As an everyday California
Realtor and short sale negotiator,
I sometimes take for granted all the situational learning I’ve accumulated over
the past four grueling years. What I now regard as second nature may
truly be an exercise of the unknown to others when it comes to the short sale
transaction. If you look at statistical evidence, putting a proper file
together, and efficiently walking said file from submission to short-pay
approval, must be no simple task.
In fact, it is estimated that only 1 in 3 short sales get
approved, and even fewer close successfully. These numbers
certainly demonstrate the inherent challenges Realtors face when taking on
short sale listings from their clients.
I must have woken up on the altruistic side of the bed
today… because I am calling upon myself to present a quick refresher course
dissecting the short sale basics, which my audience of fellow agents, buyers
and sellers will hopefully find useful for their own short sale endeavors.
A
short sale is a real estate transaction in which the sale
proceeds are less than the outstanding loan balance(s) owed on the current
mortgage lien(s). Due to the realized loss incurred by the owner of the
loan, approval from the owner(s) [of the note] becomes a prerequisite prior to
closing the transaction. Although each lender has adopted its own unique
short sale process, each share similar characteristics, and the outline below
hits the key highlights. Before engaging the short-pay lender, it is
imperative that you work directly with your homeowner clientele to acquire the
appropriate items the lender will be requesting. It is likewise just as
important to the take the next step and audit all documentation, so that no
rock is left unturned and the file is evaluated from every angle. Future
blog postings will break down the underwriting process of your short sale
package. For this current article, let’s make a big assumption that such
underwriting has been completed… What’s next?
1. SUBMIT 3rd
PARTY AUTHORIZATION à This form
is predominantly faxed / submitted separately from the full short sale
package. To ensure your form is accepted by the lender, be sure that your
authorization form includes:
* full property address, as it appears on the homeowner’s mortgage statement
* loan number(s)
* seller full printed name(s)
* seller signature(s) and date(s)
* last 4 digits of seller social security number(s)
* identify all intended, authorized parties
Usually this form is honored
for the duration of the short sale review process, or until the homeowner
instructs their bank to remove authorized parties. Should you need
immediate access to your client’s account, and do not have the luxury of
waiting for your authorization form to clear, you can always call the lender
with your client and acquire temporary verbal authorization.
3. FILE SUBMISSION à Once your short sale package is rendered
complete, packed full of your seller’s financial data and your transaction
documents, your file should be submitted to your lender to initiate the
negotiation process. It is important to transmit the entire package in
one shot, and in chronological order. It is this part of the review
process which seems to give the short sale nation the most grief, yet it is
ironically the portion that which we as real estate agents have most control
over. If information is missing, or documents cannot be located in a
messy package, the short sale department will not advance your file’s
review. If submitted incorrectly, you can expect your short sale to be
delayed significantly. To avoid frustration, heart-ache and wasted time
on the back-end, do yourself a favor and construct your short sale packages
carefully on the front-end. Always use a fax cover letter which
identifies each item contained in the transmission. In case you are
wondering, below is the order chronology I find most effective for my short sale
packages after much trial and error:
* fax cover sheet
SELLER HARDSHIP
DOCUMENTS
* seller hardship letter
* short sale lender application, which will include a financial statement for
the seller
* seller proof of income
* seller bank statements
* seller 4506-T form
* seller last 2 years tax returns
SHORT SALE TRANSACTION
DOCUMENTS
* Listing Agreement
* Purchase Agreement
* HUD-1
* buyer financing information
4. FILE QUEUED FOR SHORT
SALE REVIEW à Upon receipt of
the initial short sale request, the short-pay lender will audit the package for
completeness and accuracy. Only when the file is deemed complete will the
account be advanced from the set-up team to the negotiation team. For
some lenders / servicers, the transition from the processing phase to the
negotiation phase is not completed until the next step [COLLECTING VALUES] is
also completed. For other lenders, a negotiator may be assigned to your
file prior to the recording of the subject property valuation data, but
negotiations will obviously be limited until the COLLECTING VALUES process is
completed.
5. COLLECTING VALUES
à The short-pay lender will contact
the file’s designated listing office to schedule an appraisal or Broker’s
Pricing Opinion [BPO] in order to generate Fair Market Value [FMV] assessment
data. Such value reports are predominantly generated by a contracted 3rd
party, who is responsible for reporting their findings back to the short-pay
lender.
6. COMPARATIVE ANALYSIS à The bank’s FMV figure will be reviewed
by the bank negotiator in conjunction with the buyer’s standing offer to
determine strength and acceptance eligibility of the original offer submitted.
- If offer is
within bank’s acceptance range, file will be submitted to the investor
for FINAL REVIEW & APPROVAL RELEASE.
- If the buyer’s original
offer is less than the bank’s acceptance range, the bank negotiator will
respond with COUNTER REQUIREMENTS.
- If there is a sizable
discrepancy between the buyer’s best & final and the bank’s
bottom-line payoff requirements, this will be the appropriate time to
request a VALUE DISPUTE.
7. CLOSING THE SHORT SALE
à When your file is approved,
you will usually be allotted 30 - 45 days for buyer to obtain financing, and
for escrow procedures to fully run its course all the way through
recording. At the end of escrow, title will be transferred from seller to
buyer, and the well-deserved commissions will be paid out.
I hope you all find the above
information helpful. Be on the lookout for a new posting very soon.