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Over the last several years, short sales have received a substantial amount of attention. This type of transaction is done when the seller owes more on his or her mortgage than the value of the property. The lender essentially agrees to accept less than the balance owed as an alternative to foreclosure.

On the surface, a short sale (SS) seems attractive for all parties involved. The buyer is able to purchase a property for a price that is below market value; the seller is able to sell their home without losing it to foreclosure; the lender is able to recover a portion of the mortgage that would otherwise be lost. However, these deals are often more complex than they seem. Some require up to six months to close, and often fall through beforehand.

In this article, we’ll explain the basics of buying real estate short sales, starting with the importance of working with an experienced real estate agent. We’ll describe the process and explore some of the factors you should consider before pursuing these type of deals.

Find A Real Estate Agent With Experience

Short sales are unlike other real estate transactions. They follow a different process and require a unique set of skills. For example, your realtor will need to know how to negotiate with the selling bank or lender. Their motivations for pushing the deal through are different from those of the seller. Your agent will also need to be familiar with the follow-up process. Failing to follow-up with a single contact can wreck the sale.

The problem is, many inexperienced realtors – both on the buying and listing sides – rush into doing short sales because the market is rife with them. Their lack of experience can easily derail a transaction. Your agent should be able to determine how many listings the seller’s SS agent has closed compared to the number they have listed. If the ratio is small, that’s an indication the property is a waste of time.

Understanding The Process

As a potential SS buyer, it’s important that you’re familiar with the entire process by which the sale occurs. Let’s start with the seller.

In order for the seller to be eligible for a short sale, he or she must demonstrate a financial hardship to the lender. The seller must show an inability to pay the difference between an offered price and the balance owed.

When you make your offer, understand that the lender must approve it after the seller accepts it. If the lender rejects your offer, there is no sale. It is recommended that you show proof of a pre-approved loan to encourage the lender to move forward.

Most “normal” homes for sale are listed with the expectation that the seller will pay for home inspections, repairs, pest control, and similar expenses. This is rarely, if ever, the case with short sales. Even if you need to pay for such things out of pocket, do so. Neglecting them will expose you to major problems in the future. In fact, communicate to the lender that your offer is conditional upon your completing these things.

Factors To Consider Before Pursuing Short Sales

A common mistake among buyers is to think they’re getting a bargain simply because the owner’s list price is significantly lower than their purchase price. In reality, the seller likely overpaid. The “savings” do not represent equity.

Another misconception is that a short sale’s “bargain” list price suggests that lenders are unaware regarding a home’s value. Homes for sale usually command market prices. If you’re thinking about buying an SS and believe it is severely undervalued, there’s a good chance your market analysis is flawed.

Lastly, these type of transactions can require a lot of time – often, more than most buyers anticipate. You might need to wait six to eight weeks for a response to your initial offer. Moreover, if there are multiple mortgage companies that need to approve your offer, it will take even longer.

There are buying opportunities in the short sale market. However, finding them and finalizing a deal requires sidestepping a number of potential pitfalls.