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Crash course for short sale beginners – how to get and stay productive



Short sale productivity

Short-sales are just about the only properties to list right now if you don’t have an REO account in most regions of the US. If you have a lead pipe to get the listing, you can make a great living listing and selling them, but if you have ever done a short-sale, you know it is very time consuming, with one of the longest sales cycles. That is why it’s important to have a very specific scalable management protocol to move them through to a close.

Get the listings:

This is a little bit tricky because the whole situation around a short-sale is not good, and the last thing people want is to be barraged by agents wanting to sell their house for a loss. The more successful strategies I have seen to get leads is by referral, and incoming sales strategies which means people contact you, and you don’t contact them. This is usually done by passive promotion with mailers or positioning yourself in front of people specifically looking for short-sale information in your area. You will need a lot of them because the close rate is low and you are very dependent on other people coming through for you on a certain timeline.


Banks using Equator have made this a little easier, but you still have to call to wait on hold with most places. And of course, they lose your package and papers a few times (every time)! By setting up a system, you can cut down the brain damage and jam these through as quickly as possible.

Do the upfront work:

Short sales generally need the same things to get going, and clients need to fit a certain mold to work. Just establish a package collection protocol. Get the bank info, and make sure they have filed all of their taxes. Then, use your template forms like authorization paperwork and have them fill it out. If you have these items written down somewhere, you will never miss something you need. You just have to collect from the client first then collect from the bank.

Check for hold ups:

Make sure to check any outside lien holders that may hold up the process right from the start. Are the taxes paid? Utilities not in collection? HOA hasn’t racked up a massive fine list? Generally, they will work with you to resolve i,t so it’s best to do this work upfront (not including taxes). Here in California, junior liens get wiped out in foreclosure, so if the lien holder won’t negotiate the get 100% of nothing, it has some incentive.

Checking progress:

Delegate phone calls if possible. If not, schedule your call times in an easy to manage, time conscious way. Depending on the number of listings, try once a week to a maximum of five calls. If you have more than five, do the other weekly calls on a different day. Call for some on Monday morning, and do the next set on Thursday. As you get more files, fill in another day. Just keep them spaced if you can so that you don’t go crazy and need to be sent away!

Keep it organized:

The nice thing about long sales cycles is that it is pretty slow moving and easier to keep organized. If you create one system and progress plan, you can just continually plug listings into it to be processed. This includes the call schedule, and would also include buyer agent or seller updates. You will also need a way to store all data and documents in a way that is easy to access. Plus, you will have a lot of offers and backup offers in the wings you will need to keep track of. Create it once, and it can be used for as long as needed.

With these systems in place you should be able to get your time back to go out and do fun sales outside in the sun again. Short-sales are becoming more and more prominent in the market, and homeowners really need your help. If done correctly, everyone can walk away with their sanity, and without a foreclosure on their record… which will give them less time to qualify for a new loan on a home that you can sell them down the road.

Ryan Schattner is a real estate broker associate with RE/MAX Gold in California, specializing in investment properties. He is also the creator of the Escrow Coordinator PLUS real estate business platform. His writing focuses on increasing productivity and efficiency through the use of technology, and planning.


Short sales: the top 3 title insurance troubles

Short sales are not without challenges, but knowing the answers to the most common obstacles and questions can aide in a less stressful transaction.





The importance of title insurance

When my husband and I purchased our first home, I was very young and very green. At the closing, our agent passed us our title insurance policy and said, “Put this in a safe place, and do not EVER throw it away.” At the time, I had absolutely no clue about title insurance, why it was important, and how it could save you from a world of trouble.

Decades later, working short sales, it’s the title reports and those dreaded liens that seem to be what gets us into all sorts of trouble. In fact, most of the reader questions that I received this past week related to title woes.

Three common short sale questions

Question: When I run the Statement of Information for my seller, it comes up with a child support lien and a mechanic’s lien. My seller says that he is aware of those liens, but has no money to make good on those debts. What should I do?

Answer: In short sales, the first lien holder will authorize funds from the proceeds to pay off a variety of expenses associated with the sale. These include commission, settlement fees, title insurance fees, and other mortgage liens. However, it is extremely uncommon for the short sale lender to offer to pay off a seller’s personal debts. Before you spend months and months processing the short sale, I’d strategize to ascertain whether you will be able to help the seller make good on these debts prior to closing. Otherwise, you should probably run like the wind.

Question: I am dealing with the IRS on a tax lien that needs to be released prior to short sale closing, and the IRS won’t budge. What should I do?

Answer: First off, it’s always a good idea to get non-institutional liens released early. At the time that you take a short sale listing, work with the title company to run a Statement of Information on the property owners. That way, if something comes up (like an IRS lien), you have plenty of time to work it out.

Generally, the IRS and the state tax authorities have mechanisms in place to remove these liens from title at no charge, since there is no equity coming from the sale. A tax attorney can guide you through the process. However, ask your title officer or title representative if they can work with you on this problem. The good news is that some title companies can help agents and you can avoid working with the IRS.

Question: I have a second lien on title with Chase Bank. Yet, when I contact Chase Bank, they tell me that the loan has been charged off and I need to contact the company where they transferred the loan. However, they do not have a record of where it was transferred. I’m between a rock and a hard place. What do I do?

Answer: This kind of chaos happens all the time with short sales, and it is very frustrating. Generally, if you contact the executive offices at the bank where the loan was held originally (in this case, Chase Bank), they can have their research department obtain information about where to call.

Another option might be to ask the lender for a “zero demand”. If they charged off the loan and show a balance of zero, then maybe they will send a zero demand and not further short sale negotiation would be necessary for this lien. Hey… without a second lien on title, maybe this won’t even be a short sale any longer!

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How 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 short sale transaction can go more smoothly.





Short sale frustration all around

Representing a buyer in a short sale can often be very frustrating. Primarily, that’s because of the unknowns associated with the short sale transaction. For one, nobody knows how long it’s going to take to obtain short sale approval. Actually, you don’t even know if you will get short sale approval. Not only that, but you also have to wait a fairly long time to learn the approved terms of the purchase. It’s frustrating to wait and wait, and then learn that the direction of the short sale is not the direction that the buyer is interested in taking.

Good communication is the key to short sale success. It’s vital for short sale listing agents to make communication with the buyer’s agent a regular and systematic part of the week. No matter how insignificant the short sale task, it is important to communicate with the buyer and the buyer’s agent and let them know that there are baby steps towards short sale approval.

One significant step towards short sale approval often comes after the bank’s valuation (BPO) when the bank makes a counter offer. Depending upon the short sale lender, this counter offer can come via email (in an email message), via telephone, or through an online platform such as Equator.

And then there are the counter offers…

Buyer’s agents and buyers often request to see the counter in writing. However, depending upon the short sale lender, this is often just not possible. Bank negotiators have contacted the short sale agent via phone, reviewed the settlement statement, and alerted the short sale agent as to what they will approve and what minimum net they might take accept in order to move forward with the short sale.

Since these counter offers usually do not come in writing, it’s important for the buyer’s agent to set the buyer expectations accordingly. Make buyers aware that there is lots of ‘verbal’ back and forth during the process. Many times it is only the short sale approval letter, the document that allows them to close, which comes in writing.

If buyers are willing to wait and keep the faith and understand that this process is a little more challenging and unique then most, they may find that they are getting a great deal on a wonderful property—often in better condition than the abandoned REO down the street.

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Short 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 short sales, and we address one here today.



short sale agent

short sale agent
A short sale listing agent recently reached out to me to ask whether an agent principal can earn commission in a short sale transaction. This agent, Agent Alice*, was told that there are certain situations where licensees cannot earn a commission when buying a short sale.

The question:

Agent Alice received an offer on her listing from Agent Alex. Agent Alex is both the buyer and the principal. Agent Alice wanted to know whether the bank would pay a commission to Agent Alex at closing, since he is both the buyer and a principal.

The answer:

All of the major lenders including Fannie Mae and Freddie Mac employ some sort of arm’s length affidavit in which the buyers, the sellers, and the agents acknowledge (often in front of a Notary Public) that none has a business or familial relationship with another party outside of the transaction. Between this affidavit and investor guidelines for short sale commission, it is uncommon for the short sale lender to permit a commission to be earned by an agent principal.

Agent Alice then asked me whether Alex’s Broker, Broker Bob, could represent Agent Alex and earn a commission. While I do not work for the short sale lenders and cannot predict each short sale lender’s response, I’d say that it would be best to avoid this scenario, since the two have a business relationship outside of the transaction.

My two cents:

When I recently posed these scenarios to a group of agents, many shared creative ways to obtain a commission for Agent Alex. Remember that any creative solution whereby Agent Alex earns commission must also show his commission on the HUD-1 that is approved by the short sale lender prior to closing. As such, it is highly unlikely that there is a legitimate workaround for this problem.

The solution:

The easiest and safest way for Agent Alex to purchase Agent Alice’s listing is to seek representation outside of his brokerage. Not only will this assure that the buyer’s agent earns a commission, but it will also assure that all parties comply with the requirements of most lender short sale addenda.


*The names of the agents and the brokers in this post are pure fiction. Any relation to real listing or buyer’s agents is merely coincidental.

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