Getting Rich Quick in Real Estate

I keep running into people who took paid money for a get rich quick seminar and are looking to buy property for zero down and immediately sell it for a $50,000 profit. Somebody With A Testimonial Told Them How It Could Be Done.

Sorry folks but the people with the real secrets to getting rich don't sell them for $199 at the Holiday Inn. They didn't do it ten years ago during the stock market bubble, and they're not doing it now in real estate. As I told people a few years ago in the stock market, don't confuse a rising frothy market with investment genius. And that rising frothy market has now changed. Deals like that do happen, even with the market slipping, or stabilized as they have now in San Diego. But they're always less common than the People With Testimonials will admit, and they are snapped up quickly. Usually they never make it as far as the Multiple Listing Service. Before they're even entered into the database of available properties, they are sold, and they rarely fall out of escrow because the people who buy them know what they are doing.

Consider, for a moment, yourself on the opposite side of the transaction. You're not going to intentionally sell your valuable property for less than it is worth, are you? And if you're buying, you're certainly not going to pay more than market value, are you? Remember that Wile E. Coyote ended up at the bottom of the canyon under a rock for more reasons than that the Author was on The Other Side. "Super Genius!" Says so right there on the label. But betting large amounts of money on the Stupidity Of The Other Side is a mark's game.

About the only reliable source of "quick flips" for profit are distress sales. In no particular order, most of these are people in foreclosure, estate sales where neither the estate nor the heirs can keep the payments up long enough to sell normally, and where somebody's been transferred and has to sell now. The requirements are that they have large amounts of equity, not short sales or even lender-owned property, and the need for a quick sale.

These people get mobbed by prospective buyers, and by agents looking to represent them in the sale. Everybody wants something for nothing, and one of each group is going to get it. One agent is going to get a transaction where if it gets as far as the MLS, all he's got to do is type it in and bingo, the buyers will line up. One buyer is going to get to buy below market. Usually, they're the same person. The multimillionaire brokers all usually each have at least one going on.

The issue for these buyers in distress sales that is rarely addressed until it gets to actually making the deal is that they're going to need a certain amount of cash that they are prepared to lose. Putting myself in the position of the person who has to sell, I'm not going to give this person the sole shot at buying if I'm not pretty certain he can deliver. The only way to measure this is cash - how much they can put down on the property. How much of a deposit they can make that I can keep if they can't qualify. Remember that in this case the one thing a distress seller cannot afford is a buyer who can't consummate the deal quickly - unless the seller is going to get to keep something substantial for the experience. If you don't want to buy on those terms, than at that price someone else will. The multimillionaire real estate brokers, for instance. There are a lot of people who make a very good living at foreclosures because they go around from foreclosure to foreclosure offering cash for a below market price. Matter of fact, they pretty much saturate the foreclosure market. The chances of a seller in this position accepting an offer without a substantial cash forfeiture for nonperformance are basically identical to the chances of them having a listing agent that doesn't understand the situation. And quite often, that listing agent makes an offer themselves, in violation of all that is ethical.

Get religion about this next point: There is ALWAYS a reason for a low asking price. Usually, a noticeably low asking price should be even lower than it is. Unless they're a philanthropist looking for some random person to donate money to, this seller wants to get as much for the property as they can. What they're hoping for is a buyer who doesn't know what a really bad situation they're getting into. "A cracked slab? How bad could it be?" is probably the classic example of this (The answer was about $300,000 in one case, but it could be as low as $20-25k). These sellers have been dealing with the situation. They've had a reason to become intimately familiar with the problems. They're hoping for an unsuspecting buyer whose agent wants an easy transaction and will not explain to them, or simply does not know, what those buyers are getting themselves into. I could certainly keep my mouth shut and do more transactions, easier, if I didn't take the time to tell my buyers everything I know about what they're getting into. I just had a buyer who loved the floor plan so much on a property with mold infestation right out in the open that he wanted to make an offer, even after I told him "Anywhere from ten to two hundred thousand to fix, maybe more, and probably at the upper end of that because you can see how it has spread". Luckily, his wife talked him out of it. The universe knows that most of these good deeds don't go unpunished. But that's what I'm theoretically getting paid for, and as often as I do my job and it causes them to get angry and I don't get paid, it's preferable to the eventual consequences of not doing the whole job and getting paid for it.

There's a newsletter I get from the State of California every three months. It's always got a long list of people who are losing their licenses. So if your agent tries to really explain something like this, listen to them. They're not trying to talk you out of the Deal Of The Century so that Someone Else can get it (the Deal of the Century in real estate comes around surprisingly often if you can afford it). They're trying to make certain you go in with your eyes open. It's likely to be a better agent than the guy who thinks "Okay, I've told you that the hill is known to be unstable, so I'm covered. It's not my fault that you didn't instantly understand all of the implications."

(On the Mold House: In the meantime, I called and left a message for the agent, and she returned my call and left a very accusatory, defensive message about "What is the documentation for your accusation of mold damage?" Opening my eyes, you silly ostrich - it's clearly visible - Eeewww! - right there, and there, and there, and there's moisture coming out at the bottom of the wall downstairs. My guess is that it's coming from the standpipe in the walls of the upstairs hall bath. I look forward to seeing her name on the List of Dishonor)

The typical property where there is real potential for quick profit is going to require work. Work as in physical labor that you're going to have to do, or pay someone else to do. Not to be sexist, but "The husband died (or became disabled) and the wife couldn't keep it up," is a cliché because it is so common. Sometimes the work is easy - carpet, new paint, clean up the yard and bingo! The property jumps in value! Sometimes the work is harder, and the profit is larger. And sometimes the buyer is basically going to have to tear the house down and start over. There is always a reason why the seller didn't do the work so they could make the profit themselves. Sometimes it's because they're lazy, sometimes it's because they can't. Sometimes it's because the work was risky, sometimes because it was expensive, and sometimes it's because the seller can get some poor fool to buy it who doesn't realize that they're going to have to make an investment that isn't worth the payoff.

Caveat Emptor

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