Helpful Negotiation Tactics for Today’s Housing Market

 
 

If you haven’t already heard, homebuyers are regaining some negotiating power in today’s market.

And while that doesn’t make this a buyer’s market, it does mean buyers may be able to ask for a little more. So, sellers need to be ready for that possibility and know what they’re willing to negotiate.

Whether you’re looking to buy or sell a house, here’s a quick rundown of potential negotiations that may pop up during your transaction. That way, you’re prepared no matter which side of the deal you’re on.

What Can You Negotiate?

Most things in a home purchase are on the negotiation table. Here’s a list of just a few of those options, according to Kiplinger and LendingTree:

 
 
  • Sale Price: The most obvious is the price of the home. And that lever is being pulled more often today. Buyers don’t want to overpay when affordability is already so tight. And sellers who aren’t realistic about their asking price may have to consider adjusting their price.

  • Home Repairs: Based on the inspection, a buyer is within their rights to ask the seller to make reasonable repairs. If the seller doesn’t want to do that, they could offer to reduce the home price or cover some closing costs, so the buyer has the money to take them on themselves.

  • Fixtures: Buyers can also ask for appliances or furniture to convey when the house changes hands. Having the seller throw in the washer and dryer cuts down on expenses the buyer would have when moving in. As the seller, you could leave your existing ones behind to sweeten the deal for your buyer, and get yourself new ones for your next place.

  • Closing Costs: Closing costs typically run about 2-5% of the home’s purchase price. Buyers can ask the seller to pay for some or all of these expenses to offset the cash the buyer has to bring to the table. 

  • Home Warranties: Buyers can also ask the seller to pay for a home warranty. This is great for buyers worried about the maintenance costs that may pop up after taking possession of the home. And since this concession usually isn’t terribly expensive for the seller, it can be a good option for both parties.

  • Closing Date: Buyers can ask for a faster or extended closing window based on their own timetable. The seller can also advocate for what they need based on their move to find the right compromise.

One thing is true whether you’re a buyer or a seller, and that’s how much your agent can help you throughout the process. Your agent is your go-to for any back-and-forth. They’ll handle the conversations and advocate for your best interests along the way. As Bankrate says:

“Agents have expert negotiating skills. Without one, you must negotiate the terms of the contract on your own.”

They may also be able to uncover what the buyer or seller is looking for in their discussions with the other agent. And that insight can be really valuable at the negotiation table. 

Bottom Line

Buyers are regaining a bit of negotiation power in today’s market. Buyers, knowing what levers you can pull will help you feel confident and empowered going into your purchase. Sellers, having a heads up of what they may ask for gives you the chance to think through what you’ll be willing to offer.

Want to chat more about what to expect and the options you have? Connect with a local real estate agent.

Read more at KeepingCurrentMatters.com

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Mortgage Rates Plunge to Lowest Level in Over a Year Amid Recession Fears. Is Now a Good Time To Buy a House?

 
 

Mortgage rates have plunged to their lowest level in over a year. But with fears of a recession mounting, is it a good time to buy a house? Not necessarily, one expert says.

“A lot of people want to dive in with 30-year rates declining, but at the end of the day, we still have a housing market that’s overly elevated as a whole,” Todd Stankiewicz, a certified financial planner and president and chief investment officer of Harrison, N.Y.-based Sykon Capital, told MarketWatch.

With home prices still at a record high and the median-priced home near $400,000, buyers should not let the direction of mortgage rates drive their decision to buy a house, he said. “Don’t try to buy it because it’s a good deal. Don’t try to rush into it because rates came down. You’ve got to be patient,” Stankiewicz said.

His word of caution comes at a time when markets are in turmoil.

Global stock markets are sinking as investors view the weak July jobs report as a sign that a widely-recognized indicator called the Sahm rule has been triggered, indicating that the U.S. economy could be entering a recession.

The rule was named after Claudia Sahm, but the economist said she hadn’t seen enough evidence yet that a recession is certain. “We are not in a recession now,” Sahm told CNBC, “but the momentum is in that direction… a recession is not inevitable and there is substantial scope to reduce interest rates.”

30-year rate falls to lowest level since April 2023

Since mortgage rates move based on what the market expects, the possibility of the Federal Reserve cutting rates as the economy slows pushed the 30-year rate down over the past week.

Initially, the 30-year fell due to the Fed putting a September rate cut on the table on Wednesday, and then it fell again after the jobs report on Friday. As of Thursday, the 30-year average rate was at 6.48%, the lowest level since May 2023, according to data from Intercontinental Exchange.

The 30-year fixed-rate mortgage fell further on Monday, to 6.34%, which was the lowest level since April 2023, according to Mortgage News Daily. The site surveys lenders on a daily basis.

“We could see additional interest-rate declines if the [economic] data continue to support the narrative of a weakening economy, but today’s data didn’t offer additional support,” Ralph McLaughlin, a senior economist at Realtor.com, told MarketWatch. The service side of the economy rebounded in July, countering recession talk.

Income required to buy a $400,000 house at current mortgage rates

Yet for many buyers, a drop in rates is a big development, as housing affordability has deteriorated significantly over the past few years. In May, housing affordability fell 7% from a year before, as measured by the Federal Reserve Bank of Atlanta’s Home Ownership Affordability Monitor.

Buying a median-priced $383,000 house in May with an annual salary of $81,000 would eat up 44% of a household’s income, which is considered to be a financial burden, according to the Atlanta Fed.

If a home buyer wanted to comfortably afford a house with a median listing price of about $440,000 as of July, they would need to earn an annual income of $90,000, according to calculations by Realtor.com.

The calculations assume that the buyer’s monthly housing payment would only be a third of their income. Their monthly housing costs would be around $2,500, assuming a down payment of 20%, a 30-year rate of 6.3%, as well as taxes and insurance.

To be sure, “an economic downturn isn’t necessarily bad news for buyers,” McLaughlin said, based on a 2023 survey of visitors to its site.

About 36% buyers indicated then that a recession would make them somewhat more likely to purchase a home, McLaughlin said, with that share being even higher among first-time buyers at 42%, and 32% among repeat buyers.

And if the U.S. economy enters a recession and a buyer’s income is not impacted and is “relatively secure,” he added, “a recession could present advantages for homebuyers, such as higher inventory, lower rates and a slower moving market.”

But buying a house should also be a decision that is based on one’s finances and risk tolerance, with a focus on whether one can pay their mortgage versus getting a good rate or price, Mark Palim, deputy chief economist at Fannie Mae, told MarketWatch.

“I would really not try to time the market,” he added. “I wouldn’t try to time home prices or rates. I would look at my personal budget, my personal circumstances… [and if] you’re comfortable enough to ride out whatever happens in the economy.”

Stankiewicz also advised home buyers to factor long-term needs and a variety of scenarios. “What ultimately people should be focusing on is, is the home right for them? Is it right for their family, and do they see them living there for, you know, seven to 10 years?” Stankiewicz said. “Is it right for their financial situation going forward?”

Low housing inventory still a problem in some parts of the country

Lower mortgage rates could also free up more housing inventory across the nation, Fannie Mae’s Palim said.

Higher interest rates discourage homeowners from moving, particularly those who have ultra-low mortgage rates. A move could necessitate them taking on financing at an interest rate that’s double what they presently have.

Consider this: For a homeowner who still has an outstanding balance of $200,000 and a rate of 3.5% on their mortgage, buying a house of equal value at a new rate of 7% would mean their monthly payment would increase by 38%, which would add up to $110,000 over the remaining life of the loan, according to a working paper titled “Household Mobility and Mortgage Rate Lock,” circulated by the National Bureau of Economic Research on Monday.

That “creates a large disincentive to move,” the researchers added. Higher interest rates prevented roughly 800,000 moves from happening between the third quarter of 2022 and second quarter of 2023, the researchers found. “For households moving between July 2022 and June 2023, the average rate gap was about 2.7 percentage points, which corresponded to a difference in annual payments of $4,928,” they wrote.

With homeowners staying put, the inventory of homes for sale has remained low in many parts of the U.S. Housing inventory is 32% below pre-pandemic averages, according to a monthly report from ICE, with “stubbornly low” levels in the Northeast.

‘Fixated on the American Dream’ versus weighing costs of homeownership

Home buyers eager to snap up lower rates should also be aware of the rising cost of owning property. Homeowners have been especially challenged by the cost of utilities, which includes electricity, gas, water and sewage, as well as homeowners insurance, and real-estate taxes, according to a recent survey by Fannie Mae.

Aspiring homeowners should factor those costs in before committing to a home, Stankiewicz said. “People become so fixated on the American Dream, owning a house,” he said. But they sometimes ignore the “other costs that come along with it,” he added.

So even though mortgage rates are falling and people might feel compelled to buy now, rather than wait until they can afford to, they should not “get too caught up in that,” Stankiewicz added, and “buy a home that’s not right for them at the wrong time.”

Read more at Realtor.com

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As Featured in West + Main Home Magazine: Little Rainbow Kaua'i

 

West + Main Agent Kate Kazell
and West Way Lending Mortgage Professional Dan Kazell

All the decor is locally sourced on island from mostly local artists or small businesses
— Kate Kazell

West + Main agent Kate Kazell and her husband Dan (a mortgage professional with West Way Lending) have spent many years traveling to Hawaii as often as possible. Now that they have two adorable little girls, they decided to invest in their own little piece of paradise...a wonderful condo on Kauai!

"We did a big cosmetic overhaul as soon as we bought it - paint, some wallpaper accent walls, new lighting + hardware, and completely refurnished,” said Kate. “We did it all DIY in a couple weeks staying there with the girls this past spring, and it made a huge difference even though it was all cosmetic and not huge updates."

Little Rainbow Kauai is booking super well on Airbnb, largely in part because of the amazing location, but also because Dan + Kate have made it pretty unique and cute.

“This summer we’re planning a kitchen renovation to open it up with a one-level island vs the pony wall/bartop, and I think opening it all up will make it even that much better!

 

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As Featured in West + Main Home Magazine: Peak Perfection

 

Breckenridge Mountain Brokers

Whether you are looking for a more attainable step into the luxury second-home market, or you just aren’t ready to commit to spending all of your vacation time in one place, shared ownership might be a great solution, allowing for both short-term rental income as well as future equity potential. For example, this stunning mountain modern home in Breckenridge is tucked away in a secluded HOA with only 3 homes, each on a 2 acre lot.

"With unobstructed views of Breck Ski Resort, it is breathtaking during the day, but watching the snow cats groom at night under the stars is my favorite part,” says West + Main agent Michael Tulley. “This home has no detail left behind...custom built beds in each room, Smart Home tech everywhere...and it was just completed in 2023!"

 

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Should You Rent Out or Sell Your House?

 
 

Figuring out what to do with your house when you’re ready to move can be a big decision.

Should you sell it and use the money for your next adventure, or keep it as a rental to build long-term wealth?

It’s a question many homeowners face, and the answer isn’t always straightforward. Whether you’re curious about the potential income from renting or worried about the responsibilities of being a landlord, there’s a lot to consider.

Let’s walk through some key questions to ask to help you make the best decision for your situation.

Is Your House a Good Fit for Renting?

Even if you’re interested in becoming a landlord, your current house might not be ideal for renting. Maybe you’re moving far away, so keeping up with the ongoing maintenance would be a hassle, the neighborhood isn’t great for rentals, or the house needs significant repairs before you could rent it out.

If any of this sounds like it might apply, selling might be your best option.

Are You Ready for the Realities of Being a Landlord?

Managing a rental property isn’t just about collecting rent checks. It’s a time-consuming and sometimes challenging job.

For example, you may get calls from tenants at all hours of the day with maintenance requests. Or you may find a tenant causes damage you have to repair before the next lease starts. You may even have to deal with people falling behind on payments or breaking their lease early. Investopedia highlights:

“It isn’t difficult to find horror stories of landlords troubled with more headaches than profits. Before deciding to rent, consider talking to other landlords and doing a detailed cost analysis. You might find that selling your home is a better financial decision and less stressful.”

Do You Have a Good Understanding of What It’ll Cost?

If you’re thinking about renting out your home primarily to generate extra income, remember that there are additional costs you’ll want to plan for. As an article from Bankrate explains:

  • Mortgage and Property Taxes: You still need to pay these expenses, even if the rent doesn’t cover all of it.

  • Insurance: Landlord insurance costs about 25% more than regular home insurance, and it’s necessary to cover damages and injuries.

  • Maintenance and Repairs: Plan to spend at least 1% of the home’s value annually, more if the home is older.

  • Finding a Tenant: This involves advertising costs and potentially paying for background checks.

  • Vacancies: If the property sits empty between tenants, you’ll lose rental income.

  • Management and HOA Fees: A property manager can ease the burden, but typically charges about 10% of the rent. HOA fees are an additional cost too, if applicable.

Bottom Line

To sum it all up, selling or renting out your home is a personal decision that depends on your circumstances. Whatever you decide, taking the time to evaluate your options will help you make the best choice for your future.

Make sure to weigh the pros and cons carefully and consult with professionals so you feel supported and informed as you make your decision. A real estate agent can be a great person to go to for advice.

Read more at KeepingCurrentMatters.com

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If there is a home that you would like more information about, if you are considering selling a property, or if you have questions about the housing market in your neighborhood, please reach out. We’re here to help.

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