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Presenting a live 90-minute webinar with interactive Q&A Representations and Warranties in Commercial Real Estate Sales Contracts Strategies for Buyers and Sellers Negotiating Agreements of Sale WEDNESDAY, FEBRUARY 15, 2012 1pm Eastern | 12pm Central | 11am Mountain | 10am Pacific Today’s faculty features: Mitchell C. Regenstreif, Founding Partner, Liner Grode Stein Yankelevitz Sunshine Regenstreif & Taylor, Los Angeles Larry N. Woodard, Shareholder, Robbins Salomon & Patt, Chicago David P. Waite, Partner, Jeffer Mangels Butler & Mitchell, Los Angeles The audio portion of the conference may be accessed via the telephone or by using your computer's speakers. Please refer to the instructions emailed to registrants for additional information. If you have any questions, please contact Customer Service at 1-800-926-7926 ext. 10. Conference Materials If you have not printed the conference materials for this program, please complete the following steps: • Click on the + sign next to “Conference Materials” in the middle of the lefthand column on your screen. • Click on the tab labeled “Handouts” that appears, and there you will see a PDF of the slides for today's program. • Double click on the PDF and a separate page will open. • Print the slides by clicking on the printer icon. Continuing Education Credits FOR LIVE EVENT ONLY For CLE purposes, please let us know how many people are listening at your location by completing each of the following steps: • Close the notification box • In the chat box, type (1) your company name and (2) the number of attendees at your location • Click the SEND button beside the box Tips for Optimal Quality Sound Quality If you are listening via your computer speakers, please note that the quality of your sound will vary depending on the speed and quality of your internet connection. If the sound quality is not satisfactory and you are listening via your computer speakers, you may listen via the phone: dial 1-866-871-8924 and enter your PIN -when prompted. Otherwise, please send us a chat or e-mail sound@straffordpub.com immediately so we can address the problem. If you dialed in and have any difficulties during the call, press *0 for assistance. Viewing Quality To maximize your screen, press the F11 key on your keyboard. To exit full screen, press the F11 key again. Representations and Warranties in Commercial Real Estate Sales Contracts Strategies for Buyers and Sellers when Negotiating Agreements of Sale Important Topics for Buyers when Negotiating a Purchase and Sale Agreement Presented by: Mitchell C. Regenstreif Liner Grode LLP 310.500.3570 mregenstreif@linerlaw.com 5 Critical Issues for Buyer Negotiating the Purchase and Sale Agreement can be expensive and time consuming Outside pressures and costs can limit review and negotiation Most current form contracts favor Seller Focus on fundamental issues to Buyer The Market Dictates/Limits What is Realistic for Well-represented Sellers and Buyers!! 6 Due Diligence Buyer is almost always entitled to perform due diligence investigation of the property Differing Requirements for Property Types: Investment Property Types Office, Industrial, Retail, Multi-family, Mixed Use, Development Property Special Situations Brownfields 7 Due Diligence (Cont’d) Timing and Scope of Due Diligence Due Diligence Period Land Use Conditions Intrusive Testing Limitations on Contract Representations based upon Findings of Buyer’s Due Diligence 8 Due Diligence Items Materials from Seller in Seller’s possession Books and records Title and Survey Plans and Specifications Agreements and other materials outside of public records Permits, licenses and approvals 9 Due Diligence Items (Cont’d) Violations/emergency repairs Threatened or pending litigation Including condemnation proceedings Proposed assessments Engineering reports Rent roll and arrears report Leases and lease abstracts Environmental reports and assessments 10 Due Diligence Items (Cont’d) Physical site inspection reports Zoning/land use reports Insurance Existing financing documents 11 AS-IS Language Typically comprehensive provision (“disclaimer”) Risk Shifting to Buyer Exceptions to As-Is Language “Except as expressly otherwise provided in this Agreement,…” Trade for longer due diligence period 12 Representation and Warranties Usually heavily negotiated Buyer wants Extensive Reps (as much as Buyer can get) All material information Knowledge vs. absolute reps Implied reps in Deed, Closing Documents Agree when negotiating contract Protections under law Fraud, concealment Remedies 13 Representation and Warranties(Cont’d) Seller wants Limited (as narrow as possible) Shift responsibility to Buyer No liability for matters discoverable during due diligence Duration and other limitations on remedies See sample provisions 14 Knowledge Standards “Knowledge” and qualifications Various Standards Knowledge-of whom? Investigation/inquiry? Knowledge about due diligence materials? Extensively negotiated 15 Seller Liability Issues Seller as “special purpose entity” (“SPE”) Exculpation provisions Release; indemnity Forms of security Escrow Holdback Common for environmental issues Letters of credit Personal Guaranties Liquidity is always the issue 16 Remedies/Survival Merge with deed or survive closing? Failure of Condition vs. Default… What are Buyer’s remedies/options? Survival Period Bringing suit/timing “Floor”/“ceiling” 17 Conclusion Buyer to thoroughly investigate Identify potential issues early Use closing conditions/remedies provisions as an “out”/possibility to get back to where Buyer was before entering into the Agreement Maintain adequate security and survival of representations 18 Liner Grode Stein Yankelevitz Sunshine Regenstreif & Taylor LLP Los Angeles San Francisco 100 Glendon Avenue, 14th Floor Los Angeles, CA 90024 199 Fremont Street, 20th Floor San Francisco, CA 94105 19 Representations and War r anties in Commercial Real Estate Sales Contr acts Wednesday, February 15, 2012 Larry N. Woodard ROBBINS SALOMON & PATT, LTD. 25 E. Washington St., 10th Floor Chicago, Illinois 60602 (312) 782-9000 LWoodard@rsplaw.com Representations and Warranties from the Seller’s Perspective: You’ll Get Nothing and Like It! Representations and Warranties in General Representation: Statement of fact made to induce another to enter into a contract » Cause of Action: fraud or negligent misrepresentation » Remedy: rescission/specific performance/damages for benefit of the bargain Warranty: A promise that a proposition of fact is true » Cause of Action: breach of contract—no need to prove intent to defraud or reliance » Remedy: actual and benefit of the bargain damages; requirement to cure 21 Representations and Warranties in General 22 General Types of Real Estate Contract Representations and Warranties Status and Authority of the Seller Examples: Seller is valid entity in good standing; agreement will not default other agreements; no bankruptcy or insolvency; contract enforceable against Seller; no additional consents; FIRPTA/no foreign person; etc. Current Status of the Property Examples: Good title; no condemnation; compliance with codes and ordinances; no litigation; no unrecorded liens; no other contracts concerning property; no access issues; no environmental issues; no other parties in possession; no increased taxes/special assessments; no litigation; all utilities present; no strikes or work stoppages; etc. Operation of the Property Examples: All leases in effect; no breach of leases; rent roll and books and records are accurate; no deferred maintenance; no bulk sales/employment/sales tax issues; no management agreements or agreements surviving sale; etc. 23 Status of the Seller Representations and Warranties (“R/W”) I. Seller’s entity: no knowledge carve out (?); limit to selling entity; Limit to good standing as of the date of the contract; What is a “valid” entity? II. Authority to enter into agreement: no knowledge carve out—do not want to have to share operating or partnership agreement; Limit to as of the date of the contract III. Pending litigation: limit to selling entity; Limit to actual knowledge, or better, R/W received no notice of pending or threatened litigation; Limit notice received only to selling entity and not to any agent or affiliate; Cannot give absolute as litigation may be pending but not yet served; Limit to actions affecting ability to perform agreement IV. Bankruptcy/insolvency: no knowledge carve out for bankruptcy; Define insolvency or delete it (if single purpose entity, sale of property could render it “insolvent”); Delete representations about settling or compromising debts to creditors—or better define and limit 24 Status of the Seller Representations and Warranties V. Does not Violate Other Agreements: Knowledge carve out (?) or limit to written agreements VI. Is not Prohibited by Governmental Regulations: All R/Ws regarding governmental issues must be with knowledge carve out VII. Enforceability of Sales Contract: Will Purchaser pay for legal opinion?; Limit to knowledge as calls for legal conclusion VIII. Foreign Person and No Consents Required: representing No issue with 25 Status of the Property Representations and Warranties I. Marketable Title: Limit definition or change to “indefeasible title”; Subject to permitted exceptions or attach commitment; Issuance of title policy constitutes proof of marketable title II. Property Complies with all Applicable Laws: Need knowledge carve out, or better, “received no notice” carve out; Limit definition of “applicable laws” III. No Condemnation: Limit to knowledge, or better, no notice received; Omit any reference to personal property; IV. No Litigation Affecting Property: Same concerns as Seller’s pending litigation; Left hand-right hand issues; Ideally, “received no notice” V. No Liens Affecting Property: Why have title insurance?; In large projects, ongoing work done and professional property managers that have lien rights that Seller may not be able to make this representation 26 Status of the Property Representations and Warranties VI. No Other Parties in Possession: Limit to knowledge; Exception to Leases and licenses provided during due diligence; Exceptions to matters shown on survey or in title commitment VII. No Other Contracts relating to Property or Seller: Carve out for contracts with seller in normal course of business, that do not survive closing or that are cancelable within X days; Exception to contracts provided during due diligence VIII. No Environmental Violations: Attempt to strike completely; Limit to knowledge or notice; Carve out for time limits, damage limits and types of damages (only to remediation costs and exclude lost profit or benefit of bargain damages); Limit warranty to purchaser only IX. No Change in Assessed Value: Limit to notice X. No strikes or Work Stoppages: Limit to notice 27 Operation of the Property Representations and Warranties I. Tenant Leases in Effect: Try to omit or give only to the extent not Purchaser provided estoppel certificate; Limit to knowledge regardless; Limit to as of the date of the statement provided; Limit due diligence production to all leases and exhibits in possession or control (there is always an exhibit missing) II. Books and Record Accurate: Attempt knowledge carve out; Attempt to limit to that which is not otherwise disclosed in the leases; Carve out materials not prepared by Seller (“blame the manager”) III. Operations/Maintenance: Try to avoid, especially if AS IS (any rep may limit AS IS clause); Limit to knowledge; Limit to as of the date of the contract IV. Bulk Sales/Employment/Sales Tax: Depends on state and type of property; Obtain clearance from local departments to eliminate representation 28 General Seller Warranty Limitations I. Identify Party/Parties having “Knowledge”: Limit knowledge of R/W to a particular person or persons, ideally property manager or operations personnel; Left hand—Right hand issues; Multiple entities II. Limit Knowledge to “Actual Current Knowledge”: Avoids constructive knowledge (filed but not served); Avoids matters arising after date of contract III. Limit Warranties Only to Particular Paragraph: Only R/W are contained in Paragraph X; Cannot rely on any statements from anyone other than in Paragraph X 29 General Seller Warranty Limitations IV. Warranties Limited to Due Diligence Materials: Limit all R/W to matters that were provided during due diligence or discovered during due diligence; Attempt to carve out matters that could have been discovered during due diligence; Attempt to carve out for matters that could have been reasonable inferred or implied from due diligence material V. No Warranties on Any Documents Provided: “Popeye” carve out: They are What They Are VI. Omit Requirement to Investigate or Confirm: Knowledge limited to just that—knowledge; Why have Purchaser’s due diligence? VII. Only Reaffirm Particular Reps at Closing: post-closing breach Pre-closing versus 30 Seller Warranty Remedies Provisions I. Time and Dollar Limits: Create time limitation in which to bring claims; Limit warranty liability to minimum and maximum amounts—warranty damages too indefinite to not limit II. Pre-Closing Breach: Right to Cancel/Failed condition to closing; Out of pocket costs; Specific Performance; Agreed reduction in purchase price (Seller’s reluctant because uncertain—include limits); If relating to property’s income, agree on cap rate to determine purchase price III. Post-Closing Breach: Specific performance useless?; Cap damage amounts to the lesser of actual costs incurred or pre-determined X dollars; Benefit of the bargain damages; Rescind contract IV. No Escrows or Letters of Credit: Invites claims; Agree to not disburse proceeds to members/partners/shareholders until claim time expires 31 Warranties and Representations: A Philosophy I. Insurance Against Fraud II. Should not Cause Seller’s Counsel’s Insomnia—If you don’t know it; don’t say it III. Argument for SPEs—Buyer may be S.O.L. IV. Are you “Judgment Proof”? Do you want to find out? V. Buyer’s should not Rely—Not a Substitute for Due Diligence 32 LARRY N. WOODARD ROBBINS, SALOMON & PATT, LTD. Larry Woodard is a shareholder in the Real Estate Group and chair of the Construction Law Group of Robbins, Salomon & Patt, Ltd., in Chicago, Illinois. Larry has represented Fortune 500 companies, private developers, condominium associations, units of local government, investors, landlords, tenants, private REITs and syndications in the development, financing, leasing, zoning, acquisition or disposal of their real estate interests. His practice also extends into general business transactions and governance, construction and mechanics lien litigation and asset protection. He has experience negotiating and documenting a broad range of transactional matters, including letters of intent, asset and stock sales, joint ventures, buysell agreements, operating agreements, partnership agreements and nondisclosure agreements. Larry is a real estate developer and investor and is an Illinois licensed real estate broker and Illinois licensed real estate brokerage instructor. He is a periodic speaker and contributor on the subject of real estate law to numerous publications and is the General Editor for Illinois Institute for Continuing Legal Education’s (IICLE) ILLINOIS CONDOMINIUM LAW handbook. 33 DISCLAIMER This information and any presentation accompanying it (collectively the "Content") has been prepared by Larry N. Woodard of Robbins, Salomon & Patt, Ltd., an Illinois corporation (collectively “RSP”) for general informational purposes only. It is not intended as and should not be regarded or relied upon as legal advice or opinion, or as a substitute for the advice of counsel. You should not rely on, take any action or fail to take any action based upon the Content. As between RSP and you, RSP at all times owns and retains all right, title and interest in and to the Content. You may only use and copy the Content, or portions of the Content, for your personal, noncommercial use, provided that you place all copyright and any other notices applicable to such Content in a form and place that you believe complies with the requirements of the United States' Copyright and all other applicable law. Except as granted in the foregoing limited license with respect to the Content, you may not otherwise use, make available or disclose the Content, or portions of the Content, or mention RSP in connection with the Content, or portions of the Content, in any review, report, public announcement, transmission, presentation, distribution, republication or other similar communication, whether in whole or in part, without the express prior written consent of RSP in each instance. This information or your use or reliance upon the Content does not establish a lawyer-client relationship between you and RSP. If you would like more information or specific advice of matters of interest to you please contact us directly. © 2012 Robbins, Salomon & Patt, Ltd., All Rights Reserved. 34 DISTRESSED TRANSACTIONS: How Much Risk Can You Afford? David P. Waite 310.785.5319 DWaite@jmbm.com February 15, 2012 ©2012 Jeffer Mangels Butler & Mitchell LLP. All Rights Reserved 35 Distressed Deals • The lender/seller may have little or no information or operational experience with respect to the property • The lender/seller unwilling to provide any representations even as to what is at least theoretically "known" • The property was or is a troubled property (low occupancy, deferred maintenance, uncertain entitlement status, environmental liabilities undefined, etc.) • The lender/seller is a single purpose entity with no other assets 36 Distressed Deals • The buyer is paying a “REO Price” instead of “Retail Price” • The lender/seller is particularly risk adverse • Decision making control and authority over the asset uncertain 37 Distressed Sale Risk Factors • The realities of REO sales • How the lender/seller acquired the loan (originator, syndicator, note purchaser, etc.) • How the lender/seller acquired the property (judicial or non-judicial foreclosure, receiver, deed in lieu, etc.) 38 Distressed Sale Risk Factors • How the property was managed/operated before acquisition by the lender/seller (decision making and control during forbearance period) • How the property has been managed/operated by the lender/seller (active or passive?) • How long has the lender/seller operated the property? 39 Understanding the Seller's History Understanding the history of the property will help the buyer understand and assess: – The extent to which the lender/seller may be willing (or unwilling) to negotiate various provisions in the Purchase Agreement and the Lender’s/Seller’s rationale for that position – The risks that the buyer will be taking on with its purchase of the property and the magnitude of those risks. 40 What is the Loan History? • How did the lender/seller acquire the loan? • How long did the lender/seller hold the loan? • How does the length of the loan affect the information available and the lender/seller's risk tolerance? 41 How Was the Property Acquired? • How did the lender/seller acquire the property? • What does a more cooperative borrower mean? 42 Property Management • How has the property been managed/operated? – Prior to the lender/seller’s acquisition? – After the lender/seller’s acquisition? – Entitlements, Approvals, Regulatory Compliance? 43 Type of Lender/Seller (Bank or Servicer?) • Lender/seller’s experience with REO • Lender/seller’s internal approval issues • Lender/seller’s particular risk tolerance issues • Closing timing may be driven by financial statement dates 44 Buyer Beware: Discounted Price = Risk Beyond the dirt and the improvements, it’s important that the buyer identify critical components of the acquisition and confirm that, as a legal matter, they will be conveyed to the buyer as of the closing. 45 Transactional Shifting of Risk of Unknowns • Analysis of the lender/seller’s acquisition • Concern re express or implied representations/warranties by lender/seller • Purchase Agreement Limitations 46 Leases and Foreclosure Issues If the lender/seller acquired the property by foreclosure, the buyer will need to confirm whether or not the Leases survived the foreclosure. •Analysis of the effect of the foreclosure •Lease vs. Lease amendments •Comfort regarding survival •Estoppels, Security Deposits, Unfunded TI's 47 Buyer's Due Diligence The buyer’s due diligence is even more critical because of the nature of a REO sale. •Limits on information provided by the lender/seller •Limits on the lender/seller’s representations 48 Representations and Warranties • Limited representations and warranties from the lender/seller reflect the allocation of risk • Buyer post-closing considerations 49 Seller's Representations and Warranties • Typical lender/seller Representations: – Lender/seller organization – Lender/seller authority to sell – FIRPTA compliance • Representations may also (though not always) include: – OFAC compliance – Pending litigation naming the lender/seller relating to the property 50 Buyer's Wish List • Property related matters (physical condition, environmental matters, tenant and lease issues) • Material adverse conditions of which the lender/seller has actual knowledge • Delivery of material information in the lender/seller’s possession (including representation as to accuracy and completeness) 51 Buyer's Wish List • Leases and Assigned Contracts (copies, estoppels, termination rights, adequate review period) • Governmental Actions • For loans acquired from the FDIC, receipt of all necessary FDIC approvals 52 Expanding Seller's Representations • Limit representations to actual knowledge of specified individuals • Limit representations to lender/seller’s period of ownership • Limit representations to material adverse matters • Cap Survival period and damages • Each limitation dilutes the value of the representation to the buyer 53 Limitations on Recourse • Reality of SPE lender/seller • Time limit for assertion of representation breach claims • Additional dollar limitation on the lender/seller’s liability 54 55 56 57 58 59 60 61 62 63 64 65 66 67 68 69 70 71 72 73 74 75 76 77 78 79 80 81 82 Jeffer Mangels Butler & Mitchell LLP Los Angeles 1900 Avenue of the Stars, 7th Floor Los Angeles, California 90067 Phone: 310.203.8080 Fax: 310.203.0567 Orange County 3 Park Plaza, Suite 1100 Irvine, California 92614 jmbm.com Phone: 949.623.7200 Fax: 949.623.7202 San Francisco Two Embarcadero Center, 5th Floor San Francisco, California 94111 Phone: 415.398.8080 Fax: 415.398.5584 83
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