The monthly newsletter for Mid-America Association of Real Estate Investors. A Real Estate Investing Trade Association based in the Kansas City Metro Area. Find us online at www.MAREInet.com.

1. MID-AMERICA ASSOCIATION OF REAL ESTATE INVESTORS
Investment News
NETWORKING : EDUCATION : COMMUNITY April 2011
It’s all a
Number
s Game
» Lead Generation
» Social Media
» Wholesaling
Plus:
» Courthouse Auctions
A Packed Networking &
» Lease Purchase Educational Calendar
» Real Estate Investing for April

2. m ar ei
BUSINESS MEMBERS
ADDRESSING THE NEEDS OF
THE REAL ESTATE INVESTOR
Type Company Web Phone Contact
Attorney Wise / Anderson BobWiseLaw.com 816-942-5925 Bob Wise
Contractor Te-Tee Light MAREI Vendor 816-356-1870 George Bai
Lender Argentine Federal Savings ArgentineFed.com 913-402-1500 Ann Wilkinson
Realtor Realty Resource KCInvest.com 816-523-4400 Kim Tucker
Supplier Home Depot Home Depot 816-510-9199 Roger Holyfield
Title Accurate Title Company AccurateTitleco.com 913-338-0100 Jackie White
Wholesale kcmoHomeBuyer kcmoHomebuyer.com 816-200-2198 Don Tucker
Real Estate Investors and Landlords depend on a well
rounded team of professionals. If you are building your
team or looking to make a trade, start your recruiting with
our Vendor Members and Business Associates. See a
complete list of suppliers and any discounts they may of-
fer to MAREI members by visiting, www.MAREInet.com.
Look in under the Toolbox tab under “Service Directory”.
http://mareinet.com/marei-tool-box/business-associates
Page 2 MAREInet.com

3. Contents
MAREI News
In This Issue
MAREI Business Members 2
MAREI Staff 5
Notes from Director 6
Social Media, It’s a Waste of Time 8
The Fair Lease Purchase 10
Square Peg, Round Hole? 12
Professional Housing Provider 14
Your Business is Your Database 16
Government Affairs 18
Training Events 20
Wholesaling Step by Step 22
Calendar 23
FREE Membership with MAREI Money 24
Buying at the Courthouse 28
Photos from the March 2011 Meeting featuring Bob Wise.
Features ‫ ׀‬April 2011
Social Media, It’s a Waste of The Fair Lease Purchase,
Time and it Does Not Work. An Investors Perfect Hy-
These are two of the biggest brid. When properly exe-
cuted it includes the best
things people say about So-
8 cial Media Today. Is it true 10 of both the buy and hold
world as well as the buy
or just an excuse? and flip form of investing.
Investment News Page 3

4. MAREI
Notes
Contact Information
PO Box 8685, Prairie Village KS, 66208
Phone: 913-815-0111 Fax: 816-523-4448
Our Mission Statement
Mid-America Association of Real Estate Investors is dedicated to promoting ethical real estate in-
vesting and to protect and promote the best interest of our membership through educational and
networking opportunities as well as community, legislative and public relations.
Legal Disclaimer
MAREI does not exist to render and does not give legal, tax, economic or investment advice and
disclaims all liability for the action or inaction taken or not as a result of communications from or to
its members, officers, directors, employees and contractors. Each individual should consult his/her
own counsel, accountant and other advisors as to legal, tax, economic, investment and related
matters concerning real estate and other investments.
Content Disclaimer
The views and opinions expressed by authors of articles contributed to this newsletter do not neces-
sarily reflect those of the association, the board of directors or the staff.
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Page 4 MAREInet.com

5. MAREI
Staff
Kim Tucker 816-523-4400 Don Tucker 816-523-4400 Steve Burns
Director President Audio Visual
Kim@MAREInet.com Don@MAREInet.com cashflowtreasures@gmail.com
John Welchert Larry Prato Spencer Cullor
Meeting Ambassador Commercial Subgroup Commercial Subgroup
816-268-3849 913-227-4693 913-324-5900
Dan Goodwin 913-642-5218 Shelda Goodwin
Meeting Ambassador Meeting Ambassador
DanGoodwin@kw.com SheldaGoodwin@kw.com
Investment News Page 5

6. Director’s Notes
A little over a year ago I noted there was a new law the rules are not being enforced, that the things they
coming out that was going to be a game changer for a need to do are stupid, and that the rules are only to
lot of people in the construction industry as well as in protect their own children anyway. Boy, do they need
real estate. That law is the EPA’s Repair Renovation, to change their thinking fast.
and Painting Rule listed out on the next page that
The EPA and states had held off enforcement till the
went into effect April 22, 2010.
end of December 2010 as the had done such a poor jo
We had a guest speaker come in to share all the ins getting the information about the law out and the lack
and outs of the new law and we were able to get the of certification training courses to cover all the people
information out with a 20 second spot on 2 different who needed to attend. But that is all changing and
TV stations and a brief paragraph or two in the local they are now going after the people who are violating
paper. WOW! the law.
One would think that a law that is going into effect to Now we as Real Estate Investors and Landlords may
save the health and lives of thousands of people, that not be doing the actual work our houses and apart-
would require the licensing of thou- ments. We may be hiring contractors. But if your con-
sands more would have at least got a tractor has the same outlook as the 3 or 4 I spoke
full 2 minute segment on TV and with, well, YOU are going to be in trouble. You as the
maybe, just maybe a feature story in owner of the property who earns a profit through the
the Star. But as there is no blood and resale or rental of that property are who they are going
guts, we probably will not see much. to go after. Yes, you had a contractor, but if the con-
tractor did not do follow lead safe work practices, edu-
That is until there are some sensa-
cate the tenant, and document everything, will the
tional items, like for example the Win-
EPA be able to find the contractor or just ask who sold
dow World Company in St Louis that
the house or who collects the rent. So I am going to
is settling with about $19,000 in fines
ask all Landlords, Rehabbers, and Property Managers
and another $20,000 in window re-
to make sure your renovations are lead safe.
placements as a community service.
Or the contractor in Connecticut who settled for
$30,000 and change.
Kim Tucker
I have talked to a few contractors who have already
Director of MAREI
attended a certification training and their take is that
“I will be at the April 9th Certification Training Workshop. I hope you
can join me and my husband as we learn what we need to know and
what our contractors are supposed to be doing. $199 to $250 now is
much better than $20,000 or more later!

7. Avoid Fines!
Avoid Prison!
Protect health!
Get Certified!
ENVIRONMENTAL PROTECTION AGENCY (EPA)
RENOVATION, REPAIR, & PAINTING
LEAD SAFE WORK PRACTICES COURSE
On April 22, 2010, the Environmental Protection Agency (EPA) started requiring firms performing work
for compensation that disturbs lead-based paint in residential homes, child care facilities, child occu-
pied facilities, and schools built before 1978 be EPA certified, ensure necessary EPA certified renova-
tors are on each job, ensure all workers affected are trained in specific work practices to prevent lead
contamination, all work is performed according to EPA work practices, pre-renovation education re-
quired for residents, and ensure record keeping requirements are met.
Additionally, all persons are required to be licensed/certified by the appropriate state agency where the
work is occurring or by EPA. There is also a requirement for refresher training for any person who be-
comes licensed/certified every 5 years. Penalties for performing work without being EPA certified can
lead to penalties of up to $37,500 per violation, per day. MAREI is
partnering with Kachina Lead Paint Solutions , an EPA accred-
ited training provider to offer this training in Kansas City.
REQUIREMENTS OF FIRMS PERFORMING WORK
 EPA certified
 Ensure necessary EPA certified renovators are on each job
 Ensure all workers trained in specific work practices to prevent lead contamination
 All work is performed according to EPA work practices
 Pre-renovation education required for residents
 Record Keeping requirements are met
THE EPA REQUIRES CERTIFIED RENOVATORS MUST
 Use a lead test kit to determine if lead is present
 Provide on-the-job training in specific work practices for other workers onsite
 Be physically present on the jobsite at times required by the EPA
 Regularly direct the work of other employees to insure proper work practices
 Be available onsite or by telephone at all times renovation is being conducted
 Have at the site a copy of certification certificate
 Prepare required records
Saturday April 9th
Sylvester Powell Jr Community Center (Mission KS)
8:00 to 5:00 (Lunch Provided)
Cost $250 per person / MAREI Members $199
Register www.MAREInet.com

8. social media
It’s a Waste of Time
and it doesn’t work
These are two of the biggest things I hear when
I speak all over in reference to Social Media in FaceBook: It is simply your Sphere of Influence,
business today. Is it the truth, or is it just the ex- and with over 600 million people on it, how can
cuse the individual uses because they are not you deny this, or put it into the category of a
comfortable "selling" themselves to people? "fad"? Never before have you been able to cost
effectively market yourself or product to this seg-
Are they actually selling themselves or simply ment which is statistically speaking the best area
educating their friends and others as to what it is to get a return on your investment. It is cost ef-
they do? Imagine if you had a business want or fective, and you can market to them daily now,
need, and didn't know who to turn to, and then no more time consuming and costly mailings
later on found out that a good friend of yours or and ads. With FaceBook, the key is to be both a
neighbor actually does what your need is for a real person, and learn to market yourself without
living. Is there anyone you would rather have coming across as marketing yourself.
working with you or representing you than some-
one you already know? Twitter: If you are not a Sports Athlete, Rock
Star, or Celebrity it is not one of the best areas
Monthly Meeting 1
PHP
CREDITS
Don’t miss this event!
Attend the April MAREI Monthly Meeting and join John God-
dard, a nationally recognized expert on using Social Media
Real Estate.
Location: Sylvester Powell Jr Community Center: 6200
Martway in Mission Kansas
Date: Tuesday April 9th: Doors open at 6:00
Cost: Members FREE, Guests $25 at the Door or Pre-
Register for $15. See more & Register online.
PHP: 1 Credit Marketing PHP, members only, must be pre-
registered.
Page 8 MAREInet.com

9. to get a return on your time investment. I ruffle a lot of feathers with this
statement, but so many educators teach people to join this Media be-
speaker
cause of the "aura" that surrounds it. In my opinion Twitter is 150 million
people all trying to sell things to each other. I ask you have you ever gone
biography
to Twitter to do research on an expert or product? With this said, Twitter
can be a great way to increase your Sphere of Influence if used properly,
certain free applications like TwitterLocal.net or NearbyTweets.com can The April 12th Monthly Meeting
will host James Goddard, a Top
let you know of the local "active" people tweeting in your area. Use Twitter
Producer who knows how to
to sell yourself directly and become the expert to a whole new segment,
monetize Social Media and will
and build your Sphere. show you how to give your
LinkedIn: The business people, the decision makers, it is the party of the business an edge.
"in" people, the crowd you want to be associated with. With the average At 25 James purchased his first
age of 41, it is not a kids site. Many will say it is a Media that is for getting business and sold it less than a
jobs, so true, but the reason it is, is because the decision makers of the year later for twice what he
companies you want to work at are there. So many ways to maximise with paid. As an agent he was a top
this site, but most importantly, create a great profile (an online resume) agent Prudential and then Cold-
and get recommendations. The beauty is that you can be selling yourself well Banker. As a Manager of
to people you want to everyday by simply having it "out" there. the Coldwell Banker he pur-
chased in 1996, he Quadrupled
These are the three Medias you need to be using if you want to be able to company sales and sold the
get your message to the widest audience cost effectively. You can either brokerage for 12 times what he
do it now while not everyone is using it, and carve your niche, or you can paid. And in 2008 as the aver-
wait until you are forced to in the changing business world. That younger age agent‟s income went down
generation that is coming up not only knows how to use these Medias way 30%, James went up 15% while
beyond what over 35 people do, but have numbers of followers that they he worked less.
cannot comprehend. The question I ask is how do you beat these new
James is going to share with us
entrepreneurs coming up?
 What Social Media to use
Experience, that is what the younger generation lacks. Imagine if YOU are
one of the people who can step out of your comfort zone and start market-  How to use Properly
ing yourself using the Medias properly, how much you can benefit during
 Best Ways to get Clients
this window time period. I say window meaning that soon the way busi-
ness is being done is going to change.  A Weekly Business Plan
Real Estate is one of the greatest examples, the average age of a Real  How to use Social Media to
Estate agent is much higher than most industries, and when computers Increase your Sales
came in they lagged behind, when email became the way to communi- Most importantly he will share
cate, they hopped on the band wagon way after everyone else. Do you how Social Media is changing
think they will shift and change quickly this time? I think not, which means the way we do business and
that those that do, are going to benefit like you would not believe. how YOU want to become a
The Medias now make it so you can contact and get your message to the
part of it!
masses, and get them to contact you! The key, is what to use. Understand
the human behavior that stops most, and how simple systems put in place All attendees will find
properly, will move you toward the life you dream of. out how to get a FREE
I show people what to use, and how monetize. I could have made this a Time Budgeting Guide-
50 page document, but I give you a taste, and when I speak you will know line for your Real Estate
how to capture leads with ease.
Business.
Page 9
Investment News

10. The Fair Lease Purchase
An Investors Perfect Hybrid
We see them all over the roads to- The “buy and hold” model by definition is for
day. Growing in popularity, Hybrid vehicles the investor who seeks to hold property for
are beginning to offer an enticing option to the long term. Many “buy and hold” investors
d e p en d en ce on fo rei g n oi l su p - envision funding their retirement years by
plies. Similarly, the Buy Low, Rent Smart, selling the properties once the notes have
Sell High lease/purchase model offers inves- been paid off, sometimes thirty years after
tors a Hybrid of the “buy and flip” and “buy purchase. A key benefit for these investors is
and hold” investment models. that the need to acquire these properties at a
significant investor discount is minimized, as
Most residential investment models resemble
the investors are seeking their primary return
and can be grouped into one of two general
many years into the future. Thus, the supply
categories. Each has a major flaw that con-
of homes that meet their long term invest-
cerns many investors who consider or invest
ment model is often plentiful.
in each model.
There are two main issues with the “buy and
The “buy and flip” model by definition is for
hold” model. First, there are no opportunities
the investor who seeks to purchase property
for “cash windfalls” from the real estate dur-
at a discount, oftentimes improve the prop-
ing the “hold period”. Without the cash wind-
erty, then sell the property quickly for imme-
falls, funds to expand the portfolio generally
diate gain. This model is ideal for investors
must come from the investor’s day job, other
who have no interest in landlording, as the
investments, and sometimes partly from posi-
“buy and flip” investor does not intend to
tive cash flow. Because of such “slow
seek a tenant for the property in advance of
growth” characteristics, it is rare to find a
sale.
pure “buy and hold” landlord with much more
The main problem with the “buy and flip” than five or six properties.
model is that if a buyer does not come by
Second, many “buy and hold” landlords burn
quickly, then the investor is faced with dis-
so much time, effort, money, and energy tak-
counting the property and/or involving a real
ing care of repairs, maintenance, and high va-
estate agent in the marketing of the prop-
cancies common with pure rental property
erty. Due to this possibility, most “buy and
(some investors delegate this to a manage-
flip” investors need a discount of 25% or
ment company, and while this may save the
more even after adjusting for the necessary
investor time, it cuts into the profits as the
repairs and improvement. With such high
management company must be paid for their
investor discounts, the pool of properties
work). The time, effort, money, and energy
available with such significant discounts is
spent dealing with landlording issues often
often small. Simply put, the higher the dis-
serves to minimize the investor’s ability to
count the investor needs to make his or her
grow his or her portfolio to any reasonable
model work, generally the fewer properties
available at such a steep discount. (Continued on page 11)
Page 10 MAREInet.com

11. size. Worse, troublesome land- does not exercise the purchase less money and time spent
lording experiences often sour and vacates either voluntarily or landlording. That time and
new investors on real estate. involuntarily, the properties money can then be better spent
generally are in much better expanding the investor’s portfo-
A properly implemented “buy
condition than had the tenant lio to truly significant levels.
and lease/purchase” model
been a typical renter.
takes the best of the “buy and Does this “buy and flip” and
flip” and “buy and hold” mod- What do we mean by “fair” “buy and hold” hybrid model
els. It also minimizes each lease/purchase as noted in the work in practice?
model’s most glaring flaws. title?
Indeed one must allow for
First, most investors who use Sadly, many investors have variation as no model is imple-
the lease/purchase model are given lease/purchase a bad mented exactly the same by
able to “flip” some of their reputation by offering restrictive any two investors, and markets
properties and sell others to terms designed to minimize the across North America can be
their lease/purchase ten- lease/purchasers probability of incredibly different. However,
ants. This allows the investor exercising the purchase option, implemented correctly and in
to generate the “cash windfalls” while “supposedly” maximizing the right market, we can attest
necessary for portfolio expan- the investor’s return. We have that an investor can manage a
sion, without the pressure of- found a correlation between of- large portfolio of properties with
having to sell that is specific to fering attractive and reasonable minimal management time with
the “buy and flip” option terms, and the profits the Fair Lease/Purchase Hy-
model. Additionally, the inves- available to the investor, our brid. We have, and we’ve been
tor should be able to make pur- “win/win” philosophy. People able to do this while maintain-
chases work with as little as are not stupid, and if the terms ing full-time day jobs.
10% investor discount (much are not attractive demand for
If Hybrids are the automotive
less than the typical “buy and the investor’s lease/purchases
flip” model), because the pres- will be minimized. By making future of our country, perhaps
sure and risk associated the terms especially attractive, the Fair Lease/Purchase Hybrid
with having to sell fast is no there should be higher demand will be the perfect model for in-
longer present. for the lease/purchase, and the vestors concerned with the
investor can be more selective flaws of either the “buy and flip”
Second, on the landlording side,
among the available candi- or “buy and hold” investment
most lease/purchase agree-
dates. Carrying this supposition
ments transfer the repairs and models.
further, higher quality tenants
ma
maintenance responsibility to
placed in the property mean
the tenant, as the tenant is not
reiU
a typical renter but rather a
“future homeowner”. The typi-
.com
cal lease/purchase agreement
can also be signed for signifi- Andy Heller
cantly longer terms. Both
is one of the featured
these factors save the landlord
much of the time, headache, national trainers on our new
and cost associated with up- online training university. Visit to preview
keep and turnover common his course REOs and Lease Options, made
with most rentals. A final bo- up of 13 thirty minute modules.
nus is even when the tenant
Total cost if you purchase is $39.00 US
Investment News Page 11

12. Square Peg
Round Hole?
If you do any type of marketing for motivated out 90 leads that could be of some value to
sellers you are probably sitting with a pile of someone.
square pegs that just will not fit. One option I have found that works well are
You probably have a variety of leads that: listing them my self. We sometimes get
leads that are total rehabs or in my book a
 Need to be listed by a Realtor for a nice
total tear down. I don‟t want to buy it and
retail sale.
rehab it yet I am sure there is someone out
 Need to have a short sale negotiated. there who might want it. So rather that
 Have tenants that you don‟t want. working really hard to get the seller to sign a
purchase contract for 90 days with a ton of
 Need more work that you are willing or weasel clauses, I list it for a flat fee commis-
able to do. sion and in most cases I have found a buyer
 Are the wrong type of property or in the who is braver than myself. For this option
wrong area. alone, I hold a real estate license.
For what ever reason they just don't fit your Second are the houses that need listed. If
niche or mine. So what can you do with you go back through the dead leads in your
them besides toss them aside, who has the stack at about 90 days later, you will find
time or energy to chase a deal that just does that probably 5 of them were listed a few
not work. days after you talked to the seller, and sold
for a decent price in a fairly short period of
If you are like me, on average out of 100 time. If you hold a real estate license, you
leads that come in, only about 30 are going can offer to list or refer it to a realtor for a
to fit enough referral fee. If you are not an agent, sorry
for me to go you can‟t legally ask for a referral fee, but
look at. Out you could send these leads to a realtor
of that 30, friend in exchange for some other thing of
only about value: say comps, discounts when they list
10 are going your house, be creative.
to get an of-
fer. We Houses that are just out of your area, you
might only might find an investor to trade those leads
buy 2. with. For example, I get a bunch of Missouri
leads that are in St Louis, while a friend in St
So if you Louis gets about the same number of Mis-
look at it, we souri leads in Kansas City. We just trade.
are pretty
much tossing (Continued on page 13)
Page 12 MAREInet.com

13. Then we have leads that are
not the right kind of property. Advanced Investors
We buy single family houses,
Focus Group
so we get a call for a car wash
or a mixed use commercial Happy Hour in Waldo
building or a hotel. These I
send on to a commercial real- Wednesday
tor.
March 20th
I have the luxury of having a
Real Estate License so I am 5:00 to 6:30
able to obtain a Referral Fee. If
Topic
I did not have a license I would FREETrialWebsite.info
look for a non-monetary way to Monetizing Dead Leads
get compensated for your
leads.
FREE Gift!
So what do you do, I would love Who are “They” &
to get some new ideas! Please
Why did they “DO IT?”
look for this article post on the
Get instant access to 3 great
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comments. FREE Bonuses. Valued at
$200: Must Know RE Terms City & State Governments
About the Author: Kim Tucker
and her husband Don buy and Glossary, Think & Grow Rich As well as Nationally.
rehab homes in the Kansas City Book , and Training eCourse.
Metro area. See their add for
kcmoHomeBuyer.com or give
Be sure to register for our
them a call at 816-523-4400.
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bership package!
Investment News Page 13

14. Professional
Housing Provider
Mission: Enable…members to expand their ignation, and should recognize that having a
education and knowledge via courses as basic education in the topics outlined will
valuable tools to attain successful goals and increase his or her ability to reach their
present a professional image to the public goals in real estate investing. Further, as
and government. MAREI and National REIA works to make
What is the PHP? the National PHP designation more recog-
PHP stands for the Professional Housing nizable, it is hoped that the PHP holders will
Provider program. have an advantage in dealing with legal and
What is the PHP designation? governmental bodies when a “my word
against his” situation occurs. It will also aid
The PHP designation is a metrowide, educa- in encouraging legislators to think of edu-
tion-based certification program designed to cated investors as a larger group for political
recognize the high level of knowledge and action. Other tangible benefits, including
professionalism among the designation discounts on courses and educational mate-
holder. It is sponsored and overseen by the rials, may be added as the program devel-
Mid-America Association of Real Estate In- ops.
vestors (MAREI). Benefits
Why obtain the PHP designation?  Professionalism – This level of high es-
Only persons completing the educational re- teem for Graduates is perceived by
quirements on the Course of Studywill be peers, the local media and local govern-
permitted to hold themselves out to the public ment officials.
as a Professional Housing Provider. The des-  Accreditation – Graduates qualify to use
ignee will be recognized in the form of an the PHP title and/or initials on their busi-
award certificate and the right to use the des- ness cards, for rent signs, name badges,
etc.
 Awards – Personal certificate awarded to
each graduate.
 National PHP – Graduates from states
with identical programs automatically
qualify for the National Professional
Housing Provider Award.
Keeping Track of Hours/Credits – Paper-
PHP work
It is the responsibility of the individual candi-
date to keep track of his/her own attendance
certificates.
Page 14 MAREInet.com

15.  MAREI to certify that you
have completed the required accurate
courses.
How Will I Obtain Credits?
The hours may be obtained Accurate Closings:
through local association meet- Smooth, Timely, Professional.
ings and seminars, or through
Title Services Provided for:
accredited courses taught out-
 FSBO, Wholesale, & REO Transactions
side of the local association. All
 New Construction Closings
outside courses and seminars
 Commercial Purchases and Refinance
must meet the following re-
 All Types of Loan Closings
quirements: they must be
taught live; they must be pre- MAREI  1031 Exchanges
 FHA, VA, USDA, Conventional Loans,
Internships
approved by the PHP commit-
tee, and they must provide a and Hard Money Loan Closings
 Refinance & Reverse Mortgages
certificate of attendance accept- Managing  Doc Prep, Prelim HUDS, Curing Issues
able to the PHP Committee.
Attendance
Websites  Short Sale Closing & Assistance
 100 Years of Combined Service!
In order to receive credit for any Booking
meeting, the candidate must be Events www.AccurateTitleCo.com
in attendance for at least 90% 913-338-0100 phone
of the meeting. NO credit will be Selling
given for partial attendance. All Advertising
candidates must have their at- PRIVATE LENDER
tendance form stamped or ini- Graphic
tialed at the beginning of the Design Locally Owned & Operated
event and at the end of the Private Money Lender
event. Email
We are a Direct Lender,
Sometimes there are a number info@MAREInet.com not a Broker
of investors who typically stand
outside chatting for the majority  Rehab Loans up to 100% of Costs
of the lecture. This does not  Up to 65% of the ARV
count as attendance at the  Terms from 30 Days to 1 Year
meeting. Remember this certifi-
 Rates from 12 to 16% Interest
cation reflects a high level of
 Points from 6 to 10
education among the gradu-
 Appraisals Required
ates.
 Draw Requests on Wed.
Find out more and
download the Course of RockStarInvestor.com
Study and Master Record Jeff Basler
Sheet on the MAREI web-
site. Look under Education.
913-221-9080
Investment News Page 15

16. Your Business IS
In your Database
In any direct sales business including real estate, industry and that you would appreciate follow ups.
the size of your business will be in direct propor- Then on a systematic basis follow up with them via
tion to the size and quality of your database. email, text, or social media with something that
the better equipped you are to generate leads the shows your expertise in the “x” industry.
better your ability to amass a large database of So for example you are a realtor and farming a
contacts and then systematically market to them. specific neighborhood or neighborhoods. You
So to succeed in your sales business, you need to might want to send out quarterly a market update
First build a database, add new contacts to it every for your specific neighborhood or city data and
day, find a way to communicate with your contacts then fill in the other months with helpful articles or
systematically (meaning you need a system in information related to real estate.
place), and then service the leads so they gener-
ate more leads. Next you want to do activities that allow you to
meet new people every day to add people to your
So we start at the first step, building a database. database. And as you add the people, again fol-
You have a lot of choices in devices to store your low up with them systematically to make sure
database. You can go with an old fashioned con- these new people know who you are.
tact book or rolodex. Upgrade to an excel spread-
sheet our Microsoft Outlook. But to truly systema- Now as you go through following group with all
tize your database, take a look at a contact man- these contacts you want to find a system to direct
agement program. Most industries have contact you when and how to follow up with each category
of contacts. Most of these contact management
management system geared for the industry.
programs that you can buy or subscribe to will let
Look for a system that will allow you to group dif- you create a system and then send out some of
ferent types of contacts together. Have a built in the contacts automatically, making you look really
autoresponder system that will allow you to auto- organized and efficient. And some of them come
matically follow up via email. One that will allow preloaded with systems that you just need to per-
you to set up systems of follow up: emails, letters, sonalize and others may provide you with front end
phone calls, for each type or group of contacts. websites to capture those new leads.
And in real estate you may want to also look for
one with the ability to attach forms and documents So now you have a database, you are adding
and manage real estate transactions. leads to it every day, you are following up with
them on a regular basis. Then your next step is to
Next you want to add every single person you offer good customer service and take care of all
know into your database to start off. These are the customers that come your way from your data-
your initial circle of influence. Getting started you base and from referrals from your database.
your sales business will require you to start follow-
ing up systematically and on a regular basis with If you would like to learn more about lead genera-
everyone in your database. These are people that tion, databases, follow up systems and generating
you already know and respect you. The systematic new business, attend our Lead Generation work-
follow up is to let them know that you are in “x” in- shop on Thursday April 14th.
dustry and to build your credibility as an expert in
your “X” industry. You may want to call initially to
let your contacts know that you are now in the “X”
Page 16 MAREInet.com

17. TE-TEE LIGHT
ELECTRICAL SERVICES
Keeping you “In-Powered” with “Flexible rehab options
Superior Electrical Service!
and purchase financing for
 FREE Estimates qualified investors!
 FREE Consultations on Non-Emergency Ann Wilkinson
Vice President
 24-hour Same Day Emergency Service
Mortgage Loan Production
12501 Antioch Rd
Licensed, Insured, Bonded Overland Park, KS 66213
Serving Kansas & Missouri Ph: (913) 402-1500
Fax: (913) 402-0673
AnnW@ArgentineFed.com
George Z. Bai, Sr. - Owner www.ArgentineFed.com
Office (816) 356-1870
Cell (816) 210-4710
TeTeeLight@gmail.com
Do you have a house you need to sell? A wholesale
or Assignment you need an end buyer for?
“Presentation is Everything!”
We are looking for homes to Rehab and Sell to First
Time Home Buyers. Please add us to your Buyer List.
Parameters:
Canyon-Stone.com
 After Repair Value $120,000 to $180,000
 3-4 Bedroom, 1.5+ Bath
 Basement & Garage Preferred 550 E. 56 Highway, Suite B
 Like Post 1978, but will consider older Olathe, KS, 66061
 Cash Buyers, no Appraisals or Loan Qualification Phone: (913) 254-9300
Fax: (913) 254-9301
kcmoHomeBuyer.com info@canyon-stone.com
Investment News Page 17

18. Government
Affairs
See more info under our Government Affairs Tab at MAREInet.com
Local
The Kansas City Missouri Water Department seems to be the biggest local issue for our
Government Affairs Committee. We have met three times since January with Water
Department and City officials in conjunction with Landlords Inc. These three meetings
have led a few key changes regarding billing in Water Department Ordinances in Kan-
sas City Missouri. These changes still need to be implemented by the Water Depart-
ment but it is a Step. Our next big issue is the Billing of Landlords for Tenants Bills. We
need your help here. We need actual instances of this to provide evidence that this is
really happening on a much larger scale than the Water Department believes. Please
take time right now to email (info @ MAREInet.com) your actual issues of being
billed for tenants usage.
See more on our Water Department Page
Copper Theft
Please join us in finding a solution. If you have constructive information to contribute of
ways other cities and states have combated Copper Theft, please join us on Facebook
Stop Copper Theft Now. And note that all Government Officials seem to be very inter-
ested in a solution.
Kansas Legislation
We browsed proposed and passed legislation in Kansas and have compiled the infor-
mation on our Legislative Tracking page. Nothing of note.
Missouri Legislation
Our Legislators in Missouri have been busy proposing a lot of bills and you can read
through all of them or just the condensed version of those we thought our members
would have interest in.
We have laws proposed regarding tenants security deposits, tenants not paying rent,
contract for deed laws, foreclosure laws and more. Note one law was proposed by one
of our members Gary Cross. Look for HB 748.
Federal
We recently sent out a call for action on the discussion at the Federal Level on Mort-
gage Interest Tax Deduction. Read more and take action on the Realtor Action Center
Page.
And you sill have time to attend National REIA's Day on the Hill in Washington DC
on April 13th & 14th.
Page 18 MAREInet.com

19. For Investors By Investors More Information . . .
In this market, you want an agent on your More Confidence
side that has the knowledge, the ability,
the EXPERIENCE,
and the resources to help you!
More Profits
Tenant Screening
Pre Employment Screening
Contractor Screening
Collection Services
Realty Resource
115 E Gregory, KCMO Discounts for MAREI Members
816-523-4400 www.AAAScreening.com
www.RealtyResourceKC.com 816-436-0085
On Demand Training
30 Minute Segments
Top Investor Trainers Do the math.
Your vacancy is costing you every day.
From the Comfort of Fill your vacancy faster and save money
with Rentals.com!
Your own Internet Connection
Get Started Today Discounts for MAREI Members:
Receive 20% off all Regular
www.MAREIU.com Priced Advertising. Log into
Member’s Area, click on Member
Take a FREE Trial Discounts and look for MAREI’s
With Andy Heller Discount code!
REO’s & Lease Options
Investment News Page 18

20. TRAINING
Wholesaling 101
Fast Start to Cash Date & Time
April 23th
Make small chunks of cash by wholesaling properties! 9-12 pm
Join us and learn: Location
 What is a wholesale deal 115 E Gregory
 What are the best houses Kansas City, MO
 How do you get paid?
PHP
 Which is Better Double Closing or Assignment
 What happens at closing? 1 Credit Marketing
3  Who should be on your buyer‟s list? 2 Credits Mgmt
PHP  How to build a buyers list, FAST! Cost
CREDITS
Members $39
Wholesaling is one if the best places to start in real Non-Members $49
estate investing because it feeds all other forms of Register Online
investing, teaches marketing, and lower costs.
Buying at Auction
Maximum Profits while Minimizing Risk Date & Time
Heard about buying houses on the courthouse steps, April 23th
1-4 pm
but not sure where to start?
Location
Join us to Learn:
115 E Gregory
 How to Examine Title Kansas City, MO
 What to look for in Public Records PHP
 Tips for Staying Safe while Viewing Properties
 Estimating Repairs when you Can‟t Get In 1 Credit Inspections
2 Credits Purchasing
 How to Bid at the Auction and Stay Cool
 What to do when you are Successful Bidder. Cost
3 Workshop taught by Kim Tucker with kcmoHome-
Members $39
Non-Members $49
PHP
CREDITS buyer.com. Kim and her partners bought and sold Register Online
over 20 houses at the courthouse in the past 2 years.
Page 20 MAREInet.com

21. EVENTS
April Webinars
Learning at Home
April 7th: Self Directed IRAs with Edwin Kelly
April 12th: Effective Business Page Marketing with
Facebook
April 12th: Rock Your World with a Roth IRA
April 19th: Learn 7 Key Elements to a Successful Web
Strategy
April 26th: The Perfect 60 Minute Listing Presentation
May 3rd: How to Effectively Market to Sellers In
Foreclosure
LEAD GENERATION
Your Business = Your Database Date & Time
April 14th
Sales training out there shows that they key to any ser- 1-4 pm
vice or sales business is having a database of people
Location
you know, adding to it on a regular basis, communicat-
115 E Gregory
ing with it systematically, and Servicing all the leads Kansas City, MO
your database brings to you. In this two part workshop PHP
we are going to discuss your circle of influence, how to
1 Credit Marketing
influence it and build credibility, how to grow it, and how 2 Credits Mgmt
to covert it into sales dollars. Cost
3 Members $39
PHP Workshop taught by Kim Tucker Broker at Realty Re- Non-Members $49
CREDITS Register Online
source using methods she has used to grow both her
Real Estate Business and MAREI.
Investment News Page 21

22. Wholesaling
Step by Step
There are a lot of “gurus” out there teaching put it all together to determine how much
wholesale real estate investing that did 100 the house is worth now and when fixed up.
deals their first year, wrote a book and are
4. Negotiation is the next step to master.
now out there teaching.
You will be negotiating with sellers to get
Why do they focus on wholesaling? Well who the lowest possible price at the best terms
knows why gurus do anything. We are focus- for you as a buyer, then turning round and
ing on Wholesaling as it is one form of invest- negotiating with the buyers for the exact
ing that does not take a lot of money, is not same things for you as a seller.
overly difficult, and your success can be in
Along the way you have a lot of other factors
direct proportion to your marketing efforts.
consider.
Wholesaling is also a good point to start your
What price ranges should you be buying in.
investing business because if you perfect the
Well that will be determined by your buyer list
technique, it will be well versed in almost all
and areas you want to work. Here in Kansas
the aspects of other investing.
City you can find a lot more cheap low end
So what are the key steps you need to mas- houses and make a very small chunk on a lot
ter? of houses. Or you could look in a nicer price
1. Marketing is the most important task you ranges, do fewer deals, but earn more per
will need to learn in marketing. You will deal.
need to market to build your buyer „s list. Wrapped up in the price range is the
You will need to market to find motivated neighborhood. A great deal in an owner occu-
sellers. Last you will need to market to put pied neighborhood is going to be much easier
your deals together with you getting paid to sell while a cheap house in a low end high
in the middle. rental neighborhood might take a lot longer.
2. Evaluating deals will be your next task. If Another consideration is going to be how are
you market right you will have a lot of you going to get paid. You have a lot of op-
deals to potentially look at and make an tions from assigning the contract, double clos-
offer. So first you will need to be able to ing, buying and then selling at a later date or
evaluate on the phone and prioritize which just getting a real estate commission. These
houses are a waste of you time, which options will depend on your access to cash to
ones to refer out because they don‟t fit do a deal.
your model, which ones to follow up with
If you are just starting out in real estate invest-
later, and which ones to go look at right
ing or if you want to learn the basic concepts
now.
in real estate investing that work for real right
3. Evaluating properties is the next step. here in the Kansas City market, then join us at
You will need to be able to estimate re- our Wholesale 101 Training Workshop on Sat-
pairs and holding costs and then evaluate urday April 23rd.
the house for an after repair value. Then
Page 22 MAREInet.com

23. April 5 NAR Webinar Realtor Safety at Open Houses
April7 Webinar Ask Edwin: Self Direct IRAs
April 8 Networking Johnson County Networking
CALENDAR
April 9 Workshop EPA Lead Safe Certification
Details, Times, Locations, Cost & Registration at www.MAREInet.com
April 10th Networking Lee‟s Summit Investor Breakfast
April 11 Deadline Date to Reserve Vendor Tables for Tuesday
April 12 Meeting Monthly Meeting: 101 Ways to Use Social
Media
April 12 NAR Webinar Effective Business Page Marketing in Face-
book
April 12 Webinar Rock your works with a ROTH IRA
April 13 Webinar Commercial Investors Group
April 14th Workshop Lead Generation
April 15 Networking Johnson County Investors
April 19 NAR Webinar Learn the 7 Key Elements to a Successful
Web Strategy
April 20 Focus Advanced Investors: Monetizing Deal leads
April 22 Networking Johnson County Investors
April 23 Workshop Wholesaling 101 for Fast Cash
April 23 Workshop Buying at the Courthouse
April 27 Networking Commercial Investors Sub Group
April 29 Networking Johnson County Investors
Investment News Page 23

24. FREE Membership
With MAREI Money
How to Get (almost) FREE MAREI Money Invite a First Time Guest to Attend: Click left to for
our Potential Member Package. Download and
Wouldn‟t it be nice if someone paid you to become a
email to a Friend. They can print the guest pass
better Real Estate Investor or Business Entrepre-
part of the package and insert YOUR name as refer-
neur?
ing them. When we process their guest pass we will
Well, here at Mid-America Association of Real Es- credit your account with $5.
tate Investors, we do just that!
Refer a New Investor Member: After your friend
MAREI has a FREE money program that will put checks out their first meeting, be sure to follow up
credits (or MAREI dollars) in your MAREI member- with them to see if they have any questions. Please
ship account that can be used to pay for member- don‟t hesitate to call or email MAREI to get the an-
ship, OUR workshops, vendor tables, and other ad- swer. Remind them that when they join, to put in
vertising. your name as a referral. When they join, we credit
And every time you attend an event, you‟re guaran- you with $10.
teed to learn something that will save or make you Refer a New Business Member: Do you have
money. Here‟s how it works. . . businesses that you work with on a regular basis
Do one or more of the following and you‟ll automati- that would benefit from being a member of
cally get credited: MAREI. Please Invite them to Attend First Time as
your Guest, tell them about Business Membership ,
 Invite a Guest to a Meeting………………….$5 and email us with their contact info so we can follow
 Refer a New Investor Member……………. $10 up. When they join we credit your account with $50.
 Refer a New Business Member……………$50 Volunteer: We need help with set up, check in, and
clean up. Sometimes with handouts and
 Volunteer (per event)……………………… $10 more. Please email us to get on the volunteer
 Work in MAREI Office (per hour)………… $10 list. When you volunteer at an event, we credit you
$10.
And last, but not least. . .
Special Projects………………………………Varies Work in MAREI Office: This is basic clerical
stuff. Copies, Assembly Filing, Stuffing, Addressing,
As an investor, you need to see a good deal and
take action, so start adding to your MAREI account and maybe more depending on your skills. Pay for
today! clerical help is $10 in MAREI Money per hour. For
In order to use your credits, you must be a specific skilled jobs with newsletter creation, ad
MAREI member. creation, creation of educational materials, teaching
classes, training videos, webinars, more . . . we can
If you haven‟t joined yet, what‟s stopping you?
work with you for a bonus bucks payment structure.
Join Now
Page 24 MAREInet.com

25. See all properties on the classified page on MAREInet.com
Offered As Address City Price Bed/ Contact Phone
Bath
Rehab Stratford Estates Kansas City $40,500 3/2 F Jannsen 816-359-3337
Owner Fin Near Blacktop Lake Ozarks land S Summers 816-350-7200
Owner Fin Kansas City, MO $25,000 2/1 S Summers 816-250-7200
Rental Kansas City, MO $32,500 3/1 S Summers 816-507-4203
TLC 309 Hill St Belton, MO $29,500 3/2 C Becker 816-419-1165
Rehab 850 Shawnee Rd Kansas City, KS $19,500 3/1 B Bomboma 913-735-9997
Turn Key 6032 Everett Kansas City, KS $45,000 2/1 K Tucker 816-523-4400
Turn Key 3209 E 69th Tr Kansas City, Mo $30,000 2 / 1.5 K Tucker 816-523-440
Rental 2631 Montgall Kansas City, MO $15,500 2/1 C Becker 816-419-1165
Rental 3928 Highland Kansas City, MO $24,500 3/1 C Becker 816-419-1165
Rental 9909 Wheeling Kansas City, MO 33,500 3/1 C Becker 816-419-1165
Turn Key 5254 Skiles Kansas City, MO $35,000 2/1 K Tucker 816-523-4400
Turn Key 7424 Bellefon- Kansas City, MO $35,000 3/2 K Tucker 816-523-4400
taint
Turn Key 5956 E 129th St Grandview, Mo $45,000 2 / 1.5 K Tucker 816-523-4400
Rental 509/ 513 Maple Liberty, MO $150,000 2/2 John Parr 913-634-8230
Rental 501/505 Maple St Liberty, MO $150,000 2/2 John Parr 913-634-8230
Fixer 3815 Flora Kansas City, MO $12,500 3/1 C Becker 816-419-1165
Rehab $75,000 B Bomboma 913-735-9997
Rehab 937 Haskell Kansas City, KS $11,950 3/1 C Becker 816-419-1165
Rehab Kingsidge West Blue Springs, $49,900 4/2 R Walls 219-864-1788
Rehab Jackson County $15,000 4/2 B Bomboma 913-735-9997
Rehab 4737 Norton Ci Kansas city, MO $22,500 3 / 1.5 C Becker 816-419-1165
Investment News Page 25

26. Buying at the
Courthouse
My partners and I have been buying the majority sale price in certified funds right there. Oth-
of our houses on the courthouse steps in Jack- ers will settle for 10% now and the rest wired
son County for the past 2 years. by noon the next day. So having a ready
It has some really great upsides, like the fact source of cash funds is a must.
that once the bidding is over, YOU OWN the 4. There is no inspection or due diligence pe-
house, for the most part. There still is the matter riod. So for example, if you are buying a
of you paying for it right now and the final filing bank owned house, you get it under contract
of the deed. If you have ever went through the and per the contract you have so many days
hassles of trying to close a bank owned property to do inspections and possibly renegotiate
lately, you might like a 5 minute process to buy- the sale price or back out. At the court-
ing a house. house, once you win the bid, there is no
When buying at the courthouse you can also backing out.
make some great profits, but remember when 5. You may or may not be able to get into the
there is potential for great profits, there are also house before you go to the auction. For the
a lot of RISK. So you need educate yourself on majority of deals you will be able to drive by
the risks. and see the outside of the house. But
Some of the risks and drawbacks you need to unless the home is listed for sale and or the
know about are as follows: owner will let you in, you are bidding com-
pletely based on the outside of the house.
1. Does the state in question have a redemp-
tion period. This is a time period set after a 6. You are buying who ever is living in the
home is sold at the courthouses steps where house at the time. You may be buying a ten-
the original borrower can make the loan ant you will need to work with to keep or
good and get their house back. In the mean move out. You may be buying a house with
time your money is tied up in a house that the previous owner in the home and they
you may not get to keep for 30, 60, 90 days may not want to move. Or they may move
or longer. but be upset and do damage to the house on
the way out.
2. You are not guaranteed clear title when buy-
ing at the foreclosure auction. For the most 7. The hardest drawback for me to deal with
part a foreclosure on a lien will wipe out any was the time frame involved. Here in Mis-
junior liens. So you need to be able to do souri the attorney will file foreclosure and
your home work and research which lien is have 21 days from the date of filing to the
foreclosing, what position is it in and are sale. In theory if we can find out about that
their any other liens like a State Tax Lien sale through a list service we should have 21
that would not be wiped out. days to do our homework. Here‟s the prob-
lem. If 100 loans had foreclosure filed on
3. We hinted at this before, but you need to them today, maybe 20 would actually go to
have all your cash ready to go at the time of sale in 21 days. So there is no point in doing
the auction. Many will want 100% of the (Continued on page 27)
Page 26 MAREInet.com

27. any homework until the day We had another nice newer home we just walked away from because
before. And many times a we purchased that we had to work we were uncomfortable dealing
house that is on the list for sale with the homeowners until they with the occupant. Kicking
tomorrow, may not get priced moved out. They left the house in grandma out of her house is not
until the time of the sale. So brand new condition. Other than fun.
you spend hours of your time shampooing the carpets and in-
As a form of investing, I have to
researching a property only to stalling appliances we did nothing
say it is a really great option if you
have the house not go to sale to it and sold it fast for a tidy sum.
have access to the necessary
because it either gets canceled
We reduced our risks by doing our cash and have the ability to do
or never priced. Or you skip
homework. That means we did your own homework. You need to
one because it is not priced
our own title research with a few also have a bit of gambling blood,
and then you hear that some-
key phone calls to our title attorney because if you are looking for a cut
one bought it for cheap.
to verify the weird ones. We and dried, sure thing, by the num-
I remember the first house we walked away from a few because bers kind of deal, well you don‟t
bought. From the outside it looked we were not sure. find those every day at the court-
really nice, well painted, clean house.
We drove by to see the outside
yard. We bought it. When we got
and did our best guess at estimat- If you would like to learn more
inside later that day it was vacant
ing all repairs from the outside and about this process, join me on Sat-
with wall to wall pink carpet, 2 pink
on a few were lucky enough to get urday, April 23rd for a 1/2 day
bathrooms, a kitchen from 1952
inside. workshop where we will review the
with a nice haze of nicotine all over
steps necessary to minimize the
everything and a really bad foun- We also did our best to deal with
risks of buying on the courthouse
dation. We sold it and made the tenants and previous owners
steps.
money. that came with the houses. Some
Track Foreclosures Lead Lists
Complete Details Pre-Notice of Default
Pre-Foreclosure
Including Addresses
Affluent Consumer
Jackson, Clay, Platte Free & Clear Homeowner
EZ Data Group Foreclosure Absentee Owners
See housing stats online
Newly Listed Homes
www.KCRAR.com New Business leads
Resources Tab Custom Consumer Leads
EZ Data Group Leads
Heartland MLS Statistics
Investment News Page 27

28. MAREI REFERRAL
TELL A THEY
FRIEND ATTEND
Send them to MAREInet.com/FREE for a They use the guest pass to attend and put
First Time is FREE Guest Pass. your name down as referring source.
THEY YOU GET
JOIN MAREI MONEY
They like the meeting, they like MAREI, We credit your account with MAREI Money
they join and THANK YOU. for your Membership, Events, or Advertising.