Depending on the location, house hunters may find themselves in a  strange, transitional real estate market that’s emerging from historic  lows.

Advantage: Buyer? Yes, in many areas, that’s still the case.

But  buyers have guidelines for success in this type of market, too. They  need to show that they’re serious if they hope to secure their dream  house amid stiff deal-sniffing buyer competition or sellers so  frustrated they may be willing to hold out for a stronger market  turnaround. Professionalism and realistic expectations can go a long way  toward ensuring a smooth and timely closing transaction, which is  important to buyers and sellers alike.

There  are deals to be found, but playing hardball with lowball offers that are  out of sync with comparable local sales can be time-consuming. Time can  mean money.

There may be wiggle room with  seller concessions (covering closing costs, tossing in repair credits),  so entering into a prospective deal armed with local market knowledge  and respectful consideration of the seller’s position can go a long way  toward getting a great deal on a great property.

Here are a few tips for buyers to consider, culled from National Association of Realtors data and independent brokerage sites:

•  Save yourself and all involved the delay and headache of financial  surprises by researching your own credit report. You should also  consider securing a preapproved loan or at least let a bank determine  the range you’ll likely qualify for. This will help set realistic  expectations for your search.

• Foreclosed properties shouldn’t be ruled out  as part of a wide and comprehensive home search. But these types of  sales may take more time and involve more financial hoops, so be  prepared.

•  With your agent or on your own, thoroughly study the comparable nearby  sales. But limit that search to recent transactions—no older than six  months if such data is available. Extend the timeframe if you need to.  Price isn’t all that matters; find out how long properties are staying  on the market, on average. This stat can also help inform how far below  the asking price you might consider for an opening bid.

•  Speaking of negotiations, they’re back and have been for a few years.  Gone (in most but not all markets) are the bidding wars where would-be  buyers didn’t stand a chance unless they came in above the asking price  from the start. Ironically, tough competition has cropped up in some  instances, thanks to the weak housing market. If buyers are going for a  foreclosure, for instance, all-cash offers from property developers and  other buyers are edging out bank-financed offers. Again, be prepared and  know your own financial situation in advance.

•  Keep in mind that real estate health is not only a “local” market story  (you can essentially ignore national sales statistics), but it can  change street by street. Maybe the property you desire is near a  prestigious hospital, university, large government employer, or vibrant  restaurant and shopping district. That’s good for your long-term  investment, but it also means the seller has a pricing advantage at the  outset and could care less about macro-pricing trends. Competition may  be tight; if the economy remains spotty, other buyers will look for this  kind of neighborhood stability.

• It’s  perfectly acceptable to ask how firm the seller is with the price. You  or your agent can pose this question to the seller’s agent. Semantics  are important: Ask “How flexible are they on the price?”Avoid: “How much  less will they take?” Consult with your agent for their opinion on the  likelihood of the success of a lowball offer. You have the right to go  in at whatever level you want, but keep in mind that a lowball number  may turn off the seller and close down any chance at negotiation. You may have to bid on several properties before you get a  seller to jump. Of course, this tactic might work on your first try.  Try to check your emotions at the door.


Rob Longo, Sales Representative    ABR, GREEN, RSPS    Magic Realty Inc.    805 N. Christina Street    Sarnia, Ontario