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I’m often asked by people who like to prey on others how to buy real estate in a
0 E: e! o& k2 V$ i1 Ofalling market, like this one. The danger of doing so is that you buy before the
$ |" K& S6 j" a) z( z. Jbottom arrives, and take a capital gains hit. The advantage is you hold absolutely all
8 b' @* @$ P( d1 w6 Pthe cards, and can strike a great deal while the victim-seller is writhing in pain and
6 B& B6 y$ _( t1 w% Bbegging for mercy. That’s the fun part.2 K# [, ]% s, \ _) i3 f! P. {; L
* w, |' v( L9 Y/ ZSo, don’t ask me if it’s time to buy yet, because you won’t like the answer. But if ! ]' F) D- E2 x# `; A
you want some tips on being a vulture, for when the moment’s right, then clip this 2 d7 O+ J1 ^# z- D/ y3 d
and stick it on the fridge. (By the way, this is another preview of my coming book.)
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* b9 h! s; i# |9 y: L; i* Offer what you want to pay, not what the vendor is asking to be paid. With so many # @5 U5 \; C; T
properties listed, and so little sales activity, every offer has to be taken
i( L6 I6 o D- x7 k% kseriously. Only by writing up an offer on your own terms, at your own price, will you
5 W& H& i; m. |6 t9 Eget a sign-back showing the true level of desperation you’re dealing with.. u% C6 h: g8 d5 p# l4 ~( w: v
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* Always submit the offer with a deposit cheque, which is like putting a shiny lure on & u; R3 \- y; K t% n) E
the end of your fishing line. However, the offer must stipulate the cheque is not
$ d$ K3 {! H$ D7 \ \8 @/ C# Ccashable until a firm and binding agreement is reached. So, it means nothing, while
& l" I- ~1 Z) L5 ahaving a powerful psychological impact.
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* S3 L# `9 y( H" m* Throw in as many conditions as you want. This will create an offer that is 1 J& ^, i5 q& J: v2 c) X% e9 o
completely tailored to your needs and wants while providing elements you can remove in + R. ~6 Y5 p/ L5 b9 b
order to gain things you truly want. So, for example, make the offer conditional on ' Q" r4 j3 |* k% w) ?: y
the vendors paying all your closing costs, including land transfer tax. While you 3 a% t6 h! n! ^1 z% m
never expect that to happen, you can remove it during negotiations in order to get
- |1 N/ S& I9 p, L6 Gwhat you do want and expect, which is a bargain price.
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4 F( Z! _$ E D" [) O* Ditto for conditions giving you time to arrange financing or even to sell another
+ Q* s- |7 |; Q+ J* w8 iproperty – they are both traditional deal-breakers, and the vendor’s agent will know : ~7 ?( k# ^4 |$ A# u" f2 O
that immediately. So, by reluctantly removing them you move far closer to getting that ! x6 u! e1 }4 m& _+ ?4 y5 O# _
price.
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* Best, however, to insist on a home inspection. This condition should give you five - M( y/ [- j% Q( V0 b3 f+ [
business days to complete the process, and is normally done at the purchaser’s / K8 \ }# S4 k
expense. The reason you want this is because almost all properties need some kind of
/ q, `3 S4 i8 w/ E- G, w/ {work done in order to make them perfect, and when you get the inspector’s report you + k" F( F( J4 k; C4 R( x
have leverage to help you drive down the price. Simply get an estimate of the cost of 8 D& h* k% o2 d2 m" C; e
the repairs and ask for the deal to be rewritten with a price reduced by that amount.
- d3 n- S5 U# _& j O5 C. e* ESince the vendor knows the condition is entirely for your benefit and the deal will
0 f. o8 B/ ]5 n/ K/ \# ndie unless you sign a waiver, well, guess what? Vulture.' x* k& l- n0 R" r N1 n2 k# a5 {' y1 [2 P
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* And remember that the closing date is also an important poker chip to play. Have - B2 ]7 `) M/ W
your agent find out what the vendor wants, and then use that to help leverage the
+ x+ ?' \# m8 k/ S0 j) `. |5 Gprice down. Additionally, you can throw any assets you see around the property into
& J6 I; ?% ]4 A* m, A# N% P: W# o- Pyour offer – power tools, appliances, lawn tractor, Harley-Davidson, whatever. The 3 C# K# Z! @" r, q* a
more you put in, the more clutter there is for the vendor to wade through, and the 9 z5 k9 f- G5 B% h4 s0 X9 Y( q
better chance you have of securing the best deal.2 x9 t' y7 U9 I$ S. C' C f F* l
3 B! c9 h+ q6 ]* n. A* Speaking of which, why not make two offers at the same time on two competing * {0 u1 u1 y; @2 P/ v
properties, and then let that fact be known (through your agent) to the vendor? That 0 T- i; N* m0 B$ Y i
will add even more pressure to the poor guy, as he tries to figure out what he must do * J7 e; ]: y+ }; j. |8 D
to save the deal, and give you what you want. This may be cruel and unusual, but just
+ O) b4 O, N0 {2 econsider it payback for all those multiple-offer situations greedy vendors placed
J4 f5 S. w4 X- Q$ @1 y. Gbuyers in during the bubble years.. Y, h+ t# c! }2 X1 Y! |
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* And, of course, you can make a low-ball offer, get a sign-back, and then just let it + `' S7 N7 N" S1 C6 D) C+ p) j S Y
die. Wait a week and go back in with another one, for the same low price. Odds are you - M+ g3 W9 f* `/ n& b4 ^& e. @/ J' G
will not get the same response this time. The stressed-out vendor may hate you, but ' i k4 u7 Y/ B/ G5 V
he’ll close. |
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发表于 2008-11-29 10:10
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