10th WEDNESDAY 1:30pm
Event Location Administrator Event Duration
Mastering the Short Sale Listing Appointment Queens Nancy Mosca 3.75hr
1. Understanding the short sale process 30 Min.

Ø Judicial process

Ø Arms length transaction

2. Realtor pre-listing due diligence 20 Min.

3. The realtor fiduciary role 15 Min

Ø Competence

4. The mindset of the seller 20 Min.

Ø Seller counseling session

5. Hardship reasons 10 Min.

6. The Benefits of doing a short sale 20 Min.

Ø Relocation assistance

7. Short sale package and title issues 30 Min.

Ø Liens & judgements

Ø Short sale application

8. Pricing the short sale to close 15 Min.

Ø Fair market value

9. The role of the BPO and appraisal 15 Min.

Ø Countering the bank

Ø Disputing the BPO

10. Working with a cooperative buyer 15 Min.

Ø Discussing the time frame

Ø Required documents

11. The pros and con between a short sale vs foreclosure 20 Min.

12. Alternatives other than a short sale if you qualified 15 Min.

Ø Forbearance

Ø Reinstatement

Ø Loan modification



RATIONAL: To provide the basic information to assist realtors in the short sale process. To see that there are conforming with the

responsibilities that come when taking a short sale listing.


Instructor, Realtor, Speaker, Trainer & Coach

Nancy Mosca is a licensed New York State Associate Broker and has been a Realtor for over 21 years. She is also a New York State Certified Real Estate Instructor and teaches for NYREI as well as Local, State & National Association's & the Real Estate Buyers Agent Council.

Nancy currently serves as Vice President for Queens County for the Long Island Board of Realtors. She serves as a Director for New York State & the National Board of Realtors. Nancy actively serves on various committees on the local, state & national levels.

With her experience as a Broker in the practice of real estate she adds a unique dimension to the courses she teaches. Nancy has developed personalized training programs for various corporations and groups based on their individual needs.

A believer in Realtor education, Nancy has earned the ABR, AHWD, BPOR, CBR, CIPS,CNE, EHO, GRI, ITI, MRP, PSA, RENE, SRS, SFR & SRES, designations and certifications. In addition, she has earned her Certification as a Human Behavioral Consultant and is a recognized member of the National Speakers Association.
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