After months of searching for the perfect home, making some offers, and maybe even competing with other buyers, you finally have a deal on your dream home. It took some negotiations, but you and the seller have come to terms.
Or have you?
Too often, getting a signed contract and putting your money into escrow is the beginning of what can become yet another round of negotiations. Here are five things every home buyer and seller should know about last-minute negotiations or credits.
Buyers may ask for credits based on property inspections.
Usually, a real estate contract either provides for a property inspection, or buyers inspect before signing. Depending on the property and the issues, a buyer might also have a particular type of inspection for the sewer line, septic, pool or roof.
These inspections can bring to light issues that the buyer couldn't possibly have known about before making an offer. Once inspected, the buyer may still be interested in pursuing the sale. But given the needed repairs they will probably want to re-negotiate the price by asking for credits or a reduction in the purchase price.
Sellers should consider having a property inspection before listing.
The goal is to avoid negotiations once you're under contract, because they're not going to be in your favor. If you know the roof is near the end of its life or the furnace breaks from time to time, let it be known upfront, because rarely can you "sneak" something past the buyer.
You might even go as far as having your property inspected before listing the home. This way, you can address any issues, and make the inspection report available to buyers. They can come up with their best offer upfront, knowing what they're getting.
If you have an inspection report or are otherwise assured your property is in great shape, you could even ask for an "as-is" clause in the contract. Although it's not necessarily enforceable, it will send a strong message to the buyers that you aren't open to more negotiation.
Sellers may try to avoid giving credits by having work done before escrow closes.
After inspections, the seller might agree to have work done before the closing. Or the seller may require that a payment is given directly to a contractor for the purpose of performing the specific, required work and nothing else.
These agreements help protect the seller, because buyers sometimes ask for credits just to help offset the closing costs - and never intends to do the repair work.
It also protects the seller if initial estimates for needed work turn out to have been overstated.
Buyers who ask for credits just to get the price down may be taking a chance.
Sometimes the buyer concedes on the purchase price thinking they can come back after the property inspection and ask for an additional concession.
The buyer may even feel empowered now that they've completed a series of inspections and are just weeks away from closing. The seller isn't going to go back to the drawing board with a new buyer over a few more dollars, right?
Actually, they might. If it's a strong buyer's market, there's a good chance the buyer can pull it off, but if it's more of a neutral or a seller's market, the seller may call your bluff. They're assuming that you're the one who, having invested all this time and money on inspections and an appraisal, isn't going to walk away over a few dollars.
Buyers nearly always ask for credits, so sellers should give themselves some cushion.
You should also leave some additional room for negotiation when you're in escrow. Always assume the buyer will ask for minor repair work - they nearly always do, even if there are no major issues. If you leave some cushion for yourself, you'll feel better about the deal, and you'll have protected yourself against the inevitable.
Conversely, the last thing you want is to be blindsided by a buyer asking for a few thousand dollars credit - just when you think the deal is finally done.
Related:
- How to Negotiate Repairs After a Home Inspection
- 4 Ways to Keep Your Closing Process Moving
- What Is a Home Warranty, and Do You Need One?
Note: The views and opinions expressed in this article are those of the author and do not necessarily reflect the opinion or position of Zillow.
Originally published March 8, 2012.
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