Dealing with Short Sale Rejection.

By
Real Estate Broker/Owner with Michael Mergell, RE/MAX Legends Group
Buying houses by means of a short sale can be a great way to make significant amounts of money, but they're not for everyone. You have to find a seller who will work with you to persuade the lender to sell the home rather than allowing the foreclosure process to continue. Then you have to submit an offer that's low enough to make a profit, yet not so low as to be rejected altogether. If a lender does reject your offer, all isn't lost. The first thing to do is to try to determine why your offer was rejected. There are many possible reasons, and if you want the sale to go through, you must job find out exactly what the lender wants in order to make the sale happen. Here are possible reasons. First, your offer may simply have been too low, which meant the lender would be taking too big of a hit by accepting it. They also may believe they can do better once the foreclosure has been completed, or since loans are often sold to investors, it's also possible that the holder of the note wouldn't accept the loss. Perhaps the borrower's financial difficulty wasn't stated strongly enough to make a persuasive case for a short sale. If that's the case, the lender might want to work out an alternative payment schedule with the homeowners rather than entering into a short sale. Since most lenders will require a broker's price opinion (BPO), make sure your offer is somewhere near that figure. Otherwise, a lender will be convinced that they can do better on the open market once the foreclosure is complete. There may be other reasons, but the number one reason short sale offers are rejected is simply because they're too low. After all, lenders are in business to make a profit, and even when appears there's no profit to be made in a particular home; they want to cut their losses as much as possible. So don't get greedy. You'll rarely be able to steal a home, but you can often get a substantially lower price than you would on the open market. One of the best ways to avoid coming in too low is simply to ask the lender how much they hope to net from a short sale. They may not tell you, but you'll never know if you don't ask. Even if you don't get an answer in the beginning, you'll have another chance to ask before they make a counteroffer. Be courteous, but emphasize that you're really hoping to make the sale happen. Again, you may be surprised by the figure you receive, and if it's acceptable, jump on it. Don't kill your sale by being too greedy. If your short sale offer is rejected, don't give up. Probe for more information about why your offer didn't fly and then try to satisfy whatever they ask for before making your counteroffer. You won't be stealing the home, but there's often plenty of profit to be made.

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