes time to actually make your first investment purchase, it is vitally important that you
don't pay too much and that you invest in the right kind of property. Chapter 5 will dive into the
specifics of how to set proper criteria to guide your investment decision making.
Financing Your Real Estate Investments
Paying for your investment is much different than paying for a loaf of bread - and the method used
can often mean the difference between success and failure in a real estate investment. Chapter 6
will dive into the various financing tools you can use throughout your investing career.
Mastering Real Estate Investment Marketing
Regardless of what aspects of real estate investing you choose to focus on, you will undoubtedly
need to have a strong marketing skill set. Too many investors have the "if you build it, they will
come" mentality when it comes to real estate. Putting together the right marketing program and
allocating the necessary amount of resources towards it is absolutely crucial to the success of any
real estate investing business over the long term. Chapter 7 will focus on the marketing aspect of
your real estate investing business.
Knowing and Executing Your Exit Strategies
How you plan on exiting your real estate investments is just as important as the way you enter
them. Whether you sell, rent, or exchange your property, it is vitally important to have a clear
understanding of your exit strategy options for any investment deal from the beginning in order to
minimize your risk. Chapter 8 will discuss these exit options in detail to help you plot your real
estate investing course.




2 | Ultimate Beginner's Guide to Real Estate Investing
Are You Ready to Begin?
As you work your way through this guide, remember that this is not all-encompassing. It is a 40,000 foot view
of how real estate investing works and is designed to give you the basic tools to get past the all important
question of how to get started. As you read along, make note of any questions or highlights, and then come
back to BiggerPockets.com and search the site or ask questions on our Forums to learn more about anything
on your mind. If you're unfamiliar with our site, BiggerPockets.com is an online community of real estate
investors with the web's largest collection of advice for new and experienced investors and is free to join and
to begin participating, learning, and growing.
"Starting any new endeavor can be scary. Our goal with Ultimate
Beginner's Guide is to help alleviate the fears of new investors by giving
them the tools they need to be successful in their real estate investing
journey. "
Josh Dorkin, Founder and CEO
BiggerPockets.com

If you are new to BiggerPockets, start with our real estate forums. The BiggerPockets Forums contain more
than 1,200,000 posts about every aspect of real estate investing, updated hundreds of times daily. Search
through the site or create a new thread and ask any questions you might have; many of our 270,000+
members will be there to help answer your questions. Also, check out the BiggerPockets Blog, which holds
more than 6,000 articles from experienced investors in many different real estate investing niches, as well as
the BiggerPockets Podcast, now the leading real estate podcast on iTunes. These sources, along with
hundreds of other pages on the site, make BiggerPockets.com the largest source of real estate investing
knowledge on earth.
Within these chapters, there are numerous links to additional articles and discussions found on
BiggerPockets. We recommend you take the time to scour these, as they will help answer many of the
questions you've got and will explore topics that are sure to be important to you on this journey. Of course, if
there are questions that this guide or the articles do not address, please be sure to ask them in our real
estate investing forums.
If you are not a member already, please take a moment right now to sign up for a free membership on
BiggerPockets.com. Go to BiggerPockets.com/signup.
It is perfectly natural to be intimidated, but our goal at BiggerPockets is to help you overcome your fears
and your countless questions by providing as much free information as possible to help you make the best
decisions for your own needs.
If you are ready to begin the Ultimate Beginner's Guide to Real Estate Investing, click below to turn to
Chapter 1...

3 | Ultimate Beginner's Guide to Real Estate Investing












Real Estate Divider Are you new to real estate investing? Learning how to invest in real estate doesn't need to
be complicated, difficult, or expensive. In this beginner's guide, you will learn how to get started investing in
real estate from beginning to end - with no hype, false promises, or pitches.
THIS CHAPTER INCLUDES:
Can I Invest in Real Estate if I Have a Full Time Job?
Do I Need to Pay Some Guru in Order to Be Successful?
Can I Invest in Real Estate if I Have No Money?
Is Real Estate Investing a Way to "Get Rich Quick?"
What to Expect in This Beginner's Guide

WHY INVEST IN REAL ESTATE?
There are many different places you can stick your money other than under your pillow, including stocks, bonds, savings,
mutual funds, CD, currencies, commodities, and of course, real estate. There are positive and negative aspects of each
investment option, but since we're here to learn about real estate, we'll focus on that and that alone.

"Ninety percent of all millionaires become so through
owning real estate."
Andrew Carnegie


4 | How to Invest In Real Estate


One of the most commonly stated reasons that people give for
investing in real estate is that they are seeking out financial
freedom, but there are others as well -- of course, each person
will have their own personal reasons why. They are typically
seeking one or several of the following:
Appreciation
Cash Flow
Depreciation
Leverage
Tax Benefits

The decision to begin investing in real estate is a personal one, and we absolutely recommend you make sure
you and your family are 100% committed before deciding to move forward in doing so.
For more details on these reasons, see:
Why Invest In Real Estate
Top 5 Reasons to Invest in Real Estate
Top 5 Reasons to Invest in Real Estate Instead of Paper Assets

Can I Invest in Real Estate if I Have a Full Time Job?
Yes. The kind of real estate investing you might see on television or might
hear about from a guru is not the only kind of real estate investing out
there. In many situations, that kind of investing is not even investing at
all, but simply gambling or speculating.
The truth is, there are hundreds of ways to make money in real estate.
Some of these techniques or strategies might require forty hours a week,
while others might only require forty hours per year. The amount of
time it takes to grow your real estate business largely depends on your
investing strategy, your personality, your skills, your knowledge and your
timeline.
You've probably heard the age-old high school guidance counselor question, "If you suddenly had one million
dollars and didn't have to work anymore, what would you do?" The answer, it's said, is what career field you
should be in. Would you invest in real estate?
If your dream path would be to open up a shelter for abused animals or to move to Aruba and train tourists
to surf, you probably should not be a full time real estate investor.
5 | How to Invest In Real Estate


That's not to say that you shouldn't invest in real estate -- you just probably shouldn't go full time.
However, you don't need to make real estate your career in order to build wealth in real estate. If you love
your job, you don't need to quit it to invest in real estate. You can achieve the same or better results as a full-
time real estate investor by investing on the side.
"One of the perks of investing while working full time is the
steady income stream to fund and support your real estate
investments. Don't underestimate the importance of this!"
-Brandon Turner
Community Manager, Biggerpockets.com

Advantages of Investing While Working a Full-Time Job
By keeping your day job, you have several advantages over full-time investors. First, you do not need to live
off any of the cash flow you make -- that's what your 9-5 is for. By reinvesting all the profits from your
investments, you can fully realize the incredible benefit of exponential growth. Additionally, you have a much
easier ability to get long-term bank financing thanks to the stable income from work, which can also help
increase and stabilize your wealth building.
Investing in real estate while keeping your day job can be done in many ways, such as:
Partnering in a larger piece of property
Buy-and-hold property with property
management
Serving as a private or hard money lender
Investing in notes (mortgages)
Real estate can be highly profitable as a career or if you're just
investing while working a "normal job." However, the choice is
yours as to which path you take. Don't simply decide to quit
your job and become a full time investor because you read
about other investors who have been successful doing it that
way. Having a concrete plan for how you're going to proceed in
real estate is essential; we'll get into that a little later in the
guide.
That said, life is too short to be stuck in a job you hate. Choose a career that makes you excited to wake up in
the morning, energized throughout the day, and content when you fall asleep at night. If that desire leads
you to full time real estate investing, welcome to the club! Just make sure you are not simply building a
career, but building a future.
6 | How to Invest In Real Estate


Also be sure to check out:
BiggerPockets Podcast 006: Investing While Holding a Full Time Job with Arthur Garcia
BiggerPockets Podcast 008: Learning to Be a Profitable but Ethical Landlord with Al Williamson
BiggerPockets Podcast 023: Flipping While Working a Job, Partnerships, and Military Investing with
James Vermillion
BiggerPockets Podcast 033: How to Close 27 Deals in Your First Year While Working Full Time with Sam
Craven
BiggerPockets Podcast 037: Full Time Income, Part Time Lifestyle Real Estate Investing with Aaron
Mazzrillo
BiggerPockets Podcast 051: Small Multifamily Properties, Working a Full Time Job, and Training
Tenants with Mike Sherwood
BiggerPockets Podcast 054: Investing in Under $30k Real Estate, Working a Day Job, and Good Vs. Bad
Neighborhoods with Lisa Phillips
BiggerPockets Podcast 058: Flipping and Wholesaling Homes While Working Full Time with Justin
Silverio

Do I Need to Pay Some Guru In Order to Be Successful?
Absolutely not. Countless investors have become successful without the
help of the guru crowd. The goal of many of these individuals is to sell you
on the dream of fast riches, fancy cars, easy money, and so on -- many prey
on people who desperately want to make money and often use very slick
and often dangerous (for you) techniques to sell you on their very
expensive courses, bootcamps, mentoring, training, etc. In fact, the tactics
used to get you hooked are very well documented, and there is absolutely
no such thing as a free lunch.
Keep in mind that there are many in our industry who benefit from the marketing of these gurus. Most
websites focused on the investment niche affiliate with them, making large referral fees -- often on the order
of 50% -- in return for marketing their wares. Additionally, a large percentage of real estate clubs derive their
revenues from products and events sold by gurus who "teach" there. And yes, they also get a nice 50% cut
for doing so.
Remember, real estate gurus are in the business of marketing and selling you on the dream. Through this
guide and the thousands of articles and hundreds of thousands of discussions available on BiggerPockets,
you can absolutely learn everything that you'd pay thousands of dollars to a guru for, and you can do so for
free. If you want to read an excellent article about the guru seminar trap, read "The Real Estate Guru Trap
How It Works & 4 Ways to Avoid It." Also, if you find a real estate guru that you are interested in learning
more about, be certain to be careful, and check out our real estate guru review forum to find out the real
deal from other investors.
7 | How to Invest In Real Estate


That all said, they aren't all bad, and some of these individuals are very knowledgeable. Just remember:
caveat emptor (let the buyer beware). Do your homework and don't get caught up in the hype or promise of
secrets; there aren't any.
Also be sure to check out:
Purchasing a Real Estate Investing Guru Program? Read This First!
Don't be hypnotized by the "Guru of the Week"!
Real Estate Gurus Promoting Other Guru Courses and Events a Scam?
BP Podcast 017 Finding Mentors, Facing Retirement, and Note Investing with Jeff Brown

Can I Invest in Real Estate if I Have No Money?
The simple answer is: yes, it is possible to invest in real estate if you
don't have any money at all. However, there is money involved in every
real estate transaction. The issue, therefore, is not whether you're
investing with "no money," but instead whether you're investing with
"none of your own money." Investing in real estate without using any of
your own money requires using Other People's Money (OPM) -- learning
to strategically invest in real estate without any of your own money is
one of the most complex but important tools you can develop in your
real estate investing career.
The key to investing in real estate without any money of your own is simple: bring something to the table. If
you lack money, there are other things you can bring to the table in a transaction -- if structured correctly --
including education, time, connections, confidence, intelligence, and creativity. By reading this guide, you are
already taking steps toward building your strengths in those areas.
Many investors use little or none of their own money when investing in real estate by using one of several
methods that include:
Wholesaling
Using partners
Using lease option strategies
Via FHA 3.5% down payment loans
Using USDA or VA no-down payment loans
With home equity loans or lines of credit
Using private/hard money.
8 | How to Invest In Real Estate


We will look at each of these areas in more depth later in this guide, but we want you to recognize that
investing in real estate without income is possible, but may not be as easy as the gurus would have you
believe.
For more information on investing in real estate without any money, please see:
5 Ways to Start with No Money and No Credit?
How to Close a Subject-To Deal with No Money Down
Can You Really Flip Houses With No Money?
Forum Discussion: Wholesaling With No Money Down
Flipping, Marketing, and Wholesaling with Danny Johnson
BP Podcast 050: Getting Started and No Money Down House Flipping with Mike Simmons

Working in Real Estate Without Investing at All
Many would-be real estate investors get their start by simply working in the real estate industry earning
money while gaining a solid hands-on education. Here is a brief list (far from exhaustive) of careers you can
take on to learn the real estate business:
Real Estate Agent
Mortgage Broker
Appraiser
Construction Worker
Resident Manager
Title/Escrow Agent
Project Manager
If you are looking to get into real estate investing with no experience and no money, choosing one of these
careers may be a great way to get your feet wet in the industry and to help you begin plotting your career
into full time real estate investing. The experience you'll gain from mastering one or several of the other
trades in the industry can be invaluable in helping you be successful.

Is Real Estate Investing a Way to "Get Rich Quick?"
How many late-night real estate infomercials have you seen where the real estate guru is sipping drinks on
the back porch of his beachside home, next to beautiful women in expensive (or minimal) clothing, telling
you that this life is for you?
9 | How to Invest In Real Estate


No doubt one of the largest draws to real estate investing is the image of investors driving fancy cars, living in
large homes, and being all around "rich." While many real estate investors do build significant wealth over
their career, real estate investing is not a "get rich quick" scheme. Yes there are some who make a lot of
money in a short time; however, these situations are generally the exception, not the rule.
Investing in real estate takes planning, patience, and persistence. Don't expect to make millions of dollars in
your first year. Instead, plan on creating a business through real estate that will grow steadily year after year
to enable you to meet your financial goals -- and hopefully your dreams. No matter what you might hear
otherwise, being successful in real estate requires hard work, just like it does in any other field. It is also
important to know that there are no shortcuts to being successful in real estate -- there are no products or
tools that will do the work for you, either. You must learn the fundamentals and then apply them. Of course,
our goal here is to help you with that.
For more information on "get rich quick" investing see:
If You're Not Building Wealth You Might Be in
The Wrong Game
Forum Discussion: Real Estate: A Get Rich Slow
Business.
Slow and Steady Wins the Race
FAST Nickels vs. SLOW Dimes: As a Real Estate
Investor, Which is Better?

Moving On
By the end of this chapter, you should have a clear vision for why real estate can and should be an important
step for building wealth for your future. Whether you decide to go full time or just invest on the side, real
estate can be the path toward financial future for you and your family. In the next chapter, we are going to
look at the very first step (and one of the most important) you should take on your journey: your education.
When you are ready, turn to Chapter 2 and let's get you on your way to starting out in real estate.
10 | How to Invest In Real Estate









"A journey of a thousand miles begins with a single step."
Lao-tzu

This chapter is very important in your real estate investing
journey. Without a clear understanding of the principles found
in this chapter, you are at a much higher risk of failure and
defeat in your real estate dealings. In fact, if you only
remember one chapter in this entire guide, we sincerely hope
it's this one. Let this be your first step to a successful future in
the real estate investing world.
In this chapter, we'll cover:
Don't Skip Your Real Estate Education
Real Estate Terms and Mathematics
Mentors, Gurus, and You
Overcoming Fear
Analysis Paralysis

11 | Real Estate Investing Education


Don't Skip Your Real Estate Investing Education
As we discussed at the end of chapter one, real estate investing is not a "get
rich quick" scheme. Just as any solid home needs a strong foundation, the
same is true when it comes to your real estate education -- a solid foundation
is key to a long-lasting business.
This guide, while not exhaustive on every aspect of real estate investing, will
help develop that foundation. We put it together to be a first step in your real
estate education and as an introduction to the possibilities that come with
real estate investment.
There are many different ways to get educated in real estate investing, and
you don't need to pay hundreds or thousands of dollars to learn the business. Below, you'll find a list of a few
sources of real estate investing education; be sure to consider each before making a final decision on how
you're going to move forward -- what works for one person may not work for another.

Sources of Real Estate Investing Education
Books -- real estate booksAs the old saying goes, "Those who lead,
read." Books are fundamental in gaining an education in real estate and
perhaps the most widespread learning method for investors. Real
estate books are produced each year by the thousands, and every
major bookstore in the world contains a whole section on real estate
investing. Chances are, if there is a way to make money from real
estate, there has been a book written about it. If reading books,
however, is not within your arsenal of skills, you are in luck. Today, we
live in a world where nearly every new book is also made into an
audiobook. (Try Audible.com for the web's largest selection.)

Blogs -- real estate blogsBlogs, short for an older term called a "Web log" are a
collection of short essays written about a topic. Blogs can be an amazing source of
information, and there are fantastic ones for every topic you can imagine. There
are many great ones written by people living in the trenches of real estate worth
checking out and learning from. Be sure to check out the BiggerPockets Blog,
which features dozens of expert contributors sharing their best tips and advice, as
well as the BiggerPockets member blogs (TK) for great examples of real estate
blogs. You can also see a list of BiggerPockets' "Top 35 Real Estate Blogs" and discover new favorites.

Mentors -- real estate mentorsPerhaps the most powerful way to gain a good education in any field of study
is through a mentor -- and the same holds true in real estate. While there are dozens of professional real
estate mentors who charge for their service, there are also millions of mentors all over the world that will
cost you as little as a cup of coffee - they are your local investors. People enjoy sharing what they know, and
12 | Real Estate Investing Education


seasoned real estate investors are no different. By introducing yourself to a successful
local real estate investor who you would like to become more like, you'll have the
opportunity to learn from someone in the field who knows your market and who can
ultimately become a partner as you come to become successful yourself. We'll talk more
about mentors later in this chapter.

Podcasts -- real estate podcastsOne of the newest innovations in the world of real estate
investor education is the Podcast. A podcast is simply a recorded audio program, similar to a
radio show, that can be produced by anyone with a computer and a microphone. There have
been a number of great podcasts that have emerged in the last few years. If you have a
smartphone or MP3 player, you can listen to hundreds of hour long shows covering a wide
variety of real estate topics whenever you want whether in the car, jogging, or lying in bed --
for free. Be sure to check out the pitch-free BiggerPockets Podcast or search iTunes for other
options.

For more information about gaining a solid education, check out these posts:
Real Estate Guru Courses: Are They Worth It? Do I Need to Pay Some Guru in Order to Be Successful?
5 Books That Keep Me Focused As A Real Estate Entrepreneur Is Real Estate Investing a Way to "Get Rich
Quick?"
What Is Wrong With Paying For Mentoring, Coaching Or A Guru's Program?
Continuing Your Education is Key for Real Estate Entrepreneurial Success
Real Estate Investing Education in the Information Age
Bigger Pockets Radio Podcast 003: Getting Started in Real Estate and Raising Money with Brian Burke
BP Podcast 011 : The Ultimate Beginner's Podcast For Real Estate Investors

Real Estate Mathematics: No More Complex than Junior High
You don't need to be a college calculus student to
understand real estate math. In fact, most of the
math you'll need is grade-school level. This section is
going to quickly touch on some of the basic concepts
and math formulas you'll need in your real estate
investing career.


13 | Real Estate Investing Education


Income:
Income is simply the amount of money that comes in from a property. This math is perhaps the easiest of all:
simply add up the amount of rent and any additional fees that comes in.
For example you own a rental house. The home rents for $1000, and the tenant also pays $25 for the use of
the garage.
Your total income was $1025.00.
Income could also include late fees, application fees, pet fees, laundry or other vending machines, or any
other value you receive from your rental.

Expenses:
Expenses are simply the things that cost you money on
an investment. For example, the garbage bill for a home
is $50 per month, the loan from the bank was $500 per
month, and maintenance was $100 per month. The total
of these three expenses is $650.00.
Your total expenses for this example were $650 for this
particular month. Keep in mind that there are many
other expenses that you'll face as a real estate investor,
including things like taxes, insurance, management,
holding costs, capital expenses and various others.

Cash Flow:
Cash flow is simply the amount of money left over at
the end of the month after all expenses are paid. To
determine the cash flow, simply subtract the total
expenses from the total income:

Your total cash flow in the above example property was
$375.00 for the month. Let's look at a few more math
equations.



14 | Real Estate Investing Education


Return on Investment:
Real Estate MathYour "return on investment" (also known as ROI) is a fancy
way of describing what interest rate you are making on your money per year.
For example, if you invested $250 and you made $250 from that investment
(for a total of $500) over the course of one year, you would have made a
100% return on investment. Similarly, if you invested $5000 and made an
additionally $2500 over the course of a year (for a total of $7500) you would
have made a 50% return on your investment.
The actual calculation for Return on Investment looks like this:
ROI = (V1 V0) / (V0), (where V1 is the ending balance and V0 is the starting
balance)
A simple scenario for using ROI to calculate an investment return would be as follows: On January 1, you put
$1000 into a bank account. On the following January 1, you cash out the account for $1100. Your ROI on the
investment is:
ROI = (1100 1000) / (1000) = .1 (or 10%)
You start with $1000 and end up with $1100 after a year for a return of 10%.
These simple concepts present the foundations upon which almost all other real estate calculations are
based. The rest will come in time, but most calculations are simply related to these.
For more information regarding real estate math, please see:
Introduction to Real Estate Investment Deal Analysis (A great comprehensive blog post about real estate investing math)
Introduction to Internal Rate of Return (IRR)
Return on Investment (ROI) Versus Cash on Cash Return (CCR)


Real Estate Investing Mentors:
A mentor is an individual who comes alongside you to teach and instruct based on their first-hand
experience; they are someone who has lived the life before walked it, talked it, and breathed it. Finding a
mentor and learning from those who have come before you is one of the most important steps you can take
in your real estate investing education, yet perhaps the most misunderstood. This section is going to focus on
what a great mentor is, how to find one, and it will look at the question, "Should you pay for one?"


15 | Real Estate Investing Education


Real Estate Investing Mentors in Your Life
In your life, who have been your mentors? I'm not talking just real estate but life in general. There are a
number of different individuals who may have served in a "mentor" role at one time or another, such as:
Parents


Professor
Grandparents

Boss
Older sibling.
Among all these mentors, there exists a common thread that all these sources has: an existing relationship
with you.
These individuals were first in our lives through an existing relationship, and the mentoring relationship grew
organically out of it. It wasn't forced or manipulated. There was no formal "mentorship agreement" written
ahead of time, no payment required for mentorship, no force. The only requirement was the relationship.

How to Find a "Organic" Real Estate Mentor
Real Estate MentorsFor those who have been taught that the only mentors are the kind
that cost $19,997.97, the concept of an organic mentor is a profound thought. After all,
why would a seasoned professional real estate investor bother to help a newbie? "Won't
I just be wasting their time?"
There are a variety of reasons why a seasoned real estate investor might choose to help
a newbie, but the fact is, many do. Whether it's the dream of passing on their legacy,
having someone with similar interests to talk with, or the potential making future deals,
organic mentorships happen each and everyday. These mentorships are usually called
by another name, though: friendships.
On the other side of the spectrum, there are new wannabe investors who tend to
approach the relationship as if the mentor should be lucky to work with them. This
entitlement attitude leads many of these individuals over to the BiggerPockets Forums, where they proudly
announce that they are looking for a mentor to teach them all they know, but offer nothing in return but the
privilege of working with them.
In other words
"Hi, my name is (so and so) and I'm looking for someone to invest a significant portion of their time and
energy telling me how to get rich. I offer nothing to this relationship, but expect you to jump at the chance
because you probably have nothing better to do. Most likely, I'll just disappear once I realize I can't get rich
overnight, leaving you exhausted and irritated. So, who's first!?"
If you would like a mentor to come into your life, instead of your search being all about you and what you
need, seek ways to grow a mentorship organically. Try these tips for building those relationships:
16 | Real Estate Investing Education


Concentrate first on establishing a relationship with seasoned investors who you would like to learn from. A
mentor doesn't need to be Donald Trump or Robert Kiyosaki. A mentor can be the investor down the street
who owns a half-dozen rentals and works a full time job or an active BiggerPockets member who donates his
or her time to answering questions in the forums. The key is finding an individual who you want to learn
from in the field you want to enter. While you can glean a lot of information from any successful investor,
attempting to build a deep mentorship with a mediocre house flipper, when all you want to do is buy and
hold small multifamily properties, is probably not a great first step. Seek out individuals who are doing what
you want to do.
Make yourself valuable in a way that is meaningful (profitable) to the other person. What can you offer the
other person who you want to learn from? Do you have a free weekend that you can offer to help clean up a
vacant unit? Do you have web design skills or cold-calling skills? Value is found in many different forms to
many different people. Make it your goal to provide solid value to every relationship you have. Additionally,
you don't necessarily need to do everything for free for that person. If you are handy, perhaps just being a
dependable maintenance person who doesn't rip them off is enough to build that relationship. Maybe a well
designed website could be your value proposition. Whatever it is remember: provide value.
Don't expect anything in return. You didn't build your early mentorships (parents, grandparents, etc.)
expecting something in return. You built them because you were simply going through life. Provide value and
in return you may receive something back but don't expect it.
Always think "win-win" Don't simply focus on what's in it for you. Your mentor may be far more successful
than you but that doesn't mean you can't help them become even more successful. As the popular phrase
states, "a rising tide lifts all ships."
Most successful investors are willing to help, but only after you have proven that you are worthy of their
involvement. A mentor does not want to waste their time. Being a mentor is a huge undertaking for both
sides, and no one wants to devote a significant amount of time and effort building a relationship only to have
it fall apart when the student gets bored. Prove that you are in this for the long haul by persistence, building
knowledge, and actively growing outside the relationship you are building.

Should You Pay for Mentorship?
Real Estate mentor The role of a mentor is to make the journey from
point A to point B a little quicker and a little easier. For many wannabe
investors, paying for a mentor is the quickest and easiest way to find a
mentor. But should you?
If you've been around BiggerPockets for any length of time, you'll
understand that it is our core belief that you do not need a paid
mentor or guru to help you succeed. There is a vast amount of
information out there, most of it for free, that you can use to learn
and grow as a real estate investor. Furthermore, places like the
BiggerPockets Forums give you the ability to ask any question you
want and receive answers back from many actual, seasoned real
estate investors. Think about it -- there are over 219,000 others on our
17 | Real Estate Investing Education


site, and many of them are active on our Q&A forums -- you can pay a single person thousands to be there to
answer your questions or you can just ask it for free and get answers from many of your peers who are
active in the field. We tend to believe that the input of many is certainly superior to one person's.
With that said, the choice to pay for mentorship or training is 100% up to you. The role of a product or
training from a guru should be to improve your processes and make your journey easier, not necessarily
shorter. The theory is, if you spend $500 on a product that helps you achieve $1000 in profit, then the
product is worth it. The problem is that most individuals simply choose to buy a product looking for a
shortcut and do not actually put into practice the lessons taught.
Before ever paying for training, we recommend that you first exhaust all options for finding a local mentor,
as we discussed above. A paid mentor will most likely be unfamiliar with the intricacies of your local real
estate market, while a local mentor will usually have a much better grasp. If you cannot find a local mentor,
next seek out knowledge via books, forums, blogs, and other sources. Besides gaining knowledge and
pointing you in the right direction, this also will help guarantee your full commitment. After all, you don't
want to pay hundreds (or thousands) of dollars just to lose interest next week.

"If you are searching for the right opportunity to grow as a real estate
investor, before searching the internet for the perfect solution or pulling
out your credit card to hire the perfect coach, search yourself. Make sure
you know what you are looking for, and why, and then match your
needs with the solution that fits and feels the best."
Chris Clothier, Investor

When you have a firm grasp on the type of investing you want to get into then, and only then, should you
consider paying for mentorship. Before you do, however, be sure to check out the Guru Review Forum on
Bigger Pockets, as well as the Better Business Bureau. Be very wary of shining reviews online from members
that show up at a site just to defend some program (these are often paid members of the organizations
themselves). Additionally, there are many gurus out there who simply exist to re-package free information
and sell it for exorbitant amounts, claiming to have secrets or some new methodology. Do your research
ahead of time to avoid working with these scammers.
Finally, before paying for a mentor or program, follow this one final step: Wait! Oftentimes, pitches and
pressure applied from the individuals promoting a program are effective at striking the emotional nerve and
as a result, can encourage you to buy out of fear or on excitement, rather than prudence. Wait a few weeks
to see if you are still as interested. Many times, when the daze from the salesman's shiny new suit wears off,
the program is suddenly not as appealing. After all, there is a reason they want you to "sign up TODAY!"
Paid mentors can provide accountability ("I spent thousands... I better make it worth it!") and good
information that is neatly packaged for easy consumption. Many investors do find success working with paid
mentors. Many others, however, do not. By focusing on finding local mentors, building your knowledge, and
18 | Real Estate Investing Education


researching your potential paid mentor before paying, you are able to increase your chances of finding
success and avoiding failure. Remember: there is not a product, coach, or mentor who can make you
successful. That is strictly up to you. A mentor paid or not is merely a guide to help you get down the path
as safely and quickly as possible. The choice to do so is up to you.

For more information on mentors, gurus, and paid programs check out:
Life Changing Mentors
How Do You Find a Real Estate Investing Mentor?
How to Find Real Estate Mentors and My Eureka Moment
I Can Do That! No, Sorry, You Probably Can't Wannabes and Mentorship
The Real Estate Guru Trap How It Works & 4 Ways to Avoid It
Purchasing a Real Estate Investing Guru Program? Read This First!
Don't be hypnotized by the "Guru of the Week"!
BP Podcast 017 Finding Mentors, Facing Retirement, and Note Investing with Jeff Brown
BP Podcast 025: Four Newbies and Their Very First Real Estate Success Stories

Fear: A Roadblock in Real Estate Education
I never worry about action, but only inaction. Winston Churchill
Fear For every successful real estate investor out there, there are dozens who were too filled with fear and
uncertainty to ever actually do a deal. If you are just beginning, chances are you have some fear as well but
don't worry; fear is a natural part of life and is designed to help us avoid bad decisions and the consequences
derived therefrom.
However, fear can also stop you from ever getting started, and as a result, you may find yourself spinning
your wheels without getting anywhere. This purpose of this section is to address that fear, to teach you how
to overcome it, and to help you succeed in spite of it.

Six Steps to Help You Overcome Fear:
1.) Get off Your Duff.
If you are looking to real estate investing to save you from a job you hate, then you had better start working
to replace the income from your job with money made from real estate activities. Develop a plan and work
that plan everyday -- just like you would get up and go to work everyday for a paycheck. If you expect to do
one deal and end up on a beach somewhere with beautiful people all around -- wake up. Successful real
19 | Real Estate Investing Education


estate investors work hard, and you will need to do the same, but instead of working for a company you're
not fond of, you're working for yourself -- a blessing and a curse.
2.) Commit
Actions-process-stop-icon STOP buying courses and other materials or seeking out
mentors or coaches until you are committed to step number one above. If you are
not committed, no course, class, or trainer is going to get you any closer to your
goal. Almost every real estate course out there focuses on the mechanics, but the
real action is what's going on between your ears. When you can get that under
control, it won't matter what technique you use; you will find success as a real
estate investor! Realize that you could spend a lot of money having someone show
the mechanics, but if you are not willing to deal with the "conditioning" issue, you
are just wasting money.

3.) Start Participating
BiggerPockets is filled with knowledgeable real estate investors who are
willing to share what they know for free. Sign up for an account and interact
daily. Don't just lurk; participate, ask questions, connect with others, and
build relationships. If you are afraid to ask questions, then you are going to
be just as afraid to speak with a seller who needs to sell you their property
or to negotiate with a big city developer. Interactions are part of an
investor's life, so the faster you can overcome this fear, the more successful
you'll be. Being visible to your peers online and off will ensure you're always
at the front of their minds -- and that's great for business.
4.) Learn the Lingo
Without knowing the lingo of a real estate investor, you will always be afraid of sounding like you don't know
what you are talking about. Once you build up your confidence in understanding the lingo, your ability to talk
with others and understand what is being discussed will grow exponentially.
5.) Learn the Concepts
Once you have the lingo down, you need to start understanding the concepts. If you can't adequately explain
what debt-to-income is or why 70% ARV is important in a house flip, you need to spend more time learning.
Fear is often a result of being unclear. Look back at chapter three to see ways you can gain more knowledge.
Additionally, once you have a good understanding, help teach someone else. Teaching others a difficult
concept will cement that concept into your own mind, helping you never forget.




20 | Real Estate Investing Education


6.) Watch Others
By assimilating yourself with investors who are involved in the same kind of
investing you want to get into, you will naturally begin to pick up on the
traits that make them successful. If this means working nights and
weekends for a local investor for free, then that's the price of admission.
You will quickly learn to overcome your fear when you help others
accomplish success, giving you the confidence to strike out on your own.
All investment has some degree of risk, and real estate investing is no
exception. While risk can't be avoided, it can be managed through proper
preparation, which you have already begun by reading this guide. The
hardest thing to do in any new venture is to get started. At some point, you
need to follow the advice of Nike: "Just Do It!"

Analysis Paralysis
It's easy to get stuck in the world of "Analysis Paralysis." These are
the moments where you research, plan, evaluate, research, plan,
evaluate, in an endless cycle and are paralyzed from ever actually
taking action. It's the problem of reading books without
implementing, reading blogs without engaging, and meeting others
without interacting. Typically, it's due to fear of screwing something
up.
It's easy to convince yourself that you don't know everything you
should know before you start taking action. However, you don't
need to learn about every single niche buying technique, and you
don't need to be an expert before getting your hands dirty. You
should focus on one area of investing and become an expert in it
and then move on to the other techniques and areas. We'll cover
the various real estate niches in the next chapter of this guide.
Once you know where you want to start, you need to learn the ropes. The BiggerPockets Forums are an
excellent place to learn everything you need to know about any topic. Ask questions. Learn the basics and
start planning. You might feel that you are not completely ready to begin, and you probably never will be
unless you take action. It will seem scary, and you probably won't be able to answer all the questions that will
be asked by sellers and buyers once you get started. But because you took action, you will be in a position
that will force you to learn the answers to those questions -- remember, that's what this site is for -- which
will help when those things come up.
It's so much easier when you're fearful to spend more money and buy another course or to spend another
month reading about what other people are doing. Doing so won't get you anywhere. Get educated, get your
plan together and start taking action. As you do, you will quickly get to where you feel right in your new skin.
You will actually feel like a real estate investor. Your confidence will skyrocket, and you will become even
better at what you do.
21 | Real Estate Investing Education


For more information on Overcoming Fear and Analysis Paralysis, check out:
Advice for New Real Estate Investors Just Starting Out
3 Words of Advice for New Real Estate Investors
Overcome Your Fear to Get Started as a Real Estate Investor
Being Committed to Being Committed
Paralysis by Analysis
Avoid Getting Stuck in Real Estate Investing's Paralysis of Analysis
Frozen by Paralysis of Analysis?
5 Ways to Overcome Analysis Paralysis

Moving On
Beginning your investment career with a solid foundation based on a good real estate investing education is
vital to the success of your career. There are many different ways you can learn and grow as an investor, so
choose the method you feel you can grow the most with and start learning.
The next chapter will help further your education by teaching you more important basics of the real estate
business, including different real estate niches and the basic strategies available to you. Once you learn
these, you'll be ready to start with the all important planning that we've been talking about.

22 | Real Estate Investing Education












Very narrow areas of expertise can be very productive. Develop
your own profile. Develop your own niche.
Leigh Steinberg

While at first it may seem important that you learn everything you can about real estate investing, in reality,
it is best to focus on two things: an investment vehicle and a strategy for using that vehicle. This chapter is
going to introduce you to some of the most popular investment vehicles, as well as the most common
strategies for moving forward.
In This Chapter We'll Cover
Why Real Estate is Like a Box of Chocolates
Choosing Your Niche
Choose Your Real Estate Investing Strategies
Buy and Hold
Flipping
Wholesaling
Moving On




23 | Real Estate Investments
Real Estate Investments are Like a Box of Chocolates
Have you ever received a box of chocolates as a gift over the holidays? There are always so many choices,
and sometimes, you need to take a little bite of each one to figure out what exactly you're going to find
inside. In a way, learning how to invest in real estate is like that box of chocolates. There are dozens (if not
hundreds) of different ways to make money as a real estate investor, and it's up to you to choose the niche
you want to get into.
You might absolutely love some niches and
strategies, while others might make you shudder.
However, unlike that box of chocolates, as an
investor, you are able to get a full view of the many
different choices available to you, and you can then
choose the one(s) that you enjoy the most. Best of
all, you don't need to choose them all. Learning
how to successfully invest in real estate is about
choosing one niche and becoming a master of it.
This chapter is going to open up that box of
chocolates for you to sample and let you see some
of the most common niches you can get into when
investing in real estate.
Remember: Once you know the niche you want to get started with, you will be able to narrow down your
focus, become an expert, network with individuals within that niche, and begin building wealth by taking
action and executing a plan of action.

Choosing Your Real Estate Investment Niche
The following list includes the most common property types that you are likely to deal with as a real estate
investor. Each of these has many subsets as well, but remember, you don't need to know them all. This is
merely a list to help you get started understanding what options are available from a 20,000 foot view.
Raw Land

24 | Real Estate Investments

Raw land is nothing more than basic earth. Land on its own can be improved to add value, and it can be
leased or rented to create cash flow. Land can also be subdivided and sold for profit. Some investors choose
to buy raw land with hopes (or plans) that someday the land will become much more valuable due to
external developments like the construction of a freeway or from a development being built nearby.
For More Information on Raw Land, see:
Residential Land Development Part 1
Developing Real Estate: How to Price Land for Profit


Single-Family Homes

Perhaps the most common investment for most first time investors is the single family home. Single family homes are
relatively easy to rent, easy to sell, and easy to finance. That said, in many areas, the rents derived from SFRs (single
family rentals) won't be enough to provide positive cash flow.

For More Information on Single Family Houses, see:
Secrets of Single Family Rentals






25 | Real Estate Investments
Duplex/Triplex/Quads

Small multifamily properties (2-4 units) combine the financing and easy purchasing benefits of a single family
home. Bought properly, these can cashflow quite well, and there is often less competition than what you'd
run across bidding on single family homes. Best of all, these properties can serve as both a solid investment
as well as a personal residence for the smart investor. Another perk of the small multifamily property is the
ability to take advantage of "economies of scale," as only one loan is needed to secure the 2, 3, or 4 units in
the property. One of the things that makes these investments so appealing is that most banks look at small
multifamily properties with four units or less with the same guidelines as a single family house, which can
make qualifying for a loan much easier.
For More Information on Duplexes, Triplexes, and Quads see:
Small Multifamily Properties = Big Profits
Financing a Fourplex Real Estate Investment Property
New Investor Strategy: How to Buy Your First Multi-Family Investment Property & Live Rent Free

Small Apartments
Small apartment buildings are made up of between 5 and 50 units.
Though the line between small and large apartments is not set in stone,
most investors typically draw the line between small and large apartment
buildings at around 50 units. These properties can be more difficult to
finance than single family homes or 2-4 unit properties, as they rely on
commercial lending standards instead of residential ones. That said, these
properties often provide significant cash flow for the investor who can
deal with the more management-intense nature of the properties.
Additionally, competition is generally seen on a lower scale for this
property type, as they are too small for large, professional REITs to invest
in (see below), but too large for most novice real estate investors.
Instead of being priced based on comps, the value of these properties are based on the income they bring in.
This creates a huge opportunity for adding value by increasing rent, decreasing expenses, and managing
26 | Real Estate Investments
effectively. These properties are a great place to utilize on-site managers who manage and perform
maintenance in exchange for free or decreased rent.
For More Information on Small Apartments, see:
How to Find the Best Commercial Apartment Deals

Large Apartments
This class of property -- Large Apartments -- refers to the large complexes
you might see all across the country that often include pools, work-out
rooms, full time staff, and high advertising budgets. These properties can
cost many millions of dollars to purchase, but can produce stable returns
with minimal personal involvement. Many large apartments are owned by
"syndications," which are small groups of investors who pool their resources.




For More Information on Large Apartments, see:
Anatomy of the Grand Slam: How I Made $800,000 on One Flip

REITs
REIT stands for a Real Estate Investment Trust. In
the most simplistic definition, a REIT is to a real
estate property as a mutual fund is to a stock. A
large number of individuals pool their funds
together, forming a REIT, and allow the REIT to
purchase large real estate investments, such as
shopping malls,
large apartment complexes,
skyscrapers, or bulk amounts of single family
homes. The REIT then distributes profits to individual investors. This is one of the most hands-off approach
to investing in Real Estate, but do not expect the returns found in hands-on investing. You can buy shares in a
REIT via your stock account, and they often have a relatively high dividend payment.
For More Information on REITs, see:

Is Now a Good Time to Invest in a REIT?
27 | Real Estate Investments
Commercial


Commercial investments can vary dramatically in size, style, and purpose, but ultimately involve a property
that is leased to a business. Some commercial investors rent buildings to small local businesses, while others
rent large spaces to supermarkets or big box megastores. While commercial properties often provide good
cash flow and consistent payments, they also may carry with them much longer holding periods during times
of vacancies; commercial property can often sit empty for many months or years. Unless you are starting
from a very solid financial position, investing in commercial real estate is not recommended for beginners.
For More Information on Commercial Investing, see:
BP Podcast 004: Commercial Real Estate Investing With Frank Gallinelli
3 Things You Need to Know to Invest in Commercial Real Estate
Commercial Real Estate Listing Tools, News & Discussions

Mobile Homes
You can start investing in mobile homes with little money out of pocket.
Whether it's a home in a mobile home park or on its own land, many of the
strategies used in other types of real estate investing can be applied to
mobile homes.
For More Information on Mobile Homes, see:
Mobile Home Investing with Creative Strategies
Mobile Home Investing: AKA The Moolah Maker



28 | Real Estate Investments
Tax Liens
When homeowners don't pay their taxes, the government (local,
state, or federal) can foreclose and resell the property to investors
for the amount of taxes owed. This can often mean incredibly
inexpensive properties, but be sure to do your due diligence and
don't just jump into this kind of investing unprepared. Tax lien sales
are complicated transactions that require research, knowledge, and
experience.
For More Information on Tax Liens, see:
Tax Liens: What They Are and How to Use Them In Your Business

Notes
Investing in notes involves the buying and selling of paper
mortgages. When a home is purchased with a loan, a "note" is
created explaining the terms of the contract. For example, an
apartment owner decides to sell his property for one million
dollars. He offers to carry the full note (thus allowing the new
buyer to avoid using a bank loan), and the new buyer will make
payments of 8% per year for thirty years until the full one million
dollars is paid off.
If that owner decided they no longer wanted to be involved, he
might choose to sell that mortgage to a "note buyer." Just like any
other real estate investment, many times a note will be sold for a discount when the seller is motivated to
sell. A note buyer will then begin collecting the monthly mortgage payments and will have the right to keep
the note or sell it again in the future.
For More Information on Investing in Notes, see:
Cash Flow Notes: 5 Steps to Investing Through "Lien Landlording"

A Summary of Your Real Estate Investment Niche Choices
We've just outlined ten different investment niches, or vehicles, that you can invest in to take you on your
journey through real estate investing. When starting out, it's helpful to simply pick one (or, at most, two)
niches to focus on and become a pro at that niche. You can always expand later as you get more experience
and knowledge.
While you can use any of these investment vehicles in your career, you must next learn an investment
strategy that you can apply to that niche. The next section will look at several different strategies that
investors use to make money with the various niches already covered.
29 | Real Estate Investments
For More Information on Choosing Your Niche, See:
Finding Your Niche in Real Estate
Real Estate Investing principles Using Focus to Build a Solid Business Foundation
Top 100 Ways to Make Money in Real Estate
BP Podcast 047: Apartment Complexes, NNN Leases, and Commercial Real Estate with Joel Owens
BP Podcast 052: Buying Apartment Complexes, Raising Millions, and Building a Profitable Business with Ken
McElroy
BP Podcast 004: Commercial Real Estate Investing With Frank Gallinelli
BP Podcast 056: Syndicating Deals, Investing without Tenants, and Tax Liens with Ankit Duggal

Choose Your Real Estate Investing Strategies
The section above looked at a number of different investment vehicles that you can use to invest in real
estate. However, when learning how to invest in real estate, it is not enough to simply know what these
property niches are. Instead, as an investor you will use a variety of strategies when dealing with these
investment niches to produce wealth. The section below explores three of the most common strategies that
you can use to make money with these vehicles.

Buy & Hold
Perhaps the most common form of investing, the "buy and hold strategy" involves
purchasing a property and renting it out for an extended period of time. It's
probably the most simple and purest form of real estate investing that there is.
Essentially, a "buy and hold investor" seeks to create wealth by renting the
property out and either collecting monthly cash flow or simply holding the
property until it can be sold for a gain in the future. Among the advantages of this
strategy is that during the time that you hold the property and rent it out, the
mortgage is paid down each and every month, decreasing your principal balance
and increasing your equity in the property.

One of the most important things for a new buy and hold investor to understand is how to evaluate deals
and opportunities. By far the most common mistake that we see new investors make with this strategy is
buying bad deals because they simply don't understand property evaluation. Other common problems
include underestimating expenses, making bad decisions on tenant selection, and failing to manage properly.
These mistakes can all be avoided, however, if you simply learn the business; jumping in without proper
education can be extremely costly financially and sometimes, legally.
To properly carry out the buy and hold strategy, an investor should learn how to properly identify the ebbs
and flows of the market that a property is located in. Ultimately, when they perceive the market and the
properties they are interested in to be at a low point (prices low, inventory high), the buy and hold investor
30 | Real Estate Investments
seeks to purchase properites. When the market becomes over-heated, an experienced buy and hold investor
will usually stop buying until they see things settle back down. During these slow periods, they may sell or
simply continue to hold their properties. Some buy and hold investors never sell a property, choosing instead
to pay the mortgage off and live on the cash flow or may ultimately sell using "Seller Financing" (see chapter
8 for more on exit strategies).

Check out the following image for a simplified example of how the real estate
market cycle works:

Ultimately, there is much more to buy and hold than meets the eye, but if you can learn how to evaluate and
buy good deals, find quality tenants, and manage properly, you're going to be on your path to running a
successful business.

31 | Real Estate Investments
For More Information on the Buy and Hold Strategy, See:
3 Key Factors in Buy and Hold Real Estate Investing
What Is Hybrid Real Estate Investing
Back to Basics on Buy and Hold
The Return Of the Real Estate Buy and Hold Strategy


Flipping Real Estate
One of the most popular tactics for making money in real estate,
due largely to the numerous shows on cable TV that promote it, is
flipping houses. House flipping is the practice of buying a piece of
real estate at a discounted price, improving it in some way, and
then selling it for a financial gain. In reality, the flipping model is
quite similar to the "buy low, sell high" model of most retail
businesses.

The most popular type of property to flip is the single family home. Following a rule of thumb known as the
70% rule, an experienced house flipper will buy a home for 70% of its current value less any rehab costs. For
example: Home A should be worth $100,000 if it were in good condition, but it needs $20,000 worth of work.
A typical house flipper will purchase the home for $50,000 ($100,000 x 70% - $20,000) and seek to sell it for
the full $100,000 when completed. This is simply a rule of thumb, and actual numbers must be verified and
adjusted to ensure a successful and profitable flip.

Check out the FREE BiggerPockets 70% Rule Calculator to quickly
check if a deal is a good one using this rule of thumb.

One of the key aspects in flipping a house is speed. A house flipper will attempt to buy, rehab and sell the
property as quickly as possible to ensure maximum profitability and to avoid many months of expensive
carrying costs. These carrying costs include monthly bills such as financing charges, property taxes, condo
fees (if applicable), utilities and any other maintenance bills required to keep the house in good financial
standing.
Flipping is not a "passive" activity, but instead is just like an active day job. When an investor stops flipping,
they stop making money until they begin flipping again. Many investors choose to use flipping to fund their
day-to-day bills, as well as provide financial support for other, more passive investments.
32 | Real Estate Investments
If flipping is an activity you want to get more into, we'd highly recommend that you check out the
BiggerPockets newly released book, "The Book on Flipping Houses," along with the free bonus book,
"The Book on Estimating Rehab Costs." These books can be fundamental in helping you learn how to
start a profitable house flipping business. To learn more about these valuable resources, click here.

For more information on flipping, please see:
Simple Things When Flipping Houses
9 Steps to Flipping Houses (Infographic)
Fixing and Flipping: A Business or a Job?
Six House Flipping Tips
BP Radio Podcast 001: Building a Successful House Flipping Business and Losing Millions with Marty
Boardman
BP Podcast 010 : Flipping Houses 101 with J Scott
BP Podcast 018 : Flipping, Marketing, and Wholesaling with Danny Johnson
BP Podcast 022 Building a Marketing Machine, Spec Houses, Flipping & Wholesaling with Tucker Merrihew
BP Podcast 023: Flipping While Working a Job, Partnerships, and Military Investing with James Vermillion
BP Podcast 024: House Flipping and Deal Analysis with Michael LaCava
BP Podcast 027: Fix and Flipping, Wholesaling, Marketing, and More with Jason and Katherine Grote
BP Podcast 032: Luxury House Flipping, Finding Deals, and Discovering Your Niche with Will Barnard
BP Podcast 039: Dirt Cheap Land Flipping and Reaching Motivated Sellers with Seth Williams
BP Podcast 041: How to Profit Through Long Term Flipping and Lease Options with Douglas Larson
BP Podcast 044: Creating Systems to Flip Houses While Still Employed with Michael Woodward
BP Podcast 050: Getting Started and No Money Down House Flipping with Mike Simmons
BP Podcast 058: Flipping and Wholesaling Homes While Working Full Time with Justin Silverio





33 | Real Estate Investments
Don't overpay for your next real estate flip!
Use the BiggerPockets Fix & Flip Analysis & Reporting Tool to easily weed
out bad deals & estimate your next big profit.

Wholesaling Real Estate
Wholesaling is the process of finding great real estate deals,
writing a contract to acquire the deal, and then selling the
contract to another buyer. Generally, a wholesaler never actually
owns the piece of property they are selling; instead, a wholesaler
simply finds great deals using a variety of marketing strategies
(see chapter 7), puts them under contract, and sells that contract
to another for an "assignment fee." This fee is typically between
$500 and $5,000 on average -- or more depending on the size of
the deal. Essentially, the wholesaler is a middleman who is paid
for finding deals.
Some wholesalers sell their contracts to retail buyers, but most
sell their contracts to other investors (often house flippers) who
are typically "cash buyers." When dealing with these cash buyers, a wholesaler can often get paid within days
or weeks and can build solid connections in the real estate community.
Many investors choose to begin with wholesaling due to its reputation of being an easy strategy and one with
low start up costs when first beginning. Because the property is never actually owned by the wholesaler,
there are no rehab costs, loan fees, contractors, tenants, banks, or other complications. Wholesaling is the
most popular strategy taught by real estate gurus and often receives the most attention as a result, though it
is not as easy to become a successful wholesaler as they make it sound.
Wholesalers must continually seek out the best deals in order to have
inventory to sell to others and must have a well designed marketing funnel to
continually attract these leads. Wholesalers also must continually seek out
buyers for the deals they acquire. While promoted as a strategy that anyone
can do -- even someone with ZERO money -- you ultimately do need to have
financial resources to build your marketing funnel. That said, those who
persist in growing their wholesaling skills often find great success and a good
source of income while they grow their knowledge of other, more profitable
strategies.




34 | Real Estate Investments
For more information on Wholesaling, please see:
Don't Start Wholesaling Until You Read This: Wholesale Advice from a Fix and Flipper
How to Start Wholesaling: Getting Past The Education and Into the Field
The Basics of Wholesaling For Beginners
Wholesaling Real Estate Basics
You Have a Buyer's List... Now What?
The Flippers Best Friend: The Wholesaler
How to Evaluate Wholesale Real Estate Deals

Moving On
After reading this chapter, you should now have a clearer understanding of the many different real estate
niches and strategies that you can use to build wealth in real estate. Don't worry if you don't know exactly
which one you want to pursue yet -- this is simply the beginning. Learning how to invest in real estate can
take time. As you move forward through this guide, you will gain a better understanding of the kind of
investing you want to engage in. Throughout this guide, we will give you numerous tips and sources you can
use to narrow down your plan further. As mentioned earlier, be sure to check out the BiggerPockets
Forums, where you can ask questions, and, of course, search the site to find any more help that you might
need.
You are probably excited to get started making money in real estate. Before you do, however, there is one
major step that will make all the difference between early success and failure: building your business plan.
Chapter 4 will explore this topic.

35 | Real Estate Investments









"Do you wish to be great? Then begin by being. Do you desire to
construct a vast and lofty fabric? Think first about the
foundations of humility. The higher your structure is to be, the
deeper must be its foundation."
Saint Augustine

No great building is made without careful planning before ground is broken.
This plan serves as the map for the development of the structure, without
which the building just won't come together. In the same way, carefully
crafting your real estate business plan is an integral part of your journey.
This chapter will focus on the options you have in building that plan and will
prepare you for your entrance and long-term success in real estate
investing.

This chapter includes:
Creating a Business Plan
Assembling Your Team
Partnerships
Business Entity Structuring


36 | Creating Your Real Estate Investing Business Plan

Creating a Real Estate Investing Business Plan
If you were to get in your car and take a road
trip across the country to an area you have
never been before would you just trust your
gut and start traveling in the general direction
you want to get to? Most likely, you'd take with
you a road map (or G.P.S. or smartphone, of
course).
The reason we use road maps is because
oftentimes the road is unpredictable, and the
right road may seem to lead to the wrong place.
Other times, the wrong road might seem to
point directly toward your destination. Road maps are created to show the easiest route, the pitfalls you
want to avoid, and special things to see along the way.
The same principle applies for your journey into real estate investing. This section is going to discuss building
the road map that you'll follow on your journey. In real estate, we call this a "business plan."

What Your Real Estate Business Plan Should Include
Mission Statement - When people ask you what you do, what do
you tell them? This mission statement should clearly define your
purpose and should include the benefits your business provides. Do
your research and come up with a solid mission statement. This is
the "why" in your road trip.
Goals - Where do you want to go? What do you want real estate to
help you to achieve? If your goal is to make $5,000 per month in
passive income write that down. If you goal is to flip four homes
per month write that down. These goals may change over time,
affecting the rest of your business plan and that's okay. Make sure
to put down both short and long term goals. By setting smaller,
more achievable goals, you'll give yourself something to always look
forward to accomplishing this will help you stay motivated.
Strategy - There are hundreds of ways to make money in real estate but you don't need hundreds. You
simply need to pick one strategy and become a master of it. That strategy (vehicle), if dependable, will carry
you through to your destination (your goals). If you are choosing to flip homes to generate cash in order to
save up enough to quit your job write that down. If you are looking to build passive income from small
multifamily properties for your retirement write that down. Don't worry if you don't understand or know
how you're going to accomplish everything in the plan. Remember, your business plan can and will change in
time, and as you learn, you'll fill the plan out with more details.
37 | Creating Your Real Estate Investing Business Plan

Time Frame - What is your time frame to reach your goal? Be realistic, but don't
be afraid to reach, either. Do you want to retire in ten years? Are you planning
on quitting your job next month? Document your timeline here. You can do this
in accordance with your goals, as mentioned above.
Market - Define your market. What kind of property will you be looking for?
Low income? High Income? Commercial areas? As a beginner, choose an area
you feel most comfortable with. Most new investors should plan on investing
within a short driving distance to your home, rather than investing long distance
(unless your location makes it impossible). Doing this will help you to become an expert in that area, which
will help you more easily analyze deals and opportunities. It will also help you know the players in the area,
which will ultimately help you find partners -- and again, opportunities.
Criteria - Before you go out and start looking for deals, you need to establish the criteria which those deals
must fall in. You'll want to define your loan to value, cash flow requirements, max purchase amount, max
rehab amount, max timeframe, etc. (these are all items you'll pick up as we go further). One of the most
important lessons you can possibly learn is to stick to your criteria and walk away from any deal that does
not meet your criteria. It is very easy to become emotionally attached to a deal, but by sticking to your
criteria, you take the emotion out of the picture.
Flexibility - If you are not finding enough deals to cherry pick from, you can change your market and/or
strategy. You'll learn more about these areas of criteria in chapter 5. This part of your business plan is one of
the most important to fully understand and clearly define. Too many new investors get excited and buy the
first deal that comes their way. By having clearly defined criteria, you are able to easily reject the 99% of
properties that are not a good deal.
Marketing Plan - How are you going to create a marketing system so motivated sellers come to you? How will
you find the best deals that are listed? Will you use the MLS, agents, online searches, direct mail to lists, or
other means of finding deals? We will cover different marketing strategies
in chapter seven.
Financing Deals - How do you plan on acquiring your deals? Are you using
conventional, hard money, private money, equity partners, seller financing,
lease options, or some other creative method? Finding financing is often a
challenge in today's market, and private money provides a tremendous
solution. Learn to attract private money, so you've always got a steady flow
of finance when deals present themselves. We'll cover this more in chapter
6.
How You're Going to Do Your Deals - How are you going to turn a
purchase of a property into profit? Clearly define the steps. Make sure to document all your income and
expense sources and prepare for the unexpected. You also want to prepare several exit strategies in case the
first one doesn't work out as planned.
Teams and Systems - Clearly define your team and the systems you and they will use to delegate and
automate tasks. Who will be on your team? Will you need an attorney, CPA, etc.? You don't necessarily need
to know who those people are, simply what roles you will need on your team. More on this below.
38 | Creating Your Real Estate Investing Business Plan

Exit Strategies & Backup Plans - Having multiple clearly defined exit strategies is one of the most important
parts of your business plan, especially for new investors. How are you going to exit the deal? What are your
backup plans? Do you flip, lease option, wholesale, bird dog, sell the note, sell the entity holding title, rent
and hold, or some other technique? What is the end game? This needs to be clearly defined. Again, we'll talk
more about this in chapter 8.
Illustrate Example Deals - One of the parts of the business plan that seems to get new investors excited is
to illustrate the future of your business. What would an ideal, but feasible next ten years look like? Illustrate
purchases, cash flow, appreciation, sales, trades, 1031 exchanges, cash on cash return, and more, to
demonstrate what your path might look like. This goes somewhat hand in hand with your goals it just
illustrates possible ways of making them happen. Additionally, this will change with time because, of course,
ideals are not real life. However, it is good to see what is possible.
Financials - Include a personal description of where your financials are today. What do you bring to the
table? Do you have any equity you can use? Are you starting with nothing? Document your current situation
and update it as often as it changes. As you move forward with your investments, it is always important to
have at the ready your complete financials.
One last thing remember that road maps and
business plans are guides, not rules. A business plan is
meant to give you direction and to motivate you to
follow it. When you have a clearly defined business plan,
carrying out the plan and envisioning the end becomes
much more attainable.
It is almost impossible to follow a financial or real estate
road map perfectly. While you can plot your course with
care and extreme precision, there are still many outside
forces at play. However, your road map is designed to keep you headed in the right direction at the correct
speed. You may come across bumps in the road, dead ends, and even a breakdown or two. However, if you
hold as tight as you can to the map you've created, you will pass through those problems and come out at
your destination.
If you talk to investors who have failed in this business, you'll find that the majority of them did so primarily
because of a lack of preparation and planning. Don't fall into this trap.

For more information on creating a business plan, check out:
Outline of a Real Estate Business Plan, the First Step to Success
Are You Investing in Real Estate with Clear Intentions? Do You Have a Plan?
10 Critical Steps to Take Before Investing in Real Estate

39 | Creating Your Real Estate Investing Business Plan

Assembling Your Team
While as an investor you are required to wear many different
hats, you don't need to (and can't) wear all of them. Instead, you
need a team. When we refer to "team," we're not suggesting you
go out and hire a team of employees to work under you. A
"team" is merely a collection of individuals in various different
businesses that you can rely on help you move your business
forward. Here's a brief look at who should be on any winning
real estate investing team:
Your Mentor - Every successful entrepreneur needs a good
mentor: a guide. By training under the watchful eye of one
smarter than us, we can only get smarter. For more information
on mentors, see chapter 4.
Mortgage Broker/Loan Officer - A mortgage broker is the person responsible for getting you loans
especially if you are going "conventional" (not hard or private money). You want someone who has the
experience of working with other investors, and you want that person to be creative and smart. Many loan
officers have a pipeline of buyers (or future buyers); real estate investors can use the help of local loan
officers to build a list of buyers and lease purchasers for their properties.
Real Estate Attorney - It is important to have someone on the team who can go through contracts and who
knows the legalities of all your moves. Don't try to pinch pennies by ignoring this valuable member of your
team. You don't need to meet for hours with your attorney each week, but want someone to be available
when you need them. Having an attorney who is skilled with real estate investing is highly important for the
success of your career. Keep in mind, attorneys can also be compensated through fees collected at
acquisition or disposition of a property.
Escrow Officer or Title Rep - If you live in a state that uses Title & Escrow
companies, your escrow officer or title rep is the person responsible for
closing the deal, taking you from "the offer" to "the keys." Having a good
one on the team helps to close deals that much quicker. You always want
people looking out for YOUR interests.
Accountant - As you acquire properties, doing your own taxes and
bookkeeping becomes increasingly difficult. As soon as possible, hire an
accountant (preferably a Certified Public Accountant). Your numbers guy
should also be well aware of the ins and outs of real estate and preferably
own rental properties of their own. Come tax time, this is the man to help
you through the write-offs. A good tax accountant will save you more than they cost.
Insurance Agent - Insurance is a must, and as an investor, you will probably be dealing with a lot of
insurance policies. Be sure to shop around for both the best rates and the best service. Do not skimp out on
getting insurance, as you never know when you'll need that policy.

40 | Creating Your Real Estate Investing Business Plan

Contractor - A good contractor seems like the hardest team member to find, but can
often make or break your profit margin. You want someone who gets things done on
time and under budget! Be sure that your contractor is licensed/bonded/insured to
protect you. Don't simply hire the cheap guy.
Supportive Family & Friends - Having the support and backing of loved ones is
important in any endeavor. If your spouse or family is not on board, don't invest
until they are.
Realtor - An exceptional real estate agent is fundamental in your investing career. You or your spouse may
even choose to become a real estate agent yourself to gain access to the incredible tools that agents have.
Either way, having an agent who is punctual, a go-getter, and eager, is important. Real estate agents are paid
from the commission when a property is sold. In other words for the buyer, an agent is FREE. They can be
an excellent resource for contract real estate work, which may include the following activities: bird dogging,
referring buyers, showing properties, open houses, broker price opinions, etc.
Property Manager - If you don't want to actively manage your properties, a good
property manager is important to have. A good property manager can be hard to
find but finding one who can efficiently manage your rentals will make your life
significantly easier.
Great Handyman - Someone to take care of the little things that come up on a daily
basis is imperative to have on board. Ask for referrals from other landlords for the
best handymen; they typically don't need to advertise, but work almost entirely on
referrals from a small group of investors and homeowners.
One of the best sources for finding these team members is through referrals from other investors. In
general, another investor would be happy to refer their handyman, mortgage broker, or accountant to you
because it reflects well on themselves and their relationship with that professional. Try asking around at your
local real estate investor club or here on BiggerPockets, and you'll be well on your way towards putting the
pieces in place.


What Makes a Great Real Estate Team?
A great real estate team is defined by their ability to consistently produce reliable RESULTS. As you might
suspect, that's WAY more difficult to construct in real life than it is to talk about it.
Investors, especially ones with either large portfolios or those who flip a lot (often both), rely on their team
daily. When one member fails, the entire endeavor suffers, sometimes to the point of sabotaging the team's
goals altogether. Whether you're serving clients, flipping properties, or keeping track of your rentals, your
team must consistently produce and avoid the "Excuse Train" at all costs. There are those who do -- and
those who make excuses. The latter will pull you down faster than you can imagine.

41 | Creating Your Real Estate Investing Business Plan

"I found this business to be extremely difficult and frustrating
until I built up a solid team around me, at which point it became
much, much easier."
J Scott, Investor

People talk a good game, so watch them when it's their turn to produce. A great team member should exhibit
certain traits, which are sometimes difficult to see on the surface, but can be witnessed through longer
conversations and via referrals from others. For example:
Are they really experts?
Do they interact well with everyone?
Are they a pain to contact?
Do they return calls/emails quickly?
Do they hit deadlines?
Do they produce as promised, when promised?
Can they communicate clearly and efficiently?
Assembling the team will not happen overnight, but once together, they will give you the backing and help
you'll need to make your real estate investing dreams come true.
For more information about building and maintaining your team, check out:
Assembling your Real Estate Investing Team
Hiring Help for Your Real Estate Investing Business
Putting Together a 'Team' for Your Real Estate Business It's About Results
The Lazy Man's Way to Flip Houses: Your Key Flipping Team

Should I Use a Partner or Go It Alone?
Before beginning your real estate journey, you will need to decide if you want to pursue your career on your
own or with the help of a partner. This decision is not the same for everyone and depends largely on your
knowledge, time commitments, abilities, talents, and timeline. If a partnership is something you plan on
pursuing, the kind of partnership becomes important as well. Some individuals choose to invest in real estate
with a partner from the start. Others choose to invest with partners on case-by-case, deal-by-deal basis.
The following chart will give you the pros and cons of using a partner vs. going through your investing career
alone.

42 | Creating Your Real Estate Investing Business Plan


Partnership Pro:


Partnership Cons:

Team Brainstorming:
Two heads are better than one, so ideas can often
develop with more clear focus and direction, as
multiple minds work through the same issues.
Personality Conflicts:
Partnerships can be difficult due to the possibility of
vast differences in personalities. When you are
relying on another person to get things done and you
don't mesh perfectly, conflict can easily arise.

Pooling Resources:
Real estate investing generally takes a lot resources
and can often be too expensive for one person to
handle alone. A partnership allows you to pool your
resources to get off to a stable start. A solid
partnership may also help with bank financing.
Difference of Opinion:
Everyone has an opinion of how things should be
done. If you are in a partnership, you are forced to
compromise on many aspects of your business. From
paint color to investment type differing opinions
can cause difficulty.

Assistance with Analysis:
It is important to master the art of deal analysis
(which we'll cover more in chapter 5). There are
hundreds of considerations when searching for your
first real estate investment deal, so having someone
else looking at your numbers will increases your
odds of an accurate analysis

Suspicion/Trust:
As with any close relationship, it is easy for suspicion
and trust issues to arise especially when things
aren't going well. Trust can be hard to gain and quick
to lose. Fraud also can play a role in the demise of
many businesses and partnerships.
Complementary Qualities:
Different people bring different strengths and
weaknesses to a partnership, e.g. analytical vs. hand
on, construction vs. financing, time vs. knowledge.
Understanding what each person excels at, and
harnessing that strength, is key for successfully
working with a partner.
Delayed Decision-Making:
When you are acting alone, you have the ability to
quickly make decisions based on how you want
things. In a partnership, you are oftentimes forced to
discuss all decisions no matter how trivial with
your partner, which can add a lot of time to your
dealings.
43 | Creating Your Real Estate Investing Business Plan

Task Division:
When investing in real estate, there are a lot of tasks
that can easily overwhelm your life. Effectively and
fairly dividing tasks can ensure that all partners are
able to contribute to the business without being
overwhelmed.

Smaller Profits:
When you form a partnership, your profits, by nature
of the agreement, are split. In other words you will
make a lot less money per deal than if you were
doing it by yourself.
Expanded Networking:
Networking with others within and outside the real
estate industry is vital to the growth of your real
estate investing endeavors. In a partnership, each
partner already comes to the table with their own
network of connections.
Mixing Business/Friendship:
Oftentimes people get into business with friends of
family - and many times that becomes the death of
that relationship. Partnerships don't always work out
and when they don't, the relationship is often
severed for good. A partnership is very much like a
marriage -- don't get into it unless you're ready!

Accountability:
A partnership, if both sides do their part, will help to
keep the business moving forward; you've got a built-
in accountability partner to keep you to task. When
one partner begins to falter, the other can step in
and assist to ensure the team is moving forward.
Unrealistic Expectations:
When you rely on someone else, it's easy to set
expectations on how something should be done.
However, when the partner doesn't live up to your
expectations, it's easy to be bitter and blame the
other person.

Confidence/Motivation:
Starting out in real estate investing can be
overwhelming. A partnership can help inspire
confidence and motivation when obstacles arise. A
good partnership can be revitalizing and motivating.

Split Risk:
As with any investment, real estate investing involves
a certain level of risk. Having a partner splits the risk
(and thus, the profits) and can lessen the fear of loss.
Responsible For Partner:
While the legal ramifications depend largely on the
entity structure you set up, you and your partner are
still in business together, which means you are
responsible for them, at least in terms of the
business. If they skip town, you are still responsible
for the whole business. Make sure your real estate
attorney helps you draft any partnership agreements
to help protect your interests.




44 | Creating Your Real Estate Investing Business Plan

"A friendship founded on business is a good deal better than a
business founded on friendship."
John D. Rockefeller

Four Tips for a Successful Real Estate Partnership
If you've decided that the benefits of a partnership outweigh the negatives - be sure to follow these four tips
to minimize problems:
Don't Be a Jerk: Treat your partnership with care
and have a giving spirit.
Learn to Compromise: There will be disagreements
and conflicts in a partnership - and there must be
compromises.
Talk Daily: Talk every single day, when possible.
Discussing daily events as well as future goals will
keep the relationship stable and validates the
reason you are partners.
Plan Ahead: Do not start a partnership off the wrong way. Make sure the arrangement is
written, well planned and includes an operating agreement to detail the roles and
responsibilities, capital contributions, profit splits, and exit strategies.
The Bottom Line of Using Partnerships
While partnerships have a lot of benefits, they are not for everyone, and if not properly created, they may be
a silent killer to your investment plans. If you choose not to use a partnership, you are not actually investing
alone. There are thousands of individuals in the BiggerPockets community that can help you through any
weaknesses you may have. You can also outsource many of the things you don't want to do, rather than give
50% of your profits away. For example, if you are not good at construction, it may be cheaper to hire a
contractor than to partner with an individual who is good with construction.
If you decide to use a partnership, be careful from the beginning. Many people simply do not make good
business partners. If you decide you would like to pursue a business partnership, be 100% confident that you
choose a business partner who will treat you fairly, add value to the relationship, and maintain similar goals
to yours. Carefully plan out the arrangement (in writing) and constantly communicate. If both partners
remain committed to the business, you will likely develop one that is prosperous for all parties involved.
For More Information about Partnerships, check out:
Partnerships: The Benefits of Teaming Up in Real Estate Investing
Want a Real Estate Partner? Think Twice!
Real Estate Partnerships: Making Them Work!
45 | Creating Your Real Estate Investing Business Plan


Business Entity Structuring
It is important for any real estate investor to understand that
incorporating your business is almost universally regarded as one of
the best ways to protect yourself from personal liability. There are
many opinions about what structure to set up, when to create one, and
so on. BiggerPockets recommends that you consult with a real estate
attorney or accountant when making these important decisions. The
following are some additional sources about business entities that you
may want to check out:
Which is the Best Business Structure for Real Estate Investors?
The Asset Protection Misconception: Why Insurance Alone Isn't Enough
Series LLCs and Real Estate Investing: A Primer Look Before You Leap
Piercing the Veil: Holding Owners Liable for the Acts of the Business

Moving On
Without a proper foundation, your investment career is bound to show
cracks and can result in possible failure during rough weather. This chapter
was written to help solidify your foundation and give you an overview of the
different options you have in creating the strongest business plan possible.
If you have further questions about these items, don't be afraid to ask
questions in the BiggerPockets Forums.
Once you have chosen your niche, researched and educated yourself about
that niche, and set up a proper foundation to build your investment
property on, it's time to start shopping for your first property. Chapter 5 will
go into greater depth about the criteria you need when shopping for your
investment property.
46 | Creating Your Real Estate Investing Business Plan











"Make your profit when you buy."
Real Estate Mantra

Up to this point, we have focused on the preparation needed before investing. However, as we've discussed
earlier in this guide, it's not enough simply to analyze deals. At some point, you will need to take the plunge
and buy your first property. This chapter is going to focus on the best ways to find the best properties,
negotiate the best deal, and make sure you get through closing in one piece.

In This Chapter You'll Learn:
How to Profit When You Buy
Your Home Shopping Criteria
Where to Find Real Estate Investments
The Buying Process

How to Profit When You Buy Your Investment Property
As the popular real estate quote at the start of this chapter states, you "make your profit when you buy." In
most cases, you will not start your investing career by landing a big fat check; these checks come after you
successfully implement your investment strategies. The profits you make, however, can be made or
destroyed at the time of purchase . . . So what does it mean to "profit when you buy?"
To make your profit when you buy, you must purchase a property at a price that ensures you make your
desired profits based upon your ability to execute your exit strategy. In other words, you need to buy
47 | How to Find Investment Properties
smart. If you vastly overpay for a property, no amount of wishing, hoping, or improvement is going to make
your investment worthwhile.
While you can't predict with 100% accuracy where the market is going to go, you can know where it's at
today.

Real World Example:
28 Cherry Street is currently listed at $145,000, and recent
comparable sales show that the similar homes have sold for
between $140,000 and $170,000. 28 Cherry Street, however,
needs about $25,000 worth of work to be in nice condition.
Therefore, if you pay $145,000 for it and put in $25,000, you'll
be at $170,000, and that doesn't count all the closing costs,
holding costs, selling costs, unforeseen overages, or other fees
that you'll have to pay. You will be underwater (owe more than
it's worth) on this property no matter how much work you do
to it. However, if similar homes were valued at $225,000, you
would find that you had, indeed, made your profit when you
bought.
The same principle applies to rental investment properties. If
all your monthly expenses (including taxes and insurance) on
28 Cherry Street were $1200 per month and the average rent received each month was $1100 per month,
you would be losing money each month. However, if average rents were $2,000 per month and your total
expenses were just $1100, you would be profitable from the day you bought it.
It's often said by experienced investors that appreciation is the "icing on the cake." In other words, don't
count on the market swinging upward. You make your profit when when you purchase a property based on
what it would be worth today, not what it might be worth someday. If an investment makes no sense without
appreciation, don't invest in it. This is known as "speculating," and, while it may be profitable for some, is a
risky venture for both inexperienced and experienced investor alike.
Also be sure to check out:
BP Podcast 046: Six Figure Profit Spec Building and Marketing for Incredible Deals with Jon Klaus

Your Investment Property Shopping Criteria
Now that you understand why getting a great deal is important (to lock in your profits at the beginning), it's
time to start looking for a property. Before you do, you need to define your selection criteria. This section will
focus on what your criteria is, why it matters, and how to define it.
Imagine that you want to use a new recipe in making your dinner tonight. You take out a cookbook to find a
recipe that looks good, discover a great baked chicken meal, and make your shopping list of ingredients in
order to make the meal for your family. You head to the store and begin picking up the items on your list.
48 | How to Find Investment Properties
Chicken, basil, olive oil, and other items begin to fill your cart. Suddenly, you see the spaghetti and
remember another recipe that you once wanted to try with spaghetti. You begin to reach for the spaghetti,
but then remember your shopping list. Spaghetti isn't on the list for tonight's dinner, so you put back the
distraction and continue on your way home to make a perfect dinner for your family.
Real estate is no different. Your selection criteria list is just like your
ingredient list in the example above. It is designed to keep you focused on
shopping for the things you need and not waste money on other good
looking things along the way. Real estate is an exciting field with a lot of
different niches and strategies, so it is easy to get distracted by the next big
thing or trend. Having a clearly defined selection criteria can help you stay
focused, avoid "analysis paralysis," and keep you on track to buy a great
investment property. By defining your criteria, you will be able to narrow
down the choices in the market, and you will then eliminate the vast majority
of deals that are only distractions. Instead, you'll focus on finding just the
kind of deals that you are interested in buying.

Creating Your Selection Criteria
In chapter 3, we looked at a number of different niches you could invest in, as well as multiple strategies you
can use to invest. It's now time to choose the niche and strategy and come up with a list of criteria to narrow
down your selection further.
There are a number of different items you will want to consider to add to your "criteria list." These could
include:
Town
Neighborhood
Property Size (Square Ft)
Lot Size
Property Conditions
Number of Units
Cap Rate
Cash Flow
Appreciation Potential

No one can tell you exactly what your investment property criteria should or should not include. Some of it
will come down to personal preference, such as, "I only want to buy in Seattle" or "I only want houses with
basements," but most of your chosen criteria will revolve around the kind of investment you are getting into.
49 | How to Find Investment Properties
For example, if you are looking to become a "buy and hold" investor of small multifamily units, your criteria
is going to include small multifamily properties and will exclude old commercial buildings.
By specifying ahead of time what criteria you are willing to look at, your search becomes much more
manageable. In the same way, you are able to more effectively communicate your desires to others who may
help you buy property. If you simply told people, "I am looking for real estate," the most likely response
would be, "Good for you..." However, if you instead mentioned that you were looking to buy a small single
family house in the Rockford neighborhood for under $150,000, you enable others to think of properties that
might match that description and get you connected with the deal.

Understanding "The Rules" of Investment Property
Perhaps the most important part of the criteria you put together is the financial component. If a deal doesn't
make sense financially, it's not going to be a strong investment for you. In chapter 2, we looked at some of
the basic math surrounding real estate investing, such as income, cash flow, and return on investment.
However, generally speaking, a listing is not going to tell you the important information you want to know
about the financials of a property. Yes, you can generally determine the amount of income the property
makes, but you won't know immediately how much monthly cash flow the property produces, how
overpriced the property is, or what you should offer. Additionally, it's not going to make sense to get out your
spreadsheet and do a full property evaluation on every single deal you glance at. This is when "rules" come
into play.
A "rule" is short for "rule of thumb." Rules can help give you a quick way to evaluate a property's financials
on the fly. As with any "rule of thumb," using rules is not an exact science and should never be relied on
entirely to decide if a property is a good investment. However, they can help you quickly filter a property and
decide if it's worth further evaluation. Let's take a look at a few of these rules:

The 2% rule states that your monthly rent should be approximately 2% of the purchase price. In
other words, a $100,000 home should rent for $2,000 per month; a $50,000 home should rent for
$1,000 per month. This is a very conservative estimate that is very simplistic, but can help in deciding
if a property warrants a deeper look. In most parts of the country, the 2% is very difficult to achieve,
but the closer you can get to that, the better cash flow you'll receive.
50 | How to Find Investment Properties
Real World Example: An average three bedroom home rents for $800 per month in your neighborhood.
According to the 2% rule - you should be looking to spend around $40,000 for that property ($800 / .02 =
$40,000)

The 50% rule is a great rule-of-thumb that helps you to fairly accurately predict how much your expenses are
going to cost you each month for a property. The 50% rule simply states that 50% of your income will be
spent on expenses -- not including the mortgage payment. As mentioned above, most real estate listings
will let you know what the monthly income of a property is. By dividing that number in half, you are able to
easily see how much you'll have left to pay the monthly mortgage (principal and interest). Any income left
over after the 50% of expenses and the mortgage payment are taken out is your cash flow. The 50% of
expenses includes all expenses, including repairs, vacancies, utilities, taxes, insurance, management,
turnover costs, and the occasional "big ticket" repairs that must be saved up for -- aka CapEx or Capital
Expenses, like roofs, parking lots, furnaces.
Real World Example: An apartment building brings in $8,000 per month in income. Using the 50% rule, we
are left with $4,000 to make the mortgage payment. If the monthly mortgage payment on the property was
$3,500 per month, you can reasonably assume a monthly cashflow of $500 per month.
The 50% rule is especially helpful in teaching that expenses are almost always more than one might think.
One common mistake that new investors make is underestimating how much the expenses are going to cost.
The 50% rule helps to show that there are always costs that are unexpected, so plan for them.
51 | How to Find Investment Properties


The 70% rule is used by investors to quickly determine the maximum price one should pay for a property
based on the after repair value (ARV). Though most often used by house flippers, the 70% rule can actually
be used for any strategy when you want to find a good deal. The 70% rule says that you should only pay
70% of what the after repair value is, less the repair costs.
Real World Example: A home which, after being fixed up, should sell for approximately $200,000, needs
approximately $35,000 worth of work. Using the 70% rule, a person should multiply $200,000 by 70% to get
$140,000 - and then subtract the $35,000 in repairs. The most a person should pay for this property,
therefore, should be $105,000.
Remember, a rule of thumb, like the ones above, is used only to quickly and efficiently screen a property and
decide if it's worth further investigation. Never use a "rule of thumb" to decide exactly how much to pay or if
you should invest or not. If a property passes the above rules (or gets close), it may be worth a more detailed
analysis on paper or via a computer spreadsheet. Don't confuse a rule of thumb for a license to skip doing
your homework.
NOTE: Check out the BiggerPockets 70% Rule Calculator to run 70% calculations on potential deals.
Also be sure to check out:
BP Podcast 040: 40 Quick Tips for Buying Your First (or Next) Investment Property

Where to Find Real Estate Investments
When you have your criteria set, it's time to start looking for your
investment property. No doubt you've seen "For Sale" signs in front of
homes, but there are many other ways to find investment properties.
This section will explore various different ways that you can use to find
properties -- the list is not exhaustive, but a good start for any new
investor
52 | How to Find Investment Properties

The MLS
The MLS, short for the Multiple Listing Service, is a collection of properties for sale by different real estate
brokers across the country. When you search a site like Realtor.com or Redfin.com, you are actually
searching the MLS. This information is widely distributed for the most eyes to see.
The Newspaper
While quickly fading from use, the classified section of your local
newspaper is a good place to look for homes that are "For Sale by
Owner." Oftentimes, real estate agents will also put their listings in
the newspaper, so it can be a bit challenging to determine what is
listed on the MLS and what is not.
Word of Mouth
Some homes are simply sold the old fashion way - by word of mouth.
By letting everyone know that you are in the market to buy (and
defining your criteria, as discussed above), you place yourself in the
best position to find deals via word of mouth. You can do this directly
with peers, at your local real estate club, or in the BiggerPockets Marketplace.
Craigslist
Craigslist.org is a free online classifieds website that is currently the #51 most popular website in the world.
Millions of people use Craigslist.org to buy, sell, trade, or give away almost anything you can imagine --
including real estate.
Outbound Marketing
Outbound marketing is when you go out and bring sellers to you. This can involve advertising, direct mail, or
a number of other marketing techniques. Marketing is such an important topic that we have dedicated an
entire chapter, chapter 7, to it.
Loopnet.com
Loopnet.com is the web's largest marketplace for commercial properties. From small multifamily properties
to apartment complexes, shopping malls, fast food restaurants, and more, Loopnet.com is the place to
search for publicly listed commercial properties for sale.

The Property Buying Process
When you buy a property, you don't simply write a check to the seller and get the keys. The process of buying
and selling real estate is a complex and often lengthy venture that has many moving parts. This section is
going to walk you through the steps, from beginning to end.
53 | How to Find Investment Properties

Step One: You decide on your investment strategy/niche (see chapter 3 .)

Step Two: You define your selection criteria (see earlier in this chapter.)

Step Three: You decide upon the method of financing the deal. This means you will have a clear plan of
how you are going to purchase the property. If you are planning on using a bank loan, you will want to be
"pre-approved." If you plan on, instead, using all cash, you will want to have that money liquid and ready to
be used (see chapter 6 ).

Step Four: You begin looking on the MLS, commercial search sites like Loopnet.com, the newspaper
classifieds, direct mail, yard signs, and all other avenues to find properties for sale. You probably will connect
with a real estate agent at this point, as they are generally "free" for the buyer (they are typically paid out of
the seller's closing costs). If you are dealing directly with homes that are not listed on the MLS, you probably
will not use a real estate agent but instead will just contact the sellers themselves.

Step Five: You run each property through a list of criteria "filters" to quickly screen out the duds. These
filters are based on the criteria you set as well as the rules we discussed earlier in this chapter.
54 | How to Find Investment Properties

Step Six: You make an offer on the property (or properties) that you want to pursue. You may offer less
than what you are actually willing to spend, or you may offer your bottom line. Typically, an offer is made
using a "Purchase and Sale Agreement," which your real estate agent will most likely do for you. If you are
not buying a property from the MLS and do not use an agent, you can usually get a fill-in-the-blank purchase
and sale agreement online at a paper supply store, from an attorney, or free from a local Title and Escrow
company. We strongly recommend that any agreement you use be reviewed by your real estate attorney,
however.


Step Seven: You negotiate the deal with the seller and, if possible, come to a mutually accepted
agreement on price and terms. For a great article on negotiation, see Seven Tips for Better Negotiations.

Step Eight: You perform your "due diligence," which includes any inspections of the property. The
property details are then handed over to either a Title or Escrow company or a local attorney (depending on
your state). During this time, you will also submit needed paperwork for your financing,begin lining up
contractors (if work is needed), check on the validity of the financials given about the property, and prepare
for closing in handling whatever other issues come up. This process can take anywhere from several days to
several months or more, depending on the situation. Bank financing is generally the reason this process
takes longer, so if you are using all cash, closings can be much quicker.

55 | How to Find Investment Properties
Step Nine: You sign papers at the Title and Escrow or attorney's office. Later that day (or within several
days, depending on your location), the paperwork will be recorded, and you'll be the new owner.
Also be sure to check out:
BP Podcast 038: Unique Strategies for Buying Real Estate with Travis Daggett


Moving On
By the end of this chapter, you should understand the importance of having a clearly defined set of criteria
before starting your investment shopping, and these criteria should include both personal and financial
requirements. This well-defined criteria list will help narrow down your choices and help weed out the bad
properties, giving you the best chance for a solid profitable investment that best meets your needs. You
should also have a clear basic understanding of how the buying process works, from the first thought to
getting keys in hand.
In the next chapter, we are going to dive deeper into the world of real estate financing and look at 12
different methods you can use to finance your next investment.
56 | How to Find Investment Properties










"A bank is a place that will lend you money if you can prove that
you don't need it."
Bob Hope

No matter what some late night infomercial might lead you to believe, there is no such thing as "free" real
estate. Real estate is a commodity and must be paid for. As a real estate investor, one of the most important
roles you will play is to put together your deals using a variety of different financing tools. This chapter is
going to teach you the ins and outs of various methods you can use to fund your real estate investments.
In This Chapter, You'll Learn About:
Why You Need to Understand Real
Estate Financing
All Cash
Conventional Mortgages
Portfolio Lenders
FHA Loans
203K Loans
Owner Financing



Hard Money
Private Money
Home Equity Loans and Lines of
Credit
Partnerships
Commercial Loans
Other investment Tools


57 | Real Estate Financing

Why You Need to Understand Real Estate Financing
The purpose of this chapter is to fill you in on the many different types
on real estate financing that you can use in your real estate investing.
In chapter 3, we looked at the different investment vehicles you can
take to invest in real estate (such as single family homes, commercial
real estate, apartments, and more), as well as some of the different
strategies (buy and hold, flipping, and wholesaling) you can use to
make money in real estate.
This chapter is designed to help you turn those strategies into reality.
If you have any questions about any of these real estate financing
techniques, don't hesitate to search the BiggerPockets website for
more information.
Finally, the following list is by no means comprehensive, but will give you a good idea of some of the
financing methods used by real estate investors to finance their real estate. By having a good broad overview
of these methods, you can combine an investment vehicle, an investment strategy, and a financing method
to handle any real estate investment.
All Cash
Many investors choose to pay all cash for an investment property.
According to a recent joint study by BiggerPockets and Memphis
Invest, 24% of US investors use 100% of their own cash to finance
their real estate investments. To be clear: even when investors use
terms like "All Cash," the truth is, no "cash" is actually traded. In
most cases, the buyer brings a check (usually certified funds, such
as a bank cashier's check) to the title company, and the title
company will write a check to the seller. Other times, the money is
sent via a wire transfer from the bank. This is the easiest form of
financing, as there are typically no complications, but for most
investors (and probably VAST majority of new investors), all cash is
not an option. Additionally, the return given from an all cash deal will not be the same as when leveraged.
Let's explore this further via an example:
Real Life Example:
John has $100,000 to invest. He can choose to use that $100,000 to buy a house that will produce $1,000 per
month in income or $12,000 per year. This equates to a 12% return-on-investment.
John could also instead use that $100,000 as a 20% down payment on FIVE similar homes, each listed at
$100,000. With an $80,000 mortgage on each, the cash flow would be approximately $300 each month per
house, which is $1,500 per month each or $18,000 per year. This equates to a 18% return-on-investment -
50% better than buying just one home.

58 | Real Estate Financing

Conventional Mortgage
As you can see from the example above, financing your investment
property can produce significantly better returns than paying all cash. Most
investors, instead, choose to finance their investments with a cash down
payment
and
a
traditional
conventional
mortgage.
Most
traditional conventional mortgages require a minimum of 20% down, but
may extend higher to 25-30% for investment properties depending on the
lender. Conventional mortgages are the most common type of mortgage
used by home buyers and generally provide the lowest interest rates. Click
here to find interest rates in your area.
To learn more about mortgage financing and what you can qualify for,
check out the BiggerPockets Mortgage Center.
Portfolio Lenders
Conventional mortgage loans can originate from a variety of sources, such as
banks, mortgage brokers, and credit unions. In most cases, these lending sources
are not actually using their own capital to fund the loan, but are acquiring or
borrowing the funds from another party or reselling the loan to government-
backed institutions, like Fannie Mae and Freddie Mac, in order to replenish their
own funds. As a result, most lending institutions must adhere to a very strict set
of rules and guidelines when it comes time to financing an investment. These
strict rules can make conventional financing difficult to obtain for many,
especially for real estate investors and other self employed borrowers.
However, some banks and credit unions have the ability to lend from their own
funds entirely, which makes them a portfolio lender. Because the money is their
own, they are able to provide more flexible loan terms and qualifying standards. This means that they are
able to make loans available at any terms acceptable to them. Oftentimes a portfolio lender will have funds
available with less restrictive qualifications than a conventional lender.
Most banks or lending institutions don't advertise that they are a portfolio lender, but you can find these
individuals through referrals and networking with other investors. You can also simply grab a phone book,
call each one, and ask if they offer portfolio lending.
FHA Loans
The Federal Housing Administration (FHA)
is a United States
government program that insures mortgages for banks. If you have
health insurance or car insurance, you already understand the
concept: pooling money to spread the risk for everyone. FHA
loans are designed only for homeowners who are going to live in the
property, so you cannot use an FHA-backed loan to buy a pure
investment property. However, you can take advantage of the
exception to the rule that allows the FHA-financed home to have up
59 | Real Estate Financing

to four separate units. In other words, if you plan to live in one of the units, you could buy a duplex, triplex,
or four-plex.
The benefit of the FHA loan is the low-down payment requirement: currently just 3.5%. This can help get you
started much sooner, since you don't need to save up 20%. However, every blessing comes with a curse.
While the low down payments the FHA offers are great, the FHA does require an additional payment, called
"Private Mortgage Insurance." This "PMI" insurance protects the lender and is required when the down
payment on an FHA loan is less than 20%. The extra PMI payment can make your monthly payment slightly
higher, thus reducing your cash flow.
To read more about using an FHA Loan to get started investing, check out New Investor Strategy: How to Buy
Your First Multi-Family Investment Property & Live Rent Free
203K Loans
A sub-set of the FHA loan, the 203K loan is a loan that allows a
homeowner to purchase a house that is in need of some rehab work
and gives them the ability to finance those repairs or improvements
into the loan itself. Like the normal FHA loan, the 203K loan still allows
for the low down payment requirement allowed by the FHA (currently
just 3.5%). This loan type is also applicable for duplexes, triplexes, and
fourplexes, but maintains the same requirement for only being for
"owner occupants" and comes with Private Mortgage Insurance
demands for loans under 20%.


Real World Example:
John found a small duplex for $100,000 that he wants to move into, with plans to live in one half and rent the
other half out. The property is in need of about $12,000 for new paint and carpet. John is able to include that
$12,000 into the cost of the loan and pay just a 3.5% down payment on the total amount for a total of $3,920
down. John can now get the new paint and carpet (paid for by the loan), move into his renovated home, rent
out the other half, and begin making cash flow and building wealth. John is a happy camper.

HomePath Mortgages
Another government backed loan, the HomePath Mortgage was
introduced by the government-owned mortgage giant Fannie
Mae in an attempt to help turn their non-performing loans
(properties they have foreclosed on) into profitable loans again. Like the FHA loan, the HomePath program
allows for smaller down payments (currently as low as 10%), but unlike the FHA, no mortgage insurance is
required, and the loan is available for investors and "non-owner occupied properties." The HomePath
program also includes the ability to finance repairs into the purchase like the 203K FHA loan we talked about
60 | Real Estate Financing

earlier. The catch, however, is that these loans are only available on Bank Repos owned by Fannie Mae. To
search for homes available for the HomePath program, visit the HomePath website at HomePath.com.
Owner Financing
Banks or other giant lending institutions are not the only entities that
can finance a property for you. In some cases, the owner of the
property you want to buy, can actually fund the property, and you will
simply make your monthly payment to them rather than a bank.
Typically, the only time a property owner will do this for you is if they
already own the home free-and-clear, meaning the seller cannot have
an existing mortgage on the property. If the seller does have another
loan and then sells the home to you, the seller's loan must be paid back
immediately or face foreclosure.
This is due to a legal clause written into nearly every loan called the
"Due on Sale" clause. This clause gives the former lender the right to
call the note immediately due. If that amount can't be paid, the lender has the right to foreclose on the
property. Some investors choose to ignore this clause and still purchase "subject to" the other loan, risking
that the bank won't foreclose.
If the conditions are right, owner financing can be a great way to gain ownership of real estate without using
a bank. Owner financing can also be a good tool for selling your properties in the future as well, which we'll
cover more in chapter 8 when we look at "exit strategies."
Hard Money
"Hard money" is financing that is obtained from private business or individual for the purpose of investing in
real estate. While terms and styles change often, Hard Money has several defining characteristics:
Loan is primarily based on the value of the property
Shorter term lengths (due in 6 36 months)
Higher than normal interest (8-15%)
High loan "points" (fees to get the loan)
Many hard money lenders do not require income verification
Many hard money lenders don't require credit references
Does not show on your personal credit report
Hard money can often fund a deal in just days
Hard money lenders understand when the property needs rehab work

61 | Real Estate Financing

Hard money can be beneficial for short term loans and situations, but many investors who have used hard
money lenders have been placed in tough situations when the short term loan ran out. Use hard money with
caution, making sure you have multiple exit strategies in place before taking out a hard money loan.
To find a hard money lender, try the following tips:
Ask a Real Estate Agent
Ask a House Flipper
Check out BiggerPockets' Hard Money
List
Newspaper
Craigslist
Google It
Mortgage Broker
Private Money
Private money is similar to hard money in many respects, but is usually
distinguishable due to the relationship between the lender and the borrower.
Typically, with "private money," the lender is not a professional lender like a
hard money lender, but rather an individual looking to achieve higher returns
on their cash. Oftentimes, there is a close relationship with a private money
lender ahead of time, and these lenders are often much less "business"
oriented than hard money lenders. Additionally, private money usually has
fewer fees and points, and the term length can be negotiated more easily to
serve the best interest of both parties.
Private lenders will lend you cash to buy property in exchange for a specific interest rate. Their investment is
secured by a promissory note or mortgage on the property which means if you don't pay, they can foreclose
and take the house (just like a bank, hard money, or most other loan types). The interest rate given to a
private lender is usually established up front and the money is lent for a specified period of time, anywhere
from six months to thirty years.
A private lender typically does not receive any equity stake in cash flow future value outside of their pre-
determined interest rate, but there are no hard-and-fast rules when it comes to private capital. Generally,
private money is financed by one investor. These loans are also commonly used when you believe you can
raise the value of the property over a short period of time, so you can take on the debt from that private
money, refinance the property after adding value, and pay back the private lender. Just like with hard money,
private money should only be used when you have multiple, clearly defined exit strategies.
If you are trying to build relationships for private capital, developing credibility is a MUST. Whether it's
through blogging about your real estate endeavors online, posting your real estate updates on Facebook,
talking about real estate investing in casual conversation, or attending your local real estate investment club,
you need to be visible. Are you maximizing your visibility? Are you creating opportunities to highlight your
investing experience to others? You don't need to be a braggart, but next time someone asks what's new in
your life, share a few details of your real estate endeavors. You never know what might transpire.
62 | Real Estate Financing

Home Equity Loans and Lines of Credit
Many investors choose to tap into the equity in their own primary home to help
finance the purchase of their investment properties. Banks and other lending
institutions have many different products, such as a Home Equity Installment
Loan (HEIL) or a Home Equity Line of Credit (HELOC) that allow you to tap into
the equity you've already got. For example, an investor may purchase a
property, but instead of going through the normal hassle of trying to finance the
investment property itself, they can instead take out a HELOC on their own
home to pay for the property.
In order to obtain a home equity loan or line of credit, you must first have equity in your home. Banks will
typically only lend up to a certain percentage of your home's value in total. This percentage differs between
lenders, but it is not uncommon to find a lending institution that will offer to lend up to 90% of the value of
your home.
Real World Example:
John's current home is worth $100,000. John visits with his local bank and learns that they will allow up to
90% debt on that home. Therefore, John can borrow a total of $90,000 on the house. If he already owes
$50,000 on a first mortgage, the home equity line or loan would be capped at $40,000 to ensure the total
loans didn't exceed 90%.

Using home equity loans and lines of credit have multiple benefits over traditional loans, including:
Loan is based on the value of your primary residence - not the newly purchased property.
This means that the bank that is providing the loan won't typically even look at the new
property. They don't generally concern themselves with what your intent is with the money,
only your ability to pay it back. As such, the new property can be in terrible condition, and
the bank likely won't care.
When you have a home equity loan or line, the money is yours to do with what you want. It's
not dependent on the new property - so you can offer "cash" when making offers on new
properties, and as a result, you will have a higher chance of getting your offers accepted.
Home equity lines and loans may have certain tax benefits, such as the ability to deduct the
interest paid on that loan, allowed by the IRS. See a qualified CPA or attorney for more
information on this.
Because the loan is secured by your primary residence, the interest rate on home equity
loans and lines is typically very low compared to hard money or private money. To learn
more about what current rates are on these products, visit the BiggerPockets Mortgage
Center.

63 | Real Estate Financing

Another strategy often used by investors is to use a small bit of their home equity to fund the down payment
on their investment property.
Real World Example:
Sarah, an investor, wants to buy an investment property for $100,000, but doesn't have any additional down
payment. She does, however, have a lot of available equity in her own primary house (she owes $50,000, but
the home is worth $100,000). Sarah opens up a $20,000 home equity loan on her personal home to fund the
down payment and then get a conventional mortgage from a bank for the remaining $80,000 on the
investment property.
Finally, home equity loans and lines come with both fixed and adjustable interest rates. Be sure to look at
your goals, timetables, and financial position when determining which home equity product you want to use
to further your investing career.
Partnerships
We touched briefly on the use of "partners" in chapter 4, but another
part of that discussion that we didn't cover is their ability to help you
finance a deal. If you want to invest in a piece of property, but the price
range is outside of your pocketbook, an equity partner might be a
welcome addition to your team. An equity partner is someone that you
bring into a transaction in order to help finance the property.
Partnerships can be structured in many different ways, from using a
partner's cash to finance the entire property, to using a partner to
simply fund the down payment. There are no set "rules" with equity
partnerships, but each situation and deal requires its own analysis of
how the deal will be put together, who makes the decisions, and how
profits will be split at the end.
Depending on the operating agreement signed by both parties, the equity partner may have an active or
passive role in the property. The ownership stake provided by the equity partner may allow that partner to
actively participate in nearly all aspects of property ownership. Additionally, as a partner, they typically
receive in accordance with their ownership percentage a return on their investment that includes cash flow,
appreciation, depreciation, and eventual profit when the property is sold.
Unlike a private lender, an equity partner does not receive an agreed upon interest rate on their money.
Instead, they receive only a percentage of what the property generates. If it makes a lot of money then, their
return will be higher, but if the investment loses money, they may have to contribute money to keep the
property afloat. Equity partners take a higher risk than a private lender might, but in return, they have the
potential of making significantly more when the investment is successful. Also, unlike in private lending, the
equity partner's investment is not secured by a mortgage or promissory note, but by an operating agreement
between the partners.


64 | Real Estate Financing

12.) Commercial Loans
While most of the above options focus
primarily on the residential side of loans, the
world of commercial lending may also be
viable option for your investing. In fact, if
you are looking to buy a property other than
a one to four unit residential property, a
commercial loan is probably exactly what
you'll be needing.
Commercial loans typically have slightly higher interest rates and fees, as well as shorter terms and different
qualifying standards. In the world of residential lending, the income of the borrower is valued above almost
every other area; commercial lending, however, is much more focused on the property instead. The logic
behind this is simple: if you own a ten million dollar apartment building and things go wrong, you aren't
going to be able to make that mortgage payment if you make $20,000 per year or $200,000 per year in
personal income. The commercial lender will still look at your income, credit, and other personal financial
indicators, but only to gain a picture as to your skills financially. What's more important in the vast majority
of cases is the amount of revenue a property generates.
Additionally, commercial lenders can often extend a "business line of credit" to finance flips or other
investments. Some investors are able to obtain a large "business line of credit," which allows them access to
cash for house flipping and other real estate ventures.
EIULS, Life Insurance, ROTH IRAs, and Other Sources
There a multitude of other investment and savings products out there that you can use to invest in real
estate. While we don't have the time to cover each of these in detail, be sure to speak to a qualified financial
advisor about ways that you can use these products in your investing career.
Also be sure to check out:
BP Podcast 013 Buying Real Estate with Seller Financing and Speculating with Leon Yang

Moving On
As you can see, there are many different ways you can finance an investment property. One of the most
valuable roles you play as an investor is in your ability to find creative ways to continually move forward with
your investments. As every deal is different from one another, you will find yourself using many different
financing strategies throughout your career, so being able to understand the different options will help you
throughout your entire investing journey.
Another valuable and equally important role you will be playing as an investor is the role of marketing
professional. Chapter 7 will look at the concept of real estate marketing in detail and will give you ideas and
strategies to use to supercharge your investment opportunities. Marketing is important not only for buying
properties, but also for selling and renting.
65 | Real Estate Financing











"Marketing takes a day to learn. Unfortunately, it takes a lifetime
to master."
Philip Kotler

No matter what aspect of real estate investing you choose to engage in, you will probably need to use
marketing in some fashion. Marketing is the process of reaching outside your normal sphere of influence to
propel your business forward. Where you take your business is entirely dependent on you and your
marketing skills.
In this chapter, you'll learn:
Your Greatest Marketing Tool: Yourself
Marketing Through Networking
Networking in the Online World
Your Marketing Funnel
Marketing Through Direct Mail




66 | Real Estate Marketing

Your Greatest Real Estate Marketing Tool: Yourself
As a real estate investor, the first and most important thing you'll be
marketing is yourself - your own personal brand. It doesn't take a lot of
money, and it doesn't take a lot of time. You will begin building a brand
around yourself the moment that you begin talking to others about real
estate. You never know where these conversations are going to lead you,
so guard your brand fiercely. Let's look a little deeper at how to
effectively market your own personal brand.
Be Honest
As a new investor, you are not going to know everything and that's 100% okay. One of the quickest ways to
tarnish your reputation is when you start speaking about things that you don't actually know much about.
When you try to come off as an "expert" and you're not one, other real investors will know immediately and
will not waste any time dealing with you. Admit what you don't know and use that to learn. In fact, one of the
best ways to grow as an entrepreneur is to ask a lot of questions and, in humility, listen to those who are
willing to teach.
Also, don't misrepresent yourself. We often see new investors do this here on BiggerPockets and elsewhere
online. What you'll sometimes see is a new investor coming on the scene and introducing themselves as
such. Then, in just a few days (sometimes less), they talk about having "properties in all 50 states" that they
are willing to sell on discount. Unless that person suddenly inherited dozens of properties overnight, that
person is likely misrepresenting themselves. In most cases, that person is merely a wholesaler following the
advice of a guru somewhere and trying to build a buyers list for their future deals. Yes, building a buyers list
is incredibly important. Doing so under false pretenses, however, is the surest way to never make a deal.
You'll also find new investors marketing deals via Craigslist or other sites, but these are deals that they have
no interest in. Like in the previous example, these people are lying about deals to get other investors who
might be interested in them. If you get busted lying about a deal, you can rest assured that you'll never do
business with those folks who discover it.
Integrity
Do you do what you say you will do? Your integrity is the thing that will keep people coming back to work
with you, time and time again. As an investor, your reputation will precede you wherever you go. This means
that you need to continually be sure you are acting with the highest level of integrity. Imagine a lender who
promises to lend, but then backs out at the last second. Would they continue to grow their business? How
about a real estate agent who undercuts his clients and swoops in on all the good deals under his client's
feet? Would he continue to grow his brand? Your integrity is an integral part of your brand and can easily be
tarnished. Maintain
the highest
standards of
integrity, and
the business will
find you.


67 | Real Estate Marketing

"The Importance of your integrity and reputation cannot be
overstated you can work to build your reputation for years and
years but it only takes one falter to destroy all which was built"
James Vermillion, Investor

Professionalism
Are you planning on running a hobby or a business? If you want to be seen as a business professional, you
can start right now. Every decision you make, every relationship you build, and every item you buy: be
professional. You don't need to be a million dollar business to look like one. Showing up to a house with a
dirty hawaiian shirt and shorts probably isn't going to give you the professional image you want to succeed.
The same goes for the business cards you order, the voicemail on your phone, and the appearance of your
vehicle. People trust professionals - so start acting like one.

Real Estate Marketing Through Networking
One of the most important marketing tactics you can start
implementing today is networking. Networking is simply the
process of getting to know others for the purpose of moving both
individuals forward. It doesn't need to a formal thing, but your
day-to-day interactions should be part of your networking
strategy. Networking is often thought of as happening at an
event, where dozens of people get together and mingle,
exchange cards and tell industry specific stories. While yes, this is
a form of networking (most often seen at industry-specific
conferences and meetings), networking is actually a lifestyle.
Some of the most noteworthy connections you'll make will come
from impromptu conversations about your real estate investing.
I'm not suggesting that you simply walk up to strangers and start
telling them about your dreams and goals, but take advantage of talking about your business when the
opportunity presents itself. You'll be surprised at how many people are interested in real estate and how
often one quick mention of real estate leads to an entire conversation.
Not only is networking valuable for meeting people and businesses that can move your business forward, but
it's also effective for building your real estate team (which we covered extensively in chapter 4). No person
can succeed entirely on their own, so finding the best people to work with is one of the important tasks you
can do at the start.
Speaking of important, one of the most important places you can start networking is your local real estate
investing club. Located in nearly every major city, people gather at these clubs on a regular basis to discuss
current market trends and investing strategies, to swap tenant horror stories, and to make connections.
Many of the most important people on your team will probably come from your local investment club. Real
68 | Real Estate Marketing

estate investment clubs can differ dramatically in size and quality, so if there are multiple clubs in your city,
be sure to check them all out. For a list of local real estate investment clubs, see the BiggerPockets Real
Estate Clubs page.
Do keep in mind that many of these clubs are also designed to be profit centers for their owners. So, you
may need to endure sales pitches from gurus and other salespeople. That said, there is nothing more
important than connecting with your local peers, and these clubs are a great place to find them.
There are other networking events that are great for meeting your peers, including landlord association
meetings, meetups, and small live events organized by your peers here on BiggerPockets.
A final note on networking: get yourself some professional business cards. While many aspects of "old time"
marketing are fading away, the business card remains a staple in the real estate industry. Be sure that your
business card contains the following information:
Your Name
Your Company Name
Your Company Position Title
Your Website
Your Phone Number
Your Email Address
Your Wants/Needs if Applicable (We Buy Houses)

Networking in the Online World
The world is changing more digital each day - and to be a top performer
in the real estate investing industry, you are going to need to change
also. Let's look at a few areas you can begin networking online:
BiggerPockets.com- BiggerPockets is an online community
of real estate professionals that network with one
another every day, all day, to help each other learn, grow,
and prosper. Begin your networking here. It is important
to note that when networking with others, it is not about
"what can I get out of it," but rather "how can I contribute
to the conversation?"
Hang out on our forums, asking questions when needed, and answering others when you
can. Comment on blog posts, send colleague requests, follow popular users, and engage
whenever possible. Networking on BiggerPockets is the same as networking in the real
world - it's not a one-time thing. Seek to become a familiar (and friendly) face on the site.
This means to be sure you have a picture uploaded to your profile and that your profile is
69 | Real Estate Marketing

fully filled out. Would you want to network with someone who had no face to identify with
and whose story you did not know? Never. Relationships are built with trust, and trust is
built through transparency. For more info on getting involved and for links to helpful
tutorials, check out our Start Here page.
Your Website -- Having a website is a sign of professionalism in the industry - a sort of "store
front" to your business. That storefront needs to look inviting, professional, and clean in
order to attract people. In today's tech-friendly world, a great website is not hard or
expensive to build, even if you are terrible at technology.
Social Media -- Facebook, Twitter, LinkedIn, Google+, and dozens of other social networks are
out there and are ripe for networking. You don't need to have a presence on every single
network, but focusing on one or two is better than being non-existent on all of them. The
trick to networking via social media, however, is to not use it as an advertising platform.
Social media is about creating relationships, so spend your time building solid relationships,
and make a name for yourself as someone with knowledge.
Blogging -- A blog is simply an online collection of articles, ordered from newest to oldest. A
blog can help you establish credibility in your investing field, and can also be a great tool for
sorting out your thoughts on paper (well, on the screen) and hashing out ideas.
Furthermore, blogging can be a fun way to give back to the community. If you are interested
in hosting your own real estate blog, you can sign up for a free blog right on BiggerPockets.

Your Marketing Funnel
Marketing funnels are designed to transition a person from having no knowledge about your company to the
point where they are ready to engage in a business relationship with you. People use marketing funnels in
nearly every form of business, and real estate investing is no different.
You are probably familiar with a "funnel," often used for pouring
large amounts of liquid into a small space, such as when putting
oil in a vehicle. At the top, the funnel is at its widest, collecting
the most amount of whatever substance you are capturing. As
the substance moves down the funnel, it gets smaller and smaller
until it comes out the bottom into whatever container you are
pouring it into. In the same way, your marketing funnel will seek
to bring in the most amount of people at the top, and through
progressive steps, your funnel will get more specific until you
have a much smaller number of people left to produce your
desired goal.
The kind of marketing funnel you set will depend greatly on the
kind of investing you get into. A marketing funnel for a
wholesaler is going to be significantly different than that of a
note buyer, but perhaps with similar themes. For example, a
wholesalers funnel may look a lot like this:
70 | Real Estate Marketing

Send out postcards to individuals who are past due on their mortgage.
Set up a 1-800 voicemail number for people to call for foreclosure help.
Allow people to leave a voicemail if they want more information about selling their
property.
Call individuals who left a message and screen for possible good leads.
Meet with the good leads and make offers.
Get offers accepted and sign a purchase and sale agreement.
Do due diligence.
Close on the property.
Notice that in each step, the funnel narrows. At the start, perhaps five thousand people receive mailers. Out
of them, perhaps only a hundred people make the phone call to the number on your postcards. Out of that
hundred, only twenty leave a voicemail, of which only four warrant a personal visit and an offer. Finally,
perhaps one or two of those offers may actually result in a signed deal for the wholesaler.
While it may seem like a drastic waste, that one or two deals may result in a huge financial windfall for the
wholesaler. This is merely one example of a functional marketing funnel. As mentioned above, your
marketing funnel may differ quite a bit from the above funnel.
As a real estate investor, you need to be constantly measuring and tweaking your marketing funnel. You can
and should test your funnel to continually increase conversions -- the percentage of people who make it all
the way through the funnel to your desired outcome.
For example (to draw from the wholesale funnel example above), you could get two separate phone
numbers, split the group of past-due homeowners in half, sending half the postcards to one group and half
to the other and measure the results. Do you get more calls from postcard A or B? If postcard A received
twice as many calls, then use that as your "baseline" and test again with another postcard C. As you can see,
your marketing funnel can continually be tweaked, tested, and measured to make it run like a well-oiled
machine.

Marketing Through Direct Mail
What is Direct Mail?
While we are on the topic of postcards and mailing letters, let's
discuss that in more depth. This form of marketing is known as
"direct mail." Direct mail is simply the process of sending letters to
targeted individuals through the mail, in hopes that a small
percentage will respond to those letters. Whether you are a
wholesaler, flipper, or buy and hold investor, your business is
dependent upon finding great deals and having a consistent supply of leads for those deals. Direct mail can
71 | Real Estate Marketing

be a great tool for building a steady supply of leads for your business and can be a great way to keep your
funnel full. For many investors, it is their number one source of leads.
How Does Direct Mail Work?
Direct mail campaigns are designed to build awareness of your product or service over time. Think back to
one of the last purchases you made, such as a drink at Starbucks, a movie you rented, or a song you
purchased from iTunes. Chances are, you didn't buy that item the first time you heard about it. Most folks
simply don't buy from a business the first time they come across it. Therefore, a direct mail campaign cannot
be a simple "one and done" campaign. By sending messages over the course of time, the recipients become
familiar with you and your service or product, and some will respond as you become the solution to their
needs.
How Do I Build a List to Send to?
You can build your list by using public records provided by your local county assessor, or you can hire an
online company, like Listsource, to get your list for you. While using the pubic records is free, using an online
company may save you time, so keep your goals in mind as you begin creating your list. Do note that you
need to have your list re-done every six months or so to keep it fresh, as the market is continually changing.
You will need to get rid of those folks that are no longer candidates for your particular list, and you will want
to add in new people.
What Do I Send? There are two primary options that investors tend to mail to potential leads. Let's look
at these briefly:
Postcards -- These can be either large or small, but the
benefit is that the recipient doesn't need to physically open
an envelope to read what's inside.
Yellow Letters -- Written (or typed) on an actual yellow piece
of paper, these letters are typically mailed in an envelope.
The response rate is often very high, due to the "personal"
nature of the letter.
Who Should I Send Direct Mail to?
Both the frequency with which you mail and the length of the campaign will vary depending on the type of
marketing funnel you are setting up and the type of investing you are engaging in. Direct mail can be sent to
virtually anyone, so you'll need to look at your funnel and decide. The following is a list of a few different
types of people you may want to target:
Absentee Owners. For those looking to get a great deal, those folks who are absentee
owners are great targets, particularly those who live out of town. In many cases, these
owners may have moved for work or another reason and may be looking to get rid of their
property.
Abandoned Properties. People may abandon a property for a variety of reasons, but in most
cases, they don't care enough about the property to want to keep it and spend the money
72 | Real Estate Marketing

required to maintain it. Contacting owners of properties that look to be dilapidated or
abandoned may lead to fantastic opportunities.
Probates. Probates are properties that are in the process of being distributed, along with
the assets of a deceased person, to their heirs. When investors talk about probate investing,
they are trying to find if a deceased person had property, then getting the heirs/executor to
sell that property to them at a discount.
Pre-foreclosures and Foreclosures. People struggling with losing their home are oftentimes
highly motivated to sell (though, sometimes, they are highly anti-motivated and choose to
just stick their heads in the sand). You can oftentimes find a way to create a "win-win"
situation to help these individuals save their credit and snag a great deal for yourself.
Apartment Owners. If you are looking to get into apartment buying, mailing to apartment
owners can be a great way to stay on their radar. Your mailings do not need to be
necessarily targeted toward distressed or motivated sellers, but can be geared toward
individuals who are willing to finance the property themselves using seller financing.
Expired Listings. Your real estate agent will have access to all the properties on the MLS that
did not sell when listed with an agent. These individuals may be more willing to sell at a
discount after their property was listed for some time and didn't sell. Additionally, the
owners may also be motivated now that they no longer need to pay any real estate agent
fees.
Whatever niches you choose to work in, be sure to keep organized records of your campaigns, so you can
measure and test your results, maximizing your efforts.


Marketing Through Online Advertising
As more and more people spend their time online, you may be left
behind if you don't move your real estate marketing into that arena as
well. The internet provides numerous ways you can market your real
estate investing business, and, as with all marketing techniques, the
style of marketing you do depends greatly on the type of investing you
engage in. The following are several tools you can use to market on
the internet.
Facebook/Google Ads for Real Estate
Do you ever wonder how Facebook or Google make all their money? The majority of their revenue comes
from their online advertising platforms. As an investor, you can use these sources to target potential sellers,
buyers, or other business interactions. While Facebook and Google ads may look fairly similar, they differ in
several key ways:
73 | Real Estate Marketing

Facebook allows you to target who sees your ad based on their interests, location,
demographics, and connections on Facebook.
Google allows you to target who sees your ad based on their searches, web history, and
location.
The benefit of these kinds of online ads is that you can set it up so you only pay when the ad works.
Imagine asking a local newspaper to only charge you when someone calls about your ad. There's no chance
of that happening. However, this is exactly what this kind of online advertising allows you to do. This is
known as "pay-per-click" advertising, which means you only pay when someone clicks on an ad and goes to
your site. With pay-per-click advertising (such as ads on Facebook, Google, or Bing), you only have to pay for
the ad when your advertisement accomplished its goal of placing people in your marketing funnel.
Benefits of Online Pay-Per-Click Advertising
Most online pay-per-click advertisements allow you to be
location specific which means you can choose to have
your advertisement seen only by individuals within ten, a
hundred, or any number of miles of your specified location.
Additionally, Facebook ads are interest-specific. (Do you
really believe Facebook's "like" feature is only for the user's
benefit?) Facebook uses those "likes" and friendship
relationships to help marketers reach certain people. This
means, as a real estate marketer, you can choose to show
your ad only to people who are interested in a certain topic.
Finally, most pay-per-click advertising (especially Facebook) is demographically-specific, so
you can advertise to specific ages or genders. For example, you can create a well-written
advertisement to attract first time homebuyers by choosing to advertise only to people
between the ages of twenty-two and thirty-two that live within ten miles of a property you
are attempting to sell.

How Online Ad Pricing Works:
"How much does it cost?" is a more difficult question than it may seem.
Pay-per-click marketing prices are based on an "auction," meaning that advertisers "bid" on a price to display
their ad. Marketers then compete for either keywords or interests, based on the criteria you are targeting
your advertising to. When you set up a new ad, you will tell Facebook, Google or Bing what price per click you
want to pay, and you'll generally never be charged more than that. If you bid too low, your ad will not be
shown due to other marketers paying more. Thankfully, the major pay-per-click companies do provide a
general range of prices, so you can determine how much you'll need to spend to reach a specific
demographic. You also have the option to set a daily or monthly budget, so you can control how much you
want to spend on your marketing.
74 | Real Estate Marketing

Tips for Creating Online Ads:
Where Will Your Ad Send People? This destination could be your own website, your business
Facebook page, or any site that you want. Just be sure this destination is part of your
marketing "funnel."
Create a Title That Pops. You are allowed only a limited number of characters for your title
so make them stand out. It is helpful when advertising to local potentials to use something
local in the title to make the ad stand out. Online viewers are not generally accustomed to
seeing local names and places on an online ad, so ads like that tend to pop.
Intrigue Them with Your Ad's Body The part of the ad that is not the title is known as the
"body." Appealing to both fact and emotion when you write the copy for your ad's body can
help trigger interest in both sides of the brain and increase clicks. Promote benefits over
features.
Use an Eye-Catching Photo. If using Facebook, the photograph is the most important section
of your ad because it is generally the only thing viewers pay much attention to at first. Catch
their eye with the photo, which leads them to the title, which leads to the body, which leads
to clicks. An advertisement, in itself, is a funnel as well.
Determine Your Price. To avoid massive spending, be sure to set your budget. Decide what
your monthly or daily budget is and bid on your ad price. Monitor the results and adjust your
bid price higher if you are not spending your complete budget.
Split Test. Split testing is the process of creating multiple ads, each with minor changes, to
determine the best response rate from someone looking at the ad. This is the same process
we mentioned earlier when talking about sending different direct mail postcards to
different groups.

Creating a Website or Landing Page
A website is not a necessity in order to capture leads, but can be highly beneficial. Some investors simply use
a telephone number to collect leads, but having a website provides another avenue to collect those potential
opportunities. If you don't have the technical know-how to create a professional looking website, use a pre-
made
template
from a
site
like Wix.com or
simply hire a
freelancer at
a
site
such
like Odesk.com, eLance.com, or 99Designs.com to build the site for you. You can also create a Facebook
business page that accomplishes your goal, but having your marketing funnel on your own website does give
you more control.
For more information on marketing and creating a marketing funnel, see Using Facebook Advertising to
Supercharge Your Real Estate Marketing
Also be sure to check out:
BP Podcast 012 : Wholesaling and Marketing with Sharon Vornholt
75 | Real Estate Marketing

BP Podcast 018 : Flipping, Marketing, and Wholesaling with Danny Johnson
BP Podcast 022 Building a Marketing Machine, Spec Houses, Flipping & Wholesaling with Tucker Merrihew
BP Podcast 027: Fix and Flipping, Wholesaling, Marketing, and More with Jason and Katherine Grote
BP Podcast 046: Six Figure Profit Spec Building and Marketing for Incredible Deals with Jon Klaus


Moving On
As you can see, real estate marketing is not a simple process. Each of the categories mentioned above could
be expanded upon greatly, and an entire book could be written about each. We also did not cover every
option available, but those that we feel are most commonly used today. The important thing when just
beginning is to focus on one or two marketing strategies and to implement them carefully, while monitoring
the results. Once you find something that works, stick with it, and if you want to generate more leads, expand
it or move on to another marketing strategy. In the same way, not all marketing strategies are going to
produce effective results. This is why maintaining accurate records and continually testing your marketing
campaigns is key.
Up until this point, we have looked at how to choose your investment strategy and niche, how to plan for
your next investment, how to finance your property, and how to use marketing to make it all happen. In the
next chapter, we are going to look at the way you actually begin making serious money from your
investments: executing your exit strategy.

76 | Real Estate Marketing








"Start with the end in mind."
Steven Covey
Buying real estate is great, but no one gets into real estate because it's a
fun hobby. Investing in real estate is a means to an end: wealth building.
Over time, your property should gain serious equity and provide you with
substantial income from cash flow and hopefully, appreciation. Some
investors choose to hold on to their investments indefinitely. Some will
simply hold on to cash flowing properties until the day they die - with no
intention of getting rid of it. However, in your investing career, you will
most likely choose to get rid of one or more of your properties for
various reasons. Choosing the best strategy for exiting your real estate
investment is just as important as deciding which one to buy. This
chapter will give you a broad overview of the various exit strategies you
can use in your investment career.
This Chapter Includes:
Traditional Selling With a Real Estate Agent
Selling FSBO
Selling With Seller Financing
Using Lease Options
1031-Exchanges: Avoiding Taxes On a Sale
Your Next Steps
77 | Real Estate Exit Strategies

Traditional Selling With a Real Estate Agent
When listing your home with an agent, be
sure to interview several agents to find one
you are comfortable with and that you know
will get the house sold. In the world of real
estate agents, the "80/20 Principle" often
seems to hold true - that 20% of the agents
sell 80% of the listings. It's important to find
that 20% and allow them to work their magic.
When you choose the agent you want to list
your property, you will typically sign a "listing
agreement" with the agent, giving them the
right to earn the commission if they sell the
home. The agent will discuss with you all the
important features of the property and enter them into the "MLS" or Multiple Listing Service, which all agents
have access to. At this point, you will decide what price the property should be listed for. Pricing is very
important, as you do not want to list too high (adding months to your holding time) or too low (leaving
money on the table.) A good agent should be able to look at other similar properties and determine the best
price to list at.
The listing agreement also spells out the commission to be earned by the agent. The typical commission for a
real estate agent is 6% (though that can change slightly, depending on price, property type, and location.)
This fee is usually split 50/50 with the agent who brought the buyer. In the case where your selling agent is
representing both you and the buyer, the whole commission is given to the agent.
Many individuals feel that this is the end of their duty in selling the property, and the agent will take it from
here. However, this is not the case. There are many tricks and techniques that you, as the seller, can do to
ensure the property sells for the highest amount, the soonest. Start with making sure the appearance of the
property is desirable, including both the interior and exterior. Look around at competing properties, and aim
to look better than the rest.
If selling a single family home, consider staging the home with furniture, artwork, plants, flowers, and other
accessories to help the buyer imagine a home rather than simply an empty house. If selling a multifamily or
commercial property, be sure all units are filled and operating at peak efficiency.
Once an offer is received, negotiations begin, and hopefully both parties can agree on a price and terms for
the sale. Just as when you purchased the property, the paperwork for the sale of the property will be handled
by either a local "title and escrow" company or an attorney, depending on the common practices in your
area. Both parties will sign the documents, the money will be funneled through the title and escrow company
or attorney, and the deal will close, leaving you with a large check to invest in more real estate and grow your
empire.
Selling FSBO (For Sale By Owner)
While the majority of homes are sold with a real estate agent, you don't need to. Most often, a real estate
agent is going to cost you an extra 6% to sell your property for you. For this fee, an agent typical will:
78 | Real Estate Exit Strategies

List the home on the MLS, which is accessed by all real estate agents across the country.
Put the sign in the yard to advertise the home.
Show your property to prospective buyers.
Market to the best of their ability, including through
networking, Craigslist, and other online or offline media
Manage negotiations with potential purchasers.
Handle all the paperwork.

For some, the cost of a real estate agent is too high, so they choose instead to sell "For Sale by Owner," or
FSBO. A major deterrent in selling FSBO is not getting your property listed on the Multiple Listing Service, or
MLS. This list (or lists) is a collection of all the homes listed by all the real estate agents known as Realtors,
across the country. When you look for homes online through sites like Realtor.com, you are looking at the
MLS listings. Without being on the MLS, you'll lose the ability to reach the vast majority of individuals looking
for a property.
One recent tool used by some to sell is known as a Flat Fee MLS Listing service, in which a seller will pay a
"flat fee" to a real estate broker to list the house. This fee generally ranges between $150 - $400 and includes
very limited help from that broker. The broker will simply place the home on the MLS and might even offer a
sign in the yard, but will do very little other than this. This leaves negotiation, setting up title & escrow, and
managing the closing in the hands of the seller themselves. Additionally, since a real estate transaction
includes both the buyer's agent and the seller's agent, a commission is still paid to whatever agent brings a
buyer to the deal. Instead of 6%, it usually will end up being around 3% out of pocket.
Selling Using Seller Financing
Seller financing (also known as "carrying the contract") takes place when an
owner sells a property to a buyer but carries the mortgage rather than
requiring the buyer to get their own mortgage. This is done by many
investors all over the world for a variety of reasons and across different
investment types. In a normal sale, the buyer will go to a bank to get
financing for the house, and the seller will receive the total sale price (less
selling closing costs) in one lump sum. With seller financing, the seller is the
bank, so the buyer will provide a down payment directly to the seller and
make monthly mortgage payments to the seller for the life of the loan or
until the buyer decides to sell someday.
Why Use Seller Financing?
This is done for a number of reasons, but typically it is used for buyers who don't typically qualify for a
normal mortgage. The current lending atmosphere can make it tough for many buyers to obtain traditional
financing. They may not be able to document all of their income, they may be self employed, or may have
some blemishes on their credit reports.
79 | Real Estate Exit Strategies

Keep in mind that seller financing isn't only for the benefit of buyers who normally don't qualify for a
mortgage. Many investors choose to sell off their properties using seller financing because they want to
receive monthly income that doesn't involve maintenance, tenants, or rentals. When a property is sold via
seller financing, the property is 100% the new buyer's responsibility, and with that comes all the rights and
expenses that come with ownership (including taxes, insurance, and maintenance).
A seller may also choose to use seller financing in order to offset the taxes due at the end of their investment
career, as the IRS classifies this as an "installment sale" and allows the seller to spread out any capital gains
taxes that may be due. See your tax advisor for more information on the tax benefits of seller financing.
How to Use Seller Financing:
When offering seller financing, the seller should require a large non-refundable down payment up front to
protect their interest and to prevent against the the likelihood that the buyer will stop making their monthly
payments. The higher the down payment, the lower the risk to the seller. For example, if a seller requires a
$1,000 down payment, there is not a lot of incentive for the buyer to uphold their obligations. However, if the
down payment required is $30,000, there is a lot more incentive to perform. Additionally, it is important that
the seller goes through the same process as they would during a normal sale, using a title company,
attorneys, and other legal paperwork to ensure the sale is done correctly.
Who Can Sell With Seller Financing?
Seller financing is generally only applicable if the home is currently owned without a mortgage. If you have a
mortgage through a bank or other lending institution and decide to sell the property to another party using
seller financing, you will break the "due on sale clause" in the fine print of that mortgage, and the bank may
foreclose on you. Seller financing is only viable for a free and clear house.
After a property has been sold with seller financing, the seller may choose to sell the mortgage, or note, to
another investor. This opens up the world of "note buying," which is beyond the scope of this guide, but
which is a very common strategy amongst experienced investors. For more on notes, search BiggerPockets.
What Are Risks of Using Seller Financing?
The largest risk of selling with seller financing is having your buyer stop making payments at some point,
whereby you, the seller, will have to foreclose. In this case, you are subject to the same laws and foreclosure
process as any other lending institution, which takes time and money. Each state is different, but you will
probably need to hire an attorney to get through the process. After the foreclosure is complete, you will get
the house back and be able to sell it all over again, but you may have to deal with repairs and other issues
before the home is ready to be sold again.
While the risks of having to foreclose can't be completely avoided, they can be minimized if the note is
managed properly. You do that by screening the buyer carefully, so that you are fully aware of any issues
that might arise. Furthermore, as mentioned earlier, the best way to reduce your risk is to get as high of a
down payment as possible. The more money you receive up front, the less likely you are to have problems.
Also be sure to check out:
BP Podcast 013 Buying Real Estate with Seller Financing and Speculating with Leon Yang
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Using Lease Options
Another Option used by investors as an exit strategy is known as the "lease option" or "lease purchase." This
arrangement is actually two separate parts: the lease and the option.
The lease is just like any other rental lease, where the tenant moves into the home and makes monthly rent
payments.
The option is a legal agreement that gives the tenant the legal right to buy the home at a pre-determined
price in a pre-determined length of time. The option makes it illegal for the landlord to sell the property to
any other investor during the pre-determined time period. In exchange for the tenant's sole "option" to buy
the property, the tenant will pay an upfront non-refundable "option fee" that will typically be later applied
toward the purchase.
Real World Example:
John and Sally would like to buy a house from Fred, the investor, but lack the
down payment and credit requirements to get a loan for themselves. Fred has a
mortgage on the property himself, so he cannot carry the contract and provides
seller financing instead. Fred does a thorough background and credit check on
John and Sally and decides they would be good candidates for this. The parties
then sign both a lease agreement and an option agreement, giving John and
Sally the right to buy the home for $100,000 any time in the next two years.
John and Sally provide a $5,000 option fee and move in.
In the example above, there are several different endings that might occur:
John and Sally are able to get traditional financing from a bank and end up buying the
property from Fred sometime during the two years. The $5,000 option fee will apply toward
their down payment.
John and Sally decide they don't want to buy the house and leave within the first two years
(or at the two-year point.) The $5,000, being non-refundable, is Fred's to keep. He then can
decide to sell it, do another lease option (collecting another non-refundable fee from the
next tenants), or do whatever he wants with the property.
John and Sally may find, after two years, they cannot yet get a traditional mortgage. Fred
may sign another "option" with them for another year or two, possibly increasing the
purchase price and option fee.
A lease option gives options to the seller. The lease option is oftentimes a great alternative if you find
yourself in a changing market and cannot sell a property, but don't want to simply discount the price. It gives
the seller the ability to win in any situation - if any of the three endings above occur, the investor comes out
okay.


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Three Advantages of a Lease Option Strategy
A Great Short-Term Exit Strategy for a Slow Market.
Flipping a property in the current real estate market can be difficult and costly. Doing a lease purchase can
provide positive cash flow ,while giving the owner the opportunity to wait for the market to improve and lock
in a possible buyer.
Lease Option Tenants Usually Take Better Care of Your Property.
Tenants who have a lease option often feel more like "buyers" than "tenants" and, as such, often take much
better care of the property than a typical renter. Tenants can also be made responsible for small repairs in
preparation for their becoming homeowners.
No Real Estate Commission Required.
Unless you find the lease option "tenant/buyer" through a real estate agent, you won't owe a commission
when it comes time to sell via your option contract. Besides being able to market the home slightly higher
due to the flexibility you are offering your tenant, you can save up to 6% when the tenant buys your
property.
Three Disadvantages of a Lease Option Strategy
While lease-options often present a terrific "win-win" for all parties involved, there are some downsides to be
aware of before jumping in.
The Dreaded "Due on Sale" Danger.
While technically no sale took place, many argue that a "lease with an option to buy" can indeed trigger a
"due on sale" clause because it transfers an interest in the property. The language in the law that determines
when a bank can trigger the due on sale clause is cloudy at best, and while this may be a gray area, it is
ultimately up to the bank to decide if they want to call the note due and force you to pay back the entire loan
within 30 days. Should this happen, you could challenge this in court, but that also would require significant
financial resources.
You Can't Sell the Property to Anyone Else.
During the option period, the tenant has the exclusive right to buy the home. If prices suddenly rise, you are
locked in at a certain price with the tenant and cannot sell for more. Also, if the market begins to drop and go
downhill, you cannot sell to get out of the deal, either until the "option" is no longer binding.

You Could Be Sued.
There is a story on the BiggerPockets blog about an investor who was sued by a tenant, who claimed (after
being evicted for not exercising their option to buy) he had "equity" in the home. While the tenant had very
little (or no) legal grounds to stand on, the tenant still cost the investor time and money in court fees, hoping
for a settlement.
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One final note about lease options: Very few lease option tenants ever actually utilize their "option" and
purchase the property. As a result, some unscrupulous investors have used the lease option strategy to take
advantage of tenants, offering a lease option to individuals who will never qualify for a mortgage and
charging outrageously high option fees and short terms, just hoping the tenant doesn't buy. These investors
then re-churn the process over and over again. This usually leaves the tenant in a worse position than when
they began the process. BiggerPockets does not approve of this practice and instead asks that you to treat
your tenants with respect and dignity. Taking advantage of others for profit is what gives real estate investors
a bad name. Don't do it.
For more information on Lease Options, check out:
Rent to Own Homes
Lease Options as a Tool to Rock Out Your Rental Properties
BP Podcast 041: How to Profit Through Long Term Flipping and Lease Options with Douglas Larson

1031-Exchanges: Avoiding Taxes On a Sale
As with any business venture, when you are successful, Uncle Sam is
there to collect his share. When it comes time to sell a property that you
own, chances are you will have significant taxes due, especially if you
followed the advice in this guide and bought a great deal. Thankfully, if
you are paying taxes in the United States, the government provides a
way to "defer" those taxes to a later time.
There are a number of rules that need to be followed, but if done
correctly, you can possibly re-use the money you would have paid
towards capital gains tax, and you can use it as funds for your next
property. Essentially, this is the government's way of "partnering" with
you on your investment deals. There are a lot of complicated things that go into a 1031-exchange, so be sure
to talk to a qualified tax specialist before making any decisions.
Your Next Steps
At the end of this chapter, you should have a clear understanding of how to eventually get out of your real
estate investment. When you begin with the end in mind, you make it much easier to unload your property
and clear a nice profit.




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In this guide, we have covered nearly every facet of getting started in real estate investing. In chapter 1, we
looked at what investing is, what it's not, and what you need to get started. Chapter 2 looked at the proper
way to gain a good educational foundation before jumping in to the real estate game, while chapter 3
examined the many different strategies and niches you can get use to build wealth with real estate. Chapter
4 laid the groundwork for a successful real estate business plan and chapter 5 looked at the best way to
prepare and shop for your first investment property. In chapter 6 we dove into the important world of real
estate financing, and chapter 7 covered marketing. Finally, chapter 8 dealt with the importance of beginning
with the end in mind and how to plan your exit strategy for each property you buy.
While you have reached the end of The BiggerPockets Ultimate Beginner's Guide to Real Estate Investing,
your journey is just beginning. You now should have a very clear understanding of what real estate investing
is and how you can begin to profit from it. Now it's time to put it into practice. If you have not yet done so,
please head over to BiggerPockets.com and sign up for a free account.
BiggerPockets is a community of over 219,000 real estate entrepreneurs who
are here to help build each other up with knowledge and support. They are
also using the site to network and to find partners and clients. We want you to
be a part of our community. Ask (or answer) questions on the forums, read the
recent blog posts, create a company profile for your business, or just hang out
with other investors. You are the average of the five people you associate with
most, so if you are not currently associating with successful real estate
investors, let BiggerPockets help you with that.
That's it! Thanks for taking time to read the BiggerPockets Ultimate Beginner's
Guide to Real Estate Investing. You now have the tools... it's time to get to work. We'll see you over
on BiggerPockets.com
P.S. Still unsure where to start? Why not check out the BiggerPockets Start Here page.
84 | Real Estate Exit Strategies