Keystone Real Estate: Resort buyers respond to flexible terms
Special to the Daily
In a ‘perfect’ world for sellers, every real estate sales transaction would be a cash deal…whether primary, secondary or investment property! These would be ‘perfect’ buyers who could easily pay full price for each property – again, resort real estate or otherwise.
In reality, however, only about one in eight buyers will actually purchase primary real estate with cash and only about one in four purchase a resort property using cash. Most buyers therefore arrange for their purchases utilizing mortgage or bank financing. Since the overwhelming majority of buyers do secure a mortgage, sellers can turn that fact into their advantage and turn the transaction into something closer to ‘perfect’. They can offer flexible terms to the buyers of their properties – which should also trigger a more suitable purchase offer as well! The old saying, you can have price OR terms rings true! If a seller helps to make it easier for the buyer to say “yes” by presenting flexible terms, the seller is more likely to receive offers at higher prices…even when interest rates are as good as they currently are!
So what flexible terms are we talking about?
1. Sellers can offer to pay discount points, closing costs, or other expenses normally paid by the purchasers. It may cost a bit but time is money and the quicker sale will give the seller more freedom.
2. They may offer to ‘buy down’ the interest rate on the purchaser’s mortgage. This option may be variable depending on the mortgage.
3. Sellers can offer to carry a second mortgage. Maybe the buyer is $100,000 short of qualifying for the home but the seller is willing to extend a second loan.
4. Sellers can also offer to subsidize monthly homeowners fees for a specified period of time.
This is especially helpful for older condominiums with high homeowners association dues.
When sellers ‘sweeten the pot’ through improved and/or flexible terms, they exponentially increase their chances of selling more quickly and for a better price. So, it pays in the long run to remain open and creative through the entire process.
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