Washington Property Solutions and Negotiating Short Sales in Seattle

Understanding Form 22SS: The Lender Consent Deadline

2012-01-30T11:42:00.000-08:00

Every week we get numerous questions about Form 22SS, the short sale addendum to the Purchase & Sale agreement. One of the most common sources of confusion is in paragraph 2, which outlines the number of days after mutual acceptance that the parties have to secure Lender Consent. What happens if that deadline passes?

If the date for Lender Consent outlined in the purchase and sale agreement expires, the agreement automatically terminates. However, termination of the agreement can be avoided. If the time limit is looming and it doesn't appear Lender Consent will be given in time, the listing broker can prepare an addendum to the P & S agreement to extend the deadline.

The addendum needs to reflect the additional time the lender will need, so it's important to talk to the bank and get a realistic estimate of their timeline. That information can then be used to talk to the selling broker and help them set expectations for their buyer. When there's uncertainty about where the transaction stands, buyers can get frustrated and walk away. If all parties have an accurate picture of the process, the chances of a successful closing are much higher.

Top 3 Myths about Short Sales

2012-01-24T16:12:00.000-08:00

We hear a lot of misconceptions about short sales. In the interest of myth-busting, here are the ones we hear most often, and the facts behind how short sales really work.

Myth #1: All short sale negotiators charge a fee.

Most third-party negotiators, including attorneys, typically charge a fee of 1-1 1/2% of the sale price. They commonly try to get that fee paid by the lender. If the lender opts not to cover the cost, then who pays? In most cases, the seller doesn’t have the cash, or they'd be paying their mortgage. Usually, the buyer or buyer's agent is asked to pick up the cost.

Broker-affiliated negotiators like us include negotiating the short sale as a part of the professional services offered. There are no additional fees to anyone in the transaction.

Our feeling is: The market is tough enough – why make it harder to sell your listing? Which of these listings do you think will sell first?

"Short sale. Buyer to pay negotiation fee of 1 1/2% of sale price. ” “Short sale. Sale professionally negotiated by Washington Property Solutions with no fee to you or your buyer.”

Myth #2: Short sales are low-end properties.

There are short sales at every price point. Among our current listings are a $2.25 million home and two $1 million properties. Nearly 20 percent of all short sale properties sold in King County in 2010 sold for $500,000 or more. Short sales are projected to represent a significant portion of available inventory in 2012 and moving forward, and will be an important source of income for brokers as the real estate market works its way towards recovery.

Myth #3: You can buy short sales at huge discounts.

Short sale homes do sell for less, but not significantly less than market value. The selling price for short sales is usually 5 to 10 percent less than for non-distressed properties. The lender is looking to recover as much of the value of the home as possible, so they will not accept offers that are significantly under market value. So why do buyers purchase a short sale? In our experience, it's the same reason anyone buys a home- they like it. That 10% discount provides an added incentive, allowing buyers to get more house for their money.

How Does Short Sale vs. Foreclosure Affect Credit Ratings?

2011-12-12T11:59:00.000-08:00

Many homeowners we work with have questions about how a short sale may affect their credit score, and how that compares with the implications of allowing your home to go into foreclosure.

The short answer is that both will lower your credit rating, however there are many benefits to choosing a short sale over foreclosure. We've put together more information about how short sales and foreclosures affect FICO scores on our website. It includes two documents that our colleagues at Windermere Mortgage Services created that may be helpful for clients who owe more than their home is worth and are looking at their available options:

The Impact of Short Sale and Foreclosure on Your Credit Score

How Your FICO Score is Calculated

What "Lender Consent" Does (and Does Not) Mean

2011-11-27T15:33:00.000-08:00

The term Lender Consent is found throughout Form 22SS, the short sale addendum to the purchase & sale agreement. When we're working with a buyer's agent on a short sale, we often find that there is a lot of confusion about what Lender Consent really means. What is does not mean is that the deal is done. Unlike a standard sale, there are two parts to a short sale closing. Here's how the process works:

Once an offer for a short sale purchase is agreed upon by the bank, they send the seller a written approval letter that outlines the terms under which the lender will authorize the sale. The letter includes the price, deadline for closing date and may address how the debt is treated. It may also include a dollar amount the seller must bring to closing or other terms. For the sale to actually proceed, the seller must agree to all the terms in the lender's approval letter. The seller's other option is to terminate the agreement. The sale will not move forward until the seller gives notice to the buyer that they have received the approval letter and have consented to the terms. We have additional FAQs about the short sales process on our website.

How Brokers Can Avoid Common Short Sale Mistakes

2011-11-22T15:55:00.000-08:00

Any broker who has worked on a short sale will tell you that it is much more complicated than a traditional real estate transaction. There are additional forms, endless calls to lenders, and numerous decisions you need to make along the way that can make or break a deal. Here are three of the most common mistakes that I see, and advice on how to avoid them.

Mistake #1: Assuming the bank is working on the transaction.

Just because you've submitted all the right documents to the lender doesn’t mean the process is moving forward on their end. Over the years we've sent countless reams of paperwork to lenders only to find that no one there has any record of receiving them. Regular confirmation and follow-up is critical. Your transaction may be one of thousands that the bank's negotiator is working on at any given time, so it's easy for your documents to get lost in the shuffle. Persistence and patience pay off big dividends in short sales.

Mistake #2: Thinking lender approval of an offer will automatically postpone foreclosure proceedings.

Several of our clients have received a letter of approval from the bank for the sale of their property only to receive a notice of foreclosure from that same lender a few days later. Loss mitigation and foreclosure are handled by separate departments at the bank, and they rarely communicate with each other. You need to be the communication bridge for your client and insure that all parties have the information necessary to postpone foreclosure and move the sale forward.

Mistake #3: Assuming that the short sale approval letter includes satisfaction of the seller's debt.

We always negotiate with lenders for satisfaction of our seller's debt, and have an excellent track record of achieving that goal. The short sale approval letter needs to clearly state that the lender is agreeing to waive all rights to the deficiency. Unfortunately, many approval letters contain ambiguous language. Make sure and clarify any language in the document before your seller signs or they risk having the lender come back at a later date to collect any balances due after the sale. You can find further clarification of the difference between a full debt satisfaction and a lien release in our Short Sale FAQs.

Foreclosure Fairness Act Success Story

2011-11-03T17:52:00.000-07:00

The Washington State Foreclosure Fairness Act that went into effect in August requires lenders to discuss potential mediation options with homeowners before initiating foreclosure procedures. And it's working.

We recently listed a home with a seller who was attempting to do a short sale. We got a solid offer from a buyer that met all the bank's criteria and submitted all the paperwork. However, the home was on the verge of foreclosure, with an auction already scheduled. We advocated on the client's behalf with the lender, but were told they would not postpone the auction to consider the offer. We counseled the seller to call the FFA Hotline and outlined all the information they would need to present. Now for the good news: As a result, the auction was postponed and the original offer is currently in the lender's system awaiting approval.

You can access the Foreclosure Fairness Act Hotline at 1-877-894-HOME (4663). Here are details about how the Foreclosure Fairness Act works.

Buyer's Brokers: The most important step in buying a short sale

2011-11-03T17:37:00.000-07:00

We get many questions from buyer's brokers about things they can do to make sure their client's short sale offer is approved. The single most important step you can take as a buyer's broker to ensure success in a short sale is this: Qualify the listing broker.

If the listing broker is unfamiliar with short sales, no matter what you do on your end, the chance of a successful outcome decreases dramatically. If your client is interested in a short sale property, call the listing broker and ask them these qualifying questions:

1) Who will be negotiating the short sale?

2) How long have they been negotiating short sales?

3) How many short sales have they closed?

4) Do they have experience with the HAFA process? (HAFA provides incentives for the seller such as a $3,000 relocation incentive, and an agreement by the lenders to forgive the debt, which increase the likelihood of seller participation in the short sale.)

5) What is their system for communicating with you, the buyer's agent, so you know how the transaction is progressing?

Asking these questions will help you determine whether the broker has the level of experience needed to successfully negotiate a short sale-- and it can save you and your client a lot of time and frustration.

Is Buying a Short Sale Right For Your Client?

2011-11-03T17:23:00.000-07:00

With short sales making up a significant part of inventory today, your buyers will no doubt run across short sale homes that they're interested in. There are bargains to be had, however short sales do differ in a number of ways from conventional home sales. Here are a few things to let your clients know if they're thinking about buying a short sale property.

Short sale homes sell for less, but not significantly less than market value.
Buyers hoping to snap up a home for half the market value will be disappointed. The selling price for short sales average about 10 percent less than for non-distressed properties. The bank is looking to recover as much of the value of the home as possible, so they will not accept offers that are significantly under market value. That said, with savings that can equal tens of thousands of dollars, a short sale is a great way for a buyer to get more house for their money.

Short sale properties are sold "as is".
The lender will not be making repairs to the home. Any improvements that need to be made are most likely going to be the responsibility of the buyer. It's a smart move for you to get contractor bids for any necessary repairs and use those to help negotiate a lower sales price.

A short sale will take longer than a conventional home sale.
Once your client and the seller have mutual acceptance on an offer, you need to allow 60 to 90 days for the lender approval process. There are often long stretches when the offer is slowly winding its way through the bank's system, so buyers need to be patient.

If your buyer has to sell you’re their home first, a short sale is probably not the best fit.
Lenders generally will not take contingent offers on a short sale.

The bottom line: As long as your buyer can be patient, and you're working with a listing broker who understands the process, buying a short sale is a great way for your client to purchase the house they want at a great price.

How to Use the New Short Sale Form 22SS to Your Advantage

2011-11-01T19:01:00.000-07:00

This fall the Northwest Multiple Listing service made revisions to Form 22SS, the Short Sale Addendum to the Purchase & Sale Agreement- and we continue to get lots of questions about what that means to brokers.

One key change is that the new form presumes that the seller has the right to consider other offers after mutual acceptance (Paragraph #3). Another change is the option to have timelines in the agreement begin on mutual acceptance rather than the notice of lender consent (Paragraph #5).

Ultimately, the changes allow the listing broker more flexibility in negotiating the short sale based on the property and the situation. However, by opening up a greater number of options, it has also made this short sale form a bit more complicated.

Since every transaction is unique, there are no universal guidelines for which boxes to check or how you may want to alter the language of the addendum. The factors that will help you decide which course of action is in the best interest of your seller include:
The profile of the buyer
How committed the buyer is to the transaction
Who the lenders are
The price point of the property

Here's an example: You have what you've qualified as a strong offer. The buyer would like to close the sale as quickly as possible. You negotiate an agreement to deposit earnest money and do an inspection on mutual acceptance, rather than lender consent. The buyer's willingness to make a financial investment let's you know that they're really interested in the house. If they hesitate, you may have a less committed buyer.

Second, an inspection at mutual acceptance will help everyone in the transaction get their needs met. Most short sale sellers don't have the money to pay for the repairs that may be outlined in the inspection report. And the bank has set an "as is" value for the house. You're familiar with this particular lender's short sale process, so you know that if you submit a lower offer with an inspection report and contractor bid attached that explains the difference, your chances of getting a price reduction accepted by them is much greater. If you wait until lender consent to do the inspection and subsequently lower the offer price the chance that the bank will change its mind are very low.

10 Key Questions To Ask Short Sale Clients

2011-10-26T17:19:00.000-07:00

When we get an initial call from a homeowner, they usually don't know if they need a short sale or not. In fact, they don't commonly know what a short sale is. To help determine where they are and what options are available to them we ask a standard set of questions. These key questions can help you discover how difficult the transaction will be, set proper expectations for the seller and position yourself as someone who can successfully solve their problem.

1) How many mortgages do you have and how much do you owe on each?

Since homeowners often don't know if they need a short sale or not, your first task is to determine the total amount of mortgage debt they have.

2) If you were to put your home on the market today, what do you think the price would be?

If the value the homeowner estimates for the home is less than what they owe, you know they're underwater. Keep in mind that most homeowners tend to overestimate the value of their home, but their opinion will give you a point to start your assessment.

In addition, the homeowner's estimate of the home's value is a valuable piece of information in managing their expectations and tempering your discussions. If a homeowner has a highly inflated view of the what their home is worth, you'll need to take some time to help them understand its current market value.

3) Are you current or behind on your payments?

If they're current, qualifying for a short sale is more difficult, though there are circumstances where it's possible. If they're behind, you can start to evaluate whether they will meet the criteria for financial hardship that lenders require for short sales.

4) Who are your mortgages with?

Because each lender has their own short sale process, knowing who the lenders are will help you determine potential recourse and timelines for approval. Knowing upfront how long the approval process takes will drive your marketing. For example, if Bank X is the lender and they take an average of 90 days for approval, you're looking at a five month process for closing. That timeline helps you define the type of buyer you need to find. If a buyer needs to move into a new home within 60 days, no matter how much they like the house, they're the wrong fit.

5) Have you received any notices from your lender?

This will help you determine the potential for foreclosure and the timeframe available to you to attempt a short sale. A Notice of Default is a private notification from the bank to the homeowner. It's the start of the foreclosure process. Generally, once your client has received a Notice of Default, you have less than four months to come to an agreement with the lender on a short sale. A Notice of Trustee Sale is a public notification from the lender indicating when the home will be put up for auction. If your client has already received a Notice of Trustee Sale, your timeline for finding a buyer and selling the home is significantly shortened.

6) Who is on the title?

It's surprising how many times homeowners aren't aware of who is on the title. A common scenario is a title that lists an ex-spouse, in which case that individual will need to be involved in the process as well. Pull the paperwork so you know who is legally obligated in the transaction.

7) Has the home been listed recently?

If it has, that listing price will help you determine what the market has established as its value.

8) How many beds and baths are there?

You want to gather information so you can accurately assess the value of the home. It's not unusual for a 2 bedroom/1 bath home to show up in the county records as having 2 bedroom/1 1/2 baths. This is also the time to ask about other qualities of the home that may negatively affect the value, such as a less than desirable location next to a freeway or a basement that floods regularly. When we work with brokers on negotiating a short sale, one of the critical steps is gathering information beyond the square footage and bed and bath count the lender will be relying on to value the property.

9) Does the home need any structural repairs?

If the home needs a new roof, you'll want to get bids that you can submit to the bank to help them set an appropriate price for the property that the market supports.

10) What's the best way for me to contact you?

Some clients prefer phone calls; others text or email. Calls during work hours are fine for some people and not for others. By respecting their preferences, you let your client know that communication is a priority for you. (Note: Lack of communication is one of the top complaints sellers have about the short sale process.)

How Short Sales Affected The Tax Credit Extension Debate...

2010-07-01T22:46:00.000-07:00

Apparently, the huge number of short sales was a key factor in why Congress ultimately decided to extend the $8,000.00 tax credit deadline until September 30. In a letter to Congressional leaders on June 29, the National Association of Realtors said as many as 75,000 buyers and sellers were still awaiting bank approval of short sales or were coping with delays caused by third parties with responsibility for closing the transaction. Major news outlets such as CNN speculated that the complication of closing short sales was a primary reason so many people faced losing the tax credit benefit.

WPS knows this reality only too well...We track short sale statistics in the Greater Seattle and Puget Sound area, and we see than an alarming number of short sale transactions get stuck in the pending status and never get to a closing. This will continue to be a problem unless and until real estate agents get better education on how to handle short sales or hire professional third party short sale negotiators.

Maybe the Congressional tax credit extension debate will shine some light on this important issue.

Is a Short Sale Better Than a Foreclosure?

2010-06-15T15:16:00.000-07:00

Washington Property Solutions is often asked about the benefits of a short sale versus foreclosure. In most cases, a short sale is considerably better. However, the issue is not about credit. Leave the credit conversation to a credit expert.

The pros/cons discussion should really be about how long someone will have to wait before buying again in the future.

We have combed through the latest information from Fannie Mae, Freddie Mac, FHA and VA to compare the financing waiting periods between short sales and foreclosures. You can see from the chart below, that in many, many instances a short sale is a better outcome in the long run compared to a foreclosure.

The Key To Navigating the Short Sale Process with Bank of America

2010-05-13T11:01:00.001-07:00

Understandably, Bank of America has been the target of much criticism for how difficult they have been to work with in trying to successfully negotiate a short sale. Just this week nearly 100 angry homeowners took to the streets in Las Vegas, protesting what they call unfair treatment by Bank of America.

But since December 2009, Washington Property Solutions has utilized BOA's Equator Financial web-based system and it has been a great experience. Our ability to communicate with BOA directly through the Equator system is an extreme improvement on their execution and response time. Other lenders have been using Equator also and WPS has become proficient with each of their unique processes.

The system can be difficult to maneuver through, but we have been successful in learning the intricacies of the system. Previously Bank of America's short sale process could take up to 2 weeks for a file to be activated properly. Through the use of Equator we are now able to initiate the short sale process with Bank of America in less than a minute. We can upload the required documents directly into their system and get instant confirmation that they have been successfully received. The use of Equator has also eliminated the need for repeated requests for updated financial documentation from the sellers.

The new system does require that the sellers create an account and sellers do have required tasks assigned to them, but WPS is happy to assist all our clients to successfully navigate the system. At the seller's request, we are willing to take care of the tasks required for them if they are having problems or other time constraints.

Nice to see some positive developments with the Bank of America short sale process.

Loan Modification Track Can Lengthen Short Sale Process...

2010-04-30T00:25:00.000-07:00

Keeping people in their homes is critical. Banks that can modify loans should, but the banks are too focused on loan modifications. So much so that if the homeowner mentions loan modification in a conversation with the bank they are put on a loan modification track that is almost impossible to alter. Okay I may be exaggerating a little bit, but the banks need to quickly determine if a homeowner can afford their home or not. If not, the banks need to be upfront and let the homeowner know their other options. If the homeowner determines that a short sale is their best, or only, alternative, then the banks need to put them on the short sale path. Currently the banks keep the homeowners on the loan modification path for weeks and months even after a homeowner has clearly indicated that they would like to move forward with a short sale instead.

Word to the wise, homeowners need to decide what they want to do, loan modification or short sale before entering into a purchase and sale agreement. Ideally, it is best if the homeowner decides before the property is listed. Unfortunately banks can't consider a short sale and a loan modification simultaneously. Homeowners should make their decision to sell or hold up front.

The Danger of Listing Your Property Too Low.....

2010-04-21T22:10:00.001-07:00

When we teach classes on short sales we say, "throw logic out the window when you are working with the banks."

Keep in mind the current methodology used by banks in determining value before deciding on a listing price for your client's property. Generally, the bank(s) will send a real estate agent and/or an appraiser to the property to take some pictures, walk through and around the property and provide some comparable sales in the area. Sounds like a reasonable way to determine value, but the bank is forgetting one thing. This property now has a stigma. It's a short sale. The buyer pool for a short sale is significantly smaller. There is no mechanism to capture what this does to the value of the property except listing history. You can't compare this house to the identical one next door that sold for $400,000 but wasn't a short sale. But you have to because the banks do. If the bank determines that the value is $400,000 they will take less, but not a whole lot less. Listing the property at $325,000 because you are trying to attract interest will only get you a low offer that the bank will reject and you have wasted your time and more importantly your client's time which is running out.

Right now, as a listing agent, you need to work within the "realities" as they exist within the banks. Identify market value without taking into consideration the material fact that this is a short sale and list the property accordingly. If after 3-4 weeks you are not getting any offers or traffic then reduce the price. Maybe the banks will come to their senses and look at the listing history once you do get an offer. It is up to the person(s) negotiating the transaction to help the banks come to the appropriate conclusion.

Welcome!

2010-04-21T21:39:00.000-07:00

We're excited to start blogging! We will strive to provide informative short sale information to sellers and real estate agents. Short sales are a crucial part of the real estate market and possessing the right tools and information is critical today for all real estate professionals.