Coaching
Every good boy deserves fudge…uh, I mean, goals.
I hate writing things down.
Not because I don’t like the act of writing, I think you can all see that pretty clearly. But I admit, I have a bad tendency to write something down, leave it on my desk, and forget about it. Notes to myself, phones numbers, all sorts of things get lost in the shuffle. Not clients or their info or notes about them…those I covet and take care of, but the little notes to get some milk on the way home, to call my friend Jay, to clean my shoes (they need it bad). Those are the things I usually don’t even write down because I forget to go through with the plan. I use my Blackberry a lot for calendar notes, but never for “to do” items. My broker gets on my case constantly about goals and what mine are for the future. My reply is usually “I’m working on them.” I just hate to nail myself down on what I expect of myself in the near future. I’m one of those people that hates to fail and I’m only recently learning to cope with the fact that missing a goal doesn’t necessarily equate to failure.
So in the interest of the forthcoming New Year…
I’ve decided to not only write out my goals, but to make them public. Not only will this force me to make my decisions, but allow me to see what others think of my plan, help me adapt and adjust the plan, and even keep me accountable. I hope you all will keep me accountable and I can’t wait until next year to revisit this post and see how I did. So without further ado…
Ladies and gentlemen, please rise for the arrival of my goals.
- I want to lose some weight. I’ve found that being a Realtor® has been bad for the waste line. There’s too many snacks, fast meals, and free food on hand. I have never been much of an exercise guy I admit, but this year, I will try and focus a bit more on it. I have actually joined two other agents in my office in our quest to lose a bit. Friday mornings are weigh-in day.
- I want to close a minimum of 20 transactions next year. I really want to close 30, but I’m trying to keep my goals to a manageable level for now. I would be more than happy to close many more. This goal is not a stopping point, but rather my aiming point.
- I want to complete and expand my website. Its been slow going and I’m terribly frustrated with that fact. I have an ambitious plan for my website’s growth and I’m trying to get it to the point where its growth is what I’m working on, not just the basic building blocks.
- I want to learn more about SEO and learn to write better blog posts, but still within my own style. I don’t want to write just for SEO, but I realize its important and want to work on using it to my advantage a bit more.
- I’m hoping that I’ll get to take a vacation with my wife this year. If I can close 25 transactions, I will be comfortable doing so. We haven’t had one in awhile and she deserves one. She works hard and puts up with me (and that’s not easy!).
- In reaching my transactional goals, I will work to pay down debt that I have incurred over the years. I entered real estate with the goal of a career and a good strong career will allow me to do that.
- I want to continue to refine these goals. So please ask me questions as the months go by.
Your opinion counts.
Remember, I have never written goals. Many of you probably have. Some of you have been around longer that I have been an adult. So I encourage you, no, beg you to help me refine and perfect these goals. Many of you may not realize it, but through this site, you have helped shape me and mold me. I have put in my opinions and thoughts along the way, but many of my core values and decisions in real estate have come through the conversations in these very pages. Now its time to shape some more.
Coaching
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!
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.
- 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.
- 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.
- 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.
- 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
- 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.
Coaching
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:
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.
Coaching
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 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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Bill Lublin
December 24, 2008 at 6:46 pm
Matt
Any goals are good to have and yours are certainly attainable and appropriate.
As far as the vacation goes, make it a working vacation and it gets to be deductible. I always attended the NAR convention each year and extended the trip by a day or two so my wife and I could play. There are good educational and networking opportunities, there are often free parties (where your wife is welcome), and they are usually in interesting places. By mising work and pleasure you maximize the opportunity and minimize the expense – Just an idea.
Best wishes for th holidays for your family from mine!
Mark Eibner
December 25, 2008 at 12:16 am
we’re at it again Every good boy deserves fudge…uh, I mean, goals.: Get out of your feed .. https://tinyurl.com/6uhh8z
Missy Caulk
December 25, 2008 at 10:17 am
Matt, good goals and I have been writing mine down for years. It gives me and my TEAM something to shoot for that will push up forward.
One thing I would do is change the first words to I will, not a want.
I also say them out loud quite often and they become my affirmations. When I first start some are just saying them, eventually they get from head to heart and you believe them.
Lani Rosales
December 26, 2008 at 10:36 am
Matt, these are great goals! You want help refining? Okay! I bet you can easily add to them, for example your first goal is weigh-in, surely this involves some dietary changes? You could refine your closing goals by adding a target post-tax, post-expense “salary” for yourself. For your vacation goal, you could set smaller benchmarks like “I will turn the computer off on Sundays” or “We will take a quarterly weekend trip within driving distance” (like to Austin, ahem).
Matt, because I know you I know that you also have networking goals. Not as in “I will meet 5 SEO professionals” but as in “I will expand my network, with a focus on quality connections over quantity” or “I will pick up the phone once a day to reach out to a client or colleague.”
It’s exciting watching your career Matt and we all feel all giddy that you let us all be a part of it. Keep on keepin’ on!
Matt Stigliano
December 29, 2008 at 2:37 pm
Bill – You’re 100% on the combining the two idea. I really wanted to hit Connect in NYC as my wife loves NYC, but the funds just weren’t there to pull it off. But perhaps the next one. It would be nice to a) get the vacation, b) meet all of you, and c) introduce my wife to the people she probably thinks I made up.
Missy – One of the agents in my office and I started talking about goals today. He has one of those giant post-it note pads in his office and he was working on his. They are now stuck to his window and you can’t miss them. I might follow him down that path. He offered to let me use the pad and I think it would be good if I had to stare at them all day.
Lani – Some great things to think about. This is scary uncharted territory for me. I will tell you this, my act of putting my goals here actually got me moving a bit more this week than usual. I have already made several contacts I wanted to make and there are buyers in the pipeline now. A little goal writing seems to have already gone a long way. Now if I refine them, what will happen? I’ll be working on that. As for “giddy” – you shouldn’t be surprised to hear me say that it should be the other way around. I have the biggest pool of brilliant teachers to pull from. How lucky am I? And I am not going to let those teachers down.
Allison Crow Flanigin
January 1, 2009 at 11:01 am
I love that you shared your goals! I do this to because the increased social pressure means you are more likely to achieve them all! Keep your list in front of you. PROMISE your wife you will take her on that vacation –then you CAN’T break it.
Consider the outcomes if you DON’T reach your goals…really emote how bad that would bite! What pain would that cause? And when you DO complete them all…how will that feel. Consider the pain of not accomplishing and the pleasure of achieving your goals EVERY SINGLE DAY!
You can completely do the 30 transactions you are hesitant to set as your goal! Shoot for 35 and don’t stop till you get there. The decision to DO them is the hardest part.
I finally hired a fitness coach and it has made ALL the difference in my health. You are right, as a REALTOR® being healthy or fit isn’t easy. I always said I was to tired or didn’t have time. one week in with the trainer and my energy was back and it was much easier to get back in and stay on track with my health! Go pay for 6 sessions today!
You can do all that you set out to! Thanks for sharing!