*THE MOST SUCCESSFUL SHORT SALE LISTING AGENTS IN THIS MARKET ARE THE ONES THAT KNOW HOW/WHEN TO SAY “NO”*
1. DETERMINE IF THE HOMEOWNER CAN/WANTS TO STAY IN THE HOME.
With the push for lender’s to keep people in their homes, a loan modification is a possibility and your homeowner needs to know about it. Be knowledgeable and be able to explain to them their options. For example, if a homeowner has not made a payment in 12 months, know how to calculate the payment to determine whether or not they can afford the terms of a modification. Review the statement with the homeowner and determine the following:
Add the current mortgage balance + missed payments + penalties
Amortize the balance at 2% over 30 years
Add in the taxes, insurance and/or HOA
Determine if they can afford it and that it is not greater than 34% of their gross income
2. REVIEW ALL THE MORTGAGE STATEMENTS WITH THE HOMEOWNERS
3. PULL A PRELIMINARY TITLE REPORT AND CHECK FOR ALL LIENS
If a client determines the best option for them is a short sale, help them understand the process, discuss the scenarios, explain what may or may not happen with the buyer, with the appraisal, and with the lender/negotiator. The best chance of a successful short sale starts with an educated, understanding and cooperative client.
If they choose not to cooperate, or they just want to stay in their home, help them find comfort in that decision, and educate them on what to expect. You never know if they will change their mind and call you later.
If you or someone you know needs the help of a skilled short sale consultant, like me, feel good knowing that I’m here to help you. Simply give me a call or send me an email…
INSIGHT AND THOUGHT PROVIDED BY SCOTT CHAPLIN, BANK OF AMERICA





