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How to sell a San Mateo home you can't afford is a webinar given by Raymond Stoklosa and Rebecca Williamson of The RayChel Realty Group in San Mateo. Raymond and Rebecca explained to San Mateo home owners what they can expect during the short sale process, who is involved with a short sale, what Realtors can and can't do to help and how to increase their chances of getting an approved short sale.
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How to Sell a Home You Can’t Afford
Thanks for joining tonight’s webinar. We will begin shortly. To download the slides, please visit
http://budurl.com/WebinarHandout
The RayChel Realty Group
Tonight’s Speaker
Raymond StoklosaManaging Broker and Co-Owner
The RayChel Realty Group
Phone: (650) 655-2500
www.LivingWellinSanMateo.com
Questions During the Webinar
Short sale experts are available to answer questions throughout the presentation
This is an interactive learning environment. You will get the most value from this program by having your specific questions answered.
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having your specific questions answered.
The only dumb question is the one you don’t ask
Questions During the Webinar
You may type questions in at any time during the presentation – Question box on your screen
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How to Sell a Home You Can’t Afford
Presented by
The RayChel Realty Groupw w w . R a y C h e l R e a l t y G r o u p . c o m
Presented by
Raymond StoklosaManaging Broker and Co-Owner
The RayChel Realty Group
Phone: (650) 655-2500
www.LivingWellinSanMateo.com
Purpose and Goals of This Evening’s Webinar
Purpose
Share our Passion for Your Education
Goals
Increase your awareness about your options when you can no longer
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options when you can no longer afford your home
Show what you can expect and what your lender expects from you
Educate and empower home owners in ways that improve their lives
Life Got Hard?
Have you hit a pothole on the road of life?
Is your home worth less than you owe the bank?
Does the month last longer than your money?
Is your monthly mortgage payment unaffordable?
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Can’t Afford Your Home?
If you can’t afford your mortgage payment, here are your options…
� Refinance – replace existing with a better loan
� Loan Modification – loan terms adjusted
� Forbearance – suspended payments
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� Forbearance – suspended payments
Can’t Afford Your Home?
If you can’t afford your mortgage payment and selling is your only option, here are the possibilities…� Short Sale – Sell for less than amount owed
� Deed in Lieu – Transfer to Bank
� Foreclosure – Home sold at public auction
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� Foreclosure – Home sold at public auction
� Bankruptcy – Court reorganization plan stays foreclosure
Primary Benefit of Short Sale
Seller Avoids Foreclosure
• Ineligible FNMA for 5 years
• Shows on Credit for 10 years
• Foreclosure could mean loss
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• Foreclosure could mean loss of security clearance
• Current & future employment in jeopardy
Short Sale Myths
• Bank is desperate to dump nonperforming assets
• Bank has no choice but to capitulate to demands of buyers and needs of sellers
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Short Sale
Apt Solution
or
Wishful Thinking?
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What is a Short Sale?
• Arms Length - FMV – Sale to Buyer
� Subject to Lender Approval
� Lender Agrees to Accept Less than Amount Owed
� Usually Considers the Debt Repaid in Full
� Seller Receives No Money
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Who is Eligible?
Eligibility of Seller is…
• Completely Up To Lender
• Rules Vary Lender/Loss Mitigators
• Each Lender Sets Own Rules
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• Each Lender Sets Own Rules
Getting an Approved Short Sale
Single Factor Common
to All Approved Short Sales is…
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is…
Hardship
What is a Genuine Hardship?
• Job Loss
• Serious Illness
• Divorce
• Involuntary Relocation that Depletes Homeowner’s Assets
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Homeowner’s Assets
• Cannot Pay New Loan Payment – ARM Adjustment
What is Not a Hardship?
Personal Preferences
• Home Worth Less than Borrower Paid
• Borrower Does Not Want Home
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Home
• Borrower Does Not Want to Make Payments
• Borrower Wants to Buy Another Home
Who May Not Qualify?
Show Stoppers…
• Homes with Substantial Equity
• Homeowners with Significant Assets or Income
• Homeowners with 2nd Homes or Rentals
• Homeowners in Bankruptcy
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• Homeowners in Bankruptcy
• Home Loan is Government Insured
• Investors
General Rule
Borrower Must Be Delinquent Before Lender Will Approve – or even consider – a Short Sale.
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It’s a Numbers Game
• Lender Makes a Financial Decision� Strictly the “Bottom Line”
� More now, less later
• Avoids Expense of Foreclosure� Uncollected interest and penalties
� Attorney’s Fees
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� Trustee’s Fees
• Eliminates Non-Performing Loan� Non-Performing loans are Liabilities
• REO Inventory Unaffected� Avoid Carrying Costs
� Opportunity Loss
Who are the Initial Players?
ServicerHome-owner’s REALTOR®
Homeowner
Initial participants
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BuyerBuyer’s
REALTOR ®
participants
Who are the Players?
Junior Lien
Holders
Private Mortgage Buyer’s
Home-owner’s REALTOR®
Homeowner
Short sale
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MortgageInsuranceCompany
Investor
Servicer
Buyer
Buyer’s REALTOR®
Short saleparticipants
All Parties Must Be Aligned
• Seller/Borrower - Debtor
• Lender – Made the Loan
• Servicer – Collection Service
• Investor – Owns Loan
• Mortgage Insurer – Insures lender/investor loss
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• Mortgage Insurer – Insures lender/investor loss
• Junior Lien Holders – Other creditors
• Real Estate Agents – Authorized 3rd party
Seller’s Final Position
In the end, the Seller…
• Avoids Foreclosure
• Eliminates a Financial Burden
• Salvage Credit Rating
• Receives No Money
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• Receives No Money
• Loses Property Voluntarily
• Vacates Property
• Moves on with Life
Uncertain Outcome
• Most Short Sales are Not Attainable
� Seller Cannot Demonstrate Hardship
� Price NOT Acceptable to Lender or Investor
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Challenges of Short Sales
• High Failure Rate
• Lengthy Processing Time
• Paperwork Intensive
• Lenders Unfamiliar with Local Market
• Lenders Overwhelmed
• Seller’s In-Difference
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• Seller’s In-Difference
• Real Estate Agents Ill Informed
• Real Estate Agents Not Proactive
• Recovery Demand Unacceptable
• Foreclosure Date Too Near
Potential Tax Consequences
Federal Government passed law in 2007
� Directing IRS NOT to include the mortgage debt forgiven by the lender as income, however…
� Applies only to purchase loans
� Does not apply to debt on cash-out refi’s
� Does not apply to 2nd homes
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� Does not apply to 2 homes
� Dollar Limitation
� $1 Million for married couples filing separately
� $2 Million for married couples filing jointly
Seek Professional Tax Advice!
Pitfalls of Secondary Debt
• Typically, Junior Lien Holders do not forgive the unpaid debt.
� Accept partial payment
� Then, sell the unpaid debt to Collection Agency
� Junior Loans are normally recourse debt
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� Junior Loans are normally recourse debt
� Collection Agency pursues the seller
• Negotiate a Release for Full Satisfaction of Debt
Beware of Schemers and Predators
• Money Up Front “Problem Solvers”
• Illegal Kick Backs
� Seller cannot receive money “under-the-table”
• HUD-1 Must Account for all Funds
• Lender Fraud is a Felony
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• Lender Fraud is a Felony
Nothing Short About Short Sale
The Only Thing Short
About a Short Sale is the
Lender is Short Changed!
Short Sales are…
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Short Sales are…
Complicated
Legally Complex
Technically Difficult
And, They Are Doable.
Special Word About Investor Sales
Home Equity Sales Contract Law
Special Contract required when…
• Buyer is an Investor
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• Buyer is an Investor
• Property Being Sold is Residential 1 - 4 Units
• Owner Currently Occupies the Property
• Notice of Default (NOD) has Been Recorded
Seller Has Legal Rights
Upon Recording Notice of Default
• 5 Day Cancellation Period
� Seller may cancel
• 2 Year Contract Rescission Period
� Rescission for any unconscionable acts
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� Rescission for any unconscionable acts
• No Waiver by Seller
� Any waiver is void
• No Limitation on Damages
� Limiting investors liability is void
Why Short Sales Derail…
• Seller cannot document hardship
• Seller will not agree to approval conditions
• Seller will not sign promissory note
• Seller will not make property accessible for showing
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showing
• Lender and/or Junior Lien Holders will not approve
Why Short Sales Derail
• Investor will not approve
• Mortgage Insurer will not approve
• Buyer unable to get financing
• Property has clouds on title
• List price is too high or too low
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• List price is too high or too low
Keys to Short Sale Success
• Be Engaged
• Respect the Process
• Be Mindful of the Details
• Send Complete Short Sale Package
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Package
• Respond in Timely Manner
• Set Realistic Expectations
• Retain Professional Representation
Technology Tools You Can Use at Home
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www.LivingWellinSanMateo.com
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Home Value – PropertyValuesNow.com
Find out what homes in your neighborhood have sold for
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Ask a Real Esate Question
http://LivingWellinSanMateo.com/San-Mateo-Real-Estate-Question/
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Help Us Spread the Word
“Classes” Tabfor a Class Schedule
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Free Conversation
Raymond StoklosaManaging Broker and Owner
Chela StoklosaAgent and Owner
Rebecca WilliamsonAgent
The RayChel Realty Group
Managing Broker and Owner Agent and Owner Agent
Phone: (650) 655-2500info@RayChelRealtyGroup.comLivingWellinSanMateo.com
YouTube.com/LivingWellinSanMateo
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