The Human AutomationYour Purchase of this program gives you an individual license to use these materials as described in this program. Your license does not extend to you the privilege to share or resell any of the program contents with others.

Published by:Dean Enterprises, LLC 1-866-510-8060

DISCLAIMER AND/OR LEGAL NOTICES:

This program is designed to give the reader accurate information on the investing methods and process of attracting prospective real estate investment opportunities. It is offered with the understanding that the authors and publisher do not guarantee any specific results, or any guarantees of income. While all attempts have been made to verify information provided in this package, neither the Author nor the Publisher assume any responsibility for errors, inaccuracies or omissions. Any slights of people or organizations are unintentional. If advice concerning legal or related matters is needed, the services of a qualified professional should be sought. This package is not intended for use as a source of legal or investment advice. Although unlikely, some suggestions made in this program concerning strategy and promotion, may have inadvertently introduced practices deemed unlawful in certain states and municipalities. You should be aware of the various laws governing business transactions or other business practices in your particular geographic location.

PRINTED IN THE UNITED STATES OF AMERICA© 2011 Dean Enterprises, LLC.

ALL RIGHTS ARE RESERVED. This course may not be reproduced or transmitted in it’s entirety in any form or by any means, electronic or mechanical, including photocopying, recording or by any informational storage or retrieval system without express written permission from the publisher.

Wagon WheelThe Human Automation

Middle of Wheel:• YOU–TheCoreofthewheel

SpokesaroundyouincludetheNetworkPlayers:TheNetworkofPlayersthatmakeyourinvestmentwheelrolltowardsuccess!

• Realtors• BirdDogs• Buyers• Contractors/Handymen• TitleCompanies• Attorneys• Bankers/MortgageBrokers• Appraisers• PropertyManagementCompanies• Accountants/CPAs• InsuranceCompanies• PropertyInspectors

1

The Human Automation

RealtorsRealtorsareanextremelyimportantpartofyourHumanAutomationNetwork.Agoodrealtorcanmakeallthedifferenceinyoursuccesswithrealestateinvesting.Youwanttoleveragethetimeandknowledgeofrealtorswithinyourtargetmarketarea.Youcanleveragethetimeofagoodrealtortofindyouprofitableleadsonlistings,pocketlistings,industrycontacts,submitofferstopurchase,providemarketstatisticsandinformationsuchascomparablesoldproperties.Agoodrealtorwillhaveexperienceworkingwithotherinvestorsandmayevenbeaninvestorthemselves.YouwanttoensuretheRealtorisactivelyworkingyourareaandprovidesmatchingleadsforyourtargetareas.ItiscriticaltoworkwithmorethanoneRealtorinthebeginningandthendeterminewhichRealtorsworkthebestforyouineacharea.

A typical conversation when you contact a real estate office may go as follows:

Good Morning, my name is _________________ and I am a real estate investor. I am looking to work with a realtor that specializes in working with real estate investors that desire residential properties. Can you recommend one or two Realtors from your office?

FINDING A GOOD REALTOR

You can find a good Realtor by any of the following:

Ask other real estate investors for a referral. •

Go to a website such as • www.realtor.com and search for a realtor on the main page

Go to a website such as • www.realtor.com and look for multi-unit listings in your target area. When you review the listings Realtors that list Multi0uints usually work with real estate investors.

Go to a search engine on the Internet such as • www.google.com and search for a realtor within your area

Contact a realty office such as • www.remax.com, www.kw.com, www.century21.com, www.prudential.com or www.coldwellbanker.com and ask the administrative assistant or managing broker whom the best realtor in their office would be to work with a real estate investor whom invests in residential properties.

You should contact, meet and even interview potential Realtors you may want to work with. Some questions you may want to ask your Realtor about their experience includes:

Do they have experience working with real estate investors?•

Can they tell you where other investors are currently buying?•

2

The Human Automation

Are they a real estate investor themselves?•

Can they tell you about a recent deal they assisted another real estate investor with?•

Do they know of any great deals right now that would make a good buy, fix and flip?•

Do they know of any great deals right now that you could purchase and have significant monthly •positive cash flow?

Can the Realtor forward you current listings in your target areas?•

Can the Realtor provide comparable sold properties in that same area that would be a god comp for •any leads they send you?

What is the average number of days on the market for a property in each of your target areas prior to •the property selling?

Can the Realtor share any other information about a particular area such as new employers, new •roads, schools, etc.

Be sure to request an email and secondary number (either cell phone number or office phone) to •contact you with further questions?

A good Realtor can also provide information on Cash Buyers for your target areas. When they generate a report that reflects all sold properties in the area they can include a sort field to show how the properties were paid. Some buyers may get conventional financing however you are interested in all CASH Buyers. This list of Cash Buyers can benefit you when you are looking to build your Buyer’s list. If your Realtor is not sure how to generate this report, they can call their MLS Support Line.

A good Realtor is one of the most critical members of your Human Automation network. Be sure to spend the time to find the Realtor that will work the best for you. In the end both you and your Realtor will be making money from the deals you complete.

3

The Human Automation

BirdDogsBirdDogsareanotherimportantpartofyourHumanAutomationNetwork.Themoreleadsyoucangenerateinrealestatethemoredealsyouwillbeabletocomplete.BirdDogscanassistyoubyinformingyouofanypotentialdealstheydiscover.ThemoreBirdDogsyouworkwith,themoredealsthatmaycomeyourway.

A typical conversation may go as follows:

Good Morning, my name is _________________ and I am a real estate investor. I am always looking to acquire new properties and would like to work with others that can inform me about potential real estate deals. I can offer a bird Dog fee for any property that you inform me about that I purchase that is not listed by a realtor. Would you be interested in further discussing what types of properties I may have an interest in?

The following is a list of questions that you can utilize to identify a Bird Dog:

Do you have a digital camera or phone camera where you can send me photos of a particular •property deal?

Do you have access to a cell phone and email?•

Will you contact me first about any potential deals you locate?•

Are you interested in real estate?•

Do you have any real estate industry specific knowledge that may be beneficial?•

Do you know what properties might be worth or their fair market value? •

Do you know how to calculate the cost of needed repairs?•

Always thank each person you speak with. Try to find ambitious people that want to learn and earn. Even a follow-up email may make more of a lasting impression. This could assist you the next time you make your point of contact and expand your network!

4

The Human Automation

BuyersBuyersareoneofthemostimportantpartsofyourHumanAutomationNetwork.Havingalistofbuyerswillgiveyoumanyoptionsforwhattodowitharealestatedealafteryougetanofferacceptedandlocked-up.

A typical conversation may go as follows:

Good Morning, my name is _________________ and I am a real estate investor. I have a unique way of finding deals better than anyone else in the area. Often my partners and I find more deals than we can handle. If I find a deal that meets your criteria would you be interested in structuring a deal that would benefit both of us? If so, would you happen to have a few minutes to discuss a few questions so I can be sure to only contact you when I have deals that match your desired criteria?

The following is a list of questions that you can utilize to identify:

What market areas (cities/neighborhoods/zip codes) are you most interested in?•

What are the types of properties you are most interested in?•

What price range do you typical purchase? •

Can you tell me about a recent deal you completed? (location of property, type of property and the •numbers)

What percentage of after repaired value / fair market value are you looking to find deals at? •

Are you okay with making repairs to a property? If so to what extent?•

How many deals per month can you handle?•

How many days would it take you to close a deal with me?•

Can you share any deals with me that you may be looking to wholesale? •

Can I get an email and secondary number (either cell phone number or office phone) to contact you •with further questions?

Always thank each person you speak with. Try to find the most qualified buyers to add to your buyers list. Even a follow-up email may make more of a lasting impression. This could assist you the next time you make your point of contact and expand your network!

5

The Human Automation

Contractors/HandymenContractorsandhandymenareanotherimportantpartofyourHumanAutomationNetwork.Youwantworkwithcontractorsthatarereliableanddoqualitywork.Oftenyouwillseevariouscontractorsdoingworkthrough-outyourtargetmarketareas.Youcanseethequalityoftheirworkandevenaskthecontractorforabusinesscardforfutureworkyoumayhaveforthem.Otherwaystofindqualitycontractorsincludeaskingotherinvestorsorindustrycontactsforreferences.Youcanalsolocatecontractorsinsmallcommunitypapersunderservicedirectories.AhomeimprovementcentersuchasHomeDepotorLowe’scanalsoprovidecompetentcontractorstoprovideinstallationservicesyoumayneed.

A typical conversation may go as follows:

Good Morning, my name is _________________ and I am a real estate investor. I am looking for contractors to assist and advise me with issues surrounding real estate investing. Would you happen to have a few minutes to discuss a few questions?

The following is a list of questions that you can utilize:

What type of work/repairs do you normally do?•

What type of work is your specialty?•

What days of the week and hours are you normally available?•

Can you provide an itemized quote for each job? •

Do you have an hourly rate for smaller jobs? •

Do you leave any excess materials purchased relating to my jobs or will you retain them for future •jobs that I provide to you?

Do you require a deposit and could I pay that the day you start?•

After we establish a business relationship, can you bill me at the end of each job for all work •completed?

If the job requires a special license are you in compliance (“good standing”)with the local town or city? •

If the job requires a permit, do you obtain all permits and is the cost for the permit included in your •quote?

If a project has a deadline will you meet that deadline or agree to reduction of fee is the completion •date of the project is late?

6

The Human Automation

What type of warranty of your work do you offer? •

Do you clean-up after each job and dispose of all waste. In the event there is excessive waste do •you haul that excessive waste away from the property?

Can you provide me with a list of references? (Remember: Trust but Verify! Also a great way to find •other investors in the area) Can I get an email and secondary number (either cell phone number or office phone) to contact you •with further questions?

Always thank each person you speak with. Try to find contractors that have a good reputation, credentials and check references.

7

The Human Automation

TitleCompaniesATitleCompanyisanotherimportantpartofyourHumanAutomationNetwork.ATitleCompanywillperformasearchtodetermineliensorencumbrancesagainstaproperty.TheTitleCompanywillthenpreparetheclosingstatementbasedonthecontracttopurchasebetweentheBuyerandSellerofaproperty.TheBuyerofthepropertyisreceivingtitleinsuranceforthepropertytheyarepurchasing.

A typical conversation may go as follows:

Good Morning, my name is _________________ and I am a real estate investor. I may be purchasing a property in the near future and have a few questions about the services your company has to offer. Would this be a convenient time to discuss those questions?

The following is a list of questions that you can utilize to identify:

Can you explain the different types of Title coverage?•

When will I receive a copy of the Settlement Statement for the closing?•

Can you provide a schedule of your fees?•

How long have your company been in business? Are you a local or national company? Do you •having a financial rating and if so what is it?

How much time will be a closing take? •

What are your hours for performing a closing and do I have flexibility in scheduling a day and time?•

I often purchase and resell property. Can you offer a discount for repeat business?•

In some cases I purchase and sell properties within a matter of a few days. If I purchase a property •and also sell it within the same day can you do a simultaneous or back to back closing?

Can I get an email and secondary number (either cell phone number or office phone) to contact you •with further questions?

Always thank each person you speak with. Try to find an experienced and reputable Title Company to assist you. Even a follow-up email may make more of a lasting impression. This could assist you the next time you make your point of contact and expand your network!

8

The Human Automation

AttorneysAttorneysareanotherimportantpartofyourHumanAutomationNetwork.Youwanttoensureyouworkwithanattorneythatisfamiliarwithrealestatelawandnotanattorneythatmaybeageneralistandyouarepayingfortheirlearningcurve.Therightrealestateattorneywilldefinitelysaveyoutimeandmoney.

A typical conversation may go as follows:

Good Morning, my name is _________________ and I am a real estate investor. I am looking for an attorney to assist and advise me with issues surrounding real estate investing. Would you happen to have a few minutes to discuss a few questions?

The following is a list of questions that you can utilize:

How long have you practiced real estate law within the state? •

How many real estate cases do you normally handle per year? •

Can you briefly tell me about some recent real estate issues you handled? •

Do you charge a flat fee for reviewing or preparing real estate purchase agreements? If so, what is •that fee?

For other real estate needs what is your bill structure? •

Who else in your office would I work with real estate issues and what is there hourly bill rate? •

Do you provide free consultations for different scopes of work with real estate?•

Do you provide itemized billing statements? •

Do you assist landlords with evicting tenants? If so, what is the average time it takes to evict a tenant •and the average cost? Is it a flat fee?

Do you pursue garnishments for any issued landlord judgments against tenants?•

Do you have expertise in reviewing contractor’s agreements/contracts? If so please provide an •example.

Do you specialize in real estate law? What other areas of law do you specialize in?•

Have you assisted other investors with short sales or foreclosures? •

Can you provide me with a list of references? (Remember: Trust but Verify! Also a great way to find •other investors in the area)

Can I get an email and secondary number (either cell phone number or office phone) to contact you •with further questions?

9

The Human Automation

Bankers/Lenders/MortgageBrokers…..(Oh My!)

Abanker,lenderormortgagebrokerisanotherimportantpartofyourHumanAutomationNetwork.Agoodlendercanprovidethefundsyoumayneedforshorttermorlongtermfinancingforyourrealestatedeals.Establishingasolidbusinessrelationshipwithseveralofthesefinancialgurusisvitaltoyourbusiness.Justasbloodisimportanttomakethehumanbodyfunction,thecashflowandavailabilityofliquidcashfundsforarealestateinvestingbusinessisjustascritical.Yourrealestatebusinesswillbereliantonhavingaccesstofinancialfundswhenneededtocreateandcompleterealestatedeals!

When you contact a bank, mortgage broker or any other type of lender make sure you take good notes and get as many answers as possible to your questions. You want to build rapport and a solid business relationship with each member of your Human Automation Network (HAN). Always be polite and professional and take plenty of notes. As you speak with each person on the phone or in person, be sure to make note of each person’s name. It sometimes will gain you more credibility when you use a name of a co-worker of someone you are meeting. Referrals are critical in any business and with real estate it can get your foot into the door and get you in front of the decision makers.

A typical conversation may go as follows:

Good Morning, my name is _________________ and I am a real estate investor. I am interesting in establishing a relationship with another lender in my area. Would you happen to have a few minutes to discuss a few questions?

The following is a list of questions that you can utilize to identify:

What types of mortgage/loan products do you have for real estate investors?•

Do you have a seasoning requirement? If so, how long is that requirement? •

What percentage amount will you loan based on loan to value?•

Will you base loans on the appraised after repaired value rather than the purchase price plus repairs? •

What is the total loan aggregate amount you will loan to each investor?•

How quickly can you approve a mortgage, refinance, etc?•

Are you authorized to approve mortgages or does it go in front of a board or banking committee?•

Do you retain your mortgages as in-house portfolio mortgages or sell them on the secondary market?•

What are the current terms, conditions and rates for the various mortgages you offer to investors? •

10

The Human Automation

If I do business today, would the approval process be faster because you have a majority of the •boilerplate paperwork already as we present other potential property transactions?

Are there any penalties for early payoff?•

What are the application fees and loan processing fees? •

Can I get an email and secondary number (either cell phone number or office phone) to contact you •with further questions?

Always thank each person you speak with. In most offices, administrative staff can be gate keepers that can stop a call in its tracks or put the call through to the person you are trying to reach. Even a follow-up email may make more of a lasting impression. This could assist you the next time you make your point of contact and expand your network.

11

The Human Automation

AppraisersAppraisersareanotherimportantpartofyourHumanAutomationNetwork.Youmaybecontactingappraisersdirectlyforanappraisalorabankmayorderanappraisalthatisneededforaloanyouarerequesting.

A typical conversation may go as follows:

Good Morning, my name is _________________ and I am a real estate investor. I am looking for an appraisal company to assist me with the appraisals of my properties. Would you happen to have a few minutes to discuss a few questions?

The following is a list of questions that you can utilize:

What qualifications, formal education or certifications do you possess as an appraiser?•

Do you belong to an accredited professional organization?•

Does your professional organization require continuing education and does the organization test its •members on a regular basis?

Have you been required to sit and pass the exam recently?•

Will you review the appraisal report with me and how is the report organized?•

Are you on the approved list of appraisers for any local banks? If so which banks?•

If you are unable to find acceptable recent comparable properties that have sold, what do you do?•

How do you handle any properties that are outside your knowledge area?•

How long will a appraisal report normally take to get completed? •

What is the cost of an appraisal report and what is the basis for the cost?•

Always thank each person you speak with. Try to find an Appraiser that has a good reputation and credentials.

12

The Human Automation

PropertyManagementCompanies

PropertyManagementCompaniesareanotherimportantpartofyourHumanAutomationNetwork.Agoodpropertymanagementcompanycanscreentenants,paybillsandtakecareofallissueswithyourrealestate.Youwillneedtointerviewtofindtherightpropertymanagertofindqualifiedtenants,takecareofdaytoayissuesandkeepvacancyaslowaspossible.

A typical conversation may go as follows:

Good Morning, my name is _________________ and I am a real estate investor. I am looking for a property management company to assist me with the management of my properties. If so, would you happen to have a few minutes to discuss a few questions?

The following is a list of questions that you can utilize:

What local areas do you manage properties in? •

What is the average length of time it takes you to fill a vacancy?•

How many vacancies do you have right now? •

How many total units do you manage?•

How do you advertise your units to find qualified tenants? •

How do you screen prospective tenants? •

Do you ever offer incentives to rent units? If so please explain.•

What percentage of your tenants pay the rent late? How do you handle this? Please explain late •fees, etc?

What percentage of tenants do you normally have to evict? •

How long does it take to get the tenant evicted? •

What is the average cost to the landlord in repairs, attorney fees and lost rent? •

How is your fee structure based? •

Do you provide itemized monthly statements? •

Do you have a website and can I access information or updates for my account from your •website?

13

The Human Automation

Do you access a “management fee” above and beyond the cost of each repair?•

Do you personally invest in real estate in the local area?•

If you have multiple available units within the same area, how do you decide which vacant units to •show first?

Can you provide me with a list of references? (Remember: Trust but Verify! Also a great way to •find other investors in the area)

Can I get an email and secondary number (either cell phone number or office phone) to contact •you with further questions?

Always thank each person you speak with. Try to find a company that has a good reputation and is attentive to your requests. A good property management company will free up your time to do more deals and in some cases be able to make you more money then if you managed your units on your own.

14

The Human Automation

Accountant/CPAsAccountantsand/orCertifiedPublicAccountantsareanotherimportantpartofyourHumanAutomationNetwork.AgoodAccountantcanprovideyouwithsoundadvicetomakeandsavemoneywithyourrealestatebusiness.It’sliketheoldadageofit’swhatyoudon’tknowthatcancostyoumoney.

A typical conversation may go as follows:

Good Morning, my name is _________________ and I am a real estate investor. I am looking for an accountant to assist and advise me with issues surrounding real estate investing. Would you happen to have a few minutes to discuss a few questions?

The following is a list of questions that you can utilize:

What services do you offer and what are your areas of expertise? •

What are your hours of service?•

Are you available through-out the entire year for consultation including tax season?•

What certifications or credentials do you possess? •

What percentage of your clients are real estate investors? •

How are your fees structured? Do you charge flat fees for specific services?•

Are you available for phone consultation and how would that be billed? •

Do you have references I can speak with?•

Always thank each person you speak with. Try to find an Accountant that has a good reputation and credentials.

15

The Human Automation

InsuranceCompaniesInsuranceCompaniesareanotherimportantpartofyourHumanAutomationNetwork.YouwanttofindanInsuranceAgentthatisknowledgeaboutthecoverageofvariousinsurances.Insuranceiscriticalandtherightagentcanprovideinformationyouwithneed

A typical conversation may go as follows:

Good Morning, my name is _________________ and I am a real estate investor. I am looking for an in-surance agent to assist and advise me with issues surrounding real estate investing. Would you happen to have a few minutes to discuss a few questions?

The following is a list of questions that you can utilize:

What area of insurance is your specialty? •

Are you a full time agent and what are your hours of availability? •

What professional designations do you possess for your profession? •

How many companies do you represent and do you have financial information on these companies? •

How often do you recommend we should meet to review insurance coverage?•

Can you explain the risks and benefits of having a high deductible policy? •

As a real estate investor we may hold properties in LLCs. How does that affect my coverage?•

If I have an umbrella liability policy do I have to have all my insurance policies in my personal name •or can I have multiple LLCs for various properties?

What are the benefits about purchasing a policy that includes a cost to rebuild?•

How do I determine if I need flood insurance and what does flood insurance cover? •

What is the procedure for filing a claim and how often does it take to pay a claim?•

Always thank each person you speak with. Try to find an Insurance Agent that has a good reputation, credentials and is an expert in their insurance products. .

16

The Human Automation

PropertyInspectorsPropertyInspectorsareanotherimportantpartofyourHumanAutomationNetwork.Propertyinspectorsmaydiscoverminorormajordefectsthatotherwisecouldnotbeseenduringanormalwalkthroughofaproperty.Themoreyouunderstandaboutwhataninspectorreviews,thebetterpreparedyouwillbecomeforfuturerealestatedeals.AqualifiedpropertyinspectorisanothervaluememberofyourHumanAutomationNetwork.BesuretointerviewandfindapropertyinspectortoaddtoyourrealestatePowerTeam!

A typical conversation may go as follows:

Good Morning, my name is _________________ and I am a real estate investor. I am interesting in hiring a property inspector to review a property I have under contract. Would you happen to have a few minutes to discuss a few questions?

The following is a list of questions that you can utilize to identify:

Would I be able to receive a copy of the home inspection report? •

Do you normally review the report and any findings with your client? •

To save time in the review process, could I attend the inspection?•

Do you specialize in residential or commercial inspections?•

Would you have any previous clients I could contact as a reference? •

What items do you typically inspect during an inspection?•

How long does the typical inspection normally take? •

May I ask how long you have been performing property inspections?•

Do you have any certifications? If so, which ones and what is required for that certification?•

How much do you charge? Would you offer a discount for multiple properties? •

Can I get an email and secondary number (either cell phone number or office phone) to contact you •with further questions?

Always thank each person you speak with. Try to find the most qualified individuals to assist you with your real estate investing efforts. Even a follow-up email may make more of a lasting impression. This could assist you the next time you make your point of contact and expand your network!

17

The Human Automation

TheHumanAutomationNetwork-OverviewThe power of bringing people together to accomplish faster and better results is the power of leverage. Many thousand years ago, business owners learned they could use a wheel to move product faster and were able to harness the power of leverage. In the real estate investing business, it is no different. We want to leverage the time and assistance of others to help us achieve what we do not have the time to do on our own. As we leverage the assistance of others, it puts our real estate business into motion. It’s as though a wheel of leveraged and energy that moves and gains speed and momentum. Each spoke of a wheel is important to help provide stability and leverage as the wheel turns. The cast of characters that propel our wheel include:

Realtors•

BirdDogs•

Buyers•

Contractors/Handymen•

TitleCompanies•

Attorneys•

Bankers/MortgageBrokers•

Appraisers•

PropertyManagementCompanies•

Accountants/CPAs•

InsuranceCompanies•

PropertyInspectors•

Your Human Automation Network wheel is no different. We have spokes or players that will assist us with real estate investing. Their action and assistance will assist us in helping our real estate business lead to success!