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Market Value

What appraisers think about increasing the contract price to cover closing costs

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Is it going to be an appraisal problem if the buyer asks for a 3% credit back? Well, let me back up. Let’s imagine the original offer was $300,000, but through written negotiation the price has now increased to $310,000 with a $10,000 credit back to the buyer. Is that an issue? Here’s some quick thoughts.

1) Yeah, it looks bad: In some senses I think many of us would subjectively look at a situation like this and think, “Yeah, it looks bad. It seems like the price was just inflated so the seller can net more money.”

2) Contract vs market: While it’s easy to judge situations like this, we have to remember value is not found in the contact. It’s found in the market. Thus as an appraiser I need to be objective about contract negotiations. Even if I think the contract price was inflated to help the seller net more money, I still need to objectively look to the market for the proof of value. In other words, are similar properties selling around $310,000 without credits and concessions? If so, then value looks strong at $310,000. Maybe the buyer and seller were originally in contract too low, so it would be a shame for me to have put more weight on the contract than looking to the market for the answers. Yet if all the comps and pendings are at $300,000 or less, then value isn’t really supported at $310,000. Thus just because it would be convenient for a buyer or seller to negotiate the price up does not mean value is there.

3) After the contract: Sometimes a buyer and seller will negotiate a contract price up after the appraisal is already finished. Then the appraiser is asked to consider changing the appraised value. My advice? Do your price negotiations up before the appraiser gets involved. I think most appraisers are not going to amend the value to “hit” the new contract price after post-appraisal negotiations.

I hope that was interesting or helpful.

Questions: Anything else to add to the conversation? Did I miss something? I’d love to hear your take.

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Multiple offers & paying above the appraised value

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It’s getting a little crazy out there. Let’s talk about multiple offers and buyers paying above the appraised value. I want to give some perspective from the lens of an appraiser, and I’d love to hear your take. Any thoughts?

MULTIPLE OFFERS: The other day I heard about a property that had 20 offers and the contract price ended up being 16% above the list price. What the? Clearly the market was willing to pay more than the list price, so maybe the property was priced too low. Yet if the seller accepted the very highest offer, are there really comps and data to support a value that high? That’s always the question. Here are some things to keep in mind.

1) Magic: Appraisers aren’t magicians. They have to support the value they say exists. Sometimes appraisers are told, “There were 20 offers above list price,” and maybe that says something about value, but appraisers still have to use actual comps and adjustments in a report instead of the number of offers.

There are multiple offers above list price.
Are there multiple comps above list price?

2) Getting stuck on the list price: It’s important for appraisers to be cautious not to give too much weight to the list price because sometimes it really doesn’t reflect value at all. It might seem like a red flag for a property to be in contract 16% above the list price, but what if the property was priced 16% too low? Moreover, if the sales and pendings all support a value 16% higher, then it’s a no-brainer to see the appraisal come in at that level. But if nothing is anywhere close to the contract price, then maybe the property got bid up too high.

3) One Buyer vs everyone: There might be one buyer willing to pay more than anyone for whatever reason, but market value is about what the market will pay. If a bank is going to lend on a property, it’s a good bet to lend on market value rather than one individual buyer’s perception of value. 

4) Offering high: Let’s remember some buyers make offers based on the amount they are qualified to borrow rather than looking at the comps. This reminds us sometimes high offers don’t always mean value is there. 

5) Offers as data for appraisers: The number of offers can be helpful for appraisers. If we know there were 20 offers above list price and it looks like value is going to come in lower, then the number of offers can at least prod appraisers to dig deeper to understand value. In other words, if 20 buyers are willing to pay more, but I’m coming in lower, I better be ready to explain why. Appraisers can also use the number of offers as supplementary data. So an appraiser might write in a report, “I gave Comps 1-2 the most weight because they were most similar, and 10 of the 20 offers were at contract price or above, which also helps support the opinion of value.”

PAYING ABOVE THE APPRAISED VALUE: I’m hearing more from agents about contracts where the buyer says, “We’ll pay $10,000 above the appraised value.” This tends to happen in a market with low inventory and when buyers feel desperate about getting an offer accepted. Anyway, when I read a buyer is willing to pay above the appraised value, my gut reaction is to think the buyer probably believes the contract price is too high. Can you relate? Yet I’m paid to be objective, so I cannot let what a buyer wrote in a contract influence my conclusion of value. Besides, to be fair, contract verbiage like this might be about a buyer trying to get an offer accepted rather than what a buyer believes about value. Ultimately it’s crucial to remember support for value is found in the market with comps and data rather than what a buyer writes in a contract (this is why I recommend agents to communicate well with appraisers).

Radio Interview: By the way, I had a 35-minute conversation last week on a financial radio show. If you need some background noise, check it out here.

I hope that was interesting or helpful.

Questions: Anything else to add to the conversation? Did I miss something? I’d love to hear your take.

If you liked this post, subscribe by email (or RSS). Thanks for being here.