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Elizabeth Weintraub
When the Short Sale Bank Says No
You know the people I have empathy for? Is it my inlaws stuck in Chicago or my sister and niece in Minnesota who are enjoying those not-so-balmy temperatures? Or, is it the house sitters who are taking care of our home in Land Park? Nope, it’s those buyer’s agents in Sacramento who emailed some 20 offers yesterday for a home in Elk Grove. I answered email after email late last night after we landed in Tahiti. Explaining how many offers we received and how the seller is leaning toward accepting a cash offer. But the best news I got was not the short sale approval on yet another short sale in Elk Grove (which also arrived via email), it was the fact we received an extension from CCO Mortgage for my seller who is dying.
Short sale bank CCO at first said it would issue no such extension and would, in fact, start the short sale over if we could not close by December 20th. Sometimes it does not pay to take NO for an answer. I wrote a letter to the negotiator, set forth a plea for an extension, and the “absolutely no extension declaration” turned into a yes, here is your extension!
My Elk Grove seller is not a short sale though, which is another reason that buyers are climbing all over each other to buy that home. The dilemma is should the seller take a cash offer without an appraisal contingency or a financing offer? That’s a decision she needs to make. A cash offer will probably not yield as much cash as a financed offer as buyers who choose financing will pay more. They’re not forking out hard cold cash; they are financing that price increase. Of course, if the home doesn’t appraise for a ridiculous price, it doesn’t matter what a buyer offers to pay if it won’t close due to a low appraisal.
But how many offers does a seller need? Excuse me, there seems to be a large pelican-like bird on my deck that I need to check out. This is the view I woke up to this morning. Helps to put some of these dilemmas into perspective. All I have to say is Thank You, RBS Citizens Bank . . . and I hope my Elk Grove seller makes her decision soon.
Sacramento Home Buyers Need a Reality Check
How does a seller today know if she has a real buyer who has made an offer? There are a lot of Sacramento home buyers wandering around who apparently look like a buyer, walk like a buyer, squawk like a buyer but they are not buyers. I wish there was some kind of test we could give them. As a buyer’s agent there probably is, but there is not from the listing agent’s point of view. That’s because the listing agent has no conversations with the buyer and no direct contact. We can obtain a preapproval letter, many of which are useless, and an earnest money deposit, but it still doesn’t mean the buyer is a buyer.
Now, you would think a real estate agent would engage in a lengthy conversation with a potential buyer, but the truth is most do not. A buyer calls an agent, asks to see a property and then writes an offer. In some ways, the agent is an order taker. Doesn’t question. Doesn’t probe. Just writes the offer and keeps her lips zipped.
You know, that’s not the way I was trained in real estate many years ago. I was always taught that we as real estate agents should form a relationship with our clients, counsel and advise them, ask questions, try to do what is best for the client, not just say “press hard, third copy is yours.”
Keeping buyers in escrow is a difficult job, even in a seller’s market. You might think that a buyer would not cancel escrow simply because there are so few other properties available. To cancel is to take a chance on buying nothing for a long, long time. Because there is not much available for sale in Sacramento. Pickings are slim and few between.
There are a lot of Sacramento home buyers but there doesn’t seem to be very many who are actually performing. The fallout rate seems to be much higher than it needs to be. We’ve got a lot of buyers begging for a home but shortly after they go into escrow, they cancel. For no other reason than cold feet. I eye them more suspiciously now. I question the quality of prospective buyers at the moment.
It would be nice if we could put potential Sacramento home buyers into an X-ray machine like the ones at the airport. Step in, put your feet on the footprints, raise your hands over your head and hold still. BZZZT. Nope, you’re not a buyer. You’re not going through Security to escrow. You can stuff your passport back in your pocket, grab your luggage and go home.
The Hobbit and Sacramento Real Estate
One of the requirements to be a writer — what they call an “expert”– at About.com, is to be passionate about your topic. You have to be able to write, of course, and have something to say, naturally, but that passion (expressed through dedication, intense commitment) is completely necessary. Passion is also the necessary ingredient to being immensely happy and content in your job. If you find yourself consumed, driven, and almost half nuts about a particular topic, that might qualify you to write for About.com.
My topic is home buying and home selling. I can’t help it, I love real estate. I love everything about real estate. The people, the homes, the financing, the excitement, the challenges, the battles, the history, the future. It’s given me independence and extreme satisfaction in my chosen career. I started in real estate when I was in my 22, and I’ve been happily married to it in some form or fashion ever since. This year, I will sell over $30 million as a Sacramento real estate agent.
Real estate has become my Hobbit, the foundation for some of the other stories in my life. We saw the movie The Hobbit yesterday, and my husband shot a photo of me with Gandalf. The Hobbit is being shown in theaters all over Sacramento, but if you want to see it in 3D and high-speed (48 frames per sec), you need to see it at Century Stadium. It’s been more than 45 years since the nuns at The Home of the Good Shepherd in St. Paul first read that book to me, but I do not recall much of that movie in the book. Oh, how us poor souls who read expect screenplays to faithfully follow the book, and film entertainment often crushes those silly expectations.
Here are a few highlights without spoilers: I had to laugh when Thorin knocked on the door. It was why, hello, yes, here I am, the hunk of the movie. And he swaggered into Bilbo Baggin’s home. I thought Cate Blanchard was going to throw Gandalf to the ground with her mind and molest him right then and there. I kept waiting for it, but it didn’t happen. There were many battles. One after the other. We were in the theater for days. Some people went to sleep and snored. Oh, wait, that was on the screen. And then, at the end, there was no end. Because we have 2 more movies. And there you have it. The complete description of The Hobbit.
Don’t get me wrong, I was entertained. But last night while I was thinking about The Hobbit, I suddenly realized I have two more reasons to buy a home to add to my article of 8 reasons to buy a home. I finally have 10 reasons. I had tried to come up with 10 reasons when I originally wrote the piece in 2006, but 8 was all that popped into my brain, so that’s what I ran with. But now I have 10. And it’s because of The Hobbit that I thought of them.
Reason #9 is Security. Because nobody can kick you out of your home, as long as you make your payments. Your landlady can’t come along one day and tell you she’s decided to rent to her son. Or remodel. Or sell the home. Because it’s your home.
Reason #10 is Stability. With today’s widely used amortized loans, your mortgage payments, the principal and interest, stay the same over the term of your loan. They don’t go up when interest rates go up, and they don’t fluctuate. The state of the economy has no affect on your mortgage payments. Nobody will raise your rent.
Selling Sacramento Short Sales in December
I will see you four Bank of America short sales and raise you one Wells Fargo short sale. Selling Sacramento short sales is like playing poker and winning all of the time. So far this December I have closed 5 short sales in Sacramento, six if you count an intense client whom I referred to a Sacramento short sale agent better suited to handle the more colorful characters. Before the month ends, another 6 of my short sales will close, bringing my total for the month to seven Bank of America short sales, three Wells Fargo short sales and an SLS short sale. That’s not a bad December for December being a relatively slow month, even without a partridge in a pear tree.
Most people who do a short sale can choose when to list their home as a short sale. Since there are historically fewer numbers of people who are willing to cross the desert barefoot and without water to do a short sale, it’s better to put a home like that on the market when there are larger numbers of buyers available. There will be larger numbers of buyers in January than in December.
Yes, I realize there is no inventory in Sacramento. As such, I am careful to keep my fingers out of its hot oil when I gingerly drop a home for sale into it and step away from the stove. After it’s a golden color, I scoop it up and let it cool on paper towels. If it’s not cooked all the way through, I cook it longer on one side, even if it’s a little browner, because people only see the golden side when they eat it. I’m pretty darned organized.
I’ve got my real estate predictions for 2013 completed. I expect to list a lot of homes in Sacramento this coming January and February. Probably not enough homes to meet the pent-up demand. Interest rates are extremely attractive, under 4%, and the government announced it intends to keep rates low until unemployment dips to 6.5%, which will be a very long time. But when it comes to a short sale, people can decide the best time to list a home, and that time is not around the holidays. Selling during the holidays is not really necessary for most people. Which means this Sacramento short sale agent can take a vacation. Yowsa!
Don’t think I am going hogwild off the beaten path, though, I am bringing my laptop.
Agents Who Represent Themselves on a Short Sale
Trying to buy a short sale for yourself is like yanking out your own tooth with a pair of pliers. Some people say the whole experience of a short sale reminds them of a root canal. When I was a kid, my mother used to tie a string around my tooth, and she tied the other end around a door knob. Then, she slammed the door. Sometimes, it took a couple of tries. Yikes. But it beat grabbing the pliers and doing it myself.
I don’t know of a single lawyer who would try to practice law in a field in which the lawyer had no knowledge. Yet, real estate agents try to do it all the time. In fact, when I represent lawyers for short sales — and I work with a lot of lawyers — I always suggest they get legal advice from a real estate lawyer. If a lawyer is in corporate law, she doesn’t know the ramifications of a short sale. Likewise, agents who work in residential real estate should not try to sell commercial property. It’s bad for the clients. It’s probably a violation of the Code of Ethics as well because it’s not in an agent’s clients’ best interest to hire a novice who knows nothing about the field to represent them.
The only thing that’s worse than representing a client when you should not is when that client is yourself. Because that’s just plain stupidity at the worse levels. I have an agent from southern California who is trying to write an offer on a short sale for herself. She apparently knows little about residential real estate in Sacramento, much less a short sale. She is also not a member of our Sacramento Board of REALTORS, so we are not required to reciprocate with her.
I have explained to the agent that she was missing the correct forms in her offer to make it a short sale offer. In short, the offer she dropped at my office because she doesn’t “do the computer” is not written correctly. I explained some of this to the seller when I sent it to her and suggested the seller ignore it. The offer has not closing escrow written all over it. The proposed buyer did not follow instructions in MLS because she cannot read the instructions as she is not a member. Her loan is complicated, involving several community agencies, which makes her not a good candidate for a short sale, even if her offer was written correctly, which it is not. Short sale approval letters from the banks on this particular short sale stipulate a 30-day closing, and her loans would take at least 45 days. Her preapproval letter is outdated and does not include a calculation for HOA dues, yet she is trying to buy a condo. And to keep a small commission because she has a real estate license.
One in about every 35 people in California has a real estate license. Having a real estate license does not make a person a real estate agent. You know what makes a person a real estate agent? Earning your living as a real estate agent, year after year. It’s experience.
When it comes time for my husband and me to buy another home in another area, I am certainly not planning to represent myself. I will hire an experienced local agent who works with retirees. There is just too much that could wrong. This particular real estate agent is doing herself a grave injustice trying to save a couple of bucks. She should hire an experienced Sacramento short sale agent to help her to buy a short sale. When I told her in the nicest way I could think of that she deserves her own agent, she raised her voice, threatened to call the NAACP and accused all agents in Sacramento of discrimination. What?
I wanted to say: Lady, I can’t see you over the phone. I have not seen a photo of you. So, I do not know the color of your skin and even if I did, which I don’t, it would not make any difference. Moreover, to imply that this Sacramento short sale agent would discriminate is simply preposterous. It’s completely ridiculous. Insulting. The problem is this poor woman needs help. She says she has a friend who is a real estate agent in Sacramento. I sure hope she calls him.
