Our Agenda for 2012 was designed with the Private Lending Professional in mind, regardless of experience, loan volume or company size.
Our emphasis is to deliver top industry education from presenters who live, eat and breathe Private Lending. All presenters work full time in the industry. There will be no pitchmen present - only successful, senior level Private Lending industry leaders.
Realizing that our attendees time is extremely valuable, each session listed below has been carefully planned and designed to reflect current market conditions and to deliver real world education, based on fact, that can be put to immediate use.
Monday, November 5th
KEYNOTE SPEAKER
MARK CALABRIA, Ph.D.
DIRECTOR OF FINANCIAL REGULATION STUDIES; CATO Institute
Time: 9:00 am – 10:00 am
Breakout Session “A” - Introduction to Private Lending
Facilitator: Bill Worsley; Principal; BridgeSource Capital
Time: 10:15 am – 11:15 am
More and more investors are turning to private lending as a popular choice for their investment portfolios. For the experienced, well-educated investor, private lending can be an excellent alternative investment that produces consistent, high yield returns, all secured by real estate. For the uneducated, private lending can be a high-risk, money losing endeavor. This session is an introduction to private lending, with a focus on best practices during the four stages of closing a loan: Origination, Underwriting, Closing, and Servicing. Participants will leave this session with a solid understanding of the next steps they must take and the questions they must answer in their journey toward becoming a successful private lender.
Breakout Session “B” – Brokering Private Money – Getting Your Deals Done
Facilitator: David Owen, PHD; Manager; Pride of Austin Capital Partners
Time: 10:15 am – 11:15 am
Learn how to get a lender’s attention by pulling together the correct initial loan submission and understand why lenders do not call you back when you submit the information incorrectly. Learn the elements of a full blown Executive Summary versus the necessary facts to present in a shortened summary to get a lender’s attention fast. As a broker you may have a great loan submission available but if you cannot get the lender’s attention it will never get to funding.
An open discussion follows a 30 minute presentation.
Breakout Session “C” - Creating a Fund – Setup and Management
Facilitator: Josh Fisher; CEO; Sterling Pacific
Time: 1:30 pm – 2:30 pm
The hard money lending business is a hard asset (real estate) based business. You will need to consider several factors while structuring your company.
1. Research your particular investment focus.
2. Purchase business planning software and draft your business plan and underwriting criteria.
3. Put together your financial projections.
4. Build an experienced management team.
5. Develop your risk management and underwriting program.
6. Begin raising money and looking for projects to fund. Have projects that are undergoing pre-funding due diligence to attract potential investors.
Breakout Session “D” – Transaction Funding Programs – A Market Niche
Facilitator: David Williams; CEO; Investors Choice Capital
Time: 1:30 pm – 2:30 pm
Transactional Funding (aka Flash Funding) adds another source of revenue to the Private Lenders portfolio. These loans are short term by nature, typically 1 to 45 days, yielding an above average fee based compensation to the Lender.
Topics covered:
- What is Transactional Funding?
- Why does borrower need it?
- Risks vs. Rewards
- Typical loan models
- Compliance Issues
- General Discussion
This will be a 30-minute presentation, followed by a open panel discussion.
Breakout Session “E” - Distressed Asset Management
Facilitator: Robert Wallace; President; Wallace Capital
Time: 2:45 pm – 3:45 pm
Many of your clients are experts in some component of the management or liquidation of distressed assets. To be truly successful, your clients may also want to consider the following key areas: loan document review, setup and servicing; collection services; workout solution design and management; foreclosure management; complete property management services; and management of asset sales.
Breakout Session “F” - Construction Lending – Models and Best Practices
Facilitator: Robert Buchanan; Managing Partner; Pride of Austin Capital Partners
Time: 2:45 pm – 3:45 pm
Promoting your business effectively and inexpensively brings major results and builds your pipeline of deals. This presentation is for lenders and brokers alike who want to learn how to establish a network of real estate professionals and lenders to send you loan submissions. Setting up a campaign to accomplish this goal does not have to be costly or time-consuming.
An open discussion follows a 30 minute presentation.
Breakout Session “G” - Securities Law – Fractionalized Notes and other Non-traditional funding models
Facilitator: Anthony Geraci, Esq.; Principal; Geraci Law Firm
Time: 4:00 pm – 5:00 pm
Eliminate the confusion surrounding Securities Laws as is pertains to funding Models. This session will cover some of the most common models and misconceptions, taught by one of the nations leading attorneys in the private lending segment. This will be a 30 minute presentation and an open discussion forum.
Breakout Session “H” - Attracting Debt Capital
Facilitator: Wallace Groves; Principal; BridgeSource Capital
Time: 4:00 pm – 5:00 pm
One of the most powerful tools in real estate investing is the ability to use “other people’s money”, in just the right combination of debt and equity. Leverage is a powerful tool that can have a rapidly multiplying impact on returns, or at extremes, have devastating negative impacts on your project. By finding that perfect equilibrium of equity with the most affordable debt allows you to maximize investment returns within an acceptable level of investment risk.
Tuesday, November 6th
Breakout Session “I” - Raising Private Capital – Building your Investor base, Best Practices and Strategies
Facilitator: Joshua Fisher; CEO; Sterling Pacific
Time: 8:30 am – 9:30 am
Your main source of additional capital as your business grows … existing private investors. In fact, if you do it the right way, after five or six private investors (and usually not the amount invested) you shouldn’t have to spend much money or time with external marketing private money. You should be able to collect as much private money as you need through referrals, testimonials and other professional associations. Be creative and think outside the box.
Breakout Session “J” - Marketing to increase Deal Flow
Facilitator: David Owen, PHD; Manager; Pride of Austin Capital Partners
Time: 8:30 am – 9:30 am
Underwriting the contractor makes a difference in the success of a loan. A short presentation followed by an open discussion will cover topics like: The necessity of the proper set of legal documents to reflect a construction loan; protecting the borrower and lender from frivolous construction costs; the importance of selecting an effective inspector; verifying the references of a contractor; instituting a 30 day stop work / take over clause; importance of ‘down date’ title searches, etc.
Breakout Session “K” - Profit from Distressed Paper
Facilitator: David Williams; CEO; Investors Choice Capital
Time: 9:45 am – 10:45 am
An alternative segment has emerged from the Distressed loan environment in the form of Re-Performing notes. With the growing availability and performance characteristics of these assets, they provide a unique diversification opportunity for a Private Lenders portfolio.
Topics covered:
- Definition of Re-Performing
- Due Diligence Processes
- Discount Trends
- Licensing & Compliance Issues
- Sources & Marketing
This will be a 30-minute presentation, followed by an open forum discussion.
Breakout Session “L” - Mitigating Borrower Fraud – How to Protect Yourself
Facilitator: Robert Wallace; President; Wallace Capital
Time: 9:45 am – 10:45 am
The US mortgage industry’s troubles are appearing daily in the headlines of the nation’s press, with many stories about falling property values and rising lender losses as borrowers prove unable to make payments. The Federal Bureau of Investigation’s bulletin on fraud warns: “It is illegal for a person to make any false statement regarding income, assets, debt, or matters of identification, or to willfully overvalue any land or property, in a loan and credit application for the purpose of influencing in any way the action of a financial institution.” This statement covers all the bases, but it is too broad to suggest practicable defensive tactics. Fraud carried out in the course of the individual loan transaction can be characterized along several different dimensions.
Lessons Learned the Hard Way
Group Panel Discussion
Facilitator: Larry Muck; Executive Director; American Association of Private Lenders
Time: 11:00 am – 12:30 pm
Every seasoned lender knows one thing for sure…you can’t be in this business without having made mistakes. Some of the issues that come up are unavoidable, some mistakes result from an error in judgment, and sometimes, stuff just happens. This session is intended to give the participants a chance to learn from real mistakes made by real lenders. Come ready to participate with your own horror story.