At Voyance, that negotiation is led by broker Alex Silva, who has more than 30 years in real estate.
What the negotiation actually involves
Listing the home is the easy part. The negotiation is where short sales are won or lost.
- Building a complete hardship package so the file isn’t sent back.
- Answering the lender’s valuation (a BPO or appraisal) with comparable sales and repair costs when it comes in too high.
- Negotiating payoffs with second mortgage holders and HOAs, who can block a sale on their own.
- Keeping the buyer committed while the lender reviews the file.
- Reading the approval letter line by line before anyone signs.
Where short-sale files stall
- Missing paperwork.Lenders pause a file for one missing page. Tracking every request and deadline keeps it moving.
- A high valuation.If the lender thinks the home is worth more than the offer, the file stalls. Evidence of condition and recent sales can change that number.
- Junior liens.A second mortgage or HOA can refuse its share of the proceeds. Those payoffs are negotiated separately.
Read the approval letter carefully
An approval isn’t the finish line until the terms work for you. The letter sets the closing deadline, the net proceeds the lender will accept, and what happens to any remaining balance.
In Florida, a lender may be able to pursue a deficiency unless the approval waives it. Have a qualified attorney review the letter before closing.
Terms to check in an approval
- Whether the remaining balance is waived.
- The closing deadline and any extension terms.
- The minimum net proceeds to the lender.
- Required seller contributions, if any.
- How second liens are being paid.
Alex Silva, broker
Voyance Real Estate is led by its broker and owner, Alex D. Silva, who has more than 30 years in real estate and holds Florida broker license BK3153327.
Short-sale negotiation is his specialty: lender approvals, second liens, and valuation disputes.
He works with homes, condos, rentals, and commercial property across Central and South Florida, in English, Spanish, and Portuguese.
Negotiation questions
Is a short sale negotiator the same as a lawyer?
No. Alex handles the real estate sale and the lender negotiation. For legal advice about foreclosure, deficiencies, or bankruptcy, talk to a Florida attorney.
Can you negotiate with more than one lienholder?
Yes. Second mortgages, HOA balances, and other liens are a normal part of short-sale negotiation, and each needs its own agreement.
What if the lender counters the offer?
Counteroffers are common. Alex reviews the counter with you and the buyer, and responds with the evidence that supports the price.
General real estate information, not legal, tax, or financial advice.
Stuck with a lender? Let’s look at the file.
Tell Alex where the short sale stands and what the lender last asked for.