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What's Your Performance Ratio?
By Tim Randle
Did you know that Carleton Sheets has been on the television
practically every night for close to twenty years? Were you
aware that during that entire time his "positive cashflow"
numbers have remained essentially the same? Yes, that's
right. Almost twenty years ago, Carleton began preaching
about receiving rents that were $100 to $150 more than your
payment. Anyone recall what the average payment was way
back then? I sure don't, but my guess is that it was around
$400. I find it strange that those numbers are still being
spouted as a decent "positive cashflow" today..
Bankers and finance folks have a term called "debt service
coverage ratio" (DSCR). Essentially, what that defines is
how much is justify over to cover debt after paying expenses.
So, if you have a property that annually generates $20,000
in gross income, $5,000 in expenses, and $10,000 in debt,
your DSCR would be 1.5 ($15,000/$10,000), meaning your
property throws off an extra 50% above and beyond your debt
service. It's simply an objective measurement of financial strength.
Having spent a good portion of my adult life dealing with
financial analysis, I no longer want to get bogged down
with financial terms so I've come up with a simpler variation
of DSCR. I call it your "Performance Ratio". It's an easy
concept to grasp and it's this. Ignoring all expenses except
vacancy, how many performing properties does it take to
cover one vacancy?
By that, I mean if you have four properties with an average
payment of $900 per month, how many of your other
properties have to be performing for the "positive cashflow"
from those to cover one $900 per month vacancy? If you're
using the standard $150 per month as your gross spread
(your receipts are $150 more than your payment), you would
need six of your properties to perform to cover one vacancy.
Oops, you only have four in total. And that doesn't even take
into consideration normal maintenance repairs, capital reserves
for large item replacements (roofs, A/C's, etc.) Hmmm...
But wait. It gets even better. What if you ran out and purchased
a large number of these and had payments in the $1,200 to $1,800
range? Let's split it and take $1,500 as our average payment. That
means that if our average gross spread is $150 per property, we
only need TEN properties to be performing to cover one vacancy.
If you didn't pick up on it yet, please note the heavy sarcasm here.
This is absolutely a model for failure, bankruptcy, and every other
imaginable financial catastrophe. If you're building your business
this way, STOP IT NOW! As soon as the market throws a speed
bump in front of you, it will not just slow you down as expected, it
will total your vehicle.
My opinion is that the average Performance Ratio for your portfolio
should be no more than three to one (3:1). What that means is that
in the first scenario of owning four properties, that the gross spread
from three of the properties should cover the payment on the fourth.
To say it another way, your gross spread on your property should
be one-third of your payment.
Here's another benefit this "formula" provides. For those not familiar
with the 75% rent credit that lenders use in calculating your income
and debt numbers when you attempt to qualify for a loan, this will
greatly decrease your risk level in the lenders' eyes. On a monthly
basis using our four property scenario, you receive $4,800 per month
in rents ($1,200 rent per property equals the one-third gross spread)
against $3,600 in payments. The lender multiplies your gross of
$4,800 times 75% and allows you $3,600 in income against $3,600
in payments. It's not an exact wash on your debt to income ratios,
but it sure helps.
Why does the lender do that? Because the 25% deduction accounts
for normal operating expenses. I promise you that even with single
family houses and even if you manage them yourself, that your
expenses over time will average at least 25% of your gross income.
Where does that leave us? Well, if we ignore expenses, a Performance
Ratio of 3:1 is a self-sustaining business model from the payment
perspective . If we ignore vacancies, a Performance Ratio of 3:1 is a
self-sustaining business model from the expenses perspective.
Won't we have both expenses and vacancies? Absolutely.
RRRRRRRRRRRIIIIIIIIIIIIIIINNNNNNNNNNNNNGGGGGGGGG!!!!
That's the alarm clock going off, hopefully waking you up to the
incredible foolishness of using a nominal, arbitrary number like
$150 per month as a desired gross spread. Again, it worked
when Carleton first aired because the spread PERCENTAGE
worked; the payments were $400 or less.
Do I know what the "right" number for you in your market is?
Of course not. Does this mean you don't buy a certain property
because it doesn't meet this litmus test? Of course not.
However, I do want you to give this some serious thought in
relation to your current portfolio or the one you plan to build.
Don't ignore the numbers as they are real. Know going in
where you want to end up so that your business has good
odds of succeeding and weathering the tough times.
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About the Author
 Tim Randle is a full time investor in Round Rock, Texas and can be contacted through his web site at www.REIClub.com.
Click here to learn more about Tim Randle
Articles by Tim Randle
 What's Your Performance Ratio?
How to Get Comps
Negotiating and Sales Skills Are Critical
How to Choose the Proper Entity for Your Business
Why Selling on Lease Options is Glorified Landlording
How to Automate Your Collections
Yes, the Seller Can Get a New Loan
Directionals Move Properties
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