075: Unique Strategies for Buying HUD Homes with Larry Goins

On this episode of the InvestFourMore Real Estate Podcast Larry Goins joins me to talk about his real estate investing strategies. Larry has been investing in real estate for decades, and has also been a contractor, developer, Realtor, and wholesaler. Larry has a few strategies now that work best for him with little rehab needed and few headaches. Larry has also been a teacher of real estate investing techniques for many years, has been a speaker with Donald Trump and Tony Robbins, and did it all with no college degree. On this episode we talk about how Larry got started, how his career progressed and what strategies he loves to use now to buy HUD homes and other properties for under $50,000.

How did Larry get interested in real estate?

Larry saw a late night infomercial about real estate investing when he was younger. He decided he needed to be a real estate investor. He started out as a real estate agent, then learned how to wholesale properties, he even bought some land that he ended up developing. All this was thanks to a mentor he found who showed him multiple ways to make money in the real estate business. Larry learned to buy houses to flip, to hold as rentals, and many more techniques. Over the years he honed in on a couple of techniques that allowed him to make the most money, while doing the least amount of work.

How does Larry find houses for less than $50,000 to invest in?

Larry decided he did not need the hassle of fixing up houses or dealing with tenants. He devised strategies that involved seller financing and lease to own, where he would not have to make repairs. In order to make this strategy work well, he had to buy very cheap houses. Larry is in South Carolina, but he buys houses in multiple states. Larry has figured out how to buy HUD homes, auction properties, and even regular MLS listings all across the country.

Larry loves HUD homes because he can see the property listings online, knows how to find properties where low bids many be accepted, and HUD lists the condition of the homes. Larry also has built a network of real estate agents to help him find and buy cheap houses across the country.  Larry estimates 90 percent of the houses he buys are MLS properties that anyone else could buy as well.

How does Larry make money with his real estate deals once he buys a property?

Larry likes to buy cheap properties, because he can buy them with cash. Here is an example of a deal he might do:

  • Buy a house for $20,000
  • Sell the house to someone for $60,000 and provide seller financing
  • Keep the house or sell the note to another investor

Why would anyone want to buy a house for $60,000 that Larry just bought for $20,000? The houses Larry buys need work, and may not qualify for financing. The buyer will most likely need a loan to buy, but may not be able to find any houses in that price range that are in good enough shape to lend on. Since Larry finances the deal himself, the buyer can buy the house based on Larry’s qualifications, not the banks. The buyer could have bad credit, a foreclosure, but still buy the house using seller financing. They will have to put some money down, and pay a little higher interest rate than a bank, but they have a house.

You can hear much more about this strategy on the podcast.

How does Larry make money selling the note on properties?

When Larry provides seller financing on a house, he might loan the buyers $50,000 on a house they are buying for $55,000. He gets paid every month since he is acting as the bank, but he can also sell that note to make a quick profit. He might be able to find another investor who will buy the note for $35,000. The other investor is getting a great deal, because he is buying a loan worth $50,000 for $35,000. Larry is making money because he bought the house for $20,000, but is getting paid $35,000 for the loan.

How can you reach Larry or learn more about his strategies?

Larry has a couple of programs he has created for investors to teach them how to invest in real estate. He has books on buying HUD homes as well as courses he created to teach his seller financing strategies. You can find more information on Larry and his strategies here, including his free HUD book.

[00:00:58.9] MF: Hey everyone, it’s Mark Ferguson with InvestFourMore. Welcome to another episode of the InvestFourMore Real Estate Podcast. I have a really cool guest on for this show, Larry Goins, who I’m sure many of you have heard that name before. He’s been a real estate investor for 30 years, a real estate educator, has written several books, has mentored many investors and still invests a lot himself as well.

So I’m really excited to talk to Larry, he’s got multiple different strategies for investing in real estate. I am excited to hear how he got to the level of success that he got to and then I’m sure he’ll have a lot of tips and tricks in the trade as well for us. So Larry, thank you so much for being on the show, how are you?

[00:01:40.6] LG: What’s going on buddy, how have you been?

[00:01:42.7] MF: I’ve been great, been great. Good to talk with you.

[00:01:44.9] LG: Yeah, you too man. Thanks for having me on the show, I really appreciate it.

[00:01:48.5] MF: Yep, no and you have been around real estate a long time, done a lot of things in your career, first thing I always want to ask my guest is how did you first get started in real estate, what drew you into that business?

[00:02:01.6] LG: Man, that’s a long time ago. Have you ever remember the infomercial where — you probably don’t, I’m 55 years old. I’ve been doing this for 30 years but the very first infomercial I saw was by a guy named Tom Vu. He had an infomercial on TV and he used to be standing on a yacht. He was about four feet tall I think, he was standing on a yacht with all these girls in bikinis around him and he said, “If I could do real estate, you could do real estate too.”

[00:02:30.1] MF: I have seen those.

[00:02:32.3] LG: I went to his seminar and I signed up for the three day and I started doing deals. My very first deal was an FHA non-qualifying assumable loan deal, and then from there I went on to become a realtor. I became a general contractor, got my mortgage license and man, I’ve got enough license to plaster a wall with. But, you know, that and three dollars will get me a cup of coffee at Starbucks. But I’ve done a lot of deals over the years and I like to think that I have perfected some of the systems and processes and the procedures that we use.

And now, 30 years later, I’ve written several books, travelled the country even around the world. We have students at the US, Canada, Australia, New Zealand, Japan, China, Israel, the Philippines, Ireland, Chile, and Denmark and I’ve shared the stage with Tony Robbins, Robert Kiyosaki and Suze Orman, Michael Gerber and even our next president, Donald Trump.

[00:03:32.7] MF: Nice, very cool. Well, that’s a lot of stuff that you’ve been through in your career. A few things that stood out to me, you said you were a contractor, realtor, mortgage broker, investor, when you were younger what did you have the most success with when you’re first starting out? Was it being an agent, investing in properties? What made you go after so many different licenses and aspects of the business?

[00:03:59.3] LG: Well, I am a student okay? Like Jim Rohn used to say, Jim Rohn used to say — and by the way guys, if you are listening to this if you don’t know who Jim Rohn is, you need to download some of his stuff, get some of his books, listen to his audios. Jim Rohn was known as the father of philosophy. He used to say, “Don’t be a follower, be a student,” and I used to be a student and I still am a student that came from Scape Australia and I learned, learned, learned. I don’t have a college degree, Mark. I have never set foot on a college campus. I don’t have a degree.

I was a C/D student in school, which was high school, but the thing I have learned over the years was there’s different kinds of education and I’m not a formal education person. I mean, my wife, she has three degrees, okay? But I don’t have any degrees but you know I am a firm believer in education and I’m always, always, always listening to books, audio books. I don’t read books anymore, I listen to them because I can listen to them on Audible or some of these other apps, like Swift. I can listen to them at two times speed. So I can listen to an eight hour book in four hours and I listen to one to two books a week.

[00:05:11.1] MF: Oh that’s great and yeah, I love Audible and listening to books. I love reading, like you said, it’s tough to find the time to read anymore with everything going on. I’ve got a family, I know you’ve got a family and it’s just tough to fill it all in.

[00:05:27.6] LG: Exactly.

[00:05:29.7] MF: So one thing I want to talk about real quick before we get going, I flip houses, I have 12 flips going right now at the moment.

[00:05:37.0] LG: Wow that’s huge. I love it.

[00:05:39.3] MF: Yeah, I’ve got four more under contract to buy in the next month. So my biggest road block has always been finding the contractors to fix them, repair them. When you got your contractor’s license did that have to do with flipping or was that just to start your own business? Was that to help your real estate investing or something separate?

[00:05:54.6] LG: Well, you know what? I went to work for a real estate agency and the guy who owned it, his son was about my age in his 20’s and everything he did, I did. He got his contractor’s license, I got my contractor’s license. He got his mortgage license, I got my mortgage license. He started building houses, I started building houses. He developed a subdivision, I went in and bought a subdivision an existing one, cleared, graded, graveled and paved, finished it out, paved the road and then cut it up and built houses on the lots.

So I mean, and this is the guy’s owner’s son that did this and I am the kind of person that, “Hey, if you can do something, I can do something. I’m not going to let that old thing like money stand in my way,” and he had his dad backing him and I didn’t have anybody backing me other than my mom standing behind me and believing in me.

[00:06:42.3] MF: Very cool, nice. So not only have you been a contractor, you’ve also been a developer and created a subdivision. I tried doing that earlier this year and didn’t end up going through with it because there are so many hoops and things to jump through with the regulations today. It’s pretty crazy.

[00:06:56.5] LG: Oh it can be brutal, it can be brutal. I like to take the low hanging fruit, okay? I don’t like rehabs anymore, I don’t like tenants and I try to keep things as simple. The older I get, the simpler I want things to be.

[00:07:12.8] MF: Yep, I understand that and no, I’ve had 35 acres. I was looking to subdivide into some seven lots, real simple minor subdivision in the county and it was so difficult to get it to go through. It’s like now I know why they are not developing much around here in Colorado because it’s just crazy what they make you do to develop land.

[00:07:31.0] LG: Right, you’re exactly right.

[00:07:33.0] MF: So take us through, what are some of the things you’re doing today as far as investing? You mentioned you’ve had rentals in the past, got sick of the tenants, you’ve done flips in the past, got sick of the rehabs. What are you focusing on right now?

[00:07:46.7] LG: Well, you know, I have done wholesaling, retailing, fix and flips, I’ve done lease options, I’ve done short sales, I’ve done subject-to deals, I’ve done seller financing deals, commercial, residential, multifamily, I’ve owned mobile home parks, I’ve owned triple net lease properties, I’ve owned dollar general stores, Shoeny’s Restaurants, stuff like that. But what I mainly do and I mainly focus on are single family wholesale deals.

In fact, one of the books I wrote is called Getting Started in Real Estate Day Trading: How to buy and sell houses the same day using the internet and we’ve done deals in 12 different states, right from our office in Lake Wiley, South Carolina. Now, I wholesale some deals and I also seller finance a lot of deals as well as do a lot of lease options. Like we might buy a house for say $20 grand and I’m very selective on the properties because I don’t like rehabs.

I don’t like having to deal with contractors and, “Oh I found this or needs this work,” or, “We ripped this wall out, now it needs another $3,000 worth of work.” I don’t like it. I don’t want to deal with it. I like to keep it simple. So I find houses that I can put paint and carpet in, I can pick up for $20, $25, $30,000 and then I turn around and either seller finance them or lease option them for $59, $69, $79, $89,000 and I get five or $10 down and I carry the paper or do a lease option on it and I love it. We’re generating good cash flow and that’s how you turn a business into an investment, is you’ve got to create that passive income.

[00:09:22.2] MF: Right, I completely agree and that’s why I bought 16 rentals in the Colorado area but prices have gotten so high here, it doesn’t make sense to buy them anymore for the cash. There’s just no cash flow anymore. So I am curious, for people, you’re in South Carolina and prices are a little different down there in other parts of the country, you mentioned doing it in other states. So obviously you don’t have to be limited to your geographical area. You can do this in other areas. sSo how difficult is it for someone in like California to implement these strategies?

[00:09:53.8] LG: Well you know it’s funny, I teach people how to do virtual investing. I was doing virtual investing before the term virtual investing was coined, okay? I just didn’t know that was it was. I did a deal actually years ago in the early 2000. I bought it, I sold it and I made $12,000 and I never met the seller, I never met the buyer, I never went to see the property, I did everything by phone, fax, FedEx, email and the Internet and it was very difficult to do.

But I am standing there looking at my check and this was before we used to do wires. I’m looking at the check for $12,000 and I’m thinking, “Wait a minute, I just bought this house, sold this house, I didn’t meet the seller, I didn’t meet the buyer, I didn’t go to the house, it had some tenants in it and I didn’t meet the tenant. I did all my business phone, fax, FedEx, email and internet.” I’m like, “I’ve got to figure out how to do this again,” and that’s when I wrote the book, Getting Started in Real Estate Day Trading: Proven techniques how to buy and sell houses the same day over the Internet.

[00:11:01.2] MF: Great. So what are some of the challenges for someone doing it virtual, out of the state without ever finding the deals? What’s the best way for someone to find deals out of the state?

[00:11:15.3] LG: Well realistically, the challenges are more in a person’s head than they are actual challenges because most people just can’t get it in their head that real estate is local, I’ve got to go see it, all that good stuff but that’s not true. That’s not true. See real estate is not risky. Being uneducated is what’s risky and when you have the right education, you can go out and do any kind of real estate.

I could tell you if you find a house in Dubuque, Iowa you need to get a rehab estimate. You need somebody to go out and take pictures, you need somebody to go out and find property, put 20 signs out to market it. I can have you somebody in the next 15 minutes, that’s not a big deal. I can show you how to run comps, how to get writ comps, how to do the whole nine yards but it’s just people getting past the fear of doing something long distance and being able to get it done. That’s the biggest challenge.

[00:12:13.2] MF: Right, yep and that and that can be scary. I am thinking of buying properties in other areas of the country because in Colorado is so insane with our prices and there’s a lot to it, getting over the market but I am holding them for long term rentals, so it’s a little different than doing some of the quicker deals. So it can be tricky getting over those demons in your head about what can go wrong.

[00:12:36.4] LG: That’s exactly right and I buy a lot of HUD houses too. A lot of HUD houses and so basically, we do a lot of it online. I’ve bought HUD houses in many different states and we continue to buy a lot of HUD houses in different states. I just bought a HUD house in Albany, Georgia a couple of weeks ago, paid $21,000 for it, it’s 1600 square foot, got stainless appliances, move in ready. I didn’t touch the house, I didn’t do anything in it. I put a lease option tenant in it for $650 a month and they put $3,000 down option money. So I have $18,000 plus closing cost in it. I’m getting $650 a month. That’s not too bad, is it?

[00:13:18.2] MF: No, that’s not too bad at all especially with no loan on it. Yeah, speaking of HUD homes, I’m a HUD listing broker. I’ve been listing HUD homes for a while. In Colorado there’s no HUD homes right now because our market is so good, foreclosures are virtually gone. But obviously there are still HUD home deals in other areas of the country, what is it that you like about HUD homes as an investor?

[00:13:39.5] LG: There’s a lot of things I like about HUD homes, okay? Number one is it’s all done online. There’s no negotiating, there’s no marketing, there’s no signs to put out, there’s no direct mail, everything is done online. Number two is, there’s a lot of data available, okay? They provide you with a PCR, a property conditions report. Every HUD house, the asset manager — HUD hires an asset manager that hires a field rep to go out and inspect the property. And here’s the thing, they inspect all the major stuff, Mark.

They inspect the roof, the wiring, the plumbing, the HVAC, the foundation and the water heater. Those are the big things right there, everything else is cosmetic. So you have a PCR. Sometimes you even have a PCR summary, property conditioned report summary, that gives you an estimate of how much it’s going to take to fix it. The other thing is most of them are already listed below market.

Now is this true everywhere? No, nothing works a 100% of the time, nothing works everywhere, but it’s listed below market most of the time. The other thing is I’ve bought HUD houses at 50, 40, 30 even 20% of list price even in today’s market, okay? So I love HUD houses. I love it and — oh, also if the house, you ever seen a run done vacant house and the carpets in there, you walk in, it smells, it’s horrible, nobody wants to go into the house, they had 20 or 30 dogs or cats in there?

Well HUD houses have the carpet removed if they have smelly carpet if it’s really bad in there. So you could walk in, look around, it’s not offensive, it’s not a big deal and a lot of them are move-in ready, which is another cool feature. So those are just a few of the many, many things that I love about HUD houses that I write about in my book called HUD Homes Half Off.

[00:15:36.5] MF: Yes and I would place a word of caution there too. I’m not relying solely on the HUD inspectors because sometimes they aren’t the best in the world. In my experience, rhey don’t always inspect things all the way. Vut it does give you a good general idea of the condition of the plumbing, electrical, sometimes the roof. I’ve seen inspection reports where they said there was snow on the roof so they didn’t look at it.

[00:16:01.1] LG: You’re definitely right and I’m glad you brought that up because yes, the PCR report is really good, okay? The property condition report is really good, but you still have to do your own due diligence. You have to play Ronald Reagan, trust but verify.

[00:16:17.0] MF: Exactly, yep, exactly. Very cool. So one other nice things too, I think we mentioned it a little bit, but all HUD home listings are online so while you need an agent to bid on HUD homes for you, you can view any home listed that’s for sale anywhere in the country on HUD’s website.

[00:16:35.8] LG: Absolutely and you have to have all HUD bids — a HUD is a daily auction, okay? And all HUD bids are submitted by a realtor with an NAID number, that stands for National Identifier Number, just like you Mark and the realtor must be licensed in the state where the property is located. For example, you’re in Colorado, I couldn’t get you to bid on a house for me in Georgia unless you are licensed as a real estate agent or broker in Georgia, does that make sense?

[00:17:05.8] MF: Right, yeah.

[00:17:06.2] LG: Yeah and I know you know that but I am just trying to clarify that for your listeners as well.

[00:17:11.3] MF: Yeah, no I think there are a lot of really good deals on HUD. Obviously it’s tougher here, but back in our hay day of foreclosures, really good deals and once you learn the system, it’s really easy to use as well. I think people get intimidated because it’s different, but it’s really not hard to use once you figure it out.

[00:17:28.5] LG: Oh I love it, I love it. Because listen, everything is submitted online by the realtor. I mean yeah, it could be a government agency or it could be a non-profit within an NAID, but that’s really rare. But when the agent submits a bid, then the next day usually by around 3:00 you’re going to get a response. If you get a response, it’s either going to be an acceptance or a counter. If you don’t response, it just means the bid expired and nobody has any further obligation.

But if you get a counter, you can do one of four things. You could do nothing, you can counter back, you can submit a new bid or you could accept the counter and that’s when you start doing your due diligence and narrow it down and find out whether or not you could accept their counter or you want to counter back or submit a new bid all together.

[00:18:14.7] MF: Yep, HUD is a great system. You also mentioned some short — are you still doing any short sales anymore or, I know things has changed with the bank regulations.

[00:18:24.7] LG: No. A short sale is a long buy in my opinion. I hate short sales, hate them. Now I love real estate, there’s so many things you can do with real estate but I hate short sales, tenants, and rehabs.

[00:18:36.5] MF: Right.

[00:18:38.9] LG: You could make a lot of money on a short sale. I’m sure you’ve done a lot of them out there in your market and worked with people. Because in that kind of market, you can do a lot of short sales but like I said, a short sale is a long buy and I hate short sale.

[00:18:51.0] MF: Yeah, it can be a lot of work and a lot times for nothing because the bank doesn’t accept your offer. What about auction sites? Do you ever use some of the auction sites like auction.com?

[00:19:01.4] LG: I do. I bought houses on auction.com. I’m on auction.com, I am a platinum bidder on auction.com, which basically means that you do a high volume and you don’t have to put up a deposit for every house you bid on. That’s the only difference. I am also on home search, which is now zoned but you could still buy through Home Search and bought quite a few through them and I really like auction sites.

But you’ve got to be really, really careful though if you’re listing and you’re brand new, or you are a little nervous about it, I would not start with auctions because you bid, you win, you bought, okay? There is no inspection after the period. There is no due diligence period, there is none of that stuff.

[00:19:39.8] MF: Very true. What about, did you ever buy from the local foreclosure like at the trustee auctions or share sales?

[00:19:46.1] LG: You know, I have done that in the past but to me that is not a good use of my time. I like to try to maximize my time so I try to buy as much as I can online whether it be realtor.com or hudhomestore.com, which is where you buy HUD houses or Zillow.com or craigslist.com. We used to do a little direct mail. We don’t do too much direct mail but put out a band of signs as well. We have signs to go out “Larry buys houses” “Gabby buys houses” and we get a lot of calls. We have sign jockeys that put those signs out for us. So we have — I am a firm believer you need to keep about four or five different sources of leads coming in at any given time.

[00:20:30.2] MF: Right, no that’s great and yeah, with my investing I’m still — 85% of my deals come from MLS.

[00:20:36.7] LG: That’s awesome, I love it. Me too, probably more than that for me.

[00:20:41.1] MF: Yeah and we do a little bit of direct marketing but not very much. Auction sites, I know a couple of wholesalers who send me some deals. But yeah MLS is just money for me.

[00:20:51.2] LG: That’s great. I love the MLS, you’re dealing with realtors, there’s no emotions involved. It’s all about the numbers and it’s pretty simple.

[00:20:58.9] MF: Yep, exactly. Cool so obviously you have a ton of sources to buy properties, which I think is very important. I completely agree with that. We used to buy 90% of our properties from the trustee sales here and then the competition got so high, it just didn’t make sense anymore and we branched out to other sources but there are investors who only bought there and they just stopped buying because that was their only source, and so it’s really important to be diversified.

[00:21:24.3] LG: That’s why you have to have what I call a fire alarm. You’ve got to make sure that when you see the market is drying up just like there used to be three to four times as many HUD houses as there are now, okay? Just like you said, it’s hard to find a HUD house in your area, in your market right now. Well you’ve got to have other sources. You’ve got to have something to fall back on. You’ve got to have that fire alarm so you’re ready to pull the trigger and you don’t run out of leads.

[00:21:51.8] MF: Yep, exactly. Cool. So tell me, you like to do the lease option, you like to do seller financing, can you go into a little more detail on how that works, on why you like to complete your deals that way?

[00:22:04.1] LG: It works really good. But no, seriously. I do a lot of seller financing. I do lease options. I have a little model that I call “filthy riches”. It’s all about buying dirt cheap, low-end houses and then I sell them for three to six times what I paid for them with owner financing and that way I don’t have to deal with tenants, trash, termites and toilets. I could literally put five to $10,000 on a house and create a four to $500 a month income and they pay the taxes, tThe insurance, the repairs, the maintenance and everything. I don’t have to worry about property management, repairs, maintenance, vacancies or any of that stuff, or taxes and insurance. So I love it, I call that model filthy riches.

[00:22:47.2] MF: Cool and I know the reason that happens is that you’re selling the house to them. So all that is their responsibility. You’re sort of acting as a landlord still, because you’ve got the loan on the property so you are still making money off of it, except without the responsibility.

[00:23:01.6] LG: Well, yeah. I am selling it to them on a land contract, which basically says that you make X number of payments for X number of years at X interest rate, you pay the taxes, insurance, repairs and maintenance and at the end of X number of years I would deed the house to you. It makes it easier to get the house back if they fall behind on the payments.

[00:23:22.3] MF: Oh okay, got you. So you don’t have to go through a full foreclosure process or anything if they fall behind?

[00:23:27.7] LG: For the most part. Most of the time. I can’t remember the last time I did a foreclosure, probably three or four years ago.

[00:23:34.0] MF: Okay, got you. Very cool. So when you are doing these deals, is your goal — are you just doing more and more deals or are you holding any properties long term anymore?

[00:23:44.3] LG: Yes and yes. We’re wholesaling and we’re doing some lease options. If the property is livable — now landlord tenant law is in pretty much every state says that you’ve got to provide fit and safe housing okay? So if the property is fit and safe, I would do a lease option, okay? So where they put three to five to $10,000 down and then I rent it to them.

If the property is not in rentable condition, where it needs more work, it’s like what are these filthy riches houses where I’ve got five or 10 or $15,000 in it, then what I’ll do is I’ll sell it to them only land contract. And that way, I don’t have to worry about landlord-tenant laws. I’m selling it to them as is and they’re going to be responsible for doing any repairs and maintenance and fixing it up.

[00:24:37.9] MF: Okay, got you. I just had a question for you that I’m drawing a blank on now. It will come to me here soon. Oh and your strategies, you know, a lot of these involves buying houses for cash obviously. You’re not getting loans on $20,000 homes, for the most part. What about for people who have less money or may they have enough money to do one deal but want to do a lot more. Are there ways that they can leverage that money or how can they get some of the money back they invest quickly to buy more properties?

[00:25:06.6] LG: Oh absolutely. Well, here’s what they can do. When you create a property and you put a lease option tenant in it or a land contract buyer, now you have an asset that you could turn around and sell. You could sell that lease option property as a turnkey or you could sell that property with the land contract tenant in it as a property loaded with the land contract buyers. It’s like selling a note but they actually get the deed to the property.

So let’s say I paid $20 grand for a house. I sold it to somebody for $699, I got five down, I have a $649 note. I can turn around and sell that note for about $40 to $45,000 so I just cashed out $20 to $25,000 plus whatever they put down. So now I could take that money and do the next one and keep it. I sell one, keep one, sell one, keep one, sell one, keep one. If you’re starting out with no money, that’s exactly how you do that. Or you could wholesale a house and then take that money and seller finance one or do a lease option. Then wholesale one, seller finance one. Wholesale one, lease option one. Does that make sense?

[00:26:13.7] MF: Yeah, no, that makes perfect sense. How, getting into the note sales, how difficult is it to find investors who are willing to buy those notes?

[00:26:23.0] LG: It could be very difficult depending on the note buyer, depending on the property, depending on a lot of stuff, seasoning, I’ve got a strategy that I called, as I mentioned, I call it filthy riches and when I teach all of this. I teach exactly what to do and how to do it. In fact part of the training is finding note buyers. I’ve got a note buyer’s directory that I have for our students and it’s like all of the different note buyers and buyers of cash flow all over the country.

And what they buy and how deep they buy and all of that stuff. But if you season the note, if you season it meaning if you collect the payments for about three to six months or more then you can actually get more for it because now it’s what’s called a performing seasoned note.

[00:27:11.1] MF: Okay, no that makes sense and then for people who are new to notes, we’ve talked about it a little bit before, a huge selling point if you are selling that note to another investor like you said, like the loan is $65,000 they’re able to basically buy that loan for $40,000 which means they basically have $25,000 in equity in that loan plus they’re getting paid interest on the $65,000 not the $40,000 they bought it for.

[00:27:37.3] LG: Absolutely. But here is something that not a lot of people think about that you’ve got to remember is if I’m selling that note, which I really sell with the property with the note buyer in it or not note buyer but the land contract owner in it, but if I am selling it for $45,000, I’ve got to make sure that that house I sold on land contract is really worth $699 because I don’t want my note buyer to be upside down in a property and where I really just went out and bought a property for $20, I got somebody that gave me five grand down and can handle six or $700 a month and then all of a sudden it’s worth $45, that’s not true. You want to make sure that it’s a good value for the note buyer as well.

[00:28:19.4] MF: Right, no that makes sense. Because yeah, obviously they’re not going to do much business with you in the future if they realize…

[00:28:26.0] LG: Exactly.

[00:28:26.4] MF: …they have a loan of $40,000 on a house worth $20,000.

[00:28:30.2] LG: Exactly.

[00:28:31.8] MF: Very cool. Well those are most of the questions I had for you. Is there anything else you want to add about the different investing you’re doing now or HUD homes or just strategies in general?

[00:28:43.9] LG: Well, you know, we talked about this and if any of your listeners would like to get a copy of our book, we have a special link where they can go and download and get a copy of the book, absolutely free. If you’d like, we can share that with them and it’s just a special link we created just for your listeners, for your podcast listeners, and they can get a copy of the book along with our spreadsheet we use to keep track of the properties and a lot of stuff.

[00:29:11.1] MF: Yep, for sure. We’ll have that link in the show notes. So everyone can go there and grab that and then give us a little bit of information in that book, what’s it called? What’s included in there?

[00:29:22.6] LG: It’s called HUD Homes Half Off and it’s all about how to buy HUD houses at 50, 40, 30 even 20% of list price and some bonuses are a spreadsheet that we used to keep track of our deals, how we sell our houses for three to six times what we paid, how to automate our entire business, how we do real estate day trading and how we keep up with everything. It’s our whole system from beginning to end.

[00:29:50.4] MF: Great and I can vouch for that too as a HUD listing broker that you can get those kinds of deals on HUD homes. It doesn’t happen all the time. It’s not, especially in some markets that are more competitive than others. But for age listings, certain HUD homes, there can be some really good deals on those properties for sure.

[00:30:09.8] LG: Exactly. That’s true and that’s what the book talks about. You’re not going to buy a HUD house in every market at the discount that you want. You’ve got to know where to pick the markets, how to find them, which ones you can negotiate and how to analyze it and how to figure out the deals and so you can get a house at 50, 40 even 30% or less.

[00:30:33.5] MF: Yep, exactly and I have seen a few in my area back in the hay day that were around 50%. They are very rare, usually they had some major problems and issues. But I’ve heard from other investors in certain areas of the country just like, “Oh I can pick these up all day long. Make my offers.” It’s like, I’m a little jealous of some of them in the areas they’re in but like you said, you don’t always have to be in those areas to take advantage of those deals either.

[00:30:56.7] LG: That’s exactly right and we did a deal not too long ago. There was a houses differ $44,000, I got it for $9,125.

[00:31:06.0] MF: Wow, that’s crazy. Very nice. Well Larry, I think that’s all I had to go over. I really appreciate you being on the show. I learned a lot about myself. Some of your strategies are very different from other ones out there that’s for sure, which is nice to see the different ways you can finance, make money, not dealing with tenants or rehabs, which I think is a big issue for a lot of people including myself. Yeah, I appreciate it. Any parting words before we head out of here?

[00:31:35.3] LG: Yeah, I would just like — and I don’t really know what your listeners are made up of, if it’s realtors, or brand new beginner investors, or experienced investors but I would just like to say the most important thing guys is to get out there and take action. You could listen to podcast, you could read books, but you’ve got to go out there and take action. I’ve had many people call me over the years and say, “Oh Larry, this stuff doesn’t work. It works for you but it doesn’t work for me.” The very first question that I ask is, “How many offers did you make last week?” If they say “zero”, then my next question is, “Approximately what chance do you think you had to buy something if you made no offers?” And they say, “Oh I get it now,” right?

[00:32:16.9] MF: Oh yeah, exactly. I don’t know what the percentages are but I would guess 95% of people who want to be real estate investors never buy a house.

[00:32:25.2] LG: You’re exactly right, because you’ve got to take action.

[00:32:29.0] MF: Yep.

[00:32:29.2] LG: You’ve got to do something, you’ve got to take action. You’ve got to be hungry for it. When you want success, when you want success as much as you want to breathe then you’ll be successful.

[00:32:40.9] MF: Very true and yep, and taking action, like you said, doesn’t have to be making an offer but at least looking at houses or talking to agents or getting out there and figuring out the first step which many people never do. They just sit at home and wonder why nothing happens.

[00:32:57.6] LG: That’s exactly right and they’re never going to do anything and that’s okay, it leaves more deals for us.

[00:33:03.3] MF: Exactly. I always tell people that if this was super easy and everybody could be successful at real estate investing, it would make it a lot less profitable for the rest of us, so that’s okay with me.

[00:33:13.5] LG: Well not only that but if it was easy, everybody would be doing it. Heck if life were easy, we’d all be skinny, happy, and rich, right?

[00:33:21.9] MF: Yep, exactly.

[00:33:23.6] LG: Two out of three ain’t bad.

[00:33:27.8] MF: All right Larry, well thank you so much for being on the show. I really appreciate it. I’ll definitely include that link for the free book for our listeners in the show notes, you can pick it up there. Yeah, hopefully we can keep in touch and thank you again for being on the show and providing all this great information.

[00:33:42.2] LG: Mark, thank you so much for having me, I really, really, really appreciate it and thanks everybody for listening. I hope you got a lot out of it. If there’s anything I can do to help you, please don’t hesitate to reach out and thanks so much again.

[00:33:54.1] MF: All right, thank you Larry. You have a great rest of your week and yeah, we’ll talk soon.

[00:33:58.2] LG: Sounds great. Thanks a lot everybody. Buh-bye.


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