THE LONG SUFFERING SELLER SYNDROME

It has happened again; I watched a very nice single family home sit on the market for 8 months, from early April of this year, during the prime selling season of Spring and Summer. It was not my listing, but I had visited the property since it was very close to my own home. I thought it was overpriced from the first day. A home is worth what the market is willing to pay for it; that's just the way it is. I don't know if that original list price came from the seller or the listing agent, but the end of the story was predictable. That seller carried the cost of ownership for 10 long months, watched the neighboring homes sell over the summer, and went through the stress of multiple price reductions in an effort to attract a buyer. So this listing closed this week, for 17.3% under the original list price. Factor in the real estate taxes the seller had to pay, insurance, etc., it makes me sad, literally sad, for the seller. This was not a short sale, not a distressed sale in any way. Please make certain your list price is the RIGHT price, the price at which it will sell. There is no such thing as "let's give it some room for negotiation" option in this market, readers. There is far too much on the market for the buyers to pick from, to make them want to negotiate with a seller whose price is so far off the mark. Want to sell your home? Pick the Realtor to help you who will present you with a realistic market value of your home, and take that agent's advice.

Appraisers - Why You Need to Be Concerned

Time was when appraisers magically appeared at a home that was under contract to sell, wrote up a report that usually had the appraised value match the contract amount, and the deal closed. Everybody went home happy.

But not so much any more. And with good reason.

With the mortgage melt-down last year, scrutiny was focused on every step of the selling process. The appraisal system was deemed inaccurate at best, and perhaps knowingly inept or frequently "fudged" at worst. So how does this appraisal thing happen anyway, and what does it mean to the seller and the buyer?

To keep it brief, when a buyer applies for a mortgage, the lender orders an appraisal to be done. The lender needs to know the true market value of the property, so that the lender is comfortable giving the buyer a loan on that property. It used to be that the lender could call on any appraisal company he chose to do the appraisal, giving the lender a healthy amount of control over the appraisal process. At least the lender had knowledge of the appraiser's work, work ethic, areas of real estate market experience, etc. But with the mortgage industry debacle came new rulings on how appraisers were to be selected for a property under contract. Suddenly the lenders had no ability to select the appraiser. Appraisers were being doled out to do jobs from a central control processor. And the lender was strictly forbidden in having any conversation with the appraiser assigned to a file, and forbidden in doing anything that looked like an attempt to influence the appraiser's report. The results were immediately disastrous. Legitimately disastrous. Appraisers who had no familiarity with a community or neighborhood or condo building were writing reports that mocked the meaning of the word "accurate." Transactions were falling apart because of it.

The real estate and mortgage community put up the cry - Fix This! And the pendulum has swung back the other direction somewhat. But we still hold our breath when an appraiser's report is delivered, hoping that the results look accurate, given the community, neighborhood and specific condo buildings.

When the appraisal report supports the purchase contract price, the transaction can do forward. If the appraisal states that the purchase price is more than the market value, the lender cannot issue the loan as requested. Depending on the property, the lender might demand more cash from the buyer, or suggest a renegotiated purchase price, lower than the first agreed upon price, to meet the appraisal report. Or the lender might deny the loan altogether.

This is why the buyer and seller must be making their best effort to agree to a selling price that is not over the market price. It will only mean a brick wall to overcome if a mortgage is part of the deal.