I have a 55 space park under contract in the Cincinnati MSA, and was waiting on the seller to send over the requested items prior to beginning DD. Based on his rent roll, gross rents are $16,100 per month, and $10,300 of that is lot rent. The $5,800 from the home rentals has been left out of my underwriting, and I’m not capitalizing that income. $10,300 x 12 x .60 (40% expense ratio) = $74,160, which is a valuation of $927,000 at an 8 Cap. I added in the value of the POH, which are mostly older so I’m not placing much value there at all, but there are 4 90’s double wides and a small commercial building, so I added $73k total to get to 1M.
The sellers tax returns show $134,860 for gross rents for 2019, which is lot rental and home rental combined. I multiplied that by 64% (monthly percentage of lot rent to total rent) to get the portion of that income that equates to the lot rental income only, which is $86,276.89. This is well below the $123,600 ($10,300 x 12) I had used in my underwriting. Obviously the number I used assumes perfect collections, and isn’t factoring in any vacant or collection issues, but that’s a big difference. The bank statements show 27-28 total debits each month for the prior two months, totaling $13k. This leads me to believe there several tenants not paying, or the owner is accepting cash from some and not depositing it.
Additionally, the park pays all the utilities to the tune of $41k per year, which is higher than I had accounted for as well. The next large expense is the repairs and maintenance, which is $32,974. This is directly related to the 22 park owned homes, and this is where I was looking for a little guidance on how to handle this expense in my underwriting. If these POH didn’t exist, this expense wouldn’t be there. If I can execute the plan to convert these over to TOH over the course of 1-2 years, that expense should be greatly reduced. However, my concern is right now, and making the best decision at this moment. Do I separate the lot rental and home rental operations, and apply the large R&M expense to the home rental portion in order to reconcile these expenses better?
Altogether, the seller has $98,000 in expenses, which is a 73% expense ratio. Needless to say, a better operator can get the expenses in line, sub-meter, bill-back, etc., but is the bank going to take that into account as I try to get this financed? I’m not very confident at this point that I can get financing here based on their tax returns. They are running a lot of expense through the park in order to help their cause as far as taxes go, but this seems to be big obstacle in my pursuit of bank financing.
Any advice or suggestions would be greatly appreciated. The upside here is that lot rents are $100+ under market, it’s in the Cincinnati MSA, the park currently pays ALL utilities, the zip code the park is in has $200k median home prices, a good school district, and the test ad ran got 50 hits in 2 days.
Thanks in advance for anyone who takes the time to read through this and offer their advice.