Short Sale Listing Presentation

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Short Sale Listing Presentation

  1. 1. Helping You To Preserve Your Credit<br />John L. Dumas, Realty Source San Diego<br />A Guide To Understanding The Process<br />
  2. 2. Helping You To Preserve Your Credit<br /> <br />What Is A Short Sale?<br /> <br />It’s a transaction where two unique events must occur together.<br />(1) Net Proceeds Sale Loss<br /> <br />A short sale occurs when your net proceeds from the sale is insufficient to cover your note balance(s).<br /> <br />(2) Lender Agreement<br /> <br />The lender(s) agrees to release its mortgage lien(s) and note obligations on the home in exchange for payment less than the full loan balance.<br /> <br />
  3. 3. Helping You To Preserve Your Credit<br /> <br />Why Would A Lender Agree To A Short Sale?<br /> <br />(1) Lender Loses Less As Compared To A Foreclosure<br /> <br />The discounted payoff of the short sale must be less than the lender’s cost to foreclose.<br /> <br /><ul><li>Legal fees on foreclosure
  4. 4. Title closing of property
  5. 5. Holding of property until a successful resale
  6. 6. Maintenance of property until a successful resale
  7. 7. Commission & marketing cost of resale</li></ul> <br /> <br /> <br />
  8. 8. Helping You To Preserve Your Credit<br /> <br />Why Would A Lender Agree To A Short Sale?<br /> <br />  (2) Seller Distress<br /> <br />The lender will agree to a short sale if the seller can prove distress.<br /> <br /><ul><li>Seller is in default on mortgage
  9. 9. Seller can document financial distress
  10. 10. Seller has a firm sale which generates insufficient proceeds
  11. 11. Seller sale provides no net to seller
  12. 12. Seller proves current market comparables support sale price</li></ul> <br /> <br />
  13. 13. Helping You To Preserve Your Credit<br /> <br />Why Would A Seller Want To Do A Short Sale?<br /> <br />Potential Seller Benefits<br />The Government recently passed HAFA (Home Affordable Foreclosure Alternatives) that is a Godsend for homeowners underwater.<br />With HAFA, the Government requires homeowners are released from their debt, and any future liability from their Lender.<br />Financial Incentives are provided: $1500 for you, $1000 for the Lenders, and up to $3000 for any additional lien holders.<br />The process has been streamlined, and is MUCH faster now than ever before.<br /> <br /> <br />
  14. 14. Helping You To Preserve Your Credit<br /> <br />Why Would A Seller Agree To A Short Sale?<br /> <br />Continued…..<br />5. It has less of an impact on your credit rating than a Foreclosure or Deed-In-Lieu of foreclosure. <br />6. Your lender may stop reporting missed payments to credit agencies.<br />7. Provides more time for you to act in this difficult situation.<br />8. You may buy another home sooner as compared to a foreclosure.<br /> <br /> <br />
  15. 15. Helping You To Preserve Your Credit<br /> <br />What Must A Seller Do To Prepare For A Short Sale?<br /> <br />The following is a checklist of what you need to gather to begin the process of a Short Sale. <br /><ul><li>Hardship letter
  16. 16. Appraisal
  17. 17. Deed
  18. 18. Financial information worksheet
  19. 19. Statement of Assets & Liabilities
  20. 20. Net worth summary
  21. 21. Copy of property tax bill
  22. 22. Copy of 2 recent bank statements
  23. 23. Copy of 2 recent pay stubs
  24. 24. Copy of 2 recent IRS tax returns</li></ul> <br /><ul><li>Late bills summary
  25. 25. Medical bills
  26. 26. Divorce decree
  27. 27. Child support payments
  28. 28. Unemployment benefits
  29. 29. SSI income
  30. 30. Authorization to sell
  31. 31. Homeowner association information
  32. 32. Other to be determined by lender</li></ul> <br /> <br />
  33. 33. Helping You To Preserve Your Credit<br /> <br />What Is The Short Sale Selling Process?<br /> <br />Homeowner signs listing agreement with real estate agent.<br />Agent finds buyer who offers less than note owing.<br />Homeowner accepts buyer’s offer.<br />Homeowner’s lender accepts buyer’s offer.<br />Transaction closes when the buyer delivers the funds, the lender releases the lien, and the Homeowner delivers the deed.<br /> <br />
  34. 34. Helping You To Preserve Your Credit<br /> <br />What Are The Qualifications For A Short Sale?<br /> <br />Can you say yes to the following 4 questions?<br />(1) Has your Home’s Market Value Has Dropped?<br />(2) Have you already missed a payment, or foresee the possibility of missing one?<br />(3) Are you in Hardship of any kind?<br />(4) Is your debt (including your current mortgage) more than your assets?<br /> <br />
  35. 35. Helping You To Preserve Your Credit<br />What Constitutes & Triggers Hardship?<br /> <br />Unemployment<br />Divorce<br />Medical emergency<br />Sudden illness<br />Death<br />Bankruptcy<br />Increase in mortgage payment due to resetting of ARM(s)<br /> <br />
  36. 36. Helping You To Preserve Your Credit<br />What Does Not Constitutes Hardship?<br /> <br />1. Bad Purchase Decisions<br />2. Unhappy With The Neighbors<br />3. Buying Another Home<br />4. Pregnancy<br />5. Moving Into An Apartment<br />6. In-Laws Coming To Live With You<br />
  37. 37. Helping You To Preserve Your Credit<br />How Is A Short Sale Different From A Normal Sale?<br /> <br />(1) Marketing<br />There is no difference. We’ll utilize our extensive marketing program.<br />(2) Buyers<br />There is a big difference. Short sale buyers are price sensitive & driven.<br />(3) Home Pricing<br />There is a big difference. Appraisal is based upon other short sales comparing apples to apples.<br /> <br />
  38. 38. Helping You To Preserve Your Credit<br />How Is A Short Sale Different From A Normal Sale?<br /> <br />(4) Other MLS Agents<br />Only Agents and their buyers will know you are in short sale.<br />(5) Sale Impact<br />Having buyers and agents fully aware of the short sale status increases the likelihood of a fast sale.<br /> <br />
  39. 39. Helping You To Preserve Your Credit<br />What Are The Consequences of a Short Sale?<br /> <br />(1) Potential IRS Tax Consequences<br />If the lender agrees to the short sale, the lender may possess the right to issue you a 1099 for the shorted difference due to a provision in the IRS code about debt forgiveness. <br /><ul><li>Many situations are exempt from debt forgiveness, according to the Mortgage Forgiveness Debt Relief Act of 2007.</li></ul> <br />
  40. 40. Helping You To Preserve Your Credit<br />What Are The Consequences of a Short Sale?<br /> <br />(2) Deficiency Judgment<br />The lender has the right to pursue a summary Judgment for the deficiency.<br />Example<br />The bank was owed $300,000 and sold short for $210,000. The deficiency is $90,000. The lender sues the seller for the deficiency. <br />With HAFA, Lenders must agree not to pursue this option. <br />(3) Blemished Credit Record<br />Short sales will show up on credit reports as a pre-foreclosure in redemption status. The typical short sale will affect credit up to 2 years and 40-60 points, while a foreclosure 5-7 years and 250-300 points.<br />
  41. 41. Helping You To Preserve Your Credit<br />Which Is Better, Foreclosure or Short Sale?<br /> <br />Fannie Mae: August 2008<br />Due to the increased incidence of pre-foreclosure [short] sales, Fannie Mae is establishing a 2-year elapsed time period for reestablishing credit following completion of the action. <br />A foreclosure client must wait 5 to 7 years, maintain at least a 680 credit score in the sixth and seventh year, and pay a minimum 10 percent down on future home purchase.<br />
  42. 42. Helping You To Preserve Your Credit<br />What Are The First Steps To A Short Sale?<br /> <br />1. My Role<br />As a Realtor I cannot give you legal or financial advice as both fall outside the scope of my license. It is for this reason I strongly recommend also consulting with an attorney and CPA before you make a final selling decision. The 3 keys to successful short sale are: disclose-disclose-disclose!<br />2. Lender Requirement<br />You must prepare and submit a Short Sale Approval Application Kit with your lender before you can begin selling as a short sale.<br />

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