It’s supposed to be a buyer’s market, right? So, why are many buyers just plain mad about the market?
Here in the Seattle Metro area, prices are way down from the highs. And, they’ll probably stay that way for a very long time. The 20% or so of distressed properties on the market and the ones that haven’t been released yet will ensure that. Not to mention whatever craziness is happening with the national and global political and economic crises.
So why don’t all buyers feel the love?
All real estate is local and this local market is bustling. If a buyer is coming from almost any other part of the country, as many are, they are surprised by the relatively high prices compared to other markets, and the reality of multiple offers, sometimes necessitating (horrors!) the paying of full listing price, or maybe a wee bit more.
What?! Aren’t buyers supposed to get everything they want: perfect house in perfect condition in the perfect neighborhood with the perfect commute – for 50% off list price?
As any seasoned real estate broker will tell you, there is no such thing as perfect in a house or neighborhood. Much as I hate to admit it, there is also no perfect real estate broker. We could also take that further and say there is no perfect job, spouse or parent but that would lead us in a totally different direction than the one intended for this post.
I recently had a buyer in a competitive offer situation tell me they wanted to compete on “something else besides price”. Really? Who neglected to send out the memo that we are working in a market? In popular, livable areas of Seattle and the Eastside, a seller who is wise enough to price fairly for the market will get that fair price. Homeowners are selling a product. For the money. Given similar contract terms, more money wins. You wouldn’t expect someone to sell you shares of stock for less just because they liked you or your stockbroker, or because you included a picture of your cute dog in a nice homespun letter, would you? Well then.
This is not to say skillful negotiation, a personable demeanor and solid price analysis are not appropriate. Of course, they are all critical to obtaining the best possible price. “Possible” is the operative word here. There is a difference between savvy negotiation and attempting to turn water into wine (something I REALLY wish I could do). By that I mean that I see many instances where buyers have unrealistic expectations for prices and what the price buys in the Seattle Metro market, leading them into deep wells of disappointment once faced with reality.