1 power is now deborah leone pay it forward series1

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Target the 100% of homeowners… not just the ones that are late on their payments
How to get motivated sellers & buyers who want to list and buy right NOW calling YOU!
What to say to homeowners to motivate them to take action now
The 3 most dangerous mistakes short sale agents are making right now
Find out the listing-getting secrets of top producers

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1 power is now deborah leone pay it forward series1

  1. 1. Strategic Short Sales & Debt Forgiveness<br />The Pay It Forward Series<br />Advanced Short Sale Series<br />2011<br />
  2. 2. Pay It Forward Game Plan<br />Client Listing Presentation<br />Advanced Short Sale Series<br />2011<br />
  3. 3. The Goal is to Significantly Improve Each Clients Financial Future By Taking Action Now!<br />Your Job is Navigating the Process<br />Contact<br />Educate<br />“Financial freedom one household at a time”<br />Action Plan<br />Advanced Short Sale<br />2011<br />
  4. 4. .<br />The Real Estate Professional <br />BEING A TRUSTED ADVISOR ISN’T A SALES PITCH…IT CARRIES A LOT OF RESPONSIBILITY.<br />4<br />Loss Mitigation & Short Sale Certification <br />
  5. 5. WHAT STUFF?<br />Know what’s happening in your local market.<br />Know the connection between real estate & financial planning.<br />Know what financing options are available.<br />Know how to buy right.<br />Know creative solutions to common problems.<br />Know how to ‘win the game’ when the rules are changing.<br />KNOW YOUR STUFF<br />Loss Mitigation & Short Sale Certification <br />
  6. 6. What is the PAY IT FORWARD Listing & Selling Game Plan?<br />
  7. 7. First Contact<br />Identify people who need your service<br /><ul><li>Lead</li></ul>Target markets<br />-Design Campaigns<br /><ul><li>Execution & Tracking Results
  8. 8. Referral</li></ul>Warm lead introductions<br />-Past clients, B2B, SOI<br /><ul><li>Ask for the introduction</li></li></ul><li>WIIFM Homeowner Marketing<br /><ul><li>Your potential clients are not thinking about you or your business.
  9. 9. They care about what you can do to solve their problem.
  10. 10. Place your prospect on the stage and shine the spotlight directly on them.
  11. 11. Put yourself, your business, your services on the sidelines…focus on solving the clients needs.</li></li></ul><li>Maximum Neighborhood Exposure w/ Bandit Signs<br />The Banks are Forgiving Debt…<br />DO YOU QUALIFY?<br />Call For FREE CONSULT <br />(858) 755-8533 <br />
  12. 12. Advertise…I’ve got buyers<br />Advertise…I’ve got motivated sellers<br />Incoming call questionnaire done by assistant.<br />Organize and put them together.<br />Showings for listings.<br />Create Your Own Market<br />
  13. 13. WANT TO SELL?<br />WE WANT TO BUY!!!<br />CARMEL VALLY HOME<br />3-4 Bedroom 2+ Ba<br />Executive Relocation<br />No Agents Please<br />(858) 755-8533 <br />Maximum Neighborhood Exposure w/ Bandit Signs<br />
  14. 14. Simple Solutions<br />What does your client want?<br />Results:<br />31 Hot LEADS…<br />POTENITAL $310k+ Commissions<br />Implementation:<br /><ul><li>What to say & How to say it.
  15. 15. Fix the Funnel Follow-up
  16. 16. Match up buyer & sellers not listed on market.</li></li></ul><li>Don’t market to SHORT SALES!!!<br />Buyers who want to buy.<br />Sellers who want to sell.<br />Find out why and where they want to go.<br />What works best?<br />Creating the ideal future…letting go of present problem.<br />
  17. 17. WWOW<br />Who & What<br />Owe<br />Why<br />Incoming Call Interview<br />Assistant Questioner<br />
  18. 18. Lenders<br />1st Wells Fargo 5/10/2006<br />$576,000<br />2nd Bank of America 8/4/2006<br />$147,826<br />Total Debt = $723,826<br />339 Plaza Chula Vista CA 91914<br />
  19. 19. Market Value: $443,900<br />Sales: $440,000-$460,000<br />Pending: $445,900<br />Listings: $430,000<br />339 Plaza Chula Vista CA 91914<br />
  20. 20. Total Debt = $723,826<br />Market Value= $443,900<br />-------------------------------------<br />$279,926<br />339 Plaza Chula Vista CA 91914Debt Forgiveness Plan<br />
  21. 21. Lenders<br />Chase 3/9/2007<br />$488,000<br />2nd Chase 3/9/2007<br />$122,000<br />Total Debt = $610,000<br />2225 Caminito Chula Vista CA 91914<br />
  22. 22. Market Value: $315,000<br />Sales: $330,000<br />Pending: $315,000<br />Listings: $289,000-$370,000<br />2225 CaminitoChula Vista CA 91914<br />
  23. 23. Total Debt = $610,000<br />Market Value= $315,000<br />-------------------------------------<br />$295,000<br />2225 CaminitoChulaVista CA 91914Debt Forgiveness Plan<br />
  24. 24. Important Considerations<br />2 Banks vs. 1 Bank<br />Purchase Money vs. Non-Purchase <br />Release of Lien vs. Release of Liability<br />Tax<br />Legal<br />Deficiency…Cash or Note Settlement<br />Credit<br />
  25. 25. $279,926<br />$295,000<br />$574,926<br />Total Combined Debt Forgiveness Goal<br />
  26. 26. Creative Finance Solutions<br />Seller Carry Back<br />My price… your terms<br />Your price …my terms<br />Wrap (AITD)<br />Subject to…<br />Lease with Option<br />Pledge funding for little equity clients<br />Think outside of the box!<br />
  27. 27. Foreclosure Stats Effect Everyone…WHAT’S GOING ON OUTSIDE THE MLS<br />Traditional Buyers & Sellers are equally effected by the local foreclosure market. <br />Loss Mitigation & Short Sale Certification <br />
  28. 28. 3 Great Leads Sources<br />Current but $50,000+ underwater.<br />Trustee Sales Cancelled or Postponed.<br />They have to take action in 30-60-90 days.<br />Investors for network <br />buyers & creative sellers.<br />
  29. 29. Personal Letter<br />Email to friends<br />Pay It Forward Message!<br /><ul><li>Set yourself apart.
  30. 30. Process has to be exactly right.
  31. 31. Avoid debt that will take you 10 years + to pay off.
  32. 32. $100,000 better financial situation.</li></li></ul><li>Taking Some of the Emotion Out of the Short Sale Decision<br />Financial vs. Emotional Decisions<br />Loss Mitigation & Short Sale Certification <br />
  33. 33. BUY RIGHT…SELL RIGHT<br />Looking ahead to where they want to be.<br />Ask questions that look to an ideal future.<br />Take advantage of record low home prices and interest rates.<br />Taking action now will pay off now & later!<br />PAY IT FORWARD TO FRIENDS & FAMILY!!!<br />Doing what’s RIGHT for your client.<br />
  34. 34. Success Story<br />The Garlands<br />-Owed : $356,000<br />2 bedroom condo 900 sq ft.<br />-Qualified for two loans<br /> -50% DTI<br />-Purchased 4br house $362,000<br />Short Sale Condo $163,000<br />Current on Mortgage…didnot miss a payment<br />Debt Forgiveness: $193,000<br />Commissions: $13,940<br />
  35. 35. SUCCESS STORY<br />The Edwards<br /><ul><li>Purchase Money 1st & 2nd
  36. 36. 2 Bd/2 Ba Condo 1100 sq.ft.
  37. 37. Owed: $383,000
  38. 38. Value $169,000
  39. 39. Negative Equity: $214,000
  40. 40. Purchase 3 br/2.5 ba house
  41. 41. $2000 settled $214,000
  42. 42. Current, Never Late!</li></li></ul><li>THANK YOU!<br />

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