Things to know when dealing with Short Sales

Understanding Short Sales

Borrowers who are facing foreclosure may ask the lender to accept a discounted payoff on their loan. This is called a "short sale" or "short payoff". It allows the borrower to avoid a foreclosure action, and may offer the lender an expedited and less costly resolution of the situation.

Historical trends tell us that the number of short sales has increased when changing markets soften home prices and leave homeowners with a higher mortgage interest rate or loan balance. For the consumer, negotiating a short sale with the lender may seem a daunting task, particularly at a stressful time when foreclosure looms. A short sale allows the borrower to maintain a better overall credit record than with a foreclosure. It also allows time for the homeowner to relocate on a more convenient timetable instead of facing eviction and possibly a deficiency judgment down the road. A short sale may also help the borrower avoid or minimize a tax liability, although it is important for the borrower to discuss the situation with a tax advisor to be sure of the long-term effect.

Most lenders have specific criteria to consider a short sale that relate to the borrower's ability to repay the debt. Some lenders will consider a short sale only when the property is distressed or requires extensive work or repairs. If the lender foreclosed on this type of property, it would have to pay for all the repairs necessary to sell the property. A short sale may represent a more cost-effective way to pay off the loan.

For agents, assisting a homeowner with a short sale means not only a commission but the satisfaction that comes from helping someone out of a tough spot. The benefit to the borrower is that the agent can help negotiate with the lender and field offers from potential buyers as well as collect documentation that goes with such a sale.

The tips on the following pages review many of the aspects of a short sale, but consumers are urged to consult their attorney, HUD homeowner counseling center, tax professional, and other appropriate professional agencies for assistance.

Determining a Short Sale Price

For the owner or agent, selling a short sale property is much like selling any other home - with a few extra steps thrown in for good measure. Remember that state law also governs the activities of those who act on behalf of property owners who are facing foreclosure, so an in-depth working knowledge of the process is essential. Here is a handy checklist to help sort through the details.

  • Ask for details of the loan by sending a loan information request letter signed by all sellers.
  • Order a preliminary report/title commitment from a title company.

Estimate a purchase price by:

  • Calculating current outstanding balances on all Deeds of Trust
  • Checking for other lien holders and negotiate for a reduced payoff
  • Accepting that commission may be reduced if there are insufficient funds
  • Reviewing all other liens and judgments
  • Comparing the market value to the amount needed by the seller
  • Seeking the right price to make a quick sale

Negotiate a purchase price with the lender, including:

  • Commission
  • Repair costs
  • Other fees including creative financing options

Factor in other closing costs that may be required such as:

  • Escrow
  • Title insurance
  • Recording fees

After you have established the sales price:

  • Consult a tax professional
  • Note Notice of Default (NOD), foreclosure pending and terms to be approved by the lender on MLS or other listing services
  • Order inspections and obtain comparables for the appraiser
  • Disclose, disclose, disclose to any potential buyers
  • Submit all offers to the lender along with the buyer's appoval letter

Short Sale Documents

For those who will negotiate with a lender to begin a short sale, the first step is to determine the equity position of the homeowner.

Be prepared with this information:

  • Is the seller in bankruptcy? (The court and bankruptcy trustee must agree to the sale)
  • Current loan balance, type of loan, interest rate, impound account information, and other loan details
  • Past due payments
  • Has a Notice of Default (NOD) or Notice of Trustee's Sale been recorded?
  • Other liens, judgments and taxes

To begin discussions with the lender's Loss Mitigation Department (which may also be called the Foreclosure, Short Sale, Loan Modification or Reinstatement Department), have these documents handy:

  • Hardship letter from the homeowner explaining why mortgage payments are not being made
  • Copies of borrower's most recent bank statement, pay stubs, income tax statements (usually two most recent of each statement are required)
  • Broker Price Option (BPO) letter
  • Net sheet showing all expenses and what the lender will net at close of escrow
  • Preliminary report/title commitment from a title company
  • Listing Agreement
  • Marketing plan for the home

After written confirmation of the lender's acceptance has been received, these items will be required:

  • Signed copy of complete sales contract
  • Copy of buyer's loan application Copy of buyer's deposit and receipt from escrow
  • Updated HUD/settlement statement
  • Updated preliminary report/title commitment, if applicable

Short Sale Tips

Tips for Working with the Lender on a Short Sale

  • Each lender will have its own set of rules, so be sure to talk with the appropriate department for its list of requirements.
  • Inquire about the time frames for all processing, and send everything requested as soon as possible.
  • Be aware of the foreclosure date and ask for a postponement if possible.
  • Discuss the benefits of a short sale with the lender.
  • Confirm everything in writing.
  • Collect all the contact information (including physical address and/or delivery option) of the appropriate person or department at the bank or lending institution.

Short Sale Escrows

An Escrow team is in place to assist you through a short sale escrow. There are some special requirements, so be sure to discuss the transaction thoroughly with your escrow officer when the order is opened.

When you open your escrow, be sure to advise your officer that the property is a potential short sale. The preliminary report/title commitment will show all vested owners of the property and all recorded liens. The seller will also be asked to complete a Statement of Information (also known as an "SI" or an "S of I") which will help determine any outstanding judgments.

  • Demands for payoff on the existing loan should be requested after the seller has negotiated with the lender.
  • Demands on other existing liens, judgments or tax liens should be requested after the seller has negotiated with the other creditors.
  • Once the existing lender approves the HUD proposal, no changes can be made unless the escrow officer receives written confirmation from the lender.

We understand that you do not want to lose your home, you might want to consider a loan modification. A Loan Modification is a permanent change in one or more of the terms of a mortgagor's loan, allows the loan to be reinstated, and results in a payment the mortgagor can afford. Contact Us for any assistance you might need regarding a short sale.

Glossary of Foreclosure Terms

Absolute Auction:
Auction with no minimum bid amount.  The highest bidder wins.

Abstract (of title):
A history of all transactions shown in the public records affecting a particular tract of land.

Acceleration Clause:
A provision is a promissory note that specifies conditions under which the lender may advance the time when the entire debt which is secured by the mortgage becomes due.

Adjustable Rate Mortgage (ARM):
Mortgage loans under which the interest rate is periodically adjusted, in ccordance with some market indicator, to more closely coincide with the current rates.

Affidavit:
A written statement made under oath before a notary public or other judicial officer.

Agreement:
A legally binding contract made between two or more persons.

Appraisal:
A report from an independent third party detailing the estimated value of real estate.

Balloon Note/Balloon Payment:
A promissory note with amortization payments scheduled for a long term, usually 30 years, but maturing in a shorter term, often five to seven years.  It requires a substantial final balloon payment for the remaining principal.

Bankruptcy:
A federal court proceeding under the United States Bankruptcy laws where an insolvent debtor either has its estate liquidated and debt discharged, or is allowed to reorganize its affairs under the protection of the bankruptcy court.

Beneficiary:
A person or entity that is legally entitled by a will, trust or insurance policy to receive money or property.

Chain of Title:
The history of successive ownership and transfer in the title to a tract of land.

Clear Title:
Real property ownership free of liens, defects and encumbrances or claims.

Closing (also called settlement):
The completion of a real estate transfer, where the title passes from seller to buyer or a mortgage lien is given to secure debt.

Closing Costs:
Expenses involved in closing a real estate transaction over and above the price of the land.

Clouded Title:
A land title having an irregularity, possible claim or encumbrance that, if valid, would adversely affect or impair it.

Contract of Sale:
Agreement by one person to buy and another person to sell a specified parcel of land at a specified price.

Conveyance:
The transfer of title or property from one person to another.

Deed:
An instrument for conveying real estate Deed of Trust: A form of security instrument for mortgage loans.

Default:
A failure to meet legal or contractual obligation.

Deficiency Judgment:
When the proceeds from a foreclosure sale are less than  the amount due on the debt.

Encumbrance:
Any interest, right, lien or liability attached to a parcel of land (such as unpaid taxes or an unsatisfied mortgage) that constitutes or represents a burden upon the property.

Equity:
The market value of real property, less the amount of existing liens.

Escrow:
Closing a real estate transaction when all required documents and funds are in place with a third party for processing and distribution.

Execute:
To sign a legal instrument.  A deed is said to be executed when it is signed, sealed, witnessed and delivered.

Federally-Insured Loan:
A mortgage loan that originates in a federally- insured government program like the Federal Housing Authority (FHA).

Foreclosure:
A legal proceeding following a default by a borrower in which real estate secured by a mortgage of deed of trust is sold to satisfy the underlying debt.

Instrument:
A written document

Judgment:
The decision of a court regarding the rights of Parties in an action.

Junior Mortgage:
A mortgage lower in lien priority than another.  For Example, a second mortgage or home equity line.

Lawsuit:
A dispute between two or more parties that has been filed in the court system by one of them.

Lien:
A monetary charge imposed on a property, usually arising from some debt or obligation.

Lis Pendens:
A recorded legal notice that there is litigation pending relating to the land, and a warning that anyone obtaining an interest subsequent to the date of the notice be bound by the judgment.

Market Value:
The average of the highest price that a buyer would  pay and lowest price a seller would accept.

Mortgage:
A conditioned pledge of property to a creditor as  security for the payment of a debt.

Note: (Also called a Promissory Note)
A written promise to pay a sum of money, usually at a specified interest rate, at a stated time to a named payee.

Power of Attorney:
A written instrument by which one person, the principal, authorizes another, the attorney-in-fact, to act on his or her behalf.

Principal:
A sum of money owed as a debt on which interest Is payable.

Public Records:
Records which by law disclose constructive notice of matters relating to the land.

Real Estate (also called Real Property)
Land and anything permanently affixed to the land such as buildings, fences, and those things attached to the buildings, such as plumbing and heating fixtures, or other such items that would be personal property if not attached.

Recording:
The noting in a public office of the details of a legal document, such as a deed or mortgage, affecting the title to real estate.

Redemption:
The right of the owner in some states to reclaim title to property if he or she pays the debt to the mortgagee within a stipulated time after foreclosure.

Release:
To relieve from debt or security or abandon a right, such as release of a mortgage lien from a part or all of the land mortgaged.

RESPA:
The Real Estate Settlement Procedures Act (12 U.S.C. 2601 et.seq.) that, together with Regulation X promulgated pursuant to the Act, regulates real estate transfers involving a “federally-related mortgage loan” by requiring, among other things, certain disclosures to borrowers.

Satisfaction:
An instrument releasing the lien of a mortgage.

Senior Lien or Mortgage:
If there is more than one lien on land, those liens are ranked by priority.  A senior lien or mortgage is entitled to be paid first in foreclosure or bankruptcy, before a junior lien.

Tenant:
One who has right of possession of land by any kind of title.

Title Defect:
Any possible or patent claim or right outstanding in a chain of title that is adverse to the claim of ownership.

Title Insurance Policy:
A contract of title insurance under which the insurer, in keeping with the terms of the policy, agrees to indemnify the insured against loss arising from claims against the insured interest.

Trustee:
Person or entity who is given the legal authority to manage money or property on behalf of somebody else.  In a foreclosure action, this is often the title company.

Trustor:
A person who creates a trust by transferring property to a trustee.  When a borrower signs the Deed of Trust, the borrower becomes a trustor.