6 Negotiation tactics for spring property buyers.

Interest rates remain at a record low currently, and the property market is expected to heat up as we enter spring despite the economic challenges due to the pandemic. Listings are currently lower compared to last year, which means as a buyer there may be more competition for properties this spring. So, if you are in a good financial position and considering buying this spring, it’s a good idea to arm yourself with some sharp bargaining tactics before diving in.

Nobody wants to pay more than the current market value for a home. Here are six negotiation tactics to help you get the right price on your property purchase.

1. Research the market value in advance

When it comes to the sale price, it pays to do your research. Knowing the approximate market value of a property will allow you to negotiate the price with confidence. Speak to Fornaro to access a property and suburb profile report which will provide valuable insights so you can make a fair and educated offer that reels the vendor in, whilst avoiding overspending.

2. Know your ceiling price

Before you begin negotiating, it’s important to know your spending limit. The easiest way to find out is to speak to Fornaro who can research your borrowing power. This is the amount a lender may be willing to let you borrow, given your personal financial circumstances.

Knowing your ceiling price is particularly important when bidding at auction. With private treaty sales, you can insert a ‘subject to finance’ clause in the contract that will allow you to back out if a lender won’t come to the party. But once the hammer goes down at an auction, you cannot pull out without being in breach of the contract and out of pocket for the deposit.

3. Be confident of your finances

When negotiating, you’ll be more confident if you know your finances are good to go. Pre-approval gives you that peace of mind and it gives you an advantage over buyers who don’t have their finance in order (If you are new to buying property, pre-approval is an indication from a lender that you qualify for a home loan up to a certain limit).

4. Understand the seller’s motivations

Find out why the vendor is selling. If the sale is time-sensitive, you may be able to offer an extra incentive of a shorter settlement period. This is often the case if the vendor is in a hurry to relocate for work or family reasons. Try to close the deal by changing the settlement terms or conditions to suit their needs, or perhaps the deposit arrangement (for example, you could offer a larger cash deposit).

5. Use your building and pest inspection report as a negotiation tool

If your building and pest inspection reports come back with a few surprises, it may give you leverage to get the vendor to negotiate.

6. Know when to walk away

The number one rule when buying property is not to get emotional. When you determine the fair price for a property, be firm. If the vendor isn’t budging on price and is unwilling to meet the market, you may have to walk away.

There’s an art to successfully negotiating the purchase of a property. However, with careful research and preparation, you can come out on top. Before you begin searching for a home or investment property, remember to talk to Fornaro about getting your finance pre-approved so you’ll be ready to negotiate with confidence.

Happy property hunting!

This article is for general information only.