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Announcing the most in-depth, intensive three-day Boot
Camp you can imagine on how to market, sell, and conduct
a loan origination business.
Cash
Flow IS KING! As a real estate investor, there is
nothing like having a steady cash flow coming in to help
“grease the wheels” of this cash intensive business. I
tell people that are in a good, well-paying job that
they like, stay there! You will have better credit and
fewer worries than if you go “cold turkey” into the
business. (I know...too many metaphors!) If you have
been released into the private sector, as the
corporations like to term it, then your choices are
fewer.
So,
some people sell vitamins. Some sell plastic bowls.
I buy and use multi-level vitamins. Good stuff. Karen
loves those bowls. But I have a hard time going to
someone behind on payments and saying, “I want to buy
your house and if you don’t want to sell to me I have
vitamins to give you strength for your move and little
bowls to put your stuff in.” I don’t think so.
One
of my Mortgage Loan Originators is sending out a letter
(with Home Office approval) that says, “If you are
behind in your payments, I would like to try and
re-finance your house. And if you cannot get a loan, I
will buy it.” That is the short version of the
letter.
Bottom line is, being in the mortgage lending business
is a great way to not only make a steady flow of income,
it is a great way to work on lending and buying deals
all at the same time. The marketing group we work with,
Freedom Equity Group, is the best in the United States.
They are new, about three years old, but went from zero
to paying out over $60,000,000 in commissions last year!
And the broker group that clears our loans has over 12
years in the business and a great reputation. Lastly,
unlike other programs out there, my goal for the
operation Karen and I are building is to specialize in
investor financing. Not only are we doing it, we
have the blessing and support of everyone in the
marketing group and the brokerage group. The
details and our plans are too extensive to cover here.
But, suffice it to say, there is ten times more “in the
mill” than you see here.
I
have outlined most of our major policies in the column
on the right. Now for the details about the trainings…I
have included this in our “news” letter because it is
timely and to me it is great news! Now you can be
making tens of thousands a month (one of my real estate
students, just out of college, made $70,000 recently in
a single month), but you can be doing it in a business
that fits with investing. Not only that, understanding
loans will make you a much smarter and more liquid
investor!
SIGN
UP AND RECEIVE TRAINING AND HANDS-ON ASSISTANCE WITH
YOUR FIRST THREE LOANS FOR ONLY $1995.*
•
Huge Text, new in 2004, with scripts, marketing plans
and instructions
• CD
of presentations and loan work sheet on Excel
• Web
Site Reference Center
• 90
Days of phone support while training
•
Personalized help from Karen Zick on your first three
loans.
You
can sign up with us at
www.zickhomeloans.com and pay only $695 plus $500
out of your income of your first three loans, or if you
are not signed up with us, pay $1995 and you will get
back the first $500 out of your first three loans when
you sign up with us later. The training will include
more materials if you have submitted the application for
employment prior to the event you attend. If you never
sign up with us, the cost is $1995 – which is a real
bargain and we are considering increasing it soon.
You
will get paid, for starters, 25% of the points and back
end on your first five loans before you move up in pay
grade. The top end is 70%. We will hold your hand
through your first three loans if you are signed up with
us. Odds are, the first three loans will more than pay
you back all your training costs!
At
the three-day Mortgage Business Builder Boot Camp, the
first day will focus on marketing and sales. The second
day is about how to present loans and how to present the
opportunity to people you will sign up and the last day
concentrates on how to do the paper work. Plus, there
will be a bonus session on how to do hard money loans in
the evening. I will present the marketing and sales
training. Karen and a loan processor from the broker
will present the technical details.
The
first of three Mortgage Business Builder Boot Camps is
scheduled for Chicago on September 16th,
17th and 18th, just two weeks
away. Join us in Houston on October 22nd -
24th (a great month to visit Houston) when we hold our
second Mortgage Business Builder Boot Camp. The
dates are definite for our third training boot camp
subject to booking a hotel for December 3rd - 5th in
San Diego. Go to
www.zick.com to sign up online or call 800-677-3253
for more information.
Do
take action now. Karen and I plan to sign up 100 people
between now and the end of the year. We are going
to spend the time after that supporting the people we
have signed up and driving the new business to them. We
are going to support you with a monthly recruiting call
the first Monday of each month starting in October and a
closed door call to those that are signed up on the
fourth Monday of the month starting September 27th.
*You
will need to pay an additional $299 direct to Freedom
Equity Group for your State Registration as a mortgage
originator and a year of your own Web site. You do this
when you sign up online. If needed, we will assist you
with the application process. Karen personally is doing
it now and Marilyn in our office will be doing it very
soon. We will accept $1995 now or payments of $695 now
and $500 out of each of your first three loans as stated
above, but the $299 is done on the Web and does not go
to us. |
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Q.
Hi Barney,
Just got your new negotiating course,
it's great. I'm listening my second time thru
already. Here's a last minute deal that just showed
up yesterday. I know the numbers (LTV) aren't good
by any stretch of the imagination, but my bank
account is coming up on empty and this house can be
marketed immediately for sale. My problem is I only
have a few days to put the deal together. The Seller
just called me yesterday. My question is, “Can
anything be done with this deal to make it sweeter?”
First mortgage payoff: $214,000
(if I want to reinstate the 1st: $23,288)
Value: $250,000 (solid numbers on comps) - could
maybe get 265K if I put someone in that needs to
clean up their credit
Brand new....built in 2002, needs no work at all
I know this deal doesn't have a good LTV but there
is still cash in this which can put food on the
table.
Any suggestions on stalling the sale, short sales,
anything?
Thanks,
J. B.
St. Louis, MO
A.
This is a good example of a deal
that you needed to be prepared for in advance. In so
much of the U.S. the only thing harder to find than
a good deal is finding a good tenant or tenant
buyer. IF you had done what I have been telling
students to do…IF you had been building a list of
people that want to buy on lease option… you would
be ready to act.
Maybe a short sale would work IF you have been doing
them and have the right contact with the lender.
Starting from scratch might take too much time. If
you have to sell half of the deal, sometimes you can
buy time. Last week I got a Temporary Restraining
Order to stop a sale. I showed the judge I have the
money to buy and the lender had delayed getting me
the payoff information.
So look at the cards you have to play and make the
best bet… Please don’t plunk down $23K not having an
exit strategy! That is all that comes to mind.
BZ
Structuring a Deal with a Possible
Option
Q. Hello Barney,
I made a cold call to a woman whose
property is in default. It's a six unit structure.
She told me that she is paying the arrearage and is
not sure what else she wants to do. She told me that
she bought the property from the county and also the
lot behind it. She recently opened the yellow pages
and called a contractor to see about doing something
with the lot.
Here are the facts:
* She lives out of state with her husband
* They do not need any immediate cash
* Her children are successful and don't want a thing
from parents
* She liked me a lot and offered to sell it to me to
develop or joint venture
* She offered to fly out to show me property
* I estimate the 6-plex to be worth approximately
$1.1 million and the large lot $6-800K
* Contractor mentioned about $1.4 million to build
(what exactly, I'm uncertain)
* She offered maybe she could sell to me for "a few
hundred thousand"
* She spoke to me for over a half hour on
phone...she really wants to do business with me.
* 6-plex seems occupied with several deferred
maintenance issues
* Lot is huge, buildable and has view. This property
is located in San Francisco in a very hot middle
class neighborhood
Any suggestions would be welcomed...I would love to
get in without cash; I believe she would do owner
financing.
Anxious in San Francisco
A. The
first thing is to find out the loan balance. That is
ALWAYS first. My advice will change drastically
based on that answer. 1. Can you do what you want to
do on your own? That will change things a lot. 2. If
you will do it as a joint venture, the whole plan
will change depending on what your JV associate can
bring to the table…cash, credit, construction
experience, what?
As to solutions, you could buy it with nothing down,
give her a note for all the equity. That note could
be structured to be paid, WITHOUT INTEREST but plus
a quarter of the profit. That would solve some cash
flow challenges. Make sure the note is ONLY secured
by the building and not the lot. Or, if you can get
that, make sure the note has a right of
subordination. Then go to the first mortgage lender
and find out how much they need to release the first
mortgage on the lot alone. Next, borrow the money to
build on the extra lot. If she is also secured with
a subordinated second on the lot, her note will be a
second on the property that is now vacant. Then get
an appraisal and buy her out.
A completely different approach is to
buy the lot on back only then do the deal as
outlined above. I could go on but you really need to
find out what SHE wants to do and what the
financials are on the place then get back to me.
BZ
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An
Overlooked Point About Taxation
A student writes:
Barney, as usual I really
enjoy and apply the content of your newsletter. I
have a comment about the zero interest article in
your April edition. The whole newsletter was
particularly outstanding, so perhaps that recent
vacation is paying dividends too, but of course not
quite like those ROTH-IRA owned corporations you
talked about in a separate excellent article.
The tax benefits to the SELLER of a ZERO interest
offer seem to be overlooked. The bottom line is that
sellers and even retirees on fixed incomes of only
about $44,000 total income (before deductions) would
probably appreciate an offer with ZERO interest more
than one with interest if they knew the different
tax consequences. In the event the seller should
even make a request for interest, one could steer
the conversation down the road of saying something
like, "Okay Mr. Seller, do you prefer to pay 25% to
37% federal tax on the interest, or would you prefer
only 15% tax on the (long-term) capital gain with
ZERO interest?"
Of course, one always recommends to the sellers that
they check with their CPA as well.
My background:
I have managed to do two good deals with owner
financing with ZERO interest. Both involved ZERO of
my own money too. The teaching I got on ZERO
interest was from another instructor who I believe
you taught, and then from you from the stage. Both
of you said just shut up, do not EVER bring interest
up, get an agreement, and just get the paperwork
done.
Whilst negotiating the last deal I did last summer
for a property that I bought and sold with owner
financing as well, I mentioned some ideas ("trial
balloons") for offers including one that would be
with interest payments (because it would have been
for a lower price and more frequent payments than
the one with ZERO interest). As the seller of the
vacant property lives in one of the two priciest
suburbs in the Washington DC Metro area and is in
the highest tax bracket, she had talked with her CPA
recently and let me know quickly that she wanted
nothing to do with interest. She preferred capital
gains to be taxed at much lower rates. I quickly
dropped the idea of interest payments and we were
down to other offers including owner financing with
ZERO interest.
Though I only found out much later after doing the
deal from a far more experienced investor that the
IRS can, upon audit, review the ZERO interest
transactions and charge "imputed interest", the
seller in the highest tax bracket was very happy to
choose the owner financing offer that would pay her
ZERO interest.
Of course, the following applies for the most part
to only non-owner occupied residences...
Best Regards,
"R.C."
A.
Yes, I agree, imputed interest
could be charged by the IRS. So don’t use the save
taxes argument. I have found most zero interest
deals are done either by sellers that are very
anxious, sellers that could care less…they just want
out, or smart sellers that know they are giving
something up but are happy with what they are
getting in exchange!
BZ |
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Metro Areas
Continue to Show
Strong Home Price Gains
Copyright ©
National Association
of REALTORS®, Reprinted with permission.
Home prices in the second quarter increased at a
strong rate in most metropolitan areas in comparison
with the same period a year earlier, according to
the latest survey by the NATIONAL ASSOCIATION OF
REALTORS.
The association's second-quarter metro area home
price report, covering changes in 128 metropolitan
statistical areas, shows 49 metros had double-digit
annual increases in median existing-home prices and
11 metros had generally small price declines-none in
areas that had experienced sustained periods of
rapid growth.
David Lereah, NAR's chief economist, says 49 is the
largest number of areas ever to experience
double-digit annual price gains. "A tight supply of
available homes in a record sales market has been
favoring sellers," he says. "Even so, the low level
of mortgage interest rates and loan origination
costs are providing the headroom necessary for
buyers to handle higher prices in most areas."
No Evidence of Bubble
The national median existing-home price was $183,800
during the second quarter, up 9.1 percent from the
second quarter of 2003, when the median price was
$168,500. The median is a typical market price where
half of the homes sold for more and half sold for
less.
NAR President Walt McDonald, broker-owner of Walt
McDonald Real Estate in Riverside,
Calif., says there's no evidence of a price bubble.
"The relatively small numbers of areas showing price
declines have experienced one or both of the factors
necessary for home prices to soften-a period of
local economic weakness or an abundant supply of
homes for sale in those markets, which is very much
the exception to the rule for the nation as a
whole," he says. "In short, these are not
corrections because there had been no unusual
inflation in those areas."
Prices Up Most in Las Vegas
The strongest increase was in Las Vegas, with a
median price of $269,900-up 52.4 percent from the
second quarter of 2003. Next came Anaheim-Santa Ana
in Orange County, Calif., at $655,300, a 38.7
percent jump. Third was Riverside-San Bernardino,
Calif., where the second quarter median price of
$294,500 was 38.5 percent higher than a year
earlier.
Lereah says the Las Vegas price performance is quite
remarkable. "That is the biggest annual home-price
increase in any metro area on record," he says. "A
close examination of the data shows why-Las Vegas
only had a 1.7-month supply of homes on the market
in the second quarter, compared with a 4.2-month
supply for the nation as a whole. By contrast, a
housing supply in the range of 6.0 months represents
a fairly even balance between home buyers and
sellers."
Median second-quarter metro resale prices ranged
from $93,800 in South Bend-Mishawaka, Ind., to
nearly seven times that amount in the Anaheim-Santa
Ana area. The second most expensive area was San
Francisco Bay, with a second quarter median resale
price of $647,300, followed by San Diego at
$559,700.
Other low-cost markets include Syracuse, N.Y., the
second least-costly area at $94,700, and
Waterloo-Cedar Falls, Iowa, with a second quarter
typical resale home price of $95,400.
Northeast Posts Strongest Regional Increase
Regionally, the strongest increase was in the
Northeast, where the median resale price during the
second quarter was $214,800, a rise of 17.6 percent
from the same quarter in 2003. The strongest
increase in the region was in the Portland, Maine,
area, where the median existing-home price was
$231,200, up 23.4 percent from a year ago, followed
by Atlantic City, N.J., at $194,800, up 18.6
percent. New Haven-Meriden, Conn., with a typical
price of $246,800, was up 15.6 percent.
In the West, the median existing-home price of
$259,700 was 10.9 percent above the second quarter
of 2003. After Las Vegas, Anaheim-Santa Ana and
Riverside-San Bernardino, the next highest increase
in the region was San Diego, which rose 37.4
percent, followed by the Los Angeles-Long Beach
area, up 30.4 percent to a median price of $438,400
in the second quarter.
The second quarter median existing-home price in the
South was $170,300, up 8.7 percent from a year ago.
The strongest increase in the region was in the
Sarasota, Fla., area, where the second-quarter
median price of $264,800 was 29.9 percent higher
than a year earlier.
Next came Ocala, Fla., with a median price of
$112,300, an increase of 27.0 percent; the
Miami-Hialeah area at $271,900, up 25.9 percent; and
the West Palm Beach-Boca Raton-Delray Beach area of
Florida at $294,000, also up 25.9 percent.
Minneapolis-St. Paul Leads Midwest
In the Midwest, the median resale home price of
$150,300 during the second quarter was 7.1 percent
higher than the same period a year ago.
The strongest increase in the region was in the
Minneapolis-St. Paul area, with a median price of
$218,000, up 10.6 percent in the last year. The next
highest increase was in Appleton-Oshkosh-Neenah,
Wis., where the median price of $127,600 was 10.1
percent higher than the second quarter of 2003;
followed by the Madison,
Wis., area, at $199,700, up 9.9 percent.
-NAR |
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Beginning September 13th, the second Monday
in September, we are going to offer two calls a month to
help you build your real estate investing business. One
call will be an interview with an especially successful
student and the other will be an open question and
answer forum with additional tips and tactics. Watch
for an announcement containing more information about
our TeleHelp Sessions on the second and third Mondays of
each month.
Not
to worry…our free TeleHelp calls will continue on the
first Monday of each month, but they will now focus on
recruiting questions for our mortgage origination
business. More news to come very soon! The
initial complimentary call of this type will be on
October 4th.
Barney has reserved the fourth Monday of each month for
a closed door call for participants in our Mortgage Loan
Program. Additional information will be provided
very soon! |
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Next Real Estate Options Boot Camp
Atlanta,
GA
Fri. & Sat., October 1st & 2nd, 2004
Details below…
Upcoming Events
For those of you who purchased a boot
camp as part of your home study materials, you will have
to use your privilege this year. If you have attended
our Options Boot Camp before, you may come again. The
information has been revised. Of course, the portion of
the boot camp when we work on deals, which takes most of
the second day, is different for each event. It is a
real eye opener for those of you yet to do your first
deal.
For
more details about our Options Boot Camp,
Click
Here.
Click
here
to register for an Options Boot Camp.
Real Estate Options Boot Camp
Atlanta,
GA
Only
$1,995 per person
Fri. & Sat., October 1st & 2nd, 2004
Location to be
determined very soon...
~~~~~~~~~~~~~
Click here
to register for an Options Boot Camp.
Questions?
Send us an email
or call 800-677-3253.
Real Estate Mini-Seminars
No Mini-Seminars are scheduled until Fall 2004. Go to
www.zick.com
to see current listings between
newsletters.
Barney will be a guest speaker in
Kansas City and Dallas at Real Estate
Association Events this fall. Call our office for
details if you live in these cities.
1-800-677-3253
BRAND NEW:
Mortgage Business Builder Boot Camps
Chicago,
IL
Only
$1,995 per person
Thu., Fri. & Sat., Sept. 16th, 17th & 18th, 2004
Holiday Inn
Glen Ellyn
1200
Roosevelt Rd.
Glen Ellyn,
IL 60137
(630)
629-6000
~~~~~~~~~~~~~~~~~~~
The next two Mortgage Business Builder
Boot Camps are planned for:
October 22nd, 23rd & 24th, 2004 in Houston
Houston Marriott Westchase
2900 Briarpark
Houston, TX 77042
713-978-7400
and
December 3rd, 4th &
5th, 2004 (tentative) in San
Diego.
~~~~~~~~~~~~~~~~~~~
Click here
to register for a Mortgage Business Builder Boot Camp.
For more info. go to
www.zickhomeloans.com
and select "Contact Us" or call our office at
800-677-3253.
Help Wanted Ads:
The summer is a very busy seminar period. This is
especially true while we are building our mortgage
operation across the U.S. (We added 14 new states this
month alone!) So if you sent us an email about trading
your skills we may not have answered you. We will.
Please be patient.
Also, be careful what you put in the subject line of
your emails. We delete 100 at a time. “Student Question”
or “Trade” works well! “Make Big Money” or something
similar will get you deleted! Thanks for your
help.
BZ
IMPORTANT POLICY STATEMENT ABOUT ALL FUND
MORTGAGE/FREEDOM EQUITY GROUP PARTICIPATION
It has taken awhile for us to get our plan together.
And, of course, there may still be changes! But it is
time for us to put as much as we can on the table so, if
you are serious, you can get to work!
We are starting our Mortgage Business Builder Boot
Camps. The first one will be in Chicago in a short two
weeks.
The first time we offered it was in Chicago, as a market
test. Many people were interested but we did not require
them to join Freedom Equity Group / All Fund to attend.
We are making that a requirement now to get a special
discount and assistance with your first three loans.
Cost
We have offered the training at several events since.
The pattern is now set. The cost of the training is
$1995. You can pay it all at once. However, I believe in
our program and know if you work our program you will
make lots of money. So here is the deal. I’ll bet
two-thirds of that on your success…
- If you are signed up under us, you can attend for $695
up front and we will take $500 out of each of your first
three loans to complete the follow up training.
- If you are not signed up under us, but under someone
else, you can pay $1995 at registration and attend the
event.
- If you are not signed up at all, you must pay $1995 to
attend, up front.
So the bottom line is, get signed up under us for the
installment program.
By the way, all sponsors that I know of with Freedom
Equity Group / All Fund charge something out of the
first three loans to pay for training. So if you think
that you are better off signing up for someone that does
not offer training, you most likely will still get
charged out of the first three loans.
Several of the sponsors I know take ALL the commission
you make on your first three loans. If I was signed up
with that sponsor, I would do three very small loans at
first and “sand bag” any bigger loans for the next
group! This way, you can make as much as you want on the
first three loans and you only have to pay out the first
$500!
Our hope is that you will catch fire in this business
and by the time you do the first three loans you have
made all your educational investment back. So, bottom
line, if you work the program there is no cost; it pays!
Husbands, wives and children
If you want to bring one of these, great! If they are
signed up and a part of the business, they pay just like
you do. And, we will do the training loans with them
too.
If they are just assisting you with the business, they
can attend for $295 to cover our room costs, coffee
breaks, etc.
If your child is between 14 and 18 years old, really
interested, and can pay attention (don’t you dare drag
them there!), they can attend for $50. Children over 18
can pay the $295. Where else can you attend a three day
event and learn a business for so little?
The book you will receive will be for studying after the
event. We will have a fill-in outline that everyone will
receive. There will be one book for each full-paying
participant.
More than your money back!
If you are signed up under us, you can return to attend
the training for free. All you have to do is bring
someone you signed up under you!
Think about it. You get to come for free, they pay us
$695, but YOU collect the $500 per loan on training THEM
on their first three loans.
For us, we get our costs covered. It costs us at a
MINIMUM $695 per person to put on a three day event. We
don’t really make money unless you or your associate you
sign up make money with placing loans.
They get profits from placing loans, giving them their
educational investment back. You get trained associates,
we build our shop. It is a win-win deal all around.
Guess what? Your associates can do the same. They can
come back for free bringing as many people as they want
AS LONG AS THOSE PEOPLE ARE SIGNED UP under them! You
get the picture.
Will the ground floor be empty?
You are getting in on the ground floor and it is true
that Chicago is our first ever three-day boot camp on
the subject. So, you may be asking yourself…will the
ground floor be empty of content?
Our first three training sessions will be Chicago (9/16
- 9/18), Houston (tentatively 10/22 - 10/24) and San
Diego (tentatively 12/3 - 12/5). Go to
www.zick.com
for more details. Since we are new at doing these
trainings, will we be learning how to train on your
dime?
Absolutely not. First of all, Barney will be at the
first three trainings talking about Sales and Marketing.
He spent 15 years teaching these topics to businesses
from New York Stock Exchange firms down to a two-man
firm in England. This is a secret part of his career not
known to most real estate investors. His results have
been staggering. One firm, a national blood testing
company, said that after his training, sales rose 15%
over their previously best month ever. The English
direct mail company, that made over a million a year,
got the biggest boost ever from Barney’s ideas, and that
is after five years of searching for the best consulting
in England and putting their ideas to play. Barney
increased their profit margin!
Secondly, we have one of the best company trainers
coming out to teach the two technical days. You will
learn how to present our best loan to prospects, how to
present the opportunity to recruits and how to do the
loan paper work. It will be an information packed event.
Best way to sign up…
Do it via our web site and we will follow-up or do it by
calling our office 800-677-3253.
But, do it today!
The Fine Print...
(Back to top)
We
will do one newsletter like this one (Advice for the
Impatient Investor) and one called the REIT
Report (containing Real Estate Education Industry
News and a lot of personal opinions), approximately once
a month. (However, keep in mind, our newsletters
are free so don't get upset if we skip one
occasionally!)
Advice for the Impatient Investor
has been published for fourteen years
(but not in a row). The next issue should be out about
October 1st. The next REIT Report will go
out on or about September 15th.
Folks smarter than us told us to say: We
take no responsibility for the accuracy of the postings.
All contents of the postings are the responsibility of
the posting party. The foregoing material is strictly
for informational purposes only and does not provide
legal, financial, accounting or investing advice or
services. Use of any of the foregoing information does
not create a client relationship. You should not act on
the information provided without seeking legal,
accounting and tax counsel of your choice.
We reserve the right to terminate the
subscription of anyone at any time.
Copyright note: Submission of an email
message or art work affirms that you are authorized to
and have given Bernard Zick, et al, non-exclusive
permission to reprint the content of your message in all
forms, electronic or otherwise, in all languages
throughout the world.
Copyright © 2004 by Real Estate Investors
Training Corporation.
ISSN # 0272-8559
All Rights Reserved, no reprints to other
email lists or websites without Bernard Zick's
permission.
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