If you're willing, I'd like to ask you, Mike Sowers, What is the BIGGEST RISK?
I think the BIGGEST RISK is that your ego gets too big, and you think you have it all figured out. Humility is, I think, the strongest asset that any company or individual can have in life, and it's one of our core values at commercial investors group, our system is working really, really well, our software is super sweet. We feel like we have a really good grasp on the market metrics. And we feel like we have the ability to analyze deals, but at the end of the day, we are always humble, and making sure that we're constantly staying in the zone of learning, and getting better, and trying to find new ways to do things that might work better and trying to stay on the cutting edge. That's the mistake, I think at a corporate level a lot of companies make is they do really well. And they're one way and they put the blinders on and they lose sight of what's happening in the market. And the markets change quickly. And so that's why during COVID, a lot of people went under, especially people in offices, and we're heavily invested in office, and we did better in COVID than we've ever done in any prior year. And I think I would attribute that to the fact that we maintain humility, and are willing to learn and willing to admit, in areas that we have issues. In fact, every single week, I spend 90 minutes with my entire management team, putting the issues on the table and working through.
Due Diligence is a timed process for the buyer to inspect and confirm the information about the property and the deal before any money is lost. Most buyers focus on the physical characteristics and the financials of the property. They look at the condition and age of systems, roof, maintenance, etc. On the financials the focus on the Net Operating Income. If everything checks acceptable, they move forward.
These simple and obvious features are easy to identify and verify. However, they are only part of the story.
In order to know the “rest of the story”, you need to meet with the seller and determine why they are selling the property. The seller’s motivation can open the door to opportunities in creative financing.
One of Doc Haller’s students, presented an opportunity to purchase a $3M property operating in excess of 10% NOI. There was only one problem, the student lacked the $1.2 M required to close.
During the due diligence, several things were learned by reviewing the tax returns and the loan documents:
If you know why the seller was selling, you can get creative with your offer. In this case, the buyer was able to apply the knowledge gained during due diligence to offer a creative solution:
The buyer provided a Letter of Intent to purchase the entity.
The bank tried to stop the transaction, but realized they had no leverage to call the note. However, the bank did call the ten percent guarantee, $200,000 from the seller.
In light of this requirement from the bank, the seller requested an additional $250,000 collateral from the buyer, until the seller was reminded of a forgotten fact.
Hidden in the tax returns, beyond the view of the accountants and attorneys, was a note on the tax returns. In exchange for the cost of the tenant improvements & betterments for the restaurant tenant, the seller had received thirty percent ownership of the tenant, a restaurant that annually provided in excess of $80,000 income to the seller!
The buyer now had the leverage. Instead of keeping the stock ownership of the tenant restaurant, the buyer agreed to dividend the stock ownership of the restaurant to the seller, which was clearly valuable to the seller.
By examining all the seller information available to the buyer, the buyer was able to:
For more information go to:
Free White Paper: “How to Escape the Residential Rut”
Commercial real estate active training program with Doc Haller special offer:
For listeners of CREPN Radio, Doc is offer a 50% off discount. The course normally sells for $2,000, avaliable to listeners of CREPN for half off:
1 payment = 50% Discount code: CREPN
6 payment of $200 Discount code: CREPN6