How to
Real Estate Photography – A Case Study
It came as a surprise to nobody involved in our real estate photography case study that removing your giant dog prior to taking photos is just a good idea. Study participants were unanimous in their decision not to view the property in person.
Hat tip to Sara at lovelylisting, via Photoshop Disasters
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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Steve Belt
July 28, 2008 at 6:15 pm
Yes, the problem here was clearly that the dog was too large (giant even)…smaller probably wouldn’t have bothered the majority.
Benn Rosales
July 28, 2008 at 6:27 pm
lol I love it. Being remarable ain’t easy.
Jamie Geiger
July 28, 2008 at 6:30 pm
How did they do that? LOL He looks harmless 🙂
Benn Rosales
July 28, 2008 at 6:31 pm
Ever been turned down by an apartment or condo because of a big dog, or had your yard sized up for a dog? just another thought…
Norm Fisher
July 28, 2008 at 6:38 pm
Steve,
I think you’re probably right, but almost everyone thought the home was “too small” and several had “a feeling” that the yard would require “too much work.”
Benn 🙂
Jamie,
It would have been created in Photoshop or some other photo editing program. I think the more compelling question is why? I agree. He looks like a sweetheart of a pooch.
Benn Rosales
July 28, 2008 at 6:48 pm
Norm, we’re marketing these listings all over the country in venue after venue, the question becomes- how do I stand out and become remarkable. Whether you believe it or not, this is viral, and it has a place. Does it always work? no, can it work? yes! Redfin currently graces the top position at Ag for the moment, as well as the listing, is this a bad thing?
Norm Fisher
July 28, 2008 at 7:04 pm
Benn,
“Redfin currently graces the top position at Ag for the moment”
I’m hoping this is not a problem. 🙂
The fact that 17247 11th Avenue NE is on the front page of your website leaves little doubt that it’s viral.
“is this a bad thing?”
Probably not. It just seemed like a good opportunity to crack a joke. 🙂 I can see how such an image could stand out from others. I did find it interesting that the “giant dog” doesn’t exist on the listing brokerages website (Windermere).
Larry Yatkowsky
July 28, 2008 at 8:22 pm
Very clever! I was distracted by the dog until I noticed the sloping floor.
Norm Fisher
July 28, 2008 at 8:37 pm
Brilliant Larry! I can see how this could work. I’m off to photoshop a giant cat into an ugly listing.
Ines
July 28, 2008 at 9:22 pm
Personally, I think the dog is the selling point of the property (but that’s why studies and I don’t get along) – odd no? 😉
Norm Fisher
July 28, 2008 at 9:31 pm
@ Ines
“odd no?”
No 😉
Ginger Wilcox
July 28, 2008 at 10:57 pm
Can I just buy the dog and not the house?
Bill Lublin
July 29, 2008 at 1:14 am
Norm Great Post – I love a big dog! Our Black Lab Cisco the Superdog is pretty big, but we can fit him in the kitchen. My question is who the heck walks this puppy?
Irina Netchaev
July 29, 2008 at 8:23 am
Too funny and very original. I’ll take the dog. Forget the house!
Vicki Moore
July 29, 2008 at 3:25 pm
I’m glad I don’t have to pick up his poop.
Glenn fm Naples
July 29, 2008 at 6:48 pm
Norm – thanks for a light-hearted photo. It is truly wonderful what can be done with PhotoShop! Just wish I add the time to fool around with it. Cute pooch.
Lani Anglin-Rosales
July 30, 2008 at 9:18 am
And now we learn the backstory of this photo- turns out the agent and photographer are friends and the photographer was told “I don’t want to see the damn dog in the shot” and it became a joke… and a viral image! Niiice.
Hat tip to Redfin.
Norm Fisher
July 30, 2008 at 9:26 am
Lani,
Thanks for the follow-up. I would love to hear some stats on the hits to this listing. I’ll bet they’re through the roof.
Jennifer in Louisville
August 1, 2008 at 6:41 am
Interesting side story. I suppose it all comes to intent – if you think you can pull off a “viral” campaign by trying something, give it a go. But by the same token, has the traffic that they’ve received with this viral campaign paid off: is the home sold?