Many real estate professionals are venturing into the world of short-sales.  They are discovering that those sellers in a competitive market are looking for every advantage to ensure they achieve both the highest possible price, in the shortest time frame and to ultimately avoid foreclosure.  Sellers are becoming more aware of the availability of selling short but are unaware how to start the process and how much more complex the process of selling short, compared to purchasing the home, can be. 

There are many advantages to adding short sales marketing mix.  Not the least of which are an increased number of listings that will sell faster and reduce the possibility of the seller being forced into foreclosure.  One of the key ways of getting there is by effectively positioning yourself and your product in your market. 

Adding short selling to your skill set is a great tool to assist you in accomplishing both of these objectives.  Being able to offer short selling as a value added service for your clients is an excellent way of “positioning” yourself ahead of the competition.  Sellers are looking for the agent that can show them how to overcome their two greatest fears: 1) Being Foreclosed Upon and 2) Taking forever to sell.

By being able to answer their questions regarding what is involved in a short sale and helping them to develop a short sale plan you have already given them a huge reason to list with you.  And the more you exercise that skill set the greater your reputation will grow along with your referral network.  Nothing generates referrals faster than success and selling your clients home during a difficult time.

With training in the art of short sales comes the ability to view the client’s home through the eyes of the lender.  You will be able to assist the seller in “positioning” their home to quickly sell and to put together a short-sale package that will be more easily approved by the lender.  You will be able to point out the strengths of the offer and assist the lender in making a quick decision.  As a short-sale professional you will be able to set your client’s home above the competing short-sale packages by positioning it to target the lender’s position.