How To Win A Multiple Offer Situation

How To Win A Multiple Offer Situation

The real estate market is hot right now, and the competition for homes is rising with little inventory to satisfy the demand. Homes are being sold with multiple offers on the table within days, and even hours, after listing. This may be ideal for sellers, but for buyers, this could mean trouble if they don’t have a skillful real estate and lending team representing them to snatch the perfect home.

Get Pre-Approved!

Make sure your borrower is in the strongest financial position possible; in today’s market, you’re going to need every card on the table. This means your client’s financing decision needs to be strategic. You need a lender who will match your client with financing that puts them in the best bargaining position possible. Get a pre-approval in hand so your client can shop with confidence.

Understand the Seller.

Find out what the seller’s experience has been like so far. If they have placed the house on the market several times only to have the deal fall through, your client can use this to their advantage by differentiating themselves from previous and current prospective buyers.

Stand Out with a Powerful Introduction Letter.

This will humanize your client and their situation to the seller. Let’s say your client can’t beat the best offer, but they can at least match it. That is when a humanizing touch can be enough to sway things in your favor. Help your clients craft a letter that tells their story; you want the seller to feel like your clients deserve the house.

Be Flexible.

Counsel your client on flexibility whenever possible. Be ready to yield to the seller’s desires, from the close date, to concessions, to who will pay for minor repairs. The more ideal and uncomplicated you make the offer, the easier it is to choose you over the next guy.

Have a Lender Who Won’t Let You Down.

Let’s say you do manage to get the offer accepted. Congratulations! But now is the most crucial part; delivering on those promises. If your lender fails to meet deadlines, doesn’t communicate proactively, or worse, didn’t really pre-qualify the client, your reputation could take a serious blow. Help your client choose a lender who makes you look good. Allow us to be that trusted partner!

If you have questions about how to get your client pre-approved with a lender you can trust, please feel free to reach out to The Polder Group at Summit Funding at your earliest convenience. We would love to work with you!

Fannie Mae and the new Trended Credit, what it means for you

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Recently, Fannie Mae, one of the main guarantor’s of conforming mortgages, enhanced its underwriting system, Desktop Underwriter. This new version, Desktop Underwriter 10.0, analyzes a borrower’s credit using a new tool called “trended credit”. It requires trended credit data to be taken into consideration when underwriting a single-family mortgage transaction. Desktop Underwriter’s evaluation is fair and impartial, applying the same criteria to every mortgage loan application considered.

What is Trended Credit Data?

Trended credit data is a deeper view of the borrower’s credit history. It provides lenders with a 24-month history of a borrower’s credit payments including balance, credit limit, scheduled payment and actual payment. This helps lenders determine whether a potential borrower will be high or low credit risk, based on how they already manage their lines of credit.

An individual who pays more than their minimum payments on their monthly debt is more likely to be a “lower risk” than someone who only makes the minimum monthly payments.

Trended data has been used by credit card and finance companies for years but until now, it has not been widely used in the mortgage industry.

Trended data will only be used with conforming Fannie Mae loans at this time.

What are the benefits of Trended Credit Data?

The new enhancement will help creditworthy borrowers to gain access to mortgage credit and lasting homeownership. It will benefit borrowers who regularly pay off their revolving debt, increasing the possibility of being approved by the Desktop Underwriter 10.0. Those who would have barely missed the minimum requirements may now be approved.

We are always happy to bring you the latest news on the mortgage industry to keep you and your client’s informed. If you have any questions on how this might affect you and your clients, please give The Polder Group a call today. We would love to hear from you.

Whether Your Client Is Buying Or Selling A Home

Whether your client is buying or selling a home, the appraisal is an essential step in the transaction, so it’s important to set realistic timeline expectations. Summer is a very popular time of the year to buy or sell a home, with the sheer number of appraisals being ordered it is creating increased appraisal timelines and possibly higher “rush” prices.

Who controls the appraisal due date?

Mortgage banks set the due date for the appraisal, but this doesn’t mean the date will necessarily be met. Often, the original date must be modified, which in turn, will delay the actual closing date.

The closing date can sometimes be unintentionally delayed by the real estate agent and homeowner if they do not return the appraiser’s request for an appointment in a timely manner. We understand that a homeowner may believe that in order to increase the value of their home, the entire house must be spotless and may cancel an inspection in order to get the cleaning done. But right now, appraisers are so busy that if that one opportunity is missed to schedule an appraisal, they will fill that slot with other appointments.

How long does an appraisal take?

Everyone in the industry is currently at the mercy of the appraiser’s schedule. In the past, appraisers could perform as many as four inspections in a day. Add an additional day for writing the report and the appraisal could be completed within two or three days. Unfortunately, with today’s complex regulations and requests for additional information, this time has been stretched to up to a two to three weeks from the time of inspection to the completed report. For commercial properties, this time frame can extend to a month or more.

There is also a shortage of experienced appraisers and they are all overloaded with work. A borrower can put a rush on their appraisal costing upwards of an extra $200-300, but when there is a rush on every appraisal, the prices for a timely appraisal can get even steeper. Warn your clients that this is a possibility, but ensure them that we will all be doing our best to get them into their home as soon as possible.

How should you prepare your client?

At the beginning of the sales process, discuss the appraisal process with your client so there are no surprises. Be honest with your client about possible appraisal turn times and the costs associated with a rush order. And let them know that a spotless house won’t sway an appraiser to increase the home value.

All lenders are experiencing the same delays this summer so it’s extremely important to set realistic expectations with your client to ensure they understand how important it is to accommodate the appraiser’s schedule in order to close their financial transaction.

We are always here to help you foster your client relationships; providing top notch customer service. Call, Text or Email “The Polder Group” (520) 495-0222