Typically, the co-op commission is non-negotiable (unconditional). There are, of course, limited exceptions; and, there are times when most of you have reduced your commission to save an escrow.
THIS BLOG IS UPDATED BY THE FOLLOWING FANNIE MAC FEBRUARY 24, 2009 Announcement:
Announcement 09-03 February 24, 2009 Servicing Miscellaneous Servicing Policy Changes – No Negotiation of Preforeclosure Sales Commission – Servicing Guide, Part VII, Section 504.02: Contacting Selected Borrowers Effective March 1, 2009, closing of preforeclosure sales may not be conditioned upon a reduction of the total commission to be paid to real estate agents to a level below what was negotiated by the listing agent with the borrower, unless the fee exceeds 6 percent of the sales price of the property in aggregate. Servicers are reminded that they must continue to obtain any approvals that may be required by interested third parties in connection with preforeclosure sales.
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Such a negotiation is between the brokers, is not to be a part of the Purchase Agreement, and should be addressed by a separate Addendum. Negotiating a commission simultaneously with the negotiation of a transaction is not proper, due to the fact that the selling broker is unable to entertain the commission negotiations while simultaneously negotiating the Purchase Agreement.
Plainly stated, the buyer’s agent gets put between a rock and a hard place, a no win situation, and must accept any reduced commission or the buyer may not get the home they desire. Thus negotiation – or reduction – of an MLS previously offered “co-op” commission during an escrow, which is made a part of a Purchase Agreement, is not binding against the selling broker and can be disputed after the close of escrow via a Greater Las Vegas Association of REALTORS® arbitration, under Article 17 of the REALTOR® Code of Ethics.
BUT WE HAVE A NEW RULE AND ONLY FOR SHORT SALES [MLS Rule Change]:
As a result of the “short sale” era in which we find ourselves, offered commissions may now be reduced during an escrow. [Note: Please review our new Short Sale Addendum]
The new rule is as follows:
That compensation payable to cooperating brokers may be reduced if the gross commission established in the listing contract is reduced by a court or by a lender. In such instances, the fact that the gross commission is subject to court or to lender approval and either the potential reduction in compensation payable to cooperating brokers or the method by which the potential reduction in compensation will be calculated must be clearly communicated to potential cooperating brokers in Agent to Agent remarks prior to the time they produce an offer that ultimately results in a successful transaction.” MLS 5.0
Plainly stated, if the lender instructs that the commission must be reduced in order to allow the short sale, the ‘offered co-op commission’ can be reduced. This is a complete shift from the hundred plus year rule and allows an outside party (who is not a party to the broker to broker MLS offering) to tell the selling broker that they will not be receiving their full offered commission.
Prudential®, Americana Group, REALTORS® is a 7% company and 3% co-op company and we do not encourage relying on this rule. However, if, in your investigation of your potential short sale, the lender has informed you that this , in fact, might occur here is the proper way to handle a potential co-op commission reduction as a result of a lender’s request.
If you have a short sale listing and require the ability to reduce our previously offered commission, you should read Short Sale Tips Dealing With Buyers and Agents by Sue Saunders, General Counsel, NVAR [NVAR Short Sale Tips]. Sue Saunders, Esq. shares in her “TIP” the proper way to document a potential reduction in commission.
Be sure that the purchase agreement and MLS indicate that the transaction is a ‘short sale’ and within the Agent to Agent Remarks state:
Transaction is subject to and contingent upon bank approval; the compensation offered through the MLS will be reduced if the lender(s) reduce the gross commission; any commission reduction to be split 50/50.”
Click Here to See My May 4, 2007 Blog on Short Sales
August 17, 2007 at 8:35 am
The Tip from NVAR Cousel starts…
“After the Sellers have secured an agreement with the lender (bank, mortgage company), they are ready to enter into a listing agreement with a broker and begin marketing the property.”
However the Countrywide presentation and the mortgage lenders short sale guide lines both make it clear that a purchase agreememt is required to initiate the consideration of a short sale. Thus no agreement exists on price or commission until an offer is made.
So it would appear that the entire meat of the MLS contract is out the window on a short sale.
I would think one should disclose that the price is also subject to bank approval as well as the commission.
August 17, 2007 at 9:39 am
The MLS offering remains valid. The Seller need not be in an “agreement” with the Lender prior, but it is a better scenario. If you are marketing a property for less than the current encumbrance (what is owed on it) it is a short sale and you should be in contact with the Lender as the listing agent and a part of your many discussions would/should be that you are offering this x amount of commission and you are earning this x amount on the listing side.
By stating that the sale is ‘contingent’ on lender approval, includes price.
August 26, 2007 at 2:23 pm
[…] by Darren Welsh under TGIF Legal Tips , Commissions , Contracts Please see my recent post on ’short sale’ reduced commissions in connection with this blog. I have a client that is interested in a certain […]
August 28, 2007 at 6:05 pm
The listing agent takes the listing most times knowing it is a short sale and the commission would be 5% — because why? they agree to it.
Then, because the listing agent agrees to take a lesser commission, Prudential changes their guidelines to all other sellers saying that this is a “different” situation and they can reduce the buyers agent co-op to 2.5% so that the client will get fewer showings?
REO as I understand is the same way. Only the REO agent gets lots of volume and the Buyers agent doesn’t.
I can’t quite figure out if this is consistent with our policies to above all provide the best representation for our clients in this market.
Hope this stimulates conversation….
August 29, 2007 at 11:11 am
Please remember, this is not a Prudential, Americana Group, policy, rather a National Realtor MLS ruling that allows a lending institution to modify a previously offered MLS offered commission, no matter the amount of listing/selling side.
March 29, 2008 at 7:44 am
[…] August 17, 2007 at short-sale-reduced-commissions […]
October 26, 2008 at 8:18 am
Emm.. I want to improve my aggressive show A JOKE! ) What does a dog get when it finishes obedience school? A pet degree.
October 26, 2008 at 6:40 pm
Most agents that I deal with have no problem getting a reduced commission on a short sale. I always tell them straight up that something is better than nothing and it”s true.
June 4, 2009 at 9:12 pm
I am due to close escrow this Friday however in the MLS it reads that Seller Office will recieve 4 percent commission. The lender will pay the 6 percent but the listing broker will not honor the 4 percent. Please help. Thanks
June 5, 2009 at 12:09 pm
If it is a ‘short sale’ then the listing broker has the power to reduce the commission, only if the bank lowers it first. The listing broker must also advise of this possibility in the MLS offering. Ensure escrow is aware you are demanding the full offered commission. If listing broker will not pay, enusure the debated portion remains in escrow.
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