Become A Commercial Real Estate Negotiation Expert

In commercial real estate you are constantly going to be using negotiation skills. Your negotiations skills will be put to use, not only in the process of creating an offer and working to get it accepted, but also with your contacts, brokers, buyers, sellers, engineers, and lenders. In any situation where there are more than two interests, you can rest assured that negotiations must take place in order to satisfy everyone's goals.

Many people are afraid of negotiation, usually due to lack of experience. Once you begin practicing your skills, it will get easier for you, and may even become fun! Negotiation is filled with tactics and problem solving that are used to yield the best results for each party. Being a good negotiator is very important to this business.

There are different negotiating styles that work for some people, and not others. For example, some find success with a very strong, even intimidating approach in negotiation.  I prefer to use a straight forward approach.  I am prepared, informed and persuasive.  I am confident, as I have anticipated the questions and concerns the other party may have, and will answer them, as needed. This helps me to clearly and confidently negotiate terms. As a result, closing deals is often easy and fun. It is true that different styles should be used in different situations, so study others who negotiate and develop a style that works best for you!

In commercial real estate, as in most businesses, it is best to yield to an agreement that is win-win, meaning both parties are satisfied with the results at some level. If the strongest concerns of each party are addressed and a solution results, the agreement is of mutual benefit to both parties.

If you are not familiar with negotiation, I suggest that you take a class, purchase a book, or find a seminar that covers the basics of negotiation. There are many generic tips and tactics that will sharpen your negotiation abilities, and make it easier for you to get what it is that you want out of an opportunity.

In commercial real estate, there are specific negotiation tactics that can be written into contracts. Many of these tactics require some creativity and are specific to certain situations. Don't be afraid to get creative; after all, this is where commercial real estate gets really fun! You'll be surprised how you don't have to have everything figured out when you put a property under contract!

In commercial real estate, it is always a good idea to write a letter of intent before actually purchasing a property. In residential real estate, a letter of intent is usually not necessary, but in commercial real estate, I consider it a necessity.

The letter of intent should be clear, concise and not in legal format. It should appeal to the owner as a direct, personal letter, explaining your purchasing intentions with the property. Many people put in terms, closing dates, length of due diligence, and so on in the letter of intent. Negotiation can take place here, without any money being permanently spent by the buyer, or a deal completed. It can open a dialogue between you and the buyer, and start negotiations early in the game without anything being set in stone.

Another tactic that can be written into the letter of intent is known as an option contract. This option contract is a good way to investigate the property; you then have time to begin putting together a deal to make sure it is feasible. You can offer a certain amount of money to tie up the property in order to do some initial research, and not even mention closing a deal yet. This is a great option that can allow you to decide to move on with a property and begin negotiating, or simply move on to the next opportunity in a short amount of time. The option can be as simple as 15 days to do some preliminary work with $15,000 at risk. At the end of the 15 days, you may option for a full due diligence period and continue with the purchasing process.

When negotiating an offer, and you still have some questions left unanswered that will be unveiled during the due diligence, you can always write an item subject to or contingent upon the ability for you to do to the property what you intend. For example, if you are purchasing raw land zoned R-1, single family housing, and the broker mentions that the city would be supportive of rezoning the property commercial, which would greatly increase the return on investment, then you could write in the contract that you will purchase the property if you can get the property rezoned to commercial. This is done often, and works with many different variables that could affect the use of the property.

Writing in contingency clauses can be a great way to protect your interest and make sure that you end up with a property set up properly with a favorable exit strategy.

As we all recognize, seller's have specific needs that need to be met. A buyer may really want to take the opportunity that the property would provide, but realizes that he or she may not be able to satisfy all the needs of the seller up front. A negotiating tactic that would work here would be for the buyer to satisfy the seller's needs in two or more parts.

The buyer could set up two dates to pay the seller- with money in the beginning, and then money at the end of a certain period. This would allow the buyer to take the profit that he made from the property, and give the seller his money. As long as you satisfy the basic, up front needs of the seller, he or she may be willing to accept these terms, and you are on your way to fulfilling another opportunity!

As there are many other negotiating tactics that you will create to satisfy the requirements to make a solid deal, there is a really great tactic that allows you to continue to invest money into commercial real estate without paying taxes on capital gains! This option was made possible through the Internal Revenue Service tax section 10-31, better known as the 10-31 Exchange. This allows for sellers to use the profit from the sale and reinvest it in another commercial property without paying one cent in taxes! Can't get much better than this for investors!

There are investors who are strictly involved in 10-31 exchanges, and it is a great way to keep the cash flow moving from one property to another with the benefit of full profits and no taxes. Sometime this tactic is a great choice and should be added to the contract when it can be optimized.

As you can see, the negotiation tactics in commercial real estate are there to protect your interests and maximize results. Be creative with these negotiations, and always be confident when walking into a deal. Be prepared, informed and persuasive. It is also necessary for you to keep your emotions at bay and your ego out of negotiations. You have to be prepared to walk away from any deal that cannot be made to fit your needs.

Always make an effort to sharpen your negotiating skills, and finely tune the tactics you use to increase your bargaining power. Having a few extra “tricks” up your sleeve will enable you to make a deal in your favor and get the results you want.

Bathroom Design Strategies That Increase The Value Of Your Home

When it comes to adding value to your property, the experts in real estate will agree that to capitalise in the bathroom and kitchen almost certainly guarantees profitable returns.

If you're considering making your home appealing to potential buyers, then one of the first places to start is in the bathroom. With countless accessories and appliances on the market, making a decision that will ultimately allow you to reap the rewards is daunting.

When it comes to bathroom design, what is it that most people really want? Would choosing a spacious whirlpool bath above a traditional bath be financially beneficial in the long haul?

Wouldn't designing your bathroom be a much easier task if you were armed with a guideline of what tickled the fancy of potential homebuyers? If you're going to design your bathroom get it right the first time round to avoid flushing away hard-earned pounds.

Hello simplicity

From as far back as the 1960s much focus was placed on bold colour in the bathroom. Patterned wall tiles of nautical creatures and over-the-top colours were the trend, along with plastic. Plastic bathroom décor was the craze, from bold orange, olive green, mustard yellow and chocolate brown coloured toothbrush, soap and towel holders, to thick patterned plastic shower curtains that screamed colours of the boldest nature.

As the times moved on, the 1970s and early 1980s became a period when gold bathroom fixings and furnishing, such as taps, towel rails and toilet roll holders, were considered very stylish. These ostentatious gold trimmed features were all the rage, and bathroom décor was 'loud'.  Added to this were those once delightful bathroom suites in colours avocado, coral pink, and chocolate brown. Bathroom colour has changed dramatically over the past decade, and shades have become more neutral, sometimes with a hint of colour that adds a complementary vigour to the overall scheme. 
Of the many hundreds of people who took part in Plumbworld's recent bathroom survey, an overwhelming 82 per cent said they “hated” the once glorified avocado and coral pink bathroom suites, colours remnant of 1970s and 1980s, which are typically characterised as being dark and dull.

According to the survey, chrome bathroom taps were much preferred to gold.

So, when designing and decorating your bathroom keep those dark colours at bay, consider white suites, and opt for chrome fixings and furnishings instead of flashy gold.

Shower power

When planning the design of your bathroom, one of the most important aspects to consider is placing a shower. Some bathrooms don't have adequate space to include a shower cubicle, so assess your options. Consider installing a shower over the bath if space is limited.

The survey showed that 94 per cent of its participants believed that a shower in a bathroom was very important, and 81 per cent said they preferred a separate shower enclosure in a large bathroom. Almost 65 per cent said their ideal would be a power shower, while 27 per cent preferred mixer showers, and only 12 per cent opted for electric showers.

If you have chosen a shower over the bath, then think about placing a fixed glass screen instead of a shower curtain. It may cost a few extra pounds, but more than half of the survey's contributors preferred a fixed glass screen to a shower curtain.

Choosing your bath tub

Contrary to common belief, adding a whirlpool bath to increase property value doesn't always do the trick.  So if you're contemplating selling your property, try to avoid purchasing a whirlpool bath in the hopes of gaining additional profit.

The survey revealed that close to 53 per cent of its participants were not phased by them, while only a small 38 per cent of participants “loved” them. Surprisingly, 62 per cent said they had “no strong view” towards corner baths either, which means the traditional rectangular baths still hold clout against their spruced up counter parts.

Bathroom flooring

Try to avoid the urge to place carpets on the bathroom floor, according to the survey it is not too favoured. The survey showed that the preferred floor covering was tiles, with 75 per cent saying they “loved” a tiled bathroom floor. Popular vinyl flooring has not yet lost its place in the bathroom, with more than 61 per cent saying they didn't have any strong likes or dislikes towards it.

When choosing your bathroom flooring, tiles is the favoured option, but if the budget is tight, then vinyl flooring won't let you down.
Apart from the flooring, make sure your windows look appealing. When it comes to dressing your bathroom windows, steer clear of those bathroom nets and fabric curtains. The survey showed that 94 per cent said they favoured blinds in the bathroom to curtains.

Keep it clean

If you are planning to put your home on the market, inspect your bathroom for those small generally unnoticed flaws, like mould on the silicone sealant around the bath, and even on your shower curtain if you have one. Potential homebuyers may notice these small faults, which could send then running!

Basics Of Home Buying

The most important investment you will ever make is probably the purchase of a home. Finding the right home for you can be a long and arduous process, but there is no getting around that.

Know Your Wants And Needs

Before embarking on your journey of house hunting, you must know what you really want to find. Sit down with pen and paper and list all the features you care most about, such as:

- Location (in a particular city, school district or neighborhood)

- Size -- how many bedrooms and bathrooms

- Parking -- a 1-car garage or 2?

- Style -- 2-story house or ranch style home?

- Heating -- central heating and/or air conditioning?

Equally important, on a new sheet of paper list all the features you absolutely do not want in a house. For example:

- high-traffic area.

- high noise area (airport, train station or highway in close proximity)

- maintenance -- major repairs needed

As you look at houses, keep both lists in mind. Your lists may change over time as you do more looking. You'll want to add or remove features, or perhaps you'll become willing to make compromises. Realize that you most likely will not find the "perfect" home. Experienced homebuyers will tell you, perfect homes are not found, they are made perfect through hard work.

Get Your Credit Report In Order

Prior to looking at properties, you must get your finances in order. This is the time to review your credit report and clean it up, if need be, to maximize your credit score. Many people do not realize how important it is to check your credit report periodically to make sure it is accurate. You should pay off any past due amounts, or negotiate a settlement price to close the debt. Get such agreements in writing, before paying any settlement. Keep all receipts for any settled items from your credit report since it may take months to get the debt actually removed.

Research Your Home-Buying Options

Decide what kind of property you are interested in. Do you want a HUD property, a foreclosure, real estate, or property for sale by owner?

A number of web sites list homes according to city, state, or price range. Visit these sites to see pictures of homes, many with virtual tours, and review the listing features.

Get Pre-Approved For A Loan

You're ready now to find a lender and get yourself pre-approved for the loan. Being pre-approved offers a number of advantages. It will clarify the price range you can afford. Also, once you find the home you want, you can place an immediate offer. If you have to wait for pre-approval, someone could buy the house right out from under you.

Several special programs are often available from lenders, such as the FHA or Ameri-Dream, that can save you money in the closing. Ask the lender about any special programs before you decide on a loan.

Find A Good Real Estate Agent

It is wise for the first time homebuyer to work closely with a real estate agent, no matter what type of property you're looking for. A knowledgeable real estate agent will make your house-hunting much easier. A good real estate agent is usually a good negotiator, and will be able to help you with the complicated paperwork involved in placing an offer on a house or in closing a deal.

It's essential that you have a real estate agent working for you as the buyer, rather than relying on the seller's agent for the house you want to buy. The latter can involve a conflict of interest, which usually works to your disadvantage.

To select a real estate agent, you should check with your friends and neighbors for recommendations. Find an agent you feel comfortable with and who is knowledgeable about the area you hope to buy in.

These are just the basics of home buying. You will find many details you need to master as you move through the buying process, but having these basics under your belt will give you a head start.

Bargain Real Estate in Costa Rica

Although real estate prices have skyrocketed in Costa Rica in the last decade, there are still some deals to be had. If you are interested in purchasing land only, a piece of land can be purchased in the mountain areas of Costa Rica from $1,000 to $5,000 per acre, or if you prefer the ocean, land goes for $10,000 to $30,000 per acre. If you buy 40-50 acres or more, the prices could drop by half.   The prices in Costa Rica have skyrocketed in the last decade, thus making the real bargains in some areas more and more unavailable. A good alternative for the investors is to look not for a house but for land parcels ready for development. Far from the cities, a piece of land can be bought in the mountains and highlands from $1,000 to $5,000 per acre. The lots with ocean views go for $10,000 to $30,000 per acre and the beachfronts begin from $50,000 per acre. If the investor decides to buy in volume, some 40-50 acre parcels or a bigger lot, the prices could even drop by half.

As far as homes go, there are still properties in Costa Rica that are being sold under their market value.  The reasons for this vary, but the main reason these properties are being sold for such a low price is because maybe their owners need to sell them fast.  The majority of properties that you can find at a bargain price are generally located fairly far away from the major cities of Costa Rica. It is much harder to find properties near the major cities at a reduced price. However, it is not impossible to find a rare property near the city that is being sold for a bargain.  Doing your research, looking at listings, and asking for help from a real estate will pay off for. You may get lucky and find the property of your dream at an ideal location for a price below market value.

Banks Profit Big Killing Real Estate Values

Banks Profit Big Killing Real Estate Values

Everyone is aware now of the slow housing market and the fact that many people are losing their homes.  There is, however, another segment of the housing market that is seldom spoken of, but which is also being hard-hit by the current situation.  And the banks - who started the whole "tumble" - and who "profited greatly" in creating the "tumble" - are still profiting BIG !

First, let's talk about the homeowner.  In the 1990's, banks developed a GOLDMINE in the housing industry...the equity loan.  They began a huge marketing program to encourage people to take their money (savings) out of their homes and spend it.  They touted that the homeowner could "use the money for anything you want - a vacation, home improvements, college tuition, new car, whatever".  The banks then proceeded to appraise the home over the home's actual value and loan people equity up to 125% of the home's value.  This meant that people would no longer have any savings in their home - they would owe the whole value of the home at that time.  Anyone who didn't take out the money and spend it, was considered foolish - to have credit cards or pay interest on anything else, when they had money available in their home that they could pull out. People used their homes like an ATM.  Anytime the bills got too big, they just refinanced and took cash out or borrowed on an equity loan. Who made the most with interest and fees? The banks.

Who made the most money on these loans?  Yes, the banks. The homeowners didn't care about the fees the banks charged or the closing costs. The only thing they looked at was the big fat amount of money they could pull out and spend - as if it were the lottery. Who profited big? The banks.

As times were good and home values steadily increased, another segment of the housing market developed.  In times of affluence, ordinary people became investors, buying homes and condos to offer as rental property.  This is an intelligent way to save money on taxes and serve those who cannot afford to buy their own home, by providing a nice place to live for a reasonable monthly rent.  The other advantage, of course, was the appreciation on the property and having someone else help you pay the mortgage on the loan. The problem, however, was that much of the money they used to invest, came from home equity loans that they had taken out on their primary residences. The banks made this easier by providing "second mortgages", with high fees of course, and added prepayment fees and penalties to ensure they made a high profit, regardless of the life of the loan and with second mortgages, you could buy a 2nd or 3rd or 4th house or condo with very little down. But when the market values slipped and the appreciation never came, people lost money on the rentals and it resulted in losing on their personal residences also, because of the home equity loans we talked about above.   The only ones still guaranteed to make money?  The banks.

Now, that people have spent all of their savings in their homes and they owe more than the home could be sold for, many homeowners are letting the house go back to the bank...in foreclosure.  As many foreclosures as there are, it's still a small percentage of the total market.  Because it is such a small percentage, the banks can "dump" the houses for half of what would be the real value.  This further devalues the market price of the other homes that are for sale.  It's peanuts to the banks, but to the other homeowners out there that have to sell for one reason or another - it's devastating.

Worst part, when the crisis hit, the government instituted programs to bail out whom?  The banks !

Bank Foreclosures

Bank foreclosure real estate, also referred to as REOs (Real Estate Owned), is foreclosed real estate that is owned by the bank due to an unsuccessful foreclosure auction. There are several reasons the home may have not sold at the auction. The most common reason is negative equity- the bank foreclosure real estate is worth less than the amount owed to the bank. Of course, the bank seeks to receive the outstanding balance of the original loan; therefore, the minimum bid for the bank foreclosure real estate is usually the amount of the outstanding balance of the original loan, plus interest and any additional fees. No smart investor or buyer will consider bidding on such a property.

Nevertheless, an unsuccessful sale will not stop the bank from trying to make an attempt to get the bank foreclosure real estate sold. The bank will consider removing some or all liens and fees on the bank foreclosure real estate in order to get it on the real estate market and resell it to the public. The resell process may be retrying an auction or working through a Realtor.

This is a hot market for real estate investors. Real Estate investors take an eager interest in bank foreclosure real estate property. The market of foreclosed homes may be large; but, not always suitable for some investors. The foreclosed property may not meet some important needs. Nowadays home buyers and investors alike are scrambling through the market of bank foreclosure real estate looking for better deals. Though, most bank foreclosure real estate property is in poor condition, the low sale price of the home highly compensates for the property poor condition.

Investing in bank foreclosure real estate property offers a great return for investors. Bank foreclosure real estate by far offers greater deals than typical foreclosed homes. As an investor you must consider all your options. Make sure you get the bank foreclosure real estate property at the best price. Hopefully, the bank foreclosure real estate that an investor chooses to invest in will give the investor rewards; such as a larger return in profit, either through renting the home out or through selling the home.

There are several ways to search for bank foreclosure real estate property.  You can search the Internet, magazines, and newspaper listings. The Internet can lead you to thousands maybe millions of connections. Here you can view listing by state, banks, county, and much more.

You should also invest time in finding a good real estate agent.  If they know what you are looking for, they can save you a lot of time and work.  They can also help you determine the true market value of the home you are considering investing in.

Bangkok Rental Market Thrives

Thailand Property Report by Dawn Ferguson  –  With housing allowances in the range of  Bt70,000 to Bt100,000 a month, Bangkok’s  high-paid expatriates have money to burn - and they want homes with all the Western-amenities they’re accustomed too.

For condominium and apartment owners, this segment of the market is a potential gold mine, particularly given most of these expects are here on a short-term basis. The statistics certainly are promising, but as competition grows, it’s not an easy market to enter.

CB Richard Ellis Thailand executive director James Pitchon told Property Report Thailand that demand for high-end rentals increased in 2006 and the number of expatriates in Bangkok with work permits grew to 67,412 in 2006, a 12.5% increase year on year according to statistics by the Alien Occupational Control division of the Department of Employment. The largest segment of this market is Japanese - 22% - as the so-called “land of the rising sun” is the largest foreign direct investor in Thailand.

Pitchon noted that the rental market is in actuality even higher, as those numbers exclude diplomats and agencies such as the United Nations. They also exclude foreigners without work permits, but Pitchon says they consider most of these to be part of the retiree market, who traditionally buy their units.

“The good news is that demand increased. Last year there was only a limited amount of new supply in apartments, and there were only about 330 units completed last year. But the number of condominium units grew by over 4,000 units. That will continue to be the case in the next two to three years,” he said, but added this figure excluded serviced apartments, which are considered a very different product – somewhere in between a hotel and an apartment. Many now have a hotel license, so they’re operating on a more short-term basis.

“From a supply point of view, the big question is, how many of these apartments are expat quality, and how many owners of these new condominiums will want to lease them out?” asks Pitchon. ”Recently a new supply has appeared in the downtown area, and there’s been a greater focus on small sized units, many of them aimed at the Thai market, so not all the new condo supply will be of a standard that appeals to expats, but there are a lot of condo units.”

Pitchon says the proportion of owner occupation and units purchased by people on a buy-to-lease basis varies from building to building: “Of the developments that are just coming up to completion, the number that will be available for rent ranges between 30-50% at the moment. So, although demand has risen, there will be quite a lot of condominium supply coming on.”

This means that competition is going to be tight in the coming year. Generally, expats given the choice would prefer a single ownership apartment, says Pitchon, because the owner is able to service all their requirements whereas in a condo the owner might not even be in Thailand. And in many cases the owner has not put in place a local manager to look after his apartment. So the challenge for condominium owners who have bought to lease out is how to manage their units because tenants will have questions.

“So if the air conditioner breaks down, who’s going to fix it? It will not be the staff looking after the common areas of the condominium, because their responsibility is not private property. So owners must think about how they will manage and maintain the units.”

This includes implementing pest control contracts, regular A/C maintenance contracts, and, most importantly, there has to be a clear understanding between the owner and the tenant of who’s responsible for doing what.

The most popular area for expats is still Sukhumvit, followed by Central Lumpini and the Sathorn area. There are two satellites, one being around the International School of Bangkok and there is also a smaller cluster around Bangkok Pattana School. As for the up-and-coming riverside, currently there is limited demand from expatriate tenants, generally because of access issues. A small segment of expats are heading to other areas, such as Thonglor. “Again you’ve got access to the skytrain but in a slightly lower density environment,” said Pitchon.

The expat rental market is driven generally by housing allowances granted to employees and employees generally spend all of their allowances, but not put their own money in. “The biggest change in the market has been that Japanese with families now receive higher allowances than they did previously,” says Pitchon. “Some will give Bt70,000 or Bt75,000 for a three-bedroom apartment. The Japanese tend to be at the lower end of the market but they are a significant level of demand.

“What’s happened is that much of the existing stock is over 10 years old. We’ve seen very few apartments built since the financial crisis over the last 10 years, more condominiums, and what has been happening is that new supply, with smaller units, is actually getting higher rents because it looks better. Modern design.”

As for housing rentals, Pitchon says the market is small because there a limited supply of homes in central areas, including in the Sukhumvit area. “Sansiri on 67 had rented well, but there is a limited market for people with over Bt100,000 a month to spend,” he said. “There are few companies that pay that kind of housing allowance.”

As for two-tiered pricing for Thais and Foreigners, there really isn’t a Thai rental market. Given that Thais have the freedom to buy and sell what they choose, unlike foreigners, those with high salaries and incomes just won’t go out and rent 75,000 a month apartments. So there is no Thai market above Bt15,000 a month.

“The rental market is efficient in terms of transparent pricing, information on products and a regular turnover,” said Pitchon. “So if a building doesn’t maintain its standards, then new expats will not move in.”