7 tips on gaining an edge when presenting your offer to a seller.
- Know What the Seller wants—You can’t be the answer to their prayers—unless you KNOW what they’re praying for!
- Have an agreed to game plan for your purchase—what is the big WHY of your purchase?
- Bringing Seller or Seller’s agent to reality–Pricing—sometimes we get hung up on small amounts relative to the overall value of the home. A seller and buyer got hung up on $2500 on a $550,000 purchase price. Seems trivial right? I mean its less than a ½%. But the infamous phrase: “It’s the principle!” I won’t let $2500 stand in my way of having a client either get their price when a seller or a buyer. In this case, the buyer was looking at another home in an HOA where the dues $450.00 vs. this HOA at $200.00. That’s $250/month for a savings of $3,000 a year. So the first year he recouped the price increase in 10 months. Plus if he was going to live in the unit for 10 years its gets to the point of being trivial.
- Negotiate—some folks just can’t do full price. We have plenty of buyers who have lost a home because they didn’t step up to the plate. If you insist on going in low then you better have a big offset—no contingencies? Shorter inspection periods, quicker close big deposit in excess of 3%. Or go in at full price and ask for stuff—lawn mower, tractor, furniture—hey, some folks are moving down. This you can learn from the listing agent.
- Leave Contingencies to a minimum. Inspection contingency should be the absolute one you wish to keep. Shorten up the time frames for this. CAR defaults to 17 days.
- Make Multiple Offers? Be careful with this one. The essence of negotiations is “good faith” in a contract. If you are buying 3 houses that’s find. But if you are only going to buy ONE of the three you have offers on then disclose what you are up to and WHY! I had a client, in for the weekend on a job transfer and needing to buy a home, made three offers with instructions to me to inform the seller as to WHY he was doing this. He had me present to the #1 house first and wanted me to tell the seller, “Folks, my client wants your home badly but he needs to know when he goes back east that he has a home to move to. He wants your answer immediately. If you can’t do this I’m instructed to present offer #2. This repeats with #2 as I moved to #3. I didn’t get to #2. You may think this was pressure on the Seller but the house had been on the market for some time and we assumed the seller KNEW what they wanted.
- Follow up with listing agent in case you did not get your offer accepted. Ask to be in back-up position. I had presented an offer on a large estate and was representing a very high powered attorney. He got beat out by an “in-house”, Seller was an agent, deal. I wasn’t happy how it went down so insisted we be given “back-up” offer status. It took me some convincing to get my attorney client on board. He grudgingly acquiesced. 2 days later I get a call from the listing agent, buyers realize it is too far out for them from the city. Boom! We’re in first place. I got to make a very nice call to my client who also got to tell his wife they “got the house”!