There are many multiple-offer situations these days, especially in Newton and Brighton. I heard of a buyer who put bids on four properties before giving-up and renting. Despite the stories, I still believe the biggest mistakes buyers make are rooted in the fear of losing a property.
Fear based decisions are usually wrong. In buying real estate, fear results in heart ache and overpaying. When a buyer fears losing a home she will offer too much money, overlook important inspection items, or not pay attention to the condominium documents or a building’s financial condition.
A careless broker will allow for this without regard. Even if the initial offer is for a reasonable price, the negotiations will be weak resulting in accommodating the seller excessively. Negotiating can be stressful and emotional, the best time to lose a sense of reality and get overly attached to a property.
Then comes inspection, where expensive issues come up. In fear of losing the property, the buyer will accept the home as it is or under negotiate. For major issues, the buyer should bring in professionals who can quote necessary repairs. A buyer’s agent understanding fiduciary responsibility will encourage this, and encourage the buyer to disregard a disgruntled seller.
A nervous buyer may skim the purchase and sale contract, and not request an explanation of the parts from the attorney. Buyers must not be shy about asking the attorney to take the time to review the pieces of this 7-14 page contract. All remaining contingencies and the buyer’s pre-closing responsibilities are to be thoroughly understood.
Sometime between 24 to 1 hour before the closing there will be a walk-through the property to ensure it was left in broom-clean condition and any inspection issues were properly fixed. If you think this is simply a formality, think again! My own walk-through was a disaster, with the condo left a mess and still needing to have items removed. A few of my buyers found the property in unacceptable condition before closing.
There are ways to deal with this problem, too. Money paid back to buyer or held back in escrow are two options. The buyer has the right to demand seller pay for the property to be vacated and cleaned, regardless of how desirable the property and how many offers competed for it.
So don’t fear losing a property. You’ll be a much better negotiator if you remember this important truth: There will be another home.
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