Where do you find great deals on Apartments? 

I get this question a lot, especially, just after I finished a presentation showing an apartment complex we or one of our students purchased with a ‘cash on cash’ return in excess of 20%.

If you went to a Commercial Broker and told them you were looking for properties with a 20% COCR, they’d do one of two things; 1-They’d tell you they would buy the property themselves if they ever found one with a 20% COCR or 2-They’d hang up on you because they’d think your expectations are unrealistic.

You probably won’t find an Apartment complex advertised with a 20% COCR. Just like the broker said, if it fell into their lap, they’d buy it. However, you can increase your chances of finding some great deals by doing a few things differently.

First off, there’s no big secret in ‘finding’ Apartment complexes for sale. Start by using the same vehicles most investors use. For instance, you can search through Loopnet.com or go to any of the major or regional Commercial Brokerage web sites such as Marcus & Millichap (MarcusMillichap.com), CB Richard Ellis (CBRE.com) or Sperry Van Ness (SVN.com) just to name a few. There are many many more out there.

You can also peruse local newspapers in the market you’re interested in. Remember too that not all papers are created equal. Some newspapers will advertise commercial properties in the business section, not the classifieds. Another paper no one thinks about is the Wall Street Journal. They have both national and local properties advertised for sale.

Another way to find Apartments for sale is to ask Property Managers or Commercial Financiers that work in the area you’re looking to purchase in. Often times, they know owners who are looking for another property and have to sell their first one to move on or they know someone who’s just ready to retire.

These are just a few of the sources we use. More are given in our intensive 8-week Apartment Investing Mastery Class. The key to getting great Apartment deals may start with the information above, but it ends with the information below.

As I stated earlier, there’s no big secret in finding Apartment complexes for sale. The key is to find a great deal and here’s how we do it. The first thing we decide upon is a market in which we want to purchase. We may determine the market based on economic factors such as job growth or an expanding economy in that area. We may decide upon the market just because it’s a place we’d like to visit on a regular basis. Hey, somebody has to check on the property once in awhile, it might as well be someplace we want to go! In either scenario, the next step is to find 3-4 good commercial brokers in that market and create a long-lasting, mutually beneficial relationship with them.

Here’s what we do and how we use our research. Preferably, we want to find a commercial broker that has a CCIM designation. CCIM stands for Certified Commercial Investment Member. Most CCIM’s will list this designation in their internet and newspaper ads. CCIM’s have gone thru extensive training on commercial property, plus, they must have a proven track record of closed deals or consultations showing extensive commercial knowledge and they must pass a comprehensive examination. We consider a CCIM equivalent to a PHD. By the way, you can also find CCIM’s at CCIM.com too. It’s estimated that only 6% of the roughly 125,000 commercial brokers out there have a CCIM designation.

We also use the internet sites I mentioned earlier to find out who has most of the available listings in a given market. Sometimes they’re CCIM’s, sometimes they aren’t. We prefer someone with a CCIM designation, but we certainly won’t let that stop us if we find a good deal.

Once we find 5-6 brokers in a given market, with our without the CCIM designation, we call them to introduce ourselves. We ask them about the market conditions, recent sales in the area and their own experience as a commercial broker. It’s amazing how much information you can get when you ask the right questions. You also get a pretty good feel for the person about whether or not you see yourself having a long-term relationship with them.

I know what you’re thinking, this sounds way too much like dating. Quite frankly, it is just like dating. You want to start a long-term courtship with someone who’s going to bring you deals long before they hit the internet or maybe even before anyone in their own office knows about them.

Once we have a good feel for 3-4 of the agents we’ve spoken with, we give them the criteria we’re searching for in a complex. Our criteria will include number of units, price range, the quality of the complex (A, B or C) and area of the city. We may even mention that we’re looking for the owner to do some or all of the financing.

We follow-up our phone conversation by emailing or faxing our contact information and criteria to the broker. Then, we phone or email the broker every 1-2 weeks to stay in contact with them. Since the brokers know exactly what we’re looking for it makes it easier for them to find something that fits our model. The ones that bring us deals we take care of. Obviously, they get their commission, but it’s the extra little things we do that we believe makes a difference such as sending them a restaurant gift card to take their spouse or significant other out for a night on the town at our expense or maybe tickets to a local sporting event or bottle of wine. That way, we are always in the front of their mind anytime a good deal comes across their desk.

You’ve probably heard the term ‘Pocket Listing’. Well, we want to be a ‘Pocket Client’. When the broker gets a new listing, we want to be one of the few clients they call first, sometimes before they even release the details to other brokers in their own office. And that’s the key to finding great deals.

If you think about it, everyone out there has access to the same sources for deals, but it’s the people who have nurtured and cultivated their relationship with the broker that reaps the bumper crop! They will even tend to go to bat for you with the seller if you’re looking to do something other than just put down a traditional 20%-25%. They will be in your corner helping you explain to the seller why it would be better financially for them to carry-back some or the entire purchase price then to just sell the property outright and make you bring in new financing.

Even in the commercial world, it’s about relationships. Once you have those relationships established you have a much greater chance at turning an average deal into a great deal. A 10% COC return into a 20% COC return. That relationship just helped you double your cash flow. How much is that worth to you?

If you’d like to learn more about Apartment Investing as a whole, make sure you check out one of our webinars, 1-Day Workshops, or sign up for one of our intensive 8-week Apartment Investing Mastery classes.

Until next month, take care and may God Bless you and your family.