Although my real estate practice has the "normal" facets of business, (Traditional buyers, sellers, new construction and investors) we have specifically been focused on short sales since 2004. Long before the sub-prime loan collapse. A large national bank (that you all have heard of) found me, back in 2004, to list one short sale. After it closed they sent me more and more short sale listings. Being more than pleased our professionalism and effectiveness, they asked me to list short sales that were 3 hours outside of my service area. At this moment I knew that I had an opportunity to refer these short sales to other agents for an additional revenue stream. The lone stipulation was that these agents had to use the system of negotiation and processing that i had successfully developed.
Because of our continual commitment to "Always Be Updating" process, we close better than 90% of our short sales. Many of the top 50 agents in Indiana refer their short sales to us. And managing brokers from other companies tell their agents to leverage us as an additional income stream by referring their short sales to us.
We are committed to constantly improving our systems. We track case law to make sure that we are practicing the best risk management. We have also educated ourselves to the extent that we usually know when a servicer is in violation of their servicing contract, with our legal staff supplying us with proper verbiage so we can issue a thinly veiled threat with a humble smile. This keeps most servicers cooperative and moving along. (It's amazing what you can accomplish with a firm grasp of federal law and the right attorney on your side). We have also figured out how to get the appraisers to consider "all material information" that negatively affects value. This insures that we don't have to navigate and wrestle with artificially inflated appraisals.
We also hire and refer agents in other states for our national clients. All the while overseeing their implementation of our effective systems. 9 out of 10 of these agents thank us for introducing them to a highly effective and truly systematized approach to listing and closing short sales.
The knowledge that we have gleaned, over the past 10 years, has allowed us to systematize and automate 85% of our activities, which allows us to consult and advise our clients at the highest level. This helps our clients to be very comfortable with the overall process. And this eliminates most of the slow downs that are brought on by uncomfortable and hesitant sellers.
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