How I Sold 22 Homes In One Day

Rory J. O’Rourke, real estate licensee, entrepreneur and property investor has come back from the 'financial dead’ on more than one occasion. Now he’s a multi-millionaire once again. In this book Rory shares his life lessons and the secrets of how to become one of the most successful real estate sales-people in Australia. Rory’s record speaks for itself - his best day, 22 homes sold. His best week 36 homes sold. His best month 48 homes sold. Over the last 22 years Rory has sold 2,324 homes... that’s an average of 105 homes sold each year.

If you only gain one piece of advice from this book that brings you one additional sale, it will repay your purchase price one hundred fold.

Contents include:

      Chapter 1 - Professional Salespeople

    * Who are My Clients?

    * Manage Your Business

    * Finding a Salesperson

    * The Real Estate Institute

    * Multilisting

    * Spreading the Message

      Chapter 2 - Why Don’t Real Estate Agents Own Real Estate?

    * New Directions

    * The Growing Market

    * Saving Tax by Buying Property

      Chapter 3 - The Changing Face of Residential Real Estate

    * $68,280 paid every 5 years, you are credited only $11,500

    * Diminishing Inputs

    * The Future?

    * If you have sufficient equity, why do we need to pay principle?

    * Don’t wait to buy real estate - buy real estate and wait

      Chapter 4 - Investment Technology in the 21st Century

    * Being Creative

    * What is a Good Investment Property?

    * Computers

    * Web Site

      Chapter 5 - Every Real Estate Office Needs an Investment Analyst

    * Thinking outside the Square

    * What an Investment Coordinator can Contribute

    * Coordinating Finance

    * Finding the Right Person

    * Tools of the Trade - "Investment Analyser" Software

    * Looking Deeper

    * Tax Review

    * Creative Developments

    * Buying Signals

    * More Creative Developments

      Chapter 6 - Finance – The Choices

    * "Bank Qualification" Software

    * Mortgage Brokers

    * Equity Borrowing

    * Over-65s

    * Mortgage Insurance

    * Prepayment of Interest - Commercial Consideration

    * 309 Harborne Street, Glendalough

      Chapter 7 - Deposits - Do They Need One?

    * What Use is Cash?

    * …or Equity?

    * Equity in Home

    * Equity in Business

    * Other Sources

    * Paying Off Principal

    * No-Deposit Deal for First-Home Owners

    * The Bank’s Attitude

    * Buying Property with No Deposit

      Chapter 8 - Debt Versus Death

    * Making Use of Equity

    * When is Debt Good?

      Chapter 9 - Time Management is Money Management

    * Our Use of Time

    * Motivation

      Chapter 11 - Marketing Property

    * Why So Many Failed

    * Dealing with Change

    * Highest and Best Use

    * Factory Units

    * Office Units

    * Motels/Hotels

    * Holding Up a Mirror

    * Selling by Tender

      Chapter 12 - More on Selling Residential Property for Investment

    * Know Your Subjects - Think Outside the Square

    * Analyse Your Market

    * Ups and Downs

    * Why Not Pay Cash?

    * Tax Benefits

    * Why Perth Property?

    * Eighteen Sales in One Day

    * Spotters Fees Legal

    * The Client Who Needs Funds

    * Keeping Them Informed

    * Looking to the Future

    * Time Capsule

    * Who pays for what in the investment property?

    * Sale by Auction

      Chapter 13 - Property Management

    * Knowing Your Landlords

    * Being Proactive

    * Information Technology

    * Working Smarter

    * The Potential of Your Tenants

    * Looking After You Landlords

    * Avoid Tenants From Hell

      Chapter 14 - Taxation

    * What is it?

    * How did it Start?

    * The Poor

    * Threshold Reduced

    * Australian Tax History

    * The Importance of Privately Owned Real Estate

    * Capital Gains Tax

    * What are the Accountants and Financial Advisers doing?

    * Bottom-of-the-Harbour Schemes

    * Who Are the Tax Collectors?

    * It's Time

    * Reducing Tax

      Chapter 15 - The Use of Tax Variations

      Chapter 16 - GST and Real Estate

    * Implications of the GST for Real Estate and Business Agents

    * Commercial Properties

    * New Homes

    * Subdivided Residential Land

      Chapter 17 - The Advantages of Negative Gearing Over Positive Gearing

    * Managing the Investment

    * How the Rules Have Changed

    * Tax Deductible Items Against Rental Income

    * Summary

      Chapter 18 - Inflation

    * How Inflation Erodes savings

    * The Solution

      Chapter 19 - Becoming a Property Developer

    * Small Developments Examples

    * Property Developments - Building New Dwellings

    * Owner-Builder

    * Spec Builder

    * Scheduling

      Chapter 20 - Successful Project Marketing

    * Project Marketing

    * Fifteen Sold in One Day

    * Nine Houses Sold to One Client

    * 303 Harborne Street, Glendalough - "Raimar Gardens"

    * How Did We Get This Listing?

    * Marketing New Strata Title Villas and Townhouses

    * Luxury Apartments

    * Vacant Land

    * Eastern States Trip Paid Dividends

    * Multiple Sales - 22 Sales in One Day, 6 February 1982

    * 5 Brentham Street, Leederville, Western Australia

      Chapter 21 - Public Private Partnerships/the Private Finance Initiative

    * Best Value for Money

    * How Are These Schemes Financed?

    * The Fundamentals of Public Private Partnerships (PPP)

    * The Story of PFI and PPP

    * Introduction

    * Scope

    * Successes

    * Future

    * Addressing Questions Often Raised About PFI

      Chapter 22 - Learning from Mistakes and Moving Forward

    * "Wealth-Building" - How We Started

      Chapter 23 - Communication

    * Public Speaking and Debating

    * Communication Inside and Outside the Organisation

    * Rory Gets Life

    * Raising Your Profile

      Chapter 24 - Investment Seminars on Wealth Creation

    * Dad’s Assets

    * Negative Gearing

    * Looking at Our Mistakes

    * Looking to the Future