Document 232987

MAY 2008
VOL. 10, NO. 4 • Permit# 2246
How to Work in Foreclosures
and Short Sales
Find out what it takes to succeed when
working with distressed sellers in a
foreclosure or short sale situation.
by Jeanny Campbell
I picked up on the trend in mortgage
foreclosures about five years ago, when
zero-interest loans and other enticements
were pulling previously unqualified
individuals and families into
I specialize in two areas: foreclosures
(the legal process by which a mortgagor
of real property loses his or her interest in
that property for failing to comply with
the terms and conditions of the mortgage)
and short sales (a situation in which a
lender accepts less than a full payoff for a
property that’s in foreclosure).
I find distressed sellers by buying lists
from companies like
and, both of which
offer these public records for sale. I can
then match them with a database of
potential buyers that I’ve developed over
the years through networking with other
sales associates, sign calls and working in
this particular sector of the market.
Eventually, most homeowners facing
foreclosure resign themselves to the fact
that they’re going to have to sell their
home, and at that point I list their property
for sale.
We discuss options, such as a short
sale, or lenders willing to take less than
the balance owed on their homes. I
explain that even the most complicated
problems can be solved through solid
PHOENIX: Every Wednesday, 8 a.m.
Old Country Buffet - 9820 Metro Pkwy W.
• Eddy Parris, Chairman, Phone - (623) 486-5700
• Ray Evans, Program Chair, Phone - (602) 526-0244
• Amy Sanchez, Tour Director, Phone - (602) 316-8348
Every Third Friday, 7:30 a.m.
Phoenix Association of REALTORS® — Suite #108
• Eric Solheim, Chairman, Phone - (602) 299-1662
Get a comprehensive marketing session list
negotiations and perseverance, and that
I’ve even been able to get the IRS to
release property liens.
Two-thirds of my business this year
will come from working with home
sellers whose properties are in foreclosure
and with investors and other buyers of
such properties.
The top producer who’s closing 100 or
200 transactions a year, for example, or
the one who doesn’t like cold calling,
prospecting or spending too much money
on marketing can easily pick up 40 to 50
percent more business by learning the ins
and outs of short sales.
Here’s how to get your slice of the
distressed markets:
May 2008 Meetings
Monday, May 5
Women’s Council of
Governing Board Meeting
PAR Conference Room #121 —
11:00 a.m.
Friday, May 16
Commercial Meeting
PAR Conference Room #108 —
7:30 a.m.
Wednesday, May 21
HAREPLuncheon, Phoenix
Mountain Preserve Reception Cntr.
1431 E. Dunlap — 11:30 a.m.
Thursday, May 22
WCR Luncheon
Moon Valley Country Club —
11:30 a.m.
continued on page 4
Getting to Know PAR Staff
Revisiting ‘Good to Great:’
Fine Tune Your Team for Success
New HUD Conforming Loan
Limits Should Open More Doors
Ten Frequently Asked Short Sale
Questions, And the Answers
Better Yourself: It Will Pay Off
Nominations For PAR Or AAR Director Leadership Positions — See Page 2
P A R ’s M i s s i o n : “ T h e P e r f e c t R E A L T O R ® S u p p o r t O r g a n i z a t i o n ”
PAR News You Can Use
Getting to Know... THE PAR STAFF
Deborah Leadford, Education Director
Nate Martinez, ABR, CRS, GRI . . . 2008 President
Fred LaBell, CRS. . . . . . . . . . .2008 President-Elect
Kerry Melcher . . . . . . . 2008 Vice President
2008 Directors
Adele Coffman, e-Pro, GRI
Larry Derksen, CRS
Gary Fenton, ABR, CRS
Judy Marcum, CRS, GRI
Tony Marriott, ABR, ABRM, CRB, CRS, e-Pro, GRI
Marion McGuire, CRS, GRI
Susan Ramsey, ABR, CRS, GRI
Bridget Reynolds, CRS, GRI
Kathy Sanford, GRI
Lory Smith, CRS, GRI
Diane Scherer
Chief Executive Officer,
Editor, Corporate Secretary & Treasurer,
[email protected]
Peter L. Mosca
Consulting Editor
[email protected]
Debbie Leadford has been the Association’s Education Director for the past 8
years. She is referred to as the “Phone Nazi” by her students and “Education
Director from Hell” by her instructors. Debbie was born in Phoenix but was raised
in Ajo, a community that depended on copper mining. As a young adult she moved
to Leadville, Colorado. Where in the summer’s she worked as a tour guide for a
museum called the Healy House. On average, there were 36,000 visitors through the
museum each summer. If you worked at the museum you had to dress in 1899 period attire. After
leaving Colorado she moved to Flagstaff and went to work for First American Title as a receptionist - her first taste of real estate.
When Debbie moved to Phoenix she went to work at Longs Drug store then for Walgreens. While
working for Walgreens she ran into Mrs. Nixon and was told that Elaine, a fellow Ajo native, was the
personnel director for Realty Executives. So now you know the rest of the story.
Debbie started her real estate career by accident with Realty Executives in 1984 as a “roving
secretary”, where she covered for secretaries out sick or on vacation. Eventually she met, PAR’s CEO
Diane Scherer, and worked for her as an assistant in the Administration office. Even back then Diane
believed in cross training so Deb learned MLS, phones, accounting, inter-office mailing and ordering
supplies. When Diane moved on to the Association, Debbie became an office coordinator for the
Moon Valley office of Realty Executives. In 1989 she took a position as the Office Manager for the
Glendale Board of REALTORS®.
continued on page 6
• The Phoenix REALTOR® Forum is published
monthly by the Phoenix Association of REALTORS®,
5033 N. 19th Avenue, Suite 119, Phoenix, AZ
85015-3294. Subscription price is included in
annual membership dues.
POSTMASTER: Send changes to the Phoenix
REALTOR® Forum, 5033 N. 19th Avenue, Suite 119,
Phoenix, AZ 85015-3294, (602) 246-1012; FAX (602)
246-1512; E-mail [email protected] PAR
Web site:
• The Phoenix Association of REALTORS® makes no
warranties and assumes no responsibility for the
accuracy of the information contained herein. The
opinions expressed herein do not necessary reflect
the opinions of the officers, directors or staff of the
Phoenix Association of REALTORS®.
• The Phoenix Association of REALTORS® does not
endorse any outside vendors or products and
appearance of product or vendor information in
this publication does not reflect official
endorsement. Submissions of articles and
photographs are welcome and remain the property
of the Phoenix Association of REALTORS®. The
editor reserves the right of full editorial authority
and to decline publication of any article not
deemed proper. Deadline for all submissions,
including camera-ready advertising on disk or film,
is the first of the month prior to publication.
Reprint with permission only. Reprint permission
may be obtained by calling the Phoenix Association
of REALTORS® at (602) 246-1012.
• For advertising rates and information, contact Sonia
Sanato, (602) 246-1012. The Phoenix Association of
REALTORS® makes no warranties and assumes no
responsibility for the accuracy of the advertising
information contained herein.
REALTOR® is a registered collective membership
mark that identifies and may be used only by real
estate professionals who
are members of the
National Association of
REALTORS® and subscribe
to its Code of Ethics.
The Perfect REALTOR® Support Organization
Brokerage Design w/Jeremy Conaway
Fine Tuning Your Team for the New Market:
Revisiting from ‘Good to Great’
by Jeremy Conaway
Each month I have the opportunity to talk with brokers across
the country who admit, once the initial bravado recedes, that the
current market configuration is a bit intimidating and they don’t
know where to start. The solution to that dilemma is simple. Start
where you can have an impact. There is nowhere you can have a
greater impact right now and for any smaller a financial
investment than your own organization.
For those who believe in learning on the go there are few books
in print today on the subject of company performance under stress
that can match Jim Collin’s magnificent 2001 book entitled “From
Good to Great.” Without hesitation I would earnestly and
passionately recommend that every one of you either pull it off
your shelf and reread it or visit your local bookstore and have the
experience for the first time.
During the late 1990’s and early in this decade, Collins, a long
time Stanford professor and big league business consultant,
employed the services of a research team to identify eleven
companies that, during a fifteen-year period demonstrated a
sustained record of “great performance.” “Greatness” was defined
as financial performance several times better than the market
average of similar companies over a sustained time period.
An essential element of Collin’s research was that each of the
companies examined had survived a “point of transition” within
their industry. This point of transition was a bit different for each
company depending upon the specifics of their industry. Yet for
each it was a point of reckoning, survival and differentiation.
Collins and his team set out to examine each company’s
transition point. The objective was to identify the characteristics
that the ‘Good To Great’companies discovered, developed or
utilized during the transition their industry counterparts did not.
For the purposes of this discussion and with respect to the
American real estate industry, I would respectfully suggest that the
current industry challenge represents a classic “point of
transition.” The real estate industry’s current situation is not about
a “down market” but rather reflects a wide range of market and
business practice challenges that must be addressed to effect the
The Collins research identified three phases within the
transition process and suggests that each introduces two key
concepts. Taken together these six factors were found to be the
core values of the ‘Good To Great’companies. The book is
expertly organized around these factors.
• Level 5 Leadership
• First Who... Then What
• Confront the Brutal Facts
• The Hedgehog Concept
• A Culture of Discipline
• Technology Accelerators.
While each of these concepts is relevant to the current real
estate situation, I would recommend that firms start with the
second. In dealing with the “not what, but who” concepts Collins
and his team really drill down to the issues that are
at the root of the real estate industry’s challenge. It
was here that the now infamous phrase “get the
right people on the bus” emerged. Most of the winning companies
discovered that at the onset of the transition many were carrying
people who were never going to be part of the solution, who never
intended to make the transition.
Enter the concept of the “flywheel.” As the more mechanical
reader will know, the flywheel is the device that balances out the
sometimes inconsistent output of a small engine. The whole
objective of a business organization is to keep the flywheel
turning. The power of a turning flywheel in turn provides the
necessary energy to perform the functions for which the engine or
the company exists.
Three different profiles of organizational players were
identified. First, there are the “flywheel drivers,” those who spend
their time doing everything they can to keep the flywheel turning.
Second there are the “flywheel riders,” those who, while they
appear to be contributing, are really faking it. Finally, there are the
“flywheel brakers,” those who spend their energies sabotaging the
company’s forward progress.
In the real estate industry, there are many amazing flywheel
drivers. Unfortunately, there are also a huge number of riders and
brakers. These are folks who are either trying to make it through
to retirement without changing, or those who believe that the
industry reached its operational zenith in 1985. Either way they
will not be part of the solution, they are refusing to make
transition. Without intervention they will also keep the company
from making the transition.
Start your transition by reading “From Good to Great.” As you
read, create a list of questions about your company. The first two
questions might be; can you become a Level 5 leader and who in
your company is a flywheel driver, a flywheel rider or a flywheel
braker. Get the right people on your bus. It is worth the ride.
[Editor’s Note: Jeremy Conaway is a keynote speaker,
conference facilitator, and consultant to the Real Estate industry.
He is President of RECON Intelligence Services,
[email protected],, 231.938.7326.]
The Perfect REALTOR® Support Organization
Tips, Trends & Tactics
New HUD Conforming Loan Limits:
What This Means for Housing,
REALTORS , and the Economy
The U.S. Department of Housing and Urban Development recently
published new FHAand conforming loan limits, based on median
home prices as mandated by the Economic Stimulus Act signed by
President Bush. New loan limits for FHA and Fannie Mae and
Freddie Mac are now calculated at 125 percent of the HUD published
median prices, with a floor of $271,050 and $417,000, respectively,
not to exceed $729,750.
NAR expects the impact on the housing market to be significant
because of the infusion of capital into the mortgage market, which
should result in lower interest rates across the board. In addition,
there will be a direct impact on high-cost areas that previously
required borrowers to take out costlier jumbo mortgages.
NAR research points out that increasing FHA loan limits will help
an additional 138,000 Americans achieve the dream of home
ownership and will allow nearly 200,000 homeowners to refinance
and potentially keep their home.
In addition, NAR believes that increasing the loan limits for
Fannie Mae and Freddie Mac will bolster the housing finance market,
which continues to be severely stressed, by providing an immediate
infusion of much needed liquidity to the nation’s mortgage market.
An economic impact study conducted by NAR in January 2008
estimated that increasing conforming loan limits would result in as
many as 500,000 refinanced loans and could help reduce foreclosures
by as much as 210,000. In addition, over 300,000 additional home
sales could be generated, housing inventory would be reduced and
home prices would be strengthened by two to three percentage
Why HUD Took This Action
HUD was mandated in the Economic Stimulus Act to publish new
loan limits within 30 days of the bill's signing by President Bush on
February 13.
How HUD Calculates Its Median Home Prices
HUD median home prices differ from those published by NAR.
That is because HUD uses a variety of sources and different areas to
calculate the median home price.
Who Will be Affected
Increased loan limits will have a wide impact. The added liquidity
in the mortgage market will help to make mortgages more easily
available. Receiving direct helped will be borrowers in high cost
areas who previously had no recourse except high- cost jumbo loans,
and those with high-cost loans who can refinance into lower interest
rate loans.
[Note: For specifies of the new FHA and GSE Loan Limits for
every county in the United States, go to$F
How to Work in
Foreclosures & Short Sales
continued from page 1
Listen Up
Many times, sellers don’t even know they’re in a short
sale situation. Other times, they just don’t know what to do.
One way to fail quickly is by turning on your hard-sell
tactics and dictating to your customers, particularly if
you’re working with sellers.
Understand that most of these people are in financial
distress and possibly dealing with a life-changing event
such as a death in the family, a divorce or a job loss. They
probably want to keep their home, but have no idea how.
They are being barraged by phone calls and letters, and are
wondering where they will be living a month from now. To
handle these tough situations, I first listen to the issues and
let the home-owners vent. I never pass judgment. And I
don’t talk about my services or myself at all; instead I just
pay attention and ask follow-up questions when appropriate.
Once I know their story I offer solutions (such as a short
sale worked out with the lender) to the problems, and let
them decide how to proceed.
Become Educated
What the average real estate professional lacks in this
market sector is knowledge about how foreclosures work
and their role in helping owners or buyers get the best
possible bang for their buck (given their financial or life
A real estate foreclosure trainer who was also an investor
taught me how to buy properties that are in foreclosure and
how to negotiate debt on various loan products. I learned
about it from the investor perspective and then applied that
knowledge as a real estate professional. If you’re looking to
bone up on this area of the market, you should attend
classes, find mentors and read up on the process online and
in trade journals.
Short sales, for example, require a high level of
knowledge about the inner workings of these deals. The
more you know, the easier it will be to see these
transactions through.
Learn about the different parameters that each loan must
meet in order to qualify for this type of sale. An FHA loan,
for example, may have different guidelines concerning the
seller’s financials than a VA or a Freddie Mac loan. Be
aware of this so you’ll know how to put together packages
that meet those criteria.
Become the Buyers’Expert
One way to court buyers is through real estate investment
groups, which comprise investors who are always on the
lookout for foreclosures and short sales. And don’t forget to
advertise your expertise on your Web site (e.g., by creating
a section specifically targeting buyer-investors seeking
foreclosure properties).
The Perfect REALTOR® Support Organization
continued on opposite page 5
Tips, Trends & Tactics
Going to foreclosure auctions to find prospective buyers
is another excellent approach. Finally, word of mouth works
well, particularly when it comes to referrals from other real
estate professionals who may not specialize in this market,
but who come to trust you as a good source of information
for their buyers and sellers who are in need.
Through these sources, and through networking, sign
calls and the local MLS (for marketing to other real estate
professionals), you’ll be able to develop an extensive
database of potential buyers of distressed properties.
Spread the Word to Sellers
The best way to reach sellers of foreclosure properties is
by buying lists from Web sites like and or checking the Internal Revenue
Service’s property site (
index.html). Through these online resources you can
determine which properties in your area are coming up for
foreclosure and then approach potential sellers with your
services. Form bonds with mortgage brokers, bankers,
lawyers and other real estate professionals, all of whom will
refer business your way if they know that you can help their
customers navigate the foreclosure waters. And once you’ve
helped someone out of that situation, expect to see a
constant referral source of business both from the seller
(who will eventually buy another home and look to you for
help with that acquisition) and from his or her family and
When I started in this area of the market five years ago, I
was skeptical when I was told that people would be grateful
that I came knocking on their doors, ready to help. They’re
losing their homes; how could they possibly be grateful?
But, I’ve since learned that a real estate professional’s
services are sorely needed in this arena, where an increasing
number of homeowners are grappling with foreclosure.
It all pays off when sellers tell me they’ve had their best
night’s sleep in months and I’m the answer to their prayers.
[Note: Reprinted from Florida Realtor Magazine, November 2007 |
by Jeanny Campbell | page 56. Jeanny Campbell is a sales associate
with RE/MAX Realty Plus in Sebring. In the industry since 1980, she
expects to close 75 transactions this year, at least 50 of which will be
foreclosures or short sales. Campbell is also affiliated with No For
Group Inc., a firm that negotiates debt and coaches sales associates,
brokers and buyers/investors on how to work in those markets.
Getting to Know... THE PAR STAFF
continued from page 2
In 1994 there was an opportunity for her to work with Diane
again, so Debbie joined the PAR staff and became Diane and
Marc’s assistant. Once again, there was that cross training thing…
so she learned the store, MLS, membership, accounting, back up
for the phones and any thing else Diane thought she needed to
know. Deb took a year off from working in the real estate arena
during 1999 and worked for a group of Engineers - - she came
back to PAR in 2000. She teases that her favorite hobby in life is
giving her longtime friend, the CEO, a hard time.
Debbie has been married to Sonny for 28 years. She has 2
children, 4 grand children, 2 dogs, 3 tortoises, 3 cockatiels and a
rat. When she has the time she likes to go “quading”, fishing and
kicking around rocks in the desert. Although the PAR staff has a lot
of animal lovers, Debbie heads the group.
The Perfect REALTOR® Support Organization
Tips, Trends & Tactics
10 Frequently Asked Short Sale Questions
by D.C. Fowler
Here are 10 frequently asked short sale questions that are very
helpful especially if you are just getting started or considering short
sales as a means to acquiring pre-foreclosures.
What happens to the seller's credit rating when they allow an
investor to short sell their property?
What typically happens is the loan will show up as "paid" on
their credit report; however there will be a notation that says
"settled for less than originally owed" or something along these
lines. It is more favorable for a homeowner to short sell than to
have a foreclosure on their credit report.
Where do you find investors for short sales?
Depending on where you live, you may see investors who
advertise with bandit signs or in your local newspaper. Call the
investors directly and ask them if they are experienced in doing
short sales and if they would be interested in working with you.
Another good place is your local real estate investors club meeting.
Define a short sale?
A short sale is really a form of pre-foreclosure sale and occurs
when the mortgagee agrees to accept less than the loan amount to
avoid foreclosure. A negotiated short sale results in a discounted
purchase price for the buyer. The buyer would finance the
acquisition much the same as in any conventional realty
acquisition... but without the luxury of time.
Can an owner profit from a short sale?
The seller cannot profit (monetarily) from a pre-foreclosure
short sale.. But there are always exceptions to the rule.
How do bankruptcies affect the possibility of doing a short
Most mortgagees won't consider a short sale if the homeowner is
in bankruptcy...why? Because negotiating a short sale payoff is
considered a collection activity. Collection activities are prohibited
in bankruptcy.
Can somebody tell me what documents do I have to include
in a short sale package?
Documents depend on the lender. Each lender has different
requirements. It is typical to require hardship letter, purchase and
sales contract, ECOR, settlement statement (HUD 1), net sheet, pay
stubs, bank statements, personal financial sheet (monthly budget),
amongst other things.
What percentage of mortgage companies send someone out
for an appraisal on a possible short sale?
All lenders order a BPO or full appraisal of the property before
making their decision to accept or reject the short sale offer. This is
there only way of assessing the value of the property.
How late in the pre-foreclosure process can you start a short
Try to allow a window of at least 90 days to effectuate a
mortgagee approved, pre-foreclosure Short Sale.
What is a Due on Sale clause?
“Due on Sale” Clause (DOS) Provision in a mortgage or deed
of trust calling for the total payoff of the loan balance in the event
of a sale or transfer of title to the secured real property. A contract
provision which authorizes the lender, at its option, to declare
immediately due and payable sums secured by the lender's security
instrument upon a sale of all or any part of the real property
securing the loan without the lender's prior written consent.
For purposes of this definition, a sale or transfer means the
conveyance of real property of any right, title or interest therein,
whether legal or equitable, whether voluntary or involuntary, by for
deed, leasehold interest with a term greater than three years, leaseoption contract or any other method of conveyance of real property
interests. Standard language which states that the loan must be paid
when a house is sold.
Will banks allow a short sale when the owner has some or
a good amount of equity?
If a property has what the lender would consider a substantial
amount of equity, chances are they would consider allowing the
property to foreclose and then reselling it closer to the retail value.
Focus on homes that do not have much equity. Your job will be to
create the equity in the home by negotiating a successful short sale.
[Note: D.C. Fowler has been a real estate investor for 15 years
specializing in the area of pre-foreclosure/short sale investing. He
has bought and sold over 200 homes in Georgia, Florida, Louisiana,
and Tennessee using the same short sale techniques that he teaches
in his course, Making Money with Short Sales: The Complete Guide
to Acquiring Property Pre-Foreclosure. He also spends many hours
per month teaching his creative real estate investing techniques to
other aspiring investors.]
The Perfect REALTOR® Support Organization
Association News
A Memory Shared...
A special thanks to 1982 PAR President Mel Johnson for
donating a scrapbook his father kept. Mel’s dad owned the real
estate company Johnson & Johnson. Grant Delph, 1933 PAR
President, gave the scrapbook to Mel’s dad when his office
closed, and Mel shared it with PAR for our archives.
Do you have memories to share?
If you have historic data or a story to tell about the Phoenix
Board or real estate, please forward it to Diane at PAR at
[email protected] or 5033 N. 19th Avenue, Suite 119,
Phoenix, AZ 85015-3294. Before she retires, Diane is planning a
book about the association featuring first-hand stories from
members and their memorabilia. Plus, you may see your story or
memorabilia here in the Forum.
The Perfect REALTOR® Support Organization
May 2008 Education
Go Online to Register —
9 - 12 - Disclosure Ethics
#C6637 - Don Martin
3 hrs Disclosure
This Month’s Store Specials...
PVC(White) Info Tube — (was $8.00) Sale Price $7.00
Laser Master — (was $32.25) Sale Price $28.50
1 - 4 p.m. Agency Gets Ethics
#C8046 - Don Martin
3 hrs Agency Law
REALTOR® Code Classes
GRI #319
“Tax Deferred (1031)
Nancy Seago
6 hrs General
9 - noon - Professional Conduct &
the NARCode of Ethics #C7612 Ed Ricketts
3 hrs Commissioner’s Standards
9 - 12 - Financial Issues in
Contract Writing #2684 David Compton
3 hrs Contract Law
1 - 4 p.m. - Professional Conduct &
1 - 4 p.m. - Fair Housing Case Studies
the NARCode of Ethics #C7612 - Ed
#C4507 - David Compton
Ricketts - 3 hrs Commissioner’s Standards 3 hrs Fair Housing
REALTOR ® Code Classes
GRI #308
“Safe Real Estate”
Don Martin
5 hrs Commissioner’s
Standards, 3 Legal
Issues, 3 Disclosure,
3 Agency
9 - 12 - Mortgage Loss Mitigation:
Intro to Short Sales
#C8837 - Patrick Ritchie
3 hrs Real Estate Legal Issues
GRI #308
“Safe Real Estate”
Don Martin
5 hrs Commissioner’s
Standards, 3 Legal
Issues, 3 Disclosure,
3 Agency
1 - 4 p.m. - Understanding FHAHome Loan
Guidelines & Policies - #C6020
Patrick Ritchie - 3 hrs General
9 - 12 - Guerrilla Marketing
Business Plan - #C6906
Patrick Ritchie - 3 hrs General
1 - 4 p.m. - REALTOR® Code of Ethics: What
Does It Mean To You - #C8838 - Diane
Flannigan - 3 hrs Commissioner’s Standards
1 - 4 p.m. is a REALTOR® Code Class