Home for the Holidays

As the year winds down toward the holidays, I want to remind people that there's one last push left for the real estate market.  Although fewer people look for property during this season, those who do are generally very motivated.  And, while sellers often don't want to have their homes subject to showings near the holidays, the truth is that some homes never look better than when they are decorated for the season.  There is a weather factor, of course, and much less daylight, but the aroma of baked goods and a display of festive decorations will often do a lot to make a house seem like you want it to be your new home.

The same principle applies to the financing and closing side of a transaction.  Even though people generally miss more working days, and parties and vacations can slow down the wheels of commerce, there is usually a strong motivation to clean off desks at the end of the year, and fewer files that have to be processed.  The tax issues involved can often lend a sense of urgency also, since many times there is a big incentive to close in one year or the next, and many jobs that begin at the first of the new year.

So, before you stop reading the Open House section of the paper, and trolling the internet for interesting homes, take a long look at your goals, and think about whether you can accomplish in less time and with less competition (and maybe even for a lower price) what otherwise will be left until spring.  Maybe a new home is the best present of all!

Cash is Still King

When we first heard the national statistics, that a third of all sales currently are cash deals, we had trouble believing it.  Then, when it transpired that that figure in Connecticut was 39%, it was even harder to swallow.  However, as the year goes on, and we look at each transaction closing, it's more apparent that those cash sales really have increased a great deal.  And the difference in those deals can be huge, when the mortgage contingency is removed from the equation.  Closings are faster, deals fall through less often, sellers and buyers feel more committed; however, there is the appraisal problem.

Many buyers feel--and they are often correct--that they will get a better price from the sellers if they offer cash, for all the reasons stated above.  The mortgage process, though, does provide the security of an appraisal, ensuring that the seller is not overpaying.  In fact, these days, with the market improving, the appraisal, as I've stated before, is more often low than high.

Without the need for an appraisal, the seller may want to check the appraisal on his or her own, and sometimes does.  The fact that a deal may be called cash does not mean that the buyer won't seek a mortgage.  It simply means that the buyer intends to close, and can close, with or without a mortgage in place.  So, if they do apply for a mortgage on a cash sale, and the appraisal comes in low, they sometimes try to get out.  Without the mortgage contingency, that can get messy.  If they didn't say that a mortgage was required for them to close, or be willing to close, and they got a better price for that risk, can they now assert the same claim as a buyer who had the contingency?  We're sometimes finding that out these days.

Tough to the Finish

We had a buyer panel a couple of weeks ago, with people who'd bought their houses from us recently. I was surprised at the number of problems that came up right before, or even during, the closing. Two of the three were packed and ready to move before they knew whether or not the other party would be able to perform.

While we in the business all know that the transaction doesn't end with the signing of the contract, even we didn't quite realize that the obstacles in a sale are moving farther and farther down the pipeline. It used to be that the big hurdle was getting the contract signed. Then it was the inspection, and renegotiations after that. Next came the appraisal. Now it's the financing, which is often so problematic that the contingencies last right up until the closing day.

The good news is that all the transactions went through, even though one poor buyer started with six weeks to move and ended with two days. It was also good news that no one thought that his or her Realtor was to blame. It shows, however, that moving (no matter what we tell you) is hard to make easy. Leave plenty of time; expect things to go wrong; don't sweat the small stuff; and keep a sense of humor!