This presentation describes what a short sale is and the process to follow to have a successful short sale.

1. Helping You To Preserve Your Credit Ellen Stein, Realty Executives Brio, Bellevue WA A Guide To Understanding The Process

2. Helping You To Preserve Your Credit What Is A Short Sale? It’s a transaction where two unique events must occur together. (1) Net Proceeds Sale Loss A short sale occurs when your net proceeds from the sale is insufficient to cover your note balance(s). (2) Lender Agreement 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.

4. Title closing of property

5. Holding of property until a successful resale

6. Maintenance of property until a successful resale

7. Commission & marketing cost of resale

9. Seller can document financial distress

10. Seller has a firm sale which generates insufficient proceeds

11. Seller sale provides no net to seller

12. Seller proves current market comparables support sale price

13. Helping You To Preserve Your Credit Why Would A Seller Want To Do A Short Sale? Potential Seller Benefits The Government recently passed HAFA (Home Affordable Foreclosure Alternatives) that is a Godsend for homeowners underwater. With HAFA, the Government requires homeowners are released from their debt, and any future liability from their Lender. Financial Incentives are provided: $1500 for you, $1000 for the Lenders, and up to $3000 for any additional lien holders. The process has been streamlined, and is MUCH faster now than ever before.

14. Helping You To Preserve Your Credit Why Would A Seller Agree To A Short Sale? Continued….. 5. It has less of an impact on your credit rating than a Foreclosure or Deed-In-Lieu of foreclosure. 6. Your lender may stop reporting missed payments to credit agencies. 7. Provides more time for you to act in this difficult situation. 8. You may buy another home sooner as compared to a foreclosure.

16. Appraisal

17. Deed

18. Financial information worksheet

19. Statement of Assets & Liabilities

20. Net worth summary

21. Copy of property tax bill

22. Copy of 2 recent bank statements

23. Copy of 2 recent pay stubs

25. Medical bills

26. Divorce decree

27. Child support payments

28. Unemployment benefits

29. SSI income

30. Authorization to sell

31. Homeowner association information

32. Other to be determined by lender

33. Helping You To Preserve Your Credit What Is The Short Sale Selling Process? Homeowner signs listing agreement with real estate agent. Agent finds buyer who offers less than note owing. Homeowner accepts buyer’s offer. Homeowner’s lender accepts buyer’s offer. Transaction closes when the buyer delivers the funds, the lender releases the lien, and the Homeowner delivers the deed.

34. Helping You To Preserve Your Credit What Are The Qualifications For A Short Sale? Can you say yes to the following 4 questions? (1) Has your Home’s Market Value Has Dropped? (2) Have you already missed a payment, or foresee the possibility of missing one? (3) Are you in Hardship of any kind? (4) Is your debt (including your current mortgage) more than your assets?

35. Helping You To Preserve Your Credit What Constitutes & Triggers Hardship? Unemployment Divorce Medical emergency Sudden illness Death Bankruptcy Increase in mortgage payment due to resetting of ARM(s)

36. Helping You To Preserve Your Credit What Does Not Constitutes Hardship? 1. Bad Purchase Decisions 2. Unhappy With The Neighbors 3. Buying Another Home 4. Pregnancy 5. Moving Into An Apartment 6. In-Laws Coming To Live With You

37. Helping You To Preserve Your Credit How Is A Short Sale Different From A Normal Sale? (1) Marketing There is no difference. We’ll utilize our extensive marketing program. (2) Buyers There is a big difference. Short sale buyers are price sensitive & driven. (3) Home Pricing There is a big difference. Appraisal is based upon other short sales comparing apples to apples.

38. Helping You To Preserve Your Credit How Is A Short Sale Different From A Normal Sale? (4) Other MLS Agents Only Agents and their buyers will know you are in short sale. (5) Sale Impact Having buyers and agents fully aware of the short sale status increases the likelihood of a fast sale.

40. Helping You To Preserve Your Credit What Are The Consequences of a Short Sale? (2) Deficiency Judgment The lender has the right to pursue a summary Judgment for the deficiency. Example 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. With HAFA, Lenders must agree not to pursue this option. (3) Blemished Credit Record 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.

41. Helping You To Preserve Your Credit Which Is Better, Foreclosure or Short Sale? Fannie Mae: August 2008 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. 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.

42. Helping You To Preserve Your Credit What Are The First Steps To A Short Sale? 1. My Role 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! 2. Lender Requirement You must prepare and submit a Short Sale Approval Application Kit with your lender before you can begin selling as a short sale.