Vip buyer presentation joes(4)

Joe Dent’s VIP Buyer Services

Making Your Home Buying Dreams Come True

Services provided Seller (Listing) Agent

Buyer Agent

1. Provide you property values 2. Represent you on all MLS properties, PLUS bank properties (REO), new builds

3. Promote and protect your interests at ALL TIMES

4. Advise you even if it means advising NOT to buy 5. Negotiate best price and terms for YOU, the buyer

6. Structure your offer with your best interests in mind

7. Keep your information confidential from the seller unless authorized to disclose

8. Negotiate for a home inspection and repairs in YOUR favor

Benefits ofBuyer Agency

Renting Costs a Lot – A Whole Lot!

Assumptions: Assumptions:

$1,500 Monthly Rent Payments$1,500 Monthly Rent Payments

Landlord Increases Rent 5% YearlyLandlord Increases Rent 5% Yearly

Five Year Costs…Nearly $100,000!Five Year Costs…Nearly $100,000!

Show Your Landlord The Money

Assuming a 5% increase per year:Assuming a 5% increase per year:

YearYear Monthly RentMonthly Rent Annual RentAnnual Rent 11 $1,500 $18,000$1,500 $18,000 22 $1,575 $18,900 $1,575 $18,900 3 $1,654 $19,8483 $1,654 $19,848 4 $1,737 $20,8444 $1,737 $20,844 5 $1,824 5 $1,824 $21,888$21,888

Total $99,480Total $99,480

Average monthly rent over five years $1,658Average monthly rent over five years $1,658

Getting In Is Easy

$300,000 Mortgage – PITI $2,200+/-$300,000 Mortgage – PITI $2,200+/-

After Tax Breaks – After Tax Breaks – Payments Similar to Payments Similar to

Average Rent over 5-yearsAverage Rent over 5-years

Assume 25% Tax BracketAssume 25% Tax Bracket

Now For The Good Part!After 5 years:After 5 years:

Mortgage Balance Mortgage Balance Declines to $279,000Declines to $279,000

Home Value Increases to Home Value Increases to $383,000 @ 5% Appreciation$383,000 @ 5% Appreciation

Net Worth Up $104,000!Net Worth Up $104,000!

3.5% Home Appreciation 3.5% Home Appreciation Still Yields $77,000 Net WorthStill Yields $77,000 Net Worth

Your $ Works For YouAfter 5 years:After 5 years:

Home appreciation (assuming 5% per year):Home appreciation (assuming 5% per year):11 $315,000$315,00022 $330,750$330,75033 $347,288$347,28844 $364,652$364,65255 $382,885$382,885

AppreciationAppreciation $82,885$82,885Mortgage balance ($279,163)Mortgage balance ($279,163) $20,837$20,837

Total Total $103,722$103,722

Your Uncle Wants to HelpIf Cash Is Tight – If Cash Is Tight –

Uncle Sam Can Help NowUncle Sam Can Help Now

Don’t Wait For Refund Bucks:Don’t Wait For Refund Bucks:

Increase Your Take Home PayIncrease Your Take Home Pay

Quit Lending Money to Quit Lending Money to Uncle Sam Interest FreeUncle Sam Interest Free

Check Out: Check Out: IRS Withholding CalculatorIRS Withholding Calculator To Do It RightTo Do It Right

http://www.irs.gov/individuals/page/0,,id=14806,00.html

Tax AdvantageAssuming a $300,000 loan:Assuming a $300,000 loan:

P&IP&I $1,798.65$1,798.65Taxes Taxes 312.50 312.50InsuranceInsurance 100.00 100.00

TotalTotal $2,211.15$2,211.15

Tax deduction for five years:Tax deduction for five years:Interest $87,082 + Taxes $18,750= $105,832Interest $87,082 + Taxes $18,750= $105,832

Using a 25% tax bracket Using a 25% tax bracket $26,458$26,458MonthlyMonthly $ 441$ 441

Mortgage Payment $2211 – 441 = $1,770Mortgage Payment $2211 – 441 = $1,770Average Rent (five years) $1,658Average Rent (five years) $1,658Payment difference $ 112Payment difference $ 112

homeowner tax reductions

increase exemptions

to reduce withholding

increase take home pay

$441/mo $441/moDon’t wait for refund check. Increase take home pay now!

Joe Dent’s VIP Buyer Services

Making Your Home Buying Dreams Come True

As A Homebuying Specialist:..…I Will Help You:

1.1. Find the Find the best homebest home for your for your needsneeds2.2. Negotiate the Negotiate the lowest pricelowest price3.3. Secure the Secure the best financingbest financing4.4. Meet your home buying needsMeet your home buying needs with the with the least amount of hassleleast amount of hassle

None of My Services Will Cost You a Penny*

*Exception: Fairfax Realty’s $195 admin fee to cover costs of Federal, State, Local (County) compliance and quality control. Included in your closing costs

and payable at settlement. In most cases we get the Seller to cover this fee.

*Exception: Fairfax Realty’s $195 admin fee to cover costs of Federal, State, Local (County) compliance and quality control. Included in your closing costs

and payable at settlement. In most cases we get the Seller to cover this fee.

My Homebuying System…

Focuses on Your Needs

My Homebuying System…

Focuses on Your Needs

Step 1:LOAN PREAPPROVAL LOAN PREAPPROVAL

To Determine Your Purchasing Power To Determine Your Purchasing Power Find Out How Much Home you Can Afford ( by helping you get Find Out How Much Home you Can Afford ( by helping you get

FREEFREE

Home Loan Pre-ApprovalHome Loan Pre-Approval))

LOAN PREAPPROVAL LOAN PREAPPROVAL

To Determine Your Purchasing Power To Determine Your Purchasing Power Find Out How Much Home you Can Afford ( by helping you get Find Out How Much Home you Can Afford ( by helping you get

FREEFREE

Home Loan Pre-ApprovalHome Loan Pre-Approval))

Step 2:

Your Home SearchYour Home SearchSend You Information on Homes That Match Your Criteria Send You Information on Homes That Match Your Criteria

( our ( our UniqueUnique Buyer Profile Service Buyer Profile Service ))

Your Home SearchYour Home SearchSend You Information on Homes That Match Your Criteria Send You Information on Homes That Match Your Criteria

( our ( our UniqueUnique Buyer Profile Service Buyer Profile Service ))

Step 3:OFFER ON A SPECIFIC HOME

Help You Get the Home You Want Using

My Specialized Knowledge

At Each Step, You will benefit from

my Innovative Consumer Programs

At Each Step, You will benefit from

my Innovative Consumer Programs

The 3 Step Process to The 3 Step Process to HomeownershipHomeownership

1. Your Home Loan Preapproval

2. Home Searching with my Buyer Profile Service

3. Offer to Contract

Using My Specialized Knowledge

SETTLEMENT & your new home keys!

Inspection(s) appraisal

final loan approval

Should I Start Viewing Homes Should I Start Viewing Homes Before I’m Loan Approved?Before I’m Loan Approved?

1. Loan Preapproval

2. Home Search

3. Contract Negotiations

Settlement

How much house

can you afford?

How much house

can you afford?

What is a GFE? What is an EMD?What is a GFE?

What is an EMD?

What 4 upfront expenses are required to purchase?

Home Loan Pre-Approval 3 key Benefits

Three Key Benefits...Three Key Benefits...

1.1. You Know Exactly You Know Exactly How Much Home You How Much Home You Can Afford Can Afford

Three Key BenefitsThree Key Benefits

2. You Get the 2. You Get the Best FinancingBest Financing

Three Key BenefitsThree Key Benefits

3.3. You Can Make a You Can Make a Stronger OfferStronger Offer

Consider These Two OffersConsider These Two OffersBuyer A(You with

pre-approved

Home Loan)

Buyer A(You with

pre-approved

Home Loan)

$ 250,000 $ 250,000 $ 250,000 $ 250,000

Cash Offer Cash Offer

No Conditions No Conditions

Conditional Upon Financing Conditional Upon Financing

Buyer B(Another buyer who is

NOT pre-approved)

Buyer B(Another buyer who is

NOT pre-approved)

Which Offer Would You Accept?

Pre-ApprovalIt’s as Easy as 1-2-3

1. A Home Loan Credit Report is Generated by the Credit Bureau

2. Application Taken & Financial Details (e.g. income, assets) Are Verified

3. All Information is Forwarded to the Underwriter for Approval

1. A Home Loan Credit Report is Generated by the Credit Bureau

2. Application Taken & Financial Details (e.g. income, assets) Are Verified

3. All Information is Forwarded to the Underwriter for Approval

Pre-ApprovalPre-Approval

You’re Pre-Approved!

Step 2:Step 2:

My Auto E-mail My Auto E-mail Buyer Profile Buyer Profile Service...Service...

What Are You Looking For in a

MultipleMultiple

ListingsListings

Service*Service*

Buyers presentation

* MRIS (Metro Regional Info Service)

The MLS has information on thousands of homes for sale by

ALL companies

How Most Realtors

Pick Out Houses:

How Most Realtors

Pick Out Houses:

How Most Realtors Pick Out Houses:

1. They make a random search through the MLS

2. They pick 6-8 homes

3. They try to sell you one of them

1. They make a random search through the MLS

2. They pick 6-8 homes

3. They try to sell you one of them

The WRONG Person is deciding which homes you’ll

get to see...

The WRONG Person is deciding which homes you’ll

get to see...

The Solution

My One-of-a-kind My One-of-a-kind Buyer Profile Buyer Profile SystemSystem gives YOU priority gives YOU priority access to hot new listings that access to hot new listings that match YOUR home buying match YOUR home buying criteria criteria

… I put YOU in control… I put YOU in control

1. Your home buying criteria is entered into my custom computer database

2. Every evening, my computer searches the MLS to find homes that match your specific criteria

1. Your home buying criteria is entered into my custom computer database

2. Every evening, my computer searches the MLS to find homes that match your specific criteria

… We put YOU in control

3. I only send you the homes that match your criteria

4. You can pick the homes you like and drive by them

3. I only send you the homes that match your criteria

4. You can pick the homes you like and drive by them

… I put YOU in control… I put YOU in control

5. After driving by, when you see a home you want to look at give me a call, I’ll arrange a private showing

6. NO pressure to buy

5. After driving by, when you see a home you want to look at give me a call, I’ll arrange a private showing

6. NO pressure to buy

YOU are in control which

means...

YOU are in control which

means...

NO MORE...Searching through the paper, looking at homes that may

already be sold

NO MORE...Searching through the paper, looking at homes that may

already be sold

You get AUTOMATIC

access to hot new listings BEFORE

other buyers

You get AUTOMATIC

access to hot new listings BEFORE

other buyers

YOU are in control which means...YOU are in control which means...

NO MORE...Wasted time

viewing homes a real estate agent has

picked out that don’t interest you

NO MORE...Wasted time

viewing homes a real estate agent has

picked out that don’t interest you

You only receive homes that match your criteria and YOU pick the

homes you want to see

You only receive homes that match your criteria and YOU pick the

homes you want to see

NO MORE...Pressure (most

agents pick out 6-8 homes and try to sell you one of

NO MORE...Pressure (most

agents pick out 6-8 homes and try to sell you one of

You pick out as many homes as you want to see (there’s never

any pressure to buy)

You pick out as many homes as you want to see (there’s never

any pressure to buy)

NO MORE...Overpaying for the

home you want

NO MORE...Overpaying for the

home you want

Because you beat out other buyers, you can negotiate the best possible

YOU Are in control which means...YOU Are in control which means...

10 Problems with SHORT SALES:

1. Competitive, and Often Unrealistic List Pricing

2. The Bank calls the Shots…and Dumb shots at that!

3. Property sold as-is

1. Competitive, and Often Unrealistic List Pricing

2. The Bank calls the Shots…and Dumb shots at that!

3. Property sold as-is

10 Problems with SHORT SALES:

4. The Bank holds your deposit money …

5. Delays, delays!

6. And More Delays!

4. The Bank holds your deposit money …

5. Delays, delays!

6. And More Delays!

10 Problems with SHORT SALES::10 Problems with SHORT SALES::

7. Uncooperative/uninformed Realtors:

8. Little/No Closing Costs Help.

9. HOA/Condo violations or delinquencies, outstanding utility company bills from previous owner.

7. Uncooperative/uninformed Realtors:

8. Little/No Closing Costs Help.

9. HOA/Condo violations or delinquencies, outstanding utility company bills from previous owner.

10 Problems with SHORT SALES::10 Problems with SHORT SALES::

10. Totally uncertain, unpredictable outcome for your offer!

How to Beat Out Other Buyers in Multiple Offers:

1. It’s the NET not the Gross!

Offer = $200,000Seller help = $6,000Seller net =$194,000

2. 1st impression – 1 chance

3. Big EMD deposit – at least 2%

1. It’s the NET not the Gross!

Offer = $200,000Seller help = $6,000Seller net =$194,000

3. Big EMD deposit – at least 2%

4. Strong lender letter!

6.Financial Info Sheet & BankStatement Showing Cash to Close Match

4. Strong lender letter!

6.Financial Info Sheet & BankStatement Showing Cash to Close Match

7. The greater the contingencies (e.g. home, radon, mold, termite inspections) the less competitive the offer

Bank Foreclosures (REO’s):Bank Foreclosures (REO’s):1. Sold AS-IS, no repairs, all need work

2. Lots of competition, multiple offers

3. Usually require certified cashier check for EMD (earnest money deposit)

4. Properties sometimes have appraisal/title issues

5. Many require seller bank loan prequal

1. Sold AS-IS, no repairs, all need work

2. Lots of competition, multiple offers

3. Usually require certified cashier check for EMD (earnest money deposit)

4. Properties sometimes have appraisal/title issues

5. Many require seller bank loan prequal

How to Make a Winning FCL Offer:How to Make a Winning FCL Offer:1. No concessions, few contingencies

2. Bumping price causes appraisal issues

3. Big deposit (2%); but make deposit in 2 installments (small initial, large balance) to give equitable rights

4. Proof of funds, buyers name on EMD check, completed financial statement

1. No concessions, few contingencies

2. Bumping price causes appraisal issues

3. Big deposit (2%); but make deposit in 2 installments (small initial, large balance) to give equitable rights

4. Proof of funds, buyers name on EMD check, completed financial statement

Step 3:Step 3:

Negotiating your offer Negotiating your offer with mywith my

Specialized Specialized KnowledgeKnowledge

When You find the home you want, I will

1. Help you prepare an offer that meets your needs and a Comparative Market Analysis (CMA) showing the relative value of the asking price.

2. Present the offer on your behalf to the seller

3. Negotiate all terms and conditions of the offer in your best interest

1. Help you prepare an offer that meets your needs and a Comparative Market Analysis (CMA) showing the relative value of the asking price.

2. Present the offer on your behalf to the seller

3. Negotiate all terms and conditions of the offer in your best interest

In Summary...In Summary...

HowHow YouYou Benefit Benefit

You get pre-qualified FREE of charge for a home loan and get access to special financing

You can afford more home for your

You AUTOMATICALLY receive the best new listings that match

your criteria BEFORE the average buyer knows about them

You AUTOMATICALLY receive the best new listings that match

your criteria BEFORE the average buyer knows about them

You can beat out other buyers to hot

new listings

You can beat out other buyers to hot

new listings

You are represented & backed by my

Specialized Knowledge

You are represented & backed by my

Specialized Knowledge

You get the house you want at the lowest possible

None of these Valuable Services

Costs You a Penny*

None of these Valuable Services

Costs You a Penny*

All We Ask in Return is Your Loyalty

Your Offer to Purchase Real Estate

What to Say and Do When You Come Across Homes on

Your Own

What to Say and Do When You Come Across Homes on

Your Own

What to Say and Do When You Come Across Homes on Your Own

1. If you see a home you like, feel free to call for information but always tell the agent that you’re working with us (this will prevent you from being hounded by other agents with questions and sales pitches)

What to Say and Do When You Come Across Homes on Your Own

2. Get the price and (if available) MLS number and I’ll send you complete information

3. If you see a house you want to look at, always call ME for appointments

2. Get the price and (if available) MLS number and I’ll send you complete information

3. If you see a house you want to look at, always call ME for appointments

Why Couples Should Look At Homes Together

How We Schedule Private Home ToursHow We Schedule

Private Home Tours

The Next The Next Step ...Step ...

One of my many

Success Stories

One of my many

Success Stories

Dear Mr. Dent. My family would like to extend our heartfelt gratitude for making one of our dreams become a reality (to own a house). We thank you for your patience, professionalism, and knowledgeable ways of dealing with every need that we had when we were on the process of purchasing our property. From the very basic to the most complex part of the

process, you were there with us. My family, especially my kids Joshua, and John were happy to see you all those times you worked with us because you made them feel that you care for our family. Having you as our realtor is a tremendous blessing to us. May the good Lord continue to bless you and your family so that you may continue to bless others. Ronaldo and Melany GarciaA Proud Home Owner of5104 Marlborough Pl.Upper Marlbor, MD 20772

Joe’s NEW-Home Buyer Seminar

Everybody has heard of a new-build “horror story.”

1. It always takes more TIME, MONEY, PATIENCE than the original estimate.2. NEW construction does not equal SOUND, QUALITY construction!

3 TRUTHS about Buying a New 3 TRUTHS about Buying a New Home No One Will Tell YouHome No One Will Tell You

3. HIGH PRICED construction does not equal SOUND, QUALITY construction!

How You and I Will Work Together1. Call me before visiting & registering at any new home sales center, or talking to any builder sales rep.

2. To represent you as your buyer agent with the builder, I have to be present with you at the time you register with the sales rep, or give any information about yourself. We have to come in the door together!

3. Builders will only recognize & cooperate with buyer agents who register with their buyer clients.

“The construction of our home in Hanover has truly been one of the most stressful and challenging tasks we have ever faced. Our initial troubles dealing with our builder and the construction details left two new homebuyers like ourselves in a near tailspin.

Money Bombs!Money Bombs!

2. Can be (a) cheap materials behind the walls, (b) defective installation of good products, or (c) competent installation of cheap appliances, fixtures, components, in front of the walls.

1. Special scams or rip offs that can trip up new home buyers.

Money Bombs!Money Bombs!

5. Hurricane Andrew August 1992 in Dade County Florida

3. Too many builders operate under the cheaper the better philosophy. The rush for profit can be at your expense.4. Home inspectors say one in three homes has serious flaws or code violations which don’t show up for years sometimes.

No better measure of defective homes than the “Hurricane Test”

Andrew ripped off the roofs of 100,000+ homes.

Much of the destruction caused by defective construction.

Miami Herald . . .

“The homes most damaged by the hurricane were built recently in the 1980’s & later. By contrast subdivisions right across the street that were of older vintage . . .”

“. . . often suffered LESS damage. The reason is clear: homes built in the last 10-20 years were riddled with defects that directly contributed to their destruction in Hurricane Andrew.”

By the way! Dade County FL has some of the strictest building codes in the nation!

The Paper Trail: Protecting Your Rights With A Good Contract

When you sign a contract, you might as well consider that pen in your hand to be a stick of dynamite.

How Bad Contract Zap How Bad Contract Zap Good BuyersGood Buyers

6. Builders have expert lawyers & 6. Builders have expert lawyers & take extensive classes all take extensive classes all designed to limit your rights – and designed to limit your rights – and their liability for problems.their liability for problems.

Builder’s Side of Contract

Buyer’s Side of Contract

Here’s how you can take control Here’s how you can take control of the process: of the process:

� � DO YOUR HOMEWORK BEFORE YOU STEP INTO A DO YOUR HOMEWORK BEFORE YOU STEP INTO A MODEL.MODEL.

� � A. Research the builder in local papers. A. Research the builder in local papers.

� � B. Check out Hoover’s Online B. Check out Hoover’s Online

((www.hoovers.comwww.hoovers.com for profiles of 8500 for profiles of 8500 companies including their latest SEC filings and companies including their latest SEC filings and reports from analysts. reports from analysts.

C. Check to see if the builder has been sued by a C. Check to see if the builder has been sued by a site called site called www.KnowX.comwww.KnowX.com Cost: $1.50-$6.95 Cost: $1.50-$6.95 for a search, and $2.95-$6.95 for a detail record.for a search, and $2.95-$6.95 for a detail record.

� � Ask for the price lists, options list, and Ask for the price lists, options list, and brochures up front.brochures up front.

Here’s how you can take control Here’s how you can take control of the process: of the process:

� � See “real” homes. (homes lived in by See “real” homes. (homes lived in by real, live people!)real, live people!)

� � Check out the “model Check out the “model variances.”variances.”

Ryan Homes (NVR)

The Ripp-Off Report http://badbusinessbureau.com and

www.ripoffreport.comm

http://ryanhomesnightmare.com/

The Most Important Part The Most Important Part of This Presentation …of This Presentation …

The 1The 1stst of 3 Most Critical, Time- of 3 Most Critical, Time-Sensitive Points for a Home Sensitive Points for a Home

Inspection During ConstructionInspection During Construction

1.1. Foundation Foundation (before backfill!) (before backfill!)

The 2The 2ndnd of 3 Most Critical, Time- of 3 Most Critical, Time-Sensitive Points for a Home Sensitive Points for a Home

Inspection During ConstructionInspection During Construction

2.2. Pre-drywallPre-drywall

3.3. Pre-Pre-settlement settlement

walkthrough walkthrough

The 3The 3rdrd of 3 Most Critical, of 3 Most Critical, Time-Sensitive Points for a Time-Sensitive Points for a

Home Inspection During Home Inspection During ConstructionConstruction

Vip buyer presentation joes(4)

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