complete guide to short sales and foreclosures

A Complete Guide to Buying Foreclosures and Short Sales

Originally Presented

October 29th, 2008

Presented By:PorchLight Real Estate Services

Presenter:Scott Schang, Broker / President

Contact Information:Phone: 866-667-6724

[email protected]


Topics We Will Cover In This Class



• Overview of California Housing Crisis




• A Complete Explanation of Short Sales





• A Complete Explanation of Foreclosures





• A Complete Explanation of Foreclosures

• Tips to Finding the Best Deals and How to Make Strong Offers


The Purpose and Goals of this Class



• To Create and Empower Home Owners




• Identify and Explain the Mistakes of the Past





• Educate you about the current California Real Estate market





• Educate you about the current California Real Estate market

• Empower you with the ability to make educated decisions in the home buying process


• Questions and Answers


• Questions and Answers– You may type questions in at any time during the

presentation – Questions and Answers Box




– I will answer questions live at end of webinar





– The only dumb question the one you don’t ask





– The only dumb question the one you don’t ask

Let’s Get Started!

Overview of the California Housing Crisis


The Real Estate Market is Cyclical


The Real Estate Market is Cyclical• What makes this cycle different?



– Sellers market artificially created



– Sellers market artificially created– Wall Street AND Main Street greed



– Sellers market artificially created– Wall Street AND Main Street greed– Availability of creative financing




• No down payment required stated income




• No down payment required stated income• No income or asset documentation





– Everybody’s in on it – appraisers, lenders





– Everybody’s in on it – appraisers, lenders– Complete disregard for risk management





– Everybody’s in on it – appraisers, lenders– Complete disregard for risk management – High risk buyers flood market





– Everybody’s in on it – appraisers, lenders– Complete disregard for risk management – High risk buyers flood market– Property values sky rocket





– Everybody’s in on it – appraisers, lenders– Complete disregard for risk management – High risk buyers flood market– Property values sky rocket– New home owners strip equity as fast as it

appears



• What was the Tipping Point?



• What was the Tipping Point?– Introductory rates / payments ended



• What was the Tipping Point?– Introductory rates / payments ended– Payments jump / Equities maxed out



• What was the Tipping Point?– Introductory rates / payments ended– Payments jump / Equities maxed out– Mortgage delinquencies rise rapidly



• What was the Tipping Point?– Introductory rates / payments ended– Payments jump / Equities maxed out– Mortgage delinquencies rise rapidly– Five Alarm fire - Get out FAST




• A Buyer’s Market with No Buyers




• A Buyer’s Market with No Buyers– Short sales flood the market




• A Buyer’s Market with No Buyers– Short sales flood the market– Foreclosures rise rapidly




• A Buyer’s Market with No Buyers– Short sales flood the market– Foreclosures rise rapidly– Financing constricts to old reliable




• A Buyer’s Market with No Buyers– Short sales flood the market– Foreclosures rise rapidly– Financing constricts to old reliable

• 30 year fixed – full documentation only


With Adversity comes Opportunity



• Over-correction of housing values



• Over-correction of housing values– Values drop over 20-50% + State wide




• California’s Market – The New Frontier




• California’s Market – The New Frontier – All cash buyers




• California’s Market – The New Frontier – All cash buyers– First time home buyers





• Majority of homes for sale are distressed





• Majority of homes for sale are distressed– Short Sales





• Majority of homes for sale are distressed– Short Sales– Foreclosures

A Complete Explanation of Short Sales


• What is a Short Sale?


• What is a Short Sale?– Seller is current home owner


• What is a Short Sale?– Seller is current home owner– Seller is usually behind on payments


• What is a Short Sale?– Seller is current home owner– Seller is usually behind on payments– Seller owes more than home is worth


• What is a Short Sale?– Seller is current home owner– Seller is usually behind on payments– Seller owes more than home is worth– Seller attempts to sell home to avoid foreclosure


• What is a Short Sale?– Seller is current home owner– Seller is usually behind on payments– Seller owes more than home is worth– Seller attempts to sell home to avoid foreclosure– The only way to avoid foreclosure is to start sale



• What you must know about Short Sales



• What you must know about Short Sales– Sales Price - What you see is NOT what you get



• What you must know about Short Sales– Sales Price - What you see is NOT what you get– Once an offer is submitted –process starts



• What you must know about Short Sales– Sales Price - What you see is NOT what you get– Once an offer is submitted –process starts– Lenders were not prepared for volume



• What you must know about Short Sales– Sales Price - What you see is NOT what you get– Once an offer is submitted –process starts– Lenders were not prepared for volume– Approval process takes 3-6 months or more



• What you must know about Short Sales– Sales Price - What you see is NOT what you get– Once an offer is submitted –process starts– Lenders were not prepared for volume– Approval process takes 3-6 months or more– Lender will appraise and approve sales price


• New short sale opportunity to watch for



• Approved short sales



• Approved short sales – Approval process complete



• Approved short sales – Approval process complete– Original buyer long gone



• Approved short sales – Approval process complete– Original buyer long gone– Want to close FAST



• Approved short sales – Approval process complete– Original buyer long gone– Want to close FAST– Negotiators are accessible and ready to deal




• What to offer on a Short Sale




• What to offer on a Short Sale– Have your agent complete a market analysis




• What to offer on a Short Sale– Have your agent complete a market analysis– Offer approved short sale price for quick sale




• What to offer on a Short Sale– Have your agent complete a market analysis– Offer approved short sale price for quick sale– Costs $60,000 to $70,000 to foreclose - liability

A Complete Explanation of Foreclosures


• What you need to know if you want to buy a bank owned foreclosure



– Foreclosure = REO (Real Estate Owned)



– Foreclosure = REO (Real Estate Owned)– Burden of bank owned real estate is great




• Banks make money by lending money




• Banks make money by lending money• Banks are responsible for property taxes




• Banks make money by lending money• Banks are responsible for property taxes• Banks may be responsible for upkeep





– Damage to property is very common





– Damage to property is very common• Health and safety issues = No Financing





– Damage to property is very common• Health and safety issues = No Financing• Most REO is sold in “as-is” condition






– No warranty or repairs






– No warranty or repairs• Addendum to Purchase Contract



– Banks listing homes very low to stimulate activity



– Banks listing homes very low to stimulate activity– Multiple offers – 25 to 30 offers in first week



– Banks listing homes very low to stimulate activity– Multiple offers – 25 to 30 offers in first week– Some banks requiring homes on market for 7

days before looking at offers




days before looking at offers– Make your highest and best offer regardless of

“listing price”





“listing price”– Banks ARE paying closing costs





“listing price”– Banks ARE paying closing costs– Banks MAY pay for some repairs





“listing price”– Banks ARE paying closing costs– Banks MAY pay for some repairs– Be aware of your “Net” offer

Tips to Find the Best Deals and Make Strong Offers

Tips to Find the Best Deals and Make Strong Offers– Work with a buyer’s agent – Fiduciary duties

require that your best interests are represented


require that your best interests are represented– Work with a Real Estate Agent that is familiar with

making offers on short sales and foreclosures



making offers on short sales and foreclosures– Get pre-approved for the maximum you can

qualify for – Be prepared for competition




qualify for – Be prepared for competition– Actively search the MLS supplied to you by your

Agent – not syndicated sites





Agent – not syndicated sites– Move quickly on approved short sales and REOs





Agent – not syndicated sites– Move quickly on approved short sales and REOs– Have your agent do a comparative market

analysis on homes you make offers on





Agent – not syndicated sites– Move quickly on approved short sales and REOs– Have your agent do a comparative market

analysis on homes you make offers on– Make your highest and best offer on REOs

Wrap up and Take Aways


– Home prices have dropped 20-50%+ and homes are twice as affordable as they were 2 or 3 years ago - Right place and the right time to buy



– Short Sales are typically not what they seem and can be a great opportunity if you find approved.




– Be cognizant of damage to distressed properties




– Be cognizant of damage to distressed properties– Make your highest and best offer on REOs




– Be cognizant of damage to distressed properties– Make your highest and best offer on REOs– Work with an experienced and qualified buyer’s

agent – Someone on your side!





agent – Someone on your side!– Get Pre-Approved for financing





agent – Someone on your side!– Get Pre-Approved for financing– Know the maximum you can qualify for – Be

prepared for competition


– We are the Lender for all CalSTRS, CalPERS, CalHFA, FHA & VA, Conventional and Jumbo Loans.



– We can Refer you to a qualified Real Estate Agent in your area




– We are more than happy to be your “second opinion” if you are already working with someone





– We are committed to educating and empowering homeowners





– We are committed to educating and empowering homeowners

– Please sign up for our Newsletter


– You will receive a “Thank You” email that will include all of our contact information for questions



– Valuable links to get you started and in this market, fully prepared with a good team




• Secure online application for loan approval




• Secure online application for loan approval• Qualified Real Estate Agent referral request




• Secure online application for loan approval• Qualified Real Estate Agent referral request• Dream home finder





– Links to Education and Web Classes Pages





– Links to Education and Web Classes Pages

– Check back often for updates to Education page and YouTube videos

Schedule a Live Home Buyer Workshop

• Low Down and No Down Payment Purchase Programs

• What you need to know about short sales and foreclosures

• What you need to know about finding and retaining an Agent

• Tips and hints for making offers and getting them accepted

• Ask the Experts Q & A • Local Real Estate Agents and Lender familiar with

teacher programs

• For more info: [email protected]

Thank you for Attending

Please make suggestions and recommendations for future on-line class topics

Presented By:PorchLight Real Estate Services

Presenter:Scott Schang, Broker / President

Contact Information:Phone: 866-667-6724

[email protected]