REO

How Banks Negotiate & Sell Their REO’s -Part #1

Most banks sell in a similar manner. This will help give you an idea of what to expect

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REO

Why Buy An REO?

Let me tell you from experience-the values are extreme. If you avoid this market, you are leaving big time money on the table.

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REO

What The Heck Is An REO

Let me explain what one is:

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REO

Here’s What The Federal Reserve Has To Say

There is an interesting report from the Federal Reserve entitled REO and Vacant Properties http://www.bos.frb.org/commdev/REO-and-vacant-properties/REO-and-vacant-properties.pdf You can read/download the report at this link.

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REO

Legal Details You Need To Know About REO

By Robin Wardzala

With the housing slump, followed by the recent subprime market meltdown leaving a flood of foreclosures in its wake, lenders, brokers and agents have tried to rebound with real estate-owned (REO) properties. But breaking into the distressed property or REO market is difficult unless you know the ropes – and the competition for foreclosures, today, is fierce. Just ask Steele V. Propp, foreclosure specialist/loss mitigation consultant, for the Bank Owned Property Division of the Minneapolis-based Schatz Group, GMAC Real Estate.

“Last year, the Minneapolis-St. Paul area had an inventory of 600 foreclosed homes at any given time, and this year we will easily reach 900 homes,” Propp said.

“The days of only inner city broken down properties are over,” he said. “Some foreclosures are in gated and golf course communities. Anyone can have financial problems and a lot of people live close to the edge.”

“Being an REO agent seems to be the latest fad in real estate,” said Propp, a 26-year industry veteran who knows the ropes. “Everyone and their Dad have been asking about it.

“And recently a number of the guru real estate agent trainers out there have jumped on the bandwagon with so-called wonderful course material for becoming a foreclosure agent specialist,” he said. “I get e-mails everyday from these gurus who hawk their books and seminars about making a fortune in foreclosures.

“I am a bit leery of these ‘specialists’ since most seem more about you paying them money,” he added.

Break in with BPOs

“For the most part, the best way to get noticed is to offer to do the grunt work of the foreclosure industry — performing Broker Price Opinions or BPOs,” Propp said. “Agents who do this on a regular basis tend to get noticed.”

Harry C. Richardson, an independent broker and Realtor based in Albuquerque, said, “There is no substitute for experience.”

But prior to six years ago, Richardson had little experience in the REO market.

Although New Mexico has not experienced the housing market lows and highs of the Florida, California, Michigan and Ohio markets, Richardson read the signs and saw a bright future in the REO/foreclosure business.

To get a foot in the door, Richardson googled asset management companies and e-mailed BPO hiring managers for a chance. After six months of performing BPOs, he struck out on his own.

“It is important to accurately place a value on the asset (property) because the person (or bank) holding the REO is relying on you,” Richardson told Real Law Central.

Just like anything else, once you build a good reputation, word gets around.

FNF steps up

In August 2003, Fidelity National Financial launched its Web site dedicated to marketing bank-owned properties. BuyBankHomes.com opened with 7,000 REO listings which has grown to more than 25,000 post-foreclosure properties, thanks to Fidelity subsidiary Fidelity National Asset Management Solutions’ (FNAMS) relationships with 22 lenders and thousands of REO brokers with relationships to other lenders.

BuyBankHomes.com recently featured more than 400,000 bankruptcy listings and nearly 230,000 post-foreclosure properties. At the same time, RealtyTrac offered multi-state searches for 550,000 foreclosure properties, and reported that one out of every 886 homes in the nation are in some phase of foreclosure.

Last year, Tom Di Mercurio, a veteran specialist in defaulted properties, launched Mercury Alliance which works with lenders in 15 U.S. markets dealing with homes, condos and other properties that go south.

Any significant increase in interest rates triggers a rise in lender-owned properties for resale – and opens the doors to more foreclosed homes, Di Mercurio said.

A rose by any other name

“There are no special legal requirements except to be licensed in the state jurisdiction in which you operate,” DiMercurio told Real Law Central. “A broker is a broker is a broker. It’s the same with a buyer’s agent.”

Be an aggressive, hard-working agent, he advised, adding that by law, all listings are the property of the ‘broker.’

“The documentation in typical residential mortgages and foreclosures/REOs should be similar, but since we are involved with the removal and elimination of property rights, there is a formidable body of civil law to protect owners/borrowers from the elimination of their property rights,” he said.

“Most residential brokers/agents seldom deal with eviction and cash-for-keys or the problems associated with a ‘botched’ foreclosure – where all the regulations have not been scrupulously followed,” Di Mercurio said. “Otherwise, not much is different.”

Rather switch than fight

The switch from traditional residential properties to REO’s does demand a different mindset, and you must cater to the schedule of the lender or client, he said.

“Doing REO’s is a 24/7 job including property management which gives rise to custodial liability,” Di Mercurio said. “After two years of operating, I am just now opening a ‘regular’ side to my REO brokerage with buyer’s agents and non-REO sellers’ agents.

“Understanding the deliverables of lender clients is a must – and while 90 percent of it is the same, managing the 10 percent difference can be difficult,” he said.

Wanted: Superhero

“What asset managers want is a cross between Superman, Wonder Woman and Spider Man,” Di Mercurio said. “REO agents become the eyes and ears of their clients.

“Too often, asset managers settle for easy things like inspections and BPOs on time rather than a thoughtful analysis of what the broker’s market intelligence and experience tells us about a property or a market,” he said.

“Asset managers should encourage a healthy dialogue of marketing ideas and be open to criticism,” Di Mercurio said. “If appraisers were always correct – or even often correct on REO’s, then formulating a listing price could be a computer program. Setting a list price is more art than science.

“What REO brokers want is a seller treated as a partner,” he said. “We want to know that someone is listening to us and that we are at the end of a long continuum that ultimately results in the liquidation of the non-performing asset.”

Waiting for payday

Unfortunately, “compensation is often only a possibility,” Di Mercurio said. “If listed too high and then re-listed with another broker, our efforts are all in vain. Brokers want some acknowledgement that we work very hard and sometimes in difficult situations for discounted commissions.

“For me, (the REO business) is a labor of love,” he added.

Di Mercurio recently offered a number of tips to agents and brokers trying to break into the REO market.

First, understand the basics before deciding to focus on the REO segment, he said. Everything about this business is time sensitive. The REO broker’s responsibilities are more similar to that of a relocation broker than a traditional residential brokerage.

There are many uncompensated activities required of an REO broker, and if a home does not sell in the normal listing period, it may be reassigned, Di Mercurio said.

Volume pricing has resulted in an average five percent commissions, he said, adding there is a host of services, responsibilities and liabilities assumed for the average two percent listing commission paid to the REO broker.

Most of Di Mercurio’s clients assign assets to him the day of the foreclosure sale, and these require a 24-hour occupancy check and weekly checks, thereafter, he said. Most properties are still occupied at the end of redemption, thus requiring extra work for the broker to negotiate with the tenant or former owner, attend lock-outs, obtain bids for repairs and supervise rehab, regular yard maintenance and winterizations.

Many lenders require the broker to arrange for pay and seek reimbursement within certain tight time frames, he said. The broker then becomes the “de facto” guarantor of the goods and services. Poor accounting will lead to losses in un-reimbursed legitimate expenses.

Brokers generally receive property assignment directly from the seller/lender or from a third-part outsourcing company which provides aggregated accounting, tracking, reporting, advice and evaluation to the actual lender or seller, Di Mercurio said. The actual owner of the property may have little or no say in how the REO properties are managed because of delegating those responsibilities under a servicing agreement.

Many REO properties are handled through government agencies, he said. HUD administers foreclosed homes under the FHA program; the Veterans Administration handles loans made to veterans where the mortgage has been foreclosed.

HUD and VA have different disposition models and strategies which offer equal access to licensed and certified real estate agents and brokers, Di Mercurio said. Fannie Mae and Freddie Mac handle their own foreclosed home inventory, both relying on the listing broker to provide the delivery of many of the property management services.

Many properties are handled directly by the REO Department of the bank, mortgage company or credit union and placed with the broker, he said. In this case, you need to be individually approved.

To be considered for these assignments, you must have either a sales agent or broker’s license in the state where you plan to sell these properties; have a minimum of three years experience representing one of more sellers, a minimum of $500,000 professional liability insurance and two to three client references, Di Mercurio said.

Find out how your asset manager contact is compensated, he advised. Many sellers or outsourcers skew the overall compensation package toward bonuses. A rollover closing from one month to the next may only seem like two days to you, but it may be the difference between no bonus and an outstanding bonus. Corporate sellers generally require 48 to 96 hours to execute and return closing documents.

If the property doesn’t sell while you are the listing broker, you only get reimbursed your expenses – and some lenders remove unsold inventory to a different broker — even if never priced accurately, Di Mercurio said.

REO brokers need a network of service providers from locksmiths, to yard and snow removal vendors, contractors and engineers, he said.

“On average, expect to advance approximately $600 per property depending on what specific services you provide,” Di Mercurio said. “Advances of $3,000 on a specific property, is not uncommon.”

A good, conservative, realistic estimate is to average your sales at a two percent listing commission, he said. If the typical REO asset sells for $50,000, can you make it worth your time to be on call 24/7 … to get a $1,000 check at the closing – if it closes.

“I personally know several REO brokers who professionally handle upwards of 300 REO sales a year for a net pay-out of $80,000,” Di Mercurio said.

Breaking in, hard to do

“Notwithstanding the foregoing “reality” checks, understand that prior to you opening your doors to declare your specialty, sellers/lenders had been receiving your service from some other brokers,” he said. “If just one of several brokers delivered competent service, it may be difficult to get an opportunity to show what you can do.”

It is one thing to read and understand a list of “deliverables”, another to organize a work flow which meets or exceeds the client timelines and other performance metrics, he said.

Make a complete and thorough application with whatever outsources or lender/seller has an open application process, Di Mercurio said. Think about how you can stand out in the crowd, what you can offer that no one has.

“If you are an experienced agent or broker, two or three well-written client testimonials that attest to your extraordinary handling of a difficult transaction adds credibility,” he said.

“If you serve one or more specific communities or an emerging market and speak a foreign language with sufficient competency to explain a real estate transaction, you bring additional value,” Di Mercurio said. “Highlight that value; market yourself.”

Then send a follow-up letter to the vendor manager in English and the other language you speak and add historic perspective and accuracy to a foreclosure and understand the client’s requirements, showing you will work to get the property sold, he said. If you can sell a well-priced conforming home in a demand market, the client will remember you for the substandard or condemned property.

“Ask to accept leftovers or the assets that didn’t sell with other agents – for whatever reason,” Di Mercurio said. “Ask for the problems and think and work toward a creative solution. The harder you work, the luckier you get.

“And don’t forget to own up to your own shortcomings,” he said. “Bad news travels best ahead of the catastrophe. If you could have handled something better, tell your client you blew it.”

Robin Wardzala is the editor of Real Law Central, the leading publication focused exclusively on real estate law as it applies to agents, brokers, managers and owners. Real Law Central tracks and analyzes changes in federal and state legislation, regulatory issues and compliance guidelines. Real Law Central also provides exclusive, in-depth reporting on new court cases and judicial decisions important to the industry. Real Law Central is a publication of October Research Corp, the premier national provider of real estate industry news and analysis.

Article Source: http://EzineArticles.com/?expert=Robin_Wardzala
http://EzineArticles.com/?Legal-Details-You-Need-To-Know-About-REO&id=606710

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REO

How Do I Become an REO Agent?

By Brian Anthony

As a top producing REO agent in our marketplace, I often get asked the same REO questions repeatedly. I thought I would answer them for all of those agents looking to become a REO agent.

REO Agent FAQ

1. HELP! Where Do I Start?

The first thing you need to do is get a good, up to date REO bank list to contact. This step is crucial! If you have a bad REO bank list, all of your other marketing efforts will be wasted and you might as well market your REO services to your mom. There are several ways to obtain a good REO bank list:

* Search Google, Yellowpages.com or your local phone book for your local REO lenders, banks and asset managers. Get their phone number, mailing address and their email. * Ask your title company for a “notice of default list.” This will give you a list of all local properties currently defaulting on their mortgage with a list of the lenders being defaulted. their phone number, mailing address and their email. * Buy a REO bank list. For under $100, you can find a list of REO banks to get you started. Of all the money you will spend in starting your career as a REO agent, this will be your best purchase. These lists are well researched and contain all of the major BPO companies out there.

2. I have a REO Bank List. Now WHAT!?

Now you need to convince the REO leads on your list that they should give you their business. Create a systematic marketing program that forces you to contact each potential REO bank at least 3 times a month.

Start with a phone call. Introduce yourself as a REO agent in the ____ area. Let them know you’d love to earn their business and ask how you can get registered on their list. Once you’re on their list, Follow up! You need to hand write them a thank you note. Then set them up on a consistent email campaign to stay in contact with them.

These few steps will set you apart from most agents, but if you really want to stand out, you can use one of these REO Lead systems to skyrocket you to the top of the REO bank’s list of REO and BPO providers. While some of these can be a little pricey ($147, including the REO Bank List), the right REO Lead System can help you become a REO Listing agent much quicker than starting from scratch.

3. What Will Banks Expect of Me Once I Become a REO Agent?

Being a REO agent isn’t always a cushy job. Some of the things the banks and asset managers may ask you to do once you become a REO agent include:

* Be at all Sheriff Evictions * Pay electric / gas bills for banks and get reimbursed in 60-90 days * Ensure water systems are winterized and turned off. * Arrange for complete house cleanings and “Trash Outs” * Respond to vandalism and property complaints (Your name is on the sign. Who do you think people are going to call?)

4. Should I Process BPO’s

In one word, yes. Especially at the beginning of your REO career. Many people will tell you processing BPO’s is time consuming and does not pay well. That may be true, but at the beginning of your quest to become a REO agent, you need to get your name in front of REO leads and banks. The easiest and quickest way to become a REPO agent is by building up your name awareness through processing BPO’s. Want even more appreciation from banks and lenders? Let them know you’ll process their rush BPO’s with 24 hour notice.

I hope this article has helped you. My team lists over 100 REO properties each year. You can learn more about How to become a REO agent here.

Article Source: http://EzineArticles.com/?expert=Brian_Anthony
http://EzineArticles.com/?How-Do-I-Become-an-REO-Agent?&id=1612208

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REO

What Does REO Mean When Buying Real Estate For Sale?

What Does REO Mean When Buying Real Estate For Sale?By Simon Volkov

As a property investor, I am often asked what does REO mean when buying real estate for sale? An acronym for ‘real estate owned’, REO refers to foreclosure property repossessed by mortgage lenders. When foreclosure real estate does not sell through public auction it returned to the lender, who in turn lists the property for sale through an assigned realtor.

A second question buyers ask is what does REO mean in terms of buying houses at discounted prices? Most bank owned homes are sold slightly below market value. Since properties are sold in “as-is” condition, banks consider home repair costs and adjust prices accordingly.

Although REO homes are typically more expensive than houses sold through public auctions, overall they are actually cheaper. Most foreclosure properties require multiple repairs because foreclosed homeowners are financially incapable of properly maintaining the home.

Many properties sold through auctions have liens and judgments attached. In some cases, foreclosed homeowners continue residing in the home until evicted through the court system. All of these issues are resolved once the bank takes possession of the home. Buyers are able to purchase REO homes with a clean title and quickly take possession.

Real estate owned properties are sold through each bank’s loss mitigation division or designated realtor. Since banks have incurred foreclosure legal costs and fees associated with lien, judgment or tenant removal, there is little room for negotiating the asking price.

Bank owned homes can be a great option for first time home buyers, real estate investors, or individuals looking for an affordable vacation home. REO houses are perfect for use as rental houses or lease-to-own properties. Since bank owned foreclosures are priced below market value, investors can reap profits by rehabbing and flipping the house or offering seller carry back financing.

Buying bank REO properties can save investors and home buyers time and money. There is no need to spend time attempting to remove creditor and tax liens or commence with eviction action when tenants refuse to vacate foreclosure properties.

Time-consuming details are taken care of by the bank; allowing buyers to purchase the property at a discounted rate and quickly take possession of the property. Closing on a foreclosure home can take several months, while REO purchases can be expedited in a matter of weeks.

Many resources are available for locating real estate owned properties. Countrywide, Remax, Prudential and Bank of America publish bank owned foreclosure homes for sale directly on their company websites.

Many mortgage lender and realtor websites include additional resources to help borrowers further reduce the cost of buying houses through first time house buyer programs and government grants.

These are just a few options available for buying REO homes at reduced prices. The Internet offers an abundance of information to help home buyers and investors locate distressed properties. Local realtors often offer foreclosure seminars to help buyers understand the process of buying foreclosure homes through auction or bank loss mitigators.

Take time to conduct research, attend seminars or talk with real estate professionals to learn the ins and outs of buying REO real estate. Doing so can help you obtain exceptional real estate at significantly reduced prices.

Author and investor, Simon Volkov, presents a comprehensive real estate article library to help buyers understand what does reo mean and how to obtain discounted prices. Simon offers insider-secrets to maximize profits of buying real estate owned homes. Learn how to buy REO properties at discounted rates by visiting www.SimonVolkov.com.

Article Source: http://EzineArticles.com/?expert=Simon_Volkov
http://EzineArticles.com/?What-Does-REO-Mean-When-Buying-Real-Estate-For-Sale?&id=4310324

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