I’m working to get my short sales sold, are you?

Many agents I’ve talked to lately only take short sales toget buyers leads and I think this is a very wrong way to approach short sales.When you go in with an attitude that it won’t close, guess what, it won’t. I’m so sure that my short sales are going to close that even my vendors onmy short sales are willing to wait on payments on certain fixes.

I know my sellers can’t pay and I know my homes need to sell if I want to make money, so sometimes I take money out of my own pocket to do things like staging and repairs. (Not always, but sometimes) One of the thingsis when it is a repair that is needed by the lender and no one is willing to pony upthe money.I will call one of my preferred vendors and say, “Hey, I got a situation, I have a short sale that will close eventually (Not 100%) but confident in my ability that it will close. Here is my proposal for you if you are willing to take a chance. I will pay for the parts for the repair to be done now.If it closes, I will pay you your going rate for labor, not my discounted rate, but if it doesn’t close, I owe you nothing”

So, far I have four vendors onboard for this program because they know 90% of the time, they will get paid and get paid well! I presently have a plumber, an electrician, a stager and a general contractor onboard for my program and so far, every time, they have been paid. Why do I do this? Because I know if I don’t I won’t get paid. Usually the repairs and the staging cost less than a ½ of percent in commission and I’m willing to pay that make sure my homes get offers quick. (Staging) Then once we have the offer and banks acceptance it closes because lender repairs are taken care of.

Do you go out of your way on your sales, short or not? I think short sales take a little more work, but as far as I’m concerned, they need to be treated just like any other sale and that takes hard work, dedication and sometimes a little money.