A buyer's market is spreading nationwide during a season when buyers are already in short supply. That makes it a crucial time for sellers to dust off those concessions and hone their negotiating skills.
Resale home sales tumbled 11.7 percent in September, the largest plunge since resale homes fell 12.5 percent in April 1995, according to the National Association of Realtors.
That put the seasonally adjusted annual pace of homes sales at 4.89 million units, the lowest since July of last year.
"This is not surprising given the terrorist impact of the week of Sept. 11," said David Lereah, chief economist for the NAR.
Lereah said home sales activity was significantly disrupted in the days following the attacks on New York's World Trade Center and the Pentagon, which killed thousands of people. Contracts and closings that week came to a virtual standstill around the country, he said.
Perhaps, but markets like Denver, Silicon Valley and others were already feeling the brunt of economic turmoil and the once-spared housing sector has begun to take some licks.
Nationwide, as inventories rose, prices fell to $148,100 from August's record level of $153,700. September's level was 4.6 percent higher than September a year ago, NAR said.
Sellers who've done their homework and can document evidence that they've priced it right can hold the line against demanding buyers.
Here are some strategies that can owners get the price you've set. Whatever concessions you make, put them in writing as part of the sales contract.
- Negotiate the terms. Offer to move out in 30 days instead of the 60 days. Close escrow earlier and give the buyer the home sooner.
"Terms are just as important as price," says Robert Aldana, a San Jose, CA agent and host of "Let's Talk Real Estate" a cable community television program in the South San Francisco Bay Area.
- Negotiate with cash. An effective financial inducement, especially for buyers short on down payment money (and in this economy, many are), is to offer to pay a portion or all of his or her nonrecurring closing costs. Such costs can amount to 3 to 5 percent of a buyer's total purchase price and include loan origination fees, title insurance, property inspections and the like. Be aware that some loan programs limit "seller contributions."
If you'd rather not go into your pocket for the buyer, suggest the buyer check with the mortgage lender to cut or eliminate the loan origination fee in exchange for a slightly higher interest rate. Also consider offering the buyer more money for the down payment in the form of a seller-financed, low-interest "carry back" loan, which finances a second mortgage.
"A home seller who takes back a mortgage on his own property to assist a buyer has the right to foreclose and retake the property if the buyer defaults on the loan," says Sacramento attorney Michael James Bryant, author of "The Legal Edge For Homeowners, Buyers & Renters" (Renaissance Books, $15.95).
- Negotiate with stuff. Consider paying for repairs found in the inspection report, leave all the major appliances behind as well as window covers, and other items you previously decided to take.
"Buyers always like to have a little extra money to pay for repairs, but the lender won't allow you to credit them the money," said Arnie vonMassenhausen, a broker with Online Capital in Cupertino, CA.
- Negotiate with an expert. Now is not the time to go the FSBO (for sale by owner) route. Hire a professional real estate agent with sharp negotiating skills, who won't have the emotional ties you have to your home.
"Unlike you and the buyer, a good negotiator won't take things personally. They aren't the ones who spent three months looking for appropriate wallpaper for the den. Objectivity is easier," said Ray Brown, San Francisco broker and co-author of "House Selling For Dummies" (Hungry Minds/John P. Wiley, $16.99).
- Negotiate with someone else. Don't be lulled into accepting a lowball offer. You always have the option to accept the next best offer from a more cooperative buyer. If you've priced it right, stick with your price.
For more articles by Broderick Perkins, please press here.
Published: November 1, 2001
Use of this article without permission is a violation of federal copyright laws.
 Broderick Perkins parlayed a career in old-school journalism into a
contemporary digital news service that really hits home.
The award-winning consumer journalist, originally from Wilmington, DE, is founder, publisher and executive editor of the bootstrap DeadlineNews Group, a Silicon Valley-based editorial content and consulting service specializing in residential real estate, consumer news and related editorial consulting services.
The DeadlineNews Group includes the website, DeadlineNews.com, offering real estate editorial content and consulting services, and its back shop, the Deadline Newsroom, an open house on news that really hits home.
Perkins obtained his formal journalism education from University of Delaware and a journalism boot camp, the Institute of Journalism Education at the University of California-Berkeley. He went on to 20 years of service as a daily newspaper journalist at the Wilmington, DE News Journal and San Jose, CA Mercury News.
Perkins covered housing on the San Jose Mercury News reporting team which earned a General News Reporting Pulitzer Prize in 1989 for coverage of the Loma Prieta earthquake.
He has also produced real estate, consumer and small business content for the Wall Street Journal, Los Angeles Times, RealtyTimes.com, Nolo.com, Better Homes and Gardens, the National Association of Realtors, Homestore/Move and Intuit/Quicken among more than three dozen publications.
In addition to managing the DeadlineNews Group, Perkins most recently served as chief editorial consultant for Nolo's Essential Guide To Buying Your First Home, Nolo, and writes real estate television scripts for RealtyTimes.com. |
