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204-TNG Radio – Tom Anderson 12-11-10

Friday, December 10th, 2010

Tom Anderson

Chairman and Founder of PENSCO Trust Company


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This week Bruce is joined again by Tom Anderson. Tom is the chairman and founder of PENSCO Trust Company. He is considered by many to be the national expert on the topic of self directed IRAs. He focuses on how investors can increase their wealth-building potential with real estate and private equity investments. He has written articles for nearly all the nation’s and financial magazines. He was recently invited to Washington as part of the “Future of Finance Initiative” for the Obama Administration.

You can loan money to your IRA if you attempting to protect the existence of the IRA. You cannot loan money to your IRA to buy new lots. The loan must also be interest free. If it did have an interest rate, the loan would be considered self dealing, because you would be taking profit out of your IRA. Lastly, if the loan extends more than 60 days, you must provide the custodian with a note explaining that the IRA owes you money.

Tom recently spoke to a member of the Department of Labor who created this exemption, and the member confirmed that you could loan money to your IRA to bail it out of mortgage delinquency.

There are some IRA investments which may or may not be considered illegal depending on which government official is reviewing the investment. For example, Tom once heard of a man who used his IRA to buy a classic car. Because the car is a classic, there is good reason to believe the car will appreciate. However, a government official might consider this self dealing, because they may or may not perceive the classic car to be for personal use. If the government perceives the car to be for personal use, then the car purchase would be labeled self dealing. Depending on which day the car purchase was reviewed, and depending on who reviewed the purchase, this may or may not be a legal IRA purchase. You can perform a large variety of transactions within your IRA, but you must be careful not to purchase anything that the government might perceive as self dealing. If the government believes you are self dealing with your IRA, then your IRA will lose its tax-deferred status.

Bruce’s business is set up to buy and sell real estate. Bruce asks Tom if there is a limit on how much money, or how many houses, he could use for his IRA. Tom believes that this is up for interpretation. In Bruce’s case, he owns a real estate business, so if he performs many transactions through his IRA, the government may possibly perceive Bruce to be running a business through his IRA. All businesses must pay taxes, and if the government determined that Bruce was running his business through his IRA, then he might lose the tax-deferred status of his IRA. Tom believes that if Bruce was both working in his IRA for retirement investments, and out of it for business use, then it would be hard for the government to label Bruce’s IRA as a business. However, if Bruce was retired, and he only purchased and sold properties through his IRA, then the government may perceive Bruce to be running a business through his IRA. You should consult with your CPA to determine whether or not you will be subject to taxes.

A disqualified person is a term in the Internal Revenue Code 4975 which defines certain entities as people you cannot perform transactions with. The government does not want you to touch your IRA assets, because they want your assets to be there when you retire. So you cannot buy a condo in a vacation spot with your IRA, and then use that condo on the weekends. Disqualified persons include yourself, your spouse, your children, and the spouses of your children. Most people in your family are considered disqualified persons, except for siblings, nephews and uncles. If you deal with a sibling or nephew, you should not offer them less than market rates. Giving a member of your family the benefit of low payments through an IRA asset could be considered self dealing.

Bruce heard an unusual example of someone who was taxed for self dealing. An investor owned a commercial building, and his IRA owned the let next to it. The investor would park in the lot next door, and that was considered illegal personal use. You are not allowed to gain a personal benefit from your IRA while the IRA is growing. If a mistake like this occurs, you have 14 days to correct it. However, if the custodian was the cause of the mistake, then you can argue in court that the custodian should be held responsible.

Tom’s company will not accept any member that is not a part of a regulated institution. If he did not check to determine whether or not his members were being regulated, many bad people would have the opportunity to deal through them. A non-regulated company may enter into an agreement with a bank who is a custodian. All banks, credit unions and trust companies are automatically qualified to hold IRAs. If you are not one of those institutions, then you must be authorized by the IRS. There are 257 mutual fund companies, insurance companies, and broker dealers that are licensed by the IRS.

It is good business to protect the consumer, and the government supports that mentality. PENSCO will not help someone enter into a prohibited transaction. If a lender was involved in a prohibited transaction on an IRA, then they would be subject to a 15% tax on the amount of the transaction. So a lender that made a $100,000 bill would receive a $15,000 bill. If the lender was not aware of the prohibited transaction, then they may be exempt from the tax.

When an investor is told that he cannot buy a property from himself with his IRA, he may get the idea of having a friend buy his property, and then re-buying from his friend. However, this is still considered an illegal transaction. This is considered a linked transaction by the IRS. You will not go to jail for performing a transaction like this unless you fail to pay the penalty taxes. However, the IRS tends to not inform you of your mistakes until 3 years later, so you can get caught off guard if you are not careful.

If you buy a property through your IRA while using your brother as a lender, you will not be taxed so long as your brother does not receive more than his regular fee.

A Prohibited Transaction Exemption (PTE) is a request submitted to the Department of Labor when you anticipate that your potential transaction may be prohibited. A PTE is usually granted on the basis that there is no increase or decrease in value because of the transaction. You cannot submit a PTE after the transaction takes place. The exemption comes in writing, so the Good Day rule does not apply.

There are some custodians who offer check book IRAs. Tom believes this practice will probably be extinct soon. There are only two custodians Tom knows of that will do check book IRAs, and PENSCO is one of them.

Tom’s website is www.penscotrust.com

For more information about The Norris Group’s California hard money loans or our California Trust Deed investments, visit the website or call our office at 951-780-5856 for more information. For upcoming California real estate investor training and events, visit The Norris Group website and our California investor calendar. You’ll also find our award-winning real estate radio show on KTIE 590am at 6pm on Saturdays or you can listen to over 170 podcasts in our free investor radio archive.

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203-TNG Radio – Tom Anderson 12-04-10

Friday, December 3rd, 2010

Tom Anderson

Chairman and Founder of PENSCO Trust Company


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This week Bruce is joined by Tom Anderson. Tom is the chairman and founder of PENSCO Trust Company. He is considered by many to be the national expert on the topic of self directed IRAs. He focuses on how investors can increase their wealth-building potential with real estate and private equity investments. He has written articles for nearly all nations and financial magazines. He was recently invited to Washington as part of the “Future of Finance Initiative” for the Obama Administration.

Tom has been in the banking business for 41 years and in the self-directed investment business for 22. The government is paying more attention to retirement issues, because there is concern over social security. Unfortunately, we are still in the dark ages in regards to knowledge of self directed investments. Many people are surprised by the idea that you can buy mutual funds with your retirement account. Many Americans are unhappy with being locked into their 401Ks, other pension plans, and other IRAs. Those retirement plans only offer a limited range of investments, and most of the options are related to Wall Street, which many people have lost a lot of money on recently. The only commodity that hasn’t taken much damage is gold, but Tom thinks most people didn’t get into Gold until after it had already experienced increases, so gold probably won’t be a good long term investment.

When Tom was in Washington, he was surprised by how interested the government was in hearing about his industry. The Retirement Industry Trust Association, which represents 90% of the self-directed custodians in the U.S., was invited to write a white paper on the need for more diversification in retirement accounts. Unfortunately, many of the government workers that Tom was speaking to before have been replace, so he has some influential ground to recover. He does feel though that the government in general has become more open to new ideas on improving retirement savings. As the president of the RITA, it is Tom’s goal to use any opportunity to discuss retirement issues with the government.

IRAs were created in 1974 as part of the ERISA Act. You could self direct an IRA back then. You could buy real estate in New Zealand if you desired to, but most people weren’t aware of that, because the securities and mutual fund companies began lobbying against real estate as a prudent retirement investment plan.

Real estate is a great long term investment. Real estate generally out paces the stock market on a long term basis. In California, you can buy properties that cashflow. When there is a down turn, it’s a great time to take advantage of real estate and ride the curve up.

Before 1974, there were pension plans but no IRAs. One of the reasons IRAs were created was because trustees were abusing their privileges. The trustees were spending the money they received to buy yachts and they would frequently lose the money given to them. Because of this, the government felt it was necessary to allow people to save on their own.

Self-directed is a frequently misunderstood word. IRAs are IRas regardless of where they are held, and the rules are dictated by the IRS. Depending on where the IRA is held, the custodian may limit what an investor can do with their IRA. There are two types of self-directed IRAs. The first is known as a self-directed brokerage account. With a self-directed brokerage account, you can pick from stocks and mutual funds to invest in, but you cannot invest in real estate or private equity. The other type of IRA allows you to invest in anything permitted by law. Some of Tom’s clients have bought companies in Spain and properties in New Zealand. When you buy outside the country, you have to consider the exchange differences. If the foreign monetary value increases against the U.S. dollar, then you can profit from both the investment and the monetary change.

There is a level of sophistication required to invest in certain categories. Tom encourages people to stick to what they know. If you own a gas station and know about gas as an investment, then you may want to use your IRA to invest in another gas station.

There are some laws regarding who and how you can deal with your IRA. There is that limits one’s ability to work with more than 3 unaccredited investors. In some cases, you cannot work with any unaccredited investors. To be an accredited investor you must have a minimum net worth of $1 million, and at least $200,000 in income for the last two years. The SEC may change their definition of “accredited investor”. Tom believes the requirements for an accredited investor will increase, because many people have lost money in stocks and private equity.

If someone wants to buy a trust deed or rental unit, they are free to do that, even if they only have $80,000 in their account.

Tom believes that IRAs are a great form of capital formation in the U.S. PENSCO started out with no assets and now has $3 billion worth of assets. PENSCO is also now funding thousands of companies that could not be started without IRAs, because they couldn’t get funding from traditional sources. There are about $4 trillion in IRA accounts.

Tom had a client who opened a $300 ROTH IRA. His company charges a $375 fee, so Tom knew the client must have had a plan. The client instructed PENSCO to send a $10 check to a lawyer in order to consummate a real estate option contract. This contract gave them the right for 30 days to buy property from a developer. The developer needed cash for $350,000. While the contract was being negotiated, the client found a buyer for a property for $525,000. Once he took the $525,000 from the buyer, he paid the seller $350,000, and moved the profit into his IRA account.

A ROTH IRA offers tax free growth for life and a great rate of return. One of Tom’s clients started a ROTH IRA with $1,800. This client used his ROTH IRA to develop a successful venture, and in 2002, that client cashed out with $32 million. He then took that $32 million and invested in other start ups. He has now increased his IRA holdings into 9 digit levels. Bruce thinks it is hard to believe that the IRS isn’t suspicious of this kind of tax free profit. Tom explains that this client helped create thousands of jobs. This fortunate client stimulated the economy and created tax revenue. 40% of new jobs are from start ups, and 70% are from small, private companies.

We still have 35 days to take advantage of a one time opportunity. Your IRA is now a portable pension plan, and can be converted into a ROTH IRA regardless of your income. Before 2006, this was not allowed. Before January 2010, if you made more than $100,000, you were prohibited from such conversions. You also have the opportunity this year to do the conversion to ROTH IRA and defer the taxation on the converted amount to 2011 and 2012. This means that if you convert in 2010, then in 2011 you must claim 50% of the converted amount on your income. The other 50% of the 2010 amount must be claimed in 2012. If you are expecting to be in a lower tax bracket in the future, this is a great opportunity for you. The government is very supportive of these conversions, because they get to collect the tax upfront.

If you bought assets that are currently depreciating, and if you have these assets in your IRA, then you can convert to a ROTH IRA and pay tax at a lower amount. This can allow those assets some time to recover. It is much better to convert a depreciated asset than an appreciated asset.

Capital gains rules do not apply within an IRA. When you take money out of an IRA, that money is taxed at a normal rate. However, if you have a ROTH IRA that has existed for 5 years, and if you are at age 59 and a half, then you can take out all your money tax free.

If you have a traditional IRA, at age 70 and a half, you have to take out minimum distributions. However, if you have a ROTH IRA, you can leave the money in the IRA as long as you want, and you can leave it to your children after you have died. There is also no estate tax, because the taxes have already been paid.

The use of leverage to purchase real estate is allowed with a ROTH IRA. It is possible to borrow up to 70% on any income producing property types on an IRA. You must put at least 30% down on the property though, because if the loan is recourse, then you would be self-dealing, which is prohibited. The 70% limit is according to bank policy, and they have had great success with this limit. They have very few foreclosures. Rates for loans are generally two points above prime. Many things can be negotiated as well.

There is actually a rule which allows you to bail out you IRA. If you got a 70% loan on a $100,000 house, and you put $30,000 down with your IRA. If you lose your tenant, and you do not have enough money in your IRA to make the payment, then you would typically be foreclosed on. In this kind of situation, there is a Department of Labor provision called AD-26, which allows you to lend money to your own IRA without limitation, so long as the money is being used to bail out the IRA account.

For more information about The Norris Group’s California hard money loans or our California Trust Deed investments, visit the website or call our office at 951-780-5856 for more information. For upcoming California real estate investor training and events, visit The Norris Group website and our California investor calendar. You’ll also find our award-winning real estate radio show on KTIE 590am at 6pm on Saturdays or you can listen to over 170 podcasts in our free investor radio archive.

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The Norris Group Real Estate News Roundup 8/11/10

Wednesday, August 11th, 2010

Today’s News Synopsis:

The MBA’s weekly survey shows mortgage application volume increased by 0.6 percent. The Obama will provide the Treasury Department and HUD with $3 billion for aiding homeowners. The NAR reports that most U.S. metro areas experienced a decrease in home prices during the second quarter, and distressed homes accounted for 32 percent of second quarter sales.

In The News:

Mortgage Bankers Association – “Mortgage Applications Essentially Unchanged Despite Lowest Rates in MBA Weekly Survey” (8-11-10)

“The Mortgage Bankers Association (MBA) today released its Weekly Mortgage Applications Survey for the week ending August 6, 2010.  The Market Composite Index, a measure of mortgage loan application volume, increased 0.6 percent on a seasonally adjusted basis from one week earlier.  On an unadjusted basis, the Index increased 0.4 percent compared with the previous week.”

Associated Press - “Obama administration to provide $3B in housing aid” (8-11-10)

“The Treasury Department says it will send $2 billion to 17 states that have unemployment rates higher than the national average for a year. They will use the money for programs to aid unemployed homeowners. Some of those states have already designed such programs. Another $1 billion will go to a new program being run by the Department of Housing and Urban Development. It will provide homeowners with emergency zero-interest rate loans of up to $50,000 for up to two years.”

NAR - “Broad Stabilization in Second Quarter Metro Area Home Prices with Strong Sales” (8-11-10)

“In the second quarter, 100 out of 155 metropolitan statistical areas1 (MSAs) had higher median existing single-family home prices in comparison with the second quarter of 2009, including 14 with double-digit increases; two were unchanged and 53 metros showed price declines. In the first quarter of this year 91 areas had higher prices, while only 26 MSAs experienced annual price gains in second quarter of 2009. The national median existing single-family price was $176,900 in the second quarter, up 1.5 percent from $174,200 in the same period of 2009. The median is where half sold for more and half sold for less. Distressed homes accounted for 32 percent of second quarter sales, down from 36 percent a year ago.”

Sign on San Diego – “Price reductions on San Diego homes increase” (8-11-10)

“As of Aug. 1, 23 percent of all the homes for sale in the City of San Diego had seen a price reduction, says a report by Trulia.com, a real estate website. That’s compared to July where 20 percent of the homes for sale in San Diego had experienced a price cut. The average price reduction was 8 percent. On a national level, Trulia estimated that 25 percent of all home listings have had at least one price reduction. The average size of the cut was 10 percent of the original list price, chopping an estimated $30.1 billion in value.”

Housing Wire – “Foreclosures Down 5% in First Half of 2010: Foreclosure Listings Nationwide” (8-11-10)

“Foreclosure Listings Nationwide said second-quarter foreclosures rose 1% from the year ago and declined 4% from the prior quarter. More than 1.6m properties began the foreclosure process during the six months ending June 30, representing a nearly 7% decline from a year ago.”

Housing Wire – “Fitch Sees $100bn in Special Servicing CMBS Loans by Year End” (8-11-10)

“Commercial real estate loans that require special servicing continue to climb with the total volume projected to reach $100bn by the end of 2010. These loans are used as collateral in commercial backed mortgage securitizations (CMBS).”

Housing Wire – “FHA Postpones Premium Changes until October” (8-11-10)

“Last week, Federal Housing Administration (FHA) commissioner David Stevens announced plans for implementing FHA’s new mortgage insurance premium structure. Based on industry feedback to the announcement, the FHA postponed the premium fee changes on all new case numbers for one month, and will now implement them on Oct. 4, 2010.”

Housing Wire – “Most Borrowers Choose Fixed-Rate Mortgages for Refinancing, Freddie Says” (8-11-10)

“Borrowers who are refinancing their homes are taking advantage of the lowest fixed-mortgage rates in the past 50 years, according to Freddie Mac’s quarterly Product Transition Report today. The report indicates 95% of refinance loans completed in Q210 were processed with a fixed-rate mortgage (FRM).”

Bloomberg - “Fed Reverses Exit Plans, Sets $2 Trillion Floor for Holdings” (8-11-10)

“Officials directed the New York Fed’s trading desk to reinvest what economists estimate will be $15 billion to $20 billion a month in maturing agency and mortgage-backed securities back into U.S. Treasuries. The purchases will help keep Treasury yields and mortgage costs low and prevent the level of monetary stimulus from shrinking further.”

Realty Times – “Top 10 Things You Need to Know About Self-Directed IRAs” (8-11-10)

“IRAs Can Purchase Almost Anything. A common misconception about IRAs is that purchasing anything other than CDs, stocks, mutual funds or annuities is illegal in an IRA. This is false. The only prohibitions contained in the Internal Revenue Code for IRAs are investments in life insurance contracts and in ‘collectibles.’ Since there are so few restrictions contained in the law, almost anything else which can be documented can be purchased in your IRA. A ‘self-directed’ IRA allows any investment not expressly prohibited by law. Common investment choices include real estate, both domestic and foreign, options, secured and unsecured notes, including first and second liens against real estate, C corporation stock, limited liability companies, limited partnerships, trusts and a whole lot more.”

For more information about The Norris Group’s California hard money loans or our California Trust Deed investments, visit the website or call our office at 951-780-5856 for more information. For upcoming California real estate investor training and events, visit The Norris Group website and our California investor calendar. You’ll also find our award-winning real estate radio show on KTIE 590am at 6pm on Saturdays or you can listen to over 170 podcasts in our free investor radio archive.

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The Norris Group Real Estate News Roundup 7/28/10

Wednesday, July 28th, 2010

Today’s News Synopsis:

Commercial and multifamily mortgage origination increased by 35 percent in the second quarter. Mortgage application volume decreased 4.5 percent from last week, according to the MBA. Freddie Mac reports Americans took out $8.3 trillion in home equity during the second quarter. The current number of foreclosure starts for 2010 has reached 1.46m.

Looking Back:

Mortgage Bankers Association - “MBA: Second Quarter 2010 Commercial/Multifamily Mortgage Originations Increase Over First Quarter, But Remain Flat Over Last Year” (7-28-10)

“Second quarter 2010 commercial and multifamily mortgage loan originations were one percent higher than during the same period last year and 35 percent higher than during the first quarter, according to the Mortgage Bankers Association’s (MBA) Quarterly Survey of Commercial/Multifamily Mortgage Bankers Originations.”

Mortgage Bankers Association – “Mortgage Applications Decrease in Latest MBA Weekly Survey” (7-28-10)

“The Mortgage Bankers Association (MBA) today released its Weekly Mortgage Applications Survey for the week ending July 23, 2010.  The Market Composite Index, a measure of mortgage loan application volume, decreased 4.4 percent on a seasonally adjusted basis from one week earlier.  On an unadjusted basis, the Index decreased 4.2 percent compared with the previous week”

Bloomberg - “Americans Tap $8.3 Billion in Home Equity, Least in a Decade” (7-28-10)

“Americans in the second quarter tapped the smallest amount of home equity in a decade, showing households are focused on repairing tattered finances. Owners took out $8.3 billion while refinancing prime home loans as borrowing costs dropped from April through June, down from $8.4 billion in the previous three months and the least in 10 years, according to a report today by McLean, Virginia-based Freddie Mac. Twenty-two percent chose to reduce loan principal, matching the third-highest rate since records began in 1985.”

Housing Wire – “GSE Foreclosure Starts Start Coming Faster in 2010″ (7-28-10)

“The June 2010 Mortgage Monitor data provided by Lender Processing Services (LPS) Applied Analytics shows that the spike in foreclosure starts is greatest at 6+ months of delinquency. Analysts have suggested that this may be occurring due to the recent increase in HAMP cancellations. Total foreclosure starts for 2010 are at 1.46m, compared to 1.68m for the same period in 2009 and 1.25m in 2008, to be sure, but the rate at which the starts increase during 1H10 is at the fastest pace LPS Applied Analytics has seen.”

Housing Wire – “Cash-In Refinancing Nears Record High in Q210: Freddie Mac” (7-28-10)

“According to separate monthly volume reports from April to June, Freddie Mac’s total refinance volume was $54.6bn during Q210, down nearly 60% from $134.5bn during Q209.”

Orange County Register – “Foreclosures still a drag on housing” (7-28-10)

“Foreclosures and sales of bank-owned homes have not yet peaked and will continue to hold down U.S. home prices and sales, an analyst for commercial data firm CoStar Group said. And weakness in housing will impact retail sales and the overall economy, added Norm Miller, CoStar’s vice president of analytics. Miller said that housing has not necessarily hit bottom yet, but the bottom is near.”

Realty Times – “Either a Lender or a Borrower Be” (7-28-10)

“Money in self-directed IRAs can be loaned out to any person who is not a ‘disqualified person.’ While this means that you cannot loan yourself or other related disqualified persons money from your self-directed IRA, you can loan the money to anyone else. Loans can be secured by real estate, mobile homes, equipment or anything you like. If you are really a trusting soul, you can even make a loan from your IRA unsecured”

For more information about The Norris Group’s California hard money loans or our California Trust Deed investments, visit the website or call our office at 951-780-5856 for more information. For upcoming California real estate investor training and events, visit The Norris Group website and our California investor calendar. You’ll also find our award-winning real estate radio show on KTIE 590am at 6pm on Saturdays or you can listen to over 170 podcasts in our free investor radio archive.

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150-TNG Radio – Craig Hill 11-28-09

Friday, November 27th, 2009

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Craig Hill

Hard Money Broker

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This week Bruce is joined once again by Craig Hill. Craig has been handling The Norris Group’s hard money loan business for over ten years, and he is a trustee investor.

Many new investors think that it is easy to get into the real estate buying business. To reduce risk, The Norris Group uses Rick Solis to appraise properties through the eyes of an investor. Sometimes new investors will find a property, and they think they have a good deal, but then Rick will look at the property and find problems with their deal. For an example, an investor might try to buy a property in an area with comparable sales located on 8,000 square foot lots, but the property they are trying to buy is on a 4,000 square foot lot. That 4,000 square foot difference could make a $20,000 dollar difference. Rick can easily spot these devaluing problems and save these new investors money. Craig has received multiple responses from investors who are thankful for Rick’s services.

A new investor wants to get their first house under their belt. One of the things a new investor may do is try to prove that a house is a good deal, rather than let the evidence speak for itself. These people might feel that if they can just buy a house and sell it for a profit then everything will be a little bit better. Those are the kinds of people that will typically make a mistake. When people are trying to make up for lost time, they often try to do too much too quick. You cannot become a millionaire in one deal, but you can ruin your finances in one deal. Craig has met many people who tried to be too aggressive, and then lost a lot of money. During the boom, people felt like they couldn’t lose, and they didn’t want to believe that the up cycle would end. Now people are starting to have success again, and Craig fears that they will go back into that same mentality. Craig warns that you should be able to handle a rental property. If a rental property is going to ruin your life then you shouldn’t be investing.

If someone came to The Norris Group with a great deal on a $1.2 million dollar house, The Norris Group would probably not help that investor, because there is a lot of risk involved in that deal. If an investor discovers that his $1.2 million house is not really worth $1.2 million, or if the investor starts making $7 grand payments, they can severely damage themselves.

If Craig had to choose between a borrower with a high credit score and low cash reserves, or a borrower with a lower credit score and more cash reserves, he would choose to loan to the borrower with high cash reserves. When you are dealing with investments, you need to have cash. If an investor doesn’t have enough cash reserves, he may want to think that he can make the investment work with only six months worth of reserved payment. His property may take more than six months to pay off, and his credit will not help him, because The Norris Group’s program is not credit based. They cannot get a loan to improve their situation. If a person has a lot of cash reserved, it makes it better for both the investor and the lender.

Many unexpected problems can occur when you invest in a house. Craig bought one house to fix up and flip, but the sewer immediately needed to be fixed. If an investor cannot handle those kinds of surprises, then she is jeopardizing herself.

If Craig had to choose between a borrower with cash into the deal, or a borrower that got a superior discount in the purchase who is looking for a zero down loan, he would still choose the borrower with cash in the deal. There might be a reason why the other client got a superior deal that won’t reveal itself until later. Also, the zero down investor may not be capable of handling the monthly debt on the investment. If you have $50,000 in cash reserves, you will be much more comfortable making an investment. When you do not have that kind of cash in reserve, you may feel a need to make a deal, and that causes problems. People often get caught up in the idea of making a property investment, but their ideas may not work out in reality.

If Craig had to choose between a borrower who is an experienced investor with a 650 FICA score and has a proven track record with The Norris Group, or a new borrower with a 750 FICA score and the same amount of money, Craig would choose the experienced investor with a good record. Many people have had troubles within the past few years, so a 650 FICA score may mean that they have also had trouble, but they are working through it. A track record with The Norris Group is important, because that experienced investor respects their business relationships. Dealing with a lender who knows their track record allows them to do their business, and if their investments are their livelihood, then they will probably not sacrifice their relationship with their lender.

When loaning to an owner occupant, there is never an intention to develop a relationship for future business. An owner occupant might be taking a severe risk with the $20,000 they take in a loan.

If Craig had to choose between a borrower with a job, good credit score, and a money partner, or a borrower who is a self employed, full time investor using their own money, Craig would choose the self employed investor. People who use money partners are historically known to cause problems. They may not take into account that surprises will come up, such as unexpected repairs or a delay in the selling process. The Norris Group will do business with money partners, but Craig is much more involved with those people. Craig often requires the partner to sign the deal along with the borrower, because they need to know that a property is a responsibility.

If Craig had to choose between a borrower who is a cocky and experienced investor with lots of money, or a new investor with less money and a humble attitude open to learning, Craig would probably choose the humble investor. He strays away from the know-it-all attitudes. Craig has had thousands of conversations with investors, and he has a good sense for the kind of person who will work hard to protect his investment. The cocky, know-it-all investor is often a one-time deal. The cocky investors will often call Craig, give him a big conversation about how this deal is an opportunity for him, but their “deal” is really only borderline. Sometimes these cocky, experienced investors will be trying to use Craig after their other lenders reject them.

Over the years, Craig has developed a good sense for when people are not telling him all their problems. When you have had thousands of conversations with borrowers, you develop a sense for conversation patterns, which lead to certain outcomes. It would be difficult for Craig to have an original conversation at this point. He has probably heard what any new investor will tell him many, many times. The Norris Group does not want to do deals with just anyone who can qualify. The Norris Group wants to do deals with people that make good matches with the company. Craig deals with both borrowers and investors, and he wants to make sure that his deals are winning deals for both ends.

The Norris Group does not work with pooled trust deeds and never will. If you used pooled money, you have much less control. When an investor buys a trust deed, he knows the property it’s going to be on, the amount, and he knows what the appraisal on the property is worth. The investor can easily find out what his investment is. With pooled funds (fractionalized trust deeds), the manager of the pool has a lot of discretion. You might have some possible investments that you would not take if you personally inspected them.

The reality of what is happening to your investment can be masked in a pooled trust deed. In a pooled trust deed, you make regular payments. You can make these regular payments for a long time, but by the time your investment is not worthwhile, your investment may be upside-down. With an individual investment, you are receiving monthly payments from one person on one trust deed, so you would know after 30 days if the borrower was 30 days late.

There are some lenders who do not require monthly payments, but Bruce always does. He wants them to know that they have a debt, and it prevents them from getting overextended.

A pooled investment might attract a smaller investor. The Norris Group does not usually give out loans that are only worth $30,000 to $40,000. A person who has $50,000 they want to invest, but they require the $500 dollar payment every month to live on, then they are not a good candidate for a trust deed.

Bruce asks Craig to explain how he makes people feel comfortable investing. Craig likes to show people examples of what The Norris Group does. Craig sends new investors a copy of a The Norris Group appraisal, so they can see what The Norris Group does to calculate value. Once Craig makes people feel comfortable with what they are lending on, they are anxious to invest in a trust. The majority of the people that work with The Norris Group trust deeds want to ramp their investment up as high as it can go. When they do ramp it up, the majority of them have chosen that as one of their main investment vehicles. Many people who deal with trust deeds have a diversity of investments. They do not want to put all their eggs in one basket.

The Norris Group sees trust deed investments as a great way to offer diversification of a retirement account.  You can also diversify your trust deed investments by selecting multiple areas.

The Norris Group has a new 8-year loan program for investors who plan to buy and hold a property as a rental. This new program has opened up a new investment at 9% for 8 years. This program is great for people who have IRA money, or money in 401Ks, because they can earn 9% tax free. The nice thing about this 8-year program is that the loan is intended to go on for an extended period.

Craig can be reached at 951-780-5856. He will be glad to talk to you about borrowing money.

See Craig’s full biography HERE.

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