Join us as we explore the art of deal analysis and negotiation in the context of real estate deals in Episode 19. This episode covers role-playing & running numbers on deals on FB. For more information, please visit our website: https://www.randystedwell.com/
Hey Everyone, On Episode #19, We will be Role playing different situations while talking to Sellers. Also, we will be running the numbers on deals that are posted in the Facebook group or someone putting deals in the chat. We will be doing a Q&A session as we go like we usually do, but I will also break down how I JV (Joint Venture) My deals. We will go over Our new Deal Analyzer as well as How I started my buyers list.
This is for everyone out there who wants to know about Metro Detroit Off Market real estate. We will be interviewing people every week and taking questions from everyone in the comments, or they can come on video with us. We will post the link in the chat when the LIVE starts for those who want to come on video with us.
Title: Real Estate Deals: Role Playing & Running Numbers On Deals In FB - RET Ep 19 | RandyStedwell.com
This video explores information on Real Estate Deals: Role Playing & Running Numbers On Deals In FB - RET Ep 19, but also covers the following topics:
Real Estate Deal Analysis
Running Numbers On Real Estate Deals
Real Estate Facebook Group
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👉 Real Estate Talk w/ Randy Stedwell Episode #8 | Malcolm Turner Castle Commercial Capital LLC Part 2
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👉 Real Estate Talk w/ Randy Stedwell Episode #8 | Malcolm Turner Castle Commercial Capital LLC Part 1
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© Randy Stedwell.
hey everyone out there in YouTube and Facebook land how you guys doing today
um hope everyone's doing well I I am here uh
so we're here for another episode episode 19 um for the real estate talk with Randy
steadwell uh we are here to uh do some role-playing as well as running some
numbers from some deals that are being posted on the Facebook group so
um I'll run the numbers at least on my end what I what I look at them that way
it will help you guys understand uh how they are you know what buyers are
possibly thinking of at least from my understanding um there are the comments here so if
there are any differing opinions please do uh put in the comments if you want me
to go over a deal excuse me if you want me to go over a deal that you currently have under
contract uh or anything like that please put it in the chat we'll look at it we'll see what we can do
um and kind of go from there so uh with that being said
um you know happy to show you first off I want to go over how to talk with
sellers on uh how to talk with Sellers and kind of
role play a little bit so with that being said
um sellers are always going to be looking for the quick cash the quick money they they're they're gonna be like
well I want to all cash offer but I want it in retail I want retail price I want
whatever Zello says right so what you do is you go through you go through and you
talk to them and you try to figure out why why do they want that price why do they wanna
um figure out you know what's their motivation and figure out what is keeping them saying
Hey I want that price well what if it's just because that's the price that they see
okay so you have to um you have to check it out and you have
to talk with them deep dive and this goes back to what we were talking about last week
on building relationships and building rapport with the seller uh you you have
to figure out exactly why they want to sell what is their reasoning and kind of
take it from there so uh for instance if their reasoning saying oh I just want
that price and if I don't get that price then I'm not moving then they're not motivated okay
you we cannot convince people to sell we cannot convince people to to give us
their house or or anything like that so we're here to be able to give them
options that is it okay so with that being said if they say oh I want Zillow
price oh yeah but I have a mortgage I'm trying to figure out this okay great
if they don't really have equity in their house there's other options the creative
options okay if you figure out that say hey the
reason why they they need say they want that price because they want to walk away with
they want to be able to walk away with you know you know 20 grand and after they pay off the mortgage and
taxes and everything well now you now you get down to the meat okay well
for us this is how you would bring it up well for us cash is expensive for us so
we need a bigger discount for cash but we can usually come up in higher in
price if we can take over your existing debt is that an option that you might be
interested in okay we can talk further about that and how it would work
um but I could give you say your ten thousand dollars or fifteen thousand
dollars cash up front as a down payment and we would take over your mortgage
payment that could be at three percent three and a half percent four percent whatever we'd have to get all that
information from them but it's something that you would talk
with them and see hey is this something that you'd be interested in and if it is
if it is something that they'd be interested in then you run the numbers you get the rest of the information
okay uh that's kind of how you start going forward that way
if for some reason they don't want to give you the information then say you
know Mr seller I I completely understand you don't really want to go out there you know if that were the case then I
have to give you all my all cash offer which is going to be a lot lower okay and you're probably gonna have to be
coming to closing with cash uh to pay things off this way at least I
can try to come up to your number and we can see if we can make a deal happen
and and that way it works out for both because I I hope you understand that I'm
in here to make money this is my job not I'm not a charity I I don't I know you
don't expect me to be a charity okay so and you you get through to them that
they they understand that you are this is a business
you are there to make a profit and they're like oh as long as you can help me out with my if they're motivated
enough as long as you can help them with their situation then they will they will be happy to
hear okay they'll be happy to help out they'll be happy for you to help out and
kind of take it from there so with that being said
um in the chat if you are in the chat um put over off to the side any scenarios that you want me to go over
I'm happy to bring it if you want to come come on video or even just audio
um we can put the uh we can put the chat over here
the link to the stream yard where you can come on and so I did to the YouTube
and I'm doing it to the Facebook group as well if you want
to come on and we can play some role playing as well okay
um you know I'm all for that I I want to help out as many people here as possible
and role-playing uh role-playing some
uh uh some live calls or some calls in
general I think will help everybody out there so
um these are the scenarios that I've come up with and the scenarios that I've
I've seen these are my own experiences and these are reactions that I've seen
come from the buyers that I've talked with okay
so with that being said like as soon as I bring up uh if they're a higher price
I I do exactly what I just said I always go for the cash offer first but if they're too high of a price or
you know we can kind of meet in the middle um I let them know hey you know
sometimes we can come at at things with a creative option you know if we can is there is that
something you might be interested in where we would either pay on payments
whether to do a seller finance or if you have an existing mortgage we could we could take over your
existing mortgage okay is that something you might be interested in this opens the
conversation okay with that being said if they're open to
it then when you give them the offer you give them all offers okay in order to do
that you've got to get all the information okay so with that being said
you can do uh that is the reason why I do have the
I'm going to
this is the seller finance calculator that I have okay and this is the way
that you would figure out what is a a good price for you okay
whether you want to do a five-year balloon payment whether you what interest rate you can there's a link
here that tells you um what the balloon payment would be at what interest rate and what payment
and this will help you determine on your cash on cash return what you're
comfortable with so on and so forth okay this will also help you with
your um with a sub 2 deal you put the correct
information in here for a sub 2 deal as well it acts the same way okay uh the
only fields in here that you change as anything in yellow okay
um same thing for Buy and Hold and also fix and flips okay another big
popular thing right now is it's called a Novation agreement is if they're really
stuck on their price but they don't want to do a seller finance or anything like that you pitch an ovation agreement you pitch
hey how about we can try to come up to your price let's let's see this we lock it in
at you bring the price down a little bit if you can um
but I'll put up the money for the renovations we'll flip this
okay and then you just get paid out on the back end
that way I don't have to put out the purchase price and you can and we both
benefit that way or you can simply do that and then say we split the profits
over x amount of dollars whatever the case is okay
um however you can the good thing about seller finance is that you can negotiate
it however you want okay so
um also we have the rehab calculator here the rehab calculator uh you can do all your individual stuff
this is where you're gonna go in depth but if you wanted to do a quick rehab
and if you want to do a a quick one then you
would do whatever your your per square footage for light medium and large and
then put in the square footage of the home here and then you would this is a drop down menu you'd select light medium or or
heavy light medium or large rehab and it'll come up with a purchase price here or the the renovation costs
so um with that being said I again
chats are open off to the side please do put in any scenarios that you want you
do want to hear I'm happy to go over them in the meantime what I'm going to
do is I'm going to come over here I'm going to bring this down and
I'm going to open up the screen share and we are going to
look over any deals that we have here in the Facebook group okay so this is
the Metro Detroit off-market Real Estate Group I just changed the banner there today
um we'll see if that works I I I I like making a little bit little changes here
and there and see see how things work um so
with this being said I try to keep this group as much
centered around real estate as possible I try to keep the spam to a minimum as
much as possible so please do if you have any questions about and about
anything real estate come in here we have about 4 800 members in this group at the moment okay and
you know if I don't have the answer somebody in here should have the answer so uh we are posting deals I know it
seems like it's not but we are posting this is a commercial deal here so we are getting some commercial deals uh people
that post oh I got a nice duplex rent ready after you know post the full deal if you want to get it gone post the full
deal this is what what I when I see this normally
I see it's priced too high most most likely it's price too high or somebody's
just being lazy so um this here is the Warren deal
um that I've been seeing going around right now they're asking uh 36.5 I also
just got somebody sent me this deal uh with an up charge at 55. uh it's crazy
so uh this this guy Uval is usually
pretty uh at he's pretty um
active in the group uh so he's probably the person who has it directly under
contract I don't quote me on it by any means but um this has been in here for a while uh
I think you know for 36.5 I'd have to walk it to see if there's space enough to make it back into either a
two-bedroom because it being a one bedroom in here is not a very good appetizing
you know it it and it's a very small place so I'm gonna try to find one that this
one's for rent then let's see here
all right so we got a one in the four eight two two eight forty five cash only
so we have
let's look over here the photo the photo link does not work
and that that's a key like if you're gonna post a deal in here make sure your links work
all right so newly vinyl windows throughout two water tanks and furnaces use will will
be provided at closing okay so the water tank and furnaces are
are taken out because they don't want to be stolen uh new Plex nupex Plumbing new
electrical renovation started but never completed uh selling it as is so I'd really have
to see exactly how far in okay they're saying arv is 128 to 133
okay so let's just do a
because this is probably going to be a Buy and Hold situation all right
so at 45 we're gonna do
forty five thousand okay
all cash and rehab costs let's see what the rehab
costs they're they're trying to estimate I'm going by their numbers here all right we can run they have they have comps
already here I I'd have to see if those comps are actually valid to be honest
um but based on the outside
let's see here this is
great opportunity this is a two bedroom one bath each unit
so it's a duplex all right
so let's put rehab at let's put it at thirty thousand
okay closing costs let's put it at 2400.
okay mortgage payments gonna be zero
all right and so with rent for a two-bedroom
we're gonna say it's probably gonna be about 900. uh so 900 times two we're gonna be at
um we're gonna be at 1800
okay so on that being said the taxes
on this property I'm gonna estimate the taxes to be a right around
2500 it might be less it might be more don't
know that yet um one second here
let me go back Insurance we're probably going to be at
like 1200 a year okay
so let's
bring up the calculator and if you look on here on the
calculator uh so I did 45 the purchase price is 45 000 and the down payment is
uh it because this is all cash it sticks to forty five thousand the rehab cost
will be roughly 30 000 okay uh closing costs roughly 2400 okay so we
have the the mortgage payment this is right now we have this set of zero
because it's going to be an all cash deal Market rents would be eighteen hundred because it's a duplex 900 per
unit two units not you know that'd be eighteen hundred
um we are taking a 10 out for management five percent for vacancy five percent for Capital expenditures
uh for the taxes I'm estimating about 2500 it might be lower because it's in
Detroit I I really have to look that up in order to do that I can go over here to this link
uh but I want to get through more deals here insurance I'm estimating right
about 1200 a month if you have more deals you can get that cheaper all right so it looks like estimated
cash flow is about 1131.67 per month
okay so we're working on about a 17.5 percent cash on cash return
that is a pretty I I think at 45 000
okay that works if somebody comes in
and does 40
that's 40 000 that comes in at 18.76 percent you know uh I think that will work it
really just does depend on the rehab estimate I would be able to gauge a
little bit more if their uh photos linked worked
always gotta check your photos link um I'm not going to go private messaging everybody I you know checking the photos
link um and they may even came back come back and say oh no this only needs about 10
grand worth of work how do I know that you know I don't know if the person did
the work previously okay um
if the person did that did the work previously just did not uh
did not do a good job or if they you know what was the issue so what was the
issue they didn't run out of work I have no idea so uh something like that is
where you gotta you really have to check it out let's see if I can find another one this
one is on on 9275 uh Apple Line Street by the way
um I think at 45 it could be a deal okay uh you're gonna be all in let's see
you're gonna be all in toll investment for 72-4
and if if you wanted to bur that out 100 percent uh you can easily do that or if you just
wanted to keep earning the cash on cash return um I think that's a good deal
I especially because it's a brick house okay we sh we I showed you the front picture of it
um it is a it is a brick house and uh whether that's a decent area let me
let me check on that real quick um
another thing that people need to realize okay so the this is in
it's an okay area okay it's a it's a it's in an okay area
um it's not too red but it's not the best either all right
um it's the 48228 uh and the downfall you're gonna have is it it looked like
there was um some
uh vacant properties right next door to uh to each side of it so
you know that that's also a downfall all right uh with that being said
um like I said I think I think for 40 it's a great deal for 45 it's an okay
deal that's my opinion so for the right buyer honestly I think
if a out-of-state buyer can come in here and actually do this
um 100 I believe that they can come in here and do this if they have a team okay
uh with that being said we are going to I'm going to bring that down and
so that that's a few of the deal that that's one of the deals that we went through okay
um one of the scenarios that I see other wholesalers bringing me deals
with is they're on Market I have nothing against on Market buyers have nothing
against on Market but still has to be a deal if you come at if you come and say hey I
have a property it's seventy five thousand dollars okay it needs some work
and arv is 155.
okay these are your numbers I look it up and it's on the market for
69 69 000. you think I'm going to pay over what
it's on the market for also it's been on the market for 200 plus days
it's not a deal okay it's just not a deal
so if the biggest buy the biggest buyer's market or the biggest buyers pool out there is saying it's not a deal
then it's probably not a deal that biggest buyer's pool is the MLS I
will honestly wholeheartedly say that all right but at the same point not everybody's
looking on the MLS for deals I agree that you can find decent deals on the
MLS for wholesale deals but whatever you're trying to sell it
for has to be under this the listing price
here's another issue that you have is when you talk with the the seller you
say you submit your offer okay and they accept it I'll use these numbers for example
because there was a a situation that that happened
they're asking 40.99 you offer them 26.
okay they accept it what do they do they bring the price online they say it's
pending but they bring that price from 49 down to 26 on exactly what what they
accepted from you well guess what now your buyer is gonna
Wonder exactly what's going on because the days on the market does not change
the days on Market does not change whatsoever so now you're going to have a very hard
time selling that deal even if you're just trying to sell it for 35.
and these were there were a couple wholesalers that I did advise this and as soon as we saw that it went
um it lowered the price on listing I would I told them to go back to the and
and tell them sorry we cannot do business at this moment because of what you did my investors feel like they're
not getting a DLI blah blah blah this that um and
you know you kind of take it from there you have you have to learn from that
when talking with agents as well you have to let them know hey this is my
plan or this is what we are doing I'm I'm working with Finance Partners I'm
doing this we get this in there this either has to go as pending or but the price can't
change as far as what is being listed at
so you learn from every single deal that
you do and as long as you every deal that you do you just keep compounding on what
you're learning okay so anybody out there that has had any of
these issues please put them in the chat let me know and you know kind of go from there I don't know how long uh today is
going to be but um you know we're probably not gonna be
going for very long it depends on how much interaction we get in here so anybody wants to come in here and do
some um some role-playing by all means let me
know and we can we can definitely do that so
um I am going to put the link in the chat again
and for anybody else that is watching
all right so on here you can come on in here we can role play any type of situation that
you want um kind of go from there we did have some of the somebody that I was going to have on here today
um unfortunately could not make it and so I had to Pivot uh and the last minute
um so with that being said uh somebody did say they wanted to bring up you know
how do you bring up sub 2 or creative financing I kind of already went over that a little bit but basically all it
is is you're asking hey if I could come up to your number but we'd have you but we'd have to do
terms or make payments they ask well what are terms
I they said where we make payments on a monthly basis because when we put out
cash it actually cost us money okay
um so with that being said it's kind of like it's it's either a seller finance or if you have an
existing mortgage we can take over your existing mortgage and do a down payment
you know you kind of tailor it towards them because one of the questions you should
always be asking is is there a mortgage on the property do you have do you currently still owe
money on the property or do you owe it free and clear you should always be asking that no
matter what so you need to always get that information out
um if they say oh yeah well I don't know what that is so that's no okay great I understand that
um but you know keep in mind when we are doing a cash offer it usually tends to
be a lower offer because of that when we can do a creative Finance offer a
creative option I we can usually come higher in price
so that's where we would come on terms and kind of uh make payments to you so
one question I always ask them as well as is so if I gave you the the full ask
what you did in cash what would you do with it are you going to put it towards another property right now are you going to put
it in the bank are you going to put it in the stock market are you going to put it in the mattress uh and just sleep on
it I mean what are you gonna do um and if they say well I'm gonna I'm
gonna purchase another house okay great you know what it sounds like creative option might not be for you
um but you know if they say if they turn around and say well I already have the place but
um you know I'm just gonna stick it in the bank or do something like that okay awesome well you know when you sell on
this sell this property if because it's an investment you're going to end up having to pay taxes
bring up the tax strategy where doing uh a creative option on terms they
only pay taxes on what they get at that moment so if we give you ten thousand dollars for a down payment you're only
paying taxes on that ten thousand dollars and then every monthly payment after that and that's it at that time
so things like that um those are a lot of good options that
you have to bring up uh a lot of this is gonna be while you
work or while you as you go you're going to see opportunities to
insert all this information so you should have some sort of cheat sheet or
some sort of uh script off to the side and I'm not saying you read off of a
script word for word because they're not going to be reading off of a script 100 percent
you follow along with where they're at okay what I mean by that is is yes you stick
to your script but you have to still be able to you still have to know how to Pivot okay
what I mean by that is is okay great you see the cash options not working pivot
to creative option if that ends up not working pivot back to cash and what I mean by that is I say
okay well it sounds like that it's not going to be an option for you well what we can do is we come up with a
few different options all right we'll come up with a an offer for a few different options but I I have a
question is is something like going on on the market something for you because we might not be
the best offer for you and if that's the case I do have a couple front trusted
realtor friends that are really great at what they do they may be able to help you
um you just might end up having to put a little bit of work into the property so
uh you you kind of talk with them a lot let them know because hey this is It's
Gonna it's probably not gonna pass inspection as it is um you if you put you know XYZ whatever
the case may be and you say I'm just going by what you're saying the properties condition is right now
okay oh no I don't want to put any work in there I don't want to put another dime in there okay great well let me see
about my options I'll see what I can do and come up with and uh we can kind of
come up you know come up with a creative option and come up with it all cash offer okay
now do not give them their that option right then or don't give them the offer right
then and there but if you have if you think it's worth going on an appointment book an appointment
if not try to run the numbers on based on what they said the condition is okay
and what you think the budget will be now keep in mind if they say the condition is okay and
it's good and it's only going to need ten thousand dollars worth of work budget double that I'm sorry it's it's
never that all right so you have to be realistic on the
budget no matter what all right um
but with that being said we're on the numbers based on that then and give them the caveat hey I still got
to walk through the property but this is my this is a rough estimate of what I
think we can offer and you've given the creative option and
then you give them the uh the cash offer okay
if you can give them the cash offer and they're happy with it great move on
if you want the creative option say okay sir well this is the terms that I think
that that we can do oh I don't want to pay zero percent interest I don't want you
paying zero percent interest blah blah blah the the markets the way they are blah blah blah you know this that well
you'd sir uh Mr seller tell me exactly what would work for you
okay if you need higher interest rate I I might need a I need the the payment needs to be stay at the same
okay I still need to be able to cash flow I hope you understand that we're we're
in here to make bit we're in here to make money and uh we're here to
you know have a business it's not a charity and you as long as you keep the
expectations on the fact that you're here as a business owner
than most homeowners are on that as long as they are motivated
they will understand the problem comes when you have a seller
that is not motivated and they just want their price and they want it on all cash
and no realtor commissions no nothing so you have to look at that
um unfortunately I that is a lot of sellers nowadays
and that's where we have to start educating them and where what I like to
do sometimes is I'll pull up comps oh sir you know what I saw this one sold for uh all cash
right down the street from you for fifty thousand dollars
oh okay I saw this flip when when really like it was fully done to the nines
everything um right around the block for 110 and
you're thinking the 100 you think I can sell it for 150 after it's all done I I I I I can't see that this one sold
for 110 and it was completely redone
so You by educating them exactly what the Market's doing
okay you know you let them know hey I can't take comps from last year just the the
market the way it is it's changing so fast um that's just how it is right now
so uh I completely understand hey if you don't want to sell that's perfectly fine too
you know I I'd hold on to it for a few more years and see what you can get out of it after that but I definitely what I
recommend instead of holding on to it and doing nothing with it maybe put a little bit of money into it and try to
get it rented out so it can bring you some income then you bring in and you let them know
hey is there any other any place that I could be of if they deny your offer
say is there any anything I can do to help you out right now
you know I understand you didn't take my offer you know that's perfectly fine do you need help with anything
I'm truly just trying to see if I can help you in any way do you need a contractor's number I can forward you do
you need a a realtor's number I can forward you their number just try to be as helpful the more you
you do that the more when they do sell they're going to call
you back and I've had that I've had actually custom I've had sellers reach
back out to me a year later saying okay Randy I'm ready to sell I really only
want to sell to you anyways because you're a very honest transparent and and
you know very you are very helpful you know so
I was extremely happy about that so
um I don't see any questions in the chat right now um so with that being
with that being said I think we're going to be ending this the stream I did want to bring this back up for one more time
if you did want to get this calculator okay um
if you did want to get this calculator uh you can go on my website it's in the description it's randystadwell.com
justmydame.com it's under digital downloads okay you get this is an Excel
document okay and you so you get all four of these tabs all right
and uh this this is only twenty dollars 19.95
all right this is the only way that I have where we can support the the podcast at the moment
um I'm working on more uh we do also if you do need a purchase agreement
and an assignment of contract we do have those for sale on uh on the website as well if you buy the
purchase agreement and the contract and put in the uh
coupon code combo deal you'll get 50 off of those when you buy both of them okay
um on again this one's 19.95. it's I I made it very inexpensive for people I
it's a very good calculator um I I wanted to have something where you can have it and you it's not a
subscription okay there's a lot of subscriptions out there at the moment and so I guess if you want to say that
this podcast is being sponsored by our deal analyzer then I guess it is so
um with that being said I really appreciate everyone and taking their
time out uh we did get a few views on here um anybody who is in the Facebook group
uh come join the Facebook group if you're not uh you know check us out on
the Metro Detroit off-market Real Estate Group uh on Facebook and we will get as
much uh deals going and ever let's all do deals together all right that's what
I'm here for that's what we're trying to do and kind of take it from there all right with that one have a great day it
was a great show and see you guys on the flip side we'll have we'll be here uh
again in two weeks um not next Monday but the Monday after
we're gonna have a guest on we definitely will have a guest as long as they don't keep canceling on me I'm
gonna definitely get uh get somebody on here next time all right so you guys are
I know you're probably sick and tired of just hearing me talk have a good day and talk to you later
[Music]
there was once a day that I would pray for you I'd go and misbehaved just so you noticed