Calling Owners of Properties

Notice I didn't say calling sellers? That was intentional, mainly because due to my deal making approach, most owners you'll call aren't sellers yet! That's where you'll come in.

The best, meaning the most profitable deals, I and my students make aren't listed, for sale, or in the public's eye in any way.

My system instructs, the best fast cash approach is to find the property first, then back into the owner. There's little competition for your deals using this approach.

Remember, if it’s public (the property), it’s been picked over,picked over by those investors with contacts with agents and banks.

Therefore, you must be shrewd and economical about your movements, no wasting time, energy, or money. Get straight to the heart of the matter.

Speaking of which, the same objective is true when making outbound calls to owners; getting to the heart of the matter as quickly as possible without sounding like a robot.

How to do so? First, become very familiar with the script for Outbound Calls to Owners located in the back of my Wholesale manual.

Next, take the pressure off yourself.By that I mean, lighten your mental load with the realization that your goal is not to come away from the call with an agreement to sell from the owner. Sure, getting a deal on the first contact can happen - but on occasion.

More often however, your call will get the owner's mental wheels turning. Your call should stimulate thought in the other person. Believe it or not, many of these owners will be shocked that someone is sincerely interested in their property, especially if it’s ugly.

That all said, I want you to keep one thing in mind: When calling on owners of your property leads your main objective is to simply break the ice.

That's it, break the ice and begin to build rapport with the other person. Do so with some personality and lots of patience.

Then similar to shifting into the next gear of your car, segue into the questions on your script, located in the bonus material section in the back of my Wholesaling Properties Manual, available at: www.thewholesalewizard.com.

Remember, avoid sounding as though you're reading from a script. Once familiar with the questions on the short, yet powerful script you'll be comfortable with its objectives, which is to find out all you can about their property and the owner without sounding intrusive.

Try not to come off as if you’re probing and you'll be amazed how cooperative most will be. Oh sure, there'll be some grumpy bears you call on. Don't take it personal. You're a professional, who never gets into a tiff with a potential seller.

I've made calling owners so amazingly simple for you in my Wholesaling Properties manual, you won't have to reinvent the wheel. It’s all done for you.

You can check out this awesome system, described by many as “the best on the topic.”

Don't take my word for it. Check it out for yourself by clicking on this link or copy and paste it into your web browser: www.thewholesalewizard.com.

There's no risk to you. Take 30 days to check it out and if my system doesn't make absolute sense to you within the 176 pages of powerful yet simple to understand money making strategies, send it back for a 100% refund. No questions asked.

You have nothing to loose.
So go now to: www.thewholesalewizard.com
Ken Williams
aka The Wholesale Wizard

Much success to you.

How Many Houses Have I Bought and Sold?

Last Friday I was working with a mortgage broker going over the executive summary for a commercial land project I own.

He had included two spaces on the form for me to fill in the number of houses I'd bought over my 12 year career. The second space was for the total dollar amount of real estate value those transactions were worth

Well, if you've paid close attention to any of my marketing, I never state a number of houses I may have bought and sold in my career. First of all, I don't measure my success in that manner. Second of all, who really cares?

I'll get back to that in just a minute. First I informed the broker those were stats I just don't find important. Instead, I emailed him my "Killer Credibility Package" full of photos of the beautiful renovations I've done over the years, which by the way, I purchased all at wholesale prices.

My Credibility Package also had stunning letters of recommendations from peers, attorneys, private lenders and happy sellers. Perhaps the most powerful letter was from a business associate, who wrote "Ken Williams is only one of three people I'd ever done a business deal with on only a hand shake."He went on to say "Ken is a very intelligent investor and is one of the first I call for real estate advice."

Wow! And....this guy is no light-weight either- an established businessman with over 40 years in the Washington DC area. Along with that letter are others from real estate attorneys professing my skill and knowledge about real estate investing.

Letters like those will go much further than any hyped up claim of how many houses I've transacted over the years. By the way, no one cares how many houses I've ever done, right? Right!

Take yourself for instance. You don't care how many deals I've done in my career, do you?. Nope, you sure don't. What you care most about is whether I'm trustworthy and will my training materials work for you. You don't want to waste your money on a Con Artist. That's it.

So when you read the many testimonials from other students who rant and rave how my wholesale system is the best on the market because they made X number of dollars, that's what you and every potential student wants to know.

Here's another, more important reason why I don't keep track of the number of deals I've done because I measure success based on quality of life, not how many transactions I can do in a month. Many investors treat this business as though it were a race.

That is a dangerous approach to the business. I recall one tax year, sharing my gross profits with an investor friend who'd done 50 deals that year, a combo of rehabs and wholesale deals. While I did only 12 wholesale deals that same year, I nearly made the same amount he did, with less hassles and a better quality of life mind you.

That's why my motto is "Less is More." I choose to lay back and pick the low-hanging fruit. I'm not interested in running myself ragged (anymore) trying to do 10 deals a month. See, I know the true story behind those numbers.

Out of the 10 deals the investor makes a profit on 3, breaks even on 4, looses money on the other 3. Meantime he takes no vacations, has little family time and his quality of life isn’t good.

Me, I choose to hang out with my family, and travel when I want to. My business is set up to serve me, not me serving it. I gleaned that lesson the hard way early in my career.

So the choice is yours whether you want to leave the 9 to 5 rat race and jump into the investor rat race. Sounds like jumping out of the frying pan and into the fire!

This business is supposed to be fun, not tiresome and stressful. That's why I named my publishing company Pace Yourself Publishing to remind myself and my students to P.A.C.E Yourself. Pace is also an acronym for Positive Attitudes Change Everything!

I'll chat with you later and remember to always

Take Action!

Ken Williams

Much success to you.
Go to http://www.thewholesalewizard.com/ for more information.

Up and Coming Neighborhoods, Beware!

Beware of the seller who will try to convince you to buy their property at a premium price based on an up and coming so called improvement.

If you haven't heard it yet, you will.Some sellers make out that their property has premium value based on a local paper running an article about a revitalization plan near the seller's property. Or a new a new school has been announced to go up across the street, in the year 2011!

Let's think about this for a moment. It's a wellknown fact these days that real estate as a whole has cooled off quite considerably. Some markets in the country have gone stone cold sober over the past year and a half.

Despite all the blatant evidence of slow sales, such as, houses sitting on the market for six months or more, price reduction signs all around, fewer renovation projects, residential developments grinding to a halt, half completed, resembling a ghost town?

Can you believe there are sellers out there who still believe we're in 2004 when sales were on steroids? I've been running across my share of pipe dreamers and so have many of my students around the country which we discuss during our group talks. Matter of fact here's a prime example of what I’m taking about.

I've been dealing with a pair of sisters who are interested in selling their house which has been in their family for years. This house is a real junker.As we rehabbers say, "It needs everything!"

The house is located in a decent neighborhood in Washington DC, called "Columbia Heights" for you locals reading this.

The sister, who is the family spokesperson, said to my assistant Valerie last week "well, we know this is an "Up and Coming area, just look at all the development over on 14th street."

Well my friend, this lady couldn't have been more wrong about anything else as she was about that statement. I assure you, she is not alone as a seller. In her case I can see how she based her thinking.

Hey, new development, must be hot! Right? Not always, it depends.......

.........on what kind of development. In this case the development on 14th Street the seller was referring to are mostly commercial projects. Some large condo buildings and mixed use projects are going up as well. Here's the deal with real estate price trends.

As an investor your objective is to spot trends and market movements. Is the market emerging, stagnant or declining? A general rule of markets is this:

First come jobs, then the people, creating a demand for housing.Next comes the new residential developments to serve the new population growth. Once the population swells in the new residential areas, the commercial guys start planning their move.

Scoping out the demographics and population growth the big box stores i.e. Wal-Mart and Home Depot move in to serve the masses. Small retailers follow suit along with entertainment (movie theaters, restaurants etc). This is economics 101, supply feeds demand.

Once the influx of commercial development begins to take place usually the residential markets have peaked as is the case with the Columbia Heights neighborhood in Washington DC. The residents naively believe their property will continue to increase because of the commercial and retail activity nearby.

Now there are exceptions to every rule. One such exception is what I call the "Big Dog" factor. Yup when the Big Dog breaks ground in an area, their very presence can influence the market appreciation seemingly overnight. Does the name Trump mean anything to you? Mr. Trump can and has influenced market appreciation with just the announcement of a proposed project.

You should know the local Big Dogs in my area. Here in DC it's guys like Douglas Jemal, Steve Abdo, and PN Hoffman. These fabulous developers can go into uncharted territory and create a sizzling market. This is the exception, remember, not the rule.

So when you're out problem solving for your deals don't fall for the “okee dokee” some sellers try to feed you. You'll see it with apartment and office building managers who fax you the pro forma (future best case numbers) instead of actual dismal numbers.

You my friend, will make offers based on the current condition and/or circumstance. NOT, what's coming in the future. Not based on future increases in rents. In the case of buzzing commercial and retail projects remember, those folks have done expensive studies to locate population growth before they send in the first bulldozer.

In the case of commercial projects going up before population and residential swelling, that's pure speculation on the part of the “Big Dog” with deep pockets that can wait it out, it doesn't always impact housing sales. For instance, the MCI Center, home of the Washington Wizards comes to mind. Owner Abe Pollin started, albeit slowly, the revitalization of downtown DC neighborhoods. We're talking four or five years before any real action revved up.

Forget the new school that's coming, or new subway stop, and the harbor plans, yadda yadda yadda on and on. Make your offers on what you can verify TODAY!

In the case of two sisters and their Columbia Heights property, Valerie just printed out a new MRIS report showing their zip code's housing prices dropped 15% during the 4th Quarter of 2006. Our current research also endorses those stats.

Valerie will meet with the pair in an attempt to shed some light using the mighty black and white 3rd party report. The sisters should get it, don't cha think? Not always. In my 12 1/2 years of experience in the trenches some sellers (people period) only see what they want to see. In that case......

NEXT! Someone else is waiting for you!

Take Action,

Ken Williams

Much success to you.
Go to http://www.thewholesalewizard.com/ for more information.

The F-Word, and Why I don't Use it

I refuse to use the F-Word to describe what I do as a real estate investor.

No I’m not talking the usual profanity laced F-word, I'm talking about the other one, you know "Flipping." Matter of fact I've never used that word in my more than 12 year career. Why?

Well, the reasons are many, I will be glad to share with you what my reasons are on my next monthly telecall this Thursday, which is FREE to you for now.

The call Thursday at 8pm will last about an hour. I will spend that hour going over why Wholesaling is NOT flipping

I will also provide some real life case studies of wholesale deals and how to streamline your operation. Even if you are a one person operation.

To register for this go now to this link: http://www.thewholesalewizard.com/monthlycall/

Oh, I mentioned this call was FREE, followed by for now. What that means is I'm running a few tests for my coming Inner Circle coaching program. The IC will be a small monthly fee to give you constant access to me and the wholesale/retail community.

Eventually this IC program will have ascending levels for those folks who want more access to me and my programs.

For now the calls are FREE, so take action and lead your cursor onto this link and click away to get registered.

http://www.thewholesalewizard.com/monthlycall/

I will talk to you Thursday night. Remember, if you have a friend, forward this email to them. Get them going while the calls are FREE!

Take Action!

Ken Williams aka The Wholesale Wizard....

PS. Join me this Thursday night to hear why I don't use the F-word, and other awesome money making strategies click here to register or paste into your browser:

http://www.thewholesalewizard.com/monthlycall/