Discover how to successfully list and close your short sales!
Yes, you can get your short sales closed. We’ll show you how to deal with the banks, how to help your sellers and how to educate your buyer agents and their buyers.
From the desk of Nestor and Katerina Gasset
Monday morning
Dear Friend,
On the surface, it seems like it is so hard to get short sales closed, doesn’t it?
Does any of this sound familiar?
You listed a short sale but did you do a short sale intake evaluation with your seller prior to listing the seller’s property for sale?
You got a great offer on your short sale listing but now the buyer is threatening to walk. Did you provide explanations in writing to the buyer about what to expect in a short sale?
You got a great offer on your listing but now the bank is countering back over market value and you fear that you have lost this deal. What do you do?
So maybe sometimes you want to throw in the towel on short sales. But you also remember what a great feeling it is to help a homeowner move on with their lives.
Who are we and why should you listen to us?
Good question.
Well, let’s start with the good stuff first:
Nestor Gasset and Katerina Gasset
Authors of Short Sales Success
Nestor completed his first short sale in 1995. Nestor and Katerina learned way before most people knew what a short sale even was how to negotiate short sales. They own International Properties and Investments Inc and Coach Katerina LLC. They are full time real estate agents who specialize in listing short sales and expired listings, luxury properties and land development projects. Their super high closing rate of short sales has earned them respect in the real estate community and legal community. Nestor says that negotiating short sales is more of an art than a science. Nestor and Katerina were the featured success agents in NAR Magazine 2010 and are in the top 2% of closed transactions in their MLS.
We walk our talk. We are in the trenches with you in this market. If you know anything about the Florida real estate market and working in a drastically declining market you know the ground zero environment most Florida agents were and are working in. We know short sales. We understand what you are going through because we deal with it on a daily basis too.
Why did we write a short sale success book? We took the Short Sale training courses, we were in the short sale training classes and found that most of the time the instructors were not actually doing short sale negotiating, many were not even listing short sales and most had their information wrong. In one course, we were the ones that were mostly teaching the class because we kept correcting the instructor. When we were reading blogs about short sales we became passionate about correcting the wrong information out there.
Our experience with International Properties and Investments, Inc was superb! Katerina, Nestor, and Milet are very professional, knowledgeable and helpful, and having them represent our property was a pleasant undertaking during a stressful time. We needed to “Short Sale” our property and they helped us through the entire process. They found the buyer and dealt with the bank in a timely matter. We would highly recommend them.
Thank you,
Gus and Tracy Torres
Thank you for the fabulous news! This is so wonderful. You guys were so awesome. I’m going to work on my glowing recommendation. I can’t thank you enough.
Blessings,
Latrelle
Dear Katerina, Millet, and Nestor;
Finally, we are DONE with this short sale! Thank God! I want to thank all of you for making this happen after 10 long months, 2 buyers and countless emails!! Yet, anybody else will simply be referred. I’ve learned I don’t have the stamina you guys have for short sales 
All the best,
Marta Alder
South Beach Investment Realty
1680 Meridian Ave.
Miami Beach, FL 33139
We wrote this book because we want to help agents be successful. Short sales will be around for at least the next 5 years and maybe even longer in many parts of the country. This is a great niche for agents who want to set themselves apart in the market. Successful business people know they need to work more on themselves than in their business. As you improve your skills and expand on your talents, you make more money. Agents who specialize make more profit than those who generalize.
Join us today to get yourself ahead of your competition and help homeowners looking for alternatives to foreclosure.
So here is what you are going to get in our Short Sale Success training guide. This book is over 200 pages not including the appendix.
It is broken down by chapters that cover the most important Short Sale Success modules that are going to be useful for those of you who are newbies to those of you who are advanced and have closed short sales.
It has been such a wonderful, professional experience working with you and your tenant I was amazed at how quickly you were able to have this Short Sale approved. You were able to have this done within the time requirements of the contract and I have never seen that happen on a Short Sale before. My past experiences with Short Sales had been dire and when I wrote this contract I worried that it would be a long acceptance time and another unhappy outcome. How fortunate for me that you are a team of professionals.
The acceptance and turn around time that you were able to achieve from Lender amazed me. My hat is off to you for successtbily navigating and negotiating this Short Sale. I will feel most fortunate if I have more opportunities to bring buyers to your Short Sale Listings. I will be able to say to my buyers with confidence that I know about your experience and attention to detail to make a Short Sale happen.
Additionally, I want to mention that I enjoyed working with your assistant Marey Hoeppner. She and I had many phone calls and she also was so instrumental in making sure this very pleasant Short Sale happened.
Again thank you!
Sincerely,
Helen Frey ‘ Realtor
Short Sales Training
Chapter 1 – This is where you will learn the basics.
 |
What exactly is a short sale and how you can explain it to your prospects and clients. |
Chapter 2 – Learn about what to watch out for
|
Learn about what to watch out for, who to trust, what the laws are regarding short sale companies and how to protect and inform your sellers about the scammers out there. |
Chapter 3 – Why do short sales?
|
This chapter is going to show you the benefits of doing short sales. Yes, they take longer than regular sales most of the time but they have some great benefits that you have most likely not even thought about. |
Chapter 4 – The Short Sale Process
|
Ah, the meat and potatoes of short sale success! Get this process down and you are halfway down the field to a touchdown! Get it wrong and you will strike out straight away. |
Chapter 5 – Qualifying the homeowner for a short sale
|
This is what most agents don’t do at all. They take short sale listings without even having a clue as to what the outcome is going to be. Why spend your money marketing listings that you don’t even know have a good chance of closing? Learn how to do the short sale intake evaluation and get a grip on what the outcome is likely going to be based on the results of your evaluation. This way you know what listings to take and which ones to pass on. |
Chapter 6 – The Short Sale Package
|
You will learn how to put together a compelling short sale package. Nestor has created a system that demands the attention of the short sale negotiators at the bank. This is not what other short sale trainers are teaching you. Pay attention to this chapter. |
Chapter 7 – Listing the property- Strategies for Success
|
Learn how to price your listings and use the pricing strategy to get the lender to agree to your market value. |
Chapter 8 – The Foreclosure Process
|
This chapter helps you to understand what the foreclosure process is and the steps it takes. This is based on Florida foreclosure law and we recommend you find an attorney in your state to learn about your foreclosure law. While we can not give legal advice and we are NOT giving legal advice- it is best for us as agents to understand the process and the law so we know how to react to each step in that process. |
Chapter 9 – The INFAMOUS BPO!
|
Ah, this is the killer, the deal breaker, the dreaded BPO! You will learn what to do when the BPO comes in to kill the deal and how to use preventive measures and negotiating tactics to reduce the Bad BPO! You don’t want to miss this chapter! |
Chapter 10 – The HUD1 Determines your paycheck!
|
Yes, get this one wrong and you won’t be getting paid! The price of the book is worth this chapter alone! Learn how to really do HUD1s correctly and make sure your closing attorneys or title companies are doing the HUD1s right so you can get your commission at the end of the day! |
Chapter 11 – Putting it all together!
|
Now it is time to get your short sales in order, get them in the success line and move forward with your business. |
Chapter 12 – The short sale process begins
|
This is where most agents think a short sale begins but as you can see just going through the chapters it is no where near the top of the list! The short sale process will cause nothing but nightmares and chaos if you don’t have the other chapters down. The short sale process takes you through the steps and helps you to understand the servicer and the note owner. |
Chapter 13 – Negotiations Begin – Make it or Break it!
|
Besides the BPO and the HUD1 which get you to the right door negotiating skills will take you to a successful short sale conclusion. Most of the time agents play the role of order taker and messenger. This is not usually in the best interest of your client. Getting to the best resolve takes skill in communications, in negotiations and in understanding human behavior because behind every telephone line is a human being. Negotiating is a lost art. Most agents resort to yelling and screaming at the negotiators and that my friend, is the best way to get your file to the bottom of the pile. |
Chapter 14 : The Treaty- the acceptance letter
|
This is the day you and your seller, the buyers agent and the buyer have been waiting for. But wait! Before you call everyone and do your happy dance, read the letter. This is where servicers like to place the tricky language. Don’t think that the first letter they send to you is the only letter you will get. You can negotiate for a better letter in most situations. Learn what to look for and be prepared to fight another day. |
Chapter 15 : Stumbling Blocks
|
Stumbling Blocks- OH, and aren’t there a ton of these? Be prepared to what stumbling blocks can get in the way of a successful short sale closing and how you can remove them from your path to success. |
Chapter 16 : Updates from the Field
|
Here is where you will learn what is happening in the short sale arena. This chapter will likely get the most updates. Come back to this chapter often as we add more updates from the field. |
Learn on your own time and at your own pace!
Dear Katerina and Nestor,
My husband and I want to express our deepest gratitude in bringing the sale of our condo to a close. Your knowledge of short sales and your experience in dealing with the lender was key in making this happen.
Even though your commission was small, you treated the listing the same as one of your million dollar listings and put as much effort into selling the property. I would highly recommend your services to anyone trying to sell a property in this very difficult market.
You both are also pleasant to talk to and have returned phone calls and answered all of our questions promptly. You truly are professionals to the highest degree.
We will both be sleeping better at night now that the debt burden is gone. Thank you again.
Sincerely,
Charlotte and Frank Panzarino
Dear Nestor and Katerina,
I wanted to take a few minutes to write this short note and express my deepest thanks and gratitude for helping us with the sale of my home recently in Wellington, FL.
I was not entirely sure of how my situation with a home that was totally “upside down” was going to unfold, and I had no experience with the short sale process. There was very little information available on this subject on the internet, and the Realtors I spoke with prior to engaging you seemed to know even less than I did. You were clearly very knowledgeable about the process, and were able to describe the general flow of how things would work, and answered all my questions. You were able to put my mind at ease about the entire process, and made me feel confident that we could complete the short sale transaction. I am especially grateful for your prompt responses, and you were very easy to get in touch with whenever we needed to.
I wanted to thank you for dealing with the PMI company when they nearly derailed the whole deal. You were able to expertly guide the process past this snag and get them to accept the offer. And need I mention the last minute near disaster with the buyers on the night before closing? Yet again you intervened quickly and made sure that this transaction was completed and went through closing the next day.
I would not hesitate to recommend your services to anyone, as you carried yourself professionally at all times. You helped my family through a rough spot in our lives and helped us move on to a new and brighter future. I would be glad to speak to anyone in the future if they ever would like a reference.
Sincerely,
James Diehl
Nestor and Katerina,
Thank You! Thank You! Thank You! On behalf of myself my wife Christy, and her parents Robert & Natalie Tutunjian, we cannot thank you enough for all of your hard work audtireless efforts in selling our 2 condo’s in StAndrews at The Polo Club, Your Knowledge, Skill,Marketing Efforts, Professionalism, and most mportantly your pit bull like tenacity I believeare the reasons for your success with selling these properties. In a profession where many are only looking for the easy sale and the Big Commission check, you both proved that you are notjust in it for the money but that you tniy care about your customers, and are not afraid of bardwork to get a property sold. You both are a credit to your profession and I am sure you will continue to enjoy much success. YOU DESERVE It!!
You have rescued us from a very bad position in what may be the worst real estate market since the Great Depression and we will forever be gratefifi. I promise, if I ever hear ofsomebody in the market to buy or sell property in south Florida they will be getting your twine and number.
Keep up the Great Work!
Jeff Swift & Family
Yes Nestor and Katerina! I want to transform my business and start getting short sales closed!
For my investment of $197 $47, I understand that I am going to get:
Short Sale Success Ebook- downloadable and printable PDF ebook that I can download to my computer and print on my printer.
Short Sale Updates! Each of the 16 Chapters of the Short Sale Success book are divided up on the membership site. When Nestor or Katerina find out a change a lender makes in how they process short sales or a rule stated in the book is changes, those updates will be put on the membership site where I can access them next to their respective chapter.
Plus I’m going to get this fantastic bonus:
I will be able to use the Appendix- Forms and Government links and pdf files regarding HAFA and lender specific programs, contact information for lenders and examples of hardship letters.
$197
$47 One time payment
Your payments are processed on our secure servers.
So are you ready to get started? Setting yourself apart as a Short Sale Expert is just a few weeks away!
Yours In Short Sale Success,
Nestor Gasset and Katerina Gasset
Short Sales Success, LLC
P.S. If you missed the What is your biggest short sale question call, here is the link if you want to listen to the FREE call.
P.S.S. Agents pay over $250 per hour for private coaching with Coach Katerina. The Short Sale Success Ebook is like getting over 24 hours of coaching for a fraction of what you would pay on a one on one short sale training.
You all are unbelievable. I have never been in a situation like this where my wife and I were in over our heads and people just helped like you all! It seemed like we could litereally just sit back and things got done. Yes there was a little work on our end but not much, and any work that you needed was clearly given to us! This wasa stressful time and rebuilding will be a bit stressful as well, but without your help it would have been a million times worse!!! I mean that 100%,,You all saved us from a whole lot of stress that would have been for a long time too! I will recommend you to ANYONE giong through this, although I wouldnt wish it on anyone.
As a matter of fact i needed to ask you,, my buddy is in a similar situtaion but he lives near DC. Do you only work in Florida or can you help him? I need to let him know I told him about you all, and I said I would check to see if you could help. Anyways THANK YOU FOR EVERYTHING!!!!!!!!!!! God is good and He used you all to help us out in this phase of our lives! THANK YOU!
Chady & Misty Snyder
Greensboro, NC
Nestor & Katerina,
I just wanted to thank you again for all your effort and hard work. I can truly say that I have never had a real estate agent work as diligently and persistently as you both did selling this condo. I really thought it would be impossible to sell the condo in this brutal market, but you somehow came up with multiple buyers and put a deal together. I will highly recommend you to anyone I know who is in the market to buy or sell property in the Palm Beach area.
You guys are the BEST!!!
Thanks Again!!
Sincerely,
Robert Tutunjian
Hello everybody!
We wanted to take a few minutes to say goodbye!
We sold our home today to a very excited first-time homeowner. The reason we want to say farewell is because we tried to be involved with this community and got to know many of you as homeowners and friends.
We bought at the peak and saw the prices drop almost 50%, it was a bad investment for us, just bad timing. We truly wanted to make of Carriage Pointe our home for many years to come…, however we had no idea what we were getting into (first time home owners) and although this homes are great and we enjoyed enormously our house we did not expect to have such high rates of tenants, then the maintenance and investment in the community were compromised due to today’s economy and just did not add-up for us, so we have found a buyer for our home, of course we were “under-water”, fortunately the bank forgave us for the difference and we are free. If any of you need advice, I recommend to do research and then some more research, because every single situation is different and particular.
I truly wish all of you the best. For some the best is to find some kind of arrangement with their banks, for some will be walking-out, short selling or in some cases even foreclosing.
The market will pick-up, eventually, lucky those who have the time, money and patience to wait.
To Jim, mil gracias. To all who have the best interest in CP, thank you. CP is in good hands. It was nice to meet you all, the nice and the ugly and even to the ugly I wish good luck…
I also wanted to recommend my realtor, she specializes in short sales, is very professional and knows her business.
She understands the process, the way different banks work with short sales, showcased my home very well, negotiated with my bank for them to forgive us for the difference and I understand will be doing some seminars on short sales soon.
Please know that I am not recommending a short sale for your property and some loans don’t qualify for this type of sale anyway.
You can visit them at: http://www.wellington-luxury-homes.com; in their website you will find their contact information as well as some articles about short sales.
If any of you ever need to contact me or Richard, please feel free to e-mail or call @ (561) 503-0492. God bless you all!
Sincerely,
Margaret