Researching the Market . . . Putting My Thinking Cap On Saved The Deal
Background: My clients were first time buyers. Very, very skittish first time buyers. Not sure if I can explain it, but I was their second agent, if that says anything.
The buyers wanted to be in a very specific location. The area is lovely and the current market heated up to a boiling point in a matter of a month. From sluggish sales to pending offers in less then two weeks' time, properties were flying off the shelf.
Within a reasonable amount of time, the buyers found a home they wanted to pursue. We wrote an offer which was accepted.
The Problem: During negotiations, there was a $2,000 "sticking point" with the offer. What the buyers wanted to offer and what the sellers wanted to accept = $2,000
Neither side would budge, so the offer was not mutually accepted.
The buyers wanted to continue house-hunting. Unfortunately there was . . .
NO INVENTORY
We had exhausted the current market. We had already previewed what they liked and ruled out what they didn't. Nothing new was hitting the market.
The buyers were FIXATED on the PRICE and they were going to BLOW IT over $2,000
My Concerns: As much as I tried to tell the buyers that the inventory was slim to none, the $2,000 sticking point wouldn't be the least of their concerns if the market continued.
With low inventory in a high-demand area with active buyers, list prices concerned me. Home prices were prone to rise.
It would be easy for these buyers to see $5,000 or more in future list prices, less seller concessions, multiple-bids . . . should anything suitable come up on the market. They were cutting their nose to spite their face over $2,000 . . . or, literally less then $20 a month based on their PITI.
The Solution:
I began to think like the buyer. She wasn't a good negotiator. . . but she was analytical. She even suffered with that dreaded first-time buyer malady: Analysis Paralysis.
What I did was research the market. I documented for her, in a very thorough market report, what she needed to be focusing on . . . buying that home! I talked to her over 2 days, sending her the PENDING sales -- there were 27 properties that went pending quickly. I showed her what to look for in the listing sheet -- the DOMs (days on the market), and asked her if she wanted to WAIT 30 days to see what the properties were closing out at, she'd be running the risk of higher list prices, I showed her the mortgage calculator I have on my WP Blog and told her to play around with it. $2,000 over a 30 year amortized mortgage would equate to less the $20 for them per month . . . as clear as the nose on her face, which she seemed to be spiting.
Was she willing to wait? Was she willing to lose the house she really wanted to buy? Thinking like my client and showing her a very, very analytical detail of that very small market -- even more thorough then a CMA / comp -- I got her to see that she might be spending even more money if . . . IF . . . a suitable property hit that very, very limited market.
The Outcome: A second offer was written, submitted, negotiated and CLOSED.
First time buyers are now homeowners and very happy with their purchase. Not only do they love their new home, but they realize it was purchased at a fair price.

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EBA Portland, LLC is an Exclusive Buyer Agency serving the Metro Portland real estate market since 1999. If you’re a Buyer in the Metro Portland area (including: Beaverton, Tigard, Hillsboro, Lake Oswego, Downtown Portland,) and contemplating a purchase, talk with a Buyer’s Agent . . . better yet, talk to an Exclusive Buyers Agent. Exclusive Buyers Agents do not work for listing brokerages or Sellers. An EBA’s fiduciary duty is: 100% BUYER REPRESENTATION . . . 100% of the Time.
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