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Home Ownership Matters,LLC
Mildred Wilkins - President |
Mildred Wilkins
President and Founder Author, Speaker, Trainer Pick the BEST speaker for your next event Widely recognized as an industry leader on issues of foreclosure intervention and loss mitigation, Ms. Wilkins provides presentations and trainings on today’s hottest real estate topics. If you are looking for an energetic, knowledgeable speaker, then you’ve found the right person. She is available for travel anywhere in the country, make your next event a successful one by selecting her to address your next event. You won’t be disappointed. Mildred Wilkins
Special Appearances
Availability As a keynote speaker for conferences, regional or state
Consultant - to help start-up groups who recognize an emerging problem with foreclosures and want help with developing a strategy for response Trainer-in-depth, practical, knowledgeable on the subject matter but able to connect with an understanding of YOUR local issues and laws GRI - instructor prepared to enhance the preparation your graduates will need to face the challenges of being a real estate professional in today’s foreclosure climate Workshop or “Clinic” Leader - Currently offered as FREE learning opportunities when you have hired me to present at your event Partial Client Listing
Hot Topics
Foreclosure Intervention Specialist Are your agents ready to intervene? Why should you offer this training to your members? Why should they invest time and money in this certification program? The simple answer is: New challenges require New expertise! Today’s licensees need the knowledge they will gain from attending this extensive training in order to handle the challenges they face every day in today’s foreclosure climate. The market has dramatically changed; their knowledge base must expand as well. The number of consumers facing foreclosure in your local market continues to increase. When defaulted borrowers search for someone/anyone who can help them figure out what to do about their mortgage situations they frequently call upon a real estate professional to see if there is the possibly of avoiding foreclosure by selling their house. The question: Are your agents ready to intervene when their clients owe more on the home than it is worth AND your current market conditions are declining? Are they familiar with strategies for selling a home in this kind of climate when the DOM (days on market) is increasing? New challenges call for new approaches. New approaches begin with new knowledge. Successfully intervening when the consumer is about to face foreclosure presents a new challenge for the real estate industry. It is important that licensees become knowledgeable about an area where they probably have no previous experience. It is an ethical concern that agents “not practice outside their area of expertise”. It becomes critical that the appropriate disclosures are presented, at the proper time. Likewise, learning the applicable state law about the foreclosure process and how the sheriff’s auction works is critical for today’s real estate professional to be prepared in order to advise and intervene appropriately. When licensees are faced with new challenges but have not been prepared to handle them appropriately they increase liability risk to the brokerage firm as well as to themselves. Foreclosure Intervention Specialist provides a solution to this problem. (FIS) is the registered trademark for a foreclosure intervention program created by Home Ownership Matters president Mildred Wilkins in 2005. The program was initially offered in Ohio and is currently offered in Ohio, Indiana, Kansas and Colorado with continuing education approval. It has been taught in Florida without CE approval. Kentucky and Nebraska are looking to join the states offering this program early in 2008. HOM expects continued expansion into as many as 10 new states during the upcoming year. The (FIS) certification program is the first such program for REALTORS in the country. It provides a broad scope of material which is critical when licensees are attempting to help consumers who are in default. Foreclosure Intervention is a new area of real estate expertise. Licensees find themselves in a position where consumers request their services in an area where they had previously little or no training available. Consequently an educational program of broad scope will best serve the needs of the licensee to develop competency of this important area. There is an array of programs available which focus narrowly on either short sale skill sets or a specific lender’s loss mitigation process. The utilization of a narrow skill set in the absence of a broader understanding of the foreclosure process in a comprehensive evaluation of the consumer’s entire housing situation will lead to selection of an action plan with limited opportunity of success. Why (FIS)? The (FIS) certification is another way for brokers to market themselves to consumers who are facing one of the hardest challenges of their lives—the selling of their home when they are either already in default, expect to go into default and/or realize the sale of the home will not net enough to cover their mortgage. (FIS) training advocates a holistic approach to addressing a consumer’s housing crisis. Could their housing budget strain be alleviated if they reduced their tax bill by applying for the tax exemptions for which they qualify but have not previously filed for? Could the additional expenses associated with the care of a family member who has cancer be offset with services provided by the Little Red Door? Has anyone shared with them that since one of the partners is an active military person the Soldier’s and Sailors Relief Act provides protection from foreclosure? HOM’s position is that the housing crisis is typically a reflection of several components of the household working ineffectively and the consumer being pushed over the edge by a “trigger event” such as a job lay-off, divorce, illness or injury. If there is no support for analyzing the entire situation then a successful workout is not likely. (FIS) Foreclosure Intervention Specialist is a 30 hour certification program designed to train real estate agents on a wide spectrum of subjects including the basics of foreclosure law (state specific) which will influence the course of events when a consumer is in default. (FIS) attendees are taught that it is critical that any interaction with the consumer should start with a comprehensive intake (2-2 1/2 hours recommended) in order to get a clear picture of the current situation and the many variables at work in the consumer’s housing situation. Based on classroom training, the (FIS) graduate is able to determine where the consumer is on the default/foreclosure process, what steps the lender has already taken, what next steps should be anticipated, what corresponding actions should or must the consumer take and WHICH *SPECIALIST do they need at this juncture. Attendees will learn the fine art of pricing properties in today’s foreclosure climate and a multitude of details relating to how to successfully interact with the lender’s loss mitigation department for a successful short sale transaction. Ethical concerns and fair housing challenges will also be discussed during the training. Finally, but not co-incidentally, attendees will have a chance to attend a 2 ½ hour workshop with practical considerations which must be addressed if they are considering shifting their business toward default intervention or handling of REO properties as a consequence of the massive shift in the real estate market. Additionally, (FIS) attendees are taught to identify, meet, partner and cooperate with all housing agencies, social services agencies as well as governmental agencies in their respective communities. Loan default does not occur in isolation but rather in conjunction with other things which have gone awry in the household. Consumers need someone who has knowledge of the myriad resources available as well as an advocate who can help them to successfully intersect with the appropriate agency or agencies. They need more than “I wish you good luck, see who you can find in the phone book.” Levels I and II All licensees would benefit immensely from attending Level I, a 2 day session which focuses on the understanding the foreclosure process in general and your state’s statues specifically as well as the process for sheriff’s auction; listing an upside down house (step by step); short sale process (interacting with the lender); buyer agency (challenges created with short sales/bank owned). Level II, Day 3 focuses on giving the attendees comprehensive skills for analyzing residential neighborhoods in order to more effectively determine resale value; training attendees to use broader data set for more accurate output; discussing Fair Housing challenges and appropriate responses based on current climate. In addition to that, Level II, Day 3 also focuses on learning how to complete a “professional” BPO and all agents need to avail themselves of the information shared during this session. If your agents need to know the ins and out of short selling then these 3 days will provide them with the knowledge to be competent in this arena. As a trainer, I am pleased with the overwhelming response from ALL attendees who has said how tremendously valuable the training was in helping them learn how to deal with lenders when handling short sales. Tricks of the trade are what they come for, that is what I have given them. Level III A number of agents will decide that their focus is primarily on more effectively selling ’short’ but they have little or no interest in broader foreclosure intervention techniques. Therefore, Level III or completion of the certification program may have limited appeal for them. In order to receive the (FIS) certification, attendees must attend all 3 levels. Level III deals more in depth with options for retaining the home and is geared toward licensees who are considering becoming involved in foreclosure consulting as an off shoot of their sales business. The attendees will focus on correlating the standard from the NAR Code of Ethics to today’s application in the foreclosure climate; provides broad overview of Loss Mitigation options for both retention and disposition; provides an intense look at disclosures for typical real estate transactions with specific emphasis on those disclosures directly related to foreclosure intervention; discussion of challenges associated with completing transactions and practical solutions to minimize impact of those challenges. Since the majority of agents are less interested in the complex job of advising someone what their options are if they wish to keep their home, the completion rate for the certification program is about 60%. Experience with previous programs has demonstrated that roughly 10% of the agents who take Level I will complete the other levels of the certification program at a later date. Certification Successful completion of all three levels (including a final exam) entitles the attendee to receive the Foreclosure Intervention Specialist (FIS) certification. It is not necessary that they complete all three levels at the same time or even in the same city. The materials are identical throughout the country except for the first 3 hours on law on Day 1 which is always state-specific. As the real estate climate changes it is critical that real estate practioneers are prepared to meet the needs of the consumers who trust them with those needs. In today’s foreclosure climate it is not surprising that many licensees are frustrated because of client’s situation and compressed timelines to avoid foreclosure. Additionally, the average agent has limited knowledge about the foreclosure process and the inner workings of the lender’s loss mitigation shop. This extensive training will help them to be prepared to handle many of the challenges they face in their day-to-day business now. Scheduling The (FIS) program is easy to incorporate into your schedule. Most often it is offered in a 3 day/ 2 day format with at least a week or two in between, any longer than 3 weeks as an interval is not recommended. Attendees have also said that offering it as a solid week is neither practical nor beneficial due to the fact that the volume of new material can be overwhelming. It is also difficult for salespeople to be away from their office for a solid week. The (FIS) program is designed so that attendees can attend one or all three levels depending upon their level of interest and time constraints. We are currently scheduling for Jan 2008 and beyond and would be happy to add you to the schedule.
Level I: 2 days 12 hours Cost: $299.00
Foreclosure and Short Sale Strategies Let’s Cover the Basics
Level II: 1 day, 7 hours Cost: $149.00
Property Valuation: The BPO for Professionals
Level III: 2 days, 11 hours Cost: $279.00
Behaving Ethically/Disclosures Closing the Deal Serious CE Series Foreclosure 101: Changing the Landscape Real estate has always been a rapidly changing field. Those changes go much deeper than fluctuating interest rates and new amenities being added to the current homes on the market. Keeping abreast of core changes including new legislation which impacts how real estate professionals interact with consumers who are in default is critical for the licensee who wants to remain competitive AND avoid spending time in front of the ethics committee. This 4 hour course is important for attendees who recognize that new challenges require new knowledge. It is critical in today’s market that agents and their brokers have a grasp on the foreclosure law as well as the process of foreclosure. In addition, some general knowledge of property disposition (via sheriff’s sale) if the consumer is not successful in either a workout or a short sale would serve them well. Attendees will:
Challenges Created by a Changing Market—3 ½ - 4 hours While real estate has always been a rapidly changing field, never before have licensees been faced with so many challenges associated with practicing in a constantly evolving environment. Learning how to successfully interact with a lender’s loss mitigation shop to facilitate a short sale is one of the challenges frequently faced by today’s real estate professional. It is now critical to keep abreast of recent legislation which impacts how real estate professionals can interact with consumers who are in default. REALTORS must now understand the impact of a bankruptcy filing as well as have some basic knowledge about the foreclosure and short sale process in order to know when and how to proceed with a consumer in default. It is also critical that professionals take a closer look at how practicing in today’s foreclosure climate intersects with the Code of Ethics in order to avoid spending time as the subject of an Ethics Committee hearing. Attendees will:
Don’t Buy Blind: When the SELLER is the LENDER/ GUARANTOR/INSURER—3 ½-4 hour class This dynamic course is designed to help attendees understand the fundamental differences between real estate transactions when the seller is an individual as contrasted with the sale of property when the home is bank-owned. REO (real estate owned) is property which is being offered for sale by an entity—a governmental agency who is the guarantor, or a bank or other insurer. Everything is different, the amount of time it takes to get a response to the offer, the kind of title policy and deed which are being utilized to transfer title, the consumer’s risks if they need to extend the closing, all this and much more will be covered during this informative and timely class. If you are selling bank-owned homes today you owe it to yourself to get a seat near the front of the room during this session. Buyers Agents: are your clients buying the seller’s lien/landmines? Attendees will:
REALTORS’ GUIDE: Mortgage Fraud and Predatory Lending 101 This 3½- 4 hour course offers an opportunity for a fresh look at how real estate professionals other than mortgage brokers have been drawn into predatory lending and mortgage fraud investigations. REALTORS have been especially vulnerable during the recent real estate boom with transactions moving at break neck speed. In an environment where all parties have adopted an attitude of “let’s close at any cost” caution has been thrown to the wind regarding what might be required to facilitate that closing. Simultaneously, so much press, legislation and everyday conversation has focused on the predatory lending and fraudulent activities of mortgage brokers and appraisers that almost no attention has been directed toward REALTORS—until recently. Lack of proper training on what constitutes fraud combined with out of court settlements through Errors and Omissions insurance have kept a lid on the number of consumers bringing claims of misrepresentation (sometimes fraudulent) against licensees. The time is now to address the issue of fraud/predatory lending practices perpetrated by REALTORS. Attendees will:
Give Them What They NEED: get what you WANT This 3 ½ -4 hour CE class will change the way you approach your real estate transactions. . . . as well as all other interactions which involve getting something you want. The principle is SIMPLE, yet revolutionary, PRACTICAL yet vastly under utilized. You inherently know that it is what will work but you fight the temptation because we’ve all been taught “don’t give up too much”. “Hold out for all you can get”. Quite the opposite approach works most effectively, if utilized with sincerity and genuine thought to meeting the needs of the other party. It’s an expansion on the concept of creating a win-win situation with clearly identified tools (gifts) to help you get what you want from any situation (negotiation). Attendees will:
Loss Mitigation: Mr. Smitherman, Your New Best Friend Does he look like the person you have been trying to talk to for the past month? Loss mitigation folk are hard to locate and even harder to speak to; nonetheless, they serve a critical role in the real estate market today. It has become critical that real estate professionals learn how to find them and effectively interact with them. It is impossible to process a short sale without a successful encounter with Mr. Smitherman. The role of the loss mitigation department is to minimize loss to the institution when a borrower has become unable to continue to make their payments. The department has basically three (3) options to consider for retention: a special forbearance, a modification of the loan or a partial claim. If disposition is required, those options include short sale, the acceptance of a deed-in-lieu or allowing an assumption of the loan. Smitherman has to decide which option is most viable, gather all the paperwork to support that decision and complete all the details needed to facilitate the change. To say he is overworked and overwhelmed is the understatement of the century. Give him what he needs to get what you want... i.e short sale, other workout. Attendees will:
Reverse Mortgage: A Unique Foreclosure Intervention Tool New challenges require new solutions. This 3 ½ -4 hour class provides basis training on a practical but under-utilized solution for a substantial segment of today’s homeowners. For seniors (at least 62) who have equity I their homes, selling is not the only viable option if they fall into default. The merits of a reverse mortgage should be considered as an option to help them retain home ownership. The value of such a choice should also be considered when there the no default but monthly income does not allow for a comfortable lifestyle. Let’s cover the details. Attendees will:
Short Sale Training This course provides intense training which focuses exclusively on the details related to listing and selling a home when the lender is being asked to accept less that full payoff because the current market will not bring the amount owed on the loan. Attendees will:
**This course meets the requirements of Level I (2 days) of the FIS program should you decide later to complete the certification program. Short Sale: Not Your Typical Transaction Short Sale: Not Your Typical Transaction is not a typical training class either. This 8 hour training is designed to give you’re the bare basic minimum information for salespeople in today’s foreclosure climate. The class is extremely fast paced, introduces a lot of information but does not cover the process in-depth due to time constraints. The knowledge you will gain is a good basis for handling an occasional short sale if you have decided you do not wish to specialize in this difficult area of real estate sales. Attendees will:
Predatory Lending - 101 It may be hard for borrowers to tell who is friend and who is foe, until too late. The harm done by trusted predatory lenders can be as devastating to financial health as our "friend" here can be to physical health. This course covers the common practices and consequences of lenders who frequently put consumers' homes in jeopardy to make a quick buck. The instructor, previously a "foreclosure specialist" outlines what to look out for and how you can help. Attendees will:
PALM—Practical Application of Loss Mitigation Attendees will: Learn the options available to borrowers who are in default or nearing foreclosure. Intervention when the consumer is in default can be successful, if you know how to approach the Lender’s Loss Mitigation department and develop a strategy!
Short Sale Clinic This clinic is an opportunity for you to hear a brief presentation by former Fannie Mae Broker-Specialist, Mildred Wilkins, on how the dramatic increase in foreclosures has created the challenge of consumers needing to sell when they owe more than the home is worth. It will provide an opportunity for you to ask specific questions about situations you have encountered or may be facing now. Additionally, it will undoubtly be helpful to hear the questions and challenges raised by others. You may attend for the entire time or only a portion of the time, as your schedule allows.
YOU BRING THE QUESTIONS We’ll provide answers. 2-3 hours recommended Standing Steady on the Slippery Slope of Short Sale This 2-3 hour, non-credit session will allow attendees an opportunity to get clarity on some of the more risky behaviors associated with real estate transactions in today’s foreclosure climate. You will not be required to identify yourself when your particular “BAD practice” is discussed; you would be wise however to attend and learn areas of risky behavior you might be engaging in which could jeopardize your real estate career. In today’s market you can no longer afford to do business in the traditional way. Being up to speed on the latest gadgetry has been important in the past; unfortunately, that is not going to help you with the challenges you face in today’s market. It has become critical that today’s real estate professional learn a whole new approach to how to list and sell homes when the borrower is in default. Likewise, the DANGERS associated with buying bank owned would scare you: IF YOU KNEW they existed. It has never been truer that a little knowledge can be dangerous. This 2-3 hour workshop covers some of the risks and challenges associated with the practice of short sale. It is NOT a training class. Repeat after me “Risk Reduction” !! Building a Business Using Foreclosure Intervention Techniques Next Steps
2-2 1/2 hour recommended The intention of this workshop which is always held on the 4th day of the FIS series is to help attendees grasp the multitude of factors which need to be considered if they are considering fore-closure intervention. It will be well worth the time spent. Ask the Teacher An opportunity to meet with the teacher after completing the course and being out there for a few months. This is a ‘follow-up’ workshop to the FIS program. (FIS) attendees are able to bring real life experiences back to the classroom for one on one questions and answer session with their (FIS) instructor. This 4 hour, non-credit session allows attendees to benefit from the opportunity to hear of updates on legislative changes which may impact their practice as well as any national issues with direct, local implications. A great follow-up opportunity, requested by previous (FIS) graduates. (FIS) certification is not required but the session is only open to former (FIS)ATTENDEES. * Nominal fee will apply Contracting with HOM for your event The Process
Professional Fees Mildred delivers keynotes or general session presentations, seminars, workshops, continuing education courses and foreclosure intervention professional training. Although speech fees and continuing education classes follow an established schedule, consulting fees are negotiated on an engagement basis. All professional fees are based on the scope of the engagement. Contact Mildred directly at 1 (866) 507-5105 for a discussion about your upcoming event or training need for more information. If you are planning a conference or convention, she will do one or more break-out sessions at no additional charge on the same day she is the keynote. This means that you can use her all day and pay only one travel and accommodation expense, rather than hiring two or more different speakers. A contract will be emailed once an agreement has been reached. Payment of Fees Regarding fees for scheduled services including speaking, consulting and training engagements: 50% of the fee is required with a signed contract to confirm the date, and is a NON-refundable deposit forfeited if the clients changes or cancels the date. Balance plus pre-billed travel is required upon arrival of the speaker. Unless instructed otherwise, all checks should be made payable to Mildred Wilkins, HOM, LLC. Materials Note: Ms. Wilkins may make appropriate educational materials available for purchase on-site at ALL speaking engagements. Expenses Expenses can include any of the following:
* Expenses are paid in advance along with the deposit Travel
Associations and Community Groups Each year, Mildred does a limited number of reduced-fee speaking engagements for associations and community groups. To apply for one of these spots, please e-mail Mildred at, mildredwilkins@homeownershipmatters.com Discounted Package Price For engagements scheduled for 6 months or more away, if the full fee and estimated travel costs are paid within 30 days of the initiation of the contract, a ten percent discount may be taken. This arrangement saves you money and locks in the travel costs. Audio and video recordings Speaker owns copyright to any recording of the presentation. If speaker approves the use for a non-profit, speaker must approve and receive the master copy. Profit distribution requires a written royalty agreement. WHAT’S BEING SAID ABOUT MILDRED WILKINS Here are just a few of the documented comments from others who have attended trainings or seminars. I felt the content of the training and the trainer were excellent. The material was covered “understandably” fast, because of the nature of the subject. I’ve attended many training programs and this has to rank at the top. A power point demonstration of the BPO software would be helpful. I have paid several thousand dollars, for other pre-foreclosure training and none come close to the expertise Mildred presents. Harry Smallwood; Grahanne, Ohio This should be a mandatory class for all realtors—especially all new realtors. Kathy Stucky; Newton, KS Absolutely valuable beyond my expectations. Well presented and with good pace. Don Morris, Highlands Ranch, CO Phenomenal information that will assist a REALTOR in all aspects of the real estate industry whether one is choosing to be an FIS or not. All REALTORS should take this training. I appreciate you sharing all your valuable information and experiences. Linda Fox, Omaha, NE Excellent class. Instructor’s knowledge is amazing. I can’t imagine anyone working foreclosure intervention without this class. Debra S. Popovich; Hilliard, Ohio I have taken several other short sale and foreclosure prevention classes before. I learned so much more here. Thank You! I was able to help someone with the information I’ve learned already. Laura Davis, Lakewood, CO “My 8 hour class started at 8am and by 11am I felt I had my money’s worth” Lauraine Oglesby, Indianapolis, IN. Excellent class—excellent instructor! Best course I have taken since I have been a licensed Realtor. Mildred is a wealth of information—would recommend this course and this instructor to anyone! Jamie Maze; Columbus, Ohio. Mildred is exceptional-education…heart…takes and keeps control of the class. Provided resources for us, ex. Websites, books, etc. Cheryl Hiebert; Wichita, KS Mildred is a well-read and well studied expert in the field of foreclosure intervention. Nelson Sjostrom, Rockford, IL This class was very informative and I learned a tremendous amount that will be of great value. The time certainly has arrived that consumers need an advocate. Donna L. Fejfar, Centennial, CO Excellent! Great Value! Would spend two more weeks in class learning from you! Wendi Sheets, Cincinnati, OH It is an excellent program. I have waited awhile to find something that would spark a true interest in me. You and this program have been a true blessing to me. Nekitta McClendon, Indianapolis, In Great job of clarifying this very confusing and complicated process works and how to protect ourselves and our clients. George Crego, Lakewood, CO Thank you so much for the knowledge to make a difference in my community of Columbus. Tom Conley; Grove City, Ohio. ***For additional comments, see What Attendees are Saying ***For Mildred's Bio click here ***For client evaluations see our website Books/Tapes/CD’s Mildred’s books are available for purchase in quantity at substantial discounts. Clients are encouraged to purchase copies for all attendees to provide a meaningful resource with obvious lingering value. “Your Real Estate Advisor” is available today at an introductory price of $49.99 and is a comprehensive guide to Loan Terms. Have you ever felt like trying to talk to a lender or servicer about your mortgage was like visiting a foreign country where you are the only one speaking English. Obviously the people are speaking to you but you don’t understand a word they are saying. This guide provides an in-depth explanation of the meaning of the words they are using. With increased understanding of the terms you will be in a better position to navigate your personal mortgage situation. The HOM “Foreclosure First Aid Kit” CD is available for $19.99 and includes a variety of forms, handouts, and a glossary which are helpful reminders of information that needs to be considered by all professionals in the best interest of their clients. The kit includes a quick reference flip chart which details the options available for foreclosure intervention based on loan type. They can also find websites that will lead them in the right direction in regards to additional materials which will be helpful in getting grounded in this area. This CD is offered (FREE) with the Short Sale Not Your Typical Transaction and any other all day or multi-day training where the attendee has paid a per person fee of $99.00 or more. **Educational materials will be made available at all training sessions. |
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