MAREI May 2013 Magazine

7/30/2019 MAREI May 2013 Magazine

1/322013 RE investment News

REinvestmentNEWS

May 2013

FINANCIALFINANCIALFINANCIAL

PLANNING FORPLANNING FORPLANNING 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 WealthTo p R e a l E s t a t eTo p R e a l E s t a t eTo p R e a l E s t a t eI n v e s t i n g S t r a t e g i e sI n v e s t i n g S t r a t e g i e sI n v e s t i n g S t r a t e g i e sf 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


2/322 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

22Financial

PlanningFor your FamilyStretch YourSelf Directed IRA

10

BuildingWealthTop Real Estate InvestingStrategies for Growing Your IRA

8What is aSelf Directed IRAWhat are the Basic Benefits andWhy Do Yu Want One!



6

March Market ReportIs it a Flat Market?

6

WebsitesTop 5 Capturing Larger Share of RealEstate Traffic

7

Social MediaProtect Your Company

7

Small Steps

To New Strategies

14

One DayTurnover12 Easy Steps to Rent Up Unit

16

Fight Global WarmingHomeowners battle with Old A/CMaintenance

20

Dont be a CreepWhen Personalization gets Creepy inDirect Mailing Pieces

38

Wholesale Real EstateGetting Started Investing

Regular Features

18Member Benefits at a Glance

28KCInvest Properties for Sale

30Monthly Meetings & Events

April 2013

PUBLISHERKim Tucker

ADVERTISING INFORMATI913-815-0111

[email protected]

RE INVESTMENT NEWS IS PUBLIN ASSOCIATION WITH

MID-AMERICA ASSOCIATIONOF REAL ESTATE INVESTOR

P.O. Box 8685

Prairie Village, KS 66

www.MAREInet.com

913-815-0111

DISCLAIMERMid-America AssociationReal Estate of Investor

the RE Investment News

not exist to render and

not give legal, tax, eco

or investment advice and

claims all liability fo

action or inaction take

not as a result of commu

tions from or to its mem

officers, directors, em

ees and contractors.

individual should co

his/her own counsel, acc

ant and other advisors

legal, tax, economic, in

ment and related matters

cerning real estate and

investments.

The views and opinions

pressed by authors of

cles contributed to

newsletter do not necess

reflect those of the ass

tion, the board of dire

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 inves

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 SelfDirected IRA strategies to create a more secure financial future f

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 Rea

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% ofMarket & 19.0 million total visits

4. Homes.com: With 3.92% of Mar-ket & 17.2 million total visits

Source: Experian Marketing Services

WebsitesTop 5 capturing largershare of real estate traf

5

March Real Estate Market Report

Neither Buyers or Sellers FavoredKansas City Regional Association of REALTORS reports that inventory is down and prices are upacross the metro area.

Sale Price:All counties experienced an increase in the average sale price of existing homes and newhomes were up in Cass, Johnson, Miami and Platte Counties over last year. Overall both showed a5.7 increase over March 2012.

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

Home Inventory: Existing home inventory is down by 17 percent and new homes aredown 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 newhomes 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 12month average number of sales. A 5 to 6 months supply is a balanced market. Existinghomes have a 5.3 month supply and new homes are at a 5.5 month supply with an overall 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 andwith less foreclosures on the market, prices are up.

Read more about market data at www.KCRAR.com



Short Take

Social Media

Protect Your Company

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

Follow a Security Plan You dont want to release confidential or sensitive infor-mation or allow hackers to gain access to protected information. Is computersencrypted 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 howyour company interacts with users of the website. Remember that you need tocontinually update security so dont promise something that you cannot keep.

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

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

A real decision is measured by the fact thatyouve taken a new action. If theres no action,you havent truly decided.

- Tony Robins

The number of times I succeed is in direct pro-portion to the number of times I can fail and keepon trying.

- Tom Hopkins

Small StepsTo New StrategiesThe real estate industry is always changing

What worked yesterday may not work today

and we may need to implement new strategi

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 ba

to your business and implement. If you

purchase a home study course be sure

open it up and work through it step by

step.

Action Plan: After your live course or a

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 th

next section.

Test and Evaluate: What works for

someone else will probably work for you

But your knowledge and experience ma

implement in a different way. So track

success with the new strategy and makchanges as needed.

Analysis Paralysis: Dont let all the ne

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 DirectedIRA or Real Estate IRA?What are the Benefts?

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 thanwith 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 offe

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

about everything, including stocks and CDs. By selecting

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 abou

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

it is not an option. Why? Because they dont offer that op

tion, they would loose your business to another custodian,

so its easier to tell you know. However, IRS regulations d

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

about anything as long as you have a qualified third partycustodian 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

traditional company to a self-directed custodian. To get

started make a search online for Self Directed IRA Custod

ans and do your homework. Also through networking, as

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

ans are created equal.
http://www.theentrustgroup.com/planshttp://www.theentrustgroup.com/planshttp://www.theentrustgroup.com/plans



Real Estate Investment Funds

Build Your Own Bank

Get Your FREE Real EstatePartnering 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 DATEPatrick Hagen

Business Development ManagerFrom the Entrust Group

Guest Speaker atMAREIs NorthlandMay 2nd Meeting

www.MAREInet.com/KCnorth



Top Strategies

10 RE investment News 2013

PatrickHagenBusiness DevelopmentManager andSelf Directed IRAExpert from theEntrust 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

2013 RE investment News

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.

BuildingWealth

TOP REAL ESTATE INVESTING STRATEGIES

FOR GROWINGYOUR 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.

Lets 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

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

Real estate with out a self directedIRA is just Real Estate. Combine thetwo and you have MEGA Real Estate,do not overlook the power of thiswealth building tool."

ThomasTraversReal Estate Investor andReal Estate BrokerEntrepreneur

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 shortterm 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 Associationwho 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 Jacks 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

down payment, he still has $70,0

of his own money tied up in the

house and if he waits will make asubstantial return through the pay

ments he receives every month.

But Jack wants to go buy and ren

vate another house, and needs th

$70,000. So he goes to Bob and

sells Bobs SDIRA his $100,000,

year, 6% interest note for $80,000

So if we add up the numbers Jac

initial investment was $80,000, he

got $20,000 down and another$70,000 for selling the note to Bo

IRA, leaving him a profit of $10,0

and money to go invest again.

Jacks IRA has a long term cash

flow of 30 years coming in at 6%

interest, which is actually a bit be

yield if you consider he purchase

the $100,000 note at a discount.

If we compare these Jack with the

short term loan has a higher retur

but his IRA will have more transa

tion fees and down time if he kee

doing short term loans to Bob.

Bobs IRA is going to have the low

rate of return, but it will not have

down time or transaction fees.


Top Strategies

Josephdela PasionReal Estate InvestorGenesis RealtySolutions

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 asa 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 ofloan, 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.

Bobs IRA can sell Jack his $40,000

option for $10,000 or Bobs IRA can

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

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

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

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

a Self Directed IRA.

See details at www.MAREInet.com/KCSou

go ahead and purchase the proper

for $40,000 and then resell it to Ja

for $50,000. They could also assig

the contract for a fee, the bottom li

is that through his real estate expe

tise Bob invested $100 of his IRA

money in a deal and earned $10,0

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 evry investor Build Wealth. It is im-

portant to remember that before ta

ing on any real estate investment

opportunity, to make sure to protec

your SDIRA by completing your du

diligence and consulting with profe

sionals.


Top Strategies

As a real estate investor, CPA, and formerbanker, I have found that investing in realestate through self directed ROTH IRA's isthe best way to earn tax free income forretirement. I have personally used selfdirected IRA's to purchase multiple

properties.

BrettGossenReal Estate ProfessionalResidential, Commercialand Distressed Assets


14/3214 RE investment News 201314 RE investment News 2013

One DAY TurnoverTwelve 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 fo

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 providea 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 theyaren't stepping on each other to get it done the

dayresidentmoves 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 leaseas an at-

tachment) to resident 3 days priorto 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 uti

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

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

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 note

on this sheet."

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

of rules and procedures for maintenance requests and eme

gency contact information. Show them where the circuit

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

of your business card with phone number and email addres

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 cel

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 comin

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

cess smoother.

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

For Landlords



Industry Services



Fight Global WarmingHomeowners battle with Old A/C MaintenanceFrom Discover Heating and Air

Properly working A/Cs do not leak any refrigerant at all, so if a system needs refrigerant there is a leak somewhere. But aHVAC units age, leaks happen. Simply dumping more FREON, or R -22, into a slowly leaking system every season used t

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

year was a better choice than a couple thousand dollars to replace the A/C. That R -22 cost has now quadrupled. Heres w

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

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

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

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. Its 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 isnear 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

couldnt 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.

Contractors Corner



Industry Services



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E-UpdateMAREIs award winning weekly emupdate with whats happening in re

estate including properties for sale, gernment affairs and local market da

Investment NewsThe award winning newsletter for M

America Association of Real Estate

vestors: published monthly and distuted both in print at our meetings andigitally to our database of over 500people. One of the best ways to geyour message in front of a targetedgroup of real estate professionals

Free issues of both magazinesavailable 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 withall of our activities.

Browse the member properties to findyour next deal. Take the time to post yourinvestment opportunities for other mem-

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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 Onlinyou can easily personalize your mail with information from your mailing list, integrating a customer name, salutation, account number, bdue, 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 faroff 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 customizething from the ads they see on Facebook to the deals they're offered on their favorite shopping sites. But personalization isn't just for themarketer. Whether it's online or in print, sending messages that are designed specifically for a certain customer can be a great strategy 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 mails a Welcome to the Neighborhoodflyerto new residents in the areas where he does business (he makes sure to include the r

ent's name in the address space).

An insurance agent sends outpostcardsinviting people to come in to discuss their insurance needs. Imagery on the postcards is tathe recipients (families with kids received cards with pictures of families, for example, while younger married couples without childreceived a different card).

What do all these personalized direct mail campaigns have in common? They all either used information that the recipient could reasonpect the sender to have, or they were personalized in a subtle, non-invasive way. The dentist's patients expect his office to keep track othey need to come in for a cleaning, and they probably appreciate receiving a friendly reminder. The insurance agent, on the other handalized his mail in a less obvious way, so that the recipient may not have even realized that it was designed specifically for them. These bes 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 somethe 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 parti

health problem, or some other piece of private information they haven't shared with you, it may rub people the wrong way. Rather thanering your great offer, they're thinking about whether they can trust you. Now, that doesn't mean that you can't use customer informationget 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 assumptiowhat a particular type of customer wants can backfire if the recipient feels that they're being stereotyped. Get the personalization wrongcan permanently alienate an otherwise loyal customer. (To avoid that, use Click2Mail'sMailing List Servicesto get a high-quality, reliablist.)

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 thyou 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 you out so that you can create the most effective direct mail campaign for you. Drop us a line at [email protected] give us a ca665-2787. We're here Mon-Fri, 9AM to 8PM Eastern Time, and we're always eager to answer your questions.

Marketing Strategies

Dont be a CreepWhen Personalization gets Creepy.From Click2Mail
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Industry Services



If you will not need all of the assets in yourIRA to cover yourretirement years you may want to consider stretching yourIRA. This is a strategy that will extend the life of yourIRA,allowing the assets to grow tax deferred or tax free in thecase of the Roth over a period much longer than your life.

This stretchability of yourIRA makes it a very important toolwhen 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 ge

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 ownerreaches 70 . 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

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 distr

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

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 Bobs 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 ba

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

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 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 lets 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 Bobs 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 dont real-

ly need much extra income to live on,

but like every other real estate inves-

tor out there, they cant pass up a

good deal. They take the time to

wholesale a house from time to tim

and to do a rehab flip or two each

year as well. So for the next five

years instead of earning the incom

from their wholesales, Bob and Jo

direct these transactions within th

Self Directed Roth IRAs they have

set up for the benefit of all the fam

members.

On average they earn $8,000 a

wholesale and complete about 1 a

month so they are able to do 2 tra

actions per IRA each year earning

$16,000 for each IRA. At the end

5 years each Self Directed Roth IR

now have a balance of $80,000.

being the landlords that they are,

have invested the $80,000 in each

the IRAs to buy and hold 2 Renta

properties each with $700 a montrental income coming in adding ev

more income into the IRA.

At the end of 5 years Joe passes

away and the 6 IRAs are now inhe

ed by each of the family members

Each of the family members are r

quired to take RMD based on thei

own life expectancy all tax free. A

COVER STORY




the same time Bob and his Son Jack

who are also investing in real estate

can continue to direct the IRAs to do

real estate transactions.

So lets 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 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 hecould take the entire $40,000 out as a

tax free distribution.

Interesting so far?

Lets 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 Susies ISDIRA. At age 18

Susie goes off to college and uses

the college fund they have set up forliving 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 whol

heck of a lot of money sitting there

be inherited and thats when you co

vert them to Self-Directed and start

investing them in real estate and ta

ing distributions tax free.

Please take a bit of time to do a bit

more research on this. We wouldsuggest starting on the internet with

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 L

More Than 150 Years

COVER STORY

http://wealthmanagement.ml.com/wm/pages/ArticleViewer.aspx?TITLE=stretch-irahttp://wealthmanagement.ml.com/wm/pages/ArticleViewer.aspx?TITLE=stretch-irahttp://wealthmanagement.ml.com/wm/pages/ArticleViewer.aspx?TITLE=stretch-irahttp://www.forbes.com/2010/05/04/stretch-ira-roth-estate-taxes-personal-finance-deborah-jacobs.htmlhttp://www.forbes.com/2010/05/04/stretch-ira-roth-estate-taxes-personal-finance-deborah-jacobs.htmlhttp://www.forbes.com/2010/05/04/stretch-ira-roth-estate-taxes-personal-finance-deborah-jacobs.htmlhttp://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/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/http://questira.com/how-to-stretch-a-roth-ira-to-last-more-than-150-years/http://www.forbes.com/2010/05/04/stretch-ira-roth-estate-taxes-personal-finance-deborah-jacobs.htmlhttp://www.forbes.com/2010/05/04/stretch-ira-roth-estate-taxes-personal-finance-deborah-jacobs.htmlhttp://wealthmanagement.ml.com/wm/pages/ArticleViewer.aspx?TITLE=stretch-irahttp://wealthmanagement.ml.com/wm/pages/ArticleViewer.aspx?TITLE=stretch-ira



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 qoften recommend getting your start in this business by learning how to wholesale properties. It does not take a bunch of moneywholesale a house and all the tasks needed in wholesaling should be learned in just about any other type of residential real estatvesting.

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 sortof 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 andlearning 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, thats a given, but what kind of houses do

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

they want to spend.

2.Dont get all hung up on building a huge list, you just n

or 5 quality cash buyers. So one or two trips to the locaEstate Investment Group could help you find those buy

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

for them.

3. Implement a Marketing Plan: Figure out what you

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

and locate vacant houses and hang door knockers. Ar

going to put signs on your cards and in high traffic area

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

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

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

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

niques.

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

mation from the seller about the deal as possible. You

more interested in the why they are selling than the det

about the house. The details about the house are thing

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

know the sellers story to find out if it is a deal.

4. Due Diligence: This is going to mean doing resear

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

in repairs. Then crunch the rough numbers. Remembethe numbers do not work it is not a deal. Dont get emo

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

that person, if you cant make the numbers work, move

the next deal.

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

dont have anything to work with. If they are really mot

they are going to keep calling buyers until they get their

house sold. So if you dont get the motivated seller tied

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 aproperty. 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 youwrite 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. Itmay 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 wantto 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 d

a few deals, review what you do and

what you have learned. Possibly get

friend who is also know in the busine

to practice with and to hold each otheaccountable. 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 marketin

going. Many people in all kinds of bu

nesses market for business then whe

they get a transaction they stop mark

ing as the do their transaction. Then

they have to restart their marketing a

over. The goal here is to find a balan

of continual marketing that brings in a

consistent, steady stream of leads.

The steadier your lead stream the mo

consistent you are going to be at get-

ting deals and making money.

Dont Toss another Seller Lead for Lack of Buyers!Let Us Review Your Lead . . .

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Houses & Seller Financed Notes

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Wholesale



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$27,000 4 bed1.5 bath

Livable 4 bdrm 1.5 bath homein Kansas City, MO, shouldrent for $850 a month

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KCInvestMAREInet.com/ Properties

Properties

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29/322013 RE investment News2013 RE investment News 2

MAREIMid-America Associationof Real Estate Investors

Market Your Properties

Members can MarketInvestment Properties

Through the MAREI website

Property Listings: log in and post prop-

erties on the MAREI property listingpage with complete details, photos,contact information and links to yourwebsite.

E-Updates: properties listed in theproperty listing pages are included inour bi-weekly e-update emails that goout to over 3500 local investors.

Newsletter: properties listed in theproperty listing pages are included in

this newsletter once a month. Thisnewsletter goes out via email to 3500local investors and to our various sociamedia outlets.

Member Forums: members receive anemail of all posts through the forum.Log in and post a classified for yourproperty in the member forums

Benefit included in all MembershipPlans - Join Today!



Monthly

MeetingsTheres not a better investment inyourself that you could make!

At our monthly meetings we host guest speakers, panels androundtable discussions with industry experts providing insightful andcurrent information for attendees. MAREI meetings are an essentialtool 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 withmembers and the community at large who provide our members withinformation they need to be successful in todays world.

We are the place to go for the information you need from the novice tothe experienced Real Estate Investor. Monthly meetings are the bestplace to connect and build relationships with like-minded people andlearn 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 DatesMay 2nd Meeting: Self Directed IRAs: Get all your Self Directed IRA Questions answered with Expert PatrickHagen 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.

MAREI

Mid-AmericaAssociation

ofRealEstateInvestors

ARealEstateCommunity

GUEST PASS

Name: ______________________________

Date: _______________________________

Email: _______________________________

Source: ______________________________

For first time guest to visit meeting.GuestPassisavailableforfirst

timeattendeestoMAREI.If

you

haveattendedbefore,explore

membershipoptionsorpay

guestfee.

Events

More Education & Networking OpportunitiesMAREInet.com/Calendar



I nvestment News Page

LET US HELP

KEEP PROPERTIES MARKETABLEKeep Costs Under Control & Meet Tight DeadlinesDedicated to your Success, With Solutions for Every Surface & All the Essentials

EXCLUSIVE MEMBER DISCOUNTMAREI as a member of National REIA is able to bring ourmembers the exclusive Sherwin William Discount Card thatoffers unbeatable savings on paint, applicators, floorcovering,paint sundries, wall covering, spray equipment, and even windowtreatments!Members look for your discount card in your members Benefit Package or download from the Members Discount Section of the MA-REI Member Library.

National Account Services Our strategic account teams can simplifyprocesses and maximize efficiencies withcentralized account management.

LEED & VOC CoatingsDownload the latest guide on our prod-ucts that meet LEED and low VOCspecs.

Color ServicesFind out about our color design servicesfor properties and read about the latestcolor trends.

Flooring Products & InstallationWide variety of name brands, 24-hourturnaround and reliable installation.

Commercial WallpaperSherwin-Williams is your one-stopsource for commercial wall covering.Over 5,000 residential and commercialwallpaper collections available.

Commercial Floor CoveringsFrom carpeting to sheet vinyl, select theright floorcovering specific to yourneeds. Fully stocked national network,fast turnaround and reliable service.

HomeScapesEnhance curb appeal and make selectioneasier with pre-selected exterior colorschemes.

Finishing Touch Builder SuppoProgramComprehensive Program for your HomBuyers: Welcome Kits, Discount Cardand Model Home Programs.

ASK SHERWIN WILLIAMSFind out more about all these products and ser-vices offered by Sherwin Williams plus theirChip It Online Color Matcher, ColorSnap Studiofor iPad and their Paint Pro Alerts by Text atwww.Sherwin-Williams.com .
http://www.sherwin-williams.com/home-builders/services/builder-support/sw-article-pro-finishingtouch.htmlhttp://www.sherwin-williams.com/home-builders/services/builder-support/sw-article-pro-finishingtouch.htmlhttp://www.sherwin-williams.com/home-builders/services/builder-support/sw-article-pro-finishingtouch.htmlhttp://www.sherwin-williams.com/home-builders/services/builder-support/sw-article-pro-finishingtouch.htmlhttp://www.sherwin-williams.com/home-builders/services/builder-support/sw-article-pro-finishingtouch.html


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Increase Your Prof i tabi l i ty

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

Become a Part of a Local, State and NationalNetwork 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 40,000members 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 UniversityMAREI also offers local training events 2 Monthly Meetings a Month Weekend Workshops and Full Day Seminars

Partnering with National Education Events locally andacross the country.

MAREI WEBSITEMAREI maintains a website that includes our event calendar,

service provider list, government affairs updates, articles ofinterest and member properties for sale. All members areable 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

NETWORKING & BUSINESS BUILDING

MAREI holds a variety of events that enable members tointeract with other industry professionals, develop contactand gain knowledge that helps them grow their business.MAREIs calendar also includes a variety of events held bymembers and outside groups that are open to the generalpublic.

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 national 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 wellas the content that was presented. Thank youfor putting that on, and I look forward to nextmonths meeting!

Joe McDonald, Real Estate Investor

The main reason for joining was to meet withother Real Estate Investors in the Kansas City

area. Not only have we done that but we havealso received access to services from other MA-REI members, among them rehab insuranceand a general contractor.

Tami and Kerry Hardinger, RE Investors

I cant afford to let my membership expire! Itpays for itself. I think you have really done agood thing creating MAREI. It is a