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Short sale - whats up with the agent asking price way way below comps in the area.

Profile picture for RapperDawg
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Since October 2009

I checked the house out, I liked it..  I said, I will pay full price cash..  I said, lets put it in writing..   She said to me, well we have 3 offers over asking price..   I protested, not fair!!! The agent tells me this is the price the bank put on it. Smoke and mirrors / bait and switch or what?    This shouldnt be allowed.    Any law on the books against this practice? FYI, short sales are now called " LONG SALES " b/c they take so long..
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October 07 - Seattle
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Profile picture for jmto1
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Do not listen to what this guy below (Paulbalzotti) says.  It is not true.  The short sale is nothing but a game that real estate agents/brokers use to get the maximum price for their property.  They list the price at practically nothing and then triple the price when you want to buy it.  It is totally dishonest and there should be a law against it.  I am looking to buy a home and i will not even look at a short sale anymore because it is nothing but heartbreaking. I have never run into such a dishonest industry.  Don't even get me started on the games they play with the rates. 
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October 07
Profile picture for Pat Bourgo
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The states need to reform the short sale rules.  The seller should set the price, not the bank.  The bank needs to approve of the short payoff. Most agents forget who their client is (seller). Most of these agents submit all offers.  Real estate 101 how can you have more than 1 accepted offer in 1st position, and be with in limits of the law?  This is why I get my deals approved!
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October 12
Profile picture for paulklenk
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Working short sales for a buyer (or foreclosures) is not easy on the agents either.  Our industry is struggling with this issue.  NWMLS is implementing new rules to try to keep these agents from doing this.  I hope we get it right soon.

We are starting to see some of these agent receive fines from NWMLS.  Currently there aren't any laws against this that I've heard of.
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October 08

Pretty soon we need to start asking qualifications of the seller prior to making offers on houses?  Is XYZ bank  or investment group reasonable?  Is the short seller just proving to the banker what the price is so the seller can get a mortgage reduction? 

Beware of short sales or of properties that seem too cheap.  If you do win that cheap property, you really need to hire a  couple of different inspectors. 

If you seriously want to buy a home, for yourself, look at what you can afford, in the area you want to be located in, and look at homes that have been prepared for the market, and have sellers who are willing to do what it takes to get it sold.

If you are looking for the low cost deal,  for the quick turn around, you need to find a very  nice agent who has a lot of free time, and doesn't mind making tweny  plus offers for every sale.  This is not me, so don't ask, but there are agents who will do this.

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October 07
Profile picture for nealadler
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Sometimes the agent deliberately prices the house too low to attract multiple offers.  I currently have a short sale listing the I priced based on a value I would have establishedby doing a Broker Price Opinion ( I have completed nearly 1200).  The property was in poor condition.  I did price it somewhat aggressively.  It did attract multiple offers and we have an accepted offer well over asking.  However, part of the reason is due to lack of inventory.

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October 07
RapperDawg,

Paulbalzotti speaks the truth.  It IS the banks that are pulling the strings and agents are merely playing the pricing "game" to get short sales sold and (hopefully, eventually) approved by the lender. 

There are no hard a fast rules in place for the lenders/loss mitigators to follow, training is poor, case loads are large, paperwork and file management takes precedence over content; it has become a craft and a skill to get short sales approved.  The listing agent (and perhaps their professional associate, a 3rd party negotiator) can make or break the success of a short sale.

And to jmto1, sadly, you are right it is a "game" and the rules are subject to scrutiny, but these pricing games are not to maximize the price of the lisitng for a profit, but to get the listing SOLD.  It is what it is right now, until the rules change, shortsales  will continue to playout as a game.  Short sales are not for everyone, while I've successfully closed short sales (after MONTHS in escrow) many more of my buyers have decided not to look at short sales because they share your same concerns.  Good luck.
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October 07
Profile picture for FriendshipProperties
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Sounds like a BANK OWNED property, not a Short Sale.  Often when the bank takes back a property they will price below market value, create a lot of offers and get it sold in a week to the 'Highest and Best' offer.  Often the offers can be higher than asking.  Its very fustrating when you put in a full price cash offer with no inspections on the first day, and a week later you get a call that they have multiple offers.  Its the wrong way to do business, but what else would you expect from these people?  Why do you think they lose $60-100k per asset and need a bail out?
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October 07
Profile picture for NWHome.us
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I like the idea of calling them LONG SALES.  I'm using that!
As for pricing listings, I'm in a situation where I have a buyer who is in love with a home that is overpriced by 20-25%, just because the seller doesn't have enough equity to close on an offer on another home that they've already made.  What are they supposed to do?  Pick up the mistakes that the seller made in liening their property?
So I'm thinking, to myself, why is the listing agent wasting our time with this home on the market?  I have some very qualified buyers who are very disappointed because it just doesn't make any sense. I'm glad there isn't a law against it, but man is it frustrating.  There is no doubt that they won't come down 25%.
In the opposite direction, in 2006, I had a client who fell in love with a home that appeared to be underpriced.  Imagine my frustration when our offer was 1 of 15.  Why not just price it to attract 2-4?
It's pretty simple to find the data to price a home.  It is another thing all together to price it accurately to the market. And I don't think professionals are the only ones who fail in this art.
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October 07
Profile picture for paulbalzotti
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What I wrote about shortsale is totally accurate based on my experiences representing both buyers and sellers on succesful shortsales. I am not advocating for shortsales at all. With most buyers, I recommend they avoid them completely. You can wait for months and then the lender can counter your offer or not accept it completely, and the whole thing is not fun.
All I was doing was explaining why the listing agents lower the list price below market value. The seller is often times faced with foreclosure, and it is simply the only way to get a qualified buyer to be motivated to wait it out and purchase it. Many of these can be nightmares, but many others close successfully, with the buyers getitng a great deal, and the sellers avoiding foreclosure.
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October 07
Profile picture for paulbalzotti
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It is definitely a tactic to get maximum interest in the house and get a good offer in place that the sellers can take to their lender. Sellers need to price slighly below market when it is a shortsale, in order to get a qualified buyer to be motivated enough to wait for a shortsale to (hopefully) go through. If it is priced the same as the comparables, nobody would consider it.

That is the main reason why you can't compare a sold short sale to a typical sale. The price usually closes atleast 10% below market value, because that is what a buyer will discount in order to be willing to wait the 3-6 months for a sale to approve. Often times, the buyers is also buying "as is" and stuck paying utilities for the distressed sellers that are usually in pre-foreclosure.  
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October 07
 

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