Making Money Using The Rent to Own Or Lease Option Technique
Monday, August 31st, 2009By Chad DeBolt
Ok, so we”ve learned about Buy and Hold and Buy Fix and Sell and I hope you agree they”re both awesome money making strategies. From time to time though you”ll buy a property with the intention of using one of those strategies and for whatever reason it won”t quite work out. If you are faced with a situation such as that you do have a Plan B strategy and its called Rent to Own.
What is it?
The Rent to Own technique is a hybrid between the Buy and Hold technique and the Buy Fix and Sell technique. There are aspects of each strategy found in the Rent to Own technique. When using this technique you are simply leasing your property to an interested party and giving them the option to purchase the property from you sometime during the lease period. We call this interested party a tenant/buyer because they are a tenant today and hopefully, a buyer down the road. Don”t confuse option with obligation. When using this technique your tenant/buyer has no obligation to buy, but they do have the option of buying, if they so desire. The reverse is true for you. Should your tenant / buyer decide to exercise their option to buy you must sell the property to them. We call this a unilateral contract and you, as the landlord / seller are obligated to perform in the form of honoring your tenant / buyers option.
Who do we use this strategy with?
Your target market when selling properties on a rent to own agreement are hard working, honest people who for one reason or another have credit issues that are preventing them from obtaining a mortgage to buy a house the conventional way. Due to their credit issues they are willing to pay a premium to you in order to at least have a fighting chance of realizing their dream of home ownership. When screening a prospective tenant/buyer for one of your properties, you want to look for the following criteria:
a] Steady Employment - They will need a steady job that pays a decent salary in order to eventually qualify for a mortgage to buy your property. They should be at their job for at least a year, and / or at least in the same profession for a year or more.
b] Debt to Income Ratio - Their debt to income ratio, using their new monthly house payment should not exceed 50%. To figure out debt to income ratio add up all of their monthly payments that appear on their credit report and divide that number by their gross monthly income.
Example:
Monthly Expenses on Credit Report - $1,600
Gross Monthly Income - $3,000
$1,600 / $3,000 = .53 or 53% Debt to Income Ratio
This person would not qualify.
c] Active Checking Account - The ONLY way to collect monthly payments from your tenant/buyer is by check, whether it be a personal check, bank check, certified check - GET A CHECK, period!
DO NOT EVER ACCEPT CASH PAYMENTS
You can”t track cash and the name of the game when renting to own properties is creating a documented paper trail.
Collecting rents by check allows you to create a paper trail of on time rental payments which will come in handy when it comes time to get a mortgage for them. Having 24 months of on time rent payments, verified with canceled checks goes a long way with a lender and may be the sole reason your tenant/buyer is approved for a mortgage to buy your home.
d] Cash Reserves - You want to make sure they have enough money to satisfy your non refundable option deposit requirements. In addition to them being responsible for paying the non refundable option deposit they must have adequate money for any rent or pro rated rent that will be due, any utility deposits required and general moving expenses.
In most case your tenant / buyer will be giving most, if not all of their savings to you.
e] Credit History - All prospective tenant/buyers will have credit issues, that’’s why they are renting to own and not buying. It is your job to find the ones that have a chance of eventually cleaning up their credit and obtaining a mortgage to buy your house. We suggest you not consider anyone who owes more than $10,000 in collections. Why? Well for the most part all collections will have to be paid off prior to them obtaining a mortgage. Knowing this, you want to make sure that it is realistic they be able to accomplish this. Also, we do not suggest approving people who have collection accounts with past landlords or management companies. If they didn”t pay their last landlord, what makes you any different? We also do not like to see more than $1,500 in back child support. If they don”t care enough about their own flesh and blood, they surely won”t care about you!
Why would you use the Rent to Own technique?
In most cases you will use the Rent to Own strategy as an alternative to either renting your property or retailing your property. Some of the reasons you would use the rent to own technique are:
a] Property may be located in an area that does not completely lend itself to an outright sale. Possibly an area where 50% of people are tenants and other 50% are owners. When you have the Rent to Own technique as part of your real estate arsenal you now have the ability to buy in tenant occupied areas and still realize the same profits you would in owner occupied areas. Having this broad of a market to buy in greatly increases your chances of buying at greatly reduced prices on a more consistent basis.
b] Property was listed for retail sale but for whatever reason is not selling.
c] Mortgage market has tightened up lending criteria making it more difficult for low to moderate income buyers to qualify for a mortgage
d] To avoid the expense of current income tax bracket creep.
e] To simply diversify your real estate strategy / portfolio. It’’s all about
“Multiple Streams of Income”
in this business. The more streams the better. A perfect mix is accomplished by utilizing the Buy Fix and Sell technique, Buy and Hold technique and the Rent to Own technique at different times throughout the course of the year.
F] To maximize your profits. When using the rent to own strategy you can usually command a premium sale price.
Benefits of Selling Your Properties Using the Rent to Own Technique
Non Refundable Option Deposits
This deposit is the fee you charge to give your tenant/buyer the option of purchasing the property from you at a later date for a pre-determined price. The deposit should be priced at between 2-5% of the final sale price. This deposit should only be credited to your buyer if they decide to exercise their option to buy the property from you.
Premium Rent
When using this technique you will also have the ability to charge a slightly higher than market rent, but don”t get carried away with this. In most cases when investors charge a higher than market rent, they use the mark up as a “rent credit” given to their tenant/buyer. For instance an investor who is looking for $650 a month may charge $750 a month on a rent to own property but give the tenant/buyer $100 a month rent credit towards the purchase price. We DO NOT suggest doing this in Pennsylvania as it has caused many situations where the courts, should an eviction take place, view this rent credit as the tenant/buyer having “equitable interest” in the property and therefore creating a foreclosure situation and not an eviction. You want to avoid this at all costs so do not ever give a rent credit to your tenant/buyers. That said, when offering your property on a rent to own arrangement you can usually get away with charging up to 5% higher than what current market rent is.
How do you determine what true market rent is? Simple. It is the average of what all other property owners are getting for comparable properties. You can very easily find out what market rents are in a given area by watching the classifieds for a few weeks and then calling the owners of those properties to find out specifics. Take the average of say, 10 properties, similar to yours and within close proximity and that’’s what market rent is!
Premium Sale Price
The philosophy behind this is exactly the same as the “Buy Here, Pay Here” car lots. If you have cash, drive away today for $10,000, but hey, we can finance it for you for $292 every two weeks no matter what your credit. The person who opted for the financing paid $14,000 for the same car you and I with our own financing or cash could have bought for $10,000, and renting to own properties is exactly the same.
Flexible terms = premium price.
Remember you are positioning your property to sell in 24 months or so and it is reasonable to expect your tenant / buyer to pay you what the house will be worth at that time, taking into consideration appreciation that may occur during the option period.
Tenants Mentality
In most cases the people you will lease to on a rent to own agreement have more of an owners mentality as opposed to a short term, “in and out in a year” tenant mentality. Also, they gave you a large non refundable down payment on the house therefore making it more important to them that they pay on time and maintain the property because they have more to lose than just a security deposit.
Tenant Improvements
We have had several tenant/buyers over the years finish basements, repaint, replace furnaces, install new kitchens and baths and even add marble flooring in their homes that they are renting to own from us.
Ability to Do It All Over Again If It Doesn”t Work the 1st Time!
If, for whatever reason your first tenant / buyer does not exercise their option to buy you as the owner have the ability to do it all over again, but At this time for a higher price all around.
Downsides of Using the Rent to Own Technique
Percentage of Closed Deals
It is important to know up front that only a portion of the people you put into a rent to own agreement will actually buy the property from you. In our experience about 35% of tenant/buyers actually end up purchasing the property they are in. Your closing percentage can be increased with proper screening up front. Also, your relationship and rapport with your tenant goes a long way.
Late Payments
Late payments are always an issue you need to take into consideration. Plan for them to happen and be prepared to deal with it. Don”t wait until it happens to try to figure out what to do. Set rules and guidelines and create a system to manage your rent to owns and stick to them no matter what.
Evictions
Where you have late payments you will have evictions. Once again, set up a system for your rent to own properties and work your system on every one of them.
Damaged Houses
When and if you deal with an eviction you run the risk of the tenant/buyer damaging your home. If this happens have a repair plan in place and act quickly. Once the property is repaired you can immediately set it up on a rent to own arrangement with another tenant/buyer but this time for a larger non refundable option deposit, a higher monthly rent and a higher sale price.
The Rent to Own technique is a great way to generate positive cash flow and huge cash profits. At bare minimum consider using this strategy in conjunction with others. I truly hope this information will help you become a better, more successful and profitable real estate investor.
About The Author
If you would like to learn more about real estate contact Zack Weist at http://www.padeals.com.