I’m currently purchasing a new house and I want to share some insights. Baseline knowledge: Houses are unique goods on multiple margins that are imperfect substitutes. Let’s assume that both a buyer and a seller have real estate agents in the USA. The opportunity cost to the buyer is selecting another house that is not quite as desirable or finding a comparably desirable house after a wait (due to time searching and the appearance of new listings). Legally, the seller is not allowed to lie about the property details (though they can claim ignorance). The lending process makes it difficult for the buyer to lie.

Step 1: List and Bid

The seller chooses a price low enough that will permit a sale within their preferred timeframe, and high enough so that they earn a commensurate return. There is a tradeoff.

The buyer makes an offer. Before buying, I thought that the offer was, more or less, just bidding a price. That would make the problem nice and 1-dimensional. It would fit nicely into the auction theory that I learned in grad school. But that’s not the whole story. As it turns out, an offer specifies other details too. It specifies:

1. The price.
2. Earnest money. This is the amount that the buyers pays immediately in order to signal legitimate interest in the property. It’s often held in escrow by a 3^rd party in order to improve credibility.
3. The number of days until closing (signing the final contract).
4. The number of days for ‘due diligence’. This is the period during which inspections must/can be done. The seller or their agent must make the house reasonably available for inspection during this period.
5. The appraisal period. This is the length of time during which an appraisal of the property determines the value of the home insofar as a lending institution is concerned. Without a loan, this number can be zero is irrelevant.
6. A lender’s pre-approval letter specifying the permitted size of the loan and the down payment. This is a signal of credibility that the buyer is able to pay. The buyer can request to be approved for a smaller loan in order to signal unwillingness to pay more.
7. Any contingencies, such as whether another property must sell first, or a delay is requested. Really, this can be almost anything that the buyer wants. Some people get creative in their offers, like paying a higher price in exchange for a later closing date or rent-to-own contracts.

Given the above details, a potential buyer would like to craft the offer to meet the seller’s preferences while also acknowledging the scarcity of the buyer’s resources. As it turns out, not all resources are instantly convertible. One may be willing to move quickly but have a lower budget. Or, be willing to pay a higher price, contingent on the sale of another property.

Continue reading →