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    Business

    The Real Estate Espresso Podcast

    Welcome to The Real Estate Espresso Podcast, your morning shot of what’s new in the world of real estate investing. Join investor, syndicator, developer, and author Victor J. Menasce as he shares his daily real estate investment outlook. Our weekday episodes deliver 5 minutes of high-energy, high-impact content to fuel your success. Plus, don’t miss our weekend editions featuring exclusive interviews with renowned guests such as Robert Kiyosaki, Robert Helms, Peter Schiff, and more.

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    Copyright: © 424617

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    Latest Episodes:
    Mike Zlotnik Apr 17, 2021
    Show notes

    Mike Zlotnik (Big Mike) lives in NYC where he has been specializing in hotel to residential conversion projects nationwide. This is an interesting segment that predates the pandemic and has risen in importance since the amount of distress in the hospitality industry. To connect with Mike and to learn more, visit bigmikefund.com.


    Top 10 Reasons Why Your Project Might Be Denied Apr 16, 2021
    Show notes

    On today’s show we’re talking about the many items that could prevent a development project from being realized. Some of these will be obvious, and then others simply defy rational explanation. Think of today’s show as a 5 minute Master-class on land development.

    Whenever you are contemplating a development project, there are dozens of constraints that are being placed on the development of a property. Often, the city will say no to a project for reasons that are surprising. I’ve seen projects denied for lots of reasons. On today’s show we’re going to look at the top 10 reasons why projects are denied.

    1. Zoning

    Zoning is all about land use. We’re talking primary use and secondary uses. The city decides in its official plan where they want to locate certain types of development. Generally speaking you want to co-locate similar types of land use. You want your industrial lands clustered together, your commercial retail grouped together. If your proposed project doesn’t fit with the plan, it is probably going to be denied.

    2. Density

    The infrastructure of the city is designed to accommodate a certain density in a given area. Density relates to numbers of people in a given area, as well as land coverage.

    3. Traffic Impact

    Many times you will be asked to perform a traffic impact study for your new proposed project. The impact of your new development on the existing traffic patterns in the area is something that the municipality will take into account.

    4. Lack of utility capacity

    Cities develop their plan for utilities based on density. Your concept for that new apartment complex may meet the zoning requirements. But if the city doesn’t have the sewer capacity for another 200 toilets and showers and washing machines, it doesn’t matter. It could take years before the city digs up the streets and installs a larger diameter pipe to carry the additional load of higher density.

    5. Neighborhood opposition

    If your project could impact the neighbours, you may be asked to hold a neighborhood consultation. If enough of the neighbours object to your project, that might be enough to kill it. Politicians often ask a couple of questions. How much increase in tax revenue will result from the approval of the proposed project? Secondly, how many votes could we lose if we say yes to a proposed project.

    6. Drainage

    If you take a parcel of raw land and start covering it with buildings and paved surfaces, you eliminate the ability for that land to absorb water. The water needs to go somewhere. If constructing your project will result in flooding your neighbours, then your project is dead.

    7. Lack of School capacity

    If you’re going to build that new subdivision with 200 houses, a percentage of those homes will have school aged children. If the existing schools in the area are at capacity, adding homes will only make the problem worse. Schools take longer to plan and build than individual houses. So you may experience the refusal for your proposed project, simply because the schools don’t have the capacity.

    8. Neighborhood Impact

    Separate from your neighbours opposing your project, your project might create problems for neighbours that they’re simply unaware of. I’ll give you a couple of examples. If your proposal is to build a tall building, your building might cast a shadow on residential properties nearby. Imagine if that sunny southern exposure window in a neighbour’s house never saw the sun again because there’s now a building in the way.

    9. Architectural Guidelines

    Sometimes the community has designated an areas to maintain a certain architectural character.

    10. Parking

    This is probably the biggest constraint on development projects. Parking takes up a lot of land. In fact, it takes often as much area as the living space.



    Top 3 First Meeting Mistakes Apr 15, 2021
    Show notes

    On today’s show we are talking about the top three mistakes that I see people make in an initial meeting when they are meeting with a potential business prospect.

    1. Confusing introduction

    It’s a bit of a cliche, but you don’t get a second chance to make a first impression. That has to do with the way you look, the energy level you bring to the interaction, and the way you introduce yourself.

    Some people who are real estate investors also have other things going on in their lives. If you are here to talk real estate, then talk about real estate. Don’t lead with the fact that you sell life insurance. People have a tendency to put you in a box. Understand that this process is at play.

    They will make a decision in the first few minutes. They will either want to get to know you better, or they will be wondering how long before they can politely talk to someone else.

    You don’t want to lie or mislead. If you are a doctor, then start with the fact that you invest in real estate. You can then casually mention that you also see patients in the afternoons.

    If you are are socially insecure, then this is something to work on. Becoming confident in social situations can be an acquired skill, developed with training and mastered with practice.

    If you confuse the other party, the chances of them doing business with you drop dramatically. A confused mind doesn’t buy.

    2) Talking too much

    If you spend more than 30% of the time talking, you are probably talking too much. If you are answering a question, offer an answer that is a conversation starter. Let’s say that you are tempted to talk about one of your projects. You might be building a small group of houses. Rather than talking just about the houses you are building, you can frame your answer in a context. That leaves an opening to talk further about the building project, or the context. So you might say something like, We’ve observed the huge reduction in inventory for sale, combined with the fall in affordability for single family homes. So we made the decision to reduce the size of the homes to reduce material cost, at the same time that prices are rising. That means that we have the potential to increase the profit margin, but more importantly reduce the risk to the downside if market conditions change quickly in the next 12 months as they always could.

    So then the other side would almost be compelled to ask where you made decisions to reduce cost. Maybe they take the conversation in the direction of the economy. Maybe they talk about decisions they have made in response to the current market conditions. You have the possibility of establishing a real connection with the person you just met. But if you just talk about yourself, they will lose interest quickly. If you launch into a speech about how you designed the homes, you will probably lose their interest very quickly.

    There is a natural cadence to conversation that is a little like a game of tennis. You want to pass the ball back and forth over the net and keep the rally going. If you run off with the ball and keep it on your side of the net, then it ceases to be a rally. It ceases to be a conversation. Some people talk too much when they get nervous. It’s time to truly listen.

    3) Don’t ask questions

    If you are not being curious, how can you possibly have a chance to demonstrate that you are interested in the other party. But most important, you don’t get to dig down a few layers and develop a relationship. There is an art to asking questions. Some people ask questions in the way a prosecutor would cross examine a witness. You may know people who do that. We are not talking about that kind of questioning. We’re talking about establishing rapport. Finding out what you have in common, what you can both relate to. Questions that are too specific can sound like an inquisition too early in a relationship.


    Lessons From The Toilet Paper Surplus Apr 14, 2021
    Show notes

    On today’s show we are talking about how market cycles form and the effect it can have on the economy and a business. How do you know when you are in a bubble and how do you protect against catastrophe when you are surrounded by insane market conditions?

    Market cycles are often driven by an irrational fear. We saw it last year during the early weeks of the pandemic. Grocery store shelves were emptied of paper products, of hand sanitizer, of cleaning supplies.

    Last night I went to the grocery store and the shelves were full of toilet paper. Not only that, toilet paper had taken over the seasonal shelf that last week had been full of Easter candy.

    Like many, we had a three month supply of toilet paper. Are we using more toilet paper than last year? Clearly the answer is no.

    So it stands to reason that if toilet paper sales in 2020 were $2B above 2019, then at some point toilet paper sales will fall to $2B below the average. That represents a fall of $4B from the peak sales in 2020.

    You’re probably thinking ok that’s toilet paper. What does that have to do with my business? What does that have to do with real estate?

    The market conditions a decade ago are a distant memory. Back then you could go to auctions on the court house steps and pick up half a dozen distressed properties over your lunch hour. You could buy properties for 60% less than construction cost. The population had not changed. People still needed a place to live. How did the demand evaporate and create these strange market conditions?

    The question is, with new supply coming into the market at the rate of about 1.2-1.5 million homes a year in the United States, and roughly 1/4 million housing starts in Canada, will there be enough demand to absorb the new supply in the locations where that supply is being added?

    This is the classic question of assessing the headwinds and tailwinds in a market segment.

    Unlike toilet paper, which can easily be shipped to meet the demand, houses are firmly planted in the ground. You could have a housing boom in Fort Lauderdale at the same time that you experience a housing recession in Detroit. That has more to do with migration trends than it does population growth.

    The lack of supply could be real, or perhaps artificial. Was there really a lack of toilet paper last year? Not really. People were hoarding toilet paper. They were buying toilet paper to hold. They were not selling it, and they were not using it any faster than normal.

    The question is, are people buying more real estate than they need and just holding it. How many people from the NE USA are buying second homes in Florida or the Carolinas? Those condos near the beach sit empty for most of the year. Perhaps they compete with hotels in the short term rental market. That does not constitute new household formation, but it does absorb inventory.

    How many young adults under age 30 are still living at home with their parents? This is a shocking statistic. In February of 2020, 47% of young adults between 18-29 were living with at least one parent. By July of 2020, that number had grown to 52% of young adults between 18-29 were living with their parents.

    Those are numbers that have not been seen since the Great Depression in the 1930’s .

    So what household formation trends can we expect? We know that the median age of first marriage has grown by two years in the past decade. The median age for men is 30 and 28 for women.

    So when we go from a shortage of toilet paper to a surplus, could you have predicted those market conditions? When real estate markets will go from low inventory to a surplus, what forces will drive that shift? Could you have seen those forces in hindsight?


    Two Percent? Yeah Right! Apr 13, 2021
    Show notes

    While the world was distracted by a crippling pandemic, major economic shifts were underway and the headlines totally missed it.

    Changes that affect the course of history happen slowly at first, then all of a sudden. I believe we’re in one of those phases again, right now as we speak. The last time this happened was 1971.

    We’re still bearing the fallout of the damage that Richard Nixon did to the United States back in 1971 when he took the US dollar off the gold standard. I remember those days even though I was just a child. I was eight years old. We used to listen to a half hour news radio show every evening during dinner time at my house. I remember the news vividly. I watched the news conference when Nixon made the announcement.

    I remember the OPEC oil embargo of the US. Naturally, the narrative on the news made the oil rich nations of the middle east to be the enemy. It was those nasty greedy oil Barrons in Saudi Arabia that were responsible for the long lines at the gas station, the unprecedented prices for a gallon of gasoline.

    When in fact, the oil Barrons were quite right to be upset at the notion that they were being paid less for their oil with the illusion that the price remained the same.

    What followed was a period of inflation, unlike what had been seen in the US in recent memory.

    Inflation was out of control.

    It started with oil, then spread to other commodities. Eventually the price increases trickled through the economy and spread to include rent, transportation, food, and eventually wages. It was a time of labour strife, of unions going on strike to protest declining purchasing power and the demand for higher wages.

    There were strikes at car manufacturers, the post office, at airlines, the railways, the longshoremen unloading cargo ships. The culprits were the big bad corporations who were exploiting their workers. Or were they?

    Perhaps the erosion of the purchasing power of their wage was really to blame. But since the government wasn’t paying the majority of pay checks in those days, you could only look to your employer for a raise, not the government.

    So here we are in 2021, with commodity prices shooting up and yet inflation is still below the 2% target.

    But wheat prices are up 33% of last year. Oil prices are triple what they were at this time last year. Copper prices are up 72.4% over this time last year. Lumber is up 260%. Corn prices are up 80% over last year. Real Estate prices for residential homes are up 16% nationwide. Yet somehow inflation is worryingly low, below 2%. Somehow there is either a disconnect, or the effect has yet to trickle through the system.

    China is America’s largest trading partner. The tone of the talks this past week in Anchorage Alaska between the US and China have made it clear that China is taking the dominant role in the discussions.

    OK. So what does this have to do with real estate? If you’re a real estate investor and you’re trying to underwrite deals based on flat market assumptions about inflation, it’s getting more and more difficult to create a financial model that reflects the reality we are now experiencing.

    If prices are up, will rents follow suit?

    Transportation costs are up dramatically. The balance of trade can be clearly seen in the cost of transportation. Shipping a container from California to Shanghai cost $445. But that same shipping contained coming from China to Long Beach California costs over $3,000, and if you want to ship to the US East Coast, add another $700.

    The question is how long until China no longer accepts the devaluing US dollar as a means of payment?

    When that happens, you will see a rapid drop in value of the US dollar. When that happens, you want to be holding real estate and as few dollars as humanly possible.


    AMA - Wetland Mitigation Apr 12, 2021
    Show notes

    Collins asks.

    I’m purchasing eight acres of Wetlands. Many people do not know the difference between Flood Zones and Wetlands... which limits the amount of people with whom one can discuss options.

    The entire site is designated as wetlands. I have an approved permit from the Army Corps of Engineers for a fill pad and building, but NOT a city approved building permit. I would have to apply for and receive a Wetland Development permit from the City. The city requires a 2:1 mitigation ratio (i.e. 2 square feet of mitigation credit for each 1 square foot of wetland filled…). The city also requires undisturbed wetland areas to remain in a natural wetland state, so the yard surrounding the proposed building will have to be natural. This means no topsoil and sod is allowed for a manicured lawn, and the only plants or landscaping allowed have to be wetland species plants and trees, no invasive species or non-native wetland landscaping that are typical in a normal, suburban yard landscape.

    What are some creative ways to use or leverage wetlands? Perhaps borrow against the land as collateral? Or dig in for the long haul and seek mitigations in order to develop?

    Collins,

    This is a great question. The question of land value is one that varies widely based on the designation of the land. In my experience, land increases in monetary value only when it has development potential.

    Land that is zoned rural or agricultural, or environmentally protected is worth very little. You could have the exact same land zoned for residential that sells for $800,000 an acre. That exact same land zoned agricultural or environmentally protected might be valued at $4,000 an acre. We’re talking a 20x increase in value.

    Wetland mitigation is a designation worth getting for a property. You are correct that in some cases, a property with a wetland designation doesn’t necessarily mean it’s not suitable for development.

    For example, it could mean that the water table is buried only to a shallow depth beneath the surface. If it’s wet, it could affect the geotechnical stability of the soil It might mean driving piles down 40 feet or until you hit bedrock before in order to create a stable substrate to build a structure on top. A conventional cement foundation may not work in a wetland situation. So your cost of construction could be higher.

    The range of Wetland mitigations vary widely. At one end of the spectrum, you simply write a check to the relevant authority and they give you a certificate of mitigation.

    That form of mitigation is called compensatory mitigation. If you’re going to be negatively affecting a wetland, then the state may want some money in exchange to protect other wetland.

    Generally, mitigation obligations are not assessed on an acre for acre basis. Unavoidable net losses to wetland ecological value resulting from a project are quantified as habitat units using the appropriate Wetland Value Assessment (WVA) model. You can trade these habitat units resulting from a monetary mitigation action to equal the habitat units lost.

    At the other end of the spectrum, you could spend a ton of money and resources and get absolutely nowhere.

    Creating a mitigation bank is a complicated high-risk, high-return venture that requires a high-level of specialized expertise. At the very least, you will need to enlist the help of several highly qualified, experienced consultants to navigate the multi-step process.

    Another option to create value would be to develop a portion of the property and then donate a portion permanently to conservation using a conservation easement. The tax benefit of the conservation easement could be substantial since the value of the land for tax purposes might be assessed at its highest and best use, rather than its value as a wetland.



    Special Guest, Kyle Wilson Apr 11, 2021
    Show notes

    Kyle Wilson is best known as the President of Jim Rohn International. He has worked with so many of the world's top personal development thought leaders including Zig Ziglar, Brian Tracy, Mark Victor Hansen, Les Brown, Dennis Waitley, to name just a few. On today's show we're talking about how to build a long standing relationship with your customers without "selling them". Kyle is best known for saying that he never uses a marketing tactic that violates a principle.

    To learn more, visit kylewilson.com. If you send Kyle an email to info@kylewilson.com, he will send you a copy of one of his most recent books, "The Success Habits of Super Achievers". Let him know that you heard him on the Real Estate Espresso Podcast.


    Jas Takhar Apr 10, 2021
    Show notes

    Jas Takhar is one of Canada's top 1% brokers. He manages a large team in Toronto. On today's show we're talking about the market cycle and how investors should be looking at the dynamics in one of North America's fastest growing cities.


    A Losing Bid Apr 09, 2021
    Show notes

    On today’s show we’re talking about a losing bid.

    Any time you lose a bid on a property, there is a natural reaction to second guess your offer. Did we offer too little or was the winner out of their mind?

    It happened to us this week. There were a total of 8 offers on this property in a good location. We calculated our offer price based on a reasonable set of zoning assumptions and a reasonable balancing of risk.

    A day after losing the bid, we spoke with the winning bidder to understand why they had bid nearly $900,000 more than our offer price.

    It came down to assumptions on the entitled density. If we could only get a low density approved, we would earn zero profit at the price the winner offered. But if he was right, even his offer price was still a bargain purchase price. It all comes down to what you believe the planning commission and ultimately city council will approve in that location.

    After careful deliberation, and the opportunity to do due diligence, we made an even higher offer to buy the contract from the winning bidder. So not only did we offer to pay $900,000 more than our original offer, we put a premium to compensate the winning bidder for their efforts.

    We may have got it wrong, or maybe we were right. But now we will have the time to perform the proper due diligence and determine the true potential for the property, and therefore its value.

    So why would we offer an even higher bid on the same property after having lost the bid? As long as the project ultimately meets our financial metrics, it really doesn’t matter that we’re paying a bit more. Would I prefer to pay less? Of course.

    The unfortunate thing about auction environments is that the winner almost always ends up paying more than if they were the only bidder.

    The question is whether auction fever takes over and the winner ends up paying too much. We are pretty disciplined investors and make sure that we don’t take needless risks.

    So now that we have the property under contract, the key is to determine the viability of the project during the due diligence period.

    The fact is, we don’t know if the project is truly viable yet. We will need to take the time over the next several weeks and truly determine the envelope of this project. We will run multiple different scenarios. What happens if we get a density of 4 units per acre, or 6 units per acre or how about 12 units per acre. Each one of these scenarios is a completely different product with a different market positioning.

    But now that we have it under contract, we have the control to make good decisions. Do we feel bad that we’re paying even more? Not at all. We’re constantly learning.

    What makes this project safe is the notion that land in the core of the city is fully developed. The city is one of the fastest growing cities in North America. It’s certainly within the top 10 fastest growing cities. The inventory is low, and the product we’re aiming to develop will continue to be in high demand, even if market conditions soften.

    Typically when there is a downturn in real estate, it affects the most expensive end of the market first. This particular property has multiple exit strategies. So we feel safe in developing a few hundred units of new residential housing. We’re still buying the land in a hot area at under $3.50 per square foot.

    The process of development can a little messy and unpredictable at times. You are literally dealing with a blank canvas. It takes multiple iterations of a design concept to arrive at something that truly fits in every respect. It has to fit the area in terms of features, price point, amenities. It’s truly a creative process that is an art form.


    Removing The Constraints on Supply Apr 08, 2021
    Show notes

    On today’s show we’re going to look at one of the largest barriers to housing affordability. But before we do, we’re going back to basic principles. We’re going to start with the law of supply and demand. If demand goes up and supply goes down, then it follows that prices will rise until a new equilibrium is reached.

    That’s exactly what we’ve seen over the past year. But in areas of highest prices, we have seen that the acute shortage is not of construction materials, nor has it been the ability to construct, but it’s been the cost of land.

    But it’s not just land that is expensive, but low density is expensive.

    Some communities have tried over the years to maintain their sense of community by restricting zoning. Property values have risen accordingly.

    Let’s look at the Township of Southold on Long Island. This is an area near the North-east fork at the far east end of Long Island.

    The community is extremely wealthy. Properties are expensive, and the community is decidedly anti development.

    According to the Township’s own zoning guide, land use within the Township has not changed much in the past decade.

    But here is the one statistic that fully describes the story. There are only a little more than 13,800 homes in the entire community. That’s a density of 1.27 units per acre in the residential zones. That’s extremely low density. The community has averaged only 30 new construction building permits per year over the past decade. It means that prices have risen to the point where people who live in the area could not actually afford to buy into the area. If they sell their home, they would have to leave. They can’t afford to stay.

    This situation describes so many communities across North America.

    But it’s not that Southold lacks land. On the contrary. They have plenty of it. Their zoning specifically is designed to be exclusionary. By artificially creating scarcity, these communities create an aura of exclusivity and therefore they keep the values of property high.

    Lack of affordable housing is a problem, yes. It’s mentioned in their 58 page zoning guide. But it could be argued that the lack of affordable housing is not really a problem, it’s a feature.

    Under the recently announced 3.1T Biden infrastructure bill, hidden deep within the pages is a provision to make housing more affordable.

    The proposed program of at least $5 billion would offer grants to cities and towns that relax restrictions on new construction.

    This initiative was reported this week in the Wall Street Journal. It’s interesting because it’s attacking the issue of affordability at one of the root causes of the problem.

    Many of the constraints on development are entirely artificial. It’s not that there is not sufficient land available. It’s that local governments are not allowing you to build projects that would result in affordable housing. They do this by limiting density.

    The Biden administration said in a fact sheet that the program would award “flexible and attractive funding to jurisdictions that take concrete steps to eliminate such needless barriers to producing affordable housing.” The White House won’t penalize cities if they don’t want to participate, according to some administration officials.

    Earlier this year I reported that some towns like Minneapolis have taken steps to relax their zoning code and allow for higher density in order to bring more affordable housing into nice areas.

    The link between value and entitlement has never been more clear.


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