Although the Palisades housing inventory has increased somewhat since its near-historic lows in December, there is still a serious shortage of homes available in most price ranges in our highly desirable neighborhoods.
We continue to see a substantial number of all-cash buyers, people coming with investment capital from overseas and all-cash investors still on the hunt for suitable properties.
What does a buyer need to do in order to increase their odds of succeeding in such a difficult market environment? Here are several actions that will significantly increase the probability of success.
1. Become educated about the current housing market conditions and recent trends.
2. Become familiar with the current inventory and prices. Compare properties that sold over the past several months that might have been suitable to meet your needs. Be aware of the average prices per square foot and the price increase percentage over the past year.
3. Be sure to engage a seasoned buyer specialist who has successfully represented at least several buyers in the last year or so. Be vigilant and diligent in doing your own searching. A home seeker sometimes will notice an opportunity or option that their agent may not have considered suitable.
4. Unless you are an all-cash buyer, it is crucial to be pre-approved by a major or at least well-known lender. This process will involve the lender verifying your credit score, income, debts and employment. The result is not merely a pre-qualification. Rather, with pre-approved financing both buyer and seller can have a much higher confidence that financing will not be an issue in the transaction.
5. Be willing to help your agent write as “air-tight” an offer as you are comfortable with, including short contingency periods and minimal requests of the seller. Consider writing a personal letter, and perhaps provide a family photo to accompany an offer. If you write a letter, be careful not to go overboard in emotional appeal or personal revelation as this can sometimes backfire.
6. Be prepared to take quick and decisive action if necessary, especially if multiple counter offers are issued by the seller, which may increase the price.
Be prepared for the possibility that the home may be in a price range where it becomes difficult for an appraiser to justify. In such a case, a buyer may need to make a larger down payment.
7. If there is not a rush to present an offer, consider performing any and all property inspections before you write. This can work to your benefit if you think the property may have multiple offers. This can put you in a position where you are able to remove contingencies more quickly, which will make your offer much more appealing.
8. Consider improving the strength of your offer by offering to pay the seller a certain amount per day if there are any delays in closing on time. This could include reimbursement of all seller carrying costs for their own loan interest, property tax and insurance costs.
9. Consider offering to pay some of the costs that sellers typically would have, such as retrofitting, escrow fees, title insurance and more.
10. Be sure your agent finds out as much as possible about what the seller’s agent and the sellers themselves would prefer in an offer. Then have your offer written as close as possible to the seller’s specifications.
Here are a few cautionary points or mistakes as well.
If asked by the seller to remove your financing contingency at the beginning before you have a lender fully process your loan, there may be a very serious risk in case something were to prevent you from obtaining approval in time.
Be aware of back-up buyers who may enter into the picture. Although you will still control the escrow if your offer has been accepted, a seller who has a better offer from a backup buyer may refuse to comply with any request you make of them.
Do not assume that the seller will always issue a counter offer to everyone who has presented an offer. At times an offer may be so clean and solid that the seller will simply decide to accept it or only issue a counter offer to that party.
Make every effort to maintain as clear a perspective of the “big picture” so you are not distracted or over-influenced by relatively minor issues. For example, major cosmetic repairs needed might amount to thousands of dollars but be very little as a percentage of the total purchase.
Similarly, if a home does not meet all of your criteria, and if you would not rank it a 10 on a scale of 1 to 10, compromise is usually called for. You may discover that 8 out of 10 is as good as it gets.
Give your agent a chance to perform satisfactorily. Don’t hold him or her responsible for a shortage of inventory or unavoidable multiple offers. Loyalty to an agent is usually warranted unless the agent shows little understanding of your key criteria or fails more than once to identify an alternative that you definitely feel would have worked well for you.
For the past 28 years Michael Edlen has tracked local statistics and trends, and provides real estate counseling services to prospective buyers and sellers. More tips and information are available at MichaelEdlen.com. He can be reached at 310.230.7373 or michael@michaeledlen.com.
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