January 2013 Blogs
The 5 Most Expensive Ways Buyers & Sellers Sabotage Themselves:
It’s
easy to see the experience of buying or selling a home as an
adversarial one: you vs. the people on the other side of the bargaining
table, with one chess move by your opponent potentially costing you
thousands of dollars.
In my experience, though, the average real
estate consumer’s biggest potential enemy is him or herself. Buyers and
sellers routinely take approaches, make moves and make omissions that
cost themselves much more than anything the other side could ever do.
The
first step of any cure is diagnosis. Here are some clues to detecting
the costliest cases of real estate self-sabotage so you can stop them in
their tracks, get out of your own way and get back to the business of
buying or selling your home:
1. Hesitating. I’m
a big proponent of buying or selling - making any real estate move,
really - on whatever time frame makes sense for your life, your family
and your finances, rather than trying to time the market. That said,
once you’ve done the math, saved your pennies, prepped your property and
otherwise decided to move forward on your home buying or selling plan
of action, hesitation can cost you.
• Buyers who hesitate to make an offer can lose out on a home entirely - or can wait so long another
offer comes in, forcing them to offer more to beat the other folks out.
• Sellers who hesitate to take an offer can lose out on a buyer, when a new listing comes on the market that
catches their eye or better meets their needs.
• Mortgage borrowers who wait too long to lock their interest rates can end up paying more when rates
creep up instead of down.
And
here’s one more for buyers: hesitating to move forward after you get
into contract can also cost you untold stress and deal complications if
it snowballs into a situation where you run late removing contingencies -
having to ask the seller repeatedly for extensions can cost you
negotiation goodwill that you could otherwise have leveraged into
repairs or closing cost credits.
I’d say 90% of hesitation is a result of fear, and fear most often arises when
• we second-guess our life decisions connected to the real estate transaction,
• we don’t understand or are intimidated by a subject, or
• we feel powerless to make a wise decision because we don’t know our options all the factors we should
be taking into account.
Accordingly, you can eliminate hesitation-related self-sabotage by:
• working through the life and financial decisions that are intertwined with your real estate matters
completely and on paper before you start the process, so you can revisit them if and when you’re tempted to hesitate
• getting as educated as possible in advance about your local market dynamics and neighborhood home
values, as well as the home buying or selling process in general, and
• diving head first into the discomfort and uncertainty that everyone experiences when they make these
major decisions, sitting down with your agent and other pros involved to get every question you have answered in a timely manner so you can
move forward, rather than putting decisions off and “sleeping on it” night after night.
2. Not taking expert advice. Have
you ever taken an indecisive friend out to dinner, watched them hem and
haw over the menu, ask the server what their favorite dish is and then
order something totally different than the server’s choice? That same
phenomenon takes place every day in real estate. Many smart buyers and
sellers invest much time and energy into agent-finding, asking around
for referrals, checking agents out online, interviewing them and even
calling around to check references, only to completely disregard their
advice!
If
you have a reputable, competent agent, you might be surprised at how
often they can save you money with simple nuggets of experience-laden
advice specific to a given scenario, like:
• act fast
• list it lower
• offer less/more
• counteroffer for more
• be aggressive
• take the bank’s terms
• don’t buy that house
• get one more inspection/bid
• don’t remove contingencies yet/remove contingencies now
• ask for X, Y or Z repair, price reduction, credit, free rent-back, furniture, or longer time to close.
Experienced,
local agents have a strong sense for some of the precise things that
are so tricky for a buyer or seller to wrap their heads around, like
pricing and negotiations. You should definitely ask your agent for data
and the logical rationale behind their advice, and should keep asking
until you understand and are comfortable with the decision that you make
(whether or not it agrees with their recommendations). By no means am I
suggesting that you blindly take every piece of advice you are given by
any agent, trusted or not.
That said, if you’re having a hard time getting satisfaction or making progress on your home buying or selling aims and
your typical reaction to advice from your agent is to reject it, at
least consider that being more receptive to that advice might actually
help you get out of your own way.
And
if you have a truly hard time trusting your agent’s advice for whatever
reason, consider that you might simply not yet have found the right
agent for you.
3. Overpricing or lowballing. It might run contrary to conventional wisdom, the idea
that asking for
more money or offering less can be acts of self-sabotage, but ignoring
the damage that these acts can do to your real estate plans is unwise.
In real estate, pricing is just more nuanced than that. It’s not the
case that you can simply pick your price, ignoring the financial
complexities involved and the psychologies of the folks on the other
side, and expect for good things to magically happen.
Those
nuances include these truths: setting a list-price that is
significantly above what other, similar homes have recently sold for
will not only not get
you that price, it poses the potential to turn buyers off, keep them
from coming to see your home, make your place sit on the market longer
than it needs to and ultimately, it can result in low or no offers. At
the extreme, overpricing can force you to cut the price, sometimes
dramatically, to activate buyers who have learned to disregard the
obviously overpriced listing in their online house hunt search results.
And
buyers beware: making lowball offers significantly below the fair
market value of target homes has a similar impact. Sellers ignore them
or counter them up higher or they get beat out (often repeatedly) by
more realistic buyers. I have seen the tendency to lowball cost buyers
thousands over the months they are trying to get a fantasy-land deal, in
terms of home price increases or money that same buyer ends up throwing
at their eventual home, out of desperation and frustration.
Don’t
let your emotions be the ruler of your pricing or offer decisions.
Motivation is one factor to consider, but the data on recent, comparable
sales should be given much more weight, to keep the threat of
price-related self-sabotage in check.
4. Cutting corners. Getting a home ready for sale is a marathon endeavor, not a sprint -
especially if you’ve been living there for a number of years. Same goes
for working on your credit, savings and financial plans in advance of
making your first buy: smart buyers-to-be start years in advance. So,
it’s tempting to get near the end of your preparation action plan, lose
patience and start cutting corners on staging, property preparation,
even vetting your own financials and family wants and needs.
Don’t submit to temptation - well, don’t submit without the input of your agent and loan officer.
Depending
on your situation, there are some corners that might be okay to cut -
the ones that will have very little impact on the eventual outcome of
your real estate endeavors. But give the pros you ‘hired’ the
opportunity to give you their input before you unilaterally skip steps
on your original action plan. If you tell your agent you need to cut
your property preparation budget down by a bit, they can help you decide
where the corners you cut will have the least impact on your home’s
overall presentation to buyers. If your loan officer says that paying a
particular credit account down by $4,000 instead of $5,000 won’t really
do too much to your qualification status, you might be fine kickstarting
your house hunt a few months before you had planned to.
Unfortunately,
it’s all too common to see homes where the sellers have poured cash
into great, fundamental repairs and neglected some essential,
inexpensive cosmetic items - or buyers who have fallen just a tad short
on cash or credit and end up scrambling to boost one or both under
pressure. Bring your professional team into the conversation before you
cut any corners, and ask them to help you understand and minimize any
consequences of cutting costs.
5. Failing to read documents all the way through. Hundreds of your signatures will be
requested and required during the
process of buying or selling a home. But perhaps the single-most
expensive way real estate consumers stab themselves in the back is by
failing to read and understand nthe documents they are given - from
contracts to disclosures to inspection reports and even closing/loan
documents - all the way through.
Many
a condo owner has been surprised to learn that they are being assessed a
hefty special bill for common area repairs, when that “surprise” was
predictable from a few of the hundred pages of HOA disclosures they
received before closing escrow. Seller disclosures can be cryptic and
boring, but also often contain red flags to guide buyers and their
inspectors to the real areas of concern. (Their guiding power is nil if
you don’t read them, though.)
And
the same goes for sellers - your agent should read and help you
understand offer(s), buyer’s inspection reports and requests for repairs
or credits, estimated closing statements and everything else, but
ultimately you are responsible for reading and understanding all of these influential, binding documents before you sign them.
So read them. And
don’t be afraid to ask questions or insist on clarifications and
corrections, if indicated. If you were quoted a certain interest rate or
monthly payment, make sure that matches up to what you see in your
closing docs - or that you understand and accept the reasons why it
doesn’t, before you sign.
This sounds obvious, but you’d be surprised at the major
lender-borrower disputes and buyer-seller legal dramas that have arisen
over the years because of errors in loan or closing documents that could
have been detected and resolved simply, easily and inexpensively before
closing. Don’t be one of them.