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Construct an "Exchange Listing" that works!

You can save everyone involved an awful lot of time and energy if you do a little preparation before posting your Have or Want to the internet.

The "subject line" of your posting is all important. It determines whether your posting is deleted by the recipient! Folks just don't have the time to read every e-mail message that appears in their "in-box."

GA;Athens;Have: SFR 165K 20K EQ; Want: FL Vacant

Remember - the Internet is World Wide. Tell them where your property is right off the bat.

EQ - Equity - is another important item to get out there up front - don't rely on folks to "do the math," they're too busy!

What you are willing to take - your Want: is another item that will help the recipient to decide whether to "open" your message and read further.

In the body of the message, you have their attention and must reward it!

Sure they can call you for more details. Yes, they can select your hyper-link and visit your fancy web site - but 99.978% won't bother unless they already read enough to determine that a "deal" is a strong possibility.

Ask yourself, "If I were completing a Multiple Listing Form, what sort of details would I have to include?" Start there and expand!

Answer all the following questions in an Internet Posting and your "MRR" (Meaningful Response Rate) will increase 346%! our "IASQ rate" will be reduced to less than one percent (Idiots Asking Stupid Questions). You can see how this will save your time and reduce your frustration with "the net."

• Where is the property? If you include the complete postal address and zip code, interested parties can find it without bothering you and generate their own map to show their client/prospects!

• How much is the property? You wouldn't really advertise your property without indicating its value, would you?

• Is there an assumable loan (or two)? Details on existing financing supply experienced exchangers with important hints about how to best structure their offer.

• Must the existing financing be paid off at closing? (if you think so, state it and why!)

• What is the existing mortgage rate, term, P & I Payment?

• Is the financing private? If so, this could be a significant factor in generating interest in your offering!

• What are the taxes? Of course this is a matter of Public Record and can be found on the "net," but why make an interested party jump through that hoop when you have the information at hand as you post your listing?

• What is the assessed value?

• Who are the owners/people? If you don't know that the people are the most important factor in a real estate transaction, you need to pay attention to who signs the documents at the closing table. Consider an investment property held by an eighty year old woman with no heirs, then consider the same property offered for sale by a thirty-something computer programmer who inherited the property. Get the picture?

• Are the people area bound? You may be tempted to think for your clients on this one. But you should discuss the issue. They may well have relatives in places you never thought of, or a secret yen to own an island somewhere.

• If you are not the owner, who are you? Don't be coy. If you don't own the property or have control of it, say so. If you have an exclusive right of sale, let the world know. You can always generalize your information and request a written confidentiality agreement before sharing details, but you might as well be up front about your control as your audience includes some very sophisticated folks.

• What is the market value of the property? Do you have an appraisal? How old is it? Have you turned down any offers? Any all-cash offers? Do you have an income stream to support your asking price at a marketable "CAP?"

• Are there any "problems" with the property? You might as well share them right now. If the problem is a deal killer, you don't want it discovered a week before your anticipate closing - do you?

• When was the property originally acquired? This question is tied into the question of BASIS and the answer offers additional insights to the experienced exchanger.

• What is the owner's basis in the property? Low basis means higher gains and concomitant taxes - You should know the answer to this question, why not share it?

• Are their opportunities for rent/income increases? Interesting question should include a reason the present owner has not taken advantage and already increased the income stream.

• Is re-financing available? If there might be a question on this and you have a source committed to financing the package, let us know.

• Why is the owner disposing of the property? He may be relocating (where?), or frustrated with collecting the rents, or have a new interest. These things go to motivation and are as important as the property description.

• Must this be a tax-deferred exchange? If so, say so. And say so right up front.

• What is the owner's sense of urgency (passive or aggressive)? Is he willing to die in title, or must he do something by October?

• What is the owner's Occupation, income bracket, degree of sophistication, etc. Again, people sign contracts, not properties. insights into the owner can engender offers he/they cannot refuse!

• Are their any existing offers? An offer on the table may be used to create a three or more-way exchange that gets your owner what he wants. e.g.: "we've been offered thirty acres on Mt. St. Helen might generate additional interest.

• Is management an issue? Will he take on management? Does he want out of management? If you don't know, it could be worth finding out.

• Are any of the following a possibility:  Add sweetener? Auction? Broker a taker? Build to suit? Buy Back?  Charitable trusts? Condo out? Creation of paper? Joint venture? Lease back? Loan back? Trade an Option? Over trade? Rezone? Separate the interests? Subdivide? Syndicate?

What is your/your client's Motivation?

Now, you are ready to write your Exchange listing and post it on the Internet!