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Victor,
The lender is looking for loss participation. Sometimes it is in the investor guidelines that the negotiator has to ask for a cash contribution, but doesn't mean they will get it. You could offer them nothing and they may take it or offer them a minimal amount, such as $100 to $500 and they are more likely accept. I have had many transactions were the lender asked for a few thousand and we offered a few hundred and they took it. Its sound to me that you are close and a little comprise just may get your deal done. Good luck!
Victor: They always ask for some cash. The lower the amount they ask for ($3000 is low), the more they already realize your clients can't afford it - but they are required to ask for something. Just explain their hardship again and you'll be fine.
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