I have a transaction going on now where the Sellers are losing their patients with their Buyer. Why?
If you ever asked me, what is the hardest part of the work I do, it is helping Seller Clients to endure the process of selling a home.
This may come across as harsh, but it is a reality. I am going to speak of Real Estate as if it is a person. Real Estate does not care about your goals, your ambitions, your timing, your frustration, your level of patience, nor your level of stress. It is always going to do its own thing, and the best thing you can do to manage your stress is to stay flexible when surprises pop-up.
In a recent conversation with a Seller Client, they said to me after I explained the unexpected twists and turns their Buyer is having to maneuver around to procure their financing, they finally said, “Dale your job can really suck at times!” Inside I just wanted to shout Yay because they finally got it.
When an offer comes in on one of my listings I interview the Buyer’s Agent. I ask is this a Lender referred by you, or did the Buyer come with their own Lender? If the Realtor has referred the Lender, I have more confidence in the transaction closing, because there is hopefully an established track record of past closed transactions.
When the Buyer comes with their own Lender, I am immediately concerned if they will be provided with good customer service, which includes an openness of the Lender to communicate to me, the Buyer’s Agent, or Attorneys serving our Clients any unresolvable issues with the Buyer procuring financing as fast as they know this? More importantly, if there are resolvable challenges, communicating immediately a time adjustment recommendation is most helpful in keeping the Sellers patient with the Buyer.
Here’s the real deal Buyers! When an offer is presented to a Seller it is received just the same as the Buyer making a promise they will procure the financing needed, and close on or before the date they request the Seller to take their home off the market, and plan their lives around accommodating the Buyer to move in on, or very near their requested closing date.
After all the inspections and negotiations are settled, Sellers began to plan their lives around making sure they are well able to meet the time referenced deadlines in a contract.
Sellers get very upset when they do everything their called to do, and a surprise pops-up in the Buyer’s financing. Sellers starting thinking in terms of how they can get the Buyer to pay for their inconvenience, not accepting surprises can be very much a part of their moving experience.
The second hardest part of my work is convincing Buyers the importance of immediately consulting with a knowledgeable Loan Officer the very minute they think they are ready to purchase a home.
Buyers get the chance well in advance to find out and fix any unknown credit issues needing resolving to procure financing, to plan their budget for a savings goal, what is the maximum mortgage payment their finances can comfortably handle, the financing options available to them, what grant money exist out there to help them with the down payment and closing cost, and most importantly, when they find the home they want, they empower me to negotiate the best possible deal for them.
Buyers, please understand the art to insuring a successful smooth transaction is knowing what the Seller cares about most?
Sellers primarily want to know before we negotiate can the Buyer close this deal, how much are they willing to give us or what will our net profit be
so we can plan our move, how reasonable will they be understanding our home is not perfect, and what is the most accurate timeframe we can expect to move?
In a transaction I’m working on now, it became very evident the Buyer was receiving very poor customer service from the Lender they had chosen. I ask their Respected Broker if they would consider getting a second opinion from a Loan Officer I know well and trust unconditionally. In just allowing him to review their file, he discovered they had a resolvable problem.
The toughest part in this transaction now, is all of this is extra time has been eaten up costing the Sellers money waiting on the Buyer to procure their financing. The Sellers want me to commit to giving them a specific timeframe of when they can anticipate closure. The Sellers have grown weary of having faith in the Buyer’s ability to close.
I’ve explained it is far better to work with what you have when you have everyone working as a unified team to close the deal. Plus, when this Loan Officer has put a rush on the transaction, give him the opportunity to successfully do his thing, and all you’re being asked to do is allow patience to possess you! I’ve had to help them understand just dropping their present Buyer, and starting over with a new Buyer means the clock rewinds to zero, and they can look forward to enduring an additional 45-60 days of deal pending processing on a new Buyer.
Sellers don’t like it when I tell them as long as you have a motivated, cooperative, and qualified Buyer, please allow patience to possess you, as you endure whatever time it might take for them to procure their financing. Now, I know this reads harsh, but I want them to remember I took action immediately in their best interest to find a Lender of high integrity for their Buyer in trouble, who understands I’d prefer this Loan Officer to not to take on a file they may not be able to close. This Loan Officer has placed a rush on the file, and does anticipate closing it very soon.
Sellers, please do not ask me to commit to a timeframe in which I have no control. I have no control over how a Lender processes a mortgage commitment. What I do best for you is monitor the transaction, coordinate all the needed activities of everyone involved in the transaction, generate a harmonious team atmosphere and mentality, so everyone involved is always willing to immediately problem solve with me, so we can smooth out the bumps along the road ahead of us, and get everyone to their desired destination with the least amount of stress and frustration.
Now, this is not fully the Buyer’s fault, at least the poor customer service they received from their selected mortgage lender, but this little mess allows me to put a message out there to please, Buyers when you call me inquiring about a home, and I start inquiring if you have done your financing homework, and insist you do your financing homework before we start touring homes, I am simply trying to help you travel down the smoothest road to your relocating goal. I have over 28 years of helping Valued Clients to do this most weeks throughout each of those 28 years, and my expertise is worth more than platinum, silver, and gold combined to you, when you carefully follow my leading you down the right path, because I care about what is best for you!
A Loan Officer I highly respect Vincent Redd shares when….
Buyers are looking to buy a home soon, they will want to consider putting that on hold in order to obtain a pre-approval beforehand (if they haven’t already done so). Vincent is poised right now to help you with this. His contact information is below…
A pre-approval is crucial to a home search. Here’s why:
When buyers are pre-approved before their search, they’ll know how much they can afford, and will avoid falling in love with a home that’s way out of their budget
Buyers with a pre-approval will help you as an agent to narrow down their home search and perform even better in helping them to find the home they’ve been looking for that comfortably fits into their budget
Buyers will be taken more seriously when they have a pre-approval in hand if they find the perfect home. Most often, sellers will accept an offer from a buyer with a pre-approval over a buyer that doesn’t have one
Buyers will also feel less stressed on the home search, which is important because looking for a home is typically the most exciting part of the home buying process.
If you have any questions about getting a pre-approval, or would like more information, Vincent always happy to be of assistance. His contact information is below.
Please know I appreciate you recommendinging me to your Love-Ones, and Friends.