by Dean Engle
Investing in Notes-The Most Common Question
A common question asked when investing in notes is…Where are the list of banks that sell? How do I know this? It has probably been a question that I have been asked over 58 times now. Based on the responses, I know for certain, this is a question that you want an answer to. I admit that it was one of my first thoughts when I finished a course on How to Buy Notes. My first course that I completed 4 years ago.
Actually, now that I think about it, it was the only question I had for my instructor at the time. As we ended a 3 day workshop, I found myself wanting that list, it was the only thing on my mind. I was ready to start my new venture and what I thought I needed was that list of banks that sell notes. Why wouldn’t he give it to me?
The “Magic Binder” of Banks That Sell Notes
When I finally got the list from Mark, I quickly skimmed through each page to gather any information that I could. Do you know what happened after that? What did I do next with my valuable list? Nothing. This is what happened when the course was over.
a) Most of the banks didn’t even exist anymore. (Look at Indymac. If they were a bank that I wanted to target, I bet I would have had a hard time dealing with the FDIC)
b) Most of the phone numbers were useless. They were just main numbers, the same numbers that I could find through a google search or in the phone book.
c) Banks on the list didn’t sell anymore
d) There were banks that weren’t on the list that actually did sell notes and defaulted mortgages
e) The name of the bank itself wasn’t enough, I still needed to find the right person to make my presentation to.
So, what do you think happened to that list of banks? It is still in my bookshelf, same place I left it 4 years ago.
So Here is my Point on Buying Notes
The number of banks that sell notes and defaulted mortgages is huge.
And of course, everything is based on who you know within.
So as a matter of fact, the people that know the list better than anyone are…Who do you think?
a) In today’s market, only a few banks and lenders that sell notes.
b) The people I know well in this industry who run $1-50 million fund buy from less than 20 lenders in any given year. Most have less than 10 people that they buy from (or through - good brokers are a good find in this industry - treat them well)
c) An individual that I worked with in the past became very wealthy from one relationship. He spent 7 years buying notes from The Associates. They were his only seller.
d) All “professional” note buyers have one thing in common…
A Note Buyer’s Success
They can talk the talk. These people know exactly what to ask for, how to ask for it, and most importantly what to do with the information once they’ve found it. Do you understand what I just said? In other words, “It’s not about what you know, it’s about what you do with what you know.”
Now, imagine yourself with one of the most successful Note Buyers (the Zen Master of Note Buying). The both of you are on the top floor of a New York City building admiring the view of the lower east side.
It is an amazing view…all the noise of the city is muted. She asks you to join her onto the fire escape so you climb through the window. All of a sudden you can hear all the sirens and honking cars in the noisy background. She says to you…”Look….that building right there…there they are”. You have a puzzled look on your face.
“Who is there?” you ask.
She answers….”They are….The ones you are looking for…”.
You look out to where her arm is pointing, but her arm is moving in a gentle arc all the way from your far left to your far right. Now, you’re really clueless. You’re about ready to ask her to explain what she means, but she cuts you off.
“I can sense your doubts.” she tells me.
“Let me share a story with you”.
She shares a story with you about her master and the time he taught her where to look for the Fountains of Perpetual Notes. She tells me the four words that he spoke to her…”Look for the suffering”.
She whispers to you while she is still pointing up into the sky…”So now, I tell you”.
“Look for the suffering and there you will find the Fountains of Perpetual Notes.”
She leads you back into the building.
Find the Fountain of perpetual notes. Look for the suffering.
But all I want is a list of banks that sell notes!
The relation between Suffering and Buying Notes
There is suffering everywhere.
There will be a few lender that don’t have non performing assets to sell.
There is a ton of lenders out there that are selling notes to all investors.
There are even more lenders that are being forced to sell notes right now, to investors they do not know.
There are many investors that are calling up those lenders asking to be put on the “list” of approved investors. If I were to give you the list of banks that I know sell, it would be like telling you to go pick a number and to stand in line at Katz’s deli at lunch rush-hour on a weekday.
Instead, go “Look for the suffering”.
It’s not a question of “if” but “to whom”. Have the belief that every lenders sells.
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