REXC -Real Estate Exchange Counselors

REAL ESTATE EXCHANGE COUNCILORS MEETING (REXC)
Meeting Format & New Attendee Guide
Presented by Clyde Realty, LLC · Ron Clyde, GRI BIC
NEW ATTENDEE INFORMATION
The purpose of this meeting is to create real estate & real estate related transactions in an open and collaborative forum, using what you have to get what you need in order to get what you want. Each person presents their cash, mortgage notes, option contracts, and property or services to the group in a moderated format.
The moderator's role is to draw out more information about the property and the benefits it provides — and more importantly, information about the seller and the benefits the seller(s) are seeking. Please come prepared with a “sales flyer describing the property and a "novel" on the seller. The moderator’s job is to draw out as many "takers" for your property as possible.
A taker's offer may include cash, notes, other property, or any combination thereof. Takers should be able to briefly explain the benefits their offer provides and how it could result in an exchange. Offers from takers do not need to be immediately accepted or rejected — they should always at least be presented to sellers for consideration. Questions about any offer are welcome, as they may provide an opportunity for education to the entire group.
The fortune is in the follow-up! Follow-up between presenter and taker should take place after the meeting in order to allow as many deals to be presented and so that, during the follow-up, the parties can reduce the offer to writing.
MEETING ETIQUETTE
Purpose
The purpose of exchanging is to create win/win/win transactions for all parties — Buyer, Seller, landlord, tenant and Broker. Please be aware that all attendees may or may not be licensed real estate agents or brokers in their state, and may or may not be acting as principals.
Presenting Equity
Only equity that is under your control should be presented. Control may be established by direct ownership, an assignable contract, or an exclusive listing agreement. Simple knowledge of a deal — without control — should not be marketed to the group out of respect for the group's time and efforts.
Knowledge of, or a relationship with, a possible taker for a deal is acceptable. However, please mention your interest only briefly and follow up with the presenter directly after the session has concluded.

Professionalism
Act like a professional and treat others as professionals. All opportunities presented should fall within market norms for value. Do not present deals that fall far outside of market rates and expectations.
An extreme example of what NOT to present: a property with a 10-year fixed lease in a tertiary market where the seller will only accept an all-cash offer at a 3 CAP. Conversely, takers should not offer an absurdly low cash take-it-or-leave-it price — this is not The Price is Right.
A good taker makes offers that appeal to the seller's specific needs — which is exactly why the room should receive a "novel" on the seller from the presenter. As Peter Fortunato says: "Use what you have to get what you need in order to get what you want." This is the basis of exchanging — and it starts with telling us what you have and what you need.
Cooperation & Compensation
We are all here to make money — buying, selling, and brokering. Cooperate with one another and pay those who helped bring a transaction together. This might look like:

1. Letting someone serve as your buyer's agent when they bring you a deal, even if you are a principal or licensee yourself
2. Splitting fees evenly on both sides of an exchange deal
3. Providing a referral fee or gift card to someone who made a meaningful connection for you

As Peter Fortunato says: "Absent coercion, capitalists give more than they take." Let's all be good capitalists.
SUBMITTING YOUR PRESENTATION
If you would like to present any equity — cash, notes, opportunities, or property — that you have listed, have under control, or own directly, simply come prepared to do so in person. You may also wish to share a problem you would like to bring to the group for collective problem-solving.
MEETING AGENDA

| Agenda Item | Time Allotment |
| ----------- | -------------- |
| Introduction & Announcements | 2 – 5 minutes |
| Cash Presentation | 15 minutes or more |
| Paper Presentation | 15 minutes or more |
| Opportunity Presentation | 15 minutes or more |
| Property Presentation | 30 minutes or more |
| Problem Solving / Education | 15 minutes (time permitting) |

Cash Presentation — 15 minutes or more
Liquid or near-liquid cash. Examples include: cash in a 1031 exchange that needs to find a home within a specific timeline, equity under contract that will be converting to cash soon, personal cash, or self-directed IRA (SDIRA) funds that need to be redeployed within a short window.
Paper Presentation — 15 minutes or more
Options, existing notes, or paper to be created. When presenting, be prepared to share the: current value, remaining timeline, interest rate, security/collateral, and current situation of the note or instrument.

Opportunity Presentation — 15 minutes or more
Syndications, joint ventures, or alternative investments. Present only the investment outline, structure, timeline, and capital needs. No sales pitches or projected ROI assumptions.
Property Presentation — 30 minutes or more
Real property held for income, investment, or business purposes. Be prepared to share:

1. The benefits the property provides to a potential buyer
2. The current situation of the property owner
3. The benefits the owner is seeking — income, stability, passivity, tax deferral, etc.

Problem Solving / Education — 30 minutes (time permitting)
If any attendee has a particular challenge they would like collective input on — related to real estate, exchanging, or a specific deal structure — it may be raised after all equity has been presented, if time allows. This segment may also be used to explain a formula or creative solution that came up earlier in the session. Questions are always welcome. This is a place to learn from those who have been there before us.
TIME & PLACE
Second and Fourth Thursdays of every month · 9:00 AM – 12:00 PM at the Greenville Marriott in the buffet dining room, 1st Floor, 1 Parkway East, Greenville, SC 29615
If you have any QCCCCCC’s (Questions, Comments, Concerns, Corrections, or Constructive Christian Critique), about the meeting, please contact Ron Clyde at +1.864.979-8852