sandwich lease options - wendy patton · deals each month. what would that mean to you and your...

1 | W e n d y P a t t o n ’ s L e a s e O p t i o n B o o t C a m p W o r k b o o k

Day 1:

Sandwich Lease

Options


Cooperative Lease Options vs. Sandwich Lease Options

There are basically three types of sellers you will encounter as you try to find your Lease Option

deals, no matter whether it is a homeowner or an investor selling, no matter how motivated they

are, and no matter where in the country they are located. These three types of sellers are:

1. Sellers who are upside down

2. Sellers who are break even

3. Sellers who have equity in their home

Let’s take a look at each and see how you might be able to put together

a Lease Option deal and how to Protect Yourself in each of these

situations.

1. Sellers Who are Upside Down

Unfortunately, it seems that there are many sellers in today’s market that

are upside down. If a seller owes more on their home than it’s worth, they are upside down.

Their home is not worth what they owe on it.

As a Lease Option (or Subject To) real estate investor there is very little you can do for someone

who is upside down, or there is little you “should” do for this type of seller. No matter how

moving their story, no matter how desperate their situation and no matter how motivated they are

as a seller, this is not a position you will want to be in. The absolute best way to protect yourself

is to not do the deal with a lease option or subject to. This situation is ONLY good if you want

to do a short-sale with their lender or have the seller pay down their mortgage balance (assuming

they can). There may be the very rare occasion when you find a seller that can cover enough

equity difference and subsidize monthly payments to actually make the numbers work, but these

instances are so rare that I’m not going to waste time here chasing pipe dreams.

This is a great time to say “NEXT” if you are looking for little or no money down deals.

2. Sellers Who are Break Even or Have Little Equity

Sellers who are break-even have been sellers I have in the past said to walk away from for a

Lease Option. Not anymore! Can you do Lease Option deals with these sellers? YES! There is

a new strategy I am using and it is growing like wild fire. It is called a Cooperative Lease

Option.

The average break-even seller is going to be someone you can’t help for a Sandwich Lease

Option, BUT they might be a perfect candidate for a Cooperative Lease Option. Let’s define

both of these types of Lease Options.

A Sandwich Lease Option - is when you purchase a property from an owner on a lease with an

option to buy. You then find a buyer who will buy from you on a lease with an option to buy.

You are in the middle, hence why it is called a Sandwich Lease Option.


When are these good? When the seller has equity and will allow you to get part or all of it over

time with your lease option terms. This is what I call my “Big” Money Strategy.

A Cooperative Lease Option – is when you purchase the property from the owner on a lease

with an option to buy. You then find a buyer who will pay you to step in your shoes. This is a

wholesale deal. You sell your contract to a buyer. It is called a Cooperative Lease Option (aka

Wholesale Lease Option) because both the buyer and the seller are “cooperating” with you and

know exactly what is going on. They know you are selling the contract (deal) to a buyer – it is

usually for the option fee. How much? Usually around 3% of the purchase price can be

negotiated. Example: The price of the home is $100,000 – you would get approximately $3,000.

When are these good? When your seller doesn’t have much equity for you as an investor to get.

This is what I call my “Small” Money Strategy.

How many more deals can you do now with a Cooperative Lease Option that you might

have walked away from before? Would earning $3,000 - $10,000 per deal excite you? What if

you could do most of this from the Internet? One of my students lives in India. He does

Cooperative Lease Options in the Chicago area. It is all done on the Internet and he does 5+

deals each month. What would that mean to you and your family?

3. Sellers Who Have Equity

Sellers who have equity in their homes are in the best category for putting together your Lease

Option deals, however, when you find someone who has equity in their home and is willing to do

a Lease Option deal you mustn’t throw caution to the wind. You still want to evaluate the deal.

When they have more equity though, you are more likely to receive option credits each month.

Option credits give you equity each month from the rental payment you are making. If you

purchase the home for $200,000 and each month you are paying $1,000 in rental payments to the

seller, ask the seller for $1,000 a month credit towards the purchase price. For example: after

one month you owe $199,000, after two months you owe $198,000, etc. You are getting the

entire monthly rental payment credited towards the purchase price. This works well with sellers

who have equity. Make sure you don’t get them upside down (with their equity) by doing this.

For instance, if they owe $185,000 and you do this deal for 20 months, you would owe $180,000

($200,000 - $20,000 = $180,000). Be careful, if you get them upside down they might not want

to, or might not be able to, close on the property when you are ready. Will all sellers give you

100% credit for your payments? No, of course not, but will some? Yes, some will. If not,

negotiate something less than 100% credit. No matter what you negotiate it is part of your profit

for later. There are many other things you can negotiate also with a seller when doing a

Sandwich Lease Option.

How many people own their home free and clear? In the U.S., more than 30% own their homes

free and clear. How about the sellers with equity, but not free and clear, plus the ones that are at

a break-even point? Add these all together and you will find a very good percentage of home

owners are candidates for one of these lease options strategies.


Is it all “doom and gloom” in the market? Heck NO! I live in Detroit and the deals are

everywhere. You just have to know how to find them. Learning when to apply each type of

option strategy is the key. Learning when to walk away is another key.


How Real Estate Agents and Investors Can Have an Attorney Firm in Their Tool Belt

© 2012 by Wendy Patton Pre-Paid Legal is one of the most overlooked, yet beneficial tools for the Real Estate investor. There is no question that investors need quality attorneys that are available to answer unlimited questions on any subject matter, i.e., real estate questions, taxation, interpretations of laws and usury rates, just to name a few.

As a full time real estate investor Pre-Paid Legal is not only an outstanding tool, but also a necessity. If you have never needed legal representation for your investing business or for yourself, believe me it is just a matter of time. Buying property in this day and age can most certainly be a liability in every sense of the word. The word “Attorney” puts a certain feeling of uncertainty and fear into our very being. Not many of us like to call an attorney for advise or help of any sort, as we know upfront, the charges we incur can be astronomical. This puts many of us in a quandary of whether we should spend the money for attorney fees or to take the risk of not having council, by doing without the cost or expense and unfortunately without the professional assistance that we might need or require. Many of you have heard of Pre-Paid Legal but really know very little about how it can help you in your business.

In many states throughout the country Pre-Paid Legal offers a plan that is called "The Home Based Business Rider". This Rider attaches to the "Expanded Family Plan" and in combination enables the investor and his family to have the benefits that I have listed below:

1. Unlimited questions answered for business or personal matters.

2. Three letters drafted per month on behalf of your business. Unlimited calls or letters made for you and your family. * One per subject matter.

3. Up to three initial debt collection letters written per month on your behalf for your business.

4. You can have three contracts or documents up to fifteen pages in length, per month, reviewed by your provider law firm.

5. Also included with your Business Rider is unlimited small business consulting service through GoSmallBiz.com

6. Included in your coverage with the “Expanded Family Plan” is pre-paid trial protection that is included as part of your membership. This benefit grows each year you stay a member with Pre-Paid Legal totaling up to 335 hours by your fifth year.

7. Automobile representation for you and your family no matter where you had the accident or the ticket occurred.


8. Have your Last Will and testament and your Living Will created as part of your family plan benefits. If you already have these important documents in place then they can be updated free of charge with your membership.

9. As part of the business rider you will have consultation service for your small business. This service is provided free as part of your membership through www.gosmallbiz.com

There are many more benefits for members of Pre-Paid Legal Services. What I have listed above encompasses some of the more significant benefits for the real estate investor. For only $40.50 per month is there any question why an investor would not want or need this type of coverage and representation?

If you are interested in hearing more about how Pre-Paid Legal can save you and your family money and grief, then feel free to call Michael Gott at 248-227-3943. If you like what you are reading and you want to get signed up now then go to, www.GottLegalPlans.com.

I wish each of you all the best. I am confident that you will find a tremendous asset and tool for your business in Pre-Paid Legal Services.

Wendy Patton

http://www.gosmallbiz.com/

http://www.prepaidlegal.com/hub/wendypatton


Buying on an Option: Check List

Property Address:______________________________________________

Contact:_____________________________________________________

Phone: _______________________________________________________

Projected Take over Date:________________________________________

Create Owner Folder for this home

Order pre-title work

Check if taxes are paid

Check if mortgage is up to date

Draft all documents: Proposal, Rental Agreement, Offer to Purchase/Sales Contract,

Option Agreement, Memorandum of Option, Affidavit of Liens

Sign all documents!

Get a key or access

Set up utilities

Water reading (if city water)

Water softener (if it is on a well is it a rented system?)

Get insurance (Liability)

Review title work

Get seller to fill out a Lead Based Paint and Seller’s Disclosure

Advertise the home

Record Memorandum of Option

Set up auto-payments if paying mortgage payment

Maintenance/Work to be completed:


Email to Seller Not Reached

Hi, my name is Wendy. I am looking for a home for a local family on a rent to own. Are you

open to selling your home? If so do let me know. I am a Realtor, but I get paid from the buyer,

so you will not have to pay me to sell your home.

Please let me know if I can provide you with more information,

Also if you are interested will you please send me your name and phone number and any

additional pictures you have of your home.

Thanks,

Wendy

(Phone) XXX-XXX-XXXX


Script: Working with FSBOs – The For Rent Ads

FSBOs (For Sale By Owners) are individuals that are selling their home without the assistance of

a realtor. Many investors work with FSBOs in buying deals. In lease options I find that most

sellers need or want their cash out. The best way to find a seller for a lease option is not the

FSBO section of the newspaper, but the “for rent” section of the newspaper. What you will want

to do is to turn the landlord into a seller.

Here is how to buy homes on options from owners:

Call the ads in the paper in the for rent section, not the for sale section. The reason I do this is

that 90%+ of sellers must get their cash out and a large portion of the other 10% won’t consider

something creative. It is not because they don’t want to consider something creative, it is just

that they would prefer to cash out and be done with the property and also something unique will

scare most sellers. Call the ads that are for rent, because the #1 and #2 objections for selling on

an option have been resolved. The owner does not need to sell or to cash out of the home AND

they are willing to lease the home.

This is a script you can use to contact an owner of a rental home. The words in bold are what is

said to the owner.

Hi, my name is ________I was calling about your home for rent.

Giving your name sounds warmer and will help put the owner at ease with you.

Can you tell me if it is still available?

If yes, continue.

When is it available?

Can you tell me a little about the home?

Let them answer some information about the home or expand some questions from the

ad. You are building rapport with the owner. Talk and let them talk. People warm up when they

are the ones talking. Listen and sound interested.

When was the home built?

This question gives you insight to any decorating problems you might be running into. It

will tell you if it might need to be updated. If older, ask next question, if not skip.

Has the kitchen and bath(s) been updated since it was built?

If it was built in the 70’s, I might ask if the baths or kitchens are yellow/green/brown or if

they have been updated since it was built. I am primarily building rapport and leading up the

main question.


Does it have a garage or basement?

Don’t ask questions that are answered in the ad or from their description above. Ask

questions applicable to your area of the country, such as, is it in a flood area, does it have central

air, has it ever had termites? Whatever might be of interest to you and to find out more about the

home.

Is the yard fenced?

I really don’t care. I am just building rapport. This may prompt them to ask the question

on whether or not you have pets. At this point they still think you are the one that will be living

there. I don’t change that direction of thought until enough rapport and trust have been

developed. They may ask questions as to how many will be living in the home. These are

questions I don’t want to lie about, but don’t want to be totally direct on either. If I said, “I don’t

know, I am going to rent it to someone else”, you can be sure they will not show you the home.

That would kill the trust and rapport immediately. It is hard to say how to handle those

questions exactly. Each time these questions come up, you will be answering them differently

based on the owner.

Here are some ways you could consider handling them.

1) Answer them as if you really were going to live there. Always answer

truthfully – just not always completely or early on in the negotiation process.

2) Try to change the subject or slightly avoid the question.

3) Try to answer to your best guess of who might be renting from you later.

Deception is not what I am recommending, however, it may sound like that. I am very honest

and straightforward with my sellers, but only after they meet me or when I feel that they are open

to discussion about the entire situation via phone. Everything is in writing too. They will know

that you are not living there before they sign the documents. It is also in the rental agreement

with the seller that you will not be occupying the home.

If the home sounds like something you would like to own, then pop The Question.

Wow, this home sounds really nice, would you considering selling it?

If they say no then say, “Thanks, but I am really looking for something I can buy.” Leave

them your name and number to contact you later if they change their mind about selling. If they

say maybe or yes:

Do you know how much you would want for the home?

Start to feel out the owner for the type of terms they would consider.

When could I come and look at the home to see if I would be interested in it?


Script: Buyers Calling Listing Agents Re: Property w/Rent to Own Possibilities

This script is for rent-to-own buyers to call the listing agents of properties they are interested in

to determine if the seller might consider rent-to-own or to see if the real estate agent has any

other listings where the seller would consider rent-to-own.

“Hi Sally, my name is ___________ and I was calling about the home you have for sale at

_________ (the address). Is it still available?”

After they say “Yes, it is.” I would say,

“Can you tell me more about the home? How much is it and how large it is?”

Listen to see if it is something you would be interested in. If so follow up with

“I noticed it has been for sale awhile...”

Wait and see what they say without saying anything else. They might say, “Yes…” then I

would go on to the next question. Or they might start to talk more – which is what I am hoping

they will do. I want them to start to talk and tell me more. Maybe they will tell me why it has

been listed a long time or what the status is. You would be amazed at what others will tell you

when you zip it and listen. The next question is,

“Well, I wondered if they would be open to something creative?”

Again, I leave it at that and say nothing more. Sometimes they will run away with a long

explanation of what the seller will or will not do, sometimes they say, “Like what?”

“Well, something like a rent-to-own, lease option, lease purchase, or owner financing with

your commission paid in full. I am a rent-to-own buyer looking for a home in that area.

Would your seller be open to something like that?”

Don’t say anything until they respond. You’ll get one of five responses.

1. “Yes, they have mentioned that to me.”

If you get a positive response the next question to ask is:

“Great, do you know what kind of terms they are looking for or are they looking for an offer?”

If they are looking for terms that work for you or they are looking for an offer make an

appointment with Sally to look at the home. Note: Sally will try to become your Realtor®. This

might not be bad if Sally is creative and willing to read this book along with you, but otherwise


don’t sign anything to commit you to Sally except for this home. If Sally is really good, you

might want her to be your agent. If the terms are not within your scope then ask the following:

“Do you have any other listings where your seller might have said to you, ‘Sally, if you don’t

sell my home soon I might have to rent it’? Sally (remember use their real name ), can you

think of any of your listings like this that might work for me?”

Sally may also respond to the rent-to-own question like this:

2. “No, they need to sell now and wouldn’t be interested in that.”

If this is the case jump right to the question where you ask if she has any other listings

that might work. You will need to know your price range and what you can afford as she will

probably ask you about this (we covered this in chapter 3).

3. “I’m not sure I would have to check with them.”

If this is the response encourage the agent to talk with her clients. Reminder her that you

are looking for a rent-to-own home in that area and her commission would be paid in full.

4. “What are you talking about?”

Not every agent knows what rent-to-own is, you may have to give them a brief

explanation.

5. “Why do you need a rent-to-own?”

Most likely it’s because you can’t get a mortgage right now or because you don’t want to

get a mortgage right now. Your best answer is to simply tell her that a mortgage won’t work for

you now but you do want to get into a home now and ask her if that home or another listing of

hers might be a candidate for rent-to-own. Keep your answer brief and then ask her the question

to keep her talking.


Profitability Worksheet

Option 1

Current Value $80,000

Purchase Price $75,000

Lease Option Premium $ 4,000 5% Usually 5 - 10 %

Current Appreciation/Depreciation $ 1,500 2% per year

Months in Buyer's Lease 18 months

Subtotal $ 5,500

Sale Price $85,500 = Current Value + Subtotal

Sale - Purchase $10,500

$ 795 Rent you charge buyer

$ 600 Rent you pay seller

$ 195 Monthly Cash Flow

Cash Flow $ 3,510 Total Cash Flow

Option Credits- Seller $ 500 Monthly Credit You GET

$ 9,000 Your Credits

Option Credits Buyer $ 100 Monthly Credit You GIVE

$ 1,800 Buyers Credits

Total Profit of Deal $21,210

Option Fee from Buyer $ 2,200

Option Fee to Realtor $ 750 1% % of Purchase Price

Difference $ 1,450 Your Upfront Money Total

Months in Seller's Lease 36 months

Money Paid to Seller $21,600 for all months in contract


Sandwich Lease Option Prospect

Appt Time/Date:_________________________

House Address:

Contact Name:

Phone: Email:

Home Details:

# Beds: _____________ Year Built: _______________

# Baths: ____________

Have the kitchen or baths been updated: YES / NO

Is there anything needing repair: YES / NO

If yes (what):

Other Unique Features:

Are you currently working with a Realtor: YES / NO

If yes (who):

Financial Info:

How much worth: _____________ Rent Amount: _________________

How much owed: _____________

Are you current with payments? YES / NO

What is the minimum amount you would sell for: ____________________


. . . . . . . . . .

. . . . . .. . . . Your Company Name

Proposal

Property Address

Innovative approaches to Leasing/Selling


. . . . . . .. . .

Your Company Name has 2 programs to offer you…

Please review the following options that we can offer you as a Seller and consider

which would serve you best!

Lease with an Option to Buy to Your Company Name offer #1

Your company name can pay you a monthly fee of $ 850.00, for a lease term of 3 years. We would then have the

right to purchase of your home within the 3 year term at a price of $126,000.00. $XXX will be applied each month

towards the purchase price.

Lease with an Option to Buy to Your Company Name offer #2

Your company name can pay you a monthly fee of $ 900.00, for a lease term of 5 years. We would then have the

right to purchase of your home within the 5 year term at a price of $130,000.00. $XXX will be applied each month

towards the purchase price.

In both of these options we would pay the rental amount whether or not the home is vacant or rented. You would

still need to carry your homeowner’s insurance and pay your property taxes until the home is closed. We would be

responsible for everything from the date this agreement starts, including all maintenance (minor and major, except

for the first 60 days) of course change this if you want something different – for example they pay anything above

$500. We would like to have all the appliances left with the home. At closing, you would pay the seller’s title

insurance, transfer fees/taxes (if any) and any other fees paid by a seller at closing. We also cover all utilities from

our contract start date.

We will start our rental payments to you when we find someone to place into your home, however, during this time

frame you may also market your home for sale. If you sell it before we place someone, then this agreement can be

voided by you.

Thank you for considering Your Company Name !

Your Company Name

Your Company Address

Your Phone number/fax/email etc.


. . . . . . . . . .

. . . . . .. . . .

Your Company Name

Proposal

Property Address



. . . . . . .. . .

Your Company Name

has 2 programs

to offer you…

Please review the following options that we can offer you as a Seller and consider

which would serve you best!

Lease with an Option to Buy to Your Company Name #1 Your company name can pay you a monthly fee of $ 850.00 for a lease term of 3 years. We would then have the

right to purchase of your home within the 3 year term at a price of $126,000.00.

Lease with an Option to Buy to Your Company Name #2 Your company name can pay you a monthly fee of $ 900.00 (of which $400 will be applied towards the purchase

price each month) for a lease term of 5 years. We would then have the right to purchase of your home within the

5 year term at a price of $130,000.00.

In both of these options 1 & 2 you would still need to carry your home owner’s insurance and pay your property

taxes until the home is closed. We would be responsible for everything from the date this agreement starts, including

all maintenance (minor and major). (except the first 60 days) of course change this if you want something different –

for example they pay anything above $500. We would like to have all the appliances left with the home. You would

only pay the seller’s title insurance, transfer fees and any other fees paid by the seller at closing. We also cover all

utilities from our contract start date.

Our down payment will be 1% to The Real Estate Company you are paying when this contract starts. The remainder

will be paid as follows ____________________________________ (ideas for you:1% in 12 or 18months The

remainder at closing, etc.) (If you are licensed make sure you disclose that in the offer and that your company will

get the selling agent portion of the commission – remove this sentence before printing!!) The payment to The Real

Estate Company you are paying will be applied towards the purchase price when the purchaser closes on the home.

We will start our rental payments to you when we find someone to place into your home, however, during this time

frame you may also market your home for sale. If you sell it before we place someone, then this agreement can be

voided by you.

Thank you for considering Your Company Name !


Ads to Find Buyers

You can put ads for finding buyers or sellers in either the ‘For Rent’ or ‘For Sale’ section. Try

them both and see what works best in your area.

Use a website if you have one. When you get more than one home you might want to invest in a

site. They are reasonable and many internet provides offer them as part of their email packages.

Advertising is one of the most expensive parts of real estate investing. Advertise wisely! Be

creative on where and when you advertise. Use FREE websites when you can – like Craigslist

TIRED OF RENTING?? Interested in renting with an option to buy? We have a beautiful 3

bedroom home in xxxxx town, for $900/month and $4000 option fee. www.MajesticRentals.com

(123)456-7890

Land Contract wanted? We have a home available on terms…call for a unique way to buy a

home. 3 bedroom home in xxxxx town, for $900/month. (123)456-7890

www.MajesticRentals.com

Rent to Own: 3 Bedroom home with basement and garage. $750/month with $2000 option fee.

Call today. Credit issues ok. (123)456-7890 www.MajesticRentals.com

Lease Option: 4 Bedroom home, fenced yard, pool, garage, and much more. $1750/month with

$8000 option fee. Call today. (123)456-7890 www.MajesticRentals.com

STOP RENTING – BUY TODAY! We have several homes in the xyz area available on a rent

with option to buy. Ranging from $600-1500 per month. Start Building your future now.

(123)456-7890 www.MajesticRentals.com

Recent Foreclosure or Bankruptcy? We have homes to help you get started over. Lease Option

and seller financing available. Credit repair required after you move in. Start Building your

future now. (123)456-7890 www.MajesticRentals.com

http://www.millenniumrealestate.com/






Selling on an Option Check List

ADDRESS: MOVE IN DATE:

Seller Name:

Phone:

Advertise Home

Get Application Fee

Get Application

Get Non-Refundable Deposit if acceptable (with signed deposit form)

Create Tenant Folder for this home (Red folder)

Confirm Applicant Meets Criteria

If Not – send rejection letter

Draft Rental Agreement/Option/Offer to Purchase

Video Tape Home (with tenant if possible) or get pictures

Get Check-in/out List to Tenant

Cancel Advertising

Sign Rental Agreement, Option, Pet Agreement & Offer to Purchase

Sign Lead Based Paint & Sellers Disclosure

Confirm that they transferred utilities to their name

Gas, Electric, garbage, water, water softener, etc

Confirm Their Check-in/out sheet is returned

Confirm they have renters Insurance

Remove Sign(s) and any lockbox

Make a copy of tenants personal check – put in their folder (every month)


Script: Buyers Calling Listing Agents

This script is for rent-to-own buyers to call the listing agents of properties they are interested in

to determine if the seller might consider rent-to-own or to see if the real estate agent has any

other listings where the seller would consider rent-to-own.

“Hi Sally, my name is ___________ and I was calling about the home you have listed at

_________ (the address). Is it still available?”

After they say “Yes, it is.” I would say,

“Can you tell me more about the home? How much is it and how large it is?”

Listen to see if it is something you would be interested in. If so follow up with

“I noticed it has been listed awhile...”

Wait and see what they say without saying anything else. They might say, “Yes…” then I

would go on to the next question. Or they might start to talk more – which is what I am hoping

they will do. I want them to start to talk and tell me more. Maybe they will tell me why it has

been listed a long time or what the status is. You would be amazed at what others will tell you

when you zip it and listen. The next question is,

“Well, I wondered if they would be open to something creative?”

Again, I leave it at that and say nothing more. Sometimes they will runaway with a long

explanation of what the seller will or will not do, sometimes they say, “Like what?”

“Well, something like a rent-to-own or a lease option with your commission paid in full. I am

a rent-to-own buyer looking for a home in that area. Would your seller be open to something

like that?”

Don’t say anything until they respond. You’ll get one of five responses.

6. “Yes, they have mentioned that to me.”

If you get a positive response the next question to ask is:

“Great, do you know what kind of terms they are looking for or are they looking for an offer?”

If they are looking for terms that work for you or they are looking for an offer make an

appointment with Sally to look at the home. Note: Sally will try to become your Realtor®. This

might not be bad if Sally is creative and willing to read this book along with you, but otherwise

don’t sign anything to commit you to Sally except for this home. If Sally is really good, you

might want her to be your agent. If the terms are not within your scope then ask the following:


“Do you have any other listings where your seller might have said to you, ‘Sally, if you don’t

sell my home soon I might have to rent it’? Sally (remember use their real name ), can you

think of any of your listings like this that might work for me?”

Sally may also respond to the rent-to-own question like this:

7. “No, they need to sell now and wouldn’t be interested in that.”

If this is the case jump right to the question where you ask if she has any other listings

that might work. You will need to know your price range and what you can afford as she will

probably ask you about this (we covered this in chapter 3).

8. “I’m not sure I would have to check with them.”

If this is the response encourage the agent to talk with her clients. Reminder her that you

are looking for a rent-to-own home in that area and her commission would be paid in full.

9. “What are you talking about?”

Not every agent knows what rent-to-own is, you may have to give them a brief

explanation.

10. “Why do you need a rent-to-own?”

Most likely it’s because you can’t get a mortgage right now or because you don’t want to

get a mortgage right now. Your best answer is to simply tell her that a mortgage won’t work for

you now but you do want to get into a home now and ask her if that home or another listing of

hers might be a candidate for rent-to-own. Keep your answer brief and then ask her the question

to keep her talking.


Script to Qualify Buyers

“How did you hear about us?” Find out where your leads are coming from.

“Great. Where are you living now?”

“And how long have you lived there?”

“You called on the lease option property, right?”

“Ok great, what price range did you want to keep your rent in?”

Let them answer and then multiple their answer by 3 to 4 times for example if they say $1000

then it is $3000 - $4000 they should earn so I ask

“Ok great, so with that rental range, I assume you make between $3000 - $4000 minimum,

is that right?” If they don’t then you might should advise them of what they really can afford –

we don’t want them in a bad situation nor the seller.

“Why do you want to move from your current location?”

“You called on this rent to own/lease option home, I assume that means you have some

credit issues you might need to address, is that right? Maybe a bankruptcy or a

foreclosure?”

Let them answer this. Sometimes they will explain more than you imagined. Also find out the

exact dates of the bankruptcy discharge and the foreclosure sale or the date there was a short

sale. These dates affect the time they need to get a mortgage.

If they have been through foreclosure find out why? Bankruptcy – why? If so, what has

changed in their situation to make it better now? Snoop a bit, usually they will share with you

why but asking questions gives you many answers.

“How about your upfront payment – money to “move in” – what range did you want to

keep that in?”

“Ok. What’s your timeframe for finding a new place?”

If qualified:

“Great….what type of property are you looking for?” (home, how many bedrooms)

OK…let me tell you about some of our properties that fit what you’re looking for…and then we

can schedule an appointment to see them.

If not qualified:

“I am sorry I am not able to help you right now, you will need to have at least $xx to move

into one of our lease option homes. Is there any chance you can borrow this from

someone?” or ask “Do you know when you might be able to save $xx ?”


Day 2 & 3:

Cooperative Lease

Options


Wholesaling Options Check List

ADDRESS: OWNER: PHONE #:

Create Folder for this home

Draft All Documents, Sales Contract, Option Agreement, Memorandum of Option, Affidavit

of Liens, and Agreement with Seller for cooperative option. Also get the loan authorization

signed so you can confirm payments now and in the future.

Order Pre-Title Work or Confirm Title is Clear (seller to pay)

Check if Taxes are Paid

Check if Mortgage is Up to Date

Maintenance/Work to Be Completed

________________________________________________________________________

Get a Key or Access

Water Reading (if City H20) for new buyer

Review Title Work

Sign All Documents – except Rental agreement (to be signed by end buyer later)

Get Seller to fill out a Lead Based Paint and Seller’s Disclosure – sign

Advertise the home

Get buyer to sign all documents and rental agreement with seller.

They need to sign the assignment agreement and rental agreement and initial all other

contracts and disclosures (initial lower right corner) Pet agreement needed? Get a mortgage

authorization for the buyer (signed by seller).

Get option fee from buyer at time of signing documents.

Tenant Buyer to get renters insurance?

Buyer to do an inspection?

Buyer set up for credit repair – make this a must if needed.

Buyer working with a lender?


Record Memorandum of Option when buyer is found and deal is finalized (Ok to leave your

name on there)

Checkups

o One Month

o Three Months

o Six Months

o Twelve Months – hopefully closing soon


Ads for Finding Sellers

Use for response to rent ads in Craigslist:

Hi, I saw your home on Craigslist and it sounds like what I might be looking for. I am looking to

buy a home with a rent to own or lease option to buy. Are you open to selling your home too? If

so, please let me know and maybe your home will be perfect for me.

Also if there are more pictures or anything else you can share with me about it, that would be

great. My number is xxx-xxx-xxxx.

Wendy

________________________________________________________________________

Hi, I saw your home on Craigslist and it sounds like what I might be looking for.

Are you trying to sell your home too? I can help. I work with many buyers in the Metro Detroit

area to find a home they can rent now and buy later. It will not cost you a dime. Please let me

know if you are interested. My number is xxx-xxx-xxxx.

Wendy

_______________________________________________________________________

As a real estate agent:

Are you trying to sell your home, too? I can help. I work with many buyers in the Metro Detroit

area to find a home they can rent now and buy later. It will not cost you a dime. Please let me

know if you are interested. I my name is Wendy and I am a real estate agent with Keller

Williams Realty. I get paid by the buyer. My number is xxx-xxx-xxxx.

Wendy

________________________________________________________________________

To a real estate agent or rental company:

Hi,

I saw the home you have listed on Craigslist and it looks like what I might be looking for.

Is the owner of this home willing to sell it also? If so can you send me more information on the

home? I am looking for a home on a lease to own or rent with option to buy. Will that be a

possibility for your seller?

Any pictures or additional information would be great.

Of course I would make sure you get your full commission if a seller was to sell their home to

me. My number is xxx-xxx-xxxx.

Thanks,

Wendy


Email to Seller Not Reached

Hi, my name is Wendy. I am looking for a home for a local family on a rent to own. Are you

open to selling your home? If so do let me know. I am a Realtor, but I get paid from the buyer,

so you will not have to pay me to sell your home.

Please let me know if I can provide you with more information,

Also if you are interested will you please send me your name and phone number and any

additional pictures you have of your home.

Thanks,

Wendy

(Phone) XXX-XXX-XXXX


CraigsList – Rent Script

(Wendy)

Hi, my name is Megan. I am calling about your home for rent on Craigslist. Is it still available?

My manager asked me to give you a call – he (she) really liked your home and he (she) loves the

‘Clarkston’ area.

Can you tell me a little about your house? (Beds, Baths, year built, been updated, other unique

features)

WOW – your home sounds really nice – would you consider selling it? (shut-up – wait for them

to respond)

We have a program where we will help to sell your home and it does not cost you anything – the

buyer pays – would that interest you?

Are you familiar with Lease Option or Rent with Option to Buy? Would you be open to learning

more about how this approach could help you and it will not cost you a dime?

(If YES) – my manager has an opening in his schedule and could call you at 2:00 on Monday or

6:00 on Tuesday, which works better for you? I need to gather a little more information from

you so that my manager can be fully prepared to discuss our program with you.

How much is your house worth? (how do you know)

How much do you still owe on your house?

Are you current with your payments?

Does the house need any repair (if so, what)?

I see that the rent amount in Craig’s list is $900 – is that correct?

Are you currently working with a Realtor? (who)

What is the lowest sale price that you could accept?

(If NO) – Are you aware that with our program and Lease Options we are:

Able to get you top dollar for your home

You do not pay any real estate commission

The Tenant Buyer pays for our services

We currently have a list of tenant buyers looking for nice homes in the ‘Clarkston’ area and we

would probably be able to fill your house in less than four weeks. I would like to remind you

once again that our services cost you nothing.

Would you be able to talk with my manager at 2:00 on Monday or 6:00 on Tuesday to learn

more – which one works better for you?


Sample Seller Scripts

(Joe) Note: This is not a hard and fast script. Make it personal – make it yours!

~~~~~~~~~~~~~~~

"Hi, [name of seller]. This is Joe with XYZ Company. You visited our website (or called our

voice mail) regarding selling your home on [street name]. Is the house still for available?"

"Please tell me a little but about the house."

“Would it be available for Rent to Own / Lease Purchase?”

"Are you familiar with what Lease Rent to Own / Lease Purchase is?"

"A Lease Purchase is simply leasing a home to a qualified tenant-buyer who will buy it in 1-2

years after we help them rebuild their credit."

“In fact, we already have several tenant-buyers that we are working with right now who are

looking for properties in your neighborhood.”

"There are a lot of advantages to selling your house on a Lease Purchase:

(Note: I highlight the words in yellow to help me when I am talking to sellers on the phone. You

should memorize these benefits!)

Debt relief. Someone else is making your mortgage payments. "How long can you

make payments on this house (how long can you hold out?)"

We have several tenant-buyers already who are interested in your property. We have

over 2,700 tenant-buyers right now in our database actively looking for a home like

yours. In fact, we have more tenant-buyers than we do houses.

Most of our tenant-buyers typically get a mortgage in 6-12 months

It usually takes us 1-4 weeks to fill a property.

You get top market value for your home without having to pay any Realtor

commissions.

Our services will cost nothing out of your pocket. We collect our money from the

tenant-buyer.

No obligation. We will aggressively market your home until we find a tenant-

buyer. You can even still try to sell the home yourself. And if you find a buyer before

we do, our contract terminates & you won't owe us anything.

Our tenant-buyers will pay slightly higher than market rent, and will almost always pay

their rent on time due to our generous rent credit program.

We help you do a complete background check on all our applicants. We check their

credit history, emplyment history, rental history, etc... We call all their references.


We require all our tenant-buyers to work with our mortgage broker and go through their

credit restoration program

You will get a tenant-buyer that is going to take better care of the property than a

regular tenant would. This is because they will have a larger ownership interest in the

property, and tend to show more of a pride in home ownership.

Your tenant-buyer will be responsible for all day-to-day maintenance and repairs. You

won't get any calls in the middle of the night to fix a leaky toilet.

"The tenant-buyers that we work may have marginal credit issues. They may be self-employed,

have a second house that won't sell, gone through a recent divorce, had some unexpected medical

expenses, lost a job at one time, etc. But we put them all through a credit restoration program

with our local mortgage broker. All of the tenant-buyers have had to apply for our program are

pre-screened by our mortgage broker. They should all be able to buy your home in 1-2 years."

"Does this sound like something that might interest you?"

“Can I email you some more information?”

“Great, I will send you an email today & call you tomorrow. Is that okay?”

Something a little different:

I am an investor and I am possibly looking to do a rent to own on your property. Is that

something that you would be interested in?

Well, what if I could Lease your property from you for a period of time and then buy the

property at the end of that time? Would that be a good fit for you?

If I or one of my Buyers could help cover your payments, guarantee your rents on the

first, take care of all the day-2-day maintenance, and buy the property at the end of that

time without you paying a Real Estate commission, what would you want to do then?

I don’t know if we could make the numbers work, but if we could come together on the

numbers, could we put a deal together today?

Some Good Questions To Ask:

“Mr Seller, I am going to ask you a few questions to make sure that a Lease Purchase can really

meet your needs. While I hope we can do business today, I want you to be comfortable enough

to also tell me that you are not interested, if this is not what you are looking for. Is that okay

with you?”

“OK, where should we go from here?”

“What do I need to do to get your commitment today?”


“Let me quickly get to the bottom line… Suppose I could get you full price for your home

without you paying any Realtor commissions. Suppose I could find a great tenant-buyer to lease

purchase your home in 2 weeks and it won’t cost you a penny. Is there any reason why we

couldn’t do business today?”


Cooperative Lease Options Process

Search Craigslist

o For Rent

Specify city, exclude keywords – use Searchtempest.com

o Add FSBO and Expired at later date

Review Ads from Craigslist

o Nice homes, nice areas

o Avoid ones that appear to have property management in place or working with

Realtors

Call select ads

o Hi, my name is Megan. I am calling about your home for rent on Craigslist. Is it

still available?

My manager asked me to give you a call – he really liked your home and he loves

the ‘Clarkston’ area.

Can you tell me a little about your house? (Beds, Baths, year built, been updated,

other unique features)

WOW – your home sounds really nice – would you consider selling it? (shut-up –

wait for them to respond)

We have a program where we will help to sell your home and it does not cost you

anything – the buyer pays – would that interest you?

Are you familiar with Lease Option or Rent with Option to Buy? Would you be

open to learning more about how this approach could help you and it will not cost

you a dime?

If yes – my manager has an opening in his schedule and could call you at 2:00 on

Monday or 6:00 on Tuesday, which works better for you? I need to gather a little

more information from you so that my manager can be fully prepared to discuss

our program with you.

How much is your house worth? (how do you know)

How much do you still owe on your house?

Are you current with your payments?

Does the house need any repair (if so, what)?

I see that the rent amount in Craig’s list is $900 – is that correct?

Are you currently working with a Realtor? (who)

What is the lowest sale price that you could accept?


If no – Are you aware that with our program and Lease Options we are:

Able to get you top dollar for your home

You do not pay any real estate commission

The Tenant Buyer pays for our services

We currently have a list of tenant buyers looking for nice homes in the

‘Clarkston’ area and we would probably be able to fill your house in less than

four weeks. I would like to remind you once again that our services cost you

nothing.

Would you be able to talk with my manager at 2:00 on Monday or 6:00 on

Tuesday to learn more – which one works better for you?

Manager calls prospects that are open to Lease Option

o Discuss terms regarding the house (min purchase amount , rent amount)

o Get email address of those that are open

Send email with Paperwork

o Get signed Option paperwork back

Advertise specific house on Craigslist

o Post twice per day

Accept applications

Approve applicant, review with seller and close


Cooperative Option Prospect

Appt Time/Date:_________________________

House Address: _______________________________________________

Contact Name: _______________________________________________

Phone: ______________________ Email: _________________________

Home Details:

# Beds: _____________ Year Built: _______________

# Baths: ____________

Have the kitchen or baths been updated: YES / NO

Is there anything needing repair: YES / NO

If yes (what):________________________________________

Other Unique Features:

_____________________________________________________________

Are you currently working with a Realtor: YES / NO

If yes (who): ________________________________________

Financial Info:

How much worth: _____________ Rent Amount: _________________

How much owed: _____________

Are you current with payments? YES / NO

What is the minimum amount you would sell for: ____________________


Follow Up Email to Sellers

Company, LLC

ADDRESS | Office: (555) 555-5555 | Fax: (555) 555-5556

www.website.com

Here is a brief summary of the benefits of our Lease Purchase Program:

With a Lease Purchase, we can get you full price for your home without having to pay

any Realtor commissions.

Our services cost you nothing. We get paid from the tenant-buyer. 100% of the rent

goes to you every month.

We already have tenant-buyers looking for homes in your neighborhood who are on the

verge of getting a mortgage.

Most of our tenant-buyers typically get approved for financing in 12-24 months.

You can cancel our agreement anytime. If you sell the home or lease it before we do, you

owe us nothing.

Our tenant-buyers are responsible for all the day-to-day maintenance and repairs. And

they tend to take better care of the home than a regular tenant would since they are trying

to buy it.

We don't just put a tenant-buyer in your home and then walk away. Our mortgage broker

and credit repair company continue to work with them throughout the entire Lease

Purchase period.

We are the only company of our kind in the area that is an Accredited Member of the

BBB with an "A" rating. We are also members of the CITY of Commerce.

You can learn more about us on our website here (www.website.com)

Bottom line - we can save you money, sell your house faster, and get you full price.

Also attached is our simple Option Agreement, and it's all we need to get started. Once you fax

this back to us, we can start advertising your house immediately. (You can also fill it out and

sign it on-line on our website.) Remember, this agreement is non-exclusive. You can cancel it at

anytime, and you can continue advertising the house on your own.

Please call me after you have reviewed this information & I can answer any questions you may

have.

Thank you!

NAME

COMPANY, LLC

www.website.com

Office: (555) 555-5555 | Fax: (555) 555-5556

http://www.website.com/




PS - Here is a testimonial that we recently received from a very satisfied client:

"Before Joe’s company helped me, I had no idea what "Lease Purchase” meant. The more I

learned the more I understood that this was a great option for me. The process was simple,

clearly laid out, and only 3 weeks into the offering, we had 5 applications and two serious

applicants. We closed with a great candidate 4 weeks after the sign went in the yard. In today’s

economy, this was a great option for me and I have provided a great home to a great candidate

who may otherwise had to rent an apartment. I moved the property much faster than I would

have through a traditional buy/sell transaction, and avoided paying a Realtor commission. This

was an all around win-win.” (name, city)


. . . . . . . . . .

. . . . . .. . . .

Your Company, LLC

Proposal

Property Address


Your company, LLC

Address

Phone

fax


. . . . . . .. . .

Your company, LLC has a program to offer you…

Please review the following options that we can offer you as

a Seller and consider which would serve you best!

Lease with an Option to Buy:

Your company, LLC can buy your home on a lease to own for $ ________ within 2

years. The rental payment will be $ _________.

You would still need to carry your homeowner’s insurance and pay your property

taxes until the home is closed. We will not be living in the home but will be selling

our option agreement with you for the above price to an end tenant buyer. We will be

paid from the buyer’s option fee, which will be $ _______. The option fee paid by

the buyer will be credited to the buyer at closing, so you will need consider this in

your acceptance of this agreement.

Once you agree with the terms, we will send you a formal agreement with these terms

and begin our search for the perfect tenant buyer for your home. The tenant buyer

will pay repairs below $500 and you will be responsible for repairs above $500. We

would like to have all the appliances left with the home (currently there). We are a

licensed real estate broker, but not representing either party and we are not being paid

a commission.

Your rental payments will start when we find someone to place into your home,

however, during this time frame you may also market your home for sale. If you sell

it before we place someone, then this agreement can be voided by you.

Thank you for considering Your company, LLC !

Your Company, LLC

Address

Phone


Tenant-Buyer Script

(Joe)

NOTE: You want to keep this Initial Conversation as short as possible – under 2 minutes. These

are calls that have already listened to my 24hr recorded message which I think is very important.

If they drive by and love the property, then have them email or fax you an application along with

a $25 application fee.

TB: Hi. I’m calling about the house on 123 Main St.

Investor: Yes, great. How did you find out about the house?

TB: I saw it on Craigslist.

Investor: I’m just curious - How did you find the house on Craigslist? What were you looking

for?

TB: I searched “Rent To Own” homes

Investor: Great thanks. What can I help you with?

TB: Can you tell me about the house?

Investor: Well, you’ve seen the pictures and the video on our website right?

TB: Yes, I’ve seen them.

Investor: You know the house is available for “Rent To Own” and not “For Rent”, right?

TB: Yes, that’s what I am looking for. How does this “Rent To Own” program work?

Investor: I'm glad you asked. Would you mind if I asked you a few questions first? Tell me a

little bit about your situation & why you are looking for a Rent To Own vs just getting a

mortgage? I assume you might have a credit situation like most of the people I work with, is that

correct?

TB: Well, my credit is not the best. I lost my job a year ago and was unemployed for a few

months.

Investor: We understand bad things happen to good people. We don’t expect perfect credit. We

mainly look at your income & how soon we think you can buy the home with credit repair.

Now, there are three main components to our rent-to-own program.

First, every month a portion of your rent is credited towards the purchase price of the home. But,

in order to get those rent credits, the rent has to be received by the first of the month. Can you

handle paying the rent on time every month?


TB: Yes, no problem.

Investor: Great! Next, you will be expected to treat this home as if you owned it. One of the

biggest benefits of Rent To Own is you get a lot of the benefits of owning a home before you

actually get a mortgage.

So before you move in, you need to inspect the property and make sure everything is in good

working order. Remember, this is going to be your home. Unlike a regular rental property, you

will be responsible to maintain it and take care of all the day-to-day repairs. Is that something

you will be comfortable with?

TB: Yes, I guess so.

Investor: Finally, there is an upfront option consideration deposit required. How much do you

have to work with?

TB: Well, I saw in your ad that you require $5,000. We will have that.

(Note: if they don’t have enough deposit, find out if they can make payments for the rest.)

Investor: OK, that might work. Remember this, that money will be applied 100% towards your

down payment when you buy the property. But if you break the lease or decide you don’t want

to buy the property, that money is non-refundable.

TB: You mean I will lose that money if I decide to not buy the house? Wow….

Investor: Yes, that’s correct. Look at it this way. If you were to buy this home through a bank,

or even just get a regular lease, and you decided to break your contract and walk away, would

you expect the bank or the landlord to give you your deposit / down payment back?

TB: I guess not.

Investor: We’re looking for someone who wants to buy this home in 1-2 years. Are you going

to be comfortable with this?

TB: Yes.

Investor: Very cool. Now if you haven’t already, drive by the property, and call me back. We

will get you inside the home to see it. Here’s my cell phone number.


Case Studies


Case Study #1

Situation:

The owner of a beautiful 4 bedroom, 2 bath home with a 2 car garage owns it free and clear and

has moved from Tempe, AZ to Buffalo, NY. The owner has already bought their new home. The

current value of the home in Tempe is $125,000 and the market rental rate is $850.

Potential Solutions:


Case Study #2

Situation:

You just found an owner that owes $80,000 on a home worth $130,000-ish. The owner still lives

in the home but they want to move to Mexico and rent a place there. The rental value on their

home is $900 per month. Their payments are $745 per month.



Case Study #3

Situation:

Owners of a great 3 bedroom brick home owe $250,000, but it is only worth $200,000. They

have a 1st mortgage of $185,000 and a 2nd mortgage of $65,000. They are behind one payment on

each totaling approximately $2,300.



Case Study #4

Situation:

Owner owes $175,000 and the home is worth about the same. The market is fairly stable with

rental rates at $1,200-$1,300 per month for this type of home. Their payments are $1,345 per

month.



Case Study #5

Situation:

Owner has a 6 bedroom home that is in a good area and is worth about $390,000. The rental rates

are $2,000 per month for this type of home. They have downsized to a smaller home with less

bedrooms. Their mortgage is current and they have already moved into their new home. Their

mortgage payment is $1,900 per month and the mortgage balance is $325,000.



Case Study #6

Situation:

Owner is down-sizing and moving out of state. They have a 5 bedroom home and market rent

would be $1,495-$1,595. The home is worth $285,000 and the owner owes $220,000 with

payments of $1,622.78 per month. They have already bought their new home.



Case Study #7

Situation:

The owner has a 15 year mortgage and has paid 7 years on it. The payment is $861 per month

and the rental range is $1,095-$1,195. The balance on the loan is $48,000, but it needs about

$5,000 of work. The owner has died and the estate has received permission to sell it. They want

$4,000 to move. The current value is around $100,000 if all the work is done. There is only 8

years left on the mortgage.



Note Page for Wendy on Accepted &

Denied Applications

“Alberta Mark” – Accepted

Reasons why:

1) Large down payment

2) Credit great but an old bankruptcy

3) Was going thru a foreclosure

4) Bella Luna—his pot belly pig (who is the pride of the

neighborhood kids!)

“Logan”- Not Accepted

Reasons why:

1) No down payment

2) Short employment history

3) Income was $1,000/mo + social security &

unemployment

4) Behind on car payment 60 days (nice car, too!)

5) 2 Evictions

6) Once she was denied, she had her fiancée apply. He was

denied also.