Current studies show that over 6 million homeowners in the country are potentially facing foreclosure. However, initiating the conversation to find out if a homeowner needs your services can sometimes be uncomfortable or even offensive.  That’s why we have a refined a script that works well in any situation, whether you are on the phone or in person, and we call that script the “Distressed Property Rescue Script.”

It’s simple, effective and most importantly it makes homeowners feel comfortable to open up about their situation.  This is not a sales call, or a referral call; it’s a rescue call.

Here’s the script:

“Do you, or someone you know, owe more on your property than what it is worth and you don’t know what to do?”

This may sound like a simple question, but each word is designed to elicit a specific response.

Let’s take a look at this script and explain why each section is important.

“Do you, or someone you know.” Adding the part “someone you know” is non-accusatory and let’s the person off the hook.  It may also trigger a memory of someone they know who is in trouble which allows you to connect to their market.

“owe more on your property than what it is worth.” Leaving out the words “foreclosure” or “short sale” are important because studies have shown that 65% of homeowners do not understand these terms or know what they mean.  They do understand, however, that they are late on payments and that is something they can definitely relate to.

“you don’t know what to do?” This last section is the most important part.  Foreclosure is an ambiguous term, one the homeowner may not relate too or even understand.  Not knowing what to do has personal implications that every person can recognize, so by communicating in a way that has meaning you help people open up.

When CDPE’s call qualified clients and use this script they report 5 out of 10 and in some cases 10 out 10 calls resulting in referrals.

Begin calling past clients today.  Use this script to generate more listings and, more importantly, help someone in your database that already knows you.

Watch the Rescue Script video on You Tube.

Mortgage modification scams made the list of the Better Business Bureau’s Top Scams of 2011, with more than 20,000 complaints. Sadly, there are countless organizations out there preying on desperate homeowners.

That’s why trained, qualified real estate agents are needed now more than ever. The nationwide network of more than 35,000 CDPE-designated agents has helped hundreds of thousands of homeowners find a dignified solution in difficult times.

But distressed homeowners aren’t the only ones being targeted. Unfortunately, even well intentioned agents have been caught up in increasingly sophisticated mortgage fraud scams.

Don’t let it happen to you! Join Alex Charfen for a FREE Webinar:

[FREE Webinar] Short Sale Fraud – What One Agent Didn’t Know that Cost Him His License
Wednesday, January 25 at 2:00 p.m. EST

Register today!

The good news? According to RealtyTrac’s Year-End 2011 U.S. Foreclosure Market Report™, total U.S. foreclosure activity and the foreclosure rate were both at their lowest annual level since 2007.

The bad news? Foreclosure levels were artificially lowered due to delays following the robo-signing scandal. However, those delayed foreclosures will likely reappear in 2012.

“There were strong signs in the second half of 2011 that lenders are finally beginning to push through some of the delayed foreclosures in select local markets. We expect that trend to continue this year, boosting foreclosure activity for 2012 higher than it was in 2011,” said Brandon Moore, chief executive officer of RealtyTrac.

Fortunately, both the financial and government sectors are more committed than ever to finding alternatives to foreclosure, including short sales. In fact, Bank of America expects a 60-70% increase in short sale closings this year.

Agents need to be prepared to assist distressed homeowners during the upcoming surge in foreclosure filings. If you’re not already a Certified Distressed Property Expert®, you’re missing out on an incredible opportunity to serve your community while growing your real estate commissions. Click here to watch a FREE PREVIEW of the CDPE Designation Course to find out how you can get started today!

Fannie Mae revealed its new Unemployment Forbearance Program, which mortgage servicers are required to implement by March 1 for all Fannie Mae-owned and backed loans.

Servicers can now provide up to six months of relief for eligible unemployed borrowers without Fannie’s review and approval. Borrowers may also apply for an additional six months of forbearance, for a total of 12 months.

Fannie’s announcement follows a similar move by Freddie Mac.

To find out if your loan is backed by either GSE, use the “Fannie Mae Loan Lookup” or “Freddie Mac Loan Lookup” tools on the Useful Links section of our website.

It’s important to note:

• This applies to Freddie Mac-owned or guaranteed loans only.
• There is ACTION required. The homeowner must contact the servicer to request the forbearance.
• Delinquent borrowers in an existing short-term forbearance plan can be evaluated for an extended forbearance term under the new policy. Again, homeowners will need to contact their servicer to apply.

For more information, watch Alex Charfen’s latest Video Blog Post!

In an effort to shorten overall cycle times, Bank of America has reduced the window for submitting a backup offer on a short sale from 14 days to eight days after the initial offer becomes invalid.

Once a backup offer becomes necessary:

• Contact your short sale specialist immediately to let him or her know you have a backup offer to submit.
• Within eight calendar days, resubmit the listing data, submit the short sale offer, and upload the offer documents and supporting documents.

Note: All backup offers will require approval, regardless of similarities to the previous offer.

If no backup offer is available:

• The short sale will be closed in Equator by your short sale specialist.
• You should return to marketing the property.
• You may initiate a new short sale in Equator when you receive a new offer on the property.

For more great tips on getting Bank of America short sales approved, download our FREE report!

Their findings indicate “the national housing recovery will continue to be gradual and slow without any significant changes in markets.”

Veros predicts up to four percent appreciation in the strongest markets, including Fargo and Bismark, North Dakota; the Washington, D.C. area; Honolulu, Hawaii; and Anchorage, Alaska.

Veros projects the five weakest markets—which include areas of California, Nevada and Florida—to depreciate five to six percent over the next year.

While this is welcome news for the country’s strongest markets, the reality is, 1 in 5 homeowners are underwater on their mortgage. For many of them, the recovery isn’t coming quickly enough. Housing prices remain 33% below 2006 levels, so even at four percent appreciation, millions of homeowners remain in serious peril.

Find out how you can join the 35,000 CDPE-designated agents who are trained to help these homeowners out of a difficult situation, while growing your commissions in a challenging market!

Among the key findings on current market conditions:

• Housing prices remain 33% below their early 2006 peak
• Currently, 1 in 5 mortgage holders are underwater (12 million homeowners)
• In states with the price declines (i.e. Nevada, Arizona and Florida) roughly half of all mortgage borrowers are underwater on their loans
• The number of properties currently in the foreclosure process is more than four times larger than the number of properties in REO inventory

The white paper suggests that no single solution exists and that progress will come through “persistent and careful efforts to address a range of difficult and interdependent issues”—a position we have always stressed.

Among these efforts, the paper strongly recommends incentives for alternatives to foreclosure, namely a short sale or deed-in-lieu.

The white paper also emphasizes a fact we are all too aware of: foreclosures drive down property values in the surrounding area and lead to a “ripple-effect” that harms homeowners, lenders and taxpayers alike.

Watch my Video Blog Post to hear more insights on the Federal Reserve’s recommendations.

A great place to start your outreach campaign is a list of NODs. Notices of Default, or NODs, are legal notices sent by a mortgage servicer to a homeowner who is 90 days late on their mortgage.

With a few simple modifications, you can use many of the same marketing techniques with NODs that have yielded you results when prospecting for traditional listings. For maximum impact, utilize the following:

Multi-touch Approach

Don’t expect results after one call, mailing or door knock. The foreclosure process can take months, and many distressed homeowners will refuse to face the reality of their situation until their time has run out.

As with any effective outreach campaign, follow the “Rule of 7,” which states that the majority of prospects need to be contacted a minimum of seven times before they notice your message. Distressed homeowners, who are often in denial of their situation, may require even more touches. Stick with it; persistence is key when marketing to NODs.

Multi-method Approach

Not all homeowners will respond to the same type of messaging. A consistent but varied approach to outreach will often yield the best results.

Include the following elements in your NOD outreach campaign:

• Letter
• Postcard
• Free Report
• Door Knock with Flyer or Door Hanger
• Handwritten Note
• Foreclosure Avoidance Seminar Invitation

Be sure to include your contact info, including a website address where they can download informative resources (such as a free report with foreclosure avoidance tips) in exchange for their name, email and phone number. This will help you track the success of your outreach and enable you to follow up with interested leads.

Get in a “Saving” Mindset (not a “Selling” One)

Before you begin your outreach, get centered and set the intention that you are going to help the person you are contacting.

When you have a long list of NODs to tackle, it’s easy to forget there’s a real family on the other end, and they are probably going through one of the most difficult times in their lives. The threat of losing your home is frightening and highly emotional. Be respectful, and always set out with the intention of helping instead of selling.

Additionally, don’t imply that you know the homeowner themselves is in financial distress. For example, when door knocking say, “I’m out here today to let my neighbors know that if they or someone they know is behind on their mortgage payments and doesn’t know what to do, I am here to help.”

Now that you’ve connected with homeowners in your area who need help, make sure you’re listing their property the RIGHT way. Download our FREE report: The 5 Steps to Listing a Successful Short Sale!

Whenever possible, I make it a point to seek out and take advantage of media relations opportunities as they arise. I see national television appearances and even local newspaper coverage as a great chance to represent you and to reinforce the value of the CDPE designation. It’s an ongoing strategy and I cannot urge you enough to cultivate the media in your own market.

The fact is, successful media relations is very much within your skill set as a top-producing real estate agent.  It’s a matter of consistently reaching out, adding value, knowing your scripts, and owning the message.

Remember: there are at least two ways to view any issue. Opportunity in Chaos is one of the underlying tenets of our company.

Always be prepared to position housing news to your advantage.  On the surface, there’s nothing good for a homeowner in the fact that their home values have declined, but as I mentioned in on Fox this morning, declining home values can mean lower property taxes.  Make it your job to point this out to your clients.

After viewing the above broadcast, consider forwarding it to your sphere (including local reporters), via Facebook, Twitter or email.  Include a value-added message along the lines of: “Here are some end-of-year housing tips for you from the company I’m connected to for training and expertise concerning our real estate market!”

The number of new foreclosures increased by 21 percent during the quarter, partly due to servicers lifting the voluntary “foreclosure freeze” implemented in late 2010 as a result of the robo-signing scandal.

The overall increase has resulted in the number of foreclosures in process increasing to 4.1 percent of the overall portfolio, or 1,327,077 loans, at the end of the third quarter of 2011.

This supports RealtyTrac’s latest data, which also predicts increased foreclosure activity in 2012.

“November’s numbers suggest a new set of incoming foreclosure waves, many of which may roll into the market as REOs (bank-owned homes) or short sales sometime early next year,” said James Saccacio, co-founder of RealtyTrac, in a statement.

Agents can help stem the tide of foreclosures in their market by educating distressed homeowners on alternatives, such as short sales.

Click here to learn more about how you can save families from foreclosure while growing your real estate business in 2012.

Fannie Mae and Freddie Mac offered some relief to such families by announcing an “Eviction Moratorium” through January 2, 2012. During this time, families living in foreclosed homes will not be forced to leave, though legal proceedings may continue as scheduled.

Undoubtedly, Fannie and Freddie’s efforts will prove comforting to homeowners who find themselves in this situation. However, the relief is short lived.

Remember, the “eviction moratorium” is only a short reprieve, so we urge you to continue reaching out to homeowners during the holiday season. Simply knowing that options exist can provide them with peace of mind. And during the holidays, a little peace of mind is an invaluable gift.

If you are not yet a CDPE and would like to learn how you, too, can help homeowners in distress, watch our FREE PREVIEW of the CDPE Designation Course.

Highlights include:

• When a short sale is submitted with an offer and the homeowner is HAFA eligible, BOA will no longer halt work on the file while waiting to contact the homeowner.
• Short sales initiated on Equator.com that receive a HAFA eligibility message no longer require homeowners to call Customer Care to confirm their interest.
• If homeowners wish to participate in HAFA, agents must submit the requested documents within 14 days.  (Note: the 14-day period begins the day the HAFA solicitation letter is mailed to the homeowner. Agents can obtain the date of the letter from the homeowner.)

These changes impact all short sales submitted with an offer in which the homeowner is eligible for the HAFA program.

Want more info on incentives available to homeowners through the federal government’s HAFA Program? Access our FREE video and report for all the details!

In a revealing profile, the Westlake Picayune’s Dale Anderson takes an in-depth look at our founders Alex and Cadey Charfen’s humbling fall into bankruptcy and triumphant rise to success.

After riding high on the South Florida housing boom, the Charfens came crashing down as the market turned, losing their Boca Raton home and 23 investment properties to foreclosure in 2007.

This is a familiar story. But it takes an unfamiliar twist when the young couple—left bankrupt and desolate—decide to turn their misfortune into a vehicle to help others.

Since launching the Certified Distressed Property Expert® Designation in January 2008, Alex and Cadey have helped more than 35,000 real estate agents grow their businesses during the worst real estate market in decades, while saving countless homeowners from foreclosure.

It’s an inspiring story that many of us in the real estate industry can relate to.

These past few years certainly haven’t been easy. But those of us who have survived—while helping to rescue our neighbors from foreclosure—have already begun to reap the rewards.

Click here to view the full Westlake Picayune article: Bounce Back.

Bob Hora provided insight into Bank of America’s evolving approach to managing their distressed mortgage portfolio, which includes plans to increase short sales by as much as 60 – 70% next year. To achieve this increase, Bank of America is improving their short sale process and implementing a number of new programs to help both homeowners and agents.

In CDPE’s newest report, we detail the information covered in the broadcast, such as Bank of America’s new community outreach campaigns and homeowner transition guides. You’ll also learn how increases in manpower and improvements to Equator will effect you, the agent, and the homeowners you serve.

Download your copy of the report today!

The article references major lenders—including Bank of America, JPMorgan Chase and Wells Fargo—that are offering cash incentives at closing for distressed homeowners who successfully close on a short sale.

In many markets, these attractive incentives have helped short sales outpace foreclosures, resulting in a “win-win” situation for the banks, homeowners and community at large.

Get the inside scoop on Bank of America’s new program to increase short sale closings by 60 to 70% in 2012. Click here to watch our exclusive interview with Bank of America SVP Bob Hora!

(Photo courtesy of IowaPolitics.com)

In a recent blog post, CNBC’s Diana Olick slams the Republican presidential candidates’ plans for solving the nation’s housing crisis.

Political beliefs aside, Olick makes some astute observations regarding the bank’s preferences for short sales over foreclosures and the important role that Fannie Mae and Freddie Mac play in keeping the market liquid.

Given the major impact housing has on the overall U.S. economy, it’s vital that our political leaders have a thorough understanding of these issues.

The biggest mistake we see politicians make, however, is to claim they have a new plan or program to fix the housing crisis. The reality is, no such “magic bullet” exists. What’s needed is a series of rational financial decisions that will eventually return us to a rational housing market.

Little by little, the housing market is coming back. It’s not going to happen overnight, and it shouldn’t. While creating temporary relief, a return to the irrational housing boom of the past decade would only create future instability.

Educated and experienced real estate agents are playing a crucial role by getting homeowners out of houses they can’t afford, and qualified buyers into existing inventory in a responsible way. Savvy investors have already returned to the market and are helping to relieve oversaturation and fill the increased need for rental units.

If we can change the misconception that housing is a risky investment, we will also see the return of primary homebuyers, and a return to stability in the market.

*************

Learn more about the role of Fannie Mae and its new Short Sale Assistance Desk, created to help agents get short sales closed faster. Watch our exclusive interview with Fannie Mae VP Marcel Bryar or download our free report.

TransUnion ascribes the increase to the tumultuous economic climate. Continued high-rates of unemployment and a caustic stock market hurt homeowners’ financial stability and leave many unable to pay their mortgages.

This increase in the national mortgage delinquency rate shows that Certified Distressed Property Experts (CDPEs) are needed now more than ever.

CDPEs have the resources, systems, and knowledge to help homeowners in distress exit with dignity.

For more information on CDPE and what the training can do for you, watch a free preview of the course here.

Alex Charfen and Bank of America’s Bob Hora during industry-wide broadcast

When the book is written on how our country emerged from the foreclosure crisis, chances are that Bank of America’s broadcast from the Charfen Institute studio last week will be cited among the turning points. If any of you missed my interview with Bob Hora, Senior Vice President of Mortgage Servicing at Bank of America Home Loans, you can click here to view the broadcast in its entirety.

As the nation’s largest loan servicer, Bank of America’s influence cannot be underestimated. And with 35,000 real estate agents having been trained in the Certified Distressed Property Expert (CDPE) curriculum, the influence of CDPEs cannot be underestimated either. It’s no wonder than tens of thousands of industry members joined us on the call.

Together, we represent two of the housing industry’s most prominent powerhouses that have stepped up in alignment to do what it takes stem the tide of homes going into foreclosure.

For those of us who have been helping distressed homeowners to negotiate short sales for any length of time, the mere fact that banks and short sale agents are now sitting on the same side of the table declaring a mutual commitment is a quantum leap forward. And this is just the beginning.

What’s important for you to know as a CDPE agent is that it’s no accident that Bank of America chose our Charfen Institute studio as the location from which to announce its increased momentum to accelerate short sales. Your training, your effectiveness and your commitment to your clients has captured the attention of major banks. Banks have made it clear that they hope to work with agents like you who have the education and professionalism to efficiently navigate short sale transactions through to completion.

Your CDPE designation means more now than ever before. Make sure your clients and your market is clear on your competitive edge and what you have to offer. And more importantly, make sure that you are continuing to build your business and sharpen your edge with the latest strategies and support that we have to offer.

“Never doubt that a small group of thoughtful, committed citizens can change the world. Indeed, it is the only thing that ever has.”
Margaret Mead

This week’s announcement that CDPE trained agents have surpassed the 35,000 mark is a significant milestone in the recovery of our country’s real estate market.

35,000 thoughtful, committed agents who have what it takes to help homeowners at the end of their rope, to avoid foreclosure are having a huge impact. One homeowner at a time, we are stemming the tide of foreclosure, giving hope, and keeping homes in the hands of families—and off the books of banks.

When we look back at the humble, but highly committed, beginnings of this company and the awesome agents who have gotten on board with us every step of the way, it is not hard to believe that anything is possible.

A recent conversation with Denise Nuno, who is an agent with Taylor Realty Associates in Dallas, summed up for me what we are all about as a company.

Denise said that at the time she met her client, he had $30 to his name and was about to have his utilities turned off. Feeling no reason for hope, his plan was simply to walk away from his home. Denise talked him into taking a shot at a short sale, and he gave her to the end of the month to make it happen.

Denise helped him to sell his appliances so that he could pay for basic living expenses and she got a donation from a rescue organization that she supports so that he could feed his dog.

“At the end of the four-week mark,” she said, “I asked him if he could hang in and by that time, he was totally different. His attitude had shifted from ‘why bother,’ to being very engaged in the process and working hard to make sure his home was in shape for every showing and attractive to a buyer.”

The offers came in, the short sale was approved and Denise said that “It was a very exciting to witness his transformation as he realized that he was going to have a chance to start over in a new location. He now has a new job that he loves, and things are going well.”

And here’s the part of my conversation with Denise that I trust all of us can relate to in some way:

“Nothing I’ve ever done in my life has made me feel better about myself than helping my client to get a new lease of life. It’s beyond belief.  I really could not do anything that could make me feel better about what I’m doing with my life. As a CDPE agent, I am very fortunate to be able to help people in such a meaningful way.”

The new HARP is by no means a game changer, but the media’s attention will spark questions from your clients. Your ability to offer an informed perspective is critical to the value you bring to the relationship.

Here’s essentially what we’ve had to say about the revamped government mortgage refinancing program:

HARP 2.0, as the media has started to refer to it, has some merit, but it’s scope is very limited and it will have little or no impact on foreclosures or the estimated 6.4 million homeowners nationwide who are behind on their mortgage payments. The new HARP just expands the net of those who were eligible for help under the original version.

HARP was created in April of 2009 to help borrowers whose loans were backed by Fannie Mae or Freddie Mac, but did not have enough equity or negative equity to refinance. Under the original version of HARP, borrowers who were current on their payments and owed up to 125 percent of the current value of their homes could refinance their mortgage.

The original HARP fell short of expectations. Over the past two and a half years, only 838,000 homeowners have benefited from the program. The new HARP has broadened the base with looser eligibility requirements.

Borrowers with FHA, Fannie Mae or Freddie Mac mortgages that were sold to Fannie or Freddie before May 31, 2009,  will be able to refinance, no matter how far underwater they are. Banks will only have to verify that borrowers have made their last six payments, that they’ve haven’t missed more than one payment over the past year, and that they have a job or another source of regular income.

Other key changes:

• Appraisals are no longer required if there is a reliable automated valuation model (AVM)–a significant hurdle in the previous plan.
• Risk-based fees have been eliminated for borrowers who refinance to 15-year mortgages.
• Existing mortgage insurance coverage can be transferred much easier than under the original HARP.

While the new HARP won’t help homeowners who are behind on their payments and at risk for foreclosure, it is a welcome relief for homeowners who have been caught in the Catch-22 of not being able to refinance because they owe more on their mortgage than their home is worth, and at the same time, don’t qualify for a short sale or a loan mod because they are current on their payments and still have  income and assets.

More money into the pockets of this segment will mean more dollars back into the economy, potentially heading off strategic defaults and keeping and stemming the tide of homes entering the foreclosure pipeline.

Bottom line: Our clients are looking to us for answers and perspective. The new HARP plan presents an awesome opportunity to reach out and connect.

Need to check whether you clients’ mortgages are guaranteed by Fannie Mae or Freddie Mac?  Go to:
http:loanlookup.fanniemae.com/loanlookup/
https:ww3.freddiemac.com/corporate

The excerpt from following email that I received last week from Joe Pryor with Redbud Realty & Associates in Oklahoma City, is testimony to the caliber of people who have joined forces with us. Joe had participated in our LEAD Experience event earlier this month, and participated in the tour of our offices on the second day of the three-day LEAD Experience event.

Alex,

As always, I am grateful for what you and Cadey and all the team have created. There is nothing like it in real estate for its energy, and like Steve Jobs you have defied conventional wisdom when you say it was not wisdom at all. That I hope will be a lasting legacy. I need to share a few observations. I visited twice last year and this time I thought that maybe the Huddle would be old hat and it was not. I was impressed with an extra energy but maybe the energy was also in me and I just connected better.

I am always impressed that with all the folks there because I never feel like a guest, rather as one of a team trying to do great things. As for LEAD: what a concept or maybe I should say a dream in honor of your inspiration from Martin Luther King, Jr., that “Almost always, the creative, dedicated minority has made the world better.”

Joe Pryor

Thanks for sharing your thoughts with us, Joe. It is a privilege to be a part of your life and the lives of so many determined business owners such as yourself who inspire us every day with their determination to let go of limits.

Looking to experience exponential growth first hand? Sign on for our Year-End Launch
and take part in a 12-week campaign to ensure that the 4th Quarter is your strongest of the year and that your success in the coming weeks fuels a powerful momentum as you enter 2012.

Here’s an excerpt from the column in which my response appeared on Oct. 12:

The biggest problem in housing right now is that we are still dealing with the issues from the boom and too many people want to somehow find a magic bullet or program to fix everything. There is no such program, and while in many cases, the programs that have been launched are working, we need to allow this financial process to run its course.

The continued call for government stimulus or a jumpstart is troublesome, since many interventions have caused market anomalies or confusion. Also, the continued pressure to “provide a solution for the housing market” is tantamount to providing a single solution to the health care crisis—there isn’t one. What’s needed is a series of rational financial decisions that will eventually return us to a rational housing market.

The perception that a healthy market is a return to 2004-2007 is a dangerous one. We have seen first-hand just how unhealthy and unstable that market was.

Little by little, housing is coming back, and housing is more affordable than it has been in many consumers’ lifetimes. If we can cure the perception that housing is somehow damaged, we will see a return to primary home purchases. We are already seeing the return of both domestic and international investors. In some markets, this is actually driving an inventory shortage.

In summary, we are in a saw-tooth recovery and we will see housing indices go up and down at monthly or quarterly intervals for the forseeable future. This is predictable. As inventories swell, prices go down and sales increase. As inventories constrict, the opposite happens.

The challenge is that each fluctuation is seen by the media as either a recovery or a (double, triple, or quadruple) dip. The housing market traditionally runs in 7- to 12-year cycles, yet the media runs in 7- to 12-minute cycles.

The perception that housing is erratic is driving buyers away and providing investors with a major opportunity. An educated consumer today is one who is purchasing if they can.

The numbers are already telling the story. Here are the results that CDPEAdvanced member Cindy Keil with RE/MAX Masters in NW Ohio and RE/MAX Metro in Layton, Utah reported after one week:

I received several calls last week from our website, as well as the emails and hand-written notes that we sent. We reviewed options with them and listed six homes. We’ve decided to continue to work hard and help as many homeowners as possible. We’re ready to rock and roll!

And that’s exactly what the Year-end launch is all about! Click here to learn more or to sign up today!

The recent spike in foreclosure starts stands to swell the ranks of the 6.3 million homeowners who are already in some phase of the foreclosure process. Far too often, financially strapped homeowners who don’t know where to turn and who to trust end up allowing their home slip into foreclosure without reaching out for help.

The Fourth Quarter Launch is all about changing that for tens of thousands of homeowners, and in the process, changing the growth trajectory of your business.
Here at the Charfen Institute, we know a few things about exponential business growth. We ranked No. 21 on the 2011 Inc. 500 List of America’s Fastest Growing Private Companies, based on a three-year growth rate of 8,007%. I can’t emphasize enough that one of the most important things any business owner can do is commit to a laser-sharp focus during the fourth quarter when so many other real estate professional are scaling back for the holiday season.

Starting October 3, we’ll be in contact with Launch participants every day, sharing one activity and one resource that should take between five minutes and an hour to execute within your market. Those who leverage these market-leading resources and commit to becoming more disciplined and more determined than ever before over the next three months, stand to change the entire growth trajectory of their business.”

The potential of this campaign cannot be underestimated. The prospect of helping one just family to avoid foreclosure is extremely powerful and collectively, over the next three months, we are positioned to reverse the course of tens of thousands families lives, while saving neighborhoods, communities, and our country, from the blight more foreclosed properties on the landscape.”
Click here to sign up for the CDPE Fourth Quarter Launch, and click here to learn more about becoming a CDPE agent.

The other significant news that has barely been reported is that while banks’ hands have been tied in moving forward with foreclosures for the past 10 months or so, they were shoring up their short sale infrastructures—creating huge cash incentives for financially strapped homeowners, focusing on efficient approvals, and developing systems for reaching out to CDPE agents to help borrowers navigate a short sale.

The combination of these forces is creating an environment that is more in need of a CDPE agent’s expertise than ever before. Homeowners who are headed toward foreclosure in your market are desperately in need of a financially intervention and no one is more qualified than a CDPE to fill the void.

Now is the time to reach out and share the news that the time for complacency about mortgage payments is over. Banks mean business now and homeowners who don’t take quick action to get a short sale process in the works may find themselves headed toward foreclosure faster than they expected.

Not yet a CPDE agent? Click here to learn what being a Certified Distressed Property Expert is all about.

CDPEAdvanced Members: We’re sending out a customizable blog post along with the Sept. 20. registration email that concerns the kinds of incentives that lenders are offering to encourage delinquent borrowers to pursue short sales. Be sure to post it to your own site.

Let there be no doubt. We are in the heading into an opportunity like we’ve never seen before to reverse the life trajectories of millions of homeowners, while creating clients for life. Arm yourself with every resource to ensure that you optimize it.

It’s a complicated topic and the debate is going to continue, but I was thrilled to add my input to this important issue. About once a week, in fact, I’m contacted by a representative from a national news organization and invited to participate in a broadcast concerning an issue affecting the housing industry. I participate whenever my schedule allows.

I learned early in my career that both print and broadcast journalists are always on the lookout for informed sources, and when they find someone who is knowledgeable and responsive, they call back. I also learned that there is absolutely no substitute for the credibility and market visibility that stems from positive press coverage.

That’s why we encourage CDPE agents to step up and make sure that their local media knows that they are the local market experts on distressed properties. As a start, we’ve developed press release templates for CDPE agents to send to their local media when they’ve achieved their CDPE designation, and for CDPEAdvanced Members, the media relations support is far more extensive—including a new customizable press release every month.

Issues surrounding distressed properties are in the news like never before, which means that CDPE agents have an awesome opportunity to leverage their expertise and let local editors know that they are on the front lines of this market.  The resources tab on our CDPEAdvanced site includes an awesome Media Engagement checklist and tutorial that serves as a starting point.

Now is the time to for CDPE agents to build relations with the media, and for those who are looking for the content and the support to optimize their impact, there’s no better resource than the CDPE Advanced membership. Click here to learn more or to join NOW!

As many of you know, major mortgage lenders in this country, including Chase, CitiMortgage and EMC, have recently sharpened their focus on foreclosure avoidance. As a part of that initiative, they are proactively putting mortgage holders who are delinquent on their payments in touch with a CDPE agent who can help them to understand their options and possibly begin pursuing a short sale in time to avoid a foreclosure.

And how do they locate CDPE agents? The “Find a CDPE Near You” feature on www.cdpe.com. In other words, if you are a CDPE and your contact information on the website is not updated or you are not making a point to answer your phone whenever you can, you are walking away from listings.

The following email message from Mark Cooper tells the story:

Alex:

I became a CDPE on Feb 19th  of this year. I shelved the info for a few month while I opened my new RE/MAX office.

On April 19th I received a call from a blocked number and thought it was going to be just another one of those never-ending calls I get of someone trying to sell me something. I was patient and the person introduced themselves as a representative of Chase and asked if I was interested in taking a short sale listing. I immediately said I would be happy to assist.

I asked where they got my name, which they replied “they pulled me off the CDPE website and I was the fourth person they tried to call but the only one to answer.” They immediately added the customer to the line and we set an appointment to meet. In hand with a binder full of forms & check lists I  listed my first short sale that day. I received a contract on 7/21/11 was able to get a short sale approved 7/24. We closed the transaction on 8/29. The seller received $25K Chase bonus + $3K HAFA . He was excited to say the least. I was also able to get approximately $5K in Tax & HOA liens taken care of for him. Not to mention, after my inspection I had a contractor take a look at his roof, file a claim and have his roof replaced at no charge due to an insurance claim. He has told me I have created a customer for life.

I wanted to say thanks for the CDPE program. I signed up for advanced and plan on taking this to the next level.

Best Regards,
Mark A.Cooper ,  CDPE, CPMS, GRI
CEO & Managing Broker
Missouri Licensed Broker/REALTOR

To update your profile or learn more about the CDPE designation, go to www.cdpe.com

As a CDPE-designated agent, you have a lot to offer your clients. High on that list is perspective.

The real estate market over the past few years has given us more perspective than many of us had ever hoped for. While we’ve seen our share of foreclosures, lost fortunes, market upheaval and uncertainty, we’ve also witnessed some amazing resiliency. That’s basically what the Charfen Institute and all of our members are all about – helping our clients out of dead-end financial situations, and giving them the direction and hope to seize new opportunities.

And you know it’s possible, because when you personally witnessed the end of business-as-usual in the real estate business and you took action and started building your business from another angle.

This week, when we got the news that the Charfen Institute ranks No. 21 on the 2011 Inc. 500 List of the fastest growing private companies in America, it was a profound affirmation of the power we all have to turn it all around.

This recognition is a celebration of all of you, our members and your determination to find solutions and move forward in the face of adversity.

Less than four years ago, Cadey and I were in bankruptcy court and numbered among the many casualties of the U.S. real estate market’s boom and bust.

Having learned a lot of lessons, we started over with zero debt, zero investor funding and some hard-won wisdom about leverage, personal worth and the need for values and a vision, to help others avoid the traps that we had fallen into. Since 2008, our company has grown by more than 8,000 percent.

Because we’re an educational company, we’ve tracked all the steps that we took along the way, verified it in the marketplace through research.  Looking to learn more? Check out our LEAD Experience website.

Those of us who are immersed in the big picture of helping homeowners to avoid foreclosure are perplexed, to say the least, by the fact that in the majority of foreclosures, a short sale is not attempted and a real estate agent is never even contacted.

Is this due to a lack of awareness of options? Misinformation? Denial? Distrust?

For you, as a CDPE agent who has earned the most important designation in the history of real estate, it’s never been more important to make sure your market knows who you are, what you have to offer, and the resources that you are tapped into.

Let’s begin with some recent updates on the company you keep and the perceived value of your CDPE designation within the highest ranks of the government and the banking industry:

• When Fannie Mae was looking to get the word out about its Short Sale Assistance desk, Marcel Bryar, Vice President, turned to us. I interviewed him on important updates within Fannie Mae at our Charfen Institute studio in a broadcast to more than 20,000 real estate professionals nationwide.
• When the U.S. Treasury wanted to ensure that the country’s leading distressed property specialists were clear on the benefits of its Home Affordable Modification Program (HAMP) and Home Affordable Foreclosure Alternatives (HAFA) program, Laurie Maggiano, Director of Policy at the Treasury’s Homeownership Preservation Office, reached out to CDPE agents during another live broadcast from the Charfen Institute studio.
• And when Bank of America, which services 25 percent of all of the country’s mortgage loans, had a big announcement about the bank’s new cooperative short sale program, Kimberly Dawson, Senior Short Sales Executive reached out directly to CDPE agents in a live broadcast, again, from our Charfen Institute studio.

It’s clear to the U.S. Treasury, as well as major banks and government sponsored entities such as Fannie Mae, that CDPE agents are the most trusted and best trained real estate professionals in the business when it comes to helping homeowners to navigate a dignified way out of an burdensome mortgage.  The question is, does your market know this? Do your clients realize that foreclosure is a financial disaster for all parties involved and that lots of resources at the national level have been devoted to making short sales feasible and efficient?

The CDPE Advanced campaign we are launching in September focuses on trust, and incorporates strategies and resources to overcome the trust barrier. Between now and then, I urge you to leverage every conceivable opportunity to let your sphere know that foreclosures are most often avoidable and that you are distinctly qualified to help them to navigate the best possible solution.

Click here if you are interested in getting on board before then as a CDPE Advanced member.