You will likely come across dozens of properties in foreclosure with minimal equity, that is, the vendor owes at close to or more than the property is worth. In these circumstances, lenders are sometimes pleased to accept less than the full amount due, ordinarily referred to a “short pay” or “short sale.”
Arranging a short sale with the lender is a complicated process, usually because it's a dismaying proposition finding a bank officer who's got the authority to accept a reduction. You'll have to call around to find the lender’s “Loss Mitigation Department.” Quite likely, each lender you cope with will have a new name for this department, so show patience when calling. Much like getting your telephone bill corrected, you should expect the process to involve a large amount of waiting on hold and being rebounded around a complicated maze of automated voice mail systems. Once you get in contact with the right person, then the negotiating starts.
From the lender’s perspective, a short sale saves many of the expenses associated with the foreclosure process – attorney fee’s, the eviction process, delays from borrower insolvency, damages to the property, expenses associated with resale, etc. In a short sale eventuality, the lender gets the property back faster, so it is able to cut its losses. Your job as the investor is to persuade the lender that it will do better by accepting less money now.
The bank will need some info about the property, the borrower and the deal he has made with you. Particularly, the bank wants to understand what the property is worth. The lender will often hire a local real estate broker or valuer to evaluate the property (called a broker’s price opinion or “BPO”). You can also submit your own assessment or equivalent sales info. Additionally you'll want to offer as much precise negative information about the property as possible. Also, include some applicable information about the neighborhood and the local economy if things are bad (copies of paper articles with “bad stories” may help). A contract’s bid for fix guesstimates also should be submitted, which, of course, should be the highest bid you can get!
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