Documente Academic
Documente Profesional
Documente Cultură
INDEPENDENCE
1.
2.
6 5 4 3 2 1 0
3.
4.
6 5
5.
6 5 4 3 2 1 0
6.
7.
I like responsibility.
8.
9.
I like to be in control.
6 5 4 3 2 1 0
11. Im persistent.
6 5 4 3 2 1 0
6 5 4 3 2 1 0
SELF-DISCIPLINE
CREATIVITY
21. Its easy for me to find solutions to problems.
6 5 4 3 2 1 0
6 5 4 3 2 1 0
24. I am adaptable.
25. I am curious.
6 5 4 3 2 1 0
RISK-TAKING
41. I feel if I dont take risks, Ill get stuck in a rut.
6 5 4 3 2 1 0
6 5 4 3 2 1 0
6 5 4 3 2 1 0
6 5 4 3 2 1 0
6 5 4 3 2 1 0
CONFIDENCE
210-279
You have some potential. Take time to develop yourself. Read extensively, take classes,
and talk to successful entrepreneurs to discover what theyre doing right.
120-209
Proceed with caution. Youll need a lot more drive, self-discipline, and confidence to
make it in your own business at this stage. Think of your low test score as a challenge to
strengthen important personality traits that youll need to be successfully self-employed.
10-119
Until you develop your creativity, risk-taking ability, and confidence, and get your drive
and self-discipline into high gear, youll probably be better off working for someone else
at this time.
0-10
Chances are you lead a dull but manageable life and probably prefer it that way.
Knowledge Is Power
Want to become an entrepreneur and take control of your financial future? Want to
ensure you do it the right way? Entrepreneurs know knowledge is one of the most
effective risk-limiters and one of the fastest paths to profits. The more you know, the
more youll succeed as an entrepreneur.
INTRODUCTION
There are many ways to establish your personal path for financial success, but perhaps
none so rewarding as choosing to operate your own business. The independence to take
action how and when you want, the ability to finance your future and provide security for
yourself and loved ones, and the power that comes from being able to choose how you
spend your time are just some of the benefits of having your own business.
To help you get started toward the goal of operating your own business, we offer some
general guidelines for choosing the right business to fit your personality and goals and for
starting your business off on the right foot. Plus, we provide helpful tips on business
essentials like accounting and customer service as well as strategies for financing your
business and marketing it effectively.
Obviously, each of the choices available to you has different advantages and
disadvantages associated with it and there is really no best choice that would be good for
everybody. Because we are all individuals with different backgrounds, personality traits,
circumstances (e.g., financial, personal, educational), and goals, you must first carefully
and honestly examine your own strengths and weaknesses to get a good feel for what
type of business opportunity fits best with your individual needs and talents.
Start by asking yourself questions such as:
x
x
x
x
x
x
x
x
x
Continue with this exercise by listing all the strengths and weaknesses you can think of
that would help or hinder your efforts in starting your own business. Use the Business
Evaluation Worksheet on the following page for your list.
WEAKNESSES
It is believed that the exercise you just went through is derived from one of the most
famous Americans in history: Ben Franklin. It has been said that when Ben had a tough
decision to make or was entering into a new endeavor, he would take a notebook and
draw a line down the middle of the page. Then he would list not only his strengths and
weaknesses, but also all the reasons why he should make a positive (YES) decision on
one side and all the reasons why he should not move forward (NO) on the other side.
So lets continue our exercise by acknowledging the reasons we should or should not be
in business for ourselves. The following provides an example of how you might list your
answers.
1. I lack self-confidence
2. Im undercapitalised
3. Not sure what type of business to start
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
These two exercises should at least get your mind working in a positive direction. You
should start to get in touch with yourself to begin choosing alternatives and to examine
your motivations for getting into business.
Once you understand your strengths and weaknesses, you can then evaluate the
advantages and disadvantages associated with the variety of business opportunities
available to you. Keep in mind, of course, that if your resources are limited, your choices
will be as well.
Next, to help you evaluate your options, we will examine some of the different business
opportunities available and some of the advantages and disadvantages of each.
Franchises
The franchise industry has caused a major boom in new business startups in recent years.
Why have franchises aided in allowing an entire new realm of people to enter into their
own businesses?
Advantages
1. Most franchises have a tested, proven product. Therefore, you dont have to
pioneer the business. Someone has already gone through the trial-and-error
process for you.
2. Most franchises have a tested, proven marketing plan. Generally the franchiser
will have statistics on location, quality, traffic counts and growth potential. With a
good franchiser, you can project, to a certain degree, the gross dollars that can be
earned based on past research and franchise history.
3. Most good franchisers give help, support, and consultation to new franchisees.
This could be a big help for someone who has never been in business before. Just
be sure that it is a reputable franchise with solid financial banking and a verifiable
track record of performance that has franchise support.
Disadvantages
1. Usually there is a pretty big up-front investment required. You can spend
anywhere from $25,000 up to hundreds of thousands of dollars just in front
money. This means you are paying just for the name because many of these
franchises dont include the cost of the location or the equipment in that up-front
charge. They generally must disclose to you exactly what is and isnt included in
the up-front dollars, but you should be very careful to make sure you are getting
all the information you need.
2. There are many stories of conflict resulting in greater regulation in the franchise
industry, but still, when making a big dollar investment, you should do it with
scrutiny. Make sure you read all of the fine print and know exactly what you are
signing. Also, since these are big dollar commitments, you should have an
accountant and an attorney review the documentation. That doesnt mean you let
them decide whether its good for you or not. Just have them point out the
positives and negatives so you can make an evaluation based on the facts
presented.
3. It may be important for you to note that although there is some history to a good
franchise, and in many cases some very convincing statistics, there are no
guarantees of success. It many cases it is not necessarily the franchisers fault.
Thats right. The franchised business may work fine, but it was the person who
bought the franchise that either didnt work out or didnt work.
4. A franchise can also be very limiting for you if you are the creative type. If they
already have prescribed methods of operation, you may have to adhere to those
policies. Even if you think you have a great new advertising idea, that doesnt
mean the franchise will use it. Furthermore, you may be in violation of your
agreement if you do not clear your idea with the franchiser. Again, review your
agreements in advance to be sure you understand your limitations as well as your
freedoms.
5. The main concern with a franchise is the limitation on the dollar earning potential.
You have to weigh the amount of hours you put into the business against the
amount of personal dollars you can put out each year. When you own a franchise,
you are obviously limited as far as expansion. The only way you can build to
bigger dollars is if you can add multiple franchises or use the money you earn
from the business to open other businesses. The other alternative is to invest your
monies wisely and get them compounding for you, but that would take a good
deal of cash flow to grow to that level of ROI (return on investment).
The lesson here is this: Suppose you are creative? Suppose you are ambitious? Maybe
youre the one who should start a franchise and get all the franchisees paying you
royalties. Now, are you seeing the limitations or the possibilities? No one ever said a
franchise (or any small business for that matter) couldnt be used as just a stepping stone.
There is nothing written that says you cant learn and then move on to bigger and better
things.
Watch their advertising, business hours, effective employee count, etc. You might even
take a job at such a business to get as much information and experience as possible.
Learn all the ins and outs of the business and use this information to your benefit.
Last, but certainly not least, is the consideration of royalties. With your own business you
dont have to pay a royalty to anyone. But in a franchise you pay a royalty (usually a
percentage of your profits) that is generally calculated on your gross profits. Notice here
that we said gross profits. This means the franchise gets its money regardless of whether
you make any money at all. Even if you lose money, you will still have paid a royalty in
almost every case. That money could have been extremely valuable to you if it was your
own business. In fact, those dollars could mean the difference between failure and
success.
Go back and evaluate your strengths and weaknesses. Then start your informationgathering and decision-making process going. Continue to take notes and highlight key
thoughts as you review the rest of this material.
Possible Businesses
A
Accounting Services
Advertising
Air-Conditioning/Heating Installation, Repair, Service
Animal Boarding, Care, Grooming, Sitting, Training
Answering Service
Antique Dealer
Appliance Sales and Service
Art Gallery or Teacher
Athletic Trainer
Automobile Detailing, Paint & Body, Rentals, Repairs, Sales, Upholstering
B
Baby-Sitting Services
Bakery, Cake Decorator
Barber or Beautician
Bed and Breakfast
Beverage Sales
Bicycle Sales and Repair
Boat Charter, Excursions, Rentals, Sales, Storage
Bookkeeping Services
Builder, Improvements, Inspection, Repair
Business Broker, Coach
Business Machine Sales and Service
C
Cabinet Maker
Camera and Radio Repair
Candle Sales
Candy Store
Canoe Charter, Excursions, Rental
Car Wash
Carpenter
Carpet Installer, Cleaner
Catering Services
Ceramic Sales, Supplies, Instructor
Chauffeur Service
Child Care Service (Day Care Center)
Cleaning (Dry Cleaner)
Cleaning (House, Office, etc.) Services
Clothing Sales (New or Used)
Computer Consultant, Maintenance, Repair, Sales, Training
Contractor
Copying Services
Cosmetics Sales
Counselor
Courier Service
Craft Instruction, Sales and Supplies
D
Dance Instructor
Delivery Service
Desktop Publishing Services
Detective Agency
Diaper Service
Discount Notes and Mortgages
Drafting Services
Dressmaker
E
Editor
Educational Products and Services
Electronic Repair Services
Employment Services
Equipment Rental, Sales, Maintenance, or Repairs
F
Fence Sales and Installation
Financial Planning, Services
Fitness Services
Florist
Food Cart (e.g., Hot Dog Stand), Market, Specialty
Furniture Sales, Refinishing Services
G
Gift Shop
Golf Instructor, Equipment, Sales, Services
Graphic Designer
H
Handyman Services
Hardware Store, Repair, Sales
Health Club
Hobby Shop
Home Health Care Services
Horse Boarding, Breeder, Trainer
I
Ice Cream Parlor
Inspector
Insurance Agent
Interior Designer, Decorator
Internet Developer, Services
J
Janitorial Services
Jewelry Store
Journalist
K
Karate Instructor
Kennel Services
L
Land Clearing Services
Landscaping Services, Maintenance, Mowing, Spraying, Equipment Repair
Laundry Services, Laundromat
Limousine Service
Locksmiths
M
Maid and Personal Services
Mail Box Services
Proofreader
Property Management, Maintenance
Public Relations Services
Public Speaker
Q
Quality Control Consultant
Quilt Maker
R
Real Estate Broker, Investor, Salesperson
Recreational Services
Relocation Services
Rental Business
Restaurant
Resume Services
Retail Stores, Services
S
Sandwich Shop
Screen Printing
Secretarial Services
Security Sales, Services
Sign Maker, Sales
Software Developer
Sport Goods Sales, Maintenance, Repair
Sprinkler System Installer, Maintenance, Repair, Sales
Storage Services
Swimming Pool Installation, Maintenance, Repair, Sales
T
Tailor
Talent Agent
Tanning Salon
Tax Services
Taxidermist
Telecommunication Services
Telemarketing Sales
Tennis Instructor, Maintenance, Repair, Sales
Transcription Services
Translation Service
Travel Agent
Tee Shirt Sales
Towing Services
Trucker
Tutoring Services
Tuxedo Services, Rental, Cleaning
U
Upholsterer
V
Vending Machine Sales, Maintenance, Repair
Video and DVD Rentals and Sales
Voice Mail Services
W
Web Site Designer, Developer
Wedding Consultant, Planner
Window Coverings, Cleaning, Tinting
Word Processing Services
Writer
X
X-ray Services
Y
Yoga Instructor
Yogurt Shop
Legal Checklist
There may be times when you will need the services of an attorney during your business
start-up process. Referral from another small business owner is the best method for
finding an attorney to suit your needs and the second best method is checking with your
states Bar Association. You should always hire an attorney who specialises in, or at the
very least is very knowledgeable in, business matters.
You can handle many legal issues such as completing simple forms, and getting licenses,
copyright and trademarks without an attorney. However, you must determine your
comfort level in completing such forms before ruling out the use of an attorney.
The checklist below addresses local, state, and federal issues you or your attorney will
need to research for your business. Two additional checklists follow that will also help
you in starting your business.
Local
1. Zoning, Licenses, and Permits
Since new businesses will need a local business license in most communities, you
should check your communitys requirements. Also, if you plan to work from
home, you should check into local zoning requirements for any special permits or
additional licenses.
Date Research Completed_____________________________________________
2. Registering A Business Name
If you operate a sole proprietorship, you will need to register your business name.
In some states you may be required to file a Fictitious Name Affidavit with the
Secretary of State. You may also be required to file a notice in a local newspaper.
Date Research Completed_____________________________________________
State
1. Registration
Partnerships, Limited Liability Companies, and Corporations are required to
register at the state level. Contact your Department of State for requirements.
Date Research Completed_____________________________________________
2. State Taxes
State taxes may include sales and use, intangible and corporate income taxes.
Check with your states Department of Revenue.
Date Research Completed_____________________________________________
Federal
1. Federal Licenses
Your business will most likely not require a federal license unless you operate a
business the federal government regulates. The federal government regulates such
businesses as investment counseling, interstate transportation, food, drug,
tobacco, and firearms. However, if you are in doubt about needing a federal
license, call the Federal information number in your area.
Date Research Completed_____________________________________________
2. Federal Taxes
You will need an Employers Identification Number for your business. To obtain
this number, youll be required to complete a Form SS-4. This form and
instructions for completing it are available from the Internal Revenue Service by
phone at 1-800-TAX-FORM (1-800-829-3676) or by computer at the IRS website
at www.irs.gov. You can also call 1-800-829-1040 for information about IRSsponsored small business workshops.
Date Research Completed_____________________________________________
Start-Up Checklist
The following start-up checklist can be used to ensure you have completed the necessary
steps when starting your business.
1. Set aside space in your home for your business, or locate retail space if needed for
your type of business.
Date Completed_____________________
2. Check zoning regulations in your community for any special permits or additional
licenses.
Date Completed_____________________
3. Determine the entity of your business: sole proprietorship, partnership, limited
liability company, or corporation.
Date Completed_____________________
4. Select and register your business name as required by the business entity.
Date Completed_____________________
5. Obtain and file any needed licenses, permits, and registrations.
Date Completed_____________________
6. Design and print your logo, business cards, and stationery.
Date Completed_____________________
7. Develop your business plan.
Date Completed_____________________
8. Establish a bank account for your checking and credit needs.
Date Completed_____________________
9. Set up your bookkeeping and accounting system.
Date Completed_____________________
10. Purchase any needed equipment and supplies such as stationery, business cards,
equipment, and office supplies.
Date Completed_____________________
11. Set up your telephone and mail services.
Date Completed_____________________
12. Obtain the proper insurance.
Date Completed_____________________
13. Other _____________________________
Date Completed_____________________
14. Other _____________________________
Date Completed_____________________
15. Other _____________________________
Date Completed_____________________
Expense Checklist
When starting a business, you should factor in the expenses youll incur to get the
business up and running. The following checklist gives you some basic expenses as well
as space to add any expenses unique to your particular business.
1. Stationery and Business Cards:
Envelopes _________________________
Letterhead _________________________
Second Sheets _________________________
Business Cards _________________________
Other ( ) _________________________
2. Business Registration:
Sole Proprietorship; Partnership; Limited
Liability Company; or Corporation _________________________
Other ( ) _________________________
3. Permits, Licenses:
Required Permits _________________________
Occupational License _________________________
Other ( ) _________________________
4. Equipment and Supplies:
Equipment _________________________
Office Furniture _________________________
Office Supplies _________________________
Remodeling Costs _________________________
Other ( ) _________________________
5. Other Expenses:
Insurance _________________________
Legal Fees _________________________
Telephone _________________________
Postage _________________________
Advertising _________________________
Printing _________________________
Shipping _________________________
Travel _________________________
Other ( ) _________________________
6. Total Expenses:
_________________________
Cost
Operating your business out of your home is the least expensive location choice since the
expenses generally fall under the categories of furniture, office equipment, and supplies.
However, if your business is not suitable for being based out of your home, the next step
will be to research location costs in your area.
Will you rent or buy? Most business start-ups rent space in the beginning because they
dont have the funds to start the business and buy real estate at the same time. Therefore,
you need to know market rent in your area. Once you have determined the average rent,
the next step will be to determine what the rent includes for locations you are
considering. For example, is the location only wired for standard phone usage or does it
have additional wiring for computers, fax machines, etc.? Is electricity included in the
rent or will you be responsible for a separate bill? What deposits are due and how much
are they?
Once you have found the ideal location (home, office, or retail), dont forget to research
zoning and permitting requirements.
Zoning Issues
Regardless of your location, you will have to consider zoning issues. Every city and/or
county in the country has a zoning and/or planning office so be sure to check out local
regulations before committing to a particular location.
Remember certain types of business may not be allowed in some areas. For example, a
manufacturing or industrial business may not be allowed in an area designed for offices
or retail space.
Property Description The description of the property should include the legal
description, street address, and any fixtures and/or personal property that go with
the property.
Date of Acceptance The date of acceptance is the date given for all parties to
accept, execute and deliver the agreement in order for it to be a legal and binding
agreement.
Asset-Based Loan
This is a loan where assets of a company, including receivables, raw materials, inventory,
machinery, and equipment, are used as collateral in exchange for funds to use as working
capital. This type of loan is also used when a targeted company is being acquired by a
larger company and the buying company uses the targeted companys assets to finance
the purchase.
Business Loan
A business loan requires equal monthly payments and principal and interest is calculated
over the life of the loan. This type of loan is often beneficial to small companies that
cannot make large payments in the first year, as required by some term loans.
Commercial Loan
A commercial loan requires no installment payments and is repaid in a lump sum at the
end of the term. Commercial loans are most often used to finance inventory, but they may
also be used for other purposes approved by the bank.
Commercial Mortgage
A commercial mortgage is used to finance a business location. Generally the loan is a 5
to 10 year loan, amortised over 15 to 20 years, with a balloon payment due at the end of
the term of the loan.
Factoring
Factoring is a variation of an accounts receivable loan where the bank or factoring
company buys a companys accounts receivables outright. Since the bank or factoring
company takes on the credit risk and collection responsibility, they usually require that
the receivables meet strict criteria. The discount or amount charged is often higher
compared to other forms of financing.
Inventory Loan
This is a short-term loan where the bank takes an interest in the companys inventory as
collateral. This type of loan is often referred to as floor planning for big-ticket retailers
such as automobile dealerships.
Line of Credit
A line of credit is a loan that allows a company to take funds either at specific intervals or
as needed. A line of credit can be established for a term of days, months, or years, and
interest and fees vary from bank to bank.
Personal Loan
The principal of a business can use his or her personal assets to secure a loan for the
business. A personal loan may be easier to negotiate than a business loan since personal
property such as stocks, bonds, savings accounts, certificates of deposit, etc. are used to
secure the loan.
V. Financial Data
Pro-forma financial statement: List revenues, expenses, and net income or net loss for
the previous year and the current year. Project the anticipated revenues and expenses for
three years into the future.
Balance Sheet: List the business assets, liabilities, and owners equity as of a certain
date.
Federal Tax Returns: Include copies of the last three years.
Personal Financial Statement: Include your personal financial statement.
VI. Appendix
Include any supporting documentation including, but not limited to, licenses, personal
resumes of your management team, credit reports, reference letters, contracts, legal
documents, loan applications, advertising materials, and articles about your business.
Bookkeeping Basics
Bookkeeping involves collecting financial information needed to track profit and losses
and prepare appropriate tax returns. Basically, this process involves keeping invoices and
receipts/records to document income and expenses and creating financial reports to
reflect the results of these records.
Accurate financial records are essential to the success of your business. They show you,
the business owner, if and where income and expenses are out of balance and where
improvement is needed. They also provide bankers and other sources of capital a
financial snapshot of your business and help them determine whether or not to lend
money to or invest in your business. Accurate records also make preparing your tax
return much easier as well as more accurate so you avoid over- or under-paying taxes.
Chart of Accounts
The next step is to set up a chart of accounts. Basically, all charts of accounts include a
numbering system to identify different categories of accounts: assets, liabilities, income,
direct expenses, indirect expenses, and non-operating accounts. Within each category of
account are more specific types of accounts.
Most software systems have a chart of accounts that you can customise for your business.
Also, the Small Business Administration website at www.sba.gov has a sample chart of
accounts that you can download to your computer to help you get started.
Financial Statements
Your financial statements will include your profit and loss statement, balance sheet, and
cash flow projections. The profit and loss statement will show you how much money
your business made or lost during a designated period of time (month, quarter, year).
Your assets, liabilities, and equity are listed on your balance sheet for a specific date to
show the financial health of the business as of a specific date. The cash flow projections
for many small businesses are completed on a monthly basis to show how the money is
coming in and going out of the business, based on the previous months history.
Customer Service
One of the most important areas that will determine your business success is customer
satisfaction. The reality is if your customers are NOT satisfied, your business will cease
to exist. Keep in touch with them by sending out surveys, thank-you cards, and periodic
updates about any new products and/or services (with their permission, of course).
Repeat business is certainly easier and less expensive to cultivate than new business and
could eventually make up to 80 percent of your business. Therefore, always keep
customer service at the forefront of your business. If you get negative feedback from
surveys, analyze the situation and adjust accordingly. On the other hand, if you receive
positive feedback, dont get complacent.
Employee Relations
Employees often have incredible insight into the business so meet with them frequently
to get their feedback about customer satisfaction as well as their own satisfaction with the
business. The suggestion box has been used for years at many businesses. When
monetary reward, recognition, and/or time off are part of the suggestion box procedure,
it gives the employee an incentive to provide feedback to the business.
A Business Plan
Your business plan should include goals in writing that are broken down into specific
steps with specific deadlines.
For example, you may have the following goals as part of your five-year plan:
Year #1
$100,000 Sales; $10,000 Net Profit
Year #2
$200,000 Sales; $20,000 Net Profit
Year #3
$300,000 Sales; $30,000 Net Profit
Year #4
$400,000 Sales; $40,000 Net Profit
Year #5
$500,000 Sales; $50,000 Net Profit
To obtain these goals you need to have your plan broken down into specific steps with
deadlines for completing each step. The following example shows how you can organise
these steps so that on a weekly and monthly basis, you continue to move forward toward
the annual goal.
Month #1 Set up the business
Week #1
Establish a business entity
Calculate start-up expenses
Address all legal issues including licensing
Week #2
Write a business plan
Week #3
Establish a business identity
Determine a location
Week #4
Set up your books
Meet with your accountant
Month #2 Advertise the business and follow-up
Week #1
Attend industry-related, chamber of commerce, etc. meetings to network.
Follow-up on all leads generated from networking.
Week #2
Start implementing your advertising methodology. Will you design print pieces or
hire someone? Will you focus on direct mail or newspaper?
Week #3
Test your distribution methods with sales obtained to date.
Week #4
Follow-up on any items not completed during month #1.
A Marketing Plan
Does your marketing plan include growth strategies? These strategies should include the
methodology you plan to use such as product development, advertising campaigns,
delivery methods, etc.
Will you expand the products and/or services you currently offer? You may decide to add
similar or complementary products and/or services to the ones you currently offer. Or,
you may decide to add a totally different line.
Do you plan to expand your customer base? Growth for your business may demand an
expanded customer base. Does your plan include methods for getting more customers?
Are you going to diversify your business? Perhaps your growth strategies include plans to
enter into a field outside your current business. Have you completed the research
necessary to enter the new field?
You may not know the answers to these questions in the beginning, but as your business
becomes successful, these issues will need to be addressed.
Management
Jack Welch, former CEO of General Electric, once told Business Week Magazine, Most
small companies are simple, informal, and grow on good ideas. Think small. We would
have to agree that when you are small, you could keep things simple and informal. It is
also true that in that environment good ideas and creativity thrive.
However, as the business grows, you need to be prepared to step out of the daily
functions of operating the business and be prepared to take on the role of CEO and
strategist.
Be Prepared
Knowing how to adapt to changes in the market, overcome obstacles, finance your
business, protect your assets, and manage your business will be crucial to your success.
Get the training you need from the experts who know the ins and outs of financial
planning, real estate investing, asset protection, business building, and more.
First Impressions
Advertising and promotions are not the only ways to make an impression on your
customers. You must remember that every piece of business correspondence will leave a
subtle but lasting impression on the people who see it. That is why the look of your
business cards, letterhead, stationery, fax cover sheets, and other business correspondence
is so important.
When considering such printed items, make sure they give the impression you want your
business to portray professional, reliable, quality, coordinated, etc. Its all part of the
image customers will develop about you and your business. Dont skimp here, especially
not on your business cards.
And remember to seek help in creating your business image and correspondence if you
need it. Not everyone has an artistic eye for logos or can create business cards and
letterhead themselves. If you need help, hire a graphics designer or call the head of the
graphics department at your local college and ask if they would recommend a qualified
student to help you design your materials.
Networking
Networking is a reciprocal process where you share ideas, information and leads with
other business people. Its a give and take relationship and it takes on various forms. It
can be a dinner with a business partner, a ballgame with a customer, or an extravagant
party hosted by a VIP. No matter which activity it is, you are given a chance to get to
know others who can possibly benefit your business.
Think about the contacts you need to establish to grow your business or the people you
need to come in contact with to help you finance your investments. Which businesses or
professionals in your community will be of assistance to you (for real estate, think
mortgage brokers, real estate agents, bankers, etc.)? What events do they attend? What
organizations do they belong to? Your presence in the same circles can result in lasting
friendships, potential partnerships, and a great referral database. Build a good rapport and
maintain open lines of communication with anyone who might be able to refer business
to you (by the way, thats just about everyone).
When someone does send you a referral, remember to reciprocate. Whenever possible,
send business their way as well they are bound to remember you! And always follow up
when you make new contacts (send them a personal note, making sure to touch on some
aspect of your conversation) or when someone has helped you in some way (send them a
personal thank-you note).
One more important point: Leave positive impressions when networking. What do you
say about your business to others? How do you present yourself? Do you want potential
customers to think of you as a sourpuss or as a competent professional with a pleasant
disposition? The ability to smile while you speak clearly shows you love what youre
doing and are focused on your business. Adding inflection in your voice and speaking
above your normal voice level shows you are excited about your business and will attract
the interest of new customers.
The key element here is the confidence-building aspect of the relationship. If you are
sincere about your venture and really believe in your product or service, people will
notice this. Your energy and excitement can be contagious.
While at an event, work your way around the room talking to as many people as you can.
And keep in mind this important note: Let other people do the talking. Learn what they
are all about. People have a tendency to remember a good listener.
Above all else, remember to follow up. After every networking event, pull out your lead
list from that event. Send every person on that list a letter stating how it was a pleasure
to meet you. Let them know you enjoyed your conversation with them and look forward
to seeing them at the next function. If they requested more information from you while at
the event, send this additional information along with the letter. This is a great way of
opening up the lines of communication with other industry leaders who, in turn, may be
able to send more business your way!
Make the most out of memberships Remember that many organizations have
bulletin boards where you can post a flyer, business card or brochure. Does the
organization print a monthly newsletter? Do they allow advertising? Can you
support a worthy cause while getting your name out? Most organizations publish
some type of newsletter, and they rely on small, relatively inexpensive display ads
to cover the cost of the publication. These small publications are a great way to
get your business name, product and service recognised.
x
Get it in print Other publications that offer good exposure include things like
high school sports programs (the printed programs handed out at sports events)
and high school yearbooks. These publications offer a great way to advertise your
small business in your community. Youre not only targeting your community,
but you are donating money to it as well. Perhaps you have a child, niece, or
nephew who participates in a band or choir, has a dance recital, or is involved in a
debate club, etc., and there is a program you can advertise in. Or maybe you enjoy
community arts offerings and want to participate in your local community
theatres calendar or playbill. And dont forget Sunday church bulletins! Church
bulletins are another inexpensive way to get exposure for your business. Members
of church congregations usually take the bulletin home with them and may be
inclined to utilise the services of one of its advertisers.
Get online If you work well with computers, consider creating a website for
your business. You can set up your own website or hire a proficient college
student or small graphics firm to do it for you. Your homepage should get straight
to the point about what you can do for the visitor to your site (e.g., I buy houses,
cash or terms, or Stop your foreclosure now!). Remember to list your website
address on your business cards and all correspondence.
Use public relations opportunities to build your business Submit press releases
or editorials to the newspaper, participate in industry-related events, offer to speak
at events or in front of civic groups, etc.
Magnets, pens, and other promo items You can invest a small amount of money
in promotional items that can easily be passed out to individuals who show an
interest in your business, to people you meet in line at the grocery store or at
parties or events, and to bankers and other industry players you come in contact
with.
Always make a good first impression Greet people with a warm and friendly
smile and a hearty handshake. Answer telephone calls excitedly and respond to
inquiries quickly, making sure to answer every question or request the first time.
Go for the coordinated look All your business correspondence materials serve as
vehicles for first impressions. In order to portray a positive image, all of your
materials should be coordinated. They should contain the same logo and graphics
and be printed on quality paper to maintain a professional image. Also, they
should provide a consistent message that is simple and straightforward. And
while, to some, it may not seem like it should matter so much, poor grammar or
typographical errors indicate shoddiness and people can translate that poor
approach to correspondence to how you might approach your business dealings.
Keep things cost-effective If you are just starting out and do not have enough
money to produce lavish forms of correspondence, dont worry! It is possible to
do all of your printing needs from home. Basic computer programs like
Microsoft Word can help you design letterhead, cover sheets, and envelopes.
And you can buy paper supplies from your local office supply store or order them
in bulk via the Internet. However, if your budget allows, you may want to use a
copy service to print your correspondence to maintain superior quality unless your
home printer is top quality.
Keep it simple Its easy to get carried away with messages on business cards,
but you need to refrain from going overboard. Your card should contain your
pertinent contact information and tell the customer, in simple to read language
and in a quick fashion, what you can do for them.
Demand quality The business card is one area where you should demand quality
work for the money you spend. All local print shops and most office supply
chains sell customised business cards in quantities of 500 to 1,000 per order. They
also have special departments that will help you design your business card and
assorted matching stationery. Ask the sales associates to show you paper and
typeface samples when you are ready to place your order. Use heavy card stock,
preferably textured, and avoid using the printers standard format. The key phrase
to remember here is class, not clutter.
Go for inexpensive and effective! Flyers are one of the most inexpensive
marketing tools you can produce to get the word out about your business. A flyer
is generally an 8-1/2 by 11 inch sheet of either white or pastel colored paper. You
can buy 20 lb. white paper in reams of 500 sheets and have them duplicated at a
local copy center for pennies per sheet or you can spend a fraction more for pastel
colored paper stock. Most home computers can be equipped with software to
create and print flyers at a comparable cost. You can buy relatively inexpensive
publishing programs at your local supply store to help you create your flyers.
Mail it! Direct mail is one of the most effective marketing tools for targeting
specific customer demographics and for attracting new clients. The two main
parts of a direct mail campaign are the letter and the list. The effectiveness of
direct mail is linked to the quality of your mailing list. You need to target people
who would have a use for your product or service. For example, you wouldnt
want to send information on high-end investments to college students, nor would
you want to send mortgage reduction program mailers to apartment tenants. You
can buy a list or rent one from a capable list broker. And you can build your own
mailing list by doing research at the county courthouse (e.g., finding foreclosures
and sending mailings indicating your ability to help to those contacts).
A
Accounting Recording and bookkeeping financial transactions in terms of money and
numbers.
Accounting Period Financial statements are calculated for a specific period of time,
either a month, quarter, or year.
Accounts Payable What your business owes to creditors and suppliers for goods and
services received.
Accounts Receivable The amount of monies due to you by customers for goods
delivered or services rendered.
Accrual Accounting An accounting system where income is realised when earned, not
when received; expenses are recorded when incurred, not when paid.
Assumptions Assuming responsibility for anothers obligations or debts.
Auction A public sale where goods are sold to the highest bidder.
Audit A verification of financial and accounting records conducted by an accountant or
the Internal Revenue Service (IRS).
Automatic Data Processing Processing data by computer and electronic accounting
machines.
B
Balance Sheet A financial statement that displays your assets and liabilities at a point in
time.
Bankruptcy The voluntary condition where a business or insolvent person cannot pay
the debts owed to creditors and therefore petitions for bankruptcy or is put in bankruptcy
by creditors. A trustee (a.k.a., a third person) then takes over the debts. A person who
declares bankruptcy will usually have special legal rights taken away such as the right to
practice law or be a judge. Also, he/she may be refused credit for a certain period of time
after the petition. However, many debts will be erased even after the petitioner sells
his/her assets.
Bond A promise by a third party to repay a principal and interest if another party does
not make payment.
Break-Even Point The point at which the volume of sales equals the total cost. This is
also the point at which your business can start making a profit because there is no profit
or loss.
Business Plan A document from a companys management that details a comprehensive
plan that clearly describes a proposed businesss past, present, and future objectives. It is
usually used to gain investments from the outside business world by use of data and facts.
C
Canceled Loan The retraction of an approved loan before the money is given to you.
Capital Goods used to make income. Also, a businesss assets minus its liabilities (or
net worth).
Capital Asset Property and equipment held for long periods of time that cannot easily
be turned into cash.
Cash Accounting An accounting system where income is realised when collected, not
when earned; expenses are recorded when paid, not when incurred.
Cash Discount An incentive or discount offered to a buyer if he/she pays the debt early
or within a certain amount of time.
Cash Flow The amount of money left over after all your expenses and finances are paid
for a certain period of time (month, year, etc.).
Caveat Emptor Meaning, Let the buyer beware.
Charge-Off Also known as a write off. An uncollectible accounts receivable balance.
Charged Off Loan A principal loan amount plus its interest that is uncollected and
moved off the accounts receivable list.
Closed Loan A loan that has had its first or complete disbursement after the closing.
Closing The time or situation when title or real estate is conveyed from seller to the
buyer; full payment is paid by the buyer to the seller; appropriate documents are
transferred, and prorating of expenses occur.
Collateral Property of value offered to support a loan. Subject to seizure if you default
on the loan.
Collateral Document A legal document stating what you are offering as collateral.
Compound Interest Interest that is added to the principal amount and the original
interest accumulated.
Compromise When the full amount of a loan cannot be collected by the government
after attempting enforced collection, a compromise is installed allowing for only a partial
amount to be paid.
Consolidation When two or more companies are combined into one under a new name.
Note: Not to be confused with merger; a merger occurs when two or more companies are
combined under the name of one of the companies and no new entities are formed.
Consortium A group of organizations or companies that invest a large capital amount in
activities that an individual member could not fund by his/herself.
Contingent Liability A liability that depends on a future event that may or may not
occur.
Contract A written agreement between parties where each agrees to certain terms. Make
sure you have an attorney review any contracts before you sign them. The contract may
not be binding if drawn up incorrectly.
Corporation A business organization granted a state charter that separates the entity
from its owners. Characteristics include limited liability and the use of shareholders.
Costs The expenditure of resources necessary to bring a good or product into existence.
Credit Rating A profile of a customer used as a determinant as to his/her potential for
prompt payment of debts.
Credit Report A history of repayments on past liabilities.
D
Debenture An unsecured debt that is NOT backed by collateral. It allows the holder to
receive the principal and interest installments based on the integrity of the borrower.
Debt Financing This is where you or your business receives a long-term loan (by
selling bonds or notes) that must be paid back according to a predetermined schedule and
interest rate.
Deed of Trust The title of a property is given to a trustee as collateral.
Default Failure to repay a loan or otherwise meet the terms of your credit agreement or
lease.
Deferred Loan A postponed repayment of a loan until a later, specified date.
Depreciation A decline in the value of equipment and property due to physical
deterioration, time, or the advancement of new products.
Disbursement (a) The payment of loan money to the borrower usually at or following
the closing; (b) Funds paid.
Divestiture Sale of a company or change of control to another group.
Drop Shipment A shipment to the consumer directly from the supplier.
E
Earning Power The ability of a company to turn a profit. Good earning power is
essential when applying for a loan.
Easement A right-of-way that one person has on anothers property for specific reasons.
Employer Identification Number (EIN) A new business must file for an identification
number with the IRS.
Enterprise Another word for a business or a collection of establishments owned by one
company.
Entrepreneur A person responsible for starting and managing a business who assumes
the financial risks.
F
Factoring The selling of accounts receivable to another firm at a discounted rate.
Fiduciary A company that holds the assets of another party and invests them on behalf
of the party.
Financial Reports Reports such as income statements, cash flows, and balance sheets
that are used when documenting the financial aspects of your business.
Financing New capital given to a business, usually via a loan.
Fiscal Year An accounting period consisting of 12 months.
Fixed Cost A cost that does not vary with the volume of sales or production.
Flow Chart A graph using symbols to chart the analysis of a problem.
Foreclosure The owners interest in a property is sold due to his/her inability to pay the
mortgage.
Franchise A business entered into that has a predetermined plan and product line.
Free on Board (FOB) The suppliers obligations to pay the shipping costs are fulfilled
once the product reaches a certain destination.
G
Grace Period The period from the time a payment is due to the point at which a creditor
will take legal action.
Guarantee A third party agrees to repay a loan if the entity responsible for the loan
cannot.
Guaranteed Loan A loan that the government or Guarantor agrees to pay if the
borrower cannot pay the interest and principal.
Guarantor A person or business who guarantees a loan.
H
Hardware The equipment used in a data processing system.
Hazard Insurance Insurance that covers risks on secured loans.
I
Incubator A facility that houses several new businesses and encourages
entrepreneurship. They share common services such as meeting rooms, phone systems
and accountants, and are usually in a technology-related field.
Indemnity An obligation to compensate another party for losses and damages that have
occurred or may occur.
Independent and Qualified Public Accountants An accountant is independent when
he/she has no personal interest in the clients business. They are considered qualified
when they hold a license to practice or have worked as a public accountant for five or
more years and are accepted by the Small Business Association.
Industrial Revenue Bond (IRB) A bond issued by the government to a private user to
finance the construction of commercial facilities that serve the public.
Innovation The creation of a new idea, product, or service.
J
Job Description A detailed listing of the tasks performed for a certain job including
duties, training, and any physical demands.
Job Sharing Where two people share the tasks and hours of one job instead of two
individual positions.
Judgment A decision by a court on any liabilities.
Judgment by Confession In lieu of going to court, defendants can allow themselves to
be ruled against for a certain awarded sum.
Junk Bond A source of high-risk, high-yield corporate funding with a low credit rating.
L
Lease A document signed to get temporary use of a property.
Legal Rate of Interest The legal amount a lender can charge a borrower on a loan. This
varies from state to state.
Lending Institution An institution, such as a bank, that issues loans.
M
Markup The difference between the cost to retailers and what they actually charge the
consumer.
Marginal Cost The cost associated with the production of one more additional unit.
Maturity The date when payment of principal on a debt is due.
Maturity Extensions An extension beyond the date when the debt is due.
Merger When two or more companies are combined under the name of one of the
companies. No new entities are formed. Note: Not to be confused with consolidation; a
consolidation is when two or more companies combine into one under a new name.
Mortgage A loan giving legal rights to own real estate. A preset schedule of payments
and interest rates are calculated when receiving a mortgage.
N
Negotiation A compromise on issues between two disputing parties usually ending with
a written legal agreement.
Negotiation Dispute The point at which both parties cannot come to a compromise.
Negotiated Grievance Procedure The process used by employers and their employees
when filing grievances or disputes.
Net Worth Assets minus total liabilities and debts.
Notes and Accounts Receivable Money owed to a company for goods purchased by
credit, often involving liquidation.
O
Obligations Any debts requiring present or future payment.
Ordinary Interest Interest based on 360 days a year.
Outlays Cash payments for loans and costs pertaining to them.
Overhead The continuing expenses of a business not directly related to production such
as rent and insurance.
P
Partnership Two or more people who manage an unincorporated business. They share
profits, losses, assets, and liabilities.
Patent The right to exclusive use of an invention you created. You must file with the
United States Patent and Trademark Office (USPTO).
Power of Attorney Gives a person the right to act on behalf of another person.
Preferred Lenders The SBA allows a bank (preferred lender) to grant a loan without
first approving it with the SBA.
Prime Rate The interest rate that lenders charge their highest credit rating borrowers.
Procurement Automated Source System (PASS) A central referral system managed by
the SBA that tells the government you are interested in selling to them.
Product Liability A type of liability that applies to sellers and manufacturers of goods.
Professional and Trade Associations Non-profit or voluntary companies that promote
help with common interests.
Profit and Loss Statement (P&L) An income statement that shows earnings, expenses,
and net profit.
Protest A statement in writing of a payment disagreement by a bidder.
R
Ratio Relationship of one item divided by another item within financial statements.
Request for Proposal Solicitations by companies to bidders for a proposed plan of
action to solve a specific problem.
Return on Investment (ROI) The income that an investment returns. Profit based on the
funds spent to reach it.
S
Secondary Market An investor who purchases the interest from another lender.
Simple Interest Interest that is paid on the loan principal.
Sole Proprietorship A single entity consisting of an owner and his/her company who are
100% liable. The most common type of business today.
Standard Industrial Classification Code (SIC) A 4-digit number used to identify a
business and its activities. The 4-digit code identifies the sector specific industry that a
company is a member of. The first two digits identify the broad industrial sector (such as
SIC code 37, Transportation Equipment) and the last two digits identify the companys
specialty within this broad sector (such as 3716, Motor Homes).
Surety Bonds A pledge used to back a company if a firm does not complete a contract.
Sweat Equity The investment a companys executives make and will continue to make
with no compensation.
T
Tax Number A number used by a business so that it does not have to pay sales tax on
goods and products bought at wholesale.
Turnover The ratio of annual sales to average inventory of goods per fiscal year. If you
have a high turnover rate, your business is running efficiently.
U
Undelivered Orders The amount of goods that have been purchased or have an
agreement to purchase that have not been given to the consumer as of yet.
Usury An illegal, high interest rate charged to a buyer.
V
Variable Cost Costs that do not stay consistent based on the output level of production
of goods and services.
Venture Capital Money given to a new, extremely promising business with growth
potential.
Income Real estate can generate a steady stream of income when you rent your
properties. Most of the time, rental rates exceed the monthly fees associated with
keeping the property, such as mortgage payments, insurance, taxes, maintenance
fees, etc. Thats cash flow each month that you can use to build more wealth.
Leverage Leverage, or the use of other peoples money (OPM), allows you to
control large assets with little or no money out of your own pocket. With the wise
use of leverage, your money will work ten times harder than you can.
Now that we have covered why real estate is the ideal business, lets discuss real estate
investing opportunities in more detail.
Structural Damage
Outside, look for a dramatic lean in any direction. Inside, look for floors slanted toward a
corner of the house. These are indications of a possible foundation problem. Before you
reject the property, call in several contractors and get free estimates on repairs, then use
that information to negotiate a better price.
Termite Damage
Termite damage usually scares off investors, but termites can take up to 10 or 15 years
before they do irreparable damage. An investor once bought a house that had severe
termite damage in the supporting beams in the basement. The property had been on the
market a long time and was bargain priced. Obviously the termite damage had scared off
many other potential buyers. After the investor bought the property, he had a contractor
replace the beams, using mobile jacks as support; it wasnt particularly complicated or
expensive. He pulled money out of the property up front with the rehab, and then made
$15,000 a few years later when he sold it. You can make good deals on termite-infested
properties. Just figure the cost of replacing the bad wood and exterminating the termites.
If you can do that and still make money, its a deal you should consider.
Roof Damage
Always examine the roof. You might also ask several roofers to do it for you. Pick their
brains until you become proficient enough to do your own evaluations. Roofers make
money by selling you a roof, so keep that in mind as you consider their
recommendations. If it looks as if the roof will need replacing in the near future, calculate
that into your offer. Set enough money aside from your home improvement loan and let it
accumulate interest until the roof starts leaking; then replace it.
Major Plumbing
When you are evaluating a property, turn on all the faucets, flush all the toilets, and make
sure all the drains run freely. The most common way plumbing can become a problem is
in older buildings with galvanised and/or cast-iron plumbing. After years of use, this type
of pipe collects sediment that builds up and causes a loss of water pressure and stoppedup drains. We have found a product called Drain Snake, available in many plumbingsupply stores, which seems to remedy the problem. (When using this or any other
chemical product, always use caution and follow the directions on the label to avoid
personal injury or property damage.)
Furnaces
In larger multi-unit buildings, you may have one furnace that heats the entire building. Be
sure it operates efficiently or that the cash flow will support the bill. Get a heating and
air-conditioning contractor you trust to do the evaluation for you.
These are the areas in which you could have a major expense if there is a problem. In
most cases, roofs and plumbing and heating units need major repairs or replacement only
every 20 to 25 years, so problems with them are the exception, not the rule; but its
always good to check. When you do see a major problem, dont automatically rule out
the property. If you can cover the repairs and still make money, the property is a good
investment. If you cant, it isnt. The whole process is just that simple.
You might want to hire a professional inspector in the beginning to confirm your opinion,
but eventually youll get to the point where you can accurately evaluate a property on
your own.
Calculating Returns
There is only one hard, fast rule about when to buy and when not to buy: If you will lose
money, dont buy. And you can figure out just how profitable a property might be with
Net Profit
The easiest to see and most simple to calculate, net profit is the amount of money you
have left over after all your expenses are paid.
Appreciation
This is the amount your property increases in value. There are two types of appreciation:
natural, which is the amount the market goes up; and forced, which is adding value with
improvements for a higher and better use. During periods of moderate growth, natural
appreciation usually ranges between 4 to 5 percent and sometimes 10 percent annually; in
high-growth cycles, it could be well over 10 percent, and sometimes as much as 20
percent; in low- or no-growth cycles, the value may remain the same or increase only by
1 or 2 percent.
To find out the current rate of natural market appreciation, call a couple of real estate
agents. Its their job to know these things, but its also always wise to check with more
than one to be sure youre getting an accurate picture. Forced appreciation is the area
through which the bigger and more short-term profits in real estate are usually made.
Most real estate will appreciate naturally to a small degree if you do absolutely nothing;
but if you put a little money and effort into the right property, you can make significant
gains.
Equity Buildup
A portion of each mortgage payment you make (which the tenants actually pay) is
applied to reducing the principal balance of the mortgage. When rents are paying the
mortgage, you can consider the equity buildup as part of your overall profit.
Tax Shelter
Real estate investing is a business, and you are therefore entitled to take a variety of
business-related deductions on your income tax (consult with a professional tax advisor
or accountant). These deductions will often offset income earned from another source and
reduce your overall tax liability. The deductions you can take by owning investment
property include depreciation, interest (the interest portion of your mortgage payments),
maintenance, and any other expenses related to managing your property, such as gas or
car expenses for driving to and from the property, cleaning supplies, bookkeeping
supplies, forms, and other administrative materials.
Though we know that real estate typically goes up in value, the IRS will allow you to
take a tax deduction for depreciation based on wear and tear on the building (not the
land). The formula for calculating investment property depreciation can change with
changes in the tax laws, so check with your accountant.
Return On Investment
Now, lets look at how you use these areas of profitability to determine the return on your
investment (ROI). Calculate your ROI by dividing your profit by the amount of cash it
took you to achieve that profit.
To illustrate ROI, well use a four-unit building an investor bought for $75,000. The
owner was willing to hold the mortgage and take a 10 percent down payment, or $7,500.
By arranging to close on the third day of the month (after collection of that months rent,
of which he would get a prorated share), the buyer was able to purchase the building for
$3,700 cash out of pocket. The building was fully occupied, and each unit rented for $500
a month. The following details show you how the numbers worked.
To Determine Net Profit
Add up the gross rents. Add up all the expenses (taxes, insurance, maintenance, utilities,
vacancy allowance, and so on) and debt service (mortgage). In our example, were using
5 percent for the vacancy allowance, which is the amount of time each year we can
expect the units not to have tenants. To determine the vacancy rate for your area, contact
a real estate agent or property management company. You can ask the seller for
documentation on the other expenses. Then subtract the expenses from the rents. That
will be the net profit (or loss) for the first year.
Calculating Net Profit
Monthly gross rents (4 units at $500 each = $2,000)
Annual gross rents (12 x $2,000)
Monthly expenses = $800
Annual expenses (12 x $800)
Gross annual operating profits
Debt service (12 x $596.75, monthly mortgage
payment)
Net overall operating profit
$24,000
- $9,600
$14,400
- $7,161
$ 7,239
Your first-year ROI is the net profit divided by the cash out of pocket it took for you to
buy the property, which is $7,239 divided by $3,700, or 196 percent return on
investment.
Appreciation
If you know your market, you will be able to estimate how much specific improvements
will increase the value of your property. Appreciation turns into a cash profit when you
sell or refinance. For example:
Original purchase price of property
Cost of improvements
Revised appraised value of property
Forced appreciation
$75,000
$1,300
$130,000
$55,000
Appreciation ROI on this property was 1,486 percent (the amount of appreciation divided
by the investment, or $55,000 divided by $3,700). In this example, we used forced
appreciation only; that is, we forced the value of the property up by improving it. When
adding in natural market appreciation, contact a real estate agent for the figure that
applies in your area.
Equity Buildup
As rents pay down the mortgage balance, the equity increase is considered profit. It is a
paper profit until you sell or refinance, but it is there for you to use when you need it.
Initial loan amount
Amount applied to principal
New principal balance
Equity buildup
$68,000
$500
$67,500
$500
Equity buildup ROI is 14 percent (the amount of equity divided by the investment, or
$500 divided by $3,700).
Tax Shelter
With an investment in real estate, your expenses will often offset most, if not all, of your
income for tax purposes. You will make additional income gains by deducting
depreciation and letting that offset the taxes on income from other sources. How much of
a tax shelter you will receive depends on your tax bracket and sources of income.
Generally, you can count on a 5 to 15 percent ROI from a tax shelter (consult with a
professional tax advisor or your accountant).
Now lets go back and total up the first-year ROI from the $3,700 we used to buy this
building:
Return on cash invested
Appreciation
Equity buildup
Tax shelter
196%
1,486%
14%
*10%
Total ROI
1,706%
* Average estimate
And this doesnt even consider the money the investor made later by refinancing the
building on the increased appraised value. Is it any wonder so many great fortunes have
been built through real estate?
On any investment, we look at the first-year anticipated net profit, and if that doesnt give
us at least a 20 to 30 percent return on our investment, we usually dont go any further.
The exception would be if there were a tremendous upside to the building something
we know would give us a greater return in the future. It might be that the building has a
lot of vacancies we know we can fill, or that nearby property-use trends are changing and
we can benefit from that.
Dont put anything in concrete; be flexible and use logic and reason to make a good deal.
Obtaining Financing
As you can imagine, financing is one of the most intricate and important parts of
successful investing. It is both an ongoing and ever changing facet of business. Most of
the real estate deals we make today are prospected, located, negotiated, signed on both
ends and then held up because of financing. So it is important for you to have an arsenal
of creative financing strategies that can help you facilitate your deals faster, build credit
as you grow your business, and put you in a position to tap cash when you need it. Here
are just a few:
Community Banks
Stay away from the largest banks, as they tend to be impersonal and inflexible in their
loan policies, especially when dealing with smaller depositors. Community banks are
almost always more aggressive in trying to acquire customers, and they offer more
personalised service.
This is an important step even if you have credit, and especially if you dont. If your
credit rating is good, chances are its focused on the consumer side (i.e., bank credit
cards, store charge accounts, personal home mortgage, etc.) and not the commercial side.
You need to build a relationship with several bankers as a commercial borrower. If you
dont have credit, or if you have poor credit, this will help you overcome that
disadvantage.
There is an abundance of ways to start setting yourself up with some seed capital. Lets
assume youre dead broke. You can use your charge card to get a $1,000 cash advance, or
you may be able to borrow $1,000 from your mom, dad, or whomever. Just get the
$1,000 and put it in a local community bank.
Will the banker wonder why you dont just use your savings? Probably not, because
borrowing against savings is a common and smart thing to do. If the subject comes up,
point out that you want to keep your savings safely in the bank, earning interest, and that
its a lot easier to repay a loan than it is to replace spent savings. Thats just a fact of
human nature, and an experienced banker will understand and probably like your
reasoning.
Loan Proceeds
Once youve received the proceeds of your passbook loan, take that $1,000 to another
community bank, open another savings account with it, and go through the same
procedure. Then use the money from the second loan to pay back your first passbook loan
early. Give the first banker a call and tell him youve enjoyed doing business with him
and youre looking forward to building a long-term relationship with him and his bank.
Leave your initial deposit in the bank, and wait a few weeks. Then go back in, with an
appointment, and ask for another loan. The second or third time you do this, the banker
usually will not put a lien on your savings account. That means you have received a
signature loan, which is an unsecured loan guaranteed only by your signature. But even
though your savings account may not have a lien on it, leave the money where it is. Dont
shake up the banker by pulling your money out. Use your loan money to pay back the
passbook loan at the second bank.
Then, as youve already done, call the second banker, thank him for the excellent service,
wait a few weeks, and apply for a signature loan at that bank also.
Line of Credit
Now, though you have not bought a business or property or made any money, you have
accomplished something significant. You have established a line of credit at two banks
where you can sign for $1,000 (or more) at each, for a total of $2,000 any time you need
it, without having to come up with collateral. After youve established a few $1,000 lines
of credit, you can begin building them to $2,500, then $5,000, then $10,000, and on up.
Its possible you may have to do several guaranteed loans before you get the signature
loan, depending on your overall financial status and the banks policies. Thats okay,
because the cost to you is a little bit of time and a very nominal amount of interest; the
benefits are that youve begun laying the foundation of your wealth.
After youve paid back both signature loans, take $500 from each savings account, go to
a third bank, and repeat the entire procedure. When one investor did this the first time, he
went to five different banks, deposited and then borrowed $1,000 from each of them.
After he was finished, he had a $5,000 line of credit money available to him on his
signature alone.
Unsecured Credit
If youre thinking that you couldnt get an unsecured signature loan, think again. Credit
cards are essentially unsecured loans, and if you have one in your wallet, you have access
to almost instant cash up to your credit limit. If you can get unsecured money from one
source, why shouldnt you be able to get it from another?
After the investor had successfully negotiated and paid back two or three
passbook/signature loans, he began receiving offers for more lines of credit from other
banks. Youve probably received plenty of these, too: a direct mail marketing promotion
that tells you youve been pre-approved for a credit card, a loan, or a line of credit of
$1,000, $5,000, or more, and all you have to do is sign the application to open your
account. The investor received one that was a book of checks; when he wrote a check, he
was actually writing himself a loan.
owner financing. Now when you do your financial statement, youll be able to show a
credit card and a house that youve been paying on successfully. This is how you begin to
build from nothing or less than nothing.
Discount Mortgage
If you own a home that has long-term seller financing, try approaching the seller for a
discount. For example, lets assume you bought a house or rental property for $100,000.
You put up a $10,000 down payment and the seller is carrying the financing for 25 years
at 8 percent. If youve owned the property for a year or more, its possible (in many
cases) that the sellers circumstances have changed. When you first made the deal, the
seller may have been motivated to sell and agreed to hold the financing for 25 years,
but they now may want or would like to get the cash sooner.
Lets say you owe the seller approximately $90,000. Youre making monthly payments
now and for the next 25 years. The seller is locked into these terms. Suppose you
approach the seller with this proposal: Mr. Seller, I owe you $90,000 and Ill be making
the payments to you for the next 25 years. How would you like to get some or all of your
cash within the next month or so, so you dont have to wait the 25 years to get it?
Many times sellers will jump at this type of offer. Remember now, you are giving the
seller a bonus by paying him off. Contractually, you dont have to do this; therefore, there
should be some consideration to you for giving the seller this bonus. Customarily, your
consideration would be a discount on what you owe.
Typically, we would start at least 25 percent off whats owed. Sellers will obviously want
to negotiate in some cases, so you must be prepared with the least amount of discount
you can live with. If he goes with 25 percent, youd have $90,000 less 25 percent, or a
$22,500 discount. If the seller agreed, youd have to come up with $67,500 and youd be
paid in full.
Just for having a little bit of knowledge, you could make $22,500 for a days work! Did
you need an MBA for that? Did you need to be born wealthy or lucky? Of course not.
You need some knowledge, some ideas, and a little action.
Now, of course, your question is where do you get the $67,500 to pay the seller off.
Simple you go to several of the banks youve established rapport with and ask for a
$67,500 loan. The property is worth $100,000. Youre asking for a $67,500 loan, or only
67 percent loan to value. A banker will likely jump on that loan.
Then consider, when youre explaining the need for the loan, that you are getting a
$22,500 discount and reducing your debt from $90,000 to $67,500. The bank is going to
think youre a genius, trust us. Weve negotiated up to 30% discounts, so it is a realistic
technique that works.
payment checks on the first, using the line of credit. Then as your rents come in, youll
pay the line of credit off each month.
Your banker will love this sound business reason and logic for the loan. These are the
types of loans banks love and the kinds of service theyre in business to provide. Dont be
surprised if, when you ask for $2,000, the banker actually asks you if you think thats
enough. If youre conservative with your request, theyll usually offer more. Surprise,
surprise!
Partners
Dont overlook this hidden little gold mine. Short-term partners can help you grow much
quicker.
The concept for finding them and splitting the profits is simple. Youre the pro. You find
the deals, you do all the work in finding, negotiating, buying and fixing (if necessary) the
property. The partner puts up all the cash and you split the profits up to 50/50.
When one investor was just getting started, he was having trouble getting loans from
banks and he was low on cash. He found a six-unit building that was bargain priced. The
seller was willing to take a pretty low down payment and he was willing to hold all the
financing. This was a perfect scenario, especially since the property had a hefty positive,
monthly cash flow. The only problem was the investor did not have enough cash to cover
the down payment and the fix-up costs (fix-up was approximately $20,000). Also at this
point, he could not borrow any more money from the bank. So there he was, stopped
from proceeding any further toward his goal of financial independence.
But this investor had learned, from reading books, listening to tapes, and filling his mind
with as much positive information as he could, that there was always something that
could be done to keep him going when he felt like he had nowhere else to turn. In other
words, he may have been short on cash, but he was not short on ideas. Heres what he
did: He approached the seller, since the seller was short on cash and didnt have any
immediate buyers, and was totally truthful with him. He explained his goals to him and
showed the seller his other properties.
Then he found out the sellers needs. The sellers job was being transferred and he had to
move. He didnt want to leave the property in the hands of a property manager he might
not be able to count on; he wanted to sell. He was also an investor who had made money
in real estate before, so he understood the game somewhat. Our investor told him he
thought he could solve both of their problems. Why not become partners on the property?
Our investor proposed the seller sell the property to a partnership that the two of them
would form. They would buy at the sellers price and terms and split the down payment,
each paying half (the seller just reduced the amount of the down payment by half, so he
actually came up with no cash himself). Their new partnership would then have a
mortgage payable to the sellers wife and the payments would be made to her.
The seller and investor together (with the sellers good credit) would go to the bank and
borrow the fix-up money. Now the seller would be the stronger qualifier, but the investor
would get credit as a borrower whos now qualifying for more loans, and paying them
successfully. They agreed to borrow $25,000, even though the fix-up costs were only
about $20,000, and each put $2,500 cash in their pockets.
So our investor ended up with none of his money in the deal and now owned 50 percent
of it. His end of the partnership was to oversee the entire fix-up, and handle the
management of the property. He would be paid 10 percent of the gross rents off the top
for managing ($240 per month). The partnership would then pay all of the building
expenses from the rents and split the profits 50/50. This was a great deal for the investor
and, boy, what a motivating catalyst. He solved his no-money problem, saw that this
could continue to work, and it just made his confidence and belief in himself grow a
hundred fold.
It was a great deal for his new partner, too. He made some money by selling the building,
and then made another profit as 50 percent owner of the new partnership when he sold.
He was able to move with the peace of mind that the property was in good hands. Thats
a great WIN-WIN deal.
may also (as part of the inducement) tell the real estate agent that, when we sell, well let
him list the property, handle the sale, and let him get another commission on the re-sale.
There are many creative ways to use partners. Keep an open mind and an open ear for
any and all possibilities.
Date _____________
Assets
Cash in personal bank accounts (checking, savings, money market)
Certificates of deposit, bonds, money market mutual funds, etc.
Stocks and stock market mutual funds
Liquid Assets
__________
__________
__________
__________
__________
__________
__________
__________
__________
__________
__________
__________
Total Assets
__________
Liabilities
Automobile loans
Student loans
Credit card balances
Other short-term loans
Current bills and obligations
Immediate Liabilities
__________
__________
__________
__________
__________
__________
Mortgages
Other long-term debt
Long-term Liabilities
__________
__________
__________
Total Liabilities
__________
__________
Avoiding Roadblocks
successful in business, listen. But if they live from paycheck to paycheck just doing a job,
put their opinion in context.
Mindfeed
Check your local newspaper for the current interest rates being offered by lenders in your
area. Even a quick review of rates will show you the wide variety of rates available. If
those rates are even 1-1/2% lower than your current interest rate, it may be worth
refinancing.
Begin by calling your current lender and discussing the possibility of refinancing with
them. Then call several other lenders to compare rates. You also need to compare closing
costs. The home mortgage market has become very competitive in the last several years.
Because of the increased competition, closing costs have become very negotiable. With
some time and effort, you may be able to secure new financing with little or no cost to
you.
Be aggressive in your negotiations with a potential lender. Remember the negotiations
deal with your money and there is a large market out there of mortgage brokers who
would love to have your business. If you cannot get the terms you want from the first
broker, keep looking.
Home Equity Loans
Just like refinancing, the market for home equity loans has become very competitive, as
evidenced by the many companies advertising on television today to attract new
customers for home equity loans. Contact several lenders and determine the current
interest rates available and the costs of establishing the loan. Keep in mind as you discuss
options with lenders, that you want an interest rate that is lower than the earning you
believe you will be able to safely get with your real estate investments.
Again, we recommend that you be aggressive in your negotiations for both the costs of
the loan and the interest rate. The amounts quoted by the lender when you first contact
them may not be as low as they are willing to go in securing your business.
For Renters
Most people assume that if they do not own a house or property, they have no power in
the housing market, but thats simply not true. The amount of rent paid to your landlord is
your money and, as such, is always subject to negotiations. Spend some time with the
classified section of your local newspaper and check out the rental rates for housing
similar to your current situation.
Over the last decade, there has been a rapid growth in families purchasing homes. This
has resulted in a higher level of vacant rental properties in many areas of the country. If
you live in one of those areas, you may discover that the cost of renting in your area
varies widely. If the vacancy rate has increased in your area, you live in a buyers market
and may have more power than you realise.
Once you have determined the rental rate for your area, contact your current landlord and
ask to renegotiate your rental rate. Explain what you have learned about the comparable
rates in the area and ask for a more favorable rate. Do not assume that what the landlord
asks for is the only amount he or she would accept. There may be a great difference
between what a landlord wants and what they are willing to take to keep the property
occupied. Remember that having someone paying rent, even if it is less, is income for the
landlord. If the property is vacant, there is no income.
If your landlord is not willing to reconsider your rent, even though you have presented
him with a number of comparable rental opportunities that would cost you less per
month, you still have one more option: you can move. This may seem dramatic, but
remember that we are talking about your financial future. That extra money your landlord
wants should be going into your investments, not his.
Additionally, if you are renting, a simple and quick way to reduce the cost of your rent
every month is to share expenses with a roommate.
Ask for rebuilt parts when repairs are necessary. Before agreeing to major
repair work on your car, negotiate the cost of that repair. There are two areas
where negotiation is possible. One is the type of part that will be used to replace
the faulty one. Remanufactured or rebuilt parts that meet the manufacturers
specifications are cheaper than new parts. They should also come with a warranty
against failure. The other area is in the hourly shop rate. Many garages have a
fixed rate for each type of repair. This is based on the projected time the repair
will take. Often, these times are not accurate. Negotiate the labor charge for the
repair before having the work done. If the garage is not willing to negotiate the
labor charge, you should look for another garage.
Shop for the best gas and oil prices. Look for the lowest gas prices when you
are driving. If you see a good price, stop and get gas. Dont wait until the tank is
empty and you are late for work, so you end up using the first gas station you
come to. The nickels and dimes you save by shopping for the best prices quickly
add up.
Any auto expense over $100 is negotiable. Any time you spend money on your
car, keep this concept in mind. Whether you are buying tires, putting in a new
stereo, or tinting the windows, negotiate. Saving $20 that you can invest gets you
that much closer to your goals.
Bottom Line
Remember that the most important thing about finding money to invest is to begin today.
Small amounts become big amounts if you will only begin. Dont wait another day to
start gaining control over your financial future!
Next, in order to save money, time, and effort, you must be organised. This is where a
day planner or electronic organiser can come in handy. There are also some really great
software programs on the market that will help you get and stay organised, including
those with matching software that can be downloaded to a personal digital assistant (PDA
device), making both schedules and even documents mobile.
Also, among items commonly found in most home offices, a simple two-drawer filing
cabinet is one of the most useful. Make sure both the cabinet and the folders are able to
handle legal size documents, as you will be dealing with legal size documents frequently.
Here, you will keep legal forms, records of properties you have visited, rental studies,
articles concerning real estate, receipts for expenses, etc.
A fireproof container for your most important documents is another important
consideration. Also, you should consider storing backup computer disks or CDs in a
separate location.
Additional items or services you will need include voice mail or an answering machine, a
phone (preferably a cell phone as this will let you communicate quickly in the field), an
area map so you can chart prospective communities to invest in and map routes to
conduct research of properties, a camera (digital preferred, but a standard camera and
film will do), and common office supplies, such as a stapler, pads of paper, and pens.
Youll also want an amortization table or real estate calculator.
10. Examine your credit reports and increase your available credit.
11. Drop by a title company or visit with a real estate attorney. Ask about their fees
and services. Also ask about volume discounts and the process in general.
12. Invest in some letterhead and business cards to let people know you are a serious
investor.
13. Contact local real estate brokers, brokers who seem willing to work with you,
brokers who specialise in distressed property, etc. Establish solid contacts as they
will come in handy.
14. Drop by the courthouse. Research a property (yours or a friends may be a good
starting point). The clerks will help you the first time or two with your research or
point you in the right direction. There is also information online for many
counties.
15. Attend a real estate auction. Learn how the process goes. Network with attendees.
16. Tell associates, friends, and peers that you are looking for properties.
17. Start developing a database of buyers. Spread the word among your contacts. You
may even post flyers or ads to acquire a buyers database.
18. Check out the Money Available section of the newspaper. A number of
individuals offer cash to invest in real estate and may be a good source of capital,
contacts, and properties. The same is true of the money for mortgages section
(We buy mortgages).
19. Purchase some real estate investing books or materials and spend some time
reading and researching the information that is out there.
20. Review your materials at regular intervals. Keep your goals in mind. Most of all,
keep the commitment to spend a specific amount of time looking for ideal
properties, studying investment strategies, and learning more about the industry.
By taking these simple but important steps, you will be well on your way to a successful
career buying and selling real estate. Again, the important thing is to learn as you go and
to gain experience so you can recognise a prime opportunity when it comes and be able
to act accordingly.
Learn to say no and mean it. Remember your time is valuable, and you have the
right to say no when too many activities are going to cut into the time you need to
build your business. Certainly, you will need to find balance between your
personal and business life, but when it comes to unnecessary meetings, avoidable
distractions, too many phone calls, and far too much demand on your time, learn
to say no.
Get organised. Your personal organizational skills will come into play a great
deal when managing your own business. A tidy desk, an atmosphere that
promotes creativity, and a dedicated space where you make work the focus will be
essential to your success. Keep contact information, important files, and the
paperwork you use daily close at hand. Dont waste time searching for things that
should be within reach. Dont let the small administrative details, like filing, get
out of hand because youll only waste more time searching for the item later.
Be assertive about sticking to your schedule. Tell people ahead of time you only
have a few minutes to be on the phone or to sit for an appointment. Be courteous
but be efficient.
Schedule similar chores, activities, errands, or follow-up items at the same time.
Grouping your efforts maximises time. For example, dont run to the Post Office
twice in one day because you didnt plan ahead for two packages. If two
appointments are near each other, schedule them during the same part of the day
to avoid heading that direction twice. And consider proximity when choosing
vendors. Is a good printer near a good mailing house? Is there an office supply
store with later hours near your office?
Use computers, software tools, personal digital assistants (PDAs), day planners,
cell phones, and other technology and organizational tools to make the most of
your time. Save time by conducting research online, use software tools that
expedite billing and accounting tasks, keep track of your schedule and contacts
with day planners or PDAs, use your cell phone to follow up with contacts while
waiting in line, etc.
Use spare time wisely. Every minute counts. Use travel time to listen to tapes that
provide Mindfeed. Use time in line to read books about your business or
magazines related to your industry.
Keep the lines of communication open. Make sure others know your plans so they
dont expect you when youre not available and they understand what is important
to you.
Figure out when you are most productive and make the most of that time. Are you
most productive when the children are asleep, first thing in the morning, during
the weekend when youve had time to relax, on certain nights when television
programs dont matter to you or when loved ones are busy doing something else?
Check yourself. Are you having trouble accomplishing what you need to
accomplish in a day? Are you stretched too thin? Then keep a log of your daily
activities and review them periodically to see where you might be going wrong.
Were there appointments that didnt need to take place, phone calls you could
have grouped into one timeframe, errands that could have been run at once,
distractions that could have been avoided, etc.?
No matter how you use your time, if you dont accomplish everything you wanted to
accomplish in a day, dont waste time worrying about what didnt get done. Get a good
nights sleep and wake up tomorrow refreshed and ready to tackle the tasks at hand.
A
Accelerated Depreciation A method of cost write-off in accounting practice in which
allowances for depreciation of a wasting asset are greater in early years and decline
according to a formula.
Accelerated Capital Cost and Recovery System (ACRS) The methods for determining
depreciation allowances required by the Economic Recovery Tax Act of 1981.
Acceleration Clause A condition in a loan contract or a mortgage note that permits the
lender to require immediate repayment of the entire balance of the loan if the contract is
breached or conditions for repayment occur.
Accrual Accounting An accounting system where income is realised when earned, not
when received, and expenses are recorded when incurred, not when paid.
Adjustable Mortgage Loan (AML) A flexible mortgage instrument approved by the
Federal Home Loan Bank Board for use by federal savings and loan associations which
allows adjustment of the interest rate as often as monthly based upon changes on an
interest rate index.
Adjusted Basis The difference between the cost of the property and total depreciation
claimed in prior years.
Adjusted Net Operating Income Net operating income plus reserve for replacements.
Adverse Action The refusal to grant credit more or less on terms requested by the
applicant; or the refusal to increase the amount of credit available to an existing
borrower, when the borrower has requested an increase in accordance with standard
procedures.
Affidavit A statement or declaration reduced to writing and sworn or affirmed to be
before an officer who has authority to administer an oath or affirmation.
Agency The business of one entrusted to another.
Alias An assumed name; also known as (a.k.a.). From the Latin alias dictus,
otherwise called.
Alienation Clause A clause in a mortgage or charge of land that demands payment in
full upon sale of property. Similar to an acceleration clause.
Allotment An amount of money set aside by investors or institutions for future
investment in mortgages.
B
Balloon Mortgage A mortgage that has level monthly payments that willfully amortise
it over a stated term, but which provides for a balloon payment to be due at the end of an
earlier specified term.
Balloon Payment The remaining balance of a mortgage that must be paid in a lump sum
at the end of a mortgage term. The amount may represent slightly more than a monthly
payment or may be substantial. It occurs because the fixed installment did not fully
amortise the mortgage, either accidentally or intentionally.
Band of Investment Analysis A method of deriving an overall rate based on the relative
proportion of debt and equity represented in similar transactions.
Bankruptcy A proceeding in federal court in which a debtor, who owes more than his or
her assets, can relieve the debts by transferring his or her assets to a trustee. This affects
the borrowers personal liability for a mortgage debt, but not the lien of the mortgage.
Basic (Export) Activity Exchange of goods produced locally for money earned outside
the community or metropolitan area.
Basis Point 1/100 of 1%. For example, 7-1/2 basis points equals 0.075% or 0.0075.
Basket Clause A regulatory provision allowing financial institutions to make a certain
proportion of loans or investments that would otherwise be illegal.
Beneficiary The person designated to receive the income from a trust estate or trust
deed.
Biweekly Mortgage Payment A mortgage that requires payments to reduce the debt
every two weeks (instead of the standard monthly payment schedule). The 26 (or possibly
27) biweekly payments are drafted from the borrowers bank account.
Blanket Insurance Policy A single policy that covers more than one piece or property
(or more than one person).
Blanket Mortgage A development in which several properties are secured by one
mortgage.
Boot An asset or liability transferred as part of an exchange of realty.
Broker One for whom a commission or fee brings parties together and assists in
negotiating contracts between them. In real estate transactions, the broker usually brings
together the buyer, the seller, and the mortgage lender.
C
Call Option A provision in the mortgage that gives the lender the right to call the
mortgage due and payable at the end of a specified period for whatever reason.
Capital Gain The amount by which the net proceeds from resale of a capital item to
exceed the adjusted cost, or book value of the item.
Capitalization The process of converting into present value a series of anticipated future
installment of net income.
Cash Basis Accounting An accounting system where income is realised when collected,
not when earned, and expenses are recorded when paid, not when incurred.
Cash Break-even Ratio Operating expenses plus debt service minus replacement
reserves, divided by effective gross income. This ratio provides an investor with a
measure of all cash charges against effective gross income.
Cash Throw-off Net operating income less annual debt service; also known as before
tax cash flow and gross spendable income.
Certificate of Estoppel A statement of material facts or conditions upon which another
person can rely.
Closing The time or situation when title or real estate is conveyed from seller to the
buyer; full payment is made by the buyer to the seller; appropriate documents are
transferred, and prorationing of expenses occurs.
Cloud On Title A proceeding or instrument such as a deed, deed of trust, or mortgage,
or a tax or assessment, judgment, or decree, which, if valid, would impair the title to the
land.
Cognovit Clause Words in a mortgage note which authorise the lenders attorney to
obtain adjustment lien against the debtors real property.
Convertible ARM A type of adjustable-rate mortgage that includes an option for the
mortgagor to change to a fixed-rate mortgage on one of its early interest rate adjustment
dates.
Corporation A legal entity featuring ownership by means of transferable shares, the
shares can be sold, of stock and limited liability.
Cost The expenditure of resources necessary to bring a good or product into existence.
Cost Depreciation Approach A method of appraising real estate by subtracting all
elements of accrued depreciation from the cost of reproducing the improvements and
adding to that result the value of the land as estimated separately.
Cost of Funds Index An index that is used to determine interest rate changes for certain
ARM plans. It represents the weighted-average cost of savings, borrowings and advances
of the 11th District members of the Federal Home Loan Bank of San Francisco.
Covenant An agreement between two or more persons, entered into by deed, whereby
one of the parties promises the performance or non-performance of certain acts, or that a
given state of things does or shall, or does not or shall not exist.
Credit Life Insurance A type of insurance often bought by mortgagors because it will
pay off the mortgage debt if the mortgagor dies while the policy is in force.
Curable Defect (physical or functional) A deficiency in a building, the correction of
which adds at least as much value as the cost to cure the defect.
D
Debt Service Coverage Ration The amount by which net operating income can decline
and still be adequate to cover a mortgage payment.
Declining Balance Depreciation A method of depreciating an asset by use of a fixed
percentage applied to the successive balances remaining after previously computed
amounts of depreciation have been deducted.
Deed An instrument in writing under seal, duly executed and delivered, containing a
transfer, a bargain, or contract, used in conveying the title to real property from one party
to another. There are two general types of deed: the quitclaim and the warranty. Under
the quitclaim deed, the seller conveys property to the purchaser, the title being only as
good as the title held by the seller, who conveys all claim, interest or right to the property
as far as his own title is concerned. Under a warranty deed, the seller also conveys all
claim, right, and title to the property, but also warrants the title to be clear, subject only to
such matters as may be shown in the deed. The warranty is recognised by law as the
subject for future restitution of loss to the purchaser if the seller conveys any defects in
the title. A seal is not required in some states; the term grant deed is used in place of
warranty deed in some states.
Deed Restrictions Limitations placed in a deed limiting or restricting the use of the
land.
Deed of Trust A sealed instrument in writing, duly executed and delivered, conveying
or transferring property to a trustee.
Default The failure to fulfill a contractual agreement.
Deficiency Judgment Judgment granted after a suit to recover a difference between a
legally imposed indebtedness and the dollars received from a foreclosure sale of the
debtors assets.
Depreciation A loss of utility and, hence, value from any cause.
Direct Capitalization The conversion of anticipated net income into present value by
dividing the income by an appropriate rate that reflects the prevailing relationship of net
income to selling price for comparable properties being sold in the open market.
Disclosure This is provided to clients; it is a summary of your loans and the costs
associated with them.
Discounting (Charging Points) Withholding a portion of a loan in order to adjust a
contract interest rate, nominal rate, to competitive market interest rates.
Disintermediation Withdrawal of funds from savings accounts in thrift institutions for
the purpose of investing them in higher yielding, short-term securities U.S. Treasury
certificates and notes. The process occurs during periods of high interest rates.
Due-On-Sale Provision A covenant in a mortgage that allows the lender to call the
mortgage due and payable if ownership of the mortgage property is transferred.
E
Easement A right or interest in the land of another that entitles the holder thereof to
some use, privilege or benefit such as to place pole lines, pipeline, road thereon or travel
over.
Economic Base The economic activity of a community which results in the exporting of
goods and services to other areas and thus attracts income into the community from
outside its borders.
Economic Life The total period over which improvements to real estate contribute to
the value of the property.
Effective Age The years of age indicated by the condition and utility of a structure.
Effective Gross Income The estimated potential gross income less allowance for
vacancy and collection loss plus other income.
Eminent Domain Governmental power and authority to acquire private property within
its borders for public use upon payment of just compensation.
Encroachment An unlawful extension of ones right upon the land of another.
Equity Value in excess of a mortgage or deed of trust or value of an interest in a
contract of sale.
Equity Dividend Rate The ratio of annual cash throw-off to the original equity
investment.
Equity of Redemption A right which the mortgagor (borrower) of an estate has of
redeeming it, after it has been forfeited by law by the non-payment, at the time appointed,
of the money secured by the mortgage to be paid by paying the amount of the debt,
interest and costs.
Escalator Clause A phrase in an agreement providing for an adjustment of a price, rent
or interest rate.
Escrow Securities, instruments, or other property deposited by two or more persons or
parties with a third person or party, to be delivered on a certain contingency, or the
happening of a certain event; when used in the expression in escrow, in trust or
trust, the state of being so held. The subject matter of the transaction is the escrow; the
terms with which it is deposited with the third person or party constitute the escrow
agreement; and the third person or party is the escrow agent.
Execution A writ issued in the name of the people, under the seal of the court, and
subscribed by the clerk, or issued by a justice of the peace directed to a sheriff, constable,
marshal, or commissioner appointed by the court, to enforce a judgment against the
property or person of a judgment debtor.
Externalities Influences emanating from outside a property which affect it and other
properties, whether vacant land or improved property.
Equity Dividend Rate The ratio of annual cash throw-off to the original equity
investment.
F
Federal Deposit Insurance Corporation (FDIC) Governmental agency whose primary
functions are supervision and insurance of accounts.
Federal Home Loan Mortgage Corporation (FHLMC) A government related agency
that provides a market for those wishing to sell previously originated mortgage loans. It
primarily buys conventional loans from savings and loan associations.
Federal Housing Administration (FHA) An agency of the U.S. Department of Housing
and Urban Development (HUD) which insures private lending institutions against loss on
loans under various housing programs established by programs.
Federal National Mortgage Association (FNMA) A government-related agency that
provides a market for those wishing to sell previously originated mortgage loans. It deals
primarily in government-underwritten loans.
Federal Reserve System (FRS) An independent government agency consisting of a
Board of Governors and 12 regional banks that serve as a reservoir of funds for most of
the nations commercial banks. The system allows for the creation of money through
the system of reserves according to policy established by the Board of Governors.
Through various tools. The Fed can speed up or slow down increases in the supply of
money. These changes, in turn, are usually felt in increasing or decreasing interest rates.
Fiduciary One who holds a thing in trust for another, such as a trustee.
First Mortgage A mortgage that is first lien on the property pledged as security.
Fiscal Policy The taxation and spending plans and patterns of the U.S. Government.
Fiscal Year A corporations accounting year; it does not always start on January 1.
Fixed-rate Mortgage A mortgage that provides for only one interest rate for the entire
term of the mortgage. If the interest rate changes because of enforcement of the due-onsale provision, the mortgage is still considered a fixed-rate mortgage.
Forbearance The waiving of a term of a mortgage.
G
Gap Financing A loan obtained by a builder to cover the potential difference between a
permanent loan commitment and a construction loan, the amount of which is based upon
a specified occupancy rate.
Generative Function A product or service line of establishments that a customer intends
to patronise when a shopping journey begins.
Going Concern Value The value of a business considered as operating enterprise as
opposed to a collection of individual groups of assets and liabilities.
Government National Mortgage Association (GNMA) A governmental agency under
HUD that provides a secondary market for mortgages granted under special purpose
government programs.
Graduated Payment Adjustable Rate Mortgage (GPARM) A mortgage that combines
the features of a graduated payment mortgage and an adjustable rate mortgage. Payments
are increased yearly during the graduated payment period and do not necessarily reflect
changes in the interest rate during that period. At the end of any graduated payment
period, if there is no option for an additional graduated payment period, the mortgage
characteristics are those of a regular adjustable rate mortgage.
Graduated Payment Mortgage (GPM) A type of mortgage loan that allows lower
payments during the loans early years than would be the case with a standard fixed
payment mortgage. The payments rise by a specified percentage usually during the loans
first five to ten years.
Grantee He to whom a grant is made.
Grantor He by whom a grant is made. The seller of real property, i.e., the grantor in a
deed, gives up title.
Gross Income (Rent) Multiplier (GIM) The relationship between sale price (value) and
either Potential Gross Income or Effective Gross Income.
H
Hazard insurance A contract whereby, for an agreed premium, one party undertakes to
compensate the other for loss on a specific subject by specified hazards, such as acts of
God or war.
Highest and Best Use, Improved Property Existing improvements which remain the
highest and best use until a new use of the site generates sufficient value to justify
demolition of the existing improvements and construction of new improvements.
Highest and Best Use, Vacant Site That use of a site which results in maximum
productivity and return on investment.
High-ratio Loan A loan for more than 75% of the appraised value of a property;
according to federal law, it must be insured.
Home Bank Loan Act (1932) Created the Federal Home Loan Bank System.
Home Mortgage A residential mortgage on one-to-four family property.
Home Owners Loan Act (1933) Gave all savings and loan associations the opportunity
to apply for a federal charter.
Homestead Estate The rights of record of a head of a family or household in real estate,
owned and occupied as a home, which are exempt from seizure by creditors.
I
Income Capitalization Approach A method of appraising real estate by which a
propertys annual net operating income is divided by a rate reflecting a return on and of
the investment. The rate is obtained from market transactions of similar properties, and
the resulting number is an estimate of market value.
Incurable Defect, Physical Deterioration An item which is worn out and costs more to
replace than the value added by the cure.
Incurable Functional Obsolescence Defects in a buildings basic design or layout; an
insufficient number of bathrooms and an inefficient traffic pattern are good examples.
The cost to cure such defects is greater than the value added by the cure.
Index A number derived from a formula used to characterise a set of data, which serves
as an indicator for determining interest rate changes on ARMs/GPARMs. Most standard
plans have used indexes based on Treasury bills.
Individual Investors Private investors, unaffiliated with any organizations or
institutions, who are purchasing a mortgage for their own profit. Sellers of real estate,
who hold the paper on the property they sold, are included in this category. The
regulations for licenses in any state are generally there to protect the private investor.
Installment Sale A transaction in which a portion of the selling price for property is
received in future periods.
Insurable Value The portion of the total value of an asset(s) that is acknowledged under
the provisions of an insurance policy.
Interest Accrual Rate The percentage rate at which interest accrues on the mortgage. In
most cases, it is also the rate used to calculate the monthly payment, although it is not
used for graduated payment mortgages and adjustable rate mortgages with payment
change limitations.
Interest-In-Advance Mortgage A mortgage for which the interest portion of each
months principal and interest payment covers the period between the first and last day of
that month (rather than of the preceding month).
Interest Rate Buy Down Plan An arrangement wherein the property seller (or any other
party) deposits money into an account so that it can be released each month to reduce the
mortgagors monthly payments during the early years of a mortgage. During the specified
period, the mortgagors effective interest rate is brought down below the actual mortgage
interest rate.
Interest Rate Change Date The date on which the mortgage interest rate changes for an
ARM/GPARM; the effective date that a new interest rate begins to accrue on an ARM
MBS pool.
Interim Financing A subordinated loan from a land seller to a developer during the
period the developer has a first-lien construction or development loan from an institution
lender.
J
Junior Mortgage Any mortgage that provides a lien that is subsequent in priority to
another mortgage.
L
Leasehold Financing A loan for which a long-term leasehold serves as security.
Typically, there is a loan on the underlying fee simple interest, which must be
subordinated to the leasehold lender.
Lessee One who possesses the right to use or occupy a property under lease agreement;
the renter.
Lessor One who holds title to and conveys the right to use and occupy a property under
lease agreement; the landlord.
Letter Report An appraisal form used only for simple, straightforward appraisals.
Leverage The use of borrowed funds to finance the purchase of an asset, especially real
estate. The effect of leverage can be positive or negative depending upon whether the
interest rate on the debt is lower or higher than the rate of return remaining to the equity.
Positive leverage enhances the equity return, while negative leverage decreases.
Lien A hold or claim which one person has on the property of another as a security for
some debt or charge.
Lien Theory A modern approach to creating loan security in which the lender is
considered to hold an interest in, rather than a title to, the property for security of the
debt.
Liquidation Value The estimated proceeds, net of liabilities, which would result from
either a normal or forced sale of an asset(s) if sold without being part of the business of
which it was originally a part.
Liquidity Relationship between a speedy sale price and the total number of dollars
invested in the property.
Loan The letting out, or renting, of a certain sum of money by a lender to a borrower to
be repaid with or without interest.
Loan Fee A separate charge added to the closing costs of the buyer.
Loan-to-Value Ratio The relationship of the loan amount to the price or value of a
property.
Locational (Economic) Obsolescence Decline in the value of a building caused by the
deterioration in the quality of its neighborhood.
Long-Lived Incurable Defect A defect that will last as long as the building.
M
MAl (Member Appraisal Institute) Designation awarded by the American Institute of
Real Estate Appraisers (AIREA) which signifies that an appraiser is qualified to appraise
all types of real property and meets high knowledge and ethical standards.
Margin The amount that is added to the index value to create a mortgage interest rate
for an ARM/GPARM.
Market Value The highest price that a buyer agreeing, but not forced to buy, would pay,
and the lowest a seller, agreeing, but not forced to sell, would accept.
Marketability Relationship between a speedy sale price and the current market value of
the property.
Market Rent Rental level ascertained by seeking out the rental rates for similar
properties in the relevant market area.
Market Risk The uncertainty associated with the decrease in the market price of an
investment in response to a rise in market rates of interest.
Market Segmentation The dividing of a large, more general market into smaller, more
specific submarkets.
Maturity Date The final day of a given period concerning a mortgage or a lien (e.g., a
mechanics lien or a builders lien).
Mechanics Lien A lien affixed to land records for a specified period of time, usually
on behalf of a tradesman for recapture of the unpaid costs of labor and materials.
Mechanics liens must be satisfied when property changes hands. They are also enforced
by court order.
MI Any one of the private or state mortgage insurance companies that insure against
loss in the event of a mortgagors default under a conventional mortgage.
Modification and Assumption Agreement A written agreement to change the interest
rate when the due-on-sale (or transfer) provision of the mortgage is enforced because of a
change of ownership. It also releases the previous mortgagor from personal liability
under the mortgage.
Monthly Fixed Installment The portion of the total monthly payment that is applied to
reduce the debt once a month.
Monthly Loan Constant The total monthly payments of principal and interest on a
mortgage having a level payment schedule, expressed as a percentage of the initial
principal amount of the loan.
Moratorium A period during which an obligor has a legal right to delay meeting an
obligation, especially such a period granted in an emergency as to debt or generally by a
moratorium law.
Mortgage A document providing written evidence of the right of a creditor to have
property of a debtor sold upon default and foreclosure.
Mortgage Assignment Occurs when a mortgagee sells a mortgage; the assignment is a
brief form stating that the mortgagee, the assignor, transfers and assigns the mortgage and
mortgage note to the purchaser, the assignee.
Mortgage-Backed Security (MBS) An investment security that represents an undivided
interest in a pool of mortgages.
Mortgage Banker Any person, firm or corporation engaged in the business of lending
money on the security of improved real estate and who publicly offers such security for
sale as a dealer. Usually takes title to loans.
Mortgage Broker An agent whose chief function is to originate real estate loans for
insurance companies, commercial banks and other investors. Usually does not take title to
loans.
Mortgagee The lender; the one to whom the property is pledged.
Mortgage Equity Analysis A procedure for deriving overall capitalization rates and or
valuing the debt and equity components.
Mortgage Insurance Insurance covering complete or partial losses of principal and
interest of a mortgage loan.
Mortgage Interest Rate The rate of interest in effect for the monthly installment due.
For fixed-rate mortgages or for adjustable rate mortgages that have an initial fixed-rate
period, it is the rate in effect during that period. For adjustable rate mortgages after any
initial fixed-rate period, it is the sum of the applicable index and the mortgage margin
(rounded as appropriate and subject to any per adjustment caps or lifetime interest rate
ceilings).
Mortgage Margin The amount that is added to the index value to establish the mortgage
interest rate for each interest rate change date (subject to any limitations on the interest
rate change) for an ARM.
Mortgage Note A negotiable promissory note secured by a mortgage on certain specific
real estate.
Mortgage Portfolio The aggregate of mortgage loans held by the lender.
Mortgagor The borrower; the one pledging the property as security for a debt.
Mutual Savings Banks Mutually owned thrift institutions operated for the benefit of
their depositors. They are located primarily in the Northeast and have wider investment
powers than the savings and loan associations.
N
Narrative Report An appraisal form that is a complete written explanation of the entire
valuation process for a specific property.
National Housing Act (1934) Established the Federal Savings and Loan Insurance
Corporation.
Negative Amortization A gradual increase in the mortgage debt occurs when the
monthly fixed installment is not sufficient for full application to both principal and
interest. Actually, there will be an insufficient interest application. This interest shortage
is added to the unpaid principal balance to create negative amortization.
Net Income The part of the gross income that remains after the deduction of all charges,
taxes or costs.
Net Operating Income (NOI) Effective gross income less all relevant expenses; NOI
includes only the income to the real estate.
Net Worth The equity of the owners in the business, i.e., the net assets determined by
subtracting all liabilities from the value of the assets.
Net Yield The yield of certain property, real or otherwise, clear of all charges and
deductions; that part of the gross yield which remains after the deduction of all charges,
taxes or costs.
O
Open-End Mortgage Mortgage, or deed of trust, written so as to secure and permit
additional advances on the original loan.
Open Market Operations One of the economic tools used by the Board of Governors
of the Federal Reserve System whereby the Fed purchases or sells government securities.
Open Mortgage A privilege given to the mortgagor, which allows pre-payment of the
principal at any time and in any amount.
Operating Business Risk The type of uncertainty primarily concerned with the variance
between budgeted and actual operating income and expenses.
Operating Expense Ratio Relationship between operating expenses and projected gross
income.
Operating Financial Risk The type of uncertainty primarily concerned with the ability
to pay operating expenses from funds provided from operations, borrowings, and equity
sources.
Overall Capitalization Rate The direct ratio between annual net operating income (NOI)
and value or sale price of a property.
Over-Improvement An improvement that is not the most profitable use for the site on
which it is placed because of its excessive size or cost. It does not produce the maximum
possible land value.
Owner of Record The entity that appears in the public records as the owner of a
mortgage; usually the mortgage originator, unless the mortgage is subsequently assigned
to someone else and that assignment is recorded.
P
Package Mortgage A debt secured by pledge of both real property and personal
property such as range, refrigerator and furniture.
Participation Clause The clause in a lease that requires tenants to pay additional rent on
sales in excess of a certain amount.
Participation Mortgage (a) A mortgage held by more than one lender; (b) a mortgage
that calls for the lender to share in the operating income produced by the property.
Partnership An association of two or more persons for the conduct of an enterprise
other than in corporate form.
Payback Period The time required for the complete recovery from cash throw-off
equity funds invested in a project.
Payment Change Date The date on which the monthly payment changes for an
ARM/GPARM. It must fall within the month immediately following an interest rate
change date, unless an ARM or GPARM provides for the monthly payment to change
more frequently than the interest rate.
Payment Change Interval The period that elapses between the payment change dates for
an ARM/GPARM.
Payment Change Limitations A restriction on the amount that the monthly payment for
an ARM or GPARM can change on any payment change date.
Pension Funds The accumulated savings of individuals set aside during their working
lives for later use when retired.
Personal Property A chattel; an item of property that is neither the land nor is
permanently attached to the land.
POC Refers to the three most basic functions of management - planning, organizing,
controlling.
Portability Occurs when an owner takes a mortgage to another property when selling
their home. In this way they avoid payout penalties, and can enjoy the same terms and
interest rates for the life of the mortgage.
Potential Gross Income The income that a property will produce with one hundred
percent occupancy.
Power of Attorney Authorization given to someone to act on behalf of an owner, by the
owner and stated in written form.
Preoperational Those steps taken to insure the ability to control.
Prepayment Clause (Privilege) Mortgage contract clause permitting borrower to pay
loan amounts in advance of their due dates.
Prepayment Penalty Penalty for the payment of a debt before it actually comes due.
Price The quantity of one thing that is exchanged for another; the amount of money
paid; asked; or offered where sale is contemplated.
Principal The amount of the loan minus the interest. It begins as the amount the loan
was taken out for and gradually decreases as payments are made and interest is paid off.
Principal of Substitution A valuation principal that states that a prudent purchaser
would pay no more for real property than the cost of acquiring an equally desirable
substitute on the open market.
Promissory Note A signed document acknowledging the existence of a debt and
promising repayment.
Proprietorship Single ownership. The business and the owner are considered the same.
Pro-rating Allocation of costs or revenues between buyer and seller according to the
relative time each occupies the property.
Purchase Money Mortgage A mortgage given by a purchaser of real property to the
seller in part payment of the purchase price.
Q
Quantity Survey A method of estimating building cost in which all elements of labor,
materials, and overhead are priced and totaled to obtain building costs.
Quitclaim Deed A deed of release. An instrument by which the grantor relinquishes all
right, title, or interest he may have in the property.
R
Real Estate Land, including its natural components such as minerals, water, and
buildings or improvements.
Real Estate Investment Trust (REIT) A passive investment vehicle whose distributed
earnings are taxed only to investors who receive them.
Realised Gain The difference between the net sale price and the adjusted basis of the
property.
Real Property The legal rights to possession, use and disposition of real estate.
Recapture Rate (capital recovery rate) - Represents the percentage annual return of the
capital invested in a depreciating asset.
Reconciliation The process by which an appraiser evaluates, chooses, and selects from
among two or more alternative conclusions or indications to reach a single answer (final
value estimate).
Reconstructed Operating Statement A statement of income and expenses prepared by
an appraiser to indicate the probable future net operating income of a property. The
forecast reflects the quantity and quality of services anticipated in the stabilised income,
based upon the historic experience of the property and the experience of other
competitive properties.
Redemption Period The specified period in which a mortgagor can reclaim foreclosed
property by making full payment of the mortgage debt, under a legally enforceable right
of redemption in some states.
Rehabilitation Mortgage A mortgage created to cover the costs of repairing, improving,
and sometimes acquiring an existing property.
S
Sale and Contract-Back A financial arrangement in which an investor purchases real
estate owned and used by a business firm and agrees to buy back the property in a land
contract.
Sale and LeaseBack A financial arrangement in which an investor purchases real estate
owned and used by a business firm and the property is leased back to the firm by the
purchaser-investor.
Sales Agreement An agreement by which one of two contracting parties, called seller,
gives a thing and passes title to it in exchange for a certain price in current money to the
other party, called the buyer or purchaser, who on his part agrees to pay such a price.
Satisfaction A written instrument that evidences the payment in full of a mortgage debt,
and extinguishes the mortgage lien.
Scarcity Limitations on the available supply of an economic good relative to the desire
for it.
Seasoning (of the mortgage) The on-going value of the note by payments made on it.
The more seasoned the note, the more was paid on it. Investors tend to focus mainly on
seasoned notes, which are more secure because theyve had payments made on them and
thus have some money backing them.
Secondary Market A market composed of purchasers of mortgages from institutions
that originate mortgage loans to the individual users.
Second Mortgage A mortgage that has a lien position that is subordinate to the first
mortgage (see also Junior Mortgage).
Security/Security Instrument Something given, deposited, or pledged to make secure
the fulfillment of an obligation or the payment of a debt.
Senior Residential Appraiser (SRA) A designation given by the Society of Real Estate
Appraisers (SREA) to individuals having extensive technical training combined with long
and varied experience. The designation certifies that they are capable of appraising
complex properties and providing analytical services regarding real estate purchase and
ownership.
Senior Real Estate Analyst (SREA) A designation awarded by the Society of Real
Estate Appraisers (SREA) to general practice, professional appraisers who have
completed a program of professional training and experience in the appraisal of both
income and residential properties.
Senior Real Property Appraiser (SRPA) A designation awarded by the Society of Real
Estate Appraisers (SREA) to general practice, professional appraisers who have
completed a program of professional training and experience in the appraisal of both
income and residential properties.
Sensitivity Analysis The process of measuring the effects of different loan provisions
on mortgage payments and cash throw-offs.
Service Corporations Subsidiary companies to savings and loan associations that have
much wider lending and investment powers than the parent association.
Servicing Taking all steps necessary to make certain that loan provisions are carried
out.
Setback The distance from a lot line which by law, regulation, or restriction in the deed
must be left open; the linear distance between the lot line and the buildings or building
line.
Shared Appreciation Mortgage (SAM) A type of mortgage loan in which the lender
shares with the borrower-owner in the differential between sale price and purchase price
(appreciation) at the time the property is sold. In return the lender charges a lower interest
rate.
Short-Lived Incurable Defects Those defects that do not last as long as the major
portion of the building.
Sinking Fund Factor A multiplier used to compute periodic contributions to a sinking
fund that will grow with compound interest at a selected rate for a specified period of
time.
Special Assessment A special charge against real estate such as street assessment or
sewer assessment for installation of public improvements from which the property
benefits.
Special Assistance Function One of the functions of the Government National
Mortgage Association that involves a number of programs. These programs involve
making purchase commitments on certain types and categories of home mortgages which
otherwise would not be readily salable.
Special Forbearance A relief provision that provides for a period of reduced or
suspended payments, followed by another period of larger than normal payments, to
enable the mortgagor to cure the entire delinquency.
T
Tandem Plan A two-part process in which the Government National Mortgage
Association (GNMA) makes a commitment to purchase a package of mortgages, usually
to the Federal National Mortgage Association (FNMA), at the current discount rate.
GNMA then resells the package to FNMA at current discount rates for less than the
original purchase price.
Tax Deferred Exchange When income producing real estate is exchanged for other
income producing real estate, termed like property, the realised gain on the exchange
need not be recognised.
Term Mortgage One having a specific term, usually not over a five-year maturity,
during which interest is paid but the principal is not reduced.
Title The means whereby the owner of the land has the just possession of his property.
Title Insurance A type of insurance that insures against defects in the title that were not
listed in the title report or abstract.
Title Search An effort to determine the state of a title through an examination of public
records.
Title Theory A concept of mortgages in which a mortgage is assumed to represent an
actual conveyance of title to mortgage.
Transfer of Ownership Any means by which the ownership of a property changes
hands.
Treasury Index An index that is used to determine interest rate changes for certain
ARM plans. It is based on the results of auctions that the U.S. Treasury holds for its
Treasury bills and securities.
Trust Deed An agreement in writing conveying property from the owner to a trustee for
the accomplishment of the objectives set forth in the agreement. Trust deeds are generally
used in many states rather than mortgages to secure loans on real property.
Trustee A person, real or juristic, holding property in trust.
Two-Step Mortgage An adjustable rate mortgage that provides for one interest rate for
the first five or seven years of the mortgage term and a different interest rate for the
remainder of the mortgage term.
U
Under-Improvement An improvement which is not adequate to develop the highest and
best use of a site; usually a structure which is of lesser cost, quality, and size than typical
neighborhood properties.
Unencumbered Property Property that is free and clear of any assessments, liens,
easements, or encumbrances of any kind. Also known as clear title.
Unit Comparison Method The reduction of properties to appropriate units in terms of
which comparisons of otherwise not directly comparable properties, can be made.
V
Valuation The act of establishing the value of real property.
Value The quantity of one economic good which can be obtained in exchange for
another; value in a general sense is conceptual and means different things to different
people.
Variable Rate Clause (mortgage) A mortgage instrument carrying an interest rate that
varies with changes in market rates in general, such as the prime rate or the bond market
rate.
Vendee The person to whom a thing is sold.
Vendor Seller.
Vendor Take-Back Mortgage Also known as seller financing, it is when the buyer of a
property borrows the money from the seller as opposed to the bank. The seller then takes
small payments based on the payment period of the mortgage.
Veterans Administration (VA) Created as part of the Servicemens Readjustment Act of
1944 and authorised to guarantee a stated percentage of loans made to qualified veterans
by qualified lenders.
W
Waiver The relinquishment of a right or refusal to accept a right.
Warehousing An arrangement whereby an originator-mortgagee obtains short-term
interim credit secured by mortgages for the purpose of bridging the gap between the
completion of construction and eventual sale of the mortgage on the property to an
investor-mortgagee.
Warrant A covenant whereby the grantor of an estate and his heirs are bound to warrant
and defend the title (see also Deed).
Wraparound Mortgage In general, a third party lender refinances the property by
assuming the existing mortgage, and its debt service, and wraps around a new, junior
mortgage.
Y
Yield Return on an investment.
Yield to Maturity A percentage of funds borrowed that are returned to the lender
annually in consideration of the fact that the loan will be paid when it reaches maturity.
Z
Zoning Land use, determined by municipal authorities, to which property may be put to
in specific areas.