Kelly Tierney Received New “Certified Negotation Expert” (CNE®)” Designation

Professional negotiation skills are necessary for all real estate agents in helping home buyers and sellers, especially in the current market

Kelly Tierney has been awarded the Certified Negotiation Expert (CNE) designation from the Real Estate Negotiation Institute (RENI). The CNE is earned by real estate professionals after successfully completing formal negotiation training over two days. Agents who receive this certification are among the top agents in the country in negotiation skills.cne_logo_cmyk

With professional negotiation skills, agents are able to help clients obtain better results in the sale or purchase of their home. CNE agents have a higher skill level which enables them to 1) communicate more effectively to uncover desired information, 2) help clients understand their options, 3) work collaboratively with others, and 4) resolve deadlocks. CNE agents have a thorough understanding of how to negotiate effectively to help achieve their client’s goals.

The Real Estate Negotiation Institute is the leading negotiation training and coaching company in the real estate industry. Collectively, the Real Estate Negotiation Institute’s instructors have over 300 years of real estate and negotiation experience. Tom Hayman, the CEO and Co-Founder of the Real Estate Negotiation Institute, asserts: “Any Buyer or Seller who hires a CNE agent can feel confident they have one of the best trained negotiators in real estate. They should achieve superior results and have better resolution of all issues when represented by a CNE agent.”

All Cash Offers Crushing First Time Home Buyers

I came across this article about how all cash buyers are cornering a market that has historically been driven by first time home buyers. To read the entire article, click here.

In my experience over  the last 12 months, I’ve seen this first hand. Last Spring & Summer, first time buyers were being outbid by investors or individuals with the ability to pay cash and  also offered far over the listed sales price. It was heart breaking to see time and time again when a buyer would be first in the door for a showing, make a full price offer (in some cases even go over asking price) and still be pushed out by cash deals.  “All-cash purchases accounted for 42.1 percent of all U.S. residential sales in December, up from 38.1 percent in November, and up from 18.0 percent in December 2012, according to a new report from RealtyTrac. First-time homebuyers, historically about 40 percent of the market, accounted for just 27 percent of sales nationally in December, the lowest since 2008.”

Also mentioned, is a good point about how the increased appreciation of property drives prices higher and higher, making a home purchase even more difficult. Lastly, first time home buyers are also weighed down with heavy student loan repayment and credit card debt, so the new mortgage rules that have gone into effect this month push off the dream of buying a home for many. If you’re in the market to buy a home this year, my experience is to avoid waiting to buy a home prices for many reasons:

  • before prices continue to rise
  • before interest rates rise, as predicted a full point increase by end of 2014
  • the increased activity of buyers flood the market during the “heavy buying season”
  • as lending rules and regulations make it difficult to qualify for a loan.

What If Your Home Doesn’t Appraise?

For home sellers and buyers alike, the appraisal process can be the last final hurdle before getting to the closing table. However, this important step in the process can often cause headache and frustration for those that don’t completely grasp the appraisal process.

Being on both sides of the transaction, I’ve seen a few appraisal issues arise and here is quick rundown of the ins and outs of this process.

First off, when a seller and their broker are determining a listing price for the home, the listing agent performs what is called a Comparative Market Analysis (CMA). The listing agent is determining a price range that the house should be sold at. The most efficient way of doing this is by looking at the sold prices of similar styled homes located within a relatively short geographic region.

As a realtor, I always try to use the formula that a bank-hired appraiser might use – this compares apples to apples in terms of style of house. Is the subject home a ranch home? Well then only looking for ranch style homes, not 2 story homes, bi-levels, etc. Then looking at homes within about 20% either way of above grade square feet (so excluding the basement). Most important is finding comparable home that are located close to the subject home – hopefully less than a mile away and in the same neighborhood. After finding comparable homes, making dollar amount adjustments for number of bedrooms, amenities, upgrades, garage style, etc to determine a value range.

On the flip side, as a buyer when you find a home that you are interested in making an offer, it’s imperative to ask your agent, “What are homes like this selling for?” This will help determine if the seller is over priced or right in line with the market. As with lots of things in life, there is no one exact price for a home.

So what do you do if your home doesn’t appraise?

As a seller you have a few options: you can ask that the buyer bring more cash to the closing table to make up for the price difference in the contract price and the price the appraiser gave the home (which is difficult to get done) or you can renegotiate the price with the buyer. As a seller, it’s important to remember it doesn’t matter how much you paid for the home, the cost of renovations you’ve added or how much profit you need in order to buy your next home. The appraiser was hired by the bank, which means they also work for the buyer. The bank does not want to lend on a home that is worth less than their loan amount.

As a buyer you have similar options: you can decide to bring additional cash to close to fill the gap, you can try to renegotiate the price with the seller, you can terminate the contract or you can challenge the appraisal. If the buyer decides to terminate the contract they will get their earnest money back so long as they have terminated by the date specified in the contract.

It’s important to note that challenging an appraisal can sometimes cost the buyer an additional fee. However, this is where an agent can really show their strength. If the broker can show that the appraiser used poor comparable properties or did a “drive by” appraisal and  didn’t actually enter the home, then there may be a chance to fight the value. If the home had a renovated kitchen then the appraiser may have completely missed that value added item.

HouseWith the market moving so fast lately, appraisal issues have become common. The cause for this is that an appraiser is using past historical values for a homes value and not always necessarily looks at appreciation values. This is why it’s important to look for the most recent sales. A house with the same floor plan and finishes that sold across the street from the subject property yesterday is obviously the best comparable possible. Of course we know that’s not always easy to find.

After the appraisal has passed, hopefully it’s smooth sailing until the closing table for buyer and seller! 🙂

Just Sold! 320 Del Norte Street

SOLD – 320 Del Norte Street

3 Beds :: 1 Baths :: 984 SF

Completely updated and move-in ready Ranch home in Western Hills with oversized back yard.

320 Del Norte

Thinking of selling?

Let me assist you with the exposure you need in today’s market and provide the negotiating that will get you the right price.

In the market to buy?

Call me to be sure you are aware of everything that is on the market that meets your needs.

*Represented the Buyer on this transaction.

Sold! 3118 S. Akron Court

SOLD – 3118 South Akron Court

4 Beds :: 4 Baths :: 1,765 SF + 1,473  SF Basement ::  2 Car Attached Garage

Beautifully renovated and meticulously maintained ranch home in Hampden Heights that is perfect for entertaining.

3118 S Akron Ct

Thinking of selling?

Let me assist you with the exposure you need in today’s market and provide the negotiating that will get you the right price.

In the market to buy?

Call me to be sure you are aware of everything that is on the market that meets your needs.