How to Prepare Yourself to Impress an Investor

Foremost, dismiss the idea that you need to become a real estate investment expert. Hundreds of deals are closed every year by residential agents that know little about rental income property. How did they do it?

They understood beforehand the importance of numbers to a real estate investor and made the conscious effort to be able to discuss and, if need be, create those numbers in reports for the investor. At the very least, they understood the difference between capitalization rate and gross rent multiplier and were able to create an APOD.

The good news for you is that you can do it, too--very easily!

1. Search online for real estate investing resources where you can b
   Tax Lien Investing - Secrets of the Wealthy
   Most people have not heard of tax lien investing. Yet there are millions of people across the country earning safe, secure, and most importantly, high percentage interest returns by investing in tax lien certificates. To put it simply, investing in tax liens is an easy, high profit way to invest in real estate, without needing large sums of money to do it.So what are tax lien certificates?Each year property taxes are due on all properties. The local government uses the money from property taxes to pay for various things in the community. If an owner doesn't pay their property taxes, the government still needs that money to be able to run their county effectively! So what's a government to do? They levy a tax lien against that pr
   You may not have noticed, but as an active real estate agent you are given at least one opportunity a year to sell real estate investment property.

   Whether by a walk-in, up-call, previous customer, relative, friend, neighbor, or some aggressive cold calling chances are good that every real estate professional over a twelve month period is given the opportunity to work with one real estate investor.

   The question for you is, How did you do in that encounter? Did you win over the investor? Were you able to convert to a listing or sale?

   Not surprisingly, most real estate agents miss the chance. Not for a lack of intention--most real estate agents simply misunderstand how to prepare themselves to engage real estate investors. Let's begin at the top.

   Making the Right First Impression

   All salespeople understand the value of the first impression--that winning or losing a sale often rests solely on the perception a customer develops within seconds during the first encounter.

   Of course real estate agents understand the value of the first impression.

   Real estate agents service customers who make buying decisions based on curb appeal (the first impression) of properties all the time. Agents also wash their socks, hair, and cars to impress their customers--before the meeting, not afterward.

   Ironically, however, given that agents know the importance of the first encounter, it is often their inability to make a good impression on investors where most agents lose an excellent opportunity to gain a rental property sale. Why?

   Most agents fail to recognize what generates a good first impression on investors.

   What Do Real Estate Investors Look for in an Agent?

   Winning over an investor is more than style and panache.

   Real estate investors are less impressed with the agent's Armani and Mercedes then they are with the priority the agent places on real estate investment property.

   The reputation of a residential agent with the grandest record for selling houses means little to an investor without some evidence that the agent also cares something about investment property.

   Above all else, investors want to feel confident that the agent cares about how they invest their money and will assist them in making a sound buying decision.

   Rate Your Last Encounter With an Investor

   Okay, now remember back and consider your last encounter with a real estate investor.

   How did you respond when asked about the value, profitability, and rates of return? What reaction did you give when the investor requested an APOD or proforma? Were you clueless?

   If you stood there like a deer staring into the headlights of a car at the mere mention of capitalization rate, experience dictates one of several outcomes.

   1. You got lucky and made a sale, regardless
   2. You referred the business away and lost 75% on potential commissions
   3. You scrambled around trying to learn about cap rates and APODs and finally referred it away, only to discover that the investor went to your competitor
   In other words, given a perfect opportunity to convert a real estate investor into a commission, you either had to rely on pure luck, settle for 25%, or in the end didn't make a penny. Why?

   You failed to recognize that you were being interviewed for a job by the investor and didn't prepare yourself beforehand.

   Keep in mind that unless you are a relative, the investor does not know you from Adam and has no special incentive to work with you. You are undoubtedly just one of many the investor plans to call, and short of a miracle will probably not be called back unless you make an impression.

   How to Prepare Yourself to Impress an Investor

   Foremost, dismiss the idea that you need to become a real estate investment expert. Hundreds of deals are closed every year by residential agents that know little about rental income property. How did they do it?

   They understood beforehand the importance of numbers to a real estate investor and made the conscious effort to be able to discuss and, if need be, create those numbers in reports for the investor. At the very least, they understood the difference between capitalization rate and gross rent multiplier and were able to create an APOD.

   The good news for you is that you can do it, too--very easily!

   1. Search online for real estate investing resources where you can be
      Legal Help: Iowa Bankruptcy Lawyer
      Just as you would never operate on yourself, you also should never attempt to represent yourself in a court of law. There are a number of lawyers across Iowa who specialize in bankruptcy cases that can help you understand the legal process behind filing and what implications it will have on your life. Often these lawyers will counsel with you at first to look at options other than filing for financial relief with the courts. Sometimes there are better solutions that filing and these attorneys will do what it takes to make sure you know all the choices available to you.In Iowa, there are certain laws which govern who may file for bankruptcy and under what circumstances. Lawyers who specialize in this field are constantly keeping up-to-date
      losing a sale often rests solely on the perception a customer develops within seconds during the first encounter.

      Of course real estate agents understand the value of the first impression.

      Real estate agents service customers who make buying decisions based on curb appeal (the first impression) of properties all the time. Agents also wash their socks, hair, and cars to impress their customers--before the meeting, not afterward.

      Ironically, however, given that agents know the importance of the first encounter, it is often their inability to make a good impression on investors where most agents lose an excellent opportunity to gain a rental property sale. Why?

      Most agents fail to recognize what generates a good first impression on investors.

      What Do Real Estate Investors Look for in an Agent?

      Winning over an investor is more than style and panache.

      Real estate investors are less impressed with the agent's Armani and Mercedes then they are with the priority the agent places on real estate investment property.

      The reputation of a residential agent with the grandest record for selling houses means little to an investor without some evidence that the agent also cares something about investment property.

      Above all else, investors want to feel confident that the agent cares about how they invest their money and will assist them in making a sound buying decision.

      Rate Your Last Encounter With an Investor

      Okay, now remember back and consider your last encounter with a real estate investor.

      How did you respond when asked about the value, profitability, and rates of return? What reaction did you give when the investor requested an APOD or proforma? Were you clueless?

      If you stood there like a deer staring into the headlights of a car at the mere mention of capitalization rate, experience dictates one of several outcomes.

      1. You got lucky and made a sale, regardless
      2. You referred the business away and lost 75% on potential commissions
      3. You scrambled around trying to learn about cap rates and APODs and finally referred it away, only to discover that the investor went to your competitor
      In other words, given a perfect opportunity to convert a real estate investor into a commission, you either had to rely on pure luck, settle for 25%, or in the end didn't make a penny. Why?

      You failed to recognize that you were being interviewed for a job by the investor and didn't prepare yourself beforehand.

      Keep in mind that unless you are a relative, the investor does not know you from Adam and has no special incentive to work with you. You are undoubtedly just one of many the investor plans to call, and short of a miracle will probably not be called back unless you make an impression.

      How to Prepare Yourself to Impress an Investor

      Foremost, dismiss the idea that you need to become a real estate investment expert. Hundreds of deals are closed every year by residential agents that know little about rental income property. How did they do it?

      They understood beforehand the importance of numbers to a real estate investor and made the conscious effort to be able to discuss and, if need be, create those numbers in reports for the investor. At the very least, they understood the difference between capitalization rate and gross rent multiplier and were able to create an APOD.

      The good news for you is that you can do it, too--very easily!

      1. Search online for real estate investing resources where you can b
         Search Engine Friendly Web Design Structure
         The arrangement and creation of web pages turns up into a web site. There are many aspects to this process, and due to the rapid development of the Internet, new aspects are continually being added. Web design is the design or designing of a Web page, Website or Web application. The term generally refers to the graphical side of Web development using images, CSS and XHTML.Online marketers understand the importance of getting top search engine rankings in major search engines. Therefore, they spend much time in optimizing website content, seeking inbound links, and optimizing title and Meta Tags. However, many of them ignore the fact that web design structure has a role in search engine optimization (SEO).Web Design does not necessarily
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         Real estate investors are less impressed with the agent's Armani and Mercedes then they are with the priority the agent places on real estate investment property.

         The reputation of a residential agent with the grandest record for selling houses means little to an investor without some evidence that the agent also cares something about investment property.

         Above all else, investors want to feel confident that the agent cares about how they invest their money and will assist them in making a sound buying decision.

         Rate Your Last Encounter With an Investor

         Okay, now remember back and consider your last encounter with a real estate investor.

         How did you respond when asked about the value, profitability, and rates of return? What reaction did you give when the investor requested an APOD or proforma? Were you clueless?

         If you stood there like a deer staring into the headlights of a car at the mere mention of capitalization rate, experience dictates one of several outcomes.

         1. You got lucky and made a sale, regardless
         2. You referred the business away and lost 75% on potential commissions
         3. You scrambled around trying to learn about cap rates and APODs and finally referred it away, only to discover that the investor went to your competitor
         In other words, given a perfect opportunity to convert a real estate investor into a commission, you either had to rely on pure luck, settle for 25%, or in the end didn't make a penny. Why?

         You failed to recognize that you were being interviewed for a job by the investor and didn't prepare yourself beforehand.

         Keep in mind that unless you are a relative, the investor does not know you from Adam and has no special incentive to work with you. You are undoubtedly just one of many the investor plans to call, and short of a miracle will probably not be called back unless you make an impression.

         How to Prepare Yourself to Impress an Investor

         Foremost, dismiss the idea that you need to become a real estate investment expert. Hundreds of deals are closed every year by residential agents that know little about rental income property. How did they do it?

         They understood beforehand the importance of numbers to a real estate investor and made the conscious effort to be able to discuss and, if need be, create those numbers in reports for the investor. At the very least, they understood the difference between capitalization rate and gross rent multiplier and were able to create an APOD.

         The good news for you is that you can do it, too--very easily!

         1. Search online for real estate investing resources where you can b
            How My Wife and I Bought Our First Home Through Budgeting
            It was a very exciting time of life, we just returned from our honeymoon and we were ready to start our life together. At the time we were living in a 2 bedroom apartment in Long Island and because we wanted to start a family we were looking forward to buying a house.Only problem was we didn’t have any money saved, so we sat down and made a game plan of how we were going to come up with enough money for a down payment. We were both making OK money at the time but we had no idea where all of the money was going.Here’s What We DidEveryday for about 7-10 days we wrote down on log every penny we spent, didn’t matter if it was $0.50 we wrote it down and were able to track where all of our future down payment was going. We were sick t
            staring into the headlights of a car at the mere mention of capitalization rate, experience dictates one of several outcomes.
            1. You got lucky and made a sale, regardless
            2. You referred the business away and lost 75% on potential commissions
            3. You scrambled around trying to learn about cap rates and APODs and finally referred it away, only to discover that the investor went to your competitor
            In other words, given a perfect opportunity to convert a real estate investor into a commission, you either had to rely on pure luck, settle for 25%, or in the end didn't make a penny. Why?

            You failed to recognize that you were being interviewed for a job by the investor and didn't prepare yourself beforehand.

            Keep in mind that unless you are a relative, the investor does not know you from Adam and has no special incentive to work with you. You are undoubtedly just one of many the investor plans to call, and short of a miracle will probably not be called back unless you make an impression.

            How to Prepare Yourself to Impress an Investor

            Foremost, dismiss the idea that you need to become a real estate investment expert. Hundreds of deals are closed every year by residential agents that know little about rental income property. How did they do it?

            They understood beforehand the importance of numbers to a real estate investor and made the conscious effort to be able to discuss and, if need be, create those numbers in reports for the investor. At the very least, they understood the difference between capitalization rate and gross rent multiplier and were able to create an APOD.

            The good news for you is that you can do it, too--very easily!

            1. Search online for real estate investing resources where you can b
               The Job Seeker's Internet: Just a Pile of Fool's Gold?
               According to a July 2002 survey conducted during the Pew Internet and American Life Joint Project, over 52 million people have looked for job information online and more than 4 million continue to do so every day.Furthermore, the study showed, some 47% of all the adult Internet users in the United States have gone online looking for positions or job information. Doubtless, those figures are even higher today, so one might readily assume that the Internet offers the exposure to job leads that the great majority of job seekers want. The truth, however, is less reassuring.Here’s why:At first glance, the Internet would seem to be a long-awaited boon to the weary job seeker. There are literally thousands of job sites
               just one of many the investor plans to call, and short of a miracle will probably not be called back unless you make an impression.

               How to Prepare Yourself to Impress an Investor

               Foremost, dismiss the idea that you need to become a real estate investment expert. Hundreds of deals are closed every year by residential agents that know little about rental income property. How did they do it?

               They understood beforehand the importance of numbers to a real estate investor and made the conscious effort to be able to discuss and, if need be, create those numbers in reports for the investor. At the very least, they understood the difference between capitalization rate and gross rent multiplier and were able to create an APOD.

               The good news for you is that you can do it, too--very easily!

               1. Search online for real estate investing resources where you can become acquainted with and learn the formulas for key terms and returns
               2. Use your Excel program to design an APOD and other reports that integrate the calculations for those returns
               3. If you prefer not to design your own, purchase real estate investment software already developed with the formulas and reports

               Is it worth your effort, time, and expense? If it results in just one sale, absolutely!

               The untold secret about real estate investment property, however, is that agents generally wind up mushrooming one sale into repetitive sales. Unlike home buyers, real estate investors often purchase more than one property.

               Conclusion

               Putting your best foot forward in preparation for a customer is simply a truism of successful selling.

               Real estate agents who truly understand that and prepare themselves to meet with real estate investors beforehand--on the investor's terms--are cashing in on it.

               Other agents who decide not to do anything until an income property listing or buyer presents itself are more likely to squander the opportunity.

               Given the reward, and little required, why procrastinate? You can certainly learn the terms easily, and can procure real estate investment software very inexpensively. Why would you dare to wait?

               Jim, thanks to your software I just sold my first apartment building...I'm just glad you don't charge a referral fee. --Greg Gysin, Gysin Realty