C om p re hensiv e Rea l Est a t e I nv est ment Ba nk ing Co a c hing S er i es
WELCOME TO THE FIRM
Dear Dandrew Matchmaker, I wanted to personally take this opportunity to thank you for your investment into our Commercial real Estate Matchmaker Series Training Program. Started in 2009 by a few fanatical Dandrew Alumni, AskDandrew™ was created to be an open environment where every investor regardless of experience could collaborate in a collegial environment to learn the best deal ideas in the industry. The Matchmaker Series is the culmination of all of our principal’s experience in- real estate finance and deal structuring, having worked at various institutions and raising their own real estate funds, respectively. Most of our members are proud to be a part of this exclusive and extraordinary club, with approxi-mately 85% of our members still being active today since the club’s inception in 2009. Though our 7 module video training series, you’ll discover closely held Wall Street deal structuring concepts that we’re using on our deal desk. Nowhere else will you learn these coveted strategies.
Alignment of Interests We are financiers of a lot of things. Dandrew is not a bank, we’re a discretionary real estate fund. Our core customers are people who are buying REO, buying notes, buying their asset back, people who are looking to buy real estate who don’t have all the capital they need to complete their transaction, those are our clients. Whether you’re looking to buy for your own account, or just don’t know if you have a deal and want someone to simply review for you, you’ll get the helpful advice you need from our experienced Deal Captains.
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What You Can Expect
Each month we release a content-based Continuing Education video that discusses key strategies and techniques for you to use, as well as an explanation of commonly discussed, but frequently misunderstood and misused topics in the industry. Along with each series is a mini-manual with graphics for you to follow along with so you can grasp these concepts easily. These “Continuing Eds” have been called by recent Dandrew Alumni as being a “monthly seminar”. These are a lot of fun for me to create and I enjoy teaching these in a very engaging and simple to understand format. Every two weeks, we have our Bi-Monthly Capital Club calls. These are calls hosted by myself. No questions are off limits and there is no such thing as a stupid question. -
Interactivity is the New Currency
Newer students should feel confident that they can ask questions in this environment without hesitation and any question you have I will answer on the spot. Have your questions ready or just feel free to listen in. These calls are recorded and archived for your convenience and many of our students listen to these calls repeatedly. These calls usually last about one hour and sometimes I will invite an insider from Wall Street whom I’ve worked with before to participate and answer your questions. These calls are very informative and many Bulk REO trades have been crossed afterwards by Intermediaries and Alumni just talking about what they have in their inbox.
Constant and Consistent Content
Please be certain to make sure you’re reading my emails. Over the next few months I’ll be sending to you some very important content in the form of infographics and other useful tools to help you build your commercial real estate business. This high-value content is created with one single focus in mind: to give you the best experience and encourage you to be the best real estate investor / financier you can be with access to the best resources in the industry. In my opinion, the real estate market today has the most opportunity that hasn’t existed in the past 25 years, and I hope that by reading this Owner’s Manual you feel encouraged and are motivated to take action. In closing, I am very proud to have you on my team and I am very excited by the prospect of working with you. You have our support. Best,
Salvatore M. Buscemi Managing Director, Dandrew Partners, LLC www.DandrewPartners.com
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How To Submit Customer Service Questions (Non-Deal Related) www.DandrewHelpDesk.com is designed to help you get answers to your questions and provide you with support anytime you need it. Simply submit a help ticket online and our Client Service Associate will respond to you during normal business hours. Customer Service Contact Information Direct: 866-325-2336 Private Fax: 888-807-2077 Web Support: www.DandrewHelpDesk.com
YOUR ASKDANDREW™ DASHBOARD
How To Access The Capital Club Conference Calls Log in to your AskDandrew portal and click on the News & Support tab, on the News Section. There you will find the Conference Call passcodes. All calls are recorded and are usually up within 24 hours of the most recent call.
How To Access The Continuing Education Whiteboard Series Each month, videos and the corresponding infographic or mini-manual are uploaded up to the Continuing Ed tab. Email notifications are usually sent when conference calls have been posted to the Recorded Calls category and when the Continuing Education Modules have been released, so please make sure you are on the lookout for these messages.
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Additional Free Resources And Tools
Learn How Bulk REO and Non-Performing Deals Really Trade All Arbitragers and Private Equiteers Are Urged to Read and Watch This Special Video Training Series Did you know that the entire US residential mortgage market is approximately $7 trillion dollars? And if you’ve gotten a mortgage for a home or investment property, its not too long after that you get a note that someone else has bought the mortgage. Sometimes, even before the first payment is made, that note is sold off to someone else. Sure there are lots of non-performing and REO assets, but there are also many performing assets that trade at discounts too. And smaller banks and hard money lenders are where you will need to hunt for these assets. Watch as Sal and his friend Dave lift the veil on the residential note business and explain to you how these assets – performing, non-performing, re-performing or REO – are traded and priced. This training is free, and these videos also include separate audio files for you to download onto your mobile device to listen to at your leisure. Go to www.CommercialMatchmakerBonus.com to get started now.
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This resource is only available to new Commercial Matchmaker members and expires 7 after days after you purchase your membership. So please make sure you take advantage of this outstanding resource by going to www.CommercialMatchmakerBonus.com within 7 days of registering for Commercial Matchmaker.
iPhone and iPad Apps Private Banker™ In the coming months, we’ll be releasing a combination of iPhone and iPad apps that will be available in the iTunes® Store for both residential and commercial investing purposes. Stay tuned for Private Banker™. This app allows residential hard money lenders and wholesalers to quickly analyze their deals before making a bid.
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How to Build a Credible Business Presence and Brand
ACTION STEP
DO
DON’T
Use safe words such as:
Think of a Name for Your Company
• Capital • Group • Investments • Realty
• Advisors • Holdings • Company
Steer clear from using these words: • Mortgage “Funding” or any words / adjectives that don’t sound immediately credible: • Bank • Fast • Quick • Results
When in doubt use the Capital Naming FormulaTM
First Initial + Last Initial + Safe Word = Your Company Name Example: Using Peter Kasyanenko “PK Realty Advisors” “PK Capital” Think of a Domain Name for Your Business.
.biz .net .cc .org hyphens (”-”)
.com
B. Find a Domain That is Short and Easy to Spell Out Over the Phone
PKCapital.com; PKRealtyAdvisors.com
PKCapitalAndInvestments.com (Too long)
Sign up for your Private Banker Credibility Kit
Establish a separate brand from any other business(es) you own and operate
Co-mingle your commercial business with your residential business
Keep them “Church and State” Create a Title for Yourself
Investment Officer Director Manager
Chairman President/CEO Owner
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You? A Fund Manager?
Yes, of course! In fact I recently published my first book not too long ago on this subject alone. Why? Here’s my reasons:
1. People Simply Want Control Over Their Investments.
Yes, believe it or not, that “Financial Advisor” really is a salesman/saleswoman. They make money on the sell, but have absolutely no alignment of interests with how your investments perform. People want more intimate, money management with folks whom they trust. What that means is that they know now that the faceless and soulless corporations selling them advice isn’t working out for them. I’ll give you an example. Pretend that you owned 200 shares of Martha Stewart Living Omnimedia. Then good ‘ol Martha does something stupid again. You wake up and the stock price is cut in half (again). Do you think you’ll be able to call Martha on her cell phone? No. But investors in Dandrew Partners can call me anytime. That is what we call control. Give your investors some control and you’ll be successfully raising money shortly thereafter.
2. Higher Taxes and Inflation.
If you have $1,000,000 in a bank account, and you’re making 1% interest, that’s $10,000 a year. In other words, you’re living 3x below the national poverty line. If you eat food and use gas, you can start to understand that going destitute real soon is a very likely scenario. That doesn’t take into account higher taxes, healthcare and other expenses. And inflation, in my humble view is a tax. It’s a tax on savings. And its robbing savers and pensioners of their savings. Pure and simple. I can go on about this as I’m passionate about the financial markets as you can probably see; however, the governments around the globe seem pretty adamant about trying to use their printing presses to solve the world’s economic problems.
3. Interest Rates Will Never Rise Meaningfully In Your Lifetime
As someone who gets paid to “be cynical at best, paranoid at worst” when managing other people’s money, I am forced to look into things a little deeper than what the main stream media may tell you. There is absolutely no catalyst for rates to rise. Doing so would be the equivalent of voluntarily raise the monthly payment on your own credit card that you’re living off of. This is a global phenomenon. People will always rush to Treasuries. In fact, in some countries such as Germany and Switzerland, there exists such a thing as a “negative interest”. This means you’re paying the bank to hold your money for you. Yes. It can happen here in the United States too.
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You? A Fund Manager?
So this book – loaded with free tools worth thousands – is the tool anyone looking to manage money must read. It contains everything you need to know to become a remarkably successful hard money lender in residential real estate.
• • • • • • • • • •
How to get started, even if you don’t have a lot of capital How to structure your hard money fund Successful fund management The major elements of successful capital raising How to assess potential borrowers Dealing with payments, closings and defaults Fund promotion The details of successful fund management Hard lessons learned And more!
This highly-rated book can be found on Amazon by going here.
Get YOUR FREE Print Copy & Special Matchmaker Bonuses By Going To www.MakingTheYield.com
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QUICK START GUIDE
Commecial Real Estate Triage Financier How To Qualify Any Commercial Deal In Less Than 90 Seconds
DEFINITION
HOW TO FIND IT
WHY IT IS IMPORTANT
EXPRESSED AS
CURRENT NOI
PROFORMA NOI
EXISTING DEBT STRUCTURE
SOURCES AND USES
EXIT STRATEGY
Otherwise known as the current Net Operating Income or cash flow being thrown off by the asset
Otherwise known as the “Target NOI” or known as Stabilized Value
Tells you how many loans are on the property and their unpaid principal balances
Identifies where funds are coming from and how they will be used to improve the property.
Details how your borrower intends to cash you out
Found on the property’s Financial Statement
Found on the Property’s Financial Statement
Usually found on the property’s Financial Statement. If not ask the borrower or current occupancy owner for this information.
Will tell you if your sponsor knows what they are doing must add up!
Needs to be communicated clearly on the Executive Summary. Ask for it.
Tells you how the asset is performing today
Although it is essentially an educated guess, it gives you an indication of what your borrower is trying to get to after repairs, improvements
Will allow you to understand if the property is over leveraged or not, and allow your Fund Manager to structure financing accordingly.
Needs to be provided on an itemized list format from your borrower.
Will allow you to understand if this deal is a viable opportunity. Can they refinance or sell it later?
Annual $ Figure
Annual $ Figure
Lien Position (1st, 2nd, Mezz...) Loan Amount ($) Interest Rate (%) Term (Years)
Repair / Improvement Cost ($)
Narrative
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How To Structure Your Own Trading Desk Intelligent Assistant Service from Intelligent Office®, customized for Dandrew Media™ Every call is answered live by Dandrew-trained receptionists during all business hours from the East Coast to the West Coast.
Proprietary Scripts Written By Dandrew Media To Give Your Business The Perception It Needs “Mike is off the desk now, is this about a trade you’re looking to do?”
Callers are screened and assisted per specific instructions provided by Dandrew Media and customized for your organization.
Proprietary Scripts Written By Dandrew Media To Give Your Business The Perception It Needs
Calls are connected and announced to you and your associates in real-time. These calls can be routed to every employee or overeas VA in your company.
How This Works For You
You will be on the line with the receptionist first -- she will tell you who is on the line and what the call is regarding. If you want to take the call, we will instantly and seamlessly connect you to your caller. If you do not want the call, we will deliver a brief message to the caller on your behalf and capture any mes-sages from the caller.
Let’s Face It, Some Area Codes Are More Attractive Than Others
Having a 310, 646 or the highly coveted 212 Area Code tells banks and other capital providers you’re a player. A 515 area code, perhaps not so much… Your company can choose phone numbers in any area code. Toll free numbers are also available, an ideal solution to all overseas Dandrew Intermediaries.
!
provided on an itemized list format from your borrower.
Go To www.DandrewAnsweringService.com Now For Area Code Availability And To Properly Start Your Trading Desk.
Some Area Codes Are Very Hard To Get. Check In To See The Availibity Of The One You Want Now.
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WHAT YOU NEED TO KNOW
SCENARIO
Common Distressed Transaction Scenarios in Commercial Real Estate OVERLEVERAGED
PURCHASE
REFINANCE
DISCOUNTED PAY OFF’S (“DPO’S”)
• Owner paid too much
• Most likely will be an REO trade
Could be performing: bank wants to move off their books (aka “move balance sheet”) Reasons: Mitigate Exposure to: 1.Borrower 2.Asset class/sub asset class 3.Geography 4.“Scratched and Dented”
Borrower/Sponsor has already negotiated a discount and needs financing
• How long have they been looking for new financing?
• Does Borrower/ Sponsor have a term sheet from lender in hand stating price and terms?
• Most likely behind in payments
• If behind, how many months? • Has only legal been filed? (BK, NOD) • Have they tried to get financing? • Who is being good? Lender(s) or Owners/Sponsor s?
• What is the buyer purchasing? Note? Real Estate/ REO? • In the capital stack, is first trust deed assumable? (CMBS) • Stabilized or Value-Added play?
• Is/Are the lender(s) willing to discount pay off (”DPO”) **Any legal been filed? **If so, what? (BK, NOD)
BANKRUPTCY
• Must be Chapter 11 if borrower is requesting debtor-inpossession financing • Last gasp of the borrower-usually in an attempt to “cram down” lender(s)
• Timeline. Is there a short fuse? Has the borrower shopped this around? Any color?
• What is the Debtor’s (Borrower’s) reorganization plan? • What will the proceeds of a DIP loan be used for? *Is the asset (SPE) in a bankruptcy or is BK just an idea at this point?
• Any promises lender made to borrower?
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The Deal Decision Tree
Does this deal fit my fund manager’s lending parameters? YES
NO Is it worth risking my Reputational Capital with my Fund Manager? (Meaning: will I look foolish for sending it.)
Why am I really sending this deal to be funded? Is it worth risking my Reputational Capital?
NO
YES
NO
Am I sending this to my FM because it is a great story or because I am being pressured by someone else?
PRESSURE
If I had the money to lend, would I fund this deal personally?
STORY
Is this a great story that I can communicate clearly.
Why am I getting into this? Is there something I don’t know about? Is my borrower really qualified?
NO
Am I getting all the information I need from my borrower or broker?
YES What specifically doesn’t make sense? Make a list and get answers before proceeding.
NO
Does the story and do the numbers make sense?
YES Submit your deal!
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Where Do The Deals That Actually Close… Come From?
The Numbers Speak For Themselves:
DEAL SOURCING SUCCESS As % of Deals That Went To Term Sheet or Closed Includes: Bulk Asset Trades, Commercial Capital Placements 2013 YTD
24% Smaller Comm Banks
1%
LinkedIn Targeted Groups
18% Grownup Conferences
1%
Realtors®
1%
55%
Loopnet Brokers
About a month ago, we realized where the most solid, money making deals came from and LinkedIn® Leaders was created to give you an unfair advantage over every single one of your competitors – most of whom have many more years of experience than you do.
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The Simple Way To Attract Massive Deal Flow
Imagine you roll out of bed and run through your morning routine… You fire up your computer… and find several “big fish” deal opportunities waiting in your inbox
$312,000… $750,000… $1.2 million… you calculate your commission and get excited because… You simply reach out into your network of capital providers, investment bankers, hedge fund managers, bulk asset buyers and easily put together the funds necessary for each deal…
And what’s more… you’re finished before breakfast. This is not a fantasy. This is real waking life and, in fact, it’s happening every day for anyone in the know and those who are dialed in. Dear Matchmaker, I’d like to send you a copy of a unique -and invaluable- toolkit. It’s called LinkedIn® Leaders™ and it guides you through the right (and the wrong) ways to build credibility, prestige, and trust in this high-dollar industry. You’ll find a direct path in making certain that your profile clearly shows that you are a person of wisdom, authority, and character. With this limited release, you can build your reputation and showcase all of your favorable attributes for less than a fraction of what you would pay for a copywriter to ghostwrite all the right words for you, perhaps incorrectly! This invitation isn’t for the LinkedIn general public or people who hate to get their hands dirty. It’s for the rest of us. It’s for the everyday investor who works hard for a living (and wants to live better.) It’s for the investor who knows that the deal making and marketing landscape has shifted dramatically. The Reality is harsh. In this business, like any other profession, there are those cocktail terms that you must throw out there, correctly, that are the equivalent of a dog whistle for Wall Street bankers.
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The Simple Way To Attract Massive Deal Flow
And unless you worked at Goldman Sachs, Bain, or for George Soros, you’re automatically disqualified. The only reason you log into LinkedIn after you create your profile is to sift through the weeks and months of connections and invites you've been spammed with over time that add no value to you. …No one browses LinkedIn like they browse Facebook on their lunch break. …No one follows their dream employers' pages like they do their favorite sports teams. …No one comments on "status updates." Most people have never even heard of anyone, even in passing, that has gotten a job from LinkedIn. Let that point sink in. The reason most of us signed up for LinkedIn and voluntarily posted our work history for the world to see is because we're holding out hope that perhaps maybe, just maybe, someone above us on the career ladder will happen across our profile and think, "Wow! This person is a star waiting to happen. I must do business with this person!” This has never happened. This has never happened because all the major players in every industry keep access to their professional networks incredibly small. And whether in real life or on a computer screen, they are not about to issue a hand-out. Consider the following… A complete lack of a LinkedIn profile sends a mixed signal. It may suggest, “I’m so successful and happy at my job that I don’t even notice that there’s another world out there.” Or it could signal that you’re technologically illiterate. And, like Facebook, there’s no good alternative for LinkedIn. You either use it or you don’t. Having a profile and not posting a profile photo sends a negative message. It may signal that you’re unprofessional or insecure about yourself. Or worse - it may signal that you spend more time lurking on the network rather than connecting.
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The Simple Way To Attract Massive Deal Flow
By contrast, a complete profile speaks volumes. A high-end proposal writer and presentation coach says, “I judge professionalism by profile completeness. That includes a nice headshot and a full listing of jobs and education for someone in corporate America… a cropped photo and one-liners for jobs for freelancers or creative types. Someone who has a professional photo and completed profile looks like an up-and-comer I can take seriously.” The wrong picture sends the wrong message. Too often, profile pictures look as though they were taken at a club or rave or on the beach rather than at a studio or in a professional environment. Anyone that does high-end deals knows how to spot details and can easily see the top of the umbrella of the Mai Tai that you’re holding, or that you cropped out some drunken friends. You’re not inspiring the wealthy funders to take you seriously as a dedicated individual looking to shake hands with established professionals. With LinkedIn® Leaders™ … …you’ll learn how to avoid sounding like a brag. (Words like “visionary” and “guru” are negatives.) …you’ll discover the “golden zone” number of connections to have so your profile is taken seri-ously. (Too few connections is a negative; you’re encouraged to get to triple figures in connection numbers as quickly as is reasonably possible…and we show you how.) And much, much more… Take these points for example: You need to have a large network so you can leverage it later. Imagine you just got laid off and you have just 10 people in your LinkedIn network. You suddenly realize that you should have invested more in getting to know people. So you start to add people like crazy to your network. Networks are not free. Reality check. Whether paying cash or offering that robust skill set of yours, networks take time and assets to create. When looking to meet with lawyers, realtors, and financiers, remember, they are not meeting with you to hold your hand and be your gratis guidebook to investing. These businessmen are looking for clients and money, so don’t go about wasting their time if you are merely seeking to further educate yourself. If you do, it is unlikely that these individuals will reply to your pleas in the future. Would you respond to someone pestering you and who just wanted information? I thought so. To avoid this, be prepared to invest some money to show your commitment to the relationship. Networks are investments and should be viewed as such.
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The Simple Way To Attract Massive Deal Flow
If LinkedIn doesn’t blacklist you for suspicious behavior, then the droves of new people you are inviting to your network will question your intentions. They might think, “I haven’t heard from this guy in 10 years, now all of a sudden he’s lost his job and wants to connect. What does he want from me?” It’s always better to dig your well before you need to drink from it. If you haven’t been building social equity with your network, you’ll have little to draw from later. So don’t wait until you need it. Build a strong network on LinkedIn now. Be active. Provide value. Stay in touch. LinkedIn® Leaders™ will also reveal how to avoid the common mistakes that almost everyone is making. We already mentioned not using a picture… and putting up the wrong picture… there’s also these vital tips: …put something in your status every few days to keep it fresh and show you’re active and engaged. No one will know what you’ve done if you’re not showing it off. …avoid the standard connection request and tailor your outgoing message so the recipient is sure to take notice. …energize the summary section of your profile as a way of selling yourself (it’s a onechance-opportunity to express your voice and personality.) In short… with LinkedIn® Leaders™ … …you’ll craft a profile that separates you from the other 238 million members (separating yourself from the noise only takes a few precious seconds.) Backdoor access to the most exclusive networks in the world does, in fact, exist… and LinkedIn® Leaders™ can give it to you. Where everyone else is building stock pages filled with boring predictable text, you will have an elite profile loaded with the industry speak that big players look for. Details on this and other choice marketing strategies are included in valuable infographics includ-ed in LinkedIn® Leaders™, filled with those sexy “cocktail terms” high-end bankers look for. If you’ve ever thought of creating a business where properties come in, you send one message, and the deal is done…this system can turn your dreams into reality.
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The Simple Way To Attract Massive Deal Flow
With LinkedIn® Leaders™ … …you’ll be re-introduced to the world’s largest professional network.
…when someone Googles you, your LinkedIn profile will likely show up in the first or second spot. …understand that potential business partners search for you before meeting you for the first time, or after reading an article that you were featured in, or when deciding whether to respond to your email. It’s all here. No other toolkit covers the world of business networking like LinkedIn® Leaders™. It brings the entire high-end business community, with all of its rich, rewarding, exciting opportunities, directly to your inbox day after day. And these are opportunities you can use. After going through LinkedIn® Leaders™, you can instantly begin to apply the strategies and tactics to your profile. Stay ultra-current…follow prominent thought-leaders…automatically connected…enjoy the most efficient way to manage your network…
remain
…understand how to take advantage of the business world’s ultimate personal branding platform. …these and many more exciting opportunities are available to you day after day inside LinkedIn® Leaders™.
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The Simple Way To Attract Massive Deal Flow
It’s A Different World You read about one side of the world of LinkedIn on sites like Forbes, Wall Street Journal, and Bloomberg. But there is another side of that world you can’t find out about by browsing websites, and certain-ly not by reading the trades. It is a world of opportunities for fun… pleasure… financial security… and high-end profits. It is a world full of things you can do to make your life more fun and more profitable. I must emphasize that this world of international opportunities is available to anyone… not just the established and the Ivy League educated. That’s one of the major reasons we published LinkedIn® Leaders™ … to show you how to benefit from the rich rewards of exclusive access to the financial heavy hitters. Consider the following: Forbes has this to say: “For most people, their LinkedIn profile isn’t just their online resume; it’s a window into their existence. It allows others to quickly find out about your background, your com-petence, your network and, above all, your sense of self.” This is precisely why LinkedIn® Leaders™ has been called the “Ultimate LinkedIn Toolkit.” It’s that…and so much more. It’s a toolkit for anyone who wants to improve his or her profile, be taken seriously when reaching out to financiers, and developing ongoing relationships circles of wealth. Yes, circles of wealth.
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The Simple Way To Attract Massive Deal Flow
For example, we are constantly researching the most profitable and attractive LinkedIn profiles all over the world. The only way to build the kind of trust that turns into a long-term relationship is 100% how you present yourself. One wrong word, one slip, and the door to that opportunity will permanently slam shut on you. Fortunately…we can help you partner in with the right funders at the right time. LinkedIn® Lead-ers™ will give you the full details. Everything you need to know…and what you need to watch out for. Discovering what not to do is worth the price of admission. You’ll discover all the common mis-takes that make people of influence avoid your profile completely. No, you don’t have to be rich and famous to rub elbows with the rich and famous. You just need to know how to walk the walk and talk the talk. LinkedIn® Leaders™ will hold your hand every step of the way. That’s why, for a very limited time, I’m proud to offer LinkedIn® Leaders™ to our current interme-diaries well below the traditional $5,000 private consultation call. You certainly don’t want to aimlessly contact the industry’s most prominent investors without being properly prepared. You only have one shot. We’ll teach you the correct methods of contact, allowing you to break through the barriers and immediately build the rapport necessary to get the money. That’s not all….Just for saying yes to LinkedIn® Leaders™, we will send you 5 (yes, five) of our highly-guarded in-house Interactive LinkedIn Groups Infographics.
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The Simple Way To Attract Massive Deal Flow
1. LINKEDIN GROUPS Joint Venture Capital & Institutional Investors Organizations which pool large sums of money and invest those sums in securities, real property and other investment assets are easier to access than you might think. This infographic is your easy-access pass to those key players.
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The Simple Way To Attract Massive Deal Flow
2. LINKEDIN GROUPS Institutional Bulk REO and Non-Performing Notes Connect with over thirty of the biggest investors in this high-profit category and spike your success. The players listed in this Infographic are waiting for you to contact them with your next big deal.
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The Simple Way To Attract Massive Deal Flow
3. LINKEDIN GROUPS Commercial Real Estate Finance Discover exactly who to contact to get your deals funded. Stop wasting your time with brokers who never follow through or banks that aren’t lending, and getconnected with the industry’s biggest players.
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The Simple Way To Attract Massive Deal Flow
4. LINKEDIN GROUPS – Residential Hard Money Lenders Secure traditional lenders, lock-in investors, and get that golden deal closed by getting fast access to over 65 residential hard money lender groups.
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The Simple Way To Attract Massive Deal Flow
5. LINKEDIN GROUPS – Commercial Owners and Operators Illustrates the top 20 public groups that every investor must join. Intelligently grouped into categories including: industrial, multi-family, retail and office. If you need to find an investor for your commercial project, then you’ve come to the right place.
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The Simple Way To Attract Massive Deal Flow
Are you starting to get it? LinkedIn alone accountsfor 55% of all closed deals. www.DandrewMedia.com
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The Simple Way To Attract Massive Deal Flow
If you aren’t taking advantage of this remarkable marketing avenue, then you’re throwing money out the window. These Infographics were specifically created to keep you organized by telling you exactly what to do and how to do it. Agonized over throughout development, these five Infographics categorize over 150 of the biggest players in the industry. The people you need. The people you would never be able to access on your own. Designed specifically to help you work smarter not harder, each Infographic is the ultimate desktop resource that you need to keep your pipeline full, deals progressing, and successful closes. As an added bonus, these colorful, user-friendly Infographics are designed to be printed out at an impressive size of 17” x 11” and hung on your office wall. It is important to note that each of these LinkedIn Infographics all have a crucial
time-
saving “point and click” feature
built into them so you can instantly join these groups. Simply open the PDF and just let your mouse do the work. A huge time-saver. This is all in an effort to support you and deliver you to your deal-making goals. If you have a deal, then we have your investor. Read that again. There are a lot of people with money out there waiting for the next big investment, and this is where you need to go to find them. This doesn’t have to be excruciating; you can have some fun with this. LinkedIn® Leaders™ will put you on the right path. To make our LinkedIn strategy for business development even easier, we’ve developed three Infographics that categorize close to 100 of the biggest players in the industry. You’ll never have to waste another minute with brokers who don’t follow through. You’ll never have to deal with banks who aren’t lending ever again. These remarkable Infograph-ics put deal sourcing success at your fingertips. It’s time to maximize your marketing efforts. Each of the 3 LinkedIn Groups Infographics is available for immediate digital download. You just point and click on each investor’s logo and you’ll instantly be taken to their LinkedIn page. Join these groups, follow the carefully written instructions, and the money will follow. For example…
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The Simple Way To Attract Massive Deal Flow
The PYRAMID OF PRIORITY Infographic is hands down your most informative blueprint for sourcing deals. It reveals the industry’s best tips and tricks for finding deals and how to build rapport with the people who are sitting on a gold mine. You can’t afford to go one more day with-out incorporating these techniques into your marketing plan. We nicknamed it the “sales desk espionage” for a reason. We cover every inch of the critical information. Real Estate Attorneys and CPAs, Residential Realtors, Residential MortgageBrokers, Title Companies, Special Servicers, Commercial Property Managers, “Big Boy” Industry Conferences, Commercial Brokers and Investment Sales Pros, all the way to the tip top of the pyramid… Small Community Banks.
We’ve left nothing out. Also included with LinkedIn® Leaders™ is the PROFILE WORKBOOK. You’ll find that when it comes to sourcing credible investors, our PROFILE WORKBOOK will provide you with the secret language needed to get past the velvet rope… and allow you to build rapport with this prestigious group.
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The Simple Way To Attract Massive Deal Flow
And to really drive the value up… the first 19 buyers get Sal’s own
LINKEDIN PROFILE
CRITIQUE CERTIFICATE. This is a rigorous end to end review of LinkedIn profiles that runs
north of $1,000 per consultation… and that’s cheap! Sal puts his highly valued time where his mouth is and reviews your finished LinkedIn profile personally. He’ll go over each section with a fine tooth comb. He will lend his critical eye to the text to make sure it reads as intended. Once finished, he’ll make adjustments where necessary and give it the same seal of approval he holds his team up to. All to make sure you meet the standard of any true high-end professional and make sure your profile stops people in their tracks.
That’s not all… There’s an infographic called “Good Bank/Bad Bank Recapitalization Model” where we give you the secret flowchart for how we structure joint ventures on nonperforming loans and REO assets. We make the process transparent for you here. Another valuable infographic is
THE MECHANICS OF HOW TO ASSUME COM-
MERCIAL LOANS. You’ll understand - in plain English - how to sort out the Holding Company, The Buyer, The Management LLC, and finally know where the seller fits into that puzzle.
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The Simple Way To Attract Massive Deal Flow
All of this information is required to rub elbows with the big players on LinkedIn and these flow charts, infographics, and workbooks equip you with the quick-reference easy-to-grasp knowledge necessary to make them feel as if you’ve spoken this language for years. Now, in this brief letter, we have only been able to skim the surface of the opportunities…pres-tige…and money-making marketing strategies presented in each and every section of LinkedIn® Leaders™. And for every topic covered, LinkedIn® Leaders™ surveys the best insider informa-tion available… from private firms to our independent analysis. On promoting yourself, for example, LinkedIn® Leaders™ tells you what to say so you don’t turn your prospective business partners off in the first message. It would cost you thousands of dollars to get this advice on your own. But this information comes to you in simple, concise form as part of LinkedIn® Leaders™.
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The Simple Way To Attract Massive Deal Flow
The same is true for all the subjects LinkedIn® Leaders™ covers. You get information that would normally cost you tens of thousands of dollars annually and take hours and days of your time to compile - if you had to arrange it all on your own. We put you in touch with the most reliable network of correspondents throughout the world. Investors from every corner of the country. We make sure you have the firsthand, unbiased information you need to benefit from your arrangements with these financiers. Simply put, LinkedIn® Leaders™ can change your life. By giving you more options, more alterna-tives in the way you structure your deals…and the class of deals you do. And even if you never take advantage of every section inside LinkedIn® Leaders™, you’ll still find it well worth the price. You see, LinkedIn® Leaders™ is loaded with so much information that you could apply a few of the ideas, tweak your profile slightly, and begin to see a major change in how the LinkedIn community responds to your profile. LinkedIn® Leaders™ is your passport to a brighter, more exciting future. Take advantage of this special opportunity to broaden your network and increase your net worth. Remember, this offer is exclusive and extremely limited. LinkedIn® Leaders™ will not be available to the general public. Here’s how to get yours… As I promised, you’re not paying anywhere close to $4,997 (Even though by now I’m sure you’d agree it’s a fair price.) In fact, I’m not even going to ask you to pay $3,897 You’re not going to pay $2,797 Not $1,697 Not even $597
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The Simple Way To Attract Massive Deal Flow
I want you to put LinkedIn® Leaders™ to work for you right now…start securing your financial future…and all I’m asking for is... $197 Get started right now. Click the big "Get Instant Access" button below. You’ll have instant access to everything you need. I’m sure you will agree that $197 is an incredibly low price for access to a network of capital providers, investment bankers, hedge fund managers, and bulk asset buyers. Remember, the only reason you’re receiving such a generously deep discount is because you are a current Dandrew Matchmaker and part of a very small list of recipients numbering around 10,000. Remember, the only reason you’re receiving such a generously deep discount is because you are a current Dandrew Matchmaker and part of a very small list of recipients numbering around 10,000. This offer is not extended to the general public yet and will only be offered to the first 100 action-takers. This is your personal invitation. Don’t close the page and “think about it.” Don’t put this off for even a moment. Take action right now and start applying the lessons inside LinkedIn® Leaders™ to your pages now.
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The Simple Way To Attract Massive Deal Flow
If you aren’t making the kind of money you want to on LinkedIn then it’s simply because you are not plugged into the most wealthy buyers and networks. Your success in real estate is directly correlated to how much “juice” you have in your business relationships. Being able to send a message and get an actionable response will make you wealthier beyond your wildest dreams. This is what wealthy people do. It’s not what you know, it’s who you know. Now its decision time, and this could be the most important decision of your life. You’re at a crossroads right now and you’ve really just got two options. Option one is for you to leave this page, ignore that feeling deep in your heart, go back to the frustration and the struggle you feel now, a life where business networking is confusing, where you blow your only shot to get to know a key financier, where you give your time and effort to the wrong sections of LinkedIn and end up broke and beaten and sad. What happens if you do nothing? Absolutely nothing will change. Your profile will remain the same. People will continue to look over you. You’ll keep scratching your head in confusion and frustration will continue to be a burdensome weight on your shoulders. You will continue to get poorer and slide farther into debt as the value of an hour or a year's worth of work will always continue to get eroded by inflation and you won’t be able to save a single dime. Unfortunately, today, the biggest losers are the ones scrounging to save. You can do that if you want to, but if you’ve gotten this far into this message you know what you’re doing now just isn’t working. You can feel yourself yearning for more and you deserve more. You know there is more for you out there. Because, in truth, successful people always find a way to get ahold of things that are just out of reach. And you know the only difference between the rich and those getting poorer is learning how to leverage their networks - and using it to their benefit and advantage.Y ou can feel yourself yearning for more and you deserve more. You know there is more for you out there. Because, in truth, successful people always find a way to get ahold of things that are just out of reach.
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The Simple Way To Attract Massive Deal Flow
And you know the only difference between the rich and those getting poorer is learning how to leverage their networks - and using it to their benefit and advantage. Which brings us to option two, and that is to take one tiny action today that will have an incredible and lasting impact on the rest of your life. Simply click the “Add To Cart” button below right now, enter your credit card information, and dive headfirst into this incredible step-by-step system. Feel the change in yourself as you wake up to the truth about exactly what key players on the funding side of real estate look for. Get the truth about how it all works.
Imagine being a person of prestige, importance, and power, because when you tell a key investor that you have properties, they jump. No hedge fund manager ever looked down on an investor making him money - EVER. But just like trying to impress your friends by telling them that you know Portuguese, you better know how to talk the talk.
Transform the way you look online. The lessons are available and are only a click away. You’ve been looking for something, anything, to make the kind of lasting change you have been desper-ately searching for. Again, all you have to do is click the button below.
Because if you can't afford it, you don’t want to be speaking with the people running massive hedge funds anyway. This high-dollar business just isn't for you. We only want to work with the best. If you need $20,000 to lock up an apartment complex that was going to make you $300,000 or even $500,000, would you walk away or would you strategize to find a way? The only thing stopping you is the money. You might not have $500,000 just lying around; however, the people LinkedIn® Leaders™ will introduce you to definitely have the cash. With the know-how included here, these opportunities will almost magically appear because you finally have the backing you have so desperately needed.
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The Simple Way To Attract Massive Deal Flow
Click the “Add To Cart” button now, and get started on the rest of your life. Do it right now. You’ll thank me later when the deal flow starts coming in fast and furiously. If you’ve ever had trouble getting capital providers, investment bankers, hedge fund managers, bulk asset buyers or any other high profile financial figure to take you seriously… cure
Borrow my credibility and let me be the third-party endorsement you need to get in with the big players. that problem today, right now, with LinkedIn® Leaders™.
Say yes to LinkedIn® Leaders™ and try it for yourself, now. One more thing… the cost of developing this knowledge? Frankly, it’s the cost you pay to go to the “right” schools. The top universities can help grease the wheel and land you a job at top tier investment banks in order to get you in behind the velvet rope to learn the secret language, cultivate the contacts, and get the hands on know-how. It requires trust, commitment and tenacity. That’s what LinkedIn® Leaders™ gives you. Like a simple dog whistle that doesn’t cost much to produce, but takes years of time, effort, sweat and resources to get the perfect pitch. LinkedIn® Leaders™ is your dog whistle for qualified borrowers, buyers, and high-net worth investors. It’s also important to note that your purchase of LinkedIn® Leaders™ may be tax deduct-
ible.
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The Simple Way To Attract Massive Deal Flow
4. SPECIAL BONUS FROM SAL FIRST 48 HOURS ONLY Sal will really put his highly valued time where his mouth is and will review your finished LinkedIn Profile with his critical eye, sprinkle his pixie dust if necessary, to make sure you’re looking good and your hair is in place… No crying. No saying you’re my Mom. Just take action.
Limit 1 Review Per Matchmaker Via Email Only.
Value:
$1,000.00 /hour.
Total Real World, No BS Value: $2,485.00 New Matchmaker One-Time Pricing:
$397.00
$197.00 Click Here To Go To www.LinkedInSpecial.com To Take Advantage Of This Limited Time New Matchmaker Pricing Available Only In This Owner’s Manual.
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Understanding The Commercial REO Process If a lender is successful in a foreclosure sale, avoids a borrower bankruptcy, and “bids the property in”, otherwise known as a “credit bid”, then the property becomes REO (Real Estate Owned) on the lender books.
If lenders are regulated (FDIC Insured), they will be forced to take a larger write down once the property becomes REO. Lenders cannot sustain large REO portfolios, as they will require greater amounts of capital.
FINANCING REO
If a lender is non-regulated (private), they do not have capital charge issues, but they will have non-earning asset on their books.
Many lenders will provide financing to those who buy their REO properties. Typically the buyer will need to put at least 20% down to qualify as a true sale.
The amount of REO a lender can afford to have is directly related to the lender’s net worth and liquidity. Most lenders seek to sell their REO assets quickly, in order to free up cash.
Lender REO financing is typically best financing for an REO asset.
the
SELLING REO There are numerous ways lenders can sell REO properties. Lenders can hire a third party broker to list the property for sale: in these cases, the property is for sale like any other. The exception is that the buyer knows that the seller has motivation.
NEGOTIATED SALE
Prior to the lender hiring a broker, it is possible to negotiate a sale directly with the lender. In order to do so, one must have a relationship with the lender and know their REO portfolio. Many times, the lender wants to move the property quickly and once they have foreclosed, they will hire an auction company to sell the property.
AUCTIONS
ABSOLUTE AUCTIONS
Many auctions have reserve prices or minimums, which the lender will not disclose. Unless the auction bids exceed the reseve price, the lender will not sell the asset. These are auctions without a reserve price. They are sold to the highest bidder. This refers to the condition of the asset.
“AS IS, WHERE IS”
In most lender sales, whether negotiated or auctioned, the sales are “as is, where is.” This means that the lender is not providing any reps or warranties as to the condition of the asset (buyer beware). The only rep typically given is the lender is holding clean title.
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Understanding The Commercial REO Process
Where All Problems In Commercial Real Estate Can Be Traced Back To
DEBT: Maturity Defaults, Term Defaults, 3rd Party Stress, Bank Regulatory Stress (40%)
ASSET: Asset Not Attractive, Key Event Didn't Happen Such As Leasing Opportunities With Key Tenants, Occupancy Problems (30%)
SPONSOR/OPERATOR LEVEL: Weak, Inexperienced Operators, Absentee Owners (20%)
EQUITY: Equity Holders Looking To Get Taken Out, Preferred Equity, Subordinated Equity Defaults (10%)
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1. Professionally Written Website Complete with Private Lenders Network Forms for Credibly Soliciting Capital. The cardinal rule in raising capital is specificity. Specificity will get you funded. Included in these web pages are also forms telling any prospective investor who may want to invest alongside you that you know exactly what you are doing, because you lay out a tremendous amount of detail on your website here. Crafted by Wall Street professionals, this is all you need to have a credible online “storefront”. All pages and forms are editable to suit your needs.
2. Complete Marketing Collateral Kit with Brochure and Folder The documents you send to prospective clients and investors are a reflection of you. This brochure and its folder are designed to make you look more experiened than you probably are in front of people in the industry and solicit private capital with your Microsoft Power-Point Deck Set. This 8-page brochure, professionally written by an industry veteran - makes a statement about what your business is and how your clients or prospective investors can benefit from working with you. These have proven to be quite effective in any environment; whether it’s at an industry conference such as the ICSC or at a local Realtors® office.
This brochure packet is your first line of attack when establishing credibility and sets you apart from your competition.
3. Business Cards Commercial and residential are two entirely different businesses, and as such, have different participants. Provided here are two (2) separate formats for you to chose from. Choose one or both. These cards make the statement for you be taken seriously in this high-dollar business. Using a “We Buy Houses” business card with a phony hundred dollar bill on it in this industry will at best get you laughed at, or at worst, universally ignored. Please don’t do that to yourself.
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4. Post Card Sequence Designed to be explicit, these post cards tell your bank or borrower exactly what you do and how you can help them. Many Dandrew Intermediaries have forged several long-standing relationships as a result of using this post card sequence that has opened their doors to new streams of deal flow. These cards have proven time after time to be the cards that most clients will keep.
5. Private Banker PowerPoint Deck Set If you’ve been a real estate investor for any considerable amount of time, you’ve probably gained some notariety among folks who trust you, such as your friends and family. And to your advantage, many retirees and stock market inves-tors have lost all confidence in the stock market and are now looking for more intimate ways of investing their money along-side folks they know and trust in deals close to home. These are folks you definitely want to look good in front of, so we’ve prepared these resources for you to use over and over again. The Private Banker Deck Set contains two (2) professionally written presentations to be used to cultivate capital credibly:
1. Real Estate Syndication In Plain English Most folks don’t understand or don’t care to understand the jargon that we use in the industry. This presentation tells them all they need to know; if they give you money, where does it go and how do the profits come back to them. You’ll want to use this on your first meeting with them. 2. The Project Deck Once you have a deal lined up that you want to pitch to them (and only when you have a deal lined up), you’ll use this slide deck that will explain to them the key points on your deal. Simply fill in the blanks as instructed and you’re ready to raise money without worrying about getting laughed at or talked about behind your back...
Go to www.PrivateBankerIdentityKit.com to get your business storefront opened now. www.DandrewMedia.com
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4. Post Card Sequence Designed to be explicit, these post cards tell your bank or borrower exactly what you do and how you can help them. Many Dandrew Intermediaries have forged several long-standing relationships as a result of using this post card sequence that has opened their doors to new streams of deal flow. These cards have proven time after time to be the cards that most clients will keep.
5. Private Banker PowerPoint Deck Set If you’ve been a real estate investor for any considerable amount of time, you’ve probably gained some notariety among folks who trust you, such as your friends and family. And to your advantage, many retirees and stock market inves-tors have lost all confidence in the stock market and are now looking for more intimate ways of investing their money along-side folks they know and trust in deals close to home. These are folks you definitely want to look good in front of, so we’ve prepared these resources for you to use over and over again. The Private Banker Deck Set contains two (2) professionally written presentations to be used to cultivate capital credibly:
1. Real Estate Syndication In Plain English Most folks don’t understand or don’t care to understand the jargon that we use in the industry. This presentation tells them all they need to know; if they give you money, where does it go and how do the profits come back to them. You’ll want to use this on your first meeting with them. 2. The Project Deck Once you have a deal lined up that you want to pitch to them (and only when you have a deal lined up), you’ll use this slide deck that will explain to them the key points on your deal. Simply fill in the blanks as instructed and you’re ready to raise money without worrying about getting laughed at or talked about behind your back...
Go to www.PrivateBankerIdentityKit.com to get your business storefront opened now. www.DandrewMedia.com
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Simple Profit Participation Structures Income Kickers vs. Equity Kickers INCOME KICKERS
EQUITY KICKERS
Share in the increase in the gross monthly income of a property or a portfolio of assets (i.e.: REO, NPL, PLs).
Share in the increase in the value of a property or a portfolio of assets (i.e.: REO, NPL, PLs).
Governed usually by the Operating Agreement of the LLC that holds the assets. Strategy is to allow the borrower or sponsor to be profitable faster by minimizing the monthly debt interest burden by sharing a percentage of the gross proceeds of the income with the lender. Intermediaries can use this to supplement their fees in a variety of ways
Governed usually by the Operating Agreement of the LLC that holds the assets. Profit is realized only when property or parts of a portfolio is either refinanced or sold and after the existing debt is paid off. Steady Weath Creator: Intermediaries can own an asset without all of the burdens of ownership.
These strategies are designed strictly to allow qualifed sponsors and borrowers to get into deals that they may have otherwised turned down due to a high debt service.
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