10 Short Sale Tips for Listing Agents Guaranteed to Get you to Closing

A little advance planning can solve the many of problems encountered with a short sale. I know it is popular to slam the banks and blame it all on them but sometimes it's due to an ill informed and unprepared agent. Here are some advice and practical steps you can take to help keep the deal together.

 List Agents:

I cannot stress enough that you must do your homework BEFORE you list a short sale. There are some fundamental things that have to be in place or the sale will not go through.

• Get the hardship letter and read it. Does it make sense or are they simply trying to unload a property that has declined in value. Make sure there is a divorce, illness, job loss or other significant event that caused them to no longer be able to make payments. If not, walk away now. 

• Prep Work. Get full financial information on the seller. Three months bank statements, tax returns for two years, a monthly expense report and current pay stubs.

• Speak Now. Make sure you tell the seller he will need to provide updated information if the process drags on or if the lender asks for it. I am seeing sellers get a chip on their shoulders and not want to be forthcoming with information they feel they have already supplied. If you prepare them in advance that they may need to provide updates it will help you when you need to go back and ask the seller for updated financials.

• Remind the seller the property still belongs to them and is their responsibility to maintain. If they move out and turn off the utilities it is going to make it more difficult to get the property sold. They will also need to keep the grass cut and the property presentable. They need to realize the short sale is going to benefit them in the long run over a foreclosure and their assistance in the process is for their benefit.

• Cover your ASS(ests). The sellers must be advised to consult their accountant and attorney prior to beginning the short sale. I prefer to advise them of this in writing to cover my self.

• How low can you go? Make sure the seller is prepared for you to do price reductions to get the property sold quickly. Again, I get this writing in my listing contract. Don't let them see the low price and get cold feet. Talk to them about this before you list the property and prepare them for this to happen.

• Show me the Money! Make sure when you get an offer the buyer is putting money down when the offer is signed by the seller, not after the lender approves the short sale. The buyer must have some money on the table to keep them committed to the game.

• Have all inspections performed after the seller signs and not after lender approval. I know the buyer's agents won't like this but I think it is a small price to pay. I think having the inspections done after lender approval is like having a seller able to void a contract after the buyer has loan approval. Neither one makes much sense. Get ALL contingencies removed as quickly as possible.

• Take a fair offer to the lender for approval. It is unrealistic to expect a lender to approve a short sale for 50% of market value. Do your research, price the property to compete with recent REO sales and take the lender a fair and reasonable offer.

• Be empathetic. The seller is going through a very difficult time in their lives and may need to vent some frustrations. They are having money problems and losing their home please be patient, kind and understanding of their hardship. In the end they will appreciate your compassion and it may help bring some light to an otherwise dark process.

Kelly Willey has been selling real estate in Maryland for over 20 years. She has helped numerous sellers to short sale their homes and worked with 15 different lenders. If you have a home in Harford County, Cecil County or Baltimore that you need to sell as a SHORT SALE call Kelly for a private consultation to see if it is right for you.