SHORT SALE FLIPS & REALTOR/SELLER OBJECTIONS

[Tim Silvers]

I was recently told by a realtor that she could not refer deals to me because the seller felt that my lower offer would result in a higher deficiency and the resulting proportionate increase on a promissory note to the seller. I'm not concerned with respect to a deficiency resulting in a 1099-C, as a seller is protected against either via the Mortgage Debt Relief Act (owner-occ) or via insolvency (non-owner occ), although educating and convincing a misinformed lay person or realtor can be quite a challenge on the tax forgiveness issue as well.

Another frequent objection from sellers and agents alike is that because my offer is so low, it will create an unecessary delay when they're of the belief the bank will most likely deny a "lowball" investor offer in the end - and all those weeks or months in which an offer at or close to market value could've been accepted were forfeited in vain.

What are some of the techniques for overcoming these objections that actually have worked in the real world and not just theory?