2. “A short sale occurs
when the proceeds
of a real estate sale
fall short of the
balance that is owed
on the property”
3. • Lenders are in the business to loan
money, not own real estate.
• If the lender forecloses, the value
of the loan contributes to their
insolvency.
• The Short Sale offer is equal to or
greater than what a lender can
expect to gain by foreclosing or
selling the property.
• Property has been left in an
“unsellable condition” by the
seller.
4. Current Market
• How many Agents have Short Sales?
• How many Agents have Walked Away
from short sale listings?
• How many Agents have Successfully
Negotiated and Closed a Short Sale?
5. Did You Know?
• Average Broker or Agent closes 10% of
the Short Sales that they attempt.
• Foreclosures are at an all time High!
• 50% of all Homes sold will be sold as a
Short Sale
• If you are not working with Short Sales,
you are missing at least 50% of the
market.
6. Who We Are
• We are a professional short sale management group that
manages an exclusive team of short sale experts.
• Our Team has been negotiating Short Sales for over 4 years
and have completed over 300 transactions.
• Our Goal is to Create a WIN-WIN-WIN
• Homeowners avoid Foreclosure
• Lender liquidates their non-performing assets.
• You get paid your full commission without negotiating
the short sale helping the homeowners avoid
foreclosure creating more referrals for you.
7. Properties that are priced
properly will sell faster.
Seller avoids foreclosure on their
credit.
Establishes you as the Solution
Provider
Seller will refer other Clients to
you.
You provide value to your buyers.
Generates income stream in a
slow market.
Helps Stimulate the Economy
8. Turn them down because
they won’t sell
List the house at a price that
is too high to cover all
payoffs and closing costs
List them as Short Sales and
do the negotiations yourself
wasting your time.
Outsource your Short Sale
Negotiations to the Experts
and create extra income
without extra work.
9. How to get your short sale assigned
to a mitigator immediately.
What a bank mitigator looks for in a
short sale package and why they
will put it on the bottom of his file
if he doesn’t like what he sees.
How to negotiate with lenders
depending on what type of loan the
seller has.
How the 1099 and IRS Form 982
work together
10. How to negotiate Fannie
Mae, Freddie Mac, FHA. VA,
USDA and Conventional
mortgages with Private
Mortgage Insurance.
How to get Junior lenders
and IRS liens released from
the property.
How to get the deal done
when a lender wants your
seller to sign a promissory
note or deficiency judgment
11. How to get the bank to approve
every file by getting the BPO
value on the property where they
need to see it.
How to present the short sale
package to the bank so they not
only review it fast but approve it.
How to structure the deal when
the lender says that all junior lien
holders can only get $1000-
$3000
If you don’t know this
information, 90% of your deals
will be declined and you will
waste your time.
12. GUARANTEE your commissions on short
sale transactions upon closing
Give you back the time you would spend
working on short sales
Solve your clients’ current foreclosure
issues which could enable you to work
with them in the future
Provide a Safety Net so your short sale
doesn’t hit any landmines during the
process
Eliminate the costly and time
consuming learning curve of
negotiating short sales like the pros.
14. Case Study
Lien
Amount Payoff
1st Mortgage $264,135.00 $130,000
HOA Lien 0 0
Contractors Liens 0 0
IRS Liens 0 0
Total 264,135.00 $130,000
Total Discount 134,135.00
Realtor Commission $7,800
Commission without us 0
15. Case Study
Lien Amount Payoff
1st Mortgage $2,133,370.52 $940,578.76
Total $2,133,370.52 $940,578376
Total Discount $1,192,791.76
Realtor $53,000
Commission
Commission 0
without us
17. You provide The Heathrow Group
introduction to seller/client
We meet with your seller and take
care of all paperwork
We build the case for negotiation
We submit the offer(s) to the
lender(s)
We negotiate a settlement with the
lender(s)
We pay off lender(s) and close with
the buyer
Title Company pays you Your
Commission
18. A cordial introduction to the seller is
essential to our success for you
When speaking with the seller, keep
your conversation general
Answer the questions that you feel
comfortable answering but defer the
rest to us (this gives us a reason to
meet with seller)
Highlight the fact that you have
aligned yourself with a company
that specializes in short sales
The initial conversation can take
place on the phone or in person
19. We will discuss the entire
process with the seller
We will verify that we have
addressed all of their
questions and concerns
They can seek separate
legal counsel or we can
provide them with ours.
We will collect all of the
short sale paperwork from
the sellers
20. Comparables
Inspection Report
Inspection Estimate
Sellers Hardship
Sexual Predators
Local Articles
Days on the market
21. Mortgages, HELOC,
HOA, IRS, contractors
Request Full
Satisfaction of Liens
Provide appropriate
verbiage for the MLS
22. You get your Full Commission and our
team does all the mitigation work
You avoid wasting your time negotiating
with banks (This is not the best use of
your time)
You get an immediate offer on the
property allowing us to start the short
sale process NOW
You can avoid all of the Short Sale
Process Pitfalls because we know all of
them.
23. You can Earn your Full
Commissions +
Potential of up to 7% in
Commissions:
◦ *3% for Initial Listing
◦ *1% for 2nd listing
◦ *3% as Buyers Agent
24. We get paid when the
property is sold. Either
to our investment
group or to a market
buyer.
You get paid when our
investment group buys
the property & when
they resell the house.
25. If you have questions that you
would like to discuss or a
property that you would like to
submit please contact me at:
Fred W. Price
7575 Dr. Phillips BL Ste 270
Orlando, FL 32819
Phone 407-628-1080
fprice@theheathrowgroup.com
