Coaching
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4.9KShort 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...
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4.0K1Short 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...
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4.7KShort sale time saver: remove non-institutional liens early
Short sale nightmares are abundant, but with this one smooth move, you can go a long way towards smoothing the path toward...
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4.3K2Short sale listing appointment: how to breeze through any meeting
Being prepared and following these tips will help any short sale listing appointment substantially easier for any real estate professional.
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8.6K113 ways to get a fast short sale approval in 2013
This year, short sales are taking less and less time, getting a fast short sale approval is more likely, and here are...
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3.6K1Top 5 errors on short sale approvals provide no holiday happiness
Working tirelessly on a short sale can mean an approval letter during the holidays, but do you know the top five errors...
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2.3K1How to avoid short sale buyer frustrations
Minimizing the frustrations that come with a short sale is often seen as a mythical possibility, but with these simple tips, any...
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4.1K1Short sale: are there situations when agents can’t earn a commission?
Short sale: are there actually situations where an agent would not get paid? There are some complicated situations when it comes to...
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7.9K3What short sales and puppies have in common
It's no secret that short sales come with a plethora of challenges, but like the challenges associated with raising a new puppy,...
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3.4K1Answers to the most common short sale listing appointment questions
There are dozens of quality scripts available for a traditional seller listing appointment, but short sales are a completely different breed with...
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4.3K1Why short sale sellers may now incur costs at closing
Whether in California where laws have just changed, or in any other state, it is best to be fully equipped to know...
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2.5K1Best practices for short sale escalation
Real estate short sales can be a handful, but knowing the ins and outs of escalation can help any short sale transaction...
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9.3K1Short sale hardship letters should be short and sweet
Seller hardships range from job loss to job transfer, and homeowners nationwide are short selling, but the process is daunting for all...
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1.5K2
Bulletproof way to overcome short sale stressors
Real estate short sales can be entirely stressful, but there is one bulletproof method that real estate practitioners can implement that can...
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1.2K2Short sale documentation: what’s the need?
There are changes on the short sale process horizon, but for now, practitioners must understand the need for the hefty documentation requirements...
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1.1K2Real estate short sales: what’s in it for me?
With the volume of defaulted loans, there is a lot of business for short sale practitioners, so what's in it for you?...
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3.9K1Arm’s length transactions and short sales
Perhaps not everyone knows, but lenders and servicers typically do not allow non-arm's length transactions, so let's talk about how this works.
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2.0K2Short Sale unknowns: learning from the Magic 8-Ball
The Magic 8-Ball always came with such uncertain responses, just like the short sale sector. Let's look at some common questions about...
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1.1K25 awesome short sale tips
If you're just getting interested in short sales, or are a veteran, we're betting some of these tips could still be news...
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2.5K21When to escalate your short sale transaction
There are times when a complaint during the short sale process will be ignored, and other times when it is appropriate and...
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1.3K26Survive a short sale by not shooting messengers
Short sales require a great deal of patience on the part of homeowners as well as their listing agents, but survival sometimes...
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1.3K25What to do when home sellers are upside down
Short sales are just one of a homeowner's many options, and a well-informed Realtor can potentially earn a short sale listing by...
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2.9K28Juicy short sale incentive programs causing consumer confusion
Large short sales incentives? I had a short sale seller call my office the other day because he wanted that humongous short...
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1.2K25How to survive a short sale listing appointment
A scary meeting The short sale listing appointment can be a super intimidating and scary meeting for any borrower that is considering...
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1.6K21Avoid letting HOAs play God with your short sale deal
HOAs are taking a more active role in real estate transactions, threatening foreclosure when short sales are not expedient.
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2.8K19Short sale settlement statements – pay attention
How to Create a Comprehensive HUD-1 One of the most unique and challenging components of the short sale transaction is the creation...
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1.8K29Top four distressed property buzz words
Short Sale Primer A buzzword is an informal term for a fashionable word or phrase, and we have lots and lots of...
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Top distressed property articles for your new year
This Year on AGBeat If you are thinking about making short sales part of your business plan for 2012, why not toast...
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Title reports and short sales – when liens aren’t mortgages
Non-Institutional Liens One of the issues that often comes up in the short sale is the issue of non-institutional liens (i.e., liens...
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How to avoid short sale implosion and keep the buyer around
It has probably happened to you before. In fact, it’s pretty common. The short sale negotiation process goes on too long, the short...
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Short sales – how to overcome a poor appraisal
As part of the short sale process, short sale lenders conduct appraisals or Broker Price Opinions (BPOs) on the subject properties. In...
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96231Two tips for short sale listing agents – avoiding the storm
How to Avoid the Short Sale Storm When a short sale prospect calls me about a potential short sale, I need to...
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Using the Socratic Method when working short sales in real estate – tips and tricks
I’m a little bit embarrassed to admit to this, but during my daily drives to and from the office (about 25-30 minutes...
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Top three HAFA short sale myths clarified
Unless you are working on short sales day in and day out, you are probably not totally fluent in HAFA. You know...
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5 Short Sale Questions that Buyers’ Agents Must Ask
Do Your Homework Lately, I’ve been plagued by issues with short sales that could have easily been resolved had the buyer’s agent...
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Two Tips for Escalating a Short Sale Package
Admit it. You probably never used the word escalate before we ventured into our most recent stint with distressed properties. Now, the...
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Are short sale listings still an untapped gold mine?
Sometimes I sit back at the end of a day or a week and I think, “What happened? When did I get...
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Two tips for negotiating a short sale with a junior lien
How to Deal with Multiple Liens The short sale has always been a tricky transaction. It’s a challenge to obtain the required...
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Recipe for short sale success – quick tips for Realtors
A successful short sale closing is like a recipe for mole poblano. Are you familiar with mole poblano? It’s a chocolate-tinged sauce made famous in the...
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Getting started in short sales – how to cherry pick your listings
Inaccurate calculations can cost big bucks Everyone already knows that one of my favorite topics is short sales. In fact, my son...
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1.6K21Short sale negotiations – Kardashian style
Does Drama Have a Place in Short Sale Negotiations? I’m a little bit embarrassed to admit it, but one of those Kardashian...
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How to select the right list price for your short sale listing
Unless you’ve gotten your client involved in one of those pre-approved short sale programs where they bank has already given you a...
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Equator now used by more short sale servicers, could this improve the process?
Wells Fargo now uses Equator A little over a month ago, Wells Fargo officially announced that it was joining the list of...
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Short sales need offers fast
I recently received an email from a short sale seller in Massachusetts and she had a very good question. In a nutshell, she has her...
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Wrinkles plus gray hair equal short sale experience
Short Sale Package Preparation Short Sale Package preparation is very time consuming and very frustrating as well. And, it is extemely common for...
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For effective short sale negotiations, get good walking shoes
People say that I have a shoe fetish. I’ve even been accused of that fetish by folks who read my articles regularly. Yes,...
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Information Overload – What’s Going On in the Short Sale World?
Latest Short Sale News A couple of pretty exciting things happened in the short sale world over the last few days. For...
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Musings about HAFA guidelines – each short sale is unique
Do time frames matter? I received an email from an agent struggling with her HAFA short sale. Troubles with a short sale...
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Short Sales and Deficiency – Common Questions
The ABCs of the Release of Deficiency When I checked my email the other day morning, I had an email from a...
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Think beyond the next closing – focusing on your pipeline
How to Be Productive I’ve recently had some trouble with one of our short sale closings. The approval letters had been obtained...
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Bark and scream have no place in short sale negotiations
How to Avoid Short Sale Trouble Have you ever seen The Music Man? If so, than you may remember the lyrics “Ya...
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It’s finally time to list a short sale – tips
Short Sale Incentive Programs Okay, for those of you naysayers who avoid short sales like the Plague, I think it is possible...
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Real estate team building – free video seminar
“I want a big team.” Over the years I’ve had agents tell me they “wanted a big team”. Or they “didn’t want...
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If I had a dollar for every short sale that didn’t close on time…
Buyers and Short Sales If I had a dollar for every short sale transaction that didn’t close on time, I’d be rich....
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Short sale negotiations, second lien holders, and ping-pong
Dealing with the Second Lien Holder At my speaking engagement last week in San Marcos, California, one of the Realtors® asked me...
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In short sales, pre-approved may be a misnomer
Home Affordable Foreclosure Alternatives I wrote a post a few weeks back that touched on pre-approved short sales. In it, I discussed...
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Reality checking real estate market conditions – feelings, perceptions and facts
My perception of reality isn’t always factually accurate. Mostly I’m a positive guy. But every other day or so, I think and feel like...
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Preparing a short sale package- not so top secret tips
Short sale package demystified: While much has changed in the wacky world of short sales over the last three or four years,...
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Becoming HAFA certified and how to get pre-approved short sales
A HAFA Refresher I was recently contacted by an agent who had just received her HAFA certification and wanted to know how...
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Is it time to bury the past and rise up? Is it time to advise “buy”?
It’s 2011. Not 2010 or 2009. Viva 2011 What’s your real estate market like this week? Is it better than it was...
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Short sale approval letters, high fives, and hang tens
Steps to Take when Receiving Short Sale Approval If you have ever received an approval letter for a short sale, then you...
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Keep Communicating and that Short Sale Actually May Close
At the beginning of the year, I wrote about the top 11 ways to get a short sale approved in 2011. I...
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Overcoming procrastination in your professional life
Procrastination is a major hurdle for many people, especially those with attention deficit disorder which happens to be many bloggers who have...
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Realtors can take ivy league courses online for free
Are “how to enter a listing into the MLS” classes at your board or “how to sign up for Twitter” lectures at...
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What Realtors can learn from the movie The Blind Side
Sandra Bullock won endless awards for the 2009 movie, The Blind Side, and this weekend, I finally watched it. I had been...
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March madness – have you evaluated your short sale team?
I recently conducted a short sale workshop at a local Realtor® board. There were 120 registrants; the room capacity was 100, and...
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Real estate bloggers could learn from Chris Bradford, the Austin Contrarian
Chris Bradford is a lawyer in Austin with a passion for his city. During the day, he works at a mega law...
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Only the Magic Mirror Knows the Answer to this Short Sale Question
“Mirror, mirror on the wall, who’s the fairest of them all?” When the Queen asked the mirror this question, she was inquiring...
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How Many Buyers Does it Take to Close a Short Sale?
As I consider how many buyers it takes to close a short sale, I remember the ad where the question is posed,...
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3.4K16Was Einstein Wrong About The Definition Of Insanity?
The Classic Definition Of Insanity Is Wrong Ok, it’s not wrong-wrong, it’s half wrong. Here’s the classic definition of insanity: The definition of...
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Skate Through Your Short Sale
One of the junior members of my family landed in the emergency room the other night—a skateboard trick gone awry. The triage...
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1.2K23Blogging: A Time Suck or Sweet Sunshine?
Time Suckage Blogging isn’t the Holy Grail, a magical Silver Bullet or a Savior. For some, it really is a time-suck, a...
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Much Ado About Settlement Statements
My apologies to William Shakespeare for butchering the title of his famous work. No iambic pentameter here! It’s just time to clear...
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Don’t Be Fearful of the Settlement Statement
The settlement statement is an often-overlooked component of the short sale package. Whether you are inputting settlement statement information into Bank of...
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Short sale listing appointment – maybe I am off my rocker?
As part of my ongoing journey providing tips and tools for agents working short sales, I wanted to give you with some...
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Using electronic signatures in short sales is not a good thing
Last week, I wrote a short but sweet post that reviewed the Top Eleven Ways to Get Your Short Sale Approved in...
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How To Vibe-Right in Real Life and in Real Estate
Real Life Is About People and Relationships. A single guy spies a single girl standing over there – inspecting exotic horderves. Sensing his...
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Top 11 Ways to Get Your Short Sale Approved in 2011
If you’re an avid reader of my short sale posts, then you probably know just about everything there is to know about...
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Representing buyers in short sales? Iron out your business
Do you iron your own clothes? I mean, do your really press your own clothes with spray starch and the like? The...
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Fast passes and eTickets do not exist in short sales
Do you remember the E ticket? Back in the day, when you went to Disneyland, you would purchase a ticket book that...
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When Negotiating Short Sales, Be Objective and Eat Cake
Does the mortgage lender really care? As the owner of a local real estate brokerage and affiliated third party short sale negotiation...
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Implosion of a Short Sale Transaction
Tough Real Estate Transactions Have you ever had a transaction that sucks all of your time and physically drains you? I’ve had...
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Short Sales – The Best Things in Life Aren’t Free
How much does a short sale cost? Anyone who has received a Notice of Default or has missed a few payments on...
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Dance When You Receive Short Sale Approval
Short sale approval letters play hard to get. Have you ever seen a happy dance? It’s probably not as well choreographed as...
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Read the contract – it may be a deal breaker not a deal maker
Understand the types of buyer financing A Realtor® friend of mine called the other day to discuss a dilemma surrounding her short...
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How Much Commission Should a Short Sale Listing Agent Earn?
Short Sale Negotiations Are Hard Work A topic that I have not really written too much about with regard to short sales...
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Lions, Gazelles and Real Estate Agents.
It’s The Weirdest Feeling. . . Your buyers just bought and closed. You found their dream home. Yea! Now you’re a little...
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Loan Mod Anyone? Loan Mod Everyone! Not Exactly
Short Sale or Loan Modification It’s fairly common knowledge that one of the problems plaguing short sales is the buyers who walk...
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Lessons Gleaned From Leisure Suits and History.
Once Upon A Time. . . People believed leisure suits, contrast stiching and elephant collars made you look cool and tee-refic. Men...
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Short Sales and Mysteries Uncovered in the Title Report
The wacky world of short sales This has been a wacky week in the wild world of short sales. With Bank of...
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Short Sales 101: Back to the Basics
Short Sale Drama I sometimes joke with my friends and family that I was not nearly as popular in high school as...
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Do you operate as a professional or as a public servant?
People often go into real estate because they are people persons (does that work, grammatically speaking?) They like people, they have the...
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Mastering the juggling act that is real estate short sales
Organization is important in a short sale transaction. I can’t juggle. Well, maybe I can if throwing two tennis balls up in...
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Short Sale Leads Are all Around You. Can’t You See Them?
Short Sale Leads Are Easy to Locate I came across an old colleague the other day, a top producer in her day,...
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Short sales- making your real estate contract indestructible
I recently joked that real estate agents do not have those cuff bracelets that Wonder Woman donned. You know, the ones that...
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Short sales, a product that changes in the blink of an eye- cheat sheet
The other day one of my Realtor® friends called me and asked me to tell her everything she needed to know about...
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Short sales- when the bank BPO is out of the ballpark
Short sales are not always smooth sailing. In fact, I’ve only closed a few short sale transactions that were run of the...
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HAFA- really ‘half the time’? Governmental stumbling blocks
A quick review of the HAFA short sale and deed-in-lieu program… Everyone is talking about HAFA. Everyone wants to qualify. But, is...
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75458You didn’t just write that … did you?
I have a disease. It’s not a “normal” disease, like the common cold, gingivitis, or even ringworm, psoriasis, or tetter. Nope. I...
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Short Sales Can Fuel Your Real Estate Career if You Know the Lingo
Learn about investors I’ve been known to say that after you negotiate a few hundred short sale transactions, you really know and...
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No BS real estate – upcoming panel in Scottsdale
I don’t think Jeff Brown’s (BawldGuy) head is much larger than Jay Thompson’s head or my head. But you wouldn’t know it...
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Why Dunbar 150 is dead- long live BIG social media networks
“Relations are starting to matter more than relationships.” ~ Adam Singer. Don’t freak out. This doesn’t mean that conventionally defined relationships are...
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Short sale moving targets- I didn’t get the memo. Did you?
The short sale process at Chase Bank When you process and negotiate short sales en masse like I do, you begin to...
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Is there a foreclosure date in the works for one of your listings?
How to check whether a foreclosure is in the works Last week I wrote a blog post about the time frame for...
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Start Spreading The
NewsNoise.The day the earth didn’t stand still. There was an earthquake near Washington, D.C. this morning – nothing earth shattering, but a...
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Not Even Nostradamus Could Predict the Short Sale Time Frame
Short Sale Approval Letter Time Frames Are Tough to Predict I had a call a week or so ago from an agent...
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Short sale negotiation tactic- not sounding like a vuvuzela
I have just returned from a two week vacation to Mexico—smack dab in the middle of the 2010 FIFA World Cup. It’s...
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Short sales and the summer reading list
Short Sale Review Back when I was in junior high and high school, we used to receive a summer reading list. Everyone...
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Buyer wants to make an offer contingent on the sale of their home
In the State of Washington, an Offer Contingent on the Sale of the Buyers Home Selling is often fraught with all kinds...
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Short Sales Flips, Flops and a Pair of Ruined Pants
Can short sale flips be flops? On June 10, 2010 Bloomberg Businessweek posted an interesting article about short sale fraud, short sale...
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If There’s A Double Dip, What’s Your “Plan B”?
What If… I know. I understand, the depth, breadth and pain, depends on your local market place. Wherever you are, It’s been...
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Condition vs. Objection: Can you tell the difference?
Simply put, a condition can be viewed as a genuine reason not to buy or sell a home and an objection is...
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It’s All in the Details: The Short Sale Communication Log
The importance of good record keeping With short sales, it’s the small details that can make or break the transaction. If you...
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Are you disciplined enough to run on the treadmill every day?
The Benefits of a Steady Routine Short sale sellers frequently leave the moving and the packing until the very last minute. As...
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Short sales and the uncooperative tenant
The Role of the Tenant in the Short Sale According to a recent study by an organization called Tenants Together, 37% of...
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What To “SAY”, When You Have “NOTHING TO SAY”.
Sound or Stupid? We’ve All Been There. We Know This Guy. We’ve Seen Her In Action. In a small group and one-on-one....
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Equator now offers short sale certification program
Are You Willing to Pay to Be Short Sale Certified? This is a follow up to my recent post about Equator and...
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Let’s hope that we learn from experience
Why do buyers walk away from short sales? The other day I obtained short sale approval from the first and second lien...
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Maybe I’ll stay in real estate? Or maybe I won’t?
Matt Stigliano – a relatively new agent is out of the business. Temporarily. Most agents in the business are “relatively new” to...
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A short sale can be like the slowest read in the library
Buyer’s Agents Struggle with Short Sales When I conduct one of my short sale workshops for agents, I always get a lot...
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From REO Trans to Equator: A Mighty Morphing Platform
Short Sale Software Platform Perhaps you have heard of Equator, a short sale software platform used primarily by Bank of America. Recently,...
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If you burn all of your bridges, you will have no way out of the castle
Careful What You Say and Do There is a veteran agent in my office who has a heart of gold, but who...
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Short Sales: Not paying attention to details could cost you
The Importance of the Settlement Statement As agents, many of us haven’t spent too much time scrutinizing the estimated settlement statements. We...
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Short Sales, Real Estate, and the Sports Metaphor
Are You a Team Player? Short sales (and much of real estate, in general) are frequently referred to using sports-type language. I’ve...
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It’s smart to pretend to be stupid – here are six reasons why
We Overestimate… …what we think we know and we underestimate what we don’t know. We think we’re pretty smart. We move quickly....
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Try this Tongue Twister: Six Strategies for Short Sale Success
Short Sale Tips for Success The April edition of Realtor® Magazine reviews short sale ethics and six things to avoid when working...
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Success is not about the chosen few, but about the few who choose
We’re just a touch over 90 days into the current year, and as the flowers start to bloom, it’s a good opportunity...
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The Jessie James Solution = Resuscitate Your Sales In 30 Days. Boom Goes The Dynamite, If You Light The Fuse.
Problem. You’re sipping tall, Iced Cinnamon Dolce Lattes. Chit-chatting. Your girlfriend shares, “ I need to make a sale in the next 37 days...
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I Have a Short Sale Listing. I Have an Offer. Now, What Do I Do?
Processing the Short Sale Transaction If you are one of the brave souls who has never processed, facilitated or negotiated a short...
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Selfish-Selling Is Zombie Dead. We Need A New Bike. Become Super-Choosable.
Selfish-Selling Is Self-Focused and Sucks. We Need A New Bike. It shouts how mighty, majestic and magnificent we think we are. It’s...
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It’s Important to Know All Things Real Estate if That’s What You Sell!
How Well Do You Know Your Product? Several years back, our family purchased a new car. At that time, I recall that...
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Are You Bright, Focused and Distinctive? Or Delusional? Take this Scrape-The-Label test and find out for yourself.
It’s important EVERYTHING… How people perceive us… Are we trusted? Are we interesting? Are we competent? Are we attractive? Are we memorable?...
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Want Smooth Sailing? The Short Sale Listing Agent and the BPO
How do you handle the BPO? I’ve seen some interesting blog posts over the last few days that discuss how mortgage lenders...
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Listing Icons: Is Adopting Abandoned Buyers Stealing or Smart?
Does Closing and Running = Abandonment I decided it wasn’t worth the trouble. We both know the truth. I don’t need to...
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Three Geniuses Walk Into a Bar…
Folks, I have compiled the first in a series of helpful discussions between three leaders in our industry…and moi – the...
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Taking a Short Sale Listing: ‘To Be or Not to Be?’
Is Your Short Sale Listing Meant to Be? Remember high school? Remember Prince Hamlet? Remember the famous soliloquy he delivers about the...
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Have the Right Profile to be a Real Estate Agent?
We all can identify those in our industry who are in real estate with great intention and determination but seems to lack...
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The Potential Perils and Pitfalls of the Electronic Signature
Are you for or against the use of the electronic signature? While surfing the Internet today, I saw a blog post about...
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No Bamboozle! The DNA Of SUCCESS Shared In 8 Words.
What Is The DNA Of Success? Here it is: “Knowing What Other’s Don’t + Doing What Other’s Won’t.” Smart-Action breathes life into...
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Being Thorough and Detailed Will Help You Obtain Short Sale Approvals
The Importance of Carefully Reviewing the Seller’s Paperwork Yesterday we were a little bit short-staffed, so I was able to get down...
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Smile! Your Showing Skills Are On Candid Camera.
Video Recorded Property Showings = Priceless or Shameless? “All truth passes through three stages: First it is ridiculed. Second, it is violently...
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Stepping Down So I Can Step Up – The Stigliano Chronicles
Sniff, Sniff. Stepping down sounds so dramatic. As if I’m abdicating the throne, giving up my gold medal after being caught with...
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Top Secret Short Sale Tips for Buyer’s Agents
Representing buyers in short sales can be tough. One chronic criticism of my short sale blog posts is that they primarily address...
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2010 Edelman Trust Trends. 7 Destiny-Accelerators and YOU.
Social Media Doesn’t Work As Well As Some Think. For real estate agents, it’s even better or worse! Read on to find...
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Bank of America Achieves Surrealistic Central Status
Maybe I should have titled this post, “Attention All Lawyers – Bank of America Has Lots of Free Money For You”. What...
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Success Simplified – The FIX or Fire It Method
Wise Words “What ever is happening to YOU now, YOU either created it, YOU allow it or YOU promote it.” ~Unknown Reread...
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Short Sales: Is It Strategic Default or Harsh Reality?
Determine the Source of the Hardship There has been a lot of information in the news lately about strategic default. Strategic default...
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Realtor® or Detective? When Listing Short Sales, Be Both!
A Little Recon Work Goes a Long Way I’ve had quite a lot of experience with short sales throughout the nation, and...
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No Brown Nosing Required. Your RAISE Is Ready When You Are.
Good News! Your Raise Is Effective As Soon As YOU Are. No Brown-Nosing, glass ceilings, boot licking, politics, nepotism, seniority, annual performance...
