Real Estate for Today’s Magalia and Paradise California Home Sellers and Home Buyers

Five Keys To Successful Negotiations

Whether you're a buyer or a seller you want to succeed in the realty marketplace. That's natural and reasonable, but what are the steps you need to triumph?

Negotiations are a complex matter and all transactions are unique. Both sides -- buyer and seller -- want to feel that the outcome favors them, or at least represents a fair balance of interests. In the usual case there is a bit of bluff, some give-and-take, and neither party gets everything they want.

So how do you develop a strong bargaining position, one which will help you get the most from a transaction? Experience shows there are five basic keys which will determine who wins at the negotiating table.

1. What Does The Market Say?

At various times we're in a "buyer's" market, a "seller's" market, or a market where supply and demand are roughly equal. If possible, you want to be in the market at a time when it favors your position as a buyer or seller.

Because all properties are unique -- it is possible to buck general trends and have more leverage than the marketplace would seem to allow. For instance, if you have a property in a desirable neighborhood with few sales, you may be able to get a better deal than elsewhere. Or, if you're a buyer who can quickly close, that might be an important negotiating chip when dealing with an owner who just got a new job 500 miles away.

2. Who Has Leverage?

If you're on the front page of the local paper because your business went bust -- and the buyer knows it -- you have less clout in the bargaining process. Alternatively, if you're among six buyers clamoring for that one special property, forget about dictating an agreement -- the owner can sit back and pick the offer which represents the highest price and best terms.

3. What Are The Details?

A lot of attention in real estate is paid to transaction prices. This surely makes sense, but the key to a good deal may be more complex.

Consider two identical properties that each sell on the same day for $275,000. The houses are the same, the sale prices are the same, but are the deals the same? Maybe not. For instance, one owner may have agreed to paint the property, replace the roof, purchase a new kitchen refrigerator, and pay the first $5,000 of the buyer's closing costs. The second owner made no concessions.

In this example, the first house was actually sold at discount -- the $275,000 purchase price less the value of the roof repairs, closing credit, and other items. If you're a buyer, this is the deal you want. If you're a seller, you would prefer to be the second owner and give up nothing.

4. What About Financing?

Real estate transactions involve a trade -- houses for money. We know the house is there, but what about financing? There are several factors that impact the money issue:

  • Has the buyer been pre-qualified or pre-approved by a lender? Meeting with a lender before looking at homes does not usually guarantee that financing is absolutely, unquestionably available -- a loan application can be declined because of appraisal problems, title issues, survey findings, and other reasons. However, buyers who are "pre-qualified" or "pre-approved" (these terms do not have a standard meaning around the country) at least have some idea of their ability to finance a home and know that they are likely to qualify for certain loan programs.

    The result is that pre-qualified buyers represent less risk to owners than a purchaser who has never met with a lender. If the seller accepts an offer from a buyer with unknown financial strength, it's possible that the transaction could fail because the buyer can't get a loan. Meanwhile, the owner may have lost the opportunity to sell to a qualified buyer.

  • The lower the interest rate, the larger the pool of potential buyers. More buyers equal more potential demand, good news for sellers. Alternatively, high rates or even rising rates may drive buyers from the marketplace -- and that's not good for anyone.

  • It used to be that down payments were a major financing hurdle -- but not anymore. For those with good credit, loans with 5 percent down or less are now widely available. In fact, 100 percent financing, mortgages with nothing down, are now being made by conventional lenders. Reduced down payment requirements are good for both buyers and sellers.

  • 5. Who Has Expertise?

    Imagine you're in a fight. The other guy has black belts in 12 martial arts -- and you don't. Who's going to win?

    Brokers have long represented sellers, and now buyer brokerage is entirely common. In a transaction where one side has representation and the other does not, who has the advantage at the bargaining table?


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    Real Estate for Today’s Magalia and Paradise California Home Sellers and Home Buyers

    Making Your Home Appealing On A Budget

    With the uncertainty of the economy, many people are looking for ways to cut back. When it comes to selling their home, homeowners often don't want to put much money into getting it ready for the sale. While that's certainly understandable, properly preparing a home before listing it goes a long way to helping attract serious buyers and offers.

    It's not that you have to upgrade or completely renovate a room in order to make your home more marketable. Polishing up and tiding up a few key areas can have a remarkable impact. With that in mind, you don't have to spend a fortune to do this. In fact, you can make your home appealing even on a budget. Here's a few ways.

    Whether or not your buyers cook, all seem to be interested in the kitchen. So this is where we begin. Chipped cabinets with peeling paint are unsightly. I've seen kitchens where the countertops are nice — maybe granite — but the cabinets are a shocking mess. It's a simple solution to reface them. It doesn't have to cost a lot. A new paint job for the kitchen walls and cabinets can give the whole area an updated look and make the kitchen area inviting even to those who rarely use it! You might also consider replacing the cabinet handles—you'd be amazed how much difference that makes. One last thing, don't leave dirty dishes in the sink. Remember the adage: the way you live in a home is not the way you stage it.

    This next tip refers not to one particular area but instead to highly trafficked areas. Doorways, hallways, the lower part of walls, and baseboard trim—anywhere else where those nasty scuff marks, fingerprints, and dust settle in. Put a little elbow grease into washing and/or repainting those areas and notice what a difference it makes. I remember when I used to list real estate I went into a home and saw tons of pictures taped to a teenager's door. It was a nightmare. The homeowner eventually peeled off the pictures and repainted the door, so much more attractive. If you're dealing with a small space, you might try something that may seem counter-intuitive. The Star Tribune reported that moving furniture 1.5 to 2 feet away from the walls can help to make a room look larger. Pressing furniture up against the wall gives it a crammed look.

    Mow your lawn and water the plants. It sounds so basic but really this is often overlooked. In the hurry, to pack boxes, shove items in closets, and get the pets out of the house before an open house, homeowners sometimes neglect to take care of the landscape. Thus flowers start to wilt, the grass browns and the overall yard has an everyone-forgot-about-me look.

    Grout your way into buyers' hearts. Yes, the fine lines do matter. Walk into your bathroom after reading this article and look carefully at your tub and tile on the floor. Does it look grubby? Need a good scrubbing? Or does it really need to be re-grouted? That soap scum build-up and mold will really stand out to buyers. And while fixing it doesn't take much, sometimes homeowners simple opt not to take care of this before listing. Maybe they presume that it's not that big of a deal and that it's an easy fix. The first part is incorrect and the latter is absolutely correct—so roll up your sleeves and fill in the lines. It could just lead to the signing on the line on sales contract. Best advice is to see your own home the way you survey a home that you'd like to buy—that's typically with a very critical eye. Then fix it up. The changes could result in a faster sale at a higher price.

     
     
    Real Estate for Today’s Magalia and Paradise California Home Sellers and Home Buyers

    How To Make Buyers Want Your Home

    You love your home but when it comes time to sell, you have to share the love. In the other words, you have to make your home be seen in the eyes of potential buyers as their home. That can be tricky.

    But if you do some of the basic things such as clearing clutter, creating light, bright, and open space, adding curb appeal, removing personal items (family photos, trinkets), fresh paint, and clean or new carpet -- you'll be on your way to attracting serious buyers.

    Let's look at specific areas that create widespread appeal inside the home.

    Here are some of the top areas to improve: countertops, flooring, built-in furniture, and old-style attached fixtures such as those big sheet mirrors in the bathroom. However, when making these improvements, there's one important consideration.

    Functionality is the greatest concern cited by homeowners, according to the latest poll conducted by the National Association of the Remodeling Industry (NARI).

    The functionality of a home is very important, especially over the long term, as many homeowners in this economy have opted for remodeling over moving to new homes.

    So let's explore the areas I mentioned earlier and see how improving these items can lead to greater interest in your home. Countertops are fixtures in homes. So making sure that you select the best material to endure the daily wear and tear is important. If we're talking about the kitchen, for instance, there are many options: granite, tile, recycled glass (for a green option), solid steel, composite stone, butcher block, laminate, and even concrete. Yes, that last one sounds surprising but concrete is being used for countertops and laminate isn't necessarily trying to mimic other materials anymore. Instead, homeowners are embracing laminate's own unique high-tech look. The popular trend is a mixing of several styles creating a blended custom look for the kitchen. But in the end, functionality will rate highest for potential buyers. All of the countertop materials mentioned above have advantages and disadvantages when it comes to maintenance and usage; make sure you completely research the material before selecting it for your home.

    Fixtures are an important area to improve. "People know a lot more about design,"  These days, quirky, eclectic styles from international trends are becoming more prevalent in the United States. However, push the envelope too far with quirkiness and you just might lose a potential buyer. What's important to know is that buyers are paying attention to fixtures. If you have damaged or worn out faucets or lighting, it's best to replace them before showing your home. Also, replacing those big, nothing-special sheet mirrors with some framed mirrors can add a unique look without costing very much. While you don't want to have to spend a lot just before you sell your home, remember that these seemingly small items can have a great impact on improving buyers' interest in your home.

    Flooring is a big interest for buyers. Wood floors are still very popular. Many Realtors say buyers are looking for hardwood floors. That's partly because they endure and don't go out of style. However, if they're damaged it can be a drawback because buyers may focus on how much work it will take and cost to do the repairs.

    Built-in furniture can improve a home. Built-in bookcases and entertainment centers can save space and help make the room look larger. However, there's a downside. Built-in furniture isn't easily movable. So, potential buyers will have to really find the furniture useful and suitable for their needs. "It's all about personalization—homeowners want to know that their space can be converted easily into a different space in the future". And that's what buyers want as well—the ability to make your home theirs when the sale closes.
     
     
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    Should I Take My Paradise Home Off the Market During the Holidays?

    When you look at your calendar you may find the months already overloaded with seasonal obligations -- shopping, entertaining, children's pageants, charity work, decorating the house, and so much more. If you are also trying to sell your Paradise home, you are under extra pressure to keep your home in "showtime" condition. And that could be the last thing you need before the holiday spirit is broken.

    It is understandable why you would be tempted to take your Paradise home off the market during the holidays. And the list of justifications is long. If you are too busy, buyers may be also, and you may find your efforts unrewarded with not enough showings. And what if you do get an offer? You may be faced with the possibility of packing and moving during the busiest time of the year. Besides, you can give your house a rest, and it will have better momentum after the holidays. Better to just pack it in and start fresh in January, right?

    But wait! Most top Realtors agree that taking your home off the market during the Christmas season is a mistake. The house surely isn't going to sell off the market! What is the advantage of that? So you're busy. Let your Realtor do the work. You can leave in the morning, go to work, go shopping, and let your Realtor take care of things.

    The holidays are a wonderful selling period. Why? Because most people take off work sometime during the season. The husband and wife are both off and want to see houses. Most agents like the holidays because the buyers have more time, and they can look at homes together.

    Before you take your Paradise home off the market, consider the following points:

  • Although Paradise buyer activity may appear to slow down, the buyers who are actively looking during the holidays are that much more serious. Agents believe the home market is no more affected at Christmas than during other "busy" periods. If that were so, the market would shut down throughout the year as families concentrate on spring weddings, June graduations, summer vacations, and autumn back-to-school activities.

  • Many Paradise buyers deliberately choose to shop for a home after the busy spring and summer rush. They know that it will be easier to look, and that negotiations will be less stressful. They may not have children, or they may have grown children, so moving to accommodate the school year isn't a consideration. Finding the right home at the right price, however, is.

  • Relocating families often don't have a choice when they can leave for their new destination. Although 68% of transferring families have children, many families have to transfer during the middle of the school year. These families are that much more motivated to get their families settled in before either the January semester begins, or to arrange for the move during spring break in March. If you sign a contract by New Year's Eve, the timing couldn't be more perfect.

  • At Christmas time, our culture focuses on family and the home. Preparing for the indoor activities of winter is one of the most enjoyable periods of family life. Allowing buyers to view your home during this most hospitable of seasons lets them better picture their own family life in the attractive environment you have created.

  • When is your home ever more beautiful and inviting? You have cleaned and decorated, and your home looks like a picture postcard. If the results are good enough for family and friends, they will surely be good enough to impress your buyers. Get the family team on board to do a five-minute blitz pick-up every morning to keep holiday messes to a minimum.

  • With many motivated Paradise buyers in the marketplace, you may find you have more showings than you would if you sold your home during a busier time of the year.

  • If you do get a contract, you can arrange the terms to suit your needs. If moving during the holidays isn't an option, you can put in the closing date of your choice. Most people can close 30 to 60 days after a contract is written, so there is plenty of time. Possession and closings are very negotiable.
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