RE N E W S

NEWSLETTER FOR
INVESTMENT

MID-AMERICA ASSOCIATION OF
FEBRUARY 2017

REAL ESTATE INVESTORS

WIN - WIN! THE BASIC RULES PLUS

& CONCEPTS OF NEGOTIATIONS
Tom Zeeb: page 3 Calendar of Events
Security Deposit
Legislation
EVICTING A TENANT Partnerships
Business Directory
answers to common questions
Julie Anderson : page 5
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- JOIN US SATURDAY FEBRUARY 19TH TO LEARN MORE -
WIN -
WIN!
THE BASIC RULES & on them as well. There is time
CONCEPTS OF
NEGOTIATION
BY TOM ZEEB
There are some basic rules and
concepts to remember when you are
negotiating. I will describe these
rules and concepts so that you can
get a clear idea of what negotiating is
and what things you need to be aware
of.
Remember that you are negotiating
all the time. This is true for many
aspects of your life. Therefore, even
if you are not using a specific
technique, keep these basic rules and
concepts in mind. They are the
starting point and framework for any
negotiation.
Five Things that Make a Good
Negotiator
The right state of mind is important.
As is learning the skills necessary to
success and improve. Like anything
else, there are things that you can do
to improve your mindset and skill set.
Consider these five things that make
a good negotiator:
1. Understanding that the other side
has pressure on them to do the deal
as well.
Both sides are under pressure to do
the deal. So dont feel too
intimidated. Dont think it is just you
that needs to perform.
If you start approaching someone
RE INVESTMENT NEWS
like you desperately need to buy,
dont forget that they need to sell.
Some need to sell more than
others. And some really need to
sell fast.
Understand that there is pressure
pressure on them. There is money
pressure on them. There are other
situational pressures on them.
Dont forget that.
Dont always feel that there is just
pressure on you. Stop and breath,
take a step back, and look at the
situation calmly. A lot of this is
about going around the other side
of the table and thinking like
them, feeling like them and
recognizing what is going on
there.
Just dont forget that they have
pressure on them to close the deal
as well.
2. Wanting to learn negotiating
skills.
You have to want to learn this
stuff.
That sounds basic and obvious, but
many people think to themselves,
I am a good businessman. I am a
good negotiator. Yes, maybe. But
there is a lot you can learn and it
is going to take practice.
Commit to wanting to learn about
negotiation.
3. The desire to practice.
You need to be willing to practice
these skills.
I have a friend whom I told to
study these techniques. I
recommended a course to him and
he said to me, I am a good
PAGE 3

negotiator already. I know all that. I dont need help. I
said, Just humor me on this one. You are starting a new
job and I think these techniques will really do you good.
I had once thought the same thing myself, that I
couldnt get any better, etc. Thats nonsense! Everyone
can get better if they study and practice the right
things.
He did actually study the techniques. I got an email from
him a couple of weeks later and he said, That stuff was
awesome. I am doing so well now.
He negotiated 25% discounts across the board from all
the vendors he was dealing with. He said his boss is
thrilled beyond belief and cant believe what a great
choice they made hiring him. He applied these
techniques and totally changed the dynamics of the way
that his company is doing business with other
companies.
He said some of the stuff sounded basic but you just
dont always think about it, especially in a big picture
perspective that ties it all together.
Commit to practicing the skills it takes to be a
successful negotiator.
Tom Z e e b s
F L
E A L
THE DK e y M a r k e t i n g E l e m eFnrti cs t i o n t o F l o w
The 5 B u s i n e s s from
e
Real Estat
- NEGOTIATION -
5. Wanting to create "win/win" negotiating situations.
I know you hear the term win-win a lot and it might
sound a little cheesy, however it really does make all the
difference in the world.
Not viewing someone as the winner and someone as the
loser is one of the major things that separate
negotiation from high-pressure sales techniques.
High pressure sales techniques sometimes make you feel
like a loser. Especially if you are the one who forked
over a lot of money for something you maybe didnt
need or really want.
In a win-win situation, you would say I think I got a
good deal. I got some of value out of that. That will
make a difference in the way you are perceived by the
other party and by the business community in general.
It will make people want to refer you to others.
Tom Zeeb has been featured by CNBC, The Washington
Post, Kiplinger's Magazine, The Washington Examiner,
Financial Lifeline Radio and National Real Estate
Investors Association's Magazine among others. He is the
President of Traction REIA and he will be teaching his
business blueprint at the February 14th MAREI meeting
and an all day Master Class on Saturday the 18th.
'
A T S H E ET TM
O W C H E
t o M o v e Your
Grab your copy
MAREI.org/Traction
 evicting a tenant
ANSWERS TO COMMON QUESTIONS
Areviewofcommonquestionsaskedabout
evictionsinKansasandMissourifrom
MoKsLaw.com
What is an eviction?
An eviction is the removal of tenant(s)
from a rental property by a landlord
through a court action (lawsuit). There
are three types of evictions in Missouri:
(1) a Rent & Possession action, (2) an
Unlawful Detainer action, and (3) an
Emergency Eviction.
Rent & Possession is for past due rent.
Unlawful Detainer is for violation of
outrageously will not be a valid defense
utilities.
the lease, the law or failure to move out
when agreed. Emergency Eviction that
allows the landlord to remove the
tenant within 24 hours of judgment due
to violence, drugs or damage.
In Kansas, an eviction lawsuit is called a
forcible detainer and pertains to failure
to pay rent or violations in the lease or
the law, or criminal activity.
When do I need a lawyer to file an
RE INVESTMENT NEWS
eviction suit?
If your rental property is owned in the
name of a business entity, you are
required by law to be represented by a
lawyer. If you own in your own name,
you may be able to file without an
attorney. Note that in both Kansas and
Missouri, an eviction case is much
faster than a civil case, but you have to
follow highly detailed rules and you
may find that hiring an attorney will
speed up the process and get you the
property back sooner.
Can I change the locks or turn off the
utilities if the tenant stops paying?
No. Landlords may be prosecuted
criminally or sued in civil court for
tenant damages such as temporary
housing, value of food spoiled if the
refrigerator stops running, etc. The fact
that the tenant did not pay rent, left the
property a mess, or otherwise acted
for changing locks or turning off
If the tenant moves in and fails to put
the utilities into their own name, you
still cant shut them off. It is a good idea
for the tenant to provide proof of
service on the utilities before letting
them move in.
How long does the eviction process
take?
In Missouri, a court date is scheduled
about four weeks after the lawsuit is
filed. A private process server will give
a copy of your petition and the court
summons to the tenant(s) at least ten
days before the court date. If the
PAGE 5
tenant shows up to court and disputed
the allegations in your petition for
eviction, then the Judge will set the
case for trail in seven to 14 days. If the
tenant fails to appear, the Judge will
enter a default judgment. A Rent and
Possession will be final in 10 days,
Unlawful Detainer in 30 days.
In Kansas, your court date will be about
three weeks after the lawsuit is filed. A
Deputy Sheriff will give a copy of the
petition and the court summons to the
tenant at least three days before the
court date. If the tenant fails to show or
shows and agrees the charges a default
judgment will be filed and becomes final
after fourteen days. If the tenant shows
up and disputes the allegations a trial
will be set for seven to fourteen days
later. Once the judgment becomes
final, the sheriff has up to 30 days to
physically remove the tenant.
What notice is required prior to filing
an Unlawful Detainer in Missouri?
You should serve your tenant with a 10
Day Termination Notice if your tenant
has violated their lease, the law, or
failed to move when the lease expired.
If you are on a month to month lease,
you first need to provide the tenant
with a months notice to terminate the
lease.
What notice is required prior to filing
an eviction suit in Kansas?
Kansas law requires that the landlord
serve the tenant with a written
termination prior to filing an eviction
lawsuit. These notices include a Three-
Day Notice to Pay or Quit and a
Fourteen/ Thirty Day Termination
notice.
The Three-Day Notice to Pay or Quit
must be in writing, list all tenants, the
address, exactly how much is owed,
state that past due rent must be paid in
full within three days of the notice or
they must move out and list who and
where to pay the money.
The 14-day/30-day notice would be the
notice provided in the case of a lease or
law violation listing out the tenants
names, the address and a list of each
lease or law violations and a brief
description explaining the violation.
State that the tenants right to
possession will automatically terminate
in 30 days from the date of the notice
unless the tenant fixes the violation
within 14 days of the date of notice.
To terminate a month to month you
must provide your tenant with a one
month notice based on the date that
rent is due.
If I hire an attorney, do I need to
appear.
No, you do not need to appear at the
first court date. If it is held over for
trial, you will need to appear for that.
What is the process for an eviction?
Step 1: Attorney sends written demand
letter to pay rent or vacate and to call
the landlord to resolve.
Step 2: The eviction is filed at the
courthouse.
Step 3: The court will schedule the case
for a hearing and issue a summons to
tenant to appear.
Step 4: A private process server in
Missouri or the Sherriff in Kansas will
serve a copy of petition and summons
to tenant.
Step 5: Your attorney goes to Court on
your behalf to obtain a judgment.
Step 6: Attorney will contact you with
the Courts results and ask if you would
like to schedule the Deputy Sheriff to
perform a lockout procedure.
Step 7: You and the Sheriff will lock out
the tenant and remove their
possessions.
What if the day of eviction the tenant
refuses to remove themselves and
their belongings?
In Missouri, the Deputy Sheriff will
physically remove the tenant, and you
will be responsible for removing all of
their personal possessions to the curb.
Once everything is removed, the
Deputy will authorize you to change the
locks.
In Kansas, while the Sheriffs Deputy
will physically remove the tenant, he
will also take inventory of the personal
property and authorize you to change
the locks. However, you have to keep
possession of the belongings for thirty
days and publish in the local paper as
described below.
What if my tenant moves out but
leaves their stuff behind?
In Kansas, you cant throw away
belongings until at least thirty days
from the date you reclaim possession of
the property. And prior to disposing of
the belongings you must publish a
notice in the local newspaper for at
least 15 days and mail a notice to the
tenants last known address at least
seven days prior to disposition.
In Missouri if you have reasonable
belief that the tenant has moved out
and does not intend to return and rent
is due and unpaid for 30 days and you
post and mail both regular mail and
certified mail to the tenants last known
address to contact you within 10 days
to claim the property. You can then
dispose of possessions after the 10 days
have passed with no response.
Information is from Julie Anderson on
the website www.MOKSLaw.com. You
can learn more about evictions and
collections in both Kansas and Missouri
by visiting the website. Julie will be our
guest speaker in March helping us learn
best practices when it comes to dealing
with tenants.
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RE INVESTMENT NEWS PAGE 7


FROM OTHER GROUPS >
WinVestor's
Hosted by Brian & Michelle Winberry
Wednesday Mornings at 9 am
Lucky Brewgrill
5401 Johnson Drive, Mission
1st Saturdays
Hosted by Jim & Beth Kasper
1st Saturday of the Month 9 am
Networking Coffee / Denny's
9001 Shawnee Mission Pkwy, Mission
Landlords of Johnson County
First Wednesday of the Month
Matt Ross Community Center
8101 Marty, Overland Park, KS
Cass County Landlords
3rd Tuesday of the Month
Carnegie Village
103 Bernard Drive, Belton
Landlord Inc of KCK
3rd Tuesday of the Month
Loan Star Steak House
1501 Village West, KCK
Blue Springs Real Estate Investors
3rd Thursday of the Month
Perkins
3939 S Bolger, Rd, Independence
Landlords Inc.
4th Tuesday of the Month
Central United Methodist Church
5144 Oak Street, KCMO
Landlords of EJC
4th Thursday of the Month
Allen's Banquet Hall
11330 E Truman Rd
Independence, MO
Jackson County Real Estate Investors
Last Wednesday of the Month
4 West Monroe Street
Buckner, Missouri
" I came to the speed networking event and it was honestly eye opening and life changing. I made
multiple connections for my Investor remodeling company as well as my investing goals. ."
MAREI.ORG/CALENDAR
THE CALENDAR
MEETING
RAPID CASH
GENERATOR
BLUEPRINT
Join us Tuesday February14th when we welcome Tom
Zeeb to share his business blueprint to make money
without money in real estate. Meeting start at 6pm
with Networking and Presentation starts at 7pm. and
should run till about 9:pm. As always members and first
time guests can pre-register to attend for FREE - all others are
asked to join, pre-register for $15 or pay $25 at the door.
Location: Holiday Inn at 8787 Reeder Road in Overland Park.
Meeting after meeting runs till about 11 pm.
Bring your Valentine!
WORKSHOP RAPID CASH GENERATOR
Register at MAREI.org
MASTER CLASS
to Master Marketing, Learn to Seal the Deal, Learn Where to get Comps, HowSee
There are 5 elements that drive a successful real estate investing business. Join u y
us fon llSaturday
da
wor s op
to Figure
k Your
h
Offer, and Get the Paperwork Right. If you want to be your own boss and learn to be successful
right away in real estate, join Tom Zeeb on Saturday., Workshop starts at 9 am andp ageruns5till
about 3:00 and includes lunch. Doors open at the Holiday Inn at 8787 Reeder Road in Overland
Park at 8:30 am. We tend to sell out on Saturday workshops, so please pre-register early.
MARCH
TENANT BEST PRACTICES
Join us in March when we welcome Attorny
Julie Anderson to learn best practices when
dealing with tenants to finding them,
screening them, complaying with fair
housing, manage them and evicting them
when it does not work out.
Julie will be our speaker at our Tuesday
meeting and joining us for a Saturday
Workshop.
Registration at www.MAREI.org
 MISSOURI LANDLORDS &
SECURITY DEPOSITS
SUPPORT MISSOURI HB 705 AND SB 234 TO REPEAL LAW THAT
REQUIRES YOU TO HOLD SECURITY DEPOSITS IN A TRUST
ACCOUNT
Current Law in Missouri According
to Section 535.300.1
All security deposits shall be held
by the landlord for the tenant, who
is a party to the rental agreement,
in a bank, credit union, or
depository institution which is
Were You Aware insured by an agency of the federal
of Section 535.300.1 government.Security deposits shall
not be commingled with other
funds of the landlord. All security
deposits shall be held in a trust
Do you keep tenant established by the landlord and
security deposits in a deposited in a bank, credit union,
or depository institution account in
trust account? the name of the trustee.
To resolve this vague and almost
We want to know, please uneforcable law, Senator Doug
visit our discussion on Libla has proposed SB234 and
Representative Gary Cross has
our Facebook Group proposed HB705 that would repeal
Missouri Landlords this particular section of the law.
The Senate had a hearing on
SB234 on Tuesday January 31st
and MAREI Member & Missouri
Landlord, Steve Vogel went to
Jefferson City to testify on your
behalf and to represent the
Missouri Landlords. At this
meeting Senator Libla who had
introduced the bill in Senante
testified on behalf of the bill.
Steve presented the rough costs
we had found with complying with
the law that seemed to gather
attention by those at the hearing.
The hearing for HB705 will be in
Jefferson City on Tuesday
February 7th at 4pm in Jefferson
RE INVESTMENT NEWS
City. We are asking all landlords
in the state of Missouri, who
would be able to be in Jefferson
City on Tuesday February 7th by
3pm for a premeeting in Gary
Cross s office and the hearing at
4pm.
For those that cannot make it to
Jefferson City at 4pm next
Tuesday, we ask that you take
action, right now, today and reach
out to your own Senator and
Representative via phone and / or
fax to let them know your own
opinion on these two bills.
Visit MissouriPOA.org for more
details of the current law and the
proposed bills to change the laws.
Also find links to reach out to your
own representatives as well as
information on how one would
testify at the hearing and best
practices for writing to your
legislator.
Take Action and #DOSOMETHING
1. Testify on the 7th in Jeffersn
City at 5pm. Contact Steve Vogel
to Coordinate at 816 - 210 - 0357
2. Fax or Email your Legislator,
utilize links at MissouriPOA.org for
more information.
3. Join us on our Meetup Group
at
https: // www.meetup.com / Missouri
- Landlords /
4. Join our discussion on
Facebook
at https: // www.facebook.com / gro
ups / 1658703507747377 /
PAGE 9
Tom Zeeb on Partnerships

Are two better than one ? Is there strength in numbers ? started. Therefore they feel comfortable with each other

Should you do partnerships with other investors ? because they are in the same boat .

The answer is : it depends . However , two struggling people with no experience do not

bring much to the table . It is a partnership without any true

There are a lot of criteria to evaluate when considering if benefit to either party other than having someone to share

you should take on a partner in your business . the ride with .

In my experience and from my observations , partnerships of Intermediate to advanced investors also need to be

inexperienced investors tend to feel good for those cautious about partnerships .
partnering up , '
but don t succeed because there is no real

balance of skills and knowledge . And there are quite often Once someone has done a few deals , they develop their

very different objectives as well that make the two parties own style and method for doing business . This may clash

incompatible as long term business partners . with another investor , especially as entrepreneurs tend to

be very independent minded and strong willed .

Inexperienced potential partners feel good together

because both investors are struggling and afraid to get In the case of both the beginner and advanced investor , it is
important to be sure that both sides see eye to eye on what - - Partnerships can be out of balance because of overlapping

their personal financial and business goals are . strengths or both sides being weak in a certain area .

For example , if one partner is younger and broke and wants Double weakness = problems externally

to wholesale everything for quick cash and the other Double strength = internal clashes

partner is older and more interested in cash flow and

appreciation and wants to buy and hold everything , then Do not underestimate this . Recognize where these overlaps

the partnership is going to have trouble . occur and work with your partner to ensure that you find a

way to account for the problems that can occur .

The same would be true if the partners had very different

risk tolerances . If one partner wants to renovate everything If you do find a good partner and decide to join up for long -
for the
big bucks but the other partner is scared of the term business purposes , be sure you legally construct an

time and money involved and just wants to wholesale for entity to protect yourselves from each other .
quick cash , then the partnership will have trouble .
Have an attorney draft up an operating agreement that

At the end of the day , it is wise to remember that there is clearly states what happens if the partnership dissolves .
only one captain on a ship . It is a rare partnership that Decide on the details of how you would split up front when

doesn t have any serious friction . you are still on friendly terms . Trying to do that once the

relationship has soured is not easy or pleasant .

For those partnerships that do work , the partners have a

good understanding of each other s personalities and of If you are just partnering up on an ad hoc basis for certain

their own strengths and weaknesses and well as their deals, use a Joint Venture ( ) JV arrangement . In all cases

partner s strengths and weaknesses . They also share very avoid the general partnership , as it provides no protection

similar goals and expectations for what they want to get out and actually makes you liable for the other party s actions .
of the business partnership .
The main questions to ask yourself when

considering a partnership are : Is your

partnership profitable ? Do both sides bring

something to the table ? Will two be better

than one ?
We often get asked who offers Mentoring

here at MAREI . Note that most local

memers will answer a question or two ,

but if you want someone to hold your

hand and actually teach you something ,

we highly recommend the guest speakers

who join us to teach Saturday workshops .

MAREI STAFF

RE INVESTMENT NEWS PAGE11

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RE INVESTMENT NEWS PAGE 13

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David Lang
www.MidAtlanticIRA.com
800-607-0145 Main Office
Cell 816-590-6345
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for members to share knowledge

750
Rental : Rehab : Wholesale : Notes : Creative

$
40,000
professionals
Average Member
SAVINGS
National REIA 514 MAREI Members 500 Average Home Depot Rebate
$

$100 Average Saving Office Depot

$100 Saving on 5 Training Events

$50 Savings on Other Benefits

People / Networking Priceless

4 member benefits Deal Connections Priceless

designed to promote
community
NETWORKING : EDUCATION

30+
A D V O C A C Y : C H A R I T Y

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local and national $ 99 Annually
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