Selling Guide

Published June 3, 2020

The Selling Guide is organized into parts that reflect how lenders generally categorize various aspects of their business relationship with Fannie Mae. To begin browsing, select from any of the sections below. You may also download the entire Selling Guide in PDF format.

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B3-4.3-10, Anticipated Sales Proceeds (02/23/2016)


This topic contains information on anticipated sales proceeds, including:


Anticipated Sales Proceeds

If the borrower’s currently owned home is listed for sale but has not been sold, the lender may qualify the borrower on the basis of anticipated sales proceeds.

The lender must document the actual proceeds received by the borrower.


Determining the Amount of Net Proceeds

The following table describes how to determine the amount of net proceeds based on a borrower’s anticipated equity.

Sales Price Established? Net Proceeds Calculation
Yes Sales Price – (Sales Costs + All Liens) = Estimated Proceeds
No 90% of Listing Price – All Liens = Estimated Proceeds


Note: The 10% adjustment factor that is applied to the listing price must be changed depending on market conditions.



Sales Proceeds Needed for Down Payment and Closing Costs

If the proceeds from the sale of a currently owned home are needed for the down payment and closing costs on the new house, the lender must verify the source of funds by obtaining a copy of the settlement statement on the existing home before, or simultaneously with, the settlement on the new home, showing sufficient net cash proceeds to consummate the purchase of the new home.


Like-Kind Exchanges

Assets for the down payment from a “like-kind exchange,” also known as a 1031 exchange, are eligible if properly documented and in compliance with Internal Revenue Code Section 1031.


Employee Relocation

When the borrower’s employer assumes responsibility for paying off the existing mortgage in connection with a relocation plan, the lender must obtain a copy of the executed buy-out agreement to document the source of funds. A photocopy of a sales contract or a listing agreement is not considered an acceptable source of verification of proceeds from the sale.

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