Tag Archives: sales market

The Right Lender Can Help Win in a Situation with Multiple Offers

This is the final part of a three part serious on how to win in a situation with multiple offers. 

Reasons why NOT to use a big box lender in a multiple offer situation

In situations with multiple offers, if one buyer is getting a mortgage and another buyer is paying all cash, the seller may not necessarily accept the all cash offer. The goal of the seller is to sell the property. The seller, with the help of the seller’s agent, will want to accept the best offer to get to the closing table. I have already discussed the terms of an offer can win against multiple offers and how a Realtor can provide an advantage against multiple offers. However, if a buyer uses the wrong mortgage lender, it could cost time, money, and the home.

With a Variety of Mortgage Lenders, Having the Right One against Multiple Offers is a MustWhen I write “the wrong mortgage lender,” I don’t mean one lender is bad and to stay away. In a competitive market, where inventory is low, having a reliable, easily accessible mortgage lender can mean getting to the closing table. The low rates offered by big box lenders can be very attractive but the underwriting guidelines are strict and unyielding. By big box lenders, I mean Bank of America, Wells Fargo, Chase, etc. and other large banks who do not keep their loans in house. When a buyer gets a loan from one of these banks, the bank in turns sells the loan to Fannie Mae or Freddie Mac. In order to sell the loan, the loan has to follow certain guidelines. The process to follow these guidelines is painstakingly slow and, with larger mortgage lenders, buyers do not have one person handling every part of the mortgage process. Our buyers have used a variety of lenders but the smoothest transactions by far were when our buyers have used either Guaranteed Rate or First Republic. In fact, one deal was saved when Guaranteed Rate stepped in after Bank of America could not approve the loan.

Boutique Mortgage Lender Guaranteed Rate Can Help Win Against Multiple Offers

  • Underwriting

Due to the strict underwriting, big box lenders have had to delay a closing date for some buyers if the situation is unique in some way (not FHA approved, appraised lower than asking price, the buyer is self employed, or from out of the country, etc.). As I mentioned before, the seller’s goal is to sell the property and the seller’s agent will help sort through the offers to find the one to get to the closing table and offers the best terms. The seller’s agent and, in this age of information, the seller know big box lenders are more tedious to deal with. If another offer has an offer letter from a mortgage lender the seller’s agent and the seller know will get the job done, that offer will hold more weight.

  • Inflexible Processing Time

A buyer who submits an offer with flexible terms will be attractive to the seller. But in order for a buyer to have flexible terms, the buyer needs to know what options the lender can offer. With a lender such as Bank of America, a buyer would not be able to offer a closing date less than 6 weeks from acceptance.

  • No Waiving Mortgage Contingency Option

If the buyer wanted to use a larger lender, waiving the mortgage contingency would be an incredibly risky move on the buyer’s part. The property would not likely be able to be pre-approved by a larger lender prior to submitting an offer, so the buyer would have to hope the property is approved afterward which could take weeks and leave the buyer’s deposit vulnerable. Smaller mortgage lenders are more involved with the local community and know the real estate market specific to their area. This benefits the buyer because the lender will be able to anticipate any problems which could affect the loan or the lender will able to pre-approve a property in as fast as four days.

Situations with multiple offers may not continue to happen as consistently as is now the case, but rare and unique properties will always have more than one interested party. When a buyer has to have a certain property, who the buyer uses and what terms the buyer offers can make the property home.

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3 Ways A Realtor Can Help You Win in a Situation with Multiple Offers

This is part two of a three part series on how to win in a situation with multiple offers. 

It’s not what you know, it’s who you know…. and what they know.

Many of the strategies I wrote about in the previous blog on how offer terms can help win a situation with multiple offers are only possible when the buyer has a good Realtor working on their behalf. A strong Realtor has a large vetted network of vendors in all aspects of a real estate purchase. From lenders and attorneys to painters and carpenters, a good Realtor has many qualified contacts able to put a buyer in the best position to buy a home. More importantly a strong Realtor has developed good relationships with other Realtors in the broker community.

  • Quiet Listings 

The Realtors behind Matthew and Alisa Group Real Estate Blog

Most sellers would prefer to have their property on the general market but few unique properties are shopped around quietly among brokers for reasons as simple as getting the right price, the sellers do no want the general public in their home, or the sellers does not want their neighbors to know they are moving. No matter the reason, the result is the same, a buyer needs to be in the know when a property becomes available. A good Realtor spends their time knowing the market conditions, the properties on the market, and the other agents working in the real estate sales market in the area and surrounding neighborhoods. So when a new listing is not going on the general market right away, selling agents will contact other trusted agents they know and have worked with to bring a buyer. Agents working for brokerages with deep connections in the community and many active agents will have further access to these quiet listings beyond their own personal network.

In extreme cases where a buyer must waive a mortgage contingency and/or an inspection contingency, advance knowledge or early access to a property can also allow the buyer the ability to have an inspection prior to submitting an offer or get the property approved by a lender before submitting an offer. Our team of Realtors does not believe a buyer should waive these contingencies unless protected. By getting our clients early access to properties we are able to offer them a competitive advantage while protecting their deposits.

  • Home Inspectors

As mentioned in the previous blog, expedited contingency dates and a short due diligence period can mean an accepted offer. Having a Realtor with a network of trusted inspectors means a buyer can offer an inspection date within two days of acceptance. With a list of multiple qualified inspectors to call, a buyer can almost always find an inspector available within two days.

  • Mortgage Lenders

When an offer has a mortgage contingency, a pre-approval letter must accompany the offer. In a multiple-offer situation, the decision can come down to what lender two particular buyers are using. When a buyer is using a big box lender, such as Bank of America, Wells Fargo, Chase, etc., their offer can be viewed less favorably because the arduous and inflexible underwriting can stall, delay, and even kill a deal after keeping the home off the market for two or more months. A seasoned listing agent will advise their client on the risks associated with taking an offer accompanied by a pre-approval letter from one of these lenders. Similar to the network of trusted home inspectors, Realtors have extensive networks of trusted mortgage lenders. Many Realtors have had to step in and advise a buyer to switch from a big box lender promising slightly lower rates to a mortgage lender known for getting to the closing table.

Working with a Realtor a buyer trusts is a key factor in any real estate transaction. However, a seller’s agent will not only look for the best terms for their client, but also the team the buyer has decided to use. Agents want to work with other proven agents because it assures their client the best chance of success. Using an agent unfamiliar with the area and the local customs of a transaction or an aunt who has her real estate license but has not sold a home in four years will not make an offer appear any stronger in a situation with multiple offers.

In the next post in this series, I will discuss how important the lender can be in a home purchase. Unless all buyers start buying property with cash, the lender a buyer uses can make or break a deal.

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What Sellers Wish Buyers Knew Before Submitting an Offer

With property selling at lightening speed, sellers are in the position where they can review multiple offers. However, not all offers are created equal and some are down right off. Here are 4 things sellers hope buyers know when submitting an offer.

1- Nitpicking and nickel-and-diming will not get you a discount.

Pointing out every little stain and out-dated design will not have the seller agree to a discounted price. Sellers and seller’s agents know the difference between cosmetic issues and major concerns, and they (should) price the home accordingly. If you want to offer a certain price based on what you are going to have to do to the home, fine, but if it’s significantly less than asking and what you need to do is cosmetic, it will not be considered a serious offer by the seller. Even if you come back with a more reasonable offer, (and the property is still available) the seller may have taken your original offer personally and may decide not to work with you.

2- Giving a sad story with a sloppy offer will not impress or move a seller.

I have suggested to my buyers to write a brief letter about themselves and why they want to buy this particular property. This is a good idea when the sellers have multiple offers and the property was the seller’s home rather than a new construction from a developer. The letter gives the seller a chance to identify with you and in the best case scenario allows the seller to see you are in the same position they were in when they bought this home.

However, if your offer is incomplete (missing pre-approval letter, offer not signed, no deposit check, etc.) and you have a letter saying how you would rather be homeless than live in any other home than theirs, it could raise a red flag to the sellers and they may not want to deal with you.

Tips for Buyers from Sellers3- Making everything easy for the seller will make everything easy for the buyer.

First, have all your the paperwork signed, complete, and organized. Not every agent types the offer to purchase paperwork, which is fine as long as the offer is written clean and legible. Second, know what your timeline is but also be flexible to what the seller’s timeline is. Many sellers want to sell as soon as possible, so consider having your offer with accelerated closing dates. This will also give sellers more confidence your offer will make it to closing. Of course, paying cash will bring the most comfort, but if the buyer can have an inspection in two days, sign purchase and sale within a week, and close in 30 days, the seller may find those terms more comforting than a cash offer at a lower price.

4- Mind your manners.

Asking for a seller to fix something or give credit toward fixing something is not uncommon. Little issues are almost always found during an inspection. But do not demand to have the something done that doesn’t need to be fixed. If there is an issue, politeness and rationality goes a long way. Even beginning a request by stating, “I understand that I may asking this too late but…” or “Thank you for considering” will help your cause. As always “Please” and “Thank You” goes a long way.

5-Choose your agent wisely.

From beginning your search to closing your transaction, your agent is there with you at every step acting in your best interest. Whether you are selling a home or buying a home, your agent should be acting professionally, responsibility, and constantly communicating with you. If you are putting in an offer to purchase, your agent should make sure you have all the paperwork to sign, have the dates clear, and go over everything to make sure you know what you are offering. I have written this many times, but it bears repeating, buying property and selling property is emotional. Anything that involves egos, memory, and money will be emotional, real estate transactions involve all of these with multiple parties. As your Realtor, it is our job to represent your best interests and keep emotions calm. Many of the tips I’ve written above can and should be explained by your Realtor, so it is very important to work with a Realtor you trust and who will represent you in the best possible light.

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Buying a House? Get Pre-Approved for a Mortgage First

Get Pre-Approved Before BuyingI’ve written before about the home buying process and the steps buyers need to take to become home owners. Yet I still see and speak with many buyers that do not have their pre-approval letter or have not spoken with a lender. In a buyer’s market (more listings for sale than buyers) or a “normal” market where not every listing goes under-agreement after the first open house, I could understand moving at a slower pace. Now is not that market. Now you are running with the bulls. If you do not want to get trampled, first – don’t wear red, and second – speak with a lender and get pre-approved.

This is not just in my corner of the real estate world. This is true all over the nation (with few exceptions). Last year sales of occupied homes were the highest they have been in five years, however the inventory is at a 13 year low. Which is prompting a need for construction of new homes and condo buildings. August saw the lowest supply of new construction homes on the market since 1963 at 143,000 units. Last month it rose to 150,000. At this rate, it would take a little over four months to exhaust all the supply of new construction off the market.

The lenders we work with are professional, responsive, and in some cases, superheros. It takes little to no time at all to get a pre-approval letter. In this market, if you want a chance to buy a home you want, have a pre-approval letter before you see it. If you find a home first and then try to get everything in order, you can lose out. If you plan to get a mortgage and do not submit a pre-approval letter, sellers will consider your application incomplete. And if multiple offers are submitted, your offer will end up at the bottom of the pile, behind those with a pre-approval letter and buyers paying cash.

We want to help you put the strongest offer forward, so you can secure the property. If you need the recommendation of lenders to speak with, we would be happy to provide the names of those lenders we feel are the best in the business.

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Boston Real Estate Sales Market: Why Now is a Good Time to Sell

Boston’s population is the highest it’s been since the 1970s, up to over 625,000 people. With cranes as far as the eye can see, new developments are going up in areas considered in the past to be tired or rundown. However, buildings are not going up as fast as the demands call for it.

Buyers are chomping at the bit to enjoy the lifestyle that comes with city living offered in the downtown neighborhoods of Boston. Convenience of shops and restaurants, little to no need for cars, and the vibrant energy of the city are appealing to young professionals, empty nesters, and young families. More people prefer the location and lifestyle that comes with living in a condo over square footage and a yard that comes with a single family home. The demand is high, inventory remains low, and people are ready, willing, and able to pay what the market demands. The competition between investors and home buyers is stiff. Investors are fully aware rentals are in as much high demand as condos, so they are not concerned with the investment potential associated with rental property.

Boston city living is in high demandOver the weekend Matthew Gaskill and Alisa Peterson hosted an open house at their listing 41 Commonwealth Ave #3. A beautiful lofted one bed on the second block of Commonwealth Ave in Boston’s Back Bay neighborhood priced at $489,000. The open house was from 11:30am-1pm, in the hour and a half the door was open, over 50 groups came through. The buyers ranged from first-time homebuyers, empty nesters, and investors. And as a result the property was under agreement Monday evening after receiving multiple offers.

This is not a rare occurrence and it is fantastic for sellers. The high demand is driving up prices and lowering the days a property is on the market. More properties are coming on the sales market, however,  and well-priced properties are going under agreement after the first open house. Why wait until next year to sell? We know today’s buyers have the strongest buying power in years. Inventory remains low. Low inventory means low competition which equals the highest price possible.

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What Does $500K Buy in Back Bay?

I have given examples about what you can buy for $1 million in Back Bay and for $2.5 million in Back Bay in the current real estate sales market, but what about $500,000? In an neighborhood with grand mansions, renovated condos, and luxury high rises, can $500,000 go very far? Let’s find out.

According to MLS, over the last 6 months 30 condos have sold between $450K – $550K. The average sold price per square foot was $728, the average days on market was 59, and the average sold price was $499,728. The condos range from renovated one beds in traditional brownstones to luxury studios in high-rise full-service buildings. All of which make for an ideal pied-à-terre or investment property.

351 Beacon Street #6

This bright 680 square foot 1 bed 1 bath condo featured a renovated kitchen and bath. Located on the corner of Fairfield Street at Beacon Street, this condo was listed for $493,000 and had an accepted offer after 8 days on the market for the full asking price.

351 Beacon Street #6 - Coldwell Banker Residential Brokerage

351 Beacon Street #6 – Coldwell Banker Residential Brokerage

 

326 Dartmouth Street #2

Located on Dartmouth Street near Marlborough Street, this renovated 741 square foot lofted 1 bed condo is something special. Featuring high ceilings and classic details but with a modern kitchen and bath. The condo was listed for $524,000 and sold for $517,000 after 143 days on the market.

326 Dartmouth Street #2 - Paragon Properties

326 Dartmouth Street #2 – Paragon Properties

 

110 Stuart Street #26I

The Residences at the W feature high-end finishes in every unit and luxury services. Located on Stuart Street, this 512 square foot new-construction studio features incredible views from the 26th floor. Listed for $550,000, it sold in 2 days for $525,000.

110 Stuart Street - Otis & Ahearn

110 Stuart Street – Otis & Ahearn

 

113 Marlborough Street #7

Located on one of the most desired locations in Back Bay, this 779 square foot 1 bed 1bath condo features incredible light and plenty of storage. Listed for $525,000, it had an accepted offer after 5 days on the market, and sold for $550,000.

133 Marlborough Street #7 - Gibson Sotheby's International Realty

133 Marlborough Street #7 – Gibson Sotheby’s International Realty

 

Search here to see what is for sale between $450-$550K in Back Bay, but with the way the market is behaving, what you see now, may not be available tomorrow.

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How Buying Power Affects Buying and Selling Property

Buying power in real estate is directly related to interest rates for a mortgage. Before a buyer should start searching for property to buy, the buyer will want to get pre-approved by a lender. The mortgage lender will determine what a buyer can afford in terms of purchase price based on what the buyer can afford in monthly payments after looking at income, other debt, etc.

The higher the interest rate for a loan, the less the buyer can afford to buy in terms of the purchase price. For example, a 1% increase in interest rates is equal to 10% of the purchase price of a property. As illustrated in the chart below, if a buyer could afford the monthly payments for a $400,000 home at 3.5% interest, at 4.5% interest a buyer would only be able to afford a $360,000 home. Depending on the real estate sales market you are looking in, this will change your buying options drastically.

Interest Rate vs Loan Payment

 

Freddie Mac History

With interest rates where they are, buyers have more money to spend on property. However, many potential sellers have asked me if they should hold on to their property and wait until prices go up to put their listing on the market. No one can predict what will happen next year or even a few months from now, but the current circumstances make now a great time to sell property. Low inventory means low competition. Historic low mortgage rates means strong buying power. No time in recent history has seen these two factors in play together. Even Warren Buffet has said we will not see buying power at this level for another lifetime.

 

Interest Rates from 2012-2013Even though the interests rates are ticking back up, it may be a couple years before they are back up to 5% or 7%. But I can guarantee if one seller I spoke with is thinking about holding on to their property to sell next year, there are a lot more thinking the same thing. Simply put, it is supply and demand. Right now, it is a seller’s market which is getting sellers multiple offers over asking price after a week on the market. The limited supply of available properties on the real estate sales market and an excess of buyers is pushing up the prices. Next year, if everyone decides to sell, it could become a buyers market with sellers hoping to get close to their asking price. When the supply increases buyers will take their time to look around and even under-bid.

Contact us to assess your individual situation and what the best strategy is in the current market.

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Selling Property: Are You Ready?

I have not made any secret about how great the real estate sales market is behaving right now especially if you are selling. Inventory is low and the properties on the market are getting multiple offers and selling over-asking. It is very exciting to be a seller in this market but only if you are ready to sell. So how do you know if you are ready to sell?

1. You have another place to go.

If you are thinking about selling your property and want to put it on the market to see what you can get, what will you do if you actually get an offer? Do you have another neighborhood to which you want to move? Another state? Are you looking for something bigger? Smaller? You do not necessarily have to have another home in escrow, but if you have already moved on mentally, it will be much easier to move on physically.

2. Your current place is no longer suiting your needs.

Is your one bedroom too small for you and your growing family? Or have all the kids moved out and now your large home is too much work? When you look at your current home and only see how it no longer works for your lifestyle, you are ready to move on.

3. You are receptive to advice.

Whether this is the first home your are selling or your seventh, unless you work full time in real estate, you are not an expert. Three reasons define why properties do not sell today and when you are fighting with your Realtor about any of these, you are fighting the real estate sales market.

  • Are You Ready to Sell Your Property?Price – Realtors have to abide by certain ethical guidelines, so if we are telling you the price is too high, we are not secretly trying to get you to lower the price to fit our buyer’s budget. We have done the research, we have listened to the feedback from the buyers and agents. Pricing is the difference between a sold listing and old listing.
  • Staging - This is your home that you have decorated to your taste that you love, we understand and respect this. But if your taste is preventing any buyer from being able to envision it to their taste, it will not sell. It is always a good idea to visit other listings you are competing against and “borrow” some ideas from the ones that show very well
  • Marketing – This is only as good as the Realtor you use. If you don’t want to be bothered  with what needs to be done to market your home to sell, you may not be ready to sell.

4. Timing makes sense.

Many people have held onto their property as an investment and rented it out instead of selling in a down market. In certain areas, rent is high enough to cover the mortgage and then some. However, being a landlord can be more trouble than it’s worth and with tenant laws continuously evolving (such as Boston’s New Inspection Ordinance), it may be worth it to sell now and move on.

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Should You Work with a Realtor to Sell Property?

The internet has revolutionized the real estate business. For a long time sellers could only find out what their home was worth when someone told them or the latest real estate section of the paper came out. Today, sellers can go on Zillow and get a “zestimate.” So when all the information is at your finger tips, why work with a Realtor? Many use the saying, “Would you do your own dental work?” or “Would you self-diagnose chest pains?” Selling property is a major endeavor, with the exception of a few people, working with a professional will save you time and money in the long run.

Sellers, unless you have sold property numerous times and have plenty of time, it is in your best interest to work with a Realtor. I understand many will feel I am biased, but there is much more to selling property than putting an ad on the internet and opening a door.

Why Use a Realtor to Sell PropertyMarketing is the most important factor in getting your home sold at the best possible price. Realtors have access to a variety of networks and we use them all to showcase a property to get it sold. A couple of examples include an email blast to area Realtors, hosting a broker’s open house, and radius mailers introducing the property. According to a survey by the National Association of Realtors analyzing the latest trends of Buyers and Sellers, 90% of buyers use the internet for their search, which means high quality, professional photos are a must. If the pictures are dark, blurry, of messy rooms, or if the listing does not include photos buyers will move on. Many Realtors know how important good pictures are which is why many real estate offices have a professional photographer on staff.

The showings alone can be incredibly time consuming. Depending on the market your home is in, if there is an influx of properties similar to yours, you will have to accommodate every showing you can get. If you list your property with a Realtor, you will still have to accommodate showings but your Realtor can coordinate everything from multiple showings, open houses, and private showings to better accommodate your schedule and maximize the time allotted.

Finally, since 87% of buyers use agents, if you are going to sell your property on your own, you will only save half a commission since you will most likely need to offer a commission for buyer’s agents to bring their clients to your home. The majority of sellers who sell their property without professional assistance usually have a buyer before selling. But if you do not have a buyer and want to sell your property, consider using a professional. A large percentage of owners who try to sell on their own eventually list with a real estate professional, but what has this delay cost them in terms of lost buyers and time?

Would you like to discuss what The Matthew and Alisa Group offers when we list your property? We would be happy to share our method with you, so you can make an informed decision when it is time to sell.

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4 Actions to Do Today to Buy Property in 2013 Real Estate Market

The past year has seen plenty of excitement in the real estate sales market. Even though the inventory was low, many properties went under-agreement quickly and with multiple offers on the table. Many buyers we worked with came out on top after the best and final while others didn’t. For those who didn’t, we were close a few times and in other cases the buyer wasn’t mentally and emotionally prepared for battle.

Here are a few tips to get ahead now for the buying frenzy of 2013:

1) Get your finances in order!

I don’t mean check your bank account and see if you have enough in there to cover a down payment. If you have certain bills hanging over your head, pay them off. Check your credit to make sure there are no issues you are not aware of.

Schedule time to meet with a lender. You can go to your local branch of your bank, but it may be to your best interest to investigate a few lenders. Your real estate agent should be able to provide the names of at least a couple lenders who can make the transaction as easy as possible. Have them review your credit, tell you what sale price you will quality for, and give you a pre-approval letter. *

*Check with the lender to see how long the letter is good for. If you decide to wait until the summer to buy, the letter may expire.

2) Do your research.

Preparing Today to Buy TomorrowIf you are new to the real estate sales market or have taken a break, do your research on what is going on in the neighborhood(s) of your preference. Once you have taken care of the first step and know what your finances are and what you can spend, search what you can get in the neighborhood where you want buy property. Prices may fluctuate by the time you are actively searching, but at least you will have a better understanding of the real estate sales market and will be less surprised come spring.

3) Speak with a Realtor now.

Even though the beginning of the year is the slower season in the real estate sales market, there are still Realtors out there that will be happy to talk to about how to buy property and help you understand the real estate market. Find someone you trust or who comes recommended by family or friends. You may have a distant cousin or a friend of a friend who moonlights as an agent, but will they provide the same service as a full-time experienced Realtor? Talk to both and then make your decision.

4) Get rid of stuff you don’t need and don’t buy new furnishings that will create a hurdle in finding your perfect home.

I love helping find my clients buy property, whether for an investment, a starter home, or a place to grow old in. However, when it comes to moving, there is nothing I hate more. From now on my plan is to get rid of everything I don’t need or use. Before you decide whether or not to keep an item, take a moment to think, “is this something I will want to pack, move, and unpack.” With this in mind, don’t buy things now for a home you will like to have in the future. It is incredibly frustrating when you buy a huge couch because you plan to buy a bigger space and it was on sale. Then you find the almost perfect home, but the layout doesn’t work with the couch.

Buying property is an emotional endeavor. At times it will be frustrating and heart-breaking, but the more you are prepared before you start, the stronger an opponent you will be when it’s time for battle.

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