Here's something that changed in how I underwrite. I can't remember the last deal I did that didn't have some kind of concession at closing. Buyer agents aren't automatically paid by the seller anymore, since the MLS rules changed. So it gets negotiated, and a lot of it shows up as the seller covering closing costs. It can get confusing fast, and what you want is to figure it out before you make the offer, not after. Closing costs in Florida run about 2%. In some states it's closer to 1 to 1.5%. When I underwrite now I use 5% for closing costs and 4% for agent commissions. That's 9% right off the top. I don't mind. I just have to put it in the number, so when I give you an offer, it already includes it. If your offers are coming in too high or your profit keeps shrinking at closing, check this first. What percent are you using for closing costs right now? Tell me below.

Sometimes, it’s not that the deals aren’t out there. It’s that agents don’t yet know why they should bring them to you. One thing my own property journey has taught me is that finding an opportunity is only part of the process. You also need to be ready to act when the right one comes along. I learnt this during a hotel deal in France. The price changed several times during negotiations, and I had to think carefully about the numbers and how I would fund the purchase. It reminded me how quickly things can change in property and why it pays to be prepared before an opportunity lands in your lap. I think the same principle applies when building relationships with estate agents. An agent might have several buyers looking for properties, but the people who make their job easier are often the ones who get remembered. They know what they want, understand their numbers, respond promptly and communicate clearly. If you're struggling to get agents to send you good leads, try looking at things from their side. Have you given them a clear buy box? Do they know your budget and preferred areas? Can you explain what makes a property worth pursuing for you? And when a property isn't suitable, don't simply disappear. A quick explanation helps the agent understand your criteria better and makes the next recommendation more relevant. You don't have to be the biggest buyer in their contact list. You need to give them a reason to remember you when something suitable comes up. I'd love to hear what's been most effective for you. Have clear buying criteria and consistent follow-up helped you get better opportunities?

I never lend expecting a problem. I do plan for one. Here's what I think about before I lend. Time is a real cost. If it ever came to a foreclosure, how long could it take in that state? Taxes, insurance and upkeep keep going the whole time. The documents have to be right. A signed note, a recorded lien and clean title. Without them, a lender has a much harder road. Know who I'd call. I like to know which attorney I'd use in that state before I need one. Staying in touch beats everything. Most problems get solved by an early conversation, not a lawsuit months later. Look at the exit, not just the entry. If the plan changes, how does my money come back? None of this is a reason to avoid lending. It's a reason to understand the downside first. Disclosure: I lend on some of April's projects and work with her through my business. This is my own approach, not advice. Lending carries risk, including loss of principal. What do you do to prepare for the loan that doesn't go to plan? Have you ever lent on a deal, or thought about it?

When rates go up, the first thing I check isn't the ARV. It's the monthly payment. Say you're looking at a house you think will sell for $600,000. If the buyer puts down enough to borrow about $550,000, at today's rates the payment with taxes and insurance can run around $5,000 a month. So the question is, in that neighborhood, can somebody afford $5,000 a month? Near the water, probably yes. Across town, with the same ARV, I don't think the people who can afford that payment are shopping there. Same thing on the low end. Buyers of cheaper houses feel rate changes the most, because a few hundred dollars more each month, plus higher taxes and insurance, is a lot for them. I'm not saying don't buy. I'm saying figure out who your buyer is and what they can pay each month before you decide what the house is worth. What's the monthly payment on the last house you looked at? Tell me below.

People ask me all the time which CRM they should buy before they start. Here's my honest answer. When I first got into real estate, I used a notebook. For a whole year. Every lead, every agent, every property went in there, and I would go back through it and call those people again. I can't even tell you how many leads, and how many deals, came just from going back through that notebook. The software doesn't do the work. The follow up does. When you have so many leads that the notebook can't keep up, that's when you upgrade. Not before. So if you've been waiting until you have the right system to start reaching out, you already have it. A notebook, a spreadsheet, the notes app on your phone. Pick one today. What are you using to keep track of your leads right now? Tell me below.