Selling Guide

Published April 07, 2021

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How are non-realty items included in the sales contract handled?

Sales Concessions

Sales concessions are IPCs that take the form of non-realty items. They include cash, furniture, automobiles, decorator allowances, moving costs, and other giveaways, as well as financing concessions that exceed Fannie Mae limits. Consequently, the value of sales concessions must be deducted from the sales price when calculating LTV and combined LTV ratios for underwriting and eligibility purposes.

For additional information, see B3-4.1-03, Types of Interested Party Contributions (IPCs).

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