MAREI May 2013 Newsletter

2013 RE investment News

RE investment

NEWS May 2013

FINANCIAL FINANCIAL FINANCIAL

PLANNING FOR PLANNING FOR PLANNING FOR

YOUR FAMILYYOUR FAMILYYOUR FAMILY

S t r e t cS t r e t cS t r e t c hhh YourYourYour Self Directed IRASelf Directed IRASelf Directed IRA

What is a Self What is a Self What is a Self

Directed IRA?Directed IRA?Directed IRA?

Building WealthBuilding WealthBuilding Wealth

To p R e a l E s t a t e To p R e a l E s t a t e To p R e a l E s t a t e I n v e s t i n g S t r a t e g i e s I n v e s t i n g S t r a t e g i e s I n v e s t i n g S t r a t e g i e s f o r G r o w i n g y o u r I R Af o r G r o w i n g y o u r I R Af o r G r o w i n g y o u r I R A

2 RE investment News 2013

The Mid-Wests Resource for Real Estate Investors Rental Property Owners Apartment Owners Industry Providers Based in the Kansas City Metro

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cover story

22

Financial

Planning

For your Family Stretch Your Self Directed IRA

10

Building Wealth Top Real Estate Investing Strategies for Growing Your IRA

8

What is a Self Directed IRA What are the Basic Benefits and Why Do Yu Want One!


6

March Market Report Is it a Flat Market?

6

Websites Top 5 Capturing Larger Share of Real Estate Traffic

7

Social Media Protect Your Company

7

Small Steps To New Strategies 14

One Day Turnover 12 Easy Steps to Rent Up Unit

16

Fight Global Warming Homeowners battle with Old A/C Maintenance

20

Don’t be a Creep When Personalization gets Creepy in Direct Mailing Pieces

38

Wholesale Real Estate Getting Started Investing

Regular Features

18 Member Benefits at a Glance

28 KCInvest Properties for Sale

30 Monthly Meetings & Events

April 2013

PUBLISHER Kim Tucker

ADVERTISING INFORMATION 913-815-0111

[email protected]

RE INVESTMENT NEWS IS PUBLISHED IN ASSOCIATION WITH

MID-AMERICA ASSOCIATION OF REAL ESTATE INVESTORS

P.O. Box 8685

Prairie Village, KS 66208

www.MAREInet.com

913-815-0111

DISCLAIMER Mid-America Association of

Real Estate of Investors and

the RE Investment News does

not exist to render and does

not give legal, tax, economic

or investment advice and dis-

claims all liability for the

action or inaction taken or

not as a result of communica-

tions from or to its members,

officers, directors, employ-

ees and contractors. Each

individual should consult

his/her own counsel, account-

ant and other advisors as to

legal, tax, economic, invest-

ment and related matters con-

cerning real estate and other

investments.

The views and opinions ex-

pressed by authors of arti-

cles contributed to this

newsletter do not necessarily

reflect those of the associa-

tion, the board of directors

or the staff.


Welcome to

RE Investment News

The media keeps hyping everything: jobs or the lack of them, the

budget or the sequester, the shadow inventory and more. But de-

spite the media, families keep going and plugging along. Things

do seem to be getting better, just at a very slow pace.

Families are working to build up the nest egg and many are very

cautious of the traditional savings institutions that pay minimal

interest for bank CDs. And are often afraid of the stock market

because of the huge losses in the past few years with mutual

funds, stocks and bonds despite their rebound.

Real estate is holding up as an incredible opportunity for industry

insiders to buy portfolios of bank owned properties or non-

performing mortgages. But for the little guy and gal, there is also

huge opportunity in buy and hold properties, performing and non-

performing notes, rental property and seller financing.

Those in the know have the ability to invest their hard earned

funds in real estate to generate more income. Those in the know

have the ability to invest their retirement funds in real estate as

well.

One of the best kept secrets is the Self Directed IRA and 401k that

will allow those in the know to invest retirement funds in Real

Estate and Notes as well as just about anything that one can invest

money in.

Hard working Americans can start retirement funds or roll retire-

ment funds over into accounts with qualified custodians and use

those funds to become the bank for other investors, buy real es-

tate, buy mortgage notes and even invest in the stock market.

In this months issue of the Investment News you will read about

methods of investing in real estate as well as a focus on the Self

Directed IRA strategies to create a more secure financial future for

American families. At the May monthly meetings of Mid-

America Association of Real Estate Investors you will have the

opportunity to learn first hand from experts as well as real live

local investors how to utilize Self Directed IRAs to invest in Real

Estate. Last, be sure to check out the MAREI Blog as Facebook

page through out the month for further educational information.

Then take this information, perform your due diligence and build

your families wealth with a Self Directed Retirement account!


Short Takes

1. Zillow: With 11.39% of Market &

49.9 million total visits

2. Truia: With 7.72% of Market &

33.9 million total visits

3. Realtor.com: With 6.56% of Mar-

ket & 28.8 million total visits

4. Yahoo Homes: With 4.34% of

Market & 19.0 million total visits

4. Homes.com: With 3.92% of Mar-

ket & 17.2 million total visits Source: Experian Marketing Services

Websites

Top 5 capturing larger share of real estate traffic

5

March Real Estate Market Report

Neither Buyers or Sellers Favored

Kansas City Regional Association of REALTORS® reports that inventory is down and prices are up across the metro area.

Sale Price: All counties experienced an increase in the average sale price of existing homes and new homes were up in Cass, Johnson, Miami and Platte Counties over last year. Overall both showed a 5.7 increase over March 2012.

Home Sales: All counties experienced an increase in the total number of existing homes sold at 7 percent as well as new homes at 11 percent with an over all increase of 8 percent this March over 2012.

Home Inventory: Existing home inventory is down by 17 percent and new homes are down by 9 percent with an overall decrease of 16 percent from March 2012.

Pending Sales: Are about the same with existing homes down 2 percent and new homes up 4 percent, giving us an overall increase of 1 percent.

Supply of Homes: Supply of homes is the calculated by dividing inventory by the 12 month average number of sales. A 5 to 6 months supply is a “balanced” market. Existing homes have a 5.3 month supply and new homes are at a 5.5 month supply with an over all 5.3 supply putting us in a balanced market favoring neither buyers or sellers.

The decrease in inventory could be contributed to less bank foreclosures on the market and with less foreclosures on the market, prices are up.

Read more about market data at www.KCRAR.com


Short Takes

Social Media

Protect Your Company

Social Media is a vast new world of communications for very little cost. Be sure to take steps to protect your company.

Follow a Security Plan You don’t want to release confidential or sensitive infor-mation or allow hackers to gain access to protected information. Is computers encrypted to protect your and client data.

Emergency Plan Do you have a plan in place just in case you get hacked, a com-puter gets stolen and a list of steps that must be taken in case of a breach in data.

Terms of Use / Privacy Policies Do you have policies in place that govern how your company interacts with users of the website. Remember that you need to continually update security so don’t promise something that you cannot keep.

Social Media Policies When hiring remember there is often information on social media that you cannot consider when hiring, so be sure you have procedures to ensure you are not basing hiring on social media data. Also companies can be held liable for comments employees make, so be sure to have policies to monitor employees.

Regular Training Managers should know and understand employee privacy rights, laws against discrimination, labor laws and other laws regarding communi-cation. Using the internet and social media should be a part of new-employee and on going training to protect the employee and the company.

““A real decision is measured by the fact that

you’ve taken a new action. If there’s no action, you haven’t truly decided.”

- Tony Robins

“The number of times I succeed is in direct pro-portion to the number of times I can fail and keep on trying.”

- Tom Hopkins

Small Steps

To New Strategies

The real estate industry is always changing.

What worked yesterday may not work today

and we may need to implement new strategies

to compete.

Take a Course: Attend a training work-

shop and learn not only from the instruc-

tor but talk to your fellow students. Be

sure to take notes that you can bring back

to your business and implement. If you

purchase a home study course be sure to

open it up and work through it step by

step.

Action Plan: After your live course or as

you work through a home study course,

break it up into manageable sections.

Create an implementation plan, get that

section working and then move on to the

next section.

Test and Evaluate: What works for

someone else will probably work for you.

But your knowledge and experience may

implement in a different way. So track

success with the new strategy and make

changes as needed.

Analysis Paralysis: Don’t let all the new

ideas paralyze you into doing nothing.

Select just one item and implement it,

evaluate it, and make it yours. Then go

back to the training and select another

item to put into action.


Article

What is a Self Directed IRA or Real Estate IRA? What are the Benefits?

With a self-directed IRA an investor has many more options

beyond stocks, bonds and CDs allowing you to diversify your

IRA portfolio. You are not limited to the narrow investment

options of banks and brokerages. You can select how to

grow your IRA funds, based on your own expertise, in areas

such as notes, real estate, private funds or precious metals.

A real estate IRA is simply an IRA that holds real

estate.

The real estate IRA is that the investor is able to

invest in what they know: Real Estate and related

investments.

With the wider variety of investment choices of the self-

directed or real estate IRA, you have the ability to combine

the great tax advantages with your own expertise or the ex-

pertise of others to build your wealth more effectively than

with traditional investing options.

Those that understand flipping houses or holding rent-

als, you can leverage that knowledge.

If you understand the rules of lending in your state, you

can use your IRA to be a lender.

If you found a solid company raising capital, you can

invest in that company.

With a self-directed IRA you are not limited to only the offer-

ings of the IRA custodian, you can virtually invest in just

about everything, including stocks and CDs. By selecting a

qualified third party administrator and opening a self-

directed IRA you have the ability to invest in things you

know and understand: real estate, notes, apartments, op-

tions, gold, oil, stocks, bonds and more.

Explore your options today

Most people have their local bank or brokerage or a compa-

ny selected by their employer to hold their IRA or other re-

tirement fund. If you ask these traditional custodians about

investing in real estate, more often than not they will tell you

it is not an option. Why? Because they don’t offer that op-

tion, they would loose your business to another custodian,

so it’s easier to tell you know. However, IRS regulations do

in fact allow IRA and 401k account holders to invest in just

about anything as long as you have a qualified third party

custodian and administrator holding the funds.

You can start a traditional or Roth IRA or other savings ac-

count. You can roll over all or part of an existing fund with a

traditional company to a self-directed custodian. To get

started make a search online for “Self Directed IRA Custodi-

ans” and do your homework. Also through networking, ask

for referrals for companies as not all self-directed custodi-

ans are created equal.

http://www.theentrustgroup.com/plans


Real Estate Investment Funds Build Your Own Bank

Get Your FREE Real Estate Partnering Report Today!

Partnering Report

Download Includes:

Educational insights into how you

can purchase property with a self-

directed IRA by partnering with

other investors

Examples of the different ways

you can partner an IRA

Rules of partnering

A partnering case study

www.theEntrustGroup.com

SAVE THE DATE

Patrick Hagen Business Development Manager

From the Entrust Group

Guest Speaker at MAREI’s Northland May 2nd Meeting

www.MAREInet.com/KCnorth


Top Strategies


Patrick Hagen Business Development Manager and Self Directed IRA Expert from the Entrust Administration

“Self-direction is a key component to true

retirement plan diversification. I hope to use

my expertise in the industry to help

investors in the Mid-West understand how

to diversify their retirement options and

better position themselves for retirement.”


Top Strategies


There is no “one-size-fits-all” strategy for successfully growing your self-directed IRA with real estate investing.

What will work well for you may not be the best option for someone else. The best strategy for you will de-

pend on your own personal situation and your own knowledge of how the various strategies work. Knowledge

of the various strategies will help you determine how best to move forward.

Building

Wealth TOP REAL ESTATE INVESTING STRATEGIES

FOR GROWING YOUR SELF DIRECTED IRA

With the repeated extreme ups and downs of the stock market, more and more investors are turning to

self-directed IRA options for their retirement accounts. Many of these investors know that the opportu-

nities for investing in real estate are phenomenal right now, however each one is going to have a dif-

ferent set of goals with their IRA and different tolerances to risk when it comes to investing.

Some folks are looking to build their IRA with the purchase and rental of residential properties. Others

want the cash flow income, but not the issues of being a landlord. Others want to build their funds

quickly and there are options for all of theses strategies.

Let’s take a look at some of the top strategies to build wealth in your Self Directed IRA. Note we are

going to shorten this to SDIRA

Real Estate Fund

For the investor who already has a substantial amount of money in the SDIRA and wants to earn a re-

turn on investment with out the hands on work, there is a Real Estate Fund. These funds range from a

large Real Estate Investing Trust (REIT) or a small private placement, that allow the investor to pool

Real estate with out a self directed IRA is just Real Estate. Combine the two and you have MEGA Real Estate, do not overlook the power of this wealth building tool."

Thomas Travers Real Estate Investor and Real Estate Broker Entrepreneur About Houses, LLC


funds with other investors into a di-

versified portfolio of real estate activ-

ities manages by the Fund. These

Funds offer a variety of returns

based on the strategy and risk,

some examples include funds to buy

and hold properties for cash flow

and long term appreciation, others

offer hard money lending to other

investors for higher returns in the

short term, others might invest in tax

deeds or trust deeds.

The more diversified the fund is into

a variety of activities, the potentials

for good returns with out a huge risk.

Other funds might focus more on

one particular area for higher re-

turns, but could have a potentially

higher risk.

Private Lending

Another strategy for the investor

who wants to earn the returns with

out the time commitment of chasing

down deals is the option of becom-

ing a private lender. The private

lender options can range from short

term hard money loans to investors

with higher turn over and higher

rates to the long term notes. By be-

coming the bank, the SDIRA can

earn points and interest while the

borrower goes out and puts the

deals together.

So for example if there are two in-

vestors Bob and Jack at the local

Real Estate Investor Association

who find each other and note that

both Bob and Jack have SDIRAs

and both are successful rehab in-

vestors with different models. Bob

buys small houses to renovate, rent

and resell. Bob needs $20,000 to

$30,000 to put his deals together

and Jack’s SDIRA can lend the

funds for a few points up front and

10% interest.

Conversely Jack bought a house

and renovated it with $90,000 of his

own cash. He then sold the house

with a seller financed loan $120,000.

Jack got $20,000 in down payment

and received a $100,000 loan that is

to pay back over 30 years at 6% in-

terest.

With the $20,000 cash he got as a

down payment, he still has $70,000

of his own money tied up in the

house and if he waits will make a

substantial return through the pay-

ments he receives every month.

But Jack wants to go buy and reno-

vate another house, and needs that

$70,000. So he goes to Bob and

sells Bob’s SDIRA his $100,000, 30

year, 6% interest note for $80,000.

So if we add up the numbers Jack’s

initial investment was $80,000, he

got $20,000 down and another

$70,000 for selling the note to Bob’s

IRA, leaving him a profit of $10,000

and money to go invest again.

Jack’s IRA has a long term cash

flow of 30 years coming in at 6%

interest, which is actually a bit better

yield if you consider he purchased

the $100,000 note at a discount.

If we compare these Jack with the

short term loan has a higher return,

but his IRA will have more transac-

tion fees and down time if he keeps

doing short term loans to Bob.

Bob’s IRA is going to have the lower

rate of return, but it will not have

down time or transaction fees.


Top Strategies

Joseph dela Pasion Real Estate Investor Genesis Realty Solutions

“The more you know about self direction

and your IRA the more you are truly self di-

recting”

Quote Warren Buffett ..


Buy and Hold

Since we are discussing real estate

investing in a self directed IRA, the

most obvious way to invest is

through buying real estate to hold as

a short or long term investment and

renting or selling with seller financ-

ing for cash flow.

This can be done with several differ-

ent strategies as well. Most inves-

tors simply have the SDIRA pur-

chase with all cash. Other investors

leverage their IRA funds with the

use of a non-recourse loan from a

bank that specializes in this form of

loan, or from another SDIRA fund.

It is important to note that when a

SDIRA obtains a loan it must be non

-recourse meaning that the only

thing securing the loan is the proper-

ty and if the SDIRA defaults on the

loan, the only thing the lender can

go after is the property, the SDIRA

cannot be sued for performance.

Another option in the Buy and Hold

model which is a bit more advanced

is to have the SDIRA purchase a

percentage of the property and part-

ner with another IRA or person or

entity.

Lastly some investors choose to do

the buy and hold model with Notes

and Deeds of Trust or Mortgages

most commonly known as buying

Notes.

Options

For the investor who wants to grow

a small SDIRA quickly the real es-

tate option is an excellent strategy.

So lets go back to Investor Bob.

Remember he bought a long term

hold note for $90,000 and in this ex-

ample he still has $3,000 left in the

IRA. Bob finds a really good buy on

a single family house and his IRA

pays the property owner $100 for

the option to purchase the home for

$40,000. Then Bob goes out and

tells Jack about the house and Bob

agrees to purchase it for $50,000.

Bob’s IRA can sell Jack his $40,000

option for $10,000 or Bob’s IRA can

To get a few more ideas of how real live investors have utilized a Self

Directed IRA, join us at the May South MAREI meeting on the 14th,

where real live investors from Mid-America Association of Real Estate

Investors will be sharing a case study of one of the deals that utilized

a Self Directed IRA.

See details at www.MAREInet.com/KCSouth

go ahead and purchase the property

for $40,000 and then resell it to Jack

for $50,000. They could also assign

the contract for a fee, the bottom line

is that through his real estate exper-

tise Bob invested $100 of his IRA

money in a deal and earned $10,000

back in a fairly short time.

Any strategy that the wholesale in-

vestor employees could be utilized

by a SDIRA to wholesale for quick

cash build up.

The good news is that with real es-

tate investing and the Self-Directed

IRA there are strategies to help eve-

ry investor Build Wealth. It is im-

portant to remember that before tak-

ing on any real estate investment

opportunity, to make sure to protect

your SDIRA by completing your due

diligence and consulting with profes-

sionals.


Top Strategies

“As a real estate investor, CPA, and former banker, I have found that investing in real estate through self directed ROTH IRA's is the best way to earn tax free income for retirement. I have personally used self directed IRA's to purchase multiple properties.”

Brett Gossen Real Estate Professional Residential, Commercial and Distressed Assets



One DAY Turnover

Twelve Easy Steps From MR Landlord.com

Many of you veterans out there may already know all of this, but just in case I wanted to share "the system" that has me 3 for

3 of my last vacancies at a one day turn over.

Step 1: Communication with current residents. Make sure

you get that 30 day notice of intent to renew or move. I con-

tact them 45 days out from expiration of current lease. If I

hear nothing by 30 days out, then we're on for another

month. Repeat this step at middle of next month. Get their

desire in writing, signed, and dated!

Step 2: Start advertising. I get my Craigslist & Postlets ad

up around the first of the month. Renew the post every 2

days or as often as allowed.

Step 3: Communicate my bonus program to the current

residents. $100 if they bring me a qualified prospect who

signs a lease (and pays!). $50 if I get someone on my own

prior to their move out to pre-lease, and as a thank you for

them keeping the place nice enough to show and being ac-

commodating to repeat showings. Yeah, my lease says they

have to do it anyway for free BUT this encourages compli-

ance and they say nice things about me to the prospect too!

Step 4: Get a "anytime is fine" showing agreement with

residents. Basically, anytime between X and Y times it's

okay for me to show the rental with 30 minutes notice ahead

of time. Or get them to agree to show it for you when they're

home. Saves gas, saves time, and it's less stress.

Step 5: Repair List. While doing showings, make the handy-

man provide a fix-it list for repairs as soon as the old resi-

dents are done moving out.

Step 6: One week out, line up your cleaning / mainte-

nance / carpet-scrubbing crew(s). Coordinate so they

aren't stepping on each other to get it done the

day resident moves out, if possible. If all else fails and its a

fairly clean turnover, you can probably leave the maintenance

for last unless there's a major issue that affects habitability.

The cleaning gal shows up in the morning, carpet scrubbers

finish up in the evening. The next day everything is dry and

ready for new resident.

Step 7: Fax copy of lease (or email the lease as an at-

tachment) to resident 3 days prior to signing to ensure they

have ample time to review and ask questions. Remind them

that you need the rent and deposit in certified funds (no per-

sonal checks, thank you) when you meet to sign the lease.

No money, no keys, no signing anything.

Step 8: Utilities Day prior to lease begins. Make sure utili-

ties are switched over effective the first day of the lease. Call

the power company or ask the resident to show you a receipt

as proof of service.

Step 9: Walk Through Day lease begins. Do walk through

with residents. Note deficiencies and write down everything

you agree to fix / repair / upgrade on a list that says: "Only

these items will be fixed / repaired / upgraded. RESIDENT

agrees landlord has not promised, verbally or in writing, to

any other repairs, fixes or upgrades that are not listed. Prem-

ises are accepted in "as is" condition, unless otherwise noted

on this sheet."

Step 10a: Get money, sign lease. Give resident a run down

of rules and procedures for maintenance requests and emer-

gency contact information. Show them where the circuit

breaker box is, water shut off, etc. Give each resident a copy

of your business card with phone number and email address.

Step 10b: Hand over keys. (this is last for a reason, folks!)

Step 11: Deposit money in your bank.

Step 12: Go enjoy a cold beverage of your choice in cele-

bration. Ah, another turn over complete!

Of course there will be some turn-overs that are more com-

plex: eviction, slobs, damages, etc. This is meant as a basic

blue print for an otherwise successful tenancy that is coming

to a close. Add or subtract steps that you feel make the pro-

cess smoother.

"Management tips provided by landlords on MrLandlord.com. To receive a free Rental Owner newsletter, call 1-800-950-2250 or visit our nationwide Q&A Forum, LandlordingAdvice.com, where you can ask landlording questions and seek the advice of other rental owners 24 hours a day."

For Landlords

tel:1-800-950-2250


Industry Services



Fight Global Warming

Homeowners battle with Old A/C Maintenance

From Discover Heating and Air

Properly working A/C’s do not leak any refrigerant at all, so if a system needs refrigerant there is a leak somewhere. But as

HVAC units age, leaks happen. Simply dumping more FREON, or R-22, into a slowly leaking system every season used to

be the choice of many property managers and homeowners. A couple hundred dollars to re-charge and make it through the

year was a better choice than a couple thousand dollars to replace the A/C. That R-22 cost has now quadrupled. Here’s why:

There are two major types of refrigerants used in home air conditioning systems: R-22 and R-410a. The government banned

the manufacture of systems that use R-22 in January 2010. However, R-22 is still commonly used to charge existing air con-

ditioners. Since this regulation occurred several years ago, the number of old R-22 systems has decreased as systems have

been replaced and old units have failed. This has therefore led to a decreased

production of R-22 by manufacturers. Naturally, the price has skyrocketed for R

-22 replacement refrigerant. It’s like trying to buy leaded gasoline now, 30+

years after its regulation. The price of R-22 doubled in 2012 and has re-

doubled in 2013. Now, the cost to re-charge and repair a leaking system is

near most replacement costs of a new R-410a system. Due to the higher pres-

sures needed to be effective, 410a cannot be used in R-22 systems.

Essentially, economics drives environmental conservation. The government

couldn’t force homeowners to replace their A/C units when it was determined

that R-22 (which has chlorine in it) was depleting the ozone layer. Instead, they

regulated it at the source knowing that supply and demand would lead to an

economically driven better environment.

Contractor’s Corner


Industry Services


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AT-A-GLANCE USE THIS PAGE AS A GUIDE TO VALUE ADDED DISCOUNTS TOOLS AND SAVINGS CREATED JUST

FOR YOU ON GOODS AND SERVICES YOU USE EVERY DAY.

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MAREI’s award winning weekly email update with what’s happening in real

estate including properties for sale, gov-ernment affairs and local market data.

Investment News

The award winning newsletter for Mid-America Association of Real Estate In-vestors: published monthly and distrib-uted both in print at our meetings and digitally to our database of over 5000 people. One of the best ways to get your message in front of a targeted group of real estate professionals.

Free issues of both magazines available at the monthly

meetings of MAREI.

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We have several services as part of our

website to help you grow your business.

Calendar of Events to stay up to date with

all of our activities.

Browse the member properties to find

your next deal. Take the time to post your

investment opportunities for other mem-

bers and site visitors to browse.

The Member Library is packed and ever

growing with pdf versions of entire books,

EBooks, Articles, Forms, and Documents.

Nearly 70% of QuickBooks users say that it makes their business more prof-itable. Get your Accounting on track. Buy at a 20% discount our special links from the MAREI Web Site.

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Special member discounts for members at

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At Click2Mail, we believe that personalizing your mail is more than just a nice touch – it's a smart marketing strategy. WithMailing Online Classic, you can easily personalize your mail with information from your mailing list, integrating a customer name, salutation, account number, balance due, appointment date, or other details into your direct mail.

When done right, personalization can increase the impact of your mail piece. But when is personalization too much? Can you go too far and turn off your customers in prospects with a piece of mail that seems “creepy” rather than “customized”? In short, yes.

The Power of Personalization

Personalization is rampant in the world of online marketing, where there's a wealth of data on customers that can be used to customize every-thing from the ads they see on Facebook to the deals they're offered on their favorite shopping sites. But personalization isn't just for the digital marketer. Whether it's online or in print, sending messages that are designed specifically for a certain customer can be a great strategy that boosts response rates. For example:

A dentist sends biannual postcards reminding people that it's time to schedule a cleaning.

A non-profit organization sends appeal letters to former donors that note the amount of money the person had given in the past. A plumber

mails a “Welcome to the Neighborhood” flyer to new residents in the areas where he does business (he makes sure to include the recipi-ent's name in the address space).

An insurance agent sends out postcards inviting people to come in to discuss their insurance needs. Imagery on the postcards is tailored to

the recipients (families with kids received cards with pictures of families, for example, while younger married couples without children re-ceived a different card).

What do all these personalized direct mail campaigns have in common? They all either used information that the recipient could reasonably ex-pect the sender to have, or they were personalized in a subtle, non-invasive way. The dentist's patients expect his office to keep track of when they need to come in for a cleaning, and they probably appreciate receiving a friendly reminder. The insurance agent, on the other hand, person-alized his mail in a less obvious way, so that the recipient may not have even realized that it was designed specifically for them. These business-es understood how to use the information they had about customers in a way that didn't seem like they were stalking the recipient.

Personalization gets creepy when the recipient can't figure out how (or why) you know something about them. If you're contacting someone for the first time, and you send a piece of mail that indicates you know how many kids they have (or their ages), that they suffer from a particular health problem, or some other piece of “private” information they haven't shared with you, it may rub people the wrong way. Rather than consid-ering your great offer, they're thinking about whether they can trust you. Now, that doesn't mean that you can't use customer information to tar-get your mailing, but simply that you need to be careful about how you go about personalizing your direct mail.

When personalizing direct mail, it's also critical that the information you have on recipients is current. Sometimes, making an assumption about what a particular type of customer wants can backfire if the recipient feels that they're being stereotyped. Get the personalization wrong, and you can permanently alienate an otherwise loyal customer. (To avoid that, use Click2Mail's Mailing List Services to get a high-quality, reliable mailing list.)

Like any direct mail technique, you need to have a smart approach when it comes to personalization. Go too far, and you may not get the results you want. But used wisely, personalization is a powerful way to help your mailing resonate with recipients.

Do you have questions about adding personalization to your direct mail campaign? Our customer support team is always happy to help you out so that you can create the most effective direct mail campaign for you. Drop us a line at [email protected] or give us a call at 866-665-2787. We're here Mon-Fri, 9AM to 8PM Eastern Time, and we're always eager to answer your questions.

Marketing Strategies

Don’t be a Creep

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From Click2Mail

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Industry Services



I f you will not need all of the assets in your IRA to cover your

retirement years you may want to consider stretching your IRA. This is a strategy that will extend the life of your IRA, allowing the assets to grow tax deferred or tax free in the case of the Roth over a period much longer than your life. This stretchability of your IRA makes it a very important tool when estate planning.

FINANCIAL PLANNING

FOR YOUR FAMILY

S t r e t c h a R o t h I R A f o r G e n e r a t i o n s o f Ta x F r e e I n c o m e

What is a Multi Generational IRA or the Stretch or Beneficiary IRA

A technique using distribution rules to extend the tax-deferred or tax free status of IRA assets across multiple gen-

erations through the rules pertaining to an inherited IRA.

What are the rules?

Traditional IRA

With a traditional IRA, distributions must begin no later than April 1 of the year following the year the IRA owner

reaches 70 ½. If the IRA owner dies and the spouse is a beneficiary, the spouse can inherit the traditional IRA

and roll the balance into their own traditional IRA and then name a new beneficiary or just keep the original IRA in

place and treat it as if it is her own.

The spouse can make contributions to the inherited IRA and allow it to keep accumulating and not take any distri-

butions until reaching 70 ½, when the required minimum distributions (RMD) must be taken. Or the spouse could

convert the inherited traditional IRA into a Roth IRA, pay the taxes and eliminate the need to ever take distribu-

tions.

If a non-spouse inherits the RMD kicks in immediately based on the age of the person inheriting. So for example

consider Bob, who leaves a $100,000 IRA to his granddaughter who is 21 when Bob dies at 69. The grand-

daughter must start receiving RMDs the year after Bob’s death and stretch those out over her lifetime. So the

granddaughters first required distribution a year later at age 22 is the $100,00 balance (or what ever the new bal-

ance at this current year later) divided by her remaining life expectancy of 68 years (based on a life expectancy of

90 years from the IRS table less her current age of 22), or $1515.15. Or they can take larger distributions or the

whole lump sum.

Note that because this is a traditional IRA, the beneficiary will be taxed for the distributions.

Roth IRA

COVER STORY



The Roth IRA can be inherited much

the same way as the traditional IRA,

but the distributions will be TAX

FREE!

The original Roth IRA owner is never

forced to take distributions once the

reach 59 and ½ and they can keep

making contributions after tax and the

IRA can keep earning based on in-

vestment tax free. Also unique is that

because the contributions are made

after tax, any contributions (not prof-

its) made can be withdrawn at any

time before age 59 1/2.

So the big question is do you want a

tax deferred Traditional IRA or a Tax

FREE Roth IRA?

WHEN SHOULD YOU USE A

"STRETCH" IRA?

The experts tell us if you do not need

all the assets in your IRA to cover

expenses during retirement, you

should or would probably stretch the

IRA over to an heir.

As a totally legal tax reduction strate-

gy, you may want to consider helping

older family members establish sev-

eral small Roth IRAs, with a different

beneficiary named, for each account.

So let’s take an example of Bob from

earlier.

Bob and his father Joe are Real Es-

tate Investors. Bob has a wife, a

married son, and two grandchildren.

Joe still works with Bob in the real

estate business and drives around

checking on rental properties for

which Bob pays Joe an income of

about $10,000 a year.

Because Joe has the income, Bob is

able to gift Joe with $3,000 and help

Joe establish 6 Roth IRAs with $500

in each, one that names Bob as heir,

one that names Bob Wife as heir, one

for Bob’s Son as heir, one for his

Daughter In Law as heir and one

each for each of the grandchildren.

Bob and Joe are fairly set with the

rental income they both receive from

their rental properties, they don’t real-

ly need much extra income to live on,

but like every other real estate inves-

tor out there, they can’t pass up a

good deal. They take the time to

wholesale a house from time to time

and to do a rehab flip or two each

year as well. So for the next five

years instead of earning the income

from their wholesales, Bob and Joe

direct these transactions within the 6

Self Directed Roth IRAs they have

set up for the benefit of all the family

members.

On average they earn $8,000 a

wholesale and complete about 1 a

month so they are able to do 2 trans-

actions per IRA each year earning

$16,000 for each IRA. At the end of

5 years each Self Directed Roth IRA

now have a balance of $80,000. Plus

being the landlords that they are, they

have invested the $80,000 in each of

the IRAs to buy and hold 2 Rental

properties each with $700 a month in

rental income coming in adding even

more income into the IRA.

At the end of 5 years Joe passes

away and the 6 IRAs are now inherit-

ed by each of the family members.

Each of the family members are re-

quired to take RMD based on their

own life expectancy all tax free. At

COVER STORY



the same time Bob and his Son Jack

who are also investing in real estate

can continue to direct the IRA’s to do

real estate transactions.

So let’s say Jack goes out and finds

an awesome real estate deal that he

knows should profit him about

$40,000. He must decide if he

should to this transaction with his

own money or directed the Inherited

Self Directed IRA to do the transac-

tion. Jack looks at his own personal

tax bracket and sees that he would

have to pay about ½ of that $40,000

out in federal and state income taxes.

However if the ISDIRA were to com-

plete the transaction and that he

could take $20,000 out as a tax free

distribution and leave $20,000 in the

ISDIRA for future distribution or he

could take the entire $40,000 out as a

tax free distribution.

Interesting so far?

Let’s take a look at one of the Grand-

children in this example. At the time

of Grandpa Joes death, Granddaugh-

ter Susie is 8 and until she reaches

age 18 and goes off to college, she

does not have a lot of expenses. So

each year she receives a RMD based

on her life expectancy and the bal-

ance of the ISDIRA at the time that

she and her parents put away for a

college fund. At the same time

Grandpa Bob and Dad Jack keep

investing Susie’s ISDIRA. At age 18

Susie goes off to college and uses

the college fund they have set up for

living expense and they wholesale

four houses a year within the SDIRA

and take the profit as tax free distri-

butions to pay the college tuition and

books

Back to the question becomes when

should you use a stretch or benefi-

ciary IRA? How about whenever you

can?

What about other family?

So you may say, great, I know real

estate and my Dad would go for this.

But I have brothers and sisters? One

strategy would be to set up the Self

Directed IRA for Grandma or Grand-

pa at a bank or other traditional com-

pany that has very low fees to main-

tain and just keep the $500 balances

for everyone. Then when it comes

time to inherit – there is not a whole

heck of a lot of money sitting there to

be inherited and that’s when you con-

vert them to Self-Directed and start

investing them in real estate and tak-

ing distributions tax free.

Please take a bit of time to do a bit

more research on this. We would

suggest starting on the internet with a

search for “Inherited IRA”,

“Beneficiary IRA” and “Stretch IRA”.

Some of the resources we found in-

clude:

Stretch IRA Strategy – Merrill

Lynch

How To Stretch Out An IRA –

Forbes.com

How to Stretch a Roth IRA to Last

More Than 150 Years

COVER STORY


http://wealthmanagement.ml.com/wm/pages/ArticleViewer.aspx?TITLE=stretch-ira

http://wealthmanagement.ml.com/wm/pages/ArticleViewer.aspx?TITLE=stretch-ira

http://www.forbes.com/2010/05/04/stretch-ira-roth-estate-taxes-personal-finance-deborah-jacobs.html

http://www.forbes.com/2010/05/04/stretch-ira-roth-estate-taxes-personal-finance-deborah-jacobs.html

http://questira.com/how-to-stretch-a-roth-ira-to-last-more-than-150-years/

http://questira.com/how-to-stretch-a-roth-ira-to-last-more-than-150-years/


Wholesale Real Estate

Get Started Investing

“I want to get into this real estate investing. Where should I start?”

This is a question that I often receive and while many factors should go into where you personally start like time and money, I quite

often recommend getting your start in this business by learning how to wholesale properties. It does not take a bunch of money to

wholesale a house and all the tasks needed in wholesaling should be learned in just about any other type of residential real estate in-

vesting.

What is Wholesale Real Estate Investing?

The Wholesale Real Estate Investor identifies a highly moti-

vated seller, who needs to sell quickly or a property that has

some sort of problem that makes it harder to sell, usually in

need of repairs. The Wholesaler then constructs some sort

of negotiated purchase of the property at a discount or favor-

able financing terms, then writes that up in a contract or pur-

chase out right with the intention of quickly reselling to anoth-

er real estate investor at wholesale prices.

Where do I start?

1. Learn Your Market: A very wise Real Estate Investor I

know said that any new real estate investor should take the

time to look at a minimum of 100 properties BEFORE they

ever make a single offer. This is very good advice and where

I always tell the new investor to start, looking at houses and

learning a market.

You will want to learn things like where are the rental mar-

kets, where are the retail markets and where are the local

investors buying houses. You will want to focus your efforts

on areas where the cash investors are buying houses and

where houses are actually available. For example if all the

cash investor buyers in your market are looking for houses

that retail in the $50,000 to $120,000 market, you would not

want to waste your efforts in an area where homes retail for

$30,000.

Likewise if you are focusing your efforts on an area where not

many homes are sold and when a house does come on the

market it sells very quickly, the sellers in that area might not

be highly motivated to take your below market offer.

2. Build Your Buyers List: If you talk to a business consult-

ant about starting a business, they will tell you to complete a

market analysis and find out if there is anyone out there inter-

ested in your product. Building a buyers list is your market

analysis. You KNOW that real estate investors and landlords

buy houses, that’s a given, but what kind of houses do they

want to buy, where do they want to buy and how much do

they want to spend.

2.Don’t get all hung up on building a huge list, you just need 4

or 5 quality cash buyers. So one or two trips to the local Real

Estate Investment Group could help you find those buyers

and then figure out what it is they are looking for and go find it

for them.

3. Implement a Marketing Plan: Figure out what you are

going to do to generate leads. Are you going to drive around

and locate vacant houses and hang door knockers. Are you

going to put signs on your cards and in high traffic areas. Are

you going to post ads in online classifieds. Are you going to

send direct mail. Are you going to target people who can

refer you leads. Figure out one way to generate leads, imple-

ment it and then add in 2 or 3 other lead generation tech-

niques.

3. Qualify Leads: Have a good form to collect much infor-

mation from the seller about the deal as possible. You are

more interested in the why they are selling than the details

about the house. The details about the house are things you

do need to know to crunch numbers, but you really need to

know the seller’s story to find out if it is a deal.

4. Due Diligence: This is going to mean doing research and

learning two things: the value of the home and what it needs

in repairs. Then crunch the rough numbers. Remember if

the numbers do not work it is not a deal. Don’t get emotional-

ly caught up in the price, just because you want to help this or

that person, if you can’t make the numbers work, move on to

the next deal.

5. Contract: Until you get the seller to sign a contract, you

don’t have anything to work with. If they are really motivated

they are going to keep calling buyers until they get their

house sold. So if you don’t get the motivated seller tied up in

Wholesale


a contract, the next person that comes

to their home might beat you to the

contract.

You may want to work directly with your

buyers list at first to get very comforta-

ble with what they are looking for in a

property. That way you will be putting

together deals that your buyers are go-

ing to want to purchase. If you are not

sure of numbers and putting a contract

together, you may want to have one of

your key buyers from your list to walk

you through a few deals and show you

want they are doing so you can under-

stand how to do it.

7. Get Paid: You need to understand

how you get paid. It may be that you

write an option on the property and sell

the option. Or you might write a pur-

chase contract with a few clauses you

can use to get out of the contract that

you could then assign to your end buy-

er for a fee. Other investors who have

either a little more funding available or

who have negotiated a transaction with

a large profit may want to actually pur-

chase the property and the resell.

8. Follow Up: For the seller leads that

are not a deal right now today, you

want to implement a follow up plan to

call them in 30, 60, 90 and 120 days to

see if their motivation has changed. It

may be that you are the first low offer

that they have received and they are

not ready for that low of a price, but the

4th person who makes the same offer

gets the deal. So you want to be the

first person and the follow up so you

are the 2nd

offer, the 3rd

offer and keep

trying.

9. Qualify the leads. There may be a

few leads that just are not a good fit for

your investing model, so you may want

to refer those leads to a real estate

agent to list or to another investor

whose investing model matches the

deal. As you get more practiced you

will want to find a way to monetize as

many leads as you can by purchase

now, referring out to agents and other

investors and then following up with the

non-motivated people on down the

road.

10. Grow Your Business: As you do

a few deals, review what you do and

what you have learned. Possibly get a

friend who is also know in the business,

to practice with and to hold each other

accountable. Go over deals and see

where you can improve. Also as you

put profits in your pockets, reinvest

these funds in things like marketing

materials, technology and support so

you can generate and evaluate more

leads faster to do more deals.

11. Do it Again: Keep that marketing

going. Many people in all kinds of busi-

nesses market for business then when

they get a transaction they stop market-

ing as the do their transaction. Then

they have to restart their marketing all

over. The goal here is to find a balance

of continual marketing that brings in a

consistent, steady stream of leads.

The steadier your lead stream the more

consistent you are going to be at get-

ting deals and making money.

Don’t Toss another Seller Lead for Lack of Buyers! Let Us Review Your Lead . . .

Assign to us or partner with us.

kcmoHomeBuyer.com 816-200-2198

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Call and speak with Don or Scott Submit Through Website

Houses & Seller Financed Notes

Wanted

Wholesale


3800South Main St

Independence, MO 64055

$64,000 3 bed

1.5 bath

Turn-Key Rental!!! Al-

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pendence

Paul Panos

PremierHomesInvest.com

816-786-3584 [email protected]

7314 Southwest Patton Rd

Amity, MO 64422 $80,000 4 bed

2 bath

One Level on 3 Acres in

Affinity—West of Camer-

on Missouri

Charise King

ExoRealEstate.com

816-213-5871

[email protected]

3015 Indiana Ave

Kansas City, MO

$27,000 4 bed

1.5 bath

Livable 4 bdrm 1.5 bath home

in Kansas City, MO, should

rent for $850 a month

Christoph Becker

Blueprint Properties, Inc

BlueprintPropertySoltions.com

(816) 419-1165

3128 Waverly Ave

Kansas City, KS

$23,000 2 bed

1 bath

Freshly Rehabbed—Bargain

Home, Everything’s New.

Proposed Rent $650 a month

Christoph Becker



(816) 419-1165

6736 South Benton

Kansas City, MO

$15,000 2 bed

1 bath

Investors and Rehabbers

Dream Property Sherrit or David

4real4real44.com

[email protected]

(888)505-6915

4 4522 Forest Ave

Kansas City, MO

$10,000 3 bedth Attention Rehabbers! 3 bdrm

1.5 bath on good block Christoph Becker



(816) 419-1165

4035 Paseo Blvd

Kansas City, MO

$19,500

Duplex

2 bd ea

1 ba ea

Fixer Upper bottom is

not bad, mostly cosmet-

ic, top is gutted to the

studs

Christoph Becker



(816) 419-1165

8803 E 49th St

Kansas City, MO

$37,500 3 bed

1 bath

Completely Remodeled 3

Bedroom Home, Raytown

Schools.

Christoph Becker



(816) 419-1165

1415 N 27th St

Kansas City, KS

$12,500 2 bed

1 bath

Cheap Home in Kansas

City KS with 2 bdrm, Mi-

nor Repairs Needed.

Cheap—MUST SELL

Christoph Becker



(816) 419-1165

KCInvest

MAREInet.com/ Properties

Properties


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MAREI Mid-America Association of Real Estate Investors

Market Your Properties Members can Market Investment Properties

Through the MAREI website

Property Listings: log in and post prop-erties on the MAREI property listing page with complete details, photos, contact information and links to your website.

E-Updates: properties listed in the property listing pages are included in our bi-weekly e-update emails that go out to over 3500 local investors.

Newsletter: properties listed in the property listing pages are included in this newsletter once a month. This newsletter goes out via email to 3500 local investors and to our various social media outlets.

Member Forums: members receive an email of all posts through the forum. Log in and post a classified for your property in the member forums

Benefit included in all Membership Plans - Join Today!


Monthly

Meetings There’s not a better investment in yourself that you could make!

At our monthly meetings we host guest speakers, panels and roundtable discussions with industry experts providing insightful and current information for attendees. MAREI meetings are an essential tool for building a comprehensive team for real estate professionals.

MAREI works to keep its members up-to-date with the latest infor-mation on the real estate industry. MAREI has built relationships with members and the community at large who provide our members with information they need to be successful in today’s world.

We are the place to go for the information you need from the novice to the experienced Real Estate Investor. Monthly meetings are the best place to connect and build relationships with like-minded people and learn a thing or two along the way.

MAREI MEMBERSHIP

MEETINGS HELD AT:

Northland

(1st Thursday of the Month)

North Kansas City Community Center

1999 Iron Street

North Kansas City, MO

(816) 300-0433

MAREInet.com/KCNorth

Southland

(2nd Tuesday of the Month)

Career Education Systems/ In Mall

8600 Ward Parkway, Ste 2080

Kansas City, MO

(816) 444-7277

MAREInet.com/KCSouth

Upcoming Dates May 2nd Meeting: Self Directed IRAs: Get all your Self Directed IRA Questions answered with Expert Patrick

Hagen with the Entrust Group. Plus Haves and Wants and Networking!

May 14th Meeting: IRA Case Studies: Real live actual deals completed by real live MAREI members. Find out

how to utilize your Self Directed IRA in your Investing Business. Plus Networking

May 31st to Jun 2nd Bootcamp: Big Money from Bad Debt. 3 Day Bootcamp in St Louis with Eddie Speed

and NoteSchool on profiting from non-performing loans.

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GUEST PASS

Name: ______________________________

Date: _______________________________

Email: _______________________________

Source: ______________________________

For first time guest to visit meeting.

Guest P

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More Education & Networking Opportunities MAREInet.com/Calendar


I nvestment News Page 5

LET US HELP

KEEP PROPERTIES MARKETABLE

Keep Costs Under Control & Meet Tight Deadlines Dedicated to your Success, With Solutions for Every Surface & All the Essentials

EXCLUSIVE MEMBER DISCOUNT MAREI as a member of National REIA is able to bring our members the exclusive Sherwin William Discount Card that offers unbeatable savings on paint, applicators, floorcovering,

paint sundries, wall covering, spray equipment, and even window

treatments!

Members look for your discount card in your members Benefit Pack-

age or download from the Member’s Discount Section of the MA-

REI Member Library.

National Account Services Our strategic account teams can simplify

processes and maximize efficiencies with

centralized account management.

LEED® & VOC Coatings Download the latest guide on our prod-

ucts that meet LEED® and low VOC

specs.

Color Services Find out about our color design services

for properties and read about the latest

color trends.

Flooring Products & Installa-

tion Wide variety of name brands, 24-hour

turnaround and reliable installation.

Commercial Wallpaper Sherwin-Williams is your one-stop

source for commercial wall covering.

Over 5,000 residential and commercial

wallpaper collections available.

Commercial Floor Coverings From carpeting to sheet vinyl, select the

right floorcovering specific to your

needs. Fully stocked national network,

fast turnaround and reliable service.

HomeScapes® Enhance curb appeal and make selection

easier with pre-selected exterior color

schemes.

Finishing Touch™ Builder Support

Program

Comprehensive Program for your Home

Buyers: Welcome Kits, Discount Cards,

and Model Home Programs.

ASK SHERWIN WILLIAMS

Find out more about all these products and ser-

vices offered by Sherwin Williams plus their

Chip It Online Color Matcher, ColorSnap Studio

for iPad and their Paint Pro Alerts by Text at

www.Sherwin-Williams.com .

http://www.sherwin-williams.com/home-builders/services/builder-support/sw-article-pro-finishingtouch.html

http://www.sherwin-williams.com/home-builders/services/builder-support/sw-article-pro-finishingtouch.html


Increase Your Prof i tab i l i ty

Join Mid-America Association of Real Estate Investors Members receive a complimentary e-subscription to RE Investment News.

Become a Part of a Local, State and National Network that Supports YOUR Industry!

MAREI MEMBERSHIP AUTOMATICALLY GIVES

YOU NATIONAL REIA MEMBERSHIP

MAREI is the local Chapter of National Real Estate Inves-

tors Association (National REIA), a federation of local asso-

ciations through out the United States representing 40,000

members across the U.S.

LEGISLATIVE MONITORING & ADVOCACY

MAREI monitors and promotes the enactment and enforce-

ment of local, state and federal laws and regulations benefi-

cial to the real estate industry. Support and create local and

national advocacy initiatives and grass roots mobilization.

EDUCATIONAL SEMINAR AND COURSES

MAREI offers all National REIA Programs locally.

Professional Housing Provider Designation

National REIA University

MAREI also offers local training events

2 Monthly Meetings a Month

Weekend Workshops and Full Day Seminars

Partnering with National Education Events locally and

across the country.

MAREI WEBSITE

MAREI maintains a website that includes our event calendar,

service provider list, government affairs updates, articles of

interest and member properties for sale. All members are

able to interact through our website with member forums.

MAREI SOCIAL MEDIA

MAREI maintains active social media spaces on Facebook,

LinkedIn and Google+ for the benefit of members to interact

with each other and the public at large. Build your circle of

influence by interacting on our social media pages.

NETWORKING & BUSINESS BUILDING

MAREI holds a variety of events that enable members to

interact with other industry professionals, develop contact

and gain knowledge that helps them grow their business.

MAREI’s calendar also includes a variety of events held by

members and outside groups that are open to the general

public.

NATIONAL REIA BENEFITS INCLUDE

National Cruise: Network and learn about new tech-

niques on the National REIA annual cruise.

Industry Resources: Brining member benefits to the na-

tional buying power of our local associations.

“I went to the MAREI meeting and was very im-pressed with the quality of people I met, as well as the content that was presented. Thank you for putting that on, and I look forward to next month’s meeting!”

Joe McDonald, Real Estate Investor

“The main reason for joining was to meet with other Real Estate Investors in the Kansas City area. Not only have we done that but we have also received access to services from other MA-REI members, among them rehab insurance and a general contractor.”

Tami and Kerry Hardinger, RE Investors

“I can’t afford to let my membership expire! It pays for itself. I think you have really done a good thing creating MAREI. It is a very important tool.”

Scott Shore, Real Estate Investor / Contractor

www.MAREInet.com www.NationalREIA.com