Why agents should help their clients with Loan Mods.

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Education & Training with Real Estate Expert Witness Support

An agent asked me the other day,  how we were having so much success in Short Sales.  It is very simple.  We decided to give back.  Several months ago my partner,  Charles,  and I knew several people who were struggling with a Loan Mod.   Each one had been turned down or given a run around by their lender.  When we talked with them,  we found out that most of them had no clue how to help themselves through the process.  This was also about the time when a series of slime balls lawyers and real estate agents were taking  up to $3000 upfront to help people with the loan mods.  What they had failed to disclose was that they either didn’t know how to do loan mods or that they were simply scam artists taking the people’s money.  Both the Dept. of Real Estate and the Bar association responded quickly and made it illegal to take upfront money.  Not surprisingly,  the bad guys disappeared.  I read that the DA and the Dept are going after more than 450 of them.

So,  we decided to offer FREE loan mods.  We felt that worst case,  we would help some people and if they were denied,  who better to help them through the maze called a short sale, than us?   The result is that we have been able to help several people save their house.  How great is that?  Yes,  we lost a Short Sale commission but our clients love us.  And,  when they come in thinking loan mod,  many realize that a Short Sale makes the most sense.  (if you have no prospect of a job, had a stroke and can’t work,  getting a divorce, etc, etc,  Loan Mod is not an option.  And,  if you try for the loan mod and the lender won’t play,  no matter what you do,  the best option is usually a Short Sale.

So,  what are the ways to increase your clients success rate for a Loan Mod?  There are a couple of key points:

Complete Documentation:  Lenders typically have a short list of items they ask for when you request a load mod.  Unfortunately,  when you package arrives,  they then request some other information,  which gets lost in the process.  One of my clients did this dance for over 6 months, with them asking for one document after another. The secret is to provide ALL of the documents in the initial package.  Provide copies and backup docs for every major item of income, liability and Assets. It also matters how you write your Hardship letter.  More on that later.

Packaging:  I know that the negotiators are over-loaded.  Imagine having 200 or more loan packages on your desk.  Even if your package is complete (200 pages or more if self employed), if it is disorganized or difficult for the negotiator to find things,  I think they set it aside and move on to the next package.  Remember,  most of them work on an incentive plan, so they are looking for the easiest ones. So, make it easy.  Here is the secret

Put your last name and loan # on each page. This can be done by putting a slip on your copier and running the docs through

Create an index by Identifing each document and it’s evidence backup with a number on each page.  For example,  Bank account info might be #7 and #7a would be a copy of the last 2 months of your Bank of America account and #7b might be your Savings account.

Put a blank piece of paper between each item and identify what is behind it,  if you are faxing the package

More information on my next post.

 

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Guy Berry

Email - guy@guyberry.com

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Rainmaker
116,666
Margo Currie
Exit 1 Stop Realty - Saint Augustine Beach, FL

Whoa! Something happened here... I can't read this. Is it my computer or yours?

Feb 20, 2010 12:37 AM #1
Rainmaker
1,282,948
Edward & Celia Maddox
The Celtic Connection Realty - Queen Creek, AZ
EXPERIENCE & INTEGRITY - WE TAKE THE HIGH ROAD

Thanks for posting.  We learn a lot from Active Rain blogs.  Best Regards,

Feb 20, 2010 12:38 AM #2
Rainmaker
116,666
Margo Currie
Exit 1 Stop Realty - Saint Augustine Beach, FL

Okay, the jumbled letters are gone and I can read your post. Thanks so much... very informative.

Feb 20, 2010 12:43 AM #3
Anonymous
Diana Turnbloom

Howdy Guy! You provide some great tools for agents/clients working on loan mods. I agree the easier you make it for the reciever to locate information, the more likely they will move your file to the top of stack and actually read it! I teach this same concept at my Escrow Coordination Secrets Class. I was just speaking with Karen at Santa Cruz Association of Realtors yesterday. We may be working together at some point. I look forward to it! "Welcome to My World!"

Feb 27, 2010 02:24 AM #4
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Guy Berry

Real Estate Broker and Legal Expert
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