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10 Mistakes Sellers Make




This is awesome. I want to put this video on all of your blogs FOR you so your sellers can see it; this is really clever. It’s rare that a non-real-estate-produced piece is done with an understanding of the content (like this video for example), but this is done in a clear, concise way that explains to sellers what they need to get done to get their home sold.

My favorite part is at 0:50 through 0:60, I rewatched at least 10 times and laughed my butt off!

Lani is the Chief Operating Officer at The American Genius and sister news outlet, The Real Daily, and has been named in the Inman 100 Most Influential Real Estate Leaders several times, co-authored a book, co-founded BASHH and Austin Digital Jobs, and is a seasoned business writer and editorialist with a penchant for the irreverent.

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  1. Ben Goheen

    January 1, 2009 at 3:40 pm

    Awesome video – thanks Lani! I like the part where the cat is swept under the rug, although the smell would probably still linger.

    • Nashville Grant

      February 23, 2010 at 5:59 pm

      Hey Lani,

      I just wanted to let you know that the embed code is incomplete. The last little piece of code seems to be missing. Do you happen to know what the full code is?

      • Lani Rosales

        February 23, 2010 at 6:46 pm

        Hey Grant, try again, Howcast was acting wonky, it’s fine now.

  2. Elaine Reese

    January 1, 2009 at 4:16 pm

    Great vid – and a humorous way to address some potentially touchy issues.

  3. Brian Block

    January 1, 2009 at 6:35 pm


    An excellent find. Every seller in the country should watch this video. Following these 10 easy steps will get some of those stale listings sold. I tell all my clients these things, but it will certainly be more fun to share this video with them.

  4. Monika

    January 1, 2009 at 6:59 pm

    Love it Lani. I would love to put it on my blog!

  5. Missy Caulk

    January 1, 2009 at 9:03 pm

    I love it, especially the one about the kitchen so that is one of my goals for 2009. LOL

  6. Jim Gatos

    January 1, 2009 at 9:11 pm

    Lani, per your instructions this video is on my blog and I of course gave you credit for helping me to find it…

  7. Tony Sena

    January 1, 2009 at 9:46 pm

    Great find! I am going to use it in one of my blog articles and then send it to my database 🙂

  8. Bridget Magnus

    January 1, 2009 at 10:02 pm


    I have been following an online home purchase discussion that involves “the dead cat house” and “the cracked foundation house.” Now I can just imagine a couple trying to decide whether they should bid on “the Elvis shrine house” or “the ceramic pig house.”

  9. Mariana

    January 1, 2009 at 10:56 pm

    Loved it. … And Now I have it on my blog 😀

  10. Poppy Dinsey

    January 2, 2009 at 5:43 am

    w00t! Gret find Lani, it’s on my blog now =) Have to say I agree most about the kitchen, I’m looking for a place now and when looking thru property pics online the kitchen is the picture I really care about. That and the bathroom, nobody wants a skanky bathroom!

  11. Rochelle Ann Allison

    January 2, 2009 at 7:43 am

    Thanks Lani! Great video and I am posting it on my blog.

  12. Paula Henry

    January 2, 2009 at 2:26 pm

    This is great and will also be on my blog! I love the treasures I find here:)

  13. Lisa Sanderson

    January 2, 2009 at 5:07 pm

    Sweet find! Thanks!!

  14. Cindy in Indy Marchant

    January 2, 2009 at 8:03 pm

    This is a very entertaining video; I plan to use it on my blog as well. We could all say the same thing to our sellers but how great for them to find it on their own from a objective source!

  15. Dan Hamilton

    January 3, 2009 at 10:48 pm

    On my blog…thanks Lani!

  16. Lisa Heindel

    January 4, 2009 at 8:37 am

    Thanks, Lani! I can’t wait to put this on my blog – wonderfully done.

  17. Michelle DeRepentigny

    January 4, 2009 at 10:49 pm

    The first video on my new blog and it is a fabulous one! Thanks!

  18. Cheryl Johnson

    January 5, 2009 at 9:04 am

    Then when the video finishes playing a list of “related” videos is displayed.

    “How to See Through Real Estate Broker Tricks” certainly makes a good impression. 🙂

  19. Laura Cannon

    January 5, 2009 at 9:08 pm

    I just added it to my blog, too. Thanks, Lani!

  20. Jill Wente

    January 6, 2009 at 11:35 am

    Thanks, Lani. Great entertaining content covering some touchy subjects, especially the pets and pet odors.

  21. Erin Oakley

    January 8, 2009 at 11:02 am

    Thanks Lani! Posting it on my blog now.

  22. Martin Millner

    January 14, 2009 at 4:02 pm

    Thanks for a great video. I would love to post on my blog. Thanks so much for sharing.

  23. Ines

    July 7, 2009 at 7:17 pm

    Will have to add it to Miamism as soon as I get to a computer 🙂

  24. Atlanta Real Estate

    September 5, 2009 at 5:17 pm

    Excellent! Probably going to use it!


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Disputing a property’s value in a short sale: turn a no into a go

During a short sale, there may be various obstacles, with misaligned property values ranking near the top, but it doesn’t have to be a dealbreaker!



magic eight ball

magic eight ball

It’s about getting your way

Were you on the debate team in high school? Were you really effective at convincing your parent or guardian to let you do things that you shouldn’t have been doing? How are your objection-handling skills? Can you flip a no into a go?

When working on short sales, there is one aspect of the process that may require those excellent negotiation or debate skills: disputing the property value. In a short sale, the short sale lender sends an appraiser or broker to the property and this individual conducts a Broker Price Opinion or an appraisal, using special forms provided by the short sale lender.

After this individual completes the Broker Price Opinion or the appraisal, he or she will return it to the short sale lender. Shortly thereafter, the short sale lender will be ready to talk about the purchase price. Will the lender accept the offer on the table or is the lender looking for more? If the lender is seeking an offer for a lot more than the one on the table, mentally prepare for the fact that you will need to conduct a value dispute.

Value Dispute Process

While each of the different short sale lenders (including Fannie Mae) has their own policies and procedures for value dispute, all these procedures have some things in common. Follow the steps below in order to conduct an effective value dispute.

  1. Inquire about forms. Ask your short sale lender if there are specific forms that you need to complete in order to conduct a value dispute. Obtain those forms if necessary.
  2. Gather information. Your goal is to convince the lender to accept the buyer’s offer, so you need to demonstrate that your offer is in line with the value of the property. Collect data that proves this point, such as reports from the MLS, Trulia, Zillow, or your local title company.
  3. Take photos. If there are parts of the property that are substandard and possibly were not revealed to the lender by the individual conducting the BPO, take photos of those items. Perhaps the kitchen has no flooring, or there is a 40-year old roof. Take photos to demonstrate these defects.
  4. Obtain bids. For any defects on the property, obtain a minimum of two bids from licensed contractors. For example, obtain two bids from roofers or structural engineers if necessary
  5. Write a report. Think back to high school English class if necessary. Write a short essay that references your information, photos, and bids, and explains how these items support your buyer’s value. This is not something that you whip up in five minutes. Spend time preparing a compelling appeal.

It is entirely possible that some lenders will not be particularly open-minded when it comes to valuation dispute. However, more times than not, an effective value dispute leads to short sale approval.

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Short sale standoffs: how to avoid getting hit

The short sale process can feel a lot like a wild west standoff, but there are ways to come out victorious, so let’s talk about those methods:



short sales standoff

short sales standoff

What is a short sale standoff?

If you are a short sale listing agent, a short sale processor, or a short sale negotiator then you probably already know about the short sale standoff. That’s when you are processing a short sale with more than one lien holder and neither will agree to the terms offered by the other. Or… better yet, each one will not move any further in the short sale process until they see the short sale approval letter from the other lien holder.

Scenario #1 – You are processing a short sale with two different mortgage-servicing companies. Bank 1 employees tell you that they will proceed with the short sale, and they will offer Bank 2 a certain amount to release their lien. You call Bank 2 and tell them the good news. Unfortunately, the folks at Bank 2 want more money. If Bank 1 and Bank 2 do not agree, then you are in a standoff.

Scenario #2 – You are processing a short sale with two different mortgage-servicing companies. Bank 1 employees tell you that they cannot generate your approval letter until you present them with the approval letter from Bank 2. Bank 2 employees tell you the exact same thing. Clearly, in this situation, you are in a standoff.

How to Avoid the Standoff

If you are in the middle of a standoff, then you are likely very frustrated. You’ve gotten pretty far in the short sale process and you are likely receiving lots of pressure from all of the parties to the transaction. And, the lenders are not helping much by creating the standoff.

Here are some ideas for how to get out of the situation:

  • Go back to the first lien holder and ask them if they are willing to give the second lien holder more money.
  • Go to the second lien holder and tell them that the first lien holder has insisted on a maximum amount and see if they will budge.
  • If no one will budge, find out why. Is this a Fannie Mae or Freddie Mac loan? If so, they have a maximum that they allow the second. And, if you alert the second of that information, they may become more compliant.
  • Worst case: someone will have to pay the difference. Depending on the laws in your state, it could be the buyer, the seller, or the agents (yuck). No matter what, make sure that this contribution is disclosed to all parties and appears on the short sale settlement statement at closing.
  • In Scenario #2, someone’s got to give in. Try explaining to both sides where you are and see if one will agree to generate their approval letter. If not, follow the tips provided in this Agent Genius article and take your complaint to the streets.

One thing about short sales is that the problems that arise can be difficult to resolve merely because of the number of parties involved—and all from remote locations. Imagine how much easier this would be if all parties sat at the same table and broke bread? If we all sat at the same table, then we wouldn’t need armor in order to avoid the flying bullets from the short sale standoff.

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Short sale approval letters don’t arrive in the blink of an eye

Short sale approval letters may look like they’ve been obtained simply by experts, but it takes time and doesn’t just happen with luck.



short sales

short sale approval

Short sale approval: getting prepared, making it happen

People always ask me how it is that I obtain short sale approval letters with such ease. The truth is, that while I have more short sale processing and negotiating experience than most agents and brokers, I don’t just blink my eyes like Jeannie and make those short sale approval letters appear. I often sweat it, just like everyone else.

Despite the fact that I do not have magical powers, I do have something else on my side—education. One of the most important things than can lead to short sale success for any and all agents is education.

Experience dictates that agents that learn about the short sale process
have increased short sale closings.

Short sale education opportunities abound

There are many ways to become educated about the short sale process and make getting short sale approval letters look easy to obtain. These include:

  • Classes at your local board of Realtors®
  • Free short sale webinars and workshops
  • The short sale or foreclosure specialist designations

As the distressed property arena grows and changes, it is important to always stay abreast of policy changes that may impact how you do your job and how you process any short sale that lands on your plate.

The most important thing to do is to read, read, read. Follow short sale specialists and those who blog about short sales on AGBeat, Google+, facebook, and twitter. Set up a Google Alert for the term ‘short sale’ and you will receive Google’s top short sale picks daily in your email inbox. Visit mortgagor websites to read up on their specific policies and procedures.

Don’t take on too much

And, when you get a call from a prospective short sale seller, make sure that you don’t bit off more than you can chew. Agents in most of America right now are clamoring for listings since we are in the midst of a listing shortage. But, if you are going to take on a short sale, be sure that it is a deal that you can close. And, if you have your doubts, why not partner up with a local agent that can mentor your and assist you in getting the job done? After all, half a commission check is better than none!

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