Infinity National | 3456 Camino Del Rio North, Suite 206 | San Diego, CA  92108 | www.InfinityNational.com

What are the five top action items to be prepared

1. Do not fragment yourself. This is the greatest trap that agents fall into because we love making deals happen.

2. Choose a niche and become the ultimate expert in it. 3. Be different. What are you going to do that makes you stand out from your competition?4. Be passionate. You have to be more passionate then everyone else.5. Work together with other experts. Build the groups; it is the purpose of conferences.

REO1. You must do perfect and timely BPOs2. Build a system for doing BPOs the more you do the more expert and known you become.3. Sign-up and up-date your accounts often4. Build your local support network5. Train and network and share with other agents

Note: This is a good entry point for REO. A lot of agents have left the REO arena because of the low inventory from the large asset management companies. Companies are also shortening their parameters, which they use to assign assets many from a 20 mile radius to a 5 mile radius, which will create more opportunities for more agents. There is also a long time horizon for this business model.

Short Sales1. Establish your team, highly advise against processing your own short sales, create the team or

leverage someone else’s, but be careful in who you select. A short sale package is your signature with the bank. Including a well-done BPO is critical.

2. Consistent marketing direct mail door knock, this must be a sacred cow. Stay focused on driving leads regardless of how busy operations get.

3. Become very active in the community4. Create a unique and perfect presentation to the bank. If you become known for this it will lead

to other opportunities.5. Do look for and work with the top down models. This is similar to following the REO model.

Note: As banks attempt to stretch out and delay the realization of losses from defaulting mortgages it adds strength and emphasis to the short sale market. This exactly why 2010 was the year of the short sale and that business model will continue on for many many years to come.

Commercial1. Find a mentor or coach to work with.2. Build an investor base first

Infinity National | 3456 Camino Del Rio North, Suite 206 | San Diego, CA  92108 | www.InfinityNational.com

3. You will need to do everything with the REO and the Short Sale4. Understand Note sales and work with a servicer (like Infinity) that you can work closely with

your investor5. Choosing a niche is even more critical, it will expand as you gain experience.

Note: Small Cap commercial is generally understood as properties with values less than 20 million. Anything above this level you are working at an institutional level. Small Cap commercial defaults are at all time records. Similar large banks, regional banks will delay and stretch out having to realize any loss for as long as possible. They are aggressively attempting loan mods, short sales and Note sales, but inevitably much of it will go REO. This is a new market and we will see how big it grows, but even at current levels it will be around for many years.