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Financial Consultants Broomfield CO

The Seller Finance trap begins with a seller who is having trouble finding a buyer. Maybe the park’s vacancy is too high, maybe the location is too rural or in obvious decline. Whatever the cause, the seller can either sit on the park for an eternity, or find a creative way to attract a buyer. And what can be more attractive to a buyer than an easy to qualify, below market interest rate loan.

Rick Simmons
Simmons & Associates, LLC
(303) 531-4010
1010 Depot Hill Suite 206
Broomfield, CO
Expertises
Ongoing Investment Management, Middle Income Client Needs, Retirement Plan Investment Advice, Advising Employee Benefit Plan Participants, Tax Planning, Estate & Generational Planning Issues
Certifications
NAPFA Registered Financial Advisor, CFP®, MBA, Other

Mark Fuller
Fuller Wealth Management
(303) 327-1575
12303 Airport Way, Suite 200
Broomfield, CO
Expertises
High Net Worth Client Needs, Ongoing Investment Management, Retirement Plan Investment Advice, Retirement Planning & Distribution Rules, Tax Planning, Planning Concerns for Corporate Executives
Certifications
NAPFA Registered Financial Advisor, CRPC

Stewart Farnell
Fee-Only Financial Planning, Education & Coaching
(303) 541-0782
4540 MacArthur Drive
Boulder, CO
Expertises
Helping Clients Identify & Achieve Goals, Middle Income Client Needs, Newlyweds & Novice Investors
Certifications
NAPFA Registered Financial Advisor, ATP, CFP®, PhD

M. Shannon Lunsford
Lunsford Financial Planning, Inc.
(303) 666-6442
4845 Pearl East Circle
Boulder, CO
Expertises
Hourly Financial Planning Services, Retirement Planning & Distribution Rules, Ongoing Investment Management, Tax Planning, College/Education Planning, Middle Income Client Needs
Certifications
NAPFA Registered Financial Advisor, BSEE, CFP®, EA

David Gardner
Yellowstone Financial Inc.
(303) 449-5552
1616 17th Street, Suite #600
Denver, CO
Expertises
Ongoing Investment Management, Tax Planning, Planning Issues for Business Owners, Advising Medical Professionals, Retirement Plan Investment Advice
Certifications
NAPFA Registered Financial Advisor, CFP®, MS

Judith McNary
McNary Financial Planning, LLC
(303) 410-1745
14597 Benton Street
Broomfield, CO
Expertises
Retirement Planning & Distribution Rules, Women's Financial Planning Issues, Advising Entrepreneurs, Helping Clients Identify & Achieve Goals, Ongoing Investment Management, High Net Worth Client Needs
Certifications
NAPFA Registered Financial Advisor, CFP®, MBA, MS

M. Shannon Lunsford
Lunsford Financial Planning, Inc.
(303) 666-6442
357 South McCaslin Blvd.,Suite 200
Louisville, CO
Expertises
Hourly Financial Planning Services, Retirement Planning & Distribution Rules, Ongoing Investment Management, Tax Planning, College/Education Planning, Middle Income Client Needs
Certifications
NAPFA Registered Financial Advisor, BSEE, CFP®, EA

Robert Zimberg
Financial Mountain Inc.
(303) 442-4390
5335 West 48th Avenue, Suite 100
Denver, CO
Expertises
Helping Clients Identify & Achieve Goals, Ongoing Investment Management, Alternative or Private Investments, Retirement Planning & Distribution Rules, Retirement Plan Investment Advice, Special Needs Planning
Certifications
NAPFA Registered Financial Advisor, CCPS, CFP®

Matthew Kelley
Gold Medal Waters, Inc.
(720) 887-1299
4845 Pearl East Circle
Boulder, CO
Expertises
High Net Worth Client Needs, Advising Entrepreneurs, Ongoing Investment Management, Charitable Giving - Trusts & Foundations, Socially Responsible Investments, Planning Issues for Business Owners
Certifications
NAPFA Registered Financial Advisor, AAMS, AIF, CFP®

Matthew Kelley
Gold Medal Waters, Inc.
(720) 887-1299
1624 Market Street
Denver, CO
Expertises
High Net Worth Client Needs, Advising Entrepreneurs, Ongoing Investment Management, Charitable Giving - Trusts & Foundations, Socially Responsible Investments, Planning Issues for Business Owners
Certifications
NAPFA Registered Financial Advisor, AAMS, AIF, CFP®

Beware of the Seller Finance Trap

BEWARE OF THE SELLER FINANCE TRAP
Sat 08/15/09 08:48:07 pm
by Frank Rolfe

There are few things more attractive about the mobile home park business than seller financing. Non-recourse seller financing allows the buyer to escape the hassle and scrutiny of bank lending, while at the same time offering some degree of insurance against fraud (you have not yet paid the seller in full), the ability to give the park back and walk clean in the event of catastrophe, and often includes a below-market interest rate and longer loan term.  

That being said, there is a trap often used by sellers that is baited with seller financing, and it is important to always be aware of, and stay clear of, this danger. 

The trap begins with a seller who is having trouble finding a buyer. Maybe the park’s vacancy is too high, maybe the location is too rural or in obvious decline. Whatever the cause, the seller can either sit on the park for an eternity, or find a creative way to attract a buyer. And what can be more attractive to a buyer than an easy to qualify, below market interest rate loan. 

Of course, there’s nothing wrong with a below-interest rate seller note. But not when it is used as a trap. And many times, that’s exactly what is being set. 

You see, the seller knows that the park will never hold up to the scrutiny of a bank – the appraisal, the independent review of the numbers, even the negative logic of the loan officer. To keep you from finding out that the park is overpriced, Do the Search or in a bad neighborhood, or basically completely unable to be financed, the seller offers to carry the loan and cuts the bank out of the loop day one. That’s the first leg of the trap.

The second part of the trap is to bait the deal with a super low interest rate to make the park look like it is a profitable investment, even though it could never carry a regular bank debt load of the same size. If a park is a 4% cap, then what better way to disguise the poor performance than with a 2% interest rate on the mortgage? The seller is effectively cooking the books with the buyer’s blessing. When you accept a cash-on-cash return that is spiked by ridiculously low interest rates, then you may be getting into trouble.

The final part of the seller trap is to offer only a short loan term, maybe two to five years, and the below-market interest rate for only the first year or so. What this does is to put the buyer in a negative cash- flow situation almost immediately, and force the round of bank loan requests that normally end in nothing but rejection. Faced with the loan coming due, and no bank loan prospects, the buyer often gives the park back to the seller, less his 20% down payment. There are sellers out there who have sold the same park two or three times under this framework, garnering 60% of their purchase price in down payments, and still owning the park. 

So how do you avoid ...

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