I’m Making Them Birds

While you can't just paint over all your mistakes or confusion, you can choose how you let them affect your mindset. Photo by Suna

This post originally appeared on the Hermit Haus Redevelopment website on 2018-10-06 .

Starting with Why: Every day in business, you encounter things that annoy, frustrate, or confuse you. I wanted to talk about how I've chosen to accept some of the things I cannot change.

One of the more frustrating points about running a business is that you can either know what it’s really worth or keep accurate books for taxes. And never the twain shall meet.

Businesses are punished on their balance sheets for being good negotiators. At the same time, they are required to take totally fallacious “expenses” while being forbidden from taking real ones. Here’s a few examples:

• Cost basis
• Depreciation
• Capitalized expenses

Cost Basis

We recently bought an asset from a motivated seller for much less than its appraised value. We got our loan based on the appraised value, but we are required to book the building at the purchase price. As Zacks explains:

Under corporate accounting standards, when a company acquires an asset, it puts that asset on its balance sheet with a value equal to its "historical cost" – what the company paid for it. If it's a fixed asset with a limited lifespan, such as a building or a piece of equipment, the company gradually depreciates that asset over time, which reduces its balance sheet value. Even if the company has good reason to believe that an asset has risen in value, it still cannot increase that asset's "book value," the value reported on the balance sheet.

So we have a $120-thousand building we have to book as an $80-thousand asset. And we have an $85-thousand loan against that asset. So our books show us with $5-thousand of negative equity instead of $15-thousand it positive equity. Our books show us making a stupid purchasing decision instead of a really good one.

Depreciation

Now factor in depreciation. Nobody doubts that assets (be they machines or real estate) eventually wear out. Rather than qualifying that wearing out, businesses are required to take what I like to call “stylized depreciation.” (“Stylized” sounds so much better than “fictional.” Doesn’t it?) I think the real term is “standard depreciation.”

The IRS assumes a 39 year life for commercial buildings and a 27.5 year life for residential rentals. For the asset I mentioned above, we’re required to write down 1/30 (2.654%) of the $74-thousand valuation of the building—not the land—every year until we eventually show no value for the asset except the cost of the raw land at purchase. And remember depreciation affects value. So our building will be worth about $1,900 less every year. It will show negative equity for 10 to 15 years.

We must really suck at business! We don't, but that's the story our books will continue to tell about this building.

The only good thing I have to say about depreciation is that it also reduces my net taxable income. Maybe not as much as my actual expenses would if they were not capitalized, but every little bit helps.

Capitalized Expenses

Capitalized expenses are pretty much what they sound like—expenses businesses are required to show as assets. Sometimes that makes sense. One of the first things we’re going to do with our new building is to spend about $6K on a new HVAC system. That’s money we have to spend (an expense) but it also pays for an asset that should last a few years—probably longer than its depreciation period. That means it increases the value of our building until it doesn’t. (I don’t know how long that is, which is why we pay a good CPA firm lots of money every year. Luckily, I think that counts as an expense.)

But sometimes it doesn’t make sense to capitalize expense. All or the settlement costs, including legal fees, we paid to buy that building are capitalized. We spent the money on a one-time service with no ongoing value, but nope! That’s an asset, not an expense.

All these (and other) factors encourage businesses to churn their holdings. If you hold a building long enough, it looks like you are broke no matter how much the building is actually worth. But if you churn your holdings, you can make it look like your business is growing, even if you pay too much.

As I write this post, I’m wearing a T-shirt with a picture of Bob Ross painting. The caption talks about repainting mistakes to make them into birds. So rather than get all “Back in Black” about these accounting idiosyncrasies that make it so hard to know how well my businesses are doing, I’m making them birds. I like birds. Birds make sense.

The Waiting Game

When you’re not confident the market will continue to rise, it’s better to be cautious about acquisitions. What do you think the future holds?

This post originally appeared on the Hermit Haus Redevelopment website on 2018-06-18.

I’m back.

I haven’t posted anything for a while, mainly because I haven’t felt like I had anything constructive to say. You see, we’ve been selling off our inventory, as Suna and been talking about. But we haven’t been buying anything. Not since December.

Other people were buying things, but we kept walking away without buying or letting other people out bid us. That made me feel as if it were my fault. I must have been doing something wrong.

But I wasn’t.

You see, the only thing worse than no deal is a bad deal, and bad deals are all we’ve been encountering for the past few months. And I’m not the only one.

According to Sovereignman, Warren Buffet has been going through the same dry spell.

So… here is the most successful investor in modern history who:

1. Didn’t buy anything in 2017;
2. Is stockpiling a mountain of cash;
3. Is now selling an asset that he would typically hold forever, because another company made an absurdly high offer for the business

...[I]t seems pretty clear from Buffett’s actions that it might be a good time to take some money off the table and wait patiently for the compelling opportunities yet to come.

Buffet himself has noted that he walks away from more than 100 “opportunities” for each deal he closes.

That got me thinking about my friend Shenoah Grove who points out that the Austin market is now almost ten years into our five year business cycle. And even though the market doesn’t show any signs of slowing down, you have to worry if it is too hot.

Following Buffet’s lead, I think it’s time to wait for deals that are so compelling that they’ll fund themselves or make money even if the market turns down. We may even have some of those on the horizon.

Stay tuned. Or better yet, help us find a really good deal. We believe in sharing the wealth.

Roadrunner: Week 9 Update

Grillo cuts a template to speed installing the siding around the newly replaced arch windows.

This post originally appeared on the 2016-07-29.

Yes, we're into the ninth week of our six-week renovation on the Roadrunner house. How did that happen?

Back Orders

Well, the primary culprit has been back orders. We thought we were ordering fairly common appliances, but Lowe's apparently didn't know the manufacturer was in the midst of an inventory reduction. The cook top we ordered didn't come in with the rest of the appliance order, which came in on time.

When we checked on the order, the cook top didn't have a delivery date. When we pressed the commercial desk to pressure the vendor for a date, they found out the manufacturer hadn't even scheduled another production run of the cook top.

Here is the siding installed around those arch windows. There are five of them in the front of the house. They'll look better painted.

We were able to cancel that order and order a different cooktop. But guess what? It didn't come in last Monday as promised. We'll see if it's here next week.

The arched windows were also backordered and didn't come in with the rest of the doors and windows for the house. We had planned on four to six weeks for the glass doors and windows to be manufactured and delivered. The bulk of the order came in after seven weeks. The arched windows came in 10 days later. There is so much new construction and renovation going on right now nationwide, the manufacturers simply can't keep up with the demand and are taking longer than usual to fulfill orders.

Invisible Repairs

This drain should prevent water flowing from the driveway into the garage. We'll see how well it stands up to hurricane Harvey.

Remember all those "invisible repairs" I've mentioned in this series? Well, many of them were unplanned, like having to reframe some of the windows we're replacing. It turns out the old windows were not only ugly and inefficient, they were beginning to leak. The leakage had caused some of the framing that holds them in place to deteriorate. Had this been allowed to continue, the damage could have extended to the walls and eventually made the house unsafe. We don't leave problems like that when we find them. We fix them. Luckily, we were able to get the house dried in again the day before Harvey hit.

We did complete two more "invisible repairs" this week. One was planned, on was not.

The unplanned repair only took a couple of hours to complete. We replaced the retractable attic stairs and repainted them. We hadn't planned to replace them because they looked fine during the inspection. But at some point, as different people accessed the attic, one of the springs gave way. Rather than replace the spring and leave the other one for someone else, we replaced the whole stair unit.

The planned invisible repair fixes a drainage problem. The driveway was sloped to drain into the garage. A previous owner had nailed a treated 2x4 across the entrance to keep water out, but that was an ugly solution that cause a trip hazard. So we cut four inches out of the driveway next to the garage and installed a drain. To get the water away from the house, we ran drainage pipes to the side yard. From there, the water will flow naturally to the small creek at the back of the house. Harvey will be a great way to test the effectiveness of this fix.

Hopefully, we'll be able to put the house on the market next week without any more delays. We'll have to see what Harvey does.

Setting Your Goals Starts the Process

These are the qualities of a well-crafted goal. For example, we want to acquire 36 properties (specific, measurable, and relevant) this year (time-bound). It should be attainable, but it is our stretch goal. Photo by: ClipartFest

This post originally appeared on the Hermit Haus Redevelopment website on 2017-01-31.

Only you can define success for your business. Don't let anyone try to convince you you're not successful if you're meeting the goals you establish for yourself. If you want to rehab just one house this year, you're a success if you accomplish or start one project. If you do that, and you want to, you can set a higher goal next year.

But you can't stop with just setting a goal. That just starts the process.

Let's focus on 12 projects for the year. What do you have to do to get there? You can't just look at 12 houses, buy them, rehab them, and sell them. Well, you can, but not if you want to make money and stay in business.

There are basic numbers for each stage of the deal. At Hermit Haus, we know we closed on about 60% of the houses we got under contract, or about or about 42% of our offers. We made offers on almost 46% of our active leads. And only 36% of our prospects became active leads. All-in-all, we acquired about 4% of the prospects that crossed our desk. (We can debate the efficacy of those numbers at another time.)

Think about that. To buy a house, we had to have 25 prospects, and our acquisition rate is much higher than the industry norm. (One reason is we only track the prospects we spend time on, not everything that gets presented. And I still don't expect to be able to keep the ratio that high this year.) To buy 12 houses, we would need at least 300 prospects. That's more than one serious prospect every business day. And our actual goals are significantly higher than 12 projects this year. We don't want to manage 36 at a time like some folks we know do, but we have shown we can certainly manage more than five at a time.

And managing multiple projects requires managing your goals. Next time, I'll talk about how I do that at Hermit Haus.

If you have questions about goal setting or want to help us attain our goals, email me or leave a comment.

Inflated ARV: Market Timing

Source: Austin Board of Realtors® It’s much easier to predict market cycles in real estate than in the stock market (where many would say it’s impossible), but you can still lose your shirt by assuming the market will always go up.

This post originally appeared on the Hermit Haus blog on 2016-10-24.

One of the easiest mistakes to make in renovating houses is to overestimate their After Repair Value (ARV). In this post, I’m not going to delve into motivations for inflating a house’s ARV. After all, I’ve done it to myself, so far be it for me to cast asparagus on anyone. I’m just going to talk about how it happens, and there are only a few ways:

• Use the wrong comps.
• Mis-time the market.
• Make the numbers fit the model.

I originally planned to talk about all three of these risks in one post, but I soon figured out it would be way too long. Click here to open all posts on this topic.

Mis-time the market

In the stock market, they say the fastest way to go broke is to try to “time the market”—that is to buy when the market is lowest and sell when it is highest. Real estate markets move much more slowly, and we have leading and trailing economic indicators to help us time the market. Some things to consider are:

• Special uses
• Seasonal differences
• Renovation time
• Market cycle

Special Uses

Unless you really know what you’re doing, owning a farm or ranch can be very expensive. For example, a gate won’t stand up to a tractor. Oops!

Special use properties make it easy to misjudge their value.

Farm land is cheaper in bulk; buying by the acre gets expensive. But farm or ranch land doesn’t produce any income unless you actively work it, and—while it does appreciate over time—you can be looking at decades to see significant improvement.

Offices, industrial space, and recreational properties exaggerate swings in the local business cycles. You must have a really good finger on the local economy’s pulse to play in this park—or need the office space yourself. It also costs more to get into this game than standard housing. That said, there is plenty of money to be made if you find a property where the use is about to change—like along the perimeter of where a new Box Store is going in.

Seasonal Differences

We missed the sale window for this lake house because of a combination of factors. We’re now holding it over the winter and using it as a vacation rental to make the mortgage payments until we can sell it in the spring when people are thinking about life on the lake again. Always have more than one exit strategy.

Housing in general sells better in the spring and summer, but resort housing exhibits this behavior on steroids. Many fewer buyers even think about buying a lake house when it’s too cold to get in the water or a house on a golf course when the greens turn white with snow.

We also know that water frontage adds considerable value. But what happens when a drought sucks the lake’s shoreline a quarter mile out? During the last drought, the receding shoreline exposed everything from illegal sewer lines to missing persons still sitting in their rusting cars.

Renovation Time

This is a big one—and one that has bitten every investor I know. You expect a project to take 90 days, but it actually takes six months. Maybe you find unexpected conditions. Maybe it takes longer than anticipated to get permits. Maybe you contractor flakes out.

At a minimum, that means you have additional holding costs for each of those three months, and that can really add up on a big project. At worst, it means you may miss the selling season or even hold a property into a down cycle.

Market Cycle

Given time, real estate will probably appreciate. But never assume appreciation in your purchase decision. If you do, you may wind up holding the property for decades or centuries to recoup your investment. Just look at the Rust Belt or Detroit.

The rule of thumb in Austin is that we have a five year cycle. The market goes up for three years and slumps for two. But the market is unpredictable. As my friend Shenoah Grove likes to point out, “We are now six years into our five-year cycle.” While this prolonged up-cycle is being driven by bigger economic trends—growing population, strong economy, oil boom (yes, the price per barrel is down because we have so much production right now.)—the likelihood of an adjustment makes longer renovation project much more risky.

Given the human trend to assume an up market will last forever, I’d be extra careful about every buying decision.

Other People’s Money

Photo by UfaBizPhoto / Shutterstock The first time you loan a substantial portion of your wealth to a rehabber, you may worry about this being your new home—no matter what your relationship with your borrower. When you stop worrying, it’s probably time to stop lending.

Photo by Ardfern / CC BY-SA If you’re putting your money in Any bank, you might as well be putting it in The Bank, an Irish pub. You’d get more pleasure out of it, anyway.

Being a PML can earn you a Lot More Money than a bank CD. I think the rewards are worth the risk.

This post originally appeared on the Hermit Haus blog on 2016-09-08.

In a previous post, I talked about the advantages to Hermit Haus of using other people’s money (OPM). I mentioned that I prefer using private money to every other source. I prefer private money because I really do believe in the big Win-Win and spreading the wealth around a bit. This post deals with why becoming a private money lender (PML) is good for you as the lender.

Let me start out by saying I am a PML. I have helped fund several other people’s projects. I don’t like lazy money. I want my money working all the time—even when I don’t have a deal in progress. (Yes, that does happen sometimes. It seems like this business is always going from one extreme to another. Either you don't have any deals at all or someone accuses you of being a "house hoarder.")

What’s the Worst That Can Happen?

A few years ago, I was at one of those massive networking events with vendor booths all along one wall. I got to chatting with a hard money lender who was willing to fund 70% of the after repair value (ARV). At that time, I had been doing one deal at a time, mostly with my own money. I asked him about the risk of lending money on an undone house. "What's the worst that can happen?" he asked.

“I don't know. I guess I default on the note,” I said, somewhat naively.

“No,” he said. “that’s my best case scenario. Then I get a $200,000 house for $140,000, and somebody else has done the renovation, or most of it." He let that sink in. "The worst that can happen is you pay off the contract as written. Then don'tI only make 14% on my money.”

That was an eye-opening conversation for me. The worst that could happen was for the borrower to honor the contract. Wow!

Why Lazy Money Is Bad

Even though my hard money friend said the worst that could happen was that I paid back his loan, he was wrong. The worst that could happen was that I left my money in the bank. I want my money to work for me, not laze around in a bank. Here’s why:

Banks are pay ridiculously low interest rates. They can get away with these low rates because your money is “safe,” protected by government insurance. Even if the bank fails, you get your original deposits paid back. But that’s not really safe, is it? If you only get back what you put in you have really lost money. In fact, even at the interest rates banks pay today, you are losing money every day you let your lazy money vacation in a bank. Assuming the federal government’s core inflation rate of about 2.2% (January 2016), your money is worth 0.183% less every month. If you put $100,000 in a CD in January, it would be April before the interest rate you earned would overcome inflation. Think about that. It would be three full months before your money—including interest would buy as much as it would if you spent it all in January! And that’s with the highest paying CD I could find on the market today!

At the end of the year, your $100,000 would have grown to $101,124, but it would only be worth $100,939 compared to January. that’s still $939 more than you had to begin with, and compounding would continue to make it grow faster each year. But if you needed to have a million dollars to retire and maintain your current lifestyle, how long would it take you to get there? Would you even still be alive?

Why You Should Be a Private Money Lender

The only way to beat the bank is to BE the bank. Become a PML.

Let’s say you invested that same $100,000 with a reputable rehabber at 10% with one point paid at funding. You would earn $1,000 just for making the loan.

Think about that. You’d make almost as much money just for making a loan that could possibly be repaid the next day as you would for leaving your money in a CD for a full year. Then you would earn $833 in interest every month until the loan was repaid when the house was sold. that’s a lot more than the $183 the highest paying CD would give you.

Now as a PML, you could let your money compound, just as you would with a CD. But you could also take that interest payment every month and do with it what ever you want. Put it back for taxes. Make a car payment. Anything. What would it be like to drive a $100,000 car and have someone else make the payment for you every month? At the end of the day, you have the car and the $100,000.

The graphic at the right compares the money you'd earn as a PML to the money you’d earn in a CD. Even if one project finished and it took two months to find another project to fund, you’d still make $9,552 during the year. that’s $8,428 more than a CD. You’d make an additional $360 by letting the interest compound. Or you could drive an essentially free car.

The Bottom Line

The bottom line is simple. Find a local rehabber to work with. Fund their projects and let them do the work. Just make sure you have a good contract and a first position lien on the house. I would also recommend that you not loan more than 75% of ARV and stay involved with your rehabber. That way, if the loan goes south, you still have a $133,000 house for $100,000.

For more information about being a PML, sign up for our free booklet.

What Is Reverse Wholesaling?

Reciprocity is the psychological word for fair play. When we do something for someone, they usually feel obligated to do something for us. It works both ways.

You can find blank assignment contracts on the Web. I recommend paying the money to have a good lawyer in your area draw one up.

This post originally appeared on the Hermit Haus blog on 2016-08-27.

I’ve talked about the benefits of wholesaling real estate on a couple of posts. In short, wholesaling is the process of getting a property under contract and selling that contract to another investor. (For a more in depth explanation, see “What Is Real Estate Wholesaling?” In “Marketing Pays Off!” Sue Ann discusses a double-close wholesale deal that brought us a needed cash infusion.

Today, I want to talk about a specific variety of wholesaling called “Reverse Wholesaling.” Now Reverse Wholesaling technically isn’t a different type of wholesaling. It’s really more of a wholesaling strategy. Simply put, it’s all about knowing who is going to want to purchase the rights to your contract before you make the offer.

Here’s how it works:

Let’s say you’re out Driving for Dollars (driving around looking for off-market properties you might want to buy). You find someone loading a U-Haul trailer, moving out of a house. So you stop to chat. You find out that they are going to walk away from the house for personal reasons (that matter a lot to them but not to this discussion). You walk through the house with them and realize that you can help salvage their credit score by buying the house. You make the offer and they accept. You now have a marketable interest in the contract to purchase the house.

So far, this scenario fits the wholesaling model perfectly. But what about Reverse Wholesaling?

You know this house is a good investment at the price you now have it under contract—just not for you. But your friend Samantha is looking for exactly this type of deal. You call Samantha and she’s thrilled you found the house for her. You assign the contract to her and collect your assignment fee.

How is that any different from traditional wholesaling?

It’s different because you never had to market the contract. You had a list of buyers, and you knew what they were looking for. You simply called one of the investors you already knew wanted to buy a house like this one.

I was involved in a transaction very similar to this one just last month. Eugene, a wholesaler, blasted a property to an investor group’s email list. I went to see the property and knew immediately that the deal was too thin for the Hermit Haus model, but I knew someone whose model it fit perfectly. I put my friend Larry in touch with the wholesaler, and Larry bought the house. I did not collect a fee because I had no equitable interest; I never owned the contract. But I earned goodwill points from both Larry and Eugene, who has since given me first dibs on several of his wholesale deals.

There are numerous tactics for building your buyers list, but that is the topic of a future post.

Dumpsters: Lessons Learned #2

Yes, there is an uncovered dumpster in front of St. John’s house again—and another lesson learned.

A covered dumpster can pay for the difference in price over the cost of an uncovered dumpster by deterring theft of services. If you own an uncovered dumpster, DumpsterGard can help. Photo source: Dumpstergard

This post originally appeared on the Hermit Haus Redevelopment website on 2016-08-18.

I haven’t written much about St. John’s house, primarily because we are fairly passive in that deal. Our friend Larry is managing that project through his San Antonio GC, Abigail. Overall, I am very satisfied with the progress, even though we are now way behind schedule, but that is the topic for another post. Today I want to talk about a lesson we learned the hard way.

Back in January, I talked about the value of using a dumpster to organize a construction site, keeping it neater and safer. We learned another valuable lesson about dumpsters thanks to the St. John’s project.

There are two basic varieties of metal roll-off dumpster: covered and uncovered. Dumpster covers can be hard shell or tarp. Either way, covering the dumpster securely can make it harder to get into when left on an empty job site.

Why is that important?

A covered dumpster can pay for the difference in price over the cost of an uncovered dumpster by deterring theft of services. If you own an uncovered dumpster, DumpsterGard can help.

Even though we are beyond demolition on St. John’s project, there was enough landscaping debris and scrap from an unplanned upgrade to the house that we decided to bring in another dumpster as we wound down. The waste removal company delivered the dumpster near the end of the shift, and the construction crew had them place it where it would be accessible then left for the day.

Overnight, someone came by and completely filled the dumpster with paint cans and other containers full of used motor oil. My guess, based on the volume of oil, is that someone had been paid to cleanup another site and dispose of the oil legally. But when they saw a convenient empty dumpster, they decided their profit margin would be considerably enhanced by not paying for a legal disposal. They simply filled our dumpster with their hazardous waste and called the job done. Even though theft of services is a crime—in this case a felony because of the economic value of the theft—there were no witnesses to the crime and not enough clues for the police to investigate. The problem is made worse because motor oil can’t legally be disposed of in a dumpster. Duh!

Now the burden and expense of legal disposal falls on us.

Would covering the dumpster have absolutely prevented this kind of theft? No, but it would have made the process more difficult and slower. Criminals tend to look for easy prey, like an uncovered, unattended dumpster. The more difficult you make committing a crime, the less likely you are to be victim of one.

In short, rent a covered dumpster and make sure your crews secure it every night before leaving the site.

Austin’s “Affordability Crisis”

High prices mean more people, especially young people, are renting again. Pricedoutforever.com argues that this is a good thing. I’m not certain if its good for them, but it is a good thing for investors. Photo by Pricedoutforever.com

This post originally appeared on the Hermit Haus Redevelopment website on 2016-07-23.

The median price of a single family home in the City of Austin rose 3% to $350,000 in June. When you take the surrounding cities into account, the median price was up 8% to $295,000. This sounds like great news to investors, but it actually makes our game riskier. Just as the higher prices are denying many first-time home buyers and lower income families the opportunity to buy a home in Greater Austin, they make it harder for investors to find the margins we need to sustainably run our businesses. Not impossible, just harder.

If you talk to a real estate agent, they’ll say, “Buy high, sell higher.“ But remember agents are motivated by commissions, and they get paid no matter which way the market trends. They get paid more if it goes up, but they still get paid if it goes down, assuming it doesn’t collapse and they can still sell something.

The more people get priced out of the market, the fewer people there are to buy any given home. That doesn’t seem to be a problem yet—along with the "affordability crisis" the ABOR article mentions, we have a supply crisis. Our inventory levels remain at historical lows, less than two months. I’ve even heard speculation we may see a one month inventory in the near future. That means, despite the price, someone is buying all the houses that are for sale, and it’s not just investors.

Remember, a stable market has around six months of inventory. So we are still in a really hot market.

While the trend in median home price continues upward, it is not a straight line. You can’t count on appreciation to save your donkey. Data source: Austin Board of Realtors^®

But consider this: this business is cyclical, and it can turn on a dime. Add to that what our mentor Shenoah Grove says: "We’re currently eight years into a five year cycle," and you can begin to see why some investors are starting to talk about bubbles. And finally, I’ve seen a market correction in the first year of every new administration since I can remember, regardless of which party was involved. So you have to ask yourself if we are approaching the crest of the wave.

Over time, real estate has always appreciated. But that appreciation isn’t a straight line, unless your talking about the very long run. It’s downright bumpy. And as I’ve always said, to reap the long term benefits, you have to survive the short term. Or as I once heard Alan Greenspan quote John Maynard Keynes when asked why investors don’t plan for the long term, "In the long run, we’re all dead."

So how do we continue to help people and make money in times like these? We have to stick to basics.

• Don’t buy assuming appreciation will fix our mistakes. I think it will...in the long run—if we survive the short run.
• Know your end buyers well enough to improve the house to the right level, neither over improving nor under improving.
• Remember your time lines and try to eliminate slack from your schedules. This one is really hard right now when contractors and subs still have more work than they can handle. Why do should they care about your schedule?
• Manage your holding costs. Use private money rather than hard money. Use bank money rather than private money.
• Partner up to spread the risk. You only shoulder half the risk with a seasoned partner, but you only get half the profit.

That said, don’t forget the motto I learned from my mentor Than Merrill: “People first, profits second.“ This business revolves around solving other people’s problems. Even in these high-priced times, even when the market turns down, if you can help people solve their problems, this business will continue to be rewarding and profitable.

For the full report on the June market from the Austin Board of Realtors, see Austin-Round Rock home sales on pace to surpass 2015 record levels amidst affordability crisis

The Pros and Cons of Real Estate Wholesaling

When you have a property under contract, you have a marketable interest in that property: the contract. You can sell that contract in most states, but you can't sell the property until you own it. Talk to your lawyer.

I designed this infographic of the wholesale cycle way in the future. Too bad I don’t have it now.

This post originally appeared on the Hermit Haus Redevelopment website on 2016-07-21.

Many "experts" recommend real estate wholesaling as a quick, inexpensive, and easy way into the business. While it may be the lease expensive way to start out, wholesaling isn't all that easy. For a complete explanation of what wholesaling is, see "What Is Real Estate Wholesaling?"

Pros

You can raise money fairly quickly.

Because you use very little of your own money and you collect on your investment quickly, it is possible to raise money very quickly. The amount of money you can raise depends primarily on your skill as a negotiator. How cheaply can you put the property under contract? How little of your money can you tie up in the process?

Risk is lower than renovating or buy and hold.

Again, because you use very little of your own money, you risk very little of your own money. But there are other risks.

Cons

It is not without risk.

Wholesaling can be very close to practicing real estate agency. You have to be very careful of your practices and wording to avoid this risk. Further, you will probably have at least a little of your own money at risk. And you risk your credibility with your peers if you don't perform a fair amount of due diligence before marketing your contract.

It takes a significant amount of effort.

Wholesaling requires more effort than just about any other kind of real estate investing and sales. It is a full-time marketing gig with very little repeat business. No seller will ever sell you more than one house. How would that sound? "Hey, Lee. You bought my house when it was being foreclosed on a few years ago. Guess what?"

You have to be willing to invest in marketing.

Because wholesaling is lead-driven, you have to generate a lot of leads for every deal that comes along. This part really isn't any different than other parts of the investing game, but it is something you have to be aware of. That means you have to be prepared to spend money and effort to generate those leads.

You can't do it on the MLS.

I see a lot of novice wholesalers trying to re-market a house they found on the Multiple Listing Service (MLS)—or from one of the big real estate sales websites like Realtor.com. The honest truth is, if it's on MLS, it's probably a very thin deal—usually too thin—for any investor already. By the time you add in a wholesaling fee, it probably isn't a deal any longer—if it ever was.

The point of this post isn't to try to scare you away from wholesaling. I want you to wholesale. We buy a good chunk of our deals from wholesalers. My business would be much smaller without reputable, reliable wholesalers.

The point is for you to understand what wholesaling is, what you're getting yourself into. You can make good money wholesaling, if you work at it and maintain good relationships with your buyers. But you will get much more out of it if you understand the needs of the people you buy from and figure out how to satisfy those needs.

How We Help Families in Probate

Being executor of a loved one's estate can feel like a weight dragging you down to the darkest depths below. [Hermit Haus] can help, even if it's only to listen. Image by Bitmoji

This post originally appeared on the Hermit Haus Redevelopment website on 2016-07-12.

Probate is one of those areas where emotions run high, and it's very difficult to determine the right thing to do. Many psychologists recommend not making any significant financial decisions for a year after the death of a loved one. That's good advice if you are in a position to follow it.

But what if you're not?

First, I want to be clear that I fully understand wanting to protect your family against opportunists who want to take advantage of your grief. There are plenty of those people out there, and I firmly believe taking advantage of a grieving family is a sure way to total your karma.

If your family has the resources to wait a year before making a decision, that's probably the best thing to do. If we can help answer any questions about the process, we will do so with no expectations. I was the executor of my father's estate, and that is a burden I wouldn't wish on anyone. It keeps you picking at the wound for however long it takes to settle the estate. In my case that was two years before I could begin to let the scab form.

Remember: emotional stamina is a finite resource—often more finite than money.

But if your family doesn't want the house, can't afford to keep it, or doesn't have the resources to get top dollar when you sell it, we can help there, too. We'll make a cash offer for the current value of the house and close at your family's convenience. If you're not looking for a quick sale, we have other ways to help.

The last thing we want to do is intrude on the grief process. But if you know someone who needs help or just free advice, call us. We've been there.

Open House: Ash

We added a few plants to the front walkway. I like how the colors pop against the gray brick.

This post originally appeared on the Hermit Haus Redevelopment website on 2016-07-10.

We had our first open house at the Ash House today. Sue Ann promoted it on all our media outlets for a couple of days, but because I'm not the Social Media thinker, I forgot to mention it anywhere until it was over. Sigh!

Carol and I worked it, and we had a pretty good turnout that included a lot of our neighbors. One even followed Carol from where she put out the open house sign to the house! All of our neighbors were grateful for the project and seem genuinely enthused to help us sell it. This is one case where you really can pick your neighbor.

Another thing I love is Fredericksburg peaches. One of our neighbors gave us these to say thanks for fixing up the Ash House. I forgot to give Carol any. Wonder if there will be any left for the next meeting. Hmmm... Still life by Suna

We only had a couple of serious buyers, and one of them said the split level was a deal breaker. Even with only two steps, they were concerned about frailty and balance as they age. But they were really nice people who are looking to downsize and relocate to Temple. Carol may be able to help them with selling their home and finding the right place in Temple.

That’s one of the things I love about this business. You meet really interesting people if you take the time to learn their stories. There are so many ways to help others. Another thing is making the houses happy again. We had nothing but good comments on all of the selections. Preserving the character of this house instead of redeveloping it was the right choice. The most common comment was, "I can't believe how beautiful it is! Did you see it before?"

We learned that there is a fault line running through the neighborhood at the bottom of the hill. The neighbors all told us that the houses on top of the hill (like the Ash House) are fine, but all of the houses farther downhill have foundation problems because of the constantly shifting soil. I will have to understand the issue better and find a solution before we take on a project in the more mobile part of the neighborhood.

Finally, we also made a couple of good contacts. One of the neighbors is a probate attorney, and another buys furniture from estate sales. We find it rewarding to help families through the hurdles of probate and selling a house.

The More It Changes…

Because of it must support the needs of real estate agents over buyers and sellers, Realtor.com may not become the self-service portal the market demands. Realtor.com screenshot 2016-06-29

This post originally appeared on the Hermit Haus Redevelopment website on 2016-06-29.

Ah, the more it changes

The more it stays the same

— Nostradamus via Al Stewart

I read “The Death of the MLS” by Bob Haywood this morning. It sounds scary doesn’t it? “The Death of the MLS”? Currently 80% of homes are sold through the Multiple Listing Service (MLS), according to the National Association of Realtors^® (NAR).

So how are we going to find and sell houses in a future without the MLS? Haywood suggests people will use self-service sites, specifically Zillow. While I agree with most of his prognostication, there are a couple of points I’d like to make:

• Zillow gets most of its data from the various MLS sites around the country.
• There are other sites that are as or more effective in helping buyers find properties (Trulia and Realtor.com, for example).

This trend to self-service brings investors both new opportunities and new risks, some of which are the same thing. I’d like to look at these, since Haywood speaks from the perspective of a Realtor.

A few percent pain in “real estate commissions can mean the difference between you making money and losing money on your house.” It seems like every city has self-help sites for sellers. Photo source TBD

The biggest opportunity for investors is the ability to avoid at least the listing agent’s commission. That leaves 3% or more in the deal, which enables us to pay more for a property and still make money. It also gives us the opportunity to increase our profit margin, but no opportunity is without risk. This trend is already visible in the increasing number of unlisted sales through Zillow, Trulia, and Craigslist.

In this case, investors, flippers, and redevelopers are assuming some of the risks that Realtors have assumed for us. We will be held more accountable for the accuracy of information and the completeness of repairs as we deal more directly with the buying public. This last bit is important. We may be held accountable for repairs we did not do or did not even know needed doing. Further, courts have a long history of holding developers and other vendors accountable for any miscommunication with “unsophisticated” buyers.

And many buyers will continue to use buyer’s agents. A buyer’s agent is a licensed real estate agent who represents the buyer, even though they are paid by the seller. Their job is to use their real estate expertise to ensure the buyer’s interests are protected and even enhanced in the deal. They negotiate concessions the buyer might not otherwise think of, but buyer’s agents don’t necessarily assume any responsibility for accidental misrepresentations.

That said, I love buyer’s agents. Our goal at Hermit Haus Redevelopment is to offer a home the new owners can be proud of. It’s part of our win-win philosophy. We make mistakes—you’ll see us talk about some of them on this site—but our goal is to offer the best house in the neighborhood. If we do that, we make the buyer’s agent’s job easy.

In his article, Haywood discusses the (im)possibility of stopping the Uber-ization of the MLS. I really don’t want to, even if it makes my business a little riskier. I believe it’s in everybody’s best interest (except maybe a few agents) to make buying and selling houses easier. I believe the ethical redevelopers, like Hermit Haus, will thrive in this new environment. We’ve already got more experience in our leadership team than many others, and we will continue to adapt and thrive as the market changes.

As Al Stewart translated Nostradamus, “The more it changes, the more it stays the same.” Quality will prevail in the market over cut corners.

It's All in the Timing

This house is pulling itself apart as parts of its floating slab foundation move in different directions, like continental drift.

This post originally appeared on the Hermit Haus Redevelopment website on 2016-06-20.

There’s a fine line between buying too high, buying right, and losing the deal. We lost another deal today by only a few hours. There was a REO (Real Estate Owned—it’s a banking term that means the bank owns the property after foreclosure.) house in the same neighborhood as the Ash House. We had been keeping an eye on it for a while, but the bank wanted too much money for the shape the house was in.

We kept submitting offers over time in hopes of eventually landing this deal. Even though the bank had steeply discounted its original asking price, the discount wasn’t sufficient to cover the cost of repairs. The roof was past its expiration date, and the foundation had problems. A floating slab foundation built in the 60’s on highly mobile soil will eventually fail. It’s just a matter of time. When it does we can repair it and bring it to today’s state of the art, which has improved dramatically over the last 50 years.

The picture to the right shows several red flags that indicate a higher than average repair cost.

• The foundation has cracked and is pulling parts of the house in different directions, resulting in the crack running down the wall.
• This has also let water get into the wall, which exposes you to rotted studs at best.
• The window framing has failed, which also lets water into the wall.

We submitted another offer today, expecting it to be rejected. It was but not for the reason we thought. The bank finally relented and sold it for a price where a reputable investor could:

• Repair the foundation
• Replace the roof, fascia, and gutters
• Rebuild the fence
• Retain a reasonable budget to repair the interior of the house

The problem was that our offer came in two hours after the bank accepted another investor’s offer. We don’t know what that offer was, but we were told ours was “in the ballpark.” Timing is everything. You snooze; you lose. Yada, yada—just keep working to find the next one.

St. John’s House: Cleaned and Primed

St. John’s house is much improved just by scraping the old paint and priming the exterior.

This post originally appeared on the Hermit Haus Redevelopment website on 2016-06-15.

Here’s a quick update on St. John’s house. Our contractor, Abigail, has stripped all of the old paint from the exterior of the house, repaired the siding, and primed the exterior. She’s still working on the drainage and will have to rebuild and reinforce the pier and beam foundation.

Pier and Beam Construction

Pier and beam is a method of building that was more common in the first half of the 20th century and before than it is today. It is much more suitable for soils that move than a concrete slab, even a floating slab. When St. John’s house was built, at least one of the piers was an old tree stump. For much of the 20th century, piers were simply cinder blocks stacked on the surface and shimmed to make the house level. Today, most new piers are formed concrete sunk into the ground. The depth of the pier depends on the depth of bedrock and the type of soil. (Technically, there is a functional and semantic difference between piers that hit bedrock and those that don’t.)

This isn’t the prettiest graphic you’ve seen, but it does a fair job
of demonstrating the key points of pier and beam construction.

Beams are usually 2x12 or thicker boards that run the length or width of the house. The beams can be sistered (nailed or glued and screwed together) for additional strength. Floor joists run the opposite direction and sit atop the beams.

Pier and beam construction leaves a crawlspace under the house, which is both the primary advantage and disadvantage to this type of construction. Leveling the house is often a matter of shimming between the piers and the beams. The crawlspace provides easy access to plumbing and much of the electrical if you need to make a repair. On the other hand, if the crawlspace isn’t secured with skirting, it provides a wonderful habitat for animals such as rats and raccoons. Unskirted crawlspaces also allow winter winds under the house, making the floors harder to heat (even with insulation, which was not usually installed before the 1950s) and adding to the risk of broken pipes.

Back to St. John’s House

All that leads to the drainage problem I mentioned above. St. John’s house had multiple leaky pipes, and the grading retained water under the house. With the rains we’ve had this spring, Abigail’s team is still working to drain the water that pooled under the house. Once that’s done, we can level the house and work on the yard to prevent the problem from recurring.

Another One Bites the Dust

Failure to do your own due diligence is a trap that can reduce your profits to single digits or even to a loss. Photo by Free Images

This post originally appeared on the Hermit Haus Redevelopment website on 2016-06-10.
 

And another one gone, and another one gone

Another one bites the dust

—John Deacon

We had to back out of another wholesale deal today, even though the numbers looked pretty good at first blush. I’ll call the wholesaler Dick for this post. You have to be really careful when dealing with professional wholesalers. They know the business well enough to know what you are looking for, and they can make the numbers look good—often by inflating the after repair value (ARV) or underestimating the cost of repairs. You have to do your own due diligence and trust your own numbers.

In this case, Dick was going to make enough money on the deal to require a double-close. That is where the wholesaler actually takes title at one closing and then sells the property to the wholesale buyer at another closing. These two closings can take place minutes apart, enabling the wholesaler to make a tidy profit in a very short time without disclosing the amount of that profit to either the original seller or the wholesale buyer.

Because a double-closing incurs two sets of closing costs—one when the wholesaler purchases the property and another at the sale—this exit strategy is generally only viable when the profit on the wholesale is at least $20,000. Now you may say that’s a lot of money.

Why wouldn’t I have a problem knowing the wholesaler is making at least $20,000? Because it all comes down to the numbers. If there is still room for me to make a reasonable profit, I don’t care how much the wholesaler makes. Dick found the deal, after all. If he hadn’t found the deal and sold it to Hermit Haus, we wouldn’t make any money at all. And 30% of something is better than 100% of nothing.

Hail damaged shingles can be difficult to spot unless you climb up on the roof yourself or hire an inspector to do so. Photo by Home Standards Inspection

In this case, the numbers worked only on the surface, and this is another reason why I recommend hiring an inspector on every house you buy. The inspector’s job is to find hidden problems. In this case, the problem wasn’t so much hidden as missed. The roof looked fine: 30-year architectural asphalt shingles in reasonably good condition to my eyes. But the inspector found signs of hail damage, which would require replacing the roof before any bank would finance it for the new seller.

The estimated cost of the roof was about $10,000. That would move the deal from a fairly reasonable profit range to the danger zone. There would be no contingency repair budget left, given the ARV. We have learned to never go into a deal without a contingency budget of at least 10% of the repair estimate. We could be placed in a position of either having to cut corners or lose money, neither of which is in our vocabulary.

When confronted with the bit about the roof, Dick said, “That’s a good roof. I don’t have to replace it. Nobody can make me replace it.” We all agreed. But there are two things to consider:

1. A new roof is the single best investment you can make in a property. It relieves new buyers of an expensive contingency to their purchase, making them feel safer about the purchase.
2. And while banks don’t require a new roof to finance a property, they do require an undamaged one. If you want to sell a house with a damaged roof, you had better fix it.

Since we couldn’t come to terms with Dick about the roof, we backed out of the purchase during the option period. It’s not that I expected him to replace it; I simply needed to have room in the deal to replace it myself.

Replacing the roof was the right thing to do. I believe in doing the right thing. In this case, scrubbing the deal was the right thing for us to do. We could have gone forward if we could renegotiate the purchase price downward to account for the unforeseen cost, but that didn’t happen. And Dick may still be able to sell the house to an inexperienced, unsuspecting purchaser, but we won’t be put in the position of choosing between taking advantage of someone or losing money.

What Is Real Estate Wholesaling?

This is a very large sad house offered to us by a wholesaler. We will see…. Photo by: Suna

This post originally appeared on the Hermit Haus Redevelopment website on 2016-05-23.

Yesterday, Carol, Russell, Sue Ann, and I went to look at a prospective wholesale deal we’re calling either the Antelope House or the Home on the Range because of the toy deer in the front yard. This was a frustrating trip. The wholesaler didn’t have the three things you expect a good wholesaler to have when asking you to meet at the property:

• The keys
• A firm idea about what he wants to sell the house for
• An understanding of the redevelopment business model

But there are newbies in everything, and I’m going to put down his performance to a lack of experience rather than to a lack of respect for the business or us.

In real estate investing, wholesaling is a process whereby the wholesaler:

1. Finds a (hopefully good) deal on a sad house
2. Negotiates with the current owner to establish the purchase price of the house
3. Signs a contract to purchase the sad house
4. Markets the contract to other investors at a premium
5. (Hopefully) finds another investor who is willing to pay the price the wholesaler needs for the property
6. Assigns the contract to the new investor who actually closes on the deal

Some people will tell you this process is illegal if the wholesaler is not a licensed real estate agent, It is, in fact, illegal in some states unless the wholesaler actual takes title to the property. This strategy is called a double-close because the title changes hands twice: once when the wholesaler buys it from the original owner and once when the final investor buys it from the wholesaler. In Texas, sale and assignment of the contract is legal because the wholesaler is marketing an equitable interest in contract itself, not the real estate.

You can find blank assignment contracts on the Web. I recommend paying the money to have a good lawyer in your area draw one up.

In this case, Sue Ann and I drove 40 miles each way (Russell and Carol drove farther!) only to waste our time with a wholesaler who was at best unprepared. He offered us the contract at nearly full retail prices without giving us the opportunity to look at the inside of the house. He said it would take about $15-thousand to repair the house, which would place the total cost of acquisition just north of what we could expect to sell it for—if his numbers were right. He said he would fix every flaw we found on the exterior of the house.

Now, there are ways to make an offer on a house sight-unseen. To do so, you must know your market extremely well. You can make the offer based on average cost per square foot of a sad house and your average cost to repair. Then you add in an allowance for worst case.

Also, never trust the wholesaler to make the repairs for you. There are two reasons for this:

• You are responsible for the quality of the repairs that the wholesaler makes without having any control over costs, materials,contractors, or corners cut. What’s the old adage? “If you want something done right, do it yourself.”
• The profit of a redevelopment company comes from the difference in value before and after redevelopment. Needless to say, allowing the wholesaler to reap these profits makes the deal too thin to think about.

The wholesaler wants us to meet back at the house on Thursday, at which time he promises to have the keys. If he still wants to sell us the house and act as a contractor, he will have read our contractor materials by then and understand the way we do business. If not, we will have other things to do on Thursday.

The bottom line is never be afraid to walk away from a “deal.” As my friend Larry says, “Some of the best deals I’ve done are the ones I walked away from.” It’s always better to walk away than to lose money.

I’d Rather Be…

Worse weather has passed, but more is coming. No trip to San Antonio today.

Okay. This picture is from a week in the future (when the post published on this site). The Walker’s Creek bank is normally on the other side of those trees. The fence going up from the left is our property line.

This post originated on the Hermit Haus Redevelopment blog on 2016-05-19.

In one of her songs, Mary Chapin Carpenter says, “Sometimes you’re the windshield; sometimes you’re the bug.” And while I don’t relish the idea of being the windshield, I work very hard not to be the bug. Very hard, indeed.

So despite my previous statement about redevelopment and wimps, I’m wimping out. Larry and I decided to cancel our trip to San Antonio to review progress on St. John’s house. Even the GC who lives there said traveling hundreds of miles under a flash flood advisory was not a good idea. I’m staying dry and (hopefully) safe in Round Rock today, and Larry is doing the same in Cameron.

We’ll go to San Antonio another day, and you’ll get to see more pictures then. Until then, I’m going to parrot Paul Simon: “I’d rather be….”

A Joint Venture in San Antonio?

Yes, there are two dumpsters in front of the house. The GC for this project actually filled and hauled off three dumpsters before she could safely start work.

A successful joint venture is a win-win.

This post originally appeared on the Hermit Haus Redevelopment website on 2016-05-17.

Yes, we work anywhere we can find the right deal. Even as far away as San Antonio—where the newest deal brought to us by our friend and joint venturer Larry is located.

St. John’s house isn’t really a hoarder house. It’s just been very neglected for a very long time. It may be the dirtiest house we’ve attempted to redevelop to date. I’m glad Larry is taking the lead on this one.

I should have more pictures later this week when I go to see it first hand for the first time.

This house is in an area that is undergoing substantial gentrification. Several houses with a few blocks and on the same street have been bulldozed to make room for McMansions. We won’t go that far with this house, but the house won’t be recognizably the same when we’re done.

So What Is a Joint Venture Any Way?

Simply put, a joint venture is a contractual arrangement between two or more entities (people, corporations, or some combination) to undertake a specific project through a Joint Venture Agreement (JVA). The JVA specifies how much each entity is responsible for the project in terms of money, time, or effort. In real estate redevelopment or construction, joint ventures often enable the venturers to pursue more or different deals than they could on their own.

In this case, the joint venture is between Hermit Haus Redevelopment, LLC and Andress & Three, LLC.

When Hermit Haus enters into a joint venture with another company, we always spell out who is responsible for managing the project and who is responsible for managing the money. Since there is considerable overlap between these two responsibilities, we end up with some level of checks and balances.

We split the costs and rewards evenly between the venturers. The JVA states that the money manager has to publish state of the venture reports at least once a month. That way the venturers all have an opportunity to see where the money is going and with more eyes, the project, hopefully, has a better chance of success.

Is joint venturing with other investors the way to go for you? Maybe. There are a lot of considerations, and only you can decide for you. And as with any legally binding contract, have your own lawyer look over the contracts before signing.

Ash House Update

Front of the house, repainted and slightly landscaped. Mismatched chimney cleverly disguised by a tree.

Here you can see the three colors we are using. All from a Frank Lloyd Wright collection.

Back view, showing new doors, sparing you the sight of the actual yard.

This post originally appeared on the Hermit Haus Redevelopment website on 2016-05-16.

A group of us went by the Buffalo Trail house to check on the renovation work on Saturday. We even braved a flash flood warning to do so. Rehabbing is not for wimps.

All-in-all, I’m pleased with the progress the contractors are making on the place. They have the yard mostly cleaned up. That makes a tremendous difference when you consider how jungle-like the house was at purchase. If my kids were still kids, I’d no longer be afraid to let them play in the front yard. The back yard is still another matter.

Mowing the lawn did show how little grass grows under the dense canopy. So even cleaned up, the yard is still a little foreboding. We may have to put more effort into thinning the forest that we had originally anticipated.

The exterior brick has been power washed and painted—mostly. Thanks to the weather, the painter missed the chimney cap. The rains kicked in again about the time they finished painting the body of the house. So we have this reddish-brown chimney sticking out of a white roof on a gray house. Details. But the painter assures me it’s “on his list.”