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Financial Consultants Minneapolis MN

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.

Robert Klosterman
White Oaks Wealth Advisors, Inc.
(612) 455-6900
80 South 8th Street, Suite 1725
Minneapolis, MN
Expertises
Planning Concerns for Corporate Executives, Ongoing Investment Management, Estate & Generational Planning Issues, High Net Worth Client Needs, Advising Medical Professionals, Planning Issues for Business Owners
Certifications
NAPFA Registered Financial Advisor, CFP®

Dana Hornquist
Hornquist Financial
(952) 856-4896
6046 Golden Valley Rd
Golden Valley, MN
Expertises
Ongoing Investment Management, Planning Issues for Business Owners, High Net Worth Client Needs, Advising Medical Professionals, Hourly Financial Planning Services, Planning Concerns for Corporate Executives
Certifications
NAPFA Registered Financial Advisor, BA, CFP®

Robert Smrekar
Wade Financial Group Inc.
(763) 797-9577
5500 Wayzata Blvd
Minneapolis, MN
Expertises
High Net Worth Client Needs, Planning Concerns for Corporate Executives, Helping Clients Identify & Achieve Goals, Retirement Planning & Distribution Rules, Ongoing Investment Management, Tax Planning
Certifications
NAPFA Registered Financial Advisor, AIF, CFP®

Jerry Wade
Wade Financial Group Inc.
(763) 797-9577
5500 Wayzata Blvd
Minneapolis, MN
Expertises
Ongoing Investment Management, Charitable Giving - Trusts & Foundations, Helping Clients Identify & Achieve Goals, Advising Employee Benefit Plan Participants, Planning Concerns for Corporate Executives, Tax Planning
Certifications
NAPFA Registered Financial Advisor, BS, CFP®, CFS

Robert Rogers
Rogers Financial Advisory, LLC
(612) 379-7692
143 Orlin Avenue, SE
Minneapolis, MN
Expertises
Ongoing Investment Management, College/Education Planning, Retirement Planning & Distribution Rules, Planning Issues for Unmarried & Same-Sex Couples
Certifications
NAPFA Registered Financial Advisor, BA, CFP®, MA, PhD

Dana Hornquist
Hornquist Financial
(952) 856-4896
100 South Fifth Street
Minneapolis, MN
Expertises
Ongoing Investment Management, Planning Issues for Business Owners, High Net Worth Client Needs, Advising Medical Professionals, Hourly Financial Planning Services, Planning Concerns for Corporate Executives
Certifications
NAPFA Registered Financial Advisor, BA, CFP®

Dana Hornquist
Hornquist Financial
(952) 856-4896
5775 Wayzata Blvd., Suite 700
Saint Louis Park, MN
Expertises
Ongoing Investment Management, Planning Issues for Business Owners, High Net Worth Client Needs, Advising Medical Professionals, Hourly Financial Planning Services, Planning Concerns for Corporate Executives
Certifications
NAPFA Registered Financial Advisor, BA, CFP®

Laurie Laner
Financial Designs, Inc.
(952) 843-0300
5354 Parkdale Drive Suite 106
Minneapolis, MN
Expertises
High Net Worth Client Needs, Helping Clients Identify & Achieve Goals, Retirement Plan Investment Advice, Estate & Generational Planning Issues, Ongoing Investment Management, Advising Employee Benefit Plan Participants
Certifications
NAPFA Registered Financial Advisor, CFP®

Michael Helffrich
PFP Advisors, Inc.
(612) 789-9671
1933 Arthur Street, NE
Minneapolis, MN
Expertises
Retirement Planning & Distribution Rules, Retirement Plan Investment Advice, Tax Planning, Planning Issues for Unmarried & Same-Sex Couples, Advising Employee Benefit Plan Participants, Estate & Generational Planning Issues
Certifications
NAPFA Registered Financial Advisor, BS, CFP®, M.Div., MBA

Rod Roath
Money Matters, Inc.
(952) 935-0707
5666 Lincoln Drive
Minneapolis, MN
Expertises
Retirement Planning & Distribution Rules, Ongoing Investment Management, Tax Planning, Planning Issues for Business Owners, Cash Flow/Budgets/Credit Issues, Helping Clients Identify & Achieve Goals
Certifications
NAPFA Registered Financial Advisor, CFP®, CPA

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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