It takes experience, skill, tenacity and perseverance to get Short Sales closed. Some (maybe 30 to 40%) will move through the process with little, if any, problems. The other 60 to 70% require complete dedication on the part of the Short Sale Listing Agent. If you are just taking a Short Sale Listing for the Buyer Leads - you are hurting the homeowner!
I’m not going to try and sell you on any newfangled device that will help you get your short sales approved. I am also not going to try and sell any new software platform or website that will help you earn top commission while not having to make a single phone call to the bank.
But I am going to present a way to get your short sales approved. Nothing I ever share in my blog posts is rocket science. Thankfully none of this is scientific, as I never would have been so successful (never did well in the science classes in school).
The other day I happened upon a method that gets short sales approved. (Truth be told, I already knew the method. But, I was confronted with it again the other day.) An agent from another state called my office and said that she was working with one of the major lending institutions on a short sale. The bank had presented a counter offer that was about thirty thousand dollars higher than the buyer’s offer. This agent wanted to convince the bank that her buyer was a good buyer. Also, while the property may have been worth a few grand more, she wanted to move ahead with this buyer who would not increase the purchase price.
“What have you done so far to convince the bank to accept this offer?” I asked.
“Well,” she said. “To tell you the truth, I haven’t done much. I sent an email to the negotiator to let her know that the buyer didn’t want to move forward at the bank’s price, and the negotiator said that she was closing the file. I’ve been really busy because I am in the midst of getting ready for a trip with my family.”
Okay… so are you ready for the secret? Are you ready to hear the way short sales get approved? Here it is:
you need to care
You need to care so hard that it keeps you up at night and wakes you up in the morning. You need to know off the top of your head which of your properties may be going to foreclosure this week, and you need to be prepared to make some calls early in the morning—maybe even in your pajamas.
You need to treat each and every client’s home as if it is your own. You need to speak to each and every negotiator and bank employee as if ‘yes’ is the only option because you are charged with working with what was once the biggest asset of your client’s portfolio.
You can fax paperwork until you are blue in the face and your poor little fingers are tired of pushing buttons. But, if you are just going through the motions day in and day out, then you may not be seeing the short sale approval letters flying into your inbox.
The way to be successful is to be passionate and to care. Put some sugar on top and you have a recipe for success. (And, by the way, not just success in short sales, but success in just about everything that you do. Also, a little bit of skill doesn’t hurt either.)
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If you are considering a Traditional or Short Sale of your home in Phoenix, Scottsdale or any location in Maricopa County Arizona, you owe it to yourself to talk with Haven Express @ Keller Williams Arizona Realty to determine whether Tony and Suzanne Marriott are the best real estate Brokers in the Phoenix and Scottsdale metropolitan area to help you with the Successful Sale of your home.
Tony and Suzanne have personally Listed, Sold and Closed more than a hundred Short Sales with the highest list to close rate in the Phoenix Metro Area!
Tony Marriott - Chief Executive Officer - Haven Express @ Keller Williams Arizona Realty
Suzanne Marriott - Chief Learning Officer - Haven Express @ Keller Williams Arizona Realty