Thank you everyone for joining Jennifer Allan’s webcast yesterday which was a primer on working with Short Sales. If you missed it, you can listen to it here (warning, it is 1:45 hours long, but considering 134 people out of 140 listened to the whole session, I am hoping it provided some useful basic short sale info for fellow Realtors). Broker Bryant and I had a little fun giving this and we hope you will enjoy it.
Far too many Q&As came out of the webinar to answer during the session so we decided to post a follow up blog here.
Disclaimer 1: The info in the webinar was intended to help you feel that short sales are not so scary or so difficult that you should be afraid of them but not intended to be a full education on the process. Basically enough to make you realize you CAN do them but not enough that furhter education and knowledge is not needed. Educate, Educate, Educate.
Disclaimer 2: Find out how your state, board, region, broker and follow agents handle short sales in YOUR Market. What works or is oK in one market may not be in another.
Disclaimer 3: I am not a Short Sale guru nor am I selling anything. I am just a working Broker and everything I say is based on my own expereinces so make sure to eProxy-Connection: keep-alive Cache-Control: max-age=0 cate yourself on your state and market and veryfiy everyhing you read, here and elsewhere.
Note: Trasparency to buyers and buyers' agents is KEY, disclose, disclose, disclose!
Final note: I would subscribe to Richard Zaretsky’s blog, he is a real estate attorney in FL and has GREAT and informative posts on short sales and I would join the various short sale groups in AR for further reading and info.
Q. Pam Eilts-Mount Vernon WA
can we get that disclosure???
A. I think I am going to have to do a whole series of posts to cover all of the paperwork that would help a listing agent, please keep an eye out on this blog (maybe subscribe) and I will do that ASAP. UPDATE: I have Started that Short Sale Series Here!
Q. sarah-
I have a divorce situation where the husband doesn't want anything to do with the house and I don't believe I'll get authorization signed by him to deal with the lender. Any suggestions on how to handle this?
A. Likely you will not be authorized and even if you are, if he is needed to sign the purchase agreement and won’t, then you won’t be able to close anyway. Unfortuantely marriages are just another casulty of this economic recession. The stress is just too much for couples, we see this ALL of the time. Note: If he doesn't want his credit ruined by a foreclosure, I would hope he would reconsider and be more cooperative.
Q. BIG DAN-St Louis
do you have any good system forms, ie disclosures, examples of hardship letters, checklists, authorization ltrs, etc to use as a starting point that you would be willing to share , share for fee etc. By the way this is GREAT INFORMATION you are sharing, Thank You!!
A. I think I am going to have to do a whole series of posts to cover all of the paperwork that would help a listing agent, please keep an eye out on this blog (maybe subscribe) and I will do that ASAP. UPDATE: I have Started that Short Sale Series Here!
Q. bobby-
bryant-- you mentioned obamas paln to help people in a "short sale" situation.. will this hurt some of our business from an agents perspective????
A. (this is Janie’s answer, I am sure BB will chime in also). No I don’t think so, first, if the owner’s want to stay in the home they should, 2nd, the sooner the market can stabilize the faster we will be back to a “normal” market and stemming the tide of short sales and foreclosures is the key to it all.
Q. Sharon Filbig-Escondido
Is there any cooperating central clearinghouse for lender-specific information on Active Rain?
A. I am not sure but that would be an excellent idea as I have my “faves” and my “blacklisted” lenders ;-)
Q. Candy Laube-Lincoln City, OR
I have to take off for a listing appointment. Realty Trac was mentioned earlier, I think by Brian; is this system worth the fee?
A. I will let Bryant handle this, (to me Janie, no not really, but that’s just me)
Q. how about a deed in lieu if no short sale happens?
A. I haven’t seen the lenders do this much, but I would look into it
Q. kim-springfield, Virginia
How do you deal with attempted commission "cramdowns" from the banks?
A. Here we often expect the fee to be reduced to 5% and both listing and buyer’s agents know this going in, and I typicallty don’t fight a 5% commission (I do fight anything less) other listing agents have been successful in fighting this and maintaining whatever was in their listing agreement. In fact, Fannie Mae has now said that commission can no longer be reduced as part of the negotiations to get to the net they need (but not over 6%). This is great news in areas that have a high percentage of Fannie Mae loans, one less headache.
Q. Carrie-Crosslake
Would it be positive to ask sellers to sign an authorization to get a copy of thier credit report?
A. Well, it isn’t going to show hidden assets which is the one thing you might want to know about, but other’s may have a differing opinion. (they don’t need good credit to qualify for a short sale ;-)
Q. stacie colclasure-bethalto
Hi Jennifer! This is such great information! The speakers have given so much insight into the short sale process. I've not been able to get this information in my area. All I hear from agents here is "don't do it!" Therefore, there are only a couple agents getting all the short sales. And they make it sound like it's exclusive to them. Baloney!! I am taking notes as fast as I can but I know I'm missing a lot of it. Is there any way we can get an outline or handout?
A. I think I am going to have to do a whole series of posts to cover all of the paperwork that would help a listing agent, please keep an eye out on this blog (maybe subscribe) and I will do that ASAP. UPDATE: I have Started that Short Sale Series Here!
Q. Kathlene-Monroe, Michigan
Do you promote yourself as a short sale specialist and how do you do it?
A. Sometimes, but I really don’t like that term, but if you felt comfortable with it, then I would add it to your profiles and other promotional items.
Q. Sharon Filbig-Escondido
What if they do that thing where they ask for a seller to sign a promissory note just before the sale is scheduled to close?
A. There is always that possibility. When that happens 1st try and negotiate that out with the lender (this absolutely can be done) or, if the lender won’t budge, the seller is going to have to decide what is more important to him/her; not signing a note or the credit issues they will have if the home forecloses. This will be a personal decision based on their own circumstances.
Q. Debbie DiFonzo-Lebanon MO
When does this packet then get sent? When you have an offer? Or as soon as it is put together?
A. Many lenders want it sent in with the first offer, but ask them when you first get the listing. Lenders’ vary, but Don’t wait to get the info from the sellers. It may take awhile for them to pull it all together.
Q. Debbie DiFonzo-Lebanon MO
I have my first short sale listing. I have an authorization to speak to the lender. When do I make that first phone call?
A. as soon as you have the listing!
Q. Patti Wolfe-Spokane
Can Jane provide a list of all these things that would be good to ask the seller for.
A. I think I am going to have to do a whole series of posts to cover all of the paperwork that would help a listing agent, please keep an eye out on this blog (maybe subscribe) and I will do that ASAP. UPDATE: I have Started that Short Sale Series Here!
Q. Chanda-Indianapolis
So the short sale is more or less based on current market value compared to current mortgage amount? Does that mean that even if the Individual is financially able to pay the monthly mortgage payments but not the difference between current market value of 150,000 and mortgage for 300,000 and they just want to sell their house so they can buy one somewhere else, can they still try to attempt a short sale?
A. The price a lender is based on their belief of the current value of the home, not the mortgage price. If they have the ability to keep paying, they may have a more difficutl time being awarded a short sale. They will not be able to show a financial hardship. Short Sales are not “get out of jail free” cards when someone is upside down. They have to show that they are not able to continue to pay. However, that being said, I have seen some surprising things approved so I never say never, but it doesn’t fit in the nice short sale hole in the board. Owners doing just this has contributed to the decrease in home values (although I do understand why an owner might not want to continue paying on an upside down home, it is not why short sales are out there)
Q. Shari Barclay-Delta
Where can we get a list of specifically what is in a "short sale packet" from the Seller ?
A. I think I am going to have to do a whole series of posts to cover all of the paperwork that would help a listing agent, please keep an eye out on this blog (maybe subscribe) and I will do that ASAP. UPDATE: I have Started that Short Sale Series Here!
Q. Bob Lyons, CRS-Owensboro, Ky. 42301
is there a way to find out who the pmi company is IF the lender won't help; give their name.
A. Great question, we had this happen where the seller didn’t even know there was PMI because the lender had gotten it themselves (ie seller not paying for it) and it held up a huge short sale. It is VERY difficult got get this info and we only succeed b/c of luck and wouldn’t say we could do it again.
Q. Shari Barclay-Delta
Can an investment property qualify for a short sale? (ie Seller has another primary residence)
A. very possibly, we have sold several investment properties, but be aware they might be asked to hold a note for a percentage of the difference AND they have income tax implications that a tyical owner-occupied home owner will not have.
Q. Jesse-Dover
Do Sellers have to be deliquent in their payments in order to get the short sale approved?
A. Normally yes, but we have seen and heard this being waived more and more often
Q. Karen Reid-Sedalia
How does the process work when there is a 1st and 2nd mtg and the sales price will satisfy the 1st but not the 2nd? Do the banks work together on the satisfaction or the seller?
A. At that point, if the net after commissions and other closing costs still cover the first then you only have to negotiate with the 2nd. (As a note, you as the listing agent will be the go between with the 2 lenders, they do not work together to resolve the amounts each get)
Q. Carrie-MN
I'm a buyer specialist in a second home market, to this point we've had few short sales/forclosures. We're now starting to see significant new listings are there things I can research to identify which of these properties are headed for shortsale/forclosure to identify motivated sellers?
A. Great question: I would check the following resources 1. Public records to see if an default or other notice has been publically recorded 2. Public records to see when the home was purchased or refinanced. Here in SoFL, 90% of homes purchased after 2005 are upside down 3. Property appraisers, see if they are current on their taxes (big give away) 4. MLS for any signs of distress (motivated, third party approval needed, etc. – our board acutally makes us Mark Y or N to Short Sale)
Q. Linda Schulte-Atlanta
Could you explain a little more about how PMI affects ability to do a short sale?
A. This is insurance insuring the loan in case of defalt by the borrower. Depending on how the payout is calculated, the PMI might actually net the lender more than a short sale in which case all bets are off for the short sale to be approved. Always asked the seller up front if there is PMI on the loan (see the mortgage payment book).
Q. Kim-Springfield, Virginia
Advantages - if any - of Bankruptcy vs Short Sale, assuming your client wants to keep their home?
A. I am not really qualified to answer that. It depends on your state (go VA, I grew up in Fairfax!) and the seller’s personal situation. Have them seek legal council on that one.
Q. John Castro-Hales Corners (Milwaukee), WI
There are many "short-sale programs" for sale online. Are you aware of any "program" that you would consider really beneficial (for listing agents)?
A. There are tons. I would find one that really understands your state’s laws. I have seen some pretty good in person classes, DVDs and more. I don’t want to recommend any b/c I haven’t taken them, but while researching I think you will start to see the cream of the crop stand out.
Q. Are short sales typically sold for more than a home that's already gone into foreclosure?
A. In our area absolutely.
Q. Katie Johnson-Salem
I have several been working with several sellers who have jumbo mortgages and they would like to stay in the home. Bank of America has told them there are no modification programs for them. Any suggestions other than a short sale?
A. hmmm, maybe the Obama plan will help them.
Q. robert-chi
so, when there is a short sale there is NO defiency judgement???
A. No, not necessarily. Only IF the lender acccpets the amount as a Payoff and issues a 1099. Once the 1099 is issued there can be no defiencincy. This is part of the negotiation with the approval. If they do NOT issue a 1099 or will NOT guarantee they won’t seek a deficienly, it doesn’t automatically mean they willl seek one, but they could. Here in Florida, I believe they have up to 5 years. The safest thing by far is to 1) have the titel company put PAYOFF next to the amount each lender is getting on the Pre-HUD and 2) negotiate with the lender to put in writing it is a Payoff and that no further action will be taken.
Q. Anja-Gilroy ca
How do you get short sales?Is there any technique to that? I am a new real estate agent. My broker doesn't want to do short sales and let one listing go when it went to a short sale due to falling prices all around the listing property
A. see my blog post on Top 10 ways to list more short sales
Q. John Castro-Hales Corners (Milwaukee), WI
(a)I've read that when listing a short-sale property, you should price it 10% below the lowest priced sold comp. Would you tend to agree with that? (b)Based on your experience, on average, how low under the list-price do lenders tend to accept offer-prices?
A. I would list it at what you value it to be worth right now and then systematically reduce by 2% until you have a buyer. I would say 10-20% below current value is what we are seeing (it is not list price they go by but current market value)
Q. Jeanne Schwartz-Apple Valley MN
What the probability of a short sale seller being able to qualify for a mortgage on a different home? Can it be timed "right" with an approval ready to go on their next home? I have a prospective with a townhome; they are current on their mortgage, but the value of the townhome has dropped severly; they want to move to a larger home that they could afford, but they don't have the $50,000 to bring to the table to close on their current townhome.
A. Hmmm they might have difficulty getting a loan for a 2nd home if the first is close by and still shows up as a debt. You could try, but I can see that getting into some very tricky waters…
Q. Jesse-Dover
I have homes that I have on the market now and with the prices dropping in the New Hamsphire area and with the built in price drops, these homes are subject to now being short sales. Now i am finding the banks not accepting the Purchase and Sales Agreements prices and going above the lists price which of course is above the market value. What are we supposed to do to get these banks to be more realistic.
A. I hope that lenders wise up sooner rather than later. Do note that 1) lenders often will not accept the first offer, so you may have to wait to see if you get another offer or resubmit the first a little later on and 2) you can request another BPO as that is what the amount they want to take is based upon. It is sad to say, but messed up BPOs have been our biggest problem.
Q. If a Realtor is facing Foreclosure, would it not be wise to market, sell and negotiate a their own personal short sale?
A. I did, and was glad I did (remember you cannot earn a commission or profit from the sale) but Jennifer pointed out that your E&O may not cover this. I would ask your broker’s opinion.
Q. susan gough-leonardtown
This sounds very risky and time consuming. Am I wrong?
A. Yes, it can be both but with proper education and preparation you can mitigate both.
Q. Dean Speirs-San Diego, California
Can you give us guidance about how we as realtors can get listings of REOs from the mortgage lenders?
A. No, I don’t do any REO listing work, but there are tons of good services, sites and resources out there who do.
Q. Cindy Jacobs-Zanesville
Can the process of the short sale be sped up if the buyer pays cash?
A. Not by much as it is the analysis of the purchase price and the seller that take the longest time. But it may help for sure.
Want to read more about Short Sales? Visit my other posts!
If you need assistance with a possible short sale in the South Florida Area, we are here to help! 786-252-4970 or janie@janiecoffey.com
If you liked what you read here, make sure to subscribe to my blog
Copyright © 2009 www.PapillonRealEstate.com All Rights Reserved ! Copy and die (jk, but I will come get you!)
Even wonder what Miami's most luxurious propertieslook like? You aren't alone! Miami has some absolutely stunning properties, the kind that would make you want to stay home all the time and just enjoy life in your own private retreat in the city.
Let's take a tour of what the Miami's real estate market has to offer!
Currently, there are 11 single family homes for sale over $20,000,000 in Miami.
3 Indian Creek Drive
The most expensive has a list price of a cool $57,000,000! Currently under construction with a planned 30,000 sf, it will be Miami's most expensive home!
421 Ocean Blvd
The next property on our tour sits on Miami's largest parcel of waterfront land for a single family home (1.7 Acres!!). You can build your own home (or two) on this prime parcel in Golden Beach. Ready for your absolute dream home, this parcel is offered at $27,500,000.
100 Palm Avenue
Now we're off to Palm Island, Miami's Oasis in the Bay for recently constructed star of Palm Island listed at $20,000,000.
18 Indian Creek
Our tour takes us back to Indian Creek Island to a stunning 2 acre parcel with a a classic Miami gem with bay-front 245 feet. Move in today for $25,500,000.
181 Leucadendera Drive
Our next home in our tour of Miami's best listings take us to prestigious Gables Estateswhere we'll find a Mediterranean masterpiece with close to 15,000 sf of living area. At $22,000,000, this is one of Coral Gables and Miami's most stunning offerings.
Miami is a tropical paradise that has everything a discriminating buyer may be looking for; breath taking properties, miles of waterfront, minutes to the Florida Keys, fine dining, culture and the arts and much more. If you are looking for a new home in Miami, we would be happy to help you find and analyze the best of the best.
*all properties info was found in the SEF MLX and courtesy of the noted listing agents....
The effects of the stimulus plan can't come fast enough for Miami residents. Nearly everyone has been affected by the declining real estate market, from home owners trying to sell their properties to city governments facing severe budget shortfalls due to decreased tax revenues. Even homeowner's not selling may be troubled by vacant and/or vandalized homes near by and reduced credit lines. Channel 10's Mark Joyella reports...(watch to see me comment on the market!)
if you are planning or buying or selling in Miami-Dade, FL, call someone whose there to help! Janie Coffey 786-252-4970
My Favorite New Car Wash!
Yesterday I tried a new Car Wash shop and I fell it love!
I needed a full detail and pre-arranged my visit with Lesly, the manager. When I arrived the crew was expecting me and made me feel welcomed and taken care of. Knowing it would take serveral hours to detail my car, the convenience of Kendall Car Wash was one of the main reasons I selected them. It is located at SW 97th Ave and Kendall Dr, so a quick 20 block bus ride took me to a meeting at my Real Estate board for a few hours and then a stop off at Dadeland Mall. It was an easy and quick way to spend the time while the car was being cleaned.
When I returned a few hours later, I was met with the same smiling crew but an amazingly new car! I drive a 2001 Ford Expedition, show lots of homes on dirt roads and basically live in my car. To say it was a mess inside is an understatement. The car they gave back to me felt and looked cleaner and newer than I had ever expected it could look. They had steam cleaned everything, the carpets were shampooed, the little nooks, crannies, cup holders etc. were all clean. I couldn't find one thing they missed!
Miamian's take their car washing serious and if you do, try out Kendall Car Wash, I know you will agree with me they are the Best Car Wash in Miami!
Kendall Car Wash is located at 7950 Kendall Drive
Only this week I posted on a blog on how the Miami real estate market had really picked up in the past few months.
Things are really buzzing here. Offers are being made, accepted, bidding wars on the best priced properties have ensued and in general we are MOVING. Prices are still falling, but the inventory of really well priced properties has surged and buyers have taken notice. Investors are picking up the condos and townhouses as rental properties and home buyers are pouring through the single family listings for a great deal.
We started to see the winds change in the Fall, and really start to gain momentum by the start of the year, but I was really struck by what I heard yesterday:
Now, neither I nor any of the above are saying that prices are going to increase, but that they may not go too much furhter down. Miami has a four year inventory compared to a 4-6 month inventory in a stable or buyer's market so we have a BIG FAT BOTTOM, but that is ok, the buyers will begin to absorb that when they feel we are nearing the bottom and that explains why we have started to see such a shift in buyer action. Once the inventory starts to shrink, the bottom will as well, leading to a more stable (as far as price goes) market.
When I hear in one day from an Investor, A buyer and The Media that all sense our approach to bottom is near, that is good news for everyone. It means sales will (and are) pick up, that vacant homes will begin to be filled, taxes begin to be paid and the market begin to stabilize. I, for one, am ready!
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Papillon is a boutique real estate brokerage and development firm based in Coral Gables. From equestrian properties in the country to waterfront properties by the sea, we love all properties in SoFl.
Papillon is well versed at short sales. We can help you negotiate these uncertain times and help find a soluiton with your lender to get you out of a loan and or property that you can no longer maintain. Call us today to find out more!
Diversity is my middle name! I thrive on knowing and experiencing new things and am constantly in flux of what I am working on, researching and discovering. A passion for real estate and design has led me on a winding path to today. College in Richmond VA (go Spiders) provided me a B.S. in Business Administration and a springboard to my first job as Asst. Project Manager at The Oliver Carr Company, which later became the Mammoth REIT, CarrAmerica, now a national Commercial Property owner, manager and developer (back then it was still private and we still worked with Mr. Carr). After a few years there working my way to project manager and nearly completing a degree in interior design, I headed off to Germany where I lived with my then-husband and still-daughter, for 5 years.
Returning to the US and moving to Miami started my next life, this time on the general contractor side building the interiors of the commercial spaces I used to manage while with Carr. Five years and many beautiful spaces later, my husband Cliff and I decided to go out on our own, and we started Papillon Redevelopment, a general contracting and development firm in Miami. A year later Papillon Real Estate followed with my partner, Shelly Montalvo.
My passions are many, and I have miraculously managed to tie many into my work: real estate, horses, Florida history and off-the path locations, reading, technology and the web, mentoring, farm life, yoga, ancestry, historic preservation and architecture, writing and more.
I truly believe that if you dream it, you can do it. Two years ago I completed the Goofy Challenge, Disney Marathon's Great Challenge of a 1/2 marathon on Saturday and a full marathon on Sunday. I won't tell you it was easy, but I dreamed it and I did it. Real estate, as is everything in your life, is the same, only YOU create your barriers which means you have the power to break through them.
My favorite quote -- "The universe tends to unfold as it should" from Harold and Kumar go to White Castle and, and in the famous words of NPR..."This, I believe".
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