1. Commercial Wholesale Training 1 Ed and Bob Diamond Module IV

2. Commercial Wholesale Training 2 Agenda for Today Module IV - Make Offers that Stick We will cover Chapters 1 Through 4 of Module IV

3. Commercial Wholesale Training 3 Chapter One - I Found a Property I Like, Now What? Run the Question Checklist in Chapter 1 –Is the deal still available? –Does it match buyers I have or buyers I can get? –Did you run the numbers - pro-forma or actual –Other questions on the list are for when you are buying for yourself

4. Commercial Wholesale Training 4 Contacting the Agent or Owner Use the script and let them know you want to take action Talk in terms of making an offer Owners and agents are similar except you get the ball rolling by having the paperwork

5. Commercial Wholesale Training 5 Chapter 2 How Much to Offer Get some comparable sales using Zillow, MLS or other resource Calculate the NOI and cash flows and get the CAP Rate from a local broker Remember you are doing Due Diligence so you can renegotiate later if necessary If you have buyers make sure the offer will work for them with a profit built in for you

6. Commercial Wholesale Training 6 Chapter 2 Cont’d. Expect counter-offers Start below where you want to end up Enjoy the process and do not get too attached Major commercial brokers have occupancy rate studies, CAP rate studies and other info for you on the market

7. Commercial Wholesale Training 7 Chapter 3 - Making Offers Like a Pro Start with or a non-binding option Seller can get out of a non-binding option but you have a lot of power Non-binding options are easy to pitch to Sellers and perfect for wholesaling No deposit because it is not binding

8. Commercial Wholesale Training 8 Chapter 3 - Cont’d. Often Sellers stop marketing once you have the property under non-binding option Look at the list of items to be in a sales contract - great list for when you are a principal buyer The info about offers, LOIs etc. in the book is perfect when you are a principal

9. Commercial Wholesale Training 9 Chapter 3 - Cont’d. If you have a live buyer and know what they need in an agreement of sale you can draw it up and enter into it with the Seller Have the buyer put up the deposit with the escrow agent on the agreement of sale Have the buyer sign the NCND before telling them about the property

10. Commercial Wholesale Training 10 Chapter 4 Counter-Offers Just revise the Option or if you have a buyer go in with their terms and an agreement of sale Expect counter-offers

11. Commercial Wholesale Training 11 Next Class Module 5 - Stealth negotiating, minimizing closing costs and getting cash back at closing