The inevitable question I am asked in any social setting is “How’s the market?” As a professional Real Estate Optimist, it is a welcome change to be able to report positive news without hesitation or qualification. In this changing market, however, I’ve seen both buyers and sellers make fundamental mistakes.
Sellers expecting to recover lost equity
While the real estate market across the country is improving, and the market in Mobile, Alabama has seen steady increases for many months, it could be years (or for some, even more than their lifetime) to recover equity that was “lost” in market adjustments since 2007. Sellers who have not properly priced their home are unrealistic to expect a full-price offer (or any offer) to miraculously materialize on their table. Some sellers are reluctant to take needed price reductions when they hear that the market is improving – or even when they have a few showings. “We’ve got people looking at it now…. Let’s hold off on that price reduction!” Today’s buyer is extremely informed and savvy. Just because they are willing to take a look, doesn’t mean they will bother to offer on an overpriced home! I once had a customer tell me in an open house, “Oh, we would never consider paying this price per square foot. We just wanted to see what was so special that made the seller ask so much!” Yep, and I was wasting my Sunday afternoon!
Buyers expecting to get a “half-off”
While there is no denying that the last two years offered some incredible opportunities for buyers with cash or good credit, I never found those legendary deals that someone’s cousin, Bubba, got. For the most part – with the exception of a few sellers covered above – today’s sellers (including banks holding foreclosures) know what price their property should bring, and have set asking prices that are competitive. The only way a seller might even entertain an offer of half their list price is if they were asking twice the home’s value to begin with!
Buyer’s failing to “bring it” in multiple offer situations
A welcome sign of recovery is the return of multiple-offers. Yes, we are seeing this more frequently when a seller sets a compelling list price! Yet, novice buyers who have been listening to Uncle Joey talk about real estate “steals and deals” still expect concessions from sellers who are considering multiple offers — and they don’t understand why anyone would pay higher than asking price. When I represent these buyers, I feel their disappointment, even though I knew that asking for three-percent in closing cost assistance without offering above list price would be an exercise in futility. Savvy sellers may intentionally under-price their homes just to generate this kind of bidding war, resulting in a fair-market sales price. It is critical to know your market, and be willing to pay market price for the home you love!
It is our job as Realtors to guide our customers through these tricky market adjustments – and it has never been more important for a buyer to have the assistance of a professional in their marketplace. That’s the job I love…. seven days a week!