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by Ernest Tew

          Alexander is very good at what he does.  He buys and sells houses. Realizing the potential profits that could be made by investing in mobile home parks, he began a lengthy search for a small park that he could buy. 

          Eventually, he found an eighty-space park that was owned by someone who was highly motivated to sell.  However, the seventy-six year old retired general was adamant about selling for cash.  Like most young investors, Alexander didn’t have a lot of cash on hand, partly because he kept his money working.  However, he didn’t want to pass up an outstanding opportunity for lack of cash.  Nor, did he let his lack of experience in the manufactured housing industry stop him. 

          Someone suggested that Alexander contact me and pointed out that I live in the same state.  (This is just another example of what can be achieved through networking.)

          After a few days of communicating by telephone and e-mail, I flew to Miami to meet with Alexander and take a look at the property.  We later met with the owner to get a better feel for what he might be willing to do.  We concluded that price was not as important to the owner as getting all cash.  His motivation was to be free of management responsibilities and to “enjoy the time he had left.”

Knowing that an opportunity like this wouldn’t wait around, we quickly submitted an offer of $375,000 cash.  With a few minor changes, the offer was accepted.  The agreement provided that we would have the right to get our deposit back within thirty days if not satisfied with our investigation of the property and the related documents.

          Our “due diligence” didn’t turn up much that we didn’t already know.  Half the lots in the park were vacant and little progress was being made to fill them.  Nevertheless, we used the negatives we could find to negotiate an even better deal.  We explained our plan for filling the vacancies.  It called for buying homes for cash, setting them up in the park, and selling on easy terms.  We emphasized how much cash it would take to implement the plan.

We reached an agreement to pay $200,000 cash down and give a first mortgage for $175,000.  There’s only one thing about the terms that might be unusual:  the offer didn’t provide for any interest on the mortgage.  Nevertheless, the seller was motivated enough to accept the offer.  The money we will save in interest is expected to be greater than any possible reduction in price—and a lot easier for the seller to accept.

At this point, I need to explain another reason for the low price.  The park is on leased land with a remaining term of 67 years.  Many people who would otherwise want to buy the property were “turned off” by a land lease.  I suspect it is due to their lack of understanding.

After some lengthy discussions, Alexander and I decided on a very flex-able marketing program.  Customers will have four choices:  They can rent a lot for $250 per month; they can “buy” a lot for $13,500 cash; they can buy a home for cash or on easy terms; or they could buy a home and lot for cash or on easy terms.  When someone “buys” a lot, they will be paying for a 55 year leasehold interest.  That’s long enough to satisfy most homeowners and the banker who will finance them. 

During our first year and a half, occupancy has increased from 50% to more than 75% while lot rents have increased to $275 per month. 

Selling the lots would result in a substantial reduction in the cost of operating and maintaining the community.  Once all the lots are “sold,” there will be no need for advertising, an on-site manager, or a full-time maintenance man.  In Florida, a homeowner who is living on the land on January first can qualify for homestead exemption. If the land is leased, there must be at least fifty years remaining on the lease.  Homestead exemption provides that the first $25,000 in “assessed value” will not be taxed.  This could reduce property taxes by as much as 90%.

Once the park is fully occupied, any lots that were rented to park residents on a monthly basis can then be sold at a wholesale price of about $10,000 each.  After deducting the monthly maintenance fee, the annual net return to the investor would be about 18% per year.

          Each party is making valuable contributions to the venture and will share the profits.  Among other things, Alexander’s contributions include finding the property, marketing the lots, and assuming the day-to-day management respons-ibilities until all the lots are sold.  We bring experience to the venture and provide capital for acquiring the property and the homes needed to fill the vacancies.

Everyone involved is benefiting. Alexander is gaining valuable experience that will benefit him throughout his career.  Residents will see a reduction in their monthly costs.  And, except for a small monthly maintenance fee, they will never again be faced with a rent increase.  With lower maintenance fees due to reduced overhead, residents are justified in paying more for their lot.  And, of course, Alexander and I appreciate buyers who are willing to pay us more.