Would You Like to Own a Home Someday? The Art of Converting Renters into Buyers

Transcription

1 BrokerHeavenNY.com Learn more. Earn more! Would You Like to Own a Home Someday? The Art of Converting Renters into Buyers A seminar presented by: Gregory S. Young Broker Heaven NY 333 Park Avenue South Suite 5B (Between 24 th & 25 th Streets) New York, NY T F

2 Core Philosophy: Effective teaching is done primarily by asking questions in order to engage the students so they both think and feel and therefore take ownership of the concepts presented. Seminar Objectives: Understand and use the right questions at the right time. Make a commitment to long term relationships with human beings instead of doing deals. Have confidence to discuss mortgage payments, tax benefits and appreciation. Develop the mind set and attitude that first time buyers are EASY to impress!! Make Rentals will pay your bills. Sales will buy your home your MANTRA! Are you ready to talk about making money? Do you want to make more money?

3 What down payment does a buyer need to buy the least expensive home in your market? How much income does a buyer need on average to buy an entry level home in your area? What is the historical average annual return for an investment in the stock market? What is the historical average appreciation rate on real estate? At today s interest rates, about how much a month does it cost to borrow $100,000? How much does it cost to borrow $1M? $500K? $200K? $50K? $2M?

4 What percentage of a mortgage payment is interest? Historically, what is the best investment an American citizen makes in their lifetime? Please name the way most millionaires have been created in the United States? How important is the real estate market to the United States economy? How many prospective renters have you worked with in your career? How many prospective renters will you meet in 2012?

5 What percentage of the young professionals that rent now buy a home later? What is the average price of a home and what is the average fee to you on a sale? Please pretend you are a prospective renter looking for an apartment. How would you feel and how would you react to the following questions: Would you like to own a home someday? I try stay in touch with all the people I do business with. Would you like to be on my list? I have an outline which can show you how much money you would save in taxes by buying. Would you like to see it?

6 Intermission Dialogue Sara Discussion:

7 The Handy Dandy Super Duper Multi Purpose All Powerful Selling Tool Name: Address: Apt #: Price: Down Payment: Closing Costs: (Budget 5%) Mortgage Amount: % Rate: Term Years: Bldg Type: Estimated Monthly Payment: Estimated Tax Deduction: Maintenance: $ (Coop Only % TD) $ Common Charges: $ (Condo Only 0% TD) $ N/A R.E. Taxes: $ (Condo Only 100% TD) $ Mortgage: $ (85% Interest TD) $ Total Payment: $ $ (Before Taxes) (Write Off) Estimated Tax Bracket: % (Includes Federal, State & City Income Tax) Estimated Tax Savings: $ (Write Off x Tax Bracket) Estimated Net Cost: $ (Before Taxes - Tax Savings) (After Taxes) Standard Bank Formula Estimate: Gross Monthly Income $ x 28% = $ (Maximum Payment) (Mortgage + Maint/CC + RET) PLEASE NOTE: POTENTIAL PURCHASERS SHOULD TAKE NOTE THAT THE ABOVE FIGURES AND COSTS ARE APPROXIMATIONS THAT MAY VARY AND THEY SHOULD NOT RELY ON THEM IN MAKING THEIR PURCHASE DECISION. NEITHER (YOUR COMPANY NAME HERE) NOR ITS AGENTS MAKE ANY WARRANTIES WITH RESPECT TO THEIR ACCURACY. PURCHASERS SHOULD REVIEW THE COSTS ASSOCIATED WITH THEIR PURCHASE WITH THEIR ATTORNEY, ACCOUNTANT AND/OR FINANCIAL ADVISOR.

8 Summary Do you believe people should buy their own home? Why? Will you ask Would you like to own a home someday? Why? Do you understand the basics about the tax deductions of home ownership? Will you use this knowledge? How? Will you make more money because of this seminar? Why?