# Short Sale Expeditor

## 5 Ways to Actually Get Buyers to Your Open House
URL: https://shortsaleexpeditor.com/ways-to-actually-get-buyers-to-your-open-house/

An open house is one of the oldest and easiest ways to meet prospective homebuyers and home sellers. In theory, all you do is throw a few yard signs around the neighborhood, unlock the door, and the buyers and sellers come flocking in like people to a giveaway. But, the truth is that it isn’t quite so easy—is it?

On weekends during the spring and summer, folks have sun on the brain—vacation, trips to the beach, and bike rides. Unfortunately, your next open house may not be on their mind.

Have you ever held an open house and been the only one there? Have you ever sat for three hours until your tablet and phone run out of power and no buyers or sellers walk in the door?

Here are 5 surprisingly simple ways to get people to your open house:

 	Put out lots and lots of directional signs. Top-producing Arizona agent Brett Tanner recommends that each open house be advertised with 20 directional signs. Tanner suggests that you print a map of the area surrounding your open house and then mark where all of the signs are to be placed. The more signs you have out and about in the neighborhood, the easier it will be to attract the public’s attention.


 	Invite the neighbors and your sphere of influence. Print out and deliver flyers to the neighbors a few days prior to the open house. Walk the neighborhood to drop off your invitations and mention that the owners are interested in inviting them to the open house. You can also invite members of your sphere through email, phone, social media, and automatic dialing.


 	Advertise on the Internet. Nowadays, most home buyers are turning to the Internet before they walk out the door. Make sure that your open house is advertised on Craigslist, Facebook, your MLS (If applicable), Zillow, Trulia, and the local newspaper’s online portal in order to assure maximum exposure for the property. (Consider using Facebook boosts as a way to really amp up your exposure.)


 	Turn on the television. If there is a big game that day, turn on the television. This will engage the sports fans while the other attendees tour the home. When the television is turned on, visitors may stay longer—providing you with additional opportunities to engage them on the topic of real estate (and sports).


 	Offer free food. While this may sound like a costly suggestion, it’s not. If the home has a nice backyard with a barbecue, you can showcase the yard by hosting a backyard barbecue, complete with hot dogs, lemonade, and ice cream bars. It’s an enticing way to get prospective buyers into the home for more than just five minutes.

 

What you do to prepare for your open house and how you handle the traffic there is vital to the future of your business. Not only will your signs around town provide top-of-mind awareness, but the entire open house extravaganza is a live demonstration of the quality of the services you provide. Buyers and sellers may not purchase the home that is held open, but they may be so impressed that they hire you to help them sell or buy their next property. Even if very few people come in the door of your open house, always remember that each and every open house you hold is an interview for your next listing.

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## Stop Waiting for Leads to Fall Into Your Lap
URL: https://shortsaleexpeditor.com/stop-waiting-for-leads-to-fall-into-your-lap/

Some of you might be distracted these days in the world of sports. There’s the NBA championship, MLB (Go Padres!) and the World Cup. I’m all about sports and fun, too. In fact, I’m even participating in our office’s World Cup competition, and I am doing pretty well with my picks. The fact is, though, that there is always going to be something like sports to distract you from meeting your goals, closing deals, and making money.


If you are looking for some activities that can boost your real estate income, check out my list of 12 real estate moneymakers that will help you score your next real estate closing:

 	Call a few friends and past clients. (If possible, remind them that you are still in the real estate business.) The recommended amount of calls per week is 60 (12 per day / 5 days a week) and this can include calls to people you know and people that you don’t know yet.
 	Update your database. Make sure that all of your past clients from the last few years are included on the list. Double check addresses by accessing your MLS tax rolls to confirm that your past clients and sphere of influence has not moved on without you.
 	Have a look at your website. Verify that all of your contact information is up to date, and take the site on a test drive. Do the links still work? Is the information still timely? You can check the Google Webmaster tools and download a list of the pages and links that aren’t working, then go back and fix the broken links.
 	Review your agent bio (and your photo). Is the information up to date? Does your bio discuss the benefits of working with you? Does your photo actually represent what you look like now?
 	Check your marketing materials, and refresh them if they do not contain current information.
 	Look into an email campaign or proofread any email campaigns that you already have in use. Check or create auto-responders so that you have an online marketing plan that maintains top-of-mind awareness with your clients.
 	Develop a prospecting plan. Draft letters from scratch or purchase a sequence of letters to use when prospecting for new buyers and sellers. (Check out Marte Cliff’s awesome prospecting letters if you are looking for something to add to your bag of tricks.)
 	Continue to amp up your position as a neighborhood expert. Preview properties available for sale in your area—even if you do not have buyers for those specific properties.
 	Post videos to YouTube, IG & Tiktok. Even if you don’t like how you look or if you are worried it is not perfect, just do it. Something is always better than nothing.
 	Have a look at your current listing presentation. Does it demonstrate you as knowledgeable and tech-savvy? If not, think about how you can incorporate more of that message into your current listing presentation—possibly even migrating the presentation to your tablet if you have not already done so.
 	Create a Facebook fan page and consider an online social media posting plan so that you can engage friends and members of the local community through your social media posts.
 	Review your current software and apps. Are you using the latest and greatest programs in order to get the job done? Or, are you still behind the times using outdated methods? Look into or sign up or professional development courses that will help you to be the best that you can be.



A friend of a friend told me that her mother (a real estate agent) goes to the office to play a good game of cards. There’s a lot more to real estate than a game of Bridge at the office. Real estate is a professional business, not a hobby.

If you want to increase your closings and hit your revenue goals, it comes down to routine, discipline, and constantly honing your skills. Turn off the distractions, tap into the experts when you need support, and focus on the activities that actually move your business forward.

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## Topics You Should Never Discuss with Clients
URL: https://shortsaleexpeditor.com/topics-you-should-never-discuss-with-clients/

Almost every single one of us, about 91%, is active on social media. We are posting on Facebook, LinkedIn, Tiktok and Instagram, trying to show the world that we are the go-to experts in our local markets.

The world in 2026 feels a lot louder than it used to. Between the geopolitical headlines and a social media culture where everyone feels the need to have a “hot take” on everything, it is tempting to join the fray. You want to be authentic and show your personality.

Here is the thing: in real estate, rapport is everything. In this era of cancel culture and high-intensity debates, being too vocal about the wrong things is the fastest way to lose a client before you have even shown them the first house.


To keep your business moving forward, here are five topics you should keep off the table when you are with clients and off your public feed.
1. Religion
This one should be a no-brainer, but I still see people tripping over it. Beliefs are deeply personal. Whether it is a debate on holiday traditions or specific values, bringing religion into a business transaction is a massive gamble. You want to be the agent who finds them a sanctuary, not the one who makes them feel judged in their own home search. If a client feels a disconnect here, they won’t just disagree. They will find someone else who understands them better.
2. Politics and World Events
It is hard to stay quiet when the world feels like it is upside down. We have all seen those Facebook comment sections turn into battlefields. My advice is to avoid being that agent. Your clients come from all walks of life and all sides of the aisle. When you take a hard stance on a polarizing geopolitical issue, you are essentially closing the door on half of your potential market. Keep your business a neutral zone where everyone feels welcome.
3. Personal and Client Finances
There is a fine line between being a market expert and getting too deep into the weeds of someone’s bank account. You need to know if they are qualified, but they do not need to hear about your latest investment win or your struggle with interest rates.

Pro Tip: If a client is in a tight spot, maybe they are facing a potential short sale or some serious financial hurdles, don’t try to be their therapist. This is where you stay the professional. I always suggest bringing in a short sale negotiation service to handle the heavy lifting and the difficult bank conversations. It keeps you out of the messy details and lets you focus on getting the deal closed.
4. Your “Unfiltered” Life
We have all been there. Maybe it is a late-afternoon networking event where someone has one too many. Remember that what is posted in a vlog style or shared over a drink can stick in a client’s mind forever. In an age of oversharing, your best asset is your professionalism. Keep the dating talk and the wild weekend stories for your private group chats. The version of you that handles a client’s biggest asset should always be the one who is in total control.
5. Medical Maladies
“My sciatica is acting up. I am so burnt out. I haven’t slept since 2024.” I get it. We are all tired. However, in real estate, the focus has to stay on the client. They have enough stress moving their entire lives. They should not have to carry the weight of your surgery or your latest flu. Save the health updates for your doctor and keep your energy high for the people who are paying for your expertise.

So, what should you talk about?
You do not have to be a robot. You can still be engaging and human without being controversial. If you are looking for things to share on social media or chat about during a walkthrough, stick to the feel-good stuff:

 	Design Trends: Talk about minimalist layouts or the high-end editorial look everyone is loving right now.
 	Local Love: The best new coffee shop in town or a DIY home hack that actually works.
 	The Hustle: Show the work you are doing behind the scenes to get a house ready for market.
 	Pets: At the end of the day, no one is going to fire you for posting a picture of a golden retriever or cute little kittens.

In this vocal era, sometimes the most powerful thing you can do for your brand is to stay focused and stay professional. Let your results do the talking.

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## Yes, Real Estate Agent, You Are Worth Every Penny
URL: https://shortsaleexpeditor.com/real-estate-agent-you-are-worth-every-penny/

At least, I know that I am worth every penny.

It’s not uncommon for me to see posts to real estate agent Facebook communities where other agents share text messages from clients asking for a commission credit. I’m gonna let it all hang out when I tell you that my general thoughts are, “Give me a break. Your service is worth every penny, and often plus a little bit more.”

Here’s my problem: We make it look way too easy. You see, if you’ve been around the block more than once, nothing surprises you. Buyer cancels, seller gets incarcerated, surprise child support liens, newly discovered mold under the kitchen, buyer cannot close on time: those are just a few of the things that I hear about almost all the time. Like you, nothing shocks me; I know how to solve most problems without batting an eyelash. When you make it look easy, the client thinks your service is not worth what is being paid. (Angry emoji)

What should be done about this?
There are lots of ways that you can “educate” home buyers and sellers on your value. The one that is easiest, of course, is to tell them every single solitary thing that you do for them as you do it. “First I called the agent, then he called the buyer, then the buyer called the inspector, then I called the inspector… blah blah blah.” That is not the method I recommend.

I recommend the method that I call, “Set expectations accordingly.” Explain to buyers and sellers that you are like a pilot. “Have you ever been on a plane that has turbulence?” I ask.

“Of course,” most respond.

“Well, a real estate agent is like a pilot on a plane with a lot of turbulence. The real estate transaction can be unpredictable and have a lot of ups and downs. My job is to help you avoid as much turbulence as possible.” Usually, this conversation helps buyers and sellers to understand that the transaction is not smooth sailing.

I then pull out a handy list of 199 things that an agent does for you. I review some of the items and give some examples. Some of you have asked me for my list. Of course, you’ll agree that we all provide slightly different services, and so I believe it is best if you make your own list. Below is a screenshot of a few of the items on my list:



As an aside, number 174 on my list states “Assist in solving any title problems…”. Last week I spent 2 hours on the day of closing resolving some last minute issue that the title company couldn’t handle, assisting an agent in my office to assure an on time closing.

Everything you do has value. When and if you agree to lower your commission, you are setting a precedent that impacts not only your income but the income of those around you.
This is because consumers will start saying, “You lowered your commission for so-and-so; I’d like you to lower it for me.” Or, “My friend’s agent reduced her commission, and I’d like you to do the same.”

If you have the mettle, try saying “no”. It’s liberating and sets a precedent for you and also for the industry as a whole.

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## 2 Words to Help Realtors Avoid a “Bad Romance”
URL: https://shortsaleexpeditor.com/how-realtors-fire-difficult-clients-professionally/

In the spirit of February, every agent wants to find “The One” or that perfect offer, a seamless closing, and a commission check that feels like a bouquet of roses. But let’s be honest: the road to the closing table is often filled with more heartbreak than a high school prom.

In fact, most transactions come with at least one “red flag” that, if ignored, could blow the whole deal. Between demanding personalities, ghosting leads, and difficult lenders, the drama can really wreak havoc on your emotions. If you find yourself losing sleep over a deal that just won’t “commit,” it’s time to remember that you deserve better.

The secret to a stress-free February? Two simple words: “You’re fired.”

I’m not suggesting you become a heartbreaker for the fun of it. However, the key to a productive month is clearing the “clutter” off your plate. If a client is consuming all your energy and preventing you from meeting new prospects, it’s time to break up and move on.

 
When to Send the “Breakup Text” with Clients

 	The Ghosting Internet Leads: If you’re sending “Good morning” texts and property alerts but getting total radio silence, stop the unrequited love. Send a simple message: “Are you still looking for ‘The One’ in [City Name]? If not, I’ll take you off my list so I don’t clutter your inbox.” Essentially, you’re asking them to break up with you so you can stop wasting your affection on a cold lead.


 	The Buyers Who Stand You Up: If you’ve spent hours curated a “date night” of property showings only for your buyers to cancel last minute (again), it’s time for a heart-to-heart. Tell them your time is valuable. If they aren’t ready to commit to the search, spend your Valentine’s month with someone who is ready to say “Yes” to the address.


 	The “Toxic” Sellers: Some sellers just won’t listen. They ignore the market data, refuse to fix the “inner beauty” of their home, and make unreasonable demands. If you can’t see a “Happily Ever After” (aka a Closing) in the near future, refer them to another agent. You’ll get a referral fee, and they’ll get a new partner who is a better match for their “quirks.”

 
Don’t Let “Short Sale Heartbreak” Slow You Down
Sometimes, a deal feels like a lost cause because of a complicated short sale. Before you decide to “break up” with a difficult listing, remember that you don’t have to navigate the heartbreak alone. Our short sale negotiation services act as your professional matchmaker, we handle the grueling back-and-forth with the banks, so you don’t have to. We take the “it’s complicated” out of the equation, turning a potential disaster into a successful closing.

 
Protecting Your Time Is Self-Love
Whether it’s a political move or a professional one, “firing” a client who isn’t a good fit is often the most efficient way to free up your heart and your calendar. This February, stop settling for “situationships” that go nowhere. Focus on the clients who value you, and let us handle the messy negotiations in the background.

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## Your Commission Isn’t the Problem. Your Bookshelf Might Be
URL: https://shortsaleexpeditor.com/your-commission-isnt-the-problem-your-bookshelf-might-be/

At the start of every new year, I always think about fresh starts and new habits. It reminds me a little of those reading lists we used to get back in school. You know the ones. They were supposed to set the tone for the year ahead, even if we were not exactly thrilled about them at the time.

This time, there is no pressure, no quizzes, and definitely no grades. Just inspiration. If you are easing into the year and looking for ideas that can spark motivation, sharpen your mindset, or help you think differently about your business or career, a good book is a great place to start. These are the kinds of reads that feel more like a conversation than homework. Some are genuinely enjoyable, and all of them offer something useful you can carry into the months ahead. Consider this a low stress, start of the year reading list designed to help you reset, refocus, and build momentum at your own pace.

The real estate landscape nowadays is defined by high-speed technology, shifting buyer demographics, and the need for a “human-first” approach in an automated world. To change your game this year, you need a mix of timeless psychological foundations and a mastery of the tools that are currently disrupting the industry.

Here are the top 6 books to help motivated real estate agents like you dominate this year:


Atomic Habits By James Clear
Focus: Growth Mindset & Consistency

While not a new release, this remains the “Bible” for any real estate professional. In an industry where lead generation often fails due to inconsistency, Clear’s framework for “1% gains” is vital. As AI takes over administrative tasks, your success depends on the habits AI can’t replicate: making the daily calls, showing up in your community, and maintaining the discipline to follow up.


Never Split the Difference By Chris Voss
Focus: Negotiation

Written by a former lead FBI hostage negotiator, this book moves away from “win-win” theory and into the reality of tactical empathy. With market fluctuations and more informed (and often more anxious) clients, the ability to label emotions and ask “calibrated questions” is the difference between a dead deal and a closed one. It teaches you how to keep a cool head when stakes are high.


Exactly What to Say: For Real Estate Agents By Phil M. Jones, Chris Smith, and Jimmy Mackin
Focus: Lead Conversion & Influence

This is a “pocket guide” to the psychology of language. It provides the exact phrases and “magic words” to use in listing appointments, price reductions, and overcoming the “I’m just looking” objection. In the era of instant messaging and AI-generated scripts, your personal verbal delivery needs to be sharper than ever. This book helps you sound like the authority in the room without being “salesy.”


Sell It Like Serhant By Ryan Serhant
Focus: Social Media & Personal Branding

Ryan Serhant pioneered the “agent as a media mogul” model. This book breaks down how to build a brand that attracts clients so you spend less time chasing them.
Traditional advertising is dead. This book teaches you how to use social media (Instagram, TikTok, and YouTube) to build “Big Money Energy” and a brand that feels authentic to your specific market.


Co-Intelligence: Living and Working with AI By Ethan Mollick
Focus: Navigating the AI Era

This is the most practical guide available for professionals looking to partner with AI rather than fear it. Mollick explains how to use AI as a “co-pilot” for everything from market analysis to content creation. You shouldn’t just be using ChatGPT to write listing descriptions. This book will help you understand how to utilize AI to streamline your business, analyze complex local data, and free up over 20 hours of your week.


The Quantum Real Estate Agent By Mike Allen
Focus: High-Performance Systems

This book focuses on moving away from “linear” growth (working more hours for more money) to “quantum” growth (using systems to scale exponentially). It addresses the modern agent’s need for a strategic roadmap that integrates high-level mindset with the latest technological systems. It’s about building a business that can run without you, rather than a job you can’t leave.

Don’t have time to read? That’s okay. I’ve got a solution for you. Join Audible and download the Audible app onto your mobile device and listen to books while driving around town! (They’ve got a smoking deal right now where you can listen to two books for free before you take the plunge!)

Nota bene: Some of the links in this article are affiliate links, meaning, at no additional cost to you, I will earn a commission if you choose to make a purchase. I recommend books and products based on my own personal experience and I am very grateful for your support. Thank you.

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## The December Reset: How Tidying Up Prepares You for More Closings
URL: https://shortsaleexpeditor.com/the-december-reset-how-tidying-up-prepares-you-for-more-closings/

Every December, something funny happens in real estate. The phones quiet down just a little. Clients get caught up in holidays, agents take a breath, and the pace slows enough for us to notice what’s been piling up on our desks… and in our minds.

For short sale experts especially, the end of the year can feel like a filing cabinet that’s been opened too many times and is now impossible to close. Paperwork, negotiations, lender updates, client emotions, short sales are messy, complicated, and often overwhelming. But that’s exactly why year-end is the perfect moment to pause, reset, and eliminate the clutter that might be costing you efficiency, focus, and yes… closings.

If you’ve ever read The Life-Changing Magic of Tidying Up, you know it’s not really a book about organizing, it’s a book about creating space for better decisions and a better life. And heading into the new year, that message hits a little differently.


What Year-End Decluttering Means for Real Estate Professionals
If Marie Kondo is right, tidying isn’t just about aesthetics, it’s about clearing mental bandwidth. And in short sale work, bandwidth is everything.

Here’s how her two most powerful principles can set you up for a more productive year:
Let Go of What Doesn’t Serve You (or Your Closings)
Anything that doesn’t make you happy or isn’t necessary should be thanked and released.

In the world of real estate—and especially short sales—this applies to more than paperclips and old listing flyers:

 	Outdated scripts that no longer convert
 	Systems you “keep meaning to fix”
 	Tech tools that frustrate you more than they help
 	Files from 2025 that still live on your desk “just in case”
 	Partnerships that drain your energy instead of supporting your growth

Think of it as performing a short sale on your workspace—relieving it of the debt of unnecessary clutter.

And yes, do this alone. Because the moment your coworker says, “Nooo, keep that marketing binder!” you’ll guilt-save it until 2035.
Touch Everything And Ask: Does This Bring Me Joy or Results?
Marie Kondo asks us to keep only what brings joy. For agents, maybe the word is a little different:

Does this help me close more efficiently?
Does this make my work smoother?
Does this reduce stress?

Maybe you love your document scanner. Maybe your color-coded digital folders make you feel like a productivity hero. Maybe your CRM (when used properly!) brings a sense of calm control.

That feeling matters. Keep anything that reinforces the agent you want to be in the new year.


Why This Matters More at Year-End
Between Thanksgiving pies and New Year’s countdowns, agents get rare breathing space. This is your strategic window to:

 	clean your desk
 	archive old files
 	update your lender contact lists
 	refresh your scripts
 	purge unused tech
 	streamline your workflows
 	reset your goals
 	clear mental residue from tough transactions

Clutter, physical or digital, creates drag. Removing it creates momentum.

And momentum is one of the biggest predictors of early-year success.


Clear Space, Clear Mind, Clear Closings
When you clean your workspace, you’re not just rearranging objects, you’re removing friction. And when you remove friction, you make room for focus, creativity, and better follow-through. For short sale experts, that can be the difference between a lost lead and a signed listing agreement.

So as you close out the year and prepare for the next, consider dedicating one quiet afternoon to decluttering. Not for aesthetics. Not for fun. But for clarity.

Who knows? You might start the new year more organized, more energized, and closing more deals than you expected.

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## If You’re Not Growing in Real Estate, You’re Missing One of These Five Steps
URL: https://shortsaleexpeditor.com/if-youre-not-growing-in-real-estate-youre-missing-one-of-these-five-steps/

Over the last month, I’ve had the opportunity to hobnob with some really successful real estate professionals. Not only have I gotten to listen to these people speak, but I’ve also gotten to ask a few of them what tools, technology, and systems they accredit to their real estate success.

One of the most interesting answers that I got to the question about why you are so successful came from my own husband (Javier) who has historically been a top producer in San Diego County and who was recently names one of the top 200 Hispanic real estate professionals by the National Association of Hispanic Real Estate Professionals® (NAHREP).


So, basically, Javier spelled it out for me by breaking it down into 5 categories:

 	Punctuality. Sounds funny, right? Well, according to Javier, it’s vital to arrive on time or early to every single appointment every day of the week. It doesn’t matter what else you’ve got going on, punctuality sends a message to consumers that they matter. It also sends them a message that you are well organized.
 	Professionalism. Professionalism means never letting ‘em see you sweat. It means that no request (how big or how little) is a big deal. No matter the problem, every response should be handled with appropriate language and actions. I recently received a handful of emails from a frustrated seller in which he went on for over 500 words outlining his dissatisfaction with his septic system and the buyer’s agent on the transaction. He used a number of swear words and said way more than anyone should ever say in any email. While it is tempting to respond with some candid language of your own, this type of stuff should be dispensed with in a manner where you exude extreme self-control. (Also, keep in mind that anything in an email can be used against you in court. So be careful to be professional in all emails.
 	Presentation. Presentation not only refers to your personal presentation (your manner of dress, for example), but it also refers to your scripting, your ability to handle objections, and your listing and buyer presentations. How would you rate your presentation? Simply when addressing the issue of dress, the men on Javier’s team always wear a shirt and a tie on Monday through Thursday and polo shirts with the company logo on Friday (business casual).
 	Product Knowledge. It is vital that you know your product. However, if you don’t, by all means, do not fake it until you make it. Admit what you do not know and seek the answers for your prospective clients in a professional manner. Study market reports, tour broker opens, learn your market and master your product. When you get a call for a listing in group of tract homes in your farm, you should be able to envision the floor plan without even seeing the inside of the home. That’s product knowledge.
 	Passion. If you are passionate about real estate, the first four p’s will come. You will naturally stay up late studying the market, working on your presentation, and trying to be the best that you can be.


If you want to increase your business this year, the first step might be to evaluate yourself on each of the 5 ‘p’s. If you don’t like your score in one category, spend the slow time between Christmas and New Year’s improving yourself in that area—buying new clothes, studying the market, improving your online marketing.

If you are already rocking the five ‘p’s, then feel free to use your holiday down time to do a sixth ‘p’ – play. Celebrate how hard you’ve worked! There’s no doubt you will see increased success this year and beyond!

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## 2 Ways to Overcome Nightmare Real Estate Transactions
URL: https://shortsaleexpeditor.com/2-ways-to-overcome-nightmare-real-estate-transactions/

I read this agent comment the other day…

I am in shock and my heart is broken. I was supposed to close on Friday with a client that I had been dealing with for 6 months now. We started by improving her credit, finally getting her approved, finding her a home that fit her lifestyle and budget perfectly. The loan officer stated that the process was so easy and clean. Appraisal perfect- buying a home with equity. Inspection- no serious repairs needed. She was even eligible for down payment assistance, bringing her to the table with no money. Seems all too good to be true. Well she quit…….. Quit her job and then stated that she didn’t think it would be a big deal. Everyone told her everything was good with her loan. She has another job, but we are one day from closing and this happened. I can’t believe it!!!! How does one recover?

My apologies if this sounds gory, but a bad experience in a real estate transaction can be like a baseball bat to the knees. In order to be successful, you’ve got to be able to withstand the pain and figure out ways to fortify your legs so that you don’t fall down every time the bat hits. (Brutal, I know. But, I did warn you.)

There are two really simple ways to avoid nightmare real estate transactions, and those ways have a lot to do with how you structure your own business.

 	Build a pipeline. If you have a pipeline of leads and a plan for working with them, then you won’t be so devastated when your next deal falls through. Deals often cancel, and it is extremely disappointing when it happens. But, if you have ten deals in escrow and one falls out, you’ve only lost 10% of your business. However, if you have only one deal in escrow and it cancels, then you have lost 100% of your business. As we come to the beginning of the final quarter of 2014, consider how you will build a big pipeline for 2015, so that your heart won’t be broken when one of your buyers quits a job at the eleventh hour.
 	Set expectations accordingly. If I had to take a guess, I would say that at least 35% of deals become nightmare-ish because the agent or the lender has not set expectations accordingly. Namely, the agent may not have accurately described what to expect and how the buying process works. The lender may not have given the speech about not making any big purchases on credit, lending money to relatives, or co-signing on other loans during the home purchase process. If both the agent and the lender take the time to set buyer and/or seller expectations, then lots more deals would make it to the closing table.

 

Instead of crying over spilt milk, the best thing to do is to use the time you would have spent crying to figure out how you will generate more leads and create a bigger pipeline. In this way, your next nightmare real estate transaction will only seem like a bad dream.

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## Would You Take a Meeting?
URL: https://shortsaleexpeditor.com/taking-meetings-with-realtor-affiliates/

I had the privilege of attending the Prospect Mortgage Semi-Annual Meeting a while back. They invited me to join them in order to talk about how mortgage professionals can provide value to their Realtor® partners. Specifically, we discussed how to identify good partners and build winning relationships.

I remember on the drive home from the meeting, I began to consider the deluge of requests for appointments that I receive on an ongoing basis. I actually do take most meetings and set appointments with any mortgage professional, title or escrow representative that wants to meet with me. But, my question is, do you?
Here are four good reasons to meet with Realtor® affiliates—even if you don’t think that you want to:

 	You get to practice your elevator speech. The more people you talk to about your business, the more proficient and professional your presentations will be. Share what you are looking for in a strategic partner, how you provide value, and what values you are looking for in others—good communication, trust, honesty, etc.
 	You get to practice your listening skills. The best way to learn about whether someone will be a good strategic partner for you is to listen to what they have to offer. The more you listen, the more you will learn. You will either be impressed by what you hear or the other individual will cook their own goose. You won’t have to do anything; they’ll talk themselves into a hole from which there may be no escape.
 	The contenders will become obvious. Cream rises to the top. And, the more people you speak with, the more obvious it will be to you as to whom would be a good fit for you—who is killing it in real estate. Your partner will make himself (or herself) known.
 	More meetings mean more closings. It’s a numbers game, of course. And, the more people you meet, the more chances you have of putting together a transaction. When you take a meeting, you meet someone new. Perhaps you make a lasting impression and somehow that person introduces you to someone who could really make an impact on your business.

 

So, the next time you decline a meeting or ignore a phone call from someone requesting a meeting, carefully consider the benefits or saying “yes” and setting a date. Your next meeting could be your best one.

---

## Alternatives to a Short Sale: What California Homeowners Need to Know
URL: https://shortsaleexpeditor.com/alternatives-to-a-short-sale-what-california-homeowners-need-to-know/

Forbearance, Loan Modification, Deed-in-Lieu, Foreclosure—and Why Short Sale May Still Be the Best Option

If you’re a homeowner in California experiencing financial hardship, you’re not alone. Many property owners—especially in areas like San Diego—are looking for ways to avoid foreclosure, reduce their mortgage burden, and protect their credit.

While a short sale is a highly effective solution, it’s not the only one. Before deciding which path to take, it’s important to understand all your options and how they compare—especially in today’s unpredictable real estate market.

Here’s a breakdown of common foreclosure alternatives that every California real estate agent and distressed homeowner should know:


1. Forbearance
Forbearance is a temporary pause or reduction in mortgage payments that lenders may offer to borrowers facing short-term financial hardship—such as a job loss or medical emergency.

 	Pros: Allows time to recover financially without losing your home
 	Cons: Payments aren’t forgiven—just postponed. You’ll still owe the missed amount later, sometimes all at once
 	Best For: Homeowners with a temporary loss of income who expect to get back on their feet soon

 
2. Loan Modification
A loan modification permanently changes the terms of your existing mortgage to make it more affordable. This might include reducing the interest rate, extending the loan term, or adding missed payments to the balance.

 	Pros: Keeps you in your home and can lower monthly payments
 	Cons: Requires detailed financial review and lender approval; not all borrowers qualify
 	Best For: Homeowners who want to stay in their home but need a long-term payment solution

 
3. Deed-in-Lieu of Foreclosure
With a deed-in-lieu, you voluntarily transfer ownership of the property to the lender to satisfy the mortgage debt—essentially giving the home back instead of going through foreclosure.

 	Pros: May be faster and less damaging to your credit than a foreclosure
 	Cons: Lender must agree; may still negatively affect your credit score; not always available if other liens exist
 	Best For: Homeowners who cannot sell, don’t qualify for a short sale, and want to walk away cleanly

 
4. Foreclosure
Foreclosure is the legal process by which the lender repossesses and sells your home due to nonpayment. It is the most damaging outcome, both emotionally and financially.

 	Pros: There are none, really.
 	Cons: Major credit damage; risk of eviction; loss of control over the sale process; possible deficiency judgments in some states (although California protects against this in many cases)
 	Best For: Truly a last resort when all other options, including short sale, have been exhausted

 
Why Short Sale Still Makes Sense
A short sale—where you sell your home for less than the amount owed on your mortgage with lender approval—is often a more favorable solution than foreclosure or handing the keys back.

Short sales in California come with strong consumer protections, including laws that prevent lenders from pursuing the remaining debt. If you’re upside-down on your mortgage and dealing with financial stress, a San Diego short sale or similar transaction elsewhere in the state can help you:

 	Avoid foreclosure
 	Minimize credit damage
 	Walk away with dignity and less long-term impact
 	Potentially qualify for relocation assistance

 
Not Sure Which Option Is Right for You?
The team at Short Sale Expeditor® has helped hundreds of homeowners across California navigate these difficult decisions. Whether you’re exploring loan modification, forbearance, or a short sale, we can walk you through your options and help you negotiate with your lender.

💻 Visit ShortSaleExpeditor.com to get expert guidance today.

 📞 We’re here to help you find the best way forward—before foreclosure becomes the only option.

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## What Is a Short Sale?
URL: https://shortsaleexpeditor.com/what-is-a-short-sale/

A Guide for Homeowners and California Real Estate Agents Facing Financial Hardship
If you’re a homeowner struggling with mortgage payments—or a real estate agent helping clients navigate the complexities of today’s housing market—understanding the short sale process can make all the difference.

With rising economic uncertainty and talks of financial instability, more homeowners in California are facing financial hardships. Whether due to job loss, medical expenses, divorce, or inflation, many find themselves unable to keep up with their mortgage. If this sounds familiar, know that there are options—and one of the most viable paths may be a short sale.

What Is a Short Sale?
A short sale occurs when a homeowner sells their property for less than the total amount owed on the mortgage, and the lender agrees to accept the lower payoff to release the lien. This process requires short sale negotiation with the lender’s Loss Mitigation Department and is typically used when the homeowner can no longer afford the property due to a financial hardship.

This strategy can help prevent foreclosure and minimize long-term damage to a homeowner’s credit. In many cases, the short sale process in California can be faster, less expensive, and less emotionally taxing than a foreclosure.

Why Choose a Short Sale in California?
California short sales offer unique advantages due to state-specific laws that protect homeowners. For instance, under California’s anti-deficiency laws, a lender generally cannot pursue the remaining balance of the loan once the short sale is complete—meaning the forgiven debt won’t follow you like a lingering credit card or hospital bill.

Additionally, many San Diego short sales and other transactions across the state are eligible for government or lender-backed incentive programs, making the process more streamlined for those who qualify.

When Is a Short Sale a Good Option?
If you:

 	Are behind on your mortgage or about to fall behind
 	Owe more than your home is worth
 	Are experiencing a financial hardship (e.g., job loss, divorce, illness, income reduction)
 	Want to avoid foreclosure and its long-term impact on your credit

…then a short sale in California may be the most strategic option for you.

The Importance of Working with a Qualified California Real Estate Agent
A successful short sale relies heavily on proper short sale negotiation. Not all real estate agents are equipped to navigate these complex transactions, so it’s critical to work with a California real estate agent experienced in San Diego short sales and other distressed property scenarios.

An experienced agent will:

 	Understand the documentation required by various lenders
 	Know how to communicate with bank representatives
 	Keep the transaction moving to avoid foreclosure timelines
 	Help you meet legal disclosure and compliance requirements

If you’re looking to sell your home in California through a short sale, partnering with a seasoned negotiator is your best chance at a smooth, successful outcome.

Let the Experts Help
At Short Sale Expeditor®, we specialize in short sale negotiation and have a proven track record of working with homeowners, lenders, and real estate agents throughout California. We can guide you through every step of the process—from submitting a hardship package to closing escrow—with confidence and care.

Whether you’re a homeowner struggling to stay afloat or a California real estate agent seeking help for your clients, we are here to support you.


Thinking of a Short Sale? Let’s Talk.
Don’t wait for foreclosure notices or mounting debt to force your hand. If you need to sell your home in California due to a financial hardship, contact us today to learn more about your options for a short sale.

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## Are You a Know-It-All or a Real Estate Expert?
URL: https://shortsaleexpeditor.com/improving-real-estate-expertise/

If you haven’t ready Malcolm Gladwell’s book, The Outliers, then you need to put it on your list right now. It’s a fascinating examination of what it takes to be an expert (loosely defined as 10,000 hours of practice) and how some individuals develop expertise more quickly than others. The book evaluates how a certain set of circumstances cause certain people up to develop expertise more quickly than other people. One example that Gladwell uses is in the case of Steve Jobs, and how Jobs grew up with a supercomputer practically in his backyard: thus giving him the opportunity to “play” on the computer more than others who had the same interests.


What Does This Have to Do with Real Estate?
First off, consider yourself. Have you put in your 10,000 hours selling real estate—writing contracts, representing buyers and sellers? Are there people who you know or work with that naturally developed their 10,000 more quickly than you did? Are you a real estate expert?

For me, due to a specific set of very strange circumstances, I became a short sale expert in no time flat. Having helped agents to close nearly 2000 short sales in a 5-6 year period, I developed significant additional expertise that likely boosted my general real estate experience to way beyond the 10k (or even the 20k) mark.

When working with homebuyers and home sellers, it helps a great deal to have expertise. With that expertise, you are able to advise based on your experience. You are able to avert landmines and predict outcomes. Since real estate transactions can be very stressful for buyers and sellers, this expertise is definitely an asset.


Four Ways to Overcome a Lack of Expertise
Nobody is born an expert. Expertise takes time to develop, as we’ve already mentioned. If you do not yet have your 10,000 hours in real estate, there are some easy and practical ways to overcome your lack of expertise.

 	Find a mentor. If you are relatively new to the business, seek to work with a mentor (someone who already has his or her 10,000 hours) so that you can learn from an expert. Become a buyer’s agent on an agent team, or join a small brokerage where the broker can provide training and assist you with your daily activities.
 	Take lots of classes and watch lots of webinars. This is self-explanatory. If you don’t have a lot of skin in the game, compensate by getting as much training as possible. Seek opportunities at your brokerage, online, or at your association.
 	Practice scripting. Experienced agents can go into a listing appointment blind and usually obtain the listing. They handle difficult situations with finesse and overcome objections without blinking an eye. If you aren’t at that point yet, you’ll need to practice your scripts. Find a partner and conduct role-plays to practice. Read and record your scripts and then listen to them at every opportunity—in your car, at the gym, etc.
 	Polish marketing materials. If you have limited experience, you will need to overcompensate with high-quality marketing materials. Just like a shiny yellow Ferrari turns heads, potential buyers and sellers will be attracted to your polished marketing materials.

Last but not least, the best piece of advice that I can give (expert or not) is to never, ever provide an answer unless you are 100% certain. In Guy Kawasaki and Shawn Welch’s book APE, Kawasaki writes about trustworthiness. He states, “Trustworthiness means that people can depend on you because you are honest, forthright, and effective.” He continues by saying, “Tell people what you don’t know. No one knows everything. There’s nothing wrong with this. You can build trust explaining what you don’t know. Then people will believe you when you say you do know something.”

Instead of acting like a know-it-all, act like a professional and an expert: be honest and show integrity in everything you do.

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## 7 Ways to Outsmart Armchair Experts (Without Playing the Fool!)
URL: https://shortsaleexpeditor.com/ways-to-deal-with-armchair-experts/

In the wacky world of real estate, you may meet from time-to-time a homebuyer or home seller who believes that he is an expert in the field of real estate despite the fact that he has little to no experience. You’ve probably already dealt with one or two of these wise guys; they’re the ones who tell you that their uncle’s sister-in-law (who is not in the field of real estate) advised that they could qualify for a specific loan program or that their home is worth about $100,000 more than it actually is.

According to the National Association of Realtors®, in 2024, home buying kicked off online for many, with 43% of buyers starting their search by browsing properties on the internet. Meanwhile, 21% took a more direct approach by reaching out to a real estate agent right away. This means that almost everyone you meet when working with buyers and sellers has already done some research before contacting you. Despite the fact that the information gleaned in that research may not be accurate, the Internet and an individual’s social network create a climate for more armchair experts than ever before.

Because there are more armchair experts than ever, a real estate professional needs to be on top of his or her game. According to my friend Traci Bass of Coldwell Banker in Rancho Santa Fe, “you need to come to the appointment with more information then you did five or ten years ago. You need to be prepared to navigate the client’s objections in listing appointments with hard data and concrete evidence.” Long gone are the days when home sellers would dial a Realtor® because they needed to know the value of their home. Now, when you get the call, most home sellers are already local experts. But, is the seller’s information accurate?
Ways to Deal with Armchair Experts
Here are 7 ways to deal with so-called experts in the field of real estate:

 	Always be prepared. Since you already know that a home seller or home buyer has likely searched the Internet or has a friend or relative in the business, you must be prepared—as Bass stated—with your local closings, your market data, and other pertinent information. That way you’ll be able to handle any objections that come your way.
 	Listen and learn. Even if the home buyer or seller is a “so-called” expert and not a real one, your job is to assist the client with what they want—selling the home sold for top dollar, buying a home in a specific community, etc. The only way that you can do that is if you listen to the client’s wants and needs and then adjust your sales techniques accordingly.
 	Set expectations at the first meeting. The smoothest way to get a client into a home or to get a home sold is when everyone is on the same page. Set expectations for how you will work together up front (when and how you will share information, for example); this will lay the groundwork for a good relationship.
 	Provide them with enough rope to hang themselves. I was once contacted by an individual who told me that why he would qualify for specific short sale programs, and that his lender would not ever foreclose on his home, despite the fact that he had missed several payments. I let him tell his entire story, and I asked questions. When he began to refer to specific state laws and policies, I showed him the original source documentation for those laws and policies, and he was able to see that the laws didn’t actually apply to his situation. Once I demonstrated my expertise, I never had a problem with him again.
 	Seek proof. When the prospective client tells you that his long lost relative told him “x”, ask for supporting data. Lots of times information gets muddled as it passes from one person to the next, and the data is not quite so accurate as the voice that shares it.
 	Concede minor points. If you are dealing with home buyers or sellers with a strong set of opinions, it may help to concede some minor points in order to ease the pain when they don’t get their way. Find small ways in which you can modify what you do to meet the clients’ needs and make them happy. Then, maybe you won’t have to give in on the big stuff.
 	Put the kibosh on the relationship. If you absolutely cannot get beyond the prospective client’s expertise in order to demonstrate your own, then move on. Put the kibosh on the relationship. Just imagine how your business will grow when you focus on obtaining clients that value your expertise and will provide you with lifelong referrals.

(Previous version of article originally published on Realuoso in 2014)

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## Short Sale Package Is Key to Successful Closing
URL: https://shortsaleexpeditor.com/short-sale-package-key-successful-closing/

Short Sale Package
One of the most important parts of the short sale process begins at the listing appointment when the listing agent is charged with collecting the items for the short sale package. The short sale package is not a big gift tied with ribbons, although who doesn’t love a package? Instead, a short sale package is a collection of documents that mortgage lenders generally require in order to review the short sale.

Items such as recent pay stubs, bank statements, and tax returns are often a part of the short sale package. However, there are times short sale sellers express concern about sharing this personal information with their listing agent and also with the bank.

You can understand why that is. In the past, this personal documentation was provided to a lender in order to obtain or approve a loan; it was not, however, provided directly to a real estate agent. The real estate agent was (in the days of yore) charged with the real estate transaction (the purchase or sale) and not with any aspects of the loan.

However, nowadays, the real estate agent is often the short sale processor and the liaison with the short sale lender. This is why the real estate agent requests the documentation.

What happens if a seller does not want to share those items (bank statements, pay stubs, tax returns) with the lender or with the real estate agent? 

That’s a tough nut to crack. A short sale is a form of debt settlement. If you are requesting a short sale from a lender, then you need to provide the lender with all of the required documentation in order to review and possibly approve the short sale. If the lender doesn’t get the required items, they will not even begin to evaluate the property for a short sale; they might just let it go to foreclosure.

So, if the borrower does not want to provide the required documentation, you may not see a short sale closing in your future.

Bottom Line: Set expectations at the listing appointment and confirm that your prospective short sale seller is going to be comfortable working with you and sharing information throughout the short sale process.

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## 3 Simple Ways to Provide Excellent Customer Service
URL: https://shortsaleexpeditor.com/3-simple-ways-to-provide-excellent-customer-service/

Home buyers, home sellers, and even agents call me all the time to ask my advice on some real estate matter. These aren’t necessarily homebuyers or home sellers that I am already working with, and these aren’t agents from my own brokerage. These are people who’ve come across my name or heard that I have expertise in a specific area and they seek my advice.

I’m eager to help, and the questions are usually pretty straightforward and can be answered in just a few minutes. Usually, if the caller is a buyer or seller, I ask whether the caller is already working with a real estate agent in his or her community. Or, if the caller is an agent, I ask whether the caller has spoken with his or her broker before giving me a call. It’s funny, but in most of these situations, the caller makes some sort of disparaging remark about his or her agent or even the broker. Often times, the caller says that the agent is not available or has not had time to return the phone call. It is because of these disparaging remarks that I often wonder: If what sets a good agent apart from a not-so-good agent is merely answering the phone or making time for a client, then it shouldn’t be too hard to be that special agent, that classy agent that provides amazing customer service.

3 Ways to Beat the Bunch with Customer Service
It seems to me that there are several things that agents can do in order to create that awesome relationship with their clients; some of these suggestions are just as easy as answering the phone and making time to meet a client. Here are three ways that agents can stay classy:

 	Never defer to email when delivering bad news. Didn’t get the property of their dreams? Didn’t get approved for the loan? Foreclosure date was not postponed? Buyer is backing out of the deal? Those are all messages that need to be delivered in person or on the telephone: not in a phone message, not over email, not by an assistant, and definitely not via text.
 	Admit what you don’t know. A huge component of a real estate agent’s success is due to his or her trustworthiness. This means that people can depend upon you because you are honest and effective. As such, you need to tell people what you know and what you don’t. Don’t take a commercial listing if don’t have experience in that area, and don’t promise that you can get a short sale approved if you’ve never negotiated one before. Instead, explain to your prospective client that something is not within your area of expertise, and that you would not want home or her to be disappointed if you could not deliver. So, you would be more than happy to refer them to an excellent specialist that can assist them.
 	Handle rejections with poise and self-control. Sit on your hands or tape your mouth shut, if necessary. I once had an agent get so angry about the negotiations that he said, “Put your money where your mouth is.” Instead of spitting bullets, accept the facts as hurdles on the road to success. You can go around them or you can jump over them. But, don’t stop and definitely do not throw a temper tantrum.



When dealing with objections (no matter who you are dealing with), you will have great success if you can leave your drama at the door. Like Ron Burgundy says, “You stay classy, San Diego.”

Your value proposition is why people will hire you instead of your competitors. Here’s how to create a value proposition that makes the phone ring.

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## How to Communicate with Buyers, Sellers, and Prospects During Tough Times
URL: https://shortsaleexpeditor.com/communicate-with-buyers-sellers-and-prospects-during-tough-times/

Just like almost everyone else in the United States, I’m walking the tightrope between worrying about the wildfires in Los Angeles a few weeks ago.

The question is: What should we do? How should we express our own feelings about what is going on in the United States and, at the same time, balance that with the need to represent homebuyers and sellers, as we do all need to continue to earn a living. It almost seems as if our any posts about new listings or IG stories about home tours are completely incongruous with the current national plight.

I don’t necessarily have any answers, and I definitely do not have a panacea, but I do have some suggestions for how agents can tread lightly until we all get our bearings again.

5 Tips for Communicating with Buyers, Sellers, and Prospects During Tough Times
Here are 5 tips for communicating with buyers, sellers, prospects, and anyone in your sphere of influence during tough times.



 	Be a good listener. The first step to being a good listener is to be silent. I know a few people who I call occasionally and I cannot even get a word in on the telephone. A poor listener is so self-absorbed that they don’t even realize that they are not engaging others in the conversation. Don’t be that guy (or gal)!
 	Express empathy. Empathy is the ability to step into the shoes of another person, aiming to understand their feelings and perspectives and to use that understanding to guide your actions. As George Bernard Shaw pointed out, “Do not do unto others as you would have them do unto you—they might have different tastes.” Empathy is about discovering those tastes. Salespeople are notorious for not listening. To be good at expressing empathy, you need to be a good listener.
 	Don’t be tone-deaf. A tone-deaf person is insensitive to the feelings, needs, and concerns of others. If a person were jobless and having trouble making a mortgage payment, it would not be appropriate to show up in your new Mercedes, as an example. Carefully consider your words and actions (both online and offline) to make sure that you show sensitivity towards the feelings of others.
 	Provide tools and resources. Before you sit down to make a call, consider the types of tools and resources you can offer. Perhaps the person you are calling is having financial trouble and needs advice or information about forbearance or certain business loans (such as PPP or EIDL). Or, perhaps you would like to suggest a good lender for refinancing. You can even provide a list of charitable organizations for those who want to get more active in protesting racial inequality.
 	Do not sell. This last one may seem counterintuitive, but being available, and being a sounding board in conversations via telephone or face-to-face is what your main goal should be. In my experience, if you stay on the phone long enough, the recipient of your call will ultimately turn the call to your business or work anyway. So, there is really no need to bring up the topic on your own.

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## What You Can Learn From Top Producers
URL: https://shortsaleexpeditor.com/what-you-can-learn-from-top-producers/

Not Top Producer (the software), but top producers… like super Realtors® with super-human closing abilities.

I had the privilege of attending a meeting last week in Carlsbad California, hosted by the National Association of Hispanic Real Estate Professionals. They were honoring four local agents who were named in the Top 250 Hispanic Real Estate Professionals in 2014. Those four top producers knocked it out of the park in the last 12 months and they shared some of the ingredients of their secret sauce in the meeting yesterday. (Full disclosure: My husband, Javier Zavala, was one of the four agents on that panel.)
Here are the top 3 takeaways that I got from listening to the top producers’ panel:

 	These folks work hard. All four of the top producers wake up between 5:30 a.m. and 6:30 am Monday thru Friday. Javier Zapien of Platinum Realty Executives in Oceanside says, “If you are not on the phone, you are not working.” The four local honorees don’t stop when they phone isn’t ringing. They look for new and strategic ways to generate business.
 	All four top producers have a structured schedule. Javier Zavala of Broadpoint Properties says that every morning he gets to the office at around 8:00 a.m. and spends 20 minutes or so planning his day—figuring out who to call, how to effectively put out the fires; he then spends his time setting appointments and following up.
 	Everyone has a team. While the team may not necessarily be a large group of buyer’s agents, each of these top producers has a transaction coordinator, an assistant, a marketing assistant, and other support staff. When they leave the “dirty work” to the support staff, they can effectively work on generating leads and putting together transactions.

Patricia Villanueva and Christopher Rodriguez, the two other honorees from North San Diego County both mentioned one very important tip: Identify what you do best, and do it. Try not to spend your own time on stuff that you don’t do well when it is more effective for you to outsource that stuff to other people. If you are not good at paperwork, Villanueva suggests, “hire someone to handle that, while you work on what you are good at.”

Top producing agents seem to have great discipline, and generally they are gifted at dealing with all types of people and seeing unique and creative ways to put together a transaction. If you tell a top producer that a deal is about to fall out of escrow or cancel, it’s usually no big deal. They’ve already got another buyer in the wings or another quick and efficient way to get the transaction to the closing table.

If you ever have the opportunity to do so, try to shadow a top producer. Since my hubby is one of the top producers in San Diego County and I’ve been married for 24 years, I’ve had the opportunity to do quite a lot of shadowing. When you listen to the way gifted real estate professionals speak with others, how they relate to the public, and how they put together deals, you will learn so much. You may find that you may actually be able to break through your own glass ceiling.

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## 3 Reasons Why You Had a Bad Year
URL: https://shortsaleexpeditor.com/3-reasons-why-you-had-a-bad-year/

Traditionally, the average real estate professional (just like the average American) makes some new resolutions at the beginning of each new year. For real estate professionals, these resolutions generally include a small business overhaul or an assessment of last year’s production and an evaluation of things that may need to change for the coming year.

But how do you decide what should stay and what should go?

Generally, the first thing that agents evaluate is their income/production. “Did I close the number of transactions that I was hoping to? Or, were my earnings in line with my goals?” If the answer is no, the first thing agents generally assess is why not.

3 Reasons Why You Had a Bad Year

 	You didn’t have enough leads. First and foremost, my personal position is that there are almost always enough leads; it’s how you work them and/or how you identify them that is the issue. We’ve all got at least a few acquaintances; we all go to the store; most of us go to the dentist and the gym; some of us have kids still in school. There are plenty of places where you can surround yourself with people who may be prospects and/or can refer you to others that may be interested in buying or selling. Nevertheless, at our office and in case someone actually doesn’t have enough leads, we do offer daily pay-per-click leads to our agents so that they can pepper those in with the leads they already have around them.
 	You weren’t doing the right things. So, you showed up at the brokerage three times a week last year, but you still didn’t have enough production. What you were doing when you were there? Were you socializing with the broker or the transaction coordinator? Or, were you actually sitting down, scheduling your social media posts, making phone calls, and sending out texts and emails? Maybe you went on a few too many vacations or maybe you got distracted by some personal matter in your life. The unfortunate thing about real estate sales is that all of your action or your inaction impacts your annual closings.
 	You weren’t using the right follow up tools. Think about this: I’m sure you can throw a single tennis ball up in the air and catch it. Possibly you can even do two at the same time. But, at a certain point, you cannot successfully manage lots of balls in the air, and one is going to drop. That’s why you need the CRM. The minute you hit a few leads, you get busy and you begin to lose track. This guy needs a lender and needs a few weeks to get qualified; that seller is not ready for an appointment for 4 weeks, and the third person needs to be nurtured for 5 months. That’s why you need a CRM (and you need to open it and do follow up activities each day). It doesn’t matter which CRM you select, but you must select one and you must use it.


In conversations with a few local agents, I’ve confirmed what we already know: there is no single way to “do real estate”. Windermere agent Cathy O’Malley, who credits a product called Paperless Agent with her ability to stay ahead of the game when it comes to social media. Whereas, Abraham Vargas of Realty Experts focuses entirely on his sphere of influence and generates most of his real estate sales through phone calls.

There is no single way to get this year into high gear. But one thing is clear: you need to assess your production and you need to make a plan. Assure that the plan reflects your own interests otherwise you are not going to stick to it.

 

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## 3 Listings That Will Haunt You—Avoid Them!
URL: https://shortsaleexpeditor.com/listings-that-will-haunt-you-avoid-them/

New and old agents alike dream of listings. After all, you’ve probably heard the old saying, “If you don’t list, you don’t last.” It’s true that listings are the bee’s knees. A single agent working alone can handle many more listings than he or she can buyers. That’s because many aspects of the listing can be handled from a desk—taking phone calls, preparing advertising materials, posting to the Internet. But, the buyers need to actually go out and see the homes, and this takes time (which is why top-producing agents focus on obtaining listings).

The truth about listings is that you’ve got to be able to determine whether the listing will actually result in a closing. Therein lies the rub. There are certain types of listings that agents should never take. Watch out for these; if you take these listings, you may not last.

There are too many existing liens on the property.
You’ve taken a listing for a lovely property. It shows well. The sellers are divine. The property is priced right. The only problem is the title report. After viewing a copy of the title report, you see that there are two mortgages and several other liens (abstracts of judgment, tax liens, city and county code citations, and an HOA lien to boot). Once the value of all this debt it totaled, it equals well more than the sales price. If the seller is not willing to pay the difference, this may be a hard deal to close. While short sales are not uncommon these days, negotiating 8 liens may not result in a quick and efficient closing. Your time may be better spent looking for new leads.

The seller wants more than the property is worth.
You’ve done your homework. The property is valued no higher than $367,000. However, the seller insists on $450,000. Unless you can convince the seller to obtain an appraisal so that he or she can be further educated on the market value of the home, this may be a listing to avoid. There will always be an agent that will take an overpriced listing. However, what generally happens is that the seller becomes angry because the agent couldn’t sell the property at the seller’s price. Ultimately, the seller fires the agent, cancels the listing, and hires a second agent to list the property at a lower price. Be that second agent. Instead of taking overpriced listings, work on soliciting expireds who are ready to work with a second agent at a lower price.

You’re asked to compromise your ethics.
Realtors® have a fiduciary obligation to their clients, and a duty to be honest and trustworthy in all of their dealings with others. If you are aware of some issue relating to the property (such as a sewage or plumbing concern, or even a rat infestation) that is not being disclosed, it’s your responsibility to disclose it. Never work with anyone that is going to put your license on the line. If you plan to have a long career in the field of real estate, you’ll probably need that license.

When the phone rings and it’s a seller ready for you to come list a home, that’s a very exciting prospect. But, before the contract is signed, sealed, and delivered, consider whether this is a valuable listing or whether it will be your last.

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## How Free Real Estate Leads Factor into Your Business
URL: https://shortsaleexpeditor.com/how-free-real-estate-leads-factor-into-your-business/

Free leads are for bottom feeders. What is a bottom feeder? Well, when it comes to creatures of the sea, a bottom feeder is an aquatic animal that feeds on or near the bottom of the body of water. However, people often use the term “bottom feeder” to refer to those who do not want to take care of themselves—instead relying on others for sustenance.

As an Independent Real Estate Broker, I’m always looking to recruit new agents to join our brokerage. And… I’m always checking out what the competition is offering and how the competition is advertising. Additionally, I’m always curious as to what agents are looking for when selecting a place to hang their hat.
What Constitutes a Free Lead?
I’ve spent a lot of time as a lurker on Craigslist lately, and see that many brokerage advertisements mention free leads. From this and from my conversations with agents, I’ve concluded that free leads are very exciting to agents who aren’t extremely busy or productive. After all, if an agent were busy and productive, he or she wouldn’t have time to check out Craigslist and might not even be looking to change brokerages.

If a company or individual tells you or advertises that they are providing free leads, here is what you need to ask:

 	Where do these leads come from?
 	Are they already qualified? If so, how?
 	How will these leads be delivered?
 	Is there any special compensation agreement if the provided leads are converted? (Namely, do I get the same commission split on the leads I’ve that I didn’t generate myself?)

The truth is that I can give you all free leads right now—each and every reader of this article. All I need to do is pick up the Yellow Pages or look up a specific street or neighborhood and provide you with a list of individuals—residents and owners. And… now you have unqualified buyer and seller leads.

Clearly, there are better ways to identify buyers and sellers and convert those individuals into closed sales. Know that you do not need anyone to provide leads to you.
The Pareto Principle – Leads Galore
In 1906, Italian economist Vilfredo Pareto created a mathematical formula to describe the unequal distribution of wealth in his country, observing that twenty percent of the people owned eighty percent of the wealth. In the late 1940s, Dr. Joseph M. Juran inaccurately attributed the 80/20 Rule to Pareto, calling it Pareto’s Principle. While it may be misnamed, Pareto’s Principle or Pareto’s Law (as it is sometimes called) can be a very effective tool to help you manage effectively.

The 80/20 Rule means that in anything, a few (twenty percent) are vital and many (eighty percent) are trivial. In Pareto’s case it meant that twenty percent of the people owned eighty percent of the wealth.

In the real estate professional’s case, it means that eighty percent of your business will come from twenty percent of your sources. Think very carefully and make a list of all of your closings over the last three years. Identify patterns where leads and closings came from a single source—such as an attorney, accountant, past client, friend, or relative. Can you locate a series of closings that came from one family or as a result of one relationship? Can you identify one referral source that led to a significant number of closings?

Why spend your time focusing on brand new leads—people whom you don’t know and who may not be well-qualified—when the very best lead sources (the ones that already give you eighty percent of your business) are right in front of you?
Teach a Man to Fish
When speaking about bottom feeders looking for free leads, I often wonder whether those seeking these leads will know how to convert an unqualified or minimally qualified lead into a ready, willing, and able homebuyer or home seller. That’s the reason knowledge is so important. To continue the fish metaphor, I offer you the adage, “Give a man a fish, and you feed him for a day; show him how to catch fish, and you feed him for a lifetime.”

If you want to increase your real estate closings, quit looking for your next meal and focus on enhancing your own fishing skills. In this way, you can generate infinite leads and see closings throughout your career—no matter the market.

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## Are You Busy This Season?
URL: https://shortsaleexpeditor.com/are-you-busy-this-season/

One day a few years back, an agent friend of mine popped her head in the door. I asked her how things were going, and she told me that she was “so busy.” With no deals currently in escrow and not a particularly significant pipeline, I wondered about her use of the words “so busy.”

First and foremost, no matter how many plates I am spinning, I would never, ever tell anyone that I was so busy. It seems to send the message that I don’t have enough time for them. And, it may shut people out.


Authors on Being Busy…
There are many people who disagree with that philosophy including, Michael Port, the author of Book Yourself Solid. Port believes that telling clients how busy you are and how you don’t have any time for them is a means of winning business because human nature is to want something we can’t have. Who would you rather have as your Realtor®: The busy gal with loads of listings or the guy who hardly has any clients?

On the other hand, saying that we are “so busy” can actually be a sign of our inability to manage our daily activities. Though most real estate professionals have pretty hectic schedules, few agents have a legitimate need to be busy all the time. It may be a bit harsh, but it’s possible that people who say they are “so busy” don’t prioritize well.

“Being busy is not the same as being productive,” says Tim Ferriss (author of The 4-Hour Workweek),“…and is more often used as a guise for avoiding the few critically important but uncomfortable actions. Being busy is a form of laziness – lazy thinking and indiscriminate action.”

If you want to make big bucks in real estate, you cannot sing the “I’m too busy” song. You must try to find ways to restructure your daily and weekly activities. When you tell others (and yourself) that you are too busy, you are turning down the opportunity to do more and be more.

3 Ways to Stay Productive Instead of Busy
One of the easiest ways to be productive is to put things on a calendar. For example, if you are planning to send your sphere of influence a monthly newsletter, plan the whole year right now. Add the dates for printing and mailing to your calendar now. Refer to your calendar to keep yourself accountable.

Another way to stay productive and in control is to quit fixating on minutiae. Namely, leave your drama at the door. When you walk into the office fully intending to prospect for two hours and then your seller calls about a missing key or an overflowing toilet, everything is derailed. Evaluate what is sucking your time, and figure out a way to overcome “time sucks” so that you can focus on generating new business.

You can easily avoid the “I’m too busy” mantra when you learn more about productivity tools and seek ways to outsource time-consuming tasks by leveraging assistants and support staff. Focus on what you do best, and let other people do the rest. In the short sale world, my team has helped lots of agents with the short sale processing, while those agents work on what they do best—listing and selling property.

The next time you feel like your head is spinning and you are “too busy,” think again. Busy is something you’re probably not. It’s likely that you just need a better method for managing everything—one that will give you plenty of time for all the things you really want to do with your life and with your business.

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## How to Create a Value Proposition that Makes the Phone Ring
URL: https://shortsaleexpeditor.com/how-to-create-a-value-proposition-that-makes-the-phone-ring/

You go to a listing appointment. You tour the home. You show the fabulous listing presentation that took you hours to make on your iPad, and you review the home values with the clients. Then, you learn that another “neighborhood expert” who is “not as nice as you” has agreed to list the home at the seller’s price and possibly even charge a lesser commission. What do you say? How to you respond in areas in which you cannot or will not compete?

It’s simple. You don’t respond, and you don’t compete.

When you demonstrate your value proposition, prospective clients trust what you say. They will not ask you to lower your rates and they will scarcely question your valuation. That’s because you have demonstrated the unique value that you provide that makes you the one to hire for the job.

In addition to mastering scripts on objection handling, if you want to work with clients more effectively, it is vital to understand your unique value. That is, you must be crystal clear as to why a prospective homebuyer or home seller should use your services instead of somebody else’s.

What is a value proposition?
A value proposition is a clear statement that explains how your services solve problems or improve situations, delivers specific benefits, and tells the ideal customer why they should use your services.

You have to present your value proposition in all of your marketing materials, and you need to address it when speaking with prospective homebuyers and home sellers.

You’ve probably heard that sellers and buyers listen to WIIFM radio, right? That is, they want to know “What’s in it for me?” Sellers and buyers want to know how your services will benefit them. They do not care much about your schooling and the number of awards you won last year—unless that will benefit them in their home purchase or home sale.
Generally, sellers and buyers are seeking benefits: money saved, money earned, exclusivity, customization, saved time, and increased exposure. All of these are things that customers want. How you deliver those things uniquely is where the rubber meets the road.
So, before you go on your next listing appointment or work with your next buyer, you need to consider how you do things differently. Take time to stake out your competition or other people that sell homes in your area. Study their websites, their branding, their specialization. Check out their closings, and read online reviews of their services. Make a list of what they do, and then make a list of what you do. What’s on your list that is not on theirs? Well, that’s where you begin to identify your value proposition.

Your value proposition is why people will hire you instead of your competitors. It’s what you should be advertising and touting in all of your marketing materials or wherever you have the opportunity to sell your services.

Once you analyze and evaluate your competitors, you may identify areas where you need to adapt and change in order to offer a better range of services. Being acutely aware of where you stand in the changing marketplace will help you to both sell your services and also convey the unique benefits you provide. That way, the next time you go to a listing presentation, you may not even need to worry about the competition!

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## Ninety Percent of Real Estate Agents Are Doing the Wrong Things
URL: https://shortsaleexpeditor.com/ninety-percent-of-real-estate-agents-are-doing-the-wrong-things/

Congratulations real estate agents, you’ve just about made it to the halfway point this year. Have you had time to reflect on your business plan? Are you meeting your goals? Are you exceeding them? Or, is it time to re-calibrate and make some changes?

As you look back on the year so far, you’ll want to make sure that you are using your time wisely—that you are doing the right things in order to get more deals closed and put more transactions into your sales pipeline. Of course, if you had a crystal ball, then you’d be able to predict what works and what does not. But, since you probably do not have one, here are some tips to consider as you evaluate where you are at so far this year.

Are you taking the right action?
Here are three ways real estate agents can assess whether they are taking the right action to increase your business:

Cash in on your passion. In the book Crush It!: Why Now Is the Time to Cash in on Your Passion, the author, Gary Vaynerchuk, talks a lot about how passionate people do not have their eye on the clock. That is, when you are doing something that you enjoy, time passes quickly. If what you enjoy happens to be your work, then you may be up all hours of the night working and not even realizing that it’s work. When your work is something you are passionate about, it shows in your actions and your relations with others; it’s contagious and it breeds success.

Evaluation Question #1: Are you cashing in on your passion?
Play to your strengths. There are several types of strengths and behavioral traits analyses available online. Assess your personal strengths and then review the activities on your business plan to make sure they align with your strengths. If one of your strengths is an interpersonal one, for example, make sure to allocate the bulk of your day to interpersonal activities. Not will you enjoy those activities the most, but you will be the most successful at them.

Evaluation Question #2: Are your daily activities aligned with your strengths?
Outsource activities you despise. Hate paperwork? Hate writing contracts? I guarantee you that you can find someone who can complete those activities for you. Plus, the time you save by outsourcing the things you don’t like to do can be better spent doing the aspects of your job that you love. I’ve seen people spend countless hours preparing a compliant transaction file, for example, when they could have easily generated a new seller prospect or put a property under contract while someone else did the paperwork. When you work smarter, more closings will come.

Evaluation Question #3: What are you doing that someone else could do for you?
There is no shortage of methods for increasing your business in the latter part of the year and there is no single way to get the job done. But one thing is certain: if you do what you love, play to your strengths, and outsource unpleasant activities, you’re guaranteed to have an awesome summer in real estate.

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## 5 Powerful Reasons to Periodically Disconnect from Work
URL: https://shortsaleexpeditor.com/5-powerful-reasons-to-periodically-disconnect-from-work/

If we are personally acquainted, then you may already know that I just returned from the adventure of a lifetime—a 28 mile, 4-day trek along the Inca Trail. Initially, when we signed up for the trip, I knew I had to do a bit of training since we were going to be ascending to 13,800 feet above sea level. And, I spent about a year on a modified exercise regime to prepare me for the physical portion.
Despite my anxiety over the physical portion, the thing I was even more worried about was the complete 100% unplug from real estate life.
For over a decade, I’ve been travelling to some fairly unique places on my vacation, but I’ve always had Internet and mobile phone access, and I have always been able to stay connected; I’ve done some nutty things, such as working on commission spreadsheets while on a bus in Cambodia.

But, this time, we were taking a trip where I would be 4-5 days without any Internet or cell phone service. There is no electricity, no running water—nothing for miles and miles. I was extremely worried. Would clients understand or be upset? Would the office be able to survive without me? Exactly how many thousands of emails would be waiting to greet me when I got back online and how would I ever manage to go through them?

But, the truth is: it was glorious. And, below I share 5 very powerful reasons to periodically disconnect from work (followed by instructions on how to prepare the rest of the world for your absence).
5 Powerful Reasons to Periodically Disconnect from Work 

 	Reduce stress. Maybe this seems obvious and maybe it does not, but disconnecting from the responsibilities of work relieved a lot of stress. Whether we realize it or not, in real estate, we feel that we always need to be available to appear dedicated to our clients. But this leads to high levels of emotional and psychological stress. Being available to our clients for upwards of 12 hours per day ends up draining all of our energy. Unsurprisingly, researchers have actually found that folks who are unable to disconnect have higher levels of fatigue and burnout at work.


 	Improve sleep. Believe it or not, a 2013 study actually revealed that 44 percent of people sleep with their phones by their sides so that they don’t miss a message or notification. But being awakened by notifications is likely doing nothing for your sleep patterns, much less your mood upon waking up in the morning. And if you’re waking up in the middle of the night to check work emails, that doesn’t suggest anything good, either, because you aren’t giving your brain and body proper time to recharge. Also, research shows that blue light from the screens in computers and phones also makes it difficult for our bodies to fall asleep. Either way, it is probably a good idea to shut down all tech a few hours before bedtime. Despite the research, my sleep did not improve on the trek. I’m a 5-star hotel gal and I was sleeping in a tent, obsessing over the next time I might need to use the porta-potty, so I didn’t get a real good night’s sleep until I was able to sleep in a bed again.


 	Find work-life balance. Regularly disconnecting from work decreases stress, improves relationships, increases the quality of your work, and maintains emotional health. It’s difficult, but entirely possible, to set aside time to live without those precious electronics. You might have a cutoff time at night, a specific day of the week, or just a couple of hours in the early morning. But ensuring that you have some time for yourself is key. For real estate agents, this can be tough. Create a personal policy to stop responding to work emails and text messages after certain hours or on the weekends. If doctors and lawyers are not available 24/7, why are you?


 	Improve in person relationships. You’ve got to admit that there is quite possibly nothing more unpleasant than being in the midst of a face-to-face conversation, only to see the person you are talking to answer a text on his or her mobile phone. When you are not completely connected to your mobile device, you’ve actually got plenty of time to listen to and chat with those around you—thus having more meaningful conversations and being more attuned to those with whom you are spending your time. On the trek, there was actually one point where we were told that we might have limited cell service, but I opted to keep my phone off because I knew that the stress of seeing news from the office and perhaps not being able to address it, would cause me some anguish that might negatively impact my experience of being fully present on the trip.


 	Increase productivity upon return. This one might seem counter intuitive. People are staying online longer precisely to show how committed they are to their work. But image isn’t reality. It turns out that constant multitasking decreases the quality of work. And when your brain is always “at work,” it eventually takes its toll. Some of my most creative and largest money-making ideas have actually come to me when I’ve been on vacation. Disconnecting helps to provide distance and space, and helps you to identify and address what really matters and gives you objectivity to identify those things that you don’t need in your life—a troublesome client, for example.

Admittedly, it is a lot easier to disconnect for several days or a week if you have a good plan. Here are the steps that I took in order to make my trip and my re-entry as smooth as possible.
How to Prepare to Unplug from Your Real Estate Life

 	Unsubscribe (in your email) from everything you don’t need. It’s a little bit embarrassing, but I prefer to shop online—anything from dry shampoo to a backpack. As a result, prior to the trip, I was getting probably about 50-100 emails daily from companies that were just trying to sell me stuff. I would just delete all the emails every morning, but prior to the trip I decided to manually unsubscribe, which ultimately reduced the number of fresh emails in my inbox significantly.


 	Organize folders and/or labels. Depending upon your Internet provider, you may be able to set up either folders or labels (gmail). Since I use Google Apps for email, I set up a few labels—one for things that needed to be done when I got back and another of items I may want to look at, but did not require a response.


 	Have someone you trust check your email. I then solicited one of the awesome women that works in my office to check my email a few times each day. Since she was already very involved in our everyday office activities, she was able to respond to many of the emails that came in. She deleted all the sales emails, filed all the ones that needed a response from me or that I would need to review. Then, upon my return, I’m happy to report that I had only 3 emails to review or address.


 	Call all clients with pending business. Three days prior to the trip, I personally called (no text and no email) each client with whom I was working on a daily business. For me, these were my agents (as I’m the Broker) and also owners with properties using our property management division where I’d been recently helping out. I explained where I was going, the status of our business, and who would be taking over for me in my absense. The good news is that this worked well, and no one seemed to have any issues that went unresolved while I was gone.

It’s true that having a good team will help you to disconnect or unplug from work more easily. But, after participating in this trek and disconnecting from the Internet 100% for about 5 days, I’d have to say that the prep (both physical and mental) definitely paid off. Not only was the trek successful, but my life “unplugged” went off without a hitch!

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## Home
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				Who We HelpCalifornia REALTORS® and distressed homeowners trust Short Sale Expeditor® to navigate the most complex short sales.We partner primarily with real estate agents who want to focus on selling while leaving the paperwork and lender negotiations to an experienced team. Our ideal clients are communicative professionals who recognize that outsourcing saves time, reduces risk, and protects their clients.We also assist distressed homeowners, usually through their agent, to avoid foreclosure and achieve the smoothest possible resolution.Talk to an ExpertWhat We DoShort sales can take months of paperwork, phone calls, and negotiations. We take all of that off your plate. Our services include:Collecting and submitting complete short sale packages to lendersNegotiating with banks and lienholdersWeekly updates to agents for clear communicationSolving roadblocks quickly, before they derail the transactionBecause our team only earns a fee when your deal closes, we’re as invested in your success as you are.How it WorksOur Client's Include
			
				
				
				
				
				

  

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## Press
URL: https://shortsaleexpeditor.com/press/

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				SHORT SALE EXPEDITOR IN THE NEWS
Melissa Zavala, Real Estate Broker and Founder of Short Sale Expeditor® is a nationally recognized short sale expert. You can check out where she has been and what she has said (and done) by clicking on the links below.
			
			
				
				
				
				
			
				
				
				
				
				
				
				
				
				
				
				
  
    
    BestCompany.comSeptember 2020
  

			
			
				
				
				
				
				
				
				
				
				
				
  
    
    Realtor.comDecember 2019
  

			
			
				
				
				
				
				
				
				
				
				
				
  
    
    Interest.comApril 2015
  

			
			
				
				
				
				
			
				
				
				
				
				
				
				
				
				
				
				
  
    
    Mr. Credit Radio KFMB 760 AMOctober 2014
  

			
			
				
				
				
				
				
				
				
				
				
				
  
    
    Inman NewsMay 2014
  

			
			
				
				
				
				
				
				
				
				
				
				
  
    
    The Washington PostMarch 2012
  

			
			
				
				
				
				
			
				
				
			
				
				
				
				
				
				
				
				
				
				
				
				
				
			
				
				
				
				
			
				
				
			
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				SHORT SALE INFORMATION FROM THROUGHOUT THE INTERNET
The list of links below has been compiled based on hundreds of questions from agents and property owners. Use this handy list to access any information you might need with respect to the short sale process.
Homeownership Preservation Foundation 
US Department of Housing and Urban Development 
			
				
				
				
				
				For press inquiries, contact us at info@shortsaleexpeditor.com.

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## Privacy Policy
URL: https://shortsaleexpeditor.com/privacy-policy/

Privacy Policy

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## About Us
URL: https://shortsaleexpeditor.com/about-us/

About Us
			
			
				
				
				
				
			
				
				
			
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
    OUR MISSION
    Our Mission is to complete successful short sales for homeowners, Realtors®, brokers, and investors. Our Short Sale Expeditor™ program helps homeowners, Realtors®, brokers and investors in the negotiation process of a short sale.
    We handle each case specifically based on the client’s individual needs and requirements—always using care and a personal touch.
    We want our clients to feel that we are doing everything possible to complete the process with minimal complications while maintaining confidentiality, integrity, and honesty. It is our goal to provide a successful close to all of our transactions.
    
    Get Short Sale Support 

			
			
				
				
				
				
				
				
				
				
				
				
    HOW WE GET THE JOB DONE
    Unlike other loss mitigation companies, our primary focus is on the successful completion of a short sale. We create a positive solution to a negative situation for all parties involved.
    We attempt to maintain a modicum of neutrality and objectivity throughout the course of the transaction. Our contact with lenders is effective because they know we are working for both the seller and the buyer as a third party negotiator.
    WHAT WE DO

			
			
				
				
				
				
			
				
				
			
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				WE ARE EXPERT SHORT SALE NEGOTIATORS
			
			
				
				
				
				
			
				
				
				
				
				
				
				
				
				
				
				
			
			
				
				
				
				
				
				
				
				
				
				
    Short Sale Expeditor™ has experts trained in the loss mitigation procedures. Our experts are committed in the negotiations and the processing of the short sale and will do their utmost to accomplish the most beneficial results possible.
    Our trained staff works to analyze, negotiate, and assist in the closing of short sales. We service all transactions that will be closed in the state of California by working with major lending institutions, local credit unions, and private lenders. Additionally, we provide complimentary educational webinars and workshops to real estate agents throughout the United States.
    Please feel free to contact us with any questions or concerns you may have. We are here to help you!
    Contact Us

			
			
				
				
				
				
			
				
				
			
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				MEET OUR FEARLESS LEADER
			
				
				
				
				
				
    
    
        Melissa Zavala works with real estate agents throughout the nation providing coaching, mentoring, training, and administrative services. Her clients range from individual agents to large brokerage houses. No matter the client’s personal and professional goals, all are looking for a way to increase their business and their market share, and have found this success through outsourcing.
        Prior to developing the nationally recognized Short Sale Expeditor® program, opening her own brokerage and founding Transaction 911, Melissa was a broker associate for a national franchise and demonstrated excellence by working “outside of the box”: closing hundreds of short sale transactions and developing what is now known as the Short Sale Expeditor® program.
        Melissa did not begin her career in the field of real estate. In fact, she began as a high school teacher, and then as a college professor. Later, she transitioned into the field of educational publishing. Most recently, she has been able to use her teaching and organizational skills while traveling the world over—dispelling myths about the distressed property market, engaging and motivating real estate agents, and sharing her passions as a short sale aficionado.
      Melissa and her short sale program have been featured in various national publications, including The Washington Post, The New York Times, Los Angeles Times, and the San Diego Union Tribune. She has been on Agent Genius, The Real Daily, and Trulia, and was nominated for the Inman Award for Real Estate’s Most Influential Leaders. Most recently, she was featured in Upward: 50 Leading Women in California Real Estate.
        Melissa’s superpower is tenacity and she’s known for pushing to the limits. She is a voracious reader and loves to learn new things. When Melissa isn’t doing all things real estate, she enjoys hot yoga, downhill skiing, and a rousing game of Scrabble®.
    

			
				
				
				
				
				
  
    
  
  
    Subscribe to our monthly newsletter and join thousands of other REALTORS® in getting real-time updates.
  

                
                        Email*
                            
                        Consent* By checking this box, you consent to receiving marketing information from Short Sale Expeditor. You understand that you can revoke this consent at any time.*
          
            
            
            
            
            
            
            
            
            
            
            
            
            
        
                        
                        
		                
		                

			
			
				
				
				
				
			
				
				
			
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
    
    
      
    
    
    ...the top short sale broker in California! ...A track record of 99% successful short sale acceptance
     Regina B., California Coast & Country Homes, Inc
  
  
  
    
      
    
    
    ...probably one of, if not the most, excellent short sale facilitators I know... I've closed over 70+ short sale transactions
     Ralph G., Metro Life Homes
  
  
  
    
      
    
    
    Melissa and her gang of short sale negotiators are very well-informed and conscientious. They've gotten results for me on several of my short sale transactions
     Bob H., Krueger Realty
  
  
  
    
      
    
    
    ...truly knowledgable about the short sale process and is an asset to those who need assistance in the short sale process
      Carla M., Buyers Agent Portland, LLC
  

			
			
				
				
				
				
			
				
				
				
				
				
				
				
				
				
				
				Get Started
Need Short Sale Support? Fill out our form below to let us know the details of how we can help and we’ll reach back out shortly!
			
				
				
				
				
				
                
                        First Name*Last Name*Email Address*
                            
                        Your Role?Your Role?AgentSellerBuyerStateStateAlabamaAlaskaArizonaArkansasCaliforniaColoradoConnecticutDelawareDistrict of ColumbiaFloridaGeorgiaHawaiiIdahoIllinoisIndianaIowaKansasKentuckyLouisianaMaineMarylandMassachusettsMichiganMinnesotaMississippiMissouriMontanaNebraskaNevadaNew HampshireNew JerseyNew MexicoNew YorkNorth CarolinaNorth DakotaOhioOklahomaOregonPennsylvaniaRhode IslandSouth CarolinaSouth DakotaTennesseeTexasUtahVermontVirginiaWashingtonWest VirginiaWisconsinWyomingArmed Forces AmericasArmed Forces EuropeArmed Forces PacificPhone NumberAny other details you would like us to know?

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## Property Owners
URL: https://shortsaleexpeditor.com/property-owners/

Property Owners
			
			
				
				
				
				
			
				
				
			
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
	ATTENTION PROPERTY OWNERS 
  Do you owe more than your home is worth? Need to sell now and aren't sure what to do?

			
			
				
				
				
				
			
				
				
				
				
				
				
				
				
				
				
				
  Perhaps you have heard horror stories about the banks, foreclosures, and short sales. But, it’s not all bad. You have options. You can sell your home, avoid foreclosure and bankruptcy, save your credit, and possibly walk away with no debt or tax consequences.
  You can do this by means of a short sale! Through the short sale process, we can help you:
  
    Sell your home for less than what you owe your lender
    Avoid foreclosure and bankruptcy
    Save your credit
    Possibly walk away from with no debt or tax consequences
  

			
			
				
				
				
				
				
				
				
				
				
				
  If you need to sell your home, but owe more on your home than it is worth, we can help you sell your home quickly, easily and for top dollar—without going through foreclosure, or declaring bankruptcy.
  You will pay absolutely nothing in agent commissions, and you will possibly owe nothing to your lender. You will not have the stain of a foreclosure or a bankruptcy on your credit. And, instead of having to wait up to 7 years to buy another home, you may be able to buy again within the next 24 months (or even less).
  If you are thinking about selling your home and participating in a short sale, time is of the essence. The worst thing you can do is procrastinate. All it takes is a phone call to our office at 760-839-3838.

			
			
				
				
				
				
			
				
				
				
				
				
				
				
				
				
				
				The sooner you start the process, the more options you will have. To get started, contact us today for a free consultation.
GET STARTED
			
			
				
				
				
				
			
				
				
			
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
			
				
				
				
				
				
  OUR PROVEN EXPERTISE

			
			
				
				
				
				
			
				
				
				
				
				
				
				
				
				
				
				
			
			
				
				
				
				
				
				
				
				
				
				
  Most real estate agents, and most mortgage brokers, are not experienced in short sales and do not have the experience necessary to move along the short sale transaction quickly and efficiently. Short Sales are time intensive transactions that require detail-oriented processing in order to get the job done right.
  If your agent makes mistakes, gives up, slacks off, or drops the ball at any point in the short sale process, you could very well wind up in an unfortunate situation with respect to your lender.
  Our expert Short Sale Negotiators are committed and will do their best to accomplish the most beneficial results possible. We have helped 1000’s of homeowners with short sales. In fact, between 2008 and 2020, our office received over 2000 short sale approval letters from mortgage lenders!

			
			
				
				
				
				
			
				
				
				
				
				
				
				
				
				
				
				
  Each situation is unique, so it is best to contact us for a FREE one-on-one consultation in order to understand your options!
  CONTACT US

			
			
				
				
				
				
			
				
				
			
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
  
    
      
    
    
    ...probably one of, if not the most, excellent short sale facilitators I know... I've closed over 70+ short sale transactions
     Ralph G., Metro Life Homes
  
  
  
    
      
    
    
    Melissa and her gang of short sale negotiators are very well-informed and conscientious. They've gotten results for me on several of my short sale transactions
     Bob H., Krueger Realty
  
  
  
    
      
    
    
    ...the top short sale broker in California! ...A track record of 99% successful short sale acceptance
     Regina B., California Coast & Country Homes, Inc
  
  
  
    
      
    
    
    ...truly knowledgable about the short sale process and is an asset to those who need assistance in the short sale process
      Carla M., Buyers Agent Portland, LLC
  

			
			
				
				
				
				
			
				
				
				
				
				
				
				
				
				
				
				Get Started
Need Short Sale Support? Fill out our form below to let us know the details of how we can help and we’ll reach back out shortly!
			
				
				
				
				
				
                
                        First Name*Last Name*Email Address*
                            
                        Your Role?Your Role?AgentSellerBuyerStateStateAlabamaAlaskaArizonaArkansasCaliforniaColoradoConnecticutDelawareDistrict of ColumbiaFloridaGeorgiaHawaiiIdahoIllinoisIndianaIowaKansasKentuckyLouisianaMaineMarylandMassachusettsMichiganMinnesotaMississippiMissouriMontanaNebraskaNevadaNew HampshireNew JerseyNew MexicoNew YorkNorth CarolinaNorth DakotaOhioOklahomaOregonPennsylvaniaRhode IslandSouth CarolinaSouth DakotaTennesseeTexasUtahVermontVirginiaWashingtonWest VirginiaWisconsinWyomingArmed Forces AmericasArmed Forces EuropeArmed Forces PacificPhone NumberAny other details you would like us to know?

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## What We Do
URL: https://shortsaleexpeditor.com/what-we-do/

What We Do
			
			
				
				
				
				
			
				
				
			
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
  
    Realtors®  & Brokers
    WE'RE HERE TO HELP YOU
  
  We have the expertise and the work force to get the short sale approved for you. That way you can focus on what you do best: list and sell property! We handle short sale deals throughout the state of California and beyond.
  Learn more about us 
  We can assist you with what you do best: list and sell properties. Our experts will negotiate with the lenders and get you the discounted amounts on the loans so you can close the transaction quickly and efficiently. We will do all the work for you. All you have to do is collect paperwork, get an offer, and then close the deal.

			
			
				
				
				
				
				
				
				
				
				
				
			
			
				
				
				
				
			
				
				
				
				
				
				
				
				
				
				
				Whether you have done a short sale on your own or have been hearing that short sales are the way to go and don’t know how to get started, Short Sale Expeditor® is here to help you.
GET SHORT SALE SUPPORT
			
			
				
				
				
				
			
				
				
			
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
			
				
				
				
				
				
  Spend Your Valuable Time Selling Properties
We handle the tedious details of the lender communication and negotiations. We know your time is valuable. Let us help you increase your earning potential by showing you the benefit of outsourcing administrative tasks!
  GET STARTED

			
			
				
				
				
				
			
				
				
			
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
			
				
				
				
				
				
   DO YOU ...
  
    Have clients that owe more on their property than the fair market value or have little equity that won’t be enough to satisfy your commission for the hard work you do and the closing costs?
    Know that your clients are unrealistic about the list price in hopes of breaking even?
    Start the short sale process and then find that there is a lot you do not understand or just don’t have time to complete in a timely matter?
  

			
			
				
				
				
				
				
				
				
				
				
				
			
				
				
				
				
				
   YOU CAN ...
  
    Increase your earnings even in this declining market!
    Get more new buyers!
    Become a short sale specialist!
    Help your sellers with a positive solution to a negative situation!
    Sell more homes!
  

			
			
				
				
				
				
			
				
				
				
				
				
				
				
				
				
				
				To learn more about how we can help you with your short sales, contact us today!
CONTACT US
			
			
				
				
				
				
			
				
				
			
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
				
    
    
      
    
    
    ...truly knowledgable about the short sale process and is an asset to those who need assistance in the short sale process
      Carla M., Buyers Agent Portland, LLC
  
  
  
    
      
    
    
    ...probably one of, if not the most, excellent short sale facilitators I know... I've closed over 70+ short sale transactions
     Ralph G., Metro Life Homes
  
  
  
    
      
    
    
    Melissa and her gang of short sale negotiators are very well-informed and conscientious. They've gotten results for me on several of my short sale transactions
     Bob H., Krueger Realty
  
  
  
    
      
    
    
    ...the top short sale broker in California! ...A track record of 99% successful short sale acceptance
     Regina B., California Coast & Country Homes, Inc
  

			
			
				
				
				
				
			
				
				
				
				
				
				
				
				
				
				
				Get Started
Need Short Sale Support? Fill out our form below to let us know the details of how we can help and we’ll reach back out shortly!
			
				
				
				
				
				
                
                        First Name*Last Name*Email Address*
                            
                        Your Role?Your Role?AgentSellerBuyerStateStateAlabamaAlaskaArizonaArkansasCaliforniaColoradoConnecticutDelawareDistrict of ColumbiaFloridaGeorgiaHawaiiIdahoIllinoisIndianaIowaKansasKentuckyLouisianaMaineMarylandMassachusettsMichiganMinnesotaMississippiMissouriMontanaNebraskaNevadaNew HampshireNew JerseyNew MexicoNew YorkNorth CarolinaNorth DakotaOhioOklahomaOregonPennsylvaniaRhode IslandSouth CarolinaSouth DakotaTennesseeTexasUtahVermontVirginiaWashingtonWest VirginiaWisconsinWyomingArmed Forces AmericasArmed Forces EuropeArmed Forces PacificPhone NumberAny other details you would like us to know?

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## Our Blog
URL: https://shortsaleexpeditor.com/blog/

Our Blog

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