What does a price reduction mean from a home buyer's perspective?

Dear Dave,

We are actively shopping for a home. We have been looking for about 3 months now and just haven't found the right place for us. As we keep looking, we have noticed the price drop on a couple of the houses that we have looked at. What do you think it means if a house drops $10,000 in price? Would now be the time to go in and make an even lower offer on the house? Is it worth it to settle on a house that might not be exactly what we want, if we can get it for a really good deal?

There sure is a lot to consider when deciding to buy a house! Thanks for any feedback you could give us.

Jack and Stephanie, Grand Junction, CO

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Jack and Stephanie,

Shopping for a home can be painstaking sometimes and requires the patience of Job to find just the right home. It is great that you can afford to be patient and have the time to really look, however, sometimes you can start to overthink things and get caught up in a vicious cycle of “It’s just not quite right." Be careful not to get so caught up in finding the “perfect” house that you miss out on the “perfect” home! There is a significant difference between a house and a home.

Searching for any home is a process of give and take and I would say that there is never a “perfect” house, but there are “perfect” homes!! There will be sacrifices and knowing that everything will not be perfect from a house perspective might help open up some avenues to finding your perfect home. In some price ranges, mainly over $400,000 in our market, you can see price reductions as there is a bit more inventory in those upper price points. In the price ranges under $400,000, our market is still moving quite brisk. 

“Many times buyers interpret that a price reduction means a seller is desperate or there is a problem with the house. That is sometimes true, but typically it simply means that the seller is listening to what the market is saying.”

Many times buyers interpret that a price reduction means a seller is desperate or there is a problem with the house. That is sometimes true, but typically it simply means that the seller is listening to what the market is saying. I say it all the time, selling real estate is not rocket science! If a home is for sale and it is getting showings and no offers, the price is likely too high. If a home is for sale and is getting no showings either the marketing is bad or the price is too high. I will not get into all the reasons the price may be too high, as there are too many to list, but it is safe to say that if a house is a good deal there will always be someone there to buy it. Almost regardless of the market conditions. Price reductions are generally a sign that a seller is listening to what the market is saying, nothing more.

After a price reduction is a great time to make an offer, as generally price reductions open the door to a new pool of buyers and generate increased activity. Ultimately, when priced right, conditioned right and marketed right, any house will sell and being the first to make the offer increases your chances of getting it. After a price reduction, you may be met with some seller reluctance to reduce even further, however, if you don’t try you won’t know. Make the offer and see what happens. The worse that can happen is they say no. 

Your last question is a good one, should you settle if the deal is good enough? I always say that the house does not make the family, the family makes the house a home! If this is true then it does not matter in what or where you live. I am aware this is being overly simplistic so before you settle you have to ask yourself, “Can we truly be happy and at peace in this home?” If the answer is yes, then go for the good deal and you won’t look back. If the answer is no or I am not sure, then no deal is good enough or worth the risk! There is a lot to consider and it sounds like you are asking all the right questions. I bet you find the “right” home soon! 

Dave Kimbrough
The Kimbrough Team

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3 Golden Tips for Home Buyers and Sellers

Dave,

I know you have a ton of experience in real estate and you give great advice in this column every week! So I’m just curious: If you could only give one piece of advice to someone who is about to start the home buying process, what would it be? And on the flip side if you could only give one piece of advice to a home seller what would it be?

Thanks in advance for helping me sound smart the next time my friends and I talk real estate!

John, Grand Junction

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John,

Thanks for the compliment, at least one of us can seem smart when hanging with our peeps! That is a very interesting question and one that takes some thought! I am sure that if you ask me this question in six months at least one of these will change! I am not sure I can keep it to just one thing for each, but I will try. As my friends will tell you, I am pretty verbose. As my mom used to say, he rattles like an empty wagon! With that being said, let’s tackle the buyer advice first.

For the answers here I turned to our two most experienced buyers’ agents, Jan Kimbrough Miller and Cyrie Wortmann. They both work extensively with buyers and know the buying process better than anyone I know. Remember, every agent will have varying answers, but these two are awesome! 

“Make sure you have no weak links in your team of lender and agent...one without the other is no good.”

— Jan Kimbrough Miller, Buyer Specialist

Jan’s one thing was, “make sure you have no weak links in your team of lender and agent...one without the other is no good.” Let me tell you, this is awesome advice! If you have the best lender and are ready to purchase, but have a half devoted agent, you will likely miss the perfect house. On the flip side, if you have the most aggressive agent who is Johnny on the spot, but your lender stinks and you fail the loan process then you will also miss out on the perfect house. The quality combination of your lender and agent are your key to success.

“Remember there will always be compromises. Avoid the trap of overthinking or paralysis by analysis and learn to trust your gut!”

— Cyrie Wortmann, Buyer Specialist

Cyrie has more experience than anyone on our team and her advice is equally important! “Remember there will always be compromises. Avoid the trap of overthinking or paralysis by analysis and learn to trust your gut!” Again, this is timely and sage advice. As our market becomes more and more competitive being hesitant can be the difference between getting your dream home or letting someone else get it! God gave you a gut feeling, trust it and go with it! Both of these are awesome!  

“Clean means more money and less time on market.”

— Dave Kimbrough, Listing Specialist

Ok, moving on to sellers...Since I am a listing agent, I did not solicit anyone’s advice on this answer and I will avoid the temptation of jumping on the low hanging fruit of making sure you choose the right agent! That one is too easy! My number one piece of advice would be that “clean means more money and less time on market”. Who doesn’t want more money and who doesn’t’ want to sell fast? Duh! Make sure to have your home completely dialed in and show ready. A clean house makes a wonderful first impression and the first impression is the most important. When you are dialing things in, make sure not to forget about the outside. Listen, if the inside sparkles but the outside is ugly or neglected, forget about it. Buyers will pass you by. Make sure you have the full package of inside and out ready to go! Next, remember that 92% of buyers start their search online and their first impression of your home will almost always be from your electronic footprint. If your home’s photos (both drone and still), virtual tour, website penetration, Facebook and Instagram presence are not top notch, it will cost you showings and limit your ability to sell. I see it all the time, bad photos and a lame virtual tour… there is no excuse in today’s day and age. If your home has a bad/subpar electronic footprint then you are entering a street fight with a patch over one eye and one arm tied behind your back. There really is no excuse for a poorly executed electronic presence, but you would be amazed at how bad some are. Your homes electronic footprint has to be spot on! 

Hope these help and although there are many more super important tips, these will ensure that you get off to a great start when buying or selling and also make sure you seem super smart and keen to your friends! Lastly, it is Fathers Day! Time to thank dear old dad for all he has done over the years. Remember, its hard work being a dad and none of us came with an instruction manual. Stop long enough to say “I love you” and “thanks for being my dad” and I bet by doing so it might make the day for both of you! 

Dave Kimbrough
The Kimbrough Team

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7 Tips for Winning a Home That Has Multiple Offers

Dave,

Some family friends just bought a home here and after hearing the details of their experience, we’re a little intimidated to start the home buying process this summer (we’ve been planning and saving to purchase a home—and we’re almost ready!). Our friends said that the home they ended up buying was actually the fourth home they had written an offer on. The first three homes they wrote offers on had additional offers and obviously, their offer didn’t win the contract. Their agent said it’s just the nature of the market in their price range right now. We’re in the same price range ($225,000—$250,000) and don’t have much wiggle room to move up in price. Aside from increasing the amount we offer on a home, do you have any tips on how to win in multiple offer situations?

Please help!

Marissa, Grand Junction

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Marissa,

Wow! Your observations are absolutely correct! The segment of the market that you are searching in is moving at a very brisk pace and the competition can be fierce! Multiple offer situations are happening with more and more regularity, so as a buyer, you must be ready and willing to put your best foot forward right out of the gate. If you hesitate or make a mistake, you decrease your chances of success exponentially. Don’t be afraid to compete! It’s a bit like dating…If you find just the right one, be prepared to compete and win! Grab hold of a competitive mindset and remember most houses are lost over a fairly small sum of money or an overlooked detail that would have cost nothing! 

There ARE some simple things that you can do to help move your offer up in the pecking order when the offers are presented to the seller!

1. Be willing to offer more than asking price or include an escalation clause that will automatically increase your offer over and above the next highest offer up to a price ceiling! I have seen many an offer lost over $500 or $1000. If you really want the property and there are multiple offers, go 1-2% over asking price and watch your chances soar! If the home is $225k, offer $229k and my bet is you get it.
   

2. Offer more earnest money than what the seller is requesting. Earnest money is often times an overlooked negotiating tool that absolutely DOES mean something to a seller and can tip the scales if the offer prices are similar.
   

3. Be flexible with the closing and possession date. This will show the seller that you are willing to work with them and make the transition fit their needs.
   

4. Be willing to cover your own or at least part of your own closing costs. Over 70% of the offers I see contain seller paid closing costs. Eliminating these closing costs indicates to a seller that you are a stronger buyer. After 16 years and thousands of contracts negotiated, it is a fact that most sellers would prefer buyers pay their own closing costs.
   

5. Do not ask for personal property or things that the seller is not offering as inclusions with the property. If they have not included the nice new looking refrigerator, don’t ask for it. If you find their lawn furniture comfy don’t try to throw it in, go buy your own. I have yet to find a seller who looks upon request for personal property with a favorable eye.
   

6. Be willing to waive your inspection contingency! If you do this, it will be clear to the seller that you are making a serious offer and have serious intent to purchase the home. This is the last resort move, however, it is a doozy if you have confidence that the property is in good condition or you can handle whatever problems you uncover.
   

7. Use a local lender that has a good reputation! Accepting an offer where the lender is local will sure make the seller and their realtor feel better about the chances of seeing the closing table.

“These are several techniques to help you up your game in this increasingly more competitive real estate market. Notice that none of these are high dollar techniques or anything really fancy, but I promise they can make a difference.”

These are several techniques to help you up your game in this increasingly more competitive real estate market. Notice that none of these are high dollar techniques or anything really fancy, but I promise they can make a difference. If you combine 2, 3 or 4 of these techniques in the same offer you will probably have an unbeatable combination. Remember sometimes it takes a little courage, faith, and risk to get what you want so don’t let fear or hesitation hold you back from making things happen. When you craft your offer with your agent, look at it through the eyes of a seller, be willing to think outside of the box and create a win/win for both parties and I bet you have a new home in no time at all. I’ll bet the next time you submit an offer, it will be FUN!  Good luck.

Dave Kimbrough
The Kimbrough Team

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When can buyers take possession of a house after closing?

Dave,

I recently sold my home and before and during the closing the buyer stated they would give me a few extra days to even a week to move out after closing. The day after closing they showed up looking to move-in and informed me a locksmith would be showing up at 4:00pm to change the lock. Needless to say I was still packing the small stuff and the new owners stood in the living room hovering over me the entire time.

I called my Realtor and was told that technically I had until 11:59 pm if I wanted. My Realtor then called theirs and told them to leave but they just went outside and hung out there. I do have to mention that I let them come over a few times so they could measure for windows and things during the process and I feel like I accommodated them. I feel like they should have done the same and let me finish packing, which was done by 6pm.

What are your thoughts about this?

Chris K., Grand Junction         

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Chris,

I am sorry to hear about your experience, but I can assure you that you are not the only seller who has suffered the fate of the helicopter buyer trying to take possession of their new home after closing! It can be SUPER stressful and no fun for all parties involved.

I am confident you can chalk this one up to the often overlooked, possession date and time of possession portion of the contract to buy and sell real estate. Just for kicks let’s just add in a little poor communication for good measure. Seems like most things that go wrong have a smidge of poor communication sprinkled in, so we will just make the assumption that this situation was no different. It is my experience, and I have been guilty of doing it myself, that everyone has such a keen eye on the closing date that the possession date and time of possession fall out of focus and are left with little attention until they create a problem. 

Every contract has a specific field for closing date, possession date AND time of possession. In your case it sounds like you had possession until 11:59 pm of the day of closing (either written in the time of possession portion of the contract or that section was left blank). The unfortunate part of this situation is the above referenced “smidge of poor communication” or lack of buyer understanding about when they could take possession. Most Colorado contracts that I deal with have the possession time read “at closing”, meaning that when you close the house and the money has arrived then the buyer is the new owner and takes possession at that time. If that field is left blank and no time is designated, then it defaults to 11:59 pm (per the portion of the contract that specifically references the definition of “a day”) the day of close.  This appears to be similar to the circumstances surrounding your contract. 

“It is my guess the buyer did not realize when they were contractually able to take possession and assumed that it would be at close OR they were not informed that you had until 11:59 pm on the day of close to get out, before they were to take possession.”

It is my guess the buyer did not realize when they were contractually able to take possession and assumed that it would be at close OR they were not informed that you had until 11:59 pm on the day of close to get out, before they were to take possession. Either way, the circumstances were not ideal and uncomfortable.

I will also note that it is VERY typical for a buyer to want to come back to the home they are purchasing and measure for window blinds, refrigerators, televisions, beds etc. They would likely not see this as you “accommodating” them, but that they were just making preparations for purchasing your home and gathering needed information. I am sure they did not view it as putting you out in any way.

You are right, it would have been great for them to just leave and come back at a later time, but they may have not had anywhere to really go. This is one of those times to just handle the situation with class and an opportunity to show some grace! Most of the time the stress of the situation and the lack of communication tend to make these issues larger than they really are. I totally get your frustration, but it’s a great opportunity to look at it from another perspective and consider what could be done differently next time in order to prevent the same thing from occurring again! On the bright side, you did give them possession 6 hours early!  : )

Dave Kimbrough
The Kimbrough Team

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What do Home Owners Associations typically manage?

Dear Dave,

We are downsizing and looking into different housing options that will require less maintenance. Most of the places we have looked at are part of an HOA or Home Owner’s Association.

What are typical things that you see a HOA managing? A couple of them seem pretty strict and we’re not sure what is normal and what might be a little over the top. We do not currently live in an HOA and are not sure if it is something we will like being a part of or not. We would really appreciate some feedback on this as we embark on this new phase of life. 

Thank you!

Bob and Ellen - Grand Junction, CO

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Bob and Ellen,

As with everything, being part of a home owners association can be a great or it can end up being a painful experience. It is kind of like a big party, how enjoyable it is, depends on who shows up. In the case of a home owners association, you can't choose who is invited! One thing is for sure, if you are not used to being a part of a home owners association you will likely have some adjusting to do! If you purchase a home that was built in a neighborhood in the past 30 years it is unlikely you can avoid an HOA for the most part and all things considered it is a good thing. 

In the development process most all subdivisions are done with a set of covenants that basically spell out how the subdivision is set up and the rules by which it will be maintained and governed moving into the future. In these covenants it also describes and instructs how to set up the different committees that will help enforce the rules and regulations of the subdivision and all who reside there. This means that the HOA is only as good and cooperative as your soon to be neighbors make it. The design and intent of the covenants and HOA is to maintain the subdivisions integrity and property values over the long haul.

“If you are looking in a single family home subdivision then, more often than not, the Home Owners Association is in charge of maintaining subdivision open and common space and to ensure that it is properly maintained. ”

If you are looking in a single family home subdivision then, more often than not, the Home Owners Association is in charge of maintaining subdivision open and common space and to ensure that it is properly maintained. They can also be in charge of the subdivision irrigation system, architectural control to ensure that any exterior improvements are in line with the subdivision covenants and general neighborhood rules. Examples might be that they enforce that RV parking be behind a 6 foot privacy fence or that the yards are maintained and mowed, or that no cars are left on the street for a long period of time. They will also ensure that any improvements made to the property fall within subdivision guidelines and are in turn complementary to the neighborhood and the other homes, thus protecting the neighborhoods consistency and value.   

If you choose to live in a condominium or town home project then the HOA may also be responsible for water, sewer, trash and not only yard and common ground maintenance, but also exterior building maintenance and repair. This kind of HOA is much more involved and typically much more expensive, since they cover more monthly expenses and continued maintenance. Often times these HOAs have an on-site manager or a management company than handles the operation as it is much more extensive and time consuming.   

As you are probably finding, most newer neighborhoods built in the past 25-35 years have a home owners associations that was set up when the subdivision was first developed. If you are the type that likes to do things without checking with others to gain approval, then an HOA may not be for you. If however you read through the subdivision covenants and find the rules and regulations to be acceptable, then you are likely to adjust easily. Just make sure to read through them and make sure you find them acceptable. 

My bet is you will like and enjoy what the HOA provides and the easiest way to ensure it works well for you and others is to get involved!

Dave Kimbrough
The Kimbrough Team

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I'd love to buy a new home! How can I improve my credit score?

Dear Dave,

I would really like to be able to buy a house this winter or early spring? However, I don’t have a very good credit score. Five years ago I had a foreclosure and two years ago I changed careers to get out of the natural gas industry and several bills were late, including a couple car payments and one rent payment. Over the past year everything has been working out great, as my new career is starting to take off and I am getting firmly back on my feet. I am ready to own again! 

Can you give me some advice on what to do to improve my credit score? I am really trying to clean up my act and want to have a chance at getting a decent loan.

I would appreciate your advice.

John - Grand Junction, CO

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John,

Sounds like you are on your way back to financial stability and you are to be commended for what sounds like “proactive” moves to help get off the instability treadmill and move on to firmer, more predictable ground. When looking into your question, I consulted James Pulsipher, Regional Manager at Fidelity Mortgage here in Grand Junction. He has some simple, yet sound advice:

The good news with credit, is that time tends to heal all wounds, and you have had some time.

For the foreclosure itself--for conventional financing it must be 7 years old, but FHA will allow financing with a foreclosure after 3 years. FHA also allows financing with credit once you have had one year without late/derogatory payments.

The best bet is to take a look at your credit and see what needs to be done, but out of hand, the credit is not something that would prohibit you from buying a new home.

There are  a few specific things you can do now, if you are not already doing them to help boost your credit score in fairly short order…six months or so.

1. Payoff remaining debt.
2. Use your credit cards less by charging less.
3. Don’t be late on any more payments.
4. Consolidate your debt at lower interest rates
5. BE PATIENT!

“Sounds like you are already in a position to purchase with an FHA loan, but likely a couple years away from conventional financing.”

These items can start to impact your credit score quickly and significantly and allow your credit score to climb. Sounds like you are already in a position to purchase with an FHA loan, but likely a couple years away from conventional financing. There are some wonderful FHA loan programs out there, with competitive interest rates that will allow you to purchase your new home this winter. I would also suggest partnering with a good lender to help you develop a plan and timeline for becoming a home owner again! Awesome job thus far and I do see home ownership in your near future!

Dave Kimbrough
The Kimbrough Team

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Can we use more than one agent to look at homes?

Dave,

We are in the midst of the home buying process—which has been really exciting! Our question for you is about “proper buyer behavior”. We have an agent who we really love and has been so helpful throughout the process. Last week she left town for a week and while she was gone we were still driving around town looking at homes. We found one we wanted to see—called the agent on the sign and had him show us the home. At the end of the showing he asked if we wanted him to set us up on an online home search. We told him we didn’t need another search because we had one through our agent. He got really stern all of a sudden and told us that we should only be looking at homes with our agent and not leading other agents to believe they’d get our business.

This was so confusing to us! That perspective never crossed our minds! Is it not okay to have different agents show us their homes? Should we only see homes with our agent? Thank you in advance for helping us!

Janey & Mike, Grand Junction

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Janey and Mike,

You accidentally and unknowingly stumbled onto one of the real estate professions “hot button” issues, where agents are concerned, and that is why the agent got stern with you. As you pointed out in your question, you guys are excited and the process of looking for your new home is fun! You are really only focused on finding your new home which is hard to do when your agent has left town and not provided you a plan on how to access homes while she was on vacation. Life is tricky, with lots of moving parts, but you never know when the perfect house is going to come along and the good ones go fast!

There are many ways to look at this, but ultimately your agent should have made a plan with you about who would show you property while she was gone. I can see this unfold in my mind.  You guys saw a house that looked like it might be “the one”. You called the agent who had the home listed and asked him to show you the home, as you don’t want to miss the perfect home because your realtor is on vaca. He was eager to make that happen and accommodate your wishes because he thought he could potentially work with you as a buyer and asked you very few, if any questions, other than what time would work and he was excited to show it to you?  Your only concern was to see the home so you set up a time to meet him. Since nobody explained to you how things work, because your agent was only focused on her vacation and not how it would impact your home search while she was gone, you had no way to know that you were crossing any lines you should not cross. 

Ugh…communication is hard. It is clear from his reaction that he ASSUMED you did NOT have an agent, but failed to directly ask you if you were working with another agent before agreeing to show you the home. If he had not assumed and had asked you the question about your agent then my guess is your experience would have been completely different. You would have still seen the house, however your relationship with him would have been defined before you ever met and he would have had no unspoken expectation of “picking you up” as a buyer which led to his “stern” response to setting you up on a search. I hope this all makes sense.  Assumptions and unasked questions are the two biggest culprits of communication breakdown and conflict!

“One of the unwritten rules in real estate is that you, as the buyer, should only look at homes with the agent you plan on using to help you purchase your home. But how are you to know this “unwritten” rule?”

One of the unwritten rules in real estate is that you, as the buyer, should only look at homes with the agent you plan on using to help you purchase your home. But how are you to know this “unwritten” rule? Frankly, your agent should have explained this to you and arranged for one of her colleagues to show you property in her absence. My assumption is she was probably only focused on her vacation and not how the vacation might impact your house hunting!

Funny how even the simplest things can become cumbersome and confusing. There is a small life lesson in your question about assumptions and unasked questions! Best of luck and I hope the perfect home is just around the corner!

Dave Kimbrough
The Kimbrough Team

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Is it awkward to use an agent to help us buy a home, but not to sell our current home?

Grand Junction Real Estate Advice

Dave,

My wife and I are getting ready to put our home on the market, but we’re considering not using an agent. We actually have two different sets of friends who have expressed interest in buying our home once it’s up for sale.

Finding a new home is a different story though. We’d love to hire an agent to help us as we believe they’ll add a great deal of value to our home search/buying experience. Is it weird or rude to hire an agent to help us by a home, but not use them to list/sell our home? Thanks in advance for helping us avoid an awkward situation!

Grant & Molly, Grand Junction

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Grant & Molly,

As long as you are up front with the agent you choose, I think you will avoid any awkwardness at all. It is not unusual to not use an agent if you already have potential buyers who are interested in your home. When you approach an agent about working with you to find your new home, just let them know what your situation is and I am confident they will understand and be supportive in any way they can. If your agent does not understand or makes it awkward at all, find another agent.

“I have always found if you are up front and honest about your situation or what it is you need, you will most likely avoid most awkward situations.”

What you might find is that if neither of your prospective buyers actually come to fruition, you might need some help in getting your home marketed and sold after all. Keeping this in mind, I would recommend you evaluate agents knowing that there is a chance you will need them to not only help you find a new home, but potentially also help you facilitate the sale of your existing one...if your current prospects flame out. I have always found if you are up front and honest about your situation or what it is you need, you will most likely avoid most awkward situations. Things get awkward when people make assumptions and don’t communicate, in this case you will be eliminating assumptions by being very up front in directly communicating your needs. Best of luck and hopefully your friends come through!

Dave Kimbrough
The Kimbrough Team

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