The document discusses strategies for real estate professionals to help homeowners who are underwater on their mortgages or facing foreclosure, including conducting short sales and negotiating debt forgiveness with lenders. It provides tips on identifying clients, educating them on their options, and creating marketing strategies to find buyers and sellers who could benefit from short sales or other creative real estate solutions. The goal is to significantly improve clients' financial situations by reducing their debt burdens through short sales and other real estate transactions.

1. Strategic Short Sales & Debt Forgiveness The Pay It Forward Series Advanced Short Sale Series 2011

2. Pay It Forward Game Plan Client Listing Presentation Advanced Short Sale Series 2011

3. The Goal is to Significantly Improve Each Clients Financial Future By Taking Action Now! Your Job is Navigating the Process Contact Educate “Financial freedom one household at a time” Action Plan Advanced Short Sale 2011

4. . The Real Estate Professional BEING A TRUSTED ADVISOR ISN’T A SALES PITCH…IT CARRIES A LOT OF RESPONSIBILITY. 4 Loss Mitigation & Short Sale Certification

5. WHAT STUFF? Know what’s happening in your local market. Know the connection between real estate & financial planning. Know what financing options are available. Know how to buy right. Know creative solutions to common problems. Know how to ‘win the game’ when the rules are changing. KNOW YOUR STUFF Loss Mitigation & Short Sale Certification

6. What is the PAY IT FORWARD Listing & Selling Game Plan?

9. They care about what you can do to solve their problem.

10. Place your prospect on the stage and shine the spotlight directly on them.

12. Advertise…I’ve got buyers Advertise…I’ve got motivated sellers Incoming call questionnaire done by assistant. Organize and put them together. Showings for listings. Create Your Own Market

13. WANT TO SELL? WE WANT TO BUY!!! CARMEL VALLY HOME 3-4 Bedroom 2+ Ba Executive Relocation No Agents Please (858) 755-8533 Maximum Neighborhood Exposure w/ Bandit Signs

15. Fix the Funnel Follow-up

17. WWOW Who & What Owe Why Incoming Call Interview Assistant Questioner

18. Lenders 1st Wells Fargo 5/10/2006 $576,000 2nd Bank of America 8/4/2006 $147,826 Total Debt = $723,826 339 Plaza Chula Vista CA 91914

19. Market Value: $443,900 Sales: $440,000-$460,000 Pending: $445,900 Listings: $430,000 339 Plaza Chula Vista CA 91914

20. Total Debt = $723,826 Market Value= $443,900 ------------------------------------- $279,926 339 Plaza Chula Vista CA 91914Debt Forgiveness Plan

21. Lenders Chase 3/9/2007 $488,000 2nd Chase 3/9/2007 $122,000 Total Debt = $610,000 2225 Caminito Chula Vista CA 91914

22. Market Value: $315,000 Sales: $330,000 Pending: $315,000 Listings: $289,000-$370,000 2225 CaminitoChula Vista CA 91914

23. Total Debt = $610,000 Market Value= $315,000 ------------------------------------- $295,000 2225 CaminitoChulaVista CA 91914Debt Forgiveness Plan

24. Important Considerations 2 Banks vs. 1 Bank Purchase Money vs. Non-Purchase Release of Lien vs. Release of Liability Tax Legal Deficiency…Cash or Note Settlement Credit

25. $279,926 $295,000 $574,926 Total Combined Debt Forgiveness Goal

26. Creative Finance Solutions Seller Carry Back My price… your terms Your price …my terms Wrap (AITD) Subject to… Lease with Option Pledge funding for little equity clients Think outside of the box!

27. Foreclosure Stats Effect Everyone…WHAT’S GOING ON OUTSIDE THE MLS Traditional Buyers & Sellers are equally effected by the local foreclosure market. Loss Mitigation & Short Sale Certification

28. 3 Great Leads Sources Current but $50,000+ underwater. Trustee Sales Cancelled or Postponed. They have to take action in 30-60-90 days. Investors for network buyers & creative sellers.

30. Process has to be exactly right.

31. Avoid debt that will take you 10 years + to pay off.

33. BUY RIGHT…SELL RIGHT Looking ahead to where they want to be. Ask questions that look to an ideal future. Take advantage of record low home prices and interest rates. Taking action now will pay off now & later! PAY IT FORWARD TO FRIENDS & FAMILY!!! Doing what’s RIGHT for your client.

34. Success Story The Garlands -Owed : $356,000 2 bedroom condo 900 sq ft. -Qualified for two loans -50% DTI -Purchased 4br house $362,000 Short Sale Condo $163,000 Current on Mortgage…didnot miss a payment Debt Forgiveness: $193,000 Commissions: $13,940

36. 2 Bd/2 Ba Condo 1100 sq.ft.

37. Owed: $383,000

38. Value $169,000

39. Negative Equity: $214,000

40. Purchase 3 br/2.5 ba house

41. $2000 settled $214,000