How to
Conferences, Camps, and Expos…oh my!
Quiet before the tornado strikes
As I know many of you are gearing up for the NAR Conference and Expo, I suspect things will begin to get a little quiet in the real estate world until you all return. I personally look forward to conference time for the simple reason that when agents get back, they are pumped up and ready to go and always have some new wisdom they’ve gleaned from someone else. When they start posting to their blogs and AgentGenius, you can bet I will be there, my arms a whirlwind of mouse clicking, comment writing, and head scratching as I ponder the nuggets I receive through them.
There is a yellow brick road
The streets are paved with gold in the real estate online-world. And I’m not talking about literal gold (ie, money – although when times are good it may seem that way). No, what I’m envisioning is all the ideas, wisdom, and tips I have picked up from the real estate community both through being an avid reader and an active participant. And although I may not always be able to attend a conference, camp, or expo, I can rest assured that I will learn more by listening and discussing, then I would by crying about how I can’t afford to go. Each little piece of knowledge I gain, is one more step I can take toward Oz.
Of course the wisdom an agent learns is not just for my consumption. Or yours. At the end of the day, all that great knowledge will benefit the consumer. If I can benefit my clients from knowledge learned through the real estate online-community, then I’m halfway to Oz before I’ve even attended my first conference.
Don’t take a nap in the poppy field
Of course, all my time online reading and learning can lead to a dangerous place. The dreaded poppy field of finding myself online and not in the real world; doing, experiencing, and practicing what I’ve learned. Sometimes, I take a moment and suddenly realize I haven’t left my computer screen for hours, haven’t picked up the phone to make a call, haven’t stopped by to say hello to a client, or done much more than learn.
Knowledge is key, but application of that knowledge with clients leads to success.
I had a wonderful dream Auntie Em…
…And you were there, and you were there… You will all be there and I look forward to being there with you some day and putting faces and personalities to the many names I now know. In the meantime, I hope you all have fun, meet new people, and come back with a ton of new ideas to share. The greatest thing I’ve learned in the real estate online-world is that there is a friendly, helpful, sharing spirit amongst us that in the long run benefits us all. I thank you for it and can’t wait to hear your stories.
*Clicks his ruby red slippers and disappears*
P.S. If you are heading to NAR in Orlando, hit up the Peabody Hotel pool if you get a chance. One of my favorite hotel pools of all time.
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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Katie Minkus
October 30, 2008 at 2:27 pm
Aloha, Matt… I especially like the section about not sleeping in the poppy field… I live and work in Hawaii on the Big Island – it’s a fairly remote place, so I often find myself hours and hours and hours in front of the computer as it’s the fastest and most economical way for me to connect with the world – and of course, my clients. However, I agree that it’s necessary to learn, then step away from the technology and practice! Question for you – how do you structure your time? Do you give yourself daily limits for computer work? Any suggestions are greatly appreciated! Best of luck and warmest aloha to you. Katie Minkus, R(B)
Matt Stigliano
October 30, 2008 at 3:50 pm
Katie – First off, you’re my new favorite friend. I’m obsessed by Hawaii. Its my favorite place on earth that I’ve ever been to (and that’s saying a lot).
Don’t get me wrong, I am guilty of taking more than a few naps in the poppy field.
For me, I’m still working out structure to my days. I’ve always been a computer nerd, so being at the computer seems natural to me. Of course, this is where I am learning and growing the most, as I’ve had to rethink my time management skills when it comes to computer time. I do try and get away from it every evening, so I can spend time with my wife. My days are an up and down experience of how I spend my time – a lot of that has to do with my attempt to create a new site, so more time is spent looking at computer screens than I’d like.
I guess its a lot different on an island as well…as your potential local client base is more limited than some places. But of course, since many Hawaii buyers are probably from other places, I would think you could spend more time in front of a computer and “work” than most.
My suggestion for your schedule:
7am-8am: Wake up and drink Kona coffee on the lanai
8am-noon: Sit by pool with fruity drink in hand
Noon-5pm: Watch waves roll by with fruity drink in hand
6pm-7pm: Luau!
7pm-11pm: Watch waves roll by on moonlit beach with fruity drink in hand
Oh and try and fit real estate in there somewhere.
Haha.
Missy Caulk
October 30, 2008 at 3:59 pm
I’m going for the parties, LOL…
Paula Henry
November 1, 2008 at 8:30 am
I’m not going this year, but will absorb all the information posted as others post.
I am definitely going to adopt Matt’s daily schedule 🙂
Bill Lublin
November 3, 2008 at 7:49 am
Matt; I’ve been at the Peabody a few times (and will be there this week) but I’ve never even seen the pool (does that mean I spend too much time in meetings?)
NAR is well worth the trip – try to make it next year- I’ll buy lunch.
Bill