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Strategic Short Sales & Debt Forgiveness<br />The Pay It Forward Series<br />Advanced Short Sale Series<br />2011<br />

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Pay It Forward Game Plan<br />Client Listing Presentation<br />Advanced Short Sale Series<br />2011<br />

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The Goal is to Significantly Improve Each Clients Financial Future By Taking Action Now!<br />Your Job is Navigating the Process<br />Contact<br />Educate<br />“Financial freedom one household at a time”<br />Action Plan<br />Advanced Short Sale<br />2011<br />

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.<br />The Real Estate Professional <br />BEING A TRUSTED ADVISOR ISN’T A SALES PITCH…IT CARRIES A LOT OF RESPONSIBILITY.<br />4<br />Loss Mitigation & Short Sale Certification <br />

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WHAT STUFF?<br />Know what’s happening in your local market.<br />Know the connection between real estate & financial planning.<br />Know what financing options are available.<br />Know how to buy right.<br />Know creative solutions to common problems.<br />Know how to ‘win the game’ when the rules are changing.<br />KNOW YOUR STUFF<br />Loss Mitigation & Short Sale Certification <br />

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What is the PAY IT FORWARD Listing & Selling Game Plan?<br />

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First Contact<br />Identify people who need your service<br /><ul><li>Lead</li></ul>Target markets<br />-Design Campaigns<br /><ul><li>Execution & Tracking Results

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Referral</li></ul>Warm lead introductions<br />-Past clients, B2B, SOI<br /><ul><li>Ask for the introduction</li></li></ul><li>WIIFM Homeowner Marketing<br /><ul><li>Your potential clients are not thinking about you or your business.

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They care about what you can do to solve their problem.

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Place your prospect on the stage and shine the spotlight directly on them.

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Put yourself, your business, your services on the sidelines…focus on solving the clients needs.</li></li></ul><li>Maximum Neighborhood Exposure w/ Bandit Signs<br />The Banks are Forgiving Debt…<br />DO YOU QUALIFY?<br />Call For FREE CONSULT <br />(858) 755-8533 <br />

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Advertise…I’ve got buyers<br />Advertise…I’ve got motivated sellers<br />Incoming call questionnaire done by assistant.<br />Organize and put them together.<br />Showings for listings.<br />Create Your Own Market<br />

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WANT TO SELL?<br />WE WANT TO BUY!!!<br />CARMEL VALLY HOME<br />3-4 Bedroom 2+ Ba<br />Executive Relocation<br />No Agents Please<br />(858) 755-8533 <br />Maximum Neighborhood Exposure w/ Bandit Signs<br />

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Simple Solutions<br />What does your client want?<br />Results:<br />31 Hot LEADS…<br />POTENITAL $310k+ Commissions<br />Implementation:<br /><ul><li>What to say & How to say it.

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Fix the Funnel Follow-up

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Match up buyer & sellers not listed on market.</li></li></ul><li>Don’t market to SHORT SALES!!!<br />Buyers who want to buy.<br />Sellers who want to sell.<br />Find out why and where they want to go.<br />What works best?<br />Creating the ideal future…letting go of present problem.<br />

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WWOW<br />Who & What<br />Owe<br />Why<br />Incoming Call Interview<br />Assistant Questioner<br />

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Lenders<br />1st Wells Fargo 5/10/2006<br />$576,000<br />2nd Bank of America 8/4/2006<br />$147,826<br />Total Debt = $723,826<br />339 Plaza Chula Vista CA 91914<br />

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Market Value: $443,900<br />Sales: $440,000-$460,000<br />Pending: $445,900<br />Listings: $430,000<br />339 Plaza Chula Vista CA 91914<br />

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Total Debt = $723,826<br />Market Value= $443,900<br />-------------------------------------<br />$279,926<br />339 Plaza Chula Vista CA 91914Debt Forgiveness Plan<br />

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Lenders<br />Chase 3/9/2007<br />$488,000<br />2nd Chase 3/9/2007<br />$122,000<br />Total Debt = $610,000<br />2225 Caminito Chula Vista CA 91914<br />

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Market Value: $315,000<br />Sales: $330,000<br />Pending: $315,000<br />Listings: $289,000-$370,000<br />2225 CaminitoChula Vista CA 91914<br />

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Total Debt = $610,000<br />Market Value= $315,000<br />-------------------------------------<br />$295,000<br />2225 CaminitoChulaVista CA 91914Debt Forgiveness Plan<br />

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Important Considerations<br />2 Banks vs. 1 Bank<br />Purchase Money vs. Non-Purchase <br />Release of Lien vs. Release of Liability<br />Tax<br />Legal<br />Deficiency…Cash or Note Settlement<br />Credit<br />

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$279,926<br />$295,000<br />$574,926<br />Total Combined Debt Forgiveness Goal<br />

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Creative Finance Solutions<br />Seller Carry Back<br />My price… your terms<br />Your price …my terms<br />Wrap (AITD)<br />Subject to…<br />Lease with Option<br />Pledge funding for little equity clients<br />Think outside of the box!<br />

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Foreclosure Stats Effect Everyone…WHAT’S GOING ON OUTSIDE THE MLS<br />Traditional Buyers & Sellers are equally effected by the local foreclosure market. <br />Loss Mitigation & Short Sale Certification <br />

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3 Great Leads Sources<br />Current but $50,000+ underwater.<br />Trustee Sales Cancelled or Postponed.<br />They have to take action in 30-60-90 days.<br />Investors for network <br />buyers & creative sellers.<br />

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Personal Letter<br />Email to friends<br />Pay It Forward Message!<br /><ul><li>Set yourself apart.

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Process has to be exactly right.

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Avoid debt that will take you 10 years + to pay off.

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$100,000 better financial situation.</li></li></ul><li>Taking Some of the Emotion Out of the Short Sale Decision<br />Financial vs. Emotional Decisions<br />Loss Mitigation & Short Sale Certification <br />

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BUY RIGHT…SELL RIGHT<br />Looking ahead to where they want to be.<br />Ask questions that look to an ideal future.<br />Take advantage of record low home prices and interest rates.<br />Taking action now will pay off now & later!<br />PAY IT FORWARD TO FRIENDS & FAMILY!!!<br />Doing what’s RIGHT for your client.<br />

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Success Story<br />The Garlands<br />-Owed : $356,000<br />2 bedroom condo 900 sq ft.<br />-Qualified for two loans<br /> -50% DTI<br />-Purchased 4br house $362,000<br />Short Sale Condo $163,000<br />Current on Mortgage…didnot miss a payment<br />Debt Forgiveness: $193,000<br />Commissions: $13,940<br />

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SUCCESS STORY<br />The Edwards<br /><ul><li>Purchase Money 1st & 2nd

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2 Bd/2 Ba Condo 1100 sq.ft.

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Owed: $383,000

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Value $169,000

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Negative Equity: $214,000

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Purchase 3 br/2.5 ba house

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$2000 settled $214,000

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Current, Never Late!</li></li></ul><li>THANK YOU!<br />