Unless you are independently wealthy, have an extremely high annual income, or plan on hitting the Powerball lottery, sooner or later, you'll have to learn how to generate cash profits from your Real Estate ventures. The old joke "How do you make a million dollars in Real Estate? Start with 2 million!" has become real for more people than care to be counted.

Just owning Real Estate is no guarantee of wealth. There are a whole bunch of things you have to do right to receive your just reward. Not the least of which is staying financially healthy, while waiting on your big pay day.

Let's face it. Wealth Building, as it relates to Real Estate, is a long term proposition. It's the "Buy and Hold" strategy. You might fool yourself into thinking a property is producing a tidy little profit for you each month, but the real profit is down the road.

But what about today? What can you do to increase your cash profits today? Wouldn't it be great to be able to generate cash profits today, not months or years in the future? Sure it would. And the absolute fastest way I know to stuff your pockets with cash is...

Wholesaling

Wholesaling is the "Buy Low, Sell Low" strategy. Here's how it works in a nutshell. You survey the Real Estate Investors/Buyers in your marketplace. You find out their buying criteria. What are they looking to buy? What are they buying? And under what price and terms?

Next, you go out into the marketplace and secure the product they want to buy at a price that allows you to profit. Then sell it to them. Like I said, nutshell. It's not any harder than that.

Howza Bout A Real Life Example

Just last week a Realtor called me about a house she had listed. (It could have been a male Realtor, but it wasn't.) Anyway, she wanted me to take a look and make an offer. This is exactly what I want. Somebody calling me soliciting an offer.

So what do I do? What would you do? Go out and look at the house as soon as possible? Like right now? Sure. So I did!

The house had been completely redone. It had a new kitchen, new hot water heater, new heating system, freshly painted inside and out. It was cute but small. Two bedrooms and one bath. About 900 to 1,000 square feet in a good rental area, but a poor resale neighborhood. Very little retail demand.

The house had been reduced to $25,000. Not a bad price, but not good enough. I made a formal written offer for $15,000 Cash. The Seller countered at $19,600. I balked.

We go back and forth and back and forth. I come up to $17,500. The Seller holds steady. O.K, O.K, let me interject something here.

The house was vacant, listed with a MLS Realtor (the one who called me). So it had a lock box on the door. I could go look at the house any time I wanted. And that's exactly what I did. Except, every time I went, I just happened to take another investor along.

I'd ask them what they would be willing to pay for the house (cash). One said $20,500. Another said $22,000. And yet another said $21,500. Not a bad market analysis. By the way, this house should rent for $400-$450.

Since I needed some spending money for a cruise of the Eastern Caribbean, I decided to make this deal work. The negotiations continued. I agreed to split the difference and we settled on $18,600.

We closed this deal 2 days ago. I didn't have to use any of my own money. My buyer/investor came to the closing with the cash. He bought for $21,500. I passed my share of the closing costs on to my buyer and took home $2,900. By the way, I'm leaving on the cruise next Saturday.

Change The Numbers If You Like

These numbers and prices may not make sense where you live. Change them to reflect your marketplace.

This particular house would probably appraise for $30,000-$35,000 here in the deep south. It might be a $150,000 where you live. But you get the basic idea.

As to the net profit. This deal was skinny. Real skinny. I would have liked to have made more. But the real choice was $2,900 or nothing. What would you have done?

Total time from contract to close was 7 days. This could have been done either faster or slower, depending on need. Obviously, if the Seller wanted to close faster, that would have affected the negotiations, wouldn't it?

Let's Talk Rules Of The Road

Wholesaling is a great business. But you need to be aware of what really makes it work, not some pie in the sky theory.

The number one rule is... you must determine what buyers will buy. What are they starving for? Constantly stay in touch with your market.

Rule number two can be difficult for many people. Don't be greedy. You have to be willing to leave enough profit in the deal for the other guy. If you don't, you're cutting your own throat. Your goal should be to develop a pool of buyers who can make a decision and close fast. Becoming a source of profitable deals is the only way to do this!

And then there's rule number three. You can't do business with everyone. If you have trouble remembering this one, have it tattooed on your writing hand. Don't waste your valuable time on people who won't do business with you. It's sad but true, there are people out there who don't want you to make a profit no matter how good the deal is for them. Move on. There are plenty of people who will appreciate the benefits of doing business with you.

How Much Do You Want To Make?

Wholesaling works! You'll be amazed at how fast you can make money in this business. How much can you make? Well, that depends.

If you're new to this concept, begin with a modest goal of generating one deal a month with a minimum $2,000 profit. Start listening and paying attention to the buyers in your market and your profits can easily escalate to $10,000 a month or more. Not too shabby for a little add-on business.

So, what are you waiting for? Give it a try. I think you'll agree, this is the absolute fastest way to stuff your pockets with cash. And who knows, you might even decide to spring for one of those umbrella drinks as you cruise the Eastern Caribbean. Just don't forget to send one over to me. I'm the happy guy in the dark sunglasses.

Scott Britton is currently writing The University of Real Estate Letter, a monthly How To" newsletter for those who desire to make a six figure income from their Real Estate pursuits.

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