How much importance do you give to proforma numbers when purchasing an investment property?

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Zero. You can price off them, initially, but you need to do your own due diligence, but you need a clause in the PSA that lets you walk in a certain amount of time if your own numbers don’t work out. Check out Brian Hennessy’s “The Due Diligence Handbook for Commercial Real Estate.” It is short, to the point, and basically a checklist. On Amazon.

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Depends on who I and how they are being calculated. Does it make sense? What is the likelihood of achieving it?

I was once on a panel discussing it with another analyst. Remember him saying something like "We like stories". My reply was we do too but we do not always believe fairy tales.

Lots of pro forma numbers are less believable than Snow White and the Seven Dwarfs.

Yes. Truthfully proud about saying it. We did not do the deal. Other banks did.

But the way it works, had I found a way to make it work. I bet I could have tacked an extra zero on to the end of the bonus that year.

The end result would have been the same.

Technically and ethically correct. Financially stupid.

For commercial ask for 2-3 years of tax returns. That will give you the real numbers

Yes, but you can easily figure this out. And tax returns may not, actually, help totally. A lot of times, owners consolidate tax returns and break out each property separately on the consolidated return, but unless you’re buying an entire portfolio, tax returns won’t totally capture all of it as stuff gets on one property or another because it doesn’t really matter for tax purposes (when the ownership of the entire portfolio is the same). What is needed for each property is a comprehensive checklist of utility bills, receipts for improvements, property tax bills, etc., unique to each property. In short: a comprehensive DD checklist. You do need the tax returns as well, but they won’t give you the whole picture.

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