Mastering Short Sales: Your Ultimate Guide to Smart Real Estate Investments

Michael Stansbury (00:00.398)
Hello everybody, welcome to the Real Estate Pros podcast. My name is Mike Stansbury. Today I have a special guest, Mr. Bill Black. Bill, how are you, sir?

Bill Black (00:12.107)
I’m doing really good, doing really good. I noticed we both have the same shades on. I’m thinking that we may be doing some PR for some company.

Michael Stansbury (00:16.268)
Yeah, something right. The blue blockers are about to get their stocks portfolios about to jump up a little bit.

Bill Black (00:22.975)
Yeah, it helps the stress in my eyes after 12, 14 hours on the screen.

Michael Stansbury (00:28.43)
Hey, you gotta stay proactive. I mean, you gotta keep those eyes good. I don’t like the fact that I can’t read small print anymore. makes me mad. Well guys, we’ll get started in just a second, but at Investor Fuel, we help real estate investors, service providers, and real estate entrepreneurs, two to five X their businesses to allow them to build the businesses they’ve always wanted and allow them to live the lives they’ve always dreamed of. Bill, I love origin stories. So tell me, how did you get in the real estate business? Most people,

Bill Black (00:36.725)
You

Michael Stansbury (00:58.264)
get in here either by accident or maybe they’re intentional about it, but what’s your story? How did you get to real estate?

Bill Black (01:07.051)
So I was actually working at a paper mill back in 2000, what was it, about 2004, I think it was, about 20 years ago. And I was finishing my business degree through there and going up the corporate ladder and I was just kind hating life, working rotating shifts. And I had a buddy that said, oh hey, have you ever thought about being a mortgage broker? And I was like, I don’t know what that is. But I was always, I did a lot of day trading at work and I was always looking at the news and everything.

I took a 30-day sabbatical with this guy in the middle town in Washington, He like, come over and try it out. So I went over there and I did the first month I did three loans. then I went to, there was a guy named Tim Braheem with the Loan Toolbox back in the day. And I just plugged into learning as much as I could and I just, I never looked back. So went from mortgage broker to…

Things got crazy went work for a builder and then work retail and then back to my roots now of straight mortgage brokering and and On the investment side of things do quite a bit of debt service coverage. Yo Wife and wife is also a realtor. So she was in lending for 12 years. So together it’s it’s Yeah, it is it is she’s pretty incredible too. So she was in lending for 12 years. So she about eight years ago. I said, hey

Michael Stansbury (02:18.007)
to lethal combo.

Bill Black (02:27.23)
I can’t keep writing these pre-approval letters for these realtors for 10 times and another one one time. So I said either you become a realtor or I am. She couldn’t. She was an Oregon and Washington licensed within 30 days and she said you keep that lending.

Michael Stansbury (02:40.501)
Yeah, yeah, you can keep doing what you’re doing. I’ll practice this. That’s great. So you guys obviously work a little bit together strategically. That’s great. Yeah. Yeah.

Bill Black (02:43.614)
Yeah.

You know, it’s we work in unison really. mean, I, it’s, I, I have a couple other deals going on right now and it’s just like, I’m writing five or six pre approvals. The buyers are, I’m kind of, they’re, they’re saying, well I’m going to get a two one buy down after they get the offer in and just some stuff that I’m kind of like, I just, know, okay, I’ll stay out of, I’ll stay in my lane, but it’s just, it doesn’t work. You know, I mean, there’s a strategy that we know works very, very well and we have very great success and closing loans in 15 days and

you know, our clients are just always like, wow, this was a lot easier than, you the last time. So, working in unison, it’s never been so important. that goes, any realtor I work with, I just say, we have to really communicate, work in unison, three-way text, four-way text, but that really helps close the deal a lot more.

Michael Stansbury (03:33.677)
Right. It was one of those things where, know, you don’t see a lot of people closing deals in 15 days because it takes that level of communication in order to get that done. Uh, because as you know, things get lost in trans lost in the ether, uh, when, uh, when most real estate tracks transactions happen. So if you have that connectivity, it really, really helps. All right. So you’re at the paper mill, right? And, what kind of, what kind of work were you doing at the paper mill? And I only asked this because my father was a box salesman. He sold.

boxes for international paper. Yeah.

Bill Black (04:03.69)
Okay, yeah, I did it all. worked. One year I was a safety chief. One year I was, well, for a while I was working on the paper machines and they made the big 183 inch paper machine that I’d go to work and empty my boots out with sweat at the end of the day. It was pretty hectic work, pretty, and then I started working and I was an assistant superintendent for the converting facilities.

I would oversee 120 people manage them, which, you know, back then I was kind of, was, I was learning from, was going to university of Phoenix and I was learning from this professor and he’s just like, you see your clients, how many, or you see your, your, your employees, how many times? said, pretty much when they only get in trouble. And he said, that’s not going to work, you know, and you guys, you got to do 90 day reviews, this, that, well, that mill now had 1100 people. I think now they have maybe 175.

Michael Stansbury (04:57.091)
wow.

Bill Black (04:57.636)
and Koch brothers bought them out and I think they make the same amount of money as they do in profits as they did with thousand people. know, lot has changed and they shut down, you there was, I don’t know, was 12 or 13 machines and now there’s like two that produce and it’s in Kamas, Washington and it was a pretty interesting time but it really makes me grateful for today being able to do what we do and having the freedom and the safety and

A couple times it’s like when I started working there, they’re like, okay, if that gets over this temperature, things are blowing up pretty much the city. And if don’t get over there, you’ll die. that person got caught up in that nip and he died. And I’m just like, oh my gosh. So it’s grateful to be having the safety and the freedom that we have in this world.

Michael Stansbury (05:44.237)
That’s right, and to do what we do. And so you kind of knew early, like, okay, I’m gonna pivot. I’m gonna pivot at some point, and then mortgage brokers became the thing once you did the few deals. And so, what was 2000, you say you got in 2004, always interested, what was 2007, 2008 like for you?

Bill Black (05:54.28)
Yeah. Yeah.

Bill Black (06:04.554)
I don’t remember those years. It was pretty, yeah, it was, it just kind of blocked that out, you know, and that’s everybody’s got a skeleton in a closet and that was mine. no, know, things were doing really well. opened up, uh, um, I opened up a net branch of a mortgage company. had, um, seven, eight loan officers under me and I was, you know, I’m really into training and helping and guiding and, and I was coaching and, uh, you know, I was paying cash for everything. So I wasn’t, you know, I, I wasn’t financing anything.

Michael Stansbury (06:08.557)
Good answer.

Bill Black (06:33.736)
And then I had all of a sudden closing, you know, 12, 15 loans in the branch to nine, to six, you know, the implode happened and it was, it was pretty brutal. I lost my duplex that I just did a big renovation on a year before and another rental property. And so it was, you know, you had to, had a five year lease on a building, had to do the whole bankruptcy and it was brutal. And I think that it also is what has strengthened me today.

you know my wife and I we might have a good month but it’s like that’s not a good month that’s the month that saves us those for those bad months and you know always planning ahead for you know it’s the era of mortgage broker back then and you know I’d go to the gym or something and someone said what are you doing I said I’m a mortgage broker and you know three days later he gives me a card he goes look me too and you know so it’s I’m glad a lot has changed and

You know, we went through a lot of changes in growth and compliance, but we’re making the best loans of our lives today, and I think it’s really helped stabilize the market from improvements from those eras of craziness.

Michael Stansbury (07:42.421)
Yeah, I remember I was in real estate as a realtor back then. I was also working for a builder and our our builder is a great builder. But again, it was that time where no one was doing any kind of business. So that’s when I started getting into investing. But what I remember about about that time is is I compare it to like what people think it down. What we’re going through is like and it’s like it’s not even comparable because the the strength of the the

Bill Black (08:06.612)
No

Michael Stansbury (08:12.225)
the strength that a borrower has to be these days in order to get a loan and the amount of loans on the board, people that with good mortgages, guess, combination, right, it’s just totally different from that time. So when people keep asking, well, you think it’s gonna look like 2008? I was like, that was the flushiest flush that we’ll ever have. This will be,

Bill Black (08:22.671)
yes, like 65 %

Michael Stansbury (08:40.981)
Maybe not fun, but it won’t be comparable. But don’t tell that to somebody that’s just got in the market three years ago.

Bill Black (08:43.358)
Yeah, yeah.

Bill Black (08:48.84)
Yeah, it’s, you know, one of the things I did back then, and I always try to shift to wherever things, what I have to do is survive basically. And back then, you know, people were coming to me around, what do I do? I’ve got a two year arm and this and that, and you know, and so I kept helping so many people and finally I just said, I’m gonna be with you if I don’t start getting paid. So I partnered up with a law firm that, Rob Russell, and he was 20 years of bankruptcy, and we partnered up and.

I started, I kinda did business development for, and we opened up a Northwest Loan Modification Center, helping people do loan mods. Well, then we come to find out, I’m not gonna collect money from you when you have no job, there’s no mod here. So we would just counsel them, like keep it, stay in your home, when you get a job, this is what you gotta do, you got an FHA, here’s a waterfall analysis, you got a VA, whatever that is. And we saw over 2,000 clients, we brought on somebody that was over from Line Financial, and she did a lot of foreclosures and.

She’s just like, I’m 65 or whatever and I just want another two or three years to be able to validate taking so many homes. I want to save homes. And she was our bulldog that helped so many people negotiate. then we were learning that I’m like, oh, you need to do a short sale. So then I follow up and they’re like, oh, how’s it go short sale going? Oh, good. My niece is, you know, I’m like, niece just became a realtor. That’s not it. Oh my gosh. So we opened up a Northwest Short Sale Group and we would manage a short sale. We’d still get the 6%.

We would charge 1 % and we would handle it from start to finish. If there was a loan mod available, we would make sure that we offered that right at the forefront because a lot of these short sales were doing short sales and it’s like they can loan mod with a 2 % rate and they can keep their home. So we did a very good job of saving a lot of homes and helping a lot of people. So I learned the front side of mortgage broker, but then I never really knew what happened after we closed loan. So I learned all about the servicing side. I learned all about

Michael Stansbury (10:41.676)
Right?

Bill Black (10:44.286)
the, you know, how the waterfall analysis worked for distressed property. And so that’s, you know, again, back to your point of this is a different era and what happened back then and, you know, all of the basically mortgage backed securities that were sold off, you know, people would be like, I don’t understand. I got a Wells Fargo loan and they didn’t offer me that. It’s like.

Well, Sparkle Services, 600 different investors. it’s all a matter of who the investor is and what’s happening with that specific loan. And so knowing all of that, that kind of helps today that by saying, we don’t have bad loans. mean, there’s not in the last 10 years, eight, 10 years, there’s not these two year arms or the three year pre-pay penalty. And when people do go into distress, there’s so much equity that I’ve had clients with two, maybe on their third loan mod over 10 years, because they’re just,

They might get in a crunch, they get behind, and instead of forcing them out and doing a short sale or something distressed, they’re able to put that 20, $30,000 that they didn’t pay for nine months on the back of the loan, and they’re still equity, and they’re just kinda eating some of their equity, but it’s still keeping us from that distressed market. So it’s helping people understand that really kinda makes them feel comfortable about buying a home today.

Michael Stansbury (11:52.459)
Yeah, that’s great. And you start from a position, Bill, of truly helping somebody and say, hey, these are your options first. We’ll go to the last option if it’s got to be sold. And most people go straight to the front of the line because that’s where the most profit is on that. so I bet your clients really like that and appreciate you and come back to you because I’ve seen it so many times and you experienced it. I’ve experienced this where you have a total flush.

But within two or three years you’re back on the year back not on top, but you’re back going up on top and a lot of people that didn’t never didn’t ever think they would be able to get a mortgage again because of the Maybe bomb went off in there and then life because of 2007 2008 they But they’re there, you know, they can come back from it. You can come back from anything which was the thing that I most

got out of that is the amount of real estate investors, real estate professionals like you that just were, you know, seemingly blown to bits, but stayed in the game. You know, they, were rewarded because they went through the valley instead of being overcome by it. I had a question and it just left me and it it’ll come back. It’ll boomerang back. So the, so in the short sell process, because of your knowledge of

You have these big conglomerates, you had Countrywide which became Bank of America, and you had all these other ones. But people that were doing short sales at that time, some realtors, they really couldn’t help a lot of people because they didn’t know how to process work. But you were different in that respect. Talk me through a couple of deals that you helped people through in the timeline of those if you can remember, or maybe something that was creative or fun.

Bill Black (13:30.762)
I’m 100%,

Bill Black (13:42.613)
So, know, mean, what I learned was everyone, so Fannie Mae, Freddie Mac, FHA, and VA all had a waterfall analysis. And as long as you knew what that waterfall analysis was, and this is kind of what I learned from Kathleen Jamal, who was basically taught me, here’s what they have to do with FHA. And those people, the servicers, they had no clue. So we would train them and say, you have an FHA loan, you’re required to give us down to 2%. They have to make this much money. So at times it’s like,

Oh, you’re sure you’re not making money from babysitting or some other income that we because you’re barely you make you have to make $2,900 to qualify, but you’re making 2850 and if you make 2900

the red light goes away and the green light comes on. And so we could help them and identify what they have to do, a little side job. well, I do work 10 hours a week here. That’s all we need, you know, and making those differences and to kind of kind of segue what that has helped me do and what this what we are really successful doing right now is identifying that market for assumable loans. and an assumable back in the day, a short sale was was basically saying,

it.

or even a loan modification was saying, hey Mr. Realtor, I’m either gonna do a loan mod, which then they send them a packet and say, us all this stuff, fax it to us back there, know, made it really hard. A short sale is similar. The short sale is saying, you’re gonna sell the house, then the sellers have to give us bank statements based on W-2’s tax returns, they’re self-employed, we gotta make sure, you know, and so those, and I gave classes, I was licensed in the Washington State to give a CE for Realtors. I would go through,

Bill Black (15:24.268)
the I-5 corridor and teach realtors and even bankruptcy attorneys on how to do a loan modification, how to do a short sale. And then at the end of it, I would say, oh, by the way, you are not legally able to collect any of their financials. You don’t want to store them in your car. You don’t want to have copies of it. And the law firm can manage this for you for a 1 % fee and you still make your 5 % fee. And that’s kind of where they’re like, oh, you’re going to do it all. Go do it all. And so that with today, what we’re finding

and what I’m trying to work on is get as many assumable loans in position because my clients are saying, well, I got a two and a half percent, a three percent rate, but I got a two bed and one bath. And, you know, yeah, I got 140 grand of equity. But if I move up to this, you know, $400,000 house, $425,000 house at a seven percent rate, my payment goes from 1650 to $3,000. And I’m like, okay, well, what if we’re able to sell your home without an appraisal? Maybe it’s going to get a little higher.

than what it’s worth and because of and on an assumable process with somebody that’s going to pay the difference but we go find you an assumable and so I don’t get paid as a real as a lender but my wife gets paid on the real estate side so what I do with our clients like that is I say I’m going to put together the bank’s damage pay subs W2’s tax returns and we’ll put a stacking order in place I’m going to put that into a drop box and at any time when we find if we do go to and find an assumable home for you we’re going to go ahead and implement your package

Michael Stansbury (16:38.178)
Right.

Bill Black (16:54.034)
Here it is. My wife has 12 years of lending. She’s totally able to know when they ask questions. We also have a VA that is going to be calling that service every single day. How’s things going? How’s things going? What do we need here? Verify this. What’s your name, employee ID number, who’s your immediate supervisor? So handling that assumable is just like the short sale days. If some realtor comes in and says, you’ve got an assumable at 3%, let’s offer your home on an assumable. Well, I have a spreadsheet of every single assumable in our area. Call up the realtor and I say,

Michael Stansbury (17:13.579)
Right.

Bill Black (17:23.894)
Who’s a servicer? What is the variable? What is the rate? What is the payment? And they’re like, what are you talking about? I don’t know all that.

Okay, this is going to be trouble. And this is why sometimes people say it takes three, four, five months to do an assumable. It’s because there’s no middleman getting paid. There’s no lender getting paid. if the realtor isn’t an experienced lender to understand, you got to have all pages of the bank statements. You got to have all of this stuff ready to go, Mr. Buyer. So if you’re selling an assumable, we have a couple right now, 3.875, assumable, 399,000.

Michael Stansbury (17:40.834)
Right.

Bill Black (17:59.965)
comment.

Michael Stansbury (17:59.969)
And Bill, how were these found? Were these found just on a listing appointment or how did you guys procure these leads with the assumable?

Bill Black (18:05.482)
So there’s a couple different ways. Basically, I kind of teach about assumables in a real estate investment group. When I do call the realtors and I ask all those questions and they are clueless and I talk to them for 45 minutes about what they need to do and how they need to screen the buyer, all of a sudden, a month later, they’re saying, hey, I got someone that wants to talk to you because I want to help them and I think I’m not going to be able to because they got a 2.5 or 2.75.

to help them. And so sometimes my wife and I will take that on and then give them a referral fee and just, you know, it’s almost like, hey, go handle my short sale because I don’t know what I’m doing. It’s like, hey, go handle my assumable because I don’t know what I’m doing. And then it’s the best interest of the client. So then we market that out because I mean, that’s, it’s not even an APR. It’s like, it’s a 3.875 rate, 27 year term. Here’s the, come in with $40,000 the very next month. This is your statement. This is your, you know, taxes, insurance, everything. This is, you’re paying $2,500 on this.

Michael Stansbury (18:44.51)
Exactly, yeah.

Bill Black (19:05.356)
and $399,000 a house, that’s like if you put 40 grand down, you can get a $299,000 a house. So the savings of 650 bucks is $100,000 of savings that you’re doing. But again, the FHA is good, but you have mortgage insurance. My dream is to have Fannie and Freddie to one day remove the due on sale clause and to be able to offer assumables across the board. And I think that would help with

Michael Stansbury (19:29.964)
Right?

Michael Stansbury (19:33.399)
Yes.

Bill Black (19:35.276)
these golden handcuffs and the problem with I got a 3 % rate and I’m just, I’m not leaving. know, it’s like give that opportunity to trade that 3 % rate for another downsized 3 % or an upsized 3 % on another home I think would be phenomenal.

Michael Stansbury (19:40.843)
Right.

Michael Stansbury (19:49.749)
Right, changed a little bit. It has an effect on the buying and selling culture when people would normally, if they lost their job, they would move, but they’re not moving. They’re going to get a

Bill Black (20:03.014)
It’s crazy.

It’s crazy the sacrifices that I hear, you know, I mean, even people working remotely because, know, I took a job in Seattle or I took a job. got a three hour drive. I’m in, you know, I’m in, you know, 90 miles, but I’m not moving because of my payments only 1200 bucks a month. I can’t, you know, I can’t do anything about it. So yeah, the assumable thing, I think there’s a lot of opportunity there. And some of my clients, you know, when the time they get to me, they’re like, well, I talked to two other lenders and they said I shouldn’t do it. I said, two of the lenders don’t get paid.

Michael Stansbury (20:30.029)
shop somewhere else because it’s somewhere close to home because they got a 2 % mortgage you know they’re not gonna move so

Bill Black (20:36.556)
And that’s the part of it is that people with these sub 4 % rates on an FHA or VA or even some of the ARM loans that are assumable, they’re not aware of what they can do with that. if they are, then they have to understand, like there’s a couple lenders that I just, servicers that I’m just like, it’s a VA loan with freedom.

four months, you know, unless you’re just right on top of them every day. And, you know, it’s like if you miss one page, it’d be time to get to it three weeks later. They call you at noon and you don’t answer. You go back to the, they’ll call you three weeks later again, you know. So it has to be, you know, joining you on the spot with those. But again, a clean package submitted to them the first time with everything needed, signed, no missing pages, really, really streamlines the process for assumables.

Michael Stansbury (21:06.827)
Yes, yeah.

Michael Stansbury (21:24.919)
Yes.

Michael Stansbury (21:40.961)
Right.

Michael Stansbury (22:02.765)
That’s interesting. would, I agree with you that it’d be, it would be a boon if obviously we had educated buyers and if you educated the market and these all loans could be at some point, assumable the unintended consequences of, you know, going from a 2 % interest rate to a six, seven is yes. Locking people, locking people in and the transitory, you know, even in, in where I’m at, like people used to move from place to place here and they don’t.

Bill Black (22:22.374)
I’m in Washington and Oregon. Washington and Oregon, I’m licensed in. Then I have my managing broker. He’s licensed in multiple other states that he can help them. I think we’re in 30 states now. I just got licensed in Texas. Well, I was in the midst of it. I think I’m two weeks away or something like that from finishing something.

Michael Stansbury (22:31.021)
They don’t because they’re locked in at a great rate. so, yep, so that sounds good. So Bill, in your market, are you helping other people besides in your local market? Do you do loans across the US or is it just local to your state in California?

Bill Black (22:51.078)
Every state is a little different. I’m doing quite a few debt service cover ratio loans in some other states that you don’t even have to be licensed for because they’re commercial. But we really try to stick around to the Vancouver, Washington area, helping people that might have $200,000 of equity in their home and then identifying how they can maybe pull a second out. Even if they’re self-employed, we can now have bank statement second loans.

Michael Stansbury (22:55.563)
Oregon. Yep.

Michael Stansbury (23:08.333)
Okay, awesome.

Bill Black (23:20.972)
and we can have on investment properties. So let’s say you have a house free and clear and they’re like, well, my company’s kind of not doing too good, I’m not gonna be able to buy something. No, we can totally pull equity out of your investment property with your bank statement loan, push that into it, do a debt service cover ratio, put that 200 grand down on another.

$154,000 and as long as you have a 1.0 debt service cover ratio, then I’m not looking at your financials at all. And all of a sudden, I look at, I use mortgage coach and I do a mortgage coach analysis and I’m saying, here’s your net worth today, 4 % appreciation, pulled another property onto this within five years, here’s your net, you just added $100,000 onto your overall portfolio. so, I got some people that are like, oh, look at Ohio and look at these places.

If you’re okay with that, you know, like my wife and I just bought an apartment complex in January. It was a 12 unit apartment complex. had a house next door to it and then another 5,000 square foot high density lot that we’re looking to potentially develop. And we did it on a sell it carry contract.

We put 50,000 down and then used her 20,000 down from her real estate income. So we put 70 grand down. I did a $600,000 first at 6 % interest only. So I’m paying $3,000 a month on the first. I did a silent second at 270 with no, what was it, 270? We did 70,000, yeah, 230. And so, was that right?

Michael Stansbury (24:50.145)
Okay.

Bill Black (25:03.082)
And so, 330, whatever it is. So I had no payments on the second, and I have a balloon after three, and a balloon after two on the first. So my goal was to go in and basically clean everything up. The seller was in California, and he wasn’t really paying much attention. So I cashed one right from day one, but my goal was to come in and invest in it, and clean it up, and get the rents up, and you know, it’s 1925 building.

And then I plan on converting the house over to a duplex and do midterm rentals on that. There’s a pretty big demand and it’s Kelso, Washington. It’s just up north from Portland about 60 miles up I-5.

Bill Black (25:48.553)
Yeah.

Bill Black (25:53.235)
It was, you know, mean, we, bought another lot up there. This Kelso I I’m in Vancouver and then it’s 30 minutes away from me from my house here in Vancouver. I’m 15 minutes away from the airport, from PDX airport. So it’s, you know, 45 minute drive to the air PDX. So it’s, and I think that’s what I’m seeing is more and more rule, small little, small little town, city, city of Kelso, Washington. And I have a lot there that I was looking to develop. And I bought the lot for three years ago for 50 grand and paid cash for it. And then.

Michael Stansbury (26:14.209)
Well, now you’re talking our language here. That’s a beautiful, creative way to do it. And that’s the things that we love to hear. So how did you get the lead? How did the lead come to you?

Bill Black (26:23.148)
was started and then I have two lot lines or I have a two tax parcels. So now I’m moving one of this sliver tax parcels over and it’s high density multifamily and Washington just came up with some new laws. So I’m now putting two 2,500 square foot, about 2,600 square foot lots, putting an 1,100 square foot manufactured home on it, totally all in about 130 grand and reselling those each for about 275, maybe 299, I 275 and still make some good money on it. So learning all

about that and then working with the city. I went to the city and asked them some questions and they were so helpful and so friendly. I sent them a $75 fruit basket the next day. Next day I went in there, they showed me around. You think I got the keys to the city from that thing? They’re like, we haven’t had anything in seven years I’ve been here like this. And look at this and look at this little area over here by the golf course. It’s prime for development. And I’m just like, I got the keys to the city for.

Michael Stansbury (27:33.655)
Yes. Yeah.

Michael Stansbury (27:49.215)
You do? Yeah, it’s just a wonderful, like one little nice thing that you can do for people. I’ll never forget just treating our local water department lady who knows everybody. I just asked her one day, said, cause she knew me and I said, you Ms. Johnson, is there any way I can get a list of the people that you do the water cutoff for? And she’s like, yeah, you know what? Yeah, I can send that to you right away. And then I sent her a quick thank you and she just.

Bill Black (28:07.688)
Yeah, yeah.

Bill Black (28:13.866)
So, yeah.

I’m on BillCBlack.com and that’s my website for on the mortgage side of things and then the real estate, my wife’s website is SellingKeys.com and that’s all set up for, we’re in RMLS, Northwest Multiple Listing, so any house searches. There’s also on her page, I’m not sure if I put it on mine, but on her page there’s a link for Assumables and so I kind of wrote about Assumable 101 and there’s actually some information, there’s a PDF book that I wrote on it as well as kind of

Michael Stansbury (28:17.613)
It’s been a while since I’ve got a thank you card from a customer. so, you know, you just gotta, those little things can open up so many opportunities for you. That’s a great nugget, Bill, that you laid on us, is just being kind and nice and having that gratitude can expose you to some really good opportunities. So awesome. Well, Bill, where can people find you? Where are you at on the internet? If people are in your local backyard, where can we find you?

Bill Black (28:47.084)
some basics on the assumables side of things. those two sites you can find me and from there all my social media and everything there. I really just come from the place of the art of reciprocation and giving, giving, giving. I don’t care if it’s a $50,000 manufactured home, our team’s going to help you just like it’s a million dollar home. And that has really helped over the years of just doing the right thing and helping as many people as you can. It’s just become

Michael Stansbury (29:10.786)
Yeah.

Bill Black (29:17.004)
I kind of say that my role is more of a real estate guidance counselor. And I got people coming to me, they’re like, hey Bill, I just told you I need to buy a house and you’re the guy. They don’t know if I’m a realtor, if I’m a mortgage broker, if I’m a banker. All they know is you’re gonna hold my hand and I’m gonna go be an engineer over here and tell me when we get the keys.

Bill Black (30:04.122)
Thank you.

Michael Stansbury (30:09.078)
Yes, sir. Yeah, I love it. That’s awesome. That’s a great way to be referred to. You’re my real estate guy. I like it. And you don’t know what that looks like, but you’re going to take care of them during the process. Well, Bill, thank you again for being part of the Real Estate Pros podcast. Folks, if you’re looking for Bill, if you want to find him, know the information will be in the show notes, BillCBlack.com. And thanks for watching.

Michael Stansbury (30:45.111)
watching like and subscribe and we’ll see you next time.