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Financial Consultants Chandler AZ

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.

Brian Wruk
Transition Financial Advisors, Inc.
(480) 722-9414
20 West Juniper Avenue, Suite 101
Gilbert, AZ
Expertises
Helping Clients Identify & Achieve Goals, Ongoing Investment Management, Tax Planning
Certifications
NAPFA Registered Financial Advisor, CFP®, MBA

Michael Searcy
Ronald Blue & Co., LLC
(480) 820-2660
60 East Rio Salado Parkway, Suite 1012
Tempe, AZ
Expertises
Estate & Generational Planning Issues, Ongoing Investment Management, Charitable Giving - Trusts & Foundations, High Net Worth Client Needs, Planning Issues for Business Owners, Financial Issues Between Generations
Certifications
NAPFA Registered Financial Advisor, ChFc, CLU

Lawrence Friedrichs
Friedrichs Financial Alliance, LLC
(480) 962-4356
PO Box 21825
Mesa, AZ
Expertises
Ongoing Investment Management, Newlyweds & Novice Investors, Planning Issues for Business Owners, Helping Clients Identify & Achieve Goals, Middle Income Client Needs, Tax Planning
Certifications
NAPFA Registered Financial Advisor, CFP®, CPA

John Stephens
TCI Wealth Advisors, Inc.
(480) 991-0401
7550 E. McDonald Drive, Suite D
Scottsdale, AZ
Expertises
Advising Medical Professionals, Planning Issues for Business Owners, Planning Concerns for Corporate Executives, High Net Worth Client Needs, Ongoing Investment Management, Advising Entrepreneurs
Certifications
NAPFA Registered Financial Advisor, CFA, CFP®, MBA, MD

Robert Keats
Keats, Connelly and Associates, LLC
(602) 955-5007 Ext: 210
3336 North 32nd Street, Suite 100
Phoenix, AZ
Expertises
Ongoing Investment Management, Retirement Planning & Distribution Rules, Financial Issues Between Generations, Estate & Generational Planning Issues, Helping Clients Identify & Achieve Goals, Charitable Giving - Trusts & Foundations
Certifications
NAPFA Registered Financial Advisor, BS, CFP®, MSFS

Jon Ford
Commission Free Financial Planning Solutions, Inc.
(480) 641-0044
648 Leisure World
Mesa, AZ
Expertises
Helping Clients Identify & Achieve Goals, Ongoing Investment Management, Retirement Planning & Distribution Rules
Certifications
NAPFA Registered Financial Advisor, BA, CFP®, MA

Neal Van Zutphen
Delta Ventures Financial Counsel, Inc.
(480) 924-5613
2855 E. Brown Road, Suite 5
Mesa, AZ
Expertises
High Net Worth Client Needs, Advising Medical Professionals, Financial Psychology/Coaching, Planning Issues for Business Owners, Retirement Planning & Distribution Rules, Estate & Generational Planning Issues
Certifications
NAPFA Registered Financial Advisor, CFP®, MS

Philip Stoker
Stoker Ostler Wealth Advisors
(480) 890-8088
4900 N. Scottsdale Road, Suite 2600
Scottsdale, AZ
Expertises
Ongoing Investment Management, Retirement Planning & Distribution Rules
Certifications
NAPFA Registered Financial Advisor, CFP®

Dale Walters
Keats, Connelly and Associates, LLC
(602) 955-5007 Ext: 210
3336 North 32nd Street, Suite 100
Phoenix, AZ
Expertises
High Net Worth Client Needs, Estate & Generational Planning Issues, College/Education Planning, Tax Planning
Certifications
NAPFA Registered Financial Advisor, BS, CFP®, CPA/PFS

Robert Burger
Perspective Financial Services, LLC
(602) 635-1313 or 235-0336
1440 E. Missouri Avenue, Suite 250
Phoenix, AZ
Expertises
Helping Clients Identify & Achieve Goals, Retirement Plan Investment Advice, Hourly Financial Planning Services, Ongoing Investment Management, Middle Income Client Needs, Divorce Planning
Certifications
NAPFA Registered Financial Advisor, CDFA, 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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