Subscribe!Negotiations
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Let's look at this low offer as a compliment! |
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Sellers are usually quite disheartened to receive a low offer on their house, for example, an offer of $250K on a $300K listing. But it is important to remember that even that low offer really is a complement!  If you have not yet had an offer on your house (that is listed at $300K) and you receive an offer of $250K, that doesn't necessarily mean your house is only worth $250K, nor does it necessarily mean that you should accept $250K or something close to it. It does, however, mean something quite exciting --- somebody wants to buy your house!!! Of course, negotiations won't always work out with low offers -- but recognize a low offer for what it is -- a buyer who wants to buy your house, and perhaps the first buyer who has declared as much through a written offer! If there is any way to put a deal together with those buyers, you ought to pursue it, as it's hard to know when the next buyer will work up the courage to tell you that they want to buy your house! | |
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Another perspective on pricing, negotiating and low offers |
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I received a low (LOW) offer on one of my listings at the end of this past week. I'll round the numbers a bit to protect the anonymity if my clients and I will suggest that it was equivalent to a $280K offer on a $350K listing. We were not (surprise, surprise) able to negotiate a contract after starting with such an enormous gap in pricing. After it was all said and done, I had a new insight on pricing that hadn't occurred to me before. I found myself thinking.... Wait, really?? The buyers thought the sellers priced their home $70,000 above a price that they'd really take for the house? Certainly, if I had clients who wanted to sell at or above $280K, I would never suggest that they list their home at $350K. Perhaps we list the home at $309,900 at first, and then we might reduce it to $299,900. But again, this is what it seems that the buyers must have been thinking --- that the sellers had come up with a list price that was $70,000 higher than what they would actually be willing to take. OK, I know, there are some other angles here:
That said, of course, I don't want buyers paying unreasonably high prices for homes. Thus, if a house should be listed at $300K but is listed at $350K, my advise above shouldn't restrain you from making an offer for what you really think the house is worth. | |
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How much do banks typically negotiate in selling a bank owned property? |
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Buyers can often find great opportunities in bank owned properties, but they often wonder how much they should expect to be able to negotiate off of the list price of a bank owned property. Let's take a look.... For all residential sales in Harrisonburg and Rockingham County in the past year, we find:
I suppose the important thing to remember is that the list-to-sell ratio of any property is largely dependent on how realistic the asking price is. Both a homeowner and a bank can price a home too high when putting it on the market. Perhaps banks do that less often, and thus achieve a (slightly) higher list-to-sell ratio despite still offering great deals on properties? Additional Relevant Information:
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How much should I be able to negotiate on price? |
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It is certainly a buyers market these days --- there are far more sellers in the market than buyers, so oftentimes buyers can negotiate quite effectively. Let's take a look at what the data shows us when examining all single family homes sold in Harrisonburg and Rockingham County in the past 12 months....  The first thing to point out is that sellers have (on average) accepted prices 4.42% below their asking prices. In fact, only 9% of sellers negotiated sold for 10% (or more) below their asking price. I thought the data might differ as we explored different price ranges, but the amount that sellers negotiated off of the list price didn't vary too much below $250k, between $250k and $400k versus over $400k. As helpful as this data can be, it does NOT account for several other factors:
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Is My House Overpriced? |
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 This is a question that many home sellers are wondering these days in and around Harrisonburg -- and perhaps all across the nation. Let's see why.... A real estate market is considered to be balanced (between buyers and sellers) if there are six months of supply available. Depending on the price range, there is quite a bit of excess supply in the Harrisonburg and Rockingham County housing market:
It was said by some, at one point, that if your house hadn't sold in 60 days, lower the price, and repeat. Thus, if you started at $300k, and you hadn't sold it within 60 days, you might lower it to $290k, and wait another 60 days and lower it again, etc. Eventually, you'd reach the point where the market (buyers) would respond to your price, and you'd sell the house. That logic might work in a balanced market, but when the market is so flooded with sellers, and so void of buyers, the logic doesn't work as well. Homes now sometimes sit on the market for months priced well below comparable homes, and don't sell. Will they sell if the price is lowered? Maybe, but maybe not! Time on the market is quite unpredictable at this point, and price is no longer the trump card. In many markets, if a price was lowered to a certain place, a house would definitely sell. If it appraised at $300k, and you lowered it to $280k, it would more than likely sell. Now, you could lower it to $260k, and it might sell, but it might not. You could then lower it to $240k, and it might sell, but it might not. Thus, as you can hopefully see, the answer to the aforementioned question (Is My House Overpriced?) is very difficult to answer. I suppose the answer is that if it has been properly marketed, and it hasn't sold, then it is probably overpriced, but even if the price is lowered, it still may not sell. One last illustration to explore this dilemma... Three comparable houses on your street sell for $245k, $250k and $255k. You assume your house is worth $250k, and put it on the market for $245k to be aggressive. It doesn't sell after four months, so we assume it is overpriced -- even though recent sales would not suggest that. After another four months at $235k, it still hasn't sold. Is it overpriced? I suppose the market would say yes, even though recent comparable sales still do not agree. If, after another four months at $215k it has still not sold, do we STILL say it is overpriced??? | |
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The Five Best Deals In The Last Ten Days |
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Over the past few weeks I have received (on behalf of my seller clients) quite a few offers that I considered to be quite low:
First, do note that of the 27 homes sold in Harrisonburg and Rockingham County over the last 10 days, on average, 5.4% was negotiated off of the list price. Now, for the houses where the buyers negotiated the highest percentage off of the list price....  4377 Hilltop Road (Massanetta Spring) - sold for 22% less than the list price  160 Wildwood Drive (Bridgewater) - sold for 15% less than the list price  253 S Sunset Drive (Broadeway) - sold for 11% less than the list price  2965 Pin Oak Drive (Belmont Estates) - sold for 10% less than the list price  545 Tabb Court (Preston Heights) - sold for 10% less than the list price So, with average negotiations of 5.4%, what do you think? Where the four offers of 10%, 15%, 16% and 20% below asking price reasonable? Perhaps negotiations have to start somewhere! | |
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Oops! The Contract Price Is Higher/Lower Than The Appraised Value! |
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 Most sellers want to sell "above value" and most buyers wants to buy "below value." In a balanced world, however, a seller would sell for the "actual value" of their home, and a buyer would buy for the "actual value" of the home. That's in a balanced world --- obviously, it doesn't usually happen that way. We get one glimpse of whether the contract price is off the mark when we learn of the appraised value through the financing process. Here's an oddity (or is it?):
Rent-To-Own Prospect Wants The Best Of Both Worlds A prospective tenant/buyer (rent-to-own) wants to negotiate purchase terms for what is essentially their option to buy a year into the future. They want to buy for the lower of the price agreed to now, and the appraised value a year from now. Wait a minute!?!?! It would seem reasonable (balanced between buyer and seller) to either both take a gamble on ups/downs of the market and agree to a price now OR both agree to use a value determined in the future by an independent appraiser. The lower of the two doesn't seem very reasonable for this prospect who is already trying to negotiate by asking for a lease-to-own when it isn't the seller's intent. Buyer Thinks Seller Should Adjust, But Won't Do The Same This is a bit obvious from the above referenced ways that thisappraisal process works, but it does seem to be a bit odd from theperspective of trying to achieve a balanced transaction between buyerand seller. If the appraisal comes in low, the buyer gets tore-negotiate down. So why doesn't the seller get to re-negotiatehigher if the appraisal comes in high?? Seller Agrees On Price, Then Seeing Appraisal, Refuses Repairs I'm exaggerating this one a bit to make a point, but in a recent transaction, the lender (for some reason???) shared the appraised value with the seller's Realtor. The seller thus was told of the appraised value, which was more than $10,000 higher than the contract price. Certainly, the seller felt like they left money on the table, though the day before they had been quite thankful for the buyer and the price he was paying. As a result of knowing of the value supposedly left on the table, this seller loses much of their desire to negotiate on repairs, even making a remark about how the buyer can make repairs using the free equity inherited from the lower-than-appraisal contract price. And while we're on the subject of appraisals, here's another strange aspect of the appraisal world --- feel free to offer your opinions.... Wikipedia defines the "market value" as determined thorough a real estate appraisal to be: "...the estimated amount for which a property should exchange on the date of valuation between a willing buyer and a willing seller in an arms-length transaction after proper marketing wherein the parties had each acted knowledgeably, prudently, and without compulsion." So, wait a minute --- read that through again --- isn't that exactly what is evidenced in the real estate contract that is the basis for the appraisal in the first place?? | |
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A Bird In The Hand Is Worth About 1,000 In The Bush! |
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 This is a well-known idiom, but it is sometimes left by the wayside when sellers are negotiating offers on their homes. Thankfully, I don't typically have clients who ignore this concept, but in the last week I have heard of three sellers who need(ed) to take this to heart. The details below have been fudged a bit to prevent you from determining which properties I'm referencing.. Scenario One: The owners of a townhouse arguably worth $170k let contract negotiations fail at $172k. Wait.....what?? They won't accept more than what it's worth?? I suppose this one is a bit subjective, but basically, we'll imagine that they have their townhouse listed around $180k, and have negotiated down to $172k, but won't go a penny lower. The issue is, of course, that the buyer, the buyer's Realtor, and several other Realtors all concur that it would be optimistic to assume that the townhouse is even worth $170k. So here, the homeowner's "sense" of the value of their home is preventing them from moving forward with an excellent offer in hand. Scenario Two: This townhouse has been on the market for roughly a year, and has been reduced in price by tens of thousands of dollars. The owner has actually had quite a few birds in hand, as there have been multiple offers on this property over the months. Here's what happens --- an offer comes in that is around $7k less than the asking price, the seller rejects it, a month or so passes, the seller lowers the price $10k, an offer comes in around $7k less than the asking price, the seller rejects it, a month or so passes, the seller lowers the price $10k, etc., etc., etc. Bird after bird in hand, and then flying away! Scenario Three: I met some homeowners today who made an offer about a year ago on a new construction duplex. Their offer was deemed to be too low by the builder, and thus rejected. Now, a year later, the duplex is still available for sale, and the asking price is now just a hair lower than these homeowners' offer on the property a year ago. With a (rounded) price of $230k, assuming the builder might have been carrying $150k of a construction loan on the property, at perhaps 6%, that decision has likely cost the builder $9,000 in interest over the past year. It is certainly reasonable to strive for the best possible price for your property if you are selling it, but you must carefully weigh the value of a bird (offer) in hand relative to the prospect of waiting (and waiting, and waiting) for the next offer to come along. | |
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How much can I negotiate off of a home's asking price? |
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Over the past year in Harrisonburg and Rockingham County, 93% of all homes sold have sold within 10% of the seller's asking price.  Given this market data, keep the following things in mind as you are considering making an offer on a home, or as you are considering pricing your home to sell:
Happy negotiating! | |
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Determining an offering price in today's market |
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 In making an offer to purchase a home, there are many small and large decisions to make (closing date, home inspection, closing cost credit, etc) --- but the decision that often has a 30-year impact is the offering price. A few short years ago (2003/2004), most buyers were offering at or very close to the asking price, as homes were "flying off the shelf" they were selling so fast. These days you'll typically have a bit more time to consider your offering price, which should include thoughts and discussions about... 1. Recent Sales Perhaps the most important of all factors, at what price have comparable homes recently sold? You likely won't want to pay too much more that the price for which other buyers have recently paid for similar properties. This is often much easier thought than analyzed, as there are many homes where it is difficult to find directly comparable home sales. 2. Competing Properties For Sale It is also important to reflect on the price you would pay if you bought an alternative house that is also for sale and that is reasonably similar to the house you are actually considering purchasing. If an owner is asking $250K for their home, even if other homes have recently sold around $250K, it would be important to know if three other comparable homes are currently for sale for $205K. 3. Seller's Acquisition Cost This information is not always available, and is not always pertinent, but it can guide conversations about an offering price. If two owners are both trying to sell their homes for $250K, and one bought their home for $150K and the other bought their home for $220K, the price you might offer on one house would be quite different than the second. Again, this is not always pertinent, as most owners won't want to sell their home at a price that they perceive to be under market value just because they can based on what they paid for it originally. 4. Length of Time on the Market Again, this won't always make an impact on the price that you will have to pay to purchase a particular home, but the owner of a home on the market for a week would see an offer of 85% of the asking price very differently than the owner of a home that has been on the market for two years. 5. Your Finances Perhaps the most important factor, you must make an offer at a price that is comfortable for you when it comes to the associated monthly housing costs. Sometimes this means making an offer which you suspect will not be accepted, but some financial/budgetary rationale must be inserted into the conversation at this point. There are many other ways to look at the asking price as you determine the offering price --- and indeed, each home sale scenario is different, so beyond this quick guide, determining the offering price warrants an in depth conversation. | |
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What are the chances that I will sell your home? |
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 What are the chances that your Realtor (a.k.a. "listing agent") will also represent the buyer of your home? Or, put another way, what are the chances that the agent you hire to sell your home will be the one who actually sells it (represents the buyer)? In 2008, there was a 1 in 4 chance that your listing agent would be the one to sell your home. Of the 1,371 residential properties that sold in Harrisonburg and Rockingham County in 2008, there were 342 transactions (25%) where the seller was represented by the same agent as the buyer. Statistics aside, however, this brings up the controversial issue of "dual agency" -- a practice in which the same agent represents both the buyer and seller. Dual agency is commonly practiced (as we saw above, in 1 out of 4 transactions), but it is something that I typically try to avoid. (Less than 5% of my transactions involve dual agency.) A dual agent is significantly limited in how they can represent the buyer and seller in a transaction because they are representing both parties. It would be akin, in some ways, to one attorney representing both the plaintiff and the defendant. There are plenty of times when this works out just fine, and an agent is able to fairly represent both the buyer and seller in a transaction, but there are plenty of opportunities for problems as well. Generally, the only exception that I make for practicing dual agency is when I have a pre-existing buyer client who decides they want to purchase a property where I am already representing the seller. (I'm in the midst of one of these transactions now.) Any thoughts here? Is the 25% stat (of properties being sold by the listing agent) surprising high or surprisingly low? Does dual agency seem perfectly acceptable, or remarkably absurd? | |
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Offering to buy, or offering for sale, which comes first!? |
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 So you want or need to buy a new house, but you must sell your current house before you can close on the new one. Do you wait to try to sell your house until you have a contract on a new house, or do you wait to make an offer on a new house until you have a contract on your current house? This is a bit of a puzzling question in the current market, and two of my clients are currently wrestling with this enigma. Option 1 - offer to buy first
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Jump out there and make the offer! |
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 Home sales are slow which means that buyers will likely be able to negotiate on the price of the home they hope to purchase. All of my clients that have ears know this, and thus I often find myself answering the question of "how much do you think we could negotiate on the price?" I always have some thoughts on how much we may be able to negotiate, often influenced by:
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How close are buyers coming to the asking price? |
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 One issue that often seems to be on a buyer's mind these days is the question of how much they should be able to negotiate off of an asking price for a house. Let's take a look at closings from the past 30 days to provide some insight into what buyers are actually accomplishing right now in the market. Examining all residential sales in Harrisonburg and Rockingham County (10/17/2008 - 11/16/2008) we find...
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Go For The Gold: How to compete and win as a home buyer |
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Are all buyers created equal? Certainly not --- especially from a seller's perspective in our current market.  Here's how I would rank buyers, from the most exciting to sellers (#1) to the least (#9)...
The good news is that you can (sometimes) take steps to move up this list:
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Seller: "C'mon -- do your job -- convince those buyers to buy!" |
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 If only it were that easy!When I am representing a homeowner in the sale of their property, I am:
The reality is that I often don't have that opportunity! Most buyers these days are working with a Realtor and thus have someone representing their interests. I can talk the ear off of their Realtor to try to convince them of the merits of the house that their client has viewed, but I don't have the ability to directly affect the buyers' decision making. Alas, in a market where sales are much slower than previous years, most homeowners really wish that I (or their Realtor) could make that connection with the potential buyers --- and somehow, somehow, convince them to buy! | |
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We have been trying to sell our home FOREVER!!! |
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A lot of people feel this way right now --- that they have been trying to sell their home for many months (or longer) without success. This situation is mainly a numbers game ---- closings are down 23% this year, and new listings are up 43%. Clearly, there are many more sellers in the market than there are buyers, which creates the impatience for selling. To put your situation in perspective, let's break down the listings that are currently for sale in Harrisonburg and Rockingham County: This information is showing how many months these sets of properties have been on the market without having sold: On the market for 0 - 6 months = 656 properties On the market for 6 - 12 months = 208 properties On the market for 12 - 18 months = 66 properties On the market for 18 - 24 months = 20 properties On the market for 24 + months = 8 properties (yikes!) If your house as been on the market for a few months without having been sold, don't despair --- it is just taking a bit longer for these properties to sell. | |
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Is there a price at which you would buy this home? |
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Back in February '08, I wrote about buyer and seller perspectives on our real estate market, and pointed out that many buyers are bashful right now. They will look at quite a few houses, and find one or two that they like, or really like, or can't live without --------- and then, they will decide not to make an offer on the property. Why, you might ask, would a buyer decide not to make an offer on a house they want to purchase? Most often, it is because they think the asking price is too high, they aren't sure whether they will be able to negotiate it down, and thus they don't want to anger the seller or embarrass themselves by making too low of an offer. I'm here to tell you --- make the offer! I have seen several offers work out very well for buyers over the past few months --- because the buyers stepped up to the plate and made an offer that they thought was reasonable for the house in question. As we are evaluating properties, if a buyer seems to really like a house, but doesn't particularly care for the price, I ask the question... is there a price at which you would buy this home? If there is, let's make an offer and see where we can go from there! | |
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Housing Supply & Demand - May 2008 |
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This is an illustration of the relationship between our market's supplyand demand in four price ranges. The numbers (6, 11, 14, 25) representthe months of supply of properties currently available based on averagedemand per month during the past twelve months.  This month (May 2008) shows an increase in months supply in all except the lowest price range. The most significant increase was in the $400k+ price range where the months of supply available jumped from 21 months to 25 months. This was largely because of the increased supply of homes --- 152 homes for sale in May as opposed to only 137 in April. | |
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Change Is Here . . . We Must Adapt! |
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Slower Home Sales . . . Fewer Mortgage Options . . . Appreciation Remains, But . . . | |
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There are quite a few local and national changes occurring right now that greatly affect buyers and sellers. Let's contemplate how we must prepare and adjust. | Older Posts |
Scott Rogers
Coldwell Banker
Funkhouser Realtors
540-578-0102
scott@cbfunkhouser.com
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